A Fabulous Gift of Real Estate Secrets Nobody Tells You - Ep. 122 - Key Factors RealEstateAF

Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:10):
What about a playback ?
Wow, is this how Beyonce feelswhen she hears herself.
Who knows, maybe, oh my gosh.

Speaker 2 (00:16):
When she actually performs.

Speaker 1 (00:17):
Yeah, tell me about it.
What I mean this Christmas isgoing to be a good one.

Speaker 2 (00:21):
Yeah, it's going to be some halftime show I'll be
watching Some show.
I'll be watching Some sport.
I'll be watching.
There's so many people who arelike I am not watching it.
Oh, I'm watching, Come on.

Speaker 1 (00:30):
That's the only thing I'm watching for, right.
It's kind of like the SuperBowl I only watch for the
halftime show.

Speaker 2 (00:36):
So I don't know shit about shit, but here played the
Patriots in Houston and therewas no halftime show better than
that at the time.

Speaker 1 (00:54):
It was like Lady Gaga came from the top.
Oh my God.
We were like what the fuck ishappening right now?
Yeah, oh my God, it was so cool.
Gaga's a monster for that.
Yes, she is.

Speaker 2 (00:59):
Yes, she is, and welcome back to another episode
of Key Factors Podcast, realEstate AF, where the AF stands
for and finance, and I'm yourhost, mark Jones, and we are
powered by ReviewMyMortgagecom.
And today.
First, I want to start off bytelling everybody Merry
Christmas.
We decided to provide you guyswith some content that you can

(01:21):
actually learn from, take fromthis while you're sitting at
home after you're done openingthe presents and having all the
stuff, like normal, we sitaround and we scroll on social
media, so hopefully you stumbleupon this and you get something
from it.
But the past couple ofdiscussions we've talked about
business planning.
We even had my CPA on the show,but this one I want to get a

(01:42):
little fabulous, so to speak.
So each time that I have a newguest on, I actually have
ChatGPT provide me with a biobased on anything that you can
find on the internet, and thisis what ChatGPT says.
Mark Anthony Ball is adistinguished real estate

(02:04):
professional based in SanAntonio, texas, and the founder
and CEO of Ball InternationalReal Estate Group.
With over $20 million in sales,he was recognized as one of San
Antonio's top realtors.
A 12-year US Army veteran, MarkAnthony brings discipline and
commitment to his real estatepractice.
He is an icon agent at eXpRealty's luxury division and has

(02:27):
been featured in our FortuneMagazine's Under 40 list.
His innovative approachintegrates media, entertainment,
education and technology toenhance his clients' experience.
Beyond real estate, markAnthony is a certified mentor,
public speaker and actively acommunity advocate, supporting

(02:49):
organizations such as EqualityTexas and San Antonio LGBT
Chamber of Commerce.
So, without further ado, markAnthony Ball oh my gosh ChatGPT
is nosy.

Speaker 1 (03:01):
Like on point Hi how you doing Good.
I point Hi how you doing Good,I can't complain.

Speaker 2 (03:06):
How are you?
You know what.
I'm not here to listen to yourcomplaints anyway.

Speaker 1 (03:11):
It doesn't make anything any better anyway.

Speaker 2 (03:12):
No, it does not, and I think that just you saying
that is one of the reasons why Ithink this is going to be a
great discussion.
You are definitely somebodythat is a doer, not someone that
complains about the stuff thatyou have going on in your life
that gets in the way of what itis that we're supposed to be
doing, which is helping peoplesolve problems.
Matter of fact, if there wereno problems, we wouldn't be here

(03:34):
Exactly, you know.
So if you could tell us alittle bit about yourself, we've
got plenty of time within thisdiscussion.

Speaker 1 (04:05):
We've got plenty of time within this discussion I
love these because we get to putour phone away was an
instructor at Fort Sam and Ifeel like I was coming to the
end of my contract.
I said you know, I don't thinkI want to do 20.
I think 12 is kind of where Iwant to be.
So I had to figure out an exitplan.
I was maybe about $60,000 indebt and so I said, well, let's
figure this out, because I wassupposed to go to med school
Military.
I was medical, on the medicalside and so I was like let's
just continue to go to medschool.

Speaker 2 (04:25):
I'm half Filipino, so my mom is very be a nurse, be a
doctor, go to med school, andso imagine her displeasure when
I told her oh, by the way, I'mactually going to be a real
estate agent.
That's funny.
I see all of these Asiancomedians and they bring that up
All the not something I couldbring home to my family and then
we're all proud of.

Speaker 1 (04:43):
Exactly.
And that's me.
They're like oh, he's just arealtor.
I'm like oh, just a realtor.
Like come on, mom.

Speaker 2 (04:48):
No, he's a top realtor, correct.

Speaker 1 (04:50):
Exactly.
How dare you?
Um, so I cleared $60,000 worthof debt in about six months, and
then I realized, holy shit, I'mactually really good at this,
yeah, and so, instead of goingto med school, I just continued
with real estate.
I started out a very small momand pop boutique, redbird Realty
.
Jeff Garza has taught meeverything.

Speaker 2 (05:07):
Hey, they're no longer small, mom and pop.

Speaker 1 (05:09):
I know they are massive and I could not be any
prouder Jeff is a legend and aforce in this market, and he's
taught me everything I know.
So, jeff, if you're watching, Ilove you.

Speaker 2 (05:17):
He will be.
Matter of fact, Jeff is one ofour consistent guests on here
and I respect the hell out ofhim.
He's amazing.

Speaker 1 (05:24):
He's taught me everything I know that's awesome
.
And then so I was there.
He was like Marianth, andyou're going to be just
something amazing one day.
And sure enough, I was takingmy GRI class, Tariq El Moussa
hopped in my DMs and was likehey, what's up?
And we chatted, got on someFaceTimes and eventually I
swapped over to eXp and I justcontinued to grow.

(05:44):
I had a team, disbanded a team.
I've learned a lot.
I've gone through websites,I've had six CRMs, Like I've
done it all you know.
And so now I feel like I'mreally able, in this fifth year,
to hone my craft and realizewhat I really want to do and
really be purposeful.
I love that you know what I mean.
So yeah, Mark Anthony.

Speaker 2 (06:02):
So what got you into real estate?
I mean, you were going throughmedical school or knocking on
the doors of almost finishingmedical school.
What led you to go real estate?
Was it like a means to an end?
I need to start making somemoney quick at that time Because
, if we rewind five years ago,that was about what?
2019?

(06:22):
Mm-hmm, I mean shit.
Business was going nuts.
Yeah, it wasn't yet COVID nuts,but it was still doing very
well.
So what was the deciding factorthat kind of pushed you towards
that direction?

Speaker 1 (06:36):
I think it was just like we were mentioning I'm
exiting from the military, butalso I'm originally from San
Diego, california, where youcan't escape beautiful real
estate.
I've loved real estate for aslong as I could.
Million dollar listings havealways been my show growing up
as a kid and I'm just like Iwant to see homes like this all
the time.
And so as I realized I wasgetting out of the military, I
said okay, you know what?
Let's really find a way to growthat passion and make some

(06:59):
money.
And, like Tom Ferry says, itwas the cocaine and champagne
times.
you know, and so it was.
Just it was easy to close.
You, you throw a rock and youhit a realtor, and you threw a
rock and you hit a client, andso it was very easy to obtain
paying off debt and thenstacking a really nice savings
account and saving for a newhouse and all of that stuff.
So I did a lot in my first yearof real estate.
I bought a house and X, y and Zpaid off all of my debt, all

(07:22):
that good stuff.

Speaker 2 (07:22):
So you doing as much as you've done in a short period
of time tells me a lot aboutyou.
Number one I've been in thisgame since 2012,.
Top producer after the firstyear built a team, lost a team,
rebuilt a team all of the upsand downs, trials and
tribulations that you want totalk about.
Trials and tribulations thatyou want to talk about.

(07:43):
But the idea of learning yourcraft by, I don't know, doing
the basics initially and doingthem so well that you added your
flair to it and we'll get intothat.
But I had a question for youthe vision of Million Dollar
Listings.

(08:05):
We all watched that show andkind of loved it, because
there's no way to not fall inlove with all of this beauty
Right.
But then, when you get into theactual business, you get to see
all the bullshit and you get tosee all the dirt behind the,
the, the, the corners and allthe um.
Imperfection, so to speak.
Exactly Right.
What pushed you to continue?

(08:25):
Knowing that, okay, I want todo this because I love
properties, I'm passionate aboutall of this stuff.
But then I get in and it's notwhat I saw on TV, yeah, but yet
I believe I can make it that,yeah, and that's what I think I
see here.

Speaker 1 (08:43):
Right, yes, you're absolutely right.
So one talent that many peopletell me is that I make things
look very easy, or it doesn'tlook as it seem, but the fact is
it is really, really hard.
Real estate is not an easybusiness for people who don't
want to do a lot of work, and sofor me, I've really just
realized one I love helpingpeople In the military.
I've always had that servantheart, and even before then, and

(09:04):
so being able to assist peoplein something that can be very
stressful has always beensomething that I enjoy doing.
Um, and then, on the flip side,I just I'm good at solving
problems.
I don't know if it's the Taurusmindset, it's the earth sign, I
don't know what it is, but it'sthe Mark Anthony mindset and
appreciate you not being humbleenough to say that it's from

(09:24):
others, and more than likely ithas been.

