S3E1 – Waterfront, Winning Bids & Work Ethic: Inside John Gandolfo’s 1,000+ Sales - Work Hard, Play Hard, and Give Back - A Real Estate Podcast

Episode Transcript
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SPEAKER_01 (00:04):
Hey, we're here in Franklin Square at the studio at
American Homes for the WorkHard, Play Hard, and Give Back a
Real Estate podcast.
Today, we have John Gandalf, toptop agent at the Oceanside
location of COWOL BankerAmerican Homes.
Welcome to the show, John.

SPEAKER_00 (00:21):
Glad to be here, Mike.

SPEAKER_01 (00:22):
Awesome, buddy.
I'm so excited to have you here.
We got a lot of great questions,a lot of things going on.
Before we get into the the uhconversation, I just want to
remind our audience if you likewhat we're doing here, make sure
you like, subscribe, share,share our podcast any way
possible.
But remember to stay to the endfor the drop the mic questions.
Always the most fun part of thewhole uh conversation.

(00:43):
So um, John, you know, let melet me share with uh the
audience a little bit of yourbackground, besides being in the
industry for 25 plus years, soobviously you're very
experienced, one of the top tenagents in the entire company,
your team leader for the Gandalfteam, along with your wife and
son Nick, which we'll talk alittle bit about.

(01:03):
But some of the achievementsthat uh you have had, and this
is just some of them because wewe don't have all day, so so we
got some stuff.
International Present, PremierAward winner, uh Safford County
Certificate of Achievements, uhNassau County uh uh Office of
the Executive Citations, QualityService Pinnacle Awards for
Superior Performance,Outstanding Performance

(01:24):
Production, over 300,000, many,many quality service awards,
president's award for centurion,which includes quality service
and pinnacle status, centurionproducer, all in the same year.
2024 honoring our best top 1%worldwide, uh, from the New York
Herald.
I mean, I can go on all day, butyou know, uh obviously your
success in real estate and umachievements jump off the board,

(01:48):
John.
So I think our audience is goingto be super excited to kind of
hear your perspective on uh someof the industry topics out
there.
So let me kind of jump in withyou, alright, John?
Sure.
With over a thousand housessold, it's I mean that's a
staggering accomplishment byitself.
Can you pull back the curtainfor our listeners?
What is the negotiation or thenon-negotiating, I should

(02:10):
probably say, daily and weeklyrituals that powers the level of
sustained production that youbring and your team brings to
the industry?

SPEAKER_00 (02:18):
That's a real good question.
I guess you get me off.

SPEAKER_01 (02:21):
Well, you know what you're going to struggle with?
It's a daily thing.
So you're probably like, allright, what time in the morning
are you getting up?
How early are you just hittingit already?

SPEAKER_00 (02:29):
So first thing in the morning, I have my cup of
coffee, I'm in front of thecomputer, I'm looking at I'm
checking my emails, I'm lookingat offers, I'm following up with
offers, um uh looking atmarketing, scheduling new
appointments, uh uh doing photoshoots on properties.
Uh i it it's a constant effort.
Um, you know, you have to.

SPEAKER_01 (02:50):
This is all before 9 a.m.
Oh yes, oh way before.

SPEAKER_00 (02:53):
9 a.m.
is lunchtime.
So so so what it's about is inreal estate you have a pipeline.

SPEAKER_01 (02:59):
Yes.

SPEAKER_00 (03:00):
So the pipeline starts with your leads, which
you convert into appointments,right, which you convert into
listings, which you convert intocontracts, which you convert
into closings.
Right.
So it's keeping a steady stream.

SPEAKER_01 (03:16):
Which you convert into lifelong referrals.

SPEAKER_00 (03:18):
Well, lifelong referrals and relationships.
Because listen, it's not allabout the numbers.
Relationships are at the heartof what we do.

SPEAKER_01 (03:27):
Absolutely.

SPEAKER_00 (03:28):
So people that we've sold houses to, people that
we've sold their houses, theybecome our extended family,
especially social media today.
We watch people um get married,have babies, babies, communions,
bot mitzvahs, bar mitzvahs.

SPEAKER_01 (03:44):
How many uh families that you sold a house are now
working with the kids now?

SPEAKER_00 (03:47):
Oh, yeah, yeah, that too.
And also we recruit some ofthem.
Some of them will get theirlicenses later down the line and
and get into real estate.
But, you know, and then we watchtheir children get married and
have babies, and and it's acycle.
So that's what's so great aboutsocial media, not to jump ahead
because social media is anothertopic I'm sure you want to

(04:07):
explore, but but that's what'sso great about it because we see
we're involved in people'slives.
We're wishing them happybirthday, we're saying
congratulations to whatever youknow function they have, they're
you know, uh happy anniversary,happy birthday.
There's it's just one thingafter another.

SPEAKER_01 (04:24):
Yeah, you know it's interesting.
So um to kind of come back tothe the focus of the question,
it's like you know, it's a dailyand weekly rituals.
What jumps out from my vantagepoint, not just you know, five
feet across the table, but withour you know, having had a
relationship over 20 years withyou and having seen how you
approach the business, it's theintense focus on the business as

(04:48):
a business each and every day.
From the moment you wake up, yougo at it.
You know, when an agent'stelling me, like, how come I
didn't know about that?

SPEAKER_00 (04:55):
I mean, you know, it's your job to know about it.
Right, right.

SPEAKER_01 (05:00):
You know, there was emails out, there was this, and
it's like, oh yeah, I don't reademails.
I'm like, how do you not reademails?
It's an intense focus, you know,what you said.
I I wake up, I'm checking email,I'm looking at text, I'm I'm
checking industry news allbefore my competition even wakes
up.
So it's that intense focus onsucceeding that just burns
through and separates you froman average agent, which is

(05:22):
great.

SPEAKER_00 (05:23):
Education is a big part of it.
And people, you know, I've I'vespoken to people and and they'll
tell me I've been doing realestate for 25 years.
Well, you're not been doing it,you've been doing it wrong for
25 years.
So, you know, so it's aboutlearning.
As soon as I get in a business,I immerse myself into it.
I wanted to learn everythingabout it.
Within two years, I had abroker's license because I

(05:45):
wanted to achieve the nextlevel.
Every training that wasavailable to me, I I I took and
and I consumed myself in thebusiness.
You know, it's it's it's a veryserious matter when you
represent somebody and you'reselling their home.

SPEAKER_01 (06:01):
Yeah, the biggest some of the big biggest
financial decisions they make intheir lifetimes.

