Ever catch yourself stewing over the small things? We've all been there, especially when it comes to industry pet peeves. From missing contact details in real estate offers to unprofessional email signatures and incorrect contract details, we outline how such oversights ruffle our feathers - and hinder smooth business transactions. But it doesn't stop there. Let's chat about the Texas licensing exam and its stark contrast to the actual skills needed to thrive in real estate. Not to mention the importance of social skills, punctuality, and client care in this intricate field.
Meanwhile, communication—or rather, the lack of it—continues to be a challenge in the real estate industry. You'd be surprised how the smallest misunderstandings can lead to a snowball effect of negativity and mistrust. We discuss the implications of agents not taking their customer's trust seriously and the miscommunication that often arises from ignored instructions. How can we manage late-night client calls? How do we ensure we're tuned into our customers' needs? We've got some handy tips to share.
As we delve deeper, we explore the pillars of professionalism, respect, and time management in real estate. Our personal experiences with tardiness, the effects of poor time management on client relationships, and the power of data are all up for discussion. They say respect for others is a reflection of self-respect. Could this be the secret to success in real estate? And as we wrap up our lively chat, we emphasize the importance of hard work, responsibility, and community support in growing our podcast. Pull up a chair, you're in for a treat.
Real Estate Talk Podcast with Jesus Castanon - @retalkpodcast: The Ultimate Real Estate Unveiling! Raw, Real & Revealing insights from industry experts
Dive headfirst into real estate's most electrifying depths with industry legends - Jesus Castanon, Josh Cadillac, and Richard L. Barbara. Why legends? With billion-dollar deals, groundbreaking innovations, and wisdom that's transformed the landscape, they've not just witnessed the game; they've been the game-changers. And if that's not enough, they're joined by a parade of industry-expert guests, spilling secrets and dishing advice that you won't hear anywhere else.
Expect RAW, REAL strategies that shook the market, REVEALING insights, and timely takes on today's market, coupled with actionable advice.
This isn't your typical real estate chitchat. This is RETalkPodcast - where the titans and top minds of the industry unite. Dive in, and prepare to have your real estate perceptions rocked!
Meet The Legends:
Jesus Castanon: Visionary CEO of Real Estate EMPIRE Group, transforming property transactions into success stories.
Josh Cadillac: Renowned real estate coach, national speaker, and author; revolutionizing the art of 'closing for life.'
Richard L. Barbara, Esq.: Florida's legal luminary, pioneering change and setting the gold standard in real estate advocacy.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:03):
This is Jesus Catanyong, mr Josh Cadillac over
there for a episode.
I don't even know.
Guys, I'm so fucking tiredright now I don't even know
where.
I would say it's either.
There's just one right now.
Yeah, we might be 13 or 14 now,so you'll see when.
When it says the number in thebottom bottom yeah, today we're
going to do something kind ofcool.
(00:23):
It lets me vent on the fact thatI slept like two hours last
night.
So I'm in one of those moodsand Cadillac shows up with with
an idea.
Not only are we wearing thesame shirt today, but which is
pretty interesting the sameexact shirt.
But you have an idea on petpeeves.
So just to get me riled up evenmore, because actually the
(00:45):
reason I didn't sleep last nightis because I got really pissed
off at.
It was a combination of an emailand a text message and a phone
call that I said I didn't wantto take and end up having to
take it.
So I was so damn pissed offthat I couldn't sleep.
So it's one of those thingswhere you know when you're like
you upset yourself that muchright before you go to sleep.
(01:05):
That's why you got to.
I got to learn how to not takephone calls after a certain time
, and I always tell myself that,but it's kind of like it just
messes you up.
Man, you know you get thatpissed off, that emotional,
before you go to sleep.
It's, it's one of those thingsthat, yeah, it's not good for
you.
So in in honor of that, of notbeing able to sleep because I
was pissed off Kind of like,shows up with a list of of
(01:26):
things that piss you off aboutrealtors.
Speaker 2 (01:28):
Yep, no, it was originally going to be called
pet peeves, but I think we saidon things that pissed me off in
real estate that pissed me offin real estate.
Speaker 1 (01:35):
I just don't think here in Miami people know what
peeves is.
Pet peeves is, believe it ornot, I don't know.
Miami is one of those weirdplaces.
You know what a pet peeves,yeah, yeah.
So I just don't.
I don't know, since I have tolive my life in like an English
and speaking these bothlanguages and these two
different cultures, because,even so, I'm Cuban, right, born
in Cuba, but I came when I wasreal little, so I'm way more
(01:59):
Americanized than the Cuban that, you know maybe, has been here
10 years, 15 years.
That guy speaks perfect Englishbut might not know what pet
peeves is.
Yeah, right, so I live in thatworld.
So to me, yeah, I don't know,don't want the rich we should.
So, yeah, what do you?
Got?
Speaker 2 (02:19):
kind of like let's piss me off a little bit here,
bud, all right, you ever get one, get an offer in or something
like that, and you want to callthe other agent up to take and
go over with them so you canpresent the offer well, or
whatever, and in their emailthere is no phone number.
There is no, just sent from aniPhone, sent from an iPhone and
maybe Bill Right, you know likethere's no phone number in there
(02:42):
, there's no contact information.
Yeah, you have the opportunityto take and make an impression
on somebody, and what youbasically said is you better be,
you better hope.
I check my emails regularlybecause that's the only way
you're getting in contact withme.
Speaker 1 (02:55):
Yeah, yeah.
Well, man, that one there, thatone goes that has a lot of like
branches to there's a lot ofbranches in that tree.
You know what I mean.
Look, when you submit an offer.
So, first and foremost, thatthat would piss me off a lot
more if it was a, I guess, aseller's, buyers market, right?
(03:19):
So if I'm there just hangingout, I haven't gotten an offer,
and in three months finally Iget one offer and it's from Bill
, with no contact information,and I email Bill and Bill
doesn't answer the phone.
That's when I started gettingpissed off, right.
But if I'm going to, I'm goingto seller's market and I got
like 10 offers.
I'm going to enjoy Bill nothaving any contact information.
Speaker 2 (03:39):
Hey, we're going to accept your offer, bud, yeah,
too bad, couldn't get you.
Speaker 1 (03:43):
Yeah, yeah, I'm going to say just like that, but what
, what I do?
See again the reason why I talkabout these other branches.
It's like when you get theseoffers, you're looking for an
offer.
It's one of these markets wherelike, all right, and then you
get an offer in minutes.
All messed up, you got thecontracts are filled out
incorrectly, there's no contactinformation.
You reply back to the email.
The guy doesn't get back to you.
(04:04):
There's no information.
First of all, there should notonly be your contact information
, but if you're submitting anoffer, there should be the
contact information for the, forthe, the realtor, obviously,
title company, mortgage broker.
Everybody should be copied inthat email.
If you're not doing that, thenyou're pissing me off.
You know what I mean.
Like yours is an extreme, whichhappens a lot, but I mean any
(04:27):
of those ingredients for me arenot there.
I'm like, yeah, you're justbeing a professional man.
Now I got to go hunt down.
Yeah, I got to go hunt you down.
I got to go hunt down themortgage broker.
I got to go hunt down the titlecompany.
Speaker 2 (04:35):
It's worse than that, honestly, because I give you
this one, because it genuinelyis one of mine, because a lot of
times what will happen is I'llget an email from them, then
I'll have a professional emailsignature and then all the other
emails I get from them.
Now we're working a dealtogether and there's no
additional contact informationin there.
Speaker 1 (04:52):
What makes it even funnier is if somebody has seen
your email signature.
Oh, so Cadillac's emailsignature is.
So Cadillac has gotten everysingle real estate designation
Interesting.
That that's.
It's yours is the most complete, possibly the most complete
(05:15):
email signature on the fuckingplanet.
Period.
And the story you know,cadillac's one of those guys so
we were talking about he was.
He was, he was in some city, hehas a property and and he was
telling me I was doing some workthere with my guys because he
has a construction company whichhe became a contractor which,
by the way, that test is noteasy.
So then he drove over there ina car that, since he likes these
(05:38):
cars so much, he became anactual certified mechanic, right
.
And then you're fixing a housethat had an electrical issue,
which you just be, you justfinish your test to become an
actual electrician, right.
Speaker 2 (05:50):
Yeah.
Speaker 1 (05:52):
So he's one of those.
Guys are like you know, I'msurprised I haven't become a
pilot man.
Speaker 2 (05:56):
I did it actually once I did the, took one out,
took a flight and justespecially as much as you travel
like around here close byjumping your plane, fly over
there.
Speaker 1 (06:05):
You'll probably get your pilot's license pretty damn
quick.
It's something that's.
It's on the list.
Yeah, I'm surprised it's notlike top of the list you know
what I mean.
Speaker 2 (06:13):
It's there.
It's on the list.
It's on the list so far downthe list, is it?
It's not that far from the top.
Yeah, it's getting up there.
Speaker 1 (06:19):
Next couple years, man, yeah, yeah.
Speaker 2 (06:20):
I would imagine so Sure Interesting.
Speaker 1 (06:22):
Absolutely.
Speaker 2 (06:23):
But anyway, let me, let me let me kind of circle
back to this.
Just because it's, I have twosignatures with all of my stuff.
I have the initial signature,which is the one you're talking
about.
It has all of my designationsand all this stuff.
It's got contact informationfor me, my office, everything
that an agent would need to know, and that's kind of the you
have your social media stuff inthere now.
(06:43):
Yeah, I know it's the have thelinks on there and all that
stuff.
I don't use that one except onan initial email.
On my initial email, I want youto know hey, this person that
you're dealing with is somethingthat's been around the block,
you know.
So you can rest assured that Igot this.
I'm not going to hold up my endof the bargain After that.
My email signature is prettysimple.
It's just me.
How do you?
How do you change from one tothe other?
(07:04):
Because it's one of thesettings and outlook, and also
when you're not know this.
Speaker 1 (07:07):
You could, you could.
Speaker 2 (07:08):
You could make the first contact one signature and
the other one the Absolutely soyour replies and all of that are
on a separate signature, andthe reason why you do that is
because you don't want to haveyour somebody to have to scroll
down 10 pages to take and findyour last communication Right.
So I have like a little twoline one, but what's always in
there is my phone number,because at the end of the day,
sometimes an email is not goingto communicate what the nuance
(07:29):
of what we need to do to getthis deal done.
I'm a listing agent.
I'm working on my seller site.
If I want to call you on thebuyer side, you want to talk to
me because I definitely have theproperty, you have what you
hope is a buyer, but Idefinitely have the real estate
in hand.
Yeah, and so you know.
Look, I want to talk to you,I'm trying to get your deal done
(07:49):
.
I'm trying to get your customerhouse.
Yeah, help me out, help me geta hold of you.
And when it's not there and Imean honestly agents that have
been in the business a long timeand I still have this problem
where I have to go through we'llhave 40 emails and there's one
email where they don't even haveit in their signature.
They put it in the body oftheir email, their phone number.
Yeah, I have to go track thatdown.
It takes me 10 minutes that Ilose, 15 minutes that I lose
(08:11):
that I could should be doingsomething else.
Speaker 1 (08:12):
Yeah, and I could tell you, as a listing agent and
you know, you know, my thinghas always been projects, you
know selling, you know largebolts of real estate and
everything like that yeah, I'vetried to contact real estate and
I can't and I move on.
You know what I mean.
So, and I could tell you howmany times I've heard hey, man,
you know, jesus, I'm doingbusiness with you and you got
(08:33):
this big deal here because youknow you're easy to, you're
always going to answer the phoneand you're always going to be
available and you're going toanswer the phone no matter what.
Yeah, contact information guys.
You know, I tell my realtors,brand new realtors.
I tell them, hey, listen, youknow what your biggest obstacle
is going to be.
It's going to be other realtorsalways.
I was just talking about Texasbecause you know I did a lot of
(08:56):
business in Texas and you knowone of the good things about
Texas and the reason why it'ssuch a solid market over there
is because, man, to get yourreal estate license over there,
you really got to try.
Yeah, they put you through theringer, you got to go through a
real course.
I think that weak, you knowshit that even I could pass.
You know it's a real one, man,it's a real, real, real test.
And you know, listen, it's hardfor me to say this right now,
(09:20):
but I think they should make thereal estate test harder.
I think they should.
You know it would suck becauseI would get less agents and
everything like that, but Ithink the quality, I think in
real estate we're experiencing aquality issue, man.
But that's been going on for along time it is man and I think
I think you know, acceptinganybody and everybody.
You know I wouldn't, I wouldn't, I wouldn't suggest an
(09:41):
intelligence test.
I'm sure that's politicallyincorrect at some point or
something like that, but it hasto be something done with the
quality of realtors that arecoming into this business.
Speaker 2 (09:49):
I love a good tangent and so I think this is a really
good tangent to go on, becauseI would agree with that to some
extent.
But really, what you're testingfor, then, is somebody's
intelligence, almost like yourability to pass the test,
because you and I both know Idon't think there was one
question on that test that hasactually been helpful in my real
estate business.
So you're saying therestructuring of the test is
(10:10):
really what you were doing.
I would think eitherrestructuring or you know, like
I mean, what was the part of thedriving exam that probably was
the most relevant?
It's when the guy was sittingin the car with you driving
around looking at real estate.
So I'm not looking at realestate, looking at seeing you
drive the car.
That that makes the most sense,it's the most relevant.
I don't know how to make thereal estate test relevant.
I haven't really thought aboutit, but realistically, what
(10:32):
there needs to be is a morerelevant testing skills, because
what you could see is you knowprobably a lot of people that
are good at the business thatmaybe struggle with the test.
Yeah Right, but they have thesocial skills, the social
awareness, so the test doesn'treally tell you.
Speaker 1 (10:46):
It's a hard situation to fix.
Yeah, I got a lot of realtorshere that, yeah, you know I
don't know how they passed thetest right Because they're not
really good at you know, attrouble shooting and everything
like that, but they're reallygood realtors.
Man, what makes a good realtor?
You really take care of yourclient.
You can't take care of yourclient and if you don't really
know the stuff, but since youhave a good office that kind of
(11:08):
walks you through things anywayand makes sure that you know
things are being done right,then then yeah, you're good, you
know.
So it's.
Yeah, it's probably a problemthat will never be fixed, you
know.
Speaker 2 (11:19):
And it's kind of a catch-all industry to some
extent, real estate, in thesense that you know, like you
didn't make it here, you didn'tmake it here, Well, here's a
place where you don't have todig ditches, you can dress kind
of nice and go to work and hey,it only takes a week to get your
license, yeah.
And so that's kind of what theposition it's fallen to, I think
in Florida to some extent.
Speaker 1 (11:35):
Yeah.
Speaker 2 (11:35):
You know you try this , and I think it was Zig Ziglar
actually said I don't remember,maybe I'm getting this wrong,
but it was somebody who, oldZiggy, old Ziggy you got to love
the Zig factor he said thateverybody should do sales at
some point in their life.
It's a very, very good set ofskills because, realistically,
it's the art of persuasion andpersuading people.
Well and again ties back tothis.
(11:57):
Your phone number's not inthere.
You're not persuading me towant to work with you, and I
think it really ties in with theone you kind of hit on.
We hit on it pretty hard theother day, but I think it's
worth hitting on again becauseit's such a problem.
Yeah, is not answering thephones.
Speaker 1 (12:08):
Yeah, you know what, before I forget, I have one,
that man, it's been realprominent in my mind lately
because I'm seeing a lot more ofit.
Okay, and it goes back to thequality of the realtor.
I'm about to go into anotherarbitration, mediation,
arbitration, whatever I forgotthe order but realtors.
So my realtor puts in, andagain, this is the second time
(12:28):
I'm having to do this in thelast several months Okay, my
realtor puts in an offer, getsaccepted, um, somewhere down the
line, the buyer and the listingagent speak.
They cancel.
Buyer cancels the deal, goesdirectly to the seller, execute
a contract and they screw myagent out of the deal.
(12:49):
Right, recurring costs.
Oh, yeah, I just won one.
And uh, now you got.
The thing is that it sucks.
Is you got to wait for it toclose?
You know like I am just dyingto call this guy.
You know what I mean.
But the association tells youjust got to let it close,
there's nothing you can do.
But yeah, as soon as I, as soonas I close, I am going to tell
the guy this is what you did,this is what I'm going to do,
(13:10):
this is how I'm going to win.
Okay, and this is what you'regoing to pay me.
Okay, do you want to do it thenice way or do you don't?
And 99.9% of the time theydon't want to do it the nice way
.
They think that you're kidding.
Yep, they find out reallyshortly that I'm not kidding and
then they end up having to payme the whole commission because
it is wrong, Per curing costsall day, every day.
(13:31):
It's wrong.
You don't steal deals fromother realtors.
And I try to talk to people andI go guys, all we have and I've
been to these mediations andarbitration with the board of
realtors and this and that andand I tell them look, you know,
um, I'm a lot, I'm a lifer inthis business.
It's all I've ever done andthis is all I'm ever going to do
.
All we have, okay.
So attorneys have the bar right.
(13:53):
We have the nationalassociation of realtors, the
local board, the, the, theFlorida association of realtors.
We have a code of ethics.
That's what we have, okay.
So a lot of people kind ofconfuse my, my aggressiveness
sometimes I'm a prettyaggressive guy.
You know I fly, uh, you know Ishoot from the hip type of guy
and everything like that.
But man, I'm as ethical as theycome Right, I don't.
(14:16):
I don't break those ethicalrules.
Um, even in a place like Miami,where it's almost like you got
a gray area stuff a little bitjust to survive I was giving the
example talk about notanswering the phone, right?
So I get one of my realtorscalls me and says I have a buyer
interested in such and suchproperty.
Okay, I can't get in contactwith the realtor.
(14:38):
I'm calling the realtor, I'mcalling the broker's office, I'm
sending emails, I'm sendingtext messages.
The listing agent will notanswer my phone.
My buyer is asking me every day.
He's telling me he wants hisproperty, he wants his property,
he wants his property.
