Latest / The Hannah Hammond Show / How To Rebuild Your Fortune & Life After Losing It All | Tony Giordano

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How To Rebuild Your Fortune & Life After Losing It All | Tony Giordano · The Hannah Hammond Show

• 0:00
  Welcome back to the Hanahan Show.
• 0:01
  I'm sitting here today all the way from California.
• 0:04
  You just moved to Newport Beach, Tony Giordano.
• 0:08
  And I'm so excited for this conversation because I mean, you
• 0:12
  are truly a story of building it all, building an empire, losing
• 0:19
  everything, moving into your car and living on the beach after
• 0:24
  having everything you could want in your life, after coming from
• 0:29
  very modest beginnings and a very challenging childhood.
• 0:33
  And then you rebuilt it all. And now you're a speaker, a
• 0:36
  coach, you run a real estate empire, you sell the most
• 0:42
  expensive luxury properties all over the world globally through
• 0:45
  your marketing agency or the president of opulent agency and
• 0:50
  Giordano Industry. So you just are a serial
• 0:52
  entrepreneur. And I'm so excited to get to
• 0:54
  know you more today. And I was lucky to get to know
• 0:56
  you of it yesterday. But I just can't wait to Share
• 0:59
  your story and learn some things about the rock bottom moments in
• 1:04
  your life that you've overcome. And then talking about how you
• 1:07
  really market yourself and build your business in the world of
• 1:11
  real estate, whether you're a commercial broker or mortgage
• 1:13
  broker, a real estate investor. And then also speaking and how
• 1:17
  to have an engaging audience and how to speak on stage because
• 1:21
  that's hard. That's really, really hard to
• 1:22
  do. And you, you're master at it.
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  I mean, you speak as a keynote speaker at so many massive
• 1:27
  organizations. So thank you so much for being
• 1:29
  on the show. Thank you for having me.
• 1:30
  I don't know what more I can say.
• 1:31
  You just. You just nailed it all a lot.
• 1:34
  A lot. But thank you for having me.
• 1:36
  I'm I'm honored to be here. Thank you.
• 1:38
  So let's go back to the beginning.
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  And I just like, what do we have to understand about your
• 1:43
  childhood to understand who you are today?
• 1:49
  Came from very humble beginnings.
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  Didn't come from money per SE. You know, my dad was a
• 1:57
  landscaper, mom was a bookkeeper.
• 1:59
  So we just had very humble beginnings and there was no
• 2:02
  question that there was struggle all the time.
• 2:05
  My parents are amazing at us thinking we were rich, you know.
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  But as the older I got, the more I realized just how much they
• 2:16
  struggled and why we moved around so much.
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  Because by the age of 18, I had moved, I think it was 13 times,
• 2:24
  probably 10 different schools throughout my childhood.
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  And so very humble beginnings. But I also think that those, you
• 2:34
  know, things made me who I am. So example, because we moved
• 2:38
  around so much, I had to be good at getting to know people in a
• 2:42
  new city all the time, which then made me naturally somebody
• 2:47
  who became social and I can talk to anybody at a Starbucks and
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  everything because I was raised that way, you know, having to
• 2:53
  learn new environments as well as new hobbies.
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  You know, we moved away from the beach.
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  I'm not going to be surfing in Palm Springs.
• 3:00
  So what do I need to learn how to do there?
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  So I learned new hobbies and things like that.
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  So I think my beginnings definitely made me who I am
• 3:08
  today, but definitely had bigger dreams of wanting to not
• 3:15
  necessarily, you know, just wanting to make money as much as
• 3:19
  just change the course of our family, create a legacy of some
• 3:24
  sort even before I knew what that legacy would be.
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  So that just led to just having a natural drive.
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  You know, I was the bully kid, you know, young in school, I was
• 3:35
  the daydreamer. But it was just because they
• 3:40
  couldn't, you know, I knew I was smarter than the teachers for
• 3:43
  the most part at that point. It wasn't that it was Daydream.
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  You're just not keeping my attention.
• 3:47
  And so finally, I think there was just this moment where my
• 3:52
  passion was to become a firefighter.
• 3:54
  I wanted to, I really wanted to do that.
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  So at a very young age, I was, you know, lifeguarding in my
• 4:00
  teens, then, you know, getting CPR certified, becoming ACPR
• 4:05
  instructor, then becoming an EMT emergency medical technician.
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  I was, I was going to be a firefighter.
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  That was that was my dream. And I was, but I didn't have any
• 4:15
  money. So I was selling cell phones for
• 4:17
  AT&T door to door, just a business to business type a
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  personality. And I walked into a mortgage
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  company business with my AT&T cell phones ready to sell, you
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  know, somebody there. And the branch manager bought a
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  phone from me. And after she bought the phone
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  for me, she goes, I'm going to offer you a job.
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  And I go, I don't need a job, I'm a lifeguard.
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  I'm just doing this to make money, to put myself through the
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  four month fire Academy and become a firefighter in the
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  state of California. And she goes, trust me, you need
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  this job. She goes, I think you'd be
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  really good at it. And I'm 20 years old, December
• 4:56
  of 1998. And I go, what do you even do
• 5:00
  here? Because I didn't come from
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  business. Savage parents.
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  So she goes, we do mortgage financing.
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  And I remember Hannah like this was yesterday.
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  I looked at her like a deer in the headlights because I didn't
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  even know what the word mortgage meant.
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  And I go mortgage financing. So you finance the funeral.
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  Oh. My God.
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  Yeah, I said that she looked at me like a deer in the
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  headlights. And she goes, not Mortuary.
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  You're not a mortician, you're a mortgage originator.
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  And I'm still like, help me out here.
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  She goes a home loan. And I'm like, oh, OK, got it.
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  When somebody buys a house, they need a loan.
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  Got it, got it, got it. She goes, yeah, she goes, here's
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  what you could make. And she just shows me what I'd
• 5:48
  have to do everyday, just start pounding phones and looking for
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  people who needed to refinance their house to pay off bad debt
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  or collections from the 91 crash.
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  And now it's 1998, people have equity again or a little bit of
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  equity. And that was the beginning of
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  what would become the subprime refi market.
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  And so when I saw how much money I can make, I knew, OK, I can
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  save up money way faster selling home loans than phones and get
• 6:16
  myself to the fire Academy because that's my passion.
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  I'm not going to leave that. And so I start pounding phones.
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  I mean, the next day and the day I started at that company, it
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  was like December 21st or 22nd, 1998.
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  I didn't have a car. I had no money to my name.
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  I barely made enough money to just pay for food and stuff as a
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  lifeguard and selling cell phones.
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  I lived on a couch in a three bedroom apartment with three
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  other guys who had the rooms and they had the couch for me for
• 6:47
  200 bucks and was always being made fun of because they were,
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  you know, getting success and friends around me would have
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  success. And, you know, Tony's just Tony
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  and, and, and that was the first day I started.
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  Eight months later. I had a nice car.
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  I had a two-bedroom, 2 bath condo on the hill with panoramic
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  ocean views with Catalina off in the distance.
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  I had $35,000 sitting in my bank account.
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  I had never been anywhere in my whole life.
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  Even though I'm in love with flight since I was 3, I had
• 7:22
  never been anywhere. I'd never been on a plane before
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  I got in a mortgage. And I had been in that eight
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  months to Fiji, to Hawaii because I won the contest at
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  this mortgage company as like one of their top loan officers.
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  And this business just changed my life.
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  Like I could help family financially, it changed the
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  course of what would eventually become my own family's life and,
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  and create a legacy. And there's no question that
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  it's, you know, the, the real estate industry, no matter what
• 7:53
  position you're in, lending, commercial, residential, it's
• 7:58
  limitless. You know, and you can either be
• 8:02
  somebody who makes $50,000 a year, you could be somebody who
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  makes 5 million a year. The only limit is US.
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  I've seen it time and time again as a coach.
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  Like we're the limit, the industry is not the limit.
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  And so funny enough, I resigned 8 months later even though I was
• 8:21
  supposed to be rookie of the year.
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  And the reason I was resigned is because I have the money now to
• 8:26
  go to the fire Academy. And she was shocked.
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  She was just like you're, you're throwing away a career worth
• 8:34
  millions based off of how good you are at it.
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  And I said, but it's not my passion.
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  I enjoy doing it, but my passion I I, I need to do this.
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  I need to either fail at becoming a firefighter or I need
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  to do it. And so I resigned in September
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  1999. I went into the four month full
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  time fire Academy in Southern California, graduated December
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  of 99. But now I was out of money
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  because I used my savings for the Academy.
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  So I had to go back to the mortgage company to start doing
• 9:08
  home loans while I was testing with fire departments.
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  Got picked up as a reserve in Malibu as a firefighter, went
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  into medic school at night, was doing home loans during the day.
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  And really my biggest lead Gen. source was all the firefighters.
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  Like I was just, you know, I was known as the loan officer who's
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  a firefighter. So they were just having me do
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  all their home loans and then that just led to 2000 being my
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  true rookie year as a mortgage broker where I did a whole year
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  making $160,000 as a part time loan officer.
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  And then at the, you know, one day at the station, 3 days off,
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  I'm in the office for those three days and 2001, September
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  11th happens and the fake housing market was born.
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  Anybody who had has a heartbeat could buy a house and so it was
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  so easy to double it. So I made like 2 something made
• 10:11
  my first million at the age of 26 in 2004 because now it was
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  anybody. You know, we've all seen the
• 10:18
  movie The Big Short, right? So anybody could buy it as long
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  as dog Walker who makes 16 grand a month.
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  No verification of income a year exactly.
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  And so it was just too easy. And, and then by 2007, I now
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  own, I'm part owner with my partners and we're pretty much
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  one of the largest mortgage broker firms in Southern
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  California doing insane amounts of volume sending the
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  Countrywide and Washington Mutual for those that remember
• 10:54
  those companies back in the day. And I have everything you could
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  dream of. Like I, I was married, I had two
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  young kids, white picket fence or wrought iron fence, you know,
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  multiple properties, boats, classic cars, Hummers, you know,
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  just I had everything that one would want and, and happiness
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  too at that, at that point in my life.
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  And I lost everything after making millions in less than 18
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  months in the 2008, 2009 crash. Now there were multiple factors
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  that played into that. Obviously I was over leveraged
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  on everything. I was buying properties.
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  Double edged sword. I'm buying properties at the
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  highest price point and value on record.
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  So it's the top of the market. And that market is based on a
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  House of Cards that is not real because of September 11th.
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  So it's a double edged sword. So when the faucet turned off on
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  the mortgage industry and real estate in 2008, actually towards
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  the end of O7, I turned off with it.
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  Like it literally just went to crickets.
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  No volume was coming in anymore. Lehman Brothers is crashing.
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  Bear Stearns is crashing. I went through a, a divorce the
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  year before, so that just aided losing everything even quicker.