Speaker 2 (09:27):
You've, I would imagine, have adopted different
things, different traits, tomake your own.
I can tell that you're doingthings different, and there's
nothing wrong with that Matterof fact.
That's how things should bedone when you are trying to make
a name for yourself.
I can remember back when I gotinto the business and everybody
was doing the same stuff.

(09:47):
I was the guy that did itdifferently.
No, I didn't wear high heels,but you're damn right, I had my
face plastered over everythingVehicles, moving trailers, all
kinds of things that worked Foryou.
What would you attribute thatconsistency to and the reason

(10:08):
why I bring that up first is youmentioned and I read that you
were in the military.
Is that kind of bringing someof that consistency forward into
this craft?
I do know that in the militaryyou get up, you do this.
You fold your underweight thisway, you do that, you fold your
underwear this way, you do that.
Is that bleeding into this kindof the initial kickstart of

(10:29):
this?

Speaker 1 (10:30):
I think the discipline, definitely for sure.
At one point, you have torealize, like, even though you
leave the military, you stillhave that disciplinary mindset
of I got to wake up, I got tomake these calls, I do have to
do the follow-ups, I have to dothe open house, I have to love
on these things and the passionthat you really want to roll

(10:51):
with in order to ensure thesuccess.
Now, to be honest, though, whenI was in the military, it kind
of stripped me of all of mycreativity.
So, coming into real estate, Iwas asking people who did Canva
really well, like, hey, can youmake this graphic for me?
Can you make this flyer for me?
I don't know what I'm doingbecause I didn't.
And then, eventually, you learnhow to be your CMO and your CFO
and all of that stuff, and youjust learn to do it well.
And now the people that I'masking for, hey, can you help me
with Canberra?
Like, hey, mark Anthony, I needhelp with some marketing,

(11:13):
because eventually, at somepoint just like I told my sister
who recently got licensedthere's a thousand and one real
estate agents in your market.
You have to be the difference,and people want to work with
someone that they can connect,know, like and trust.
Amen and so you have to find away to be able to have that
internet persona, give someone ahug through the phone and say I
want to work with this person.
Yeah, and I think I've achievedthat.

Speaker 2 (11:34):
I think not only I don't think I know you've
achieved that.
It has a lot to do with yourhigh level of EQ.
Yeah, matter of fact, from themoment that you walked into here
, I felt a connection vibe, whathave you?
And it wasn't because you werepretending you were your true

(11:55):
self, and I am not one to judgeanybody.
I want to learn who the hellyou are.
Right, the idea behind thisbusiness being an easy business
and I don't know if you've saidit or not, but I have to say
that that is not the case.
I don't believe that this is aneasy business.
And what I want to kind of talkabout first is something that I
had heard you say that you gota lot of kudos for.

(12:18):
Okay, I personally disagree alittle bit, but I want to dive
into it.
Yeah, the idea behind folksbringing up the fail rate of
realtors in this business someupwards 78, 80 percent.
You're like I'm tired ofhearing that, but it is the
truth.

(12:38):
And do you remember saying itso that you could say that part
again?
Ok, go for it.

Speaker 1 (12:43):
Yeah, so I was at EXP Con, so my brokerage's national
convention in Miami.
It was great to be able to be aspeaker, and so we were talking
about why we think agents failand I said, look, we have an 80%
fail rate, and I really hatethat because sometimes agents
can be mean and lenders can bemean and they're just like, well
, this person's making mistakes,so they're a crappy realtor.
And that's not the case at all.

(13:03):
Sometimes people just need help, you know, and if we give them
the tools that they need or thedirection, or if you're a more
experienced agent and you knowyou're going into a transaction
with a weaker or newer agent,don't be an asshole, because it
has nothing to do with theagents, everything to do with
the customers and the clients,and so I think that when it
comes to that, it's importantthat people remember that and

(13:23):
understand that.
But this business is hard.
If you don't know you know thebasics of a contract, if you
don't know a third-partyfinancing, anandam, or what
early possession means and whatwe can do during early
possession, or any of that, itcould really destroy what your
client is trying to build or,even worse, the incentives that
they're supposed to be getting,and so I think that it's

(13:45):
important that people at leastknow the basics.
Everyone wants to get in andthey want the glory before the
work and they want the glitz andthe glamour and the
Lamborghinis and the Mercedes.
But sometimes you have to be inyour 1994 Honda Accord for a
little bit until you're whereyou're supposed to be.
Babe, this isn't it.

Speaker 2 (14:00):
You're not going to be there.
Amen to that.
Okay, so now that I agree with100%.

Speaker 1 (14:05):
Yeah.

Speaker 2 (14:06):
The idea that it is on anybody else but them first.
Yep, that's where I feelthere's a disconnect.
In 80%, it's a large number.
So when we're saying that 80%of the business or the folks in
our business are not getting thehelp that they need, but yet
there's classes on every cornerevery weekend, the brokers are

(14:29):
providing any kind of trainingthat you can think of, I have to
put it back on the agentthemselves and I don't think
that you're giving yourselfenough credit.
And the agents that remain inthis industry.
Because, let's face it, you canremain in the industry being
licensed without selling shitAbsolutely Right and call
yourself a realtor, et cetera,et cetera.

(14:50):
But if you're not closingbusiness, you're not helping
people.
If you're not helping people,you're not learning from your
mistakes and growing your bookof business and your reach, so
to speak.
I can't really get behind theidea that me personally, I'm not
the victim guy.
I just hey, I own my shit.
If I mess up, I'm going toclaim it, because that's the way

(15:10):
I'm going to learn from it.
Putting it out into the airmeans that I've learned from it.
Now I've got to do somethingabout it.
If I consistently say man, Iknow what I did wrong there.
But if I don't actually changewhat I'm doing, that's on me.

Speaker 1 (15:25):
Would you agree with that Absolutely?
I think, that it's very easy ina world of most people are W-2s
and the second you transitioninto 1099, people think it's the
broker's fault, it's mybrokerage, I didn't get enough
training.
No, we are business owners.
From the second you become alicensed real estate agent, and
even before that, the second youmake that decision to say, hey,
I'm going to transition from W2into 1099.

(15:48):
That's when you have to changeyour mindset.
Everything is now yourresponsibility your taxes, your
trainings, how you understandthings.
I mean hell.
A new version of the contractjust came out yesterday.
That's right.
I'm looking at it trying tofigure out what the fuck has
changed.
What do I need to know?

(16:09):
Because I literally had towrite an offer and I'm like,
well, this is a new contract.
I don't know how to explain tomy clients, because every client
that I write an offer for I doa video of the paper that
they're signing and explain thatto them.
If I can't explain the contractto them.
I don't know what I'm havingthem sign.
So, it takes a level ofperfectionism, and not even that
, but just a level of service,to say I a level of
perfectionism and not even that,but just a level of service, to
say I'm going to take the timeto learn and what I can't learn.
Hey, broker, I have a quickquestion.
Can you help me with ABC?

(16:29):
That's right, I love thatresponse Situation.

Speaker 2 (16:35):
I just received a contract yesterday and I saw it
and went what the hey?
I thought you said that youwere getting $12,000 in closing
costs.
Yeah, I am.
Did you put it on the contract?
Well, I don't know, I didn'tknow where it went and I'm
looking at it, going dude,here's the spot, right here,
yeah, and it looks like it sayszero.

(16:56):
And I don't think that youmeant to do that.
Yeah, oh no, I thought that wasthe commission piece.
Yeah, Call them right now,before this is signed, let's get
this corrected.
Most lenders wouldn't do that.
They'd go okay, moving forward,and then all of a sudden, it
gets receded and now we've gotto make an amendment.
That looks kind of funkybecause the price has changed,
et cetera, et cetera.

(17:16):
Exactly, in my opinion, whenthis new contract came out, if
your broker's not holding sometype of study group, training,
et cetera, it's not on them,it's your contract.
This is how you make money,whether you're on the buyer side
or the listing side.
You got to know what your craftentails and that is they

(17:39):
literally the most valuablepiece of what we do.
Exactly.

Speaker 1 (17:43):
Barrier to entry.
It's so very low.
Know your job and know it well,so that you can be able to
explain it to somebody who hasno idea what they're doing.
And that's why, for me, like Imentioned, I do a video with
everything, because in themilitary I just blind signed it,
blind sign shit, just to blindsign shit.
But now in real estate I'm like, oh no, we're not doing that.
You will get a 10 minute videoof every single paper that I
have you sign, because I needyou to understand what we're

(18:05):
doing Because, at the end of theday, I'm covering my ass.
Amen to that no babe, you hadthis, this video.

Speaker 2 (18:09):
That's right.

Speaker 1 (18:09):
You can't say Mark Anthony never told me.
I will tell you everything inthis contract and if you forgot
it, that's you.
I have the video proof that Imade this for you.
This is what we're going to do,boom.

