October 3, 2025 • 44 mins
What happens when you trade a big rig for open houses? In this high-energy episode of Realty Talk, we sit down with Justin Mercer — a tattooed, trailblazing realtor who's redefining success in real estate. From building a brand that turns heads to turning challenges into closings, Justin shares how authenticity, hustle, and heart built his booming business. We dive into market trends, lead generation, personal branding, and the mindset shift that turns agents into entrepreneurs. Whether you're new to the game or scaling your empire, this episode is packed with raw insights, real stories, and the blueprint to level up.
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Episode Transcript
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(00:00):
I hope you guys realize like real estate, it's just a
blueprint. I I want people to feel that
like this is what real estate isfor me.
The reality is value is created with the leadership.
Like, no, there is such an opportunity here with the right
training and and really the right support.
(00:20):
It's it's limitless what you cando.
Welcome back to Realty Talk, your favorite podcast on the
planet. Not just real estate podcast, no
favorite podcast on the planet, maybe universe.
I would say I would go as far assome.
Might say universe. We're self promoting that by
the. Way.
Yeah, yeah. So very excited for this week.
(00:42):
To my right, we have the queen of the closing table, Suzanne
Seany, founder of Innovate Realty and CEO running a big
brokerage. Lots of things changing and we
have a very exciting guest on our show today.
And I sprung it on him. Yeah.
Sprung it on him, yeah. Yes.
(01:02):
No preparation. And so we've only spent a little
bit of time together. I feel like you should do the
formal introduction. Yes, so to my right.
Well, first do. You have a nickname.
Oh well, obviously he has a self-proclaimed.
Nickname. But do we have one for him?
Oh, I, I can give you one, but no, no.
So okay, so to my left because Paul did not introduce himself,
(01:26):
Pauls new nickname that we have all come up with is Paul Fix it
all Hanson. So he doesn't love it, but we
feel it's appropriate. And then to my right, we have
Justin Mercer, the tattooed broker.
So that's his nickname. I would say Justin, Teddy Bear
(01:46):
Mercer. You knew I was going to do that.
Yeah. Wait, why did they call you the
tattooed broker? Oh yeah, well, I used to be
called the tattooed realtor, butI got written up by NAR so much
that they I have to change that.That's why I was called tattoo
for a while. Then I'm tired of everyone like
thinking I'm a tattoo shop and I'm like it says call tattoo
real estate and investments everywhere in my office and
(02:07):
they'll still come in like you do tattoos.
I'm like to real estate, but yeah.
Yeah, you're like I could refer you to a place, but we also.
Had a tattoo artist in our office too, so it was like I'm
kind of shooting myself in the foot every time I every time I
brand. So now I'm just like the
tattooed broker. We'll see how that works.
Maybe maybe you give them a freetattoo if they sell their house.
That's. What I used to do, really, yeah,
(02:27):
that was my clothes and gift really, except for half the
people I used to give them to don't want tattoos and I, I was
expecting to only do business with people with tattoos like
when I first started in. No, but over half my clients
don't have any tattoos. So I started give him different
gifts to like I sold a Cardinalsplayer's house and gave him a
big ass chainsaw and nice. Yeah, I actually bought it.
I used to do it for referrals, too.
(02:48):
So I bought home cash and that guy he had like, he's worth like
$50 million. Like he did everything.
So I got him a big flamethrower.Like stuff that people don't
normally give out. So what you're saying is you're
not delivering like a cutting board at closing?
A cheese. A cheese plate.
Well, that's the thing. When I closed on my house like I
was before real estate, I boughtand sold two houses myself and
(03:09):
it was like a wine. I didn't drink wine at the time.
Now I love it, but it's like a wine opener and a bottle and a
cutting board with a agent's name on it and stuff I'd never
use. I mean, love the gift, but I
knew when I started real estate I was like, I'm going to do
something that and now people have tattoos all over the body
because they're closing gifts. So now it's a they're talking
about you when you're not around.
I think that's. Pretty smart in.
Marketing, you know. Yeah, so I.
(03:31):
Can you give them a break if they get your name tattooed on
that? Shit, if anyone ever did that,
Well, actually I got a tattoo from my sister cause of the
company gave her free wedding photos and they're like anyone
that tattoos our logo on them will get free wedding photos.
She's done. She volunteered me.
She's like, if my brother does it, can I get it?
And they're like, yeah, so they,they did a whole thing on my
thigh. That's awesome.
(03:51):
That's awesome. Yeah.
OK. So I think we need to unpack
because I feel we just jumped right in.
And so Justin is currently a broker not for, not for tattoos
for real estate. He's a real estate broker.
He sells real estate. I'm currently in Arizona and now
in California, so yay. Congratulations.
(04:15):
Thank. You appreciate.
It yeah. So we're super excited to have
him not only on Realty Talk, butalso at Innovate Realty.
We're very excited about that. And I really want to talk about
we, we need to dive into your story in general because it is
such an inspiring story for others.
But but I also want to talk about, you know, kind of the
(04:36):
tough questions of what it's going to be like to break into
the luxury market market here and you know how how it's all
going to play out. Yeah.
So but I think to to kick it off, first of all, we do need to
touch on the market because we try and educate our listeners as
best as possible as what's happening day-to-day and and
(04:56):
week to week in our crazy real estate market.
But rates went down, right? So.
Yes, yeah, 10 year, three weeks ago the 10 year treasury rate
was at like 4-3. So we've seen almost 30 basis
points. It's just it's hovering just
over 4 right now. Last Thursday, so beginning of
September, a 30 year fixed mortgage was 65.
(05:20):
And we're hearing as low as you know, kind of close to 662 is
what I've heard. You know, we're we're a week
away from the Fed meeting. I mean, the the jobs report came
out, you know, kind of yeah. I mean, and I think, you know,
so much of the at least. And again, we're not politicians
(05:41):
and we're not economists, but welook at a lot of this stuff.
And, you know, the jobs report, you know, has continued to get
adjusted in previous reports. And so there's a lot of
information that's kind of confusing.
I mean, I cannot see them not cutting rates.
There's no way that they don't. I mean, it's got to be 1/4 or
(06:01):
1/2. I don't know what that's going
to do to the tenure, though. I mean, there's an argument that
that tenure will shoot back up alittle bit because of some of
these weak reportings. And I think for most of our
listeners and agents around the world, like, you know, the, the
Fed cutting the rate, the Fed funds rate does not correlate
directly to the 10 year Treasury. 30 year fixed
(06:22):
mortgages correlate directly to the 10 year Treasury.
And so sometimes they get affected by the Fed funds rate,
but it's not, it's not directly correlated.
So agents out there saying, hey,Fed's going to cut in a week,
rates are going to go down by 1/2 a point.
It's like that's not actually what happens.
We could even see mortgages, youknow, mortgage rates go up a
little bit when they cut rates, which, you know, doesn't sound
(06:45):
normal, but, you know, bondholders and mortgage-backed
security investors, you know, want yield, so.
Well, banks have already kind offactored in this.
So, so that's why we're seeing lower rates now.
So it is a great time right now to be acting because you know
things could change potentially next week, but right now rates
(07:06):
are good, so. Yeah.
Cool. OK, well, I think we should jump
in. Let's do it.
OK, so Justin, I want to, I've heard your story and I think it
would be really great for your listeners to just understand
like, why real estate? How did you get into real
estate? And yeah, what?
(07:26):
What did that evolution look like?
So I've always, I like, liked real estate.
Like I was one of those like I would drive to Camelback
Mountain and see the houses. I like architecture, like just
to see real estate. You know what, Pause, we've had
quite a few guests that like that, that have, you know, when
they were younger still like we're just like really into real
(07:48):
estate and and might I add, likethe successful ones in real
estate. It like comes from somewhere,
you know, So OK, sorry, go. Well, like design.
Like I like design. I think I look at things as a
consumer all the time. I don't know why I just did it
all the time. And I was just like, I would
change this. I would change this with no
background knowledge of anythingjust like that what interests
me. So I bought and sold two houses
(08:10):
when I was just a truck driver. So I drove a semi for 13 years.
Before that I was a teacher. So I don't have any experience
owning a business, nothing in real estate.
And I remember seeing the settlement statement when I
bought my house and I was like, damn, I didn't know ages and I
made that much and I bought and sold houses at the same time.
So I see how much my agent makesand, and it just kind of was
like, damn, I wish I could do this, but there's nothing that
(08:31):
was telling me I can't do it. It's just something like my
look. I just automatically assumed.
And when I say I drove a semi for 13 years, like I was
miserable for 13 years. Like I didn't like that job.
I hated it. Like I would be at the gas
station, you'd see someone pull up a Mercedes and I'm like, I
want to be that guy. I don't have any idea who he is.
I'm like, why am I like vicariously trying to live
through somebody else or like being jealous of somebody else's
(08:53):
life? Like didn't seem right with me,
but I'd always thought that I got stuck and that's when I
started acting more. So I came out to LA, Steve
Susanna of all people, like whenI was just in the acting world
and like she's like, oh, stay here with me.
And I was applying for the all the casting companies and then I
started getting a ton of work out there.
(09:13):
So I was like, damn, this is this is the life I wanted to
live. Like I just sleep in my I, I
leave work after 12 hour shift, drive six hours and sleep in my
car for half hour, calling sick the next day to do the shoot and
then go back and do the same thing.
So I was operating on no sleep, but that was like my passion.
And I was like, damn, I wish I could act full time.
But I mean, you can't really my with my look, you get some gigs,
(09:33):
but you're going to get the samegigs over and over.
It's not worth like losing like a career, right?
Do we are there any like famous gigs that we would have seen?
What did like, Oh yeah, it's like son's anarchy.
I did like 12-12 TV shows, 24 music videos, but it was always
the background person. I was always a prisoner, A
Skinhead gang member. Like, yeah.
So it was always like the bad person role, but when I was
(09:54):
like. Which is funny based on what you
said. Like teddy bear.
Yeah. Was that hard for you?
Then to no. I mean, I I, I guess I'm an
introvert in real life. So what I am on social media is
not who I am. Yeah.
But when somebody's bossing you around, like a director is
giving you directions, you have to do this if you want to be
here. Yeah.
So like that to me, I was just like, I did it the best because
(10:15):
I want to be here, right? Yeah.
So I mean, it was. It's a different life, but then
I go back to the same with truckdriving life and it really kind
of sucked and drew me down and like I had a house down in
Gilbert and I, I had kids. So I'm like, I don't ever want
to like chase my dreams while I have kids that I'm responsible
for. So I gave up on that dream and
it was like really sucked when Idid it.
