Latest / BGRE Podcast / EP. 003 | Building a $30M Real Estate Business Without Buying Leads | Marjorie Corbin

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EP. 003 | Building a $30M Real Estate Business Without Buying Leads | Marjorie Corbin · BGRE Podcast

• 0:00
  SPEAKER_05: From a very young age, I have loved money.
• 0:04
  SPEAKER_05: Um I used to lend money to friends, family, and I'd keep a little note card of what they owed me and I'd charge interest.
• 0:12
  SPEAKER_05: Um I have always had that, you know, hustle mentality.
• 0:16
  SPEAKER_05: So to me, real estate, again, it's one component of that.
• 0:21
  SPEAKER_05: The investing and working with investors and doing the wholesaling and doing the seller financing and doing the flips, that really opened my eyes to a whole new level of the game.
• 0:33
  SPEAKER_01: Most agents chase the next commission.
• 0:36
  SPEAKER_01: The best ones build something that outlasts it.
• 0:39
  SPEAKER_01: Welcome to the BGRE podcast for agents who think like entrepreneurs.
• 0:44
  SPEAKER_01: Because success leaves clues and the best ones come through conversation.
• 0:48
  SPEAKER_01: If you're ready to sell more, own more, and live more, this podcast is for you.
• 0:54
  SPEAKER_01: Let's jump in.
• 0:59
  SPEAKER_01: Welcome back to the BGRE Podcast.
• 1:02
  SPEAKER_01: The real estate industry is changing, and agents who do not evolve will be left behind.
• 1:07
  SPEAKER_01: Today I'm sitting with somebody super special, somebody who embodies what it means to be a leader in this new world, this new era of real estate.
• 1:16
  SPEAKER_01: From working her way up in the hospitality business to building a powerhoused referral-based real estate team fueled by branding, marketing, and relationships, all without chasing leads, she's proof that there's a smarter way to win.
• 1:30
  SPEAKER_01: She's my partner, co-founder of The Shift, and a leader who is helping redefine how agents collaborate, build wealth, and grow in this crazy, evolving real estate industry.
• 1:43
  SPEAKER_01: This is Marjorie Corbin, and today we're pulling back the curtain on what it actually takes to move the needle in real estate.
• 1:50
  SPEAKER_01: Marjorie, Dream, thanks for hopping on.
• 1:52
  SPEAKER_01: Thanks for coming down to Hiltonhead.
• 1:54
  SPEAKER_05: That was such an impressive intro.
• 1:55
  SPEAKER_01: Well, you're so impressive.
• 1:58
  SPEAKER_01: Of course, of course.
• 2:00
  SPEAKER_01: Um, we go back quite a little bit, but in the last uh way.
• 2:07
  SPEAKER_01: We will.
• 2:07
  SPEAKER_01: We certainly will.
• 2:08
  SPEAKER_01: We certainly will.
• 2:09
  SPEAKER_01: And I mean, yeah, we can jump into that.
• 2:12
  SPEAKER_01: Let's everybody has their, you know, their their moment when they get into real estate and they're always doing something prior to jumping in.
• 2:17
  SPEAKER_01: This morning I meet you out in the parking lot in your G-Wagon.
• 2:21
  SPEAKER_01: Wasn't always like that, right?
• 2:23
  SPEAKER_01: So why don't you give our listeners just a little bit of a background of who Marjorie Corbin is, why she's such a badass, and um what led you into the real estate industry?
• 2:32
  SPEAKER_05: So going back to how we met actually was Trio.
• 2:37
  SPEAKER_05: So, and it ties into my story.
• 2:39
  SPEAKER_01: Trio's a club in Charleston.
• 2:42
  SPEAKER_05: So I was doing um bottle service and bartending and was in the service industry for about 16 years before I got into real estate.
• 2:51
  SPEAKER_05: Um so when I transitioned into real estate, I was still doing bottle service bartending.
• 2:57
  SPEAKER_05: I was actually even cleaning um the yoga studios to pay off my membership.
• 3:02
  SPEAKER_05: So I had like four jobs.
• 3:03
  SPEAKER_05: Um a hustler.
• 3:05
  SPEAKER_05: A true hustler.
• 3:06
  SPEAKER_05: And then one by one, as the commission started coming in for real estate, I basically dropped each job.
• 3:12
  SPEAKER_05: Um, and things were, it was definitely a slow start initially.
• 3:17
  SPEAKER_05: I am realizing now that the way that I was initially trained um wasn't supportive for the model that is what my business is based on now.
• 3:28
  SPEAKER_05: So inevitably, it took me um a really long time to get things rolling.
• 3:34
  SPEAKER_05: I think I closed like maybe 4 million my first year, which is still solid.
• 3:38
  SPEAKER_05: And my mind is like pretty low.
• 3:40
  SPEAKER_05: So, anyways, um, I think it was by year two, I was fully focused on real estate.
• 3:47
  SPEAKER_05: And then here we are today.
• 3:49
  SPEAKER_05: Um, I think I'm tracking closing 30 million this year.
• 3:52
  SPEAKER_05: Oh, huge.
• 3:53
  SPEAKER_05: Building the team, obviously joined EXP, which we'll get into.
• 3:58
  SPEAKER_05: That comes with a whole other level of passive income, um, also being an investor with multiple um properties in downtown Charleston.
• 4:08
  SPEAKER_05: So a lot has evolved since I've gotten to the game.
• 4:11
  SPEAKER_01: So you've been in Charleston for how long?
• 4:13
  SPEAKER_05: 15 years.
• 4:14
  SPEAKER_01: 15 years.
• 4:14
  SPEAKER_01: And how long have you been in real estate?
• 4:16
  SPEAKER_05: Eight.
• 4:17
  SPEAKER_01: Eight.
• 4:17
  SPEAKER_01: Yeah.
• 4:17
  SPEAKER_01: So let's talk a little bit about um the first few years in the business, right?
• 4:23
  SPEAKER_01: What were some of the the challenges maybe that you had getting out?
• 4:27
  SPEAKER_01: And and when was like the aha moment to where you're like, I got this?
• 4:32
  SPEAKER_05: I would say the the initial challenge is the brokerage that I joined is a pretty common route for most agents.
• 4:42
  SPEAKER_05: It's a 50-50 split.
• 4:43
  SPEAKER_01: Boutique brokerage.
• 4:44
  SPEAKER_05: This one was actually um the boiler room.
• 4:48
  SPEAKER_05: Yes.
• 4:48
  SPEAKER_05: Yeah.
• 4:49
  SPEAKER_05: More more of like the Wolf of Wall Street type setting.
• 4:52
  SPEAKER_05: So just a turn and burn.
• 4:53
  SPEAKER_05: They take 50%, but you have unlimited training, unlimited resources.
• 4:58
  SPEAKER_05: And in the early days, um, you know, I would pride myself on being the first one in the office and the last one out.
• 5:06
  SPEAKER_05: Um, I'm obviously super gritty in that sense and very disciplined.
• 5:10
  SPEAKER_05: So that was pretty second nature to me.
• 5:13
  SPEAKER_05: So on a day-to-day basis, what that looked like was, you know, waking up at 4:30, working out at five, getting to the office by 7, 7:30, um, immediately jumping in the CRM, cold calling for two to three hours, then going on appointments, and then coming back to the office, doing follow-up.
• 5:31
  SPEAKER_05: Um, and then, you know, report you report your numbers every single day.
• 5:35
  SPEAKER_05: So basically for the first year, I was hitting my head up against a wall doing that for every single day for the first year.
• 5:42
  SPEAKER_05: Um, then at the end of the year, I realized that my first seven-figure deal I did in my first year, and it was an off-market deal where I represented the buyer, and my buyers ended up wholesaling that deal for a quarter of a million dollars.
• 5:57
  SPEAKER_05: So that's where I really learned how to get creative in the industry.
• 6:01
  SPEAKER_05: And I will never forget um taking my commission check from the attorney's office.
• 6:06
  SPEAKER_05: I think it was like 58 grand.
• 6:10
  SPEAKER_05: And then taking it to my broker and then having it be cut in half, and then you're taking out another 20% for taxes.
• 6:17
  SPEAKER_05: And that was my aha moment where I realized like the leads that I'm getting fed at this brokerage, I'm not converting.
• 6:24
  SPEAKER_05: Um, they're not high quality leads.
• 6:27
  SPEAKER_05: And the deals that I did close this year were all from my friends who I met bartending.
• 6:33
  SPEAKER_05: So that's, I guess, like kind of the light bulb moment for me when I realized that I was working harder and not smarter.
• 6:40
  SPEAKER_05: So then I transitioned into a boutique firm where they it was very um intimate.
• 6:47
  SPEAKER_05: When I first joined, there was like seven agents there.
• 6:50
  SPEAKER_05: So I got excellent, I mean, just top-tier mentorship by an incredible brokers and really gravitated towards my my broker in charge and learned a lot from her.
• 7:02
  SPEAKER_05: Um, and you know, she would refer to me as her protege, which was a huge compliment.
• 7:08
  SPEAKER_05: And um, you know, I focused on my sphere, it slowly compounded.
• 7:13
  SPEAKER_05: I think my first big year, like, you know, you have these milestones, you're five million, you're 10 million, you're 15, you're 20.
• 7:20
  SPEAKER_05: Um, and I would say the moment that I felt like it really clicked, that I had, you know, compounded a um consistent business was probably at the 10 million mark.
• 7:31
  SPEAKER_01: What year was that?
• 7:32
  SPEAKER_01: How how two years, three years in?
• 7:34
  SPEAKER_05: I think it was probably the third year.
