Latest / BGRE Podcast / EP. 004 | Rethinking the Traditional Real Estate Model with eXp | Rick & Tristan

Transcript

EP. 004 | Rethinking the Traditional Real Estate Model with eXp | Rick & Tristan · BGRE Podcast

0:00
SPEAKER_02: My our only real regret in this whole business move is why the hell did we do that?
0:06
SPEAKER_00: Me too.
0:07
SPEAKER_02: You know, we we we look at guys like you, Brandon, you have the opportunity of a lifetime.
0:12
SPEAKER_02: I would bet money on it in ten years' time, you won't have to sell a lick of real estate if you don't want to.
0:19
SPEAKER_01: Most agents chase the next commission.
0:21
SPEAKER_01: The best ones build something that outlasts it.
0:24
SPEAKER_01: Welcome to the BGRE podcast for agents who think like entrepreneurs.
0:29
SPEAKER_01: Because success leaves clues and the best ones come through conversation.
0:34
SPEAKER_01: If you're ready to sell more, own more, and live more, this podcast is for you.
0:39
SPEAKER_01: Let's jump in.
0:45
SPEAKER_01: Welcome back to the BGRE podcast.
0:47
SPEAKER_01: And man, am I excited today to have some amazing guests, mentors, heavy hitters combined between these two$1.5 billion of sales volume.
1:00
SPEAKER_01: Guys, I've got Mr.
1:01
SPEAKER_01: Tristan O'Grady and Mr.
1:03
SPEAKER_01: Rick Saba.
1:04
SPEAKER_01: Guys, thank you so much for hopping on today.
1:06
SPEAKER_01: Appreciate the time.
1:07
SPEAKER_01: Thank you, brother.
1:07
SPEAKER_03: We're we're honored to be here and it's a big deal.
1:10
SPEAKER_03: Great setup you got going on, too.
1:12
SPEAKER_03: This is amazing.
1:12
SPEAKER_01: I'm surprised I was able to lock you down for 45 minutes.
1:15
SPEAKER_03: No, I wouldn't have come if I did 45.
1:17
SPEAKER_01: So we're gonna we're gonna make the most out of it.
1:19
SPEAKER_01: We'll knock it out.
1:20
SPEAKER_01: Um, guys, for our audience listening, um, if you're local in Hilton Head, you're local celebrities.
1:26
SPEAKER_01: But for people that aren't local in Hilton Head, maybe just give a little background who you guys are um and uh how you found yourself selling real estate on Hilton Head Island.
1:35
SPEAKER_03: Yeah, so Tristan um and I have been friends for a long time.
1:38
SPEAKER_03: Um I came down here.
1:40
SPEAKER_03: I used to work for Nabisco, corporate Nabisco, all over the country.
1:43
SPEAKER_03: What were you doing for them?
1:45
SPEAKER_03: Um sales, marketing, and then and you know, ended up say uh sales manager, territory manager at the end.
1:51
SPEAKER_03: And then my best friend, Richie D, moved down here from college, said come down, check out Hilton Head.
1:56
SPEAKER_03: One of the first guys I met was Tristan and became immediate friends.
1:59
SPEAKER_03: And then I started bartending like a lot of us in food and beverage down here.
2:02
SPEAKER_03: Yep.
2:03
SPEAKER_03: Started bartending at the quarter deck, was bar managing at the quarter deck, and Tristan.
2:06
SPEAKER_03: The old quarter deck, right?
2:07
SPEAKER_03: The old quarter deck, not the current new amazing quarter deck, but Tristan.
2:10
SPEAKER_03: Tristan owned a couple restaurants and bars on the island, and we became great friends, and from there it kind of morphed into real estate.
2:17
SPEAKER_01: And have you always been a singer as well?
2:20
SPEAKER_01: People locally know you as rock star Rick.
2:21
SPEAKER_03: Yes, yes.
2:22
SPEAKER_03: Always sang college a little bit, played a little guitar, and Richie D, you know, is a great guitar player, great singer, songwriter, and him and I got together.
2:30
SPEAKER_03: We used to host open mic nights at Money Pennies, Tristan's first bar, which is kind of cool, a little fun fact.
2:34
SPEAKER_01: So yeah, it is, and it's especially a fun fact because that's what's the name of the bar today?
2:38
SPEAKER_01: Cool Cass.
2:39
SPEAKER_01: It's Cool Cass, man.
2:40
SPEAKER_01: Still alive, baby.
2:41
SPEAKER_01: Still alive.
2:42
SPEAKER_01: Tristan, who are you?
2:43
SPEAKER_01: And how'd you how'd you wind up on this chair selling real estate?
2:46
SPEAKER_02: Well, um, my dad and mom found Hilton Head in the late 80s, and uh they took a they took a chance on life and they uh they said we're heading to South Carolina.
2:57
SPEAKER_02: So me and my brother Kieran, um, we kind of looked at the map and we're like, South Carolina.
3:03
SPEAKER_02: And um we moved here.
3:04
SPEAKER_02: I went to Hilton Head High in the late 80s, got a lot of friends from there still, and um yeah, just met my wife here.
3:13
SPEAKER_02: Got four kids.
3:14
SPEAKER_02: Rick and I have been selling together for many years, and uh alongside the real estate, been in the the bar and restaurant business, heavily in the live music business.
3:23
SPEAKER_01: Yeah, man, making it happen.
3:24
SPEAKER_01: Making it Hilton Head is such a special place for people that don't know Hilton Head.
3:28
SPEAKER_01: Everybody looks at it as a vacation destination.
3:29
SPEAKER_01: But one thing I've realized is the community that's here, right?
3:32
SPEAKER_01: Obviously, you guys have been here for decades, right?
3:34
SPEAKER_01: I've been here for a little bit, and it's a special place, especially when you get to share this place with cool people like you guys.
3:41
SPEAKER_01: Um and guys, today on the podcast, we're really gonna go deep on how alignment, support, and you know, really working together, not, you know, guarding secrets is the future of real estate.
3:54
SPEAKER_01: And kind of before we get into that, I I want to go a little bit deeper into your guys' early years in real estate, right?
4:00
SPEAKER_01: Like I know Hilton Head has changed a lot.
4:02
SPEAKER_01: What was it like before you guys started Coast, right?
4:05
SPEAKER_01: How was it getting into real estate?
4:07
SPEAKER_01: You know, is there anything that you really learned that was crazy, or was it a grind?
4:11
SPEAKER_01: What was what was it like?
4:12
SPEAKER_01: I wasn't even born.
4:13
SPEAKER_03: It was a complete grind.
4:14
SPEAKER_03: It was a lot of door knocking.
4:16
SPEAKER_03: You know, remember, there was no there was computers, but it really wasn't computer age.
4:20
SPEAKER_03: The MLS was a book.
4:21
SPEAKER_03: A book.
4:21
SPEAKER_03: So by the time the book came out, you know, half of those properties are gone.
4:25
SPEAKER_03: And you get the book and you thumb through.
4:26
SPEAKER_03: And Trist and I, I was in a couple years ahead of him, but our first year um first year together, we did 200 properties.
4:33
SPEAKER_03: No assistance.
4:34
SPEAKER_03: 200.
4:35
SPEAKER_03: 200 year faxing, so you're not scanning.
4:37
SPEAKER_03: You're taking the check.
4:38
SPEAKER_03: Yes, there's no wiring back in those days.
4:40
SPEAKER_03: Remember?
4:41
SPEAKER_03: Take the check and you run it over to the attorney's office, make a photocopy, take the check, take it to the lender, take the handwritten contract to the lender.
4:49
SPEAKER_02: Oh my God.
4:51
SPEAKER_02: Yeah, I mean, it was funny, like uh MLS used to have fines, and we literally had to run down to MLS most days with paperwork to stay current with them and usually a check because we were late on something, but there was no just you know, scan it and you know, and send something back and forward.
5:12
SPEAKER_02: We there was just so much moving paper around, like literally on your feet, running around.
5:16
SPEAKER_01: And to think about where the technology we are today to back then.
5:19
SPEAKER_01: 7 a.m.
5:20
SPEAKER_01: to like 11 p.m.
5:21
unknown: Yeah.
5:22
SPEAKER_01: I can't get over the catalog.
5:23
SPEAKER_01: To be honest with you, like I love my delayed listing status, right?
5:27
SPEAKER_01: And um it I I couldn't even imagine how it was back then.
5:31
SPEAKER_01: But doing 200 deals, and I want to say to the audience, these two guys right here, pound for pound, the best sales agents I'd put my money on day in, day out.
5:38
SPEAKER_01: Rick, especially you, like I've never met anybody.
5:41
SPEAKER_01: I mean, been in this business six, seven years now.
5:43
SPEAKER_01: I get a little tired here and there, but you just go, go, go, go.
5:48
SPEAKER_01: What is you must love it, right?
5:50
SPEAKER_01: You have to.
5:50
SPEAKER_03: You have to love it.
5:51
SPEAKER_03: I love it.
5:51
SPEAKER_03: I love the people.
5:52
SPEAKER_03: I mean, the people are great.
5:53
SPEAKER_03: All the thank you, so many of our great friends that are, you know, that I've met, you know, never knew them, came in here out of town, vacationed here, met them, bought a property, and now we're great buddies.
6:03
SPEAKER_03: You know, I mean, that's special.
6:04
SPEAKER_03: What's great about here, it's such a melting pot.
6:07
SPEAKER_03: You know, obviously the beaches, the bike paths, the golf courses.
6:10
SPEAKER_03: It's the people.