(10:35):
But then I went back to work 10 times worse than I was before
because now I'm just like, I know this is the the monotony of
my life right now. And then came to be like a
divorce threw me in the real estate.
So it was like a loss of acting.And then here I am married to my
best friend. But I for 13 years I was
miserable. These are 14 hour days.
(10:56):
Throw your back out of work. And then I finally left the hard
labor portion of it to move to Frito Lay, which was like longer
hours, crappy hours, but a lot less workload.
So I'd start work at midnight and then get off at 1-2 in the
afternoon and then do it all over again.
In the valley there in Phoenix. So you're not like on the road
anymore? No, no, it's like stay at home,
(11:17):
but I got kids. So now I'm like, I had to pick
them up from school. So like I was sleeping an hour
before work, hour after work. Did that for two years and I
think my mental mental health that got screwed up because you
sleep 2 hours a day. Stagger, It really was.
I mean, what do you expect? Yeah, at that point.
Yeah, so it kind of threw me in mental health where like, our
marriage is great and I was justlike, hey, you're 10 years
(11:39):
younger than me, go live your life.
I felt like I was dragging her down because she grew up in the
horse world. And so at that moment I was
like, damn, I lost a wife, a house, I had half time with my
kids. But now that she's gone, like
who's going to take him to school and all that stuff while
I'm working? So I had to go back to their mom
and say, hey, like I got to figure out things again, like
step in. And that's when I was sitting in
(11:59):
the corner of my room and I was like, you know what?
Like I've always had this idea to do real estate.
I just never thought I could. And I said, I, I didn't want to
be here anymore, if that makes sense.
So I was like, I got nothing else to lose.
So I'm going to go try this. If it doesn't work, I'm back to
square one, right? So that day it was 9:00 at
night. I remember went straight to
work. So I started early, 2 hours
early, started at 10, got off atlike 11:00 and went straight to
(12:21):
real estate school, signed up and went straight to class that
night. And then 2 1/2 weeks I passed
and got my license. So it was something that was in
my head for years. And then finally it took that
moment to just say there's nothing else to lose.
Like, why not just try it? So I'm glad it was happened like
that. What year was it?
Five years ago. Oh, wow, yeah, that's awesome.
It happened like five years ago as a truck driver, like living
(12:44):
the worst that I thought I couldlike so yeah, all this was like
a big change. I wasn't expecting anything.
Like I always said, if I could sell 5 houses and make the same
amount of money I made at Frito Lay like I'd be.
Happy. Yeah, and.
Now money doesn't drive 5 housesa month.
So all that stuff that came likethe news stories, like the
(13:05):
business that came, I think thatdid 22 deals my first year.
So wow, good for you. That came out of nowhere.
Like I was not expecting that. So when people come up to me and
they're like talking, oh, you dothis.
I'm like, I get weirded out because I'm just like, it's not,
I'm not used to that. I'm used to that introvert
driving a truck by myself like. Yeah, yeah.
So that's the overall view of like how I got in the.
Room, Yeah. Yeah, but to your, but to your
(13:27):
point, you know, we've had, we've had conversations like
this with a lot of people, not necessarily just in in this
environment on the podcast. But I mean, it makes complete
sense to me. When you're, you're younger
growing up and you have this eyefor design and real estate and
you have this kind of passion that you haven't explored yet.
When you actually go and, and enter the industry, your
(13:48):
interactions with people are probably just very authentic.
So you have a passion. You're not just there to make a
dollar. Obviously that's important, but
you have a passion for it and sothat's what they that's what
they feel, which is why they feel comfortable transacting
with you. I tell people it's that feeling
because I was, I was a blue collar worker for 13 years.
So I bought my own house and coming from my background, like
(14:09):
I was a single mom, like we grewup and like living with family,
like she's poor, like we grew up, does not have a lot of
money. She's held three jobs by
herself. So like to me, I've only seen
work ethic. I've only seen hard work and and
love and family because she comehome from work and it's just
she's all about us. That's awesome.
So that's what I grew up seeing.And then when I was a blue
(14:29):
collar guy, when I was felt likemy life hit a wall.
I would remember just pulling upto my house and looking at it
and like, dude, this is mine. Like no one could take that away
from me. Like it was that feeling inside.
So when I came into real estate,it's more like I want people to
feel that like this is what realestate is to me.
It's not my aunt made 300K last year.
Now I want to get a license. It's it's that other part of it
like I actually changed my life.I felt because I'm, I grew up in
(14:53):
apartments my whole life and nowlike this is mine.
I live in Gilbert, AZ and what Ibought at the downside of the
market, I bought it when the market was tanked at like 125.
That thing sold for 450 later on.
It's awesome. Yeah, but that's like, damn, I'm
not an investor. I'm.
I'm not. I own a house as a blue collar
worker. So that's what I want to try to,
like, instill into other people too.
(15:14):
Yeah, yeah, it's not always about.
I mean, yes, you want to supportyour family and you want to have
a great living, but you also, you're rewarded by, you know
what, what you do day in and dayout.
So, yeah, I mean, I think that everyone has their reason for
real estate, you know, and sometimes it's I want to work
(15:34):
part time and sit, you know, andwork less.
But yeah, that's obviously not the real reality of real estate
as we all know. But but often it's, you know, I
mean, there's nothing more rewarding than bringing people
together, you know, to start a family in their home and and for
(15:55):
no more a new chapter in general.
So, yeah, I really, I really love that about you.
I think we should address the elephant in the room.
What is that? We talked a little bit about
tattoos. Oh, yes.
But, you know, Justin has a lot of tattoos.
Yeah. So talk to us about, you know,
(16:15):
that expression for yourself and, and what are some
challenges that you've experienced because of that
expression and and passion. So there's like 2 moments that
stick out for me. Big was one time at Pepsi.
I remember I was one of their top drivers and yes, because I'm
a hard worker, but also I fearedlosing that job because I was
like, if I ever lose this job, who else would hire me?
(16:37):
I had that always in my head when people are like, oh, your
tattoos, like I, I know what I look like too.
So I try to like live my life knowing, dude, if you lose this
job, it's not going to be like everyone's just going to be
running, lining up to hire you, even though you have good work
ethic. So having that, that job, there
was one time where the whole head of the southwest of Pepsi
was there and a guy that I didn't think liked me, he was
(16:58):
one of the boss. He was one of the driver
supervisors. I overheard a conversation was
like, damn, we got that guy working for us because he had
just saw me and saw the head tattoos and all that.
And he was just shocked. He's like, we have something
like that working for us. And that guy who I didn't think
liked me, I heard him say like, yeah, but if you get rid of him,
you got to hire three people to replace him.
And that like that moment, like I remember that sticking to me.
(17:19):
Like, damn, it doesn't matter what I look like.
Like my work ethic will always stick out to to people more than
that, right? So I thought coming into real
estate, I was like, if characterand your work ethic will stick
out more than your look. And I'm only targeting them a
certain audience. Like I don't need everybody.
Everyone thinks they need everybody.
Like the same people that don't want to work with me.
Like I know people that don't want to work with you.
(17:39):
Like I know people that don't want to work with that hot woman
who's in the high heels and short skirts.
Because. She's jealous that her husband
might want to look at her. I know the older, the younger
crowd that might not want to work with a 60 year veteran
agent just because they don't have the same like the interest.
Yeah, there's someone for everyone.
So I don't need to go get everybody.
I just need my pie. So there was a second one that
(17:59):
sticks out was when I was driving a semi.
I was like one of the worst daysat work.
I was going through a divorce. So it was, it was like 120°
outside. My AC was out in my truck.
I used to grab a separate work shirt because I'd swept through
my first one and just stink after a while.
So I'd have a second shirt and Iremember sitting on the freeway
and I'd see a billboard and it said the tattooed lawyer and his
name is Byron Brown. I end up doing a podcast with
him. But when I saw that billboard, I
(18:21):
was like, damn, the tattooed lawyer, that's who I would work
with. And I just.
Said that to myself, but six years later I'm going through
another divorce situation where I'm like I shouldn't even got
the first one. I shouldn't even be getting the
second one. We like we sit on the couch
together filling out paper like that's not supposed to happen
right And I'm like I'm doing it all because of the mental health
and because I'm not healthy and I remember seeing that billboard
(18:42):
and that's that was the second part of me sign up for school
was like, I saw this dude build a huge law firm from his tattoo
lawyer like he would just wear sleeveless tuxedo.
He had a huge gavel like that was his marketing.
So I was like, if you can get people that work with him in
that kind of professional industry, you're like, why can't
I do the same thing in real estate?
So I literally just went from the tattooed lawyer to the
(19:03):
tattooed realtor and went to school.
So those are the two moments that that stuck out to me.
He was like, yeah, I have this look, that's not going to get
everybody, but I'm going for well and I think.
I think anyone that has a conversation with you, which you
know it, I mean, that's authentic, right?
Like that's how you authentically connect with
(19:24):
someone. And I think anyone that has a
conversation with you is like, wow, he's such a great guy.
You know, like he's, he's real, he's smart, he knows his stuff,
like, as you said, work ethic. So, you know, I think there,
there's something to be said about that.
Like, yes, you're going to have your niche, but but also anyone
(19:44):
that is open to. That's why I called you a teddy
bear. Like, you know, we it's one of
those things where like we used to have Justin around when we
were like going to the clubs in our early 20s, but really like,
you know, it, it was all a show.Like we knew that he's like the
nicest guy there is and. And so, yeah, I think, I think
(20:07):
if you give any, you know, if ifyou get the opportunity to, you
know, be yourself, people connect with you right away, you
know? You could be the best real
estate agent in the world, but at the end of the day, someone
has to like you to transact withyou.
And that's, I think we, we touched on a little bit when we
were talking about social media yesterday and I was like, I'm
not a social media realtor as inlike, I don't think people are
(20:31):
going to follow me because I'm arealtor.
I think no one cares about Realtors in real life.
Like I think my following is Realtors.
So I have to push content towards Realtors.
But in an overall like consumer aspect, I don't think any agent
or anyone cares about me. And I always had that in my head
as like, no one really cares about you.
How do you get them to like you?So when I do real estate videos,
I just, I do the goofy stuff. I try to get them to like me,
(20:54):
not like real estate. And I think that's the the end.
A lot of agents are missing on social medias.
They're trying to get them to like real estate.
And in normal consumer world, you got 1000 followers.
Maybe less than 1% of those people are actually actively
trying to buy and sell right now.