• 7:36
  SPEAKER_01: Got it.
• 7:37
  SPEAKER_01: And we connected, right, at some point.
• 7:40
  SPEAKER_01: Where where were you at your career when when we started to talk about real estate?
• 7:44
  SPEAKER_05: Very early on.
• 7:45
  SPEAKER_05: I I remember it.
• 7:46
  SPEAKER_05: So we had a mutual friend that connected us.
• 7:48
  SPEAKER_05: You were in town for a wedding party, y'all got a table that I was at.
• 7:52
  SPEAKER_05: At Trio.
• 7:53
  SPEAKER_00: Great club in Charleston, lots of good times, those.
• 7:56
  SPEAKER_05: And we obviously kept in touch and um we obviously got into the game, excuse me, around the same time.
• 8:05
  SPEAKER_05: And I remember that you and I would do like Friday afternoon Zooms once a month, and we would talk about what's working for you, what's not working.
• 8:14
  SPEAKER_05: And eventually what I noticed was we got into it at the same time, and you far surpassed me in every single direction, which was so inspiring.
• 8:25
  SPEAKER_05: Um, and you were always like so um giving with collaboration and um, you know, sharing again all the strategies that were contributing to your success.
• 8:35
  SPEAKER_05: And so we always, you know, we kind of stayed in touch through that.
• 8:39
  SPEAKER_05: And then, you know, you you did your own thing here in Hilton Head.
• 8:43
  SPEAKER_05: I did mine in Charleston.
• 8:44
  SPEAKER_05: And then I think it was February of 2023 when we had lunch at her yale, and you're like, hey, Drezy, like, I gotta tell you about this thing.
• 8:55
  SPEAKER_05: And it was right when you had joined, so you had gone to Cabo.
• 9:00
  SPEAKER_05: So maybe it was actually it was actually after Cabo.
• 9:02
  SPEAKER_05: So we met up in spring, and then um, you know, I knew that somebody who had your level of success was absolutely worth paying attention to.
• 9:13
  SPEAKER_05: And I knew the model that you were at, which was also boutique, which was also, you know, good splits, good mentorship.
• 9:21
  SPEAKER_05: Um, but eventually, you know, you outgrew it.
• 9:24
  SPEAKER_05: And I felt like I was in a position where I just didn't see why I was paying commission in the brokerage that I was at whenever I was sourcing my own deals.
• 9:38
  SPEAKER_05: I was paying for all my own marketing.
• 9:40
  SPEAKER_02: Yep.
• 9:40
  SPEAKER_05: And again, it has like one of the lowest splits, but it just I just knew there was something more.
• 9:47
  SPEAKER_05: So honestly, that's probably where everything kind of took off is when I joined XP.
• 9:53
  SPEAKER_01: Yeah, we'll we'll get into that here in a little bit.
• 9:55
  SPEAKER_01: But it it moved pretty quick.
• 9:56
  SPEAKER_01: And it was cool to see how hungry you were.
• 9:58
  SPEAKER_01: And for anybody listening, you know, the number one factor that determined success in any business, especially real estate, is how hungry you are.
• 10:04
  SPEAKER_03: Yeah.
• 10:05
  SPEAKER_01: You were going in and like you said, you were doing whatever you had to do to cover memberships and running, you know, the bar back of the bar and things like that until it started to take off.
• 10:14
  SPEAKER_01: Um, and it's been a lot of fun watching you grow over the last few years and build this amazing business that you have.
• 10:21
  SPEAKER_01: And I think something you said back there uh is really important and it it's actually very unique.
• 10:25
  SPEAKER_01: So everybody has a different way to build a real estate business, right?
• 10:28
  SPEAKER_01: Like I do generate leads for my market and for what we sell.
• 10:32
  SPEAKER_01: And you've had a completely different philosophy, and I really honestly look up to it, right?
• 10:36
  SPEAKER_01: And that is the referral-based business that you have created.
• 10:40
  SPEAKER_01: Um, and that is probably why you were looking at some of the other brokerages that you're at.
• 10:44
  SPEAKER_01: Like, why am I paying all these splits?
• 10:45
  SPEAKER_01: If I'm the one bringing in the leads, if I'm the one spending all of my money on marketing and all of that kind of stuff.
• 10:51
  SPEAKER_01: Um let's unpack a little bit of what you have done.
• 10:56
  SPEAKER_01: Have you ever paid for a lead?
• 10:57
  SPEAKER_03: No.
• 10:58
  SPEAKER_01: Never paid for a lead.
• 10:59
  SPEAKER_01: And you're selling$30 million real estate this year.
• 11:01
  SPEAKER_03: Yeah.
• 11:02
  SPEAKER_01: Unbelievable.
• 11:02
  SPEAKER_01: You know, so so I guess where does that start from?
• 11:06
  SPEAKER_01: Obviously, you had your connections, you know, in the in the hospitality business, but there's got to be some intentional things that you have done over the past few years to really build this referral-based business.
• 11:18
  SPEAKER_01: What are a few things that you do that you feel like contributes to that?
• 11:24
  SPEAKER_05: I would say my my sphere initially was built behind the bar.
• 11:30
  SPEAKER_05: And I was inspired.
• 11:33
  SPEAKER_05: There was actually a group of fraternity brothers that I went to College of Charleston with, and they were all very, very successful in commercial.
• 11:41
  SPEAKER_05: And so when they would come in and, you know, ball out Wednesday, Thursday, Friday, Saturday, and I'm over here, you know, working behind the bar.
• 11:48
  SPEAKER_05: And so I started to take note.
• 11:50
  SPEAKER_05: They were all in real estate.
• 11:52
  SPEAKER_05: Um, and so eventually those same guys that inspired me all bought houses from me.
• 11:59
  SPEAKER_05: So right off the rip, I had like six other commercial brokers that all became first-time home buyers, ranging between 600,000 up to two two.
• 12:10
  SPEAKER_03: Wow.
• 12:10
  SPEAKER_05: Um, and then from there, uh, the referrals just I think just word of mouth.
• 12:18
  SPEAKER_05: Um, you know, initially, like I said, the sphere was more so friends, people that I knew, but eventually it's like, you know, when you do a good job and you show up for your people, they're going to brag on your behalf.
• 12:32
  SPEAKER_05: And so I think also what plays into that is I doubled down on a very specific type of market.
• 12:39
  SPEAKER_05: Okay.
• 12:40
  SPEAKER_05: So I live obviously in downtown Charleston.
• 12:42
  SPEAKER_05: That's where I specialize.
• 12:44
  SPEAKER_05: Um, great price points.
• 12:46
  SPEAKER_05: Obviously, everything is very centrally located.
• 12:49
  SPEAKER_05: And so I would say, I mean, everything from my neighborhood Facebook group to um, you know, clients, friends, family, and even sign calls.
• 13:04
  SPEAKER_05: Like on the way up here, I got a call for a listing that I actually have under contract, and he's an investor and he's looking at stuff off-market, and he's like, you know, the type where he's not gonna commit to an agent and it's gonna be whoever brings him the deal.
• 13:23
  SPEAKER_05: But that was a 1.7 sign call, and I rattled off three things off market in the neighborhood that he has no clue about.
• 13:30
  SPEAKER_05: Of course, I'm not gonna give him the address, but you know, those three things range from 1.5 to 3 million.
• 13:36
  SPEAKER_05: So I think it's just every, every, every connection, every introduction.
• 13:44
  SPEAKER_05: And I would say what has contributed the most to my success is probably just my my reputation.
• 13:52
  SPEAKER_05: People know that when I say I'm gonna do something, I'm gonna do it.
• 13:57
  SPEAKER_05: And I also I offer a very high-level, high-touch luxury service, and it's not just a price point.
• 14:06
  SPEAKER_05: Um, so I'm very involved with my clients.
• 14:09
  SPEAKER_05: I take my job so seriously, and you need to from just a litigation standpoint, anyway.
• 14:16
  SPEAKER_05: So I think that people know that, you know, I'm gonna protect them.
• 14:20
  SPEAKER_05: I am gonna always have their best interest in mind.
• 14:24
  SPEAKER_05: And I am never afraid to lose a deal if I feel like I've got a better opportunity for a client.
• 14:30
  SPEAKER_05: So I think being able to walk away and not chase the commission also contributes to my reputation and ultimately my business.
• 14:40
  SPEAKER_01: Some really good stuff to pack there.
• 14:41
  SPEAKER_01: And I think you hit the nail on the head when you're talking about the level of service that you provide.
• 14:45
  SPEAKER_01: And that's something that I feel you go above and beyond almost any other agent, better than me sometimes, right?
• 14:53
  SPEAKER_01: Well, with the white glove level of service that you do provide.
• 14:56
  SPEAKER_01: And so you had that springboard with some commercial guys that were buying agents or that were commercial agents buying property.
• 15:02
  SPEAKER_01: But it sounds to me like after you sold them those properties, you did such a good job.
• 15:07
  SPEAKER_01: You had a little bit of a momentum push on that as well.
• 15:10
  SPEAKER_01: Like you can do this, I've got it, right?
• 15:11
  SPEAKER_01: Yeah.
• 15:12
  SPEAKER_01: Um and it also sounds to me like you became an expert in downtown Charleston.
• 15:17
  SPEAKER_01: I talk all the time about, you know, your real estate and how do you separate yourself from the pack?
• 15:21
  SPEAKER_01: And that's something if you guys are listening, you got to get yourself out of the people pile, right?
• 15:25
  SPEAKER_01: And take that sign call, for example.
• 15:27
  SPEAKER_01: You know your market so well when he called you, you're rattling off off-market properties immediately.
