Latest / Massive Agent Podcast / How to Build a 7-Figure Mega Team w/ Dan Lesniak

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How to Build a 7-Figure Mega Team w/ Dan Lesniak · Massive Agent Podcast

0:00
SPEAKER_01: On this episode, we are talking real estate investment, real estate development, really what agents should be doing and thinking about and working towards while you're selling homes.
0:10
SPEAKER_01: Whether you're a solo agent or you are part of a team or you're building a sales team, there are levels to this game.
0:17
SPEAKER_01: So today we're going to be talking with Dan Lesniak from the Carrie Scholl team in the Washington, D.C.
0:22
SPEAKER_01: area.
0:22
SPEAKER_01: They've sold thousands of homes.
0:24
SPEAKER_01: They sell hundreds and hundreds of homes every single year.
0:27
SPEAKER_01: And we're talking hundreds and hundreds of million dollars in production.
0:30
SPEAKER_01: They are one of the most successful teams in the country.
0:33
SPEAKER_01: And they're getting into real estate development.
0:36
SPEAKER_01: Okay.
0:37
SPEAKER_01: They are what some people would say, why are you doing that?
0:40
SPEAKER_01: Like, why aren't you just focused on, you know, what's what's working?
0:43
SPEAKER_01: Well, he'll explain that.
0:44
SPEAKER_01: What you might think is a distraction may actually complement what you're already doing, but you have to have the perspective.
0:50
SPEAKER_01: And that's what this episode's meant to do.
0:52
SPEAKER_01: So it's important that you guys, whether you're a brand new agent or you've been in the industry for 10 years, you're still solo and you're working at building and growing, you need to begin with the end in mind.
1:01
SPEAKER_01: This episode is meant to give you some idea of what the end could look like so you can start moving in that direction too.
1:08
SPEAKER_00: The massive agent podcast.
1:11
SPEAKER_00: We need generations different strategies to get you more leads and sell more homes.
1:16
SPEAKER_03: I love to buy houses, I like to sell houses.
1:25
SPEAKER_00: I've got better and better.
1:28
SPEAKER_00: Have I got your attention now?
1:30
SPEAKER_00: Here's your host, Dustin Brohm.
1:34
SPEAKER_01: What is up, everybody?
1:35
SPEAKER_01: Welcome to episode 220 of the Massive Agent Podcast.
1:39
SPEAKER_01: I am your host, Dustin Brohm.
1:40
SPEAKER_01: I'm an agent in Salt Lake City, Utah, and uh I'm excited for this episode today.
1:45
SPEAKER_01: It's been a it's been really important to me since I, you know, I launched this show, and I was just going to share marketing tips and advice.
1:53
SPEAKER_01: And it's evolved from there.
1:54
SPEAKER_01: Um, it's my passion with this show, my objective is really to help you not just to sell a bunch more homes through marketing, through lead generation and all that, but to become a more profitable real estate agent.
2:07
SPEAKER_01: How to run an actual business, like teaching you that you're an entrepreneur and not just, you know, running your own job is very important.
2:13
SPEAKER_01: And there's so many agents out there that build massively profitable and successful businesses that they can remove themselves from.
2:21
SPEAKER_01: And then they start working on a mortgage company, title company, real estate investment, uh, real estate development.
2:28
SPEAKER_01: And you start doing all those things that complement each other, but you have to know what's possible first.
2:33
SPEAKER_01: A lot of you guys are beating your head against the wall every single year, getting brain damage, just like, how can I sell five more homes than last year?
2:40
SPEAKER_01: How can I sell, if I sold 20 homes this year, how can I sell 40 next year?
2:43
SPEAKER_01: And you're just thinking too small, to be totally honest.
2:46
SPEAKER_01: You're just thinking too small.
2:48
SPEAKER_01: So today we're gonna bring on Dan Lesniak from the Kerry Scholl team.
2:52
SPEAKER_01: He's uh founder of the Hyper Fast Agent.
2:54
SPEAKER_01: They do uh they have a great coaching program over there.
2:57
SPEAKER_01: They have uh a podcast, the Hyper Fast Agent Podcast, and they sell thousands of homes.
3:02
SPEAKER_01: Thousands of homes.
3:03
SPEAKER_01: They they sell hundreds and hundreds every year, hundreds and hundreds of millions of dollars worth of real estate sales every year.
3:10
SPEAKER_01: And some from the outside looking in say, Why the hell would you take your eye off the ball and start working on real estate development?
3:19
SPEAKER_01: Why would you be building apartment buildings?
3:21
SPEAKER_01: Why would you be building these projects?
3:23
SPEAKER_01: Isn't that a distraction?
3:24
SPEAKER_01: Well, Dan's here to tell you, no, it's actually a compliment and it helps everything work together.
3:30
SPEAKER_01: It's important to begin with the end in mind, but you have to know what the end could potentially look like.
3:35
SPEAKER_01: So this is uh this is meant to expand your expand your mind and and hopefully raise the level of your goals and what you're trying to do.
3:45
SPEAKER_01: I know what it's like to be an agent just beating your head against the wall, trying to sell more homes every single year.
3:50
SPEAKER_01: But if you don't know what you're doing and you you don't see what other options are out there, which business models and team structures and all of that, if you don't know what's available to you, you're just gonna keep doing the same shit, which increases how much of your time is required.
4:03
SPEAKER_01: If you just like, how can I sell 20?
4:05
SPEAKER_01: If if I only sold 10 homes last year, how can I sell 20?
4:09
SPEAKER_01: Usually that for most agents that just do more, you're doing twice the amount of work.
4:14
SPEAKER_01: Well, what if you didn't have to?
4:16
SPEAKER_01: Okay.
4:17
SPEAKER_01: This is a great conversation with Dan, and uh, and I hope you guys can expand your expectations of yourself.
4:24
SPEAKER_01: Super important.
4:25
SPEAKER_01: There's there's so much abundance in this industry, there's so many great businesses, but you first have to see yourself as a business.
4:32
SPEAKER_01: I'm really excited for this one.
4:33
SPEAKER_01: Um right now, guys.
4:35
SPEAKER_01: So on a personal note, I'm in the middle of selling my house.
4:37
SPEAKER_01: My house is on the market.
4:38
SPEAKER_01: It's really interesting being uh, you know, on the other side.
4:42
SPEAKER_01: Um, you know, I've I've sold an investment property before, but never my own personal residence.
4:47
SPEAKER_01: And, you know, I've been an agent for 11 years.
4:49
SPEAKER_01: This is the first time I've sold my primary residence as an agent.
4:52
SPEAKER_01: It's weird when you fully expect everything and you know what's going on and all of that, but now your own emotion and your wife's emotions are involved.
5:00
SPEAKER_01: It's just a different deal.
5:01
SPEAKER_01: So I'm gaining a lot more understanding and empathy for seller clients, and that's just helpful.
5:06
SPEAKER_01: I'm not saying that you have to have sold your own property before to be a great listing agent, but it sure as hell helps to have that perspective of what it's actually like and the stresses you deal with, getting the house ready for showings, especially if you have kids.
5:19
SPEAKER_01: Oh my God.
5:20
SPEAKER_01: It and all of that, like dealing with all the offers and everything, it's it's crazy.
5:26
SPEAKER_01: It's all good because we're growing and you know, moving up in life and we're gonna be getting more space in a better neighborhood, all that good stuff.
5:34
SPEAKER_01: But in the meantime, it's stressful.