So here's the fucked up thingabout Miami, right?
So now I have to kind of actunethically in order to come
(14:59):
back.
That unethical because, at theend of the day, the way I look
at it is the way I answer thequestions.
Like you know, I know peoplethat are very religious.
What would Jesus do?
Yeah, right.
Like what would Jesus do?
So I always say, all right,well, what's good for the client
?
Of course, that's, that's therule.
I don't even have to call thelegal hotline.
I'm telling you, guys, you wantto save yourself a lot of
headache and calling legalhotline, calling attorneys,
(15:21):
what's good for the client?
Okay.
So is this realtor affectingthe client by not answering the
phone?
This kind wants that house.
This house is right next to theschool, right next to his
mother-in-law or far away fromhis mother-in-law.
It's close to work.
It'll make his life better.
We were just talking about thepursuit of happiness, the
constitutional right.
It is his constitutional rightand the pursuit of happiness to
(15:42):
get this house.
And I got this moron thatdoesn't answer the phone, period
and the story Doesn't answeremails, text messages, nothing
like that.
So now I have to actunethically to protect my client
and I got to tell my, I got totell my realtor to knock on the
door right and and deal directlywith the seller.
99.99, you know what 10%, 10out of 10 times.
(16:03):
The seller is like really, areyou serious?
Either you can't get in contactwith them, they'll call the guy
, I'll answer, and then youforce that offer down their
throat.
You know what I'm saying.
What I'll usually get is therealtor call me pissed off,
right, they'll call the realtor,right, I'll tell the realtor as
soon as he calls you, because Ialready know it's coming to him
to call me.
How can you do that?
I'm like dude, what do you wantme to do, man?
(16:24):
What do you want me to do?
Well, you're being unethical,I'm being unethical.
Why don't we do this?
Why don't we go to the board?
Why don't we go to freq?
Why don't we go wherever thehell you want to go?
And let's see who's beingunethical.
Man.
If you're not answering thephone, you, how do you know what
my offer is?
Maybe my offer is a milliondollars over market, over market
value, right?
And you're costing your, yourseller, money, right?
How do you know that?
And you're not.
You just disappear from theplant.
Don't answer the phone, don'treturn phone calls, voicemails,
(16:46):
anything.
No, dude, you're beingunethical.
So that's, that's the stuffthat pisses me off, man.
When these realtors are thecrap that's in this business
forces you to kind of stoop totheir, you got to stoop to their
level just to to get thingsdone, and that's what sucks.
That's the part that pisses meoff, because I am again.
If you know me, you know youcould very easily confuse me for
(17:09):
somebody who, kind of you know,cuts corners, break rules.
You know, that's that because I, because I was aggressive as I
am and again fly off the whatare the off the cuffed guy or
whatever.
But no, man, I'm not.
I do things 100% perfect, 100%perfect as far as as the law is
concerned.
I don't break any of thoserules.
The most I'll do is like againmatch one thing with the other
(17:31):
because there is no othersolution.
You try to call the associationand tell them that nobody the
guy's not answering the phone.
What are you going to do?
There's no solution for it,right?
There's nothing you can do forit.
What are you going to do?
A complaint, what?
How are you going to prove theygot an answer to the phone?
Like I'll start answering thephone all of a sudden.
You know what I mean.
So it's one of those thingsthat that really, really pisses
me off.
Not having to stoop to theirlevel Pisses me off.
Speaker 2 (17:51):
And it screws the customers.
I mean, at the end of the day,the opinion that people have of
realtors in this country, andespecially in this state, is not
good.
Yeah, and it's agents like thatthat that make it that way.
Yeah, and so you know peopleneed to take seriously,
especially if there's agents outthere that are listening.
You'll become a much betteragent, I think, when you start
(18:12):
taking the real gravity of whatyou're doing for your customer,
the amount of trust that yourcustomer should be able to place
in you doing the business.
And if you're not taking thatseriously, if you're not
internalizing that and say, hey,look, I got to perform for them
, you know this is a big deal tothem, for them, and that that
matters.
If it was a big deal for me.
When I go to a doctor forsurgery, how do I want the
(18:33):
doctor to take it seriously?
Not, I want him to make surethat he's been like I don't know
, reading his medical journalupdates, so he's using the
latest techniques, right, yeah,you know I don't want to be,
that's just.
Oh, it's, I got to go to workand do surgery.
Let me, you know, put down thebottle of scotch.
You know what I've noticed.
Speaker 1 (18:49):
Um, we could almost call this podcast, you know,
lack of communication.
I mean because, if you reallythink about it, everything that
has pissed us off so far hasbeen something to do with
communication.
Oh no, the next one's a littledifferent.
Okay, go ahead.
Speaker 2 (19:00):
Next one's a little different the next one actually
is me communicating with themand them not paying any
attention, and when I'm notreading the listing.
I take and I do a listing, Iput the listing together.
I put all the information theyneed.
They take and interrupt my lifeto take and break my chops
about something that is alreadythere.
The information is there forthem.
(19:21):
Um, and I mean, look, if ithappened every once in a while,
I don't care, it's a new agent,I don't care, I'm happy to take
and help.
It's when a veteran agent andit's been doing this for a year,
two years is calling me up andsaying, hey, how do I, uh, how
do we access the property?
Um, what's the, uh, what's thecondition of the of the property
, what's, you know, the, the,the, the, the, the, the, the,
(19:41):
the, the, the, the, the, the,the, the things that are.
They're asking me questionsthat have already been explained
and I don't.
I don't understand it.
I mean, it's genuinelydisrespectful.
Speaker 1 (19:51):
Yeah, just assume that I have nothing better to do
.
Well, and it goes back to likeour podcast that we did on
submitting an offer.
You know, the way of thelisting agent to communicate
with potential realtors that arecoming up is through that
listing.
Through that actual listingform it says don't call me, text
me, don't text me, call me.
You know that, that type ofstuff.
Let me rephrase don't answerthe phone.
(20:15):
Okay, because let's be clear onthat, I'm okay with somebody
not answering the phone, I'm notokay with somebody not
communicating at all.
What that means is if I callsomebody and they say, hey, so
it just tell us text, I'm okaywith that.
Yeah, hey, you know, send me anemail, it's just disappearing.
A lack of communication.
So, right, what, what I, what I, what I, what I don't mind is,
(20:36):
yeah, just let's communicatethrough text, let's communicate
through.
You know I get a lot herebecause you know amount of South
Americans that we have, forwhatever reason, what's that
became like the actual textmessage.
So you know it.
But you know, lack ofcommunication period, you know
what I mean.
So, yeah, these listing agents,they communicate with you.
Hey, this is the way I want tobe communicated with, this is
(20:57):
the Dendoms that I want.
When you submit that offer, bestway to screw up a deal is don't
pay attention to that stuff.
So you know, and again you'reyou're usually, you know, a
listing agent, so Of course itpisses you off when you
specifically wrote down all theinstructions and the way you
want things done and they can'teven do that.
And then when they call you andthen you're a little bit pissed
off like man, I, I have itthere.
(21:18):
I'm sure you reference, did youread the listing?
And they're like, oh no, Ididn't.
But you know, and no, do that.
The reason why I wrote it'sbecause of that, because I'm
busy.
I got things going on.
I'm answering your phonebecause I answer phones, but
let's follow the directions.
Speaker 2 (21:29):
I always answer my phone.
That's always.
That's a commitment I made tomy customers a long time ago.
It's commitment to my businessand how I run my business.
When I get a phone called 10 30at night and I answer my phone
because again, that's and it's astupid question, yeah, I'm
sorry, I'm a grumpy panda, yeah,just all there is to it.
It's you know, and especiallyyou know what, if you're gonna
call me up that late at nightand ask me a question, the first
(21:50):
words out of your mouth shouldbe hey, I know what's like, I'm
sorry for calling you.
Yeah, if you just launch intoyour question, honestly, if
you're that self-absorbed, yeah,oh, I, you know like, because a
lot of times when I get that,it's like you know what time it
is right now.
Oh, no, I didn't look, it's 130 in the morning.
Speaker 1 (22:08):
Oh, gee, yeah, and so , yeah, I mean it already get
the 7 am Callers and everythinglike that, which I'm up, I'm
operating, but it's almost likeI operate through email and text
until that time, because Iusually sit down, get my coffee,
you know, turn on the TV, putsome like, you know, like Joe
(22:29):
Rogan something, or you knowSome some type of podcast or
anything like that, and I'mlistening and then I'm going
through my emails, I'm goingthrough my text.
I don't want to talk to anybodythat early.
Like talk.
Talk is different, you knowwhat I mean.
And just like talking late alsosucks.
I usually got my kids in theroom, you know, and they're
watching TV and everything andI'm chilling.
You know I'm okay to text,right, but so that's.
That's another thing, you know,I think after a certain time,
(22:50):
you send a text you said, hey,can you talk?
Sorry it's late, you know, sothat that'll piss me off too,
you know what I mean.
So I think that I think texting, but it's like everything else,
man, there's people that aretalking people, there's people
that are text people, peoplethat are voicemail people.
There's people that are I don'tpeople that communicate through
Facebook and through Instagramand through you know, so
(23:12):
everybody's different.
You got to figure out what, howeverybody likes to communicate
Absolutely, but again and againthat that's actually a really
good point that you made.
Speaker 2 (23:19):
You're actually You're thinking about the other
person.
Yeah, and that's really what itis Like.
I consider, hey, there'sanother person involved in this
transaction.
I wonder what their preferenceis.
Let me see if I can figure thatout and communicate in that way
.
Yeah, so that I am being a goodsalesperson myself.
Yeah, I am being as compellingas I can be to this person to
say, hey, this person, you know,goes out of their way to take
and do things, yeah, in a good,the best possible way.
(23:40):
Yeah, you know all of thesethings.
They're little things, but theyall help you to be perceived
more professionally within thefield.
Yeah, and for people to want towork with you in general.
Yeah, and it's maybe like,let's let's say that this
podcast is kind of us In goodfaith saying, hey, maybe you
didn't realize how much thispisses people off, but this is
(24:01):
maybe just us venting.
Speaker 1 (24:03):
I really sincerely think we ain't fixing shit with
this.
I think people are gonna be whothey are.
I think they could care less.
Speaker 2 (24:08):
I think, um you know you're that cynical, I mean good
, I've been doing this a longtime, man.
It's good to know that there'ssomebody else's cynical as me,
that we can hang out.
Speaker 1 (24:16):
I've had conversations with these people
like, hey, why don't you pickthe fuck?
You know they don't, they don'tget it.
I think you're that, if you, ifyou can't realize on your own
that not picking up the phone iswrong, unprofessional,
unethical, it's just wrong inany kind of way when you're in a
business and you don't answerthe phone, it's also probably
(24:38):
Illegal in some kind of way,because if, if you're not
answering the phone to theselisting agents, then you're not,
probably not presenting offersthat you should be presenting,
and that's where it gets.
That's what.
That's where it gets.
Tricky man, you know what Imean.
If I have this offer, I'm onthe buyer side.
I have this offer that you'resupposed to submit and you're
not available to do.
To do so you're affecting myclient, you're affecting your
client, you're affectingeverybody.
(25:00):
So you know you know, it's justthat I'm not one of those, you
know, set complaint.
I just I just go to the boardand I go to the realtor
association when somebody's justtrying to jack my commission or
my agents commission and reallyNot really mine.
But you know it's, it's uh,yeah, whatever you got another
one I got.
Speaker 2 (25:15):
I got a couple more.
This one is very similar to thelast one, so I'm just gonna say
it.
We're not really have to goexpound on it, but calling for
showing instructions when it'sclearly in there what you're
supposed to do, here's one bigone, because this one directly
affects customers.
No call, no show Appointments.
Oh, yeah.
I mean now you're not just inconvincing the convenience in
the other agent.
(25:35):
The other agent is getting thelisting agent is getting paid to
deal with your nonsense andyour problems, but now you're
doing this on that directlyaffects somebody that is not in
the business, not in theindustry.
This is the consumer and you'recausing them harm.
Speaker 1 (25:48):
Yeah, uh, you know it goes back to professionalism in
reality.
You know, if you know, okay,I'm gonna say the same thing I
said.
If you're the type of personthat doesn't realize, that is
okay.
I had a have a very good friend, have a very good friend I'm
not gonna say his name.
He's pretty, pretty highprofile guy, very good friend of
mine.
We've done a ton of businesstogether.
(26:11):
Dude, this guy, like I would, Iwould have to tell him the wrong
time to meetings Just so hecould show up a little bit late.
Hmm, so, one of those guys, we,we, you know, and I used to get
real pissed off at it, man, Iused to be like dude, what the
hell, I'm here, you're wastingmy time.
You know, it wasn't till Iwonder if I could say this
(26:33):
without Kind of saying who he is.
Well, there was a meeting let'ssay, hypothetically speaking,
it was with a president of a ofa country, right, and you know,
I tell him hey, man, I give himthe wrong time, I give him an
hour, an hour off.
I told him he has to be readyat eight, but he really had to
(26:54):
be ready at nine, type of stuff.
I get there, he's still.
I had the keys to his house.
So actually he's made wouldopen the door and I had the keys
, but technically whatever,because we always had the same
situation.
So I'm banging on his door.
You know, banging on his door.
We had a boat Outside his house.
So, yes, that was on the ocean.
(27:15):
From the boat we had to go tothe airport, then take a plane
to to another island, etc.
Etc.
Long story short, you know Iget, I get out, you know he gets
out.
I'm banging on the door and hegets and he's like you know what
are you?
Why are you banging on my door?
I'm like dude, what is it?
You're pissed off at me.
You're an hour fucking late tothis meeting.
We got the president of acountry waiting for us and
(27:36):
you're upset at me.
So the reason why I had to saythis whole story because I
realized that he just didn't getit yeah, I Realized that it's
like a he's either a genetic ishis dad was kind of the same,
right it's, either he was raisedthat way, but he really didn't
see.
He would always be reallyapologetic when he would get
there an hour late.
You know he would always callyou after.
(27:58):
Last time it was six months ago.
We had a meeting at one at arestaurant.
I'm not called me.
Hey, I'm gonna be 30 minuteslate.
Okay, no problem, I'm gonna bean hour late.
Okay, no problem, I'm already.
I already know where this goes.
I'm like you know, dude, let meget my meal.
I ordered the meal by the timeI go.
Whatever, he's like dude, I'mnot gonna be able to make it
again.
Very good friend of mine meansabsolutely no harm.
(28:18):
He apologized like 30 timesafter.
But there's people that arelike that, you know.
There's people that are, thatare absolutely like that.
They're not going to change.
But at the end of the day, it'snot my fucking problem If
you're like that.
That guy is different.
He's my friend.
I've dealt with it.
I've agreed to deal with himOkay, cuz I like him that much.
But at the end of the day, guys, it's disrespectful to show up.
(28:40):
Disrespectful to show up even aminute late.
What's that military saying ifyou're not 15 minutes early?
than you're late yeah that's theway I look at it.
That's the way I look at I liketo be early to places.
It's.
It's the way I was raised.
It's the way I was raised inthe business.
It's the way I realized thatthis business is to be
(29:01):
successful.
In this business, you can't bethe guy who's late because this
particular gentleman that I'mmentioning doesn't really need
the money, right?
Yeah, hey, when I started inthis business, you know, and
still now, I mean I can't justblow off meetings.
Who the hell am I to blow off?
I'm.
Who the hell am I at?
Or the show up howdisrespectful is it to show up
30 minutes late to a meeting?
(29:21):
I mean, if I, if I and thatever happens to me, I'm
apologizing the whole 30 minutesthat I'm late, telling them
Dude, I'm sorry this happened.
I get there and I apologize.
If we're at dinner and it's adinner thing, I'm paying for it
and I'm apologetic because Idon't want that to be my.
A I always pick up the phone.
B I'm always on time, okay, andif, if, if, things are going to
(29:44):
change, I'm gonna have amp, I'mgonna give you ample time, okay
.
So, yeah, those are the things,man, being late, not answering
the phone.
Again, it's all reallycommunication.
At the end of the day, I tellyou what I don't care what, how
many things you're gonna put onthat list, they're all gonna end
up being a communication thing,or that could be fixed through
communication, because even thatbeing late thing, if you're
late and you communicate, I'mgonna have a meeting with you
(30:06):
and I know I'm gonna be late.
I'm I'm telling you know anhour before, right, hey, I think
I think you know how muchthat's.
I've said I think I'm going tobe late and the end of being on
time anyway, yeah, but I'm okaybecause I can't consciously just
be late and be okay with it.
Speaker 2 (30:19):
I just can't stop me because you but you, at the end
of the day you know you haveyour schedule, you know how hard
it is that you work to be ontime and on schedule and so,
like when people make you whatyou know much, it bothers you.
You don't want to do that tosomeone else.
Yeah, it's empathy, it's reallyjust realize.
Speaker 1 (30:34):
We have one of those late guys here and in the he's
listening to.
We got Leo here, our producerhere he's a son of a bitch is
always late.
I just realized he'sconsistently inconsistent.
Leo, why don't you come here,bro?
Speaker 2 (30:47):
What are you tell us Come here, wait a second.
I was wondering, why was Imaking?
Speaker 1 (30:52):
Leo, so tell me so.
So when you know that you havea meeting at one o'clock, let's
say, or like our stuff at 12,and you are half an hour late,
how does it make?
And I'm please answer honestly,like, does it make you?
Do you get nervous, like shit,I'm a little bit late?
Or are you like my buddy whojust, it's just, it doesn't
really matter, he's not, he'snot conscious of what he's doing
(31:14):
, or You're conscious of it.
So?
So what happens you?
So today you were 30 minuteslate, all right, but but I
already knew because I alreadyknow how to deal with people
with, with, with this issue,right, ls, late, the late
syndrome that I have a built ina buffer, so you're not really
late because I'm okay with theone o'clock.
So you, you know, we started tous.
So what?
So?
What is it like?
How, how is it that you're late?