• 15:32
  SPEAKER_01: And guess what?
• 15:33
  SPEAKER_01: You probably did establish how you are the expert in that space.
• 15:37
  SPEAKER_01: And this guy's like, this is somebody I need to pay attention to and I need to work with.
• 15:41
  SPEAKER_01: And so that just kind of was a ripple effect from kind of those relationship building first few deals.
• 15:47
  SPEAKER_05: Yeah, a thousand percent.
• 15:48
  SPEAKER_05: And now it's at the point, also, I'm I'm very involved with social media, and we can get into that.
• 15:55
  SPEAKER_05: I guess that's aside from my executive assistant and marketing, that's where I spend the most of my money.
• 16:00
  SPEAKER_05: But now it's at the point where, you know, I go to the gym, someone will say, Hey, I follow you on Instagram, my wife follows you.
• 16:08
  SPEAKER_05: She said, I need to come talk to you about buying a house.
• 16:11
  SPEAKER_05: I mean, I've I've closed deals from the gym.
• 16:13
  SPEAKER_05: I've closed, I've closed so many deals off market from Instagram and Facebook.
• 16:19
  SPEAKER_05: Um, and so yeah, I just think, and also going back to the fact that like downtown itself, it's it's very, it's very centralized.
• 16:28
  SPEAKER_05: And so, you know, every everything I do is an opportunity to meet somebody, whether it's going to a happy hour or um, you know, taking a class.
• 16:40
  SPEAKER_05: Like I'm always talking about real estate.
• 16:43
  SPEAKER_05: If you know me, you know that is like my number one priority.
• 16:46
  SPEAKER_05: And if you see me on social, it's very clear that's what I do.
• 16:50
  SPEAKER_05: So I think just going back to establishing myself as the expert in that area, but just in general and just making it so clear as to where my priorities are just comes back to the business.
• 17:05
  SPEAKER_01: Yeah, and you can see it's proof in the pudding and it's compounding.
• 17:08
  SPEAKER_01: So it doesn't happen overnight, but if you do those right things and everybody's got a different way in how to do it.
• 17:14
  SPEAKER_01: And what I like that you said there too is like you're always prospecting even when you're not on the phone.
• 17:19
  SPEAKER_03: Yeah.
• 17:19
  SPEAKER_01: Like, so so if you're in the gym, people know who you are, right?
• 17:22
  SPEAKER_01: If you are you're kind of a local celebrity in the real estate space.
• 17:25
  SPEAKER_05: Oh God, I don't know about that.
• 17:26
  SPEAKER_01: Come on, come on, yes, you are, because you prefer you perform at such a high level, and it is not a part-time gig for you.
• 17:33
  SPEAKER_01: And I think anybody listening, if you want to be successful in real estate, it's gotta be a full-time job.
• 17:38
  SPEAKER_01: Yeah, and it's gotta be on the front of your head, um, in the forefront of your mind all the time.
• 17:42
  SPEAKER_01: Um what are what are two or three non-negotiable habits that you do on a daily basis?
• 17:50
  SPEAKER_05: Non-negotiable.
• 17:51
  SPEAKER_05: First and foremost, I I go work out every single day.
• 17:55
  SPEAKER_05: That is that is my non-negotiable.
• 17:57
  SPEAKER_05: Um, as far as strictly business related, I have to be so honest and say that I don't have like a certain number of like contacts that I record or talk to every day.
• 18:11
  SPEAKER_05: Um, I would say it's more of just the consistency in prospecting and taking advantage, whether that's replying to a DM or running into somebody at a coffee shop.
• 18:25
  SPEAKER_05: So prospecting in a way that is organic to me is a non-negotiable every single day.
• 18:32
  SPEAKER_05: I mean, I'm doing that from eight to eight, period.
• 18:34
  SPEAKER_05: Everything you're doing is prospecting, whether you realize it or not.
• 18:39
  SPEAKER_05: Um, and then the third thing is I try to be really intentional about um my mindset that plays a really big role.
• 18:49
  SPEAKER_05: So for me, this is such an emotional business for people.
• 18:55
  SPEAKER_05: And I can handle a lot of high stress, high emotion.
• 19:01
  SPEAKER_05: And I'm pretty scared.
• 19:03
  SPEAKER_05: Even keel, like I'm like, uh, there's mold in the crawl space, like we'll figure it out.
• 19:07
  SPEAKER_05: Yep.
• 19:07
  SPEAKER_05: Um, yep.
• 19:08
  SPEAKER_05: So I think being able to diffuse and understand and prioritize which fire to put out and when.
• 19:18
  SPEAKER_05: Um, so yeah, just the working out, prospecting, and mindset are my three non-negotiers.
• 19:24
  SPEAKER_01: And I think what you hit, your your number one non-negotiable is working out.
• 19:27
  SPEAKER_01: Like real estate is not a complicated business, but it's a hard business because of the amount of people you're talking to.
• 19:33
  SPEAKER_01: And if you're mentally not there, if you're physically not there, you can't perform at a high level.
• 19:38
  SPEAKER_01: So you're knocking that out first thing in the morning every single day.
• 19:41
  SPEAKER_05: I would I don't know how anybody does this job without working out.
• 19:46
  SPEAKER_05: Like, I don't know how you can not get yourself in like a mental state to handle what is gonna happen from 7 a.m.
• 19:55
  SPEAKER_05: to likely 11 p.m.
• 19:57
  SPEAKER_05: I mean, it's just back to back emergencies.
• 20:01
  SPEAKER_01: So clearly you're like the biggest hustler.
• 20:03
  SPEAKER_01: You'd be like, I mean, you're putting in the time, you're making it happen, but you're also prioritizing what's important to you so you can perform at that high level, right?
• 20:10
  SPEAKER_01: I love it.
• 20:11
  SPEAKER_01: I love it.
• 20:12
  SPEAKER_01: Um, let's go a little bit deeper into you know, some challenges maybe over the last few years that you've dealt with.
• 20:22
  SPEAKER_01: Um, what are they and how have you overcome them?
• 20:25
  SPEAKER_01: Because there's always something, but has there been a theme to it or is there something specific?
• 20:30
  SPEAKER_01: Is it I know we'll get a little bit into your team and growing and stuff like that, but anything specific challenges that listeners can learn from how you overcame?
• 20:39
  SPEAKER_05: So I view every challenge as an opportunity.
• 20:44
  SPEAKER_05: Um, and that goes back to the mindset.
• 20:47
  SPEAKER_05: So when I think about what is a challenge personally or professionally, what comes to mind immediately as it relates to real estate, real estate, is like kind of when you hit that bottleneck.
• 20:59
  SPEAKER_05: So it's like switching brokerages or hiring an executive assistant on salary, or um, you know, just really kind of dialing in more of the transitioning from just producing to now being an owner and a leader on CEO.
• 21:18
  SPEAKER_05: Agent to CEO producing.
• 21:20
  SPEAKER_05: Yes, exactly.
• 21:21
  SPEAKER_05: And then, you know, I really again, it's it's my mindset is so focused on everything just being an opportunity that even on my worst day, what feels like a challenge, like let's say it's it's a you know, two and a half million dollar deal that falls through.
• 21:40
  SPEAKER_05: Um, you know, though those days they sting a little bit.
• 21:43
  SPEAKER_05: Um you have to just remind yourself that like every no is that much closer to a yes.
• 21:50
  SPEAKER_05: Love that.
• 21:50
  SPEAKER_05: I love it.
• 21:51
  SPEAKER_05: Anytime I've had anything fall through, I have always, always got my clients a better home or on the Sales side, it wasn't the buyer, like it just wasn't the right buyer.
• 22:04
  SPEAKER_05: So I would say the the biggest challenge is just scaling.
• 22:08
  SPEAKER_05: It's um it's a lot of it's it's a high overhead.
• 22:12
  SPEAKER_05: Like when I look at my Amex statements every month, I'm like, oh my gosh, this is crazy.
• 22:16
  SPEAKER_05: Um, but I also have the philosophy where it's like you gotta spend money to make money.
• 22:21
  SPEAKER_05: But the other part is that when I have these challenges opportunities, I have a ton of people that I can call.
• 22:30
  SPEAKER_05: I mean, you interviewed my executive assistant, Olivia interviewed my executive assistant.
• 22:36
  SPEAKER_05: Um, and so for anything that I feel like I need support, I know that I have that.
• 22:43
  SPEAKER_05: So challenges, yeah, they're there, but it's like it's part of the game.
• 22:48
  SPEAKER_01: Love it.
• 22:48
  SPEAKER_01: Love it.
• 22:49
  SPEAKER_01: And the proximity is power.
• 22:50
  SPEAKER_01: We're gonna move into that next.
• 22:52
  SPEAKER_01: But what I think you said there is so powerful is you're almost equating a challenge as an opportunity.
• 22:59
  SPEAKER_01: And that is that mental resilience it takes to be a top producer, top performer at the top of the game.
• 23:05
  SPEAKER_01: And that's exactly what you're doing.
• 23:06
  SPEAKER_01: And it's reframing.
• 23:07
  SPEAKER_01: You also said every no is one step closer to a yes.
• 23:11
  SPEAKER_01: And at the end of the day, there's challenges in any business, especially in a business that you own yourself, especially in a service business.
• 23:19
  SPEAKER_01: And if you have the power like you do, to reframe that in your brain as this is part of the process, right?
• 23:26
  SPEAKER_01: The challenges, the failures, all of that stuff, I'm going through it because at the end of that, I'm going to be a better agent.
• 23:33
  SPEAKER_01: I'm going to learn from it, right?