5:36
SPEAKER_01: Very interesting.
5:37
SPEAKER_01: So if you guys are not yet following me on Instagram, please do at Massive Agent.
5:42
SPEAKER_01: Notice that I did not say at the Massive Agent.
5:46
SPEAKER_01: Yes, I got my original Instagram username back.
5:49
SPEAKER_01: So in previous episodes, I told you to follow me at the MassiveAgent.
5:53
SPEAKER_01: Don't do that.
5:54
SPEAKER_01: Okay.
5:55
SPEAKER_01: I changed.
5:56
SPEAKER_01: If you were already following me, it changed over automatically.
5:58
SPEAKER_01: There's nothing you need to do.
5:59
SPEAKER_01: But if you're looking to connect with me on Instagram now, just search for at MassiveAgent, connect with me, follow me.
6:05
SPEAKER_01: And I'm sharing a lot of this journey and a lot of my thoughts and video of my wife listening in through the cameras in our house to the showings and how funny that is.
6:14
SPEAKER_01: I'm showing all that in my stories.
6:16
SPEAKER_01: So make sure you go over there and connect with me and uh let me know if if you're just connecting for the first time, um, shoot me a DM and say, you know, you listen to the podcast and you're connecting, would love to meet you and connect.
6:28
SPEAKER_01: All right, guys, before we get into it, uh, we're gonna be talking about leveling up and expanding your expectations of what of what you're capable of and what's possible in this industry.
6:39
SPEAKER_01: One of the things that that's gonna, if you are trying to do the same thing, if you're trying to level up and just grow and expand, you're gonna need some tools to help you do that.
6:48
SPEAKER_01: You'd better have a platform that is built for growth to help you do that.
6:52
SPEAKER_01: If you're trying to use an Excel spreadsheet or, you know, a$29 a month Realty Juggler CRM or something that's 10 years outdated, you can't expect that to keep up with the new demands that you're gonna have as you build a team and scale and build a business and all that.
7:09
SPEAKER_01: There's a tool out there called Follow Up Boss that I highly recommend for every agent, whether you have a CRM already or not.
7:15
SPEAKER_01: It's so much more than a CRM.
7:17
SPEAKER_01: It's a business building scaling platform for real estate agents.
7:21
SPEAKER_01: They have all the bells and whistles, including those that you don't even know you need.
7:25
SPEAKER_01: Okay, they have tools in there, they have reports, they have all the all this cool stuff that you may not even know a CRM was possible of having.
7:33
SPEAKER_01: I didn't even say that right.
7:35
SPEAKER_01: You didn't even know it was possible for a CRM to have this stuff.
7:37
SPEAKER_01: There we go.
7:38
SPEAKER_01: Nice, nice Dustin.
7:40
SPEAKER_01: So, how do you how do you find out?
7:42
SPEAKER_01: Does this follow-up boss thing work for you?
7:44
SPEAKER_01: Well, good thing they're partners of the show.
7:47
SPEAKER_01: They are they are here to hook you guys up with a 30-day free trial of follow-up boss, no credit card required.
7:53
SPEAKER_01: They're so confident that their platform kicks ass.
7:57
SPEAKER_01: They just want you to try it.
7:58
SPEAKER_01: So they're not putting any friction between you and trying it.
8:01
SPEAKER_01: They're they're like, don't even put it in your credit card, just sign up, try it for 30 days, and if you like it, continue.
8:07
SPEAKER_01: All you have to do is go to MassiveAgent Podcast.com slash follow up boss.
8:12
SPEAKER_01: That's MassiveAgent Podcast.com slash follow up boss.
8:17
SPEAKER_01: Get your 30-day free trial.
8:18
SPEAKER_01: If you don't use that link, if you just go to their website, you're only getting a 14-day trial.
8:23
SPEAKER_01: Go get the 30-day free trial.
8:25
SPEAKER_01: And then follow up boss, thank you for supporting the show and supporting the listeners of the show by um by hooking them up with that 30-day trial.
8:33
SPEAKER_01: I've gotten a ton of amazing feedback and stories from you guys that you thought you were good with your CRM.
8:38
SPEAKER_01: You're like, oh, this is actually pretty good.
8:39
SPEAKER_01: And then you go try follow-up boss and you're like, oh my God.
8:41
SPEAKER_01: So this is why all the top teams and all the top producers use follow-up boss.
8:45
SPEAKER_01: It's amazing.
8:46
SPEAKER_01: And you may not realize that it can be amazing because you're satisfied where you're at.
8:50
SPEAKER_01: So go try it free while you can.
8:53
SPEAKER_01: All right, guys, let's get into the interview right now with Dan Lesniak, Hyper Fast Agent.
8:58
SPEAKER_01: Really good conversation to help you guys expand what you think you can do as a realtor.
9:04
SPEAKER_01: Let's jump into it.
9:06
SPEAKER_01: All right, guys, I'm here with Dan Lesniak, co-founder of the Kerry Scholl Real Estate Team in the Washington, D.C.
9:12
SPEAKER_01: area.
9:12
SPEAKER_01: He is the founder of the Hyper Fast Agent Podcast and Media Company.
9:18
SPEAKER_01: And uh they just did an event down in Florida, which looked pretty awesome.
9:21
SPEAKER_01: So, Dan, I'm glad to have you back on the show, my friend.
9:24
SPEAKER_01: How are you doing?
9:25
SPEAKER_02: Great, I'm excited to be here as well.
9:28
SPEAKER_01: Awesome, awesome.
9:29
SPEAKER_01: Well, today, today I want to talk about some uh you know, kind of some nerdy stuff, like the direction that that I think the industry's going in and and how certain technology that's fairly new will affect what we do as real estate agents and will affect um housing in general.
9:46
SPEAKER_01: Um it's there's just so much change happening right now, as we were kind of talking about before we before we hit record.
9:52
SPEAKER_01: There's so much change.
9:53
SPEAKER_01: It's happening so fast.
9:54
SPEAKER_01: And I think that that conversation will be very helpful.
9:57
SPEAKER_01: Um before we do that, anyone who has not heard the first episode you were on, uh, which is great, by the way, we'll we'll link to that in the show notes.
10:06
SPEAKER_01: Um, you you and your you and your wife run a very um successful, very large, very uh high-powered, if you will, real estate team in the in the DC area, right?
10:17
SPEAKER_01: Why don't you tell us a little bit about that?
10:20
SPEAKER_02: Sure.
10:20
SPEAKER_02: So we've we've been running the the Carrie Scholl team.
10:24
SPEAKER_02: Well, I guess Carrie founded it in I think 2009.
10:27
SPEAKER_02: I met her in 2013 after my first year in in real estate.
10:34
SPEAKER_02: And then about a year after that, we merged our our teams.
10:37
SPEAKER_02: We each were building separate teams and businesses.
10:41
SPEAKER_02: We've been, I think, the number one selling team in the DC market for five or six years now.
10:46
SPEAKER_02: Last year, we did about 1100 deals, I think about 700 million or so in volume.
10:54
SPEAKER_02: So that that business has grown tremendously.
10:58
SPEAKER_02: And then, really, for the last two or three years, I've been focused on real estate development as well as Library Fast Agent Coaching Company.
11:04
SPEAKER_02: So we've got about 150 condos or so in our pipeline right now that we're building primarily in the DC market.
11:12
SPEAKER_02: And then I guess the other thing to kind of highlight, I can't remember when I was on the show last, but we've been it was a couple years ago, probably.