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  And you know, I went from an 812 FICO score to 496 in like 9
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  months. I had multiple foreclosures on
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  my credit report, lost all my properties, all my cars were
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  repossessed. Boat was anchored out of Marina
• 12:43
  Del Rey harbor, you know, with my name on the side of it.
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  Big old cigarette boat. You know, people call me Tony.
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  You saw your boat like getting anchored out.
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  Like what's up? Oh, they're, they're working on
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  it. Whatever I could say and I, it
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  was a huge turning point in my life.
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  It was the first time I think there was a major challenge that
• 13:08
  I had to figure out how to face. And you know, my youngest son
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  was diagnosed with autism during that time as well.
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  My mom was diagnosed with cancer, stage 4 ovarian, and it
• 13:23
  just kept getting worse. I also had a really bad injury
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  and and hit shallow water head 1st and compress the disc on my
• 13:31
  neck and now I couldn't stay on the fire department anymore.
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  So I'm losing that income. I've lost that income.
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  I'm bartending on the weekends to put food on the table for my
• 13:40
  kids when I have them week on week off.
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  I hadn't like it's probably September of O 9.
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  I hadn't funded a loan in three or four months.
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  I'm 30 days behind on my rent and it just got worse and worse.
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  And finally there was just this moment.
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  I think it was really the turning point for me.
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  I was, I had just gotten out of the shower and I had this little
• 14:09
  apartment now with a little beat up pickup truck because
• 14:13
  everything was gone and I had just gotten out of the shower.
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  Little phone booth shower, little pedestal sink, you know,
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  like just a little. And you can imagine when I
• 14:24
  shave, it's everything. So you only see my eyes.
• 14:28
  So I'm putting cream on and I have my towel on and I'm still a
• 14:31
  little wet and I'm, I'm in a rush.
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  I have my phone right on the the little shelf and I'm waiting for
• 14:36
  my loan processor to tell me about two loans that are
• 14:38
  supposed to fund like in the next 48 hours.
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  And I really need that money. I need to get caught up on my
• 14:45
  rent like, and I'm thinking things are, you know, I came
• 14:50
  from nothing and built an empire.
• 14:51
  I can do it again. But I, I need some help, please.
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  Right. And I'm like halfway through
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  shaving and I remember my phone buzzing and I like look down and
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  I kind of grab it with my hand. And she texted me on the little
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  1st edition Blackberries with the keypad in the small screen
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  and she said 911 call me. But both loans just got declined
• 15:23
  out of funding and there's nothing we can do.
• 15:26
  They're not going to fund them. And I just remembered, like, I
• 15:33
  don't know what, it's a little blurry, but I had grabbed the
• 15:36
  pedestal sink so hard in anger and just shook it that it ripped
• 15:42
  the drywall where it was siliconed.
• 15:45
  And the mirror, the medicine cabinet mirror bounced off the
• 15:48
  wall, hit the pedestal sink, sink shattered.
• 15:54
  And because it was wet and I kind of abruptly moved so fast,
• 15:58
  I slipped. And on the way down, I hit the
• 16:01
  back of my head on the towel bar of the metal towel bar, like old
• 16:05
  school towel bars, hit my head and hit the ground on my
• 16:09
  tailbone and just lost it. Like it was just, I just broke
• 16:17
  down. Like it was just everything had
• 16:19
  boiled up to this point. And I don't think I'd ever
• 16:22
  really cried it out, you know, of everything that had happened
• 16:25
  over the course of that crash. And so I just broke down.
• 16:28
  I don't know how long it was probably 2 minutes, 3 minutes of
• 16:31
  just, you know, bawling. Thank you.
• 16:37
  And when I finally opened my eyes, I had just, I didn't move.
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  I just opened my eyes and there was this triangular piece of
• 16:46
  mirror literally facing my face perfectly in the corner.
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  And what I saw in that reflection I never wanted to see
• 16:58
  again. It was just the saddest useless
• 17:04
  man or boy that I'd ever seen. Like woe is me.
• 17:10
  It it honestly, it reminded me of a three-year old getting
• 17:13
  their ice cream taken away. It was just this useless of a
• 17:17
  man. And I remember it just kind of
• 17:20
  like like burned in me and I got up so fast and I kind of just I
• 17:28
  didn't have a mirror to look at. So I just went in the room and I
• 17:31
  went into another mirror and I said, that was your moment.
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  Like, lock it up, dust yourself off, smile.
• 17:38
  It's time to get going. Like there's no more, no more
• 17:42
  asking your godfather for money to help you through the crash
• 17:45
  because my godfather was helping me, my, my great Uncle Mike.
• 17:48
  No, like it's time to to rely on yourself.
• 17:52
  And so I went to the beach for like 2 hours without my
• 17:56
  BlackBerry and I listened to just positive music and I went
• 18:01
  back and went to the office and I still don't know who did this,
• 18:08
  but I get to the office and there's the movie, the secret
• 18:13
  DVD sitting on my desk. Still nobody, nobody's ever told
• 18:17
  me who did it. Nobody's ever taken credit for
• 18:20
  it. And I watched that and I, I
• 18:22
  started learning about the law of attraction and, and positive
• 18:24
  mindset because negative is 1000 times stronger than than
• 18:28
  positive mindset. And so if you have the slightest
• 18:31
  little negative thoughts, those are going to supersede positive
• 18:34
  thoughts any day. So you have to just remain
• 18:37
  positive and find the positive and every negative thing that
• 18:40
  happens. And so because those got
• 18:44
  declined, I lost my passion for lending.
• 18:46
  And so I decided I'm going to be an agent and switch to the
• 18:51
  switch to the agent side and sell the house instead of
• 18:53
  finance the house. So I called it my buddy Madison
• 18:57
  Hildebrand from the the first several seasons of $1,000,000
• 19:00
  listing that a lot of people know, and he sent me all his
• 19:04
  clients for home loans. And I called Madison.
• 19:06
  I said I'm switching to your side.
• 19:09
  I'm a loan officer no more. I'm going to be an agent.
• 19:11
  So I joined his office in Malibu.
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  Coldwell Banker was the first brokerage that I was with and I
• 19:19
  became an agent like overnight. And I had two big reality
• 19:24
  checks. First reality check was I don't
• 19:30
  have any money, so how am I going to prospect?
• 19:33
  How am I going to market myself? How am I going to lead generate?
• 19:37
  Like what am I going to do as a loan officer?
• 19:41
  The prospecting was easy. You just took real estate agents
• 19:45
  out and sent them to the spa and took them out on your boats and
• 19:48
  took them golfing and built relationships so that they sent
• 19:51
  you their clients because they're at the top of the food
• 19:54
  chain. Now I'm at the top of the food
• 19:55
  chain. How do I get clients?
• 19:58
  You don't really go door knocking in Beverly Hills.
• 20:01
  Right. And what I'm going to pull up in
• 20:03
  the Beverly Hills flats in my beat up pickup truck, the
• 20:06
  backfires and leaks oil, right. So I didn't know how I was going
• 20:09
  to approach prospecting and I started Googling a lot of big,
• 20:14
  big agents and I noticed that most agents all had these
• 20:19
  gorgeous high end luxury websites.
• 20:24
  And so I started calling website companies and the, the company I
• 20:30
  would see on a lot of them accompanied by the name of agent
• 20:33
  image. They, I, they were on a lot of
• 20:36
  those sites. So I called them and I said,
• 20:37
  make me look like that, make me look like these top dogs.
• 20:41
  And they're like, that'll be 5 grand.
• 20:43
  And I was like, never mind because I don't have any money.
• 20:47
  I remember them when I tried to get a price from them too.
• 20:50
  I was telling you that it's like $15,000 now or probably more,
• 20:54
  but. And and I'd pay 3050 like when
• 20:57
  you when you realize what it actually does.
• 20:59
  But I didn't know what it did. I just noticed that they all had
• 21:01
  it. And so I called up my godfather
• 21:05
  one last time and I said, I said, Uncle Mike, I need $6500
• 21:12
  and you can't ask me what it's for.
• 21:15
  And I he, I had already owed him 10s of thousands for two years
• 21:20
  of the crash, like just running off of this home equity line of
• 21:23
  credit on his house. And he goes, why can't I ask you
• 21:29
  what it's for? And I go, because you won't let
• 21:31
  me do it. And he goes, I go.
• 21:34
  But I promise you, I know I keep saying this, but I promise you I
• 21:39
  will pay you back. He goes, I know, I know you
• 21:42
  will. He goes, but I'm telling you
• 21:43
  right now, this is it. I am cutting you off completely
• 21:48
  after this. If you need to eat, I'll buy you
• 21:51
  groceries. If the boys need to eat, I'll
• 21:53
  buy them groceries. But I am not giving you another
• 21:55
  dollar, Tony. And I said, well, what if
• 21:58
  there's like a big, I'm already backpedaling.
• 22:01
  I'm already like, well, what if? And he's just like, Tony, do you
• 22:05
  want to know the reason you're in the situation you're in right
• 22:10
  now? And I'm like, yeah, the banks,
• 22:12
  the bad banks and like the mortgage-backed securities and
• 22:15
  subprime. And, you know, look at what
• 22:17
  happened in the economy and and blah, blah, blah.
• 22:20
  And he was just like, no. And I go, me, like you just
• 22:24
  think I'm useless. He goes, no, not you either.
• 22:28
  I'm like, then what? He's like me.
• 22:32
  He's like, I'm the reason you're where you are because I keep
• 22:35
  helping you and you have me to rely on.
• 22:39
  He goes and I telling you right now, the moment you have no one
• 22:43
  else to rely on but yourself, you're going to build your
• 22:46
  empire again like you did the first time when you had nobody
• 22:49
  to rely on. You lost that drive.
• 22:52
  You lost that person deep down. You need to find 20 year old
• 22:55
  Tony again and. How old were you at the time?
• 22:59
  3032 on this conversation, so you were.
• 23:05
  A couple years into the crash of just struggling at this point.
• 23:09
  Oh yeah, I'm two years in losing everything like barely surviving
• 23:13
  and him fronting a lot of it. So he's pretty much telling me
• 23:16
  you're I'm he's the reason that I'm where I'm at And so he gave
• 23:21
  me the $6500. I sent 5 grand immediately to
• 23:25
  agent image. They launched my website made me
• 23:27
  look like an absolute baller even though I hadn't even sold a
• 23:30
  house yet. This is like end of October O 9
• 23:34
  and I only had about $1500 left. I'm bartending and I knew I had
• 23:42
  to be very selective of how I was going to use this money
• 23:45
  because I didn't know when's the next money going to come in.
• 23:48
  And so I'm 30 days behind on rent.
• 23:50
  I need to figure out how to market myself in lead Gen.
• 23:54
  I need to feed my kids. So what am I going to do?
• 23:58
  And I have this philosophy that I've always had and it's play
• 24:04
  chess, not checkers in life. And I don't even play chess at a
• 24:09
  high level. Like I understand the basic
• 24:12
  principle rules, but I'm not a chess player, but I am a chess
• 24:15
  player in life. And the basic principle is your
• 24:20
  7 steps ahead to know what move you should do, right?