So how do you keep their attention for a year until
they're actually ready, right? And they have to get them to
fall in love with you. So I think that's what I try to
(21:16):
teach agents on social media is like, you have to become the
business. Not you're not a realtor.
You're you're Justin Mercer PLLCtrying to get people.
In your, you're kind of breakingdown those barriers, those walls
where, you know, you're showing who you are, whether, you know,
as you said, some people are going to like it, some people
are not going to like it. But you're, you're providing
(21:37):
your true self to, you know, the, the social media community.
And I think for, for you in particular, it's it that is what
has helped you so much in my opinion, because as we said,
like all you have to do is have a conversation.
And no, but you know, if you're closed off to that conversation,
(21:59):
like how do you have more of those conversations?
It's social media, you know, So,yeah.
Yeah, I think it's, it's to me, it makes a lot of sense because
I, I go back when I talk about, you know, building a business,
people transact with companies or individuals that they trust
and understand. So I think value creation starts
(22:20):
with trust and understanding. If, if, if a consumer trusts the
business or the person and they understand the value
proposition, why wouldn't they do business with that
organization or person, right. And, and you can't establish
trust if you're not authentic. And so you know that that and,
and, and I try to break down this whole like, you know,
(22:41):
stigma around Realtors. I'm not a real estate.
Agent he does he he he always like, you know, he's always
pushing that people that there'snot a stigma, but I'm like.
There's I, I think it, I think it, I think it's most, most of
the time it's agents inside of the business that think there's
a stigma. And some of it is that there's,
you know, in California today there's 500,000 real estate
(23:01):
agents, right? So everyone knows somebody that
has a license and to your point,you know what, what you've got
to do is stay forefront and, andhave that customer like you and
understand why they would chooseto do business with you.
Because when it is time to transact, we, you know, that's
called the lead cycle, right? It could be one year, it could
be 10 years by the time they're ready to transact.
(23:23):
But if you're not relevant and they're not thinking about you,
they'll go with whoever is at that moment that they trust and
understand. And so it's, but to me, it makes
complete sense why you've had the success you've had because
you're just authentically who you are.
Well. I kind of equate it to when I
was a kid. IA lot of stuff goes back to
just thinking like a consumer, thinking like what trying to
(23:46):
think like everybody else is thinking helps me in business
because when I grew up I was like how do I know 5 lawyers
phone numbers off the top of my house like Goldenberg and
Osbourne Lerner rose the way to go.
Call 977-1900. I could spit off 5 lawyers phone
numbers right now or when I got engaged and went to Shenko,
which is a mile South of Bell Road on Saucer on Tacoma
Openings Week deals at 8:00 Saturday Sunday till 5 on
(24:06):
long@shenko.com. I could spit the whole
commercial from you since I was five years.
Old. And I thought, real estate,
who's been that real estate namein Arizona?
I don't know any Realtors when Iwas in a realtor.
So I was like, I was trying to be the Billboard.
So that's why I billboards everytime I was like, I, you don't
have to be the best. You have to get, it's like you
go to Target, there's a $5 shirtor there's a Supreme shirt for
(24:29):
50. Like why are people still buying
the Supreme shirts for 50? Like it's a social cred too,
like if you're wearing brands. So I was like, I think becoming
a brand in real estate would help me stick out.
I mean, it did. It was like, it was like I was
just trying to be that one recognizable name that you go to
because you do know 5 agents. But I knew 5 agents too when I
used the hot girl at the gym, right.
So go back to like, how did I choose my agent?
(24:51):
I chose the hot girl at the gym.Why did I choose the hot girl at
the gym? At the time I was single and I
was like, damn, she's always wearing a real estate shirt.
Let me go have a conversation with her after closing my home
after being in real estate. When I went back and looked up
her number, she sold three houses that year, right?
But I was like, not to say she didn't know what she was doing.
She knew exactly what she was doing, but that's what got my
attention. So I didn't have to be when I
(25:12):
came in, I was like, I don't have to be different.
Like I, I already picked someonethat was different.
So like, I just have to be the hot girl at the gym to everybody
else online, right? So that's how I kind of like
started my marketing was just like trying to get people.
'S attention. Like how do I get, and to go
back on that, I looked at peoplethat I knew that were agents
when I bought my house and I waslike, why didn't I use them?
(25:33):
Like they didn't get my attention.
So I went to their page when I bought my house, I was like,
there's someone just listed justsold.
Some people weren't even postingabout real estate whatsoever.
Because I'm like, how do you guys expect me to like come to
you like as a consumer, right? So that's when I teach social
media. I just teach being top of mind,
being assistant and top of mind.So you're that person that
sticks out. Yeah.
(25:53):
I mean, I think that's the, the same with every business.
And that's what we, we talked about like, you know, that
stigma in real estate, you know,agents, they, I think they self
impose that stigma. You know, the, the, the reality
is value is created when the lead is generated right in, in,
in a real estate transaction. I mean, there are 500,000 agents
(26:14):
in California. I'm, I'm confident that half of
those agents could transact smoothly to represent their
buyer or seller in a way that you know, is above board, right?
250. Maybe it's more than that, maybe
it's, maybe it's 6070%, but I would, I would venture to say
that like 2% of agents are actually good at going out and
(26:36):
generating leads and interest togrow their business, which is
why that Pareto effect exists where, you know, 5% of agents in
California do 70% of the business, right.
So, but, but the value isn't created in like understanding
all the nuances of the contract.The value isn't, is created by
generating the lead and getting the person to trust and like you
and, and having that authentic, you know, brand around you is,
(26:59):
is how you do it. And that's where I think that's,
you know, that's where most agents get stuck.
You know, they, they think, oh, you know, I'm I'm not good
enough or I'm not going to be different or you know, but they
get in their own way and they don't take the step.
So they think like agent's not like a business, like you guys
give yourself as the CEO of yourcompany instead of just kind of
thinking narrow minded is like I'm just a real estate agent.
Yeah, you're ACEO like you got to grow your business and how do
(27:21):
you do that? Yeah, we've talked about that
quite a bit. I think, you know, most agents
coming in, they're not, you know, some don't even have
corporate experience or, you know, haven't worked a corporate
job to to even kind of understand the way that that
business works. So we often come across where
(27:42):
agents don't treat it like a business, which is, you know,
one of my passions when I and you know, we haven't even really
caught up, but one of my passions with, you know, forming
mentorical and, and even the brokerage in general is to help
people create businesses insteadof, you know, just plugging
along, doing the onesie twosies,helping friends and family.
(28:04):
Like no, there is such an opportunity here with the right
training and and really the right support.
It's it's limitless what you cando.
So, OK, we have to talk about our real estate story and then I
want to I want to close with what the future looks like here
in California. And, and really that story like
(28:28):
how did that happen? You're just wake up one day or
so we'll get there. But Paul is going to read us a
real estate story that's submitted by our listeners.
His expressions are usually and in the way he reads the stories
are on high demand. So he's going to go through it
(28:48):
and yeah, we'll see a. Little bit of pressure.
See what it is this week? OK.
So on this week's segment of Homes Gone Wild, so for new
listeners, Realty Talk, we have a segment Homes Gone Wild.
Anybody, you could be a buyer, seller, agent, broker, lawyer,
anybody can submit a story. The team, Junior and Sierra pick
(29:13):
the best story. I don't know if you pick the
best one or just the one that you think is going to make me
look the silliest one. Yeah, but they pick a story and
I read it. I haven't read it yet, so this
would be the first time. So on this episode of Home Has
Gone Wild, here we go. We actually have the detail
down. Below we have the realtor's name
so. Here's the craziest house I've
(29:35):
been in. I was touring a home in Hayward
with a client who was a flipper.There weren't any photos online
for the listing so I didn't knowwhat to expect.
When we got there I noticed thiswas basically a hoarders house.
I know what basically a. Hoarders house means.
Give me the razor. No big deal.
(29:55):
I've seen it before. Of course, as the owner finished
walking us around the main level, she said.
Oh, I have to show you this grace of this great basement
space we finished a few years ago.
We head down to the basement which is actually pretty nice
and clean. There's a large TV, couch, bar.
The owner says this isn't all ofit, follow me.
(30:16):
She takes us around the corner to a space that was basically
dug into the foundation. It's a full on sex dungeon with
whips, straps, hanging restraints and more.
The owner seemed to really enjoythe looks on our faces.
My clients, on the other hand, did not make an offer.
They asked why not? Did it come?
Did it come with too many restraints from realtor Felicia
(30:41):
Mars or Mars? So this must be Hayward, CA.
Although, yeah, it's got to be Hayward, CA.
Most California homes don't havebasements.
Yeah, yeah. Maybe up in maybe.
Maybe Hayward. Maybe.
OK. So this is an interesting one.
OK. Did the house sell Number one?
Who bought it? It definitely sold.
(31:04):
And yeah, I mean, you know, is that the craziest?
I don't know. I feel we've all seen.
I think there's like. Here than the sex dungeon.
Isn't there a TV show with somebody that like goes and
creates that for people now? I think there is.
I don't know, create sex dungeon.
Why would you be OK with half the OR the hoarder home but not
the sex dungeon It's. Very weird.
(31:25):
Yeah, yeah, fix that. You can fix that.
Exactly. Yeah, that's very odd.
Or if you're a flipper, I think that's who you need to have the
conversation with. They may have walked away from a
steal. I will.
So I will share a brief story. We'll have to come back to it in
another episode, but we just purchased a house in South LA
County, is what I'll say. OK, Right.
And our team, so our, our internal process when we buy it
(31:48):
and fix up and sell houses is acquisitions will look at the
property, write an offer, they'll go and inspect it and
then they'll designate this scope of work, whatever we're
going to do to, you know, sell the house once we're fixing it
up basically. But they'll validate that scope
of work, the construction items with our project manager.
So generally our acquisition agent and our project manager
(32:10):
will walk the property together before we close.
That happened in this scenario, but they didn't go into this
kind of downstairs. I think they call it like a
California cellar, which is basically it's a home built into
the hillside and there's a part,you know, garage and then
there's staircase up to the house.
But behind there's a there's a door and some of the, you know,
(32:33):
like your plumbing's underneath there.
It's kind of like a partially raised foundation.
So it's it's a dirt floor and then this specific seller, I
guess was using it for storage. So during the initial
walkthrough, they opened that door to the California storage
area or whatever. They just saw a bunch of boxes
and shit and then and then laughed.
