February 7, 2024 • 62 mins
Tune in to hear from a domain broker with a track record of selling million-dollar domains like Bunny.com, Ollie.com, Pin.com, Anatomy.com, Spill.com, and many more. Join Saw.com's Brooke as she shares her experiences overcoming the toughest objections in the domain industry.
Discover what it's like working with us for over a decade—and yes, poor gal indeed! Follow her on LinkedIn: https://www.linkedin.com/in/brookehernandez/
About Saw.com
We’re passionate about digital assets here at Saw.com. It’s our mission to create a transparent environment where you know what’s happening with every step of your domain sale or acquisition (and secure the best possible price!)
About Jeffrey:
Jeffrey M. Gabriel is the founder of Saw.com, a boutique brokerage that specializes in acquiring, selling, and appraising domains. With over 14 years of experience in the domain industry, Jeffrey has a proven track record of closing multimillion-dollar deals and delivering exceptional value to his clients.
Jeffrey's core competencies include remote team management, online marketing, and strategy. He is passionate about helping businesses and individuals achieve their online goals and dreams. He has been involved in some of the most notable domain sales in history, such as Ai.com, Sex.com, and Poker.org. He is also a Guinness World Record holder and a frequent speaker and writer on domain-related topics.
Follow us on social media:
Facebook: https://www.facebook.com/sawcom/
LinkedIn: https://www.linkedin.com/company/saw-com/
Twitter: https://twitter.com/sawsells
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:07):
Today on the uncomfortable podcast we have
sawcom domain broker BrookeHernandez, who's been part of
tens of millions of dollars indomain sales and has been in the
domain industry for over 10years, and her story of making
(00:28):
her way in the domain industryfrom domain advisors to
Uniretistry to sawcom.
We cover the top objectionsbrokers receive and how she
responds to them.
I don't need it, it's only niceto have.
I'll just register a cheapdomain and SEO the heck out of
it.
This is a good one and I hopeyou enjoy it.
Comments requests.
Send us an email to buzz atsawcom and listen to us on Apple
(00:51):
Podcasts, spotify and all themajor outlets.
Thanks for listening.
All right Reporting live fromthe frozen tundra of Tampa,
(01:15):
florida.
Today I give you broker BrookeHernandez of sawcom, domain
broker with over a decade ofdomain industry experience, tens
of millions of dollars intransactions.
Brooke is known for some ofthese sales bunnycom, fewcom,
(01:36):
pincom, anatomycom, spillcom andpastacom.
That's an old one, right,brooke?
Oververse mortgages might evenbe older.
Reverse mortgages.
Speaker 2 (01:48):
That's even older.
Speaker 1 (01:50):
Mortgages.
And what?
Cottoncom was another one yousold.
Speaker 2 (01:55):
Way long ago.
Speaker 1 (01:57):
Brooke has been stuck working with me for a majority
of over that decade, throughthick and thin, and thin and
thick.
So, broker Brooke, how are wedoing today?
Speaker 2 (02:09):
Doing good.
Doing good.
Thank you for aging me evenfurther than I already feel by
saying 10 plus years.
Speaker 1 (02:18):
Yeah.
So what I like to do with allof our go ahead?
No, so what I like to do withall of our guests is hear a
little bit about your backgroundand how you got into the
business.
So why don't you fill everybodyin a little bit of your
experience and what you're doingbefore, the domain industry and
how it sucked you in?
Speaker 2 (02:39):
So before I was a commercial real estate broker, I
grew up in the commercial realestate world.
My dad was a developer.
I was looking to, hopefully,after I was five years of being
a commercial real estate broker,I was going to try and be a
developer.
And then life took a hard turnand the 2008 market crash and I
(03:04):
was talking to my dad and I wasit was right before I almost
even got like a plot of propertyto do it and he like looked me
dead in the eye and he's likeyou've got to figure something
out because we don't know howlong this is going to last.
So at that point we also ownedCraig and I my husband also
(03:25):
owned a commercial real estate,a commercial landscaping company
, so we thought we'd take apause and go to a Costa Rica,
figure things out.
Came back to the US and wasintroduced through a family
friend domain advisors andthat's when I met you and Tessa
(03:46):
Holcomb and that you werelooking for someone to kind of
go into sales.
Even previous that, prior evengetting to know you guys, I
worked for a hot second as aaviation headset sales manager
and was doing that which youknow, which is really funny.
Last week we had to go back toArizona for our friend's funeral
(04:10):
and the boys got to go in thecockpit and it was actually like
I was able to talk to the pilotabout their heads, which was
just a one off like, oh I'm so,so fun of these, so it was just
kind of funny.
But yeah, and then I wasintroduced to the wonderful
world of the domain industry,which has been a very fun and
(04:32):
great business to be in so far,do you?
Speaker 1 (04:35):
say so far?
Do you remember when oh, togive some people some background
Holcomb and I worked togetherat CEDO for a number of years
and then Tessa left first andstarted her own thing, and then
I ended up leaving and wedecided to start a business
together with Greg McNair, andthen Tessa brought Brooke in as
(05:01):
a sales person for us at DomainAdvisors and then I was helping
to teach her, along with Tessa,about the business and I used to
call Brooke and say remember Iused to call you out of the blue
and just be like oh hey, I'mready to buy that domain.
How about you tell me about theF-Roll practice?
Speaker 2 (05:18):
Yes, so for both of us.
Speaker 1 (05:23):
yeah, so both for both of us in sales, though and
I think we both agree is thatone of the most important parts
is when you get that yes, buyeris being able to make them feel
comfortable with what happensnext.
So what happens next is one ofthe options is to use a company
like Escrowcom or Escrowdomains,and then going through the
steps and the transfer processand those things.
(05:43):
So I remember doing that withyou quite often.
Speaker 2 (05:50):
And you always seem to have called the moment,
because I've always worked fromhome and you would always call
like the one moment I decidedthat I wanted to catch like a
breath of fresh air and walkaround the block.
So it was not even like I wasable to be in like my sitting
area and like all prepped in myoffice mode.
It was like literally on thefly, because that's when we have
(06:13):
also the round Robin phones attimes.
So you didn't know who wascalling when or what.
But yeah, I remember that itwas very interesting it was.
It showed me how the industryis to be, to say just like on,
how everything's on the fly,like I even remember at domain
(06:36):
name sales when that was goingup and we had the app going and
like Vern called and I was inSan Francisco and I was supposed
to test it and it was just likeI got a deal about how 5k deals
sitting at a San Franciscobaseball game.
So they complained about that.
Speaker 1 (06:56):
But to give people some of a bit of a background.
So we had domain advisors whichwe ended up renaming to
igloocom.
When Brooke was working there,one of our customers was Frank
Schilling and Frank put our mainbrokerage's phone number on all
of the domain names that he hadall 360,000 of those domains
(07:18):
and so when people wanted aprice or if they were looking
for a refund on their t-shirt,they bought because they were
confused or don't really need acall, calling or anything else
under the sun.
They would call our company andthey would get somebody like
Brooke, and what had also was anapp that we would communicate
with Vern, who was Frank's righthand man, or directly with
(07:41):
Frank, where we could eitherlook up quick pricing so you
could get an inbound lead, youpick up the phone and we got the
price and we could give it tothe buyer, and then you would
negotiate with them right thenand there, because we knew that
would be okay if we coulddiscount like 20 or 30% at our
own discretion and sell the name.
Or you were dealing with someonecalling back and saying,
(08:04):
alright, I thought about it,here's my offer, right as well,
plus all the other names that wehad to sell.
So, and mixed into that, Iwould call and then Brooke would
answer and then I would pretendto be a buyer and then have her
explain to me differentprocesses and things like that,
which her and the othercolleagues of hers got really
(08:24):
tired of really fast and theobjections you would call in and
you would ask, like we'd say,oh well, this is the price.
Speaker 2 (08:34):
And then you'd be like oh well, I don't know if I
even want it why.
And then you would make allthese it was like a 10 or
something.
Speaker 1 (08:43):
You guys didn't even know it was me, with my voice.
Speaker 2 (08:46):
No, no, I had no idea it was you, because I didn't.
I never, I mean I really fromworking with you.
I think it was the first time Iwent to one of the conferences,
which was in California.
It was in California.
Speaker 1 (09:03):
The Fremont Hotel.
I remember yeah.
Speaker 2 (09:05):
That was the first time, yeah, yeah, so you could
have completely continued thatand I would have never have
known.
Speaker 1 (09:13):
But I would have to try it again.
Speaker 2 (09:16):
It's dead.
Speaker 1 (09:19):
So from there we worked together at Domain
Advisors for a couple of yearsand then the opportunity because
we were working on so to giveyou a little bit more of a
background was we launchedDomain Advisors.
Frank was using our brokerageto sell his names.
We were obviously attractingother customers, helping to do
acquisitions or doing outboundsales on some real premium names
(09:41):
Reverse mortgages, when wementioned before was an outbound
sale that you did yourself whenwe were together at Domain
Advisors.
It was Frank's.
And then during that time,parking was going down.
Frank was realizing that inorder to maintain his revenue,
he needed to start selling a lotmore names and so he started to
(10:02):
build.
Actually, I know for a factthey tried to do a deal with
Salesforce to use them to builda CRM, but the amount of money
they would have charged tocustomize it, he said I could
just build my own.
So him myself, vern and a guynamed Roy we worked together to
start and Dan Adamson I was juststarting to work there.
(10:23):
We're talking about the perfectkind of CRM that we could build
for his personal situation andpotentially for others.
And then I remember he launchedInternet traffic, which was
just parking.
So everyone started parkingtheir names with him.
And then, uh, he added on domainname sales, which we worked on
(10:45):
building a CRM.
That was really just designselling domain names, right and
based on inbound, inbound leads.
And so then what ended uphappening is we got to use the
CRM as a sales team, right, andthen we started working with
some of the parking clients thatFrank had using that CRM.
(11:06):
Then, uh, frank was like hey,you know, you've done really
good for me over at withoutbrook, knowing you've done
really good for me over atdomain names sales, like why
don't you leave there and comein and join me and start really
getting this brokerage going andreally turning up the volume on
my sales?
(11:27):
So then we made an agreement.
I left state at domain advisorsfor a while, like well, like
probably like six or eightmonths or a year, I don't know.
Later, I can't remember.
Speaker 2 (11:39):
No five.
Speaker 1 (11:43):
So, so a couple of months, and then, um, and then
you called me and you're likehey, you know, can I come and
work for you at uniregistry?
Or wasn't even, you know,registered, even exist, yet it
was domain name sales at thetime.
Speaker 2 (11:55):
No, it's domain name sales is cause.
You saw the writing on the wallthat, even though Frank had his
domains at domain advisors, ifyou're seeing someone create a
whole platform for exactly whatyou're doing and kind of all of
a sudden building it up in thebuilding it up on a different
level, you kind of were like,well, writing seems to be on the
(12:18):
wall of what's going to happenwith a client that I mean he was
one of, I mean he was probablyone of my I mean my main clients
at domain advisors.
I mean you know I would dooutbound on a lot of his domains
and inbound and you know, workon it.
We did portfolio sales atdomain advisors, but he was like
(12:38):
he was my bread and butter, ifthat makes sense.
Speaker 1 (12:43):
Well, I think the thing is is that when you look,
when you look at someone as a orany domain brokerage, is that
it's great to make the big sales, and but someone with a larger
portfolio and does consistentsales is what really like pays
your salary and then the biggersales is kind of like the
bonuses, you know, and if youcan make a couple of big sales
over the course of a year, thatcan really change the outcome of
(13:04):
your year.
And then the smaller sales ofthe 3000, the 5000, 10, $20,000
deals, which Frank did a lot ofmakes, you know, makes it so the
math works when you kind of gothrough those slower times or
when you're trying to work onthe bigger names.
Speaker 2 (13:19):
Right, and it's also I like to, just because I got to
when working, I got to going todomain name sales.
What was great is I got toactually get to know more of the
people in the industry.
Like I knew some of the people,like a handful, which were you
know some of our repeats forportfolios, or you know Gary
turn off and you know Scott Dayand those guys that you always
(13:43):
had someone who's like I want tobuy this domain, can you get it
for me?
And so you knew those guys.
But it was really also great tosee all of these other people
that are out there that havegreat portfolios but you just
they're not.
You know, you don't know ofthem because they're not in the
limelight.
They're kind of just doingtheir own thing and want to kind
(14:04):
of keep going that way.
Speaker 1 (14:06):
So Absolutely so.
From there, you worked atdomain name sales, which then
morphed into uniregistry, forwhat I'd probably say six years
would be my guess.
I was there seven, so I wasthere a little longer than you,
right?
Yeah, so between, or maybeseven, because you lasted, so I
(14:27):
resigned, I left uniregistry andthen you stayed on for how long
?
Like I left in August and thenUntil December, december came
because I think it was you knowI was like I'm not sure.