Speaker 2 (18:18):
That's funny.
We I, I coached my loanofficers.
I personally do it myself.
We use loom to where we've gotthe little bubble and you can
put any video, any contract anyclosing disclosure.
What have you?
Explain it to them, yeah, andpeople will ask well, why do you
do that?
Well, first off, it's going tosave me time, because once I
send this to them, they'realmost too embarrassed to ask

(18:42):
questions versus just hittingrewind, exactly Because I've
explained it to a T, we'veaddressed every line item, et
cetera.
And then at the end of thevideo I say, if this doesn't
make sense, press rewind.
Yeah, Like jokingly, yeah, um,but that just in itself is one
thing that you just baredwitness to, that you do
differently, that most and I'mtalking 80%, most will not do.

Speaker 1 (19:06):
Right, there's no way I will ever put a contract in
front of a client and not have avideo.
I don't care if we wrote fouroffers you're still going to get
a video on this new offer.
Yes, that's just what it'sgoing to be.

Speaker 2 (19:15):
And you do that consistently, exactly.

Speaker 1 (19:17):
Every time.

Speaker 2 (19:17):
Strange, that's a fucking weird.

Speaker 1 (19:19):
Kind Kind of weird how that works.
Yeah, consistently buildroadmaps, which lays the
foundation.

Speaker 2 (19:25):
Absolutely, absolutely.
So.
You've been named recently asone of the top social media
rising stars, or what was theaward that I saw?

Speaker 1 (19:34):
Through Sabor.
I am the social mediainfluencer of the year for 2024.

Speaker 2 (19:38):
I love that.
I love that, yeah.
So, that being the case, I'mnot even going to say do you get
business from social media?
Because I built my business onsocial media in 2012, when no
one was doing it.
I was the guy that was doingthe closing pictures before
Matter of fact, I'm like buyer,you don't want to be in here?
Okay, I'll do it.
I'll just point to you overthere.

Speaker 1 (19:58):
Literally.

Speaker 2 (19:59):
Yeah and um.
You going into this past yearand the year prior, after coming
off this massive high, what wasyour thought process on?
What kind of content am I goingto continue to put out there to

(20:20):
stay relevant, to continue tostay top of mind and to be
different?

Speaker 1 (20:23):
Those are really really good questions and for
anyone who's a real estate agentwho's listening, I want you to
do this.
Go to Google, type in your cityreal estate, scroll down just a
little bit and people'squestions of what they ask about
San Antonio real estate isright there.
All you have to do is make thevideos, the questions that
people are asking, and answerthem in a way that they can

(20:45):
connect with that they give afuck about and that they're
going to implement.
That's it.
Yeah, that's it.
That's all I do.
If you want to go moreaskthepubliccom, go see what
questions people are asking anddo the same exact thing.
It's very easy.
You don't even have to makeyour own script.
Chatgpt will do it.

Speaker 2 (21:01):
And Mark Anthony, why is it that 80% will keep using
that number?
Yeah, don't do it.
They don't do it or they'reholding themselves up for the
right moment or the right video,or the right content.
What do you think?

Speaker 1 (21:16):
It's exactly that they are getting.
They're in their own way.
A lot of people are in theirown way.
Oh, I'm scared of video.
Well, you're never going to getbetter at video if you're not
in front of the camera, babe.
My first couple of videos.
If you scroll all the way tothe bottom, that was a different
person.
Then there was a lot of ums, alot of ahs, a lot of Malcolm cut

(21:41):
the video Like I really wantMalcolm to do just an um reel of
just five years of videos thatwe've done so people can
understand, even to this day.

Speaker 2 (21:45):
Hey, if you send me the links to those, I'll do it
for you.
I'm that much of a nerd, it'sjust the barrier to entry.

Speaker 1 (21:50):
People just think that they have to be perfect.
You're never going to beperfect if you don't start that.
And people get discouraged whenthe first video they make
doesn't go viral.
Babe, the algorithm doesn'tknow you yet.
Youtube doesn't know you.
Instagram doesn't know you.
Tiktok doesn't know you.
Unless it's a bomb ass video,it's not going to launch.

Speaker 2 (22:06):
And typically it's probably not going to be a video
about real estate.
To be honest, you're not goingviral about a real estate video.
Matter of fact, and this isjust my opinion, you shouldn't
just be posting about realestate anyway, bingo.
That being said, I want toswitch gears to something that
we can have a little fun with,because I did not know this up

(22:29):
until I talked to Joey in ouroffice.
I said I've got Mark Anthonycoming on tomorrow and he was
like oh wow, cool.
So which one are you getting?
You getting Mark Anthony or areyou getting Vivian?
And I went what the fuck do youmean?

Speaker 1 (22:44):
I'm so sick of Vivian Her reputation precedes me.
Literally, her reputationprecedes me.

Speaker 2 (22:50):
Let's talk about it.

Speaker 1 (22:51):
She's been alive for all of six months.

Speaker 2 (22:54):
Because, as I did research last night, I fell in
love with both, of course.

Speaker 1 (22:59):
She's supposed to be the villain in this story, guys,
oh my God.

Speaker 2 (23:02):
That's funny.
So tell us about vivian.
When did it begin?

Speaker 1 (23:07):
why did that begin?
So actually, vivian wasn't evensupposed to have been born.
What was supposed to havehappened?
Me and my videographer, malcolm, we're going to do a listing
video on my newest listing at504 south palmetto.
It's still on the market, guys,please buy it.
Um, and it was supposed to be aspoof of Architect Digest, so
it was supposed to be just MarcAnthony in a super lavish coat

(23:28):
and a bat.
Oh my gosh, hi AD, welcome tomy very humble abode.
That's how it was supposed tobe.
We're walking through the houseVery easy.
I get into the living room.
I'm like, hmm, I have someheels in my bag.
We get into the kitchen, throwon some sunglasses.
We get to the first primarybedroom downstairs, like let's
just throw in a British accentand kind of see what it goes
from there.
And Vivian, literally througheach room of the house,

(23:50):
continued to grow.
She was evolving and people,when we posted the video, they
were like this is fucking magic.
It is, and I was like wait,malcolm, we might be onto
something here.
And so between me and Malcolmwe're chat gpting like who is
vivian and who, and we're justbuilding a narrative for a
character that we had no ideaabout and so eventually it's hey

(24:11):
, can we pay you so that viviancan come do um some videos in
our stale listings and and justbe as not necessarily vulgar,
but as vivian as possible, likethat and I'm like vivian as
possible exactly.
I'm like so, no, mark, and I'mlike no, no, we don't like him
leave him at the door, correct?
I'm like, oh, okay, I guessI'll just buy some coats and and

(24:31):
shit, and that's how viviancame and all in texas all in
texas yeah, in the summer guys,I can't do this anymore.
I beg.
I'm watching that first videogoing.

Speaker 2 (24:42):
I bet bet he's hot right now.

Speaker 1 (24:43):
No pun intended.
But I mean there's a lot ofwater breaks.
There was a lot of airconditioning breaks.
It was a lot, but it was somuch fun and I can imagine.
The joy and people really justconnect with this character and
I love it.
And we have another charactercoming in 2025.
Awesome, so it's going to bereally fun.
It's going to be Vivian's dad.
He's going to be the completeopposite of Vivian, oh shit.

(25:04):
So it's going to be veryinteresting to see how that
evolves.
We'll see, because I can't playa man well.

Speaker 2 (25:11):
But so let me ask you so, since the evolution of
Vivian, how have you used thatto parlay into what you're doing
?
We obviously know that peoplewere like we want Vivian in this
listing, et cetera, et cetera.
But where has that taken youfrom that point?

Speaker 1 (25:30):
Oh my gosh, it's been kind of a whirlwind.
So, mark Anthony, when you seemy videos, as myself, it's very
polished, very proper, very hey,look at this board and bat and
look at these coffered ceilings,I mean somewhat.

Speaker 2 (25:41):
To be honest, some of the content that I saw from
yours was you literally damnnear wife beater shirt, just
like talking to the camera.

Speaker 1 (25:49):
And I was like that's that's that's it.

Speaker 2 (25:52):
That's what people want to see, yeah.

Speaker 1 (25:54):
And so with Vivian, though, it's very different,
because it's like she'll gothrough a house and she'll be
like, hmm, millennial gray again.
Great, you know what I mean.
Like mark anthony wouldn't saythat, but vivian's like okay
millennial gray.
I guess you're just boring andyou hate fun.
Got it.
Remember when you used to befun and used to have enjoy
colors and you weren't aminimalist and it wasn't just
gray and white like that is veryvivian or like we go through an
investor home.

(26:15):
She's like oh okay, so you justwant the house to explode
because the electrical isn'tdone, like she's the person who
will call out shit for peopledoing bad shit.
And it's caused people toreally pay more attention to not
only just real estate but theinspectors that they use, the
transactions they're goingthrough.
In my DMs alone, I probablyhave like 10 people who are like
hey, I'm not in your market,but I'm in the middle of a

(26:35):
transaction.
Something feels weird.
I trust you to tell me whatthis is.
Are you okay with answering afew questions?
And respectfully, I'm like well, hey, that's something that you
should ask your realtor, butI'll be happy to answer what I
can answer, given the knowledgethat I have.
You know what I mean, because Idon't want to step on any toes
or cross any state lines.

Speaker 2 (27:05):
Well, what?
I'm real shit that peopleshould.
Matter of fact, I'll go.
You're saying, as Vivian, whatpeople are thinking Exactly and
are scared to say.
Do you see some of that in 2025trickling over into Marc
Anthony?