11:20
SPEAKER_02: Yeah.
11:20
SPEAKER_02: So we've we've been running the team primarily from Florida.
11:24
SPEAKER_02: So in 2018, we bought an Airbnb house in South Florida.
11:28
SPEAKER_02: We would come about once every three or four months.
11:32
SPEAKER_02: We happened to be coming down um March of 2020 for like it was gonna be like a week or two.
11:39
SPEAKER_02: Yeah, and we just stayed for like three months.
11:44
SPEAKER_02: So good call.
11:45
SPEAKER_02: And and then we started running the team virtually.
11:47
SPEAKER_02: Well, Arlington was one of the most restrictive places, you know, until you crossed the river in DC.
11:53
SPEAKER_02: And for a while, uh, I think the first like three months, you couldn't you couldn't have more than 10 people in an office.
12:01
SPEAKER_02: And we had we had over 100 people on our team around that time.
12:04
SPEAKER_02: So uh we we got used to weekly Zoom meetings, trainings, and and you know, everything virtual, and then it just kind of progressed into something that that became permanent.
12:20
SPEAKER_02: So now we're we're running that team while living in in those businesses while living in Florida.
12:27
SPEAKER_01: So cool.
12:28
SPEAKER_01: Okay, cool.
12:28
SPEAKER_01: Well, I I'm gonna call it a little audible today because I want to hear also about the development you're doing, the real estate investment direction that you and your company have gone in, um, because I think that's so important to do.
12:41
SPEAKER_01: Um, anyone that's been following me on social has has heard me talk about my screw ups over the last 11 years of being an agent.
12:49
SPEAKER_01: I got into this business because uh we bought a house, went to flip it, the realtor we were working with overvalued it.
12:57
SPEAKER_01: It wasn't actually worth that.
12:59
SPEAKER_01: So we couldn't sell it for a profit.
13:00
SPEAKER_01: We ended up holding it as a rental, which was a very nice thing.
13:04
SPEAKER_01: Actually, we were cash flowing 600 a month on that one, that one door.
13:09
SPEAKER_01: But um ever since then, I've I've done jack shit with real estate investment, even though we're surrounded with it all day long.
13:16
SPEAKER_01: And I this is so true for so many agents.
13:18
SPEAKER_01: And this year, uh, you know, just seeing what prices have done, like with the home that I live in now, how it's more than doubled in price in the last five years, and and this is just common.
13:29
SPEAKER_01: Like, how ridiculously wasted is this opportunity for agents?
13:34
SPEAKER_01: And so I I want to talk about that a little bit.
13:36
SPEAKER_01: Um, real quick, you mentioned back in 2020, you had uh like a hundred or so agents on your team.
13:43
SPEAKER_01: How how big is your team?
13:44
SPEAKER_01: How many agents and staff would you say you guys are at right now?
13:47
SPEAKER_02: Well, we I I I think I said a hundred people people, yes.
13:52
SPEAKER_01: Yeah, not just agents, but agents and staff, right?
13:55
SPEAKER_02: Okay, and and prior to COVID, we were right around that mark.
13:59
SPEAKER_02: Right, right now, I think we're close to about 80 agents and probably around 40 staff and admins.
14:06
SPEAKER_02: So about 120 people together total.
14:10
SPEAKER_02: Um in the real estate business.
14:12
SPEAKER_02: Now, the development business, there's another, I think, 10 or 11 people in that in that business as well.
14:18
SPEAKER_02: And then the coaching business, hyperfast agent, uh, we've got, I believe, four or five people total.
14:26
SPEAKER_02: So I guess when you add them all up, it's probably about 135 or so people.
14:30
SPEAKER_01: Excellent.
14:31
SPEAKER_01: Okay.
14:31
SPEAKER_01: So here here's why I ask from you know, the average agent, the average solo agent, the the average listener to this show is a solo agent who's building, and they're they're um, they're they're trying to figure out how do they go to the next level, and then the next level after that.
14:49
SPEAKER_01: How do they how do they scale?
14:50
SPEAKER_01: How do they get more business?
14:51
SPEAKER_01: They're in that building phase.
14:53
SPEAKER_01: So when we look at an agent like yourself, you know, that's running a true business, a a real estate team that's a that's a real business, like you're not sitting in um in living rooms doing listing presentations anymore, are you?
15:08
SPEAKER_02: That you know that that's that's a thing of the past, right?
15:13
SPEAKER_02: I I can't remember when my last listing appointment was.
15:16
SPEAKER_02: I think it was probably five years ago.
15:18
SPEAKER_01: Right.
15:19
SPEAKER_01: You're you're running a business now instead of being the practitioner within the business, and and that's such an important distinction.
15:27
SPEAKER_01: But to the average agent, they might think, okay, well, you're doing so well, you know, it it looks like you're you're growing like crazy, you're thriving, it's a successful business.
15:39
SPEAKER_01: Why would you then um distract yourself with going into something like real estate development and real estate investing?
15:47
SPEAKER_01: Can you walk us through, you know, why you why you why you think that that's important to do?
15:54
SPEAKER_02: Well, there are a number of reasons.
15:56
SPEAKER_02: So like once once you kind of build your main machine up, uh it takes a lot less effort to to add on if it's if it's something related to it, right?
16:05
SPEAKER_02: Like you can add mortgage partnerships, you can add title joint ventures relatively easily.
16:13
SPEAKER_02: Uh, on the development side or investing side, if you're if you're selling a decent amount of homes every year, you're getting you're getting a lot of looks before deals go to the market.
16:27
SPEAKER_02: So why not take advantage of of the good ones, right?
16:33
SPEAKER_02: And um, you know, you've already built in the apparatus to find deals, so and you already know how to sell them, right?
16:42
SPEAKER_02: Or or rent them.
16:43
SPEAKER_02: So at that point, you just have to find, you know, you just have to find the operation or or or building part of it, which you know, my main role in the development business really is to make sure the deals that people bring me are good and then raise capital for them.
17:01
SPEAKER_02: Yeah, I don't my my sales team sales them, um, the development team builds them.
17:10
SPEAKER_02: So it's it's um it just makes sense to add on, and it's another source of income.
17:15
SPEAKER_02: And right now, especially, like I'm I'm glad we have a lot of units coming because listings are are hard to come by in every market, I think.
17:24
SPEAKER_02: So these these really help the team as well, right?
17:27
SPEAKER_02: Because it's it's more open houses, more more buyer leads that come in.
17:30
SPEAKER_02: So it it all they all kind of feed each other.
17:33
SPEAKER_01: Great point.
17:34
SPEAKER_01: I hadn't thought about that actually helping the team out with uh you know adding opportunity for more inventory to to service clients.
17:41
SPEAKER_01: That's uh that's a great point.
17:43
SPEAKER_01: So as you've gone through this process, you you've built a very successful team, one of the top in the uh top teams in the country, you've branched out, and um you know what what are some of the things now looking backwards that you wish you knew as a solo agent?
17:59
SPEAKER_01: Like teeth teach us and educate us a little bit.
18:02
SPEAKER_01: Like if you were a solo agent again, would you do things differently?
18:06
SPEAKER_01: Would you have sped up, you know, uh going in the direction of investment or development?
18:11
SPEAKER_01: Like talk about that.
18:13
SPEAKER_02: I I would have well uh I would have hired sooner.
18:18
SPEAKER_02: I didn't I didn't hire till I was about a year or so in.