They're like no big deal. You know, this is just part of
(32:54):
our demo. But usually right after close,
our project manager will walk the property again and go really
fine tooth to understand, you know what it is going to entail
to get everything cleaned out. So we already own this house and
she, this specific project manager calls me and she's like,
hey, I've got something really bizarre to tell you about this
house. We go into this California
(33:17):
cellar and we start moving things around.
In the back corner there was like a full on room that was
built on the dirt. There's a twin bed and there's
like a night stand with ATV on it.
And there's hundreds of OJ Simpson tapes and files on the
OJ case, like hundreds and hundreds and hundreds of files.
(33:39):
She's like, I, I got really weirded out and I left like, I
don't know, I don't know how much this is going to take to
get all demoed out. And I don't even know if I feel
comfortable like clearing it allout.
Do we need to call the police? I'm like, no, it's just like,
probably somebody interested in the case.
But then after later that night,I'm like, oh, fuck, maybe OJ was
living there. Like, did you find the glove?
(33:59):
Was OJ living in this Californiabasement watching his his case
on TV for years? And.
Years and years, yeah. And it was we, we own that house
currently. I'm not going to give you the
address. It'll be a fun story when you do
some social media there in the future.
Justin's eyes are already lit uplike.
Yeah, yes. Yes, yes, yes.
(34:22):
You never know. Yeah, I feel that is probably
weirder than a sex dungeon. Pretty PC, Yeah, pretty PC
quarter situations. Quarter sex dungeon combo but
like like that one to me is a little.
Strange when you if you had to list that house and it was
normal, would you put pictures of the sex dungeon in the MLS?
I think you have to. I was.
(34:42):
Gonna say would you though? I think I would do an inner
equity. I think I would do an inner
equity deal or I would I would have that fixed up and maybe
convert it into something else. So for our listeners.
Because I don't want to pigeonhole myself with that sex
dungeon, you know? So for our listeners, an inner
equity deal is it's a, it's a product that we have at our
(35:06):
brokerage agents could offer their seller the ability for our
business to put up the cash. We'll perform a light
renovation. So we'll delete the Distex
dungeon, I guess if you will. And then, and then we'll sell
the property and, and then, and then, you know, there's no money
out of the the client's pocket and we get repaid through
(35:26):
escrow. I don't know.
I think that one's a mistake. I think you leave it.
I think you really lean into it.I don't know, I don't know.
I, I would really have to see the full picture because I, I'm
big on, you know, I don't want to only appeal to 5% of buyers.
I mean, maybe it's more I. Think you'd be surprised?
Maybe it's 50%. Yes.
Maybe that's what they want, I don't know, but.
(35:49):
Well, that's a great. Question, what about you?
What? I mean, you'd keep it for sure.
Yeah, yeah, yeah, yeah. It's like that's it.
That's change. Regardless.
Yeah, yeah. There's no such thing as bad PR.
That's right, Right. So on a listing, maybe there's
not. I don't know there is when we
pick apart some of these houses on yeah, rate my listing.
So OK with that because I know we're we're getting close to
(36:11):
time, but I want to, I want to talk about the future for you
because super exciting to have you here just in California in
general. But talk to us about what that
decision looked like too, because you have a successful
business in Arizona already selling real estate and and now
(36:32):
we're moving into California. So what does that expansion look
like for you? And is there anything that
you're afraid of coming into? Kind of like the market starting
over like but with the knowledgeI had in Arizona.
So the good and bad part about my position in Arizona, like
when I was doing the billboards commercials, radio is a lot of
agents don't do that stuff. So I was getting intermixed with
(36:53):
a lot of agents that are very, very good at what they do mixed
with my whack knowledge of marketing and, and everyone came
to me as a marketer, as a brander when I, I, I'm a truck
driver. Like that's why I try to get to
people. I'm like, I don't know this side
a lot. Like I knew how to get attention
and I knew how to like mold thatattention, but I was stuck like
trying to catch up to everybody.Like, oh, this person does this,
(37:15):
I got to do this, this person does this, I got to do this.
And then I got, I lost track. Like I started a team two years
in, I didn't want to, but I had five people that like, wanted me
to. So I kind of felt pressured into
it. And then I realized like I'm not
a good team lead right now just because I don't know what I'm
doing. I don't have ACRM, we see that.
So often where it's like, it feels like that's the next step.
(37:36):
And sometimes you need it because you're busy And so you
want to, you know, have other people helping, but but then you
know, you're you're in a position where you're unable to
provide the leadership that theyneed because you're still
figuring it out. But I went to.
USP and I was a recruiter for a little bit and like I'm like,
this is not my I don't like thisbecause it's getting back from
real estate. So All in all, it's just like I
(37:58):
wasn't happy and then cut like Iwas a teacher beforehand.
Like kids are like my weak, my strong suit, my weak suit.
Like I I get really soft heartedwith kids, Right?
Yeah, I'm kidding. Fair.
Maybe some might say I. Don't know.
Well, you know, Paul, like this side of going to cash side, like
I'm going to these cash buy and I'm walking in the house is
where I want to strangle the dad.
Yeah. I'm like, why do your kids live
like this? Yeah.
(38:19):
And I would get pissed off at homeowners.
Like I'm walking in trying to buy this guy's house and I'm
like, I don't want to buy your house.
I know what you're gonna do withthe money.
Yeah. And yeah, now I'm competing
against there's twenty other companies who are lying to
everybody saying, oh, we'll giveyou this and they walk them
back. And it just got like a really
bad taste in my mouth for like the real estate I was doing.
Like I got half investment side and then this other marketing
(38:39):
side where the billboards will bring in 20 people.
But then you're getting not yourtime wasted, but you're just
trying to sift through everything.
And like, I just want to come out here and live more.
Like I got into real estate because I wanted to live like I
don't want to have that job where I feel like it's a job.
I want to enjoy it. So coming to California is like,
this is the place that brings mepeace.
Like I've always had peace out here.
(39:00):
I've never been an ocean guy, but the ocean brings me peace.
And I want to do more like the luxury because I'm like, I think
my marketing and what I'm tryingto do would stick out more.
Like I can get attention on these places or I can I can
treat these people as if I'm notlike a normal luxury agent
selling 20 houses. Like I want to focus on smaller,
higher priced houses and live like enjoy life and enjoy what I
(39:23):
do again. So that's what I'm coming out
here mainly to No more noise andjust get to work.
It's awesome. Well, I think you are at the
right place, that's for sure. You know, and, and I think I, I
commend you for making that jumpbecause I know I, I actually
(39:44):
don't know a lot of people that would, you know, have a have
business going and be, you know,maybe comfortable in where
they're at with their finances and with their day-to-day and
wake up and say, you know, I want better.
I want better for myself. I want better for my life.
Life and I know real estate, I know I can do this and I'm going
(40:06):
to take the show on the road andand be in a place where I'm
content, you know, so I'm I'm really proud of you for doing
that. I'm really happy to have you
here. And I think, you know, you have
have learned so much and I know you give back to to agents, you
provide back to agents support as well.
So, you know, just looking forward to really kicking things
(40:27):
off for you here because it is possible.
And I think you're an inspiration to so many people
that maybe have told themselves or given them a given themselves
an excuse of why they can't. And you're a really good example
of it doesn't matter like you can, you actually can't.
If I can give the advice agents at before the end of it is like
(40:49):
I'm not special. Like I like I said, I was, I
didn't know marketing as a truckdriver, like I have that
mentality where you're just an average Joe.
But I hope you guys realize likereal estate, it's just a
blueprint, like you're a blueprint of a business like me
restarting over here, like I learned the blueprint from all
the failures over here. So if you're at a place in your
business right now where you're failed or you think my business
know what and I used to be like,sometimes you just need to start
(41:10):
over, like refocus your direction, like what do you want
with your life before you try tofigure out what you want with
your business. Yeah, yeah, I mean, I, I think
what I would say, I, I, I disagree with a lot of things
you said because what you're saying is you don't know
marketing or you were just a truck driver or, you know, the,
(41:32):
the, in your past there was whatI'm hearing you say is there
were some self limiting beliefs.And the first time I met you, we
had 45 minutes on the calendar and I text, I text everyone and
I think we spent 4 hours together.
And I think that, you know, I'm not just stroking your ego.
(41:53):
I think I'm just trying to be very factual.
I think that you're an incredibly intelligent marketer
and I think that the reason you see, the success you see and,
and the success that you're about to experience here is just
a tremendous amount of hard workand determination.
And I think you have this ability to connect with people
(42:13):
in a way where they just, they understand that the relationship
is genuine and you're going to tell the truth.
You, you know, you tell the truth the way it is.
You call the shots the way they are.
And that's what people want. They don't, you know, that,
that, that, you know, hot girl in high heels or that, you know,
buff guy with, you know, a oily chest or whatever.
Like those are the, those are the real estate agents that
(42:35):
people see on, on, you know, in cards and in magazines and stuff
here in California. And nobody wants to do business
with those people deep down inside.
They don't want to do business with that person.
The only reason they sometimes do is because that person is
transacted in their neighborhoodand gotten a good result for
somebody else. But, you know, I just I'm really
fired up for your future becauseI think that you're going to
(42:57):
just absolutely crush it in thismarket.
And I think what you've done is just incredibly inspiring.
Like, you know, you're a you're a force to be reckoned with.
Yeah. And I mean, the way you talk
about your family and what you want to create for other people,
like, I mean, to me, 60% of homeowners or 60% of Americans
own a home. And so your vision of, of
(43:18):
creating that opportunity for somebody to drive into the
driveway and say, I own this. I mean, there's 40% of Americans
that we can go and do that for. And that that is like an
incredible gift. Not only are you creating
ownership, you're also opening up this opportunity to create
value and have, you know, the appreciation of equity.
And so it's just, I mean, I think if, if like you've said,
(43:39):
if you take that approach, it's going to be just, you know, it's
going to be incredible. And I can't wait to, to
participate in any way you, you allow us to.
Thank you. Yeah, glad we all connected.
Again. I knew after talking to you guys
the first time. I didn't.
I didn't interview anyone in California I knew first day.
Awesome. Yeah, I love it.
I know where I'm going. Yeah, yeah, when it's a good
fit. I mean, we love working with
(44:00):
good people, so. I have one more thing I have to
say. OK.
Do you have tattoos? I do not have any tattoos.
No tattoos have tattoos. I have no tattoos.
Really. None.
We. Have.
To like make a dare or somethinglike, yeah, I could do a certain
amount of production or something.
That's where I was headed. A small one.
Yeah, I'll give you a small. One.
Yeah, that's where I was headed.Yeah, Alright.
Well, we'll check back on the next episode for that.
(44:20):
I'm nervous now. Bye.