• 24:24
  And so I do that in everything. Like, OK, I have $1500 left.
• 24:30
  I can't really go to Motel 6 because I'll run out of money.
• 24:35
  I can't move in with my brother because he's losing his house
• 24:37
  and moving out of state. I need to feed my kids but I
• 24:42
  also need to market myself. But I am going to get evicted.
• 24:50
  I need to buy a camper shell for my pickup truck for $963.17.
• 24:58
  And I remember friends of mine like Jason's who sat at in the
• 25:02
  same office as me, he was just like, dude, you are in tactical
• 25:05
  survival decision making mode right now.
• 25:08
  He's like, you're playing chess When we're all playing checkers,
• 25:10
  we're just reacting to adversity that hits us.
• 25:12
  But you're like, if I do this, then I'm going to run out of
• 25:14
  this. Then I do this, this, this,
• 25:15
  this, this. And I came to the conclusion the
• 25:18
  best investment that I would have the longest ROI from was a
• 25:24
  camper shell if I had to end up living in my truck.
• 25:27
  And so I bought the camper shell website was launched and then I
• 25:31
  see a class being offered at our office called Facebook one O 1.
• 25:36
  And I have this amazing website now and maybe there's something
• 25:40
  more to social media than I'm taking advantage of.
• 25:43
  And so I went to this five hour class and to keep the story
• 25:49
  short, you know, about the details.
• 25:52
  Bottom line is I learned some things that I was going to
• 25:56
  implement, but I also learned a lot of things that I disagreed
• 25:59
  with that the techie instructor was, was teaching us because I
• 26:03
  realized, well, techies, techies aren't in sales.
• 26:06
  They don't understand relationship building and
• 26:09
  language of sales and stuff like otherwise they'd be in sales.
• 26:12
  They're, they're techie instructors.
• 26:15
  And so he would say things that I just disagreed with.
• 26:18
  And, and I think that's when the light bulb went off for me is it
• 26:21
  was the things that I disagreed with that made me realize the
• 26:24
  correct approach to take with social media and the correct
• 26:28
  approach that I try to teach audiences still to this day in
• 26:31
  all things tech, even AI and everything.
• 26:33
  But back then and, and today is everything we do online, we take
• 26:41
  the same approach that we do that same thing offline.
• 26:47
  Short example, if I walked into Starbucks and I saw you getting
• 26:52
  napkins and you're, you're, you got a holder of like 4 different
• 26:56
  coffees and you're struggling, right?
• 26:58
  And you're trying, you don't have any, whatever it might be.
• 27:01
  And you don't know who I am. And I just walk over to you
• 27:06
  wearing a cloak where you can't even see who I am.
• 27:11
  And I say hi, can you and I be friends?
• 27:15
  What would you do? No.
• 27:16
  No, same thing with adding a friend on Facebook where all of
• 27:20
  your settings are set to private and they have no idea who you
• 27:23
  are. Why would they do that?
• 27:26
  And so of course, I wouldn't be wearing a cloak.
• 27:28
  I'd be, oh, can I help you, blah, blah, blah.
• 27:30
  Hi, my name is Tony. Oh, my name is Hannah.
• 27:32
  Oh, nice to meet you. You come to the Starbucks often.
• 27:34
  And we're going to get to know each other and maybe see each
• 27:36
  other over time and build a friendship.
• 27:38
  So I took this offline. How do we actually meet humans?
• 27:41
  How do we prospect? We go door knocking, I'm going
• 27:43
  to go door clicking. But my door says 24 mutual
• 27:48
  friends, 7 similar interests. You both have a dog named Roxy
• 27:50
  and you're both die hard Red Sox fans who live in LA.
• 27:54
  Imagine if the front doors of home said that we'd all use
• 27:58
  that. But we that doesn't exist in any
• 28:01
  form of legion except for online social media.
• 28:04
  And so I just started engaging people.
• 28:06
  I neutralized I, I got rid of my political preference and my
• 28:09
  religious beliefs. I got rid of past posts of mine
• 28:13
  that had F bombs and pictures partying at the beach clubs in
• 28:16
  Las Vegas. And I just neutralized it where
• 28:19
  I'm everybody's friend. There's nothing offensive about
• 28:22
  this guy. Tony and I just start engaging
• 28:25
  people, liking people, commenting, adding them as you
• 28:27
  know, complimenting them in a comment thread.
• 28:29
  They would compliment me back then send them a friend request.
• 28:32
  Friend request accepted and I was only doing it Hannah for
• 28:35
  probably a weekend and a lady who I'd added over the weekend,
• 28:41
  Kathy. She accepted my friend request
• 28:45
  after we engaged each other. Three weeks later, she referred
• 28:48
  me her father's $5.8 million listing in Manhattan Beach in
• 28:52
  Southern California, and the rest is history.
• 28:55
  By the end of my rookie year in 2010, I'd done 43 million in
• 29:00
  volume. 90% came from Facebook 2011.
• 29:05
  Double it. I am now writing the first book.
• 29:10
  Coldwell Banker has me speaking all over the country for their
• 29:14
  events in their regions. Realogy, now known as Anywhere
• 29:19
  Inc Realogy, the owner of Coldwell Banker, owned Sotheby's
• 29:23
  ERA Century 21. So then they said we want you on
• 29:27
  all of our brand stages. So now I'm speaking, my team at
• 29:32
  Coldwell or my production is, is being leveraged off so that I
• 29:36
  can do what I love, which I love speaking.
• 29:39
  I love teaching and helping people.
• 29:41
  I've always been that way. And then that led to writing the
• 29:44
  first book. The first book came out in 2012.
• 29:47
  Hopped around to different brokerages, Keller Williams,
• 29:51
  Compass, back to Keller Williams over the years, franchise owner,
• 29:56
  things like that, investing in businesses.
• 29:59
  But the books became best seller.
• 30:01
  And that just escalated my speaking career even more.
• 30:05
  And then it started pulling me not just for real estate, but
• 30:09
  Allstate Annual Conference, Aflac, Wells Fargo City, you
• 30:13
  know, mortgage companies, insurance.
• 30:15
  It just really just domino affected after that.
• 30:19
  And now I'm writing the third book.
• 30:20
  And so, yeah, I started my coaching company several years
• 30:24
  ago because people were wanting continual education and training
• 30:28
  on what I teach and speak on. And that's kind of the story in
• 30:33
  a, in a nutshell, you know, of, of coming from nothing, making
• 30:37
  millions, losing it all hard, in addition to physical loss as
• 30:43
  well and, and relationship loss. So it all piled up, snapping out
• 30:50
  of it and rebuilding it, but building it now in a way where
• 30:56
  it is more on what I love to do rather than just the money
• 31:02
  coming in. And I think that's key because I
• 31:05
  love people and I get to be in front of people all the time.
• 31:08
  Yeah, it's so incredible what you've done, Tony.
• 31:12
  I'm just so proud of you. Yeah, it's been a run.
• 31:14
  How? Because I fear so much losing
• 31:19
  what I've built, you know, there's always that in the back
• 31:21
  of your head like, oh, don't take that risk or play it safe
• 31:23
  here. Maybe you shouldn't go here or
• 31:25
  this business is costing a lot to get going and we need to see
• 31:28
  revenue coming in and, and all those things.
• 31:30
  How did you feel when you lost everything?
• 31:33
  Like not just money, but you lost everything you.
• 31:37
  I mean, it's my country song. Yeah, I was down to a pickup
• 31:40
  truck and my I got my my pickup, my dog and my surfboard.
• 31:45
  Like what were some of the mental?
• 31:48
  They were brutal, I mean brutal swings of just there was a lot
• 31:52
  of at first ignoring pretending like I didn't lose everything,
• 31:57
  you know, going out and, you know, just trying to play the
• 32:02
  part still and be like, everything is fine.
• 32:04
  But people weren't stupid, you know, you know, I I could only
• 32:08
  pull that off for so long. Like where's your boat?
• 32:11
  You know, if you remember, I don't, I don't know if you do,
• 32:14
  but 2007 8 and 9 was the big, at the same time, the big rise of
• 32:21
  environmentalists and the Prius. And like people like you know,
• 32:27
  all about saving the environment.
• 32:29
  And so I'm all about saving the environment too.
• 32:31
  I've been, you know, I'm a, I'm an ocean fanatic my whole life
• 32:34
  and, and, and stuff. But I would use it like what
• 32:37
  happened to the boat. Where's your, where's your, your
• 32:40
  V12 Audi and your Hummer? And I just be like, you know, we
• 32:44
  got, we got to stop killing earth.
• 32:46
  You know, I just, I turned it all in and you know, I'm riding
• 32:49
  my bike now. You know, I'm just trying to get
• 32:52
  play, you know, do what I can do.
• 32:55
  But eventually that's just, you know, it's all BS.
• 32:58
  And so I think when it really hit me was 09 because 2009, you
• 33:04
  know, I torn my ACL in meniscus. I have no health insurance.
• 33:08
  I can't fix that. I can't fix my C spine from the
• 33:10
  2008, you know, head bash. You know, I'm finding out my mom
• 33:18
  has cancer. It just, I think that was the,
• 33:22
  that was the bad year and also created bad habits that we won't
• 33:27
  get into and just, you know, wanting to, you know, down a
• 33:31
  half a bottle of of Jack and until I just passed out, even
• 33:35
  with my sons, you know, asleep in their room because, you know,
• 33:39
  they were safe and nothing's going to happen.
• 33:40
  But I just, I didn't want to face the realities anymore.
• 33:44
  And I think that that big moment that I told you about in the
• 33:47
  restroom was that moment that I just, I couldn't, I couldn't
• 33:52
  allow it to, to kill me. I mean, I was, you know, people
• 33:57
  didn't see it, but I was dying inside, You know, I was
• 33:59
  constantly depressed once my front door closed because I
• 34:04
  worked so hard to build it, you know, and, and I to just to lose
• 34:09
  it and know that you failed on so many levels of not being
• 34:14
  smart with the way you built it and leveraged it.
• 34:16
  And I think that was just, you know, the, that was the main
• 34:22
  thing that weighed on me that point.
• 34:25
  So to answer your question back on how do you, you know, that's
• 34:28
  how I felt about losing everything, but how do you, you
• 34:31
  know, try to constantly make it where you are?
• 34:33
  Recession proof, I call it, you know, and my grandfather's the
• 34:40
  one that told me this, he was just like, you need to be
• 34:42
  recession proof. And I'm like, what's recession
• 34:44
  proof? And he tells me after I lose
• 34:46
  everything. And I'm like, because you could
• 34:49
  have told me about this like a few years ago.
• 34:51
  That's like when mom says careful after you hit.
• 34:53
  Your head exactly and so and rest in peace Papa.
• 34:58
  You know he died at 90, you know, just a few years after he
• 35:01
  told me this. But in O 9, I think or something
• 35:03
  he said you need to be recession proof.