(31:35):
So what happens?
Why were you late today?
Just just like curiosity, timemanagement, so what.
You wake up later, okay, so ifyou know you had to be here at
12, what time did you put thealarm on?
Not a lot, and I say alarm andyou're wondering is because he
edits stuff late, so he's likeone of these guys that has like.
He's like a, like a, what hecalls animals that sleep not
(31:55):
eternal, he's an external animal, okay so, so you put the alarm
at 11?
Which?
This?
That's really the problem rightthere, I think, because I I
always put the alarm.
If I have to be somewhere at atin the morning, I have to be at
9.
I'll put the alarm at 7.
I'll put it to.
I always put two hours.
Give me time to wake up, drinkmy coffee, do what I got to do.
Speaker 3 (32:18):
Contemplate go through my emails go through my
emails, the whole situation.
Speaker 1 (32:22):
So you don't think maybe if you put the alarm a
half an hour earlier, it wouldprobably be the solution for it,
right?
What percentage of meetings areyou late to 30 or 40% of them,
right?
You think there's a there, youcould fix that one day.
You think so, just timemanagement, really.
(32:45):
So you're working.
You're working your way down LSrecovery, ls recovery.
You know that the first step torecovery is admitting that you
have a problem, and I think wejust did that, you.
We just did that right now.
Speaker 2 (32:58):
You know we kind of didn't have a choice on that.
Speaker 1 (33:00):
But do you realize that it's disrespectful to the
other person?
You do, okay.
So you guys tell you thatbecause your brother's actually
really good with it and you guysare raising the same place,
right.
So you think it's a.
It can't be a genetic thing.
Then no, no, because yourbrother's really good with on
time.
He's never.
I mean, he says he's gonna beon time, he's on time.
You're a little bit more right,right, right, right, yeah, cuz
(33:24):
it is arrogance at the end ofthe day.
Speaker 2 (33:25):
It really is.
It's, it's, it's, it's more,it's more self-absorption a
little bit, and it's being aboutyourself and not thinking.
Not thinking as much about theother person as you think about
yourself.
It's really it.
You know, like I have an extra15 minutes to sleep, man.
I mean, look, in the morning Imade it with my, especially when
I don't have an appointment oranything like that.
I know I'm supposed to be atwork, yeah, like I set my own.
Like you need to be here atthis time, kind of thing.
Speaker 1 (33:47):
Oh yeah, but I mean this bed feels really good right
now and, honestly, look,yesterday I said I didn't really
sleep that well because I gotreally really pissed off, but
it's also because I had to putan alarm on right.
So I've been living for yearsNot really having to put an
alarm on right, like that's partof like my, you know, I guess
my success like I, I don't haveto put an alarm on right.
(34:09):
If I had to put an alarm on, itstresses me out more.
And Then I, and then it makesme sleep like thinking what time
is it?
What time is it?
What time is it versus let mejust go to sleep and wake up.
When I wake up, you know what Imean.
So Because, yeah, even twohours stresses me out, right,
like all right, I have no timeat what time?
And then I got to be there andthen it really I had to be here
at 10 for a meeting, but I liketo get here a little bit earlier
(34:31):
to prepare.
So it's an hour and 45 minutesenough, and all that shit
stresses me out.
So you're saying that that shitdoesn't stress you out at all.
So when you say I got an hourright, so you got to wake up,
you got to take a shit, you gota shower, you got a shave right.
You got to do all of thosethings and commute to the
goddamn location in an hour.
That's unrealistic.
You've never done it.
(34:54):
You've never been here on time,not once.
Dude, where's your brother?
Call us son of a bitch in it.
There's no way.
You've never been on time.
And it's again.
I realized, listen, I'm tellingyou, dude, I, with my buddy, I
stopped being angry at peoplethat with it with the LS
syndrome, right, with the latesyndrome, because I really get
(35:16):
it.
I used to get furious out of me.
I told him Well, I wanted onetime.
He made me go.
I told him dude, I'm busy, dude, you better show up.
Man, I'm telling you, I got alot of things going on.
He didn't show up.
I called him, I, we, I ended myfriendship with him that day.
I was never gonna talk to himagain.
I just realized I don't thinkyou control it.
You know what I'm saying.
I think you're either born withthat or you're not born with
that.
I'm gonna be honest, I don'tthink you're ever gonna fix it.
I really don't think so.
(35:37):
I think if you're either bornwith that switch or you're not,
it would have to really affectyou.
You would have to lose a Hugedeal one day and then you
realize that just because you'relate, you lost this Opportunity
and it has to be some kind oflike crazy wake-up call or
something like that.
I don't think.
I don't think that you'reautomatically wake up one day.
You know what I'm gonna insteadof doing an hour, I'm gonna do
an hour and a half because dohaving a one hour to get here in
(35:59):
the morning, get up, get ready,do everything you got to do,
and then there's no way it woulddrive me crazy you know there's
a.
Speaker 2 (36:05):
When I was a kid, I First job, I had to be there at
5 45 every morning, and so ILike sleep and I'm not a morning
person, so this is the perfectjob for me, as you can imagine.
Yeah, and so I would.
I was getting up 30 minutesbefore I had to be there.
I was out the door in 15 and Iwas there on 15.
(36:26):
Yeah, I was on time every day.
Yeah, but man, you know everyall my stuff like.
I'd rather get prepared thenight before and have all my
stuff laid out like Rather andget to sleep in extra few
minutes than have to do more inthe morning.
Yeah yeah, I don't know ifyou're like me, but like for me,
when I have to teach a bigclass or something like that the
next day and it's an earlyclass and I know I need to be
awake and I need to be all there, I have the alarm set.
(36:46):
It does stress me out to thepoint where, like I wake up
before the alarm, like oh, Ihave another 45 minutes, but
yeah, wait, snoozing stresses meout.
Speaker 1 (36:53):
Yeah, I'm like you can't do that, but you're a you
a snoozer, right, so eat.
So is it realistic to say, evenwith that tight one hour window
Of including you, you'll snoozeonce, right, Right, right.
So you're not really getting up, right so you're?
You're working with a 45 minutewindow to get up, get ready,
(37:15):
take, pack up all your shit,because you got a pack of a
bunch of stuff.
Speaker 2 (37:19):
Yeah, he's like me, you can do it the night before
okay.
You're more of a morning person, and then I am dude.
Speaker 1 (37:27):
my first job Um, actually my second job my first
job I got fired.
And my first job I got fired inman 24 hours.
I get there, the guy themanager screams at me.
I then go to the back room.
I catch him in the back roomand I say not very nice things
to him for screaming at me and Iwas fired at the spot.
(37:47):
But my second job was a golfcourse maintenance at what's now
the Trump Resort.
It was a Dural country clubback then and I had to be there
at 6.30 in the morning.
That was the time we startedworking.
I used to get there 5.45, get.
The golf cart had a routine.
I had this job for like a year.
(38:09):
This was right out of highschool.
I think I was even finishinghigh school during that.
I used to wake up in the morning, get on my golf cart.
I used to drive all the way tothe end of the golf course.
It would take me 15 minutes toget all the way to the end of
the golf course.
I would sit under a tree.
Actually I would get on acoconut tree.
There were lows.
(38:29):
I would stand on the golf cart.
I would get a coconut tree.
I had a knife, I would open upthe coconut fresh in the morning
, I would light up a joint and Iwould sit there every morning
and drink coconut, light up a J,and then you want to hear a
funny story.
So I had this routine right andI'm driving through the golf
(38:50):
course one day and I see like anold man we're like like weird
looking old man, kind of likenot your average every day old
man.
He was walking.
I'm like, hey, man, you need aride?
And he's like, yeah, I need aride, I'm late.
What happened now is that golfcourse start working and
everything like that?
I'm like, damn, dude, you lookfamiliar.
And he's like, yeah, I'm asinger.
No way, what are you saying?
He's like, oh, country music,dude, I ended up being Willie
(39:14):
Nelson.
He takes me.
Speaker 2 (39:16):
He goes.
What about your previous storymade you think of Willie Nelson?
Right, All right.
Speaker 1 (39:20):
Well, because I tell you what.
So, willie Nelson, I'm 18,right.
So Willie Nelson goes hey, youwant to go to my tour bus and
smoke a joint?
I'm like, fuck, yeah, I want tosmoke a joint with you.
Willie Nelson, are you kiddingme?
Uh, you know, I really didn'tknow who he was.
I'm.
I became a fan of him after.
So I get in this tour bus and,man, it is like like I can't
(39:44):
even imagine how much weed is inthat place.
I mean, it is like, oh, he was.
So it was a tour bus inside theresort.
Huge like thing has to havebeen several pounds of weed
inside the thing.
We start up, um, and he says,which surprised me, goes hey,
can you do you have any?
But that's the.
Should I even go there?
Whatever, long story short, hetells me hey, you can invite
(40:08):
some friends over.
Dude, I invited like two orthree friends over.
I'm working, by the way, I'm onthe clock, I'm on the clock.
So all of them, we spent, youknow, hours, uh hours there,
hours just smoking and hangingout with Willie Nelson and
everything like that.
Uh, a couple of my friendsbrought some more, shared it
with him and uh, yeah, that's my, that's my Willie Nelson story
(40:32):
there.
So yeah, I don't know how thehell we ended up here, guys, but
that one under the heading ofweeding at the golf course.
Speaker 2 (40:37):
Yeah, yeah.
Speaker 1 (40:39):
Uh all right.
Speaker 2 (40:40):
Where are we Anything else?
This is off.
That's a tangent right thereSending offers without calling.
Okay, um agent sends in anoffer and then it just you never
hear from them.
Nothing.
That don't I mean, becausesometimes, especially you know,
you know you're not gettingcalls.
But sometimes, especially witha lot of you know offers, now
that are a lot of DocuSignoffers yeah, they don't come
through with an attachment, yeah, and so you know, it looks like
(41:01):
a million other emails you get.
They easily get deleted or theygo to spam.
Speaker 1 (41:05):
Yeah, I don't get a phone call.
Again, kind of like, everythingthat pisses you off is
communication, bro.
It's largely communicate, noteverything, but it's, it's a lot
of it.
It's there, man, it's everything.
I mean.
If you, just, if you putcontact, contact, information,
uh, communication me, see, I'mleaning more.
It seems like communicationreally really pisses you off.
I've, I've, I've, I've, I'vebeen noticing I'm leaning more
(41:25):
towards like the ethical stuff,like that's the stuff that
really pisses me off.
We really think of what we'redoing is just talking about
stuff that pisses us off.
I've been more leaning towardsthat ethical stuff and behavior
of realtors.
But if you really think aboutit, see, you're more of a
listing agent.
That's the stuff that pissesyou off.
I'm dealing with a ton of theserealtors and and, uh, I'm
(41:46):
dealing with their problems.
So I got a realtor, um, thatwill show up to my office and be
like I can't get in contactwith his realtor, hey, I can't.
You know, I can't do this.
What do I do, you know?
And I got to find solutions forthem.
You know, and and, uh, butagain it's, it's usually, again
it's communication.
So at the end of the day, guys,um, you know, communication is
key.
And if you want to last, youknow, in in this business, if
(42:07):
you want to succeed in thisbusiness, if you can't figure
out a way like, look, I'm notgood at contracts, right.
But let me rephrase that I'm Ihate filling out contracts.
I'm very good at contracts, butI hate filling them out.
So as soon as I made a couple ofbucks, I hired an assistant to
fill out the contracts for me,right?
So if you don't like picking upthe phone, make a couple of
(42:28):
bucks and have somebody answerthe phone for you.
So I'm not saying you alwaysgot to do it.
You know, I tell realtors allthe time this first couple of
years in the business it's goingto be the toughest, because you
got to do everything yourself,every single little thing.
Later on, you make a couple ofbucks, you hire an assistant.
Um, there's plenty of uh ofroom for assistance in this
business.
There's people that are brandnew.
So it's one of those businessesthat you could outsource
(42:50):
whatever you don't like doing,so that you can better yourself
and you could act in aprofessional way and you can
answer the phones and you can dothat kind of stuff.
Do you got anything else?
Kettle like shirt.
Speaker 2 (42:58):
I got, uh, I got three more.
Not reading the whole message,you get you send a text message
or you send a an email and theyrespond to the first thing.
And I'm sorry, I'm sorry, bro,yeah, hey, we got him.
I got to get you.
Speaker 1 (43:14):
Yeah, I'm going to tell you what goes through my
head when I see a long ass email.
So I'm usually either drivingor I'm doing something or
something's happening.
And when I see those longemails or log in text messages,
I, I, I start reading it, what Iusually do.
I don't know why.
It's a disorder.
(43:34):
It has to be just like Leo'slate disorder.
Right, I read the beginning, Iskim through the middle and I
read the end.
For whatever reason, my braindoes that.
Yeah, and and uh, it justfrustrates me to have to read
through it.
And let me tell you why.
And and I think now that I'mthinking out loud here is cause
it's usually a long run onsentence.
Oh yeah.
(43:56):
If you, if you separated it tobullet points, my brain captures
it more.
If I got a read and, by the way, I'm getting old, which sucks.
So, my, are you having issueswith your, with your, with your
eyes?
Not yet.
Really, we're the same ageright?
How old are you?
I'm 41.
Okay, so I'm 42, about the term43.
So we're around there, but Ijust started getting it about
(44:17):
six months ago and it just camefrom one day to the next.
So, yeah, I literally wake up.
One day I started havingheadaches.
I was like I'm always like theguy who thinks the whole, you
know like, like, what do youcall through?
I think they're always sick.
Oh, um, hypercontract.
Speaker 2 (44:30):
Hypercontract yeah.
Speaker 1 (44:32):
Yeah, so everything, something happens.
Oh, it's the worst thing youknow in my brain.
Speaker 2 (44:35):
Yeah, yeah, yeah yeah .
Speaker 1 (44:35):
Yeah, yeah, immediately.
And then I, I start Googlingstuff and no, it's, it's the
eyes, you know.
And then I started realizing Ican't read here anymore.
I got to read far away, I gotto extend my arm a little bit
more.
So, yeah, what happens is a lotof times I can't read through
that right now, I just can't.
My eyes just don't go.
I have to like to go throughthat middle of the paragraph.
(44:56):
It becomes very tough for me.
Speaker 2 (44:58):
So, so when they're sending you messages, increase
the text size is what you'resaying.
I, I, I'm going to tell youthat's actually there's two
parts of this, because I agreewith you the block of texts.
One of the things I teach in myclass is to take.
You can't use the standardformatting you do for like a
book, a book, it's like four tosix sentences per paragraph.
(45:18):
A paragraph right, I do twosentences.
New paragraph two cents, and Ibreak it up because it's easier
on the eyes on a screen to readit.
But then, once again, we'retalking about the empathy we
talked about here.
I'm thinking about you and I'msaying, hey, he's got to read
this.
Let me make it as easy for himto read.
I want him to read the wholething.
Let me facilitate that on myend.
And that's kind of what thisbusiness is supposed to be All
(45:40):
of us trying to make it easieron each other, as opposed to
making a point when somebody'scustomer to see a property and
then not calling and not showing, or taking and writing an email
in such a way that it'smiserable to get through and
like your eyes are jumping fromline to line because it's just a
wall of text.
Yeah, 100%, man, yeah.
Speaker 1 (45:57):
Yeah.
So for those of you who youknow, again, I'm I'm missing my
point of view.
Honestly, I want to read thetext messages.
I want to read the emails.
It's just, it's just.
I start looking at it and itjust it pisses me off that I
have to read through a wholelong text.
And I get these text messagesfrom my agent sometimes and
(46:17):
they're just very long andthey're in Spanish, and I'm
driving and my eyes are fuckedand you know all of these things
happening at the same time andI'm doing a million things at
the same time.
So so yeah, in my defense, ifyou break it up like paragraph
per paragraph, like you say,it's two sentences, bullet
points and everything like that,I'm going to read every single
one.
Speaker 2 (46:35):
Keep it concise, absolutely Nice and tight.
Last, last, yeah, this the the.
These first ones, honestly, Iwould say, are largely new agent
kind of things, although I knowa lot of veteran agents that do
the exact same thing.
These last two are ones thatpeople that have been in the
business more a year than a yearor two, that don't seem to act
like it's part of their business, and one of those is not
knowing the market agents thathave been in the business and
(46:57):
you ask them how their market is.
It's one of my honestly, it'shuge pet people.
When I teach, um, it doesn'tupset me much because it makes
me feel like I have a lot of jobsecurity.
When I'm I am teaching, I'llask agents how's your market?
Oh great, why Tell me aboutyour market, what's going on in
your market, what's good aboutyour market?
And I get a porky pig.
They can't tell me.
(47:18):
Yeah, to me that's unacceptable.
I mean you and I sit down, wesit in here for a few minutes
and we start talking aboutwhat's going on in the market.
Because you want to know what Ithink, I want to know what you
think, we want to see what we'reseeing, we have an opinion on
the market and because we knowit's critical to the people that
are depending upon us ourcustomer and, in your case, your
agents and people that you workwith, right?
Yeah, so agents don't have anopinion on their market when
(47:39):
they don't know what's going on?
Forget having an opinion, justknowing what's going on in their
market.
That's part of your job.
I mean, they have to get intheir head that it's part of
their job and it's somethingthat they need to do.
Speaker 1 (47:50):
Yeah, and it could be as easy as if you're working on
a particular zip code, youshould know how many pending
sales, how many, how many wentpending sale in the weekend, how
many total properties are forsale in that particular zip code
.
How many are under contract,how many are pending sale, how
many are closed.
You got to know what'shappening.
You got to know how many haveclosed in the last 90 days,
(48:11):
because that's usually what theappraiser is going to do.
It's that simple, guys.
It's not really that hard toknow your market.
It's just if you're working ona particular zip code or two,
put the zip code, you putpending sale, you put closed
sale, you see what each one ofthem is, you go how many days
back you want to go, and that'sit.
