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How Staging Adds $60K to a Home Sale w/ Alisa Sparks · Real Estate Investing with RealDealCrew

• 0:00
  Two
• 0:00
  identical
• 0:01
  townhouses
• 0:02
  three
• 0:02
  doors
• 0:02
  apart.
• 0:03
  One
• 0:04
  sat
• 0:04
  empty
• 0:05
  on
• 0:05
  the
• 0:05
  market
• 0:05
  for
• 0:06
  45
• 0:06
  days.
• 0:07
  The
• 0:07
  other
• 0:08
  sold
• 0:08
  in
• 0:08
  three
• 0:09
  days
• 0:09
  for
• 0:09
  $60,000
• 0:11
  more.
• 0:12
  The
• 0:12
  only
• 0:12
  difference
• 0:12
  was
• 0:13
  staging.
• 0:13
  Alyssa
• 0:14
  Sparks
• 0:14
  built
• 0:14
  a
• 0:15
  staging
• 0:15
  franchise
• 0:16
  on
• 0:16
  finance,
• 0:16
  not
• 0:17
  just
• 0:17
  design.
• 0:18
  In
• 0:18
  this
• 0:18
  episode,
• 0:19
  you'll
• 0:19
  learn
• 0:19
  why
• 0:20
  the
• 0:20
  best
• 0:20
  staging
• 0:21
  is
• 0:21
  marketing,
• 0:22
  not
• 0:22
  decoration.
• 0:23
  The
• 0:24
  first
• 0:24
  six
• 0:24
  seconds
• 0:25
  that
• 0:25
  lose
• 0:25
  a
• 0:25
  buyer
• 0:26
  before
• 0:26
  they
• 0:26
  even
• 0:27
  get
• 0:27
  out
• 0:27
  of
• 0:27
  a
• 0:27
  car.
• 0:28
  And
• 0:28
  what
• 0:29
  staging
• 0:29
  actually
• 0:30
  returns
• 0:30
  on
• 0:31
  a
• 0:31
  flip.
• 0:32
  If
• 0:32
  you're
• 0:32
  flipping
• 0:32
  houses
• 0:33
  or
• 0:33
  you're
• 0:34
  getting
• 0:34
  ready
• 0:34
  to
• 0:35
  sell,
• 0:35
  stick
• 0:36
  around.
• 0:36
  More
• 0:37
  systems
• 0:37
  for
• 0:37
  your
• 0:38
  Investing
• 0:38
  business@realdealcrew.com
• 0:41
  Let's
• 0:42
  get
• 0:42
  started.
• 0:46
  Alisa
• 0:46
  Sparks
• 0:47
  joins
• 0:48
  me
• 0:48
  here
• 0:48
  today
• 0:48
  and
• 0:48
  you
• 0:49
  can
• 0:49
  find
• 0:49
  what
• 0:49
  she
• 0:50
  can
• 0:50
  help
• 0:50
  you
• 0:50
  with
• 0:50
  by
• 0:51
  going
• 0:51
  to
• 0:51
  lynden-creek.com
• 0:54
  that's
• 0:54
  going
• 0:55
  to
• 0:55
  be
• 0:55
  a
• 0:55
  clickable
• 0:55
  link
• 0:55
  in
• 0:56
  the
• 0:56
  show
• 0:56
  notes.
• 0:57
  Really
• 0:57
  appreciate
• 0:57
  your
• 0:58
  time
• 0:58
  here
• 0:58
  today,
• 0:58
  Elisa.
• 0:59
  We're
• 0:59
  going
• 1:00
  to
• 1:00
  be
• 1:00
  talking
• 1:00
  about
• 1:00
  staging,
• 1:01
  the
• 1:01
  benefits
• 1:02
  of
• 1:02
  it,
• 1:02
  and
• 1:02
  this
• 1:03
  should
• 1:03
  be
• 1:03
  specifically
• 1:05
  beneficial
• 1:05
  for
• 1:06
  house
• 1:06
  flippers,
• 1:07
  but
• 1:07
  I
• 1:07
  would
• 1:07
  imagine
• 1:07
  that
• 1:08
  this
• 1:08
  could
• 1:08
  be
• 1:09
  beneficial
• 1:09
  for
• 1:10
  many
• 1:10
  others.
• 1:10
  Really
• 1:11
  appreciate
• 1:11
  your
• 1:11
  time
• 1:12
  here
• 1:12
  today,
• 1:12
  Elisa.
• 1:13
  Thanks
• 1:14
  so
• 1:14
  much
• 1:14
  for
• 1:14
  having
• 1:14
  me,
• 1:14
  Jack.
• 1:15
  I'm
• 1:15
  excited
• 1:15
  for
• 1:16
  our
• 1:16
  conversation
• 1:16
  today.
• 1:17
  So.
• 1:17
  Well,
• 1:18
  we
• 1:18
  got
• 1:18
  to
• 1:18
  start
• 1:19
  with
• 1:19
  a
• 1:19
  little
• 1:19
  origin
• 1:20
  story.
• 1:20
  We're
• 1:20
  not
• 1:21
  going
• 1:21
  to
• 1:21
  spend
• 1:21
  a
• 1:21
  ton
• 1:21
  of
• 1:21
  time
• 1:22
  on
• 1:22
  that
• 1:22
  because
• 1:22
  you've
• 1:23
  probably
• 1:23
  shared
• 1:24
  it
• 1:24
  a
• 1:24
  million
• 1:24
  times,
• 1:25
  but
• 1:25
  how
• 1:26
  did
• 1:26
  you
• 1:26
  find
• 1:26
  your
• 1:26
  way
• 1:27
  into
• 1:27
  this?
• 1:27
  You
• 1:27
  know,
• 1:28
  it
• 1:28
  was
• 1:28
  interesting.
• 1:29
  I
• 1:29
  often
• 1:30
  get
• 1:30
  asked,
• 1:30
  did
• 1:30
  you
• 1:30
  have
• 1:30
  a
• 1:31
  background
• 1:31
  in
• 1:31
  interior
• 1:32
  design?
• 1:32
  And
• 1:32
  the
• 1:33
  answer
• 1:33
  is
• 1:33
  no.
• 1:34
  My
• 1:34
  background
• 1:35
  actually
• 1:35
  comes
• 1:36
  from
• 1:36
  military
• 1:37
  finance
• 1:37
  and
• 1:38
  corporate
• 1:38
  finance.
• 1:39
  I
• 1:39
  am
• 1:39
  a
• 1:39
  numbers
• 1:39
  girl
• 1:40
  through
• 1:40
  and
• 1:40
  through
• 1:41
  that
• 1:42
  spent
• 1:42
  her
• 1:42
  free
• 1:42
  time
• 1:43
  designing,
• 1:44
  decorating,
• 1:44
  renovating
• 1:45
  houses,
• 1:45
  you
• 1:46
  name
• 1:46
  it.
• 1:47
  Every
• 1:47
  time
• 1:47
  I
• 1:47
  found
• 1:47
  an
• 1:48
  ugly
• 1:48
  home,
• 1:48
  I
• 1:48
  fell
• 1:48
  in
• 1:49
  love
• 1:49
  with
• 1:49
  it.
• 1:49
  I
• 1:50
  had
• 1:50
  to
• 1:50
  fix
• 1:50
  her
• 1:50
  up,
• 1:51
  put
• 1:51
  her
• 1:51
  on
• 1:51
  the
• 1:51
  market
• 1:51
  to
• 1:52
  sell
• 1:52
  her
• 1:53
  because
• 1:53
  the
• 1:53
  project
• 1:54
  was
• 1:54
  done
• 1:54
  and
• 1:54
  I
• 1:54
  needed
• 1:54
  to
• 1:55
  find
• 1:55
  my
• 1:55
  next
• 1:55
  project.
• 1:56
  And
• 1:56
  so
• 1:57
  that
• 1:57
  really
• 1:57
  was
• 1:57
  my
• 1:57
  background
• 1:58
  and
• 1:58
  made
• 1:59
  the
• 1:59
  decision
• 1:59
  about
• 1:59
  eight
• 2:00
  years
• 2:00
  ago
• 2:00
  to
• 2:01
  pursue
• 2:02
  building
• 2:02
  my
• 2:02
  own
• 2:02
  business.
• 2:03
  And
• 2:04
  as
• 2:04
  I
• 2:04
  was
• 2:04
  kind
• 2:04
  of
• 2:04
  scratching
• 2:05
  my
• 2:05
  head
• 2:05
  going,
• 2:05
  what
• 2:05
  do
• 2:05
  I
• 2:06
  do?
• 2:06
  I
• 2:06
  kept
• 2:06
  defaul
• 2:07
  back
• 2:07
  to
• 2:07
  all
• 2:08
  the
• 2:08
  natural
• 2:08
  tendencies
• 2:09
  of
• 2:09
  what
• 2:09
  I
• 2:09
  was
• 2:09
  doing
• 2:10
  from
• 2:10
  my,
• 2:10
  you
• 2:11
  know,
• 2:11
  4pm
• 2:11
  to
• 2:12
  10pm
• 2:13
  in
• 2:13
  the
• 2:13
  evenings.
• 2:14
  What
• 2:14
  I
• 2:14
  really
• 2:14
  loved
• 2:15
  and
• 2:15
  that
• 2:15
  was
• 2:15
  design.
• 2:16
  And
• 2:16
  so
• 2:17
  that
• 2:17
  was
• 2:17
  really
• 2:17
  what
• 2:17
  started
• 2:18
  and
• 2:18
  launched
• 2:18
  the
• 2:18
  idea
• 2:19
  of,
• 2:19
  you
• 2:20
  know,
• 2:20
  maybe
• 2:20
  interior
• 2:21
  design
• 2:21
  requires
• 2:22
  that
• 2:22
  certification.
• 2:22
  Maybe
• 2:23
  we
• 2:23
  can't
• 2:23
  do
• 2:23
  that.
• 2:24
  But
• 2:24
  I
• 2:24
  wonder
• 2:24
  if
• 2:25
  we
• 2:25
  could
• 2:25
  stage
• 2:25
  houses
• 2:26
  because
• 2:26
  one
• 2:26
  thing
• 2:26
  that
• 2:27
  we
• 2:27
  know
• 2:27
  is
• 2:27
  that
• 2:27
  staging
• 2:28
  a
• 2:28
  property
• 2:28
  helps
• 2:29
  itself
• 2:29
  faster.
• 2:30
  And
• 2:30
  to
• 2:31
  put
• 2:31
  it
• 2:31
  into
• 2:31
  context,
• 2:32
  when
• 2:32
  I
• 2:33
  was
• 2:33
  flipping
• 2:33
  one
• 2:34
  of
• 2:34
  my
• 2:34
  properties,
• 2:34
  the
• 2:34
  feedback
• 2:35
  that
• 2:35
  the
• 2:35
  real
• 2:36
  estate
• 2:36
  agent
• 2:36
  kept
• 2:36
  getting
• 2:37
  was
• 2:37
  the
• 2:37
  staging
• 2:38
  was
• 2:38
  really
• 2:38
  good.
• 2:38
  But
• 2:39
  it
• 2:39
  wasn't
• 2:39
  staging.
• 2:40
  It
• 2:40
  was
• 2:40
  just
• 2:40
  my
• 2:40
  furniture.
• 2:41
  And
• 2:41
  it
• 2:41
  was
• 2:42
  that
• 2:42
  moment
• 2:42
  for
• 2:42
  me
• 2:42
  that
• 2:43
  was
• 2:43
  kind
• 2:43
  of
• 2:43
  this,
• 2:43
  like,
• 2:44
  light
• 2:44
  bulb
• 2:44
  where
• 2:45
  I
• 2:45
  realized
• 2:45
  there
• 2:46
  was
• 2:46
  very
• 2:46
  real
• 2:47
  potential
• 2:47
  for
• 2:48
  this
• 2:48
  to
• 2:48
  be
• 2:48
  something,
• 2:48
  that
• 2:49
  there
• 2:49
  is
• 2:49
  an
• 2:49
  industry
• 2:50
  that
• 2:50
  needs
• 2:50
  staging
• 2:51
  services.
• 2:51
  I
• 2:52
  was
• 2:52
  seeing
• 2:52
  firsthand
• 2:53
  the
• 2:53
  benefits
• 2:53
  of
• 2:53
  it
• 2:54
  financially.
• 2:55
  And
• 2:55
  that
• 2:55
  was
• 2:55
  really
• 2:56
  what
• 2:56
  spurred
• 2:56
  on
• 2:56
  the
• 2:57
  idea
• 2:57
  of
• 2:57
  building
• 2:57
  Linden
• 2:58
  Creek.
• 2:58
  Well,
• 2:58
  I
• 2:59
  want
• 2:59
  to
• 2:59
  start
• 2:59
  with
• 2:59
  what
• 3:00
  you
• 3:00
  just
• 3:00
  said
• 3:00
  there
• 3:00
  regarding
• 3:02
  you
• 3:02
  were
• 3:02
  in
• 3:03
  a
• 3:03
  numbers
• 3:04
  industry,
• 3:04
  if
• 3:04
  you
• 3:05
  will.
• 3:05
  You
• 3:05
  know,
• 3:06
  you
• 3:06
  were
• 3:06
  focused
• 3:07
  on
• 3:07
  that.
• 3:07
  Did
• 3:07
  you
• 3:07
  find
• 3:08
  now
• 3:08
  you're
• 3:08
  kind
• 3:09
  of
• 3:09
  into
• 3:09
  a
• 3:09
  franchise
• 3:10
  opportunity
• 3:11
  for
• 3:11
  people?
• 3:12
  A
• 3:12
  lot
• 3:13
  of
• 3:13
  people
• 3:13
  have
• 3:13
  this
• 3:14
  aspirational
• 3:15
  concept
• 3:16
  regarding
• 3:17
  becoming
• 3:17
  a
• 3:17
  franchise
• 3:18
  in
• 3:18
  many
• 3:19
  different
• 3:19
  industries.
• 3:21
  What
• 3:21
  I
• 3:21
  think
• 3:21
  your
• 3:22
  superpower
• 3:22
  was
• 3:22
  is
• 3:23
  that
• 3:23
  you
• 3:23
  came
• 3:23
  from
• 3:23
  that
• 3:24
  financial
• 3:24
  background
• 3:25
  and
• 3:25
  operations,
• 3:26
  the
• 3:27
  numbers,
• 3:27
  all
• 3:27
  of
• 3:28
  that
• 3:28
  was
• 3:28
  likely
• 3:28
  important
• 3:29
  to
• 3:29
  you
• 3:29
  from
• 3:29
  the
• 3:30
  beginning.
• 3:30
  Would
• 3:30
  that
• 3:30
  be
• 3:31
  fair
• 3:31
  to
• 3:31
  say?
• 3:31
  It's
• 3:32
  absolutely
• 3:32
  fair
• 3:33
  to
• 3:33
  say.
• 3:33
  I
• 3:34
  found
• 3:34
  that
• 3:34
  it
• 3:34
  was
• 3:35
  my
• 3:35
  secret
• 3:35
  weapon
• 3:36
  that
• 3:36
  I
• 3:36
  didn't
• 3:36
  know
• 3:36
  I
• 3:37
  had
• 3:37
  because
• 3:38
  I
• 3:38
  was
• 3:38
  approaching
• 3:39
  the
• 3:39
  business
• 3:39
  of
• 3:39
  staging
• 3:40
  and
• 3:40
  designed
• 3:41
  from
• 3:41
  a
• 3:41
  financial
• 3:41
  standpoint
• 3:42
  just
• 3:42
  as
• 3:42
  much
• 3:42
  as
• 3:43
  I
• 3:43
  was
• 3:43
  a
• 3:43
  design
• 3:44
  standpoint.
• 3:44
  We
• 3:45
  don't
• 3:45
  start
• 3:45
  careers
• 3:46
  because
• 3:46
  we're
• 3:47
  madly
• 3:47
  in
• 3:47
  love
• 3:48
  with
• 3:48
  a
• 3:49
  hobby
• 3:49
  that
• 3:49
  doesn't
• 3:50
  pay
• 3:50
  us.
• 3:50
  Right.
• 3:51
  Like,
• 3:51
  if
• 3:51
  you're
• 3:51
  going
• 3:51
  to
• 3:52
  build
• 3:52
  a
• 3:52
  business,
• 3:52
  if
• 3:52
  you're
• 3:53
  going
• 3:53
  to
• 3:53
  do
• 3:53
  something,
• 3:54
  let's
• 3:54
  hope
• 3:54
  that
• 3:54
  it,
• 3:54
  at
• 3:55
  a
• 3:55
  minimum,
• 3:55
  is
• 3:55
  covering
• 3:56
  your
• 3:56
  expenses
• 3:56
  and
• 3:57
  your
• 3:57
  cost
• 3:57
  of
• 3:57
  living.
