From DJ Booths to Dream Homes: The Mack Team Story

Get ready for an inspiring ride from turntables to top-tier real estate!

🎧 Episode Highlights:

• From DJ decks in LA to luxury listings in Newport Beach — the wild path of Robert & Tanya Mack.

• How they built a real estate brand on authenticity, creativity, and media mastery.

• Secrets to thriving in competitive markets while keeping it real.

• Powerful lessons on trust, connection, and embracing change.

• A behind-the-scenes look at the high-end lifestyle and property tours that define their success.

✨ Tune in, get inspired, and see how passion and partnership can transform your real estate journey.
#RealEstate #Podcast #Inspiration #PowerCouple #LuxuryHomes

Episode Transcript

(00:00):
Check out our latest episode where we have Robert and Tanya
Mack with us talking about theirrise through real estate.
Learn the power of media in today's world.
Is Compass doing their clients adisservice by not allowing those
listings to be on the MLS? Welcome back to your favorite

(00:32):
podcast on the planet in the World in the Universe Realty
talk. We're very excited for the
episode today. We have some very special
guests. We're excited to get right in.
To my right, we have the Queen of the closing table, founder,
CEO of NA Realty. I am the other host.
I'm going to introduce myself. OK, because you don't, you don't

(00:55):
want me to say it again. No, I will say it, I've been
given the nickname Paul fix it all which I don't know if that's
true. I have fixed some things this
week. Yes, yeah, every week, every
week. It's honestly the best, the best
one I could have come up with, you know?
But I mean we we probably should.

(01:16):
Also in the introduction you canmaybe throw some good nicknames.
Yeah. Oh, I don't know if I'm ready
for that for you guys. I should have put yeah.
OK, so we have Robert and Tanya Mac here.
We are super excited for them tojoin the podcast today.
Very experienced behind the camera because these guys really

(01:38):
specialize in doing home tours and really video tours for
Newport Beach. So we have the pleasure of
working together on one of our properties in Newport Beach and
so we were super excited. You guys are doing some really
great things here locally, But you know, the, the beauty of

(01:58):
this podcast is what we try to do.
We, we talk about real estate, we talk about all things real
estate, but we also talk to our listeners about, you know, life
and how to get to from point A to point B.
And you have a pretty unique story.
And, and I think specifically with social media and the way

(02:18):
things have evolved. So tell us first, because I do
want to jump into all of that, but I want to jump into first
how you guys met and started working together.
Wait, I think I have a good nickname for them.
OK, go. OK.
We'll call them the Mac attack. I swear I go, he's going to say

(02:38):
Mac attack. Yeah, I'm not kidding.
Yeah, yeah, I've. I've heard all the different
nicknames from Mcnugget to Yeah,of chicken.
Oh my. God, I've been Mac anything.
Return to the Mac. Yeah, Mac attack's good.
Mac attack is good. So, and and full disclaimer, it
took me probably a year to come up with politics at all.
Like it's not my thing. Every name for every company

(03:00):
we've launched has been Paul. So you know you'll you'll get a
better nickname from him than you will from.
For sure. Yeah, I was thinking like T Mac,
that's pretty good. Yeah, just yeah, yeah, more the
Mac. Attack.
You would. He's like, I'm going to sleep on
this. Yeah.
Circle back Part 2. Yeah, that's funny.
No, it was worth it. OK, so yeah, tell me a little

(03:23):
bit about you guys. Specific ask.
Us that question, Tanya always says.
Do you want the X-rated version or the?
Yes, yes. I'm kidding the 13 version.
No. OK, so it started.
I actually it's a pretty crazy story, so I'll start from the
beginning. I had a friend who was turning
30, that was 20 years ago, and she had a trip planned with her

(03:45):
boyfriend at the time. And so two weeks before her
birthday, they broke up. And so she was like, let's go to
Vegas for my 30th birthday. And I have family in LA too, and
so does she. And I was like, Oh my gosh, I
didn't even have a passport. I didn't left the country.
And so you were living in New Zealand?
Australia. Sorry.
Yeah, yeah. So I was in Australia and she's
like, let's go. And I'm like, I can't.

(04:06):
And I just started. I was an esthetician back then.
I just started a business and I was pretty much broke as a joke.
So I was like, I can't do it. And she kept begging me, begging
me. And I was like, Oh my gosh.
So in the end I was like, look, I'm going to flip a coin.
If it's heads, I'll beg, borrow,steal money and I'll come.
If it's tails, you'll shut up and leave me alone.
And so she goes fine. So I flipped the coin and it was
heads and I was like, Oh my gosh.

(04:27):
Anyway, got the ticket, put a rush on a passport, went on this
trip. And then basically I met him
through her cousin and mostly I met him briefly like a couple of
times, but we hung out on my second last night there.
And so he called my friend because I didn't have a phone.
And he was like, oh, I had such a good time.

(04:48):
Can you guys please come past myhouse?
And I was like. I knew she was leaving the next.
Day I was like. This is like just.
Like a little. Holiday.
Thing. Thing and I'm like Oh no way.
So I'm like no. And she's like okay, so anyway,
we end up at his house and this is crazy too.
He was actually deejaying at thetime and hit a Mohawk if you can
actually believe. I can see that in Vegas,

(05:09):
actually. No, no, I was in.
I was in. He was in LA.
Oh, they came to go to Vegas. They went from LA to Vegas.
To stay in LA. This goes in LA, got it.
Got. It Yeah.
And so he made me this CDA. Mixed.
Oh yeah, I just did. It right then and there.
Yeah, and put Jelly beans on it and called it Jelly Breaks.
And so I was listening to it on my way home and it, it was

(05:30):
horrendous. But anyway.
What's the Best Song? Yeah.
What is the Best Song from that mix?
It wasn't the song. That's.
The. Problem.
It was. So and so like most people like
like trance or house. House is really.
Possible. Yeah.
Yeah, I like Breakbeat. And it's just a little bit
darker of a of a genre. And she was like, what is this?

(05:50):
I mean that that dark music putsa super big smile on my face and
it gets to be energized. But for other people, they're
like, this is kind of dark. I'm like say yes.
What? Was your DJ name.
DJ. Red.
DJ Red and these two were all red.
Oh look, 6 inch now the wheels are turning by the end of this
new nickname for sure. I love that.
That's hilarious. So anyway, we're both Armenian.

(06:13):
He ended up telling his dad thathe met an Armenian girl from
Australia. So his dad said I'm going to pay
for your ticket. Go go there and bring her back
and marry her. I don't know that because I'm an
only child. You know, we were just.
Somebody in Australia and she's really pretty and she's our
meaning she's like here, I'll pay whatever I'll need to pay,
go get her. And I was like, well, let's take
this one step at a time. So I ended up working out.

(06:34):
He like literally came for five weeks.
I'm like, what am I going to do with you for five weeks?
But anyway, Needless to say. It worked out.
Ended. Up working out and within seven
or eight months I was living in this country and we were
married, literally. Went to the.
Courthouse and got married. In Fresno.
Wow, places. And we're celebrating 20 years
on December 19th. Wow, congratulations you.

(06:55):
That's exciting. 20 years. Wait, I have a follow.
He's going to have lots of questions.
So if you would have gotten married in Australia, would you
have been able to have dual citizenship there?
I. Could probably apply for it.
Or you could now. Happen automatically, but I
could go and apply for it. Got it.
Yeah, I I think I have never done the research on it.