SPEAKER_00 (06:05):
And some people, it's it's the the largest asset,
and and you want to treat itcorrectly.
And then on the other side ofit, uh obviously we have a
fiduciary responsibility to ourclients, which in my case is is
sellers, okay?
But we also have it.
Right, right.
The bulk of it is sellers.
We do have some some buyerclients, but the other part of

(06:27):
it is if a customer comes in,whether they are my customer or
another agent's customer, youwant to give them fair and
honest treatment.
Right.
You want to do the right thing.
You don't you you you wantpeople to have a memorable real
estate experience in a good way.
I like it.
In a good way.
In a good way.
Yes, exactly.

(06:47):
Yes, because you could bememorable in a bad way.
Right.
Because we've had we've hadpeople call us and say, listen,
my listing's about to expire.
I was with with another realtorfor a long time and it was a
horrible experience.
And can you please meet meetwith us?
And we meet with them and we goover everything.
When I sit down with somebody, Igive them a marketing plan.

(07:07):
In that marketing plan, itdiscusses every step of the way,
including today, we're doing acomparative market analysis.
Then we're gonna reviewpaperwork, then we're gonna
schedule photography.
The house should be photo ready,one step after the other, from
contract to closing, when we'redoing a walkthrough, when the
bank appraisal occurs, that I'mgonna show up, meet the bank
appraiser, and furnish them withcomps to substantiate the sale

(07:31):
price on the house.
So there are many things that Ido from morning until night.

SPEAKER_02 (07:37):
Yeah.

SPEAKER_00 (07:38):
And if it has to be seven days a week, so I take off
when it's convenient to takeoff.
Even when, incidentally, evenwhen I'm on vacation, my phone
is on and I'm working.
Yeah, of course.
Because you can't just shut theswitch off because these people,
this is their lives.
Right.
Okay?
This is very important to them.

(07:58):
So when somebody calls me ateight o'clock at night, i
because they have a question, toall right, I understand why
they're calling me.
You know, I don't want themlosing sleep over a certain
issue, so I don't mind answeringthe phone and and going over it
with them.

SPEAKER_01 (08:14):
Yeah, you know what I love that you touched on?
Um it's transaction management,essentially.
You know, they're they'rethey're hiring you, and then
while you're or they're decidingto hire you, actually on the
listing appointment, they'retrying to decide.
It's like an interview,essentially.
But you it's we used to term ituh a bedside manner.
You know, we liken to if youwent to a doctor and they were

(08:34):
gonna give you a shot, if thedoctor just walked in, looked at
your chart, grabbed your arm andjabbed you with a with a needle,
you go, Whoa, what are youdoing?
Right?
But they don't.
They come down and theyintroduce themselves and they
say, Look, explain theprocedure.
Right, and they walk you throughas a bedside manager.
We're gonna numb it out first,yeah.
Right, right, right, right.
But that's exactly a littlepinch.
Right, right.
But that's exactly what you'redoing.

(08:55):
You're walking them through theprocess because you your
experience and you you took thetime and you touched on super
important from the beginning.
Educated.
You got educated about theprocess, and you're you've
leaned into the business as aprofessional so you it can walk
them through the process fromday one so that they can see the
path forward.

(09:15):
So I love that approach to youknow, it's a consultative
approach to listing properties.
So I think that's something verydifferent than the average agent
out there.
So if there's a takeaway, so ifthere's an agent out there and
you'll and you'll you'relistening here today, this is
one of the this is a gold nuggetyou're sharing with them.

SPEAKER_00 (09:32):
So the people that we represent become our extended
family.

SPEAKER_01 (09:38):
Yeah.

SPEAKER_00 (09:38):
And that's what it comes down to.
So you treat everyone equally.
It doesn't matter if theirlisting is$10 million or
$400,000.
Right.
They still get the sametreatment, they still have the
same, they're a human being, andthey have needs, and their needs
need to be met by us.
Their real estate needs need tobe met by us.

(09:58):
Yes.

SPEAKER_01 (09:59):
So now something else you touched on earlier,
which was interesting.
So I'm curious your take as aveteran in the business.
You talked about how mucheducation uh you talked and
involved or immersed yourselfin, especially in the beginning,
because I think people take thewhat was a 45-hour course is now
77 hours of New York Statelicensing class.

(10:19):
And it there's it's goodbackground information, but it
doesn't teach you the mostimportant things about real
estate, successful real estate,which is the business side of
it, you know.
Right.
Yes.

SPEAKER_00 (10:31):
The experience that you're gonna that you're gonna
get in the field.

SPEAKER_01 (10:34):
Yes.

SPEAKER_00 (10:34):
But one of the great things about our company is this
we have always had training.
Yeah, so now our training usedto be at various office
locations because we have somany offices.
Right.
So ever since COVID, everythingchanged.
Yeah.
So now all our training isonline, which is fabulous.
I don't care if you're a newagent or a seasoned vet.

(10:57):
Sitting in on one of thosetrainings and reviewing one of
those trainings, it it it it'sdefinitely it's good for the
soul.

SPEAKER_01 (11:04):
Absolutely.
It's one of the reasons whythere's literally no cost to any
of our in-house training becauseI don't want that to be barriers
for agents to improvethemselves, you know, improve
their skill sets.

SPEAKER_00 (11:15):
If you hang your license with COW Bank of
American Homes, yeah, there's noexcuse not to know something.

SPEAKER_01 (11:21):
Yes.

SPEAKER_00 (11:21):
Okay, because it's all there.
It's all there, and it's allonline, and you could go and you
could view it, listen to it overand over again as many times as
you like.
You don't even have to put pantson, you just gotta show up.
That's right.
For sure.
That's it.
I don't have pants on.
Are we supposed to wear pantstoday?

SPEAKER_01 (11:39):
So, one of the other things I wanted to lean into,
because as an experienced,again, seasoned agent, you know,
it's it's kind of interesting tolook back and say in the
beginning, I was thirsting forknowledge because I need I'm
learning a new industry, and nowwe know we find out in hindsight
how much more depth that thereis to the industry than what we
expected because someone sawHGTV and said, this looks like a

(12:01):
good thing to do.
But um, it's actuallyrelearning.
So, how much has the industrychanged since you first got your
license?
I mean, uh look at the last twoyears, uh, right?

SPEAKER_00 (12:12):
So when we first started, yeah, it was Zone
Books.

SPEAKER_01 (12:15):
Yeah.

SPEAKER_00 (12:15):
It was Zone Books.
At that time, if you if youneeded to look up an address,
you had a Hagstrom map.
We didn't have we didn't havecell phones, right?
Right, right.
We didn't have what we havetoday.
Yeah so in the beginning, westarted out with Zone Books.
Yeah.