Speaker 1 (27:23):
I hope so, me too, me too.
2025 trickling over into markanthony?
I hope so, me too, but I dolike the stark difference though
it is, it is kind of fun tokind of pivot and piggyback for
sure on it.
I think that, especially whenwe do a vivian and mark anthony
video in the same video and wedo a clone it.
The difference is so nice itbeautifully.
I don't know if I want to taintthe waters, I totally get it.

(27:46):
So we'll see.
We'll see what 2025 brings withall of that, but I hope it does
.

Speaker 2 (27:52):
So, kate, let me ask you this, being that you now
have an alter ego.
Yeah, when you're with yourclients, your customers, whether
it be buyers or sellers, areyou able to, at that point, be
more of yourself?
Because I know we as salesfolks and you didn't.
You probably didn't always havethis skill, but definitely you

(28:15):
have acquired it.
There's no doubt about it.
Yeah, there's a time and aplace.
So it's like know your audience, I can push the boundaries with
this one.
I can say this, and I know thatthey're going to laugh because
of the way that they took thiskind of response.
And then there are some peoplethat you just you can't tell.
You say something and you'relike, oh shit, they didn't laugh

(28:38):
at that.

Speaker 1 (28:39):
Right yeah, code switching is such a thing in
this business.
What is it Code, code switching?

Speaker 2 (28:44):
You have to be able to code switch in real estate.
Is that some new Gen Z thing?
No, damn it.
Jc, I think I just confirmedI'm old.

Speaker 1 (28:56):
We're going to urban dictionary.
This after the fact.
That's awesome, but codeswitching is something that you
kind of have to do.
There are some who literallylike hey, can we have vivian
show us houses?
I'm like guys, the buyer's repgive me five minutes.

Speaker 2 (29:10):
I will be right back literally but also I'll oblige.

Speaker 1 (29:17):
Sure, if that makes you feel comfortable, let's do
it.
Yeah, but also there are someclients who are like no, let's
just chill with what it is, andI, I'm cool with it.
But I always tell my especiallymy listing clients you're going
to get two videos.
You're going to get a Vivianvideo and you're going to get a
Mark Anthony video, both ofwhich is going to paint your
house in a great light.
Vivian's going to poke fun ofit.
Mark Anthony is going to tie itall together.
It's going to tie it up with awho I thought who wouldn't be

(29:40):
okay with it.
They see the value that I havein social media and they're like
you're the professional.
Whatever you think, go and doit.
Which basically?

Speaker 2 (29:49):
speaks volumes to the term.
Your vibe is your tribe?
Oh, absolutely, because youattract the energy that you put
out there.
Exactly, and you're not puttingout and excuse me for being
frank with this, but that's justwho I am.

(30:10):
You're not putting out a gayvibe, you're not putting out a
straight vibe.
You're not putting out any ofyou're being you, yeah, and who
is you?
Fun AF, yeah, exactly, trulyyeah.
And I think a lot of folksDemocrat, republican, blah blah
does not matter we love comedy,we love being able to laugh.
I think that over the pastseveral months, with this
election being so BS, I'm soglad it's over, thank God Truly,

(30:32):
literally, it has dividedpeople to the point that we
forgot what actually makes uslaugh, yes, what makes us
similar, if that makes sense.

Speaker 1 (30:44):
Yeah.

Speaker 2 (30:46):
And what I see from your content, from you right now
, is that you're a coolmotherfucker.

Speaker 1 (30:52):
Truly Thank you.

Speaker 2 (30:53):
No, really the idea behind.
When people are trying to putout content and they want to
have the perfect piece ofcontent to go out, kind of like
you said, your first one, yourthird, your fifth, it's not
going to go viral, it's all bad.
You need to put stuff out there, but be your authentic self.
Why?

(31:14):
Because, number one.
Do you know how difficult it isto keep up with a lie?
Baby, I'm telling you.
It's true, it's exhausting.
Yeah, we've all been there.
Yeah, and it was like damn it.
I should not have said that.
Correct, because now I've gotto remember this.

Speaker 1 (31:29):
And I have a terrible memory, I can only remember the
truth.
So if they're like hey, so howwas your vacation in Fiji?
Bitch?
What vacation, right, who areyou again?

Speaker 2 (31:44):
Like, like I always say, your brain is not for
remembering, so write it downExactly, you know Exactly.
But, yeah, what are yourthoughts on if you were to give
advice to realtors that are outthere, because I would imagine
that we're not only attractingbrand new to the business agent
realtors anymore.
Yeah, we've got some heavyhitters watching this show, what
?
And, mind you, they still havestuff to learn too.

(32:04):
Yeah, like myself, topproducing mortgage lender, I own
, I think, mortgage, but at thesame time, every single guest,
every single discussion, I'mlearning something new.
Yeah, what kind of advice wouldyou give to someone that is
scared to be their true,authentic self?

Speaker 1 (32:20):
Oh my gosh, that's a really big one.
I mean first, ultimately, god,what was I going to say?
First, ultimately, you reallyjust have to be confident in
yourself.
Okay, you aren't in thisposition by accident and I think
that if you really just lean inon that, you really just have
to hone into your power andpeople will realize okay, this

(32:40):
isn't as bad as I think it is.
The first step is just takingthat step.
But aside from that, I thinkthat there's a really weird
separation that we try and dowith a personal Instagram page
and a professional Instagrampage or whatever Personal
Facebook.
Regular Facebook Guys make itone.
People cannot connect with youon the just solds, the just
listed the under contract under$14,000 for three days on market

(33:05):
.
That's why people hate us.
They hate us because we make itseem like it's easy and that's
why the NIR lawsuit settlementcame up.
Good point, because we showpeople we have no value.
Because if I can put it on themarket and get it sold in three
days for $1,000, a billiondollars over asking a for sale
by owner could have done that bythemselves, then that's exactly
right.
What am I here for If you canget it sold in four days?

(33:27):
So stop making it, stopwatering down what you do.
Make all of your social mediaone.
I get it If they're sensitivethings you don't want to post,
like your kids or any of that.
That's what close friendsstories are for.

Speaker 2 (33:40):
And I will actually.
That's a tough one because I dounderstand where people come
from.
On that.
I'm here to tell you, noteverybody's out to get you.

Speaker 1 (33:53):
Correct Not everybody's out to get you.

Speaker 2 (33:54):
They want to know who you are.
They want to do business with,like you said, who they know,
like and trust.
Yep, how the hell are theygoing to trust you if you can't
trust them Exactly?

Speaker 1 (34:03):
Right, that's the big thing.
Yeah, people think that puttingthemselves out there will put a
target on their back, wheninstead it's really just opening
you up to opportunities.
If, had I not been who I am, Iwouldn't be in the shoot for EXP
con or any of these engagementsor any of the TV stuff that
I've done or any of that,because people have no idea who
you are.
You can have an interview, butof course, ultimately they're

(34:25):
going to go back and dobackwards research If they feel
like they can't connect with you, it's on to the next.
I've won many a referral becausethey're like hey, morgan
Anthony, I love your vibe, Ilove the story that you build, I
love the image that you paintso that's how it works out.

Speaker 2 (34:42):
That's a great point, because we're in an age, or a
day and age where, even if youmeet someone outside of social
media matter of fact, hopefully,you're meeting people outside
of social media let's say you'reout at dinner or whatever the
case, and it comes across thatyou're a realtor, et cetera Bet

(35:03):
your ass.
They're going to, as soon asthey leave you, jump online and
look for you Bingo.
They're going to find you onFacebook, instagram, tiktok,
youtube, all of the platformsthat are out there, yeah, and if
you are not the same person onthese, they're going to go okay,
who is this person and why didI just waste my time Exactly?

Speaker 1 (35:26):
That's the thing People put different
personalities on differentthings and it makes a lot of
things disingenuine.
That's great.
Yeah, it's just be yourself,have fun and don't do anything
illegal Like.
It's very easy to do any ofthat stuff and people will
naturally gravitate to you.

Speaker 2 (35:41):
That's it, I think it's easy for you, I think it's
easy for top producers.
I think it's easy because at acertain point, we made a
commitment that we're in thisfor the long haul, through the
good, bad and the ugly.
Yeah, and the way that we aregoing to proceed is what I did
to get me here.
Yeah, does that make sense?

(36:01):
Exactly, I'm not going tochange who I am because now I'm
starting to make some money.
I'm just going to enhance who Iam now that I'm making some
money.

Speaker 1 (36:12):
Exactly, you hear that Netflix Stop raising your
prices.

Speaker 2 (36:14):
Damn right, yes, I love it.

Speaker 1 (36:16):
You see what money will make someone do.
They change their shit.
That's right.
If we're mad at Netflix forchanging because they make a
little bit of money, guys, don'tchange.
Run the plays.
That works.
If open houses got you yourlast buyer, keep doing open
houses.
If cold calling is what got youyour last seller, keep doing
cold calling.
People try that they want to beinnovative and do something
else, and that's fine, Right,but keep doing the things that

(36:38):
got you the business in thefirst place.
I think in real estate we allhave shiny coin syndrome and we
see what's happening online andthis person's doing that and let
me try and jump and completelyforget what's happening over
here.
Amen.
And they their, their pipelineruns completely dry and they're
like I don't know what happened,Where's?
Where's all my business?
Well, babe, you stopped doingwhat worked.