6:11
SPEAKER_03: You know, you get people from all over the world, all over the country, you know, and not a lot of people are from here.
6:16
SPEAKER_03: They don't know anybody, and then they get here and they're and the next thing I'll see them out to dinner with one of my great buddies, or I'll see him, you know, with my wife's friends.
6:23
SPEAKER_03: I'm like, how did you guys meet?
6:25
SPEAKER_03: And it's just, it's awesome.
6:26
SPEAKER_01: It's incredible.
6:26
SPEAKER_01: It it really is.
6:28
SPEAKER_01: And um you guys chugged away, chugged away.
6:31
SPEAKER_01: And and I I look at you guys, you know, as mentors, and um, you're somebody that has been so influential in my life, especially since joining EXP Realty.
6:41
SPEAKER_01: Um, but more importantly, just the lessons that I can pull from you guys.
6:46
SPEAKER_01: Is there is there just maybe one lesson for our audience, you know, somebody maybe that's getting newer into real estate, you can reflect back to your early times, you know, that you maybe still do today, or something that has really helped you build the business that you guys have today from the early times?
7:00
SPEAKER_02: Well, I think, you know, I'm gonna brag on Rick a little bit because um there's so much to brag on, and you know, there really isn't anybody in the community like him.
7:08
SPEAKER_02: But the reality is one of the reasons not only is he the ultimate salesman and the hardworking guy, but because Rick is so involved in the community, that created door, you know, doors are opened for him just because of how much he gave back.
7:24
SPEAKER_02: And he was so familiar to all of these people in all of these different charities or you know, local supports, whatever it was, Meals on Wheels, the Humane Society, the Rec Center, the Realtor Association.
7:36
SPEAKER_02: Rick's been involved in all of them.
7:38
SPEAKER_02: And so he just he's just admired by afar by so many people.
7:42
SPEAKER_02: So his phone does not stop ringing because they know he's an expert at real estate.
7:46
SPEAKER_02: So what are they gonna do?
7:47
SPEAKER_02: They're gonna they're gonna lean into somebody that gives so much, right?
7:51
SPEAKER_02: So for anybody trying to start out, we tell all of our agents get involved in the community, you know?
7:57
SPEAKER_03: 100%.
7:57
SPEAKER_03: Yeah, you gotta be of service.
7:58
SPEAKER_03: I mean, that starts everything starts with service, you know, whether it's service to your immediate community, like you're you're in a um gated community, or you serve on a board, or it's the realtor association, or it's you know, humane society, or just get something to be all passionate about, get involved, absolutely and give back.
8:15
SPEAKER_03: Yep.
8:15
SPEAKER_03: What goes around comes around.
8:16
SPEAKER_03: You know, just like with our clients, we're of service to these folks.
8:19
SPEAKER_03: Yep, you know, and they look to you as a resource, and it's not just, hey, sell me a house today, Brandon.
8:24
SPEAKER_03: Who do you use for this?
8:25
SPEAKER_03: Who's your you know, painter?
8:26
SPEAKER_03: Who's this?
8:27
SPEAKER_01: Yep, yep, long-term relationship driven.
8:29
SPEAKER_01: 100%.
8:29
SPEAKER_01: 100%.
8:30
SPEAKER_01: Um, and and so you guys have fast forwarding a little bit, have created an unbelievable brand, um, an unbelievable team here on Hilton Head.
8:39
SPEAKER_01: Um, the number one team at EXP from a sales volume perspective, Coast, brokered by EXP Realty.
8:45
SPEAKER_01: In South Carolina.
8:46
SPEAKER_01: In South Carolina.
8:47
SPEAKER_01: Top, maybe top 20, 25 in the country.
8:49
SPEAKER_01: Where did Coast come from, right?
8:51
SPEAKER_01: Where did EXP come from?
8:52
SPEAKER_01: Where where did that seed plant?
8:54
SPEAKER_01: Was there anything in your guys' history of starting in real estate that said, like, when was that aha moment?
8:59
SPEAKER_01: And when did Coast come become a reality?
9:02
SPEAKER_03: So, you know, I uh and I'll start with this, Brandon.
9:04
SPEAKER_03: Um, so I guess over COVID, you know, we kind of knew, you know, you everybody thought a lot, right?
9:10
SPEAKER_03: We're home, we're in the office, it's just a different, you know, mindset.
9:14
SPEAKER_03: And so we started really thinking, you know, what are we doing and where are we going to go and what's the next level?
9:20
SPEAKER_03: And it wasn't the typical brokerage.
9:22
SPEAKER_03: You know, we're in a good spot, but it wasn't the typical brokerage.
9:25
SPEAKER_03: So Tristan took it on his own to kind of start going out and really delved into every brokerage big ones, small ones, boutique ones.
9:34
SPEAKER_03: And somebody introduced him to EXP, wasn't even anything in our area, just a few agents here.
9:40
SPEAKER_03: I didn't even know some of the agents that were in it.
9:42
SPEAKER_03: And Tristan kept saying, Rick, you have to look at this model.
9:45
SPEAKER_03: You have to look at this.
9:46
SPEAKER_03: I'm like, come on, you know, I'm there's stuff going on, or look at some of these other groups that are local.
9:51
SPEAKER_03: And finally he grabbed me and he said, We're meeting with this guy, David Gerwells.
9:55
SPEAKER_03: We're really going to delve into this.
9:57
SPEAKER_03: And I was like, Why how is this not possible?
9:59
SPEAKER_03: Like, how was how do we not know about this?
10:02
SPEAKER_03: And that's where the seed planted.
10:03
SPEAKER_03: You know, that's where it formed.
10:04
SPEAKER_03: Was there a reason why you were looking for something different?
10:08
SPEAKER_03: We just know this this current model, not exp, just is not sustainable.
10:13
SPEAKER_03: It really isn't.
10:14
SPEAKER_03: It's and again, go back to Taxi vs Uber, you know, block bur blockbuster, Netflix.
10:20
SPEAKER_03: I mean, that's that's put in a nutshell.
10:22
SPEAKER_03: And Tristan was brilliant to say, you know what, in our area, the boutiques still work, but we need that global reach.
10:28
SPEAKER_03: And that's how Co started.
10:30
SPEAKER_02: I think ultimately the real estate industry from the outside is very misunderstood.
10:36
SPEAKER_02: And realtors are often undervalued in what we do, and people just don't understand, right?
10:42
SPEAKER_02: But the hard but it's a hard gig.
10:45
SPEAKER_02: People grind out and they don't realize the the consumer in many cases doesn't realize how hard of a gig it is and how tough the business is.
10:54
SPEAKER_02: So the average realtor across the country only does a few deals a year.
10:58
SPEAKER_02: And everybody goes, Oh, well, they made$10,000 off a deal.
11:01
SPEAKER_02: What did they get?
11:02
SPEAKER_02: What did they do to get to that$10,000?
11:04
SPEAKER_02: Right?
11:05
SPEAKER_02: They've got to run a car around, they're taking out ads, they're doing all these things.
11:08
SPEAKER_02: Missing soccer practice.
11:10
SPEAKER_02: Yeah, so much.
11:11
SPEAKER_02: And then they've got to give their abroad.
11:12
SPEAKER_02: So you know, some of these brokers take half the money, right?
11:15
SPEAKER_02: Some of them take 35%, some of them take 20%, but it costs money to be a realtor, right?
11:22
SPEAKER_02: And then, you know, I was at Seapines, and unfortunately, I met some agents that you know, they basically call it dying on the deal.
11:29
SPEAKER_02: They they had to work till the end.
11:31
SPEAKER_02: There was never a end game in this industry.
11:35
SPEAKER_02: And so when Rick and I met with David, um, and subsequently, you know, we we didn't just go, it was about a year and a half process, two-year process.
11:47
SPEAKER_02: Poking holes in it, saying, everyone.
11:50
SPEAKER_02: We wanna we want to really know.
11:52
SPEAKER_02: Um, and there was a lady by the name of Shelly Johnson that she there was something about her and her story that really spoke to me.
12:00
SPEAKER_02: And um, and then Rick and I met with with with her and her husband, Kevin, and uh couple from Charleston, uh, Robin and David.
12:08
SPEAKER_02: And you know, they had similar stories to us.
12:10
SPEAKER_02: You know, they were in the business, and they were, you know, but their the lives had changed in this model, and it was very unbelievable.
12:16
SPEAKER_01: Since they joined to when you were talking to them.
12:18
SPEAKER_02: I mean, it was it was unbelievable.
12:20
SPEAKER_02: And uh, and so Shelley particularly spoke to me in her life story, and I was like, man, I wouldn't mind seeing myself do what she did in that four-year period versus I look back at the 20 years that I'd been selling, and you know, there were the up years and the down years, but it was a pretty consistent deal.
12:37
SPEAKER_02: We made a bunch of commission, we spent most of it on our families or our lives, and you know, like most realtors, we were going deal to deal.
12:45
SPEAKER_02: Maybe, you know, did a little bit, bought some properties here or there, whatever, but it wasn't life-changing.
12:51
SPEAKER_02: And we started looking at this model and these people, and it was life-changing, and that's really where the appetite for the move came.
12:59
SPEAKER_01: And and let me ask you this.
13:01
SPEAKER_01: Um, fast forward to today, we're not gonna go there right now.
13:06
SPEAKER_01: How has it changed your guys' lives to this point?
13:09
SPEAKER_01: I mean, is the model real for people that are listening to this?
13:12
SPEAKER_03: It's incredible.
13:13
SPEAKER_03: I mean, it's absolutely incredible.