• 3:58
  But
• 3:58
  it
• 3:58
  really
• 3:58
  should
• 3:59
  be
• 3:59
  building
• 3:59
  more
• 3:59
  than
• 3:59
  that.
• 4:00
  And
• 4:00
  so
• 4:00
  taking
• 4:00
  this
• 4:01
  numbers
• 4:02
  perspective,
• 4:02
  really
• 4:03
  applying
• 4:03
  it
• 4:03
  from
• 4:03
  a
• 4:04
  franchising
• 4:04
  level
• 4:04
  to
• 4:04
  like
• 4:05
  unit
• 4:05
  level
• 4:05
  economics
• 4:06
  and
• 4:06
  understanding
• 4:07
  how
• 4:07
  a
• 4:07
  business
• 4:07
  should
• 4:08
  operate
• 4:08
  so
• 4:08
  it
• 4:08
  can
• 4:09
  be
• 4:09
  successful
• 4:09
  and
• 4:09
  grow
• 4:10
  and
• 4:10
  build
• 4:10
  really
• 4:11
  became
• 4:11
  the
• 4:12
  root
• 4:12
  and
• 4:12
  the
• 4:12
  base
• 4:12
  of.
• 4:13
  Of
• 4:13
  so
• 4:13
  much
• 4:14
  decision
• 4:14
  making
• 4:14
  as
• 4:14
  Linden
• 4:15
  Creek
• 4:15
  grew.
• 4:17
  So
• 4:17
  let's
• 4:18
  talk
• 4:18
  a
• 4:18
  little
• 4:19
  bit
• 4:19
  about
• 4:20
  the
• 4:20
  original
• 4:20
  problem
• 4:21
  you
• 4:21
  were
• 4:21
  trying
• 4:21
  to
• 4:22
  solve
• 4:22
  when
• 4:22
  you
• 4:23
  decided
• 4:24
  to
• 4:24
  actually
• 4:25
  franchise.
• 4:26
  Like,
• 4:27
  it
• 4:27
  was
• 4:27
  something
• 4:27
  that
• 4:28
  you
• 4:28
  found
• 4:28
  a
• 4:28
  need
• 4:29
  in
• 4:29
  your
• 4:29
  local
• 4:29
  area.
• 4:30
  But
• 4:30
  it's
• 4:30
  that
• 4:31
  next
• 4:31
  mental
• 4:31
  step
• 4:32
  where
• 4:33
  you
• 4:33
  think
• 4:33
  that
• 4:33
  you've
• 4:34
  decided
• 4:34
  that
• 4:34
  this
• 4:34
  might
• 4:35
  be
• 4:35
  a
• 4:35
  viable
• 4:35
  franchise
• 4:36
  opportunity.
• 4:37
  Yeah.
• 4:37
  You
• 4:37
  know,
• 4:37
  it's
• 4:38
  interesting.
• 4:39
  Home
• 4:39
  staging
• 4:40
  is
• 4:40
  a
• 4:40
  somewhat
• 4:41
  new
• 4:41
  industry.
• 4:42
  I
• 4:42
  say
• 4:42
  somewhat
• 4:43
  as
• 4:43
  in,
• 4:43
  you
• 4:43
  know,
• 4:44
  the
• 4:44
  last
• 4:44
  25
• 4:45
  years
• 4:45
  has
• 4:45
  really
• 4:46
  started
• 4:46
  to
• 4:46
  take
• 4:46
  a
• 4:47
  precedent.
• 4:47
  And
• 4:47
  there
• 4:48
  are
• 4:48
  certifications
• 4:49
  out
• 4:49
  there
• 4:49
  now
• 4:49
  that
• 4:50
  are
• 4:50
  available
• 4:50
  in
• 4:51
  some
• 4:51
  of
• 4:51
  these
• 4:51
  different
• 4:51
  educational
• 4:52
  resources.
• 4:53
  But
• 4:53
  early
• 4:54
  on
• 4:54
  it
• 4:54
  was
• 4:54
  sort
• 4:55
  of
• 4:55
  this
• 4:55
  wild,
• 4:55
  wild
• 4:56
  west
• 4:56
  of,
• 4:56
  hey,
• 4:57
  I
• 4:57
  love
• 4:57
  decorating.
• 4:58
  I
• 4:58
  have
• 4:58
  a
• 4:58
  knack
• 4:58
  for
• 4:58
  it.
• 4:59
  Let
• 4:59
  me
• 4:59
  help
• 4:59
  you
• 4:59
  with
• 4:59
  your
• 4:59
  house.
• 5:00
  And
• 5:00
  I
• 5:00
  guess
• 5:00
  I'm
• 5:00
  going
• 5:00
  to
• 5:01
  turn
• 5:01
  it
• 5:01
  into
• 5:01
  a
• 5:01
  business
• 5:01
  and
• 5:02
  we're
• 5:02
  going
• 5:02
  to
• 5:02
  call
• 5:02
  it
• 5:02
  staging.
• 5:03
  And.
• 5:03
  And
• 5:03
  there's
• 5:03
  this
• 5:03
  model
• 5:04
  behind
• 5:04
  it
• 5:05
  and
• 5:05
  so
• 5:05
  as
• 5:06
  I
• 5:06
  was
• 5:06
  part
• 5:06
  of
• 5:06
  the
• 5:06
  industry,
• 5:07
  what
• 5:07
  I
• 5:07
  was
• 5:07
  finding
• 5:08
  is
• 5:08
  it
• 5:09
  was
• 5:09
  becoming
• 5:09
  more
• 5:09
  and
• 5:10
  more
• 5:10
  mature.
• 5:10
  But
• 5:10
  the
• 5:10
  part
• 5:11
  that
• 5:11
  felt
• 5:11
  like
• 5:11
  it
• 5:11
  was
• 5:12
  missing
• 5:12
  is
• 5:13
  oftentimes
• 5:13
  it
• 5:13
  was
• 5:14
  full
• 5:14
  of
• 5:14
  business
• 5:14
  owners
• 5:15
  that
• 5:15
  really
• 5:15
  were
• 5:16
  fantast
• 5:17
  at
• 5:17
  designing.
• 5:17
  They
• 5:17
  were
• 5:17
  fantastic
• 5:18
  at
• 5:18
  creating
• 5:19
  beautiful
• 5:19
  spaces.
• 5:19
  But
• 5:20
  the
• 5:20
  business
• 5:20
  side
• 5:21
  of
• 5:21
  it
• 5:21
  was
• 5:21
  like
• 5:21
  the
• 5:22
  seventh
• 5:22
  thought
• 5:22
  for
• 5:23
  them,
• 5:23
  right?
• 5:23
  It
• 5:23
  was
• 5:24
  like,
• 5:24
  oh,
• 5:24
  growing
• 5:25
  systems,
• 5:25
  you
• 5:25
  know,
• 5:26
  payroll,
• 5:26
  how
• 5:27
  do
• 5:27
  I
• 5:27
  handle
• 5:27
  these
• 5:27
  insurance
• 5:28
  issues,
• 5:28
  whatever.
• 5:29
  All
• 5:29
  of
• 5:29
  that
• 5:29
  is
• 5:30
  like
• 5:30
  behind
• 5:30
  the
• 5:30
  scenes
• 5:31
  background.
• 5:31
  When
• 5:31
  I
• 5:32
  get
• 5:32
  to
• 5:32
  it,
• 5:32
  we'll
• 5:32
  see
• 5:32
  what
• 5:33
  happens.
• 5:33
  The
• 5:33
  focus
• 5:34
  in
• 5:34
  the
• 5:34
  forefront
• 5:34
  was
• 5:34
  how
• 5:35
  do
• 5:35
  I
• 5:35
  make
• 5:35
  this
• 5:35
  home
• 5:35
  look
• 5:35
  beautiful?
• 5:36
  Which
• 5:37
  is
• 5:37
  not
• 5:37
  always
• 5:38
  a
• 5:38
  bad
• 5:38
  thing,
• 5:39
  except
• 5:39
  that
• 5:40
  you
• 5:40
  have
• 5:40
  to
• 5:40
  be
• 5:41
  thinking
• 5:41
  about
• 5:41
  those
• 5:41
  things
• 5:41
  in
• 5:42
  the
• 5:42
  background
• 5:42
  in
• 5:42
  order
• 5:42
  to
• 5:43
  keep
• 5:43
  your
• 5:43
  business
• 5:43
  running.
• 5:44
  There
• 5:44
  was
• 5:44
  an
• 5:44
  industry
• 5:45
  statistic
• 5:45
  that
• 5:45
  came
• 5:45
  out
• 5:45
  a
• 5:46
  couple
• 5:46
  years
• 5:46
  ago
• 5:46
  that
• 5:47
  said
• 5:47
  only
• 5:47
  50%
• 5:48
  of
• 5:48
  home
• 5:48
  stage
• 5:49
  companies
• 5:49
  actually
• 5:49
  know
• 5:50
  what
• 5:50
  their
• 5:50
  profitability
• 5:51
  is
• 5:51
  at
• 5:51
  the
• 5:51
  end
• 5:51
  of
• 5:51
  the
• 5:51
  year.
• 5:52
  And
• 5:52
  that
• 5:52
  for
• 5:52
  me
• 5:53
  was
• 5:53
  just
• 5:53
  this
• 5:53
  red
• 5:54
  flag
• 5:54
  of
• 5:55
  unfortunately
• 5:55
  there
• 5:55
  are
• 5:56
  too
• 5:56
  many
• 5:56
  people
• 5:56
  in
• 5:56
  the
• 5:56
  industry
• 5:57
  that
• 5:57
  love
• 5:58
  what
• 5:58
  they
• 5:58
  do,
• 5:58
  but
• 5:58
  they're
• 5:59
  doing
• 5:59
  it
• 5:59
  as
• 5:59
  a
• 5:59
  hobby
• 6:00
  and
• 6:00
  they're
• 6:00
  not
• 6:00
  running
• 6:00
  it
• 6:01
  like
• 6:01
  a
• 6:01
  business.
• 6:02
  And
• 6:02
  it
• 6:02
  may
• 6:02
  just
• 6:02
  be
• 6:02
  they're
• 6:03
  too
• 6:03
  busy.
• 6:03
  It
• 6:03
  may
• 6:03
  be
• 6:04
  they
• 6:04
  don't
• 6:04
  necessarily
• 6:05
  have
• 6:05
  the
• 6:05
  knowledge
• 6:05
  and
• 6:05
  experience
• 6:06
  and
• 6:06
  know
• 6:06
  how.
• 6:07
  But
• 6:07
  that
• 6:07
  to
• 6:07
  me
• 6:08
  was
• 6:08
  kind
• 6:08
  of
• 6:08
  the
• 6:08
  indicator
• 6:09
  of
• 6:09
  we're
• 6:09
  missing
• 6:10
  an
• 6:10
  opportunity
• 6:10
  where
• 6:11
  people
• 6:11
  want
• 6:11
  to
• 6:11
  do
• 6:12
  what
• 6:12
  they
• 6:12
  love.
• 6:12
  They
• 6:12
  want
• 6:13
  to
• 6:13
  design,
• 6:13
  they
• 6:13
  want
• 6:13
  to
• 6:14
  serve
• 6:14
  their
• 6:14
  clients
• 6:14
  and
• 6:14
  they're
• 6:15
  good
• 6:15
  at
• 6:15
  it.
• 6:15
  But
• 6:16
  they
• 6:16
  don't
• 6:16
  want
• 6:16
  to
• 6:16
  mess
• 6:16
  with
• 6:17
  this
• 6:17
  stuff
• 6:17
  behind
• 6:17
  the
• 6:17
  scenes.
• 6:18
  So
• 6:18
  if
• 6:18
  I
• 6:18
  can
• 6:18
  give
• 6:18
  them
• 6:18
  a
• 6:19
  business
• 6:19
  in
• 6:19
  a
• 6:19
  box,
• 6:19
  if
• 6:20
  you
• 6:20
  will,
• 6:20
  and
• 6:21
  handle
• 6:21
  the
• 6:21
  like,
• 6:22
  let's
• 6:22
  make
• 6:22
  sure
• 6:22
  profitability
• 6:23
  is
• 6:23
  where
• 6:23
  it
• 6:23
  needs
• 6:23
  to
• 6:23
  be.
• 6:23
  Let's
• 6:24
  give
• 6:24
  you
• 6:24
  the
• 6:24
  checks
• 6:24
  and
• 6:24
  the
• 6:25
  balances
• 6:25
  and
• 6:25
  the
• 6:25
  resources,
• 6:26
  all
• 6:26
  the
• 6:26
  boring
• 6:27
  things,
• 6:27
  you
• 6:27
  know,
• 6:27
  that
• 6:28
  can
• 6:28
  be
• 6:28
  part
• 6:28
  of
• 6:28
  business
• 6:29
  sometimes.
• 6:30
  It
• 6:30
  allows
• 6:30
  them
• 6:31
  to
• 6:31
  really
• 6:31
  focus
• 6:31
  on
• 6:31
  what
• 6:32
  they
• 6:32
  love
• 6:32
  the
• 6:32
  most.
• 6:32
  And
• 6:33
  so
• 6:33
  that
• 6:33
  was
• 6:33
  what
• 6:33
  started
• 6:34
  to
• 6:34
  bring
• 6:34
  on
• 6:34
  and
• 6:34
  spur
• 6:35
  the
• 6:35
  idea
• 6:35
  of
• 6:36
  maybe
• 6:37
  home
• 6:37
  staging
• 6:37
  could
• 6:38
  actually
• 6:38
  be
• 6:38
  a
• 6:38
  franchise
• 6:39
  opportunity.
• 6:40
  So
• 6:40
  you
• 6:40
  know,
• 6:40
  one
• 6:41
  thing
• 6:41
  that
• 6:41
  you
• 6:41
  just
• 6:41
  mentioned
• 6:42
  there,
• 6:42
  you
• 6:42
  mentioned
• 6:43
  50%
• 6:43
  don't
• 6:43
  know
• 6:44
  if
• 6:44
  they're
• 6:44
  profitable.
• 6:45
  I
• 6:46
  actually
• 6:46
  wouldn't
• 6:47
  be
• 6:47
  surprised
• 6:47
  if
• 6:48
  that's
• 6:48
  close
• 6:48
  to
• 6:49
  the
• 6:49
  industry
• 6:49
  or
• 6:50
  not.
• 6:50
  Industry
• 6:50
  average.
• 6:51
  Just
• 6:51
  as
• 6:51
  entrepreneurs
• 6:53
  in
• 6:53
  general,
• 6:55
  I
• 6:55
  just
• 6:55
  don't
• 6:55
  think
• 6:56
  a
• 6:56
  lot
• 6:56
  of
• 6:56
  people,
• 6:57
  especially
• 6:57
  when
• 6:57
  they
• 6:57
  get
• 6:57
  into
• 6:58
  real
• 6:58
  estate
• 6:58
  investing,
• 6:59
  it
• 7:00
  becomes,
• 7:00
  it's
• 7:00
  more
• 7:00
  of
• 7:00
  a
• 7:01
  side
• 7:01
  hustle
• 7:01
  at
• 7:01
  best.
• 7:02
  It's
• 7:02
  not
• 7:02
  taken
• 7:03
  on
• 7:03
  as,
• 7:03
  as
• 7:04
  an
• 7:04
  actual
• 7:05
  business,
• 7:05
  if
• 7:06
  that
• 7:06
  makes
• 7:06
  sense.
• 7:06
  It
• 7:07
  makes
• 7:07
  perfect
• 7:07
  sense.
• 7:08
  And
• 7:08
  you
• 7:08
  know,
• 7:08
  I
• 7:09
  think
• 7:09
  to
• 7:09
  others
• 7:10
  credit,
• 7:11
  sometimes
• 7:11
  you
• 7:11
  just
• 7:11
  fall
• 7:12
  into
• 7:12
  these
• 7:12
  things.
• 7:12
  Right.
• 7:13
  You
• 7:13
  weren't
• 7:13
  necessarily
• 7:14
  trying
• 7:14
  to
• 7:14
  intentionally
• 7:15
  build
• 7:15
  a
• 7:15
  business
• 7:15
  and
• 7:16
  start
• 7:16
  it
• 7:16
  on
• 7:16
  day
• 7:16
  one
• 7:17
  with
• 7:17
  a
• 7:17
  business
• 7:17
  plan
• 7:17
  in
• 7:18
  your
• 7:18
  real
• 7:18
  estate
• 7:18
  investing
• 7:19
  or
• 7:19
  whatever
• 7:20
  other
• 7:20
  business
• 7:20
  opportunity
• 7:21
  it
• 7:21
  may
• 7:21
  be.