Speaker 2 (14:43):
It was, yeah, it was after we found out that go daddy
was going to purchaseuniregistry and I think that was
when I was like okay, am Igoing to go, what's the next
step?
If I'm going to go work with godaddy, you know, cause I've been
doing this, what's, what am Igoing to do?
And I think I took likeDecember, if I recall, to just
(15:07):
be like okay, just let me haveDecember and I'll figure out.
And I even told Wade at thattime.
I was like, let me haveDecember, I got to just kind of
figure things out.
And he was like okay.
So I think Wade had a feeling.
Speaker 1 (15:22):
I think Wade had a feeling what was probably
happening, because I rememberthe day that I told the company
that I had given my notice andthat I was, that I was leaving.
I think right after the meeting, my my phone was ringing and it
was you saying wherever you go,I'm coming with you.
Speaker 2 (15:37):
I'm like I don't even know where I'm going.
Speaker 1 (15:40):
I don't even know if I'm even going to be in the
business after this.
I'm not sure what I'm going todo.
But yeah, it was, that was aninteresting decision and he
joined us, the new company,right.
And we go from this robustbuilt up, you know, six years
into a CRM system and hundredsof sellers and a registrar and
(16:05):
domain extensions and all theseplans of like going public and
Christmas parties at the Ritzand Boat Rise and and drinks and
lightning in a bottle and lotsof fun to us with a very basic
CRM, not a whole ton of clients,like really trying to get a
(16:27):
business started.
So why don't you tell us whatthat was kind of like for you?
You know getting wanting this.
Speaker 2 (16:36):
Well, my personality is I've always thought that if
you want something to besuccessful, you have to put the
work into it.
So the one thing is, when Ijoined, I knew that we had two
great people that were at thehelm you and then also Amanda
Walts and I knew that at thattime we've got two people who
(16:58):
came from you know, two in asense different worlds within
the industry but had the samevision, which was, you know, you
kind of went the unregistry wayand Amanda always had like her
book of clients, of repeatclients and you know her big
sales that would take place.
And so I always looked forwardand being like, all right, I'm
(17:20):
going to put in the work, I'mgoing to understand where this
is going and help get thattrajectory.
I really, after being at domainname sales, I really wanted to
kind of change, because everyonein their industry, you know you
work so many years and you kindof get into understanding how
it goes.
I also wanted to kind of expandand do more outbound and more
(17:41):
acquisition for clients, becausethat was also something that
you know we got to do atunregistry, but not on the level
that really peaked, you know Ipeaked my interest on it.
So then coming, it was like allright, here we go and jumped
both feet in and had you know,normal home office.
(18:03):
I was like, okay, let's getthese let's, you know, start
digging into who we're talkingto, what we're selling, and you
know, inbound leads were hereand there.
And then it was more like allright, let's get you know
understanding what our you knowexact mission statement is going
to be for when we're talking tothese companies and how we're
(18:26):
going to actually what you knowagain, what's the brand of our
company, what's our portrayal,what are we?
And that was fun.
That was a really weird time.
It was a very fun time and thenit was a very short high.
That was lived because then Ithink that's what it was.
I think that's when, like sixmonths later, covid hit and that
(18:47):
was like three months yeah.
Three, and that was one of those, you know, oh crap moments.
I, what did, what did I do?
And then, but it kept going andthat was the good thing, is it
just?
I think we had a good group ofpeople on a good group of
(19:08):
clients where it actually justkept rolling, and I think
everyone was scared for a littlebit because we were just like,
you know, not knowing what anyof it meant.
But then who knew, in a weirdway, that it would actually be
more beneficial, because peoplestarted realizing, you know,
they needed that online presencefor their companies.
(19:31):
So it was a very weird time togo from a sure thing and then
have this pandemic happen andthen be like, okay, what is
what's going on?
Speaker 1 (19:43):
So but yeah, I think, yeah, and I think for me in
this business and then likeleaving, you're right and when
we're both at uniregistry,especially towards the end, the
goal was, you know, keeping allof the clients, and especially
Frank, happy with reallyfocusing on the inbound increase
generated by the sales landersand there were certain numbers
(20:05):
and expectations that we'resupposed to meet from Heller
High Water and we still haveclients that are sending us
their inbound leads daily basisand we want to expand that with
our new product we're coming outwith, with our new sales place
and our new sales Very excitedabout that If you do their own
self brokerage very soon, I'mreally excited about it too.
(20:29):
At the same time, be a lot morestrategic and full with buyers
right or pitching names than wecould before.
I mean, I think one of thethings with Uniregistry slash
domain name sales was youcouldn't do outbound in that CRM
.
It wasn't possible, because ifyou try to do an email campaign,
(20:50):
it's going to email the guylike he inquired, so it makes no
sense.
Speaker 2 (20:54):
So there is that.
Speaker 1 (20:56):
You know, the other thing is is putting in a buyer
and a seller into a CRM.
You know a company comes to youand says I want to buy this
domain name, and then you're youhave to follow up with the
buyer and let them know what'shappening with the auction and
is the seller is responded andwhat has he responded with, or
what was the price, or if he'sresponded at all or what you've
done to try to contact theseller.
(21:18):
And how do you put both a buyerand a seller into the
Uniregistry or domain name salesplatform?
You couldn't.
You know, it's just twodifferent things, right?
So we had the able to startagain with kind of a clean slate
.
Our CRM can do that and we cando the outbound and we can do
the inbound stuff.
So you like a lot more morenimble, and I think you said is
(21:41):
that you know you're using kindof different parts of your brain
Rather than Well, that'sexactly I was.
Speaker 2 (21:46):
Yeah, I was just going to say that is, you know,
when you're only doing inbound,your brain is just you know, you
start conditioning it towhenever someone comes in, of
what what's going to happen.
You know, because it's more ofa warm lead, right, you have
someone who's someone, someoneinterested in it.
They're going to be a littleeasier in that sense, but it's
(22:09):
fun to be able to have a clientthat wants to acquire a domain
and you're having to kind of doa little more digging on who the
owner is and kind of work itthat way.
So I like, I like having thatbalance, because it's not,
you're not getting bored, youknow, it's not just a repetitive
day, it's getting to have bothand make it where I think it
(22:32):
makes your mind a little sharper.
For when you do have thatstrong inbound need, you're like
all right, like you kind ofperk up.
Speaker 1 (22:40):
So instead of just click, yeah, I know what you
mean.
Yeah, you have all thetemplates saved and you're just
choosing one through five onevery inbound lead in some cases
when, when you just have somany and you don't know what to
do, or the repeat conversationon the phone, that's.
Speaker 2 (22:56):
That's the other thing.
So you would have the repeat ofsomeone who didn't know domains
and then you're just repeating.
And but what's funny is I do alot of the domain acquisitions
and sometimes even with these,you know startups and these
companies that we're acquiringdomains for.
You kind of almost have thatsame conversation with them
because they're still not aswell versus in the industry as
(23:19):
well.
So I very much look forward toour new platform to be able to
have that more fitting andbringing on more people and then
also being able to still dothat positions and then also,
you know, be able to pitch someof our clients domains if that
one domain isn't going to workfor that particular buyer.
Being able to know what we haveas resource and say, well, what
(23:43):
about these?
Would these be adventurous,because a lot of the acquisition
ones you know they'll come inand they want a hundred thousand
dollar domain.
They don't have a hundredthousand dollar budget,
sometimes as a startup, soalways good to have alternatives
.
Speaker 1 (24:00):
And I think one of the more you know.
It's becoming more and morechallenging with the who is
being blocked and we weretalking about that yesterday or
the lights being shut on the whois and having to go back and
and try to find a bread crumbright.
And we've had situations wherewe've called ex secretaries of
an owners or family members,finding them on Facebook and
(24:22):
piecing it together.
We've had a situation wherewe'd be sending letters to
family members.
Speaker 2 (24:29):
Sort of five letters.
Speaker 1 (24:31):
One of my faves I found a guy in the, in the, in
the boonies of Alabama.
We found his house and we werelooking at it on, you know,
google Maps.
We found you, you know, andthey're like how the hell is
going to go where the hell didthat come from?
like where the hell you knowwhatever trying to hide, but we
find them.
(24:51):
So, yeah, I mean there's acertain a level of fun and
internet sleuthing and thingslike that that you can, you know
, get yourself into.
I'm going to hit you with themost common objections and let's
see how you do Right.
We're going to do it like oldschool where I used to call you
for the escrow dot com process.
(25:12):
I'm going to try a new one.
I'm going to hit you with someI'm I'm not as versed as you
because I don't take as manyinbound leads as you do these
days, so some of my objectionsmight not be as exciting anymore
.
Maybe you can add a few, but Idon't need it, it's only a nice
(25:32):
to have.
What do you?
What would you say if calledinto somebody who said it, or
someone inquired directly to youand then say I don't need it,
it's just a nice to have?
What would be your answer back?
Speaker 2 (25:43):
Well, ok, so one is my sales style, as I know people
will go about in different way,but my sales styles also kind
of getting more information fromthem.
So one I'd be like well, whatmakes this a nice to have?
What?
What is it that they're lookingfor?
Because some will say, oh, it's, you know, personal product, a
(26:03):
brand or company, and that kindof takes you on a whole
different path.
But for me, I'm emphasizingwith them that it's it's really
establishing your strong brandfor your company.
So what, what is it that you'retrying to get out of this?
You know, are you looking tomake a blog or is this something
(26:26):
where, if it's your company,you're going to be established
as a competitor in the market?
Your credibility is there, youknow.
And even something like yourSEO, where it makes a difference
in having that kind of domainfor what your company is.
You know, if the I think wetalked about, where you know you
(26:49):
have links that are going to bein your, your website, it's
still going to come back.
Seo uses, age on a domain andthings of that nature.
So I mean, I think you just gothrough and you kind of discuss
what, what they're looking for,but also, you know, inform them
of the brand part, but also evenmarketing, like if you go to
(27:12):
trying to figure out, what kindof marketing campaign are you
going to do?
If you're going to be usingthis like, what is it going to
be for?
Because the marketing campaignwith not that great of a domain
and it's a nice to have to makea so.
I need to figure out which waythey're going in order to really
kind of pivot, because you know, if it's someone that just it's
(27:35):
a nice to have them and do ablog, I'll throw them out some
of the alternative extensions.
If it's on a $50,000 domain,you know there's other
extensions that might workbetter for that person.
But if it's a large companythat has the funds, it's going
to be, let's talk about yourbrand, let's talk about your
competitors that might come up.
(27:55):
Let's go that route.
So it's an open ended question,I guess I would say.
Speaker 1 (28:01):
Yeah.
So there's really no silverbullet to the answer and I think
the reality is is right you'reuncovering.
Why is it a nice to have forthem?
What are the pain points theycould be suffering through right
now?
What would this domain do tohelp alleviate problems and
finding?
Trying to get them to say thoseon the phone and then agreeing
right with them so they can seethat it's not necessarily just a
(28:26):
nice to have, it's a have tohave right.
Speaker 2 (28:29):
Well, and one of the things that I was yeah, and one
of the things like when I firststarted out my sales career,
craig's, my husband's stepfather, was oh, it told me, he goes.
You always want to try and seeif you can get him to say yes
and you want to agree with them,and I've always thought that
was the weirdest advice I'veever gotten, because I've always
(28:51):
been like no, you want to.
My personality is like I wantto agree with you.
This is why I don't agree withyou.
Speaker 1 (28:58):
Yeah.
Speaker 2 (28:58):
But then really selling and seeing.
What he was meaning was thatyou're listening to their
reasons and you're saying, okay,I get that and that makes sense
for your company.
But have you thought of it thisway, so it's, you know, kind of
moving it to I get it, it's nota must because it's going to be
a new product that's coming out, but have you thought that
(29:21):
maybe a competitor's going toknow that product's going to
come out and because of that,you're going to want to make
sure that you secure this domain, or your competitor might grab
it for their benefit instead?
So you know a lot of differentones.
Speaker 1 (29:38):
Absolutely.
I also think and I've talked toyou about this before is is the
business a B2B, right?
If it's a B2B product, thatyou're expecting to do TV ads
and really pump the generalpublic who aren't as well-versed
in domains?
Having a confusing domain isgoing to hurt you a lot of ways,
(29:59):
right?
And you're relying on repeatcustomers, repeat traffic, like
if a company you mean B2C, yousaid B2B, b2c not B2B, I'm sorry
.
B2c, b2c.
Speaker 2 (30:08):
Right.
Speaker 1 (30:08):
Like, like, for example, I don't know if you
know the story of Amazon, butAmazon was initially called
Avocadabra or Cadabra and thelawyer kept calling it Cadabra.
And so if you go to Cadabracomor Cadabracom, and I think even
Cadabracom, it goes to Amazon,they forward to Amazon.
But that was the original nameof Amazon was Cadabra.
(30:29):
And so they realized right thenfrom the beginning that that
wasn't a good name for repeatbusiness in a B2C style of name.
So they switched to Amazon,right, and obviously how they
did with that.