I mean, you should know thatand that's what you should be
sending to clients that arelooking hey, here's what's
closed, here's what's pending,and you get that idea.
Speaker 2 (48:33):
Man, you want to take and turn the volume up on that
and honestly, it's an easy thingto do, because I 100% agree
with what you just said they cando it countywide.
You know why?
Because nobody else is doingthat.
Do it locally, your area, andcountywide you know why?
Because now you can have abeautiful conversation with your
customer comparing how thecounty is doing versus your
local area.
Speaker 1 (48:52):
Well, in the National Association of Realtors and the
local realtors they do a lot ofthese stats for you.
You could go on the NationalAssociation of Realtors and you
could see who's buying fromwhere.
Where are they coming.
You could see what literally,what country, what price range.
You could see everything.
So nowadays you got stats oneverything, man.
You guys don't know the marketand you don't know what the
hell's going on.
You know it's a reflection onyou, so if you're late, you're
(49:14):
not picking up the phone, youdon't know the market.
Okay, you're sending bullshitoffers with no information on
them.
Right, you can see how thosethings I always tell people this
business is not that hard.
It's really basics.
Right, you gotta be brilliantat the basics.
Everything we mentioned, noneof this shit is rocket science.
Nothing that we've mentioned sofar is actually rocket science.
(49:35):
It's just being brilliant.
Very good friend of mine saysthat.
Very successful business ownerhey man, be brilliant at the
basics.
You answer the phone.
Basic, Don't be late.
Basic, know your market.
Basic submit an offer.
Professional.
The way your signature's set up, the way your offer is
submitted with an approval, withthe contact information of all
(49:59):
parties involved.
Basic, like super basic,Fucking do it.
If you do all of those thingstogether, they start stacking up
.
If you do them right, theystack up.
They stack you up against theother person who's not doing
them and that's stacking upagainst them.
You do half of them.
Well, they're in your half.
Right, you do one of them,whatever.
Maybe you're on time foreverything, but you don't know
(50:21):
your market, You're sendingbullshit offers and everything
like that.
You see what I'm saying.
So, if it's basic, just do thebasics and, by the way, you're
gonna see immediate results 100%.
Speaker 2 (50:30):
You have to take the business.
It's your business.
Take it personally, and I mean.
The reason why I even saidcounty-wide the way that I did
is because all I need in orderto do that is my MLS.
I just put Miami-Dade and Ipull the exact same stats.
I mean, it's not a ton of statsthat you need, it's five or six
things that you wanna just keepyour eyeball on.
You can do it statewide.
You can do it for the city.
There's a bunch of differentways for you to.
(50:50):
I mean the one that I used todo.
I told you the cheat code Iused to use that got me into so
many conversations during theshort sale time was how many
foreclosures do you think thereare in Miami-Dade County?
At the peak now we're like 2009, 2010,.
How many foreclosures, activeforeclosures?
At that point it was everythingyou would think it was right,
that's right.
You told me that it wasn't right.
It was like there were 30,000available, 33,000 available.
(51:11):
There were only 900foreclosures.
When I said that the customer'seyes, really that's not what I
see on TV, well, maybe TV isn'ttelling you the whole story.
All of a sudden, then, I'm thesource of true information.
I had the data to back it up.
Speaker 1 (51:24):
It was a huge leg up in my business when I was
getting started, but I knew dataand I brought it with me and
that brings me to the last Guysand when I started in the
business it was you know I don'twanna sound like the old
schooler here, but it wasliterally the black screen, the
DOS black screen with the greenletters.
Oh yeah, there wasn't theinformation you have now.
There's no excuse between RPRand the Matrix and all these
(51:45):
softwares that you have rightnow.
There's no reason what for youguys and I have every little bit
of information.
Speaker 2 (51:48):
No, rpr will tell you what the most common dog in the
neighborhood is almost oh kindof who they like Crazy
absolutely Do.
They prefer Purina to IMS.
Yeah, all right, the last oneI'm gonna do and this is very
specific to me and, again,probably it's because I do a lot
of the A lot of things piss youoff, kind of like.
Yeah, I'm an easily upset personI guess the one that I see this
(52:10):
a lot again because I thinkbecause I teach classes not
having an opinion with a greatwhy, like I'm gonna take and say
to my customer, hey, I thinkyou should do this.
And when they ask me, why nothaving a great why to back it up
and that's again, it's a marketknowledge tie-in.
It really ties in with knowingyour market.
But if a customer came to youand said, hey look, hey, sus,
(52:31):
I'm coming to Miami, I'm leavingwhatever country, new York and
I'm coming down here.
I want to invest.
What product do you think Ishould invest in?
You're gonna have an answer forthem.
And then they say, well, whatmakes you say that?
You know that you need to havea great why?
That's where you stop, and alot of people, when they're
dealing with residentialcustomers or the little
investors, they don't take thetime to think through the why of
(52:52):
what they're recommending.
So this is more of afrustration as a teacher more
than anything else.
No, it's a frustration that thisis the industry that I find
myself in.
These are the people that areputting themselves forward as
real estate experts, theircustomers and it frustrates me
that customers are getting hurtby agents that don't know what
the hell they're doing.
And I think it bothers me morebecause most agents, until I
have a class with them, theydon't even think it's really
(53:14):
part of their purview, part ofwhat they're supposed to be
doing.
In being a good agent, it's notjust having an opinion, it's
great to have an opinion.
I have one of the questions Iask.
I say what would you recommend?
Single family, condo,multifamily or commercial space?
Right, Every agent answers thequestion.
I said hey guys, good news foryou.
That was a two-part question.
What's the why?
(53:35):
Why, why would you recommend it?
And then I go around the roomand I make them tell me what do
you think.
Why are you saying that?
Because we're not supposed tojust be the person that shows
houses, we're supposed to be thereal estate professional in the
room and unless you take thatrole seriously, this will always
be a quasi-hobby, Something foryou to take and throw people in
(53:55):
the car to go look around.
Speaker 1 (53:56):
Screw it up for the guys that are not a hobby.
Speaker 2 (53:59):
And you also take advantage of customers.
Speaker 1 (54:01):
Yeah, yeah, all right .
So, Leo, what are you gonna doto change man?
As far as this?
What are you gonna do as far as?
What can you do to start beingon time to places?
Forget about me, I wanna givethe people that are listening
right now bring it into the mindof somebody who's late.
So what are you gonna do tomake things a little bit better?
Speaker 3 (54:22):
Well, for starters, be conscious of it and then
start taking action.
You know, you know it's starttaking action.
Well, the first one, like Isaid, be conscious of it and
start taking action, then havebetter time management.
That's what I'm liking, justtime management.
Speaker 2 (54:44):
No, I mean, I think that there's a good place for
that, there's a place forfiguring out what you're dealing
with, and I mean I think thatwe both you know how you are.
Yeah, as you get older, youstart to know more how you are
and what you have to do to trickyourself, to get out of
yourself.
Speaker 1 (54:59):
You see, but I've caught myself giving a shitless
about being on time and I'vebrought myself back.
I've caught myself saying youknow, I'll do it about 15
minutes late.
It is what it is, man, you knowwhat I mean.
And I catch myself and I say tomyself, cause I'll be late to
an agent, a meeting with anagent or something like that,
(55:19):
that I know that it's gonna bethere anyway and everything like
that.
And I gotta catch myself andI'll be like no, that's fucking
arrogant.
You know what I'm saying?
Like I can't start thinking I'mthe man and that I can be late
and that it's okay for me to belate, but it's not okay for that
.
Yeah, dude, it's been a coupleof times that I've said no, no,
no, no, no, no, no, no, no, no,no, no, no, no, no.
Speaker 2 (55:37):
I can't do that, but see, that's the important thing
that you just said, you caughtyourself and I think this is one
of the things that you realizeis that you're stuck dealing
with yourself and you reallyhave to stay on top of yourself,
because it's really easy tofall backwards and the progress
we make, with ourselves showingup on time, doing things the
right way all the time, it isprogress.
(55:59):
It's like an uphill climb andit's so easy to slide back down
the hill.
You have to constantly.
You're a mountain climberalmost.
You have to be perpetuallydiligent of yourself.
I say this to people all thetime when you were 20 and you'd
say to yourself say, hey, whenyou were 15, did you know
yourself to be like, oh man,when I was 15, I had no clue to
myself, but now that I'm 20, Igot it Right.
And the funky thing is, if Iwas to say that to you, I bet
(56:20):
hey, but when you were 35, right.
And you'd be like, oh man, whenI was 35, I would hold it in my
world, but now now I got itfigured out, yeah, and the
reality of it is five years fromnow, the same thing is gonna be
said.
Speaker 1 (56:30):
And what is it?
They say you change like everyseven years or something like
that.
You're like something.
I heard something about that Idon't know whatever, there's a
lot of different things.
Speaker 2 (56:37):
I mean most positive change you're gonna get in your
life is gonna be because ofdiligent effort on your part.
It's not gonna be easy, butlife, human beings we are great
habit forming creatures, and soforming the kind of habits to be
the kind of person you wanna beis what it's all about, because
at the end of the day, you andyou and me were all stuck with
us, and so if we have an us, aversion of us, that we can get
(57:00):
more out of, you could alwayschoose to be late, but if you
have that built in habit that Iwon't be late, now you have
options.
I can choose to be on time orchoose to be late.
Speaker 1 (57:11):
And again, and even the cases where I can be on time
, because it is what it is, youknow, I choose, I choose not to
because, because it's not, it's,it's wrong, I'm disrespecting
the other person.
I'm realizing and I can't get,I can't get arrogant and I can't
be like, well, I'm the boss andI can be late and everything
that.
No, that's not right, becauseyou know what, if they were late
(57:32):
for me, I would get pissed off.
So you know, one of the thingsthat my dad always told me, like
you know, and one of the thingswhy I get, I got that a lot all
because people respect you, youknow, and and and you know,
it's very Rare that somebodywill disrespect me at some at
some point.
Sure, you know, and, and it'sbecause I, I respect everybody,
I go out of my way.
I am never disrespectful.
(57:53):
Now you have to be my friendfor like a really long time
where I just, you know, I'mconstantly busting your balls
and constantly messing with youand everything like that.
But we've passed that verybarrier, you know.
But you know, people respect mebecause I respect them and
Because the second theydisrespect me, I call them out
right away and I go listen,relax, not gonna happen.
Let me tell you.
(58:14):
You know I respect you, yourespect me and I remind them and
that's part of it.
Being on time is Respect.
So now don't and I'm not sayingin your case, but I'm saying
like just in general you know,if you're disrespecting me on a
regular basis, don't get pissedoff when I'm disrespecting you.
So when we show up to a meetingand and you know it's a meeting
that's important to you and I'mlate, the fuck are you gonna
(58:36):
tell me?
You know what I'm saying?
So it's one of those thingsthat you know.
So I became a Lay was like fuckman, I wonder he's gonna be
late next time.
Speaker 2 (58:47):
I'm gonna start calling him out anytime he's
late, you know it's it's good tothink about other people, and
it's it's good I.
Speaker 1 (58:58):
Son of a bitch.
Speaker 2 (58:59):
There's a selfish motivation in this in this too,
and it's from that standpoint ofIf you have the ability to get
out of yourself what you want to, if you have the ability to
rise to the occasion we're theoccasion you build that capacity
in.
It's like being a Navy seal,like if you actually survive all
that stuff and you, you couldalways go back to eating
Twinkies on the couch.
There's nothing that there's norule that says you, but you
(59:20):
know, you know what you have inthe tank.
Speaker 1 (59:23):
Yeah, and you know what you'll find out also is
that in business I like to dobusiness with people that are
similar.
They do business the way I do.
If I think there's there's thatone friend of mine, you know,
maybe one other that now hasbecome arrogant and doesn't pick
up the phone and everything,and he doesn't when he's pick up
a fucking column out on it.
You know what I mean.
Hey, you think you're big timenow and everything like that and
(59:45):
that's fine because we'refriends and everything.
But you end up doing businesswith people like you know.
The reason you and I dobusiness, you know, and we get
along, is because I alwaysanswer the phone, you always
answer the phone.
We respect each other.
You know and and and and wehave similar.
I guess business morals is that.
Yeah, we take it, we take it asetiquette.
I guess we take it seriously.
(01:00:05):
And and we, we, we come out atthe same way we want to see it
done.
Speaker 2 (01:00:08):
Well, yeah, I mean that's.
I think that we don't Both ofus don't want to do anything
halfway.
We want to both do somethinggreat and we do it every day.
We fight the fight against eachother.
Again, I get against ourselves.
Yeah, yeah, yeah to take andmake that happen.
It's not easy to get out of bedsome days.
Yesterday, I told you what Ifelt like.
Yes, I felt like, dude, listen,I told you today, man, I slept,
(01:00:30):
I slept two hours.
Speaker 1 (01:00:31):
I woke up in the morning, right, leo?
So, just so you know.
I woke up in the morning and Isaid, dude, I'm gonna call the
shit off because I know I hadtwo sales meetings.
So today I've had a salesmeeting at from 10 to 11, one
from 11 to 12.
Then I had two other meetings.
So I've been talking non-stopsince yeah, that's what I'm
(01:00:51):
talking about Since 945 amNon-stop.
I just really have not.
I eat quick and and and that'sabout it.
So when I woke up in the morning, I thought to myself shit, man,
I knew that this was gonna bewhat my day was, right.
So I said you know what?
Let me just tell these guys,bro, let's move it to tomorrow
or everything like that.
(01:01:11):
I didn't not because of me, Idid it because of you guys,
because I'm like well, dude,they've already planned out
their day.
I'm fucking exhausted.
It's my problem, not theirs.
You know I'm not gonnainconvenience everybody Else
because of it.
It is what it is.
I'm gonna barrel through andlook, it's three o'clock.
I'm fucking exhausted.
But we did it.
You know what I mean?
We rip, we ripped two podcasts,I did two sales meetings for
(01:01:33):
you know two hours and and wedid two podcasts today.
So it is what it is.
I'm alive, I I respectedeverybody's time.
Speaker 2 (01:01:42):
And uh, and we did it .
Speaker 1 (01:01:43):
You did the hard thing that was responsible
Catalan right man.
Speaker 2 (01:01:47):
I'm a responsible son of a bitch.
Speaker 1 (01:01:48):
You are man.
Speaker 2 (01:01:49):
You know what?
Look, sometimes it's just greatto do the hard thing because it
needs to get done.
I always respected it up on mydad, I don't care how hard it
was yeah, it was never.
If it was gonna get done, ithad to get done and his
generation was great for thatand that's what they
accomplished.
As much as they did, it didn'tmatter.
I mean, I think, I think I toldyou the.
The thing with the Guys namewas chesty polar.
I told you the story funny,funny name, yeah, and um, they,
(01:02:12):
they were at the chosenreservoir in korea.
They were completely sorry.
They actually told them hey,look, the enemy is on in front
of us and they're behind us.
And they flanked us on bothsides and his response was
Perfect they can't get away fromus now.
And so, like you know, havingthat, that viewpoint of this,
you know what?
You had a hard day.
We both had a hard day, right,you made it through.
Speaker 1 (01:02:32):
You made through like a champ and being and celebrate
it and being hot responsibility, I was actually, I was walking
with my uh.
We became a little traditionnow lately in the weekends where
I take a like Like a long-asswalking my dad and the kids, um,
whenever I could pull the wifein which hates it, but she'll,
she'll do it every once in awhile.
We take like a four mile walkthrough the neighborhood.
You know I live in a, you knowit's a, it's a neighborhood
(01:02:55):
that's nice enough that it'skind of cool to walk because you
see like cool houses and and alot of trees and stuff like that
.
So we take, we take this walkand and we were one of these,
one of these construction One ofthese walks we see a
construction site and we see, uhlike roof trusses.
And my dad's like, remember whenwe built the roof?
Because I grew up in a trailerand my dad, obviously with no
(01:03:17):
permits, um, decided to build ontop of a flat trailer.
He built a v-shaped roof withtrusses and everything like that
.
And I was telling my son, hetells me, do you remember doing
that roof?
I'm like, yeah, I do remember,because I remember that I could
see from the roof of the trailer.
I could see the park that allmy friends were playing at.
Speaker 2 (01:03:38):
Yeah.
Speaker 1 (01:03:40):
So I remember hating every second of that roof and
building that roof because again, I could literally see
everything and what I wasmissing and everything like that
.
But it taught me to be theperson that I am today and the
responsibility and everythinglike that, and, and, and, uh,
and how do, how do we turn thisinto a?
(01:04:01):
Uh?
This is like a life, a lifecoach a session Because you know
what we both.
We both know this business ishard man.
Speaker 2 (01:04:09):
Yeah, this business is hard to do, every single day.
And so sometimes people need alittle pick me up.
Yeah, all right, that'sprobably a good place to yeah,
man, all right man, yeah, let'suh questions and comments.
Put them in the commentssection.
Speaker 1 (01:04:19):
Let's see how many text messages I got.
I always like to see how manytext messages I got after I
finish this.
Let me see how bad.
46.
I'll take it.
Last time was like 189, right?
189 text messages.
Um, all right, guys, thank youso much.
Uh, we're gonna continue tobarrel these things out.
Try to get as much information.
If you could comment On ourinstagram mostly I would, I
(01:04:43):
would.
I think we have facebook tooand everything like that but
really our, our instagram isreally where I want you guys to
comment.
Just comment on, uh, anyquestions, anything you guys
want us to talk about.
Um, trust me, it it'll be,it'll come in handy.
Sometimes, you know, we we runout of things to talk about or
we didn't think about it in time.
Like today, I kind of like getshere and I'm like kind of like,
(01:05:03):
what do you want to talk about?
He's like well, I got somestuff written down.
I'm like great, because Ihadn't thought of shit to talk
about today.
You know what I mean.
And then I knew I wanted totalk to Richard.
We did that other podcast.
I wanted to talk to richard attext richard, are you available?
And we just come up with itpretty much right on the spot
sometimes.
So, yeah, any feedback, anyquestions you guys might have,
uh, let us know, man, it'll,it'll come in handy.