Speaker 2 (36:55):
Boom, and I think that is the message for 2025.
As, as we close out 2024,there's a lot of folks that like
, for example, I've beenteaching, coaching social media
for years.
About 2020 is when I stoppeddoing the classes on it, etc.

(37:16):
Why?
Because we were just too busy.
We had a lot of business comingin.
I didn't need to teach realtorshow to do it any of that stuff,
but I do remember, when I wasteaching and coaching those
classes for agents trainings foragents that it was rather
daunting for a lot of people tojump into it.
But I would always say don'tstop doing what you're doing now

(37:38):
.
This is another piece of yourbusiness that could potentially
help you and should help you ifyou do it the right way, but you
can't abandon the boots on theground.
Concept Right, and mepersonally, growing the business
, creating other businesses, etcetera.
I'll admit I got away fromdoing what got me here, and now

(38:01):
the message for 2025 is get backto the basics, the things that
it took to get you here.
Go do those things Exactly.
That being the case, what doyou think in 2025 are some
things that realtors inparticular are shying away from,

(38:25):
thinking that they're not goingto get the same juice out of
that squeeze.

Speaker 1 (38:31):
Cold calling still works.
I hate it too, Trust me, I hateit.
I have to psych myself up everytime.
I'm like all right, two hoursof just straight dialing.
Sometimes you get cussed out.
Wait, wait, wait, wait.

Speaker 2 (38:43):
So you're saying that famous, fabulous Mark Anthony
is still cold?

Speaker 1 (38:49):
calling every single day and it still works.
It's working every single day.
Please continue Listings, areit?
They're already raising theirhand.
They've already listed withsomeone.
Be the person that changestheir mind, like, just do the
things that you're scared to do,because I can guarantee you
it's going to, the fruit isgoing to bear, it's going to be

(39:10):
there, you know.
And so I think that, again,people want the instant
gratification, without thelongevity work.

Speaker 2 (39:16):
They're like.

Speaker 1 (39:16):
Hey, I posted one video.
Why don't I have a billionviews or a hundred followers or
whatever it is?
Hey, I called, called, calledfor three hours one day.
Why don't I have a new listingappointment?
It's not going to be like that.
You have to perfect your craft,you have to be able to do
objection handling, you have tobe able to do all of these
things.
But people don't want to do thehard.
I think they just want a hot,warm client to just fall from

(39:38):
the sky and say, hey, markAnthony, I want to list with you
today.
And you're like okay guy, andsay, hey, mark Anthony, I want
to list with you today.
And you're like, okay, great,and the transaction's great and
there's no repairs and all ofthat and life is great.

Speaker 2 (39:50):
But that's not this business If you want that.
You got to go somewhere else.
So do you see why I'm bringingup that 80% thing again?
You're literally telling why youseparate yourself into the 20%
Matter of fact, 1% of agents outthere and, I believe, as
genuine as your response was inthat video that I saw, I

(40:11):
immediately went no, that'sbullshit.
You're not giving yourselfenough credit for the things
that you're doing.
You're doing it.
You're doing the cold callsDespite not getting the results
instantly.
You're still going back to dothose cold calls after having
success, after building afollowing, after finding another
niche that provides youbusiness.

(40:32):
You didn't go.
You know what?
I got business coming over herenow, exactly, I don't need to
do that Yep, bullshit.
I'm going to add this to mybusiness and I'm still going to
do that Yep.
Eventually, the well will rundry at one point or another, and
what I used to compare it to isspigots the idea of okay, as a

(40:52):
top producer.
How did I get there?
Well, I created differentfaucets and at different times I
had to go and check thesefaucets, because at a certain
point one's just dripping,versus one that's flowing Yep,
focus on the one that's flowing,for sure.
But eventually that well isgoing to run dry.
And if you leave all the othersunattended, unmaintained, well,

(41:16):
guess what?
Now all of your wells are dryand now you're fucked and you
got to start over Yep.

Speaker 1 (41:20):
Or find a W2.

Speaker 2 (41:22):
Hey, man did that.

Speaker 1 (41:22):
No, you're fucked and you got to start over Yep or
find a W-2.
Hey, man did that.
No, who wants to do that?
No, that's my biggest fearclocking in again.
Whee, whee, whee, whee.
I will never clock in again, myGod.

Speaker 2 (41:30):
And you know what that right?
There is the mindset that Idon't believe that 80% of the
industry, both on the realestate and side, have, which is
I'm not going to punch anybody'sclock anymore Correct.
I've made a logical andcoherent decision to go, no
matter what it takes.
I am going to keep this instride through the ups and the

(41:55):
downs, because immediately assoon as you start losing
business, the 80 percent goes.
Let me go and start Uberdriving, or let me go and start
this.
Let me go why?
Yeah, you realize once youdecide, because we know you're
going to, your license onlycosts X amount per year to keep
it going.
You're going to jump back inand all the people that decided

(42:16):
to stay are way light yearsahead of you, exactly Because
their business is established.
They never stopped doing thoseneedle moving activities,
despite what it was yielding tothem, exactly.

Speaker 1 (42:26):
Would you agree?
Yeah, absolutely.
I think that a lot of peoplethey're automatically assuming
that they're just going to havethat fallback and well, if it
doesn't work, I can just go backto this or I can go back to
that.
Babe, there's no plan B for me.
This is personal.
This is very personal.
I grew up poor.
My mom is I'm first generationAmerican, my mom's from the
Philippines.
My dad is from Jamaica.
Like I, I'm.

(42:46):
This is it.
I have to do this.
I have to make this work.
I'm the eldest of five.

Speaker 2 (42:51):
Like like real Jamaican or like Kamala Jamaican
.

Speaker 1 (42:53):
Like Jamaica Wow.

Speaker 2 (42:57):
Yes, get that.
I love him even more now.
So I had to.
All that stuff was going on.
All that stuff was going on.
I was actually in Jamaica for aweek for my wife's birthday.
And you should have seen allthe chatter about it.
I'm like I want to get in thisconversation.
Anyway that was super side note.

(43:17):
I wanted to see your reactionand it was awesome oh my God,
the idea behind what we do.
I believe a lot of folks thinkthat it's a generational thing
and we've talked about it inhere.
The older realtors have, likeman, these young kids.
They don't know how to get thebasics down because they want

(43:40):
the instant gratification.
Yeah, how old are you?
33.
Okay, so we?
How old are you?

Speaker 1 (43:45):
33.
Okay, so we're close, we'reclose.

Speaker 2 (43:47):
I'm 38.
Don't tell anybody.

Speaker 1 (43:50):
You have how many thousands of people watching.
Everyone ignore that.

Speaker 2 (43:54):
The idea behind those old school work ethic habits.
Where does that come from?
It can't just be the military.

Speaker 1 (44:05):
No, I mean, like I mentioned, eldest of five, my
parents divorced early.
My mom was a single mom and soshe would literally go to work,
come home for a couple hours,make us something to eat, go
back to her second job.
We didn't see her until shecame back at midnight, so it was
me taking care of my sister.
It was just.
There's so much to unpack.
I had to be an adult as a kid.

Speaker 2 (44:24):
And all living in California where cost of living
was higher.
Everything was spread out.

Speaker 1 (44:29):
Yep, wow, yeah.
So it was wild.
At one point she bought us ahouse, but she we couldn't move
yet, so she was paying bothmortgage and rent simultaneously
.
Like seeing the hustle of thatjust really instilled in me,
like no one's coming to save you.
There is no ppp loan that youcan get.
Yeah, there is no.
Hey, let me just move back inwith blank.
There's none of that, and sofor me I have to realize either

(44:50):
you push or you die, so you getto pick which one you want to do
.
So it's a whole lot easier tocry while you're in a house than
to cry being homeless.

Speaker 2 (44:59):
So let's figure this out well.
I mean, I think hats off to you, because a lot of folks and
speaking generally, a lot offolks go through similar things
like that that that life lessondoesn't stick and it doesn't
carry forward to whatever it isthat they're doing.
They will use that as thecrutch or the excuse as to why

(45:21):
they're not.
For you, it's kind of thebackbone of how you are.

Speaker 1 (45:25):
Yeah, I tell people a lot.
It's not your fault for what'shappened to you, but, god damn
it, it's your responsibility tochange it.
Oh, I love that If you cannottake responsibility to change
the circumstances that have beendealt to you, you're just
allowing it to happen.
You're not changing yourchoosing, and so, like you got
to figure it out.

Speaker 2 (45:43):
That's strong right there.
What you're not changing, youare choosing, and that I think
that, in essence, when peoplewatch this, I want that to be
one of the key factors thatpeople hone in on, because,
truly, you said it, I believe inthat firmly.
Whatever you are not changing,you are choosing Absolutely, and

(46:06):
that is a logical like you'reactually doing that.
Yeah, want you to know that.
It is not something thathappened to you.
You can't.
Things happen.
They don't happen to us, theyhappen, and then it's all about
how we react to that to moveforward.

Speaker 1 (46:27):
Bingo, would you agree Exactly?
So it's just like with anythinglike yeah, that sucks, that
your car got told it or whatever, but you're going to get a new
car, so you fix the problem.
So why is past trauma anydifferent?
Think of it as that same thing.
You're going to have tocontinue to move on, so you can
either choose to allow that tohinder you or you can allow it
to empower you to move forwardand be that better person that

(46:49):
you want to be.
Just like in a real estatetransaction, I've learned things
that have cost me thousands ofdollars and I said, well, damn
it, that's never happening again.
Let me make sure that Iimplement a process to change
that.
And so same exact thing withjust any other life situation.
If you don't change whateverthat outcome is, you're just,
you are allowing it to happen.
You're making a consciousdecision to allow it to keep
happening, to make you unhappyor any of that man that's really

(47:12):
profound in.