SPEAKER_01 (12:27):
Then after Zone Books.
For our audience, by the way, Ididn't mean to interrupt, but
um, who's not necessarilylicensed out there when we
interact with the multiplelisting service, which is the
collective listing propertylistings of every broker in the
system, so it's how we accessthat.
So I didn't mean to cut you up,I just want to give
clarification.

SPEAKER_00 (12:45):
So in the beginning, we had Zone Books.
Zone Books essentially had alist of all the different
listings in there, and basicallythere was one photograph of the
listing, and that's all you hadto go by.

SPEAKER_01 (12:53):
In black and white.

SPEAKER_00 (12:54):
In black and white, right.
So then from there we went tocomputers.
And in the in the beginning,computers were green screens, so
they didn't have the photos orthe videos that we have today.
I mean, today we have cellphones.
Everything's accessible.
You could you could look athouses, you could look at
videos, you could shoot houses,shoot videos with your cell
phones if you want, although wealways employ professional

(13:16):
photography because we want toprovide the best product for our
clients and customers.
Yes.

SPEAKER_01 (13:21):
Yes.
That's that's tremendous.
So one of the things we'venoticed over the years, you
know, again, being so close toyour business and seeing how you
it's developed, your clientreviews.
They clients consistentlymention your negotiating skills
and your ability to problemsolve even the toughest deals.
So when a transaction hits amajor roadblock, what is the

(13:41):
Gandalf playbook for keeping thedeal alive?

SPEAKER_00 (13:44):
So when we're in the heart of a negotiation, yeah,
each party has to feel like theywon.
Each party has to feel likethey're getting something out of
the deal.
So it's about finding thatcommon denominator.
Obviously, we have a fiduciaryresponsibility to our client,
and we're gonna meet thatfiduciary responsibility
regardless.
Right.
To me, it's always been a it's achallenge.

(14:06):
I've always been verycompetitive.
Right in that competition, Ilook at that negotiation as
competition.
Okay, so and and and it's funny,I am always about getting a
higher dollar.
I'm not working from the bottom.

SPEAKER_02 (14:20):
Right.

SPEAKER_00 (14:20):
So I'll have I'll have a seller say to me, John, I
need this number.
I need$950,000.
Right.
So I'll shoot for$960 or$975.
I'll try and get them moremoney.

SPEAKER_01 (14:35):
Underpromise and overdeliver.

SPEAKER_00 (14:37):
Exactly.
Now, I'll call him up, and Ijust did it yesterday on one,
and I said, I got good news andI got bad news.
So the bad news is I didn't getyour nine fifty.
I know it's called.
And he said, What's the goodnews?
The good news is I got your ninesixty.
He says, Ah.
Come on.
Yeah.
I said, really.
So, but the but the reality iswhen we're not working from the

(14:58):
bottom, when somebody calls meand they say, What is your
seller willing to take?
Yeah, what are you my answer tothem is what are you willing to
give?
Yeah, the person who's firstloses.
Exactly.
It's just like when you're in anegotiation and you're at a
stalemate.
The first the person who picksup the phone first loses.
Yeah.
It's always been that.
So my seller's like, well, getback to No, no, I'm not.

(15:19):
Uh the way we left off is thisis where our number is, and they
need to get back to us.
Right.
We can't sell them a house.
They're gonna buy the house.
Right.
They want it, they have to seethe value in the house and they
have to make the offeraccordingly.

SPEAKER_02 (15:33):
Right, right.

SPEAKER_00 (15:34):
We sell a lot of waterfront homes.
Yes.
So somebody is looking at awaterfront home and they don't
want to come up to a certainnumber.
Now, inventory is very lowtoday.
So what happens?
Yeah.
So you say, okay, you don't wantto come up to this, okay, you
don't want to come up to thisnumber, that's fine.
Maybe, maybe this home is notfor you.

(15:54):
Maybe you want to buy, oh, wait,that's right, there are none.
Right.
Okay.
You know, so supply and demand.
Supply and demand.
Same thing.
Mother daughter, it's not justit's not just high-end.
We're selling a mother-daughterhomes.
There's a shortage ofmother-daughter homes.
Yeah.
You need that second kitchen,you need that auxiliary
apartment, whatever it is.
Uh you know, you don't see thevalue.

(16:15):
There's a value.

SPEAKER_01 (16:16):
Yeah.

SPEAKER_00 (16:17):
There's a value to that extra space, and that value
is greater to you than it is tome.
So come on, what are we talkingabout?
We're talking about pennies.

SPEAKER_01 (16:25):
Yes, exactly.
What you just touch on again,this is another big golden
nugget for anybody who's newerin the business who's trying to
understand how to craft a what Icall a business worth owning,
right?
It's product knowledge.
It gets to be a lost art.
You can't just learn themarketplace by sitting in front
of a computer.
Yes, you can see what'savailable and stuff, but it's

(16:47):
also seeing what sold and whatdidn't sell, you know, how long
it was on the market,understanding the supply and the
competition in the marketplaceand consistently because it
changes from month to month toyear to year.
So, you know, obviously we'veseen it change huge in the last
couple of years.

SPEAKER_00 (17:03):
Well, it's also knowing your product, which is,
I think, what you were touchingon.
So knowing your product.
So when you walk, when you walkinto a living room, you're gonna
point out this beautiful livingroom with four-inch plank,
hardwood floors, cathedralceilings, uh uh coffered
ceiling, whatever.
Right.
All right, you point out.
You don't walk in a room and andand say, This is a living room.

SPEAKER_02 (17:22):
Right.

SPEAKER_00 (17:23):
It was quite obvious.
When you get in the kitchen, yousay this is a kitchen.
You know what?
The stove gave it away.
Right.
Tell me about it.
Tell me about the kitchen.
Okay, we we have a thermidorstove with your all thermidor
appliances, soft closed drawers,you know.
I mean, the the details.
Product knowledge.
It's in the details, productknowledge.
Exactly.
You know, if if you got a jobselling cars, you would have to

(17:46):
when a new vehicle comes out,you'd have to learn about that
vehicle.

SPEAKER_01 (17:48):
Yeah, you need to know more than it has four
wheels.

SPEAKER_00 (17:51):
Right, exactly.
How does it what's the operatingsystem?
So so we look into what's theoperating system of this home.

SPEAKER_01 (17:59):
Yeah.

SPEAKER_00 (17:59):
Okay, what what makes it tick?
Does it have gas heat, does ithave oil heat, how much electric
is it?
200 amp, 150, 100 amp.
What is it?
Do we have subpanels?
Um all the details.
Yeah.
It's about it's about details.