Sometimes, man, you might giveus one question that we could
(01:05:25):
talk about for an hour.
So, all right, guys, thank youvery much.
Comment Uh, go on our youtubepage and like, and anybody.
Um, guys, if you like ourvideos, if you like our, our
audio, uh, we're on spotify,we're on apple, we're on
everything.
Whatever we're not on, we'llget on.
Uh, only thing we're not on istick tock right now, right, I
kind of refuse to do that forwhatever reason.
(01:05:47):
I don't want to.
All right, if you guys are okaywith it, I'm not doing fucking
tick tock, okay, but everythingelse we're on youtube.
Man, send it to as many friendsas you can.
Um, like it, subscribe.
If you got like five user teamsat your house, subscribe to all
of them.
Help us get this thing growing.
Um, the more we grow, the morematerial we're gonna get, the
(01:06:10):
more cooler interviews we'regonna get.
So there's a couple things thatwe're working on right now as
far as any of you's areconcerned.
So, we're definitely listen,we're growing, we're getting
better at it.
We're we're starting to youknow, catch our our rhythm and
get our wings.
So, uh, we're only gonna getbetter with this, and the more
help from you guys the better.
So thank you very much.
This is Jesus Catanyong, mr Josh Cadillac over
there for a episode.
I don't even know.
Guys, I'm so fucking tiredright now I don't even know
where.
I would say it's either.
There's just one right now.
Yeah, we might be 13 or 14 now,so you'll see when.
When it says the number in thebottom bottom yeah, today we're
going to do something kind ofcool.
(00:23):
It lets me vent on the fact thatI slept like two hours last
night.
So I'm in one of those moodsand Cadillac shows up with with
an idea.
Not only are we wearing thesame shirt today, but which is
pretty interesting the sameexact shirt.
But you have an idea on petpeeves.
So just to get me riled up evenmore, because actually the
(00:45):
reason I didn't sleep last nightis because I got really pissed
off at.
It was a combination of an emailand a text message and a phone
call that I said I didn't wantto take and end up having to
take it.
So I was so damn pissed offthat I couldn't sleep.
So it's one of those thingswhere you know when you're like
you upset yourself that muchright before you go to sleep.
(01:05):
That's why you got to.
I got to learn how to not takephone calls after a certain time
, and I always tell myself that,but it's kind of like it just
messes you up.
Man, you know you get thatpissed off, that emotional,
before you go to sleep.
It's, it's one of those thingsthat, yeah, it's not good for
you.
So in in honor of that, of notbeing able to sleep because I
was pissed off Kind of like,shows up with a list of of
(01:26):
things that piss you off aboutrealtors.
Speaker 2 (01:28):
Yep, no, it was originally going to be called
pet peeves, but I think we saidon things that pissed me off in
real estate that pissed me offin real estate.
Speaker 1 (01:35):
I just don't think here in Miami people know what
peeves is.
Pet peeves is, believe it ornot, I don't know.
Miami is one of those weirdplaces.
You know what a pet peeves,yeah, yeah.
So I just don't.
I don't know, since I have tolive my life in like an English
and speaking these bothlanguages and these two
different cultures, because,even so, I'm Cuban, right, born
in Cuba, but I came when I wasreal little, so I'm way more
(01:59):
Americanized than the Cuban that, you know maybe, has been here
10 years, 15 years.
That guy speaks perfect Englishbut might not know what pet
peeves is.
Yeah, right, so I live in thatworld.
So to me, yeah, I don't know,don't want the rich we should.
So, yeah, what do you?
Got?
Speaker 2 (02:19):
kind of like let's piss me off a little bit here,
bud, all right, you ever get one, get an offer in or something
like that, and you want to callthe other agent up to take and
go over with them so you canpresent the offer well, or
whatever, and in their emailthere is no phone number.
There is no, just sent from aniPhone, sent from an iPhone and
maybe Bill Right, you know likethere's no phone number in there
(02:42):
, there's no contact information.
Yeah, you have the opportunityto take and make an impression
on somebody, and what youbasically said is you better be,
you better hope.
I check my emails regularlybecause that's the only way
you're getting in contact withme.
Speaker 1 (02:55):
Yeah, yeah.
Well, man, that one there, thatone goes that has a lot of like
branches to there's a lot ofbranches in that tree.
You know what I mean.
Look, when you submit an offer.
So, first and foremost, thatthat would piss me off a lot
more if it was a, I guess, aseller's, buyers market, right?
(03:19):
So if I'm there just hangingout, I haven't gotten an offer,
and in three months finally Iget one offer and it's from Bill
, with no contact information,and I email Bill and Bill
doesn't answer the phone.
That's when I started gettingpissed off, right.
But if I'm going to, I'm goingto seller's market and I got
like 10 offers.
I'm going to enjoy Bill nothaving any contact information.
Speaker 2 (03:39):
Hey, we're going to accept your offer, bud, yeah,
too bad, couldn't get you.
Speaker 1 (03:43):
Yeah, yeah, I'm going to say just like that, but what
, what I do?
See again the reason why I talkabout these other branches.
It's like when you get theseoffers, you're looking for an
offer.
It's one of these markets wherelike, all right, and then you
get an offer in minutes.
All messed up, you got thecontracts are filled out
incorrectly, there's no contactinformation.
You reply back to the email.
The guy doesn't get back to you.
(04:04):
There's no information.
First of all, there should notonly be your contact information
, but if you're submitting anoffer, there should be the
contact information for the, forthe, the realtor, obviously,
title company, mortgage broker.
Everybody should be copied inthat email.
If you're not doing that, thenyou're pissing me off.
You know what I mean.
Like yours is an extreme, whichhappens a lot, but I mean any
(04:27):
of those ingredients for me arenot there.
I'm like, yeah, you're justbeing a professional man.
Now I got to go hunt down.
Yeah, I got to go hunt you down.
I got to go hunt down themortgage broker.
I got to go hunt down the titlecompany.
Speaker 2 (04:35):
It's worse than that, honestly, because I give you
this one, because it genuinelyis one of mine, because a lot of
times what will happen is I'llget an email from them, then
I'll have a professional emailsignature and then all the other
emails I get from them.
Now we're working a dealtogether and there's no
additional contact informationin there.
Speaker 1 (04:52):
What makes it even funnier is if somebody has seen
your email signature.
Oh, so Cadillac's emailsignature is.
So Cadillac has gotten everysingle real estate designation
Interesting.
That that's.
It's yours is the most complete, possibly the most complete
(05:15):
email signature on the fuckingplanet.
Period.
And the story you know,cadillac's one of those guys so
we were talking about he was.
He was, he was in some city, hehas a property and and he was
telling me I was doing some workthere with my guys because he
has a construction company whichhe became a contractor which,
by the way, that test is noteasy.
So then he drove over there ina car that, since he likes these
(05:38):
cars so much, he became anactual certified mechanic, right
.
And then you're fixing a housethat had an electrical issue,
which you just be, you justfinish your test to become an
actual electrician, right.
Speaker 2 (05:50):
Yeah.
Speaker 1 (05:52):
So he's one of those.
Guys are like you know, I'msurprised I haven't become a
pilot man.
Speaker 2 (05:56):
I did it actually once I did the, took one out,
took a flight and justespecially as much as you travel
like around here close byjumping your plane, fly over
there.
Speaker 1 (06:05):
You'll probably get your pilot's license pretty damn
quick.
It's something that's.
It's on the list.
Yeah, I'm surprised it's notlike top of the list you know
what I mean.
Speaker 2 (06:13):
It's there.
It's on the list.
It's on the list so far downthe list, is it?
It's not that far from the top.
Yeah, it's getting up there.
Speaker 1 (06:19):
Next couple years, man, yeah, yeah.
Speaker 2 (06:20):
I would imagine so Sure Interesting.
Speaker 1 (06:22):
Absolutely.
Speaker 2 (06:23):
But anyway, let me, let me let me kind of circle
back to this.
Just because it's, I have twosignatures with all of my stuff.
I have the initial signature,which is the one you're talking
about.
It has all of my designationsand all this stuff.
It's got contact informationfor me, my office, everything
that an agent would need to know, and that's kind of the you
have your social media stuff inthere now.
(06:43):
Yeah, I know it's the have thelinks on there and all that
stuff.
I don't use that one except onan initial email.
On my initial email, I want youto know hey, this person that
you're dealing with is somethingthat's been around the block,
you know.
So you can rest assured that Igot this.
I'm not going to hold up my endof the bargain After that.
My email signature is prettysimple.
It's just me.
How do you?
How do you change from one tothe other?
(07:04):
Because it's one of thesettings and outlook, and also
when you're not know this.
Speaker 1 (07:07):
You could, you could.
Speaker 2 (07:08):
You could make the first contact one signature and
the other one the Absolutely soyour replies and all of that are
on a separate signature, andthe reason why you do that is
because you don't want to haveyour somebody to have to scroll
down 10 pages to take and findyour last communication Right.
So I have like a little twoline one, but what's always in
there is my phone number,because at the end of the day,
sometimes an email is not goingto communicate what the nuance
(07:29):
of what we need to do to getthis deal done.
I'm a listing agent.
I'm working on my seller site.
If I want to call you on thebuyer side, you want to talk to
me because I definitely have theproperty, you have what you
hope is a buyer, but Idefinitely have the real estate
in hand.
Yeah, and so you know.
Look, I want to talk to you,I'm trying to get your deal done
(07:49):
.
I'm trying to get your customerhouse.
Yeah, help me out, help me geta hold of you.
And when it's not there and Imean honestly agents that have
been in the business a long timeand I still have this problem
where I have to go through we'llhave 40 emails and there's one
email where they don't even haveit in their signature.
They put it in the body oftheir email, their phone number.
Yeah, I have to go track thatdown.
It takes me 10 minutes that Ilose, 15 minutes that I lose
(08:11):
that I could should be doingsomething else.
Speaker 1 (08:12):
Yeah, and I could tell you, as a listing agent and
you know, you know, my thinghas always been projects, you
know selling, you know largebolts of real estate and
everything like that yeah, I'vetried to contact real estate and
I can't and I move on.
You know what I mean.
So, and I could tell you howmany times I've heard hey, man,
you know, jesus, I'm doingbusiness with you and you got
(08:33):
this big deal here because youknow you're easy to, you're
always going to answer the phoneand you're always going to be
available and you're going toanswer the phone no matter what.
Yeah, contact information guys.
You know, I tell my realtors,brand new realtors.
I tell them, hey, listen, youknow what your biggest obstacle
is going to be.
It's going to be other realtorsalways.
I was just talking about Texasbecause you know I did a lot of
(08:56):
business in Texas and you knowone of the good things about
Texas and the reason why it'ssuch a solid market over there
is because, man, to get yourreal estate license over there,
you really got to try.
Yeah, they put you through theringer, you got to go through a
real course.
I think that weak, you knowshit that even I could pass.
You know it's a real one, man,it's a real, real, real test.
And you know, listen, it's hardfor me to say this right now,
(09:20):
but I think they should make thereal estate test harder.
I think they should.
You know it would suck becauseI would get less agents and
everything like that, but Ithink the quality, I think in
real estate we're experiencing aquality issue, man.
But that's been going on for along time it is man and I think
I think you know, acceptinganybody and everybody.
You know I wouldn't, I wouldn't, I wouldn't suggest an
(09:41):
intelligence test.
I'm sure that's politicallyincorrect at some point or
something like that, but it hasto be something done with the
quality of realtors that arecoming into this business.
Speaker 2 (09:49):
I love a good tangent and so I think this is a really
good tangent to go on, becauseI would agree with that to some
extent.
But really, what you're testingfor, then, is somebody's
intelligence, almost like yourability to pass the test,
because you and I both know Idon't think there was one
question on that test that hasactually been helpful in my real
estate business.
So you're saying therestructuring of the test is
(10:10):
really what you were doing.
I would think eitherrestructuring or you know, like
I mean, what was the part of thedriving exam that probably was
the most relevant?
It's when the guy was sittingin the car with you driving
around looking at real estate.
So I'm not looking at realestate, looking at seeing you
drive the car.
That that makes the most sense,it's the most relevant.
I don't know how to make thereal estate test relevant.
I haven't really thought aboutit, but realistically, what
(10:32):
there needs to be is a morerelevant testing skills, because
what you could see is you knowprobably a lot of people that
are good at the business thatmaybe struggle with the test.
Yeah Right, but they have thesocial skills, the social
awareness, so the test doesn'treally tell you.
Speaker 1 (10:46):
It's a hard situation to fix.
Yeah, I got a lot of realtorshere that, yeah, you know I
don't know how they passed thetest right Because they're not
really good at you know, attrouble shooting and everything
like that, but they're reallygood realtors.
Man, what makes a good realtor?
You really take care of yourclient.
You can't take care of yourclient and if you don't really
know the stuff, but since youhave a good office that kind of
(11:08):
walks you through things anywayand makes sure that you know
things are being done right,then then yeah, you're good, you
know.
So it's.
Yeah, it's probably a problemthat will never be fixed, you
know.
Speaker 2 (11:19):
And it's kind of a catch-all industry to some
extent, real estate, in thesense that you know, like you
didn't make it here, you didn'tmake it here, Well, here's a
place where you don't have todig ditches, you can dress kind
of nice and go to work and hey,it only takes a week to get your
license, yeah.
And so that's kind of what theposition it's fallen to, I think
in Florida to some extent.
Speaker 1 (11:35):
Yeah.
Speaker 2 (11:35):
You know you try this , and I think it was Zig Ziglar
actually said I don't remember,maybe I'm getting this wrong,
but it was somebody who, oldZiggy, old Ziggy you got to love
the Zig factor he said thateverybody should do sales at
some point in their life.
It's a very, very good set ofskills because, realistically,
it's the art of persuasion andpersuading people.
Well and again ties back tothis.
(11:57):
Your phone number's not inthere.
You're not persuading me towant to work with you, and I
think it really ties in with theone you kind of hit on.
We hit on it pretty hard theother day, but I think it's
worth hitting on again becauseit's such a problem.
Yeah, is not answering thephones.
Speaker 1 (12:08):
Yeah, you know what, before I forget, I have one,
that man, it's been realprominent in my mind lately
because I'm seeing a lot more ofit.
Okay, and it goes back to thequality of the realtor.
I'm about to go into anotherarbitration, mediation,
arbitration, whatever I forgotthe order but realtors.
So my realtor puts in, andagain, this is the second time
(12:28):
I'm having to do this in thelast several months Okay, my
realtor puts in an offer, getsaccepted, um, somewhere down the
line, the buyer and the listingagent speak.
They cancel.
Buyer cancels the deal, goesdirectly to the seller, execute
a contract and they screw myagent out of the deal.
(12:49):
Right, recurring costs.
Oh, yeah, I just won one.
And uh, now you got.
The thing is that it sucks.
Is you got to wait for it toclose?
You know like I am just dyingto call this guy.
You know what I mean.
But the association tells youjust got to let it close,
there's nothing you can do.
But yeah, as soon as I, as soonas I close, I am going to tell
the guy this is what you did,this is what I'm going to do,
(13:10):
this is how I'm going to win.
Okay, and this is what you'regoing to pay me.
Okay, do you want to do it thenice way or do you don't?
And 99.9% of the time theydon't want to do it the nice way
.
They think that you're kidding.
Yep, they find out reallyshortly that I'm not kidding and
then they end up having to payme the whole commission because
it is wrong, Per curing costsall day, every day.
(13:31):
It's wrong.
You don't steal deals fromother realtors.
And I try to talk to people andI go guys, all we have and I've
been to these mediations andarbitration with the board of
realtors and this and that andand I tell them look, you know,
um, I'm a lot, I'm a lifer inthis business.
It's all I've ever done andthis is all I'm ever going to do
.
All we have, okay.
So attorneys have the bar right.
(13:53):
We have the nationalassociation of realtors, the
local board, the, the, theFlorida association of realtors.
We have a code of ethics.
That's what we have, okay.
So a lot of people kind ofconfuse my, my aggressiveness
sometimes I'm a prettyaggressive guy.
You know I fly, uh, you know Ishoot from the hip type of guy
and everything like that.
But man, I'm as ethical as theycome Right, I don't.
(14:16):
I don't break those ethicalrules.
Um, even in a place like Miami,where it's almost like you got
a gray area stuff a little bitjust to survive I was giving the
example talk about notanswering the phone, right?
So I get one of my realtorscalls me and says I have a buyer
interested in such and suchproperty.
Okay, I can't get in contactwith the realtor.
(14:38):
I'm calling the realtor, I'mcalling the broker's office, I'm
sending emails, I'm sendingtext messages.
The listing agent will notanswer my phone.
My buyer is asking me every day.
He's telling me he wants hisproperty, he wants his property,
he wants his property.
So here's the fucked up thingabout Miami, right?
So now I have to kind of actunethically in order to come
(14:59):
back.
That unethical because, at theend of the day, the way I look
at it is the way I answer thequestions.
Like you know, I know peoplethat are very religious.
What would Jesus do?
Yeah, right.
Like what would Jesus do?
So I always say, all right,well, what's good for the client
?
Of course, that's, that's therule.
I don't even have to call thelegal hotline.
I'm telling you, guys, you wantto save yourself a lot of
headache and calling legalhotline, calling attorneys,
(15:21):
what's good for the client?
Okay.
So is this realtor affectingthe client by not answering the
phone?
This kind wants that house.
This house is right next to theschool, right next to his
mother-in-law or far away fromhis mother-in-law.
It's close to work.
It'll make his life better.
We were just talking about thepursuit of happiness, the
constitutional right.
It is his constitutional rightand the pursuit of happiness to
(15:42):
get this house.
And I got this moron thatdoesn't answer the phone, period
and the story Doesn't answeremails, text messages, nothing
like that.
So now I have to actunethically to protect my client
and I got to tell my, I got totell my realtor to knock on the
door right and and deal directlywith the seller.
99.99, you know what 10%, 10out of 10 times.