Speaker 2 (47:15):
not that it is something new.
It is something that is notiterated or brought to the
forefront as often as it shouldbe in, let's say, a mentor
meeting, a coaching meeting.
Matter of fact, have you everhad a coach?

Speaker 1 (47:28):
Yeah, I've been in Tom Ferry coaching for the last
couple of years.
How is that?
It's wonderful.
Yeah, it is so good.
It has taught me so much.
I mean hell, I just announcedit the other day I'm hosting a
webinar for Tom Ferry on January23rd.
Like it has opened up so manydoors for me.
I love the ecosystem.
I love the coaching I've got.
I've learned my systems, I'velearned how to do better with

(47:49):
YouTube, but now I'm going to beable to tell people how I've
built my social media, brick bybrick.
Yeah, and just to really bethat supporting factor for a lot
of people who don't really knowwhere to start.

Speaker 2 (48:01):
I love that, so I'm excited for that.
Yeah, that's awesome.
That's truly an inspiration tomany out there, because it's not
something that you read in abook or anything like that.
You're like you said, brick bybrick.
Yeah, you read in a book oranything like that.
You're like you said, brick bybrick, and I think a lot of
folks end up missing thatconcept because, like you're
talking about looking for thatinstant gratification, that one
video that's going to make themgo viral.

(48:23):
Yeah Well, newsflash guys, whenyou go viral, what are you
going to do next If you don'thave systems in place, if you
don't know what the hell you'redoing?
When the business actuallycomes in, what are you going to
do?

Speaker 1 (48:33):
Exactly.
I tell people that all the time.

Speaker 2 (48:36):
You know what I mean.
Now what Now what?

Speaker 1 (48:43):
And, honestly, the worst thing that you really can
do, believe it or not, is to goviral, because then, after your
15 minutes of fame dies, you'reback to, you get exposed.
Yeah, there's no umph behindthe bark.

Speaker 2 (48:52):
You know what.

Speaker 1 (48:53):
I mean, and so they're like okay, so you got a
million views, but after thatyou're not making content,
you're not doing what you'resupposed to like.

Speaker 2 (49:01):
So, matter of fact, I think, and you can correct me
if I'm wrong.
You were doing damn goodbusiness before you started
getting the attention on socialmedia, right yeah?

Speaker 1 (49:11):
absolutely.
Social media was just like alittle bit of an icing cherry on
top type of thing.
I mean, when that Vivian videowent viral, I think that was the
best but also the worst thingthat's ever happened, because no
other video has ever touchedthat NAR spoof video that I've
done.
So it's just, sometimes it'sgreat, sometimes it's not, and
and you just have to beconsistent in it and just be

(49:31):
happy that you get 2000 views or6000 views, because that's 2000
doors that you didn't have toknock, or 2000 conversations you
didn't have to have, or coldcalls or any of that.
So think of it like that Evenif you only get a hundred views,
that's a hundred people thatdidn't see you before.
That's right.
So just be happy with it.
Man, I like that.

Speaker 2 (49:48):
You just mentioned a NAR lawsuit and I wrote that
down back when we were talking abit ago.
I want to get your thoughts onthat because it doesn't feel,
based on our conversation, likethat affected you much and I've
spoken to plenty of brokers,jeff, a couple of times about
this.
What are your thoughts on it?

Speaker 1 (50:10):
I think the NAR lawsuit was needed to be very
honest.
There has been since being inand granted.
I'm still compared to a lot ofpeople.
I think the NAR lawsuit wasneeded to be very honest.
There has been since being inand granted.
I'm still compared to a lot ofpeople.
I'm still very young in this,but coming into real estate,
there's a lot of agents who wasjust pushing documents to people
and just say, here, sign this,sign that, blah, blah, blah.
We got to move fast X, y and Z,and the sense of urgency was

(50:36):
allowing people to notunderstand what they were
reading, especially when it cameto representation, when it came
to compensation, when buyeragents would say, oh, I work for
you for free.
No, babe, you don't, You'regetting paid somewhere, so
there's no free in anything.
Someone's paying.
But one thing about Jeff he'salways taught us to use a
buyer's representation agreementfrom jump.
There's a lot of people like,oh, the buyer's representation
isn't worth the paper that it'son.
That's your opinion.

(50:57):
That's right.
I have charged, even before theNAR lawsuit, clients to pay the
difference in my compensationbecause I show the value in what
I do.
I think that it is arequirement because agents do
need to be more transparent.
I think that agents still arenot being transparent, Like the
other day.
I had a client who said, hey, Iwas working with an agent, I
didn't sign anything.
Sure enough, they signedeverything the buyer's rep, a

(51:20):
whole contract, et cetera.
And I'm like in my head, I'mlike what do you mean?
You don't know what you signed,but also real estate agent, you
should have told them what theywere signing, absolutely.
So we're still working ontransparency.
I think that just reallybrought unnecessary but still
necessary light on our industry,because now people are looking
at us and really payingattention to what they are doing
.
Buying a home is the mostimportant and expensive thing

(51:42):
that you'll probably do in yourentire life and the consumer
should know what they aresigning and what they are doing
and who they are actuallyworking with.
So I'm all for it.

Speaker 2 (51:52):
Man, what a response.
I'm all for it, man.
What a response.
I'm not going to say that Ididn't expect that, because you
are not somebody that just talks.
You walk the walk, whether it'sin heels or not, and today

(52:13):
we're not.
Sorry, but the idea behind thisuproar that we are still seeing
on social media, whether it bein the open or in private groups
that we're in we're both are inthese types of groups that, um,
I see the posts fromindividuals and most of them I
don't know that I'm like getthis person out of our business,
please.
Why?
Because you're making excusesfor something that you should

(52:34):
have already been doing.
Right, correct the idea behindhaving to explain what you're
doing, when you're doing it orbefore you actually do it, and
then holding yourself to ahigher value with your customer
that is in front of you, like itor not.
They should know what they'regetting Exactly.

Speaker 1 (52:55):
And who's paying Bingo?
Right, exactly, and I explainit very, very easy.
You come to a doctor, babe,you're going to get seen.
The first thing you're going todo is in-process All of my
clients they do it in processingform, whether it's buyers or
sellers.
After that we talk compensation.
Hey, this is how it's going tohappen.
Either your insurance is goingto pay it all ie the seller is
going to pay it all, that'sright.
You, as the client, is going topay it all ie the buyer is

(53:17):
going to pay the compensation orit's going to be a mix of the
two.
The insurance and the personwho's trying to get medical
service is going to pay.
So either the seller pays halfand the buyer pays half, or
whatever it is.
That is how compensation works.
Explain it to people.
You're going to a doctor,you're trying to figure out how
you're going to get paid, orthey're going to get paid Very
easy.

Speaker 2 (53:35):
That's an incredible way to and a great analogy both
from the doctor to the insurancepiece of that in connection
with what we do real estatelending side of things.
Simply because if you are doingyour job correctly, you have a
fiduciary responsibility as thisexpert in your buyer seller's

(53:58):
mindset that you know what youare doing, you can articulate
what it is that you're about todo, get them to agree to the
cost of what your services areand then own up to doing that
Bingo, right yeah, and that'scrazy because when you really
think about it, it's literallywhat you just said.

Speaker 1 (54:19):
The average agent cannot explain what they do.

Speaker 2 (54:22):
You are on the yes, sir, they can't Explain.
Elaborate a little bit on that.

Speaker 1 (54:26):
And that's why there's the lack of transparency
.
So if someone were to say so,what do you do in this
transaction?
I start you on a home searchand we tour houses and I write
an offer.
It's so much more than that.
Even before touring houses yougot to vet the client to make
sure that you know they have thefunds to do it.
You get them with the lender,you throw that football to
whatever that sports term isDamn it, I'm pivoting over to my

(54:50):
loan officer and then wefinally chat.
We have that consultation of hey, if your payments are this,
this is where we should be.
We tailor it Even before we putin an offer.
I'll call my lender and say,hey, this is the home they're
looking at.
Give them a loan estimate sothey know what their mortgage
may be, depending on taxes, hoa,if they're 100% disabled or not
, et cetera.
Most agents can't say what theydo, which is why there was such

(55:13):
a fear in transparency and etcetera.
Most agents can't say what theydo, which is why there was such
a fear in transparency.
And now that we're forced to betransparent, buyers, agents and
listing agents are having tosit down and say what do I
actually do?
What value do I actuallyprovide?
I've seen so many think pieceson well, what do we actually do
for the clients?
How do we show them that we arethe expert in the marketplace?
If you have to ask thatquestion, you're already behind
the ball.

Speaker 2 (55:32):
How sad is that.

Speaker 1 (55:33):
Yeah.