SPEAKER_01 (18:13):
Yeah, it's not just a house.

SPEAKER_00 (18:14):
Right, right, exactly.
You know, I mean, you especiallywhen you're selling houses at
prices that we're selling today.
An entry-level house is$700,000.
So at that particular entry.
So at that particular point, allright, you have to sell the
benefits of the house.
What are the benefits of owningthis home as opposed to another
home?
And the more benefits you sell,the more money you get your

(18:36):
clients, the more happier bothsides on the transaction are
going to be.

SPEAKER_01 (18:40):
Exactly.
So I really what I really like,and I think the takeaway really
here, it's it's it's easy toknow that it's a house or that
it's a four-bedroom house, orthat it's a high ranch, but do
the agents go the extra yard tounderstand that higher level of
the features, the benefits, youknow.

SPEAKER_00 (19:00):
Well, on my team, and I I know Barbara and my my
partner Barbara, my wife, yes,our philosophy is we don't get
the extra yard, we go the extramile.
Right.
Okay, so we're going thedistance for you, and that's the
bottom line.
And you we are yin and yang.
So where I am high velocity,yeah, okay, she is softer, more
maternal, but the knowledge thatshe has about real estate and

(19:23):
homes, because she's actuallybeen doing this longer than me.
How long has Barbara been doing?
Barbara's been doing it a littleover 30 years.

SPEAKER_01 (19:29):
Yeah, yeah, yeah.
And she thought so.
I just wanted to make sure.

SPEAKER_00 (19:32):
She was an entrepreneur early out, you
know, she had her own haircutting.
She owned her own haircuttingsalon at 18 years old.

SPEAKER_01 (19:38):
Fantastic.
Doesn't surprise me.

SPEAKER_00 (19:40):
No, she's she's always been an entrepreneur,
I've been an entrepreneur.
Um, together, we we have arecipe for success.

SPEAKER_01 (19:47):
Yeah.

SPEAKER_00 (19:48):
And that's really what it comes down to.
And it's about, it's again, it'sabout people.

SPEAKER_01 (19:53):
Yes.

SPEAKER_00 (19:54):
It's about building relationships.
All right?
Listen, the universe is one bigcircle.

SPEAKER_02 (19:59):
Yeah.

SPEAKER_00 (19:59):
The more good you put into that universe, the more
good that's gonna come back toyou.
Yeah.
So if you do what you'resupposed to do, maintain
honesty, integrity,professionalism, and care about
people.
Because again, what's the oldsaying?
People don't care what you knowuntil they know that you care.

SPEAKER_01 (20:18):
100%.

SPEAKER_00 (20:19):
All right, so that's what it comes down to.
So when you give this kind ofservice to people, when you
care, they feel it.
Yes.
Okay?
They're not just a number.
Yeah.
It's not about numbers.
Yeah, okay?
It's uh it's about people.

SPEAKER_01 (20:32):
Yeah, very much so.
Now you touched on a little bitwith Barber and and the team.
So at on the Gadolfo team, forour audience, why don't you
share a little bit?
What is the dynamic of that?
So um as you and as barber andas yin and yang, and so and who
else is it Nick as well now?

SPEAKER_00 (20:48):
So Nick, Nick is uh raising a family, coaching
football, and he does realestate also.
So Nick is very active.
He's there doing open houses, hehe's there when we need him.

SPEAKER_02 (20:58):
Yeah.

SPEAKER_00 (20:59):
Um, and he's going to, in the future, he's gonna
play a major role as we getolder.
He's gonna take a more activerole and and and his children
get older.
Yeah.
So as we get older and hischildren get older, he's gonna
play a more active role in realestate as we need to take a step
back if that ever happens.

(21:19):
Yeah, right.
Right.

SPEAKER_01 (21:20):
Well, he's got a you gotta he's got a perfect mentor
right there.
He's got a front row seat.

SPEAKER_00 (21:24):
So what's great about it is our our children
learned and know more about realestate than half the agents out
there, just from being a fly onthe wall.
At the kitchen table, actually.
Just from being a sponge andbeing in the room and hearing us
on the phone, because I'm on thephone negotiating a deal.
Barbara's on the phonenegotiating a deal, you know, uh

(21:44):
and and and they hear it day inand day out, year after year
after year, even though youdon't think they're listening,
subliminally, they know it.

SPEAKER_01 (21:52):
Yeah, they hear.
Yep, they hear it.
They hear it, yep.
So it's so what when you touchedon the yin-in-yang between you
and Barbara, so what does thatlook like task management?
Do you do you kind of take onspecific tasks and she takes on
specific tasks?
Is that so is it has and how doyou approach how how do you
approach that breaking up of ofresponsibility?
Is that based on skill set?
Like everyone has naturalstrengths and weaknesses and

(22:14):
it's knowing your strengths andweaknesses.

SPEAKER_00 (22:16):
That's exactly what it is.
It's knowing what your strongpoints are.
If I get somebody that reallyneeds a lot of hand holding,
Barbara's the one.
Barbara's the right, she is,because I'm in the I'm
negotiating a deal.
And sometimes there's sometimesduring the day that I'm so busy
going from one task to anotherwhere I don't have that time,
where she does have the time.

SPEAKER_02 (22:36):
Right.

SPEAKER_00 (22:36):
It's also it's also her knowing.
You know, she was on the phonewith somebody the uh the other
day and they're presenting anoffer, and and and there's a
co-op board that's involved.

SPEAKER_02 (22:46):
Right.

SPEAKER_00 (22:46):
And the people that are want to buy have they're
retired.
Yeah, they have something thatthey didn't sell yet, so now and
and the loan office is notgetting back to her giving
information.
So, right then, Barbara says,red flag, if they have all these
outstanding obligations, how arethey gonna pay their

(23:06):
maintenance?
What's left yet?
Right.
What's gonna, you know, and andit's knowing these things.
She's very sharp and she's ontop of it.
Yes, she is.
Yeah, and she can she can handleit.
Listen, I have no problem, youknow, handing the reins to her.
Yeah, you know, she she'sdefinitely on top of it 150%.
Yep.

SPEAKER_01 (23:24):
Great, that's great.
Now, you touched on somethingbefore I think we want to get
back into because um it's such aa niche field, but you touched
on the waterfront.
Obviously, oceanside has youknow a substantial waterfront
community.

SPEAKER_00 (23:38):
It's in the name.
Yes, in the same way.
Oceanside ocean.