(16:03):
The seller is like really, areyou serious?
Either you can't get in contactwith them, they'll call the guy
, I'll answer, and then youforce that offer down their
throat.
You know what I'm saying.
What I'll usually get is therealtor call me pissed off,
right, they'll call the realtor,right, I'll tell the realtor as
soon as he calls you, because Ialready know it's coming to him
to call me.
How can you do that?
I'm like dude, what do you wantme to do, man?
(16:24):
What do you want me to do?
Well, you're being unethical,I'm being unethical.
Why don't we do this?
Why don't we go to the board?
Why don't we go to freq?
Why don't we go wherever thehell you want to go?
And let's see who's beingunethical.
Man.
If you're not answering thephone, you, how do you know what
my offer is?
Maybe my offer is a milliondollars over market, over market
value, right?
And you're costing your, yourseller, money, right?
How do you know that?
And you're not.
You just disappear from theplant.
Don't answer the phone, don'treturn phone calls, voicemails,
(16:46):
anything.
No, dude, you're beingunethical.
So that's, that's the stuffthat pisses me off, man.
When these realtors are thecrap that's in this business
forces you to kind of stoop totheir, you got to stoop to their
level just to to get thingsdone, and that's what sucks.
That's the part that pisses meoff, because I am again.
If you know me, you know youcould very easily confuse me for
(17:09):
somebody who, kind of you know,cuts corners, break rules.
You know, that's that because I, because I was aggressive as I
am and again fly off the whatare the off the cuffed guy or
whatever.
But no, man, I'm not.
I do things 100% perfect, 100%perfect as far as as the law is
concerned.
I don't break any of thoserules.
The most I'll do is like againmatch one thing with the other
(17:31):
because there is no othersolution.
You try to call the associationand tell them that nobody the
guy's not answering the phone.
What are you going to do?
There's no solution for it,right?
There's nothing you can do forit.
What are you going to do?
A complaint, what?
How are you going to prove theygot an answer to the phone?
Like I'll start answering thephone all of a sudden.
You know what I mean.
So it's one of those thingsthat that really, really pisses
me off.
Not having to stoop to theirlevel Pisses me off.
Speaker 2 (17:51):
And it screws the customers.
I mean, at the end of the day,the opinion that people have of
realtors in this country, andespecially in this state, is not
good.
Yeah, and it's agents like thatthat that make it that way.
Yeah, and so you know peopleneed to take seriously,
especially if there's agents outthere that are listening.
You'll become a much betteragent, I think, when you start
(18:12):
taking the real gravity of whatyou're doing for your customer,
the amount of trust that yourcustomer should be able to place
in you doing the business.
And if you're not taking thatseriously, if you're not
internalizing that and say, hey,look, I got to perform for them
, you know this is a big deal tothem, for them, and that that
matters.
If it was a big deal for me.
When I go to a doctor forsurgery, how do I want the
(18:33):
doctor to take it seriously?
Not, I want him to make surethat he's been like I don't know
, reading his medical journalupdates, so he's using the
latest techniques, right, yeah,you know I don't want to be,
that's just.
Oh, it's, I got to go to workand do surgery.
Let me, you know, put down thebottle of scotch.
You know what I've noticed.
Speaker 1 (18:49):
Um, we could almost call this podcast, you know,
lack of communication.
I mean because, if you reallythink about it, everything that
has pissed us off so far hasbeen something to do with
communication.
Oh no, the next one's a littledifferent.
Okay, go ahead.
Speaker 2 (19:00):
Next one's a little different the next one actually
is me communicating with themand them not paying any
attention, and when I'm notreading the listing.
I take and I do a listing, Iput the listing together.
I put all the information theyneed.
They take and interrupt my lifeto take and break my chops
about something that is alreadythere.
The information is there forthem.
(19:21):
Um, and I mean, look, if ithappened every once in a while,
I don't care, it's a new agent,I don't care, I'm happy to take
and help.
It's when a veteran agent andit's been doing this for a year,
two years is calling me up andsaying, hey, how do I, uh, how
do we access the property?
Um, what's the, uh, what's thecondition of the of the property
, what's, you know, the, the,the, the, the, the, the, the,
(19:41):
the, the, the, the, the, the,the, the things that are.
They're asking me questionsthat have already been explained
and I don't.
I don't understand it.
I mean, it's genuinelydisrespectful.
Speaker 1 (19:51):
Yeah, just assume that I have nothing better to do
.
Well, and it goes back to likeour podcast that we did on
submitting an offer.
You know, the way of thelisting agent to communicate
with potential realtors that arecoming up is through that
listing.
Through that actual listingform it says don't call me, text
me, don't text me, call me.
You know that, that type ofstuff.
Let me rephrase don't answerthe phone.
(20:15):
Okay, because let's be clear onthat, I'm okay with somebody
not answering the phone, I'm notokay with somebody not
communicating at all.
What that means is if I callsomebody and they say, hey, so
it just tell us text, I'm okaywith that.
Yeah, hey, you know, send me anemail, it's just disappearing.
A lack of communication.
So, right, what, what I, what I, what I, what I don't mind is,
(20:36):
yeah, just let's communicatethrough text, let's communicate
through.
You know I get a lot herebecause you know amount of South
Americans that we have, forwhatever reason, what's that
became like the actual textmessage.
So you know it.
But you know, lack ofcommunication period, you know
what I mean.
So, yeah, these listing agents,they communicate with you.
Hey, this is the way I want tobe communicated with, this is
(20:57):
the Dendoms that I want.
When you submit that offer, bestway to screw up a deal is don't
pay attention to that stuff.
So you know, and again you'reyou're usually, you know, a
listing agent, so Of course itpisses you off when you
specifically wrote down all theinstructions and the way you
want things done and they can'teven do that.
And then when they call you andthen you're a little bit pissed
off like man, I, I have itthere.
(21:18):
I'm sure you reference, did youread the listing?
And they're like, oh no, Ididn't.
But you know, and no, do that.
The reason why I wrote it'sbecause of that, because I'm
busy.
I got things going on.
I'm answering your phonebecause I answer phones, but
let's follow the directions.
Speaker 2 (21:29):
I always answer my phone.
That's always.
That's a commitment I made tomy customers a long time ago.
It's commitment to my businessand how I run my business.
When I get a phone called 10 30at night and I answer my phone
because again, that's and it's astupid question, yeah, I'm
sorry, I'm a grumpy panda, yeah,just all there is to it.
It's you know, and especiallyyou know what, if you're gonna
call me up that late at nightand ask me a question, the first
(21:50):
words out of your mouth shouldbe hey, I know what's like, I'm
sorry for calling you.
Yeah, if you just launch intoyour question, honestly, if
you're that self-absorbed, yeah,oh, I, you know like, because a
lot of times when I get that,it's like you know what time it
is right now.
Oh, no, I didn't look, it's 130 in the morning.
Speaker 1 (22:08):
Oh, gee, yeah, and so , yeah, I mean it already get
the 7 am Callers and everythinglike that, which I'm up, I'm
operating, but it's almost likeI operate through email and text
until that time, because Iusually sit down, get my coffee,
you know, turn on the TV, putsome like, you know, like Joe
(22:29):
Rogan something, or you knowSome some type of podcast or
anything like that, and I'mlistening and then I'm going
through my emails, I'm goingthrough my text.
I don't want to talk to anybodythat early.
Like talk.
Talk is different, you knowwhat I mean.
And just like talking late alsosucks.
I usually got my kids in theroom, you know, and they're
watching TV and everything andI'm chilling.
You know I'm okay to text,right, but so that's.
That's another thing, you know,I think after a certain time,
(22:50):
you send a text you said, hey,can you talk?
Sorry it's late, you know, sothat that'll piss me off too,
you know what I mean.
So I think that I think texting, but it's like everything else,
man, there's people that aretalking people, there's people
that are text people, peoplethat are voicemail people.
There's people that are I don'tpeople that communicate through
Facebook and through Instagramand through you know, so
(23:12):
everybody's different.
You got to figure out what, howeverybody likes to communicate
Absolutely, but again and againthat that's actually a really
good point that you made.
Speaker 2 (23:19):
You're actually You're thinking about the other
person.
Yeah, and that's really what itis Like.
I consider, hey, there'sanother person involved in this
transaction.
I wonder what their preferenceis.
Let me see if I can figure thatout and communicate in that way
.
Yeah, so that I am being a goodsalesperson myself.
Yeah, I am being as compellingas I can be to this person to
say, hey, this person, you know,goes out of their way to take
and do things, yeah, in a good,the best possible way.
(23:40):
Yeah, you know all of thesethings.
They're little things, but theyall help you to be perceived
more professionally within thefield.
Yeah, and for people to want towork with you in general.
Yeah, and it's maybe like,let's let's say that this
podcast is kind of us In goodfaith saying, hey, maybe you
didn't realize how much thispisses people off, but this is
(24:01):
maybe just us venting.
Speaker 1 (24:03):
I really sincerely think we ain't fixing shit with
this.
I think people are gonna be whothey are.
I think they could care less.
Speaker 2 (24:08):
I think, um you know you're that cynical, I mean good
, I've been doing this a longtime, man.
It's good to know that there'ssomebody else's cynical as me,
that we can hang out.
Speaker 1 (24:16):
I've had conversations with these people
like, hey, why don't you pickthe fuck?
You know they don't, they don'tget it.
I think you're that, if you, ifyou can't realize on your own
that not picking up the phone iswrong, unprofessional,
unethical, it's just wrong inany kind of way when you're in a
business and you don't answerthe phone, it's also probably
(24:38):
Illegal in some kind of way,because if, if you're not
answering the phone to theselisting agents, then you're not,
probably not presenting offersthat you should be presenting,
and that's where it gets.
That's what.
That's where it gets.
Tricky man, you know what Imean.
If I have this offer, I'm onthe buyer side.
I have this offer that you'resupposed to submit and you're
not available to do.
To do so you're affecting myclient, you're affecting your
client, you're affectingeverybody.
(25:00):
So you know you know, it's justthat I'm not one of those, you
know, set complaint.
I just I just go to the boardand I go to the realtor
association when somebody's justtrying to jack my commission or
my agents commission and reallyNot really mine.
But you know it's, it's uh,yeah, whatever you got another
one I got.
Speaker 2 (25:15):
I got a couple more.
This one is very similar to thelast one, so I'm just gonna say
it.
We're not really have to goexpound on it, but calling for
showing instructions when it'sclearly in there what you're
supposed to do, here's one bigone, because this one directly
affects customers.
No call, no show Appointments.
Oh, yeah.
I mean now you're not just inconvincing the convenience in
the other agent.
(25:35):
The other agent is getting thelisting agent is getting paid to
deal with your nonsense andyour problems, but now you're
doing this on that directlyaffects somebody that is not in
the business, not in theindustry.
This is the consumer and you'recausing them harm.
Speaker 1 (25:48):
Yeah, uh, you know it goes back to professionalism in
reality.
You know, if you know, okay,I'm gonna say the same thing I
said.
If you're the type of personthat doesn't realize, that is
okay.
I had a have a very good friend, have a very good friend I'm
not gonna say his name.
He's pretty, pretty highprofile guy, very good friend of
mine.
We've done a ton of businesstogether.
(26:11):
Dude, this guy, like I would, Iwould have to tell him the wrong
time to meetings Just so hecould show up a little bit late.
Hmm, so, one of those guys, we,we, you know, and I used to get
real pissed off at it, man, Iused to be like dude, what the
hell, I'm here, you're wastingmy time.
You know, it wasn't till Iwonder if I could say this
(26:33):
without Kind of saying who he is.
Well, there was a meeting let'ssay, hypothetically speaking,
it was with a president of a ofa country, right, and you know,
I tell him hey, man, I give himthe wrong time, I give him an
hour, an hour off.
I told him he has to be readyat eight, but he really had to
(26:54):
be ready at nine, type of stuff.
I get there, he's still.
I had the keys to his house.
So actually he's made wouldopen the door and I had the keys
, but technically whatever,because we always had the same
situation.
So I'm banging on his door.
You know, banging on his door.
We had a boat Outside his house.
So, yes, that was on the ocean.
(27:15):
From the boat we had to go tothe airport, then take a plane
to to another island, etc.
Etc.
Long story short, you know Iget, I get out, you know he gets
out.
I'm banging on the door and hegets and he's like you know what
are you?
Why are you banging on my door?
I'm like dude, what is it?
You're pissed off at me.
You're an hour fucking late tothis meeting.
We got the president of acountry waiting for us and
(27:36):
you're upset at me.
So the reason why I had to saythis whole story because I
realized that he just didn't getit yeah, I Realized that it's
like a he's either a genetic ishis dad was kind of the same,
right it's, either he was raisedthat way, but he really didn't
see.
He would always be reallyapologetic when he would get
there an hour late.
You know he would always callyou after.
(27:58):
Last time it was six months ago.
We had a meeting at one at arestaurant.
I'm not called me.
Hey, I'm gonna be 30 minuteslate.
Okay, no problem, I'm gonna bean hour late.
Okay, no problem, I'm already.
I already know where this goes.
I'm like you know, dude, let meget my meal.
I ordered the meal by the timeI go.
Whatever, he's like dude, I'mnot gonna be able to make it
again.
Very good friend of mine meansabsolutely no harm.
(28:18):
He apologized like 30 timesafter.
But there's people that arelike that, you know.
There's people that are, thatare absolutely like that.
They're not going to change.
But at the end of the day, it'snot my fucking problem If
you're like that.
That guy is different.
He's my friend.
I've dealt with it.
I've agreed to deal with himOkay, cuz I like him that much.
But at the end of the day, guys, it's disrespectful to show up.
(28:40):
Disrespectful to show up even aminute late.
What's that military saying ifyou're not 15 minutes early?
than you're late yeah that's theway I look at it.
That's the way I look at I liketo be early to places.
It's.
It's the way I was raised.
It's the way I was raised inthe business.
It's the way I realized thatthis business is to be
(29:01):
successful.
In this business, you can't bethe guy who's late because this
particular gentleman that I'mmentioning doesn't really need
the money, right?
Yeah, hey, when I started inthis business, you know, and
still now, I mean I can't justblow off meetings.
Who the hell am I to blow off?
I'm.
Who the hell am I at?
Or the show up howdisrespectful is it to show up
30 minutes late to a meeting?
(29:21):
I mean, if I, if I and thatever happens to me, I'm
apologizing the whole 30 minutesthat I'm late, telling them
Dude, I'm sorry this happened.
I get there and I apologize.
If we're at dinner and it's adinner thing, I'm paying for it
and I'm apologetic because Idon't want that to be my.
A I always pick up the phone.
B I'm always on time, okay, andif, if, if, things are going to
(29:44):
change, I'm gonna have amp, I'mgonna give you ample time, okay
.
So, yeah, those are the things,man, being late, not answering
the phone.
Again, it's all reallycommunication.
At the end of the day, I tellyou what I don't care what, how
many things you're gonna put onthat list, they're all gonna end
up being a communication thing,or that could be fixed through
communication, because even thatbeing late thing, if you're
late and you communicate, I'mgonna have a meeting with you
(30:06):
and I know I'm gonna be late.
I'm I'm telling you know anhour before, right, hey, I think
I think you know how muchthat's.
I've said I think I'm going tobe late and the end of being on
time anyway, yeah, but I'm okaybecause I can't consciously just
be late and be okay with it.
Speaker 2 (30:19):
I just can't stop me because you but you, at the end
of the day you know you haveyour schedule, you know how hard
it is that you work to be ontime and on schedule and so,
like when people make you whatyou know much, it bothers you.
You don't want to do that tosomeone else.
Yeah, it's empathy, it's reallyjust realize.
Speaker 1 (30:34):
We have one of those late guys here and in the he's
listening to.
We got Leo here, our producerhere he's a son of a bitch is
always late.
I just realized he'sconsistently inconsistent.
Leo, why don't you come here,bro?
Speaker 2 (30:47):
What are you tell us Come here, wait a second.
I was wondering, why was Imaking?
Speaker 1 (30:52):
Leo, so tell me so.
So when you know that you havea meeting at one o'clock, let's
say, or like our stuff at 12,and you are half an hour late,
how does it make?
And I'm please answer honestly,like, does it make you?
Do you get nervous, like shit,I'm a little bit late?
Or are you like my buddy whojust, it's just, it doesn't
really matter, he's not, he'snot conscious of what he's doing
(31:14):
, or You're conscious of it.
So?
So what happens you?
So today you were 30 minuteslate, all right, but but I
already knew because I alreadyknow how to deal with people
with, with, with this issue,right, ls, late, the late
syndrome that I have a built ina buffer, so you're not really
late because I'm okay with theone o'clock.
So you, you know, we started tous.
So what?
So?
What is it like?
How, how is it that you're late?
(31:35):
So what happens?
Why were you late today?
Just just like curiosity, timemanagement, so what.
You wake up later, okay, so ifyou know you had to be here at
12, what time did you put thealarm on?
Not a lot, and I say alarm andyou're wondering is because he
edits stuff late, so he's likeone of these guys that has like.
He's like a, like a, what hecalls animals that sleep not
(31:55):
eternal, he's an external animal, okay so, so you put the alarm
at 11?
Which?
This?
That's really the problem rightthere, I think, because I I
always put the alarm.
If I have to be somewhere at atin the morning, I have to be at
9.
I'll put the alarm at 7.
I'll put it to.
I always put two hours.
Give me time to wake up, drinkmy coffee, do what I got to do.
Speaker 3 (32:18):
Contemplate go through my emails go through my
emails, the whole situation.
Speaker 1 (32:22):
So you don't think maybe if you put the alarm a
half an hour earlier, it wouldprobably be the solution for it,
right?
What percentage of meetings areyou late to 30 or 40% of them,
right?
You think there's a there, youcould fix that one day.
You think so, just timemanagement, really.
(32:45):
So you're working.
You're working your way down LSrecovery, ls recovery.
You know that the first step torecovery is admitting that you
have a problem, and I think wejust did that, you.