• 35:05
  I go, what's that? He goes two things.
• 35:08
  He goes liquid assets and liquid knowledge.
• 35:15
  He goes and you need to increase both of the amounts of that all
• 35:20
  the time. He goes.
• 35:22
  If you had even just had like if if you had had both of those,
• 35:29
  then you would have been fine. Not only would you have not lost
• 35:32
  everything, son, you would have actually been able to take
• 35:36
  advantage like the rich are taking advantage, buying your
• 35:39
  stuff at $0.10 on the dollar and $0.20 on the dollar and your
• 35:42
  $50,000 watches and your, your priceless art pieces.
• 35:46
  And they're scoring it on you because they have the money to
• 35:49
  buy it. That's what the rich do.
• 35:50
  They wait for these things to happen and they don't buy it at
• 35:54
  the highs of the market, right. And so when he said that he
• 35:58
  goes, you know, but you were over leveraged, you, you weren't
• 36:01
  liquid. And so you lost all your equity.
• 36:04
  And then and then the banks took away your home equity lines of
• 36:07
  credit, which you thought were savings, but they weren't if
• 36:10
  they just took them away before you could charge them out.
• 36:14
  And, and then he said in liquid knowledge that you're constantly
• 36:19
  researching, you're constantly learning new things that you
• 36:23
  hear the world is embracing. He goes, you will be recession
• 36:28
  proof because no matter how bad things get, people will want to
• 36:30
  hire you for what's in here, whether you're speaking, you're
• 36:34
  teaching, you're consulting, whatever it might be.
• 36:37
  He goes, there's nothing more powerful than those two things.
• 36:41
  And so I just it, that's all I can tell people all the time is,
• 36:48
  you know, you have to constantly be learning and constantly be
• 36:51
  saving because there's nothing else more guaranteed than those
• 36:54
  two things. Yeah, yeah.
• 36:56
  And we're in one of those markets right now.
• 36:58
  Cash is king. And if you could take advantage
• 37:00
  of it and not get caught in it, it's unfortunate for the ones
• 37:03
  that do get caught in it, but you probably learned your lesson
• 37:05
  on that one and are probably. I'm always learning more.
• 37:08
  Lessons it never. Ends.
• 37:10
  We just keep growing. Yeah, I think I've told you a
• 37:13
  couple of those last. Night.
• 37:14
  Yeah, me too. But so you leave mortgage and
• 37:20
  you get into real estate, luxury real estate in LA when it's
• 37:23
  still a bottom of the market pretty much.
• 37:26
  I mean things hadn't recovered at all and in my opinion real
• 37:30
  estate harder than mortgage it depending on the market and
• 37:33
  things like that, but it is more work.
• 37:35
  It's way more. Work, yeah.
• 37:37
  So how did you use social media? And I know you talked a little
• 37:41
  bit about the high level, but you did you use Facebook
• 37:44
  essentially to build rapport with people, comment on them,
• 37:48
  get them to like and trust you and then add them as a friend
• 37:50
  and use your small network to and their networks to expand.
• 37:53
  But what are some of the tactical things for people in
• 37:56
  real estate or sales of any sort for that, like for my sales team
• 38:01
  or your sales team or any anybody sales teams out there,
• 38:04
  what are the tactical things that you would teach them if
• 38:06
  they want to 2X their business this year using social media?
• 38:10
  Well, without question, you have to look at your current social
• 38:14
  media because your current social media, whatever amount of
• 38:19
  your GCI or your income, whatever amount of revenue comes
• 38:24
  from your social media, you have to look at the level of your
• 38:26
  social media and be like, OK, this is aiding this.
• 38:29
  I want a 2X or 3X my business right now.
• 38:32
  Well, the first and foremost thing is people, the more people
• 38:35
  who know you exist, the more business you're going to do.
• 38:38
  It's that simple. And so if you're sitting there
• 38:40
  at 2000 friends and and 5000 followers on Instagram and 2000
• 38:45
  connections, what are you doing in an action plan to raise an
• 38:49
  increase that audience size combined in everything your
• 38:53
  database, you know, everything you're, you constantly should be
• 38:57
  increasing your audience by 20 people a day combined on all the
• 39:01
  on the network. So 5 new people on Facebook, 10
• 39:03
  new followers here, 5 new connections on LinkedIn.
• 39:06
  You added three people to your database, whatever it might be,
• 39:08
  but you're constantly increasing that by several 100 people a
• 39:13
  month because now those are several 100 people that now know
• 39:17
  who you are. But it's not about just adding.
• 39:21
  It's about taking the time to engage.
• 39:23
  And this is where people start to say, Tony, how do you have
• 39:26
  time for this? Like, this is just another thing
• 39:28
  I have to add to my plate. I'm sorry.
• 39:31
  Meeting humans is another thing you have to add to your plate.
• 39:34
  How else do you do business? Well, I go door knocking.
• 39:39
  It's the same thing. You're going out to meet humans.
• 39:41
  I do networking. I go to conferences, I do
• 39:45
  podcast, whatever it might be. But is it increasing your
• 39:48
  audience size? And so that's, that's one thing.
• 39:52
  The second thing is what is the most effective form of marketing
• 39:56
  online today that can lead to 2X in your business?
• 40:02
  Because are you still running targeted ads and sponsored ads?
• 40:05
  Because there's some industries where, yeah, it's worth spending
• 40:08
  $1,000,000 a month running. Facebook and Instagram ads and
• 40:12
  YouTube ads and LinkedIn ads, whether it's retail, a product,
• 40:16
  anything like that. But real estate agents, it is
• 40:20
  not as effective as it was several years ago running those
• 40:23
  ads. And now Facebook and Instagram
• 40:27
  deleting posts and they have AI reading it and they're removing
• 40:30
  things that are lead capture landing page links.
• 40:33
  Like all of it's going away. And so I go back to what has
• 40:40
  been the number one form of marketing for decades is what
• 40:46
  advertising agencies do, right? Michael Jordan picking up, you
• 40:49
  know, putting on a pair of Nikes.
• 40:51
  Well, what is that? That's influencer marketing.
• 40:55
  He has influence. And so I have this other
• 41:00
  philosophy. Do what billion dollar companies
• 41:02
  do for your small business. So whatever billion dollar
• 41:06
  companies are doing when it comes to marketing, you need to
• 41:08
  do that for your small business. You're just not going to spend
• 41:10
  the same amount of money, obviously.
• 41:12
  But if billion dollar companies are spending millions and
• 41:14
  millions and millions of dollars hiring celebrities and
• 41:18
  influencers to drink their new flavor Coca-Cola or whatever it
• 41:21
  is, then I need to do that as a real estate agent or any of the
• 41:26
  businesses that I own. But what does it look like for a
• 41:29
  small business? So for anybody listening to this
• 41:32
  podcast today, just imagine you have $1500 to spend on some type
• 41:37
  of a marketing campaign for yourself as a real estate agent
• 41:41
  or a commercial broker or a lender.
• 41:44
  You can run it in an ad in a magazine, 1500 bucks full page.
• 41:50
  You can do a $1500 targeted ad on Facebook or LinkedIn or
• 41:55
  Instagram or whatever. Or imagine going to somebody you
• 42:00
  know who isn't necessarily even your client, but they're a micro
• 42:05
  influencer in your market. This could be a physical trainer
• 42:10
  and nutritionist. They have like 5 or 10,000
• 42:13
  followers. They have a very dynamic page.
• 42:15
  Or she's a yoga instructor and you know everybody, she gets
• 42:18
  tons of comments and she's just belt, but she's a she's a micro
• 42:21
  influencer. Well, the people who follow her
• 42:24
  are probably 95% in your market. Also, they're not national,
• 42:30
  right? So that's even even stronger.
• 42:34
  Imagine going to her with that $1500 and saying, hey, you know,
• 42:39
  we're friends. Would you mind posting a 62nd
• 42:43
  story to your followers and say, hey everybody.
• 42:46
  I just wanted to give a shout out to my girl Hannah because if
• 42:49
  you ever have any questions about real estate, you guys need
• 42:52
  to call her. Here's your contact information.
• 42:55
  She's also one of my best students, blah, blah, blah,
• 42:57
  blah, blah. Whatever it is now for anybody
• 43:01
  listening, what do you think is going to come more off of those
• 43:06
  3? Attention leads, friends,
• 43:07
  followers. Which one wins out of those
• 43:11
  three that you had to choose from?
• 43:13
  What you're going to get. Yeah, which one are you going to
• 43:15
  spend $1500 on? Oh, the influencer, the
• 43:17
  influence. For sure.
• 43:18
  Yeah, right. But nobody's thinking this way.
• 43:21
  And so that's my newest thing that I'm sharing to audiences is
• 43:24
  you need to find your micro influencers.
• 43:26
  Now, there's also another way to do this.
• 43:28
  Sometimes you don't even have to pay, right.
• 43:31
  You could have a client that has 5000 followers and you sold them
• 43:35
  your their house and they didn't even post it or tag you on a
• 43:38
  story like, hey, everybody, this is the front door of our new
• 43:41
  house. Thanks Hannah.
• 43:42
  Like that, that would probably be for free.
• 43:45
  But my biggest thing is you become an influencer of other
• 43:51
  companies and businesses in your marketplace.
• 43:53
  First, you promote other people go to that best deli in your
• 43:59
  market and say, hey, I want to interview you tomorrow.
• 44:03
  I just want to, you know, tell people I love coming here.
• 44:05
  I love your Subs here, blah, blah, blah.
• 44:07
  Or you're the best steakhouse or the car dealership or whatever
• 44:11
  it might be. And imagine me going to like,
• 44:15
  say you own a restaurant and you're the general manager, the
• 44:18
  owner of this great steakhouse here in Scottsdale and I go
• 44:22
  there a lot. Imagine me coming to you and
• 44:24
  saying I'm going to interview and, you know, just something a
• 44:27
  little shout out and, you know, let people know that you're the
• 44:30
  best and you'll say sure. You know, why wouldn't you?
• 44:33
  Very few people would say no unless they're super camera shy.
• 44:36
  So I get there and I just start with my phone.
• 44:38
  Doesn't even have to be a professional, you know, set up
• 44:41
  like we have here today. Could just be the phone, wipe
• 44:43
  the lens off, make, make, make it look as good as possible,
• 44:46
  Face the light and just say, Hey, everybody, Tony Giordano
• 44:49
  here. And I am here with the owner of
• 44:51
  such and such steakhouse, Hannah Hammond, who's an amazing
• 44:55
  individual. And the reason I'm going to
• 44:57
  interview her today is because I absolutely love taking my
• 45:00
  clients here after they buy or sell a house anytime as like a
• 45:04
  thank you. And the reason is they're the
• 45:06
  best steaks. Hannah, why do you have the best
• 45:10
  steaks in Scottsdale? Like what is it with your
• 45:12
  broiler? Like what are you guys doing
• 45:14
  back there in that kitchen? Tell tell everybody what makes
• 45:17
  you guys the best. And now you go.