But, like, there's othersituations where you do talk to
a B2B business, right, and itcould be like you know, we were
(30:52):
saying A giant company acrossthe world that only deals with
specific containers, for, I mean, you know, a niche.
Speaker 2 (31:02):
B2b is, you know, hard to say.
You've got to have this.
I think I talked to onebusiness and they literally are
a company that only works withthe US government.
Speaker 1 (31:17):
That was it yeah, oh, there you go, one of my things
to do with that.
I mean I also think there's avanity play for it, right,
because there's certain VCs thatwe've worked with that we've
acquired their brand matchdomain and they've paid a lot of
money for it.
But I think it helps them withtheir confidence that, even
though, like, they're probablynot going to get companies
coming to them asking forinvestment from Google search
(31:40):
them, walking into a meeting andmaybe a lot of people are
trying to invest in this companywill help the perception
they're offering that they are aleader, they are the best VC,
and that if other VCs are payingtrying to pay money, you know,
maybe having the better domainwill make you look better as
well, right, well?
Speaker 2 (31:59):
we've had some of the domains where we've had inbound
needs, where people are like Iwant to purchase you know green
dot com, but I want, you know,I'm not, I don't want to pay
anything, I just want to make itso when I present it to the VCs
, that they see that I own thedot com or I want to pitch it to
(32:23):
get more funding and then thenI can do it.
And that's also.
It kind of just shows like whenthese companies are going to
get funding as much as we wantto say, it doesn't seem to
matter having your brand matchdomain.
When you're getting to thatlevel it does make a difference
in the view.
Speaker 1 (32:44):
Yeah, All right.
You said all right, so let'sthink of another one.
Okay, sorry, I'm gonna handregister a domain.
Or I'm gonna go spend a couplehundred dollars on a domain and
I'm just gonna SEO the shit outof it.
What would be your response?
Or someone who says I couldjust buy that keyword in another
(33:05):
extension and I'll just do abunch of SEO and I'll own that
keyword in like six months.
We don't need to buy this name.
Speaker 2 (33:13):
Well, I always go like my brain always goes back
to the algorithm of Google,because I remember when Penguin
came out and I don't know why.
That has always stuck in myhead, but it was this huge deal
for a lot of people that youcouldn't see it when it was on.
It had the mobile app.
If you weren't mobile, your SEOjust dropped.
So I really bring that intopeople like saying, hey look,
(33:36):
algorithms do change and you'regonna have to constantly
maintain that SEO, seo isdefinitely needed.
I am not saying by any meansyou don't need SEO, but it's
like when you have a companythat's a brick or mortar, you
have a good location, which iswhat your domain name is.
You have what people remember,where they remember to go to,
(34:00):
and then SEO is kind of, in thatsense, that advertising, where
someone's searching or someone'swalking down the street.
They see it and they're like,oh, I really wanna go to that,
and then they remember wherethey need to go back to.
So one is I always talk aboutthe SEO, the Google algorithm,
always changing.
The other is with the SEO, agedoes make a difference and if
(34:25):
you hand register a domain,google is not trusting of it.
They think that they could bespammy and so after a certain
amount of age they realize thatone that it's not.
But it also helps the SEO tohave that kind of age behind the
domain.
And then also people theyreally don't.
(34:46):
I don't think they think about,like the costs of what constant
SEO is compared to also owningyour brand.
So you're gonna be paying, Idon't know thousands, at least
if you're gonna be SEOing thehell out of something.
It just haven't be the rankingcompared to where, if you
(35:09):
actually have your brand andthat's what people are
remembering you can do it alittle more, not as much and not
as constant.
The other thing is if you're acompetitor and SEO I mean they
even have more funds to be ableto SEO, to pay for all of the
(35:31):
ads and be able to beat you onthose key words where what good
does it do?
You're now just in acompetitive nature with your
another competitor and theymight have more rev and more
backing to be able to do thatand you're just gonna boom, boom
, boom and not be nice.
Speaker 1 (35:49):
So I agree.
I think you need to have abalance attack, and I would
probably agree with the buyer,and that is saying that SEO is
an integral part of any onlinebusiness these days.
I would also say, though, thatpeople are becoming a lot more
savvy and that I think peoplewill judge a business based on
(36:09):
certain criteria.
I think the domain name itselfis one of the things that
someone glances at in the searchresults, and Google brought it
back.
It was gone for a little while,but now they show the link
again.
Number one, yes.
The other thing is obviouslyreviews, and then obviously how
your site works right.
So if someone visits yourwebsite and it's a crappy domain
, and it's a crappy website orit loads to go or other criteria
(36:32):
, you're gonna have a problemand the other thing I can.
Speaker 2 (36:37):
I know it's a brand, brand.
Sorry, I know I'm interruptingyou, but brand is still.
I mean, it just soundsridiculous, but I mean all I
keep saying and I think it's now.
I've noticed brand because backwhen we started, everyone would
need a keyword specific domains.
That was what it was all about.
So if you were a shoe company,you wanted shoescom.
(37:00):
That was what it was, becausepeople were just typing in I
want shoes, so I'm gonna go toshoescom.
Now it is completely differentand everything's a brand.
They're like what is the brand,what is the company's brand?
And that's how people areremembering.
So if you don't have your brand, how memorable are you to these
(37:24):
people?
Then?
Speaker 1 (37:24):
Or your brand is just bad in general, then you've got
a problem.
Speaker 2 (37:28):
Which can happen.
Speaker 1 (37:30):
Oh yeah, I agree.
I mean, I think it's just it'sall a mixture, and I think
another thing that certainpeople who've said these things
don't understand they don'tunderstand two other things
right Is that when you do SEO,or SEO the shit out of something
, which we've heard many timesSEOing the shit out of something
involves writing.
Building a website that meetsthe criteria of Google has to do
(37:53):
with speed and the way you'velinked your site to itself and
then submitted it to GooglePostmaster Tools and making
everything perfect in that way.
You have to write content thatpeople actually link to yourself
, right?
So it has to be something thatlooks good, is about subjects
that people wanna read about andthat third parties, like other
(38:16):
businesses, wanna link to yourarticles, or you gotta pay for
them.
So how much is your time worth,business owner, to pay someone
to write articles that are good,people wanna read and others
wanna link to and make sure yourwebsite is balanced in that way
and you're gonna pay somebodyto manage that as an SEO person.
(38:38):
And then the flip side of itall really is you're probably
not gonna get a lot of links,because it takes a really long
time to get people to noticeyour articles, to read them and
then to link to them.
You're gonna have to pay forlinks.
Get people to do that, whichgets extremely expensive.
Speaker 2 (38:57):
And then there's even more, so there's even a more
out of pocket.
I mean it's just Even more.
Speaker 1 (39:02):
So, yeah, and if you have a bad domain that just got
registered, that has a badrating as well.
I mean it's gonna be a veryhard thing to do.
I mean there's a lot ofcompanies and people that have
done it.
They've climbed the mountain,but I think it's a tough.
It's a tough go and I know itfor myself trying to compete
with different keywords in thedomain business that we think
(39:24):
are the most important ones thatwe need to rank for.
All right, here's another one.
This is one of my favorites,especially on the lower value
domains that are a couple ofthousand bucks and sometimes it
could be the multi-milliondollar one.
But I always chuckle at thisone my board.
It's either my board did notapprove or will not approve a
(39:47):
price over a certain amount, orthey won't approve a higher
offer or the offer I made.
We have to go in anotherdirection.
What is your answer whensomeone tells you that?
Speaker 2 (39:59):
I always think of.
So one is you always like, nomatter what you'll always be
like.
Well, let me you know when isthe next board meeting.
Let me get on the call withyour board and you'll discuss.
But it's almost a joking mannerbecause we all know that no way
in hell are they ever gonna letus go in a board decision.
So what I also, you know what Ido try and do when they say the
(40:22):
board isn't approved, is ask andtry and understand okay,
understandable one, what was thefunding that you had allocated
to this domain name?
Because, again, it's justtrying to understand what level
there at.
And then once they're kind oftalking about it and saying,
(40:43):
okay, well, when is the nextKind of period that your board's
going to be meeting to have adiscussion on needing to
possibly raise the budget or ifthere's interest in possibly
trying to do payments over time?
You know we, you know, doessome sellers are willing to take
equity into a company, justkind of give alternatives.
(41:04):
But the board, whenever I hearthis, I'm always like, oh, you
mean your wife, you know there'salways or their partner.
When they have to go talk totheir partner, it's like okay
let's get everyone on a callthat because let's make it where
everyone's on the same page andI've actually had that be
successful.
When it's a board, it's muchmore along the lines of okay,
(41:26):
what is what?
Is this domain worth really toyour company?
What is kind of the fundingthat your company is going to
have?
Even though we can have an ideabecause we look on crunch base
and we kind of see when thecompany got funding.
So it's also kind ofentertaining when you get that
response and you see that aCompany just received a hundred
(41:48):
million dollars funding andthey're giving and hiring over a
thirty thousand dollar domainor something.
So again, just asking I know itsounds weird, I don't do more
objections but asking questionsto really open more and engage
and understand what it is.
That's the hiccup, becausesometimes it's okay, I just
(42:11):
don't have it.
Great, let's do a payment overtime.
What can you do?
But if it's again a largeorganization that has a board,
it's where is your companyseeing the value?
Then?
What is it that your company Isneeding to have it be at a
higher level?
What are you guys needing?
Speaker 1 (42:31):
I also think at the end of the conversation, if they
say the board want to prove theprice of you know the
counteroffer, this domain, thereality was is there's still a
need?
Yes, they still need it andthey're still going to show
interest or maybe it's not thatone.
Maybe the seller that you'reworking with or working for has
something similar.
Maybe they have the plural,they have the E D one as well,
(42:54):
or the dot net.
That'd be more in their budget,right?
I find it.
I find it a lot of timeslaughable when people say my
board in the domain is a twothousand or three thousand
dollar domain, because in orderto have it and get that board to
have a meeting Really wouldcost the company a couple
(43:15):
thousand dollars in their time.
Or if you actually do it inperson, to fly everybody out
somewhere, put them in a hotel.
Having and hiring about a twoor three thousand dollar domain
is is is comical as well, youknow, and I think when you
really do have it, where it's anactual board, so real board,
(43:36):
yeah, fake boards that's whatI'm trying to point out Very a
lot of fake boards.
Speaker 2 (43:41):
But you know and but those are always the delicate
ones, because I feel like that'swhen you start throwing out a
payment plan or you.
You show that, ok, maybe it'sout of line with their budget or
where their ideal price wouldbe, but you kind of get them to
have knowledge within theindustry, show them some sales
(44:03):
that have taken place, you know.
Again, I can't stress theamount of times where I'm like
well, what if we do paymentsover time for a few years and
they're like you can do that andit's like yeah.
So how can we make that work foryou?
When it's one of the lower tierboards, the big boards, it's
just like all right, when's yournext funding?
And when can I talk to someone?
You know, I I have to laughbecause I had.
(44:29):
When I did the sale for Ollie,when I did the acquisition of
Ollie dot com, I had reached outto the owners of Ollie dot com.
I reached out to the CEO.
I had had the gatekeeper tellme there's no way we're going to
sell this domain, not in amillion years.
There is a whole reason and itwas actually me getting in touch
(44:57):
with a board member that Isomehow was able to get a hold
of and have a conversation andhe was like oh no, we'll sell
the domain for that.
But it's just kind of funny, onthe switch of where you know
you can some, it seems that theboards are willing to speak to
you when you're trying topurchase their domain, but they
(45:18):
magically don't when you'retrying to purchase a domain for
them.
Yeah, it's interesting.
Speaker 1 (45:23):
Yeah, I sometimes think also at the same time by
the time somebody comes backwith you know, the board said no
.
Hard to recover from that,because usually if it's no, it's
it's like kind of already inthe books.
You know, and it also kind ofapplies when you approach a
company, a large company, andyou say, and you make a bad
offer to start, and they justcome back and say nope, we're
(45:46):
not going to sell it, it's notfor sale.
Well, it isn't.
You probably made a bad offer,you made a really bad offer to
start, and then they bring it upto the group once.
They're not going to keepbringing it up like you can't.
You can only try so many times,especially with a hierarchical
business that is more than thetraditional business when
(46:11):
getting a true board together,especially if they're publicly
traded, is a challenge.
And they only do that a certainnumber of times a year to get it
on the docket, to be worthbeing talked about, to be
discussed a lot, oh yeah, andthen for them to say no and then
somehow resurrecting that fromthe ashes is a lot, it's a hard,
it's a hard one to come byright and so kind of feel
sometimes when you find that outand then if you say to him you
(46:34):
know we could do a payment plan,it's kind of like fuck, I
should have told him that beforeyou know the meeting and kind
of gone over these options sohopefully they knew that they
could have done that and nothave to wait like three more
months for the next boardmeeting for them to ask you know
, and at that point, like I,sometimes the To buy might be
(46:58):
gone for the buyer.