Speaker 2 (55:34):
I don't disagree with that at all.
As a matter of fact, on thelending side, with our customers
and I coach the loan officersthe same thing every buyer
should be getting either aface-to-face or a Zoom call
minimum 30 minutes that you areliterally asking questions,
learning about their situation,learning them so that it'll help
you articulate your options,your advice to them and show

(55:59):
them, show them your screen,wait for the questions and then
break that down so that theyunderstand it, so that when they
leave this call more times thannot, they're not already under
contract.
Right, we've got theirdocuments.
We review those with them.
We tell them why we asked forthe documents.
We've got their documents.
We review those with them.
We tell them why we asked forthe documents.
In example, you just sent meyour documents, but in your
application it shows that youmake X.

(56:20):
Well, this is what I canactually use and here is why so
that they don't leave that calland go.
Let me go talk to anotherlender because they didn't.
No, it's up to me whethersomebody shops me or not,
whether I come across as theexpert or not.
Yep, Same thing on the realestate side You're scared that
your buyer is going to be takenby another rep.

(56:42):
Why is that?
Are you not confident enough inthe value that you provide in
the articulation?
Or maybe you need to work on ita little bit?
Yeah, but I believe that youprobably have no issues in
articulating your value to thisJust a little bit.

Speaker 1 (56:58):
I am a stickler for over communicating.
I don't think that you can everover communicate in anything.
And I think that that is whatbrings the difference.
I think that, truly, just likeyou mentioned, if your client's
starting to talk to another loanofficer whether it's in a
different state whatever or ifthey go to Zillow or they talk
to a friend who's a real estateagent in a different state, that
means you did not explain theprocess properly.

(57:20):
And if you can't explain theprocess properly, how are they
supposed to trust you throughthe rest of the transaction?
That initial consultation setsthe groundwork on expectations,
and some people can't explain.
This is what the process isgoing to look like.
This is why we need this.
This is why I asked for yourdriver's license, because I need
legal names for the contract.
Like this is why I need thesethings, and people are too

(57:40):
scared to ask for that.
They just expect.
Well, my position as a realestate agent or my position as a
loan officer, by virtue, shouldjust allow you to give me these
things.
And people get upset when theirclients are asking very
important clarifying questionshey, why do you need this?
Why do you need that?
Oh, because I just do.
No, that's not why it's notgood enough.
Correct.
People need to know what theyare doing and why they are doing

(58:02):
it.
If you guide them.
People love to be guided.

Speaker 2 (58:04):
People love to be led especially in this industry.

Speaker 1 (58:07):
So if you lead people , they will naturally follow if
you do it correctly.
And I think people are scaredto lead.
But real estate agents alwayswants to be the leaders.
Everyone wants to be theknow-it-alls, but they're too
scared to really break it downto where people can fully
comprehend.

Speaker 2 (58:19):
That's right.
You know what.
I'll even go as far as to saythat both on the real estate and
lending side we have a bigissue with.
I used to call it faking thefunk.
So back in the day you'd fakeit till you make it.
But I didn't say lie, I saidfake it till you make it Right.
The idea is play the part, playthe role.

(58:39):
But when the one question ormany questions that come up that
you don't know the answer to,don't you dare lie to them.
Oh God, yeah, see what I'msaying.
The idea behind it is you'reexpert enough to be able to have
enough confidence that you cansay you know what?

Speaker 1 (58:58):
I don't know the answer to that, but let me find
out, yes, and you be the trustedresource that will find the
trusted resource to get them theright answer Exactly, because
if your client trusted youenough and if you just said hey,
give me, give me 30 minutes,yep, let me get back to you so I
can clarify, you can even justsay hey, let me just go and
clarify first.
Perfect, let, yep, let me getback to you so.
I can clarify you can even justsay hey, let me just go and
clarify first.
Perfect, let me make sure I'mright.
Even if you have no idea, letme make sure I'm right, because
things in our business changeLike the contract yesterday.

(59:20):
Boom, weird.
Because, two days ago.

Speaker 2 (59:23):
The contract was the one I knew Totally different.
Yes, Yesterday.

Speaker 1 (59:26):
I'm like oh it, like hello, cram stuff, exactly.
I saw it was like um realtor,help me out with this.
Exactly.
Lying is not something thatshould be in this business.
Just say, hey, I don't know,let me figure this out or let me
clarify.
Wordplay is such a huge thing.
I tell my sister play on wordswith everything, and not like in
a negative way to where youfeel like you're lying to

(59:47):
someone, but in a way that stillputs you in the space of the
knowledgeable, trusted advisor,so that people understand hey,
he's just going to getclarification, so that I know
exactly what I'm supposed to bedoing.
So I'm well-informed.

Speaker 2 (59:59):
And guess what?
People end up respecting thatYou're not giving them a bunch
of bullshit, exactly.

Speaker 1 (01:00:05):
Weird, because there's nothing worse than
having to double back and say,actually, you know what, that's
not what that was.
Or hey, you know that $12,000that I said that we got.
I actually have to, you know,do an amendment because that's
not it at all, or or any of that.

Speaker 2 (01:00:22):
there's nothing worse than being loud and wrong.
There's one thing being loud,wrong and having a customer that
will Google it right in frontof you and go.
You're wrong, Right.

Speaker 1 (01:00:31):
And then you have to try and talk your way out.

Speaker 2 (01:00:32):
Exactly, and it's like how did I get here Twilight
Zone.

Speaker 1 (01:00:37):
What do I do?
You just lost, yeah, you know.
And now they're like okay,let's terminate this buyer's rep
and do something else.
That's right, because sorry.

Speaker 2 (01:00:44):
Wow.
So that being said, I meanwe've talked about a ton JC.
How are we doing on time?
I feel like we've been here 10minutes.
It was like 10 minutes, but onehour and three minutes Wow.

Speaker 1 (01:00:54):
Wow, okay, just like that Merry Christmas.

Speaker 2 (01:00:57):
Just like Merry Christmas Right.

Speaker 1 (01:01:04):
By the way, I am on the naughty list indefinitely.
Guys, those who watch thepodcast, you should know that
he's already on the naughty list, so is that a?

Speaker 2 (01:01:08):
surprise.
That's right.
That's right.
Um, mark Anthony, this has beenawesome.
I think I've gone overeverything thus far.
We've talked about content.
We talked about you.
We talked about your alter ego.
We've talked about innovationwith technology, leveraging what
you're doing different, howyour military career has helped
you a little bit, but it wasmore so the backbone of how you

(01:01:30):
grew up, and having a wonderfulmentor in your mother that a lot
of people don't have, but thereis someone that somebody can
seek in their life.
And if you can't find it, getin different rooms.
In my opinion, there's nothingwrong with getting in different
rooms and finding that you know.
Um, what else can we talk about?
We talked about the NAR stuff.

(01:01:52):
Um, let's talk about 2025 realquick.
As we lead into this new world,there's a lot of things that
are I'm not going to saychanging.
There are a lot of things thatare carrying forward from 2024.
High interest rates, that's oneof them.
Guys, do not expect interestrates to all of a sudden start
dropping down, unless you'regoing to new construction where

(01:02:14):
you're going to pay for it inthe price of the home Correct,
just so you know.
Thank you, so you?

Speaker 1 (01:02:19):
get that concept all the time.
Okay, oh, they're giving us a4.9%.
Okay, but that house is maybe$70,000 more expensive than what
it should be.
So of course they can do it.
But also the builder hasunlimited funds.
They can give you whatever theywant.

Speaker 2 (01:02:31):
What we're seeing, mark Anthony and you correct me
if I'm wrong we're seeing a lotof homes drop in their price in
the new construction world andthis idea of Texas real estate
never really being underwater isactually coming to fruition,
but only in the new constructionworld, and it's like we're all
kicking ourselves in the buttnow for putting our customers in

(01:02:52):
those properties, thinking thatit was never going to end.

Speaker 1 (01:02:56):
Oh yeah, exactly it's wild New construction homes,
even for resale value you haveto be in it for a long, long,
long, long time and most clients.
San Antonio is a transitionalspace for a lot of people.
Military city, USA.
No one stays here forever.
So, you have a military familywho comes in.
They know they're only going tobe here for three years.
They try and sell in threeyears and I'm like John or

(01:03:19):
whatever, we can't sell.

Speaker 2 (01:03:21):
Yeah, and matter of fact, in your case, because I
see you as the expert you wouldhave probably said do you
remember that conversation wehad Correct.

Speaker 1 (01:03:30):
Exactly.
I tell them that straight uphey, yeah, it's brand new and
you're gonna get that 10 yearwarranty, but if you're only
going to be here for three years, it's not really going to be
worth it.
Yeah, I've talked many clientsthis year out of selling there.
I think maybe I've talked six,seven clients out of selling
their house this year.
I'm like you have to rent.
I'm so sorry.

Speaker 2 (01:03:45):
Yeah.
But you're going to beunderwater and that is another
topic that comes up quite oftenis being able to do the right
thing, regardless of whether youpocket money from it or not.
Unfortunately, we've gottenourselves into a situation these
past couple of years whereeverybody's scrounging for
everything they possibly can,but unfortunately, everything

(01:04:09):
shouldn't always be gotten ifthat makes sense.
Yeah, shouldn't always begotten if that makes sense.
We're looking for the next dealwhen we're instead should be
looking for the nextrelationship, correct?