(07:15):
Interesting it wasn't an option.I mean her getting married here
didn't automatically give her citizen or no, she's not even
actually a citizen. You have.
Oh, I have my green card. She's.
A she's been talking about getting her citizenship, like
doing the whole test thing. Yep.
But yeah, just because you get married to an American in
America doesn't. Know the process.
Legal process to get her resident green card right Alien.

(07:38):
Yes, I was. Yeah, illegal alien.
A legal alien. So our expert sounds so much
better, right? Why I could?
Have taken him to Australia, butmy mom, he's an only child.
So my mom was like, if you take him away from his family, I'll
be so upset with you. And the tunes change now because
now she's like, you're so far away from us.

(07:58):
Yeah. That was your idea.
Yeah. But thankfully we get to go back
once a year and visit. So.
Yeah. Whereabouts.
That's how I told my accent in Sydney.
Sydney, OH. Yeah.
Nice. So it's cool.
It's like a second home for us now 'cause we go back like we
pretty much go back once a year.Yeah.
And sometimes she's even gone back twice a year just depending
on like what's going on with family or if there's a wedding

(08:19):
or something like that. Yeah, Yeah.
So. So it's funny, 'cause literally
I was just talking about Australia, but what I need to
know because when I was younger I was obsessed with Silverchair.
So big, big fan. I don't know what that is.
Yes, you you have to, you know, Silver Chair, Daniel Johns, It's

(08:39):
a band. Yeah, yeah.
Oh, you know the song. I'm very Australian.
We we need to insert it into this, start playing it in the
background. It's like grunge.
Yeah. And so, yeah, it's good that
it's that was. Like your high school rock?
Band, yeah, I wouldn't even say before high school I was I was

(08:59):
into it so but so I always wanted to go to Australia.
Silver Newcastle was where Daniel Johns was from.
But so. But then I learned about the
bugs and that like changed my perspective and since then I've
been unable to get past that. Like I had a friend that told me
that he the the spiders. That he saw.

(09:22):
Were the. He's seen it, the Huntsman.
Like this big furry I haven't seen.
Such a long time. I know, but like you did when
you first came. Yeah, see.
And that's it. Only takes one time for me.
Like there's. But it's a little flatter, like
a tarantula has legs that come up.
Yeah. And the Huntsman kind of walks
with legs on its side, so it kind of glides along the floor
of the wall. But it it's as harmless as a

(09:45):
like a daddy long legs. They, they eat bugs, right?
They eat like. Flying.
Yeah. Bugs.
Yeah, I mean. Spiders are good they.
Just but there is kind of there are there is a deadly one.
I've heard there's one that's. Like a funnel web?
Yeah, like a Black Widow. Kind of.
Yeah. So that that's the only
hesitation thing, everybody. Can say.
Just. Everywhere but OK, OK, you're.
Going to. Be OK, I'm going to put it back

(10:06):
on my list. Generally get it back, really.
Wait, you actually you don't want to go because you're afraid
of the spider? Yes, like they are giant.
They. Are.
Actually a thing? You're not alone.
Yeah, it is. Talking about like bird eating
spiders, but it's not a bird, it's an egg.
Like the spider will go into thenest and eat the egg, but
they're. Like Stacy's with me these
spiders. Eat these birds.

(10:27):
And I'm like, no, they don't. They eat the egg.
The little teeny egg, Yeah. Why do you didn't like bugs but
I? Didn't.
Oh no, I. It's a location.
Yeah, I travel list, I planned my life around that.
Like even when I go to Spain, ifI know that it's a mosquito
time, I don't want to go. Like there are bugs are not what
I want in my world. But I'm not a camper, you know?

(10:47):
You know it's she's not either. No, this one is.
More glamping is my vibe. Yeah, Yeah, I might be able to
do that. OK.
I'm learning a lot. We're yeah, we're going way off
topic. OK.
So with that, so then how did wemake the transition into real
estate then together? I'll let you tell that.
Story So I wasn't really doing anything of value when I met

(11:11):
Tanya. I was also.
You did something right? Yeah.
I hear that scene, yeah. You know, I mean, I was, I was
DJing, but it wasn't paying the bills.
It was like I just had a passionfor music.
Yeah, and I used to go to all these like super clubs and after
hours and I just loved dancing and meeting.
I love meeting new people. Like I've channeled my clubbing

(11:32):
days into networking events, right?
Like I just love meeting new people, making new relationships
because I, my personal belief is, is like anything is possible
through people. And if I can meet enough cool
people that have needs where I can help them with their needs
or they have things they can help me with my needs.
And then I want to do business with people that I spend time
with, right? That's kind of how I operate my

(11:52):
real estate business. At any rate, I became ADJ
because I loved it. And after the last club would
close, then people would come back to my house and I would DJ,
we'd hang out and have fun. And it also got me into any club
I wanted for free. And that was good enough.
That was priceless for me. So for four or five years, I had
odd, odd jobs made. I was making ends meet living in

(12:15):
my parents house in Glendale. I was young and kind of stupid
and they were supporting me as. Not with them though.
They. Were not an.
Irresponsible only child. So when I met Tanya, that was
really like, for me, like my Godmoment, like when I talk about
God and like my testimony, like,even though I wasn't really like
a strong Christian, then I look back and go, oh, wow, like God

(12:37):
had my back. And Tanya and I collided and she
really kind of shifted my path from going nowhere to where we
are today. And, and so we talked about it
and I was like, well, I started looking for a job, like a real
job. I'm like, OK, if I'm going to
marry this woman, I need to start creating like a stable
lifestyle for her. And I had like a three or four

(12:57):
year gap in my work history and everywhere I applied to and I
had a college degree and I, I was a smart guy.
But they're like what you been doing for the last.
Four years. I mean, no, no pressure.
She's only moving on the opposite side.
Of the. Globe away from everything
right, totally. And I just couldn't get a job
and then she was like you shouldjust do real estate like you're
good with people. I know it's a people business

(13:19):
and I had a friend through the club industry that was a real
estate agent. He was a bouncer that turned
flipper that turned real estate agent.
And he was like, bro, he's like,I can help you.
Like here's the, the website, goget your license.
And then I'll, I'll, I'll introduce you to my broker.
And, and I just did that. And so, you know, people, people

(13:40):
always say, well, oh, you guys are like a husband and wife
team. And I'm like, you know, like
we've been doing this for 20 years and Tanya's been involved
at the highest level when we were building the business.
And then when it all depends on like the team, our goals and the
need. And like, sometimes she's been
gone for two or three years doing her own thing.
Yeah, cool. But where we are today, like she

(14:03):
does play a bigger part, a bigger role in the team just
because my goals have changed inthe last six months.
So she's just been, she's alwaysbeen there and always had my
back. Yeah, we got, we got our real
estate licenses together, together.
And then and then the market crashed.
And so we were like, Oh my gosh,there's no room for both of us
in this industry because. This is 2008, 2000.
Nine, 2007 is when we got licensed and we had no.