• 45:19
  Now I send you that video. You're going to post it to the
• 45:24
  restaurant's Instagram account because you were interviewed.
• 45:28
  I'm going to post it. I'm going to tag you.
• 45:30
  Maybe that's how you repost. You just re share it to the
• 45:32
  restaurants following. Let's say your restaurant
• 45:34
  followers is 15,000 fans of the restaurant.
• 45:38
  What did I just do there? I promoted your restaurant, but
• 45:42
  it wasn't about me. But what did I say in my video?
• 45:47
  Like to take my clients here for dinner?
• 45:48
  After they buy or sell a house. But I said it so fast and it
• 45:51
  wasn't about me. And so you might not even
• 45:54
  realize that I said that. You're just so excited to share
• 45:57
  this amazing little video we shot together.
• 46:00
  So it's about promoting others and, and giving back to your
• 46:04
  community and, and watch how that comes back.
• 46:07
  Forget 2X10X in the sense of gratitude, right?
• 46:11
  That comes back at you. And now you're being promoted by
• 46:15
  those companies and, and people to your, your page.
• 46:18
  So I would say that's what people need to be focusing on
• 46:21
  more than anything who are trying to build a brand or their
• 46:23
  business or increase their revenue.
• 46:25
  Is is your audience size increasing every day and are you
• 46:29
  promoting other people in your marketplace every day?
• 46:32
  So good. I mean, I, that's how I built my
• 46:37
  businesses to date was organic social media posting and
• 46:40
  content. And more recently I started the
• 46:42
  podcast and I love people. That's my thing.
• 46:45
  And so it's so fun for me. It's not even work at all.
• 46:47
  And then people that resonate with you, however, and that's
• 46:51
  the thing people, some people tell me like your podcast should
• 46:54
  be more just commercial real estate.
• 46:56
  Like you'd only be interviewing people that are your direct
• 46:59
  client. Like no, I don't think that at
• 47:01
  all. Because you can cross market and
• 47:03
  you meet other people and you expand your network and you
• 47:05
  expand your sphere of influence and they know people everywhere.
• 47:09
  Like if I know you, you might like, I mean, you're more in
• 47:12
  residential, you do commercial now too.
• 47:13
  But let's say you're somebody that's in healthcare, you share
• 47:17
  the podcast to all your people and we talk a little bit about
• 47:21
  real estate or whatever. And then they get exposed to me
• 47:23
  just like you're talking about and they follow me if they like
• 47:25
  me and they resonate with me. And then that leads to more
• 47:26
  business because I mean, I get leads all the time from people
• 47:30
  on social media because a lot of my target client are generally,
• 47:36
  a lot of them are older people that aren't, maybe aren't even
• 47:38
  on social media, right? So it's a little bit different.
• 47:41
  But their grandson is on social media and following me and it's
• 47:44
  like, Oh my gosh, you're in commercial real estate.
• 47:47
  My grandfather's buying a doing a $12 million development help
• 47:50
  fund the loan for them. So true.
• 47:52
  And so I think it's just so brilliant and it's free and it's
• 47:55
  fun and it's connecting and it's networking.
• 47:57
  And then you really can attract people that resonate with you
• 47:59
  and you're not trying to sell yourself ever because you become
• 48:03
  a magnet to the exact people that you want in your life.
• 48:06
  And then it makes business so much easier and so much more
• 48:08
  fun. Mic drop right there.
• 48:10
  I mean, that nails it. I mean, you're spot on.
• 48:12
  I just love it so much I I think.
• 48:15
  It's so easy and it's just right at our fingertips.
• 48:17
  You just have to create a habit of doing it.
• 48:20
  And I think that that's where people, you know, one of the
• 48:24
  biggest things people have a problem with, I think is they
• 48:27
  get distracted. And when I first got that first
• 48:30
  $5.8 million listing, I was never distracted ever again in
• 48:34
  that news feed. I blew right past all the stuff
• 48:36
  that would tick me off or that I would disagree with.
• 48:39
  Like once I saw the power of how quick it it works, I just ignore
• 48:45
  everything else. I'm in and I'm out.
• 48:47
  I'm not sitting there just scrolling like so many people do
• 48:50
  and not being purposeful in the use of social media.
• 48:54
  And when you make it about other people, that's what it's all
• 48:57
  about. You know other people, not me,
• 48:59
  me, me posts and humble brags. And you know all that stuff that
• 49:03
  so many people do, It's promoting others.
• 49:05
  Yeah, and providing value to other people because a lot of
• 49:09
  people go on and just post here's my meal today, you know,
• 49:13
  or here's my fitness update. And some of that is good
• 49:17
  sporadically, but the goal should be promoting other
• 49:19
  people, like you said, and providing value to other people
• 49:22
  like we're doing here. And it's interesting because I
• 49:27
  was a 18 year old girl, very broken, very lost, very
• 49:33
  unexperienced, no knowledge, no experience, never done a deal in
• 49:36
  my life. And I walked right into
• 49:38
  commercial real estate because of Facebook.
• 49:41
  I went on Facebook, I changed my title to commercial agent and I
• 49:46
  started joining all the groups and posting about commercial
• 49:50
  real estate even though I hadn't done any deals or I did luck out
• 49:53
  and my very first deal was commercial.
• 49:54
  But that's because I'm like I'm a commercial agent.
• 49:56
  This is what I'm doing. I have $0.00 in my pocket now.
• 49:59
  I had, I think I'd saved up 20,000 by the time I got my
• 50:02
  license, but I didn't have a big marketing budget is where I'm
• 50:06
  going with it. And I didn't know a single
• 50:08
  person in commercial real estate.
• 50:09
  I didn't have, I didn't know any wealthy people.
• 50:11
  I didn't know any people that own commercial real estate.
• 50:13
  I had just read books and watched YouTube on commercial
• 50:16
  real estate and just decided. And look what you have built.
• 50:20
  Thank you. You're welcome.
• 50:21
  I mean, it is, it is staggering what you've built and
• 50:26
  continually grow. Thank you.
• 50:28
  So keep doing what you're doing. And that's the power of all of
• 50:30
  it. And you did it in not the easy
• 50:33
  side. You know, residential probably
• 50:35
  would have been a quicker run for you, right?
• 50:37
  But no, not only are you going to jump in a commercial, which
• 50:40
  is the boys club, you know that they've called it for so many
• 50:44
  years, decades actually, and you've just absolutely crushed
• 50:48
  it. Thank you.
• 50:49
  So that's why I was even more honored to to, to finally do
• 50:52
  your interview as well. I appreciate you.
• 50:55
  Yeah, no problem. I still, you know, feel like I'm
• 50:58
  at the floor, but I, it's that balance of being, having respect
• 51:02
  for yourself and having gratitude and honor for where
• 51:06
  you've come, but also realizing there's so many more levels to
• 51:10
  the game, so many. Yeah.
• 51:12
  But I and. That's why I'll never retire.
• 51:13
  I'll just redirect. I can't imagine never still
• 51:18
  going at it. Oh, me neither.
• 51:20
  I'm like, I have to be on a stage.
• 51:22
  I'll be speaking until I I collapse, probably on the stage.
• 51:27
  I and I want to talk to you about speaking because that's
• 51:29
  where I'm at and my point of my business is in my life right now
• 51:32
  is people are starting to ask me to speak and I'm scared
• 51:35
  shitless. You know, I'm like, I've spoken
• 51:37
  on panels and to some smaller masterminds, but I stand up and
• 51:41
  my body's immediately shaking. But before we segue into that,
• 51:46
  this the social media thing. And I think as you said, and I
• 51:50
  get lost in this too. It works so good.
• 51:52
  And almost every lead I've ever I forgot has been from organic
• 51:56
  social media posts and then after that referrals.
• 51:58
  But I get so busy in the business and I think a lot of
• 52:02
  people probably feel this as I get busy serving the clients and
• 52:05
  then I stop prioritizing the social media.
• 52:07
  And then that's where a lot of investors, brokers, lenders,
• 52:10
  they end up having dry spells and they're like busy dry.
• 52:14
  The roller comes busy dry. Yeah.
• 52:15
  So how do you in your, let's say you're working an 8 hour day for
• 52:20
  most normal people I know we work probably 12, but you're
• 52:23
  working an 8 hour day. How do you recommend people with
• 52:27
  time block every single day to be in social media or on
• 52:31
  LinkedIn and doing these organic things?
• 52:32
  And how much of A time block? The CEO thing that I've, I've
• 52:38
  always expressed to people like because we know any successful
• 52:41
  person, very successful person knows their hourly worth rate.
• 52:48
  And I think that once people understand what their hourly
• 52:51
  rate is of what their goal is, you start to be very, very
• 52:58
  selective of who takes your time.
• 53:00
  And so in order to do that, I'll just make the, for, for the sake
• 53:04
  of time. If somebody wants to make
• 53:06
  $1,000,000 and they're only making $200,000, take
• 53:09
  $1,000,000. Divide it by 52 weeks divided by
• 53:14
  40 hours a week, $433 an hour to make a million dollars, 40 hours
• 53:20
  a week. What are you going to allow in
• 53:24
  your day to take you and take $433 out of your pocket?
• 53:29
  That lunch with your girlfriend who's never going to be a client
• 53:32
  and you spent 90 minutes at the restaurant with her.
• 53:35
  You just spent $600.00 for no reason, right?
• 53:40
  And so once we know this, we start to time block and manage
• 53:45
  our time very, very well. And it's the CEO mentality of
• 53:51
  your every position of your company until you can hire that
• 53:54
  position. So from 8 to 10 on average,
• 53:58
  especially when I was growing from 8:00 in the morning to 10
• 54:01
  in the morning, I was CEO. Nothing about marketing, no
• 54:04
  operations, no systems, I'm just CEO.
• 54:06
  What's the CE OS job growth? So lead generation for a real
• 54:10
  estate agent? Once I was done with my legion
• 54:13
  and prospecting and everything, then I took off my Co hat and
• 54:17
  from 10:50 I was CMO Chief Marketing Officer.
• 54:22
  So now I'm not doing any of the duties of CEO.
• 54:24
  Even if somebody calls me from my legion efforts, I'm not the
• 54:28
  CEO anymore. I'm the CMO for the next hour of
• 54:31
  the CMO position of my brand of my company.
• 54:34
  So I'm proofing ads. I'm, I'm posting on social
• 54:37
  media, I'm, I'm engaging people, whatever it might be, getting
• 54:40
  the marketing done for that hour.
• 54:43
  Then once that was done, COO, back end systems operations.
• 54:48
  Do I need to automate anything? You know, leverage the CEO
• 54:51
  anyway at, you know, put out an application for, for a job that
• 54:56
  we have opening, whatever it might be.
• 54:58
  So by noon, I've gotten the most important work done of the three
• 55:03
  most important positions of any company in the United States.