18:23
SPEAKER_02: And I I would have done it sooner.
18:25
SPEAKER_02: Like as soon as you have enough profit, right?
18:29
SPEAKER_02: I I think I think you should, you know, make your first hire, your second hire.
18:33
SPEAKER_02: So I I I didn't wait too long though, but I I if I was doing it again, I would have I would have hired quicker.
18:40
SPEAKER_02: Um I would have scaled development a little bit quicker.
18:45
SPEAKER_02: Like I think I did one deal my first year.
18:49
SPEAKER_02: You know, I was doing about a deal a year, right?
18:52
SPEAKER_02: Uh until about probably four years ago.
18:56
SPEAKER_02: Then I started to do two or three, and then now four or five, and they're bigger.
19:02
SPEAKER_02: They're usually like 10 units on average that we're getting it per deal.
19:06
SPEAKER_02: So I would have done it, I would have I would have used other people's money faster.
19:10
SPEAKER_02: I I think the first thing I raised money on was in year five.
19:17
SPEAKER_02: And you know, going out, finding people that that know, like, and and trust you and and will partner with you as an investor uh is extremely valuable for them and and for you.
19:30
SPEAKER_02: So I would have done that quicker, I would have, and I would have hired quicker from the agent side.
19:37
SPEAKER_01: I I hear that a lot, actually.
19:39
SPEAKER_01: And you know, it makes sense because now you've learned the ropes and and you can condense time were you to do it again, you've kind of learned what to do, what not to do, what you should have done, what you, you know, all that.
19:50
SPEAKER_01: Um, and that's cool.
19:51
SPEAKER_01: It just for clarity, I want to make sure that we don't assume that certain concepts are understood.
19:57
SPEAKER_01: Uh, but is there a difference between real estate investment and real estate development?
20:03
SPEAKER_01: You know, what what's the real difference there with what you're doing?
20:06
SPEAKER_02: There is.
20:06
SPEAKER_02: Um I I consider most of what I'm doing development, although I I do have investments outside of that that I'm pretty actively involved in.
20:17
SPEAKER_02: But I I think on development, um a lot of times it's it is developed to sell, right?
20:24
SPEAKER_02: So you're you're kind of like a flipper just at a at scale.
20:30
SPEAKER_02: There are some developers, of course, that develop to to hold, you know, they're developing it to rent.
20:36
SPEAKER_02: Um we're not doing a ton of that because a lot of what we're doing is in the DC market, and um we just we just like selling there better.
20:48
SPEAKER_02: You know, the margins are pretty are pretty good.
20:50
SPEAKER_02: So, you know, to to me though, the the the the main difference, if if you're if you're buying to to flip or or to to you know building to to sell at the end, uh it's it's you're like the agent who's still out there doing deals, right?
21:10
SPEAKER_02: As soon as you stop, the the money stops.
21:14
SPEAKER_02: So that's the that's kind of the big difference between owning a business, you know, and and getting passive income.
21:23
SPEAKER_02: So the on the investment side, we we've you know, we started really our first really great investment was the Airbnb in Florida.
21:31
SPEAKER_02: When we moved down to DC to from DC to Florida, we we started Airbnb our um our Arlington house, and now we've got three more Airbnbs down in Florida.
21:44
SPEAKER_02: And I really love those for investing, just because the cash flow is so much greater.
21:51
SPEAKER_02: But there's you know, there really is a big difference between, I would say, development where you're gonna sell at the end, and invest.
22:00
SPEAKER_02: Investing and and you know, like I said, as soon as you stop developing, the money stops coming in.
22:06
SPEAKER_01: Right.
22:07
SPEAKER_01: So so development, development is you're building something new, right?
22:12
SPEAKER_01: You're creating a new piece of property.
22:16
SPEAKER_02: Essentially, yeah.
22:18
SPEAKER_02: We're doing infill.
22:20
SPEAKER_02: So it's you know, we're buying existing stuff that's that's old or needs to be repurposed, and we're converting to larger, more luxury condos.
22:30
SPEAKER_02: Awesome.
22:30
SPEAKER_02: But it's but it's essentially ground up construction.
22:33
SPEAKER_02: So you're you know, you're looking at six, seven, eight months of permitting, then at least that much time building, more now, because the supply chain is so screwed up.
22:41
SPEAKER_02: So yes, it's it's a long, it's a long process.
22:46
SPEAKER_01: Okay.
22:47
SPEAKER_01: Uh what I think to just to zoom out, like what you're doing is so interesting that I I never had perspective like this when I was a fairly new solo agent.
23:00
SPEAKER_01: I just thought that literally the ladder of success and the only ladder of success was sell a bunch of homes by yourself, then become a broker, then start your own brokerage.
23:12
SPEAKER_01: And then I started to see teams in like the the mid 2010s.
23:17
SPEAKER_01: I I really started to notice these teams, and I was like, wait a minute, they're basically building a brokerage within a brokerage.
23:23
SPEAKER_01: That's interesting.
23:23
SPEAKER_01: I like that better.
23:24
SPEAKER_01: So I was gonna move in that direction.
23:26
SPEAKER_01: And then I start seeing all this other stuff, like all these other different ways.
23:30
SPEAKER_01: And it's it would have been so helpful for me when I first got into the business to see, okay, one day, like if I really learn what's going on and understand the market and and am known in the community, and we're having conversations with property owners and sellers, that it could lead to becoming a developer, it could lead to an investment business where I'm building a portfolio of rentals.
23:55
SPEAKER_01: Um, I just didn't understand that.
23:57
SPEAKER_01: And I think that that's so common.
23:59
SPEAKER_01: Why do you think that so many agents don't participate in buying their own investments?
24:07
SPEAKER_01: They're around real estate all day.
24:08
SPEAKER_01: Why aren't they playing?
24:11
SPEAKER_02: I I think there's a lot of reasons.
24:13
SPEAKER_02: I I think some aren't creative enough, like they they don't have you know, they don't have two years of the income at the level needed for traditional loans, so they don't, or and and or the the equity, and they don't think of other ways to to buy deals, like they don't think of raising equity, they don't think of you know commercial loans, they don't think of seller financing.
24:39
SPEAKER_02: So I think part of it's that uh part of it's probably they they're so busy selling real estate, right?
24:47
SPEAKER_02: Because they um they they've never hired, right?
24:53
SPEAKER_02: So if you haven't hired, then you don't have a you don't have a business, you know, you don't have predictable income.
25:01
SPEAKER_02: You're you're a highly compensated but but highly stressed and overworked, you know, salesperson.
25:08
SPEAKER_02: So I think part of it's like they've they've never built a real estate business, so they don't have like the time and the space to to go out and really focus on being an investor.
25:24
SPEAKER_01: That's that's well put.
25:25
SPEAKER_01: For me, it was both.
25:26
SPEAKER_01: You know, I I assumed I wouldn't qualify.
25:28
SPEAKER_01: I was like, yeah, my credits kind of uh um, but it'll be better next year.
25:32
SPEAKER_01: So I'm just gonna focus on selling more, selling more, selling more.
25:35
SPEAKER_01: I need to make more money, I'll buy a property next year.
25:39
SPEAKER_01: And pretty soon that next year's turned into 10.
25:42
SPEAKER_01: And you know, the property you could have bought for 80 is now selling for 700 in Salt Lake City, Utah.
25:49
SPEAKER_01: I've actually seen that.
25:51
SPEAKER_01: And it's it's crazy.