• 7:21
  It
• 7:22
  was.
• 7:22
  People
• 7:22
  were
• 7:22
  reaching
• 7:23
  out
• 7:23
  to
• 7:23
  you,
• 7:23
  going,
• 7:23
  hey,
• 7:24
  can
• 7:24
  you
• 7:24
  help
• 7:24
  me?
• 7:24
  Can
• 7:25
  you
• 7:25
  provide
• 7:25
  this
• 7:25
  service?
• 7:26
  Or
• 7:26
  you
• 7:26
  wanted
• 7:26
  to
• 7:27
  pick
• 7:27
  up
• 7:27
  one
• 7:27
  property,
• 7:28
  and
• 7:28
  one
• 7:28
  property
• 7:28
  turned
• 7:29
  into
• 7:29
  three,
• 7:29
  which
• 7:29
  turned
• 7:30
  into
• 7:30
  10.
• 7:30
  And
• 7:30
  now
• 7:30
  look
• 7:31
  at
• 7:31
  you
• 7:31
  have
• 7:31
  a
• 7:31
  business.
• 7:31
  And
• 7:32
  you
• 7:32
  went,
• 7:32
  wait,
• 7:32
  there
• 7:32
  are
• 7:33
  some
• 7:33
  fundamentals
• 7:33
  there
• 7:34
  that
• 7:34
  we
• 7:35
  probably
• 7:35
  need
• 7:35
  to
• 7:35
  build
• 7:35
  out,
• 7:36
  but
• 7:36
  it's
• 7:36
  a
• 7:37
  very
• 7:37
  real
• 7:37
  experience
• 7:38
  that's
• 7:38
  happening
• 7:38
  to
• 7:39
  a
• 7:39
  lot
• 7:39
  of
• 7:39
  individuals.
• 7:40
  Um,
• 7:40
  and
• 7:40
  it
• 7:40
  doesn't
• 7:41
  necessarily
• 7:42
  mean
• 7:42
  that
• 7:43
  you're
• 7:43
  failing.
• 7:43
  It's
• 7:44
  just
• 7:44
  a
• 7:44
  good
• 7:44
  moment
• 7:44
  to
• 7:44
  pause
• 7:45
  and
• 7:45
  go,
• 7:45
  let's
• 7:45
  make
• 7:45
  sure
• 7:45
  that
• 7:46
  those
• 7:46
  systems
• 7:46
  are
• 7:46
  in
• 7:46
  place.
• 7:47
  And
• 7:47
  if
• 7:47
  I
• 7:47
  don't
• 7:47
  have
• 7:47
  them
• 7:48
  today,
• 7:48
  finding
• 7:49
  the
• 7:49
  resources
• 7:49
  that
• 7:49
  you
• 7:49
  need
• 7:50
  to
• 7:50
  make
• 7:50
  sure
• 7:50
  that
• 7:50
  you
• 7:51
  really
• 7:51
  are
• 7:51
  successful
• 7:52
  so
• 7:52
  you
• 7:52
  can
• 7:52
  continue
• 7:53
  doing
• 7:53
  it
• 7:53
  and
• 7:53
  can
• 7:54
  continue
• 7:54
  to
• 7:54
  grow
• 7:54
  and
• 7:55
  build.
• 7:55
  I
• 7:55
  would
• 7:56
  imagine
• 7:56
  that
• 7:56
  a
• 7:56
  lot
• 7:56
  of
• 7:57
  people
• 7:57
  that
• 7:57
  are
• 7:57
  listening
• 7:57
  to
• 7:58
  this.
• 7:58
  This
• 7:59
  concept
• 7:59
  is
• 8:00
  relatively
• 8:00
  new,
• 8:00
  depending
• 8:01
  on
• 8:01
  your
• 8:01
  market.
• 8:02
  In
• 8:02
  fact,
• 8:02
  we,
• 8:02
  we
• 8:03
  staged
• 8:03
  one
• 8:04
  house
• 8:04
  after
• 8:04
  flipping
• 8:05
  it,
• 8:05
  and
• 8:05
  we
• 8:05
  probably
• 8:06
  have.
• 8:06
  Should
• 8:06
  be
• 8:07
  doing
• 8:07
  more.
• 8:08
  But
• 8:09
  could
• 8:09
  you
• 8:09
  talk
• 8:10
  a
• 8:10
  little
• 8:10
  bit
• 8:10
  about
• 8:11
  the
• 8:11
  process
• 8:12
  associated
• 8:12
  with
• 8:12
  it
• 8:13
  if
• 8:13
  somebody
• 8:13
  came
• 8:13
  to
• 8:14
  one
• 8:14
  of
• 8:14
  your
• 8:15
  franchisees.
• 8:16
  Let's
• 8:17
  talk
• 8:17
  about
• 8:17
  that,
• 8:18
  that
• 8:18
  experience
• 8:19
  from
• 8:19
  beginning
• 8:20
  to
• 8:20
  end
• 8:20
  as,
• 8:21
  as
• 8:21
  they
• 8:21
  engage
• 8:21
  your
• 8:22
  crew?
• 8:22
  Yeah,
• 8:22
  absolutely.
• 8:23
  And
• 8:23
  you're
• 8:23
  completely
• 8:24
  right.
• 8:24
  Staging
• 8:25
  is
• 8:25
  still
• 8:26
  a
• 8:26
  fairly
• 8:26
  new
• 8:26
  concept.
• 8:28
  Across
• 8:28
  the
• 8:28
  country,
• 8:29
  only
• 8:29
  20%
• 8:30
  of
• 8:30
  properties
• 8:31
  actually
• 8:31
  get
• 8:31
  staged
• 8:31
  before
• 8:32
  they
• 8:32
  hit
• 8:32
  the
• 8:32
  market.
• 8:33
  Now
• 8:33
  you're
• 8:33
  going
• 8:33
  to
• 8:33
  have
• 8:34
  pockets
• 8:34
  like
• 8:34
  California
• 8:35
  that
• 8:35
  It's,
• 8:35
  you
• 8:35
  know,
• 8:36
  85%
• 8:37
  of
• 8:37
  all
• 8:37
  houses
• 8:37
  are
• 8:37
  getting
• 8:38
  staged
• 8:38
  before
• 8:38
  they
• 8:38
  hit
• 8:39
  the
• 8:39
  market.
• 8:39
  And
• 8:39
  you
• 8:39
  have
• 8:40
  some
• 8:40
  other
• 8:40
  communities
• 8:41
  that
• 8:41
  are,
• 8:41
  have
• 8:41
  even
• 8:42
  lower
• 8:42
  metrics.
• 8:43
  But
• 8:43
  a
• 8:43
  staging
• 8:43
  experience
• 8:44
  should
• 8:44
  be
• 8:44
  pretty
• 8:44
  painless.
• 8:45
  And
• 8:45
  what
• 8:45
  we
• 8:46
  often
• 8:46
  say
• 8:46
  is
• 8:47
  you
• 8:47
  should
• 8:47
  be
• 8:47
  hiring
• 8:48
  a
• 8:48
  staging
• 8:48
  company
• 8:49
  that
• 8:49
  understands
• 8:50
  that
• 8:50
  their
• 8:51
  job
• 8:51
  is
• 8:51
  to
• 8:51
  be
• 8:51
  their,
• 8:52
  your
• 8:52
  marketing
• 8:52
  team,
• 8:53
  not
• 8:53
  to
• 8:53
  make
• 8:53
  your
• 8:54
  house
• 8:54
  look
• 8:54
  pretty.
• 8:54
  And
• 8:54
  there
• 8:55
  are
• 8:55
  two
• 8:55
  big
• 8:55
  differences
• 8:55
  in
• 8:56
  that.
• 8:56
  So
• 8:56
  when
• 8:56
  somebody
• 8:57
  comes
• 8:57
  in
• 8:57
  and
• 8:58
  views
• 8:58
  a
• 8:58
  project,
• 8:58
  let's
• 8:58
  say
• 8:59
  you
• 8:59
  finished
• 8:59
  your
• 8:59
  flip
• 8:59
  and
• 9:00
  you
• 9:00
  ready
• 9:00
  to
• 9:00
  go
• 9:00
  put
• 9:00
  it
• 9:01
  on
• 9:01
  the
• 9:01
  market.
• 9:02
  When
• 9:02
  they
• 9:02
  meet
• 9:02
  at
• 9:03
  the
• 9:03
  home,
• 9:03
  the
• 9:03
  stager
• 9:04
  should
• 9:04
  walk
• 9:04
  into
• 9:04
  the
• 9:04
  home
• 9:05
  and
• 9:05
  understand
• 9:05
  that
• 9:05
  the
• 9:06
  first
• 9:06
  six
• 9:06
  seconds
• 9:06
  that
• 9:07
  a
• 9:07
  buyer
• 9:07
  walks
• 9:07
  into
• 9:07
  that
• 9:08
  home
• 9:08
  is
• 9:08
  what
• 9:08
  matters.
• 9:08
  And
• 9:09
  so
• 9:09
  they
• 9:09
  should
• 9:09
  be
• 9:09
  seeing
• 9:09
  and
• 9:10
  thinking
• 9:10
  about
• 9:10
  where
• 9:10
  do
• 9:11
  I
• 9:11
  want
• 9:11
  their
• 9:11
  eye
• 9:12
  and
• 9:12
  their
• 9:12
  attention
• 9:13
  to
• 9:13
  be
• 9:13
  drawn?
• 9:13
  What
• 9:14
  emotional
• 9:14
  experience
• 9:15
  do
• 9:15
  I
• 9:15
  want
• 9:15
  that
• 9:16
  buyer
• 9:16
  to
• 9:16
  have
• 9:16
  when
• 9:16
  they're
• 9:17
  walking
• 9:17
  in
• 9:17
  the
• 9:17
  door?
• 9:18
  Because
• 9:18
  that
• 9:18
  is
• 9:19
  what
• 9:19
  is
• 9:19
  going
• 9:19
  to
• 9:20
  sell
• 9:20
  the
• 9:20
  property.
• 9:20
  It's
• 9:20
  the
• 9:21
  emotional
• 9:21
  experience
• 9:22
  that
• 9:22
  somebody
• 9:22
  has
• 9:23
  that's
• 9:23
  going
• 9:23
  to
• 9:23
  kind
• 9:23
  of
• 9:23
  push
• 9:24
  them
• 9:24
  over
• 9:24
  the
• 9:24
  edge.
• 9:24
  And
• 9:25
  so
• 9:26
  our
• 9:26
  brains
• 9:26
  think
• 9:27
  very
• 9:27
  strategically
• 9:28
  from
• 9:28
  a
• 9:28
  marketing
• 9:28
  standpoint.
• 9:29
  We
• 9:29
  think
• 9:29
  about
• 9:30
  when
• 9:30
  we
• 9:30
  bring
• 9:30
  pieces
• 9:31
  of
• 9:31
  furniture
• 9:31
  into
• 9:32
  a
• 9:32
  home,
• 9:32
  what
• 9:32
  is
• 9:33
  that
• 9:33
  going
• 9:33
  to
• 9:33
  look
• 9:33
  like
• 9:33
  from
• 9:33
  an
• 9:34
  MLS
• 9:34
  photograph?
• 9:35
  Because
• 9:35
  typically
• 9:35
  it's
• 9:36
  a
• 9:36
  wide
• 9:36
  angle
• 9:36
  lens.
• 9:36
  It's
• 9:37
  way
• 9:37
  far
• 9:37
  back
• 9:38
  in
• 9:38
  the
• 9:38
  room.
• 9:38
  So
• 9:39
  what
• 9:39
  pieces
• 9:39
  are
• 9:39
  going
• 9:39
  to
• 9:40
  make
• 9:40
  sense?
• 9:40
  What
• 9:40
  angle
• 9:41
  is
• 9:41
  the
• 9:41
  photograph
• 9:41
  going
• 9:41
  to
• 9:42
  be
• 9:42
  taken?
• 9:42
  Because
• 9:42
  before
• 9:43
  somebody
• 9:43
  ever
• 9:43
  walks
• 9:44
  into
• 9:44
  that
• 9:44
  property,
• 9:44
  they're
• 9:45
  going
• 9:45
  to
• 9:45
  see
• 9:45
  that
• 9:45
  home
• 9:46
  online.
• 9:46
  And
• 9:46
  so
• 9:47
  first
• 9:47
  it's
• 9:47
  the
• 9:48
  image
• 9:48
  piece
• 9:48
  of
• 9:48
  it.
• 9:48
  Then
• 9:49
  second,
• 9:49
  once
• 9:50
  they're
• 9:50
  in
• 9:50
  that
• 9:50
  home,
• 9:50
  where
• 9:51
  do
• 9:51
  we
• 9:51
  want
• 9:51
  to
• 9:51
  guide
• 9:51
  them?
• 9:52
  Throughout
• 9:52
  the
• 9:52
  home.
• 9:53
  Let's
• 9:53
  make
• 9:53
  sure
• 9:53
  there's
• 9:54
  a
• 9:54
  natural
• 9:54
  flow
• 9:54
  of
• 9:55
  traffic
• 9:55
  so
• 9:55
  that
• 9:56
  the
• 9:56
  buyers
• 9:56
  can
• 9:56
  walk
• 9:57
  through.
• 9:57
  And
• 9:57
  between
• 9:58
  that
• 9:58
  they
• 9:58
  see
• 9:58
  the
• 9:58
  beautiful
• 9:59
  view
• 9:59
  of
• 9:59
  the
• 9:59
  backyard.
• 10:00
  If
• 10:00
  it's
• 10:00
  stunning
• 10:00
  and
• 10:01
  amazing,
• 10:01
  that
• 10:02
  they
• 10:02
  don't
• 10:02
  really
• 10:02
  notice
• 10:03
  the
• 10:03
  imperfections
• 10:03
  and
• 10:04
  ugly
• 10:04
  part
• 10:04
  of
• 10:04
  the
• 10:04
  kitchen
• 10:05
  that
• 10:05
  maybe
• 10:05
  you
• 10:06
  just
• 10:06
  couldn't
• 10:06
  work
• 10:06
  around.
• 10:07
  But
• 10:07
  we
• 10:08
  want
• 10:08
  to
• 10:08
  be
• 10:08
  really
• 10:08
  methodical
• 10:09
  about
• 10:09
  the
• 10:09
  way
• 10:09
  that
• 10:09
  we're
• 10:10
  marketing
• 10:10
  the
• 10:10
  home.
• 10:11
  And
• 10:11
  we
• 10:11
  just
• 10:11
  happen
• 10:12
  to
• 10:12
  do
• 10:12
  that
• 10:12
  with
• 10:12
  furniture
• 10:13
  and
• 10:13
  decor.
• 10:14
  So
• 10:14
  typically
• 10:15
  we'll
• 10:15
  walk
• 10:15
  a
• 10:15
  property
• 10:16
  and
• 10:16
  then
• 10:16
  we'll
• 10:16
  turn
• 10:16
  around
• 10:17
  and
• 10:17
  install
• 10:17
  the
• 10:17
  project
• 10:18
  on
• 10:18
  average
• 10:18
  anywhere
• 10:19
  from
• 10:19
  three
• 10:20
  days
• 10:20
  later
• 10:20
  to
• 10:20
  three
• 10:21
  weeks
• 10:21
  later,
• 10:21
  depending
• 10:22
  on
• 10:22
  the
• 10:22
  seller's
• 10:23
  timeline
• 10:23
  and
• 10:23
  what
• 10:24
  they're
• 10:24
  looking
• 10:24
  for.
• 10:24
  We
• 10:25
  stage
• 10:25
  the
• 10:25
  home
• 10:25
  in
• 10:25
  just
• 10:26
  one
• 10:26
  day.
• 10:26
  So
• 10:26
  typically
• 10:27
  we
• 10:27
  save
• 10:27
  the
• 10:27
  top
• 10:28
  photo
• 10:28
  can
• 10:29
  be
• 10:29
  scheduled
• 10:29
  even
• 10:29
  that
• 10:30
  same
• 10:30
  afternoon
• 10:30
  oftentimes.
• 10:31
  And
• 10:32
  then
• 10:32
  the
• 10:32
  home
• 10:32
  goes
• 10:32
  on
• 10:33
  the
• 10:33
  market,
• 10:33
  you
• 10:33
  do
• 10:33
  your
• 10:34
  thing.
• 10:34
  We
• 10:34
  hope
• 10:34
  that
• 10:34
  it
• 10:35
  sells
• 10:35
  and
• 10:35
  it
• 10:35
  sells,
• 10:36
  you
• 10:36
  know,
• 10:36
  at
• 10:37
  a
• 10:37
  great
• 10:37
  price
• 10:37
  point
• 10:38
  and
• 10:38
  there's
• 10:38
  success.