Then yeah, I'm nervous, but I'm good.
I'll do it. OK.
All right, see you next time on Realty Talk.
If you have not hit the subscribe button, please do.
It helps us out a lot. Tell everybody about the the
episodes and please submit your stories for Homes Gone Wild.
We'll see you next week. See ya.
I hope you guys realize like real estate, it's just a
blueprint. I I want people to feel that
like this is what real estate isfor me.
The reality is value is created with the leadership.
Like, no, there is such an opportunity here with the right
training and and really the right support.
(00:20):
It's it's limitless what you cando.
Welcome back to Realty Talk, your favorite podcast on the
planet. Not just real estate podcast, no
favorite podcast on the planet, maybe universe.
I would say I would go as far assome.
Might say universe. We're self promoting that by
the. Way.
Yeah, yeah. So very excited for this week.
(00:42):
To my right, we have the queen of the closing table, Suzanne
Seany, founder of Innovate Realty and CEO running a big
brokerage. Lots of things changing and we
have a very exciting guest on our show today.
And I sprung it on him. Yeah.
Sprung it on him, yeah. Yes.
(01:02):
No preparation. And so we've only spent a little
bit of time together. I feel like you should do the
formal introduction. Yes, so to my right.
Well, first do. You have a nickname.
Oh well, obviously he has a self-proclaimed.
Nickname. But do we have one for him?
Oh, I, I can give you one, but no, no.
So okay, so to my left because Paul did not introduce himself,
(01:26):
Pauls new nickname that we have all come up with is Paul Fix it
all Hanson. So he doesn't love it, but we
feel it's appropriate. And then to my right, we have
Justin Mercer, the tattooed broker.
So that's his nickname. I would say Justin, Teddy Bear
(01:46):
Mercer. You knew I was going to do that.
Yeah. Wait, why did they call you the
tattooed broker? Oh yeah, well, I used to be
called the tattooed realtor, butI got written up by NAR so much
that they I have to change that.That's why I was called tattoo
for a while. Then I'm tired of everyone like
thinking I'm a tattoo shop and I'm like it says call tattoo
real estate and investments everywhere in my office and
(02:07):
they'll still come in like you do tattoos.
I'm like to real estate, but yeah.
Yeah, you're like I could refer you to a place, but we also.
Had a tattoo artist in our office too, so it was like I'm
kind of shooting myself in the foot every time I every time I
brand. So now I'm just like the
tattooed broker. We'll see how that works.
Maybe maybe you give them a freetattoo if they sell their house.
That's. What I used to do, really, yeah,
(02:27):
that was my clothes and gift really, except for half the
people I used to give them to don't want tattoos and I, I was
expecting to only do business with people with tattoos like
when I first started in. No, but over half my clients
don't have any tattoos. So I started give him different
gifts to like I sold a Cardinalsplayer's house and gave him a
big ass chainsaw and nice. Yeah, I actually bought it.
I used to do it for referrals, too.
(02:48):
So I bought home cash and that guy he had like, he's worth like
$50 million. Like he did everything.
So I got him a big flamethrower.Like stuff that people don't
normally give out. So what you're saying is you're
not delivering like a cutting board at closing?
A cheese. A cheese plate.
Well, that's the thing. When I closed on my house like I
was before real estate, I boughtand sold two houses myself and
(03:09):
it was like a wine. I didn't drink wine at the time.
Now I love it, but it's like a wine opener and a bottle and a
cutting board with a agent's name on it and stuff I'd never
use. I mean, love the gift, but I
knew when I started real estate I was like, I'm going to do
something that and now people have tattoos all over the body
because they're closing gifts. So now it's a they're talking
about you when you're not around.
I think that's. Pretty smart in.
Marketing, you know. Yeah, so I.
(03:31):
Can you give them a break if they get your name tattooed on
that? Shit, if anyone ever did that,
Well, actually I got a tattoo from my sister cause of the
company gave her free wedding photos and they're like anyone
that tattoos our logo on them will get free wedding photos.
She's done. She volunteered me.
She's like, if my brother does it, can I get it?
And they're like, yeah, so they,they did a whole thing on my
thigh. That's awesome.
(03:51):
That's awesome. Yeah.
OK. So I think we need to unpack
because I feel we just jumped right in.
And so Justin is currently a broker not for, not for tattoos
for real estate. He's a real estate broker.
He sells real estate. I'm currently in Arizona and now
in California, so yay. Congratulations.
(04:15):
Thank. You appreciate.
It yeah. So we're super excited to have
him not only on Realty Talk, butalso at Innovate Realty.
We're very excited about that. And I really want to talk about
we, we need to dive into your story in general because it is
such an inspiring story for others.
But but I also want to talk about, you know, kind of the
(04:36):
tough questions of what it's going to be like to break into
the luxury market market here and you know how how it's all
going to play out. Yeah.
So but I think to to kick it off, first of all, we do need to
touch on the market because we try and educate our listeners as
best as possible as what's happening day-to-day and and
(04:56):
week to week in our crazy real estate market.
But rates went down, right? So.
Yes, yeah, 10 year, three weeks ago the 10 year treasury rate
was at like 4-3. So we've seen almost 30 basis
points. It's just it's hovering just
over 4 right now. Last Thursday, so beginning of
September, a 30 year fixed mortgage was 65.
(05:20):
And we're hearing as low as you know, kind of close to 662 is
what I've heard. You know, we're we're a week
away from the Fed meeting. I mean, the the jobs report came
out, you know, kind of yeah. I mean, and I think, you know,
so much of the at least. And again, we're not politicians
(05:41):
and we're not economists, but welook at a lot of this stuff.
And, you know, the jobs report, you know, has continued to get
adjusted in previous reports. And so there's a lot of
information that's kind of confusing.
I mean, I cannot see them not cutting rates.
There's no way that they don't. I mean, it's got to be 1/4 or
(06:01):
1/2. I don't know what that's going
to do to the tenure, though. I mean, there's an argument that
that tenure will shoot back up alittle bit because of some of
these weak reportings. And I think for most of our
listeners and agents around the world, like, you know, the, the
Fed cutting the rate, the Fed funds rate does not correlate
directly to the 10 year Treasury. 30 year fixed
(06:22):
mortgages correlate directly to the 10 year Treasury.
And so sometimes they get affected by the Fed funds rate,
but it's not, it's not directly correlated.
So agents out there saying, hey,Fed's going to cut in a week,
rates are going to go down by 1/2 a point.
It's like that's not actually what happens.
We could even see mortgages, youknow, mortgage rates go up a
little bit when they cut rates, which, you know, doesn't sound
(06:45):
normal, but, you know, bondholders and mortgage-backed
security investors, you know, want yield, so.
Well, banks have already kind offactored in this.
So, so that's why we're seeing lower rates now.
So it is a great time right now to be acting because you know
things could change potentially next week, but right now rates
(07:06):
are good, so. Yeah.
Cool. OK, well, I think we should jump
in. Let's do it.
OK, so Justin, I want to, I've heard your story and I think it
would be really great for your listeners to just understand
like, why real estate? How did you get into real
estate? And yeah, what?
(07:26):
What did that evolution look like?
So I've always, I like, liked real estate.
Like I was one of those like I would drive to Camelback
Mountain and see the houses. I like architecture, like just
to see real estate. You know what, Pause, we've had
quite a few guests that like that, that have, you know, when
they were younger still like we're just like really into real
(07:48):
estate and and might I add, likethe successful ones in real
estate. It like comes from somewhere,
you know, So OK, sorry, go. Well, like design.
Like I like design. I think I look at things as a
consumer all the time. I don't know why I just did it
all the time. And I was just like, I would
change this. I would change this with no
background knowledge of anythingjust like that what interests
me. So I bought and sold two houses
(08:10):
when I was just a truck driver. So I drove a semi for 13 years.
Before that I was a teacher. So I don't have any experience
owning a business, nothing in real estate.
And I remember seeing the settlement statement when I
bought my house and I was like, damn, I didn't know ages and I
made that much and I bought and sold houses at the same time.
So I see how much my agent makesand, and it just kind of was
like, damn, I wish I could do this, but there's nothing that
(08:31):
was telling me I can't do it. It's just something like my
look. I just automatically assumed.
And when I say I drove a semi for 13 years, like I was
miserable for 13 years. Like I didn't like that job.
I hated it. Like I would be at the gas
station, you'd see someone pull up a Mercedes and I'm like, I
want to be that guy. I don't have any idea who he is.
I'm like, why am I like vicariously trying to live
through somebody else or like being jealous of somebody else's
(08:53):
life? Like didn't seem right with me,
but I'd always thought that I got stuck and that's when I
started acting more. So I came out to LA, Steve
Susanna of all people, like whenI was just in the acting world
and like she's like, oh, stay here with me.
And I was applying for the all the casting companies and then I
started getting a ton of work out there.
(09:13):
So I was like, damn, this is this is the life I wanted to
live. Like I just sleep in my I, I
leave work after 12 hour shift, drive six hours and sleep in my
car for half hour, calling sick the next day to do the shoot and
then go back and do the same thing.
So I was operating on no sleep, but that was like my passion.
And I was like, damn, I wish I could act full time.
But I mean, you can't really my with my look, you get some gigs,
(09:33):
but you're going to get the samegigs over and over.
It's not worth like losing like a career, right?
Do we are there any like famous gigs that we would have seen?
What did like, Oh yeah, it's like son's anarchy.
I did like 12-12 TV shows, 24 music videos, but it was always
the background person. I was always a prisoner, A
Skinhead gang member. Like, yeah.
So it was always like the bad person role, but when I was
(09:54):
like. Which is funny based on what you
said. Like teddy bear.
Yeah. Was that hard for you?
Then to no. I mean, I I, I guess I'm an
introvert in real life. So what I am on social media is
not who I am. Yeah.
But when somebody's bossing you around, like a director is
giving you directions, you have to do this if you want to be
here. Yeah.
So like that to me, I was just like, I did it the best because
(10:15):
I want to be here, right? Yeah.
So I mean, it was. It's a different life, but then
I go back to the same with truckdriving life and it really kind
of sucked and drew me down and like I had a house down in
Gilbert and I, I had kids. So I'm like, I don't ever want
to like chase my dreams while I have kids that I'm responsible
for. So I gave up on that dream and
it was like really sucked when Idid it.
(10:35):
But then I went back to work 10 times worse than I was before
because now I'm just like, I know this is the the monotony of
my life right now. And then came to be like a
divorce threw me in the real estate.
So it was like a loss of acting.And then here I am married to my
best friend. But I for 13 years I was
miserable. These are 14 hour days.