(14:24):
Experience. We had no experience.
We had no network. I mean, we didn't need.
I literally walked into my broker and I was like, what do I
got to do to make money and all I, I had literally no network
outside of my friends. And she was like, go call
expires, go knock on doors, liketalk to people, meet people.
I'm like, OK, I can do that. And so that was when I was

(14:44):
telling Tanya I'm like, well, I'm just trying to figure this
out. We both can't figure it out and
not make money, right? So she went back to a.
Petition license here, which wascool and went back to that for a
while and yeah, had a great timedoing that.
And then when he started gettingbusy again and figured out,
yeah, how to make money and you're like.
OK, I need you again. Yeah, I need you, you know,

(15:05):
Yeah. Let's do this.
And then I just have a passion for health and Wellness.
So the last time I dipped out for four years, I had my own.
Four or five years I had my own health coaching business, which
was really cool. And then, yeah, it kind of
always organically shifts, like the structure of your business
will change, people will leave, things will happen.
And then I kind of phased out myone-on-one coaching and then we

(15:26):
ended up doing the husband and wife team thing.
Yeah. So yeah.
OK. And So what does your team
structure look like now? So it's changed a lot.
If you would have asked me this question last year, I would have
said we we have 3 assistants. I'm the team leader.
I am still servicing my database, but I'm not really

(15:50):
looking for any new business. I'm not networking, I'm not lead
generating. I'm really just like recruiting,
hiring, training. My goal?
Were you at Exp or what? No, no, I wasn't I, I was, I
was, I was at a an independent brokerage called 5 which was
cloud based, OK, wasn't necessarily interested in like
the revenue share of it, even though it came naturally.

(16:12):
It was really more like my, I had this, you know, in 2012, I
had a great year and then I, I went to a Tom Ferry event and
Tom was talking about how teams outperform individuals.
And he's like, you got to grow ateam.
You got to grow a team. And Fast forward to 2023, my
coach was like, you need 15 agents doing 15 deals and then

(16:34):
you'll be great. And I was like, sounds good.
Let's do it, you know, and it's just so hard.
I mean, you know what I mean? Like it got to the point where I
was relying on unreliable peopleto pay my overhead.
And that was when my coach said he goes, you're relying on
unreliable people. And he's like, that's and
overhead was a lot and so. I mean, I feel like just on that
note real quick, I do feel like the, we've seen in the industry

(16:58):
those those ebbs and flows and ups and downs where it's like
all of a sudden now everyone wants to have a team, you know,
or, and, and that's the way we're coaching is you have to
build a team. But you know, it's not a
one-size-fits-all situation. You know, each market is
different. And really, I mean, we, we see

(17:19):
it all the time because we have teams within teams within teams
at our brokerage. And it's, it's such a challenge
because you are releasing that control and you're putting your
fate in somebody else's hands and you're giving your
everything to that person. And now you're relying on that
person. And even for us as a brokerage,

(17:42):
you know, we, I think we talked about it a little bit, but we
generate a ton of leads at our brokerage and we are giving
those to our agents. And we, you know, at, at one
point he said we've got to staffup to handle these leads and to
set an appointment and to followup with them because you really

(18:02):
can't depend on anyone but yourself, you know, so we had to
put systems in place that ensured that every lead that you
know, goes out is, is taken careof.
Because, you know, at the end ofthe day, you have to know what
people are good at, what they'renot good at, and and then adapt
to that because not everyone andwho's going to be good at the

(18:23):
same thing, you know, so. I know, I agree.
I mean, it was, it was very challenging.
I mean, I would, I would hand like warm slash hot leads to
agents on my team. And then they'd come back.
They're like, I'm like, so how'dit go?
And they're like, yeah, they didn't, they didn't sign the
listing agreement. I'm not sure what happened.
And then we find out from the client that are going to go with
someone else. And I'm like, this is crazy.
I could have gone and got that listing agreement signed.

(18:45):
I've known this person. And so there was just a lot of
like challenges with the team. And I think the, my mindset was
if I can have 15 agents selling 15 houses, which is so much
easier said than done, especially in OC, then I could
do, I could live wherever I wanted.
I could just manage. I can come in on Zoom calls.
My whole thing was I had this narrative that real estate's

(19:07):
hyper local and that I'm stuck here and that I can't travel for
long periods of time or I can't move to another country for
three months because all my business is here.
But if I have a team doing everything, then I can go
wherever I want and I don't, I won't be a Dancing Bear anymore
because as a real estate agent, I would call myself a Dancing
Bear because I could only get paid if I danced dance.

(19:28):
Meaning help you find a or, or sell a house, help you find A
and, and that was my narrative for a really, really long time.
And, and so I say that because it's not like that anymore.
Now our team is me as the primary agent.
Tanya helps wherever, wherever she wherever she can.
I've got 2 junior agents on my team that have been with me for

(19:51):
three years and they manage any overflow or opportunities I send
their way. And then we have one primary
assistant. And so the mindset went from, or
the strategy went from, let me recruit all these agents and
have a team where I support everybody to be successful to
I'm going to do what I know I need to do to make it happen in
this industry. And I need two or three people

(20:13):
that I can rely on to help me besuccessful.
And that's where I'm at now. So I even had a team meeting
with my my team yesterday. And I'm like, I'm not looking to
grow like if we take 15 listings.
And we need help, OK, fine. But I'm not looking to grow just
to grow because who I have here based on our goals, this is all
I want. This is all I need.
And now rather than coming up with like agendas for office

(20:35):
meetings or recruiting agents and having meetings, I get to
just do what I'm asked at, whichis honestly helping people buy
and sell homes. Really that that's it.
I'm just a really great I, I help people feel comfortable.
I know what I'm talking about. I've got a great process and
strategy and, and I feel like I'm trustworthy.
Like I have clients tell me all the time.
I interviewed 4 agents and you were the most relatable.

(20:58):
I feel like you know exactly what you're doing and I feel
comfortable in your hands. So let's go like I was, you
know? So yeah, and and I'm just loving
that. And so do you, do you think that
that has solved for your challenge of being able to live
in another country for and how do you feel, you know, if that
is your goal in mind, do you think that you're able to

(21:18):
accomplish that with this strategy?
Yeah, I think so. It's interesting because we went
to Australia in August. I don't know about live, but
vacation comes well I. Mean extended, yeah, extended.
Like if I want to go to Australia for three months,
yeah, I want to be able to go toAustralia for three months.
Like my, my vision, I'm, I'm a, I'm a, I'm a mover.
Like I love, like Tanya loves her, her sanctuary, her home.

(21:38):
And I love, like, I love the idea of, OK, let's be in Socal
for a few months and then we canmaybe go to Australia for a
couple months and hang out with your family.
And then maybe we'll go to Parisfor a couple months and live in
our little, our flat by the Chans Elizaire or whatever.
Just, I just like the idea of like being able to like, I had
this epiphany the other day and it might sound crazy, but I used

(22:01):
to compartmentalize real estate and then compartmentalize my
personal life. And it was two different things.
And my epiphany was I'm a cool guy that does a lot of cool
stuff. And along the way I meet a lot
of cool people. And those people from time to
time have needs when it comes toreal estate.
And because I'm with them and they trust me, they let me help
them. And so I'm a cool dude living a

(22:23):
great life. And I have a side hustle where I
sell real. Estate.
I like it. That's my new.
Narrative. So my cool, fun, exciting life
takes me to Paris for a couple months.
And if somebody reaches out to me or needs to transact, I have
very, very smart and competent people on my team.
I can help my clients boots on the ground while I'm gone.
Yeah, I could still advise via Zoom.