• 10:39
  And
• 10:39
  once
• 10:39
  that
• 10:39
  home
• 10:40
  is
• 10:40
  under
• 10:40
  contract
• 10:40
  and
• 10:41
  that
• 10:41
  due
• 10:41
  diligence
• 10:42
  and
• 10:42
  inspection
• 10:42
  is
• 10:42
  done,
• 10:43
  we
• 10:43
  take
• 10:43
  our
• 10:43
  inventory
• 10:44
  back
• 10:44
  out
• 10:44
  and
• 10:45
  you're
• 10:45
  ready
• 10:45
  to
• 10:45
  start
• 10:45
  your
• 10:46
  next
• 10:46
  project.
• 10:47
  You
• 10:48
  mentioned
• 10:48
  that
• 10:48
  people
• 10:49
  kind
• 10:49
  of
• 10:49
  make
• 10:49
  a
• 10:50
  snap
• 10:50
  decision
• 10:50
  within
• 10:51
  that
• 10:51
  first
• 10:51
  six
• 10:51
  seconds.
• 10:52
  Could
• 10:53
  you.
• 10:53
  Is,
• 10:54
  is
• 10:54
  there
• 10:54
  anything
• 10:55
  that
• 10:55
  happens
• 10:56
  outside
• 10:57
  of
• 10:57
  the
• 10:57
  house
• 10:58
  to
• 10:58
  the
• 10:58
  exterior
• 10:59
  before
• 11:00
  they
• 11:01
  even
• 11:01
  walk
• 11:01
  in
• 11:01
  that
• 11:02
  home?
• 11:02
  Because
• 11:02
  I've
• 11:03
  actually
• 11:03
  seen
• 11:03
  people
• 11:04
  walk,
• 11:05
  drive
• 11:05
  up
• 11:06
  the
• 11:06
  wife
• 11:07
  or
• 11:07
  shakes
• 11:08
  her
• 11:08
  head
• 11:08
  no,
• 11:08
  and
• 11:09
  they
• 11:09
  just
• 11:10
  continue
• 11:10
  on
• 11:10
  their
• 11:11
  way.
• 11:11
  You
• 11:11
  know,
• 11:11
  there's,
• 11:12
  there's,
• 11:12
  there's
• 11:13
  like
• 11:13
  they
• 11:13
  won't
• 11:13
  even
• 11:13
  step
• 11:14
  foot
• 11:14
  out
• 11:14
  of
• 11:14
  the
• 11:14
  car.
• 11:15
  Like,
• 11:15
  is
• 11:16
  there
• 11:16
  anything
• 11:16
  that
• 11:16
  you
• 11:16
  advise
• 11:17
  on
• 11:17
  that
• 11:18
  front?
• 11:18
  Yeah,
• 11:18
  absolutely.
• 11:19
  The
• 11:19
  exterior
• 11:20
  is
• 11:20
  wildly
• 11:21
  important
• 11:21
  for
• 11:22
  that
• 11:22
  reason.
• 11:22
  So
• 11:23
  you
• 11:23
  want
• 11:23
  to
• 11:23
  make
• 11:23
  sure
• 11:24
  that
• 11:24
  your
• 11:24
  lawn
• 11:25
  is
• 11:25
  well
• 11:25
  manicured,
• 11:26
  that
• 11:26
  you
• 11:27
  have
• 11:27
  fresh
• 11:28
  mulch,
• 11:28
  fresh
• 11:29
  bushes,
• 11:29
  or
• 11:29
  that
• 11:30
  whatever
• 11:30
  kind
• 11:31
  of
• 11:31
  greenery
• 11:31
  is
• 11:31
  there
• 11:32
  in
• 11:32
  front
• 11:32
  of
• 11:32
  the
• 11:32
  home
• 11:32
  is
• 11:33
  well
• 11:33
  cared
• 11:33
  for,
• 11:34
  that
• 11:34
  the
• 11:34
  home
• 11:34
  is
• 11:35
  pressure
• 11:35
  washed.
• 11:36
  As
• 11:36
  silly
• 11:36
  as
• 11:36
  that
• 11:37
  sounds
• 11:37
  and
• 11:37
  as
• 11:37
  simple
• 11:38
  as
• 11:38
  that
• 11:38
  sounds,
• 11:38
  that
• 11:38
  Is
• 11:39
  crucially
• 11:39
  important,
• 11:40
  because
• 11:40
  the
• 11:41
  moment
• 11:41
  that
• 11:41
  a
• 11:41
  home
• 11:41
  buyer
• 11:42
  walks
• 11:42
  up
• 11:42
  to
• 11:42
  a
• 11:43
  property
• 11:43
  and
• 11:43
  at
• 11:43
  any
• 11:44
  point
• 11:44
  in
• 11:44
  their
• 11:44
  experience
• 11:44
  with
• 11:45
  a
• 11:45
  property,
• 11:45
  sees
• 11:46
  something
• 11:46
  that
• 11:46
  suggests
• 11:47
  that
• 11:47
  you're
• 11:47
  not
• 11:48
  maintaining
• 11:48
  the
• 11:48
  home,
• 11:49
  it
• 11:49
  could
• 11:49
  be
• 11:49
  a
• 11:49
  cobweb
• 11:50
  that's
• 11:50
  sitting
• 11:50
  somewhere.
• 11:51
  It
• 11:51
  could
• 11:51
  be
• 11:51
  a
• 11:52
  little
• 11:52
  bit
• 11:52
  of
• 11:52
  paint
• 11:52
  that's
• 11:53
  maybe
• 11:53
  chipped
• 11:53
  off
• 11:53
  of
• 11:53
  the
• 11:54
  front
• 11:54
  door
• 11:54
  that
• 11:55
  says
• 11:55
  to
• 11:55
  the
• 11:55
  home
• 11:55
  buyer
• 11:56
  that
• 11:56
  you're
• 11:56
  not
• 11:56
  maintaining
• 11:57
  your
• 11:57
  property.
• 11:57
  And
• 11:58
  so
• 11:58
  even
• 11:58
  though
• 11:58
  it's
• 11:59
  like,
• 11:59
  that's,
• 11:59
  you
• 11:59
  know,
• 12:00
  a
• 12:00
  coat
• 12:00
  of
• 12:00
  paint,
• 12:00
  no
• 12:01
  big
• 12:01
  deal,
• 12:01
  let's
• 12:01
  just
• 12:01
  repaint
• 12:02
  it
• 12:02
  for
• 12:03
  them.
• 12:03
  They're
• 12:03
  spiraling,
• 12:04
  and
• 12:04
  they're
• 12:04
  going,
• 12:05
  what
• 12:05
  does
• 12:05
  that
• 12:05
  mean
• 12:05
  for
• 12:05
  the
• 12:05
  H
• 12:06
  vac?
• 12:06
  When
• 12:06
  was
• 12:07
  the
• 12:07
  last
• 12:07
  time
• 12:07
  they
• 12:07
  had
• 12:08
  it
• 12:08
  cleaned
• 12:08
  and
• 12:08
  maintained?
• 12:09
  Are
• 12:09
  they
• 12:09
  handling
• 12:10
  that
• 12:10
  every
• 12:10
  year?
• 12:10
  Am
• 12:10
  I
• 12:11
  going
• 12:11
  to
• 12:11
  run
• 12:11
  into
• 12:11
  an
• 12:11
  issue
• 12:11
  where
• 12:12
  I'm
• 12:12
  going
• 12:12
  to
• 12:12
  have
• 12:12
  a
• 12:13
  $15,000
• 12:14
  expense
• 12:14
  when
• 12:14
  I
• 12:14
  first
• 12:14
  move
• 12:14
  into
• 12:15
  the
• 12:15
  home?
• 12:15
  Because
• 12:15
  they're
• 12:15
  not
• 12:16
  maintaining
• 12:16
  the
• 12:16
  project
• 12:16
  properly.
• 12:17
  And
• 12:17
  so
• 12:17
  they're
• 12:18
  going
• 12:18
  to
• 12:18
  take
• 12:18
  the
• 12:18
  littlest
• 12:19
  indicators
• 12:20
  of
• 12:20
  maintenance
• 12:20
  problems
• 12:21
  and
• 12:21
  really
• 12:21
  bring
• 12:22
  them
• 12:22
  to
• 12:22
  an
• 12:22
  extreme
• 12:22
  and
• 12:23
  be
• 12:23
  worried
• 12:23
  about
• 12:23
  that.
• 12:24
  And
• 12:24
  so
• 12:24
  making
• 12:24
  sure
• 12:25
  that
• 12:25
  that
• 12:25
  exterior
• 12:25
  is
• 12:26
  handled
• 12:26
  the
• 12:26
  way
• 12:26
  that
• 12:27
  it
• 12:27
  needs
• 12:27
  to
• 12:27
  be
• 12:27
  is
• 12:27
  crucially
• 12:28
  important
• 12:28
  to
• 12:29
  kind
• 12:29
  of
• 12:29
  minimize
• 12:30
  that
• 12:30
  risk
• 12:30
  and
• 12:30
  make
• 12:31
  welcoming.
• 12:32
  Now,
• 12:32
  there
• 12:32
  are
• 12:32
  going
• 12:32
  to
• 12:33
  be
• 12:33
  aspects
• 12:33
  of
• 12:33
  a
• 12:33
  home
• 12:33
  that
• 12:34
  you're
• 12:34
  going
• 12:34
  to
• 12:34
  have
• 12:34
  zero
• 12:34
  control
• 12:35
  over.
• 12:35
  Really
• 12:36
  steep
• 12:36
  driveways,
• 12:36
  unfortunately.
• 12:37
  I've
• 12:37
  seen
• 12:37
  it
• 12:38
  happen
• 12:38
  where
• 12:38
  people
• 12:38
  are
• 12:38
  like,
• 12:39
  oh,
• 12:39
  yep,
• 12:39
  just
• 12:39
  kidding.
• 12:40
  And
• 12:40
  they
• 12:40
  keep
• 12:40
  driving
• 12:40
  on.
• 12:41
  Right.
• 12:41
  We
• 12:41
  can't
• 12:42
  really
• 12:42
  fix
• 12:42
  a
• 12:42
  steep
• 12:43
  driveway,
• 12:43
  per
• 12:43
  se,
• 12:44
  but
• 12:44
  we
• 12:44
  want
• 12:44
  to
• 12:45
  make
• 12:45
  sure
• 12:45
  the
• 12:45
  curb
• 12:45
  appeal
• 12:46
  is
• 12:46
  welcoming,
• 12:47
  that
• 12:47
  things
• 12:47
  are
• 12:47
  maintained
• 12:48
  and
• 12:48
  cared
• 12:48
  for.
• 12:49
  Bringing
• 12:49
  in
• 12:49
  the
• 12:49
  green,
• 12:50
  bringing
• 12:50
  in
• 12:50
  some
• 12:51
  color
• 12:51
  when
• 12:51
  possible,
• 12:51
  if
• 12:52
  the
• 12:52
  season
• 12:52
  is
• 12:52
  right.
• 12:53
  Those
• 12:53
  things
• 12:53
  are
• 12:53
  really
• 12:53
  important.
• 12:54
  Yeah.
• 12:54
  If
• 12:54
  you're
• 12:54
  in
• 12:54
  Duluth,
• 12:55
  you're
• 12:55
  going
• 12:55
  to
• 12:55
  have
• 12:56
  a
• 12:56
  steep
• 12:56
  driveway.
• 12:56
  I
• 12:57
  mean,
• 12:57
  it's.
• 12:57
  It's
• 12:58
  unavoidable.
• 12:58
  Right.
• 12:59
  There's
• 12:59
  going
• 12:59
  to
• 12:59
  be
• 12:59
  some
• 12:59
  situation.
• 13:00
  That's
• 13:00
  right.
• 13:00
  That's.
• 13:01
  That's
• 13:01
  the
• 13:01
  case.
• 13:02
  I
• 13:02
  was
• 13:02
  interested
• 13:03
  regarding
• 13:04
  one
• 13:04
  aspect,
• 13:04
  and
• 13:05
  this
• 13:05
  is
• 13:05
  probably
• 13:05
  jumping
• 13:06
  ahead
• 13:06
  a
• 13:06
  little
• 13:06
  bit,
• 13:07
  but
• 13:07
  the
• 13:07
  concept
• 13:08
  around
• 13:08
  the
• 13:08
  furniture
• 13:09
  itself.
• 13:10
  Do
• 13:11
  you
• 13:11
  establish
• 13:11
  relationships
• 13:12
  with
• 13:12
  local
• 13:13
  furniture
• 13:13
  stores,
• 13:14
  or.
• 13:14
  I'm
• 13:14
  just
• 13:14
  kind
• 13:15
  of
• 13:15
  questioning,
• 13:15
  because
• 13:15
  I
• 13:16
  would
• 13:16
  imagine,
• 13:16
  depending
• 13:17
  on
• 13:17
  the
• 13:17
  scenario,
• 13:19
  people
• 13:19
  might
• 13:19
  want
• 13:20
  to
• 13:20
  take
• 13:20
  the
• 13:21
  whole
• 13:21
  thing,
• 13:21
  including
• 13:21
  the
• 13:22
  furniture.
• 13:22
  Yes.
• 13:23
  So
• 13:23
  we
• 13:23
  have
• 13:24
  great
• 13:24
  relationships
• 13:25
  at
• 13:26
  a
• 13:26
  national
• 13:26
  level
• 13:26
  with
• 13:27
  different
• 13:27
  furniture
• 13:28
  wholesalers.
• 13:29
  When
• 13:29
  I
• 13:30
  started
• 13:30
  out
• 13:30
  of
• 13:31
  my
• 13:31
  garage,
• 13:31
  you
• 13:31
  know,
• 13:31
  it
• 13:32
  was
• 13:32
  a
• 13:32
  lot
• 13:32
  of
• 13:32
  like,
• 13:32
  let
• 13:32
  me
• 13:33
  order
• 13:33
  this
• 13:33
  piece.
• 13:33
  Piece
• 13:33
  and
• 13:33
  that
• 13:34
  piece
• 13:34
  and
• 13:34
  pick
• 13:34
  this
• 13:34
  up
• 13:35
  from
• 13:35
  this
• 13:35
  store.
• 13:35
  And
• 13:36
  then
• 13:36
  very
• 13:36
  quickly,
• 13:36
  when
• 13:37
  you
• 13:37
  start
• 13:37
  to
• 13:37
  scale,
• 13:38
  and
• 13:38
  I've
• 13:39
  hit
• 13:39
  a
• 13:39
  place
• 13:39
  now
• 13:39
  where
• 13:39
  I
• 13:39
  think
• 13:39
  I
• 13:40
  own,
• 13:40
  like,
• 13:40
  95
• 13:41
  sofas.
• 13:41
  You
• 13:42
  can't
• 13:42
  just
• 13:42
  go
• 13:42
  pick
• 13:42
  these
• 13:43
  up
• 13:43
  from
• 13:43
  local
• 13:43
  stores
• 13:44
  anymore.
• 13:44
  You
• 13:44
  need
• 13:44
  solutions
• 13:45
  that
• 13:45
  are
• 13:45
  going
• 13:45
  to
• 13:45
  deliver
• 13:46
  things
• 13:46
  consistently.
• 13:47
  So
• 13:47
  we've
• 13:47
  had
• 13:47
  the
• 13:47
  opportunity
• 13:48
  to
• 13:48
  build
• 13:48
  beautiful
• 13:48
  relationships
• 13:49
  with
• 13:49
  a
• 13:50
  lot
• 13:50
  of
• 13:50
  different
• 13:50
  furniture
• 13:51
  vendors.
• 13:51
  And
• 13:52
  you're
• 13:52
  absolutely
• 13:52
  right.
• 13:53
  We.
• 13:53
  It's
• 13:53
  not
• 13:53
  uncommon
• 13:54
  for
• 13:54
  us
• 13:54
  to
• 13:54
  hit
• 13:55
  a
• 13:55
  scenario
• 13:55
  where
• 13:56
  a
• 13:56
  buyer
• 13:56
  comes
• 13:57
  in,
• 13:57
  sees
• 13:57
  the
• 13:57
  property,
• 13:58
  they
• 13:58
  fall
• 13:58
  in
• 13:58
  love
• 13:58
  with
• 13:58
  the
• 13:59
  home,
• 13:59
  but
• 13:59
  they
• 13:59
  also
• 14:00
  fall
• 14:00
  in
• 14:00
  love
• 14:00
  with
• 14:00
  the
• 14:00
  furnishings.
• 14:01
  And
• 14:01
  so
• 14:01
  we
• 14:01
  will
• 14:02
  continually
• 14:03
  sell
• 14:03
  furniture,
• 14:04
  whether
• 14:04
  it
• 14:05
  is
• 14:05
  the
• 14:05
  entire
• 14:05
  house
• 14:06
  full
• 14:06
  of
• 14:06
  furniture
• 14:06
  or
• 14:07
  it's.