SPEAKER_01 (23:43):
So um waterfront.
What you know, I you you've beenuh hugely successful with the
waterfront properties, canalfronts, bulkheading.
What's what's a a majorchallenge that you tend to run
into with waterfront home homesthat you don't run into with
other properties?

SPEAKER_00 (23:58):
Bulkhead is one of the major uh will be a major
hurdle.
Uh we recently had a propertyand they redid everything in the
property except the bulkhead.
Okay.
The bulkhead is a$50,000,$70,000job coming up, and we we had the
house listed for$9.75, and wewound up closing out at$9.40.

SPEAKER_02 (24:21):
Okay.

SPEAKER_00 (24:22):
And that's with a $50,000 to$70,000 future
bulkhead bill.
So it was like we got over amillion dollars for that house.
Now the seller put a lot ofhard.

SPEAKER_01 (24:32):
You can see that in the comps, but that's part of
the problem when other peoplesee that.
It's knowing the story behindthe comparable sale.
Exactly.

SPEAKER_00 (24:41):
So that's that's a big thing.
And then people don't, peopledon't, they don't understand
what is bulkhead.
What is bulkhead?
Well, bulkhead is dead men, it'stie rods, it's whalers, it's
sheathing, and it's poles.
That's what bulkhead is.
Yeah.
And it's how it's all puttogether.

SPEAKER_02 (24:56):
Yeah.

SPEAKER_00 (24:56):
And and and our background, and when I say our
background, Barbara's backgroundalso.

SPEAKER_02 (25:00):
Yeah, yeah.

SPEAKER_00 (25:01):
In construction in waterfronts, we've had bulkheads
done on our our on our ownproperties.
Yeah.
So, you know, so we know aboutthis.
Right.
All right.
We've lived through Sandy, we'veseen Irene.
We know with you know what'sinvolved.

SPEAKER_02 (25:15):
Yeah.

SPEAKER_00 (25:16):
What about floating docks?
Floating docks, average floatingdock is between$15,000 and
$25,000.
Yeah.
Yeah.
Yeah.
Everything's more expensive.
And then an aluminum ramp islike$7,000 for aluminum ramp.
So if you're talking about$30,000 between the dock and the
ramp.

SPEAKER_01 (25:36):
Right, right.
Yeah.
So what do you know about floodinsurance for our audience?

SPEAKER_00 (25:41):
So flood insurance, if you have a grandfathered
policy, that's the best.
When somebody has agrandfathered policy and they've
had the policy over 20 years,we're really happy.
Their flood insurance is$1,500 ayear, it's$1,800 a year, as
opposed to somebody that says,ah, I paid off my mortgage, so I
didn't keep up the floodinsurance.

(26:02):
Right.
Okay.
Now they have to get a new floodpolicy, and when that gets
quoted, depending on the heightof the risk, so it's all risk
assessment, that's why theythat's why they'll run your
credit when you get when you geta homeowner's policy.
Because it's also, they're notjust insuring the house, they're
insuring you.

SPEAKER_01 (26:19):
Right.
So now, just officially, foragain, for uh our our audience
here, so flood insurancetechnically in any zone is not
required.
It's not that we're suggestingthey don't, but if if you're
getting financing the bank'sgoing to recover it.

SPEAKER_00 (26:34):
Correct.

SPEAKER_01 (26:34):
So if someone comes in all cash, they can choose to
risk it, not that they should.

SPEAKER_00 (26:38):
Right.
They could be self-insured.

SPEAKER_01 (26:40):
Right, essentially.
Right.

SPEAKER_00 (26:41):
That's what it is.
If you're if you don't haveinsurance, uh uh, you know,
people do it.
You know, people do it withflood insurance, people do it
with homeowners, but now you'renot covered.
God forbid there's a fire.

SPEAKER_01 (26:51):
Right.

SPEAKER_00 (26:51):
Right.
You're sustaining a total loss.
Correct.
All right.
So so again, insurance is a bigpart of our business now.
Insurance overall has gone upand up and up.
My particular house that I'mliving in right now started out
at 1600.
It's now 4,900.
Okay?
In five years.
In five years.

(27:13):
So now what happens?
After COVID, prices went up oneverything.

SPEAKER_02 (27:20):
Yeah.

SPEAKER_00 (27:20):
Construction prices, materials, everything went up.
So now what these insurancecompanies did is they reassessed
the policies that were in place.
Right.
So the replacement value thatthey had back five years ago
insufficient.
Because now to build your houseback then, you could have built
your house for$400,000.

(27:40):
Now it's costing you a millionto build a house.
Right.
It could be, you know, it couldbe that high.
Yeah.
Because that's another dollarper square foot.

SPEAKER_01 (27:49):
Right.
Absolutely.
Yeah.
Absolutely.
Now what's interesting is thisis because many waterfront um
properties are really on thehigh end of the marketplace.
There's some of the premiumspots, they get the highest
price prices.
So it kind of forces you to playin the luxury market.
So as somebody who deals withluxury properties and high-end
properties, how do you approachmarketing different differently

(28:14):
as a realtor on a luxuryproperty than say an entry-level
property?

SPEAKER_00 (28:19):
All my luxury properties get professional
photography, professional video,floor plans.
Sometimes we do 3D floor plans.
We give details about the homes,the communities, et cetera, et
cetera.
But again, like I mentionedbefore, right?

(28:40):
What I do is I set a standardfor my luxury homes, and then I
just pass that down.

SPEAKER_01 (28:46):
Okay.

SPEAKER_00 (28:46):
Okay?
So what I do is I give premierstatus to all my listings,
whether it be a luxury home.
So I look at the luxury marketand I achieve what I need on
paper, on video, on on thecomputer, if you would, right,
to present that house to themarketplace.

(29:08):
Right.
And then it just trickles down.
Because your house is millionsof dollars and somebody else's
house is only$400,000 or$500,000if you could even find that
today.
Right.
All right.
Or or let's let's go with anentry level uh seven.
Right.
Okay,$700,000.
I'm gonna give that sevenhundred thousand dollar
premiere.
Premier.

SPEAKER_01 (29:27):
Yeah.

SPEAKER_00 (29:28):
Okay?
And so come back and describethat as something.
It's about treating peopleequally.
Correct.

SPEAKER_01 (29:32):
And I like that.
I I like that.
So come back uh to to thedifference of premiere
photography because I see yourlistings and the quality of
pictures uh definitely jump outoff the page.
Uh you also do a lot of thenighttime shots with the lights
on and with the phone.
The twilight photography.
Twilight, yes.

SPEAKER_00 (29:47):
Twilight photography and twilight video.