You know are the excitement ofthe opportunity.
Speaker 2 (47:02):
Well, and that's that's why I'm always about
finding information, like Ithink the biggest thing in the
domain industry is trying to getas much information from the
buyer or seller, but mainly thebuyer as possible Understand
them, know what they're comingfrom, know what, why.
This is of interest, whetheryou're representing the seller
(47:25):
or whether you're representingthe buyer.
Knowing that information cangive you a game plan on how
we're going to handle the nextsteps, because that's what makes
a difference in being able toget a deal done.
I mean, it doesn't, you know,behoove you to talk to a buyer
that has an off, that has abudget of 5000, again for a
(47:49):
hundred thousand dollar domainand will never be able to get
there and try and really getthat there and try and reach out
to a seller.
But if you're able to kind ofunderstand where they are from
the get go, you can kind ofcontrol again the narrative of
where they're going to go andmake it where you actually can
get a deal done, even if itdidn't align on that one
particular domain.
Speaker 1 (48:10):
Yeah, I hear you All right.
Here comes one out of leftfield.
What was the first?
Look on your face.
What was the first, what wasthe first time they were ever
sold?
Speaker 2 (48:23):
Grant pass Oregon five thousand dollars Grant.
I think it's all up Grant g r an t pass, p a s s, orgen or e g
O N com.
That's a long one.
I think that was the first one.
I mean, I know it's the firstone, I think it's still.
Speaker 1 (48:48):
That was 15 letters.
That's a long one for fivegrand.
That's pretty good.
Is it off?
Are you looking?
No, you're not looking at it.
All right, here's a.
The first domain.
Speaker 2 (48:58):
I ever sold was.
Speaker 1 (49:00):
Oh, let me look.
The first domain I ever soldwas workzillacom and it I'd say
Oregon and pass.
Speaker 2 (49:11):
Was it?
It's either grant or grant.
Speaker 1 (49:13):
Grissale.
Someone must let it expire, dothe plural.
Speaker 2 (49:17):
Do the plural and see .
Let's see if it's the plural.
No, she let it expire.
Oh yeah, it's up there.
Speaker 1 (49:24):
No, no, no no, there's a plural for not found
For grant grants.
Plural pass Oregon.
Speaker 2 (49:31):
Oh yeah no she let it expire.
It's a, it's a go daddy.
Speaker 1 (49:38):
Orcazilla performers for any task.
Look at this, find an artist.
I'd have to do an interviewwith a guy.
I'm going to send him a messageand have him on the podcast.
To go over my first domain sale.
It wasn't to them, it was tothe main event.
All right.
Speaker 2 (49:54):
And then she was such a nice little.
I mean she was an older woman,but it was an information,
because I've actually checked onit a few different times, so
this is new that it's down, butit was an information portal for
all the businesses in GrandPass Oregon.
That's literally what it was.
Speaker 1 (50:12):
There you go.
What is the weirdest domainname or the strangest domain
name you've ever sold?
I remember two specificallythat are actually kind of
interesting.
Speaker 2 (50:25):
I know one for sure.
Speaker 1 (50:28):
Which one?
What's the one for sure thatyou're thinking of?
Speaker 2 (50:32):
Ponyplaycom.
Speaker 1 (50:34):
Ponyplay.
You loved that one.
Speaker 2 (50:36):
That was a good one, we learned a lot.
That one cracks me up.
Speaker 1 (50:39):
Doing research with Ponyplay, didn't know what it
was, and when I looked it up,that was.
Speaker 2 (50:45):
I'll look it up.
Speaker 1 (50:47):
Yeah, don't look it up.
I remember you sold HHHHH.
Yes, you sold A and A with lessH's to Coca-Cola.
Those are two.
Yes, and you sold them for alot of money.
Speaker 2 (51:02):
They were like $30K each or $20K each, it was a lot
and I think the one actually, soI think it was A with 16 H's
after it.
Speaker 1 (51:18):
No, it was a lot.
Speaker 2 (51:19):
It went for Eddler.
Speaker 1 (51:22):
That one doesn't resolve.
Speaker 2 (51:23):
It was his name 12, 14.
Speaker 1 (51:26):
It was crazy 11, 12.
Yeah, I remember it ran in aCoca-Cola ad campaign for a
while.
Speaker 2 (51:34):
I saw it on CD.
It was on an ad it was.
They had.
I think it was Domino's.
It was Domino's and Coca-Colathat had this ad for it together
.
That was a really cool one.
There you go, tony Play juststicks with me, because that one
was just the most obscure.
If you were thinking of thedomain, industry.
Speaker 1 (51:59):
Yeah, I remember when you sold it, though, and then,
like I'd say, a month or solater, I saw it on a TV ad and I
was like whoa, look at that.
That was pretty cool.
Speaker 2 (52:07):
But it's really weird because you wouldn't think that
they would choose that to be onthe ad.
I mean just because it was solong.
It was just such a long domainname.
That was a weird one.
That was weird.
I'm trying to think what else?
Speaker 1 (52:23):
I've seen two of your names on ads on TV.
I've seen that, well, three,the two various spellings of I
don't know which ones they use,but I saw that, so to count that
as one.
And then the other.
I saw Olliecom being advertisedon TV quite a bit, and then one
domain that I one of thedomains that I've sold, that
(52:45):
I've seen ads on TV for quite abit is Mlife, which is the MGM
grand, their awards program.
I got them that domain.
Oh no kidding Many moons ago.
Yeah, I don't know if they'vechanged the name of it since,
but I helped them get that and Ihelped them get sanscom, like
(53:07):
the sans casino.
Yeah, so if you, go to.
Mlifecom it goes.
Mgm resorts, mgm rewards.
I was going to get that and Iacquired sanscom for them.
Speaker 2 (53:17):
So then I have a question for you rather than
like you know what was, ratherthan sexcom, what was the one
domain when you sold it you'relike yeah, or acquired it was
the one that you're just likethat you can talk about, cause I
know, half the time we can'teven talk about the domains we
sell, but what's one that you'relike hell yeah, doesn't have to
(53:40):
be about cost either.
Um, oh, they stump you.
Speaker 1 (53:55):
You know, I think one of my more fun ones that I was
ever part of that I really likedand it happened was that I did
a deal for Yahoo.
Um, we had two deals for Yahoo,but the one that I was most
proud of at the time and thisgoes back to like my Cito days
is that they wanted me toacquire M E M Ecom.
(54:15):
So, mimi, right, me, me, me, me, me, me, so whatever you call
them.
So at the time, if you go backonto the archiveorg and you look
, there was a website thatlooked like it was abandoned,
called Mimi factory on it and Iemailed this guy.
I called this guy.
We offered to this guy likelots of money, lots of money,
lots of money.
And the guys like I don't wantto sell it, I don't want to sell
(54:35):
it, I don't want to sell it, Idon't want to sell it.
I get on the phone with Yahoo.
There's like a few uh, there'stheir lawyer and there's someone
who's ahead of that projectthat they're coming out with.
And then at the time they werealso um, I just outbound, sold
omgcom to them because they justlaunched a competitor to TMZ.
I sold them omgcom.
So after I sold them omgcomwhich they were using.
(54:56):
They asked me to get themMimicom.
So I'm trying to get Mimi.
This guy is being a real prickabout it, like he's not being
nice.
Like I talked to him on thephone, he's just rude about it.
I'm selling like is there offer?
Can you give us an idea?
Make them an offer?
He's just kind of like about itand he's not getting back to me
.
And then on the call, uh, thedot me domain extension was just
(55:19):
coming out.
It was already out, but it waslike kind of getting some
popularity.
So I said, instead of using um,mimicom, why don't you use meme
?
And you hear the people on thein the call.
There was a group of people onthe call from Yahoo going like
what a job, a job.
And then they're like we'llcall you back.
(55:40):
So then they call back and theysaid why don't you try to get
it?
And I said, well, there's aproblem with that.
The name is registry reservedand it's owned by the Montenegro
government.
And so I happened to know therepresentative there.
Um, her name is escaping me,but she still worked.
She still worked there.
And um, she's really nice woman.
Oh God, I can't remember hername.
(56:00):
But I called her up and I toldher I was like, look, I'm like
Yahoo wants this domain.
I pitched it to them, so she's.
She got back to me and she saidwe have to go in front of the
Montenegro government with aproposal at Mimi, you know, made
up me, dot me was going to beused by Yahoo, and what the
purpose was and what they weretrying to do.
(56:20):
I said, look, I knowgovernments move slow, like we
can't wait five years for youguys to get back to us.
Like we need to know soon.
And she got it approved withinlike like two or three weeks and
they had the name and it wasready to go.
And then, and then Yahoo usedit for a period of time.
But when you visit the name, Ithink it's, I think it's gone.
That's gone.
(56:41):
Now I don't know if the namewent back to the dot me registry
, what the contract was.
I think if Yahoo wasn't usingit, they had to give the name
back, use it for a few years andthen they sunsetted that
project.
But that was I think that wasprobably one of my more exciting
ones and I really like when itwas done, it's like the
government gave it to Yahoo.
And then the conversation withthem was like so what are we
(57:03):
supposed to do here?
Like I'm thinking to myself,like I'd like to get paid.
So then I just I just said, youknow, but there wasn't a sale.
Like it was like here, here's afree name.
So it's like you know, I don'twant to coke and a smile.
I wanted, you know, I named theproduct, I found them, the
domain, I helped make it happen,and so what we did was is we
made an agreement and Yahoo wasreally generous about it.
(57:25):
We did an appraisal of thedomain and whatever number we
came up with, and they paid us acommission on that amount of
money that we came up with.
And we agreed, everyone wasfine with it and then paid as
well.
So that was.
I think that was one of thebetter ones.
I'm sure after this show endsand I go and think about it,
(57:46):
there'll be some storiesinteresting, but that's the one
that kind of came to pass Allright.
So how can people reach you,brooke or Brooke in the industry
, if they want to talk to you orask for your help in acquiring
or selling any of their names orfor you to help them with their
portfolios?
Speaker 2 (58:06):
My email is the best brookatsawcom, but I'm also on
other social medias LinkedIn,you know.
I gotta say I love the LinkedIn.
Please, if you reach out onLinkedIn, that's way better than
Twitter, which is the brokerBrooke on my Twitter, but I just
(58:27):
really prefer LinkedIn.
It's just able to keep it allthere.
Speaker 1 (58:33):
And is there anything else that you would like to
share with everybody before wewrap this baby up?
Speaker 2 (58:41):
There's nothing that's coming to mind, but yeah,
just you know.
No, I can't think of things.
It's why in podcasts, womenjust like belong on and sign off
.
Speaker 1 (58:56):
I'm always like I don't think we're ever gonna
have a lot for words in the 13years that I've known you.
So this is actually a decliningmoment.
I love it.
Speaker 2 (59:04):
I know I would say, the domain industry after all
these years of being in it.
The one thing that I think haskept me in the domain industry
is that it is ever changing andalways evolving into something.
You know, we've gone throughthe years where it was exact
match domains, where then wewere at Uniregistry and
(59:26):
alternative extensions.
We have, you know, web 3 andNFTs and all different kinds of
things.
So I just look forward to kindof seeing what's coming ahead,
because it always seems to besomething new, and also to also,
you know, I am very excitedabout our, you know, seller
(59:48):
platform.
I got to say like I'm excitedto also have that come out and
work with some people.
I have some great clients thatthey're excited because they are
kind of biting at the bit tochange things up on their side
and wanting to kind of go in adifferent direction for
themselves.
(01:00:08):
So I just think it's an I thinkit's an interesting period
together in the domain industry.
I agree.
Speaker 1 (01:00:17):
I agree with you wholeheartedly.
I also have to say that some ofthe you know being in the
domain industry, I mean terribly.
It's been good to both of us.
Obviously I also think that, asfor in general, I've made some
of the best friends I have in mylife in the industry as well,
right, and I think that that hasdefinitely kept it that way.
Speaker 2 (01:00:40):
That is, I mean, I don't know how many who knew
that.
I mean, if you would have askedme I don't know however many
years ago now, because we'lljust you know say 10 plus years,
I'm really I'm kind of curiousnow on the exact figure.
But by meeting you would neverhave assumed that I would have
stayed, become friends with youand your family and our sons
(01:01:00):
actually liking to out and Iknow right, I'm thinking about
it Each surfing lessons together, Disney World together, you
know fun stuff like that.
Exactly so.
I think that's also one of thebig things about the domain.
Industry is as much and as farapart or different as anyone can
be.
You know, there's a lot of goodpeople in the industry and a
(01:01:21):
lot of good friends have beenmade, so yeah, and I think and I
think people outside theindustry don't realize how close
a lot of us are.
Speaker 1 (01:01:27):
Like I'm friends with a lot of our competitors.
Yeah, I talk to differentbrokerages and brokers on a
regular basis, joke with them.