13:15
SPEAKER_03: And not pull out coast for a second, just working with folks at EXP that are sharing, and these are folks that are doing two, three, four hundred million, and they're sharing ideas.
13:25
SPEAKER_03: Nothing to benefit Rick from or Tristan, not in our downline, not affiliated.
13:30
SPEAKER_03: We might not even know them.
13:31
SPEAKER_03: We meet them at a conference or we get on a call with them, sharing ideas, collaborating.
13:36
SPEAKER_03: That just doesn't happen in our business.
13:38
SPEAKER_03: It's gatekeeping.
13:38
SPEAKER_03: I'm not telling you how I'm getting my loose.
13:40
SPEAKER_01: I'm not telling you any of that.
13:41
SPEAKER_01: So you're saying, and I see it too, but like they're sharing all of their secret information.
13:46
SPEAKER_03: Absolutely.
13:46
SPEAKER_03: Just like you and I, just like Tristan and Evan, it's it's incredible.
13:50
SPEAKER_03: And I tell that to folks, and they're like, oh, that doesn't happen.
13:52
SPEAKER_03: It happens.
13:53
SPEAKER_03: It happens.
13:54
SPEAKER_03: I've been at brokerage where the broker and the owner don't share anything.
13:57
SPEAKER_03: And here it is, strangers that I meet that are doing 200 plus million are sharing ideas on what they did.
14:03
SPEAKER_02: Yeah, it's it's really simply down to a very um well-crafted model by a really intelligent guy.
14:11
SPEAKER_02: There's not a board of directors just looking for profit.
14:15
SPEAKER_02: He's trying to create more and more value, excuse me, for realtors.
14:20
SPEAKER_02: And how can we service our clients better?
14:22
SPEAKER_02: And how can we build this how can we build this special thing?
14:26
SPEAKER_02: But there's a truly a great end game, and really the difference is when Rick and I um left the last company we worked for, that the last payment we got was the last deal, right?
14:37
SPEAKER_02: The last commission check on the last deal.
14:39
SPEAKER_02: And you stopped selling, you weren't getting paid anymore.
14:42
SPEAKER_02: You know, when we haven't even been with EXP four years, and we have a significant revenue share check every month, and we have a significant stock account.
14:53
SPEAKER_02: So in three or something years, we're there, and the 20 years before that, nothing.
14:59
SPEAKER_02: Nobody ever gave you a dollar outside of the commission.
15:01
SPEAKER_02: Our only real regret in this whole business move is why the hell didn't we do it earlier?
15:07
SPEAKER_00: Me too.
15:08
SPEAKER_02: You know, we're we we look at guys like you, Brandon.
15:11
SPEAKER_02: You have the opportunity of a lifetime.
15:14
SPEAKER_02: I would bet money on it in 10 years' time.
15:17
SPEAKER_02: You won't have to sell a lick of real estate if you don't want to.
15:20
SPEAKER_02: You may be like us and just love it, and that's what you want to do.
15:22
SPEAKER_02: Maybe you'll help your team.
15:24
SPEAKER_02: We're kind of leaning into that now.
15:26
SPEAKER_02: We love helping our team and um and crafting a bit more time in our day.
15:31
SPEAKER_02: We're we're we're office grinders.
15:32
SPEAKER_02: Everybody knows Rick and I are in the office every day.
15:34
SPEAKER_02: But you know, our wives would like to see us a bit more.
15:37
SPEAKER_02: We we the beautiful thing about it is we don't miss our kids' games.
15:40
SPEAKER_02: Rick coaches his kids, I coach my kids, I get to go to their games, or I did coach my kids, most of them in college now, but um, you know, it's just it's more of a freeing opportunity for us.
15:55
SPEAKER_02: And the the other side to it is the EXP's model is so flexible.
15:59
SPEAKER_02: So they've given us the ability to create a brand and an office model that we wanted that we knew would work on Hiltnet.
16:07
SPEAKER_02: It might not work in Sedona, Arizona, or it might not work in Beverly Hills, but for us, it worked here, and nobody said you can't do it that way.
16:15
SPEAKER_02: They said, as long as you are compliant within your regulations of your town and the real estate commission, South Carolina, put EXP to the side, you make your brand a primary piece of this.
16:26
SPEAKER_02: And that's been an incredible opportunity, right?
16:28
SPEAKER_02: You go align yourself with the big chains, you don't have that freedom.
16:33
SPEAKER_01: Well, they put you in a box, right?
16:35
SPEAKER_01: And I I think, you know, I've been in EXP a year and a half now, and we'll kind of get into how that happened here in a second.
16:41
SPEAKER_01: But for me, you know, first and foremost, just the aligned interest, right?
16:47
SPEAKER_01: The support without having somebody dig in your pockets, but more importantly, the access to having conversations, sharing information, right?
16:56
SPEAKER_01: But me being able to build the type of business that I want as an entrepreneur, the way I see to have it built and fit, right?
17:03
SPEAKER_01: Without the liability, without the overhead and with the aligned interest, not to mention the other financial benefits, right?
17:09
SPEAKER_01: And so, like I think of coast, I think of coast.
17:11
SPEAKER_01: I don't think of EXP Realty, right?
17:12
SPEAKER_01: You think of what we're doing here, you think of, you know, Greenplay Group, not EXP Realty.
17:16
SPEAKER_01: EXP gives us the platform to build the type of business that we want to build without the restraints of being put on, you know, here's the box, here's the colors, here's the book, this is how we do it.
17:25
SPEAKER_01: No, it allows us as owners and operators and entrepreneurs to build what we want to build and fulfill that vision that we have.
17:32
SPEAKER_01: Exactly.
17:33
SPEAKER_01: So, how many agents do you guys have on Coast now?
17:36
SPEAKER_02: It's a fluctuating number more recently, and the reason being is we've been launching teams outside of Coast.
17:43
SPEAKER_02: That some of them started inside of Coast, but as of today, we're about 70 agents.
17:49
SPEAKER_02: Um, there's it seems to be there's always agents coming in, and uh from time to time we launch them out.
17:56
SPEAKER_02: We just launched one out last week, Willie Fanning, and um he's he's launching a 55 plus team.
18:02
SPEAKER_02: And he was with us maybe for a year and a half, two years.
18:05
SPEAKER_02: Um, and uh similar thing happened with another team just before that, um, Danieller and Rick Holyfield, and they've got about a team of 10 that's still in our EXP family.
18:14
SPEAKER_02: Um, but it's it's this is just the beauty of it.
18:17
SPEAKER_02: But yeah, currently right now, 70.
18:19
SPEAKER_01: Maybe break that down for everybody, Tristan, that's listening to this, because I get a lot of questions.
18:23
SPEAKER_01: When I came to EXP, they were like, Oh, congrats on joining Coast, right?
18:26
SPEAKER_01: Like, you know, I don't, and I'm like, I'm not a part of Coast, but I'm still you know aligned with them.
18:31
SPEAKER_01: So I think a lot of people don't understand the model.
18:34
SPEAKER_01: How can we be aligned, but you're not taking a split from me and I have a completely different brand.
18:39
SPEAKER_01: Maybe share some some light on kind of how how that works and it's possible.
18:44
SPEAKER_02: So you kind of got I I kind of look at it like you got kind of three, you got three elements to the deal, right?
18:50
SPEAKER_02: You've got you as your sales, individual sales profile.
18:55
SPEAKER_02: Are you on a team?
18:56
SPEAKER_02: Is it Brandon Greenplate?
18:57
SPEAKER_02: Is it the Greenplate group?
18:58
SPEAKER_02: Is it Tristan and Rick?
19:01
SPEAKER_02: Whatever it is, right?
19:02
SPEAKER_02: So for us, um, it's Coast, right?
19:05
SPEAKER_02: That's our sales team.
19:07
SPEAKER_02: Then you have the brokerage, right?
19:08
SPEAKER_02: Everybody has to be aligned with a brokerage, right?
19:11
SPEAKER_02: So we have a brokerage, that's eXp, but you also have your partners within EXP, which is your organization.
19:19
SPEAKER_02: Who brought you in in that team?
19:20
SPEAKER_01: So you So like if I were to come to EXP, which I did, right?
19:23
SPEAKER_01: I name somebody as a sponsor every time everybody that comes, right?
19:27
SPEAKER_01: So Tristan, you are my sponsor and you guys are partners, right?
19:31
SPEAKER_01: So for people listening, when you come into EXP, you name a sponsor, and you're saying that creates the alignment.
19:37
SPEAKER_02: Correct.
19:38
SPEAKER_02: So that that that's that's part of your immediate family, regardless of whether you're working with them or not.
19:45
SPEAKER_02: You could be you could be in Australia and still be in my family, and we could be helping each other.
19:51
SPEAKER_02: You could, you know, whatever it is.
19:52
SPEAKER_02: But yes.
19:53
SPEAKER_01: And you're not taking a split from them, you're sharing all the information.
19:56
SPEAKER_02: Absolutely.
19:57
SPEAKER_01: They have their separate brands, but you're still aligned.
19:59
SPEAKER_01: You're aligned.
20:00
SPEAKER_01: And that is the thing I think people, you know, I hear people say stuff about EXP here and there, and it's to me, it's two, it means two things.
20:06
SPEAKER_01: You either don't understand the model or you're afraid of it.
20:10
SPEAKER_01: Right?
20:10
SPEAKER_01: Because let's be honest, the brokerage world is is changing very fast.
20:15
SPEAKER_01: Shift gears real quick.
20:16
SPEAKER_01: Um, I didn't I knew you guys a little bit um over the past, you know, maybe starting four years ago, but I really didn't know you guys that well.