(22:45):
I could still talk to them over the phone.
I could still text them. But I have agents that can open
doors for me. I have assistants that can write
up offers for me. So me not being physically
present here I don't think will be a barrier for me to be as
successful as if I was here. Right, Every time we go to
Australia, everything blows up any.
I sold like 5 homes. In.
August. It was like the best August in

(23:05):
like 5 years and I wasn't even here.
I, I literally would wake up at six AM, 6:00 AM in Australia is
1:00 PM here. I'd work from 6 to 8, I'd dial
everything in, I'd make all my phone calls, all my text
messages, I'd connect with my team, and then I'd spend the
whole day with family. Does this sound familiar?
Yes, and I and I was more productive in the two hours than

(23:26):
the 8 or 9 hours that I was herehiding at my behind my desk in
my office, which by the way, another thing, I don't have an
office anymore. I forced myself to be out
because I used to hide behind myteam and and hope that they
would sell and I would hide in my office and pretend that I was
busy and productive when I was just when I was just, I can

(23:47):
leave. You right, he said.
He was working the whole. Time and so that's one thing I
love about Compass. When we were negotiating, I'm
like, I don't want an office space.
You know, if I want to come in and use the conference room for
an hour, cool, but I'll go to a local coffee shop.
I'd rather be in the community. I'd rather be visible because
I'm on YouTube, people see my beard.
I think my beard is unique, recognizable.
I do YouTube ads. I do organic YouTube.

(24:09):
I'm at the pickleball club four days a week.
I'm networking with the Chamber of Commerce.
If I go to Reborn Coffee and CDMand sit there for two hours, I
guarantee you I'll bump into twopeople I know.
Or more. Yeah, that's where the magic
happens. What are you doing here, Robert?
Nothing. Just catching up on a few work
emails. Oh, really?
What do you do for work? I'm in real estate.
Yeah, now we're talking about real estate.
Yeah, right. So I want to be out and about.

(24:30):
Yeah, I know. I'm a I'm a big believer in the
no office thing in general. I, even when we were moving in
here, I was, I, he was like, oh,you know, your office next to
mine. I'm like, I don't need an office
at all. I really, I feel the same way.
Like I, I genuinely feel like I,I like a more collaborative
environment anyway, as far as like my, when my agents are in

(24:51):
here, I want to be with them. I want to be, I want to know
what's going on. And I think again, because we do
provide, I mean opportunities like fall from the sky in here.
It's like, you know, you'll hear, you'll overhear a call,
something going on with bye, byehouse.
And it's like, OK, well, I have an agent for that or, you know,
so it's just so great for everyone working together.
But what I do want to touch on because I, I'm the same way.

(25:15):
So I have a second home in Spainand I am such a believer when I
wake up there, it's it's opposite.
Everyone here is still asleep. So I'll wake up, I'll knock out
what I need to knock out. Everyone starts working here at
about 5:00 PM there. So I had an entire day that I

(25:37):
lived before I, I hit it. So then at 5:00 I start working,
I work the same hours that everyone's working here.
But guess what? At 5:00 PM here, that's 2:00 AM
in Spain and I'm done like, and,and I think that's the biggest
difference that has contributed to my work life balance because

(25:58):
it's 2:00 AM like there's, I have to go to bed now, whereas
when we're here and it's 5:00 PM, you don't clock out at 5:00
PM. You know, that's not a thing.
So we work until we go to sleep here, you know, especially in
real estate. So, so really I, I, I always say
when I'm over there, I feel likeI'm stealing time back, you

(26:20):
know, and I do think it's so important for the balance,
whatever that looks like for you, you know, I think that's
what that looks like for me. That's what that looks like for
you guys. His balance is different.
You know you have you have kiddos that unbalance so you
that's. Different we don't have, yeah.
We. Have more carefree and flexible.

(26:42):
Flexible. The the words that we tell
ourselves are very important. You know, I had a narrative that
if I didn't have an office, I couldn't be productive because
my first year in the business I saw all the top producers had
offices at Century 21. And all I wanted to do was sell
enough homes to make enough money to be able to justify
getting an office. And in my second or third year,

(27:05):
I ended up getting an office andI told myself I'm never not
going to have an office. It's like I made it.
I'm a top producer and that was my narrative for literally 18
years. And the best thing I could have
ever done was say I don't want an office anymore.
And so I had. I had been telling myself this
lie for so many years. And the same thing with real
estate. It's hyperlocal.

(27:26):
I have to be here. I'm trapped here.
I can never. I can never not be or living in
this area if I want to be successful.
That was a lie. If I want to be successful, I
have to have a team because teams outperform individuals.
That was a lie. I'm doing better this year with
my little micro team than I had than I'm than I did last year
with triple the number of people.

(27:46):
So it's just, I think that we wecreate these limits for
ourselves in the words that we tell ourselves, and then we live
a life based on what we tell ourselves and we're lying to
ourselves a lot of the time. Yeah.
There's a lot to unpack there. I've.
Been waiting for you to unpack all of this.
Yeah. I mean, to me, I think what
you're talking about is the psychology and the way humans

(28:09):
interact, which is, you know, we're all, we're all just
animals, you know, just different from other animals on
the planet. And we have a prefrontal cortex
which allows us to differentiateand and feel things, right.
And so when it, when somebody's really authentic and it's like
in their bones, right, then we can feel the authenticity in the

(28:29):
conversation and people do business with either
organizations or people or products that they trust and
understand. I'm a firm believer that those
are the only two reasons that people make purchasing decisions
or, you know, agree to a transaction.
And so if the, if the authenticity is there, then

(28:50):
trust is established and then the value proposition or the
understanding is easy at that point, right?
It's, it's, it's really simple to get somebody to understand
your value proposition if they trust you.
But if, if they don't trust you,it's really difficult, right?
So to me, it, it, it makes sensewhy you've seen, you know, ebbs
and flows of success or changes or variation because we all

(29:14):
change. We're all constantly changing,
right? Every seven years, every cell in
our body turns over. So by definition, we're just
different all the time. And your priorities will be
different and both of your priorities will be different.
But when you bring that level ofenergy and authenticity into the
business, you know, I wouldn't be surprised if you see that
same level of success, you know,with whatever you choose to do.

(29:35):
If that's another three years from now, you're like, you know
what, I'm going to have a team of 100 people.
You'll probably see that success.
The, the, the only thing I'll say about teams is I'm not a,
I'm not a real estate agent. I never have been.
I'm a dumb entrepreneur with a lot of energy.
I think that the trick with, with people inside of a business
is setting boundaries and, and being able to measure actions

(29:58):
that drive success. Because in most relationships
that I've been a part of, you know, employee or, you know,
leader and, and then somebody working for that leader, the
breakdown is when the leader cares more about that person's
success and happiness than they do.
And they expect the actions to be different, but it never
occurs because that person in the role is just not as switched

(30:20):
on as the leader is. And so, you know, but, but
identifying the people that can move the needle on your team is
really hard. Like when you say 15 people
transacting 15 * a year. It's it's a tough thing to go
and do, especially when you caremore about it than those 15
people. And real.
Estate's hard. It sounds easy, you know, We

(30:41):
would almost talk people out of it.
I know. You would.
I. Would before they would join the
team and they'd be like, no, I'mwilling to do whatever it takes.
I'll knock on doors, I'll make the calls, I'll do the things
and then it's like when you haveto, then yeah, it's way harder
than it seems. I, I always say I people have no
idea how difficult real estate is, but I also feel that agents

(31:04):
often make real estate a little harder than it needs to be.
And so I'm such a believer in, you know, keeping things as
simple as possible, taking emotions out of it.
We talk about it all the time. You know, it's real estate is
hard enough as is. And I think often and times, you
know, agents, not all agents aretrained equally like it is, I

(31:26):
mean, we, we actually, Robert and I did a deal together in I
think 2021 and it was fantastic.Like I, I don't even know.
We probably had like a couple phone conversations.
It was when I had like hundreds of Ballistics.
But but it was, it was easy. And it but it left that when he
reached out to me for, you know,we did a property video

(31:46):
together, I was like, Oh yeah, he was great, you know, and
that's how that's how it should be.
But yeah, exactly. And.
And just to kind of build on that too, it's, it's, I don't
necessarily think real estate ishard, right?
I think it's the client acquisition part of it that's
really hard. Like a lot of people, new agents
come in, they're like, Oh yeah, I've got so many friends that
are getting ready to buy homes and, and I just see the twinkle

(32:08):
in their eye and they're like, just wait.
Because once you get your license, they're probably not
going to work with you. I mean, they might, but it's
about, like you said, it's aboutfinding being in front of people
that have the ability or the thedesire to transact, but also
them trusting you and also you're offering being easy to
understand. That's a lot, right?
That's a lot for to to to get done so.