25:52
SPEAKER_01: Now that that might be an extreme example, or not.
25:55
SPEAKER_01: Uh that's just what I've watched happen since you know the the recovery from the great the great recession to what it is now, and prices are just insane.
26:06
SPEAKER_01: And I sat on the sidelines.
26:07
SPEAKER_01: I I helped other people do it, and just said, well, I'll do it later.
26:11
SPEAKER_01: I'm too busy.
26:12
SPEAKER_01: So both of those points are fantastic.
26:15
SPEAKER_01: You mentioned hiring.
26:17
SPEAKER_01: What are some of the first hires a solo agent should make so that they can start actually having a business rather than being an employee of their own business?
26:24
SPEAKER_02: Yeah, the the first two need to be administrative and or inside sales agents or or combination of those.
26:33
SPEAKER_02: But you you need someone that can you know do the schedule, do the emails, do contracts, help with marketing, right?
26:42
SPEAKER_02: And you need someone else that can do phone calls for you, uh, whether they're cold, whether they're you know warm or or hot, you know, no matter what type of lead you are.
26:52
SPEAKER_02: Um, you need to scale those two things first so that you can go from two deals, you know, one or two deals a month to three or four or five.
27:01
SPEAKER_02: And then once you've done that and you've started to build some systems, then you go out and you you build a buyer's agent.
27:07
SPEAKER_02: Most people go out and get the buyer's agent first, though.
27:10
SPEAKER_02: So now they have now they're the admin for themselves and for that um buyer's agent.
27:18
SPEAKER_02: So that that typically doesn't work.
27:22
SPEAKER_02: You know, maybe some maybe there's people out there that have made it work, but you know, the problem is if you if you do it that way, um you're gonna be focused on more administrative and management task and instead of you know making it rain, going out and getting more leads.
27:41
SPEAKER_02: And you know, so you need to, and and the reason they do it, by the way, the reason people go out and hire the buyer's agent first is because they can get them you know without salary.
27:52
SPEAKER_02: But if if you're selling two or three homes a month or or one or two, depending on the market, you know, you're gonna be making 150 to 250 in most cases, right?
28:03
SPEAKER_02: So why are you worried about going out and hiring an admin for 40 grand a year?
28:09
SPEAKER_02: Um you know, it's if you do it right too, you're gonna you're gonna get a an ROI on them in like the first 90 days.
28:17
SPEAKER_02: So um go get the admin, go get the ISA, you know, get get too much business for you to do with help, then go out and get other people to do it for you.
28:29
SPEAKER_01: Perfect.
28:30
SPEAKER_01: Perfect.
28:31
SPEAKER_01: That that makes so much sense.
28:32
SPEAKER_01: Uh do you believe that when you're making your first buyer agent hires that you should hire more than one?
28:39
SPEAKER_01: Like if you like start with three.
28:41
SPEAKER_01: I I've heard some some people say start with three because one or two might quit, and then you don't want it all dumped back onto your lap.
28:48
SPEAKER_02: If you can if you can give enough leads and support and training to to three, then I would I'd go out and get three right away, but not until you've got the admin, the ISA, the inside sales agent, uh, and then maybe more support if it's gonna be three right off the bat.
29:07
SPEAKER_01: Yes, okay, that that makes sense.
29:09
SPEAKER_01: Uh, I want to transition a little bit to um the the future, you know, done to done.
29:14
SPEAKER_01: Uh you're you're one of the few people that I that I follow and engage with regularly on Twitter, and you know, a lot of the the stuff that that you post or that I see is it's related to NFTs or cryptocurrency, blockchain, metaverse, you know, just where society is moving.
29:34
SPEAKER_01: And I'm really interested with how how that works within real estate.
29:38
SPEAKER_01: So um, with everything you're doing, everything you're seeing right now, you know, what are you most either excited about for you know the progression within our industry, or you know, what do you see coming that agents that most agents just don't?
29:54
SPEAKER_02: So there's there's a lot out there, and you know, there's there's probably too much way better resources than myself on this topic.
30:04
SPEAKER_02: Personally, you know, I I like I like Bitcoin and Ethereum just because I I feel like they have the longevity and the the track record compared to some of the other alternative coins out there.
30:17
SPEAKER_02: You know, I I do think if if you've invested in your business, if you've invested in real estate and you're an agent and you you have an overflow, like I I like having a couple percentages, you know, of your of your net worth in to some of these areas we're talking about now.
30:35
SPEAKER_02: I don't I don't think it should go to like 50%, but if you're in that like one to ten percent area, I think that's a good a good um a good place to start anyway.
30:48
SPEAKER_02: If it if it goes to zero, you're not gonna take that big of a hit, but if it if it you know, if it does what people think it might do, your net worth will double or triple with just that small amount.
30:59
SPEAKER_02: So you know, I I like the strategy maybe of of a little bit in Bitcoin, a little bit in Ethereum, and then I I've heard other people talk, and I don't have the time to do this, but of of kind of investing in those alternative uh cryptocurrencies.
31:13
SPEAKER_02: They call them altcoins or some people call them shit coins, but um you know if if you if you had enough time to or or or the right person to follow, I guess, and you went and bought like 50 of those, right?
31:25
SPEAKER_02: Maybe one of them will hit, and when it does, you you kind of take some off the table and put it back into Bitcoin and Ethereum.
31:31
SPEAKER_02: So, you know, I I I like those just as kind of a thumbs down on the central bank and and you know, maybe a way to be out on under the out out outside of the control of centralized governments, although they seem to be trying to get their way in.
31:51
SPEAKER_02: Um, so we'll see what happens with that.
31:54
SPEAKER_02: And then I think there's this whole nother interesting phenomena that that's probably still really early uh going on with NFTs and with digital real estate in the metaverse.
32:09
SPEAKER_02: I have not made investments in those yet.
32:14
SPEAKER_02: I've done a lot of like lurking, I guess, or looking and kind of seeing what other people are doing.
32:21
SPEAKER_02: Um you know, we we talked, I think, pre-show about some of the different applications.
32:26
SPEAKER_02: I I I've seen syndications now that instead of going out and doing private placement memorandums and all of that, they they raise money by selling a token, right?
32:38
SPEAKER_02: That gets you a certain percentage of the you know cash flow of of the building or whatever asset it is.
32:47
SPEAKER_02: So that I think is kind of cool.
32:50
SPEAKER_02: I've seen a lot, I've seen other people invest in digital real estate.
32:55
SPEAKER_02: I I you know, I I don't I don't yet know how that will work long term.
33:00
SPEAKER_02: Like I don't I don't know why you would need to go rent the digital real estate.
33:04
SPEAKER_02: So right you know there's that so I have still some questions around it.
33:08
SPEAKER_01: Right.
33:09
SPEAKER_01: Uh I'm with you.
33:10
SPEAKER_01: I mean a lot of that stuff is is gambling right now.
33:14
SPEAKER_01: People have no like there's not a real use for it, especially those shit coins that you mentioned, you know, the altcoins, like it's gambling.
33:22
SPEAKER_01: It let's let's be honest, it's gambling.
33:23
SPEAKER_01: You think that if you put in a thousand bucks, you hope it's gonna go to 100k, and there's really nothing behind it.
33:29
SPEAKER_01: Um, you just hope that you know uh momentum and uh and attention, you know, grows the thing.
33:36
SPEAKER_01: Maybe it doesn't.