20:24
SPEAKER_01: And like, how did we cross paths?
20:26
SPEAKER_01: And I remember we did a deal together, right, Tristan?
20:28
SPEAKER_01: Um, and and I remember you came to me at the time.
20:31
SPEAKER_01: I was, you know, sold a hundred, 150 million in the first four or five years, and I thought I was, you know, hot shit.
20:37
SPEAKER_01: And that, you know, I'm gonna go get a broker license, and I got my broker's license, and I got honored into 30 under 30.
20:42
SPEAKER_01: Um, and then when I was at this 30 under 30 meeting, it was all these previous 30 under 30s honorees that came back.
20:48
SPEAKER_01: And so people are in the 40s, 50s plus.
20:50
SPEAKER_01: And they were having this thing called a broker boardroom.
20:52
SPEAKER_01: And, you know, it was real brokers, vulnerable conversations, and they were blew me away because they were miserable.
20:59
SPEAKER_01: They were going through divorces, they weren't making any money.
21:01
SPEAKER_01: Um, they were chasing their agents around.
21:03
SPEAKER_01: They, and I was like, whoa, to the point one came up to me and they said, Brandon, don't open a brokerage, trust me, you'll thank me later.
21:09
SPEAKER_01: So I came back from that, and then you reached out to me because we did that deal, and I remember you telling me, Brandon, come join Coast.
21:15
SPEAKER_01: And I'm like, Tristan, you know, I know you a little bit, and no disrespect.
21:20
SPEAKER_01: Like, I want to do my own thing.
21:22
SPEAKER_01: And then you said to me, Brandon, come to this event, Cabo.
21:25
SPEAKER_01: And I'm like, You want to take me to Cabo?
21:28
SPEAKER_01: Sure, man.
21:29
SPEAKER_01: I'll come see what it's about.
21:31
SPEAKER_01: I will tell you, when you walk into a place that you feel like you are supposed to be, you have the hair stand up on the back of your neck, and you're like, I am aligned.
21:39
SPEAKER_01: And that is the feeling I got, and I've never looked back since I've got there.
21:42
SPEAKER_01: Talk about Cabo real quick.
21:44
SPEAKER_01: Maybe that first time we were down there and how those events really are a part of what we're doing.
21:49
unknown: Yeah.
21:50
SPEAKER_02: Well, Cabo is an event run by um a man by the name of Brent Gove.
21:55
SPEAKER_02: Shout out Brent Gove, the man.
21:56
SPEAKER_02: You you know well, we all know well, we love Brent.
21:59
SPEAKER_02: He's changed.
22:00
SPEAKER_02: He well he he uh he put a a charge on exp that was phenomenal.
22:05
SPEAKER_02: You know, he just he really uh Gene Frederick, who is one of the the all-time greats in real estate, he he let everybody know when Brent Gove came to EXP that it was going to be a new company.
22:17
SPEAKER_02: And Brent actually rents out the whole of the Hyat in Cabo, puts on an event.
22:23
SPEAKER_02: I found out today it's actually sold out, so I hope you've got your room, Brandon.
22:27
SPEAKER_02: Um, but he's done this for many years.
22:29
SPEAKER_02: This this will be our fourth year, we're going in a few weeks.
22:32
SPEAKER_02: Um, but it's it's just an event where he brings everybody together and he shares the knowledge of this incredible model.
22:42
SPEAKER_02: And I think at the end of the day, if you go to his video, the model explained, it really does come down to the model.
22:49
SPEAKER_02: And he was, you know, one of the top agents in the world at Remax and Keller Williams.
22:53
SPEAKER_02: And I mean he literally is responsible for 20,000 people joining EXP.
22:57
SPEAKER_02: They followed him.
22:58
SPEAKER_01: That's a nice little payday, isn't it about what, 20 million a year?
23:01
SPEAKER_01: Who knows?
23:02
SPEAKER_01: Something crazy.
23:02
SPEAKER_02: It's a lot of money.
23:03
SPEAKER_02: It depends on the the the Rev Share piece to it, is all about the market and if people are selling houses.
23:09
SPEAKER_02: But for the guy like him, he's done extraordinarily well and he gives back and he invests in guys like us, which is what I love.
23:16
SPEAKER_02: I mean, you and I can call Brent tomorrow.
23:18
SPEAKER_02: He's always gonna be there for us, and that's the culture.
23:22
SPEAKER_02: And a man like him leads the culture in this company, he wears his heart on his sleeve and he works as hard as Rick Saber.
23:29
SPEAKER_02: Yeah, you know, for us, and that's saying a lot.
23:30
SPEAKER_02: Yeah, for us, he has no alignment with us, even.
23:33
SPEAKER_02: So, you know, Cabo, we go there, we have a great time.
23:36
SPEAKER_02: It's on the beach in Mexico, uh, beautiful resort.
23:39
SPEAKER_01: What did I tell you the first time I was there?
23:42
SPEAKER_02: Uh the first moment you and I we dumped up, we put our bags in our room.
23:48
SPEAKER_02: We had a great flight over there, I remember, because I had my wife and uh Lily there, and uh we were like, we're hungry.
23:54
SPEAKER_02: We went down to the restaurant on the beach, and uh I said, I want you to meet two people.
23:59
SPEAKER_02: I think they're gonna be there.
24:00
SPEAKER_02: Texted them, they came right down, we had a great lunch, and then you were like, Man, these people are cool.
24:05
SPEAKER_02: These are my kind of people, right?
24:07
SPEAKER_02: Robin and David Phillips, shout out, shout out.
24:10
SPEAKER_02: Great people.
24:11
SPEAKER_01: And I remember on my end thinking, you know, I don't know what EXP is about, right?
24:17
SPEAKER_01: I don't really know this Tristan guy too well, right?
24:19
SPEAKER_01: So I'm gonna go down, I'm gonna feel it out to your credit, you know, and I think this says a lot about how who you are.
24:25
SPEAKER_01: And I think you're misjudged a little bit sometimes because you're an incredibly generous guy.
24:30
SPEAKER_01: You know, but you brought your wife, brought your kids, you brought your parents down to Cabo.
24:39
SPEAKER_01: And I'm thinking, whoa, this guy is not only a good guy, but a real deal, you know.
24:46
SPEAKER_01: And I think when I was down, that was the reason that I came to EXP by seeing that event first person, seeing who you were, my future sponsor, sponsors, but more importantly, the culture down there.
24:56
SPEAKER_01: And I remember Matt Smith, actually, I work with Matt Smith a little bit on stage, and that's the power of the proximity.
25:01
SPEAKER_01: The guy was on stage, and I'm coaching, right?
25:03
SPEAKER_01: Um, but he was saying, it does not matter where you are, where your A is, or where your B is.
25:08
SPEAKER_01: There is somebody in this company that has been in your A and has been to your B, and they will do whatever it takes to help you get there too.
25:16
SPEAKER_01: And that selflessness, that we not me mentality, right, is the future of real estate.
25:22
SPEAKER_01: And I is pushing the industry forward.
25:25
SPEAKER_01: And that's what makes this company so special.
25:27
SPEAKER_01: Um, have you guys experienced anything along those lines or give an example of, you know, somebody sharing some information or like what is it like on the inside, being on the inside, operating a top team, being badass top producers?
25:43
SPEAKER_01: What is it like being inside of EXP, the culture compared to where you guys have been in the past?
25:47
SPEAKER_03: Well, I think you said it right.
25:48
SPEAKER_03: It's it's culture.
25:49
SPEAKER_03: I mean, it really is all culture.
25:51
SPEAKER_03: Today we had a meeting with our team, we were struggling on a couple things, and Tristan's like, let me just text Jay Kinda.
25:57
SPEAKER_03: You don't just text Jay Kinder, right?
26:00
SPEAKER_03: 1030.
26:01
SPEAKER_03: Text Tristan back.
26:02
SPEAKER_03: He's like, Jay's call is 1030.
26:04
SPEAKER_03: That just doesn't happen.
26:05
SPEAKER_03: And tell these guys how big Jay was.
26:07
SPEAKER_03: What was he?
26:07
SPEAKER_02: Number one in the world in Coldwell?
26:09
SPEAKER_02: He was, yeah, one or two in the world for Coldwell Banker.
26:12
SPEAKER_02: He ran the biggest, he owned the biggest coaching company, um, Kinder Reese Coaching.
26:19
SPEAKER_02: And uh he's, you know, he's he's one of those people that's really, you know, just done an incredible job inside EXP.
26:26
SPEAKER_02: And uh he's he's the real deal.
26:28
SPEAKER_02: Yeah.
26:28
SPEAKER_02: And he jumped on a on a zoom with me and the girls at the office, and we hammered out what we needed to hammer out.
26:34
SPEAKER_02: We got the information from him, and uh 30 minutes later, we were we we had solved our issue for the day by a global leader in real estate.
26:45
SPEAKER_03: And that would have taken us weeks and weeks and weeks in research and time and energy.
26:50
SPEAKER_01: Yeah, there's power in praxis.
26:52
SPEAKER_03: I mean, that's unbelievable.
26:53
SPEAKER_01: There's power, and and and I I love my broker Robbie Bunting that I started out with, but you know, that's the old model, right?
27:00
SPEAKER_01: Like it was open door policy, he was still selling, you know, and nothing against Robbie.
27:05
SPEAKER_01: I have had more support from you guys that don't take a split from me, that aren't in the same brand, that aren't in my office than anybody I've ever experienced in the world of real estate.