(32:32):
I think we should dig into some more items, but before this is a
relevant topic because you guys transacted together, we should
talk about a story. Yes, yes.
So we have segments on the podcast from time to time.
One of those segments is called Homes Gone Wild, which is a good
segment. So in this segment, I get a

(32:53):
story. I've not seen it yet.
So usually our listeners will submit a story.
I, I want to give some additional context for them.
Oh, that's fun. I've been uninspired for the
last like 2 months because the stories just are, I mean they're
like kind of juicy, but then they leave all the really
important facts out and then we don't know what happens.
Paul always has follow up questions and he's like I I need

(33:14):
more information. Yes, if you are submitting your
story. So I'm hopeful, I have not seen
this one yet. I'm hopeful that we get some
more facts and we get some more detail of what's occurred.
Junior's laughing. So this must be a really good
juicy 1 so. He's shaking his head, so we'll
see. We'll see.
All right. On this week's segment of Homes

(33:36):
Gone Wild, everything was lined up perfectly.
OK. OK, So this is this.
Yeah. The beginning.
Yeah. Yeah.
My lender, my inspector, my closer, the dream team.
OK, What does that mean? The close.
Yeah. It must be like a different
statement. Yeah, yeah, I'm thinking like
an. S.
Pro or Oh yeah, yeah, we. Need to get a closing attorney

(33:58):
on a transaction. South Carolina was the weirdest
thing. Yeah, yeah.
OK, then. The day before closing, my
closer calls. I can't make it tomorrow, but my
backup's great. No problem.
The next day my buyer shows up, house sold everything in EU
Haul. We sit down and review the
numbers, closure says just waiting on the seller. 30

(34:18):
minutes later she comes back looking stressed.
Another 30. Still nothing.
I go find her and she's in the lobby talking to police.
Perfect. Turns out our seller had tried
to sell the same home three times that morning.
Three different title companies,same scam.
But two of those companies were sisters and their system caught

(34:41):
it before he could run. My poor buyers didn't close that
day. They ended up in a short term
rental, licking their wounds andwaiting for the next
opportunity. And me?
I learned that in real estate, even when everything looks
perfect, there's always room. For a clock.
Oh, it is not over till it's over.
Right. It happened to me before, yeah.

(35:02):
I've never sold the home that two other people.
Wanted. Well, I.
Mean they did in multiple offers, but not like that.
Yeah, yeah, interesting. It's I'm telling you, I, I
always say that to people. It I mean, you guys know, agents
get so excited. It's like the increments, like,
OK, first contingencies removed.You got some agents that are

(35:22):
like they're counting the dollars, you know?
Oh yeah. And I'm like, hold on, wait a
little longer and then final contingencies removed and it's
like, OK, you can start feeling a little more confident.
But man, I've had a deal go, I mean, signed, ready to fund and

(35:43):
the, the buyers, I think I've told this story before, but the
buyers came in like they illegally accessed the property,
dug up the floors. This is before the transaction
was over, dug up like pulled up the carpet and found a
foundation crack or whatever anddid not end up closing on the

(36:04):
property. But we did keep their deposit
and go after them for damages. But I mean, it was wild.
That was the day of closing. I learned that I bought.
Myself a very nice purse before I closed yesterday one time.
Oh no. I told her I'm like, you can't
do that. You're going to jinx the deal.
No, can't do. It so I learned that one the

(36:25):
hard. Way I I tell everyone like it is
not over till it's over. No, we should unpack this a
little more. Can you?
Can you? In California, you couldn't open
2 escrows or three escrows at the same time.
So this has got to be a state where there's like the title and
attorney is the closer. Yeah.
I mean, The thing is, is you can't close.

(36:46):
But remember you can actually open with multiple escrow
company. Because they wouldn't be
talking. Because they're not talking.
Yeah. So it's about, it's about title
prelim. Exactly.
Then I think title at the end ofthe day would catch.
That so in California this wouldn't occur.
In a state where the title is the attorney closing it could
occur. I think it could still be the

(37:07):
same day of like, I mean, if, ifthey're using multiple title
companies and maybe I mean, there's, there's a possibility,
but I think it's harder. I think it's harder.
I've never had anything happen like that.
Yeah, like this. I mean, thankfully.
I mean, I've had some weird stuff, but three, that's.
Very savvy, yeah. Yeah, yeah, yeah, yeah, yeah.
The. Hamster very.

(37:28):
The white collar criminals are very savvy these days.
Yes, Yeah. OK.
Well, we. Should transition into what you
guys have worked on together because I hear there's some
really cool stuff to untack around, yeah.
Content. Well, first I think I, I think
you should share with Paul, but you recently did a video tour

(37:50):
for like a $38 million property,right?
So that's going to be coming soon.
So we can link that here as well.
But tell us, tell us how that went.
So just to give you a little bitmore context, and we were
talking about this a little bit in the beginning is the thing
for me in the last 6 to 8 monthshas been focus, right?

(38:11):
We were talking about like agents servicing the whole
county or Southern California. It's like, well, you know, my
focus is now Newport Beach and that's very liberating because I
don't have to think about anything else.
Of course I'll do transactions in other areas because although
I'm building my book of businessin Newport Beach, it's taking,
it takes time to do something that's significant.
There's a lot of competition. So in the meantime, what's

(38:34):
paying all the bills? What's feeding us?
It's it's our database of clients that I've worked with
for 19 plus years. So I'm doing transactions all
around the county, but I'm focusing on building my business
in Newport Beach. And that same focus has
transitioned into my YouTube channel.
So we've been making YouTube videos for about 15 years.
The 1st 14 years was very generic content and about a year

(38:56):
ago I hired. And when he says generic,
generic, he means flip phone. Yeah, I.
Mean well, like in the beginning.
In the beginning. Like live DJ Red.
No crooked picture behind here. And I'd always be like wrong.
In the beginning the quality waspoor, but it got better over
time and then I started hiding. Like, hold on, it was great.

(39:17):
It was great. It.
Evolved over time, but for 14 years I made generic content
that could relate to anybody from anywhere.
It didn't really relate to like this area.
I couldn't generate leads for it.
But all real estate focused. All real estate, you know, if
you're getting ready to sell your home, here are the five
questions you should ask your listing agent.
Cool, right. So anybody, somebody in like
Nashville could watch it and go that was very helpful, but

(39:39):
they're not going to hire me to sell their Nashville home.
So at any rate, a year ago, one of my coaches is like, your
content is too generic. You need to focus on hyper local
content. And I said, well, I already want
to be the number one agent in Newport Beach.
Let's just make content about Newport Beach.
So I was making all this random content around Newport Beach,
Like where is the best pizza in Newport Beach?