• 14:07
  I
• 14:07
  just
• 14:07
  am
• 14:08
  madly
• 14:08
  in
• 14:08
  love
• 14:08
  with
• 14:08
  that
• 14:09
  sofa
• 14:09
  and
• 14:09
  it
• 14:09
  has
• 14:09
  to
• 14:10
  stay.
• 14:10
  We're
• 14:10
  there
• 14:10
  to
• 14:10
  kind
• 14:11
  of
• 14:11
  support
• 14:11
  and
• 14:12
  provide
• 14:12
  that
• 14:12
  experience
• 14:13
  as
• 14:13
  well.
• 14:14
  From
• 14:14
  a
• 14:14
  seller's
• 14:15
  standpoint,
• 14:15
  sometimes
• 14:15
  it's
• 14:15
  advantageous
• 14:16
  because
• 14:17
  you
• 14:17
  can
• 14:17
  then
• 14:18
  promote
• 14:18
  selling
• 14:18
  the
• 14:19
  property
• 14:19
  turnkey.
• 14:20
  Right?
• 14:20
  And
• 14:20
  depending
• 14:21
  on
• 14:21
  the
• 14:21
  flip
• 14:21
  and
• 14:21
  the
• 14:21
  renovation,
• 14:22
  we
• 14:22
  work
• 14:22
  with
• 14:22
  some
• 14:23
  builders
• 14:23
  that
• 14:24
  love
• 14:24
  the
• 14:24
  opportunity
• 14:25
  to
• 14:25
  be
• 14:25
  able
• 14:25
  to
• 14:25
  promote
• 14:26
  that,
• 14:26
  especially
• 14:26
  if
• 14:27
  they're
• 14:27
  working
• 14:27
  on
• 14:27
  projects
• 14:28
  that
• 14:28
  are
• 14:28
  second
• 14:28
  homes
• 14:29
  on
• 14:29
  a
• 14:29
  lake,
• 14:29
  on
• 14:30
  the
• 14:30
  beach,
• 14:30
  things
• 14:30
  of
• 14:31
  that
• 14:31
  nature.
• 14:31
  That
• 14:32
  ability
• 14:32
  to
• 14:32
  advertise
• 14:33
  it
• 14:33
  as
• 14:33
  turnkey
• 14:34
  can
• 14:34
  be
• 14:34
  really
• 14:34
  advantageous.
• 14:35
  Just
• 14:35
  to
• 14:35
  remind
• 14:36
  everybody
• 14:36
  we're
• 14:36
  talking
• 14:36
  to
• 14:37
  Elisa
• 14:37
  Sparks.
• 14:38
  You
• 14:38
  can
• 14:38
  learn
• 14:39
  more
• 14:39
  by
• 14:39
  heading
• 14:39
  over
• 14:39
  to
• 14:40
  lynden-creek.com
• 14:42
  that's
• 14:42
  going
• 14:42
  to
• 14:42
  be
• 14:42
  a
• 14:42
  clickable
• 14:43
  link
• 14:43
  in
• 14:43
  the
• 14:43
  show.
• 14:43
  Notes.
• 14:44
  Found
• 14:44
  some
• 14:44
  value
• 14:45
  in
• 14:45
  what
• 14:45
  we're
• 14:45
  chatting
• 14:45
  about
• 14:45
  so
• 14:46
  far.
• 14:46
  Do
• 14:46
  us
• 14:46
  a
• 14:46
  favor,
• 14:47
  share
• 14:47
  this
• 14:47
  with
• 14:48
  one
• 14:48
  of
• 14:48
  your
• 14:48
  friends.
• 14:48
  If
• 14:48
  you're
• 14:49
  watching
• 14:49
  us
• 14:49
  on
• 14:49
  YouTube,
• 14:50
  give
• 14:50
  us
• 14:50
  a
• 14:50
  like
• 14:51
  and
• 14:51
  subscribe.
• 14:52
  Well,
• 14:53
  let's
• 14:53
  get
• 14:53
  into
• 14:53
  the
• 14:54
  numbers
• 14:54
  a
• 14:54
  little
• 14:54
  bit.
• 14:54
  Elisa,
• 14:55
  you
• 14:55
  mentioned
• 14:56
  that
• 14:57
  properties
• 14:58
  typically
• 14:58
  sell
• 14:58
  faster.
• 15:00
  Do
• 15:00
  you
• 15:00
  have
• 15:00
  some
• 15:01
  numbers
• 15:01
  regarding
• 15:02
  the
• 15:02
  return
• 15:03
  on
• 15:03
  investment?
• 15:04
  You
• 15:04
  know,
• 15:04
  anything
• 15:05
  there
• 15:05
  that
• 15:05
  you
• 15:05
  can
• 15:06
  share?
• 15:06
  Yeah,
• 15:06
  you
• 15:07
  know,
• 15:07
  what
• 15:07
  we
• 15:07
  find
• 15:08
  within
• 15:08
  the
• 15:09
  statistically
• 15:09
  speaking
• 15:10
  is
• 15:10
  that
• 15:10
  houses
• 15:11
  can
• 15:11
  sell,
• 15:11
  you
• 15:11
  know,
• 15:12
  5
• 15:12
  to
• 15:12
  10%
• 15:13
  more
• 15:13
  once
• 15:14
  they're
• 15:14
  staged
• 15:14
  than
• 15:15
  they
• 15:15
  do
• 15:15
  for
• 15:15
  an
• 15:16
  unstaged
• 15:16
  property,
• 15:16
  which
• 15:17
  is
• 15:17
  really
• 15:17
  impressive.
• 15:18
  And
• 15:18
  of
• 15:18
  course,
• 15:18
  one
• 15:18
  of
• 15:18
  the
• 15:18
  challenges
• 15:19
  in
• 15:19
  that
• 15:19
  sometimes
• 15:20
  is
• 15:20
  you're
• 15:20
  like,
• 15:20
  you
• 15:21
  know,
• 15:21
  that's
• 15:21
  studies
• 15:22
  based
• 15:22
  on
• 15:22
  what
• 15:22
  people
• 15:23
  would
• 15:23
  kind
• 15:23
  of
• 15:23
  anticipate
• 15:24
  their
• 15:24
  ROI
• 15:24
  to
• 15:25
  be,
• 15:25
  what
• 15:25
  they
• 15:25
  anticipate
• 15:26
  their
• 15:26
  experience
• 15:26
  to
• 15:26
  be.
• 15:27
  But,
• 15:27
  like,
• 15:28
  what
• 15:28
  is
• 15:28
  it
• 15:28
  really?
• 15:29
  Right.
• 15:29
  And
• 15:29
  we
• 15:30
  had
• 15:30
  a
• 15:30
  really
• 15:30
  unique
• 15:30
  case
• 15:31
  study
• 15:31
  a
• 15:31
  couple
• 15:31
  of
• 15:31
  years
• 15:32
  ago
• 15:32
  where
• 15:33
  one
• 15:33
  of
• 15:33
  our
• 15:33
  real
• 15:34
  estate
• 15:34
  agents
• 15:34
  was
• 15:34
  selling
• 15:35
  a
• 15:35
  townhouse.
• 15:36
  Now,
• 15:36
  he
• 15:36
  had
• 15:37
  an
• 15:37
  identical
• 15:37
  townhouse
• 15:38
  that
• 15:38
  a
• 15:38
  different
• 15:39
  real
• 15:39
  estate
• 15:39
  agent
• 15:40
  sold
• 15:40
  that
• 15:40
  was
• 15:41
  three
• 15:41
  doors
• 15:41
  down,
• 15:42
  same
• 15:42
  exact
• 15:42
  floor
• 15:43
  plan.
• 15:43
  They
• 15:43
  sold
• 15:44
  it
• 15:44
  empty.
• 15:44
  It
• 15:44
  sat
• 15:45
  on
• 15:45
  the
• 15:45
  market
• 15:45
  for
• 15:45
  45
• 15:46
  days.
• 15:46
  My
• 15:46
  real
• 15:46
  estate
• 15:47
  agent
• 15:47
  called
• 15:47
  me
• 15:47
  and
• 15:48
  he
• 15:48
  said,
• 15:48
  hey,
• 15:48
  listen,
• 15:48
  I
• 15:49
  need
• 15:49
  to
• 15:49
  sell
• 15:49
  it.
• 15:49
  I
• 15:49
  need
• 15:50
  to
• 15:50
  sell
• 15:50
  it
• 15:50
  fast.
• 15:50
  I'M
• 15:51
  gonna
• 15:51
  stage
• 15:51
  it.
• 15:51
  The
• 15:52
  guy
• 15:52
  down
• 15:52
  the
• 15:52
  road
• 15:52
  did
• 15:52
  not.
• 15:53
  Let's
• 15:53
  just
• 15:53
  see
• 15:53
  what
• 15:53
  happens.
• 15:54
  And
• 15:54
  so
• 15:54
  we
• 15:55
  staged
• 15:55
  the
• 15:55
  townhouse.
• 15:57
  The
• 15:57
  townhouse
• 15:57
  sold
• 15:58
  within
• 15:58
  three
• 15:58
  days
• 15:59
  and
• 15:59
  sold
• 15:59
  for
• 16:00
  $60,000
• 16:01
  more
• 16:01
  than
• 16:01
  its
• 16:01
  neighbor
• 16:02
  did.
• 16:02
  And
• 16:03
  it's
• 16:03
  moments
• 16:03
  like
• 16:03
  that
• 16:04
  where
• 16:04
  you
• 16:04
  get
• 16:04
  to
• 16:04
  see
• 16:04
  a
• 16:05
  very
• 16:05
  true
• 16:05
  AB
• 16:06
  comparison,
• 16:06
  and
• 16:07
  you
• 16:07
  recognize
• 16:07
  and
• 16:07
  you
• 16:08
  realize
• 16:08
  the
• 16:08
  importance
• 16:08
  and
• 16:09
  the
• 16:09
  value
• 16:09
  because
• 16:09
  there
• 16:10
  was
• 16:10
  nothing
• 16:11
  different
• 16:11
  about
• 16:11
  these
• 16:11
  two
• 16:12
  houses.
• 16:12
  I
• 16:13
  mean,
• 16:13
  even
• 16:13
  the
• 16:13
  exterior,
• 16:14
  they're
• 16:14
  townhouses.
• 16:15
  Right?
• 16:15
  So
• 16:15
  they
• 16:16
  are.
• 16:16
  They
• 16:16
  are
• 16:16
  identical
• 16:17
  on
• 16:17
  the
• 16:17
  exterior.
• 16:18
  The
• 16:18
  floor
• 16:18
  plans
• 16:19
  and
• 16:19
  the
• 16:19
  finishes
• 16:19
  were
• 16:19
  identical
• 16:20
  on
• 16:20
  the
• 16:20
  interior.
• 16:21
  The
• 16:21
  only
• 16:22
  difference
• 16:22
  is
• 16:22
  one
• 16:23
  was
• 16:23
  furnished
• 16:23
  with
• 16:23
  staging
• 16:24
  inventory
• 16:24
  to
• 16:25
  be
• 16:25
  able
• 16:25
  to
• 16:25
  create
• 16:26
  that
• 16:26
  emotional
• 16:26
  experience,
• 16:27
  and
• 16:27
  the
• 16:27
  other
• 16:28
  was
• 16:28
  not.
• 16:28
  Yeah,
• 16:28
  I've
• 16:29
  been
• 16:29
  as
• 16:29
  long
• 16:30
  as
• 16:30
  I've
• 16:30
  been
• 16:30
  in
• 16:30
  this
• 16:31
  type
• 16:31
  of
• 16:32
  industry,
• 16:33
  it's
• 16:33
  more
• 16:33
  and
• 16:33
  more
• 16:34
  abundantly
• 16:35
  obvious
• 16:36
  to
• 16:36
  me
• 16:36
  that
• 16:36
  if
• 16:37
  you're
• 16:37
  relying
• 16:37
  on
• 16:37
  people's
• 16:38
  imagination,
• 16:39
  you're
• 16:39
  in
• 16:39
  trouble.
• 16:40
  You
• 16:40
  really
• 16:41
  have
• 16:41
  to
• 16:41
  set
• 16:41
  the
• 16:42
  stage.
• 16:42
  You
• 16:42
  do.
• 16:43
  And
• 16:43
  it's
• 16:43
  interesting
• 16:44
  because
• 16:44
  not
• 16:45
  only
• 16:45
  is
• 16:45
  it,
• 16:45
  hey,
• 16:45
  I
• 16:46
  need
• 16:46
  you
• 16:46
  to
• 16:46
  imagine
• 16:46
  what
• 16:46
  this
• 16:47
  space
• 16:47
  is
• 16:47
  going
• 16:47
  to
• 16:47
  look
• 16:47
  like
• 16:48
  when
• 16:48
  you
• 16:48
  live
• 16:48
  there.
• 16:48
  But
• 16:49
  something
• 16:49
  really
• 16:49
  interesting
• 16:50
  happens
• 16:50
  when
• 16:50
  you
• 16:50
  put
• 16:51
  furniture
• 16:51
  in
• 16:51
  a
• 16:51
  home.
• 16:52
  This
• 16:52
  space
• 16:53
  actually
• 16:53
  gets
• 16:53
  bigger.
• 16:54
  And
• 16:54
  you
• 16:54
  would
• 16:55
  think
• 16:55
  it's
• 16:55
  the
• 16:55
  other
• 16:55
  way
• 16:56
  around.
• 16:56
  But
• 16:56
  what's
• 16:56
  really
• 16:57
  interesting
• 16:57
  is
• 16:58
  the
• 16:58
  moment
• 16:58
  I
• 16:58
  put
• 16:59
  a
• 16:59
  sofa
• 16:59
  or
• 17:00
  the
• 17:00
  moment
• 17:00
  I
• 17:00
  put
• 17:00
  a
• 17:01
  bed
• 17:01
  in
• 17:01
  a
• 17:01
  bedroom,
• 17:02
  all
• 17:02
  of
• 17:02
  a
• 17:02
  sudden
• 17:03
  the
• 17:03
  room
• 17:03
  feels
• 17:04
  larger.
• 17:04
  And
• 17:05
  so
• 17:05
  you're
• 17:05
  kind
• 17:05
  of
• 17:05
  missing
• 17:06
  this
• 17:06
  visual
• 17:07
  game
• 17:08
  that
• 17:08
  happens
• 17:09
  that
• 17:09
  really
• 17:09
  optimizes
• 17:10
  the
• 17:10
  spaces
• 17:11
  and
• 17:11
  the
• 17:11
  square
• 17:11
  footage
• 17:12
  of
• 17:12
  the
• 17:12
  home
• 17:12
  that
• 17:12
  you're
• 17:13
  offering.
• 17:13
  But
• 17:13
  the
• 17:14
  other
• 17:14
  piece
• 17:14
  that
• 17:14
  just
• 17:15
  makes
• 17:15
  this
• 17:15
  so
• 17:15
  effective
• 17:16
  is
• 17:16
  the
• 17:16
  emotional
• 17:17
  experience
• 17:17
  that
• 17:18
  happens.
• 17:18
  So
• 17:19
  you
• 17:19
  have
• 17:19
  a
• 17:19
  buyer
• 17:19
  walk
• 17:19
  into
• 17:20
  an
• 17:20
  empty
• 17:20
  house,
• 17:20
  and
• 17:21
  they
• 17:21
  go,
• 17:21
  wow,
• 17:21
  this
• 17:22
  is
• 17:22
  beautiful.
• 17:22
  Right?
• 17:22
  It's
• 17:23
  newly
• 17:23
  renovated.
• 17:24
  I
• 17:24
  love
• 17:24
  the
• 17:25
  white
• 17:25
  walls.
• 17:25
  I
• 17:26
  love
• 17:26
  the
• 17:26
  dark
• 17:26
  wood
• 17:27
  floors.
• 17:27
  The
• 17:27
  countertops
• 17:28
  are
• 17:28
  beautiful.
• 17:28
  The
• 17:28
  lights
• 17:29
  are
• 17:29
  great.
• 17:29
  There's
• 17:29
  a
• 17:30
  bedroom,
• 17:30
  there's
• 17:30
  a
• 17:30
  living
• 17:30
  room.
• 17:31
  Fantastic.
• 17:32
  Maybe
• 17:32
  I'll
• 17:32
  put
• 17:32
  in
• 17:33
  an
• 17:33
  offer.
• 17:33
  Right?