Sometimes we co broker dealssome brokers send us business
when they're on vacation, youknow, and it's just that's the
way it's been, and I think Ireally like that, and you know,
that's what I love about thebusiness too, and I think
everyone, you know, in essencewants everyone to be successful.
Speaker 2 (01:01:50):
That's not a common, you know that's not common in
industries is where everyone'slike hey, I want you to be
successful, I want you know.
That's something in the domainindustry Everyone's like if
everyone's successful, we're allsuccessful in this industry,
where you know that's the thing.
Speaker 1 (01:02:09):
I hear you All right, well, hey, yeah.
Come by, yeah Right.
So thank you very much forcoming on the show and,
obviously, your loyal service tous and for Broker.
Nanda, as everybody Adios yeah.
Speaker 2 (01:02:27):
Bye, okay, yeah.
Today on the uncomfortable podcast we have
sawcom domain broker BrookeHernandez, who's been part of
tens of millions of dollars indomain sales and has been in the
domain industry for over 10years, and her story of making
(00:28):
her way in the domain industryfrom domain advisors to
Uniretistry to sawcom.
We cover the top objectionsbrokers receive and how she
responds to them.
I don't need it, it's only niceto have.
I'll just register a cheapdomain and SEO the heck out of
it.
This is a good one and I hopeyou enjoy it.
Comments requests.
Send us an email to buzz atsawcom and listen to us on Apple
(00:51):
Podcasts, spotify and all themajor outlets.
Thanks for listening.
All right Reporting live fromthe frozen tundra of Tampa,
(01:15):
florida.
Today I give you broker BrookeHernandez of sawcom, domain
broker with over a decade ofdomain industry experience, tens
of millions of dollars intransactions.
Brooke is known for some ofthese sales bunnycom, fewcom,
(01:36):
pincom, anatomycom, spillcom andpastacom.
That's an old one, right,brooke?
Oververse mortgages might evenbe older.
Reverse mortgages.
Speaker 2 (01:48):
That's even older.
Speaker 1 (01:50):
Mortgages.
And what?
Cottoncom was another one yousold.
Speaker 2 (01:55):
Way long ago.
Speaker 1 (01:57):
Brooke has been stuck working with me for a majority
of over that decade, throughthick and thin, and thin and
thick.
So, broker Brooke, how are wedoing today?
Speaker 2 (02:09):
Doing good.
Doing good.
Thank you for aging me evenfurther than I already feel by
saying 10 plus years.
Speaker 1 (02:18):
Yeah.
So what I like to do with allof our go ahead?
No, so what I like to do withall of our guests is hear a
little bit about your backgroundand how you got into the
business.
So why don't you fill everybodyin a little bit of your
experience and what you're doingbefore, the domain industry and
how it sucked you in?
Speaker 2 (02:39):
So before I was a commercial real estate broker, I
grew up in the commercial realestate world.
My dad was a developer.
I was looking to, hopefully,after I was five years of being
a commercial real estate broker,I was going to try and be a
developer.
And then life took a hard turnand the 2008 market crash and I
(03:04):
was talking to my dad and I wasit was right before I almost
even got like a plot of propertyto do it and he like looked me
dead in the eye and he's likeyou've got to figure something
out because we don't know howlong this is going to last.
So at that point we also ownedCraig and I my husband also
(03:25):
owned a commercial real estate,a commercial landscaping company
, so we thought we'd take apause and go to a Costa Rica,
figure things out.
Came back to the US and wasintroduced through a family
friend domain advisors andthat's when I met you and Tessa
(03:46):
Holcomb and that you werelooking for someone to kind of
go into sales.
Even previous that, prior evengetting to know you guys, I
worked for a hot second as aaviation headset sales manager
and was doing that which youknow, which is really funny.
Last week we had to go back toArizona for our friend's funeral
(04:10):
and the boys got to go in thecockpit and it was actually like
I was able to talk to the pilotabout their heads, which was
just a one off like, oh I'm so,so fun of these, so it was just
kind of funny.
But yeah, and then I wasintroduced to the wonderful
world of the domain industry,which has been a very fun and
(04:32):
great business to be in so far,do you?
Speaker 1 (04:35):
say so far?
Do you remember when oh, togive some people some background
Holcomb and I worked togetherat CEDO for a number of years
and then Tessa left first andstarted her own thing, and then
I ended up leaving and wedecided to start a business
together with Greg McNair, andthen Tessa brought Brooke in as
(05:01):
a sales person for us at DomainAdvisors and then I was helping
to teach her, along with Tessa,about the business and I used to
call Brooke and say remember Iused to call you out of the blue
and just be like oh hey, I'mready to buy that domain.
How about you tell me about theF-Roll practice?
Speaker 2 (05:18):
Yes, so for both of us.
Speaker 1 (05:23):
yeah, so both for both of us in sales, though and
I think we both agree is thatone of the most important parts
is when you get that yes, buyeris being able to make them feel
comfortable with what happensnext.
So what happens next is one ofthe options is to use a company
like Escrowcom or Escrowdomains,and then going through the
steps and the transfer processand those things.
(05:43):
So I remember doing that withyou quite often.
Speaker 2 (05:50):
And you always seem to have called the moment,
because I've always worked fromhome and you would always call
like the one moment I decidedthat I wanted to catch like a
breath of fresh air and walkaround the block.
So it was not even like I wasable to be in like my sitting
area and like all prepped in myoffice mode.
It was like literally on thefly, because that's when we have
(06:13):
also the round Robin phones attimes.
So you didn't know who wascalling when or what.
But yeah, I remember that itwas very interesting it was.
It showed me how the industryis to be, to say just like on,
how everything's on the fly,like I even remember at domain
(06:36):
name sales when that was goingup and we had the app going and
like Vern called and I was inSan Francisco and I was supposed
to test it and it was just likeI got a deal about how 5k deals
sitting at a San Franciscobaseball game.
So they complained about that.
Speaker 1 (06:56):
But to give people some of a bit of a background.
So we had domain advisors whichwe ended up renaming to
igloocom.
When Brooke was working there,one of our customers was Frank
Schilling and Frank put our mainbrokerage's phone number on all
of the domain names that he hadall 360,000 of those domains
(07:18):
and so when people wanted aprice or if they were looking
for a refund on their t-shirt,they bought because they were
confused or don't really need acall, calling or anything else
under the sun.
They would call our company andthey would get somebody like
Brooke, and what had also was anapp that we would communicate
with Vern, who was Frank's righthand man, or directly with
(07:41):
Frank, where we could eitherlook up quick pricing so you
could get an inbound lead, youpick up the phone and we got the
price and we could give it tothe buyer, and then you would
negotiate with them right thenand there, because we knew that
would be okay if we coulddiscount like 20 or 30% at our
own discretion and sell the name.
Or you were dealing with someonecalling back and saying,
(08:04):
alright, I thought about it,here's my offer, right as well,
plus all the other names that wehad to sell.
So, and mixed into that, Iwould call and then Brooke would
answer and then I would pretendto be a buyer and then have her
explain to me differentprocesses and things like that,
which her and the othercolleagues of hers got really
(08:24):
tired of really fast and theobjections you would call in and
you would ask, like we'd say,oh well, this is the price.
Speaker 2 (08:34):
And then you'd be like oh well, I don't know if I
even want it why.
And then you would make allthese it was like a 10 or
something.
Speaker 1 (08:43):
You guys didn't even know it was me, with my voice.
Speaker 2 (08:46):
No, no, I had no idea it was you, because I didn't.
I never, I mean I really fromworking with you.
I think it was the first time Iwent to one of the conferences,
which was in California.
It was in California.
Speaker 1 (09:03):
The Fremont Hotel.
I remember yeah.
Speaker 2 (09:05):
That was the first time, yeah, yeah, so you could
have completely continued thatand I would have never have
known.
Speaker 1 (09:13):
But I would have to try it again.
Speaker 2 (09:16):
It's dead.
Speaker 1 (09:19):
So from there we worked together at Domain
Advisors for a couple of yearsand then the opportunity because
we were working on so to giveyou a little bit more of a
background was we launchedDomain Advisors.
Frank was using our brokerageto sell his names.
We were obviously attractingother customers, helping to do
acquisitions or doing outboundsales on some real premium names
(09:41):
Reverse mortgages, when wementioned before was an outbound
sale that you did yourself whenwe were together at Domain
Advisors.
It was Frank's.
And then during that time,parking was going down.
Frank was realizing that inorder to maintain his revenue,
he needed to start selling a lotmore names and so he started to
(10:02):
build.
Actually, I know for a factthey tried to do a deal with
Salesforce to use them to builda CRM, but the amount of money
they would have charged tocustomize it, he said I could
just build my own.
So him myself, vern and a guynamed Roy we worked together to
start and Dan Adamson I was juststarting to work there.
(10:23):
We're talking about the perfectkind of CRM that we could build
for his personal situation andpotentially for others.
And then I remember he launchedInternet traffic, which was
just parking.
So everyone started parkingtheir names with him.
And then, uh, he added on domainname sales, which we worked on
(10:45):
building a CRM.
That was really just designselling domain names, right and
based on inbound, inbound leads.
And so then what ended uphappening is we got to use the
CRM as a sales team, right, andthen we started working with
some of the parking clients thatFrank had using that CRM.
(11:06):
Then, uh, frank was like hey,you know, you've done really
good for me over at withoutbrook, knowing you've done
really good for me over atdomain names sales, like why
don't you leave there and comein and join me and start really
getting this brokerage going andreally turning up the volume on
my sales?
(11:27):
So then we made an agreement.
I left state at domain advisorsfor a while, like well, like
probably like six or eightmonths or a year, I don't know.
Later, I can't remember.
Speaker 2 (11:39):
No five.
Speaker 1 (11:43):
So, so a couple of months, and then, um, and then
you called me and you're likehey, you know, can I come and
work for you at uniregistry?
Or wasn't even, you know,registered, even exist, yet it
was domain name sales at thetime.
Speaker 2 (11:55):
No, it's domain name sales is cause.
You saw the writing on the wallthat, even though Frank had his
domains at domain advisors, ifyou're seeing someone create a
whole platform for exactly whatyou're doing and kind of all of
a sudden building it up in thebuilding it up on a different
level, you kind of were like,well, writing seems to be on the
(12:18):
wall of what's going to happenwith a client that I mean he was
one of, I mean he was probablyone of my I mean my main clients
at domain advisors.
I mean you know I would dooutbound on a lot of his domains
and inbound and you know, workon it.
We did portfolio sales atdomain advisors, but he was like
(12:38):
he was my bread and butter, ifthat makes sense.
Speaker 1 (12:43):
Well, I think the thing is is that when you look,
when you look at someone as a orany domain brokerage, is that
it's great to make the big sales, and but someone with a larger
portfolio and does consistentsales is what really like pays
your salary and then the biggersales is kind of like the
bonuses, you know, and if youcan make a couple of big sales
over the course of a year, thatcan really change the outcome of
(13:04):
your year.
And then the smaller sales ofthe 3000, the 5000, 10, $20,000
deals, which Frank did a lot ofmakes, you know, makes it so the
math works when you kind of gothrough those slower times or
when you're trying to work onthe bigger names.
Speaker 2 (13:19):
Right, and it's also I like to, just because I got to
when working, I got to going todomain name sales.
What was great is I got toactually get to know more of the
people in the industry.
Like I knew some of the people,like a handful, which were you
know some of our repeats forportfolios, or you know Gary
turn off and you know Scott Dayand those guys that you always
(13:43):
had someone who's like I want tobuy this domain, can you get it
for me?
And so you knew those guys.
But it was really also great tosee all of these other people
that are out there that havegreat portfolios but you just
they're not.
You know, you don't know ofthem because they're not in the
limelight.
They're kind of just doingtheir own thing and want to kind
(14:04):
of keep going that way.
Speaker 1 (14:06):
So Absolutely so.
From there, you worked atdomain name sales, which then
morphed into uniregistry, forwhat I'd probably say six years
would be my guess.
I was there seven, so I wasthere a little longer than you,
right?
Yeah, so between, or maybeseven, because you lasted, so I
(14:27):
resigned, I left uniregistry andthen you stayed on for how long
?
Like I left in August and thenUntil December, december came
because I think it was you knowI was like I'm not sure.
Speaker 2 (14:43):
It was, yeah, it was after we found out that go daddy
was going to purchaseuniregistry and I think that was
when I was like okay, am Igoing to go, what's the next
step?
If I'm going to go work with godaddy, you know, cause I've been
doing this, what's, what am Igoing to do?
And I think I took likeDecember, if I recall, to just
(15:07):
be like okay, just let me haveDecember and I'll figure out.
And I even told Wade at thattime.
I was like, let me haveDecember, I got to just kind of
figure things out.
And he was like okay.
So I think Wade had a feeling.
Speaker 1 (15:22):
I think Wade had a feeling what was probably
happening, because I rememberthe day that I told the company
that I had given my notice andthat I was, that I was leaving.
I think right after the meeting, my my phone was ringing and it
was you saying wherever you go,I'm coming with you.