(40:00):
Where is the best place to watch?
Look, look at Christmas lights in Newport Beach during the
holidays. Here's a home tour.
Here's a market update. And my, my coach goes look.
This video is getting 38 views. That was getting 100 views.
This ones got 200 views. Your property tour 3000 Youtubes
telling you it wants more property tours.
Listen to YouTube. So we just went exclusively into

(40:21):
property tours and that's where my channel went from 400
subscribers in January of 2024 to almost 4000 today.
So I've almost 10 exed it in about a maybe 18 to 20 months.
And it's all come through property tours.
So it's, it's I, I tell people it's kind of like a drug, right?
Like you, you got to do more to feel the same effect.

(40:43):
And so like the $2,000,000 homesfrom the whole, like the $40
million homes are cooler, right?So fortunately, I actually a guy
named Billy Chen, he's an agent.I think he might even own this
property company called land Code Development.
And he works specifically with Chinese investors that are
buying land that want to build mega estates.

(41:06):
And I, I met him last year and he goes, hey Robert, I've got AI
watch your videos. I love the quality of content.
I have a new home being built inCrystal Cove.
I'd love for you to exclusively tour it for your YouTube
channel. And I was like, Billy, this is
amazing. So that happened 2 Fridays ago.
Now to go a little bit further back, my coach said property
tours are cool, but if people are looking to buy property in

(41:29):
Newport Beach, they're also going to want to learn a little
bit more about the lifestyle. And he goes, he goes, So what
are some things that are like lifestyle related?
And I said, well, in CDMA lot ofpeople have golf carts.
He goes, perfect, I want you to incorporate a golf cart in your
next CDM video, which we did. And then I had a property on
Lido that was by the water and Isaid, well then let's
incorporate a Duffy. So I got my friend from OC Boat
Rentals. I gave him a little plug.

(41:51):
He took me to the property. We had this whole fun thing.
It was great. So I'm talking to Tanya and I'm
like, babe, you know, this Porsche dealership, this Bentley
dealership, it just opened up. It's right across the street
from my office. They just had their grand
opening last week. They're they're, they're high on
life. There's a lot of momentum.
I'm going to walk in there and tell him I want a Porsche for my
my $38 million listing tour. And Tanya's like, they're not

(42:13):
going to give it to you. So I literally, I walked in.
I walked in and I sit down with the manager and I go, I go, hey,
Tom, sorry to just walk in here without an appointment.
I go, but my name is Robert Mackand I've got a YouTube channel.
I'm also a real estate agent. This is what I do.
This is how many eyeballs I get on my videos.
And I would love to incorporate a Porsche in my next tour.

(42:34):
And he goes, 38 million in Crystal Cove, he goes, I think
you'd be better off in a Bentley.
And I go, I go. So that's a yes.
And he goes, he goes, let me connect you to Tom the manager,
the sales manager at Bentley. He'll get you sorted out.
So within an hour, Tom calls me and goes, hey, Robert, I talked

(42:55):
to the manager. We're all good.
He goes the shoots on Friday. I go, Yeah, I go.
So how do you, how do you want to do this?
Like do you, do you going to drop it off and like you're
going to deliver it? And he goes, no, he goes, He
goes, we'll have a detailed on Thursday night.
He goes, just come on Friday morning and pick it up and bring
it back when you're done. Sorry.
This I can borrow 300 months. Yeah, I told him, right?

(43:16):
My my friends like, tell me we'll be done in three years,
but they they let me borrow a 2025 Flying Spur.
That is, it's like. We'll insert a, We'll insert a
photo, Yeah. It's a pretty sexy.
Bentley like a sedan or. It's a sedan 2.
It goes over 200 miles an hour. It's the fastest sedan street
legal sedan on the market right now.
And the doors open the other way.

(43:37):
No, no, they open normal. Oh, Paul's like that.
It's. All it's all black.
You lost me. Orange interior so so.
It's like that, Hermes Orange interior.
That's that's what they're doing, yes.
It's so, it was so sexy and it was so cool.
And it's just like I'm driving on PCH through the village and
and I'm just like, this is crazy.
They just let me borrow this $2000 car and then the agent

(43:59):
Billy couldn't be at the property, so he gave me the code
and all the access instructions and he's like, I trust you.
And I'm like, babe, the amount of trust people have put in me
and you today. I mean I.
Mean that's just. $40 million ofassets we're just using at our
disposal and filming and having fun, and no one that owns these
things are anywhere near us. That's how much.

(44:21):
They trust us well. They know that they'll have
video evidence if. Something goes bad, right?
So funny enough that the I was so nervous about rubbing the rim
on the curb. That was the number one like.
But I would be terrible, thankfully, and you.
Put Coast, all the curbs are soft.
Rounded. Yeah, so.
You're good, but it just goes toshow like first of all, ask and

(44:41):
you shall receive because most people I told that story to or
like, I can't believe they did that.
So that's just another like lifemission unlocked.
Like you can you can ask for whatever.
Yeah, if you don't ask, you won't get it.
Yeah, and so and so now it's like, okay, well, what else can
I do? We were talking about it so and
so there's a, I can give a little sneak peek here, but

(45:02):
there's a company in that it's called Rogue Aviation and they
do helicopter tours in Orange County and they're a member of
the Chamber of Commerce. So I hit them up and I told them
everything and they're like, we would absolutely love to
collaborate. There we go.
And you can use one of our helicopters in your next video
you have. To find a a yard big enough to
land. In it I know.
Or a trifle. What do we have coming up at Buy

(45:22):
Buy House? So, so, but it's like, where
does it right? So it's like, where does it end,
right. But at the end of the day, like
I, I was watching this, I don't know who said it, but he was
talking about movies in Hollywood.
And the guy, he's like a famous producer and, and he goes, well,
what are, what do you say when the critics say this?
And he goes, I could care less what the critics say.

(45:43):
He goes, that's the problem withHollywood.
He goes, when I make a movie, I make something that I love and
my passion is so strong for it that people that watch it love
it because I'm pouring my heart and soul into it.
He goes the problem with Hollywood today is people are
making videos they think other people will like and there's no
love, there's no passion in it and and it's like, you know, so

(46:06):
for me and and Tanya like we're just making videos that we love
and the fact that we're having so much fun on camera is I think
what's resonating with our audience I.
Have an idea for your next video?
We got to get you a listing. You got a parachute.
Palma Valley. There's a, it's a, it's a
Country Club in outside of Fallbrook, in, in.

(46:27):
Does Agne have a listing there or she just closed it?
Yeah. But they have a private landing
strip so we can take off from Orange County.
We can land there. We'll we'll show them what the
golf. It's one of the, I think it's
one of the most incredible golf courses in California in total,
it's incredibly cheap Country Club to join.
It's like 5 grand. And I mean the, the country

(46:48):
clubs here, you know, are like 3-4, five, $100,000 on the down
stroke to join. And the golf is like mediocre so
I have buddies that fly on Fridays to Palma Valley to play
and then fly home. That's that's nice.
Yeah, so that's the lifestyle. Yeah.
Cool. Yeah.
I like the way you think, yeah. Yeah, still, there's no
boundaries, right? It's all art.