27:16
SPEAKER_01: Before I wouldn't be here without Robbie today, but you know, it's a big thing to say what got you here won't get you there.
27:22
SPEAKER_01: Um, and and you just talk about that culture and this model and the long-term building of wealth and community on the back end, right?
27:30
SPEAKER_01: And we've seen real results, yeah.
27:34
SPEAKER_01: You know, even in our local area, EXP.
27:36
SPEAKER_01: Maybe fill in what has happened with that.
27:40
SPEAKER_02: But yesterday I noticed that I hadn't really been following the EXP local numbers.
27:47
SPEAKER_02: But, you know, four or five years ago, nobody, we didn't really know about EXP.
27:51
SPEAKER_02: It was it wasn't until David Gerwells sat me down and said, Hey, and I didn't know David that well.
27:57
SPEAKER_02: I knew he lived in Spanish Wells across from my folks, but I was like, well, let me have a chat with him, whatever, you know.
28:04
SPEAKER_02: But I didn't know anybody in EXP apart, and then there was him, right?
28:07
SPEAKER_02: And they were like a blip.
28:09
SPEAKER_02: They weren't running with any of the big teams, their volume was like minimal.
28:15
SPEAKER_01: There were no hitters in EXP at the time.
28:16
SPEAKER_01: Correct.
28:16
SPEAKER_01: Great.
28:17
SPEAKER_02: As of yesterday, yesterday, we are the number two brokerage in our MLS.
28:23
SPEAKER_02: You know, the number one brokerage, who is awesome, and we all admire the guys that work there, um, you know, they've held that number one spot for probably three or four decades, really, at least, right?
28:38
SPEAKER_02: But all of a sudden, this thing has come out of nowhere.
28:41
SPEAKER_02: So if you look at the growth of this model in the last three years, basically since Coast started, and then these other four or five teams that have spun off from Coast, and then other people that have joined EXP, Alison Greco, she she saw the model, she saw the vision, um, and some other agents.
29:00
SPEAKER_02: All of a sudden now, EXP, the brokerage, it it's it's actually if not all of a sudden, I mean it's on a growth path like nothing anybody's seen, and it comes down to the model.
29:10
SPEAKER_02: It is a better opportunity with more flexibility for an agent to come in, not pay as much money, and just literally have the opportunity to do whatever you want.
29:20
SPEAKER_02: Yep.
29:21
SPEAKER_01: Well, the pros go to grow.
29:22
SPEAKER_01: So if you're a thousand agent brokerage, there's upside.
29:26
SPEAKER_01: You're a brand new agent, there's upside.
29:27
SPEAKER_01: I like to explain it as you know, me as an individual agent, I'm a team lead, but if I was just an individual agent, I have the same power as a brokerage owner of Keller Williams.
29:38
SPEAKER_03: 100%.
29:39
SPEAKER_03: 100%.
29:40
SPEAKER_03: And whether you want to be a solo agent, you know, whether you want to form a team, join a team, join a team.
29:46
SPEAKER_03: It's just it's unbelievable.
29:47
SPEAKER_03: Where could you like these big box companies that come in and they can't, there's one franchise, and you're beholden to that franchise.
29:55
SPEAKER_01: That area can't go outside.
29:57
SPEAKER_03: That's it.
29:57
SPEAKER_03: And one of their agents that goes, gosh, I like it here.
30:00
SPEAKER_03: I like you a lot.
30:00
SPEAKER_03: I'd love to open up.
30:01
SPEAKER_03: Sorry, can't do it, not with our group.
30:03
SPEAKER_03: EXP, I can go, I can go downstairs and be an EXP office.
30:08
SPEAKER_03: Yep.
30:08
SPEAKER_03: And BG, you'll come down and help that person, right?
30:11
SPEAKER_03: 100%.
30:12
SPEAKER_03: And that person will come up for guidance.
30:13
SPEAKER_03: And that's the beauty of this group.
30:15
SPEAKER_03: And again, you know, a lot of folks are saying oh Rick, I've been in it 30 years.
30:18
SPEAKER_03: I don't want to change.
30:19
SPEAKER_03: I had a guy yesterday, I won't mention him because I don't know how new he's this.
30:22
SPEAKER_03: He had just left.
30:23
SPEAKER_03: He called me at another property, and I go, Hey you man, how's the, you know, how's the company doing?
30:28
SPEAKER_03: He's like, Oh, you didn't know I left and joined EXP.
30:30
SPEAKER_03: And his good friend's got an office in Bluffton.
30:33
SPEAKER_03: I'm like, you're kidding me.
30:34
SPEAKER_03: He's 70.
30:36
SPEAKER_03: So you can teach an old dog new tricks.
30:39
SPEAKER_03: And I and I say that and I go, What do you think?
30:41
SPEAKER_03: And he goes, a little bit of a learning curve.
30:43
SPEAKER_03: I love it, and I should have done this 30 years ago.
30:46
SPEAKER_03: He goes, the money, the collaboration, he didn't talk about the Rev share or the stock options.
30:52
SPEAKER_03: He's just like, I couldn't believe the amount of people that are helping me and the amount of money that went in my pocket versus going in my broker owner's pocket.
31:00
SPEAKER_01: 100%.
31:01
SPEAKER_03: You know, and here's the guy that's been in the business a long time.
31:03
SPEAKER_03: He could easily say, Rick, I've got two, three years left and I'm done.
31:07
SPEAKER_03: He did it, you know.
31:08
SPEAKER_01: And you think about the collaboration, but also, you know, the flexibility to your point.
31:13
SPEAKER_03: He did his own team.
31:14
SPEAKER_03: He didn't, he took husband and wife, and they had another assistant, did their own.
31:19
SPEAKER_03: They didn't go to work for, you know, a coast or a green plate properties or some big conglomerate.
31:24
SPEAKER_03: Just like anybody here can jump join EXP, go under their sponsor, have their own office like Willie did out in Sun City, or they can do their thing in their house.
31:33
SPEAKER_03: I mean, it's it's pretty amazing.
31:35
SPEAKER_03: With the liability up in the cloud and not running checks and taking escrow deposits and worrying about your agents.
31:43
SPEAKER_03: That's a huge, huge, huge thing.
31:45
SPEAKER_01: For for me, that was one of the biggest things.
31:47
SPEAKER_01: It was like, do I want to sign every check?
31:49
SPEAKER_01: Do I want to have an agent that does something stupid and then I'm facing, you know, a half a million dollar lawsuit that takes up a quarter of a.
31:54
SPEAKER_03: Let me see your contract.
31:55
SPEAKER_03: Did you write it right?
31:55
SPEAKER_01: Did you we don't worry about any of that?
31:57
SPEAKER_03: None.
31:57
SPEAKER_01: Like like we can operate essentially as a brokerage or a brokerage within a brokerage, which is what we're doing, but without the liability or the overhead, right?
32:06
SPEAKER_01: And having the community, the collaboration, the long-term, you know, benefits.
32:09
SPEAKER_01: And it's just a damn good time.
32:11
SPEAKER_01: It's a good idea.
32:11
SPEAKER_01: I've had more fun in the last two years running with you guys, running with agents that I've partnered with, pouring into them, watching them grow, being financially rewarded because of it.
32:22
SPEAKER_01: And they're in different states, and I'm working on a guy literally in Australia.
32:25
SPEAKER_01: And so there is no cap to this.
32:27
SPEAKER_01: Triss, anything you want to add to that?
32:30
SPEAKER_02: No, I think it's just it's it's it's hard to see it from the outside.
32:35
SPEAKER_02: And for people that really do want the best for their lives, you just you have to come alongside us or somebody and and go to an event or just, you know, because it's because people are people just don't understand how how fair and the opportunity.
32:53
SPEAKER_02: I mean, it's just it's unbelievable.
32:55
SPEAKER_02: And it's just it simply is down to the model and how many smart people looked at it and said, you know what, this is a good thing.
33:03
SPEAKER_03: And I've got to jump on this point.
33:04
SPEAKER_03: So the the old model, right?
33:06
SPEAKER_03: Please, please.
33:07
SPEAKER_03: The big box, the old model, broker in charge in each office.
33:11
SPEAKER_03: You come to him if you have a question or you want to get paid, you know, and and people that don't understand exp, don't understand the model, don't understand cloud based, will go, oh, your broker in charge in the office.
33:21
SPEAKER_03: What if you need him?
33:22
SPEAKER_03: I can put in 10 listings in a day.
33:24
SPEAKER_03: They can be signed and back to me.
33:26
SPEAKER_03: I can message that broker in charge, always on, you know, there's in the state, and I have more like contact with them in a day than I would.
33:35
SPEAKER_03: My old broker would go out of town, be away for the week, might not check emails or texts.
33:41
SPEAKER_03: And that's just it's just it's incredible.
33:43
SPEAKER_03: Like you just can't get that.
33:44
SPEAKER_03: And it's all cloud-based.
33:46
SPEAKER_03: They figured out every step of the way.
33:48
SPEAKER_03: And, you know, again, a guy that's been in the business 26 years, I've seen the other side, and this is just it's light years.
33:56
SPEAKER_01: It's light years.
33:56
SPEAKER_01: And I I remember the um the first day I got paid in like 21 minutes, right?
34:01
SPEAKER_01: And I remember from a from a commission check, right?
34:04
SPEAKER_01: The first deal I had in DXP.
34:05
SPEAKER_01: I remember waiting, you know, sometimes a week to get paid.
34:07
SPEAKER_03: Yeah.
34:07
SPEAKER_01: Right.