SPEAKER_01 (29:49):
Yeah, and it really gives a different image and
feel, it's which really feelshigh end on every property.
Talk about what or expand uponwhen you say premiere
photography.
What does that mean for ahomeowner?

SPEAKER_00 (29:59):
Well, Let's start at the beginning.
So when I first started doingthis, when I first started in
real estate, I couldn't affordto have professional
photography.
Right, right.
So I went out and I bought thecamera and I learned about the
camera.
Then I I I shot video and Ilearned about video.
Then I got a drone and I learnedabout that.

(30:20):
There's been instances whereI've even done collaborations
once in a while.
I, you know, I come out of Icome out of hiding and and I'll
shoot something.

SPEAKER_01 (30:29):
You know, do you actually schedule your
photography based on the sun, soto speak?
If I know a house isn't facing acertain way, you already know
ahead of time.

SPEAKER_00 (30:39):
So weather, no matter what the property is.

SPEAKER_01 (30:41):
Right.

SPEAKER_00 (30:42):
So now I have to look at when I plan photography,
I look, I look at the weather, Ilook at the calendar, I look at
sundown, sunrise.
Now if I'm shooting a waterfrontproperty, I also gotta look at
tides.

SPEAKER_02 (30:52):
Okay.

SPEAKER_00 (30:52):
I gotta see when's high tide, when's low tide.

SPEAKER_02 (30:55):
Right.

SPEAKER_00 (30:55):
So I have all these different factors that I have to
put into it.
Then I have to coordinate withmy photographer, you know,
whether he's busy or he'savailable.
Right.
So this is this is all part ofmy on top of on top of the
negotiating and everything elsethat we do.
You know, and then when we cometo shoot a house, we're not one

(31:16):
of these realtors that come andwe're in and out in 20 minutes.
Right.
We're at the house for two and ahalf hours.
Right.
So I tell my clients, listen,when we're coming on Thursday at
6 p.m.
or whatever the time is, andsometimes I gotta do, I gotta go
there twice.
I gotta go there, shoot my shotsin the middle of the day because
I want the sun to be centeredover the house.

(31:36):
Then I gotta shoot my twilightphotography later in the day.
So I gotta look at when sundownis, I gotta get there 15 minutes
before sundown, and then weshoot from 15 minutes before
sundown till about an hour and ahalf after sundown to complete
until it's completely dark.

SPEAKER_02 (31:53):
Right.

SPEAKER_00 (31:53):
And we shoot a range of photos, and then in the
editing room, we'll look at allthose photos.
And when I say we, I'm talkingabout my team, my photography
team.
They'll look at all those photosand they'll pick the best ones,
and that's very important.
To get that high-quality photosthat we have that you see, yeah,
that's what that's what we do.

SPEAKER_01 (32:09):
Those pictures feed to third-party portals.

SPEAKER_00 (32:12):
Right, right.
So it's not it's like showing upfor an interview with rib jeans.
Yeah, okay, you know what I'msaying?
Yeah, yeah.
What you put on the internet,what you put out there is
basically you represent.
Correct.
Okay, so it shows showing thathouse in its best light.

SPEAKER_01 (32:30):
I give you guys great credit because there's a
tremendous difference between aprofessional shoot, an agent
that cares, and one who's justgetting by.
So there's a clear difference.
So um again, any agent payingattention and wants to raise the
game, follow the example of atop agent.

SPEAKER_00 (32:50):
Listen, I'm always here.
Yeah, we we recruit people fromuh from our team.
When somebody comes to me andthey're interested in getting on
my team, yeah, they'll say tome, Well, what are you gonna do
for us?
Right.
It's like that whole mindset, itbaffles me.

SPEAKER_01 (33:09):
Yeah, it because it should be the other way.
Like, you know, are are youreally willing to raise your
game to our standards as opposedto the other way around?

SPEAKER_00 (33:16):
When I got into the business, there was there was
not like what are you gonna dofor me?
Right.
It was like, what can I do foryou?
Right.
What was I bringing to thetable?
Right.
You're hiring me.
So if you're hiring somebody,it's what they're bringing to
the table.
Correct.
They come with a resume.

SPEAKER_02 (33:34):
Right.

SPEAKER_00 (33:35):
I'm evaluating their resume.
They're not looking at minebecause mine over obviously you
see on my shelves with all thetrophies and and and and awards.

SPEAKER_01 (33:44):
But they talk about your online resume, everything
you post online, includingpictures for your listings and
how you write up the ad tracksand remarks, uh uh represents
you.
So every agent should look atevery single thing they post, is
they're part of their onlineresume.
And your online resume speaksfor itself.
So again, they shouldn't beasking you that.

(34:06):
They you should be asking them,or they should need to be asking
themselves what what do I bringto the table?
Right.
You know, even if it's just adesire, a sincere desire to
learn and grow.
I I can work with that, youknow.
If someone's looking for an it,you know, an easy paycheck,
mm-hmm that's that who needssomeone for who's looking for
the easy way out.

SPEAKER_00 (34:25):
See, and that's another thing about the team,
um, as far as the team goes.
The team is uh the team hasbasically always been barber and
I.
We do we do the bulk of thebusiness.
Right.
Now I I have seen teams and whatthey do is they have an army
behind them and they take creditfor all the closings, for all
the sales.

(34:45):
So their numbers are through theroof.
Yeah, because they got 15 peopleworking under them, and it's 15
people's amount of business.
I take credit for what I do,right, and everything that we
bring in, Barbara and I, wesplit the credit down the
middle.

SPEAKER_01 (35:00):
Right.

SPEAKER_00 (35:00):
Okay?
So she gets her credit, I getour credit.
If Nick produces something, hegets his credit.
If Bob does something, he getshis credit.
We're not taking anybody else'scredit.

SPEAKER_02 (35:09):
Right.

SPEAKER_00 (35:10):
What we do is what we do.

SPEAKER_02 (35:12):
Right.

SPEAKER_00 (35:12):
So these numbers are not because we have an army
behind us.
Right.
All right, it's what we do.
And again, like I said before,it's not all about the numbers.
It's about the relationships youbuild.
Right.
It's about the lives that youenhance.
Right.
Okay?
When I walk into a house and Isee another door jam that has

(35:34):
their children's heights thatthey, you know, that that hits
close to home.

SPEAKER_01 (35:39):
Yeah.

SPEAKER_00 (35:39):
They raise their kids in this house.
Right.
So now we don't want to just getthem top dollar.
Yeah.
We want to get them somebodythat appreciates the home.
We want to get something.
Well, we we we want to havesomebody that they could, they
could, they're passing thetorch.
Right.
I raised my kids here, nowyou're gonna raise your kids
here.
And and and and that's what it'sall about.
Well, it's part of humanizing.