33:37
SPEAKER_01: I've had some of those that I've put money into, gambling, that have paid off.
33:41
SPEAKER_01: Some have paid off a little, some have paid off big, most not.
33:45
SPEAKER_01: It is what it is.
33:46
SPEAKER_01: Um, I think it's important agents start to wrap their heads around cryptocurrency, digital currency.
33:52
SPEAKER_01: So starting with something like Coinbase or um I mean that that's the easiest by far, just to participate and and get to know how it all works.
34:01
SPEAKER_01: But um, but then you know, digital properties, metaverse stuff.
34:06
SPEAKER_01: I don't yet understand why you'd want to own one, two, three, main street on this digital platform.
34:14
SPEAKER_01: And I'm hearing you can even rent it, but why would why would somebody want to rent that from you?
34:19
SPEAKER_01: I don't know the answers to that either to that either, Dan, but it's happening.
34:23
SPEAKER_02: Like it's and it seems like it's getting very digital uh real estate is in California.
34:28
SPEAKER_02: Do they do they get squatters rights?
34:30
SPEAKER_02: Can they you know what if what happens then if they stop paying?
34:35
SPEAKER_01: These are good questions, exactly.
34:37
SPEAKER_01: Uh it's it's kind of the wild west.
34:39
SPEAKER_01: That's kind of the fun, but I I don't know all the details.
34:44
SPEAKER_01: I try to understand general concepts, and then whatever I find interesting, I try to dive a little deeper.
34:50
SPEAKER_01: But there's obviously this movement across our whole society going this way, and I think it's foolish for real estate agents to just bury their heads in the sand and say, I don't understand that, so I won't even pay attention.
35:06
SPEAKER_01: I understand that urge, but probably not the best thing to do.
35:09
SPEAKER_01: Uh, it also doesn't mean you need to spend 10 hours a week researching it either, but you've got to have a general understanding.
35:15
SPEAKER_01: I had an agent on my team the other day that was like, hey, they were they're like, thank you for like talking about this, because if it wasn't on my radar, I wouldn't have I would have looked like an ass in front of a client the other day who asked them about metaverse property, and they didn't have a great answer, but they at least had some idea.
35:36
SPEAKER_01: People are gonna start asking about this stuff.
35:38
SPEAKER_01: And like, hey, can I buy a property with cryptocurrency?
35:41
SPEAKER_01: Can I turn one into an NFT?
35:43
SPEAKER_01: And how does that work?
35:45
SPEAKER_01: You should probably at least have some idea of how you're gonna answer that, right?
35:51
SPEAKER_02: Yeah, I I think you know, again, I I wouldn't put 10 hours a week into it, but I would I would start to know it and and you know open up uh I forget the name, is it MetaMask and OpenSea's?
36:07
SPEAKER_02: You know, there's different platforms to go on for NFTs.
36:10
SPEAKER_02: I I still don't really know where where you go to go buy a digital property.
36:14
SPEAKER_02: Do you know how to go buy a digital property?
36:17
SPEAKER_01: No.
36:18
SPEAKER_01: Um I I mean I know you go to OpenSea, which is like the big NFT marketplace for Ethereum-based NFTs, but um I've heard of Decentraland and Sandbox, I think are some metaverse platforms.
36:32
SPEAKER_01: Never been in it, don't know.
36:34
SPEAKER_01: I've like, can you buy a property for five dollars or five million?
36:38
SPEAKER_01: I don't know.
36:39
SPEAKER_01: I don't know.
36:40
SPEAKER_01: But I'm seeing the same more headlines.
36:46
SPEAKER_02: I've kind of won't great question.
36:47
SPEAKER_01: Yeah, yeah.
36:48
SPEAKER_01: I believe the answer is yes.
36:50
SPEAKER_01: I believe the answer is absolutely yes.
36:52
SPEAKER_01: Um, they're like separate worlds, so like one doesn't affect the other, as far as as far as I know.
36:58
SPEAKER_01: Um I but I I just saw an article the other day that a house was sold as an NFT and the NFT holder got the rights to the property.
37:09
SPEAKER_01: And and it was just a new unique way of doing it.
37:12
SPEAKER_01: And I'm like, was that really necessary?
37:14
SPEAKER_01: I don't think that was the point, Dan.
37:16
SPEAKER_01: I think it was here's what can be done.
37:19
SPEAKER_01: Um do you think it's gonna be do you think this conversation is early?
37:25
SPEAKER_01: Do you think this is something agents really should be learning about now?
37:29
SPEAKER_01: Or is it all just kind of a a fad?
37:34
SPEAKER_02: I have no idea.
37:37
SPEAKER_01: Fair enough.
37:38
SPEAKER_02: It could be the next, you know, tulip bulb mania thing, right?
37:41
SPEAKER_02: Where a hundred years later we look back and we're like, oh, people were spending as much on a tulip as a house cost back then, because that's that's that's what happened back then, right?
37:52
SPEAKER_02: And so maybe a hundred years from now we'll be like, why were they spending as much on a digital property as a real property cost, right?
38:01
SPEAKER_02: If it if it comes to that, you know that the person who sold that house as an NFT, I I gotta think that probably hurt their price because you're you're probably shrinking the buyer pool by like 90% or more, because most people probably aren't gonna buy it as an NFT, right?
38:23
SPEAKER_01: That's a good point.
38:24
SPEAKER_01: So that's a good point.
38:26
SPEAKER_02: You know, I I don't know.
38:27
SPEAKER_02: I I wouldn't I wouldn't disregard it though.
38:31
SPEAKER_02: But but at the same time, I wouldn't put like a double digit percentage of your wealth or time into it.
38:40
SPEAKER_01: Right, exactly.
38:41
SPEAKER_01: So if we have somebody that is, they're like, okay, I need to start learning about this shit.
38:46
SPEAKER_01: I need to remove my head from the sand.
38:48
SPEAKER_01: What are where would you recommend they they go or what would you recommend they do to just start learning about this stuff?
38:55
SPEAKER_01: What what have you done?
38:56
SPEAKER_01: What are some of your favorite sources?
38:58
SPEAKER_02: Uh there's there's people for cryptocurrency, there's people on uh Twitter that I follow.
39:06
SPEAKER_02: Um probably the same same answer on on NFTs.
39:11
SPEAKER_02: I think a lot of the there's a lot of good uh people out there that put out good content, good conversations on on Twitter.
39:20
SPEAKER_02: Digital real estate, I I honestly don't know.
39:25
SPEAKER_02: I know I know of a couple people that are seem to be starting in it, right?
39:29
SPEAKER_02: Like Sam Cramium, I've seen him post about it, about buying stuff.
39:35
SPEAKER_02: Uh Grant Wise, I know is building out a platform for it.
39:39
SPEAKER_02: And then then I I saw Tessa Bella post something about it the other day.
39:42
SPEAKER_02: So so I know there's there's people, real estate agents and thought leaders and brokers that are delving into diving into you know the metaverse and digital real estate, but uh yeah, I I don't I don't I don't really know where it's going.
39:59
SPEAKER_01: Yeah.
40:00
SPEAKER_01: Uh what's helped me is YouTube videos from um from credible sources.
40:05
SPEAKER_01: You know, there's all sorts of asshats on YouTube that'll just say whatever.
40:10
SPEAKER_01: You have no idea if they're credible or not, but like 1 37 p.m.
40:14
SPEAKER_01: Uh one of Gary V's media companies has some great educational stuff on NFTs, on cryptocurrency, on metaverse.