(10:56):
Throw your back out of work. And then I finally left the hard
labor portion of it to move to Frito Lay, which was like longer
hours, crappy hours, but a lot less workload.
So I'd start work at midnight and then get off at 1-2 in the
afternoon and then do it all over again.
In the valley there in Phoenix. So you're not like on the road
anymore? No, no, it's like stay at home,
(11:17):
but I got kids. So now I'm like, I had to pick
them up from school. So like I was sleeping an hour
before work, hour after work. Did that for two years and I
think my mental mental health that got screwed up because you
sleep 2 hours a day. Stagger, It really was.
I mean, what do you expect? Yeah, at that point.
Yeah, so it kind of threw me in mental health where like, our
marriage is great and I was justlike, hey, you're 10 years
(11:39):
younger than me, go live your life.
I felt like I was dragging her down because she grew up in the
horse world. And so at that moment I was
like, damn, I lost a wife, a house, I had half time with my
kids. But now that she's gone, like
who's going to take him to school and all that stuff while
I'm working? So I had to go back to their mom
and say, hey, like I got to figure out things again, like
step in. And that's when I was sitting in
(11:59):
the corner of my room and I was like, you know what?
Like I've always had this idea to do real estate.
I just never thought I could. And I said, I, I didn't want to
be here anymore, if that makes sense.
So I was like, I got nothing else to lose.
So I'm going to go try this. If it doesn't work, I'm back to
square one, right? So that day it was 9:00 at
night. I remember went straight to
work. So I started early, 2 hours
early, started at 10, got off atlike 11:00 and went straight to
(12:21):
real estate school, signed up and went straight to class that
night. And then 2 1/2 weeks I passed
and got my license. So it was something that was in
my head for years. And then finally it took that
moment to just say there's nothing else to lose.
Like, why not just try it? So I'm glad it was happened like
that. What year was it?
Five years ago. Oh, wow, yeah, that's awesome.
It happened like five years ago as a truck driver, like living
(12:44):
the worst that I thought I couldlike so yeah, all this was like
a big change. I wasn't expecting anything.
Like I always said, if I could sell 5 houses and make the same
amount of money I made at Frito Lay like I'd be.
Happy. Yeah, and.
Now money doesn't drive 5 housesa month.
So all that stuff that came likethe news stories, like the
(13:05):
business that came, I think thatdid 22 deals my first year.
So wow, good for you. That came out of nowhere.
Like I was not expecting that. So when people come up to me and
they're like talking, oh, you dothis.
I'm like, I get weirded out because I'm just like, it's not,
I'm not used to that. I'm used to that introvert
driving a truck by myself like. Yeah, yeah.
So that's the overall view of like how I got in the.
Room, Yeah. Yeah, but to your, but to your
(13:27):
point, you know, we've had, we've had conversations like
this with a lot of people, not necessarily just in in this
environment on the podcast. But I mean, it makes complete
sense to me. When you're, you're younger
growing up and you have this eyefor design and real estate and
you have this kind of passion that you haven't explored yet.
When you actually go and, and enter the industry, your
(13:48):
interactions with people are probably just very authentic.
So you have a passion. You're not just there to make a
dollar. Obviously that's important, but
you have a passion for it and sothat's what they that's what
they feel, which is why they feel comfortable transacting
with you. I tell people it's that feeling
because I was, I was a blue collar worker for 13 years.
So I bought my own house and coming from my background, like
(14:09):
I was a single mom, like we grewup and like living with family,
like she's poor, like we grew up, does not have a lot of
money. She's held three jobs by
herself. So like to me, I've only seen
work ethic. I've only seen hard work and and
love and family because she comehome from work and it's just
she's all about us. That's awesome.
So that's what I grew up seeing.And then when I was a blue
(14:29):
collar guy, when I was felt likemy life hit a wall.
I would remember just pulling upto my house and looking at it
and like, dude, this is mine. Like no one could take that away
from me. Like it was that feeling inside.
So when I came into real estate,it's more like I want people to
feel that like this is what realestate is to me.
It's not my aunt made 300K last year.
Now I want to get a license. It's it's that other part of it
like I actually changed my life.I felt because I'm, I grew up in
(14:53):
apartments my whole life and nowlike this is mine.
I live in Gilbert, AZ and what Ibought at the downside of the
market, I bought it when the market was tanked at like 125.
That thing sold for 450 later on.
It's awesome. Yeah, but that's like, damn, I'm
not an investor. I'm.
I'm not. I own a house as a blue collar
worker. So that's what I want to try to,
like, instill into other people too.
(15:14):
Yeah, yeah, it's not always about.
I mean, yes, you want to supportyour family and you want to have
a great living, but you also, you're rewarded by, you know
what, what you do day in and dayout.
So, yeah, I mean, I think that everyone has their reason for
real estate, you know, and sometimes it's I want to work
(15:34):
part time and sit, you know, andwork less.
But yeah, that's obviously not the real reality of real estate
as we all know. But but often it's, you know, I
mean, there's nothing more rewarding than bringing people
together, you know, to start a family in their home and and for
(15:55):
no more a new chapter in general.
So, yeah, I really, I really love that about you.
I think we should address the elephant in the room.
What is that? We talked a little bit about
tattoos. Oh, yes.
But, you know, Justin has a lot of tattoos.
Yeah. So talk to us about, you know,
(16:15):
that expression for yourself and, and what are some
challenges that you've experienced because of that
expression and and passion. So there's like 2 moments that
stick out for me. Big was one time at Pepsi.
I remember I was one of their top drivers and yes, because I'm
a hard worker, but also I fearedlosing that job because I was
like, if I ever lose this job, who else would hire me?
(16:37):
I had that always in my head when people are like, oh, your
tattoos, like I, I know what I look like too.
So I try to like live my life knowing, dude, if you lose this
job, it's not going to be like everyone's just going to be
running, lining up to hire you, even though you have good work
ethic. So having that, that job, there
was one time where the whole head of the southwest of Pepsi
was there and a guy that I didn't think liked me, he was
(16:58):
one of the boss. He was one of the driver
supervisors. I overheard a conversation was
like, damn, we got that guy working for us because he had
just saw me and saw the head tattoos and all that.
And he was just shocked. He's like, we have something
like that working for us. And that guy who I didn't think
liked me, I heard him say like, yeah, but if you get rid of him,
you got to hire three people to replace him.
And that like that moment, like I remember that sticking to me.
(17:19):
Like, damn, it doesn't matter what I look like.
Like my work ethic will always stick out to to people more than
that, right? So I thought coming into real
estate, I was like, if characterand your work ethic will stick
out more than your look. And I'm only targeting them a
certain audience. Like I don't need everybody.
Everyone thinks they need everybody.
Like the same people that don't want to work with me.
Like I know people that don't want to work with you.
(17:39):
Like I know people that don't want to work with that hot woman
who's in the high heels and short skirts.
Because. She's jealous that her husband
might want to look at her. I know the older, the younger
crowd that might not want to work with a 60 year veteran
agent just because they don't have the same like the interest.
Yeah, there's someone for everyone.
So I don't need to go get everybody.
I just need my pie. So there was a second one that
(17:59):
sticks out was when I was driving a semi.
I was like one of the worst daysat work.
I was going through a divorce. So it was, it was like 120°
outside. My AC was out in my truck.
I used to grab a separate work shirt because I'd swept through
my first one and just stink after a while.
So I'd have a second shirt and Iremember sitting on the freeway
and I'd see a billboard and it said the tattooed lawyer and his
name is Byron Brown. I end up doing a podcast with
him. But when I saw that billboard, I
(18:21):
was like, damn, the tattooed lawyer, that's who I would work
with. And I just.
Said that to myself, but six years later I'm going through
another divorce situation where I'm like I shouldn't even got
the first one. I shouldn't even be getting the
second one. We like we sit on the couch
together filling out paper like that's not supposed to happen
right And I'm like I'm doing it all because of the mental health
and because I'm not healthy and I remember seeing that billboard
(18:42):
and that's that was the second part of me sign up for school
was like, I saw this dude build a huge law firm from his tattoo
lawyer like he would just wear sleeveless tuxedo.
He had a huge gavel like that was his marketing.
So I was like, if you can get people that work with him in
that kind of professional industry, you're like, why can't
I do the same thing in real estate?
So I literally just went from the tattooed lawyer to the
(19:03):
tattooed realtor and went to school.
So those are the two moments that that stuck out to me.
He was like, yeah, I have this look, that's not going to get
everybody, but I'm going for well and I think.
I think anyone that has a conversation with you, which you
know it, I mean, that's authentic, right?
Like that's how you authentically connect with
(19:24):
someone. And I think anyone that has a
conversation with you is like, wow, he's such a great guy.
You know, like he's, he's real, he's smart, he knows his stuff,
like, as you said, work ethic. So, you know, I think there,
there's something to be said about that.
Like, yes, you're going to have your niche, but but also anyone
(19:44):
that is open to. That's why I called you a teddy
bear. Like, you know, we it's one of
those things where like we used to have Justin around when we
were like going to the clubs in our early 20s, but really like,
you know, it, it was all a show.Like we knew that he's like the
nicest guy there is and. And so, yeah, I think, I think
(20:07):
if you give any, you know, if ifyou get the opportunity to, you
know, be yourself, people connect with you right away, you
know? You could be the best real
estate agent in the world, but at the end of the day, someone
has to like you to transact withyou.
And that's, I think we, we touched on a little bit when we
were talking about social media yesterday and I was like, I'm
not a social media realtor as inlike, I don't think people are
(20:31):
going to follow me because I'm arealtor.
I think no one cares about Realtors in real life.
Like I think my following is Realtors.
So I have to push content towards Realtors.
But in an overall like consumer aspect, I don't think any agent
or anyone cares about me. And I always had that in my head
as like, no one really cares about you.
How do you get them to like you?So when I do real estate videos,
I just, I do the goofy stuff. I try to get them to like me,
(20:54):
not like real estate. And I think that's the the end.
A lot of agents are missing on social medias.
They're trying to get them to like real estate.
And in normal consumer world, you got 1000 followers.
Maybe less than 1% of those people are actually actively
trying to buy and sell right now.
So how do you keep their attention for a year until
they're actually ready, right? And they have to get them to
fall in love with you. So I think that's what I try to
(21:16):
teach agents on social media is like, you have to become the
business. Not you're not a realtor.
You're you're Justin Mercer PLLCtrying to get people.