Speaker 2 (15:37):
I'm like I don't even know where I'm going.
Speaker 1 (15:40):
I don't even know if I'm even going to be in the
business after this.
I'm not sure what I'm going todo.
But yeah, it was, that was aninteresting decision and he
joined us, the new company,right.
And we go from this robustbuilt up, you know, six years
into a CRM system and hundredsof sellers and a registrar and
(16:05):
domain extensions and all theseplans of like going public and
Christmas parties at the Ritzand Boat Rise and and drinks and
lightning in a bottle and lotsof fun to us with a very basic
CRM, not a whole ton of clients,like really trying to get a
(16:27):
business started.
So why don't you tell us whatthat was kind of like for you?
You know getting wanting this.
Speaker 2 (16:36):
Well, my personality is I've always thought that if
you want something to besuccessful, you have to put the
work into it.
So the one thing is, when Ijoined, I knew that we had two
great people that were at thehelm you and then also Amanda
Walts and I knew that at thattime we've got two people who
(16:58):
came from you know, two in asense different worlds within
the industry but had the samevision, which was, you know, you
kind of went the unregistry wayand Amanda always had like her
book of clients, of repeatclients and you know her big
sales that would take place.
And so I always looked forwardand being like, all right, I'm
(17:20):
going to put in the work, I'mgoing to understand where this
is going and help get thattrajectory.
I really, after being at domainname sales, I really wanted to
kind of change, because everyonein their industry, you know you
work so many years and you kindof get into understanding how
it goes.
I also wanted to kind of expandand do more outbound and more
(17:41):
acquisition for clients, becausethat was also something that
you know we got to do atunregistry, but not on the level
that really peaked, you know Ipeaked my interest on it.
So then coming, it was like allright, here we go and jumped
both feet in and had you know,normal home office.
(18:03):
I was like, okay, let's getthese let's, you know, start
digging into who we're talkingto, what we're selling, and you
know, inbound leads were hereand there.
And then it was more like allright, let's get you know
understanding what our you knowexact mission statement is going
to be for when we're talking tothese companies and how we're
(18:26):
going to actually what you knowagain, what's the brand of our
company, what's our portrayal,what are we?
And that was fun.
That was a really weird time.
It was a very fun time and thenit was a very short high.
That was lived because then Ithink that's what it was.
I think that's when, like sixmonths later, covid hit and that
(18:47):
was like three months yeah.
Three, and that was one of those, you know, oh crap moments.
I, what did, what did I do?
And then, but it kept going andthat was the good thing, is it
just?
I think we had a good group ofpeople on a good group of
(19:08):
clients where it actually justkept rolling, and I think
everyone was scared for a littlebit because we were just like,
you know, not knowing what anyof it meant.
But then who knew, in a weirdway, that it would actually be
more beneficial, because peoplestarted realizing, you know,
they needed that online presencefor their companies.
(19:31):
So it was a very weird time togo from a sure thing and then
have this pandemic happen andthen be like, okay, what is
what's going on?
Speaker 1 (19:43):
So but yeah, I think, yeah, and I think for me in
this business and then likeleaving, you're right and when
we're both at uniregistry,especially towards the end, the
goal was, you know, keeping allof the clients, and especially
Frank, happy with reallyfocusing on the inbound increase
generated by the sales landersand there were certain numbers
(20:05):
and expectations that we'resupposed to meet from Heller
High Water and we still haveclients that are sending us
their inbound leads daily basisand we want to expand that with
our new product we're coming outwith, with our new sales place
and our new sales Very excitedabout that If you do their own
self brokerage very soon, I'mreally excited about it too.
(20:29):
At the same time, be a lot morestrategic and full with buyers
right or pitching names than wecould before.
I mean, I think one of thethings with Uniregistry slash
domain name sales was youcouldn't do outbound in that CRM
.
It wasn't possible, because ifyou try to do an email campaign,
(20:50):
it's going to email the guylike he inquired, so it makes no
sense.
Speaker 2 (20:54):
So there is that.
Speaker 1 (20:56):
You know, the other thing is is putting in a buyer
and a seller into a CRM.
You know a company comes to youand says I want to buy this
domain name, and then you're youhave to follow up with the
buyer and let them know what'shappening with the auction and
is the seller is responded andwhat has he responded with, or
what was the price, or if he'sresponded at all or what you've
done to try to contact theseller.
(21:18):
And how do you put both a buyerand a seller into the
Uniregistry or domain name salesplatform?
You couldn't.
You know, it's just twodifferent things, right?
So we had the able to startagain with kind of a clean slate
.
Our CRM can do that and we cando the outbound and we can do
the inbound stuff.
So you like a lot more morenimble, and I think you said is
(21:41):
that you know you're using kindof different parts of your brain
Rather than Well, that'sexactly I was.
Speaker 2 (21:46):
Yeah, I was just going to say that is, you know,
when you're only doing inbound,your brain is just you know, you
start conditioning it towhenever someone comes in, of
what what's going to happen.
You know, because it's more ofa warm lead, right, you have
someone who's someone, someoneinterested in it.
They're going to be a littleeasier in that sense, but it's
(22:09):
fun to be able to have a clientthat wants to acquire a domain
and you're having to kind of doa little more digging on who the
owner is and kind of work itthat way.
So I like, I like having thatbalance, because it's not,
you're not getting bored, youknow, it's not just a repetitive
day, it's getting to have bothand make it where I think it
(22:32):
makes your mind a little sharper.
For when you do have thatstrong inbound need, you're like
all right, like you kind ofperk up.
Speaker 1 (22:40):
So instead of just click, yeah, I know what you
mean.
Yeah, you have all thetemplates saved and you're just
choosing one through five onevery inbound lead in some cases
when, when you just have somany and you don't know what to
do, or the repeat conversationon the phone, that's.
Speaker 2 (22:56):
That's the other thing.
So you would have the repeat ofsomeone who didn't know domains
and then you're just repeating.
And but what's funny is I do alot of the domain acquisitions
and sometimes even with these,you know startups and these
companies that we're acquiringdomains for.
You kind of almost have thatsame conversation with them
because they're still not aswell versus in the industry as
(23:19):
well.
So I very much look forward toour new platform to be able to
have that more fitting andbringing on more people and then
also being able to still dothat positions and then also,
you know, be able to pitch someof our clients domains if that
one domain isn't going to workfor that particular buyer.
Being able to know what we haveas resource and say, well, what
(23:43):
about these?
Would these be adventurous,because a lot of the acquisition
ones you know they'll come inand they want a hundred thousand
dollar domain.
They don't have a hundredthousand dollar budget,
sometimes as a startup, soalways good to have alternatives
.
Speaker 1 (24:00):
And I think one of the more you know.
It's becoming more and morechallenging with the who is
being blocked and we weretalking about that yesterday or
the lights being shut on the whois and having to go back and
and try to find a bread crumbright.
And we've had situations wherewe've called ex secretaries of
an owners or family members,finding them on Facebook and
(24:22):
piecing it together.
We've had a situation wherewe'd be sending letters to
family members.
Speaker 2 (24:29):
Sort of five letters.
Speaker 1 (24:31):
One of my faves I found a guy in the, in the, in
the boonies of Alabama.
We found his house and we werelooking at it on, you know,
google Maps.
We found you, you know, andthey're like how the hell is
going to go where the hell didthat come from?
like where the hell you knowwhatever trying to hide, but we
find them.
(24:51):
So, yeah, I mean there's acertain a level of fun and
internet sleuthing and thingslike that that you can, you know
, get yourself into.
I'm going to hit you with themost common objections and let's
see how you do Right.
We're going to do it like oldschool where I used to call you
for the escrow dot com process.
(25:12):
I'm going to try a new one.
I'm going to hit you with someI'm I'm not as versed as you
because I don't take as manyinbound leads as you do these
days, so some of my objectionsmight not be as exciting anymore
.
Maybe you can add a few, but Idon't need it, it's only a nice
(25:32):
to have.
What do you?
What would you say if calledinto somebody who said it, or
someone inquired directly to youand then say I don't need it,
it's just a nice to have?
What would be your answer back?
Speaker 2 (25:43):
Well, ok, so one is my sales style, as I know people
will go about in different way,but my sales styles also kind
of getting more information fromthem.
So one I'd be like well, whatmakes this a nice to have?
What?
What is it that they're lookingfor?
Because some will say, oh, it's, you know, personal product, a
(26:03):
brand or company, and that kindof takes you on a whole
different path.
But for me, I'm emphasizingwith them that it's it's really
establishing your strong brandfor your company.
So what, what is it that you'retrying to get out of this?
You know, are you looking tomake a blog or is this something
(26:26):
where, if it's your company,you're going to be established
as a competitor in the market?
Your credibility is there, youknow.
And even something like yourSEO, where it makes a difference
in having that kind of domainfor what your company is.
You know, if the I think wetalked about, where you know you
(26:49):
have links that are going to bein your, your website, it's
still going to come back.
Seo uses, age on a domain andthings of that nature.
So I mean, I think you just gothrough and you kind of discuss
what, what they're looking for,but also, you know, inform them
of the brand part, but also evenmarketing, like if you go to
(27:12):
trying to figure out, what kindof marketing campaign are you
going to do?
If you're going to be usingthis like, what is it going to
be for?
Because the marketing campaignwith not that great of a domain
and it's a nice to have to makea so.
I need to figure out which waythey're going in order to really
kind of pivot, because you know, if it's someone that just it's
(27:35):
a nice to have them and do ablog, I'll throw them out some
of the alternative extensions.
If it's on a $50,000 domain,you know there's other
extensions that might workbetter for that person.
But if it's a large companythat has the funds, it's going
to be, let's talk about yourbrand, let's talk about your
competitors that might come up.
(27:55):
Let's go that route.
So it's an open ended question,I guess I would say.
Speaker 1 (28:01):
Yeah.
So there's really no silverbullet to the answer and I think
the reality is is right you'reuncovering.
Why is it a nice to have forthem?
What are the pain points theycould be suffering through right
now?
What would this domain do tohelp alleviate problems and
finding?
Trying to get them to say thoseon the phone and then agreeing
right with them so they can seethat it's not necessarily just a
(28:26):
nice to have, it's a have tohave right.
Speaker 2 (28:29):
Well, and one of the things that I was yeah, and one
of the things like when I firststarted out my sales career,
craig's, my husband's stepfather, was oh, it told me, he goes.
You always want to try and seeif you can get him to say yes
and you want to agree with them,and I've always thought that
was the weirdest advice I'veever gotten, because I've always
(28:51):
been like no, you want to.
My personality is like I wantto agree with you.
This is why I don't agree withyou.
Speaker 1 (28:58):
Yeah.
Speaker 2 (28:58):
But then really selling and seeing.
What he was meaning was thatyou're listening to their
reasons and you're saying, okay,I get that and that makes sense
for your company.
But have you thought of it thisway, so it's, you know, kind of
moving it to I get it, it's nota must because it's going to be
a new product that's coming out, but have you thought that
(29:21):
maybe a competitor's going toknow that product's going to
come out and because of that,you're going to want to make
sure that you secure this domain, or your competitor might grab
it for their benefit instead?
So you know a lot of differentones.
Speaker 1 (29:38):
Absolutely.
I also think and I've talked toyou about this before is is the
business a B2B, right?
If it's a B2B product, thatyou're expecting to do TV ads
and really pump the generalpublic who aren't as well-versed
in domains?
Having a confusing domain isgoing to hurt you a lot of ways,
(29:59):
right?
And you're relying on repeatcustomers, repeat traffic, like
if a company you mean B2C, yousaid B2B, b2c not B2B, I'm sorry
.
B2c, b2c.
Speaker 2 (30:08):
Right.
Speaker 1 (30:08):
Like, like, for example, I don't know if you
know the story of Amazon, butAmazon was initially called
Avocadabra or Cadabra and thelawyer kept calling it Cadabra.
And so if you go to Cadabracomor Cadabracom, and I think even
Cadabracom, it goes to Amazon,they forward to Amazon.
But that was the original nameof Amazon was Cadabra.
(30:29):
And so they realized right thenfrom the beginning that that
wasn't a good name for repeatbusiness in a B2C style of name.
So they switched to Amazon,right, and obviously how they
did with that.
But, like, there's othersituations where you do talk to
a B2B business, right, and itcould be like you know, we were
(30:52):
saying A giant company acrossthe world that only deals with
specific containers, for, I mean, you know, a niche.
Speaker 2 (31:02):
B2b is, you know, hard to say.
You've got to have this.
I think I talked to onebusiness and they literally are
a company that only works withthe US government.
Speaker 1 (31:17):
That was it yeah, oh, there you go, one of my things
to do with that.
I mean I also think there's avanity play for it, right,
because there's certain VCs thatwe've worked with that we've
acquired their brand matchdomain and they've paid a lot of
money for it.