40:23
SPEAKER_01: Um, so I mean YouTube University.
40:25
SPEAKER_01: Like I I think the problem is so many agents just don't have the desire to seek out the info because they're busy.
40:32
SPEAKER_01: They they're like, oh, it's not it's not right in front of me right now.
40:36
SPEAKER_01: I don't have an immediate need, so I'll kick that can down the road.
40:39
SPEAKER_01: Just like they've done with investing in properties, they're gonna do with learning about this next wave of technology, and then pretty soon they're like, oh shit, I'm so far behind, I don't even know where to start.
40:51
SPEAKER_01: Happens all the time.
40:53
SPEAKER_02: Well, if you haven't built your business up to the level where it's making multiple six figures you know of income without without you meeting with buyers and sellers regularly, right?
41:07
SPEAKER_02: Um if you haven't got to that level, I think really you need to keep your attention there until you get to that level.
41:18
SPEAKER_02: There's just so much more history, right, behind it.
41:21
SPEAKER_02: Like um and and probably so much more certainty and opportunity there.
41:27
SPEAKER_02: Now, if you I think I think once you do get to that place where you're a multiple six-figure, hopefully seven-figure business, you know, owner, well, now you've got time to go scale real estate development or go do investments or study crypto or or digital real estate.
41:48
SPEAKER_02: So if you're if you're not to the level of being a business owner of your real uh in real estate, you need to get there first.
41:55
SPEAKER_01: That's great advice.
41:57
SPEAKER_01: Absolutely.
41:58
SPEAKER_01: So, Dan, before we get to the rapid fire questions and let letting everyone know where they can find you and you know, consume your content and learn more about how you've built, what you've built, um, you know, what what's some advice that you have that you give your agents, um, agents on your team to help them, you know, get to that point where they're they're building, they're trying to get to that point where they can be sustainable.
42:22
SPEAKER_01: What are some of the things that you teach your team?
42:25
SPEAKER_02: Well, the biggest thing we did was we took the team concept that we do, you know, for ourselves, for Carrie and I, and we helped create a way for our agents to do that.
42:36
SPEAKER_02: So on our team now, if an agent gets to 36 deals a year, you know, as as a member of our team, we go out and we hire the assistant and showing agent for them.
42:48
SPEAKER_02: Then if they get to 50, we go out and hire the partner agent.
42:53
SPEAKER_02: So um I think the biggest piece of advice to solo agents is to build your own team or or mini team if if you're at a you know a place like Carrie and I have established where that's possible.
43:08
SPEAKER_01: I love that.
43:10
SPEAKER_01: So does the team then pay for that expense or is that still on the on the agent?
43:15
SPEAKER_02: It it's a mix of both.
43:17
SPEAKER_02: So um Okay.
43:19
SPEAKER_02: You know, we yeah, we that first hire we pay the the base salary, and then there's a split on the deals that close that you know is paid for by the lead agent and the team, and then it it kind of expands from there.
43:33
SPEAKER_02: So we've you know, with with that model, we've got I think we'll have three or four people on our team.
43:40
SPEAKER_02: Um or or last year we had three or four people, 2021, that that hit over half a million in um you know, net income, net profit.
43:49
SPEAKER_02: And we have one that I think if she didn't hit seven figures last year, she'll she'll probably hit it this year.
43:56
SPEAKER_02: All right, and that's that's being a member of another team.
43:59
SPEAKER_02: So
44:00
SPEAKER_01: So uh that's so cool.
44:02
SPEAKER_02: Yeah, it's a pretty cool concept.
44:04
SPEAKER_01: Hell yeah.
44:05
SPEAKER_01: That's awesome.
44:05
SPEAKER_01: Well, that shows, I mean, to to retain someone like that, to retain producers like that, you you've obviously learned how to incentivize and uh and not make it like they're employees.
44:19
SPEAKER_01: Like you see it, we all see these teams that are just revolving doors.
44:22
SPEAKER_01: They can't keep anybody because they treat them like employees, and there's no incentive for them to bring their own deals, there's no incentive for them to grow.
44:30
SPEAKER_01: They just show up at the office, leads are in their lap, they're good.
44:35
SPEAKER_01: They don't need that they're not in they're not taught or incentivized to have ambition past that.
44:41
SPEAKER_01: And then they go somewhere else where they can be more fulfilled.
44:44
SPEAKER_01: See it all.
44:45
SPEAKER_02: Well that that was another, you know, you mentioned incentivized to bring your own deals.
44:49
SPEAKER_02: We didn't we didn't do that at first.
44:51
SPEAKER_02: That was something we added, I think, uh four or five years ago, where we we paid a different system if they brought the lead, right?
44:59
SPEAKER_02: If it was a sphere of influence or something like that.
45:02
SPEAKER_02: And then it it actually caps out similar to what it would do at you know a Kellett Williams or a Century 21, right?
45:09
SPEAKER_02: A lot of those offices have, depending on the market, like 25k, 30k, 40k caps.
45:16
SPEAKER_02: So we created a similar structure uh for everyone, not just the people that build out teams.
45:24
SPEAKER_02: So if they bring the deal, they get a higher split, and then it caps out.
45:29
SPEAKER_02: And um, so then we're you know, we're we're on the same level as um of their other options, right?
45:39
SPEAKER_02: Because a lot of that is an issue with teams where a lot of a lot of agents will maybe they're successful on team and do like 18, 20, 24 deals, but then they they keep hearing about their friend at you know the big box brokerage down the road that is is capped out.
45:58
SPEAKER_02: And you know what we found is they they they grab they generally overestimated the amount of business that they could kind of generate on their own, so they would leave and then go to that new big box brokerage, um, but end up making a lot less money.
46:16
SPEAKER_02: But then in most cases, they're they're they're too prideful to admit it, so they project an image that they're actually doing better, and and they're really not.
46:27
SPEAKER_02: So creating that cap was was big for us, and then creating the the mini team system uh was was pretty big as well to be able to retain the top-level talent and give them the incentives to grow uh to higher levels than um most teams probably allow.
46:47
SPEAKER_01: That's incredible.
46:48
SPEAKER_01: Incredible.
46:49
SPEAKER_01: Great insight on that, Dan.
46:50
SPEAKER_01: I appreciate it.
46:51
SPEAKER_01: Um I want to be respectful of your time, so let's jump into the rapid fire questions and then we'll wrap it up with everybody uh learning where they can learn more from you.
47:00
SPEAKER_01: So these are either or questions, pick one or the other.
47:03
SPEAKER_01: You can elaborate if you choose to, you don't have to.
47:06
SPEAKER_01: And uh we'll start with Facebook or Instagram?
47:10
SPEAKER_02: Instagram.
47:12
SPEAKER_01: Instagram or TikTok?
47:15
SPEAKER_01: TikTok.
47:16
SPEAKER_01: Ah.
47:17
SPEAKER_01: Uh books or podcasts?
47:20
SPEAKER_02: Uh I'm gonna say podcast.
47:24
SPEAKER_01: Podcast or audiobooks.
47:27
SPEAKER_02: Podcast.
47:30
SPEAKER_01: Rental property or flipping?
47:34
SPEAKER_02: I I flip a lot, but I'm gonna say rental property.
47:38
SPEAKER_01: Uh burgers or pizza?
47:41
SPEAKER_01: Uh burgers.
47:43
SPEAKER_01: New York or LA?
47:47
SPEAKER_01: Neither.