• 23:34
  SPEAKER_01: I'm going to push my business in the right direction.
• 23:36
  SPEAKER_01: And I think at the end of the day, something I've realized lately is hey, if we make the wrong decision with a challenge or something like that, we can always pivot and correct course.
• 23:45
  SPEAKER_01: Yep.
• 23:45
  SPEAKER_01: Love that mindset.
• 23:46
  SPEAKER_01: Have you always kind of been just that mentally resilient?
• 23:49
  SPEAKER_01: Or did it take some of those deals falling through and scrapping around a little bit to build that up?
• 23:54
  SPEAKER_05: I think it just comes to like mental resilience and mindset.
• 24:00
  SPEAKER_05: So, you know, maybe I'm negotiating a very intense deal and I feel like this agent is undermining me.
• 24:07
  SPEAKER_05: And the opportunity in that, which is not a challenge, is how can I control my emotions to steer this conversation in the direction that it needs to go and to remind this agent that we are playing for the same team and we have a common goal.
• 24:24
  SPEAKER_05: Um, and so yeah, I just I think it's just all comes down to mindset.
• 24:28
  SPEAKER_01: Yep.
• 24:28
  SPEAKER_01: Yep.
• 24:28
  SPEAKER_01: You've got to have the right mindset going into it.
• 24:30
  SPEAKER_01: And you've got to, I love what Brent Go says, fail with velocity.
• 24:34
  SPEAKER_01: Yeah.
• 24:34
  SPEAKER_01: Right.
• 24:35
  SPEAKER_01: If you're gonna make a mistake, make the decision, make the mistake, fail with velocity, and you're gonna learn from it and you're gonna be better on the other side.
• 24:42
  SPEAKER_05: And move on.
• 24:43
  SPEAKER_05: Don't beat yourself up.
• 24:44
  SPEAKER_05: Like, whatever, I lost 10 grand on Zillow.
• 24:47
  SPEAKER_05: Like, yeah, that sucks and it's annoying, but like it's a lesson learned, and now I won't do that again.
• 24:51
  SPEAKER_01: Yep.
• 24:51
  SPEAKER_01: Yep.
• 24:52
  SPEAKER_01: And there's so many things in real estate, right?
• 24:53
  SPEAKER_01: Like that we can't control.
• 24:55
  SPEAKER_05: Yeah.
• 24:55
  SPEAKER_01: And we've what I've learned, and it sounds like you've learned it too, is you can't get upset about the stuff that you can't control that doesn't fall in your way.
• 25:02
  SPEAKER_03: No.
• 25:02
  SPEAKER_01: Because what's it gonna do?
• 25:03
  SPEAKER_01: Nothing good.
• 25:04
  SPEAKER_01: No, it's gonna, it's gonna put you back, and there's so much, there's so much opportunity in this business where if you're stuck on your last mistake, you're gonna mix the next opportunity right in front of you.
• 25:13
  SPEAKER_02: Yep.
• 25:14
  SPEAKER_01: We've been seizing some opportunities, haven't we?
• 25:16
  SPEAKER_01: Yeah.
• 25:17
  SPEAKER_01: You were mentioning about proximity and and people and and just, you know, the overall, you're not in this alone kind of mentality.
• 25:25
  SPEAKER_01: And that's something we've been on this journey uh, what, about a year and a half together um at EXP.
• 25:31
  SPEAKER_01: And it's been nothing but powerful.
• 25:34
  SPEAKER_01: And I kind of challenge anybody listening to this, right?
• 25:38
  SPEAKER_01: If you're struggling, it's probably something to do with the environment and the people that you're surrounding yourself with.
• 25:44
  SPEAKER_01: Would you agree?
• 25:45
  SPEAKER_02: Yeah.
• 25:46
  SPEAKER_01: So um we partnered, what was that, about a year and a half ago?
• 25:50
  SPEAKER_01: I've reached out to you after that cabo trip, like I was talking to you at maybe 23.
• 25:54
  SPEAKER_01: And uh, you know, we were just adding value, letting you know what's going on, and and timing's a funny thing, right?
• 26:01
  SPEAKER_01: Um, before we kind of get into that timing, what has been, in in your opinion, the biggest differentiator since you've been at EXP and since we've started the shift when it comes to the people that you're surrounding yourself with?
• 26:17
  SPEAKER_05: I would say probably being around people where you can tell them your craziest goals and dreams and their immediate response like I could call anyone in the company right now and they would say, How can we help you get there?
• 26:36
  SPEAKER_05: Or I've got a contact for this.
• 26:38
  SPEAKER_05: And instead, you know, there were times when I would hear, when is enough gonna be enough?
• 26:45
  SPEAKER_05: And that would make me feel bad about my goals.
• 26:48
  SPEAKER_05: And it's like, why would I expect you to see the vision that I have for myself and my life?
• 26:54
  SPEAKER_05: And so I needed to be around people that understood that.
• 26:58
  SPEAKER_05: And and and EXP isn't, it's not just for psychotic agents like us that just love that love the grind.
• 27:07
  SPEAKER_05: It's perfectly fine for you know, people that want to sell a few houses a year.
• 27:12
  SPEAKER_05: I'm not one of those people.
• 27:14
  SPEAKER_05: Um, going back to the environment, it's like, you know, you can you can only grow as as big as the five people that you're closest with.
• 27:25
  SPEAKER_05: And so, you know, my I feel like my numbers are probably about half of of yours.
• 27:31
  SPEAKER_05: And so since you and I work so closely together, you know, that that's inspiring.
• 27:38
  SPEAKER_05: I think it also contributes to, you know, me being able to say, hey, hey, Brandon, I want to hit 100 million by myself to like next year.
• 27:47
  SPEAKER_05: And that's that's the response.
• 27:49
  SPEAKER_05: And um we'll get into all of the the resources, but I would say the biggest differentiator with the exp versus any other thing that I've experienced is the people, the networking, the collaboration, um, and and overall just the the vision of being a part of something that is on a a global scale, obviously.
• 28:18
  SPEAKER_05: Cabo and the other um like exp con and stuff, those are those are so fun.
• 28:23
  SPEAKER_05: And I also very much enjoy personal development.
• 28:27
  SPEAKER_03: Yep.
• 28:28
  SPEAKER_05: And so it's not just a one-sided, this is this is real estate.
• 28:32
  SPEAKER_05: Um, the model is really meant for people who have an entrepreneurial type spirit, which I do.
• 28:39
  SPEAKER_05: I don't know if I'm always gonna be selling real estate, but I know right now that it's a great, you know, resource for me.
• 28:45
  SPEAKER_05: So having having a model that supports my vision in any direction that I want to take it and having the people around me that support it in any direction that I want to take it um is is really powerful.
• 28:57
  SPEAKER_01: And it's been a lot of fun too.
• 28:59
  SPEAKER_05: So much fun.
• 29:00
  SPEAKER_01: And I think, you know, people I I say this where, you know, if if anybody, you know, EXP might not be for everybody and it's not, but it's also people that talk bad about it, in my opinion, either don't understand it or are afraid of it.
• 29:14
  SPEAKER_01: Yeah because the industry is changing right now, right?
• 29:16
  SPEAKER_01: You're seeing, you know, compass buy up all these um brokerages, you're seeing a lot of these boutiques go to more cloud-based models.
• 29:25
  SPEAKER_01: And just the one thing I think is important for listeners to to understand with this model, you know, yes, there's additional revenue streams, et cetera, et cetera.
• 29:33
  SPEAKER_01: But what happens when you become aligned, even financially on a small degree?
• 29:38
  SPEAKER_01: We're like, I'm not taking a split from you, you're not taking a split from me, right?
• 29:41
  SPEAKER_01: We are aligned on a different level.
• 29:43
  SPEAKER_01: We all own the company, and we're all still independent contractors, right?
• 29:47
  SPEAKER_01: We're calling our own shots, we're playing the game that we want to play because there are no boundaries anymore.
• 29:53
  SPEAKER_01: And to be have the ability to run with you, right?
• 29:57
  SPEAKER_01: To run with Tristan O'Grady, to run with Jay Kinder, right?
• 30:00
  SPEAKER_01: To run with Caleb Broom, where all of these people are just pouring into us, and there's so many more: Shelly Johnson, Kevin Johnson, Robin Phillips, like just all of these amazing people that that have our back genuinely and supporting us to get to where we want to go and building together, it's amazing.
• 30:18
  SPEAKER_01: You know, and just watching you grow from an agent, really, to a badass CEO in about how long have you been with the XP?
• 30:26
  SPEAKER_01: A year and a half, a year?
• 30:28
  SPEAKER_05: A year and two months.
• 30:29
  SPEAKER_01: It's powerful.
• 30:30
  SPEAKER_01: I mean, what's the biggest thing that you've noticed from where you were to being the boss of Corbin and Co.
• 30:38
  SPEAKER_01: today?
• 30:39
  SPEAKER_05: I would say probably the biggest thing is just you know, going from that transaction treadmill to more of an ownership position and having something that, like I said, for me, just the multiple avenues that this business offers me.
• 30:58
  SPEAKER_05: Um I I've never experienced anything like that.
• 31:01
  SPEAKER_05: Like, you know, maybe I've had a side hustle here and there while doing real estate, but just the whole business aspect of this, I'm absolutely fascinated by.
• 31:12
  SPEAKER_05: I'm like a big, you know, Alex and Layla Hermozzi, Cody Sanchez, and Milette, and um, you know, they have like really, you know, the the success that they have in general, it's like, yeah, it's it's mindset, it's personal development, but they just also get business.
• 31:32
  SPEAKER_05: And I feel like real estate and Corbin and Co.