In your, you're kind of breakingdown those barriers, those walls
where, you know, you're showing who you are, whether, you know,
as you said, some people are going to like it, some people
are not going to like it. But you're, you're providing
(21:37):
your true self to, you know, the, the social media community.
And I think for, for you in particular, it's it that is what
has helped you so much in my opinion, because as we said,
like all you have to do is have a conversation.
And no, but you know, if you're closed off to that conversation,
(21:59):
like how do you have more of those conversations?
It's social media, you know, So,yeah.
Yeah, I think it's, it's to me, it makes a lot of sense because
I, I go back when I talk about, you know, building a business,
people transact with companies or individuals that they trust
and understand. So I think value creation starts
(22:20):
with trust and understanding. If, if, if a consumer trusts the
business or the person and they understand the value
proposition, why wouldn't they do business with that
organization or person, right. And, and you can't establish
trust if you're not authentic. And so you know that that and,
and, and I try to break down this whole like, you know,
(22:41):
stigma around Realtors. I'm not a real estate.
Agent he does he he he always like, you know, he's always
pushing that people that there'snot a stigma, but I'm like.
There's I, I think it, I think it, I think it's most, most of
the time it's agents inside of the business that think there's
a stigma. And some of it is that there's,
you know, in California today there's 500,000 real estate
(23:01):
agents, right? So everyone knows somebody that
has a license and to your point,you know what, what you've got
to do is stay forefront and, andhave that customer like you and
understand why they would chooseto do business with you.
Because when it is time to transact, we, you know, that's
called the lead cycle, right? It could be one year, it could
be 10 years by the time they're ready to transact.
(23:23):
But if you're not relevant and they're not thinking about you,
they'll go with whoever is at that moment that they trust and
understand. And so it's, but to me, it makes
complete sense why you've had the success you've had because
you're just authentically who you are.
Well. I kind of equate it to when I
was a kid. IA lot of stuff goes back to
just thinking like a consumer, thinking like what trying to
(23:46):
think like everybody else is thinking helps me in business
because when I grew up I was like how do I know 5 lawyers
phone numbers off the top of my house like Goldenberg and
Osbourne Lerner rose the way to go.
Call 977-1900. I could spit off 5 lawyers phone
numbers right now or when I got engaged and went to Shenko,
which is a mile South of Bell Road on Saucer on Tacoma
Openings Week deals at 8:00 Saturday Sunday till 5 on
(24:06):
long@shenko.com. I could spit the whole
commercial from you since I was five years.
Old. And I thought, real estate,
who's been that real estate namein Arizona?
I don't know any Realtors when Iwas in a realtor.
So I was like, I was trying to be the Billboard.
So that's why I billboards everytime I was like, I, you don't
have to be the best. You have to get, it's like you
go to Target, there's a $5 shirtor there's a Supreme shirt for
(24:29):
50. Like why are people still buying
the Supreme shirts for 50? Like it's a social cred too,
like if you're wearing brands. So I was like, I think becoming
a brand in real estate would help me stick out.
I mean, it did. It was like, it was like I was
just trying to be that one recognizable name that you go to
because you do know 5 agents. But I knew 5 agents too when I
used the hot girl at the gym, right.
So go back to like, how did I choose my agent?
(24:51):
I chose the hot girl at the gym.Why did I choose the hot girl at
the gym? At the time I was single and I
was like, damn, she's always wearing a real estate shirt.
Let me go have a conversation with her after closing my home
after being in real estate. When I went back and looked up
her number, she sold three houses that year, right?
But I was like, not to say she didn't know what she was doing.
She knew exactly what she was doing, but that's what got my
attention. So I didn't have to be when I
(25:12):
came in, I was like, I don't have to be different.
Like I, I already picked someonethat was different.
So like, I just have to be the hot girl at the gym to everybody
else online, right? So that's how I kind of like
started my marketing was just like trying to get people.
'S attention. Like how do I get, and to go
back on that, I looked at peoplethat I knew that were agents
when I bought my house and I waslike, why didn't I use them?
(25:33):
Like they didn't get my attention.
So I went to their page when I bought my house, I was like,
there's someone just listed justsold.
Some people weren't even postingabout real estate whatsoever.
Because I'm like, how do you guys expect me to like come to
you like as a consumer, right? So that's when I teach social
media. I just teach being top of mind,
being assistant and top of mind.So you're that person that
sticks out. Yeah.
(25:53):
I mean, I think that's the, the same with every business.
And that's what we, we talked about like, you know, that
stigma in real estate, you know,agents, they, I think they self
impose that stigma. You know, the, the, the reality
is value is created when the lead is generated right in, in,
in a real estate transaction. I mean, there are 500,000 agents
(26:14):
in California. I'm, I'm confident that half of
those agents could transact smoothly to represent their
buyer or seller in a way that you know, is above board, right?
250. Maybe it's more than that, maybe
it's, maybe it's 6070%, but I would, I would venture to say
that like 2% of agents are actually good at going out and
(26:36):
generating leads and interest togrow their business, which is
why that Pareto effect exists where, you know, 5% of agents in
California do 70% of the business, right.
So, but, but the value isn't created in like understanding
all the nuances of the contract.The value isn't, is created by
generating the lead and getting the person to trust and like you
and, and having that authentic, you know, brand around you is,
(26:59):
is how you do it. And that's where I think that's,
you know, that's where most agents get stuck.
You know, they, they think, oh, you know, I'm I'm not good
enough or I'm not going to be different or you know, but they
get in their own way and they don't take the step.
So they think like agent's not like a business, like you guys
give yourself as the CEO of yourcompany instead of just kind of
thinking narrow minded is like I'm just a real estate agent.
Yeah, you're ACEO like you got to grow your business and how do
(27:21):
you do that? Yeah, we've talked about that
quite a bit. I think, you know, most agents
coming in, they're not, you know, some don't even have
corporate experience or, you know, haven't worked a corporate
job to to even kind of understand the way that that
business works. So we often come across where
(27:42):
agents don't treat it like a business, which is, you know,
one of my passions when I and you know, we haven't even really
caught up, but one of my passions with, you know, forming
mentorical and, and even the brokerage in general is to help
people create businesses insteadof, you know, just plugging
along, doing the onesie twosies,helping friends and family.
(28:04):
Like no, there is such an opportunity here with the right
training and and really the right support.
It's it's limitless what you cando.
So, OK, we have to talk about our real estate story and then I
want to I want to close with what the future looks like here
in California. And, and really that story like
(28:28):
how did that happen? You're just wake up one day or
so we'll get there. But Paul is going to read us a
real estate story that's submitted by our listeners.
His expressions are usually and in the way he reads the stories
are on high demand. So he's going to go through it
(28:48):
and yeah, we'll see a. Little bit of pressure.
See what it is this week? OK.
So on this week's segment of Homes Gone Wild, so for new
listeners, Realty Talk, we have a segment Homes Gone Wild.
Anybody, you could be a buyer, seller, agent, broker, lawyer,
anybody can submit a story. The team, Junior and Sierra pick
(29:13):
the best story. I don't know if you pick the
best one or just the one that you think is going to make me
look the silliest one. Yeah, but they pick a story and
I read it. I haven't read it yet, so this
would be the first time. So on this episode of Home Has
Gone Wild, here we go. We actually have the detail
down. Below we have the realtor's name
so. Here's the craziest house I've
(29:35):
been in. I was touring a home in Hayward
with a client who was a flipper.There weren't any photos online
for the listing so I didn't knowwhat to expect.
When we got there I noticed thiswas basically a hoarders house.
I know what basically a. Hoarders house means.
Give me the razor. No big deal.
(29:55):
I've seen it before. Of course, as the owner finished
walking us around the main level, she said.
Oh, I have to show you this grace of this great basement
space we finished a few years ago.
We head down to the basement which is actually pretty nice
and clean. There's a large TV, couch, bar.
The owner says this isn't all ofit, follow me.
(30:16):
She takes us around the corner to a space that was basically
dug into the foundation. It's a full on sex dungeon with
whips, straps, hanging restraints and more.
The owner seemed to really enjoythe looks on our faces.
My clients, on the other hand, did not make an offer.
They asked why not? Did it come?
Did it come with too many restraints from realtor Felicia
(30:41):
Mars or Mars? So this must be Hayward, CA.
Although, yeah, it's got to be Hayward, CA.
Most California homes don't havebasements.
Yeah, yeah. Maybe up in maybe.
Maybe Hayward. Maybe.
OK. So this is an interesting one.
OK. Did the house sell Number one?
Who bought it? It definitely sold.
(31:04):
And yeah, I mean, you know, is that the craziest?
I don't know. I feel we've all seen.
I think there's like. Here than the sex dungeon.
Isn't there a TV show with somebody that like goes and
creates that for people now? I think there is.
I don't know, create sex dungeon.
Why would you be OK with half the OR the hoarder home but not
the sex dungeon It's. Very weird.
(31:25):
Yeah, yeah, fix that. You can fix that.
Exactly. Yeah, that's very odd.
Or if you're a flipper, I think that's who you need to have the
conversation with. They may have walked away from a
steal. I will.
So I will share a brief story. We'll have to come back to it in
another episode, but we just purchased a house in South LA
County, is what I'll say. OK, Right.
And our team, so our, our internal process when we buy it
(31:48):
and fix up and sell houses is acquisitions will look at the
property, write an offer, they'll go and inspect it and
then they'll designate this scope of work, whatever we're
going to do to, you know, sell the house once we're fixing it
up basically. But they'll validate that scope
of work, the construction items with our project manager.
So generally our acquisition agent and our project manager
(32:10):
will walk the property together before we close.
That happened in this scenario, but they didn't go into this
kind of downstairs. I think they call it like a
California cellar, which is basically it's a home built into
the hillside and there's a part,you know, garage and then
there's staircase up to the house.
But behind there's a there's a door and some of the, you know,
(32:33):
like your plumbing's underneath there.
It's kind of like a partially raised foundation.
So it's it's a dirt floor and then this specific seller, I
guess was using it for storage. So during the initial
walkthrough, they opened that door to the California storage
area or whatever. They just saw a bunch of boxes
and shit and then and then laughed.
They're like no big deal. You know, this is just part of
(32:54):
our demo. But usually right after close,
our project manager will walk the property again and go really
fine tooth to understand, you know what it is going to entail
to get everything cleaned out. So we already own this house and
she, this specific project manager calls me and she's like,
hey, I've got something really bizarre to tell you about this
house. We go into this California
(33:17):
cellar and we start moving things around.
In the back corner there was like a full on room that was
built on the dirt. There's a twin bed and there's
like a night stand with ATV on it.