• 55:07
  Those are the three. Now I get to act as all three of
• 55:11
  them throughout the afternoon. Like I'm going to have different
• 55:13
  things that I have to put the hats on for a reason.
• 55:15
  And then once or twice a week CFO, you know, going over the
• 55:19
  PNL with my accountant or CPA or me actually having to do that
• 55:23
  before I could hire an accounting firm back in the day,
• 55:26
  right? And so I think that that's how I
• 55:28
  stay on point with my stuff is I just know that I need to act in
• 55:32
  each of those positions. And even though I technically
• 55:35
  have those positions filled, I'm still in charge.
• 55:40
  Like nobody's going to change the logo of the company without
• 55:42
  my permission, right? And so I still have to time
• 55:45
  block the CMO hour to just be on the phone with my marketing team
• 55:49
  and my head of marketing to go over things that we're we're
• 55:52
  doing. Because I'm still, at the end of
• 55:54
  the day, I'm still the one who's going to decide yes or no.
• 55:59
  I like that idea with time blocking and I.
• 56:01
  Do the same thing in my business where I figure out what's the
• 56:05
  most amount of money I've made in an hour and that's my minimum
• 56:08
  hourly rate and anything that is less than that that I could hire
• 56:12
  for less than that I delegate and then continue to grow.
• 56:15
  Brilliant. That's exactly what I'm saying.
• 56:18
  I didn't teach it myself, I think I read it in.
• 56:21
  Dan Bartell's book or something. But it works really well because
• 56:23
  it it changes your thought process because then you're
• 56:25
  like, again, that lunch with the girl that you don't really want
• 56:29
  to be around, but you feel guilty because you've known her
• 56:31
  for three years or whatever. Or like somebody referred you
• 56:34
  somebody say what these obligations, right?
• 56:37
  But you really have to get tactical about in your fun time
• 56:40
  too. It's not all about profits and
• 56:42
  money. It's not like a friend of mine
• 56:43
  asked me to help him move on. Sunday I'm like, I just don't
• 56:46
  have the, you know, 8000 dollars that I feel like spending out of
• 56:50
  my pocket. I'm going to send you Bill, but
• 56:51
  out of your work efforts. Right.
• 56:54
  And what is your time worth? And what?
• 56:56
  Are you doing so I do the quadrant as the activities I
• 56:59
  love and I'm great at the activities I love, but I'm not
• 57:02
  great at the activities I love, but I'm, I don't love, but I'm
• 57:06
  great at and the activities that I don't love and I'm not great
• 57:09
  at. And then you delegate that
• 57:11
  quadrant and then I rank them from dollar signs.
• 57:14
  I think this was Dan Martell's books that goes back to the you
• 57:17
  know. Paleto's philosophy the 8020
• 57:21
  rule right 20% of what you love and the most important leads to
• 57:24
  80% of the results and when you're in the Green Zone in a
• 57:27
  state of flow, which. Is why I hammer this in all the
• 57:30
  time. When you're in a state of flow,
• 57:31
  studies show your 5X the production five times more
• 57:35
  productive. If you're doing what you love
• 57:36
  and what you're great at, you're going to accomplish five times
• 57:38
  more in the same amount of time, which is amazing.
• 57:42
  So the quicker you can delegate those things out and just
• 57:44
  because you're not good at it, somebody else is good at it and
• 57:47
  they love it and they can operate in their zone of genius,
• 57:50
  which then you get into right person, right seat and hiring
• 57:53
  the right talent. Yeah, Yeah.
• 57:54
  So it's. It's all awesome, but leading?
• 57:57
  People is a whole nother skill you get as giddy as I do over
• 58:01
  this stuff. It's funny.
• 58:03
  I love it. Yeah.
• 58:04
  I mean, that's. It's it's business and growth.
• 58:06
  I mean, it's what it's what stimulates our minds, right?
• 58:09
  It's constant thinking. Mine never shuts off.
• 58:12
  Yeah, neither does mine. Yeah, never shuts off.
• 58:14
  That's all I think. About Yeah, I dream.
• 58:16
  About it very hard for me to be on vacation.
• 58:18
  Me too like. After a couple days it could
• 58:20
  just my brain just I need to I need to be doing something I
• 58:25
  need to be thinking about something or I can never unplug
• 58:28
  completely. No, me neither.
• 58:30
  And my vacation this year is a. 10 day real estate summit cruise
• 58:35
  with Robert Kiyosaki and I heard about that Robert Helms and Ken
• 58:39
  McElroy and. All those.
• 58:39
  Guys, so I'm. Super excited.
• 58:40
  That's my vacation, 10 days of Yeah, but that's the that's the
• 58:45
  only fun vacation to me. Okay, cool.
• 58:48
  So switching gears into you have a huge team, you've been on
• 58:52
  $1,000,000 listing, you've sold hundreds of millions of billions
• 58:56
  of dollars of, of luxury real estate.
• 58:58
  And then you shared with me that you started to get requests from
• 59:02
  people that are that needed help marketing their properties
• 59:04
  because marketing is the pinnacle of it.
• 59:08
  All right? If you don't have good
• 59:09
  marketing, you don't have anything, you don't have sales
• 59:10
  and you don't have operations, you don't have anything below
• 59:12
  that. So how do you go about marketing
• 59:16
  these ultra luxury properties globally to ultra high net worth
• 59:20
  individuals and like what are some of the strategies you do
• 59:23
  there to sell these properties? Yeah.
• 59:24
  So you know, every time when I was be speaking.
• 59:27
  To the luxury real estate audiences, you know I've and
• 59:30
  showing them all the things that I teach and write the books
• 59:32
  about. They would constantly ask me
• 59:34
  like, like, can you do this for my luxury listing?
• 59:37
  Like it's not selling or I'm up to get this big luxury listing.
• 59:41
  Can, can I, can I say that I'm, I have you on my team that can,
• 59:45
  can do some of this stuff. And and it just I kept getting
• 59:49
  asked so much from 2011, 1213 that finally in 2015 I just
• 59:55
  decided to launch the opulent agency which would become this
• 59:58
  luxury real estate advertising firm for not just agents with
• 1:00:02
  any brand who sell luxury listings and want more exposure
• 1:00:06
  to themselves and their listings, but developers all
• 1:00:11
  over the world who have their in house sales teams that are
• 1:00:14
  building these luxury resorts and other countries.
• 1:00:17
  But they more than anyone. I see a big issue with they
• 1:00:22
  don't even know where to start a lot of the times.
• 1:00:25
  They don't know how to, they don't know how to get PR and,
• 1:00:28
  and, and articles in like Wall Street Journal and things like
• 1:00:32
  that. They they don't know what
• 1:00:34
  magazines have the best ultra high net worth readers.
• 1:00:38
  They don't know how to run targeted campaigns correctly for
• 1:00:42
  the resorts tying into the residences.
• 1:00:47
  And so when I launched the Opulent agency, it was supposed
• 1:00:50
  to be like advertising my athlete and sports and
• 1:00:55
  entertainment relocation and blockchain and crypto.
• 1:00:58
  When people buy homes using crypto, I'm I'm heavy into the
• 1:01:02
  crypto and blockchain space. So within two years, Opulent
• 1:01:07
  Agency just took off and it was just all over the United States.
• 1:01:10
  CNBCI was doing segments on CNBC where people were learning who
• 1:01:15
  the opulent agency was and what we did.
• 1:01:17
  And then country after country after country after country,
• 1:01:21
  just developers and resorts just started calling.
• 1:01:25
  And the key, real key to the marketing campaign or the effort
• 1:01:32
  is getting it in front of the right eyes and ears.
• 1:01:36
  The UHNW Class A lot of the time ultra high net worth people who
• 1:01:40
  are have a net worth of 30 million or more, not just top
• 1:01:42
  1%. And where do you how do you get
• 1:01:45
  them? You have to know what they do,
• 1:01:47
  what they read, where they go. And so we have partnerships
• 1:01:50
  with, you know, social media channels and magazines like
• 1:01:54
  DuPont and DuPont Registry, Rob Report, Wall Street Journal,
• 1:02:01
  where when opulent agency gets on to these developments are
• 1:02:05
  connections allow major publicity to hit that
• 1:02:10
  development and get it in front of the right people.
• 1:02:12
  So that's kind of just been our key.
• 1:02:14
  And of course, social media video marketing, YouTube ads,
• 1:02:17
  getting the resort video of the residences or the development or
• 1:02:21
  the high rise to go viral on YouTube.
• 1:02:22
  Because I think people forget YouTube is #1 when it comes to
• 1:02:30
  ads and they're owned by Google, They're the second largest
• 1:02:33
  search engine in the world. Every day we're on YouTube and
• 1:02:36
  we hit skip ad. And so many real estate agents,
• 1:02:38
  commercial brokers are not making them self be an ad, even
• 1:02:43
  though they know it works because they're, they see it,
• 1:02:45
  even if it's just for a few seconds, it goes a long way
• 1:02:49
  because you have that first few seconds to hook someone and
• 1:02:53
  they're forced to at least watch 10.
• 1:02:55
  So it's all the matter of how it's done.
• 1:02:58
  And we've, we've learned the niche on how to get it done.
• 1:03:00
  How did you learn the niche on how to get it done?
• 1:03:02
  Because this, this stuff. Is hard, yeah.
• 1:03:04
  Failing forward seeing. What worked, what didn't upset
• 1:03:08
  clients, upset developers, like, hey, you said it was going to go
• 1:03:11
  viral. It's not going viral.
• 1:03:12
  And then being like, can I try again?
• 1:03:14
  Like let me try, I'll give you like, I'll do it for free.
• 1:03:17
  Like we're we're they're constantly changing algorithms
• 1:03:20
  and different things. So and and we're constantly
• 1:03:23
  learning like there was actually something last week where I just
• 1:03:27
  realized a new algorithm that was changed on YouTube into the
• 1:03:30
  Google SCO. When you Google something and
• 1:03:33
  you click the Google videos tab, Instagram is just going viral in
• 1:03:37
  there now over YouTube. Wait, OK, so I haven't done this
• 1:03:41
  before. If you.
• 1:03:42
  Google if you Google. Commercial real estate Arizona
• 1:03:48
  Commercial real. Estate, Arizona.
• 1:03:52
  Thanks in case you needed something to Google.
• 1:03:56
  Up at the top you have. Maps, after you Google, it shows
• 1:03:59
  the Google results. There's a tab called videos.
• 1:04:02
  If you click videos, it's going to.
• 1:04:03
  It always has shown all the YouTube videos that are related
• 1:04:08
  to commercial real estate. Some stuff from Zillow, some
• 1:04:11
  stuff maybe on Loopnet and Costar, but for the most part,
• 1:04:14
  YouTube dominated. Instagram is dominating in the
• 1:04:19
  Google results on the videos tab now.