• 31:36
  SPEAKER_05: is is my vessel for business today.
• 31:39
  SPEAKER_03: Yep.
• 31:40
  SPEAKER_05: Um, and it's it's been a really special thing to build.
• 31:44
  SPEAKER_05: And when you build something that is kind of like your baby from scratch, there's there's a different different level of pride that you put into it as well.
• 31:53
  SPEAKER_05: And I'm only, you know, I'm just now getting into this.
• 31:58
  SPEAKER_05: I haven't even scratched the surface.
• 31:59
  SPEAKER_05: I don't even know what my team is gonna look like a year from now.
• 32:03
  SPEAKER_05: But for what I've built so far, I could not be happier.
• 32:07
  SPEAKER_05: And it's the people that are on the team that really make the difference for me.
• 32:11
  SPEAKER_05: Um, and I take a lot of pride in that.
• 32:13
  SPEAKER_01: You're killing it.
• 32:14
  SPEAKER_01: I mean, Corb, let's let's talk real quick about Corbin and Co.
• 32:17
  SPEAKER_01: and and you know, from you to come to where you came, where you were at to fast forwarding today.
• 32:22
  SPEAKER_01: So you've got some unbelievable people on the team.
• 32:24
  SPEAKER_01: You're you're serving luxury downtown clients in the Charleston market.
• 32:31
  SPEAKER_01: Just just plug a plug a little bit about uh Corbin and Co.
• 32:34
  SPEAKER_01: and and what you guys are doing.
• 32:35
  SPEAKER_01: And I know you're still figuring some things out, but you have some agents right now.
• 32:39
  SPEAKER_01: You have an awesome, awesome support staff around you.
• 32:42
  SPEAKER_01: Um what is the biggest next step for Corbin and Co.
• 32:47
  SPEAKER_01: and and talk a little bit about who Corbin Co.
• 32:50
  SPEAKER_01: is.
• 32:50
  SPEAKER_05: I love that.
• 32:51
  SPEAKER_05: Well, there's only so much I can say about what we're building, but it's all very exciting.
• 32:57
  SPEAKER_05: So, so where we're at now is um, you know, we have Olivia Keenan, who you know is running all of my social media, but she's actually kind of transitioning into this surprising director of operations role and has been so pivotal to a lot of things that we're putting in place on the back-end systems websites, CRM, um, which is just so fascinating because you wouldn't think that somebody with such a creative mindset would would understand how to code and things like that.
• 33:27
  SPEAKER_05: But she's actually really incredible at it.
• 33:30
  SPEAKER_05: Um, and so, you know, support it as much as they support me, the intention is to do the same for them and in their vision.
• 33:38
  SPEAKER_05: And, you know, everybody has a very much a growth mindset on the team that's like kind of a non-negotiable.
• 33:43
  SPEAKER_05: Um, I have two other agents, one that is likely gonna transition to um more of a buyer's agent role for me.
• 33:53
  SPEAKER_05: And then I have another agent that is in the process of getting her license, um, but she's actually a designer right now.
• 34:02
  SPEAKER_05: And so um she she was an open house attendee, turned friend, turned referral, turned client.
• 34:12
  SPEAKER_05: And now I've convinced her to get her license.
• 34:14
  SPEAKER_05: Let's go.
• 34:15
  SPEAKER_05: So she'll be wrapping up um any minute.
• 34:18
  SPEAKER_05: And so the vision that I have for for the team is that yes, the numbers are important to me, but being the best at what you do is more important.
• 34:28
  SPEAKER_05: So I'd rather sell 10 million and have raving clients than 100 million and have people say that I did a bad job.
• 34:37
  SPEAKER_05: And love it.
• 34:38
  SPEAKER_01: That mindset is so powerful.
• 34:40
  SPEAKER_05: Yeah, and that expectation carries.
• 34:42
  SPEAKER_05: Like I make it very clear to the agents that we are all a reflection of each other.
• 34:48
  SPEAKER_05: I really like everybody to embrace their own authenticity.
• 34:53
  SPEAKER_05: Um, and then as far as where where we're headed, so I my commitment this year was to really focus on production.
• 35:02
  SPEAKER_05: That was important to me.
• 35:03
  SPEAKER_05: That's what I wanted to do.
• 35:05
  SPEAKER_05: I got really laser focused on it.
• 35:07
  SPEAKER_05: The team was a byproduct.
• 35:09
  SPEAKER_05: Next year, I would like to tap more so into the attraction um component of the model, um, whether that would be agents on my team or agents coming onto EXP and joining our organization, the shift.
• 35:26
  SPEAKER_05: Um, and so getting a very clear understanding of how my time is best spent, where is the most effective use of my time for the highest ROI?
• 35:38
  SPEAKER_05: And I think that there will be a lot of delegating involved and what that looks like.
• 35:44
  SPEAKER_05: Um, and as far as numbers go, you know, my goal this year for myself as an individual was 50 million.
• 35:52
  SPEAKER_05: For next year, it'll probably be somewhere between 75 and 100.
• 35:56
  SPEAKER_03: Let's go.
• 35:57
  SPEAKER_05: Um, I haven't, you know, dialed in exactly what I want as far as um, you know, number of agents on my team.
• 36:05
  SPEAKER_05: For me, it's all about quality versus quantity.
• 36:08
  SPEAKER_05: It's a very exclusive um team.
• 36:11
  SPEAKER_05: It's not for, it's not for everybody.
• 36:13
  SPEAKER_05: I only want like producers on it.
• 36:15
  SPEAKER_05: Um and then, you know, there's there's other side things that I want to do as far as travel or growth, or maybe I'll buy another horse.
• 36:24
  SPEAKER_05: I don't know.
• 36:26
  SPEAKER_05: Another house for sure.
• 36:28
  SPEAKER_05: Uh Ladybug.
• 36:29
  SPEAKER_01: Ladybug.
• 36:30
  SPEAKER_01: Oh, I got to come see Ladybug.
• 36:32
  SPEAKER_05: I know.
• 36:32
  SPEAKER_01: And you're an investor as well.
• 36:34
  SPEAKER_01: So you have some duplexes because we're all about building long-term wealth through real estate, right?
• 36:38
  SPEAKER_01: So um talk to me a little bit about your investments.
• 36:41
  SPEAKER_05: Yeah.
• 36:42
  SPEAKER_05: So I would say that from a very young age, I have loved money.
• 36:50
  SPEAKER_05: Um I used to lend money to friends, family, and I'd keep a little note card of what they owed me and I'd charge interest.
• 36:58
  SPEAKER_05: Um I used to have I used to flip my Halloween candy on the corner.
• 37:03
  SPEAKER_05: Like I have always had that, you know, hustle mentality.
• 37:07
  SPEAKER_05: So to me, real estate, again, it's one component of that.
• 37:12
  SPEAKER_05: The investing and working with investors and doing the wholesaling and doing the seller financing and doing the flips, that really opened my eyes to a whole new level of the game.
• 37:24
  SPEAKER_05: Um, and fortunately at the time, you know, I had incredible people supporting me and encouraging me to do it.
• 37:32
  SPEAKER_05: So my first purchase was a single family detached home in downtown Charleston that is now a monthly rental.
• 37:41
  SPEAKER_05: It was turnkey.
• 37:42
  SPEAKER_05: It was a 2007 build.
• 37:45
  SPEAKER_05: And so to me, you know, I guess at the time I was like, I don't know, like 30 or 29.
• 37:52
  SPEAKER_05: So that's when I bought my first house.
• 37:53
  SPEAKER_05: And it was 462,000 because we sell real estate.
• 37:59
  SPEAKER_05: I applied my credit as the um, or excuse me, my commission as the down payment.
• 38:05
  SPEAKER_05: I had the seller cover my closing costs.
• 38:06
  SPEAKER_05: I had a 2.5% interest rate.
• 38:08
  SPEAKER_05: So now my mortgage is$3,300 and I rented out as a monthly executive rental for$5,500.
• 38:13
  SPEAKER_05: Let's go.
• 38:14
  SPEAKER_05: So that was my first play.
• 38:15
  SPEAKER_05: And then for my second play, I found um a duplex in Wagner Terrace, which is another neighborhood downtown, originally built in 1960, untouched.
• 38:24
  SPEAKER_05: So it was a value add situation.
• 38:26
  SPEAKER_05: I knew my partner at the time actually had a duplex a block over.
• 38:31
  SPEAKER_05: And so I got to see how successful hers was.
• 38:34
  SPEAKER_05: I was like, I need to get in this.
• 38:36
  SPEAKER_05: And so I purchased a duplex through seller financing.
• 38:41
  SPEAKER_05: I pulled out a HELOC against my previous primary residence to fund the renovation.
• 38:47
  SPEAKER_05: And I ended up, so I bought it for eight.
• 38:50
  SPEAKER_05: I put 10% down, broke it up into two payments, interest only for the first year while I did the renovation, principal and interest years two through 10, and then 10-year balloon.
• 39:03
  SPEAKER_05: Um, and then I had that seller pay for some of my closing costs.
• 39:07
  SPEAKER_05: And instead of me crediting uh the commission, I just reduced the purchase price.
• 39:12
  SPEAKER_05: So I reduced my taxable income by that.
• 39:15
  SPEAKER_05: And then by the time the project was done, I was all in at one one, and then I had it reappraised.
• 39:20
  SPEAKER_05: It was about two years ago at 1525.
• 39:25
  SPEAKER_05: Let's go.
• 39:25
  SPEAKER_05: And so I was like, oh, I just made$350,000 in equity.
• 39:31
  SPEAKER_02: Boom.