• 17:34
  And
• 17:34
  they
• 17:34
  say,
• 17:35
  typically
• 17:35
  in
• 17:36
  an
• 17:36
  empty
• 17:36
  home,
• 17:36
  a
• 17:37
  buyer
• 17:37
  walks
• 17:37
  through
• 17:37
  it
• 17:38
  in
• 17:38
  eight
• 17:38
  minutes.
• 17:39
  Now,
• 17:39
  in
• 17:40
  a
• 17:40
  staged
• 17:40
  or
• 17:40
  furnished
• 17:41
  home,
• 17:41
  a
• 17:42
  buyer
• 17:42
  walks
• 17:42
  through
• 17:42
  it
• 17:42
  in
• 17:43
  40
• 17:43
  minutes,
• 17:43
  which
• 17:44
  is
• 17:44
  a
• 17:44
  massive,
• 17:45
  massive
• 17:45
  difference.
• 17:46
  But
• 17:46
  here's
• 17:46
  the
• 17:47
  change
• 17:47
  in
• 17:47
  the
• 17:47
  conversation
• 17:48
  that
• 17:48
  happens
• 17:48
  with
• 17:48
  the
• 17:48
  buyer
• 17:49
  when
• 17:49
  they're
• 17:49
  walking
• 17:49
  through
• 17:50
  it.
• 17:50
  When
• 17:50
  it's
• 17:50
  staged,
• 17:51
  they
• 17:51
  don't
• 17:51
  go
• 17:51
  check
• 17:52
  the
• 17:52
  rooms.
• 17:52
  Make
• 17:52
  sense.
• 17:53
  The
• 17:53
  light
• 17:53
  fixtures
• 17:53
  look
• 17:54
  good.
• 17:54
  They
• 17:54
  walk
• 17:54
  in
• 17:54
  and
• 17:54
  they
• 17:55
  go,
• 17:55
  wow,
• 17:55
  this
• 17:55
  is
• 17:56
  where
• 17:56
  I'm
• 17:56
  going
• 17:56
  to
• 17:56
  cook
• 17:57
  with
• 17:57
  my
• 17:57
  kids,
• 17:57
  and
• 17:58
  we're
• 17:58
  going
• 17:58
  to
• 17:58
  make
• 17:58
  our
• 17:58
  favorite
• 17:59
  family
• 17:59
  spaghetti
• 18:00
  recipe
• 18:00
  together.
• 18:01
  That.
• 18:01
  That's
• 18:01
  the
• 18:02
  sofa
• 18:02
  that
• 18:02
  we're
• 18:02
  going
• 18:02
  to
• 18:02
  sit
• 18:02
  on
• 18:03
  when
• 18:03
  we
• 18:03
  snuggle
• 18:03
  up
• 18:03
  and
• 18:04
  we
• 18:04
  watch
• 18:04
  TV
• 18:04
  together
• 18:05
  on
• 18:05
  a
• 18:05
  Friday
• 18:05
  night
• 18:06
  and
• 18:06
  eat
• 18:06
  popcorn
• 18:07
  and
• 18:07
  build
• 18:07
  memories.
• 18:08
  And
• 18:08
  all
• 18:08
  of
• 18:08
  a
• 18:08
  sudden
• 18:09
  every
• 18:09
  room
• 18:09
  they're
• 18:10
  walking
• 18:10
  through
• 18:10
  isn't
• 18:11
  check
• 18:11
  there's
• 18:11
  a
• 18:12
  living
• 18:12
  room,
• 18:12
  check
• 18:12
  there's
• 18:13
  a
• 18:13
  bedroom.
• 18:13
  It's
• 18:13
  them
• 18:14
  building
• 18:14
  an
• 18:14
  emotional
• 18:15
  experience
• 18:16
  and
• 18:16
  making
• 18:16
  memories
• 18:17
  in
• 18:17
  the
• 18:17
  home,
• 18:17
  whether
• 18:18
  they
• 18:18
  realize
• 18:18
  it
• 18:19
  or
• 18:19
  not.
• 18:19
  And
• 18:19
  that's
• 18:20
  the
• 18:20
  thing
• 18:20
  that
• 18:20
  makes
• 18:20
  the
• 18:21
  home
• 18:21
  stick.
• 18:21
  That's
• 18:22
  the
• 18:22
  thing
• 18:22
  that
• 18:22
  evokes
• 18:23
  that
• 18:23
  emotional
• 18:23
  experience
• 18:24
  and
• 18:24
  completely
• 18:25
  changes
• 18:25
  it.
• 18:26
  So
• 18:26
  some
• 18:26
  of
• 18:26
  it
• 18:27
  is,
• 18:27
  yeah,
• 18:27
  where
• 18:27
  would
• 18:27
  I
• 18:27
  put
• 18:27
  my
• 18:28
  sofa?
• 18:28
  How
• 18:28
  would
• 18:28
  I
• 18:28
  arrange
• 18:29
  this,
• 18:29
  this?
• 18:29
  But
• 18:30
  something
• 18:30
  even
• 18:30
  more
• 18:30
  powerful
• 18:31
  happens.
• 18:31
  They
• 18:32
  build
• 18:32
  those
• 18:32
  memories
• 18:33
  without
• 18:33
  even
• 18:33
  realizing
• 18:34
  it.
• 18:34
  And
• 18:34
  that's
• 18:34
  where
• 18:35
  that
• 18:35
  connection
• 18:35
  happens.
• 18:36
  That's
• 18:36
  really
• 18:36
  important.
• 18:37
  I
• 18:37
  I
• 18:37
  the
• 18:38
  concept
• 18:38
  of
• 18:39
  leaning
• 18:39
  into
• 18:40
  emotions
• 18:40
  because
• 18:41
  I
• 18:42
  think
• 18:42
  we
• 18:43
  as
• 18:43
  business
• 18:43
  owners,
• 18:44
  entrepreneurs,
• 18:45
  we
• 18:45
  would
• 18:46
  like
• 18:46
  to
• 18:46
  believe
• 18:46
  that
• 18:47
  we
• 18:47
  kind
• 18:47
  of
• 18:47
  remove
• 18:48
  ourselves
• 18:48
  from
• 18:48
  that
• 18:49
  equation.
• 18:50
  But
• 18:51
  it,
• 18:51
  it's,
• 18:51
  it's
• 18:52
  something
• 18:52
  that
• 18:52
  is
• 18:53
  just
• 18:53
  so
• 18:53
  prevalent
• 18:54
  and
• 18:54
  it's
• 18:54
  so
• 18:55
  like
• 18:55
  you
• 18:55
  can't
• 18:55
  avoid
• 18:56
  it.
• 18:56
  So
• 18:56
  why
• 18:57
  not
• 18:57
  leverage
• 18:58
  it
• 18:58
  to
• 18:58
  your
• 18:58
  benefit?
• 18:59
  That's
• 18:59
  absolutely
• 19:00
  right.
• 19:00
  And
• 19:00
  the
• 19:00
  FL
• 19:01
  flip
• 19:01
  side
• 19:01
  is
• 19:01
  true,
• 19:02
  right?
• 19:02
  If
• 19:02
  you're
• 19:02
  walking
• 19:03
  a
• 19:03
  property,
• 19:03
  we
• 19:04
  know
• 19:04
  this
• 19:04
  is
• 19:04
  real
• 19:04
  estate
• 19:04
  investors.
• 19:05
  If
• 19:05
  you're
• 19:05
  walking
• 19:05
  a
• 19:06
  property
• 19:06
  and
• 19:06
  it
• 19:06
  does
• 19:06
  not
• 19:07
  show
• 19:07
  well
• 19:07
  or
• 19:08
  it's
• 19:08
  not
• 19:08
  furnished,
• 19:09
  there's
• 19:09
  a
• 19:09
  very
• 19:09
  real
• 19:10
  chance
• 19:10
  you
• 19:10
  may
• 19:10
  get
• 19:10
  it
• 19:11
  at
• 19:11
  a
• 19:11
  better
• 19:11
  price
• 19:12
  point
• 19:12
  than
• 19:12
  if
• 19:13
  it
• 19:13
  was
• 19:13
  staged,
• 19:13
  than
• 19:14
  if
• 19:14
  it
• 19:14
  was
• 19:14
  renovated
• 19:15
  and
• 19:15
  furnished.
• 19:16
  And
• 19:16
  so
• 19:16
  really
• 19:17
  understanding
• 19:17
  those
• 19:17
  opportunities
• 19:18
  from
• 19:18
  the
• 19:18
  buying
• 19:19
  side,
• 19:19
  but
• 19:19
  also
• 19:19
  from
• 19:20
  the
• 19:20
  selling
• 19:20
  side.
• 19:21
  Well,
• 19:21
  I'd
• 19:21
  like
• 19:21
  to
• 19:21
  spend
• 19:22
  a
• 19:22
  little
• 19:22
  time
• 19:22
  on
• 19:22
  your
• 19:23
  operations.
• 19:23
  You
• 19:23
  mentioned
• 19:24
  you
• 19:24
  went
• 19:24
  from
• 19:24
  your
• 19:24
  own
• 19:25
  garage
• 19:25
  to
• 19:26
  now
• 19:26
  operating
• 19:27
  franchises
• 19:28
  is
• 19:28
  I
• 19:29
  want
• 19:29
  to
• 19:29
  learn
• 19:29
  from
• 19:29
  your
• 19:30
  business
• 19:30
  and
• 19:30
  your
• 19:31
  growth.
• 19:31
  Like
• 19:32
  what
• 19:32
  was
• 19:32
  the
• 19:32
  first
• 19:32
  thing
• 19:33
  that
• 19:33
  broke
• 19:33
  in
• 19:33
  the
• 19:34
  process?
• 19:34
  I
• 19:34
  love
• 19:35
  that
• 19:35
  question.
• 19:36
  Lots
• 19:36
  of
• 19:36
  things
• 19:36
  have
• 19:36
  broken
• 19:37
  in
• 19:37
  the
• 19:37
  process.
• 19:37
  The
• 19:38
  very
• 19:38
  first
• 19:38
  thing
• 19:39
  I
• 19:39
  would
• 19:39
  say
• 19:39
  that
• 19:39
  broke
• 19:40
  as,
• 19:40
  as
• 19:40
  we
• 19:41
  built
• 19:41
  this
• 19:41
  and
• 19:41
  grew.
• 19:42
  This
• 19:42
  is
• 19:42
  the
• 19:43
  way
• 19:43
  in
• 19:43
  which
• 19:43
  we
• 19:44
  communicate.
• 19:44
  So
• 19:45
  what's
• 19:45
  interesting
• 19:45
  is
• 19:46
  when
• 19:46
  it's
• 19:46
  you're
• 19:47
  a
• 19:47
  one
• 19:47
  man
• 19:47
  show,
• 19:48
  you
• 19:48
  don't
• 19:48
  have
• 19:48
  to
• 19:48
  communicate
• 19:49
  to
• 19:49
  anybody,
• 19:49
  you
• 19:50
  know
• 19:50
  exactly
• 19:50
  what's
• 19:51
  happening,
• 19:51
  what
• 19:51
  your
• 19:51
  plan
• 19:52
  and
• 19:52
  your
• 19:52
  vision
• 19:52
  is
• 19:53
  easy,
• 19:53
  right?
• 19:54
  You
• 19:54
  start
• 19:54
  to
• 19:54
  build
• 19:54
  a
• 19:55
  team
• 19:55
  and
• 19:55
  they
• 19:55
  spend
• 19:55
  so
• 19:56
  much
• 19:56
  time
• 19:56
  with
• 19:56
  you
• 19:56
  that
• 19:56
  you
• 19:57
  take
• 19:57
  for
• 19:57
  granted
• 19:57
  the
• 19:58
  simple
• 19:58
  moments
• 19:58
  of
• 19:59
  communic
• 20:00
  that's
• 20:00
  just
• 20:00
  happening
• 20:01
  in
• 20:01
  the
• 20:01
  everyday.
• 20:02
  And
• 20:02
  so
• 20:03
  they
• 20:03
  can
• 20:03
  finish
• 20:03
  your
• 20:03
  sentences,
• 20:04
  you
• 20:04
  don't
• 20:04
  think
• 20:04
  anything
• 20:05
  of
• 20:05
  it.
• 20:05
  But
• 20:06
  when
• 20:06
  you
• 20:06
  scale
• 20:06
  up
• 20:06
  to
• 20:06
  the
• 20:07
  next
• 20:07
  level
• 20:07
  and
• 20:07
  you
• 20:08
  become
• 20:08
  a
• 20:08
  slightly
• 20:09
  more
• 20:09
  removed
• 20:10
  from
• 20:10
  your
• 20:10
  team
• 20:10
  physically
• 20:11
  because
• 20:11
  you're
• 20:11
  all
• 20:11
  going
• 20:12
  to
• 20:12
  different
• 20:12
  places,
• 20:12
  running
• 20:13
  different
• 20:13
  projects,
• 20:14
  you
• 20:14
  notice
• 20:15
  all
• 20:15
  of
• 20:15
  a
• 20:15
  sudden
• 20:15
  that
• 20:15
  the
• 20:16
  Communication
• 20:16
  gets
• 20:17
  much
• 20:17
  more
• 20:17
  challenging.
• 20:17
  You
• 20:18
  actually
• 20:18
  have
• 20:18
  to
• 20:18
  be
• 20:19
  very
• 20:19
  intentional
• 20:19
  about
• 20:20
  it.
• 20:20
  And
• 20:20
  when
• 20:20
  you're
• 20:20
  managing
• 20:21
  15
• 20:21
  different
• 20:22
  projects
• 20:22
  at
• 20:22
  the
• 20:22
  same
• 20:22
  time
• 20:23
  and
• 20:23
  thinking
• 20:23
  about
• 20:23
  this
• 20:23
  and
• 20:24
  that
• 20:24
  and
• 20:24
  all
• 20:24
  of
• 20:24
  these
• 20:24
  different
• 20:25
  things,
• 20:25
  you
• 20:25
  learn
• 20:26
  that
• 20:26
  you
• 20:26
  have
• 20:26
  to
• 20:26
  find
• 20:26
  a
• 20:27
  way
• 20:27
  to
• 20:27
  not
• 20:28
  just
• 20:28
  communicate
• 20:28
  proactively,
• 20:29
  but
• 20:29
  to
• 20:30
  have
• 20:30
  centralized
• 20:30
  resources
• 20:31
  for
• 20:31
  that
• 20:32
  communication
• 20:32
  to
• 20:32
  be
• 20:33
  there
• 20:33
  so
• 20:33
  that
• 20:33
  your
• 20:34
  team
• 20:34
  can
• 20:34
  continue
• 20:34
  to
• 20:34
  operate
• 20:35
  successfully.
• 20:36
  And
• 20:36
  so
• 20:36
  I
• 20:36
  think
• 20:37
  for
• 20:37
  us,
• 20:37
  that
• 20:37
  was
• 20:37
  one
• 20:37
  of
• 20:37
  the
• 20:38
  biggest
• 20:38
  things
• 20:38
  that
• 20:38
  broke
• 20:39
  early
• 20:39
  on
• 20:39
  or
• 20:39
  we
• 20:40
  were
• 20:40
  feeling
• 20:40
  really
• 20:41
  the
• 20:41
  pain
• 20:41
  and
• 20:41
  the
• 20:41
  pressure
• 20:42
  of
• 20:43
  which
• 20:43
  allowed
• 20:44
  us
• 20:44
  to
• 20:44
  do
• 20:44
  two
• 20:44
  things.
• 20:45
  One,
• 20:45
  you
• 20:45
  know,
• 20:46
  putting
• 20:46
  together
• 20:47
  standup
• 20:47
  meetings.
• 20:48
  So
• 20:48
  every
• 20:48
  morning
• 20:49
  we
• 20:49
  would
• 20:49
  meet
• 20:50
  for
• 20:50
  all
• 20:50
  of
• 20:50
  10
• 20:51
  to
• 20:51
  15
• 20:51
  minutes.
• 20:52
  It
• 20:52
  didn't
• 20:52
  have
• 20:52
  to
• 20:52
  take
• 20:52
  long
• 20:53
  just
• 20:53
  to
• 20:53
  make
• 20:54
  sure
• 20:54
  we
• 20:54
  were
• 20:54
  in
• 20:54
  alignment
• 20:54
  with
• 20:55
  the
• 20:55
  day,
• 20:55
  the
• 20:55
  projects,
• 20:56
  the
• 20:56
  pain
• 20:56
  points,
• 20:56
  what
• 20:57
  was
• 20:57
  going
• 20:57
  to
• 20:57
  work
• 20:57
  well,
• 20:57
  what
• 20:58
  wasn't
• 20:58
  shout
• 20:58
  out
• 20:58
  to
• 20:59
  a
• 20:59
  team
• 20:59
  member,
• 20:59
  that
• 20:59
  was
• 20:59
  crushing
• 21:00
  it.