We just did that right now.
Speaker 2 (32:58):
You know we kind of didn't have a choice on that.
Speaker 1 (33:00):
But do you realize that it's disrespectful to the
other person?
You do, okay.
So you guys tell you thatbecause your brother's actually
really good with it and you guysare raising the same place,
right.
So you think it's a.
It can't be a genetic thing.
Then no, no, because yourbrother's really good with on
time.
He's never.
I mean, he says he's gonna beon time, he's on time.
You're a little bit more right,right, right, right, yeah, cuz
(33:24):
it is arrogance at the end ofthe day.
Speaker 2 (33:25):
It really is.
It's, it's, it's, it's more,it's more self-absorption a
little bit, and it's being aboutyourself and not thinking.
Not thinking as much about theother person as you think about
yourself.
It's really it.
You know, like I have an extra15 minutes to sleep, man.
I mean, look, in the morning Imade it with my, especially when
I don't have an appointment oranything like that.
I know I'm supposed to be atwork, yeah, like I set my own.
Like you need to be here atthis time, kind of thing.
Speaker 1 (33:47):
Oh yeah, but I mean this bed feels really good right
now and, honestly, look,yesterday I said I didn't really
sleep that well because I gotreally really pissed off, but
it's also because I had to putan alarm on right.
So I've been living for yearsNot really having to put an
alarm on right, like that's partof like my, you know, I guess
my success like I, I don't haveto put an alarm on right.
(34:09):
If I had to put an alarm on, itstresses me out more.
And Then I, and then it makesme sleep like thinking what time
is it?
What time is it?
What time is it versus let mejust go to sleep and wake up.
When I wake up, you know what Imean.
So Because, yeah, even twohours stresses me out, right,
like all right, I have no timeat what time?
And then I got to be there andthen it really I had to be here
at 10 for a meeting, but I liketo get here a little bit earlier
(34:31):
to prepare.
So it's an hour and 45 minutesenough, and all that shit
stresses me out.
So you're saying that that shitdoesn't stress you out at all.
So when you say I got an hourright, so you got to wake up,
you got to take a shit, you gota shower, you got a shave right.
You got to do all of thosethings and commute to the
goddamn location in an hour.
That's unrealistic.
You've never done it.
(34:54):
You've never been here on time,not once.
Dude, where's your brother?
Call us son of a bitch in it.
There's no way.
You've never been on time.
And it's again.
I realized, listen, I'm tellingyou, dude, I, with my buddy, I
stopped being angry at peoplethat with it with the LS
syndrome, right, with the latesyndrome, because I really get
(35:16):
it.
I used to get furious out of me.
I told him Well, I wanted onetime.
He made me go.
I told him dude, I'm busy, dude, you better show up.
Man, I'm telling you, I got alot of things going on.
He didn't show up.
I called him, I, we, I ended myfriendship with him that day.
I was never gonna talk to himagain.
I just realized I don't thinkyou control it.
You know what I'm saying.
I think you're either born withthat or you're not born with
that.
I'm gonna be honest, I don'tthink you're ever gonna fix it.
I really don't think so.
(35:37):
I think if you're either bornwith that switch or you're not,
it would have to really affectyou.
You would have to lose a Hugedeal one day and then you
realize that just because you'relate, you lost this Opportunity
and it has to be some kind oflike crazy wake-up call or
something like that.
I don't think.
I don't think that you'reautomatically wake up one day.
You know what I'm gonna insteadof doing an hour, I'm gonna do
an hour and a half because dohaving a one hour to get here in
(35:59):
the morning, get up, get ready,do everything you got to do,
and then there's no way it woulddrive me crazy you know there's
a.
Speaker 2 (36:05):
When I was a kid, I First job, I had to be there at
5 45 every morning, and so ILike sleep and I'm not a morning
person, so this is the perfectjob for me, as you can imagine.
Yeah, and so I would.
I was getting up 30 minutesbefore I had to be there.
I was out the door in 15 and Iwas there on 15.
(36:26):
Yeah, I was on time every day.
Yeah, but man, you know everyall my stuff like.
I'd rather get prepared thenight before and have all my
stuff laid out like Rather andget to sleep in extra few
minutes than have to do more inthe morning.
Yeah yeah, I don't know ifyou're like me, but like for me,
when I have to teach a bigclass or something like that the
next day and it's an earlyclass and I know I need to be
awake and I need to be all there, I have the alarm set.
(36:46):
It does stress me out to thepoint where, like I wake up
before the alarm, like oh, Ihave another 45 minutes, but
yeah, wait, snoozing stresses meout.
Speaker 1 (36:53):
Yeah, I'm like you can't do that, but you're a you
a snoozer, right, so eat.
So is it realistic to say, evenwith that tight one hour window
Of including you, you'll snoozeonce, right, Right, right.
So you're not really getting up, right so you're?
You're working with a 45 minutewindow to get up, get ready,
(37:15):
take, pack up all your shit,because you got a pack of a
bunch of stuff.
Speaker 2 (37:19):
Yeah, he's like me, you can do it the night before
okay.
You're more of a morning person, and then I am dude.
Speaker 1 (37:27):
my first job Um, actually my second job my first
job I got fired.
And my first job I got fired inman 24 hours.
I get there, the guy themanager screams at me.
I then go to the back room.
I catch him in the back roomand I say not very nice things
to him for screaming at me and Iwas fired at the spot.
(37:47):
But my second job was a golfcourse maintenance at what's now
the Trump Resort.
It was a Dural country clubback then and I had to be there
at 6.30 in the morning.
That was the time we startedworking.
I used to get there 5.45, get.
The golf cart had a routine.
I had this job for like a year.
(38:09):
This was right out of highschool.
I think I was even finishinghigh school during that.
I used to wake up in the morning, get on my golf cart.
I used to drive all the way tothe end of the golf course.
It would take me 15 minutes toget all the way to the end of
the golf course.
I would sit under a tree.
Actually I would get on acoconut tree.
There were lows.
(38:29):
I would stand on the golf cart.
I would get a coconut tree.
I had a knife, I would open upthe coconut fresh in the morning
, I would light up a joint and Iwould sit there every morning
and drink coconut, light up a J,and then you want to hear a
funny story.
So I had this routine right andI'm driving through the golf
(38:50):
course one day and I see like anold man we're like like weird
looking old man, kind of likenot your average every day old
man.
He was walking.
I'm like, hey, man, you need aride?
And he's like, yeah, I need aride, I'm late.
What happened now is that golfcourse start working and
everything like that?
I'm like, damn, dude, you lookfamiliar.
And he's like, yeah, I'm asinger.
No way, what are you saying?
He's like, oh, country music,dude, I ended up being Willie
(39:14):
Nelson.
He takes me.
Speaker 2 (39:16):
He goes.
What about your previous storymade you think of Willie Nelson?
Right, All right.
Speaker 1 (39:20):
Well, because I tell you what.
So, willie Nelson, I'm 18,right.
So Willie Nelson goes hey, youwant to go to my tour bus and
smoke a joint?
I'm like, fuck, yeah, I want tosmoke a joint with you.
Willie Nelson, are you kiddingme?
Uh, you know, I really didn'tknow who he was.
I'm.
I became a fan of him after.
So I get in this tour bus and,man, it is like like I can't
(39:44):
even imagine how much weed is inthat place.
I mean, it is like, oh, he was.
So it was a tour bus inside theresort.
Huge like thing has to havebeen several pounds of weed
inside the thing.
We start up, um, and he says,which surprised me, goes hey,
can you do you have any?
But that's the.
Should I even go there?
Whatever, long story short, hetells me hey, you can invite
(40:08):
some friends over.
Dude, I invited like two orthree friends over.
I'm working, by the way, I'm onthe clock, I'm on the clock.
So all of them, we spent, youknow, hours, uh hours there,
hours just smoking and hangingout with Willie Nelson and
everything like that.
Uh, a couple of my friendsbrought some more, shared it
with him and uh, yeah, that's my, that's my Willie Nelson story
(40:32):
there.
So yeah, I don't know how thehell we ended up here, guys, but
that one under the heading ofweeding at the golf course.
Speaker 2 (40:37):
Yeah, yeah.
Speaker 1 (40:39):
Uh all right.
Speaker 2 (40:40):
Where are we Anything else?
This is off.
That's a tangent right thereSending offers without calling.
Okay, um agent sends in anoffer and then it just you never
hear from them.
Nothing.
That don't I mean, becausesometimes, especially you know,
you know you're not gettingcalls.
But sometimes, especially witha lot of you know offers, now
that are a lot of DocuSignoffers yeah, they don't come
through with an attachment, yeah, and so you know, it looks like
(41:01):
a million other emails you get.
They easily get deleted or theygo to spam.
Speaker 1 (41:05):
Yeah, I don't get a phone call.
Again, kind of like, everythingthat pisses you off is
communication, bro.
It's largely communicate, noteverything, but it's, it's a lot
of it.
It's there, man, it's everything.
I mean.
If you, just, if you putcontact, contact, information,
uh, communication me, see, I'mleaning more.
It seems like communicationreally really pisses you off.
I've, I've, I've, I've, I'vebeen noticing I'm leaning more
(41:25):
towards like the ethical stuff,like that's the stuff that
really pisses me off.
We really think of what we'redoing is just talking about
stuff that pisses us off.
I've been more leaning towardsthat ethical stuff and behavior
of realtors.
But if you really think aboutit, see, you're more of a
listing agent.
That's the stuff that pissesyou off.
I'm dealing with a ton of theserealtors and and, uh, I'm
(41:46):
dealing with their problems.
So I got a realtor, um, thatwill show up to my office and be
like I can't get in contactwith his realtor, hey, I can't.
You know, I can't do this.
What do I do, you know?
And I got to find solutions forthem.
You know, and and, uh, butagain it's, it's usually, again
it's communication.
So at the end of the day, guys,um, you know, communication is
key.
And if you want to last, youknow, in in this business, if
(42:07):
you want to succeed in thisbusiness, if you can't figure
out a way like, look, I'm notgood at contracts, right.
But let me rephrase that I'm Ihate filling out contracts.
I'm very good at contracts, butI hate filling them out.
So as soon as I made a couple ofbucks, I hired an assistant to
fill out the contracts for me,right?
So if you don't like picking upthe phone, make a couple of
(42:28):
bucks and have somebody answerthe phone for you.
So I'm not saying you alwaysgot to do it.
You know, I tell realtors allthe time this first couple of
years in the business it's goingto be the toughest, because you
got to do everything yourself,every single little thing.
Later on, you make a couple ofbucks, you hire an assistant.
Um, there's plenty of uh ofroom for assistance in this
business.
There's people that are brandnew.
So it's one of those businessesthat you could outsource
(42:50):
whatever you don't like doing,so that you can better yourself
and you could act in aprofessional way and you can
answer the phones and you can dothat kind of stuff.
Do you got anything else?
Kettle like shirt.
Speaker 2 (42:58):
I got, uh, I got three more.
Not reading the whole message,you get you send a text message
or you send a an email and theyrespond to the first thing.
And I'm sorry, I'm sorry, bro,yeah, hey, we got him.
I got to get you.
Speaker 1 (43:14):
Yeah, I'm going to tell you what goes through my
head when I see a long ass email.
So I'm usually either drivingor I'm doing something or
something's happening.
And when I see those longemails or log in text messages,
I, I, I start reading it, what Iusually do.
I don't know why.
It's a disorder.
(43:34):
It has to be just like Leo'slate disorder.
Right, I read the beginning, Iskim through the middle and I
read the end.
For whatever reason, my braindoes that.
Yeah, and and uh, it justfrustrates me to have to read
through it.
And let me tell you why.
And and I think now that I'mthinking out loud here is cause
it's usually a long run onsentence.
Oh yeah.
(43:56):
If you, if you separated it tobullet points, my brain captures
it more.
If I got a read and, by the way, I'm getting old, which sucks.
So, my, are you having issueswith your, with your, with your
eyes?
Not yet.
Really, we're the same ageright?
How old are you?
I'm 41.
Okay, so I'm 42, about the term43.
So we're around there, but Ijust started getting it about
(44:17):
six months ago and it just camefrom one day to the next.
So, yeah, I literally wake up.
One day I started havingheadaches.
I was like I'm always like theguy who thinks the whole, you
know like, like, what do youcall through?
I think they're always sick.
Oh, um, hypercontract.
Speaker 2 (44:30):
Hypercontract yeah.
Speaker 1 (44:32):
Yeah, so everything, something happens.
Oh, it's the worst thing youknow in my brain.
Speaker 2 (44:35):
Yeah, yeah, yeah yeah .
Speaker 1 (44:35):
Yeah, yeah, immediately.
And then I, I start Googlingstuff and no, it's, it's the
eyes, you know.
And then I started realizing Ican't read here anymore.
I got to read far away, I gotto extend my arm a little bit
more.
So, yeah, what happens is a lotof times I can't read through
that right now, I just can't.
My eyes just don't go.
I have to like to go throughthat middle of the paragraph.
(44:56):
It becomes very tough for me.
Speaker 2 (44:58):
So, so when they're sending you messages, increase
the text size is what you'resaying.
I, I, I'm going to tell youthat's actually there's two
parts of this, because I agreewith you the block of texts.
One of the things I teach in myclass is to take.
You can't use the standardformatting you do for like a
book, a book, it's like four tosix sentences per paragraph.
(45:18):
A paragraph right, I do twosentences.
New paragraph two cents, and Ibreak it up because it's easier
on the eyes on a screen to readit.
But then, once again, we'retalking about the empathy we
talked about here.
I'm thinking about you and I'msaying, hey, he's got to read
this.
Let me make it as easy for himto read.
I want him to read the wholething.
Let me facilitate that on myend.
And that's kind of what thisbusiness is supposed to be All
(45:40):
of us trying to make it easieron each other, as opposed to
making a point when somebody'scustomer to see a property and
then not calling and not showing, or taking and writing an email
in such a way that it'smiserable to get through and
like your eyes are jumping fromline to line because it's just a
wall of text.
Yeah, 100%, man, yeah.
Speaker 1 (45:57):
Yeah.
So for those of you who youknow, again, I'm I'm missing my
point of view.
Honestly, I want to read thetext messages.
I want to read the emails.
It's just, it's just.
I start looking at it and itjust it pisses me off that I
have to read through a wholelong text.
And I get these text messagesfrom my agent sometimes and
(46:17):
they're just very long andthey're in Spanish, and I'm
driving and my eyes are fuckedand you know all of these things
happening at the same time andI'm doing a million things at
the same time.
So so yeah, in my defense, ifyou break it up like paragraph
per paragraph, like you say,it's two sentences, bullet
points and everything like that,I'm going to read every single
one.
Speaker 2 (46:35):
Keep it concise, absolutely Nice and tight.
Last, last, yeah, this the the.
These first ones, honestly, Iwould say, are largely new agent
kind of things, although I knowa lot of veteran agents that do
the exact same thing.
These last two are ones thatpeople that have been in the
business more a year than a yearor two, that don't seem to act
like it's part of their business, and one of those is not
knowing the market agents thathave been in the business and
(46:57):
you ask them how their market is.
It's one of my honestly, it'shuge pet people.
When I teach, um, it doesn'tupset me much because it makes
me feel like I have a lot of jobsecurity.
When I'm I am teaching, I'llask agents how's your market?
Oh great, why Tell me aboutyour market, what's going on in
your market, what's good aboutyour market?
And I get a porky pig.
They can't tell me.
(47:18):
Yeah, to me that's unacceptable.
I mean you and I sit down, wesit in here for a few minutes
and we start talking aboutwhat's going on in the market.
Because you want to know what Ithink, I want to know what you
think, we want to see what we'reseeing, we have an opinion on
the market and because we knowit's critical to the people that
are depending upon us ourcustomer and, in your case, your
agents and people that you workwith, right?
Yeah, so agents don't have anopinion on their market when
(47:39):
they don't know what's going on?
Forget having an opinion, justknowing what's going on in their
market.
That's part of your job.
I mean, they have to get intheir head that it's part of
their job and it's somethingthat they need to do.
Speaker 1 (47:50):
Yeah, and it could be as easy as if you're working on
a particular zip code, youshould know how many pending
sales, how many, how many wentpending sale in the weekend, how
many total properties are forsale in that particular zip code
.
How many are under contract,how many are pending sale, how
many are closed.
You got to know what'shappening.
You got to know how many haveclosed in the last 90 days,
(48:11):
because that's usually what theappraiser is going to do.
It's that simple, guys.
It's not really that hard toknow your market.
It's just if you're working ona particular zip code or two,
put the zip code, you putpending sale, you put closed
sale, you see what each one ofthem is, you go how many days
back you want to go, and that'sit.
I mean, you should know thatand that's what you should be
sending to clients that arelooking hey, here's what's
closed, here's what's pending,and you get that idea.
Speaker 2 (48:33):
Man, you want to take and turn the volume up on that
and honestly, it's an easy thingto do, because I 100% agree
with what you just said they cando it countywide.
You know why?
Because nobody else is doingthat.
Do it locally, your area, andcountywide you know why?
Because now you can have abeautiful conversation with your
customer comparing how thecounty is doing versus your
local area.
Speaker 1 (48:52):
Well, in the National Association of Realtors and the
local realtors they do a lot ofthese stats for you.
You could go on the NationalAssociation of Realtors and you
could see who's buying fromwhere.
Where are they coming.
You could see what literally,what country, what price range.
You could see everything.
So nowadays you got stats oneverything, man.
You guys don't know the marketand you don't know what the
hell's going on.
You know it's a reflection onyou, so if you're late, you're
(49:14):
not picking up the phone, youdon't know the market.
Okay, you're sending bullshitoffers with no information on
them.
Right, you can see how thosethings I always tell people this
business is not that hard.
It's really basics.
Right, you gotta be brilliantat the basics.
Everything we mentioned, noneof this shit is rocket science.
Nothing that we've mentioned sofar is actually rocket science.