• 1:04:22
  So I had to call a friend of mine at Google and I was just
• 1:04:26
  like, hey, what's going on here? You're just like, it's, it's the
• 1:04:29
  way you title things on the Instagram reels that is
• 1:04:34
  dominating some SCO right now. So I started going in and, and
• 1:04:39
  had to learn the whole thing and what to do.
• 1:04:41
  And now I'm building a little presentation on it, what to tell
• 1:04:44
  people to on how to title their stuff on Instagram because it's
• 1:04:47
  actually working really well. I didn't know that.
• 1:04:50
  So I again it goes back to. Liquid assets liquid.
• 1:04:53
  Knowledge, anything you see of me on social media, if you look
• 1:04:56
  at my headline in BIOS, it says researcher somewhere on there.
• 1:05:00
  I'm addicted to research. When everybody was bashing
• 1:05:04
  crypto and blockchain and oh, it's for money laundering and
• 1:05:06
  terrorism. Yeah, 'cause the US dollar has
• 1:05:08
  never been used for money laundering or terrorism, but
• 1:05:12
  just all the bad media, crypto and blockchain was getting in
• 1:05:14
  14/15/16. A lot in 16, a ton in 17.
• 1:05:19
  I'm not listening to it. I, I'm, I'm becoming an expert
• 1:05:23
  in it. I'm watching YouTube videos, I'm
• 1:05:24
  going to crypto conferences because I'm like, you can't tell
• 1:05:27
  me that something that 10's and 10's and 10s, hundreds of
• 1:05:32
  millions of people are embracing worldwide is not real.
• 1:05:37
  Like this is going somewhere. And so because I research, I'm
• 1:05:42
  addicted to things like that. I don't just let my team run the
• 1:05:46
  campaigns. I have these weird things where
• 1:05:49
  I'll go, every hotel I ever go to, I go to their business
• 1:05:52
  center if I see the because that's going to be the true SCO
• 1:05:56
  results because it's not tracking my computer.
• 1:05:59
  Like, oh, Tony, you've been here before.
• 1:06:01
  It's not tracking their computer.
• 1:06:03
  So I go to business center emails or computers and I just
• 1:06:07
  Google myself just to make sure everything that shows still I
• 1:06:11
  Google some of the resorts that we're on and where we're coming
• 1:06:15
  out just, and then I can screenshot and send it to my
• 1:06:18
  team and be like, guys, I know it's looks good on your computer
• 1:06:23
  because Google knows, but this is what it looks like for people
• 1:06:27
  who are 1000 miles away smart. So we need to fix that.
• 1:06:31
  I you just made me think of AI and crypto.
• 1:06:34
  So how do you see? Because I.
• 1:06:37
  I believe in crypto. I invest weekly in a few
• 1:06:41
  different got a got a nice little run today and yesterday.
• 1:06:44
  Right now, yeah, I know. I saw it went down to in the 80s
• 1:06:46
  and. Now it's back in the 90s at 102
• 1:06:48
  right now. Oh geez, yeah.
• 1:06:50
  I was hoping it broke the record.
• 1:06:51
  Drop. Darn it, I.
• 1:06:53
  Was hoping it'd go to 60. It's going to 13.
• 1:06:55
  Million in the next 20 years, so don't I believe.
• 1:06:57
  That, yeah, I know. I just wish I had more money to
• 1:07:01
  put in it. I have.
• 1:07:02
  I have a friend that puts in like a lot of money every month
• 1:07:05
  just it's so nice. It'll it'll 10 and 20 and 50 X
• 1:07:08
  anyway so. Don't don't worry about that.
• 1:07:11
  So how do you see crypto? And we'll start with crypto and
• 1:07:16
  then AI and then we have to finish up.
• 1:07:18
  But we have a little bit of time.
• 1:07:19
  So how do you see crypto influencing the way real estate
• 1:07:22
  transactions and loan transactions happen in the near
• 1:07:26
  or later future? Yeah, we definitely don't have
• 1:07:30
  enough time for. This because it's deep, but you
• 1:07:34
  know, I was one of the first agents where somebody bought a
• 1:07:37
  house using Bitcoin and the seller accepted Bitcoin back in
• 1:07:40
  2017. That caught CNBC's attention and
• 1:07:43
  that's why I'm on CNBC often about crypto and blockchain and
• 1:07:49
  how they're intertwining with real estate.
• 1:07:51
  Where it's evolved now is is there's just so many different
• 1:07:56
  ways to convert, but it's the blockchain side that I see
• 1:08:00
  evolving faster. Escrows use cryptos for earnest
• 1:08:05
  money deposits. Now banks consider it liquid
• 1:08:08
  assets for verification of your assets and things like that.
• 1:08:11
  So it's it's already here to stay.
• 1:08:14
  Now it's the next level. Deeds of trust being recorded
• 1:08:18
  with notary public seals the county in a file cabinet versus
• 1:08:23
  deeds of trust now being recorded on the blockchain as
• 1:08:26
  NFTS on a company that I sit on the board committee for called
• 1:08:30
  Proppy out of Florida and from Northern California where they
• 1:08:37
  they have a full AI title and escrow capability 24/7.
• 1:08:44
  Somebody on a Saturday night can open up escrow, not have to wait
• 1:08:48
  for the traditional escrow company to open on Monday.
• 1:08:51
  Wire money, use crypto if they want.
• 1:08:54
  Escrow's open clocks already counting and the AI is reading
• 1:08:58
  all the documents summarizing it.
• 1:09:01
  And then when that deal does close, in addition to the
• 1:09:04
  traditional recording of the deed that has to happen because
• 1:09:07
  counties are archaic, they're also recording it onto the
• 1:09:13
  blockchain as an NFT. And I just try to tell people,
• 1:09:15
  just think of the modern day deed of trust as an NFT recorded
• 1:09:20
  on the blockchain and our entire lending, commercial and
• 1:09:24
  residential real estate industry.
• 1:09:25
  In the next three to five years, the entire industry will be
• 1:09:28
  recorded on the blockchain. Before, we had those thick file
• 1:09:32
  files of our past transactions. Then we went to cd-roms, then we
• 1:09:36
  went to USB drives. Now we get a link and that's on
• 1:09:39
  the cloud. Eventually everything's just
• 1:09:41
  going to be on the blockchain and recorded on there.
• 1:09:43
  So I think agents, agents need to be learning this for two
• 1:09:47
  reasons. It's in your industry now.
• 1:09:50
  And Bob and Sally in Little Rock, AR, who dabbled $1000
• 1:09:55
  towards a Bitcoin back in 2018 are not who made it a trillion
• 1:10:00
  dollar global asset and monetary system.
• 1:10:03
  Some of the most intelligent, wealthiest people in the world
• 1:10:07
  understand it. They know it's not going
• 1:10:09
  anywhere. They want to own it all before
• 1:10:11
  anybody else invests in it. So when you think that, who do
• 1:10:16
  you want to be rubbing elbows with at the party?
• 1:10:19
  And if you hear people talking about crypto and Bitcoin, you
• 1:10:21
  better be able to get into that conversation because that's a
• 1:10:23
  client, because then you can be in conversations with people.
• 1:10:29
  But if you didn't know anything about that, you wouldn't get in
• 1:10:31
  the conversation. And little do you know, he's
• 1:10:33
  going to be selling his multi $1,000,000 house in a month from
• 1:10:35
  now and didn't get to meet you because you didn't get to get in
• 1:10:38
  that conversation. So the more knowledge we have of
• 1:10:42
  what the wealthy have knowledge of, the more chances we have of
• 1:10:45
  getting into them as clients and stuff.
• 1:10:46
  So you should be learning it for those two reasons more than
• 1:10:50
  anything besides learning it to invest, which will only create
• 1:10:54
  wealth. What's a good crypto conference
• 1:10:56
  that you think? Is the Bitcoin conference any of
• 1:10:59
  properties? Conferences that I speak at are
• 1:11:02
  really good. The big Sigma and AIBC ones, you
• 1:11:09
  know, I've spoken in like they have them in Toronto, Dubai, San
• 1:11:14
  Paulo, like Malta, where there's 20,000 crypto blockchain experts
• 1:11:20
  attending. But yeah, I don't think you
• 1:11:23
  could go wrong with any well known crypto conference.
• 1:11:26
  It's been around for a few years.
• 1:11:28
  I think it's a fascinating I'm I'm.
• 1:11:30
  Always all in on cutting edge technology and trying to stay
• 1:11:33
  ahead of it. And that's what I'm trying to do
• 1:11:35
  with AI right now, as we were talking about last night.
• 1:11:37
  But where are you at with AI? What are your thoughts on AI and
• 1:11:41
  how it's going to transform businesses?
• 1:11:43
  And how are you currently implementing it in your
• 1:11:45
  business? Are you actively implementing it
• 1:11:47
  or are you waiting for it to develop more actively?
• 1:11:51
  So I'm already developing my third dimensional.
• 1:11:53
  Twin avatar, right That you know, for those that are
• 1:11:56
  listening, pretty much what you need to understand is that if
• 1:12:00
  you think ChatGPT is to write the property description on your
• 1:12:03
  listing, you're exactly who ChatGPT is going to be
• 1:12:07
  replacing. That is not where AI is going
• 1:12:11
  with real estate. It is going to be your third
• 1:12:14
  dimensional twin. It is going to write all of your
• 1:12:18
  contracts for you. It is going to stage virtual.
• 1:12:23
  You can upload you have to pay for it Chachi PT like the paid
• 1:12:26
  1, but I can literally upload my photos of a vacant house that my
• 1:12:31
  photographer took and and it virtually stages it in seconds.
• 1:12:36
  Those photos like it can do that to a video.
• 1:12:39
  It can do anything. I mean, I, I keep trying to tell
• 1:12:42
  people it can do anything already.
• 1:12:45
  And so now imagine the chat bot that's on our website,
• 1:12:49
  frequently asked questions, right?
• 1:12:51
  Chat with us. That's not going to be a chat
• 1:12:53
  bot. It's going to be me floating
• 1:12:55
  there, my third dimensional twin like Facebook and Instagram,
• 1:12:58
  being able to answer any question the person asks on my
• 1:13:01
  website. Where do I find this?
• 1:13:03
  Where do I find that? What market should we be in?
• 1:13:04
  What are the best schools? And I'll just be able to, I'll
• 1:13:07
  answer any question and then I'm only my digital twin is only
• 1:13:11
  taking them to the point of now. OK, yes, let's let's do a call
• 1:13:16
  and now I'm on a call or I'm going to their house and doing
• 1:13:20
  the listing presentation. So it's going to take over and
• 1:13:23
  leverage us on so many different levels.
• 1:13:26
  You need to be learning this now if you aren't going to AI
• 1:13:29
  conferences, if you aren't following my favorite Instagram
• 1:13:33
  account for AI is evolving dot AI.
• 1:13:36
  That's their username Evolving dot AI.
• 1:13:39
  They're probably the best AI account to follow, because then
• 1:13:43
  you'll know pretty much everything happening in AI.