• 21:00
  But
• 21:00
  the
• 21:00
  other
• 21:01
  piece
• 21:01
  that
• 21:01
  we
• 21:01
  implemented
• 21:02
  into
• 21:02
  this
• 21:02
  was
• 21:02
  actually
• 21:03
  actual
• 21:03
  systems
• 21:04
  and
• 21:04
  software
• 21:05
  solutions.
• 21:05
  So
• 21:06
  instead
• 21:06
  of
• 21:06
  random
• 21:07
  thoughts
• 21:07
  and
• 21:07
  notes
• 21:08
  being
• 21:08
  in
• 21:08
  my
• 21:08
  head
• 21:08
  and
• 21:09
  my
• 21:09
  other
• 21:09
  designer's
• 21:09
  head
• 21:10
  and
• 21:10
  in
• 21:10
  my
• 21:10
  other
• 21:10
  designer's
• 21:11
  head,
• 21:11
  we
• 21:11
  had
• 21:12
  a
• 21:12
  place
• 21:12
  to
• 21:12
  kind
• 21:12
  of
• 21:13
  jot
• 21:13
  down
• 21:13
  our,
• 21:13
  our
• 21:13
  thoughts
• 21:14
  and
• 21:14
  our
• 21:14
  notes
• 21:14
  for
• 21:15
  every
• 21:15
  project
• 21:15
  so
• 21:16
  we
• 21:16
  could
• 21:16
  communicate
• 21:17
  to
• 21:17
  each
• 21:17
  other
• 21:18
  through
• 21:18
  this
• 21:18
  system
• 21:19
  with
• 21:19
  everything
• 21:19
  we
• 21:20
  wanted
• 21:20
  to
• 21:20
  do
• 21:20
  without
• 21:21
  ever
• 21:21
  speaking
• 21:21
  a
• 21:21
  word.
• 21:22
  And
• 21:22
  that
• 21:22
  was
• 21:23
  really
• 21:23
  the
• 21:24
  massive
• 21:24
  unlock
• 21:25
  for
• 21:25
  us
• 21:25
  on
• 21:25
  efficiency
• 21:26
  and
• 21:26
  being
• 21:26
  able
• 21:26
  to
• 21:27
  scale
• 21:27
  and
• 21:27
  grow
• 21:27
  quickly.
• 21:28
  Well,
• 21:29
  I,
• 21:29
  you
• 21:29
  know,
• 21:29
  I
• 21:29
  don't
• 21:30
  mean
• 21:30
  to
• 21:30
  hijack
• 21:31
  that,
• 21:31
  but
• 21:31
  I'm
• 21:31
  going
• 21:31
  to
• 21:32
  a
• 21:32
  little
• 21:32
  bit
• 21:32
  is
• 21:32
  the,
• 21:33
  is
• 21:33
  the
• 21:33
  concept
• 21:34
  of
• 21:34
  what
• 21:34
  you
• 21:34
  said
• 21:35
  regarding
• 21:35
  being
• 21:36
  intentional
• 21:36
  with
• 21:36
  your
• 21:37
  communications.
• 21:38
  This
• 21:38
  is
• 21:39
  something.
• 21:39
  Before
• 21:40
  we
• 21:40
  hit
• 21:40
  record,
• 21:40
  I
• 21:41
  mentioned
• 21:41
  that
• 21:41
  I
• 21:41
  help
• 21:41
  people
• 21:41
  adopt
• 21:42
  AI
• 21:42
  in
• 21:43
  their
• 21:43
  real
• 21:43
  estate
• 21:43
  investing.
• 21:44
  And
• 21:44
  more
• 21:45
  times
• 21:45
  than
• 21:45
  not
• 21:45
  is
• 21:46
  that's
• 21:46
  one
• 21:46
  of
• 21:47
  the
• 21:47
  big
• 21:47
  things
• 21:47
  that
• 21:47
  I
• 21:47
  keep
• 21:48
  running
• 21:48
  into
• 21:48
  is
• 21:49
  that
• 21:50
  people
• 21:51
  expect
• 21:51
  this
• 21:52
  a
• 21:52
  little
• 21:52
  bit
• 21:52
  more
• 21:52
  out
• 21:53
  of
• 21:53
  AI
• 21:53
  than
• 21:54
  I
• 21:54
  think
• 21:54
  that
• 21:54
  they.
• 21:55
  Than
• 21:56
  it's
• 21:56
  capable.
• 21:57
  And
• 21:57
  it
• 21:58
  all
• 21:58
  comes
• 21:58
  back
• 21:58
  to
• 21:58
  how
• 21:59
  they're
• 21:59
  communicating
• 22:00
  with
• 22:00
  it,
• 22:00
  what
• 22:01
  they're
• 22:01
  saying
• 22:01
  to
• 22:01
  it.
• 22:02
  And
• 22:02
  being
• 22:02
  more
• 22:03
  intentional
• 22:04
  is
• 22:04
  really
• 22:04
  the
• 22:05
  key
• 22:05
  on
• 22:05
  a
• 22:06
  lot
• 22:06
  of
• 22:06
  aspects
• 22:06
  there.
• 22:07
  So
• 22:07
  I,
• 22:07
  I
• 22:07
  just
• 22:07
  wanted
• 22:08
  to
• 22:08
  point
• 22:08
  that
• 22:08
  out.
• 22:08
  There's.
• 22:09
  Based
• 22:09
  on
• 22:09
  what
• 22:09
  you
• 22:10
  just
• 22:10
  said
• 22:10
  there,
• 22:10
  it
• 22:11
  could
• 22:11
  have
• 22:11
  been
• 22:11
  a
• 22:12
  lesson
• 22:12
  in
• 22:12
  how
• 22:12
  to
• 22:12
  leverage
• 22:13
  AI
• 22:13
  and
• 22:14
  chat
• 22:14
  with
• 22:14
  it.
• 22:14
  It
• 22:15
  a
• 22:15
  hundred
• 22:15
  percent
• 22:15
  is.
• 22:16
  And
• 22:16
  I
• 22:16
  think
• 22:16
  what's
• 22:17
  interesting
• 22:17
  is
• 22:17
  we,
• 22:18
  we
• 22:18
  think
• 22:18
  that
• 22:18
  when
• 22:19
  we
• 22:19
  talk
• 22:19
  to
• 22:19
  AI,
• 22:20
  we
• 22:20
  go,
• 22:20
  hey,
• 22:20
  give
• 22:21
  me
• 22:21
  this
• 22:21
  answer.
• 22:21
  I
• 22:22
  want
• 22:22
  this
• 22:22
  feedback
• 22:22
  or
• 22:22
  do
• 22:22
  this
• 22:23
  thing
• 22:23
  and
• 22:23
  it
• 22:23
  doesn't
• 22:23
  do
• 22:23
  it.
• 22:24
  You
• 22:24
  go,
• 22:24
  it
• 22:24
  just
• 22:24
  doesn't
• 22:24
  work.
• 22:25
  But
• 22:25
  when
• 22:25
  you
• 22:25
  translate
• 22:26
  that
• 22:26
  to
• 22:26
  what
• 22:27
  it
• 22:27
  would
• 22:27
  be
• 22:27
  like
• 22:27
  if
• 22:27
  you're
• 22:28
  coaching
• 22:28
  One
• 22:28
  of
• 22:28
  your
• 22:29
  team
• 22:29
  members,
• 22:29
  if
• 22:29
  you
• 22:29
  brought
• 22:30
  in
• 22:30
  a
• 22:30
  new
• 22:30
  hire
• 22:30
  and
• 22:30
  you
• 22:31
  said,
• 22:31
  hey,
• 22:31
  give
• 22:31
  me
• 22:31
  this
• 22:32
  answer,
• 22:33
  and
• 22:33
  they
• 22:33
  didn't
• 22:33
  do
• 22:34
  it,
• 22:34
  is
• 22:34
  it
• 22:34
  because
• 22:34
  the
• 22:35
  employee
• 22:35
  didn't
• 22:35
  work,
• 22:36
  or
• 22:36
  is
• 22:36
  it
• 22:36
  because
• 22:36
  you
• 22:36
  failed
• 22:37
  to
• 22:37
  really
• 22:37
  communicate
• 22:38
  and
• 22:38
  convey
• 22:38
  your
• 22:38
  vision?
• 22:39
  Right.
• 22:39
  And
• 22:39
  to
• 22:39
  give
• 22:40
  them
• 22:40
  full
• 22:40
  context
• 22:40
  and
• 22:41
  to
• 22:41
  help
• 22:41
  them
• 22:41
  understand
• 22:42
  the
• 22:42
  big
• 22:42
  picture?
• 22:43
  And
• 22:43
  so
• 22:43
  sometimes
• 22:44
  we
• 22:44
  always
• 22:44
  love.
• 22:45
  We
• 22:45
  love
• 22:45
  using
• 22:45
  AI
• 22:46
  in
• 22:46
  our
• 22:46
  world,
• 22:46
  and
• 22:46
  so
• 22:47
  sometimes
• 22:47
  we
• 22:47
  love
• 22:48
  to
• 22:48
  just
• 22:48
  pause
• 22:48
  and
• 22:48
  go,
• 22:49
  let
• 22:49
  me
• 22:49
  just
• 22:49
  pretend
• 22:50
  this
• 22:50
  is
• 22:50
  a
• 22:50
  real
• 22:50
  person.
• 22:50
  Let
• 22:51
  me
• 22:51
  pretend
• 22:51
  this
• 22:51
  is
• 22:51
  a
• 22:51
  new
• 22:51
  hire
• 22:52
  that's
• 22:52
  coming
• 22:52
  alongside
• 22:53
  me
• 22:53
  and
• 22:53
  try
• 22:53
  to
• 22:53
  speak
• 22:54
  to
• 22:54
  them
• 22:54
  from
• 22:54
  that
• 22:54
  perspective
• 22:55
  and
• 22:55
  actually
• 22:56
  give
• 22:56
  them
• 22:56
  the
• 22:56
  full
• 22:56
  picture
• 22:57
  of
• 22:57
  understanding.
• 22:58
  It
• 22:58
  changes
• 22:59
  the
• 22:59
  conversation.
• 22:59
  But
• 23:00
  communication
• 23:00
  is
• 23:00
  key.
• 23:01
  Whether
• 23:01
  it
• 23:01
  is
• 23:01
  a
• 23:01
  team
• 23:02
  member
• 23:02
  or
• 23:02
  it's
• 23:03
  AI
• 23:03
  that
• 23:04
  is
• 23:04
  so
• 23:04
  vital
• 23:05
  in
• 23:05
  success.
• 23:06
  Everybody's
• 23:07
  experiencing
• 23:08
  kind
• 23:08
  of
• 23:08
  a
• 23:08
  disruption
• 23:09
  in
• 23:09
  some
• 23:09
  aspects,
• 23:10
  whether
• 23:11
  it's
• 23:11
  maybe
• 23:11
  a
• 23:12
  productivity
• 23:12
  boost
• 23:13
  or
• 23:14
  displacing
• 23:14
  team
• 23:15
  men,
• 23:15
  team
• 23:16
  members,
• 23:16
  whatever.
• 23:17
  Like,
• 23:18
  how
• 23:18
  is
• 23:18
  it
• 23:18
  impacting
• 23:19
  your
• 23:19
  world,
• 23:20
  AI?
• 23:20
  Yeah,
• 23:21
  great
• 23:21
  question.
• 23:21
  AI
• 23:22
  has
• 23:22
  been
• 23:23
  something
• 23:23
  for
• 23:24
  us
• 23:24
  internally
• 23:25
  that
• 23:25
  has
• 23:25
  allowed
• 23:25
  us
• 23:26
  to
• 23:26
  really
• 23:26
  optimize
• 23:27
  ourselves.
• 23:27
  I
• 23:28
  was
• 23:28
  actually
• 23:28
  just
• 23:28
  talking
• 23:28
  with
• 23:29
  my
• 23:29
  director
• 23:29
  of
• 23:29
  marketing
• 23:30
  this
• 23:30
  morning,
• 23:30
  and
• 23:30
  she
• 23:31
  said
• 23:31
  she
• 23:31
  was
• 23:31
  talking
• 23:31
  to
• 23:32
  some
• 23:32
  larger
• 23:32
  firms,
• 23:32
  large,
• 23:33
  massive
• 23:33
  corporations
• 23:34
  that
• 23:34
  have,
• 23:34
  you
• 23:35
  know,
• 23:35
  hundreds
• 23:35
  of
• 23:35
  people
• 23:36
  in
• 23:36
  their
• 23:36
  marketing
• 23:36
  team,
• 23:36
  and
• 23:37
  they're
• 23:37
  feeling
• 23:37
  the
• 23:37
  heat
• 23:38
  and
• 23:38
  the
• 23:38
  pressure
• 23:38
  of
• 23:39
  maybe
• 23:39
  we
• 23:39
  need
• 23:40
  to
• 23:40
  downsize.
• 23:40
  Right.
• 23:41
  AI
• 23:41
  is
• 23:41
  very
• 23:41
  productive.
• 23:42
  It's
• 23:42
  going
• 23:42
  to
• 23:42
  replace
• 23:43
  jobs.
• 23:43
  Maybe
• 23:43
  we
• 23:44
  need
• 23:44
  to
• 23:44
  think
• 23:44
  about
• 23:44
  this.
• 23:45
  We're
• 23:45
  in
• 23:45
  a
• 23:45
  different
• 23:46
  situation
• 23:46
  where
• 23:46
  we
• 23:47
  are
• 23:47
  small
• 23:47
  and
• 23:47
  mighty
• 23:48
  in
• 23:48
  the
• 23:48
  season
• 23:48
  that
• 23:49
  we
• 23:49
  are
• 23:49
  in.
• 23:49
  And
• 23:49
  so
• 23:50
  what
• 23:50
  we
• 23:50
  have
• 23:50
  found
• 23:50
  is
• 23:51
  it's
• 23:51
  a
• 23:51
  beautiful
• 23:51
  thing
• 23:51
  to
• 23:52
  keep
• 23:52
  our
• 23:52
  team
• 23:52
  really
• 23:53
  small,
• 23:53
  but
• 23:54
  to
• 23:54
  allow
• 23:54
  us
• 23:54
  to
• 23:54
  10x
• 23:55
  our
• 23:55
  output
• 23:56
  of
• 23:56
  what
• 23:56
  we
• 23:56
  would
• 23:56
  typically
• 23:57
  be
• 23:57
  able
• 23:57
  to
• 23:57
  do
• 23:58
  with
• 23:58
  the
• 23:58
  people
• 23:58
  we
• 23:58
  have.
• 23:59
  And
• 23:59
  so
• 23:59
  very
• 24:00
  regularly,
• 24:00
  our
• 24:01
  team
• 24:01
  across
• 24:01
  the
• 24:01
  board
• 24:01
  is
• 24:02
  running
• 24:02
  exercises
• 24:03
  and
• 24:03
  practices
• 24:03
  of
• 24:04
  what
• 24:04
  if
• 24:04
  AI
• 24:05
  could
• 24:05
  help
• 24:05
  us
• 24:06
  with
• 24:06
  this
• 24:06
  thing?
• 24:06
  Is
• 24:06
  it
• 24:06
  capable
• 24:07
  of
• 24:07
  that
• 24:07
  today?
• 24:08
  How
• 24:08
  could
• 24:08
  we
• 24:08
  bring
• 24:08
  that
• 24:09
  in?
• 24:09
  And
• 24:09
  when
• 24:09
  it
• 24:09
  happens
• 24:10
  and
• 24:10
  we
• 24:10
  go,
• 24:11
  Gosh,
• 24:11
  three
• 24:11
  years
• 24:12
  ago,
• 24:12
  that
• 24:12
  would've
• 24:12
  taken
• 24:13
  us
• 24:13
  eight
• 24:13
  hours
• 24:13
  and
• 24:13
  we
• 24:14
  got
• 24:14
  it
• 24:14
  done
• 24:14
  in
• 24:14
  15
• 24:15
  minutes.
• 24:15
  What
• 24:15
  else
• 24:16
  is
• 24:16
  it
• 24:16
  capable
• 24:16
  of
• 24:16
  and
• 24:16
  what
• 24:17
  else
• 24:17
  can
• 24:17
  it
• 24:17
  do?
• 24:18
  And
• 24:18
  so
• 24:18
  we
• 24:19
  absolutely
• 24:19
  love
• 24:20
  utilizing
• 24:20
  it
• 24:21
  because
• 24:21
  it
• 24:21
  is,
• 24:22
  yes,
• 24:22
  making
• 24:22
  us
• 24:23
  more
• 24:23
  productive,
• 24:23
  but
• 24:23
  that
• 24:24
  is
• 24:24
  therefore
• 24:24
  allowing
• 24:24
  us
• 24:25
  to
• 24:25
  X
• 24:25
  our
• 24:26
  impact.