(47:10):
At the end of the day. It's art, right?
There's no right or wrong. It's just like, can we make it
fun? Can it be educational?
Can it be entertaining? Yeah.
And then hopefully engaging. Right.
So when's where the? Magic happened.
When do you get like the little YouTube plaque with like the?
Platinum thing I think is. It like AI think is it a million
subscribers? Do you know is it 100,100
thousand? 100,000.
So I heard, I heard, I know. So we were talking a little bit

(47:31):
before. So I know that the first hurdle
is 1000. A lot of channels don't make it
to 1000 organically. Yeah, but I believe less than 1%
of youtubers have 10,000 or more.
So 10,000 for me is the real milestone.
That's your next goal. That's we're at 4:00.
We're at 4:00. I'll be there by next year.
If you're watching or listening,hit the subscribe button now.

(47:54):
Tell all your friends and family.
We need all of the subscribers. So, yeah, so 10,000 is the first
milestone. And you know, if I can get a
Bentley for with just 3800 subscribers, yeah, God knows
what I can get. Exactly.
Exactly. To Australia, that's the real
lifestyle, yeah. That's what you're going for.

(48:15):
And, and my goal and, and again,going back to focus, you know,
last year I was not only doing like 5 or 6 different things
because I got caught up in the whole, you know, entrepreneurs
should have multiple streams of income.
But I didn't realize that like those streams should potentially
be passive, right? Because you don't have that much
bandwidth. And I had five active streams of
income and I was literally like just doing everything at a

(48:36):
really low level. And I let go of everything.
And now my and so it's like I'm not recruiting anybody for the
team. I'm not recruiting anyone to the
brokerage. No more multi family
development, no more private equity fund investors.
I'm done. It's just Robert Mack, Newport
Beach real estate agent. And I use that same concept
focus in my business on my YouTube channel and when I my

(48:57):
lead pillars right now. And sometimes I think to myself,
I'm like, I don't know if I'm doing enough to be successful,
but I've actually had a really great year.
So I think I'm just gonna lean on the results versus what I
think, yeah. Don't ever think.
Sometimes I have three lead pillars.
Lead pillar number one is database.
Nurturing the people that know me, like me, trust me, and then

(49:18):
networking and generating new people for the database.
Sorry. The second one is open houses
because I'm good with people in person.
And the third is YouTube. That's all I do.
And my goal in 2027 is for 50% of my business to be coming from
YouTube. I got I generated 3 leads last
month and they're these people already know me like me and

(49:38):
trust me I have no idea who theyare but like.
They met you? Yeah.
They they met you. On the lead, like a Google Pay
per click lead or a Zillow premier lead and trying to like
you said, there's no trust. So I'm spending so much time
trying to help them have faith in me and and have them like
trust me. And it's like an uphill battle
to watch my YouTube channel and go, I want to work with you
with. You yeah, yeah, I mean, that's

(49:59):
why we we feel the same way. We're all about the content
because, you know, how do you get in front of hundreds,
thousands of people that you would never otherwise get in
front of that can connect with you and, and connect with you
and, and your ideas and no, hey,that is the guy for me or man, I
really like that guy, Paul, you know, you know, you can.

(50:22):
See my body language? You can see how I talk like
people like I'm the same on camera.
Yeah, yeah. I might be a little bit louder
on camera, but other than that I'm the same guy, you know what
I mean? You bump in the wall doesn't
mess. You talk a lot.
I make up statistics. That's that's who I am.
OK, well with that, I think, well, first of all, I do just

(50:46):
because they're at Compass and we've talked about Compass a
little bit. I don't want to derail too far,
but you know, there's a lot of movement, I guess I would say,
and battles with Zillow. And how do you guys handle those
situations? I mean, I'm sure mainly with
other agents. I have to imagine the consumer

(51:08):
isn't really like, oh, what's going on with Compass and
Zillow, but you know, does that affect your business at all?
Do you guys have an opinion on on what's happening there?
I don't want. To I mean, I, I, but I mean, I
have some opinions, but it has nothing to do with, like, my
opinions don't affect my business.
Like whatever's happening on themacro level, I don't care.
I'm just trying to meet great people and help them with their

(51:29):
real estate needs. Yeah, what Robert Refkin is
doing with Zillow, it doesn't matter to me.
I mean, I, you know, I, we made the move to Compass for one
specific reason. It was brand and market share.
So when I look at all the the, the, the homes in Newport Beach
in Corona Del Mar that are selling, Compass has the most
market share there. And I did the whole independent

(51:50):
thing for four years. And I can be very charming and I
can network my brains out and I can develop opportunities.
But then I always felt like there was a disconnect when I
talked about who I was with the brand, the brokerage, They're
like who? And then I felt like a break in
rapport. And I don't think that the brand
is everything, but I do think having a great brand, a

(52:10):
recognizable brand, can be a strong layer.
And I was like, well, OK, if I can get this far with an
independent brand, what could I accomplish if I was at a brand
that was recognizable? But that was not even the main
reason. The main reason was is I wanted
to be in proximity with the agents that were selling the
homes I wanted to sell because Iknew I could pick up the luxury

(52:31):
crumbs. That's how I look at it, right?
So if I connect with the top agent at Compass and we become
friends, they'll let me do theiropen house, they'll let me film
their listing. I didn't have that at the
independent brand that I was with.
So for me it was proximity #1 and then number two, it was
brand. And so far they've delivered,

(52:52):
you know what I mean? Like I'm you're not going to go
to a brokerage and then all of asudden it's going to be like
they're going to wave the magic wand.
Yeah, I think. The real estate agent still has
to make it happen like I'm stillmaking it happen.
At the end of the day, agents. That are a compass that are
unsuccessful too. Totally.
And at the end of the day, it's using the tools that you're
given at any brokerage. And I think, you know, every

(53:13):
brokerage has their offering, their strengths.
And but I think it's often that,you know, there's a very small
percentage of agents that take advantage of those and execute.
Yeah, yeah. I guess, I guess my question
would be, do you, you know, others so much how, how do you
feel for the consumer? Because we've talked about it a

(53:35):
bit when, you know, when a consumer is is in the the
compass world, because I think that's what this is about,
right? Like being able to kind of be in
that database, but maybe not necessarily out with the rest of
the properties that are out there.
So how do you guys do? You guys?

(53:55):
Yeah. I really think it's a case by
case the the narrative out thereis going on the open market will
100% net you more money. But I don't think there's an
absolute for anything, right? So I do believe that going on
the market will substantially increase your ability to get the
most amount of money because you're creating the most amount
of exposure. But not every homeowner wants

(54:18):
that. Like I literally just sold a
home in Mission Viejo through Private Exclusive.
He was not opposed to going on the market, but for him to
achieve the price he wanted, he wanted 1.2 million.
For him to achieve that price, my opinion was we needed to have
the home fully staged, we neededto do some work on the
landscaping and we needed to make micro repairs.

(54:41):
All that was going to cost about$13,000 and it was going to take
us 4 weeks. He already had another property
in LA under contract. So he was putting pressure on me
to get all these things done quickly so that he didn't have
to have two mortgages for more than a couple months.
And we're thinking 4 weeks to prep, two weeks on the market,
three weeks on the market, four week escrow.
He's going to have a he's going to have a double mortgage for

(55:02):
two months. He wanted 1.2 million.
I put it on private exclusive for 1.2 million and the first
week I got 2 offers from Compassagents and we negotiated to 1.25
million because both of those agents didn't want it to go on
the market because they just wanted to help their client.
They didn't want to have any competition and that meant that

(55:24):
we were going to get 50,000 morethan what we had originally
planned for without having to spend the $12,000.
So it was actually a net offer of 11262.
And on top of that, he gets to sell now versus listing in four
weeks and waiting two weeks to accept an offer.
And that to him was very significant.
So for him, he's ecstatic. Could he have maybe got more

(55:45):
money if we went on the market? Maybe, I don't know, I don't
have. A well, I mean, I guess the
yeah. The scenario for him worked.
It worked for him, but but you could, I mean and you can make
the argument that you could do that with a coming soon market
anyway, right? Like putting it on the MLS and
listing it coming soon? Well, I think with coming soon,
the only challenges is you're not really supposed to show it.
Yeah, yeah. You can't show it private.