34:08
SPEAKER_01: You know, if I'm sending you a referral, Tristan, you know, I'm the front end, I'm gonna outline 25% referral fee to me, 75% to you.
34:15
SPEAKER_01: The second that closes, boop, whatever that referral agreement said drops into our.
34:19
SPEAKER_01: I mean, it's just there's so many little things that add up, but it's bigger than that, right?
34:23
SPEAKER_01: And I look at this as where is the industry grow going?
34:26
SPEAKER_01: We were talking earlier about the growth locally in our market.
34:31
SPEAKER_01: There is not a company in the history of the world that has grown by 90,000 people in a decade.
34:36
SPEAKER_01: EXP is the first one that has done that, right?
34:38
SPEAKER_01: And I think it's the industry is changing.
34:40
SPEAKER_01: You have Compass buying up every and any entity that's a brokerage that they can.
34:44
SPEAKER_01: You have spin-off copycats of EXP.
34:47
SPEAKER_01: People are leaving these boutique brokerages because they just can't stand, you know, being kind of isolated without the resources that something bigger has.
34:55
SPEAKER_01: And EXP does give those people these options.
34:58
SPEAKER_01: You know, hey, you want to go build a short-term shop and be licensed in Virginia, but have 20 offices around the country and, you know, run your business that way.
35:06
SPEAKER_01: You want to go partner with agents around the country and help them grow their business.
35:09
SPEAKER_01: You want to grow your team.
35:10
SPEAKER_01: Whatever you want to do, the pathway is open for you to do it without the liability and without the overhead.
35:16
SPEAKER_02: Yeah, it's uh it's incredibly flexible.
35:19
SPEAKER_02: The opportunity is massive.
35:21
SPEAKER_02: I don't know.
35:21
SPEAKER_02: It's uh we it's it's it's almost unbelievable compared to what we were in, you know.
35:28
SPEAKER_02: Um and then on top of it, it's fun, you know.
35:30
SPEAKER_02: And you know, we haven't talked about the Rev Share, but the Rev Share really is the end game for all of these agents.
35:37
SPEAKER_02: And they don't you you when you first come in as a realtor, your natural instinct, and my natural instinct was I don't even want to talk about that.
35:44
SPEAKER_02: I want to sell houses.
35:45
SPEAKER_02: This is my game, this is what we do.
35:48
SPEAKER_02: Rick and I wanna we don't want to skip a beat, you know, because the the the initial thing I think some people think, oh, they're not primary focused on sales.
35:58
SPEAKER_01: But yes, we are, and our numbers basically number one transactions in the second, third year in a row is the XP in the country.
36:06
SPEAKER_02: They beat everybody because Leo Pereja, our CEO, he knows that that has to be the primary focus.
36:12
SPEAKER_02: The Rev share is the result, it is the opportunity afterwards.
36:18
SPEAKER_02: It gives you the end game.
36:19
SPEAKER_02: You know, I think Rick and I, we would love to say instead of doing the typical realtor thing and going till the end, hey, let's let's set a target of you know, maybe six, seven years from now, we don't have to do that.
36:31
SPEAKER_02: We're well on the way to that, right?
36:33
SPEAKER_02: We never had that with anything else, but it's a massive thing, um, it's a real thing, and every single agent deserves that.
36:41
SPEAKER_02: If they've made this a career, why shouldn't they be able to retire like all these corporate guys?
36:45
SPEAKER_02: You know, the amount of stress that we've run these deals for these people for 20, 30, 40 years, sometimes 50 years.
36:52
SPEAKER_02: There are agents in this market that have been selling for 50 years.
36:56
SPEAKER_02: Wouldn't it be nice that there was a light at the end of the tunnel?
36:59
SPEAKER_02: And this is what this is, and that's why we are now the number two brokerage in this market, and we weren't even heard of four years ago, because it is clearly the best path.
37:10
SPEAKER_01: 100%.
37:11
SPEAKER_01: And for people that don't understand revenue share, I'll just make it really simple.
37:14
SPEAKER_01: I'm not gonna go into the weeds.
37:15
SPEAKER_01: EXP, when you pay them your split, which is eight or sixteen thousand, and then you go to a hundred percent for that calendar year.
37:24
SPEAKER_01: Whatever you pay to EXP, they take 50% of the money that they get off of the top and they give it back to the agents.
37:31
SPEAKER_01: For every dollar EXP gets, 50 cents goes back to the agents.
37:36
SPEAKER_01: Top line revenue, not profit.
37:40
SPEAKER_01: And the fact that it's been sustainable for what, 12 years now?
37:44
SPEAKER_01: 15 years, you know, that is the future of real estate.
37:47
SPEAKER_01: We all own the company together, right?
37:50
SPEAKER_01: That's why I'm incentivized to help somebody that I'm not even partnered with, but or is an EXP in California, because if he wins, guess what?
37:57
SPEAKER_01: Stock price goes up.
37:58
SPEAKER_01: We all win.
37:59
SPEAKER_01: We all win.
38:00
SPEAKER_01: And it's we, not me.
38:01
SPEAKER_01: It's collaboration, not competition.
38:04
SPEAKER_01: And, you know, for somebody that was in an environment when I started of like, they're not gonna tell me, I'm not gonna tell anybody to coming into this environment.
38:13
SPEAKER_01: I've got your guys' team agreement because you were nice enough to share it with me.
38:17
SPEAKER_01: Right.
38:17
SPEAKER_01: I've got your onboarding steps, I've got your list of eight.
38:20
SPEAKER_01: Like, don't go in it alone.
38:21
SPEAKER_01: If you want to go in it alone, you can, right?
38:24
SPEAKER_01: But you're never truly gonna be alone because you're surrounded by people that are gonna support you and want you help to win.
38:29
SPEAKER_02: Yeah, I think you know, at the end of the day, it really comes down to this guy that created this company, he has created something so perfect for the agents.
38:42
SPEAKER_02: You and I don't have to sit there with a local broker now.
38:46
SPEAKER_02: They're looking at their spreadsheet and they're gonna say, Well, we're actually not gonna do videos for the agents anymore, right?
38:52
SPEAKER_02: Because we can't afford it.
38:55
SPEAKER_02: It's just not like that for this company.
38:57
SPEAKER_02: There's you know, in fact, the conversation with Glenn Sanford, our founder, is what else more can we do for these guys?
39:05
SPEAKER_02: How can we go from them selling X many billion this year to more?
39:11
SPEAKER_02: What else can we do for these clients?
39:13
SPEAKER_02: Why, how can we sell more properties?
39:15
SPEAKER_02: What can we, you know, what can we do?
39:16
SPEAKER_02: So what do what does he do?
39:18
SPEAKER_02: He goes out and he buys relocation companies and he buys Canvas setups for us and all these added value things that ultimately make us more profitable and provide better service for our clients.
39:30
SPEAKER_03: It's unbelievable.
39:31
SPEAKER_03: You know, just like Apple, like he'll pivot.
39:33
SPEAKER_03: You know, if this isn't working or there's a better solution, right, or a better product, he'll pivot.
39:38
SPEAKER_01: Yep.
39:38
SPEAKER_01: And we're I look at us as the Google of real estate, right?
39:42
SPEAKER_01: As the Apple of real estate.
39:44
SPEAKER_01: And to your point, like the agent-centric part of it, which I think is super important that people don't understand.
39:49
SPEAKER_01: A good example I've heard about locally is, you know, EXP when they were trying to do the whole commission changes and shift and things like that.
39:56
SPEAKER_01: Um, they actually, you know, there was a part that wanted we use, you know, I call them kitty contracts, local local Hilton Head contracts, MLS contracts.
40:04
SPEAKER_01: They wanted us to use the state contracts, which are a pain.
40:07
SPEAKER_01: And they said, nope, we're we're an agent-centric company.
40:10
SPEAKER_01: We're gonna reach out to all the agents in the Hilton Head uh area and ask them what they want to do.
40:15
SPEAKER_01: Yeah.
40:16
SPEAKER_01: And they voted to keep the old contract, so we kept the old contract.
40:19
SPEAKER_01: And so it's not a, you know, we're doing this because this is how it's on its what do the agents want?
40:24
SPEAKER_01: How do we protect them?
40:25
SPEAKER_01: How do we make them the center of everything because they are the ones that deserve to get the benefits from the never happens.
40:32
SPEAKER_01: Never happens, you know.
40:33
SPEAKER_01: And I think a lot of people confuse teams with brokerages, right?
40:36
SPEAKER_01: You go join a brokerage, right?
40:38
SPEAKER_01: The brokerage shouldn't be able to give you your million-dollar GCI by just joining.
40:44
SPEAKER_01: They should facilitate an environment to help you get there, right?
40:47
SPEAKER_01: And exp does just that.
40:49
SPEAKER_01: They facilitate the environment for the entrepreneurial real estate agent to build whatever type of company, small or big, that they want.
40:56
SPEAKER_01: And and when you get to do it with people like yourselves, powerhouses, legends, rock stars.
41:02
SPEAKER_02: Well, we're we're Brandon.
41:04
SPEAKER_02: When we look at what you've done, you're 29.
41:07
SPEAKER_02: Not only did you do 60 million, you and Evan, and the small team you've got here, you so you've created a team, you've got this great volume, you've created an organization in the world.
41:18
SPEAKER_01: The shift, shout out to Shift.
41:20
SPEAKER_02: To the Shift.
41:21
SPEAKER_02: You've bought on a lot of people already into this thing.
41:24
SPEAKER_02: It's unbelievable.
41:26
SPEAKER_02: You are maximizing the opportunity.