But I think it helps them withtheir confidence that, even
though, like, they're probablynot going to get companies
coming to them asking forinvestment from Google search
(31:40):
them, walking into a meeting andmaybe a lot of people are
trying to invest in this companywill help the perception
they're offering that they are aleader, they are the best VC,
and that if other VCs are payingtrying to pay money, you know,
maybe having the better domainwill make you look better as
well, right, well?
Speaker 2 (31:59):
we've had some of the domains where we've had inbound
needs, where people are like Iwant to purchase you know green
dot com, but I want, you know,I'm not, I don't want to pay
anything, I just want to make itso when I present it to the VCs
, that they see that I own thedot com or I want to pitch it to
(32:23):
get more funding and then thenI can do it.
And that's also.
It kind of just shows like whenthese companies are going to
get funding as much as we wantto say, it doesn't seem to
matter having your brand matchdomain.
When you're getting to thatlevel it does make a difference
in the view.
Speaker 1 (32:44):
Yeah, All right.
You said all right, so let'sthink of another one.
Okay, sorry, I'm gonna handregister a domain.
Or I'm gonna go spend a couplehundred dollars on a domain and
I'm just gonna SEO the shit outof it.
What would be your response?
Or someone who says I couldjust buy that keyword in another
(33:05):
extension and I'll just do abunch of SEO and I'll own that
keyword in like six months.
We don't need to buy this name.
Speaker 2 (33:13):
Well, I always go like my brain always goes back
to the algorithm of Google,because I remember when Penguin
came out and I don't know why.
That has always stuck in myhead, but it was this huge deal
for a lot of people that youcouldn't see it when it was on.
It had the mobile app.
If you weren't mobile, your SEOjust dropped.
So I really bring that intopeople like saying, hey look,
(33:36):
algorithms do change and you'regonna have to constantly
maintain that SEO, seo isdefinitely needed.
I am not saying by any meansyou don't need SEO, but it's
like when you have a companythat's a brick or mortar, you
have a good location, which iswhat your domain name is.
You have what people remember,where they remember to go to,
(34:00):
and then SEO is kind of, in thatsense, that advertising, where
someone's searching or someone'swalking down the street.
They see it and they're like,oh, I really wanna go to that,
and then they remember wherethey need to go back to.
So one is I always talk aboutthe SEO, the Google algorithm,
always changing.
The other is with the SEO, agedoes make a difference and if
(34:25):
you hand register a domain,google is not trusting of it.
They think that they could bespammy and so after a certain
amount of age they realize thatone that it's not.
But it also helps the SEO tohave that kind of age behind the
domain.
And then also people theyreally don't.
(34:46):
I don't think they think about,like the costs of what constant
SEO is compared to also owningyour brand.
So you're gonna be paying, Idon't know thousands, at least
if you're gonna be SEOing thehell out of something.
It just haven't be the rankingcompared to where, if you
(35:09):
actually have your brand andthat's what people are
remembering you can do it alittle more, not as much and not
as constant.
The other thing is if you're acompetitor and SEO I mean they
even have more funds to be ableto SEO, to pay for all of the
(35:31):
ads and be able to beat you onthose key words where what good
does it do?
You're now just in acompetitive nature with your
another competitor and theymight have more rev and more
backing to be able to do thatand you're just gonna boom, boom
, boom and not be nice.
Speaker 1 (35:49):
So I agree.
I think you need to have abalance attack, and I would
probably agree with the buyer,and that is saying that SEO is
an integral part of any onlinebusiness these days.
I would also say, though, thatpeople are becoming a lot more
savvy and that I think peoplewill judge a business based on
(36:09):
certain criteria.
I think the domain name itselfis one of the things that
someone glances at in the searchresults, and Google brought it
back.
It was gone for a little while,but now they show the link
again.
Number one, yes.
The other thing is obviouslyreviews, and then obviously how
your site works right.
So if someone visits yourwebsite and it's a crappy domain
, and it's a crappy website orit loads to go or other criteria
(36:32):
, you're gonna have a problemand the other thing I can.
Speaker 2 (36:37):
I know it's a brand, brand.
Sorry, I know I'm interruptingyou, but brand is still.
I mean, it just soundsridiculous, but I mean all I
keep saying and I think it's now.
I've noticed brand because backwhen we started, everyone would
need a keyword specific domains.
That was what it was all about.
So if you were a shoe company,you wanted shoescom.
(37:00):
That was what it was, becausepeople were just typing in I
want shoes, so I'm gonna go toshoescom.
Now it is completely differentand everything's a brand.
They're like what is the brand,what is the company's brand?
And that's how people areremembering.
So if you don't have your brand, how memorable are you to these
(37:24):
people?
Then?
Speaker 1 (37:24):
Or your brand is just bad in general, then you've got
a problem.
Speaker 2 (37:28):
Which can happen.
Speaker 1 (37:30):
Oh yeah, I agree.
I mean, I think it's just it'sall a mixture, and I think
another thing that certainpeople who've said these things
don't understand they don'tunderstand two other things
right Is that when you do SEO,or SEO the shit out of something
, which we've heard many timesSEOing the shit out of something
involves writing.
Building a website that meetsthe criteria of Google has to do
(37:53):
with speed and the way you'velinked your site to itself and
then submitted it to GooglePostmaster Tools and making
everything perfect in that way.
You have to write content thatpeople actually link to yourself
, right?
So it has to be something thatlooks good, is about subjects
that people wanna read about andthat third parties, like other
(38:16):
businesses, wanna link to yourarticles, or you gotta pay for
them.
So how much is your time worth,business owner, to pay someone
to write articles that are good,people wanna read and others
wanna link to and make sure yourwebsite is balanced in that way
and you're gonna pay somebodyto manage that as an SEO person.
(38:38):
And then the flip side of itall really is you're probably
not gonna get a lot of links,because it takes a really long
time to get people to noticeyour articles, to read them and
then to link to them.
You're gonna have to pay forlinks.
Get people to do that, whichgets extremely expensive.
Speaker 2 (38:57):
And then there's even more, so there's even a more
out of pocket.
I mean it's just Even more.
Speaker 1 (39:02):
So, yeah, and if you have a bad domain that just got
registered, that has a badrating as well.
I mean it's gonna be a veryhard thing to do.
I mean there's a lot ofcompanies and people that have
done it.
They've climbed the mountain,but I think it's a tough.
It's a tough go and I know itfor myself trying to compete
with different keywords in thedomain business that we think
(39:24):
are the most important ones thatwe need to rank for.
All right, here's another one.
This is one of my favorites,especially on the lower value
domains that are a couple ofthousand bucks and sometimes it
could be the multi-milliondollar one.
But I always chuckle at thisone my board.
It's either my board did notapprove or will not approve a
(39:47):
price over a certain amount, orthey won't approve a higher
offer or the offer I made.
We have to go in anotherdirection.
What is your answer whensomeone tells you that?
Speaker 2 (39:59):
I always think of.
So one is you always like, nomatter what you'll always be
like.
Well, let me you know when isthe next board meeting.
Let me get on the call withyour board and you'll discuss.
But it's almost a joking mannerbecause we all know that no way
in hell are they ever gonna letus go in a board decision.
So what I also, you know what Ido try and do when they say the
(40:22):
board isn't approved, is ask andtry and understand okay,
understandable one, what was thefunding that you had allocated
to this domain name?
Because, again, it's justtrying to understand what level
there at.
And then once they're kind oftalking about it and saying,
(40:43):
okay, well, when is the nextKind of period that your board's
going to be meeting to have adiscussion on needing to
possibly raise the budget or ifthere's interest in possibly
trying to do payments over time?
You know we, you know, doessome sellers are willing to take
equity into a company, justkind of give alternatives.
(41:04):
But the board, whenever I hearthis, I'm always like, oh, you
mean your wife, you know there'salways or their partner.
When they have to go talk totheir partner, it's like okay
let's get everyone on a callthat because let's make it where
everyone's on the same page andI've actually had that be
successful.
When it's a board, it's muchmore along the lines of okay,
(41:26):
what is what?
Is this domain worth really toyour company?
What is kind of the fundingthat your company is going to
have?
Even though we can have an ideabecause we look on crunch base
and we kind of see when thecompany got funding.
So it's also kind ofentertaining when you get that
response and you see that aCompany just received a hundred
(41:48):
million dollars funding andthey're giving and hiring over a
thirty thousand dollar domainor something.
So again, just asking I know itsounds weird, I don't do more
objections but asking questionsto really open more and engage
and understand what it is.
That's the hiccup, becausesometimes it's okay, I just
(42:11):
don't have it.
Great, let's do a payment overtime.
What can you do?
But if it's again a largeorganization that has a board,
it's where is your companyseeing the value?
Then?
What is it that your company Isneeding to have it be at a
higher level?
What are you guys needing?
Speaker 1 (42:31):
I also think at the end of the conversation, if they
say the board want to prove theprice of you know the
counteroffer, this domain, thereality was is there's still a
need?
Yes, they still need it andthey're still going to show
interest or maybe it's not thatone.
Maybe the seller that you'reworking with or working for has
something similar.
Maybe they have the plural,they have the E D one as well,
(42:54):
or the dot net.
That'd be more in their budget,right?
I find it.
I find it a lot of timeslaughable when people say my
board in the domain is a twothousand or three thousand
dollar domain, because in orderto have it and get that board to
have a meeting Really wouldcost the company a couple
(43:15):
thousand dollars in their time.
Or if you actually do it inperson, to fly everybody out
somewhere, put them in a hotel.
Having and hiring about a twoor three thousand dollar domain
is is is comical as well, youknow, and I think when you
really do have it, where it's anactual board, so real board,
(43:36):
yeah, fake boards that's whatI'm trying to point out Very a
lot of fake boards.
Speaker 2 (43:41):
But you know and but those are always the delicate
ones, because I feel like that'swhen you start throwing out a
payment plan or you.
You show that, ok, maybe it'sout of line with their budget or
where their ideal price wouldbe, but you kind of get them to
have knowledge within theindustry, show them some sales
(44:03):
that have taken place, you know.
Again, I can't stress theamount of times where I'm like
well, what if we do paymentsover time for a few years and
they're like you can do that andit's like yeah.
So how can we make that work foryou?
When it's one of the lower tierboards, the big boards, it's
just like all right, when's yournext funding?
And when can I talk to someone?
You know, I I have to laughbecause I had.
(44:29):
When I did the sale for Ollie,when I did the acquisition of
Ollie dot com, I had reached outto the owners of Ollie dot com.
I reached out to the CEO.
I had had the gatekeeper tellme there's no way we're going to
sell this domain, not in amillion years.
There is a whole reason and itwas actually me getting in touch
(44:57):
with a board member that Isomehow was able to get a hold
of and have a conversation andhe was like oh no, we'll sell
the domain for that.
But it's just kind of funny, onthe switch of where you know
you can some, it seems that theboards are willing to speak to
you when you're trying topurchase their domain, but they
(45:18):
magically don't when you'retrying to purchase a domain for
them.
Yeah, it's interesting.
Speaker 1 (45:23):
Yeah, I sometimes think also at the same time by
the time somebody comes backwith you know, the board said no
.
Hard to recover from that,because usually if it's no, it's
it's like kind of already inthe books.
You know, and it also kind ofapplies when you approach a
company, a large company, andyou say, and you make a bad
offer to start, and they justcome back and say nope, we're
(45:46):
not going to sell it, it's notfor sale.
Well, it isn't.
You probably made a bad offer,you made a really bad offer to
start, and then they bring it upto the group once.
They're not going to keepbringing it up like you can't.
You can only try so many times,especially with a hierarchical
business that is more than thetraditional business when
(46:11):
getting a true board together,especially if they're publicly
traded, is a challenge.
And they only do that a certainnumber of times a year to get it
on the docket, to be worthbeing talked about, to be
discussed a lot, oh yeah, andthen for them to say no and then
somehow resurrecting that fromthe ashes is a lot, it's a hard,
it's a hard one to come byright and so kind of feel
sometimes when you find that outand then if you say to him you
(46:34):
know we could do a payment plan,it's kind of like fuck, I
should have told him that beforeyou know the meeting and kind
of gone over these options sohopefully they knew that they
could have done that and nothave to wait like three more
months for the next boardmeeting for them to ask you know
, and at that point, like I,sometimes the To buy might be
(46:58):
gone for the buyer.
You know are the excitement ofthe opportunity.
Speaker 2 (47:02):
Well, and that's that's why I'm always about
finding information, like Ithink the biggest thing in the
domain industry is trying to getas much information from the
buyer or seller, but mainly thebuyer as possible Understand
them, know what they're comingfrom, know what, why.
This is of interest, whetheryou're representing the seller
(47:25):
or whether you're representingthe buyer.
Knowing that information cangive you a game plan on how
we're going to handle the nextsteps, because that's what makes
a difference in being able toget a deal done.
I mean, it doesn't, you know,behoove you to talk to a buyer
that has an off, that has abudget of 5000, again for a
(47:49):
hundred thousand dollar domainand will never be able to get
there and try and really getthat there and try and reach out
to a seller.