• 39:32
  SPEAKER_05: Um, and so that was my big like kind of aha moment because I've helped clients do that and I've seen it.
• 39:38
  SPEAKER_05: But to actually, and and that money is not like liquid in the bank, but if but it's nice to know if I need to tap into that, like I can do that.
• 39:46
  SPEAKER_01: So 300 grand's a nice piggy bank.
• 39:49
  SPEAKER_05: Exactly.
• 39:50
  SPEAKER_05: Um, so yeah, the investment side, um, I I love.
• 39:53
  SPEAKER_05: I definitely want to get more so into uh development.
• 39:56
  SPEAKER_05: But again, you know, that is that is just one component of the game.
• 40:01
  SPEAKER_05: And then what I'm actually really fascinated by is the tax game.
• 40:06
  SPEAKER_05: I actually I love it.
• 40:07
  SPEAKER_05: I love meeting with my CPA.
• 40:08
  SPEAKER_05: I love meeting with my financial advisor.
• 40:10
  SPEAKER_05: I try to do it once a quarter.
• 40:11
  SPEAKER_05: I like to know exactly what's coming in, what's going out.
• 40:14
  SPEAKER_05: I want to know how I can keep as much cash on hand.
• 40:18
  SPEAKER_05: And um, this goes back into it's like, yeah, you guys are making money, but you really need to understand how to keep it.
• 40:24
  SPEAKER_05: You need to, you need to pay these people that are the expert in their industry for a reason.
• 40:28
  SPEAKER_05: Um, you know, I I've I feel like I have a fantastic team in Charleston.
• 40:33
  SPEAKER_05: And so being able to go to them and say, hey, should I buy this G-Wagon?
• 40:37
  SPEAKER_05: Hey, should I buy this investment property?
• 40:39
  SPEAKER_05: And if I do, what do we need to do from a tax perspective?
• 40:43
  SPEAKER_05: Or is the conversation?
• 40:45
  SPEAKER_05: Um, no, I want to keep as much cash on hand and I want to show as little on paper as I need to.
• 40:51
  SPEAKER_05: And so everybody, you know, needs to go with a strategy that works for them.
• 40:55
  SPEAKER_05: But the short of it is, is that I love all of it as it entails to real estate.
• 41:01
  SPEAKER_01: So we mentioned something earlier, attraction, right?
• 41:04
  SPEAKER_01: That's that's a focus for you next year.
• 41:05
  SPEAKER_01: And that's something that EXP gives us the ability to partner with agents around the country in 27 countries.
• 41:10
  SPEAKER_05: Around the world.
• 41:11
  SPEAKER_01: Around the world.
• 41:11
  SPEAKER_01: Yeah.
• 41:12
  SPEAKER_01: 27 countries, 50 states.
• 41:14
  SPEAKER_01: And so we started an organization with the within EXP.
• 41:19
  SPEAKER_01: And and for people that don't understand how this works, is you have, I like to call, you know, team one is your local team, Corbett and Co., the Green Plate group, you know, we're we're bringing agents in, we're providing value, you know, there's splits that come on with it.
• 41:33
  SPEAKER_01: But the model with EXP actually allows us to partner with agents that aren't on our team.
• 41:38
  SPEAKER_01: And so maybe call that team two.
• 41:40
  SPEAKER_01: And in order to build culture, in order to build collaboration, we wanted to build our own.
• 41:45
  SPEAKER_01: And uh, it's called the shift.
• 41:47
  SPEAKER_01: You can follow us on Instagram at officially the shift.
• 41:50
  SPEAKER_01: Um, Dre, why don't you tell our viewers a little bit about the shift, why it came to be, and um I'll kind of add some context to it after that.
• 42:00
  SPEAKER_01: But tell me a little bit of where the shift came from and what we're doing with the shift.
• 42:04
  SPEAKER_05: Love that.
• 42:06
  SPEAKER_05: So I would say the original idea of the shift, it was something that we talked about, but going to Cabo and sitting poolside with Jay Kinder and him showing us his revenue share.
• 42:19
  SPEAKER_05: Almost half a million dollars a month in Rev share is when it really clicked.
• 42:25
  SPEAKER_05: And I I think for both of us, and um it was a lot of, I mean, even tough time with the name, huh?
• 42:36
  SPEAKER_05: For people that can make decisions very quickly, like you and I, like it was analysis paralysis.
• 42:42
  SPEAKER_05: But I mean, think about like I can remember sitting at my dining room table, like Saturday mornings, you and I at like nine or 10 in the morning for I mean months straight, we would just go all in into what what we had for the vision of the organization.
• 42:55
  SPEAKER_05: Just to be clear.
• 42:56
  SPEAKER_05: So going back team one, team two, so Corbett and Code, that's a team.
• 42:58
  SPEAKER_05: I can I control commissions on that, as does Brandon.
• 43:02
  SPEAKER_05: The the organization, the shift allows agents anywhere joining EXP to plug into it.
• 43:07
  SPEAKER_05: And it's absolutely free.
• 43:08
  SPEAKER_05: There's no commissions taken by by either of us, but it is unlimited resources, unlimited training.
• 43:14
  SPEAKER_05: Um, so I would say, you know, seeing the being surrounded by people that are making millions and millions in passive income through revenue share a year was super inspiring.
• 43:28
  SPEAKER_05: So I would say that's definitely how it originated.
• 43:31
  SPEAKER_05: And then, you know, you having the vision and just getting very clear and and breaking down everything from core values, trainings, masterminds, and what is the logo gonna look like?
• 43:46
  SPEAKER_05: What is the name?
• 43:47
  SPEAKER_05: Who's building the Facebook page?
• 43:49
  SPEAKER_05: Like there's so much that goes into it.
• 43:51
  SPEAKER_05: And it it took a true team effort.
• 43:54
  SPEAKER_05: I would say you definitely, definitely carried the team on your back on that one.
• 43:58
  SPEAKER_05: And um, so here.
• 44:00
  SPEAKER_05: Here we are doing everything that we said we were gonna do.
• 44:04
  SPEAKER_01: And it's been amazing.
• 44:05
  SPEAKER_01: You know, we've partnered with almost 25 agents this year.
• 44:07
  SPEAKER_01: And, you know, Drew, I fully mean this when I say it, and this is what the shift stands for.
• 44:12
  SPEAKER_01: Me and you are the next era of leaders in the real estate industry.
• 44:16
  SPEAKER_01: And we are a catalyst for moving the industry forward in the right direction and building the culture around the shift.
• 44:22
  SPEAKER_01: Essentially, entrepreneurial, agent investor, agent-to-CEO mindset, agents that want more than just stuck on that transactional treadmill.
• 44:31
  SPEAKER_01: They still want to call their own shots.
• 44:32
  SPEAKER_01: They still want to have their own team, have their own business, right?
• 44:35
  SPEAKER_01: But now they have a whole community, a support to plug into running masterminds, strategic business decisions, right?
• 44:43
  SPEAKER_01: And just having a community of like-minded, aggressive, entrepreneurial agents that are pushing the industry forward in the right direction is what it's all about.
• 44:54
  SPEAKER_01: And the amount of fun that we have doing it, pouring back into people, that's something that I've learned is, you know, it's been fun, like just pouring into you and watching you grow, and then you're pouring into your team and they grow.
• 45:05
  SPEAKER_01: And the shift is growing in the mindset of that.
• 45:08
  SPEAKER_01: Um, and it's it's just been super freaking powerful.
• 45:11
  SPEAKER_01: I guess to you, what does the shift stand for personally?
• 45:17
  SPEAKER_05: To me, it stands for no gatekeeping, no barriers, pure collaboration.
• 45:29
  SPEAKER_05: Not just as it ties into real estate, but being an entrepreneur.
• 45:37
  SPEAKER_05: We have really, really talented people in the organization that have insane knowledge and experience as it comes to raising capital for investors, uh, rezoning properties.
• 45:53
  SPEAKER_05: We've got that coupled with people like, you know, Tristan O'Grady, who has his own brokerage here, who's 300 million in sales this year.
• 46:01
  SPEAKER_05: Exactly.
• 46:02
  SPEAKER_05: He, you know, he sold what a$16 million listing and yet has the time to take a call for me about coming up with a logo for Corbin and Co.
• 46:10
  SPEAKER_03: Yep.
• 46:11
  SPEAKER_05: So I would the it's it's the relationships on top of the education that's just so valuable.
• 46:20
  SPEAKER_05: And I genuinely believe that what we have is it's so special.
• 46:24
  SPEAKER_05: And the fact that it allows anybody to plug in totally free anywhere in the world is is just incredible.
• 46:34
  SPEAKER_05: And so, you know, people have all this material and all these trainings that we, mainly you, have built, and they get to share it with their team.
• 46:43
  SPEAKER_05: And it's and you can invite anybody to the masterminds that isn't even with exp.
• 46:48
  SPEAKER_05: Um, so I would just say just the no gatekeeping and pure collaboration.
• 46:52
  SPEAKER_01: Because that's the problem with this industry.
• 46:54
  SPEAKER_01: It's like I'm not gonna tell anybody in the past before this model how I'm generating leads, right?
• 47:01
  SPEAKER_01: You know, because it's like it's mine, it's my way.
• 47:03
  SPEAKER_01: It's completely shifted the mindset of hey, if you're serious about this and you want to go from your A to your B, whatever it looks like, you've got power players in the industry, actually 90,000 of them, maybe not all of them, but people that are in your corner that are gonna support you and help you get there.
• 47:18
  SPEAKER_01: And for somebody listening to this that's struggling in real estate, that doesn't feel like they have a community, what it what it could mean for you is reach out to Marjorie, reach out to me, right?