(36:00):
Right.
It's a human.
It's not just even though it'sbrick and it's just brick and
mortar and post and beam, it'snot just brick and mortar and
post and beam.
It's it there is a lot ofemotions.
There's a lot of emotions thatgo into it.
And us understanding our clientsand customers' emotions are a
big part of it.

SPEAKER_02 (36:15):
Yeah.

SPEAKER_00 (36:15):
You know, so we have to be therapists on top of
negotiating and marketingexperts and all this other
stuff.
Yes.
You know, it's like there'sthere's a lot that goes into it.
So it's having the perfectrecipe.

SPEAKER_02 (36:28):
Yes.

SPEAKER_00 (36:28):
The perfect recipe, all the right components in the
right equal parts, right?
Okay, to make this perfectrecipe for success.

SPEAKER_01 (36:37):
Yes.
Great tidbits and, you know,again, tremendous golden nuggets
in here for anyone who'sthinking about taking their real
estate career to the next level.
I hope you guys are payingattention.
I hope you're subscribing andfollowing and sharing this uh
podcast.
So um, John, I we're at thepoint of the show where we want
to kind of pivot a little bitbecause we're talking about the

(36:58):
work hard, and again, this youryour work ethic is really
unparalleled.
But we also want to get a littlebit into the playhard, which is
our way of saying what's thehuman side of uh John and
Barbara?
What does that look like?
So with the pace um that youguys run at, you know, what does
playhard truly look for like forJohn and Barbara Gandalf?

SPEAKER_00 (37:19):
So playhard usually involves um going to Florida,
going on vacations.
Uh we do our travel?
Yeah, we do we travel.
We have a place in Florida, BocaRaton.
Um we we love to go there.
That's that's one of our happyplaces.
We'll we'll go to the islands,we'll go to Barbados, we'll do
that.
We do some with friends, somewith family.

(37:39):
We have our family trips that weplan um every year.
So we have a uh a winter recessand a spring break that we do
with family, then we have aJanuary that we do with friends,
and then we have uh we'll invitepeople to our home in in Boca
Vatan, and then sometimes we'lldo stuff by ourselves.

SPEAKER_01 (37:57):
Yeah, yeah.
Now you touched earlier on um,you know, grandkids.
Yeah.
So what is uh That's our heart.
There you go.
So sh share, share what is likeyou know, being a grandfather,
you know, what does that mean toyou?

SPEAKER_00 (38:11):
Listen, once you have grandchildren, you realize
that this is what you've beenwaiting for.
That nothing else is asimportant as your grandkids.
You know, uh so m mygranddaughters or my grandson,
if they'll ask their parents forsomething, and if they don't get
the answer they want, they cometo me because they know it's
gonna be yes.
Yeah, there you go.

(38:31):
There you go.

SPEAKER_01 (38:32):
What's your favorite thing to do with your grandkids?
We have different differentlevels.

SPEAKER_00 (38:37):
Right.
So my grandson Roman.
Yeah, I see the footballpictures, right?
It's very funny because when uhwhen Nick, when when Nick was
playing football in school, Iused to go there back in the
day, and this was before cellphones.
So I had a camcorder, and I'd bethere filming his games.
Yeah.
Now, on the same field that Nickplayed, and I filmed his games,

(38:59):
I'm shooting Roman.

SPEAKER_01 (39:01):
Vertical or horizontal?
Both.

SPEAKER_00 (39:03):
I gotta do both.
Because some is for posting andsome is for, you know, right.
So, yeah, so I gotta do both.
So that now, Viviana, yeah,Viviana, she's a dancer.
She loves to dance.
So that's her thing.
She's she's in variouscompetitions and that, so that's
my favorite thing with her.

(39:25):
Um so Madeline and Michaela, thetwins.

SPEAKER_02 (39:28):
Yeah.

SPEAKER_00 (39:28):
So with them, it's we do we do animals.
You know what animals is?
No.
So we go on the computer, and ifyou go to um paint 3D, there is
you click on a little link thereand you can put animals.

(39:48):
So we'll put the animals in, andthen we'll put a birthday cake,
and we'll say, okay, we'rehaving an animal birthday party,
and then and then they get tocolor on the page.
This this you know, alldifferent colors.

SPEAKER_01 (40:00):
It's hard for me to picture you sitting still long
enough, but I guess a grandgranddaughter could make you do
that.

SPEAKER_00 (40:05):
Yes, they can.
Yes, they can.
And then afterwards we print itand they wait for the papers to
come out, and then they givethem out to, you know, so stuff
like that.
And then they do thepop-pa-bridge where they climb
across my legs over the table.
But e each one of them has theirown thing.
And now we have Audrina, yeah,who's a year and a half.
Okay, and we're actually gonnahave baby Matthew Monza, who's

(40:26):
gonna be coming in October.
So, yeah, so we're gonna have wehave five now, and we're gonna
have six.
Yeah.
So it's four girls and and twoboys, it will be.

SPEAKER_01 (40:37):
That's that's fantastic.
Yeah.
You can see, you know, I'm sureour audience if they're not
watching or listening to theaudible, they're watching, you
can see the glow on your facecompletely change once you start
talking about the grandkids.
Yeah, that's that's fantastic.
They're they're the best.
Yeah, they're the best.
Love it.
Love it.
So, John, if you had to pick onebook, podcast, or movie that has
influenced your perspective onlife or business, what is it and

(40:59):
why?

SPEAKER_00 (41:00):
So I guess the heart comes from It's a Wonderful
Life.

SPEAKER_01 (41:04):
Right.

SPEAKER_00 (41:05):
And then Wall Street, the Wolf of Wall Street,
and Wall Street.
There were two.
One was with Michael Douglas andone was with Leonardo DiCaprio.
So there were actually two fromthe business side of it, without
ruining people and hurting them.
Right.
But again, so if you take thethree of them put together,
okay, and you take the heart andsoul from a wonderful life and

(41:26):
employ that in your businesswith your, you know, uh sharp
business skills, you drive,right?
Yeah.
You put that all together, thenyou have a good re again, go
comes down to recipes.

SPEAKER_01 (41:39):
Yes, there you go.
In the right proportionedamounts.
Right.
So let's talk a little bit aboutgiving back.
So, you know, there's a strongculture of community service and
giving back and charity inAmerican homes.
And um, so you know, yourclients often say that you treat
them like family.
For you, does that philosophy ofservice extend beyond the

(42:00):
transaction?
How does that relate to givingback aspect at American homes?