41:28
SPEAKER_02: You are one of these people that has come in here and you've understood it, and you're taking it to the next level, but you wouldn't have had that opportunity at the old at the old place, right?
41:37
SPEAKER_02: Yeah.
41:37
SPEAKER_02: And here you are, and and you know, you're you're basically you're planting these seeds, which in three, four, five years, you don't know how big this thing could be.
41:47
SPEAKER_02: Because if you find four or five more people like yourself in other markets, and we've already found one, we've got Marjorie in Charleston, she's absolutely amazing.
41:55
SPEAKER_02: She's amazing.
41:56
SPEAKER_02: She's rocking it up there.
41:57
SPEAKER_02: We went up there for an event with Pete Middleton last week, and um, she's the most impressive person in the room, you know, and she is gonna build a massive organization in Charleston.
42:07
SPEAKER_02: She left a super boutique brokerage, she's killing it on the sales, she's got all these great people that are coming with her, and she's part of our deal.
42:17
SPEAKER_02: But this is because of this model, right?
42:19
SPEAKER_01: Yeah, it's also the PP, I agree, and thank you.
42:21
SPEAKER_01: But I I also think my mindset with it, first of all, it wouldn't be here if it wasn't introduced by you guys to me, right?
42:28
SPEAKER_03: But second, you would have found it.
42:30
SPEAKER_01: I would have found maybe at some point.
42:31
SPEAKER_01: I wouldn't have been yeah, I want to run with the people I want to run with, which is you guys.
42:35
SPEAKER_01: But I think the second thing is, Tristan, you fuss you believed in me, right, from the start.
42:39
SPEAKER_01: And you also, I don't know if you're bullshitting me at the time or not, but you also facilitated an environment for me to figure out and really see what is happening with that inner circle that you got me into down there.
42:51
SPEAKER_01: And so what I look at and how I see it is this is the future of real estate.
42:55
SPEAKER_01: Whether you know it or not yet, yeah, you don't make 65 spin-off copycat companies for off of EXP if you're not onto something.
43:04
SPEAKER_01: Agree.
43:04
SPEAKER_01: I see it.
43:05
SPEAKER_01: I see where the world is going from a technology standpoint.
43:08
SPEAKER_01: I see the burnt-out broker mentality.
43:10
SPEAKER_01: I see I like building wealth through real estate, like what this podcast is about.
43:14
SPEAKER_01: Well, you're gonna tell me all of a sudden I can create an additional lane of building wealth through real estate by helping other agents achieve their goals.
43:22
SPEAKER_01: Duh.
43:22
SPEAKER_01: It's servant leadership at its highest level.
43:25
SPEAKER_01: And it's in the real estate space, and I'm a full believer that I have a responsibility to be a catalyst to push the real estate industry forward in the right direction by leveraging a model like this company.
43:38
SPEAKER_01: And it allows me to do it.
43:39
SPEAKER_01: I have partners in Florida, I have partners in Georgia, I have partners in North Carolina, I've got people up in Ohio, Pennsylvania, South Carolina, here locally.
43:47
SPEAKER_01: Never in a million years did I think I'm running a mastermind weekly to add value to agents to help them succeed, but that is the environment that this creates.
43:55
SPEAKER_01: And it fires me up, man.
43:56
SPEAKER_01: Like it fills my cup up.
43:58
SPEAKER_01: Wow, it's a good idea.
43:58
SPEAKER_01: It should, and it's pretty impressive.
44:00
SPEAKER_02: It's amazing.
44:00
SPEAKER_02: It's awesome.
44:01
SPEAKER_02: I think, you know, there's there's you have these moments, don't you?
44:05
SPEAKER_02: And, you know, it's we're very blessed.
44:08
SPEAKER_02: Rick and I know a lot of people.
44:10
SPEAKER_02: We've really gone in all in with a single.
44:12
SPEAKER_02: I had a moment on the plane.
44:14
SPEAKER_02: I there was this lady behind me.
44:16
SPEAKER_02: I was flying out to Vegas for EXP Con, and she had a little EXP emblem on the side of her hat, and I was talking to her, and she owned a massive franchise.
44:26
SPEAKER_02: I'm not gonna say which brand, but one of the most renowned franchises in uh Florida.
44:33
SPEAKER_02: And and I and I said, you know, and she didn't tell me she was part of EXP Corporate, but I asked her what her story was, and uh she's also one of the biggest speakers in the real estate space now, and uh and she said, you know, I own this franchise and uh I saw this model, and and my franchise was very profitable.
44:51
SPEAKER_02: I had you know hundreds and hundreds of agents.
44:53
SPEAKER_02: She was in the Tampa market, and um, and she goes, I just saw the book.
44:57
SPEAKER_02: I knew I had to sell it immediately, and now she's visibility-wise inside EXP Corporate, she's probably top five.
45:04
SPEAKER_02: She's speaking at Inman this week, um, or next week, whenever it is, and uh, she was at Inman last year.
45:10
SPEAKER_02: Uh all the EXP events she's at, and it was just that moment for me, I was like, I'm in the right spot.
45:16
SPEAKER_02: You know.
45:17
SPEAKER_01: Yep.
45:18
SPEAKER_01: And you know, two more questions as we wrap wrap up here.
45:22
SPEAKER_01: My first one is why do you think more agents don't see what we see?
45:27
SPEAKER_03: I think I think a couple things on that, and I'd love to hear Tristan's thoughts on this.
45:31
SPEAKER_03: I think the first thing is the broker owner knows what's going on, and they know this is coming.
45:38
SPEAKER_03: And they really are just, you know, talking to their agents and they say, Oh, you don't need to do that technology, you don't need to do that.
45:44
SPEAKER_03: That's a quick fad.
45:45
SPEAKER_03: That's just and they just that's the first thing.
45:47
SPEAKER_03: Because I hear it on the street.
45:48
SPEAKER_03: I'm out there and I see people and I hear it, and I go, Why aren't you, you know, you got to see what's going on.
45:52
SPEAKER_03: Oh, my broker told me it wasn't, you know.
45:54
SPEAKER_03: That's the first thing.
45:55
SPEAKER_03: And I think second thing, I think people get comfortable.
45:58
SPEAKER_03: I know I was like this for a while.
46:00
SPEAKER_03: They're doing well.
46:00
SPEAKER_03: They're maybe they're selling 10, 20 million.
46:03
SPEAKER_03: I don't need to go, Rick.
46:04
SPEAKER_03: This is good.
46:05
SPEAKER_03: Great.
46:05
SPEAKER_03: And now you're putting that 10, 20 million in your broker owner's pocket.
46:09
SPEAKER_03: So I think those are what I see out there.
46:11
SPEAKER_03: The first thing is the scared, I don't want to let my agents know how great this is because it's it's incredible.
46:16
SPEAKER_03: Again, 26 years in the business.
46:18
SPEAKER_03: And the second thing, people get comfortable just because it takes them time to realize, gosh, what am I doing?
46:24
SPEAKER_03: I need to be doing this.
46:25
unknown: Yeah.
46:26
SPEAKER_02: Yeah, I mean, that's really it.
46:27
SPEAKER_02: And a lot of it is the word on the street and people not fully understanding.
46:32
SPEAKER_02: And you've got to think about it from these independent brokerage guys.
46:36
SPEAKER_02: Like, think about how Blockbuster went down.
46:38
SPEAKER_02: You had a lot of or these other companies, a lot of them went down hard, even just retail stores today.
46:43
SPEAKER_02: They're closing up.
46:44
SPEAKER_02: There's pain for people.
46:46
SPEAKER_02: You know, what the smart box stores are gonna do is they're gonna embrace the model and say, guys, this is not, we're probably not gonna be around here in 10, 15, 20 years.
46:56
SPEAKER_02: Let's do this together.
46:58
SPEAKER_02: Why don't we, the smart guys, you go to this, you see it all the time.
47:02
SPEAKER_02: They're like, let's move to this, let's take this cool brokerage that's been here for 30 years.
47:08
SPEAKER_02: The world has changed, right?
47:10
SPEAKER_02: Blockbuster is not there anymore, it's Netflix, right?
47:13
SPEAKER_02: This this traditional real estate model is not gonna keep working, it's just not the way it works.
47:20
SPEAKER_02: And so, you know, it's tough, it's a tough pill for these guys to swallow, but they have to adapt or they're gonna get left in the dust.
47:27
SPEAKER_02: It's gonna be really, really difficult for them.
47:29
SPEAKER_01: Yep.
47:30
SPEAKER_02: And uh, that's the reality.
47:31
SPEAKER_02: How can you, as an agent, uh a company that takes 30% from you, compete against an agent that might be on a hundred percent after they've done five deals?
47:42
SPEAKER_01: You guys have been a hundred, I'm like a hundred percent plus.
47:45
SPEAKER_03: Yeah, so I get that sixteen thousand back, you know, by taking the courses, you know, by mentoring, by being a top producer.
47:51
SPEAKER_03: Yes, top producer of the icon.
47:53
SPEAKER_03: And basically we're we're at like a hundred and what, ten, hundred and sixteen percent.
47:58
SPEAKER_01: These guys are on a hundred and ten percent split.
48:02
SPEAKER_02: 110.
48:03
SPEAKER_02: It's probably more than that when you add up all the stock and the rev share because you know, and we are considered icons in the company, so they they want people like us.
48:13
SPEAKER_01: And this is top producers because of it.
48:16
SPEAKER_02: So if I'm up against, you know, Brandon, you're at a chain, you know, a traditional chain, and I'm up against you at a listing agreement, and they say, Well, Brandon's gonna do this, this, and this, I'll be like, he can't compete with me.