• 47:27
  SPEAKER_01: We can partner with you for free and help you get to where you want to go.
• 47:32
  SPEAKER_01: And that is what's changing in the industry before it's landlocked, right?
• 47:36
  SPEAKER_01: You know, I'm in the market center here at Keller Williams and I want to sell in, you know, this other market over here, and I can't do that because it's, you know, the franchise, da da da.
• 47:44
  SPEAKER_01: And there's just so many barriers put up.
• 47:46
  SPEAKER_01: And then, you know, you try to get some good information, and the people that are teaching you the information aren't even selling the real estate.
• 47:52
  SPEAKER_01: Yeah.
• 47:52
  SPEAKER_01: Right.
• 47:53
  SPEAKER_01: And now you're telling me there's a way where we can plug in if we is an agent out there that doesn't really know a direction, is lost, and have guidance, support, resources, systems, processes without a split involved.
• 48:05
  SPEAKER_01: Is that what is that what we can do?
• 48:07
  SPEAKER_02: Yeah.
• 48:07
  SPEAKER_01: So you should reach out to us if you feel lost.
• 48:09
  SPEAKER_01: And Marjorie and myself will help you get to the next level and help you get to where you want to go in the real estate industry.
• 48:15
  SPEAKER_01: And it's nothing, it's been fun.
• 48:16
  SPEAKER_01: Yeah.
• 48:17
  SPEAKER_01: I mean, going on all these trips, doing on all these things.
• 48:20
  SPEAKER_01: And again, what gets you here will not get you there.
• 48:23
  SPEAKER_01: And to look back, I have a big like kind of mindset of everybody's focused on where they are today and where they want to go, which you have to be.
• 48:31
  SPEAKER_01: But you also have to look at where you started and how it took you and what happened to get you to where we are today.
• 48:37
  SPEAKER_01: And so we're all on this journey together, right?
• 48:40
  SPEAKER_01: Why not continue to push and plug in and collaborate and surround yourself, like you said earlier, with the five people that are doing what you want to do that are going to force you to get to that next level.
• 48:51
  SPEAKER_01: Um, it's been so much fun.
• 48:53
  SPEAKER_01: Tell me a little bit about Cabo.
• 48:55
  unknown: Oh my gosh.
• 48:56
  SPEAKER_01: Cabo Wabo.
• 48:57
  SPEAKER_05: Cabo is insane.
• 48:58
  SPEAKER_05: Well, so we're we're part of a group referred to as the Inner Circle, which is part of Brent Gov's inner circles.
• 49:06
  SPEAKER_05: Shout out Brent Gove.
• 49:07
  SPEAKER_05: Shout out Brent Gove.
• 49:08
  SPEAKER_05: So, you know, being involved in that just takes it to a whole new level.
• 49:13
  SPEAKER_05: I mean, the private yacht, the jet skis, the champagne, like I, it's it's that like fun lifestyle stuff coupled with seeing Ed Milette on stage, who is like my idol of all time.
• 49:26
  SPEAKER_05: Go being in the presidential suite at 11 o'clock at night with the Gary Breca.
• 49:32
  SPEAKER_05: Like that is insane with 20 people in a room.
• 49:34
  SPEAKER_05: Like that is it was so, so intimate and just such an incredible experience.
• 49:40
  SPEAKER_05: And I would say the the biggest takeaway that I had from Cabo again is you you don't really see it because everyone's like at the pool, they're you know, in their swimwear, they're chilling.
• 49:52
  SPEAKER_05: These people are making millions, millions on millions on millions on millions.
• 49:57
  SPEAKER_05: And they just teams, attraction, and you would never know because everybody's so like low-key and humble, and then they start talking, and then their immediate response is the majority of the people that I'm referring to are probably 40s, early 50s, and they look at us and they're like, We didn't get started until we were 40.
• 50:18
  SPEAKER_05: We didn't get started until we were 45.
• 50:19
  SPEAKER_05: You guys have another 10, 15 years on us.
• 50:22
  SPEAKER_05: Imagine where you could be.
• 50:24
  SPEAKER_05: And they have very, you know, simple systems into how they got to where they are.
• 50:29
  SPEAKER_05: I think Jay Kinder said his goal was like eight people a day or something like two people a month to join.
• 50:34
  SPEAKER_05: Okay, yeah.
• 50:34
  SPEAKER_01: Yeah.
• 50:35
  SPEAKER_01: And leading with eight people to go, that'd be a lot.
• 50:37
  SPEAKER_01: But no, leading with love and leading with the right intention.
• 50:40
  SPEAKER_01: It's not a come partner with us, right, and buy.
• 50:44
  SPEAKER_01: It's really an intimate relationship and connection and partnership that really helps agents at the end of the day get to where they want to go.
• 50:53
  SPEAKER_01: And when you have not only agents backing you in that capacity and a company backing you in that capacity, and the other thing I'll say about HP, they let us do our thing.
• 51:01
  SPEAKER_01: Um, like this is an entrepreneurial sandbox in the real estate industry with people that are doing what we want to do on a bigger level that ultimately will pour into us and help us get to that next step.
• 51:13
  SPEAKER_01: Um, you know, why do you think that this model is the future of real estate?
• 51:20
  SPEAKER_05: I would say the the structure of it between the revenue share, equity stock, incredible splits, I you know, cloud-based resources, connections, relationships.
• 51:36
  SPEAKER_05: I mean, it's just it's so it's so innovative.
• 51:40
  SPEAKER_05: Um and I think also it's it's a large brokerage, there's no denying that.
• 51:46
  SPEAKER_05: I guess there's you know 90,000 agents.
• 51:49
  SPEAKER_05: You can get lost in the sauce if you're not connected with the right people.
• 51:52
  SPEAKER_05: And and that's just fact.
• 51:54
  SPEAKER_05: So that's where our probably biggest differentiator is is that you got so plugged in with the right people, and inevitably everybody that is aligned with your sponsorship, including myself, does as well.
• 52:08
  SPEAKER_05: And so being able for for an agent in my scale, for a 90,000 agent company, for Leo Pereja to take a the CEO to take an hour Zoom with us on like a random Friday when he's on vacation with his family.
• 52:25
  SPEAKER_05: And for his response to be, this is what I do, this is how I support my agents.
• 52:31
  SPEAKER_05: Like there was no, hey, we gotta, you know, reach out to 10 assistants to get him.
• 52:36
  SPEAKER_05: Like you made the appointment, it was seamless.
• 52:38
  SPEAKER_03: He took the time.
• 52:39
  SPEAKER_05: And to me, that was another aha moment of what makes EXP so different.
• 52:47
  SPEAKER_05: Name any other company that's half as successful where you can personally get in touch with the CEO and he will make time for you whenever there's a thousand.
• 52:57
  SPEAKER_05: I mean, I don't even make time for agents that are fresh out the gate.
• 53:01
  SPEAKER_05: And, you know, that's a me problem.
• 53:03
  SPEAKER_05: But it was just so powerful to see that.
• 53:06
  SPEAKER_05: And I was like, damn, like not only, I mean, it just the level of care that you know these leaders have in the company.
• 53:14
  SPEAKER_05: And that's how I also know this company is untouchable.
• 53:17
  SPEAKER_05: Whatever, whatever happens on a, you know, with our competitors on an economic level, like this company is untouchable.
• 53:25
  SPEAKER_05: And it's the leaders of it that are so passionate and invested in seeing it grow.
• 53:30
  SPEAKER_05: And it's not, and you can tell for them it's not about the money, it's it's the giving back.
• 53:35
  SPEAKER_05: They also just happen to be, you know, really smart.
• 53:38
  SPEAKER_01: Um it's the agent-centric idea of so agent-centric.
• 53:42
  SPEAKER_01: It's all about the agent.
• 53:42
  SPEAKER_01: They're gonna constantly innovate, make things better for the agent.
• 53:45
  SPEAKER_05: This is the largest firm I've ever worked at, and yet it has been like the least controlling.
• 53:50
  SPEAKER_01: Oh my God.
• 53:51
  SPEAKER_01: Yeah.
• 53:51
  SPEAKER_01: And the fact that they give 50% of their company dollar back to the agents in the revenue share, that could go in the CEO's or the founder's pocket.
• 53:57
  SPEAKER_01: Yeah.
• 53:58
  SPEAKER_01: I think it EXP paid out almost$250 million to agents last year, not from splits or anything like that, from their company dollar, from their revenue, not profit.
• 54:10
  SPEAKER_01: So powerful.
• 54:10
  SPEAKER_01: And like just to think about where we're going with this, the fact we're just getting started, like that fires me up.
• 54:16
  SPEAKER_01: Getting out of bed knowing that we're actually really positively infecting 10,000 people in the real estate industry, and that's our goal.
• 54:24
  SPEAKER_01: And we have that opportunity to do that and also be financially rewarded for helping others succeed while we're building our businesses, while we're creating our brands, while we're servicing our clients to a high level, it's powerful.
• 54:37
  SPEAKER_01: And it's powerful to do it with the right people.
• 54:39
  SPEAKER_01: And it's been nothing but a joy doing it with you.
• 54:41
  SPEAKER_01: And just wrapping up here a little bit, speaking a little bit on that leadership, you know, um, how do you define, let's let's maybe look at Marjorie Corbin's leadership.
• 54:51
  SPEAKER_01: Like the leadership and how you understood leadership when you got into the business to where you are today.
• 54:57
  SPEAKER_01: How have you changed as a leader?
• 54:59
  SPEAKER_01: And what are some things that maybe people that are struggling with some leadership could take and learn from your story?