And there's hundreds of OJ Simpson tapes and files on the
OJ case, like hundreds and hundreds and hundreds of files.
(33:39):
She's like, I, I got really weirded out and I left like, I
don't know, I don't know how much this is going to take to
get all demoed out. And I don't even know if I feel
comfortable like clearing it allout.
Do we need to call the police? I'm like, no, it's just like,
probably somebody interested in the case.
But then after later that night,I'm like, oh, fuck, maybe OJ was
living there. Like, did you find the glove?
(33:59):
Was OJ living in this Californiabasement watching his his case
on TV for years? And.
Years and years, yeah. And it was we, we own that house
currently. I'm not going to give you the
address. It'll be a fun story when you do
some social media there in the future.
Justin's eyes are already lit uplike.
Yeah, yes. Yes, yes, yes.
(34:22):
You never know. Yeah, I feel that is probably
weirder than a sex dungeon. Pretty PC, Yeah, pretty PC
quarter situations. Quarter sex dungeon combo but
like like that one to me is a little.
Strange when you if you had to list that house and it was
normal, would you put pictures of the sex dungeon in the MLS?
I think you have to. I was.
(34:42):
Gonna say would you though? I think I would do an inner
equity. I think I would do an inner
equity deal or I would I would have that fixed up and maybe
convert it into something else. So for our listeners.
Because I don't want to pigeonhole myself with that sex
dungeon, you know? So for our listeners, an inner
equity deal is it's a, it's a product that we have at our
(35:06):
brokerage agents could offer their seller the ability for our
business to put up the cash. We'll perform a light
renovation. So we'll delete the Distex
dungeon, I guess if you will. And then, and then we'll sell
the property and, and then, and then, you know, there's no money
out of the the client's pocket and we get repaid through
(35:26):
escrow. I don't know.
I think that one's a mistake. I think you leave it.
I think you really lean into it.I don't know, I don't know.
I, I would really have to see the full picture because I, I'm
big on, you know, I don't want to only appeal to 5% of buyers.
I mean, maybe it's more I. Think you'd be surprised?
Maybe it's 50%. Yes.
Maybe that's what they want, I don't know, but.
(35:49):
Well, that's a great. Question, what about you?
What? I mean, you'd keep it for sure.
Yeah, yeah, yeah, yeah. It's like that's it.
That's change. Regardless.
Yeah, yeah. There's no such thing as bad PR.
That's right, Right. So on a listing, maybe there's
not. I don't know there is when we
pick apart some of these houses on yeah, rate my listing.
So OK with that because I know we're we're getting close to
(36:11):
time, but I want to, I want to talk about the future for you
because super exciting to have you here just in California in
general. But talk to us about what that
decision looked like too, because you have a successful
business in Arizona already selling real estate and and now
(36:32):
we're moving into California. So what does that expansion look
like for you? And is there anything that
you're afraid of coming into? Kind of like the market starting
over like but with the knowledgeI had in Arizona.
So the good and bad part about my position in Arizona, like
when I was doing the billboards commercials, radio is a lot of
agents don't do that stuff. So I was getting intermixed with
(36:53):
a lot of agents that are very, very good at what they do mixed
with my whack knowledge of marketing and, and everyone came
to me as a marketer, as a brander when I, I, I'm a truck
driver. Like that's why I try to get to
people. I'm like, I don't know this side
a lot. Like I knew how to get attention
and I knew how to like mold thatattention, but I was stuck like
trying to catch up to everybody.Like, oh, this person does this,
(37:15):
I got to do this, this person does this, I got to do this.
And then I got, I lost track. Like I started a team two years
in, I didn't want to, but I had five people that like, wanted me
to. So I kind of felt pressured into
it. And then I realized like I'm not
a good team lead right now just because I don't know what I'm
doing. I don't have ACRM, we see that.
So often where it's like, it feels like that's the next step.
(37:36):
And sometimes you need it because you're busy And so you
want to, you know, have other people helping, but but then you
know, you're you're in a position where you're unable to
provide the leadership that theyneed because you're still
figuring it out. But I went to.
USP and I was a recruiter for a little bit and like I'm like,
this is not my I don't like thisbecause it's getting back from
real estate. So All in all, it's just like I
(37:58):
wasn't happy and then cut like Iwas a teacher beforehand.
Like kids are like my weak, my strong suit, my weak suit.
Like I I get really soft heartedwith kids, Right?
Yeah, I'm kidding. Fair.
Maybe some might say I. Don't know.
Well, you know, Paul, like this side of going to cash side, like
I'm going to these cash buy and I'm walking in the house is
where I want to strangle the dad.
Yeah. I'm like, why do your kids live
like this? Yeah.
(38:19):
And I would get pissed off at homeowners.
Like I'm walking in trying to buy this guy's house and I'm
like, I don't want to buy your house.
I know what you're gonna do withthe money.
Yeah. And yeah, now I'm competing
against there's twenty other companies who are lying to
everybody saying, oh, we'll giveyou this and they walk them
back. And it just got like a really
bad taste in my mouth for like the real estate I was doing.
Like I got half investment side and then this other marketing
(38:39):
side where the billboards will bring in 20 people.
But then you're getting not yourtime wasted, but you're just
trying to sift through everything.
And like, I just want to come out here and live more.
Like I got into real estate because I wanted to live like I
don't want to have that job where I feel like it's a job.
I want to enjoy it. So coming to California is like,
this is the place that brings mepeace.
Like I've always had peace out here.
(39:00):
I've never been an ocean guy, but the ocean brings me peace.
And I want to do more like the luxury because I'm like, I think
my marketing and what I'm tryingto do would stick out more.
Like I can get attention on these places or I can I can
treat these people as if I'm notlike a normal luxury agent
selling 20 houses. Like I want to focus on smaller,
higher priced houses and live like enjoy life and enjoy what I
(39:23):
do again. So that's what I'm coming out
here mainly to No more noise andjust get to work.
It's awesome. Well, I think you are at the
right place, that's for sure. You know, and, and I think I, I
commend you for making that jumpbecause I know I, I actually
(39:44):
don't know a lot of people that would, you know, have a have
business going and be, you know,maybe comfortable in where
they're at with their finances and with their day-to-day and
wake up and say, you know, I want better.
I want better for myself. I want better for my life.
Life and I know real estate, I know I can do this and I'm going
(40:06):
to take the show on the road andand be in a place where I'm
content, you know, so I'm I'm really proud of you for doing
that. I'm really happy to have you
here. And I think, you know, you have
have learned so much and I know you give back to to agents, you
provide back to agents support as well.
So, you know, just looking forward to really kicking things
(40:27):
off for you here because it is possible.
And I think you're an inspiration to so many people
that maybe have told themselves or given them a given themselves
an excuse of why they can't. And you're a really good example
of it doesn't matter like you can, you actually can't.
If I can give the advice agents at before the end of it is like
(40:49):
I'm not special. Like I like I said, I was, I
didn't know marketing as a truckdriver, like I have that
mentality where you're just an average Joe.
But I hope you guys realize likereal estate, it's just a
blueprint, like you're a blueprint of a business like me
restarting over here, like I learned the blueprint from all
the failures over here. So if you're at a place in your
business right now where you're failed or you think my business
know what and I used to be like,sometimes you just need to start
(41:10):
over, like refocus your direction, like what do you want
with your life before you try tofigure out what you want with
your business. Yeah, yeah, I mean, I, I think
what I would say, I, I, I disagree with a lot of things
you said because what you're saying is you don't know
marketing or you were just a truck driver or, you know, the,
(41:32):
the, in your past there was whatI'm hearing you say is there
were some self limiting beliefs.And the first time I met you, we
had 45 minutes on the calendar and I text, I text everyone and
I think we spent 4 hours together.
And I think that, you know, I'm not just stroking your ego.
(41:53):
I think I'm just trying to be very factual.
I think that you're an incredibly intelligent marketer
and I think that the reason you see, the success you see and,
and the success that you're about to experience here is just
a tremendous amount of hard workand determination.
And I think you have this ability to connect with people
(42:13):
in a way where they just, they understand that the relationship
is genuine and you're going to tell the truth.
You, you know, you tell the truth the way it is.
You call the shots the way they are.
And that's what people want. They don't, you know, that,
that, that, you know, hot girl in high heels or that, you know,
buff guy with, you know, a oily chest or whatever.
Like those are the, those are the real estate agents that
(42:35):
people see on, on, you know, in cards and in magazines and stuff
here in California. And nobody wants to do business
with those people deep down inside.
They don't want to do business with that person.
The only reason they sometimes do is because that person is
transacted in their neighborhoodand gotten a good result for
somebody else. But, you know, I just I'm really
fired up for your future becauseI think that you're going to
(42:57):
just absolutely crush it in thismarket.
And I think what you've done is just incredibly inspiring.
Like, you know, you're a you're a force to be reckoned with.
Yeah. And I mean, the way you talk
about your family and what you want to create for other people,
like, I mean, to me, 60% of homeowners or 60% of Americans
own a home. And so your vision of, of
(43:18):
creating that opportunity for somebody to drive into the
driveway and say, I own this. I mean, there's 40% of Americans
that we can go and do that for. And that that is like an
incredible gift. Not only are you creating
ownership, you're also opening up this opportunity to create
value and have, you know, the appreciation of equity.
And so it's just, I mean, I think if, if like you've said,
(43:39):
if you take that approach, it's going to be just, you know, it's
going to be incredible. And I can't wait to, to
participate in any way you, you allow us to.
Thank you. Yeah, glad we all connected.
Again. I knew after talking to you guys
the first time. I didn't.
I didn't interview anyone in California I knew first day.
Awesome. Yeah, I love it.
I know where I'm going. Yeah, yeah, when it's a good
fit. I mean, we love working with
(44:00):
good people, so. I have one more thing I have to
say. OK.
Do you have tattoos? I do not have any tattoos.
No tattoos have tattoos. I have no tattoos.
Really. None.
We. Have.
To like make a dare or somethinglike, yeah, I could do a certain
amount of production or something.
That's where I was headed. A small one.
Yeah, I'll give you a small. One.
Yeah, that's where I was headed.Yeah, Alright.
Well, we'll check back on the next episode for that.
(44:20):
I'm nervous now. Bye.
Then yeah, I'm nervous, but I'm good.
I'll do it. OK.
All right, see you next time on Realty Talk.
If you have not hit the subscribe button, please do.
It helps us out a lot. Tell everybody about the the
episodes and please submit your stories for Homes Gone Wild.
We'll see you next week. See ya.
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