• 1:13:45
  Cool, I need to do that. Yeah, I'm implementing it.
• 1:13:48
  In my businesses, but just trying to learn it all, you know
• 1:13:50
  and actively using the the $200 a month plan on ChatGPT is
• 1:13:55
  insane. But I'm in the genius network
• 1:13:57
  and there's AAI guy there that has a conference coming up.
• 1:14:00
  I'm going to go do that and there's just so many amazing
• 1:14:03
  tools. AI can read your entire database
• 1:14:06
  if you have a. Database of 6000 people that
• 1:14:08
  you've had for 10 years in your real estate career you can
• 1:14:11
  literally have AI read the entire database every note
• 1:14:14
  birthday, anniversary anything you ever left on any contact in
• 1:14:18
  there and it can go in there and be like did you know that you
• 1:14:20
  have a client from five years ago that said that they were
• 1:14:23
  only going to stay in the house for five years that unsubscribe
• 1:14:25
  from your newsletter like 3 years ago that you forgot all
• 1:14:28
  about that you might want to call like that's where we're
• 1:14:32
  going with it yeah so yeah it's insane it's.
• 1:14:36
  I've. Even.
• 1:14:37
  Like building out a board of directors of sorts, Like you can
• 1:14:41
  choose people you look up to that are leaders and have it
• 1:14:45
  build agents based on those. And then you can have a meeting
• 1:14:47
  with your board of directors that are those people.
• 1:14:50
  Yeah, yeah, it's amazing. It is if you're into research
• 1:14:54
  and learning, which you have to. Be otherwise look in your
• 1:14:57
  rearview mirror because there's a whole new generation that's
• 1:14:59
  going to take your business overnight.
• 1:15:01
  Yep, it's it is such an exciting time to.
• 1:15:04
  Be and you're kind of proof of that like I was when.
• 1:15:07
  I first got it. I was getting listings that I
• 1:15:09
  should have never got because I was doing social media and all
• 1:15:14
  these other agents just had them in their little monthly drip
• 1:15:18
  newsletter, drip campaign. And so now you're living proof
• 1:15:22
  of how easy you can take the business of old school long term
• 1:15:27
  commercial veteran agents. Yeah.
• 1:15:32
  And talking too much I'm so. Excited.
• 1:15:35
  I have a frog in my throat. Sorry.
• 1:15:37
  It's all right. It's crazy.
• 1:15:39
  To think what the world will be like and at the pace of
• 1:15:43
  technology growing, it's just blows my mind to think of what
• 1:15:47
  it could possibly be like in the future.
• 1:15:49
  And then it also blows. When I was thinking about this
• 1:15:50
  last night, we're sitting on a floating space rock in the
• 1:15:54
  middle of expanding nothingness, and we were just these
• 1:15:56
  microorganisms and The Who knows how many universes of infinite.
• 1:16:02
  I can't even begin to comprehend it, but it's so crazy that we're
• 1:16:06
  just these crazy little beings doing with these crazy minds
• 1:16:10
  just trying to build and add quantum to all of this.
• 1:16:14
  And what quantum? Is doing is what did I see the
• 1:16:17
  other day quantum quantum solved?
• 1:16:21
  I don't understand anything about quantum yet.
• 1:16:23
  I'm just. Just learning quantum
• 1:16:25
  intelligence solved a math. Problem in, I think it was, I
• 1:16:34
  don't want to say seconds, but it was in minutes.
• 1:16:38
  Which would take the best supercomputer today, a billion
• 1:16:46
  years to figure out? No way.
• 1:16:48
  Yeah, I got to pull it up. It was.
• 1:16:50
  It was an insane. Article of what this thing did.
• 1:16:54
  What is it? What is quantum intelligence
• 1:16:57
  Part 2? Oh my God, that's got to be Part
• 1:17:00
  2. It's just like.
• 1:17:02
  It's it's everything about quantum quantum physics, quantum
• 1:17:06
  quantum everything. There's no easy way to really
• 1:17:09
  put it, but I think it's going to surpass AI before AI really
• 1:17:13
  gets going, like or quantum powered AII, don't know, but
• 1:17:18
  we'll have to circle back on. Yeah, that'll be a conversation.
• 1:17:21
  We'll prep. Create an action.
• 1:17:24
  Plan. Give people books to read.
• 1:17:25
  I'll fly out to Newport Beach and we'll talk all about
• 1:17:28
  Quantum. Intelligence for sure.
• 1:17:31
  Cool. We'll we'll wrap up here.
• 1:17:33
  But what it if you could go back to your younger self and give
• 1:17:36
  them one piece You want to do the speaker, but Oh yeah, we'll.
• 1:17:39
  Circle back. I don't want to talk about that.
• 1:17:43
  We. Can talk about that.
• 1:17:44
  After and then we'll we'll do another one of these Part 2 with
• 1:17:47
  Tony Giordano and you have a million followers.
• 1:17:51
  How do you do that? Started with one, that's what's.
• 1:17:54
  On my slides. Every presentation that I do, it
• 1:17:57
  says it started with one. Like I didn't get on TV to get
• 1:18:02
  that like I had to. Was that the hockey stick
• 1:18:05
  getting on TV? No, I had to build.
• 1:18:07
  It to 1002 thousand. 3000 Fourth, doing what I'm saying,
• 1:18:10
  getting in, engaging people, promoting other people,
• 1:18:13
  promoting other companies. I was doing that way back then.
• 1:18:17
  And then that led to getting big deals.
• 1:18:19
  Then that led to opportunities to be on shows.
• 1:18:22
  And then the domino effect starts in the geometric
• 1:18:24
  progression, right? But it starts with one.
• 1:18:27
  You know, it's not like I'm some celebrity.
• 1:18:29
  I was never a star of one of those TV shows.
• 1:18:31
  I was just a guest agent with Madison or Josh Flagg or
• 1:18:34
  whatever it was or selling LA on HGTV.
• 1:18:38
  But I was never a star. So that's, that's, that's grit
• 1:18:43
  right there still to this day. And my audiences, you know, I
• 1:18:46
  have little tricks where I always say, you know, all right,
• 1:18:48
  everybody take out their phone, follow this.
• 1:18:51
  And then I'm going to do a giveaway so that, you know, from
• 1:18:54
  speaking to 20,000 people, you know, 10,000 to 20,000 people.
• 1:18:58
  Yeah, that's insane. I get up in front of like 40
• 1:19:02
  people and I'm shaking my ass. I'm, I'm just like shaking.
• 1:19:06
  My whole body is shaking. It's kind of the same as 40
• 1:19:09
  people because you only see. The first few rows, when it's
• 1:19:11
  that big, because the lights, you just see blackness.
• 1:19:14
  It's just darkness, but you can hear them and that's a rush when
• 1:19:17
  you make them laugh. Like you hear 20,000 people
• 1:19:21
  laugh but you can't see them. I can't even imagine what that's
• 1:19:24
  like. We'll circle back on.
• 1:19:25
  That we'll do. We'll, we'll.
• 1:19:27
  Talk about getting you on those stages.
• 1:19:29
  I can get you on stages but I need to.
• 1:19:33
  Learn, yeah, we're going to, we're going to get your craft
• 1:19:35
  done and it's like, how do you really practice until you do it?
• 1:19:40
  There's ways. There's certain ways, you just.
• 1:19:42
  Go over your presentation alone so you really have a doubt.
• 1:19:44
  Yeah, or with somebody who's like somebody who's coaching
• 1:19:47
  you. On how to be a speaker like
• 1:19:48
  you're going to do it like and I'm going to kind of give you
• 1:19:50
  pointers and stuff like that or but yeah the.
• 1:19:55
  In short, the two most important things to building a great
• 1:20:00
  speaking career is you're great at speaking, you can control an
• 1:20:05
  audience, you're intriguing, you keep their attention, you're not
• 1:20:08
  monotone, You're up, you're down, you're you walk, you're a
• 1:20:11
  presenter and what you are speaking on actually gives value
• 1:20:17
  or works. If you only have one of those,
• 1:20:20
  it won't go anywhere. You can be a great speaker, but
• 1:20:22
  what he says doesn't work. Or wow, what he says works.
• 1:20:26
  But I just can't sit through it. He's just so like, right.
• 1:20:30
  But if you have those two things, the rest is history.
• 1:20:33
  So I'll just help you on because we already know what you teach
• 1:20:36
  is going to give value. So I'll help you on the
• 1:20:38
  presentation. OK.
• 1:20:40
  All right. My younger self, yes.
• 1:20:43
  What was the question? If you could go back in time and
• 1:20:46
  give one piece of advice to your younger.
• 1:20:47
  Self what would it be? Save all of your allowance and
• 1:20:56
  invest in Bitcoin in 2009. Yeah, that's a good idea.
• 1:21:03
  I would just. Say.
• 1:21:08
  What my SO my big why is what I would tell my younger self
• 1:21:11
  today. My big why is stop focusing on
• 1:21:16
  proving the wrong people wrong in your life and change your
• 1:21:21
  focus to proving the right people right.
• 1:21:24
  And we're always also focused on the wrong people about us, the
• 1:21:28
  naysayers. The problem with that is that's
• 1:21:31
  just the IT just gives you enough fuel to try to prove them
• 1:21:35
  wrong. But what happens is you prove
• 1:21:37
  them wrong, but you still have self doubt.
• 1:21:39
  They probably don't even doubt you anymore, but they're never
• 1:21:41
  going to tell you that they're just going to stop talking.
• 1:21:43
  You're like, oh, shoot, he proved me wrong.
• 1:21:45
  So then we're the ones that say now they probably don't think I
• 1:21:47
  could do this now. They probably don't think I
• 1:21:49
  could do this now. They probably don't think it'll
• 1:21:51
  become a best seller. Now they probably don't think I
• 1:21:52
  could write a second book when actually when I wrote the first
• 1:21:55
  book, the guy who said I couldn't, probably he was like
• 1:21:58
  never doubting him again. But we, it, it creates self
• 1:22:02
  doubt when we focus on the people who are wrong about us.
• 1:22:07
  And so I think when we, when we focus on the people who are
• 1:22:10
  right, the, the believers in us in our life, the mentors, the
• 1:22:14
  coaches, the family, whatever those people are, we, we come
• 1:22:19
  from a happier place. And then we just want to prove
• 1:22:22
  them more right over and over and over again.
• 1:22:24
  So I think it took me years, adulthood to get to that
• 1:22:29
  conclusion. So I would go back to my younger
• 1:22:31
  self and be like, don't listen to him.
• 1:22:35
  Stop focusing on them. And who are the three people
• 1:22:39
  that believe you're going to be amazing?
• 1:22:41
  Well, duh, you already know it's mom.
• 1:22:43
  Focus on them and invest in Bitcoin and invest in Bitcoin.
• 1:22:50
  MIC drop. Thank you so much, John.
• 1:22:52
  Thank you for having me. Awesome.
• 1:22:54
  All right, You're awesome too.