SPEAKER_00 (42:05):
When I first came to American Homes, we were Century
21.
That's before before we wesigned a new franchise agreement
with Co-Old Banker.
Uh originally we were we wereEaster Seals and St.
Jude's.
And and you know, and then Ithink you and Tom wanted to play
a more um a more comprehensiverole in which direction money

(42:27):
went to as opposed to justgiving it.
So you started your ownfoundation, which was genius.

SPEAKER_01 (42:31):
Yeah.
Um but aside from five or sixyears into the heart of American
foundation, so I would saycertified tech certified uh
foundation.
And I think the focus, just toclarify our audience, is really
the there's so much local need.
Right, and it allows us to dofundraising and leverage those

(42:52):
dollars very local to realsituations that are right here
in our communities.
Right.

SPEAKER_00 (42:58):
And you have and and you have people that sit on
boards and and decide wherefunds are allocated, which is
very important.
Listen, we've we had a closingand and the person was, you
know, uh losing mobility andthey had to sell their house
because eventually they couldn'tdo stairs.
Yeah.
And and you know, when we closedon that deal, you know, we told

(43:20):
you cut her a check for X amountof dollars, giving it back to
her to help her out.
Um, you know, with the Knightsof Columbus.
The Knights of Columbus in thepast, we've gotten involved.
There was there was a personthat lived in a home and it was
a ranch, but he was eventuallynot gonna be able to live in
that home.
So, you know, we built a rampand we we made his doors
accessible so he didn't have toleave the home.

(43:42):
You know, so there's there'sthings like that.
During during Hurricane Sandy, alot of people lost everything.
So we have a huge office inOceanside.
So our office actually turnedinto a donation center, and
people would come in and theythere would be used, slightly

(44:03):
used clothing or or cannedgoods, and we had bags set up
with food, and people woulddonate food.
Then all of a sudden it tookoff, and there was a couple of
clothing distributors that gotwind of this.
And one day it it it just itjust mushroomed.
So we see a tractor trailer pullup in front of the office.

SPEAKER_02 (44:24):
Yeah.

SPEAKER_00 (44:25):
And now with the forklift, he's bringing pallets
of children's clothing out.
So this thing just took off.
It just really took off.
There were people that wereliving in devastated homes.

SPEAKER_02 (44:38):
Yeah, very much so.

SPEAKER_00 (44:39):
You know, even on my block, I I lived on the water at
the time.

SPEAKER_02 (44:42):
Yeah.

SPEAKER_00 (44:43):
So I had a backup system where my generator backed
up my house.

SPEAKER_02 (44:48):
Right.

SPEAKER_00 (44:49):
So I was running extension cords to four houses.
I was going through like 40, 50gallons of gasoline a day so I
could run the gas to keep myhouse going and go on the other
house.
Yeah, keep the other housesgoing.

SPEAKER_01 (45:00):
And it was like That's what I love when
community comes together.
You know, you see the strengthof a community when challenges
happen.

SPEAKER_00 (45:07):
I never forget I'm driving down the street and I
see a dominoes.
It's open, the door's open, thelights are on.

SPEAKER_02 (45:14):
Yeah.

SPEAKER_00 (45:14):
So I ran in there and I said, Oh my god, you guys
are open because nothing wasopen.

SPEAKER_02 (45:19):
Yeah.

SPEAKER_00 (45:19):
So I was like, okay, give me 15 pies.

SPEAKER_02 (45:21):
Yeah.

SPEAKER_00 (45:21):
So I got 15 pizzas.
So I started going to myneighbors and giving pizzas out.
Yeah.
You know what I mean?

SPEAKER_02 (45:29):
Yeah.

SPEAKER_00 (45:29):
And my neighbor who was devastated by this, all
right, he, older than me, huggedme and started crying.
I could, you know, and it's likeit's like that moment, all
right, that really defines you.
But this is how Barbara and Iare in general.
Right.

(45:50):
We've always helped people out.
Right.
You know, uh I could tell adozen stories, but I'm I'm of
the belief system when you do agood deed, you don't tell anyone
because it diminishes the deed.

SPEAKER_01 (46:04):
The actions speak for themselves.

SPEAKER_00 (46:06):
The reason you do something is not for the
applause.
Correct.
You're doing it to helpsomebody.
Yeah.
And that's what's veryimportant.

SPEAKER_01 (46:15):
Absolutely.
Absolutely.
So, John, we come to the part ofour episode where we always love
the drop the mic question.
Uh-oh.
It's time for the drop the micquestion.
But before I ask the drop themic question, again, I just want
to remind our audience if youlike what we're doing here,
like, subscribe, share ourepisodes.
We'd love to have you back.
Um as this is episode one ofseason three, by the way.

(46:39):
So if someone owed you money,what would be the most effective
way to collect on that debt?

SPEAKER_00 (46:45):
If somebody owed me money, what would be the most
effective way to collect on thatdebt?
Oh, that's a good one.
Uh we're talking 2025, right?
Yes, yes.
Okay, yeah.
1995 percent.
Um I guess, I guess uh justbeing uh being relentless like I

(47:07):
am in my business.
Being, you know, you have to youhave to pursue it.
You have to remind them, hey,listen, I lynch you this money
in good faith.
And yeah, please, please, pleasegive it back.

SPEAKER_01 (47:18):
You know?
All right, let's give you aneasier one.
Let's do an easy thing.
Please that was playing with youa little bit.
Yeah.
All right.
If you could trade all yoursales awards for one single
talent in a completely differentprofession, which talent are you
taking?

SPEAKER_00 (47:31):
Olympic swimmer.

SPEAKER_01 (47:32):
Really?
How's that?
How's that?
That fits in with the wholewaterfront thing.
Yeah.
That's awesome.
All right, and we would justlike to have fun with that
question.
So, John, it's been a pleasurehanging out with you here and uh
you know, sharing your success.
I think the our audience isgoing to get a lot of benefit
out of uh listening to thispodcast, and that's really what
we want.
We like to share our industryinsights and our experience, and

(47:54):
certainly you you bring a lot tothe table there.
So thank you so much for beingpart of our podcast.

SPEAKER_00 (47:59):
Thank you.
It was a pleasure being here.
Awesome.
Okay.

SPEAKER_01 (48:01):
All right.

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S3E1 – Waterfront, Winning Bids & Work Ethic: Inside John Gandolfo’s 1,000+ Sales

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.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}S3E1 – Waterfront, Winning Bids & Work Ethic: Inside John Gandolfo’s 1,000+ Sales