Speaker 1 (01:04:22):
People are so moved by their pay, their compensation
.
Well, this commission checkwill pay for this and I don't
care if they're underwater.
You should care, because, atthe end of the day, people will
refer you based on the servicethat you give them, even if
you're transparent.
There's been many times whereclients are like, hey look, if I
have to pay $10,000 at closing,I'm okay with that because I

(01:04:42):
don't want to rent.
Cool, let's proceed.
But if they're like, hey, mark,I need it to at least break
even, okay, well then, weshouldn't list because if we
list, you're going to be in ahole and I can't guarantee the
sales price.
I don't know what days on marketis going to be, I don't know
how many price improvements weneed to do and I don't even know
what the buyer's going to offerand how much closing costs
they're going to ask for.
I don't have a magic ball whocan tell you that.

(01:05:02):
So it's best that we don't listand we either self-manage your
rental or you get a propertymanager, because there's predict
the market in the future.
We just wait for theappreciation to be where it
needs to be and if we can sellthem, let's do it.

Speaker 2 (01:05:15):
And I love that.
I love that that youincorporate that with your
customers, because anybody thatis out there trying to predict
this market we've got economistsall over the place that are
wrong all the fricking timeExactly, but yet that's okay
because they do their researchbased on what they have at the
time.
But for realtors, for lenders,anybody to predict that rates

(01:05:37):
marry the house date, the rate.
I adopted that for about amonth and then I went wait a
minute, Yep, I don't think theserates are going to come down
y'all Anytime soon.

Speaker 1 (01:05:46):
So if you can't afford this payment right now,
you should not do it Correct,because taxes are going to
increase.
That's what people don'tremember, like they don't
understand.
You could buy.
You may be able to barelyafford this right now, but taxes
will increase.

Speaker 2 (01:05:59):
Insurance is going to increase.
It's happening.

Speaker 1 (01:06:01):
HOAs change all the time if you're in an HOA, so
people don't understand thatpart.
So if you're barely scathing by, you're like, okay, I can
barely make this.
Whatever payment, you have toremember three years, four years
, whatever.
Down the road your paymentmight change and if you are not
making more money or any of that, you could be in a worse
position than what you currentlythink you are in.

Speaker 2 (01:06:21):
Man, what are your thoughts on 2025?

Speaker 1 (01:06:26):
I think it's going to be a good year for those who
are hunters.
I think it's going to be aterrible year for those who kind
of are just scathing by andhoping for business to come to
be a terrible year.
Terrible year for those whokind of are just scathing by and
hoping for business to come.
Um, I think that if you want tobe in this business, you can
eat what you kill with, not likein a negative way when it comes
to clients but you have to hunt, you have to be able to cold
call, you have to be able toattract buyers, you have to be
able to do all of that.
So, if you did everything thatyou were supposed to do in 2024,

(01:06:48):
2025, be time to get a W-2 andpick up Uber or move in with mom
or any of that, because thisbusiness is not forgiving,
because in this market there are15,000 real estate agents, one
of us will do the job thatsomeone is not doing.

Speaker 2 (01:07:06):
Matter of fact, used to be 30,000.
Yeah, exactly Like my.

Speaker 1 (01:07:10):
God, everyone has a real estate license right now
and you're just like with that,how do you make yourself
different from 30,000 or even15,000?
It's like that is so hard, yeah, and so you really just have to
do the work, even if you're notgetting the results you're
looking for immediately.
But if you weren't doing thework in 2024, please don't
expect to just start doing thework in 2025 and your pipeline
to be full.
That's not how it works.

(01:07:30):
It's going to take a couple ofmonths.

Speaker 2 (01:07:31):
Yeah, no, that's incredible, incredible advice,
true advice.
We were talking this morning inour loan officer meeting and my
brother shout out Preston hadan awesome when he first got
into this business three yearsago.
Four years ago had an awesomefollowing that was building with
TikTok.
He was like one of the first todo the funny videos with TikTok

(01:07:54):
and the mortgage side.
And after a little while hestopped because he wasn't
getting the results that hethought he was going to get.
And he said it today.
He said, man, looking back, ifI had to do it over again, I
never would have stopped doingit, and this podcast those of
you listening is a testament tothat Matter of fact.

(01:08:16):
It took three years for you tostart listening, to start
realizing that we got some goodstuff here, to be honest.
But that was a commitment thatI made to myself and to the
audience that I would continueto provide you guys with experts
, real opinions, real situations.
And here we are, fast forwardingChristmas time and we're

(01:08:38):
looking at 16, almost 17,000subscribers Insane, pretty cool.
Like I go to my kids and I'mlike, hey, you were at 16.
They're like dad, that's a lot.
I'm like I don't know, but it'sworking, it's great, you know.
Yeah, I don't know, but it'sworking, it's great, you know.
Yeah, all in all, we've talked,like I said, about quite a bit.

(01:09:00):
I've gotten to learn a lotabout you.
Yeah, I think you're a prettycool cat, thank you.
I can easily see why yourfollowing has grown, why your
customers continue to send youreferral business, why others
want to learn from you, whyeverybody wants a piece of Mark
Anthony.
Yeah, there's only so much togo around.

(01:09:21):
So what is your game plan?
If you don't mind me asking for2025?

Speaker 1 (01:09:27):
World domination.
I love it.

Speaker 2 (01:09:30):
What are you doing today?
The?

Speaker 1 (01:09:31):
same thing we do every day.
Exactly, I want all of it.
I am coming for everything thatpeople say that I cannot do.
2024 has been very eye-openingfor me.
I've won awards that I neverthought I would ever win.
I'm recognized by individuals Inever thought even knew my name
.
My broker of a brokerage, theCEO of my brokerage of 90,000

(01:09:55):
domestic international agents,knows who I am Like.
Do people not understand howinsane that is?
Tom Ferry, the number one realestate coach, knows who I am.
Five years in the business.
I won the first year SocialMedia Influencer Award.
I'm taking everything.
2025.
Like people thought, I hadconfidence in 2024.
Y'all are gonna be so sick ofMark Anthony and Vivian in 2025.

(01:10:20):
I you can mark my words, it'sgoing to be, not on on some rude
type shit, but it's going to be.
Oh, she's everywhere.
Yes, I am.

Speaker 2 (01:10:28):
And if you don't like what he's spitting providing,
it's probably not for you.
That's at the end of the day,you know, because I mean I just
met you, I'm proud of the shitthat you've got.
Thank, you.
It was an inspiration to havethis conversation with you and I
think a lot of folks can learnfrom the true you, because

(01:10:50):
that's what I got today.
Thank, you?

Speaker 1 (01:10:51):
Yeah, it's a lot of fun.
This was a ton of fun.
I love just teaching people andlikewise I love to learn and
grow.
I mean, I've learned so manythings this year that I never
imagined I would need to know.
But here we are adding it intomy business database.

Speaker 2 (01:11:05):
So continue to kill it.
Amen to that.
Well, mark Anthony, thank youso much for joining me today.
Is there anything else you wantto end with?
Tell our guests listenersanybody.

Speaker 1 (01:11:20):
Oh man, I think, ultimately, just be your
authentic self.
People will gravitate to you.
Don't be scared.
Especially in a verytraditional industry, people
think that you should be aspecific way, and you don't need
to be a specific way in orderto be successful.
As long as you're notdisrespectful or doing anything
illegal.
I think that you can doanything that you want to
achieve, whatever you want to do.
So run the plays that work.
Be your authentic self.

(01:11:40):
Have one Instagram account forthe love of God, and just have
fun.
Have fun in what you do, and Ithink once you start having fun,
people are going to start tolove you.
That's awesome.

Speaker 2 (01:11:50):
Amen to that.
I love that.
Well, those of you listening.
That's awesome.
Amen to that.
I love that.
Well, those of you listening.
As we finish this year, I wantto wish everybody a Merry
Christmas.
I want to thank everybody forcontinuing to tune in these
conversations.
It started off as free therapyfor me, and now it's grown into

(01:12:11):
something that, honestly, Ican't live without.
Being able to have theseconversations with like-minded
individuals and, expanding onwhat I think I know into now,
something new that I'm eitherconfirming or learning.
It's truly inspirational, andI'm hoping that this is
radiating through the waves,whether you're watching,

(01:12:31):
listening on Spotify, applePodcasts, youtube, any of those
but if you are getting somethingout of this, please make sure
to like, subscribe, share with afriend.
You never know who could needsome of this information.
I think that, after having thisconversation with Mark Anthony,
it goes to show that a lot ofthe things that we talk about

(01:12:54):
stand firm in them actuallyworking.
There is not anything a silverbullet that you're going to get
or some pill that you're goingto take that's going to
magically make this businessfall into your lap.
As you, if you haven't alreadycreated your 2025 business plan,
make sure you incorporate thethings that it took to actually

(01:13:17):
get you here.
There's nothing wrong withincorporating new things and
trying new things, but don't letall of what got you here go by
the wayside.
That being said, guys, againMerry Christmas to everybody.
I wish you all a happy new year.
Mark Anthony, again thanks fortuning in, thanks for joining,
thanks for having me.
Fun, Truly amazing Guys.

(01:13:40):
Thanks again.
We will catch you on the nextone.

Speaker 1 (01:13:42):
Happy new year.

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A Fabulous Gift of Real Estate Secrets Nobody Tells You - Ep. 122

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.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}A Fabulous Gift of Real Estate Secrets Nobody Tells You - Ep. 122