48:26
SPEAKER_02: I'm gonna do more.
48:28
SPEAKER_02: I don't have to give that guy anything, yep.
48:31
SPEAKER_02: Right?
48:31
SPEAKER_02: That owner of that company.
48:32
SPEAKER_02: Yep, it's it's it's a shame.
48:34
SPEAKER_02: And that's really the smart people are figuring it out, they're coming slowly.
48:38
SPEAKER_02: It's just the message that's getting blocked by them.
48:40
SPEAKER_02: I would, if I didn't understand it, I'd block the message.
48:42
SPEAKER_02: I'll be like, oh no, you can't go over there.
48:44
SPEAKER_02: But you know, when you've got to give a broker 20, 30 percent, that's a lot of money for them to give up.
48:50
SPEAKER_02: It is, it is.
48:51
SPEAKER_01: Guys, we've talked about some really good stuff.
48:53
SPEAKER_01: You know, you guys have built an unbelievably powerful, incredible business.
48:58
SPEAKER_01: Continue to look up to you guys, continue to run together.
49:00
SPEAKER_01: I guess, you know, kind of in in conclusion here, what's next?
49:03
SPEAKER_01: What's next for Tristan?
49:04
SPEAKER_01: What's next for Rick?
49:05
SPEAKER_01: What's next for Coast?
49:07
SPEAKER_02: Well, go ahead, right?
49:08
SPEAKER_02: Go ahead, bud.
49:09
SPEAKER_02: Uh so you know, it's it's uh evolving, the whole thing is evolving, and we're learning, and EXP is still evolving, right?
49:18
SPEAKER_02: So um Glenn Sanford's probably most powerful message that's resonated with me is the agility.
49:26
SPEAKER_02: We are always gonna be agile and we're gonna look to the future and we're gonna embrace the right way to do business because you can't just be stay still.
49:35
SPEAKER_02: You gotta know when to pivot.
49:37
SPEAKER_02: Um the opportunity for me, um, I like Rick and I still believe the agent wants an office.
49:45
SPEAKER_02: We like that model.
49:46
SPEAKER_02: We're very good friends with Pete Middleton.
49:49
SPEAKER_02: He uh started, he had the first EXP luxury model in La Jolla, California.
49:54
SPEAKER_02: And we believe there is a market for agents that do want offices inside the virtual model that EXP is, and so we're exploring that opportunity and how that model really is um best fit for agents, and uh so that may be we we like the Coast brand locally here.
50:18
SPEAKER_02: Uh, if we find agents that are the right fit, we'll certainly put them in other markets.
50:22
SPEAKER_02: We did our office in Bluffton, um, and you know, we've talked about doing one in St.
50:26
SPEAKER_02: Augustine, uh, but we're also producing at a very high level, and so we've only got so much time in the day and so much bandwidth.
50:33
SPEAKER_02: But a model like PTXP luxury is very intriguing to me because it gives those agents a lot of flexibility, and you don't necessarily have to go and I don't have to necessarily go and run it, I can set it up.
50:47
SPEAKER_02: And uh so something like that is on the on the on the horizon for us.
50:50
SPEAKER_02: Maybe different ways and maybe you'll be a partner with us, Brandon.
50:53
SPEAKER_02: I think we've talked about this before.
50:55
SPEAKER_02: It's it's just figuring out what's the best use for our time as well, you know?
50:59
SPEAKER_02: Anything you want to add to that, Rick?
51:00
SPEAKER_03: Yeah, that and also encouraging these newer agents in our office that have these aspirations to do what you're doing, to do what Tristan I had done, and say, guys, you can do this.
51:09
SPEAKER_03: And it doesn't have to be Coast or Green Plate properties, it can be whatever you want.
51:13
SPEAKER_03: And you can open it up down the street, you can open up in Florida, you can open up in England.
51:18
SPEAKER_03: Like it that's the beauty of this, and really encouraging, because I mean, if somebody told me that 26 plus years ago, I'd said, that's what I want.
51:27
SPEAKER_03: That's what I want.
51:28
SPEAKER_03: You know, when when Willie Fanning came with us, incredible agents been doing this 35 years.
51:32
SPEAKER_03: Him and I have worked together a long time, many deals over the years, and he said, Guys, I love Coast, but this is what I want.
51:39
SPEAKER_03: And I'm like, Willie, we will show you, we'll help you.
51:41
SPEAKER_03: He's got his own brand, he's doing his own thing, and he did it in a couple weeks.
51:45
SPEAKER_03: He's set up and Daniela and Rick.
51:48
SPEAKER_02: So think about this with Daniela and Rick.
51:50
SPEAKER_02: This all came together.
51:52
SPEAKER_02: Chris Gomez's space, our first agent.
51:54
SPEAKER_02: He had a space over there on New Orleans Road.
51:57
SPEAKER_02: And because it's theirs, the difference has been incredible.
52:01
SPEAKER_02: They were great agents at their previous company, great agents with Coast.
52:06
SPEAKER_02: Now it's theirs.
52:07
SPEAKER_02: I think they're closing 15 million this month.
52:10
SPEAKER_02: Really?
52:11
SPEAKER_02: It'll be their best month ever.
52:12
SPEAKER_02: It's their baby.
52:13
SPEAKER_02: They've created Love properties, brokered by EXP.
52:16
SPEAKER_02: They are so proud of it.
52:17
SPEAKER_02: They've built a team.
52:18
SPEAKER_02: I think they've got eight to ten agents already.
52:20
SPEAKER_02: They came in, they initially, when we met with them, they were like, we would just want to do this now.
52:26
SPEAKER_02: And then they and they were gonna do it, and we're like, do whatever you want to do, we'll help you.
52:29
SPEAKER_02: And they came back and said, No, we want to learn from you.
52:31
SPEAKER_02: We want to come into Coast, we want to see how you've done it, how you've got these 50, 60, 70 agents.
52:36
SPEAKER_02: We want to see your systems.
52:38
SPEAKER_02: We're an open book.
52:39
SPEAKER_02: We helped them.
52:40
SPEAKER_02: There's their main girl, Bonner, worked literally side by side with Caroline, Donna, and Casey.
52:46
SPEAKER_02: And then they looked at us and said, We're ready.
52:48
SPEAKER_02: And they went and got themselves an office, they've built a team, and they're absolutely killing it.
52:53
SPEAKER_02: They're great agents, and it's theirs.
52:55
SPEAKER_02: And that's that's the thing.
52:55
SPEAKER_03: And that doesn't happen on the old model.
52:57
SPEAKER_03: It just does not happen.
52:58
SPEAKER_01: You don't change the sponsor, right?
53:00
SPEAKER_01: But they're allowed to go out and do their own thing, and you guys incentivize that.
53:02
SPEAKER_01: Not only are they going out and doing their own thing, they're learning from the mistakes you guys made.
53:06
SPEAKER_01: They're learning from the things that are.
53:07
SPEAKER_03: And we're showing exactly what you shouldn't do and what you should do.
53:09
SPEAKER_01: And it's a no-brainer if you want to build something special in this real estate business.
53:14
SPEAKER_01: And kind of to wrap this up, uh, first and foremost, thank you so much, guys, for hopping on today.
53:19
SPEAKER_01: But, you know, I want to extend an invitation to whoever's listening to this or watching this, you know, stay curious about this model.
53:26
SPEAKER_01: This thing's a freaking real deal.
53:28
SPEAKER_01: Reach out to us.
53:28
SPEAKER_01: We're happy to have a conversation.
53:29
SPEAKER_01: Just answer your questions completely confidentially.
53:32
SPEAKER_01: And, you know, EXP is probably, it's not for everybody, but you should at least understand it and what's happening below the hood.
53:39
SPEAKER_01: But it's it's for more people than I think they know.
53:42
SPEAKER_01: And um, you know, kind of in in in conclusion, the industry is changing.
53:48
SPEAKER_01: Whether you participated in it or not, it's changing.
53:50
SPEAKER_01: Right.
53:51
SPEAKER_01: The real question is are you changing with it or are you being left behind?
53:55
SPEAKER_01: And who are you changing it with?
53:57
SPEAKER_01: And I couldn't be prouder to say I'm changing it with you guys.
54:00
SPEAKER_01: And um, again, thank you so much for coming on.
54:03
SPEAKER_01: Thank you, buddy.
54:03
SPEAKER_01: And this was great.
54:04
SPEAKER_01: Let's keep going, baby.
54:05
SPEAKER_03: And we're so impressed with you and Evan and Greenplay properties and all you've done, man, and your energy is incredible.
54:10
SPEAKER_03: First of all, anybody that does a deal with Brandon, it it's awesome.
54:14
SPEAKER_03: It's smooth, it's you never have to worry.
54:16
SPEAKER_03: A lot of times you'll deal do a deal with an agent, they go silent for two days, and you're like, what's going on?
54:21
SPEAKER_03: Not this guy.
54:21
SPEAKER_03: It could be midnight, it could be five in the morning.
54:24
SPEAKER_03: And I just wanted to say one last thing.
54:26
SPEAKER_03: Um, and we're so blessed, and I love working with Tristan every day.
54:29
SPEAKER_03: There's two kinds of people in this world those with exp and those who wish they were with EXP.
54:34
SPEAKER_03: Don't be don't be the latter, baby.
54:36
SPEAKER_01: Don't be the latter.
54:37
SPEAKER_01: Love that.
54:38
SPEAKER_01: Love you guys.
54:38
SPEAKER_01: Love you guys.