(49:35):
It's just being brilliant.
Very good friend of mine saysthat.
Very successful business ownerhey man, be brilliant at the
basics.
You answer the phone.
Basic, Don't be late.
Basic, know your market.
Basic submit an offer.
Professional.
The way your signature's set up, the way your offer is
submitted with an approval, withthe contact information of all
(49:59):
parties involved.
Basic, like super basic,Fucking do it.
If you do all of those thingstogether, they start stacking up
.
If you do them right, theystack up.
They stack you up against theother person who's not doing
them and that's stacking upagainst them.
You do half of them.
Well, they're in your half.
Right, you do one of them,whatever.
Maybe you're on time foreverything, but you don't know
(50:21):
your market, You're sendingbullshit offers and everything
like that.
You see what I'm saying.
So, if it's basic, just do thebasics and, by the way, you're
gonna see immediate results 100%.
Speaker 2 (50:30):
You have to take the business.
It's your business.
Take it personally, and I mean.
The reason why I even saidcounty-wide the way that I did
is because all I need in orderto do that is my MLS.
I just put Miami-Dade and Ipull the exact same stats.
I mean, it's not a ton of statsthat you need, it's five or six
things that you wanna just keepyour eyeball on.
You can do it statewide.
You can do it for the city.
There's a bunch of differentways for you to.
(50:50):
I mean the one that I used todo.
I told you the cheat code Iused to use that got me into so
many conversations during theshort sale time was how many
foreclosures do you think thereare in Miami-Dade County?
At the peak now we're like 2009, 2010,.
How many foreclosures, activeforeclosures?
At that point it was everythingyou would think it was right,
that's right.
You told me that it wasn't right.
It was like there were 30,000available, 33,000 available.
(51:11):
There were only 900foreclosures.
When I said that the customer'seyes, really that's not what I
see on TV, well, maybe TV isn'ttelling you the whole story.
All of a sudden, then, I'm thesource of true information.
I had the data to back it up.
Speaker 1 (51:24):
It was a huge leg up in my business when I was
getting started, but I knew dataand I brought it with me and
that brings me to the last Guysand when I started in the
business it was you know I don'twanna sound like the old
schooler here, but it wasliterally the black screen, the
DOS black screen with the greenletters.
Oh yeah, there wasn't theinformation you have now.
There's no excuse between RPRand the Matrix and all these
(51:45):
softwares that you have rightnow.
There's no reason what for youguys and I have every little bit
of information.
Speaker 2 (51:48):
No, rpr will tell you what the most common dog in the
neighborhood is almost oh kindof who they like Crazy
absolutely Do.
They prefer Purina to IMS.
Yeah, all right, the last oneI'm gonna do and this is very
specific to me and, again,probably it's because I do a lot
of the A lot of things piss youoff, kind of like.
Yeah, I'm an easily upset personI guess the one that I see this
(52:10):
a lot again because I thinkbecause I teach classes not
having an opinion with a greatwhy, like I'm gonna take and say
to my customer, hey, I thinkyou should do this.
And when they ask me, why nothaving a great why to back it up
and that's again, it's a marketknowledge tie-in.
It really ties in with knowingyour market.
But if a customer came to youand said, hey look, hey, sus,
(52:31):
I'm coming to Miami, I'm leavingwhatever country, new York and
I'm coming down here.
I want to invest.
What product do you think Ishould invest in?
You're gonna have an answer forthem.
And then they say, well, whatmakes you say that?
You know that you need to havea great why?
That's where you stop, and alot of people, when they're
dealing with residentialcustomers or the little
investors, they don't take thetime to think through the why of
(52:52):
what they're recommending.
So this is more of afrustration as a teacher more
than anything else.
No, it's a frustration that thisis the industry that I find
myself in.
These are the people that areputting themselves forward as
real estate experts, theircustomers and it frustrates me
that customers are getting hurtby agents that don't know what
the hell they're doing.
And I think it bothers me morebecause most agents, until I
have a class with them, theydon't even think it's really
(53:14):
part of their purview, part ofwhat they're supposed to be
doing.
In being a good agent, it's notjust having an opinion, it's
great to have an opinion.
I have one of the questions Iask.
I say what would you recommend?
Single family, condo,multifamily or commercial space?
Right, Every agent answers thequestion.
I said hey guys, good news foryou.
That was a two-part question.
What's the why?
(53:35):
Why, why would you recommend it?
And then I go around the roomand I make them tell me what do
you think.
Why are you saying that?
Because we're not supposed tojust be the person that shows
houses, we're supposed to be thereal estate professional in the
room and unless you take thatrole seriously, this will always
be a quasi-hobby, Something foryou to take and throw people in
(53:55):
the car to go look around.
Speaker 1 (53:56):
Screw it up for the guys that are not a hobby.
Speaker 2 (53:59):
And you also take advantage of customers.
Speaker 1 (54:01):
Yeah, yeah, all right .
So, Leo, what are you gonna doto change man?
As far as this?
What are you gonna do as far as?
What can you do to start beingon time to places?
Forget about me, I wanna givethe people that are listening
right now bring it into the mindof somebody who's late.
So what are you gonna do tomake things a little bit better?
Speaker 3 (54:22):
Well, for starters, be conscious of it and then
start taking action.
You know, you know it's starttaking action.
Well, the first one, like Isaid, be conscious of it and
start taking action, then havebetter time management.
That's what I'm liking, justtime management.
Speaker 2 (54:44):
No, I mean, I think that there's a good place for
that, there's a place forfiguring out what you're dealing
with, and I mean I think thatwe both you know how you are.
Yeah, as you get older, youstart to know more how you are
and what you have to do to trickyourself, to get out of
yourself.
Speaker 1 (54:59):
You see, but I've caught myself giving a shitless
about being on time and I'vebrought myself back.
I've caught myself saying youknow, I'll do it about 15
minutes late.
It is what it is, man, you knowwhat I mean.
And I catch myself and I say tomyself, cause I'll be late to
an agent, a meeting with anagent or something like that,
(55:19):
that I know that it's gonna bethere anyway and everything like
that.
And I gotta catch myself andI'll be like no, that's fucking
arrogant.
You know what I'm saying?
Like I can't start thinking I'mthe man and that I can be late
and that it's okay for me to belate, but it's not okay for that
.
Yeah, dude, it's been a coupleof times that I've said no, no,
no, no, no, no, no, no, no, no,no, no, no, no, no.
Speaker 2 (55:37):
I can't do that, but see, that's the important thing
that you just said, you caughtyourself and I think this is one
of the things that you realizeis that you're stuck dealing
with yourself and you reallyhave to stay on top of yourself,
because it's really easy tofall backwards and the progress
we make, with ourselves showingup on time, doing things the
right way all the time, it isprogress.
(55:59):
It's like an uphill climb andit's so easy to slide back down
the hill.
You have to constantly.
You're a mountain climberalmost.
You have to be perpetuallydiligent of yourself.
I say this to people all thetime when you were 20 and you'd
say to yourself say, hey, whenyou were 15, did you know
yourself to be like, oh man,when I was 15, I had no clue to
myself, but now that I'm 20, Igot it Right.
And the funky thing is, if Iwas to say that to you, I bet
(56:20):
hey, but when you were 35, right.
And you'd be like, oh man, whenI was 35, I would hold it in my
world, but now now I got itfigured out, yeah, and the
reality of it is five years fromnow, the same thing is gonna be
said.
Speaker 1 (56:30):
And what is it?
They say you change like everyseven years or something like
that.
You're like something.
I heard something about that Idon't know whatever, there's a
lot of different things.
Speaker 2 (56:37):
I mean most positive change you're gonna get in your
life is gonna be because ofdiligent effort on your part.
It's not gonna be easy, butlife, human beings we are great
habit forming creatures, and soforming the kind of habits to be
the kind of person you wanna beis what it's all about, because
at the end of the day, you andyou and me were all stuck with
us, and so if we have an us, aversion of us, that we can get
(57:00):
more out of, you could alwayschoose to be late, but if you
have that built in habit that Iwon't be late, now you have
options.
I can choose to be on time orchoose to be late.
Speaker 1 (57:11):
And again, and even the cases where I can be on time
, because it is what it is, youknow, I choose, I choose not to
because, because it's not, it's,it's wrong, I'm disrespecting
the other person.
I'm realizing and I can't get,I can't get arrogant and I can't
be like, well, I'm the boss andI can be late and everything
that.
No, that's not right, becauseyou know what, if they were late
(57:32):
for me, I would get pissed off.
So you know, one of the thingsthat my dad always told me, like
you know, and one of the thingswhy I get, I got that a lot all
because people respect you, youknow, and and and you know,
it's very Rare that somebodywill disrespect me at some at
some point.
Sure, you know, and, and it'sbecause I, I respect everybody,
I go out of my way.
I am never disrespectful.
(57:53):
Now you have to be my friendfor like a really long time
where I just, you know, I'mconstantly busting your balls
and constantly messing with youand everything like that.
But we've passed that verybarrier, you know.
But you know, people respect mebecause I respect them and
Because the second theydisrespect me, I call them out
right away and I go listen,relax, not gonna happen.
Let me tell you.
(58:14):
You know I respect you, yourespect me and I remind them and
that's part of it.
Being on time is Respect.
So now don't and I'm not sayingin your case, but I'm saying
like just in general you know,if you're disrespecting me on a
regular basis, don't get pissedoff when I'm disrespecting you.
So when we show up to a meetingand and you know it's a meeting
that's important to you and I'mlate, the fuck are you gonna
(58:36):
tell me?
You know what I'm saying?
So it's one of those thingsthat you know.
So I became a Lay was like fuckman, I wonder he's gonna be
late next time.
Speaker 2 (58:47):
I'm gonna start calling him out anytime he's
late, you know it's it's good tothink about other people, and
it's it's good I.
Speaker 1 (58:58):
Son of a bitch.
Speaker 2 (58:59):
There's a selfish motivation in this in this too,
and it's from that standpoint ofIf you have the ability to get
out of yourself what you want to, if you have the ability to
rise to the occasion we're theoccasion you build that capacity
in.
It's like being a Navy seal,like if you actually survive all
that stuff and you, you couldalways go back to eating
Twinkies on the couch.
There's nothing that there's norule that says you, but you
(59:20):
know, you know what you have inthe tank.
Speaker 1 (59:23):
Yeah, and you know what you'll find out also is
that in business I like to dobusiness with people that are
similar.
They do business the way I do.
If I think there's there's thatone friend of mine, you know,
maybe one other that now hasbecome arrogant and doesn't pick
up the phone and everything,and he doesn't when he's pick up
a fucking column out on it.
You know what I mean.
Hey, you think you're big timenow and everything like that and
(59:45):
that's fine because we'refriends and everything.
But you end up doing businesswith people like you know.
The reason you and I dobusiness, you know, and we get
along, is because I alwaysanswer the phone, you always
answer the phone.
We respect each other.
You know and and and and wehave similar.
I guess business morals is that.
Yeah, we take it, we take it asetiquette.
I guess we take it seriously.
(01:00:05):
And and we, we, we come out atthe same way we want to see it
done.
Speaker 2 (01:00:08):
Well, yeah, I mean that's.
I think that we don't Both ofus don't want to do anything
halfway.
We want to both do somethinggreat and we do it every day.
We fight the fight against eachother.
Again, I get against ourselves.
Yeah, yeah, yeah to take andmake that happen.
It's not easy to get out of bedsome days.
Yesterday, I told you what Ifelt like.
Yes, I felt like, dude, listen,I told you today, man, I slept,
(01:00:30):
I slept two hours.
Speaker 1 (01:00:31):
I woke up in the morning, right, leo?
So, just so you know.
I woke up in the morning and Isaid, dude, I'm gonna call the
shit off because I know I hadtwo sales meetings.
So today I've had a salesmeeting at from 10 to 11, one
from 11 to 12.
Then I had two other meetings.
So I've been talking non-stopsince yeah, that's what I'm
(01:00:51):
talking about Since 945 amNon-stop.
I just really have not.
I eat quick and and and that'sabout it.
So when I woke up in the morning, I thought to myself shit, man,
I knew that this was gonna bewhat my day was, right.
So I said you know what?
Let me just tell these guys,bro, let's move it to tomorrow
or everything like that.
(01:01:11):
I didn't not because of me, Idid it because of you guys,
because I'm like well, dude,they've already planned out
their day.
I'm fucking exhausted.
It's my problem, not theirs.
You know I'm not gonnainconvenience everybody Else
because of it.
It is what it is.
I'm gonna barrel through andlook, it's three o'clock.
I'm fucking exhausted.
But we did it.
You know what I mean?
We rip, we ripped two podcasts,I did two sales meetings for
(01:01:33):
you know two hours and and wedid two podcasts today.
So it is what it is.
I'm alive, I I respectedeverybody's time.
Speaker 2 (01:01:42):
And uh, and we did it .
Speaker 1 (01:01:43):
You did the hard thing that was responsible
Catalan right man.
Speaker 2 (01:01:47):
I'm a responsible son of a bitch.
Speaker 1 (01:01:48):
You are man.
Speaker 2 (01:01:49):
You know what?
Look, sometimes it's just greatto do the hard thing because it
needs to get done.
I always respected it up on mydad, I don't care how hard it
was yeah, it was never.
If it was gonna get done, ithad to get done and his
generation was great for thatand that's what they
accomplished.
As much as they did, it didn'tmatter.
I mean, I think, I think I toldyou the.
The thing with the Guys namewas chesty polar.
I told you the story funny,funny name, yeah, and um, they,
(01:02:12):
they were at the chosenreservoir in korea.
They were completely sorry.
They actually told them hey,look, the enemy is on in front
of us and they're behind us.
And they flanked us on bothsides and his response was
Perfect they can't get away fromus now.
And so, like you know, havingthat, that viewpoint of this,
you know what?
You had a hard day.
We both had a hard day, right,you made it through.
Speaker 1 (01:02:32):
You made through like a champ and being and celebrate
it and being hot responsibility, I was actually, I was walking
with my uh.
We became a little traditionnow lately in the weekends where
I take a like Like a long-asswalking my dad and the kids, um,
whenever I could pull the wifein which hates it, but she'll,
she'll do it every once in awhile.
We take like a four mile walkthrough the neighborhood.
You know I live in a, you knowit's a, it's a neighborhood
(01:02:55):
that's nice enough that it'skind of cool to walk because you
see like cool houses and and alot of trees and stuff like that
.
So we take, we take this walkand and we were one of these,
one of these construction One ofthese walks we see a
construction site and we see, uhlike roof trusses.
And my dad's like, remember whenwe built the roof?
Because I grew up in a trailerand my dad, obviously with no
(01:03:17):
permits, um, decided to build ontop of a flat trailer.
He built a v-shaped roof withtrusses and everything like that
.
And I was telling my son, hetells me, do you remember doing
that roof?
I'm like, yeah, I do remember,because I remember that I could
see from the roof of the trailer.
I could see the park that allmy friends were playing at.
Speaker 2 (01:03:38):
Yeah.
Speaker 1 (01:03:40):
So I remember hating every second of that roof and
building that roof because again, I could literally see
everything and what I wasmissing and everything like that
.
But it taught me to be theperson that I am today and the
responsibility and everythinglike that, and, and, and, uh,
and how do, how do we turn thisinto a?
(01:04:01):
Uh?
This is like a life, a lifecoach a session Because you know
what we both.
We both know this business ishard man.
Speaker 2 (01:04:09):
Yeah, this business is hard to do, every single day.
And so sometimes people need alittle pick me up.
Yeah, all right, that'sprobably a good place to yeah,
man, all right man, yeah, let'suh questions and comments.
Put them in the commentssection.
Speaker 1 (01:04:19):
Let's see how many text messages I got.
I always like to see how manytext messages I got after I
finish this.
Let me see how bad.
46.
I'll take it.
Last time was like 189, right?
189 text messages.
Um, all right, guys, thank youso much.
Uh, we're gonna continue tobarrel these things out.
Try to get as much information.
If you could comment On ourinstagram mostly I would, I
(01:04:43):
would.
I think we have facebook tooand everything like that but
really our, our instagram isreally where I want you guys to
comment.
Just comment on, uh, anyquestions, anything you guys
want us to talk about.
Um, trust me, it it'll be,it'll come in handy.
Sometimes, you know, we we runout of things to talk about or
we didn't think about it in time.
Like today, I kind of like getshere and I'm like kind of like,
(01:05:03):
what do you want to talk about?
He's like well, I got somestuff written down.
I'm like great, because Ihadn't thought of shit to talk
about today.
You know what I mean.
And then I knew I wanted totalk to Richard.
We did that other podcast.
I wanted to talk to richard attext richard, are you available?
And we just come up with itpretty much right on the spot
sometimes.
So, yeah, any feedback, anyquestions you guys might have,
uh, let us know, man, it'll,it'll come in handy.
Sometimes, man, you might giveus one question that we could
(01:05:25):
talk about for an hour.
So, all right, guys, thank youvery much.
Comment Uh, go on our youtubepage and like, and anybody.
Um, guys, if you like ourvideos, if you like our, our
audio, uh, we're on spotify,we're on apple, we're on
everything.
Whatever we're not on, we'llget on.
Uh, only thing we're not on istick tock right now, right, I
kind of refuse to do that forwhatever reason.
(01:05:47):
I don't want to.
All right, if you guys are okaywith it, I'm not doing fucking
tick tock, okay, but everythingelse we're on youtube.
Man, send it to as many friendsas you can.
Um, like it, subscribe.
If you got like five user teamsat your house, subscribe to all
of them.
Help us get this thing growing.
Um, the more we grow, the morematerial we're gonna get, the
(01:06:10):
more cooler interviews we'regonna get.
So there's a couple things thatwe're working on right now as
far as any of you's areconcerned.
So, we're definitely listen,we're growing, we're getting
better at it.
We're we're starting to youknow, catch our our rhythm and
get our wings.
So, uh, we're only gonna getbetter with this, and the more
help from you guys the better.
So thank you very much.
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