• 55:06
  SPEAKER_05: My leadership has stemmed from the ability to take control and be solutions-oriented.
• 55:16
  SPEAKER_05: Love it.
• 55:18
  SPEAKER_05: There is not a single problem that anyone can present to me that I will not be able to figure out.
• 55:25
  SPEAKER_05: May not be on my own, but I will figure it out.
• 55:28
  SPEAKER_05: To be a leader, you have to have that level of fearlessness and confidence in the sense of, and it's it's not an it's not an arrogance.
• 55:38
  SPEAKER_05: It's a, you know, you you come from a place of of serving others.
• 55:42
  SPEAKER_05: So when I think about leadership, and you know, that could range from agents on my team or serving clients.
• 55:50
  SPEAKER_05: And I I take a lot of control and a lot of lead on all my deals, and that's part of the white glove service.
• 55:57
  SPEAKER_05: It's like, I am going to handle everything from the cleaners to the painters to the landscaping to the staging to the photography.
• 56:05
  SPEAKER_05: You're not going to see anything but a Google Doc to see when these dates are done and what's getting crossed off the list.
• 56:12
  SPEAKER_05: And so when I think about leading my agents, um, you know, I don't have a a ton of experience in that yet.
• 56:20
  SPEAKER_05: I do think that my my mindset is something very valuable that I can offer them.
• 56:25
  SPEAKER_05: And then the biggest value add that I have is hey, like I've been in the trenches.
• 56:32
  SPEAKER_05: I've done the work.
• 56:33
  SPEAKER_05: I've put you have the receipts.
• 56:35
  SPEAKER_05: I've put in 100-hour work weeks and I I worked so hard for so long.
• 56:40
  SPEAKER_05: And so being able to go to an agent now that's been in the game two, three years and say, Hey, let me show you what worked for me.
• 56:47
  SPEAKER_05: Let me wipe away all this time that I wasted cold calling in an office by myself and let me show you how to convert these people organically.
• 56:57
  SPEAKER_05: Obviously, sphere is how I earn my business.
• 57:01
  SPEAKER_05: And so I train my agents to do the same thing.
• 57:04
  SPEAKER_05: And that could look like everything from helping with their socials, the message that they're getting across to negotiating a tough deal to sending my agents stuff off market.
• 57:14
  SPEAKER_01: So and that mental capacity, that mental the way you are just resilient and making the decisions, the hard decisions.
• 57:23
  SPEAKER_01: And that's what it means to be a leader, too, right?
• 57:25
  SPEAKER_01: You know, you're making those hard decisions, you're you're doing the things that others won't do because you have put in the time, energy, effort, have the receipts from it, that you're now in the best position to serve the person that you once were.
• 57:35
  SPEAKER_02: Yeah.
• 57:36
  SPEAKER_01: And it's been powerful to watch and it's been a lot of fun.
• 57:38
  SPEAKER_01: Um so let's just kind of wrap up here.
• 57:41
  SPEAKER_01: Two two more things.
• 57:43
  SPEAKER_01: Um, I think first and foremost, why should an agent that is struggling out there look for the right community?
• 57:54
  SPEAKER_05: Community is everything.
• 57:57
  SPEAKER_05: You don't need to struggle on your own.
• 58:00
  SPEAKER_01: Um not in the models today.
• 58:03
  SPEAKER_05: Yeah.
• 58:03
  SPEAKER_05: And I mean, there's there's a reason why you go to an expert and they can charge$10,000 for a 30-minute consultation is because they are they are the expert.
• 58:14
  SPEAKER_05: Um, and so for any agents that are struggling, you're not in the right environment, you're not surrounded by the right people, you may not be at the right brokerage, and it's a mindset, but it's up to you to evaluate your own life and see that you want more and you're not happy.
• 58:32
  SPEAKER_05: And you need to go find five people that are in a position where you want to be, and you need to add value to them before you ask for something in return and understand how they got to where they are and just get laser focused on your vision, no matter what that is.
• 58:53
  SPEAKER_05: I think clarity is so powerful, but definitely your environment.
• 58:57
  SPEAKER_05: And if you're struggling, I also want to say that like that's part of the business.
• 59:02
  SPEAKER_05: You gotta go through it.
• 59:03
  SPEAKER_05: Yeah, you got you have to, you have to put in the work.
• 59:06
  SPEAKER_05: There's no, you know, if, ands, or buts about it.
• 59:09
  SPEAKER_05: You might get a$3 million lead off of Instagram one day as a new agent, and that's amazing and great, but like you can blow that 120 real quick if you're not smart.
• 59:18
  SPEAKER_05: So I just think who you're surrounded by and being able to go to somebody who's in a position that you want to be in is everything.
• 59:25
  SPEAKER_05: And every I don't know a single agent that hasn't struggled.
• 59:28
  SPEAKER_05: I mean, except for like COVID years where it's like 15 offers on any listing.
• 59:32
  SPEAKER_01: I know, I know.
• 59:33
  SPEAKER_05: But it's part of the game.
• 59:34
  SPEAKER_01: You got to go through the process.
• 59:35
  SPEAKER_01: Yeah.
• 59:36
  SPEAKER_01: You got to be willing to go through the process.
• 59:38
  SPEAKER_01: And I guess let's let's wrap up on this.
• 59:40
  SPEAKER_01: Um, you've obviously have had an extremely successful career so far.
• 59:44
  SPEAKER_01: You're only getting started, right?
• 59:46
  SPEAKER_01: Um, we're building something special with the shift.
• 59:49
  SPEAKER_01: Corbin and Co.
• 59:50
  SPEAKER_01: is is flourishing, um, and the entire real estate industry is changing.
• 59:54
  SPEAKER_01: But you know, is there one decision if you could speak to a newer agent or an agent that is struggling?
• 1:00:03
  SPEAKER_01: That what is that decision that could actually change their trajectory?
• 1:00:09
  SPEAKER_05: I would say your environment, but also the discipline.
• 1:00:17
  SPEAKER_01: Tell me a little bit more about that.
• 1:00:18
  SPEAKER_05: So if you're starting out, you know, it's like where where is your business coming from?
• 1:00:26
  SPEAKER_05: Are you going to the gym and networking while you're there?
• 1:00:31
  SPEAKER_05: Um, like just getting very, very clear in the direction that you want to go in.
• 1:00:38
  SPEAKER_01: Um making that decision that you want to do it.
• 1:00:41
  SPEAKER_05: Yes, yeah, and and going all in and like and knowing that you're probably not gonna see results the first year, maybe in the second, but it's it's getting very, very clear about where you're going and and non-negotiable about that being a priority.
• 1:00:59
  SPEAKER_05: It's so easy to get distracted.
• 1:01:01
  SPEAKER_05: Like, you know, I've I've missed weddings, I've missed birthdays, I've missed football games.
• 1:01:07
  SPEAKER_05: Like, I don't care because I know the direction that I'm going and I know the goals that I want to hit, and I know the people that love and care about me and support me know that that's just her.
• 1:01:19
  SPEAKER_05: That's where she wants to go, that's what she wants to do.
• 1:01:21
  SPEAKER_05: And and when you get really clear about where you want your life to go, and it's not just real estate related, then the people that truly like love and care about you and support you need to help you get to that point.
• 1:01:35
  SPEAKER_01: I love it.
• 1:01:35
  SPEAKER_01: I love it.
• 1:01:36
  SPEAKER_01: And and making that decision that this is where I'm gonna go and being all in, and nothing's gonna stop me.
• 1:01:41
  SPEAKER_01: I remember when I was coming back down to Hilton Head starting to jump into real estate, I was like, I'll run through a wall, I'll do whatever it takes, right?
• 1:01:47
  SPEAKER_01: Like literally having that hunger and making that decision that nothing's gonna get in my way to get successful.
• 1:01:52
  SPEAKER_01: I'm gonna find the right people to get in front of.
• 1:01:54
  SPEAKER_01: I'm gonna surround myself with the people that are doing what I want to do.
• 1:01:57
  SPEAKER_01: And um, you know, I can just absolutely say it's been nothing but a joy to surround myself with people like yourself and grow and push each other and hold each other accountable.
• 1:02:07
  SPEAKER_01: And um I can't wait to have you back on the pod, you know, in a year and see how much further that you have come.
• 1:02:12
  SPEAKER_01: Um, and so make sure, guys, you check out Marjorie Corbin on Instagram.
• 1:02:16
  SPEAKER_01: How can they find you on Instagram, Dre?
• 1:02:18
  SPEAKER_05: At Marjorie Corbin underscore realiter.
• 1:02:20
  SPEAKER_01: And follow us for at officially the shift to see all that is happening behind the scenes with the shift.
• 1:02:26
  SPEAKER_01: Anything else you want to say to anybody listening out there, Dre?
• 1:02:30
  SPEAKER_05: Thank you for having me.
• 1:02:31
  SPEAKER_05: You're an inspiration.
• 1:02:32
  SPEAKER_05: I'd be here if it wasn't for you.
• 1:02:34
  SPEAKER_01: Let's keep crushing it.
• 1:02:35
  SPEAKER_01: We're gonna go uh hop in the G-Wag and shoot some other content, right?
• 1:02:39
  SPEAKER_01: All right, guys, thanks for tuning in.
• 1:02:40
  SPEAKER_01: If you enjoyed the podcast, make sure to subscribe and share this with a friend.
• 1:02:44
  SPEAKER_01: And we will be back here shortly with some more amazing guests that we will talk about building long-term wealth and creating freedom through all things real estate.
• 1:02:52
  SPEAKER_01: Brandon, out of the video, and it's a good idea.