(56:06):
Exclusive, you can show it and it's just limited to the Compass
network. So, you know, I've, since I've
moved to Compass, we've probablysold 15 houses and two of them
have been on the private exclusive platform.
Although we put every home on private exclusive, not every
home moves like that, right? But for the two that it did work

(56:27):
for, it really made a lot of sense, right.
So I absolutely, I'm not trying to say private exclusive is the
best way to do it. Yeah, for certain people, maybe
10% of consumers, just like for example, the the you, you were
at Zillow for a minute, right? The Zillow Instant offer, right?
Yeah. Is that really a great offer?
Yeah, it's really low, yeah. It's like 12 to 15% lower than

(56:48):
what you can get on the market, but.
It made sense for the client. It made sense because they
needed the money now. Yeah, Yeah.
Or their home was such a mess they didn't want to put it on
the market. So I think it's the same the
same. Same plot for everything, yeah?
It's not the end all be all. Yeah.
And I think that's the narrativeis like, oh, Compass agents are
never going to get you the most amount of money because they're

(57:09):
just trying to sell it on private exclusive.
That's simply not true, at leastfor us.
Yeah, right. Like I want my client to get the
highest and best price right based on their goals.
And again, you want to use the tools that are available to you
to get them. Why not market the property
while we're getting the home ready and hey, if it sells for a
price at or above what we had expected, then let's go for it,

(57:31):
right? So I don't think this is A1 size
fits all. Business, I think that's exactly
what we said when we talked about it.
Like there are some consumers that that makes sense for, yeah.
I look at it like the market. If you're trading public
equities, you know there's a putin a call and it's like.
She knows way more about that. Than me, it's kind of, you know,

(57:53):
it takes a lot of emotion out ofthe dynamic and you know, you
can set strike prices or whatever, but I mean for the
most part in that world, it's like you're going to take
somebody that wants to sell out a number and somebody that wants
to buy a number and it just transacts very quickly.
That is really complicated to doin a real estate transaction for
whatever reason, because of whatwe just talked about.

(58:16):
You got to go to the market, yougot to show it, you got to do
all this other shit. I think real estate, single
family real estate transactions in the United States have 3
tranches. The bottom 20% of houses are in
heavy cosmetic distress or structural distress.
And so actually going to the market, I don't think
necessarily Nets a better resultfor the consumer in that bottom

(58:37):
20% because ultimately it's going to trade to an investor
anyways. The top 20% I think, have to go
to market because they are perfect houses in perfect
neighborhoods and they're going to fetch top dollar doing it
that way. And the middle 60% need new
creative solutions that are different, that most brokerages
aren't currently offering because they're good homes in

(59:01):
poopy areas or poopy houses in great areas.
And there's just variation. And then each seller's desire is
slightly different. And so, you know, taking
whatever that desire is and pairing it up with the right
buyer is, is where we are getting stuck because there's no
open market for a buyer. Like we couldn't go on some

(59:21):
website today and say, hey, I'm a, you know, I'm a buyer of a
$1.2 million house in Mission Viejo.
All people that are thinking about selling, please contact
me. And nobody's, nobody's thinking
about the market in reverse. You can do that in the stock
market. You could say, hey, I want to
buy this stock at this price. Let me know when it happens.
Well, and anybody that owns thatstock can just say order filled

(59:42):
and it's done. Like proof of funds are already
there. It's just being banged, right?
Yeah. So to me, that's kind of a
hybrid. The product that Compass is kind
of a hybrid of that because you're saying, hey, all the
people in our organization, if you have a buyer for this thing,
you know, this is this is what happens.
And, and it kind of plays off ofwhat we were talking before we
started the, the recording here was like, you know, you have
your retail option for sellers that want to go on the market,

(01:00:04):
but if they don't, you can buy off market with an investor,
right? So you offer options so quick
and easy. It's just another tool in the
toolbox where it's like, OK, Mr.Seller.
Here's what I can do for you. They're like, well, I don't want
to go in the market and I don't want people walking through my
house, but I am motivated to sell.
Just not motivated enough to putmy home in the market.
OK, well wonderful. Let's put it on private
exclusive and see if we can't internally find somebody that

(01:00:25):
wants to pay your price without the intrusiveness of this open
houses and all these. It's the drama that other
brokerages aren't doing that. It's the, it's more centered
around the fact that those are hidden from other brokerages.
So you're, you're limiting that to compass agents, which the
argument is, is that what's bestfor the client if it's only

(01:00:50):
compass agents? And I think at the end of the
day, you just do what's best foryour client, you know, and as
you're saying, that's in those scenarios, that's what's best
for the client, you know, which is what we always said.
All the other brokerages are angry at Compass because they
have that solution. Why aren't they just building?
A Zillow, I think Zillow with Zillow a strong arming compass
basically saying if you're usingyour platform to market homes

(01:01:14):
and we find out then we're just going to blackball you, you'll
you that home will never be ableto be accessible on Zillow if.
You pushed it before because. Why?
Why don't they just do the same thing?
Just do the same. Thing.
Yeah, I think. Why doesn't every big?
I think they're, they're all on the stance of like it goes to
what's what the consumer wants and there's a battle of this.

(01:01:34):
But that would be the. MLS and if you're breaking MLS
rules and yeah. There's a lot of politics.
Yeah, though because to me that's like then then, then that
by definition is kind of maybe doing that in spades because
then the then the buyer or excuse me, the seller is
selecting the agent that's at a brokerage that they feel maybe

(01:01:54):
has the most pool versus going out to the masses.
So if every brokerage had the capacity to do that, yeah, then.
Yeah, then it's not a problem. Yeah.
Well, you might select a smallerboutique brokerage.
It sounds like you just solved the problem, Paul.
So I mean, Paul fixed it, I justcouldn't.
Remember I was like, was it Paulsolution?

(01:02:17):
Man, what was it? I I can't remember.
I'm just. Just trying to help.
OK, well with that, thank you guys so much for joining.
I think our listeners got a ton of great info and we will link
all of your guys's info so checkout do more.
Stuff together. Definitely we will have more

(01:02:39):
collaboration, but 38,000,000 coming soon, that'll be a good
one for everyone to check out. And yeah, appreciate you guys.
Thank. You guys, I just wanted to say
congratulations on what you guyshave built.
I mean, to me again, it's there's no secret to why you're
seeing the success you're seeing.
It's incredibly authentic. Years are fun to be around.
Thank you. Yeah.

(01:03:00):
I can't wait to do more stuff together.
Yeah. Fun.
Nice to here. Cool.
Thank you guys. Alright, that is a wrap.
If you haven't hit the subscribebutton, make sure to hit ours
and theirs please. We're all trying to get some
subscribers here and if YouTube,if you're watching, please push
all of our content to. The top.
Yeah, to the very top. We will see you next time on
Realty Talk. Thank you.

(01:03:21):
See. Ya.