47:48
SPEAKER_02: Yeah.
47:49
SPEAKER_02: Yeah.
47:50
SPEAKER_02: Not now.
47:51
SPEAKER_01: Um, Florida or Texas.
47:54
SPEAKER_02: Uh I'm gonna go with Florida for that one.
47:56
SPEAKER_01: I'm biased from here, but um NFL or NBA.
48:05
SPEAKER_02: Ooh.
48:05
SPEAKER_02: Uh probably NFL for me.
48:09
SPEAKER_02: I don't I don't watch a lot of either, though.
48:11
SPEAKER_02: I mean, I'm not huge into pro sports, but yeah, me too.
48:15
SPEAKER_01: College is just so much more interesting.
48:17
SPEAKER_01: College football, especially.
48:18
SPEAKER_01: Like, I I don't think there's anything better.
48:20
SPEAKER_01: Uh Mountains or beach?
48:23
SPEAKER_01: Oh man, I love both.
48:25
SPEAKER_02: Um probably say mountains, though.
48:28
SPEAKER_02: Okay.
48:29
SPEAKER_01: Podcasts or vlogs?
48:33
SPEAKER_01: Podcast.
48:35
SPEAKER_01: YouTube or Facebook Live.
48:38
SPEAKER_01: YouTube.
48:40
SPEAKER_01: Rich Dad Poor Dad or Millionaire Real Estate Agent?
48:45
SPEAKER_02: Uh probably Rich Dad Poor Dad.
48:48
SPEAKER_01: Uber or Lyft?
48:52
SPEAKER_01: Uber.
48:53
SPEAKER_01: Gary V or Grant Cardone?
48:56
SPEAKER_02: Uh, I'm gonna go with Grant Cardone.
48:59
SPEAKER_02: Okay.
49:00
SPEAKER_01: And where where can people find you?
49:03
SPEAKER_01: Where can they find your podcast and um you know, just learn more about what you're up to in Hyperfast?
49:09
SPEAKER_02: Yeah, so the podcast is on iTunes and SoundCloud, YouTube, uh, Spotify.
49:18
SPEAKER_02: We're still on Spotify.
49:19
SPEAKER_02: Don't worry about that.
49:19
SPEAKER_02: But it's Hyperfast Agent is the name of the podcast.
49:23
SPEAKER_02: Uh my my Instagram, my personal Instagram is just my name with the on the front.
49:28
SPEAKER_02: So the Dan Lesniak.
49:30
SPEAKER_02: Um, I'm on I'm on TikTok as well, fairly active on TikTok.
49:35
SPEAKER_02: And um you can I've got one of those texting platforms if you want to text me, 703-215-1684.
49:45
SPEAKER_01: Awesome.
49:46
SPEAKER_01: We will link to all of that in the show notes.
49:48
SPEAKER_01: And if you're watching on YouTube, it'll be in the description, including the text number.
49:53
SPEAKER_01: Um awesome, man.
49:55
SPEAKER_01: Dan, I appreciate it.
49:56
SPEAKER_01: I mean, we we'll have to have you back on again because we can go in so many different directions.
50:00
SPEAKER_01: You've you have expertise in so many areas.
50:03
SPEAKER_01: Uh, but I I've enjoyed this.
50:05
SPEAKER_01: Thank you very much for your time.
50:06
SPEAKER_01: This has been awesome.
50:07
SPEAKER_01: Yeah, this was a blast.
50:08
SPEAKER_01: Appreciate it.
50:10
SPEAKER_01: Absolutely.
50:11
SPEAKER_01: Talk to you soon.
50:12
SPEAKER_01: All right, guys.
50:12
SPEAKER_01: I mean, that was a wide-ranging conversation.
50:14
SPEAKER_01: We talked about crypto and the metaverse and some of that, but I hope my hope is that you walk away from this conversation just thinking bigger.
50:23
SPEAKER_01: I want you to think bigger about what you're building, what you're capable of, what's possible.
50:28
SPEAKER_01: Because so many agents just treat your business not even as a business.
50:32
SPEAKER_01: You you you run your own job.
50:34
SPEAKER_01: You're an employee, you just happen to own your own job.
50:37
SPEAKER_01: Now that's great, that's better than being someone else's employee.
50:40
SPEAKER_01: But you're if you happen to take a month off or you, you know, something happens, you you get burnt out, so does your business.
50:47
SPEAKER_01: Like there's there's no more income because you have to keep doing it.
50:50
SPEAKER_01: If you have to keep doing the work over and over for the income, you don't have a business.
50:55
SPEAKER_01: You're just running your own job.
50:57
SPEAKER_01: Make some changes, make some shifts, start moving in this direction.
51:00
SPEAKER_01: Listen to you know, two episodes ago with Veronica Figueroa, who sold over 2,100 homes last year.
51:07
SPEAKER_01: Go listen to that episode about how she's built this giant sales team.
51:11
SPEAKER_01: She sold over 2,100 homes in a single freaking year.
51:14
SPEAKER_01: And you guys, you know, some of you guys are like, oh, if I could only just sell 15 homes this year.
51:19
SPEAKER_01: Now, I don't say that to make you feel bad.
51:21
SPEAKER_01: I say that to help you realize that there are levels to this game.
51:25
SPEAKER_01: And if you look at somebody who's at a much higher level and you observe what they're doing, now all you have to do is do what they did.
51:33
SPEAKER_01: Just follow the steps.
51:35
SPEAKER_01: What did they do to get there?
51:36
SPEAKER_01: Do the same thing, and you're gonna get similar results, or at least you're gonna be moving in the right direction.
51:42
SPEAKER_01: So that's all that I want from you guys.
51:45
SPEAKER_01: That's what I want is for you guys to start moving in that direction, to think bigger and have massive abundance in this industry.
51:53
SPEAKER_01: Guys, thank you so much for listening.
51:54
SPEAKER_01: I appreciate it so much.
51:56
SPEAKER_01: You are awesome.
51:57
SPEAKER_01: Make sure you connect with me over on Instagram at Massive Agent and uh check out my stories for all the ups and downs of me selling my own house and everything that's going on there.
52:07
SPEAKER_01: The best part is my wife listening in to the showings.
52:10
SPEAKER_01: Every time she gets a notification from a camera, she's like, ooh, we were in we were at the gym earlier, and she's uh she's at the gym, she's in the middle of a workout, she gets a notification from the wise camera and she clicks on it, she's like, oh, and she she walks over, we were at the gym together and shows me, and I'm like, babe, like you have 60 second rest periods between sets and you're you're watching the camera.
52:30
SPEAKER_01: She's like, yes, but they said they liked the windows.
52:32
SPEAKER_01: It's just hilarious.
52:33
SPEAKER_01: Now, I will say this she is the seller that you guys warn your clients about.
52:38
SPEAKER_01: Hopefully, you warn your clients about these sellers.
52:40
SPEAKER_01: She's that seller.
52:41
SPEAKER_01: Yeah.
52:42
SPEAKER_01: But that's okay.
52:43
SPEAKER_01: So just be careful when you're in somebody else's house of what you say because the seller will hear it.
52:48
SPEAKER_01: There are cameras everywhere, whether you see them or not.
52:51
SPEAKER_01: There, that's the last PSA for the day.
52:53
SPEAKER_01: Appreciate you guys.
52:54
SPEAKER_01: Connect with me on Instagram, love to see you over there.
52:57
SPEAKER_01: Take care.