But if you're able to kind ofunderstand where they are from
the get go, you can kind ofcontrol again the narrative of
where they're going to go andmake it where you actually can
get a deal done, even if itdidn't align on that one
particular domain.
Speaker 1 (48:10):
Yeah, I hear you All right.
Here comes one out of leftfield.
What was the first?
Look on your face.
What was the first, what wasthe first time they were ever
sold?
Speaker 2 (48:23):
Grant pass Oregon five thousand dollars Grant.
I think it's all up Grant g r an t pass, p a s s, orgen or e g
O N com.
That's a long one.
I think that was the first one.
I mean, I know it's the firstone, I think it's still.
Speaker 1 (48:48):
That was 15 letters.
That's a long one for fivegrand.
That's pretty good.
Is it off?
Are you looking?
No, you're not looking at it.
All right, here's a.
The first domain.
Speaker 2 (48:58):
I ever sold was.
Speaker 1 (49:00):
Oh, let me look.
The first domain I ever soldwas workzillacom and it I'd say
Oregon and pass.
Speaker 2 (49:11):
Was it?
It's either grant or grant.
Speaker 1 (49:13):
Grissale.
Someone must let it expire, dothe plural.
Speaker 2 (49:17):
Do the plural and see .
Let's see if it's the plural.
No, she let it expire.
Oh yeah, it's up there.
Speaker 1 (49:24):
No, no, no no, there's a plural for not found
For grant grants.
Plural pass Oregon.
Speaker 2 (49:31):
Oh yeah no she let it expire.
It's a, it's a go daddy.
Speaker 1 (49:38):
Orcazilla performers for any task.
Look at this, find an artist.
I'd have to do an interviewwith a guy.
I'm going to send him a messageand have him on the podcast.
To go over my first domain sale.
It wasn't to them, it was tothe main event.
All right.
Speaker 2 (49:54):
And then she was such a nice little.
I mean she was an older woman,but it was an information,
because I've actually checked onit a few different times, so
this is new that it's down, butit was an information portal for
all the businesses in GrandPass Oregon.
That's literally what it was.
Speaker 1 (50:12):
There you go.
What is the weirdest domainname or the strangest domain
name you've ever sold?
I remember two specificallythat are actually kind of
interesting.
Speaker 2 (50:25):
I know one for sure.
Speaker 1 (50:28):
Which one?
What's the one for sure thatyou're thinking of?
Speaker 2 (50:32):
Ponyplaycom.
Speaker 1 (50:34):
Ponyplay.
You loved that one.
Speaker 2 (50:36):
That was a good one, we learned a lot.
That one cracks me up.
Speaker 1 (50:39):
Doing research with Ponyplay, didn't know what it
was, and when I looked it up,that was.
Speaker 2 (50:45):
I'll look it up.
Speaker 1 (50:47):
Yeah, don't look it up.
I remember you sold HHHHH.
Yes, you sold A and A with lessH's to Coca-Cola.
Those are two.
Yes, and you sold them for alot of money.
Speaker 2 (51:02):
They were like $30K each or $20K each, it was a lot
and I think the one actually, soI think it was A with 16 H's
after it.
Speaker 1 (51:18):
No, it was a lot.
Speaker 2 (51:19):
It went for Eddler.
Speaker 1 (51:22):
That one doesn't resolve.
Speaker 2 (51:23):
It was his name 12, 14.
Speaker 1 (51:26):
It was crazy 11, 12.
Yeah, I remember it ran in aCoca-Cola ad campaign for a
while.
Speaker 2 (51:34):
I saw it on CD.
It was on an ad it was.
They had.
I think it was Domino's.
It was Domino's and Coca-Colathat had this ad for it together
.
That was a really cool one.
There you go, tony Play juststicks with me, because that one
was just the most obscure.
If you were thinking of thedomain, industry.
Speaker 1 (51:59):
Yeah, I remember when you sold it, though, and then,
like I'd say, a month or solater, I saw it on a TV ad and I
was like whoa, look at that.
That was pretty cool.
Speaker 2 (52:07):
But it's really weird because you wouldn't think that
they would choose that to be onthe ad.
I mean just because it was solong.
It was just such a long domainname.
That was a weird one.
That was weird.
I'm trying to think what else?
Speaker 1 (52:23):
I've seen two of your names on ads on TV.
I've seen that, well, three,the two various spellings of I
don't know which ones they use,but I saw that, so to count that
as one.
And then the other.
I saw Olliecom being advertisedon TV quite a bit, and then one
domain that I one of thedomains that I've sold, that
(52:45):
I've seen ads on TV for quite abit is Mlife, which is the MGM
grand, their awards program.
I got them that domain.
Oh no kidding Many moons ago.
Yeah, I don't know if they'vechanged the name of it since,
but I helped them get that and Ihelped them get sanscom, like
(53:07):
the sans casino.
Yeah, so if you, go to.
Mlifecom it goes.
Mgm resorts, mgm rewards.
I was going to get that and Iacquired sanscom for them.
Speaker 2 (53:17):
So then I have a question for you rather than
like you know what was, ratherthan sexcom, what was the one
domain when you sold it you'relike yeah, or acquired it was
the one that you're just likethat you can talk about, cause I
know, half the time we can'teven talk about the domains we
sell, but what's one that you'relike hell yeah, doesn't have to
(53:40):
be about cost either.
Um, oh, they stump you.
Speaker 1 (53:55):
You know, I think one of my more fun ones that I was
ever part of that I really likedand it happened was that I did
a deal for Yahoo.
Um, we had two deals for Yahoo,but the one that I was most
proud of at the time and thisgoes back to like my Cito days
is that they wanted me toacquire M E M Ecom.
(54:15):
So, mimi, right, me, me, me, me, me, me, so whatever you call
them.
So at the time, if you go backonto the archiveorg and you look
, there was a website thatlooked like it was abandoned,
called Mimi factory on it and Iemailed this guy.
I called this guy.
We offered to this guy likelots of money, lots of money,
lots of money.
And the guys like I don't wantto sell it, I don't want to sell
(54:35):
it, I don't want to sell it, Idon't want to sell it.
I get on the phone with Yahoo.
There's like a few uh, there'stheir lawyer and there's someone
who's ahead of that projectthat they're coming out with.
And then at the time they werealso um, I just outbound, sold
omgcom to them because they justlaunched a competitor to TMZ.
I sold them omgcom.
So after I sold them omgcomwhich they were using.
(54:56):
They asked me to get themMimicom.
So I'm trying to get Mimi.
This guy is being a real prickabout it, like he's not being
nice.
Like I talked to him on thephone, he's just rude about it.
I'm selling like is there offer?
Can you give us an idea?
Make them an offer?
He's just kind of like about itand he's not getting back to me
.
And then on the call, uh, thedot me domain extension was just
(55:19):
coming out.
It was already out, but it waslike kind of getting some
popularity.
So I said, instead of using um,mimicom, why don't you use meme
?
And you hear the people on thein the call.
There was a group of people onthe call from Yahoo going like
what a job, a job.
And then they're like we'llcall you back.
(55:40):
So then they call back and theysaid why don't you try to get
it?
And I said, well, there's aproblem with that.
The name is registry reservedand it's owned by the Montenegro
government.
And so I happened to know therepresentative there.
Um, her name is escaping me,but she still worked.
She still worked there.
And um, she's really nice woman.
Oh God, I can't remember hername.
(56:00):
But I called her up and I toldher I was like, look, I'm like
Yahoo wants this domain.
I pitched it to them, so she's.
She got back to me and she saidwe have to go in front of the
Montenegro government with aproposal at Mimi, you know, made
up me, dot me was going to beused by Yahoo, and what the
purpose was and what they weretrying to do.
(56:20):
I said, look, I knowgovernments move slow, like we
can't wait five years for youguys to get back to us.
Like we need to know soon.
And she got it approved withinlike like two or three weeks and
they had the name and it wasready to go.
And then, and then Yahoo usedit for a period of time.
But when you visit the name, Ithink it's, I think it's gone.
That's gone.
(56:41):
Now I don't know if the namewent back to the dot me registry
, what the contract was.
I think if Yahoo wasn't usingit, they had to give the name
back, use it for a few years andthen they sunsetted that
project.
But that was I think that wasprobably one of my more exciting
ones and I really like when itwas done, it's like the
government gave it to Yahoo.
And then the conversation withthem was like so what are we
(57:03):
supposed to do here?
Like I'm thinking to myself,like I'd like to get paid.
So then I just I just said, youknow, but there wasn't a sale.
Like it was like here, here's afree name.
So it's like you know, I don'twant to coke and a smile.
I wanted, you know, I named theproduct, I found them, the
domain, I helped make it happen,and so what we did was is we
made an agreement and Yahoo wasreally generous about it.
(57:25):
We did an appraisal of thedomain and whatever number we
came up with, and they paid us acommission on that amount of
money that we came up with.
And we agreed, everyone wasfine with it and then paid as
well.
So that was.
I think that was one of thebetter ones.
I'm sure after this show endsand I go and think about it,
(57:46):
there'll be some storiesinteresting, but that's the one
that kind of came to pass Allright.
So how can people reach you,brooke or Brooke in the industry
, if they want to talk to you orask for your help in acquiring
or selling any of their names orfor you to help them with their
portfolios?
Speaker 2 (58:06):
My email is the best brookatsawcom, but I'm also on
other social medias LinkedIn,you know.
I gotta say I love the LinkedIn.
Please, if you reach out onLinkedIn, that's way better than
Twitter, which is the brokerBrooke on my Twitter, but I just
(58:27):
really prefer LinkedIn.
It's just able to keep it allthere.
Speaker 1 (58:33):
And is there anything else that you would like to
share with everybody before wewrap this baby up?
Speaker 2 (58:41):
There's nothing that's coming to mind, but yeah,
just you know.
No, I can't think of things.
It's why in podcasts, womenjust like belong on and sign off
.
Speaker 1 (58:56):
I'm always like I don't think we're ever gonna
have a lot for words in the 13years that I've known you.
So this is actually a decliningmoment.
I love it.
Speaker 2 (59:04):
I know I would say, the domain industry after all
these years of being in it.
The one thing that I think haskept me in the domain industry
is that it is ever changing andalways evolving into something.
You know, we've gone throughthe years where it was exact
match domains, where then wewere at Uniregistry and
(59:26):
alternative extensions.
We have, you know, web 3 andNFTs and all different kinds of
things.
So I just look forward to kindof seeing what's coming ahead,
because it always seems to besomething new, and also to also,
you know, I am very excitedabout our, you know, seller
(59:48):
platform.
I got to say like I'm excitedto also have that come out and
work with some people.
I have some great clients thatthey're excited because they are
kind of biting at the bit tochange things up on their side
and wanting to kind of go in adifferent direction for
themselves.
(01:00:08):
So I just think it's an I thinkit's an interesting period
together in the domain industry.
I agree.
Speaker 1 (01:00:17):
I agree with you wholeheartedly.
I also have to say that some ofthe you know being in the
domain industry, I mean terribly.
It's been good to both of us.
Obviously I also think that, asfor in general, I've made some
of the best friends I have in mylife in the industry as well,
right, and I think that that hasdefinitely kept it that way.
Speaker 2 (01:00:40):
That is, I mean, I don't know how many who knew
that.
I mean, if you would have askedme I don't know however many
years ago now, because we'lljust you know say 10 plus years,
I'm really I'm kind of curiousnow on the exact figure.
But by meeting you would neverhave assumed that I would have
stayed, become friends with youand your family and our sons
(01:01:00):
actually liking to out and Iknow right, I'm thinking about
it Each surfing lessons together, Disney World together, you
know fun stuff like that.
Exactly so.
I think that's also one of thebig things about the domain.
Industry is as much and as farapart or different as anyone can
be.
You know, there's a lot of goodpeople in the industry and a
(01:01:21):
lot of good friends have beenmade, so yeah, and I think and I
think people outside theindustry don't realize how close
a lot of us are.
Speaker 1 (01:01:27):
Like I'm friends with a lot of our competitors.
Yeah, I talk to differentbrokerages and brokers on a
regular basis, joke with them.
Sometimes we co broker dealssome brokers send us business
when they're on vacation, youknow, and it's just that's the
way it's been, and I think Ireally like that, and you know,
that's what I love about thebusiness too, and I think
everyone, you know, in essencewants everyone to be successful.
Speaker 2 (01:01:50):
That's not a common, you know that's not common in
industries is where everyone'slike hey, I want you to be
successful, I want you know.
That's something in the domainindustry Everyone's like if
everyone's successful, we're allsuccessful in this industry,
where you know that's the thing.
Speaker 1 (01:02:09):
I hear you All right, well, hey, yeah.
Come by, yeah Right.
So thank you very much forcoming on the show and,
obviously, your loyal service tous and for Broker.
Nanda, as everybody Adios yeah.
Speaker 2 (01:02:27):
Bye, okay, yeah.
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