• 24:26
  In
• 24:26
  some
• 24:26
  ways,
• 24:27
  it
• 24:27
  forces
• 24:28
  us
• 24:28
  to
• 24:28
  challenge
• 24:28
  our
• 24:28
  thinking,
• 24:29
  which
• 24:29
  we're
• 24:29
  having
• 24:29
  a
• 24:29
  lot
• 24:30
  of
• 24:30
  fun
• 24:30
  with.
• 24:30
  And
• 24:30
  I
• 24:30
  often
• 24:31
  say
• 24:31
  our
• 24:31
  team
• 24:31
  members
• 24:31
  now
• 24:32
  even
• 24:32
  that
• 24:32
  don't
• 24:33
  have
• 24:33
  direct
• 24:33
  reports
• 24:33
  under
• 24:34
  them,
• 24:34
  they
• 24:34
  do.
• 24:34
  And
• 24:35
  I
• 24:35
  said,
• 24:35
  your
• 24:35
  AI
• 24:36
  is
• 24:36
  basically
• 24:36
  your
• 24:37
  team.
• 24:37
  It
• 24:38
  your
• 24:38
  job
• 24:38
  to
• 24:38
  coach
• 24:38
  them,
• 24:38
  to
• 24:39
  train
• 24:39
  them,
• 24:39
  to
• 24:39
  manage
• 24:40
  them,
• 24:40
  but
• 24:41
  they
• 24:41
  should
• 24:41
  Be
• 24:41
  executing
• 24:42
  at
• 24:42
  an
• 24:42
  ability
• 24:43
  that
• 24:44
  not
• 24:44
  just
• 24:44
  one
• 24:44
  person
• 24:45
  does,
• 24:45
  but
• 24:45
  an
• 24:45
  entire
• 24:45
  team
• 24:46
  is
• 24:46
  capable
• 24:46
  of
• 24:46
  doing.
• 24:47
  And
• 24:47
  so
• 24:47
  we're
• 24:47
  really
• 24:48
  loving
• 24:49
  the
• 24:49
  opportunity
• 24:50
  it's
• 24:50
  giving
• 24:50
  us
• 24:50
  today
• 24:51
  to
• 24:51
  really
• 24:52
  take
• 24:52
  what
• 24:52
  we
• 24:53
  already
• 24:53
  were
• 24:54
  doing
• 24:54
  and
• 24:54
  bring
• 24:54
  it
• 24:55
  to
• 24:55
  another
• 24:56
  level
• 24:57
  at
• 24:57
  an
• 24:57
  even
• 24:57
  faster
• 24:58
  clip.
• 24:58
  Yeah,
• 24:59
  this,
• 24:59
  this
• 24:59
  is
• 24:59
  something
• 25:00
  that,
• 25:00
  you
• 25:00
  know,
• 25:00
  you,
• 25:00
  you're
• 25:01
  just
• 25:01
  talking
• 25:01
  my
• 25:01
  language
• 25:02
  because
• 25:02
  I've
• 25:02
  even
• 25:03
  talked
• 25:03
  about,
• 25:03
  about
• 25:04
  how,
• 25:05
  you
• 25:05
  know,
• 25:05
  I
• 25:05
  can,
• 25:05
  I
• 25:06
  can
• 25:06
  help
• 25:06
  build
• 25:07
  somebody's
• 25:07
  Iron
• 25:07
  man
• 25:08
  suit,
• 25:08
  but
• 25:08
  I
• 25:08
  still
• 25:08
  need
• 25:08
  the
• 25:09
  human
• 25:09
  in
• 25:09
  the
• 25:09
  middle.
• 25:10
  And
• 25:10
  one
• 25:11
  of
• 25:11
  the,
• 25:11
  one
• 25:11
  of
• 25:11
  the
• 25:12
  double
• 25:12
  edged
• 25:12
  swords
• 25:13
  there
• 25:13
  is
• 25:13
  that
• 25:13
  I
• 25:13
  can
• 25:14
  amplify
• 25:14
  what
• 25:14
  makes
• 25:15
  you
• 25:15
  great,
• 25:16
  but
• 25:16
  I
• 25:16
  can
• 25:16
  also
• 25:17
  amplify
• 25:17
  the
• 25:18
  suck.
• 25:19
  So
• 25:19
  we
• 25:20
  gotta
• 25:20
  be
• 25:20
  very
• 25:21
  cautious
• 25:21
  and
• 25:22
  strategic
• 25:22
  on
• 25:23
  how
• 25:23
  we
• 25:23
  implement
• 25:23
  certain
• 25:24
  things.
• 25:24
  That's
• 25:24
  absolutely
• 25:25
  right.
• 25:25
  But
• 25:25
  it
• 25:25
  is
• 25:26
  a
• 25:26
  refreshing
• 25:27
  practice.
• 25:28
  I
• 25:28
  think
• 25:28
  that's
• 25:28
  one
• 25:29
  of
• 25:29
  the
• 25:29
  things
• 25:29
  that
• 25:29
  I
• 25:29
  love.
• 25:29
  It
• 25:30
  forces
• 25:30
  you
• 25:30
  to
• 25:30
  pause
• 25:31
  and
• 25:31
  go,
• 25:31
  sure,
• 25:31
  we've
• 25:32
  done
• 25:32
  it
• 25:32
  this
• 25:32
  way
• 25:32
  for
• 25:33
  four
• 25:33
  or
• 25:33
  five
• 25:33
  years.
• 25:33
  Years.
• 25:34
  But
• 25:34
  is
• 25:34
  there
• 25:35
  a
• 25:35
  different
• 25:35
  way
• 25:35
  to
• 25:35
  do
• 25:35
  it?
• 25:36
  Is
• 25:36
  there
• 25:36
  a
• 25:36
  less
• 25:36
  clunky
• 25:37
  way?
• 25:37
  Are
• 25:37
  there
• 25:37
  imperfections
• 25:38
  about
• 25:38
  the
• 25:38
  way
• 25:38
  we
• 25:38
  were
• 25:38
  doing
• 25:39
  this
• 25:39
  before?
• 25:39
  We
• 25:39
  just
• 25:39
  say,
• 25:40
  hey,
• 25:40
  AI
• 25:40
  take
• 25:40
  over.
• 25:41
  Right.
• 25:41
  And
• 25:42
  so
• 25:42
  it's
• 25:42
  this
• 25:42
  exciting
• 25:43
  opportunity
• 25:43
  for
• 25:44
  us
• 25:44
  to
• 25:44
  always
• 25:44
  revisit
• 25:45
  what
• 25:46
  we're
• 25:46
  doing.
• 25:46
  Assumptions
• 25:47
  we've
• 25:47
  made
• 25:47
  over
• 25:47
  the
• 25:48
  years,
• 25:48
  really
• 25:49
  reflect
• 25:49
  on
• 25:49
  what
• 25:49
  we
• 25:50
  could
• 25:50
  be
• 25:50
  doing
• 25:50
  better
• 25:50
  and
• 25:51
  making
• 25:51
  sure
• 25:51
  that
• 25:51
  we're
• 25:52
  optimizing
• 25:52
  that
• 25:52
  and
• 25:53
  not
• 25:53
  just
• 25:54
  duplicating
• 25:55
  efforts
• 25:55
  of
• 25:55
  things
• 25:56
  that
• 25:56
  maybe
• 25:56
  weren't
• 25:56
  as
• 25:56
  efficient
• 25:57
  before.
• 25:57
  Anyways.
• 25:58
  Could
• 25:58
  you
• 25:58
  give
• 25:59
  us
• 25:59
  like
• 25:59
  a
• 25:59
  glimpse
• 26:00
  behind
• 26:00
  the
• 26:00
  curtain
• 26:00
  a
• 26:01
  little
• 26:01
  bit?
• 26:01
  Like,
• 26:01
  how
• 26:01
  are
• 26:02
  you
• 26:02
  actually
• 26:02
  using
• 26:03
  it?
• 26:03
  Is
• 26:03
  there
• 26:04
  some,
• 26:04
  you
• 26:05
  know,
• 26:05
  sometimes
• 26:05
  I,
• 26:06
  my
• 26:06
  mind
• 26:06
  goes
• 26:06
  to
• 26:07
  photos
• 26:07
  of
• 26:08
  the,
• 26:08
  of
• 26:08
  the
• 26:08
  empty
• 26:09
  house
• 26:09
  and
• 26:09
  then
• 26:10
  trying
• 26:10
  different
• 26:11
  amenities
• 26:12
  just
• 26:12
  to
• 26:12
  see
• 26:12
  how
• 26:13
  things
• 26:13
  would
• 26:13
  possibly
• 26:14
  look
• 26:14
  in
• 26:14
  that
• 26:15
  space.
• 26:15
  Yeah.
• 26:15
  So
• 26:16
  right
• 26:16
  now
• 26:16
  with
• 26:17
  interior
• 26:17
  design,
• 26:18
  AI
• 26:19
  is
• 26:19
  pretty
• 26:19
  cool,
• 26:20
  but
• 26:20
  it
• 26:20
  does
• 26:20
  still
• 26:20
  have
• 26:20
  some
• 26:21
  of
• 26:21
  its
• 26:21
  limitations.
• 26:22
  Spatial
• 26:22
  planning
• 26:23
  is
• 26:23
  still
• 26:23
  one
• 26:23
  of
• 26:23
  those
• 26:23
  challenges
• 26:24
  that's
• 26:24
  happening
• 26:24
  that
• 26:25
  we
• 26:25
  see
• 26:25
  and
• 26:25
  we
• 26:25
  hope
• 26:25
  one
• 26:26
  day
• 26:26
  we'll
• 26:26
  overcome
• 26:26
  it.
• 26:27
  But
• 26:27
  one
• 26:27
  thing
• 26:28
  that
• 26:28
  I
• 26:28
  have
• 26:28
  really
• 26:28
  enjoyed
• 26:29
  using
• 26:29
  it
• 26:29
  for,
• 26:29
  specific
• 26:30
  to
• 26:30
  the
• 26:30
  design
• 26:30
  realm,
• 26:31
  is
• 26:31
  we
• 26:31
  love
• 26:32
  using
• 26:32
  it
• 26:32
  as
• 26:32
  a
• 26:32
  way
• 26:33
  to
• 26:33
  better
• 26:33
  convey
• 26:34
  our
• 26:35
  design
• 26:35
  goals
• 26:36
  to
• 26:36
  our
• 26:37
  clients.
• 26:38
  So,
• 26:38
  for
• 26:38
  example,
• 26:38
  I
• 26:38
  was
• 26:38
  actually
• 26:39
  working
• 26:39
  on
• 26:39
  a
• 26:39
  project
• 26:40
  last
• 26:40
  week
• 26:40
  for
• 26:40
  a
• 26:40
  client
• 26:41
  and
• 26:41
  we're
• 26:41
  helping
• 26:42
  them
• 26:42
  build
• 26:42
  their
• 26:42
  new
• 26:43
  home
• 26:43
  and
• 26:43
  we
• 26:43
  wanted
• 26:44
  to
• 26:44
  give
• 26:44
  them
• 26:44
  a
• 26:44
  visual
• 26:44
  of
• 26:45
  what
• 26:45
  all
• 26:45
  the
• 26:45
  finishes
• 26:45
  were
• 26:46
  going
• 26:46
  to
• 26:46
  look
• 26:46
  like,
• 26:46
  what's
• 26:46
  it
• 26:46
  going
• 26:46
  to
• 26:47
  look
• 26:47
  like
• 26:47
  when
• 26:47
  the
• 26:47
  stone
• 26:47
  is
• 26:47
  in
• 26:48
  and
• 26:48
  what
• 26:49
  then
• 26:49
  the
• 26:49
  paint
• 26:49
  color
• 26:50
  we
• 26:50
  picked
• 26:50
  out
• 26:50
  and
• 26:50
  the
• 26:50
  trim
• 26:51
  color
• 26:51
  we
• 26:51
  picked
• 26:51
  out.
• 26:52
  And
• 26:52
  we
• 26:52
  used
• 26:53
  to
• 26:53
  have
• 26:53
  to
• 26:53
  go
• 26:53
  into
• 26:53
  the
• 26:54
  software
• 26:54
  application
• 26:54
  and,
• 26:55
  like,
• 26:55
  paint
• 26:55
  each
• 26:55
  little
• 26:56
  image
• 26:56
  and
• 26:56
  try
• 26:57
  to
• 26:57
  figure
• 26:57
  it
• 26:57
  out
• 26:57
  and
• 26:58
  make
• 26:58
  it
• 26:58
  work.
• 26:59
  And
• 26:59
  I
• 26:59
  jumped
• 27:00
  into
• 27:00
  an
• 27:00
  AI
• 27:01
  solution
• 27:01
  and
• 27:01
  I
• 27:01
  was
• 27:02
  like,
• 27:02
  hey,
• 27:02
  here
• 27:02
  are
• 27:02
  the
• 27:02
  finishes
• 27:03
  I've
• 27:03
  picked.
• 27:03
  Here's
• 27:04
  the
• 27:04
  rendering
• 27:04
  of
• 27:04
  the
• 27:04
  house.
• 27:05
  Can
• 27:05
  you
• 27:05
  put
• 27:05
  something
• 27:05
  together
• 27:06
  for
• 27:06
  me?
• 27:06
  And
• 27:06
  boom,
• 27:07
  there
• 27:07
  was
• 27:07
  a
• 27:07
  visual
• 27:08
  representation
• 27:08
  right
• 27:09
  then
• 27:09
  and
• 27:09
  there
• 27:09
  for
• 27:09
  the
• 27:10
  client
• 27:10
  for
• 27:10
  this
• 27:10
  great
• 27:10
  resource.
• 27:11
  And
• 27:11
  so
• 27:12
  we
• 27:12
  love
• 27:12
  using
• 27:12
  it
• 27:12
  for
• 27:13
  things
• 27:13
  like
• 27:13
  that
• 27:13
  because,
• 27:13
  just
• 27:14
  because
• 27:14
  in
• 27:14
  my
• 27:14
  brain,
• 27:14
  I
• 27:15
  see
• 27:15
  what
• 27:15
  it's
• 27:15
  going
• 27:15
  to
• 27:15
  look
• 27:15
  like.
• 27:16
  I
• 27:16
  need
• 27:16
  to
• 27:16
  have
• 27:16
  a
• 27:17
  way
• 27:17
  to
• 27:17
  put
• 27:17
  that
• 27:17
  on
• 27:17
  paper.
• 27:18
  And
• 27:18
  so
• 27:18
  it's
• 27:18
  allowed
• 27:19
  us
• 27:19
  to
• 27:19
  put
• 27:20
  some
• 27:20
  of
• 27:20
  that
• 27:20
  visioning
• 27:20
  on
• 27:21
  paper
• 27:21
  faster,
• 27:22
  more
• 27:23
  efficiently.
• 27:24
  The
• 27:24
  other
• 27:24
  thing
• 27:25
  that
• 27:25
  honestly
• 27:25
  it's
• 27:26
  been
• 27:26
  helpful
• 27:26
  for
• 27:26
  is
• 27:26
  sort
• 27:27
  of
• 27:27
  like
• 27:27
  a
• 27:27
  sourcing
• 27:28
  design
• 27:28
  assistant.
• 27:29
  So
• 27:30
  I
• 27:30
  might
• 27:30
  be
• 27:30
  in
• 27:30
  a
• 27:31
  situation
• 27:31
  where
• 27:31
  I'm
• 27:31
  again,
• 27:32
  picking
• 27:32
  paint
• 27:32
  colors
• 27:33
  for
• 27:33
  the
• 27:33
  exterior
• 27:33
  of
• 27:34
  a
• 27:34
  home.
• 27:34
  And
• 27:34
  I
• 27:35
  go,
• 27:35
  I've
• 27:35
  already
• 27:36
  picked
• 27:36
  this
• 27:36
  for
• 27:36
  the
• 27:36
  trim.
• 27:37
  I've
• 27:37
  already
• 27:37
  picked
• 27:37
  this
• 27:37
  for
• 27:38
  the
• 27:38
  exterior
• 27:38
  paint
• 27:38
  color.
• 27:39
  Give
• 27:39
  me
• 27:40
  four
• 27:40
  or
• 27:40
  five
• 27:40
  different
• 27:41
  stone
• 27:41
  recommendations
• 27:42
  from
• 27:42
  this
• 27:42
  line
• 27:43
  that
• 27:43
  you
• 27:43
  think
• 27:43
  might
• 27:43
  play
• 27:44
  well
• 27:44
  and
• 27:44
  why.
• 27:44
  And
• 27:45
  you
• 27:45
  know
• 27:45
  what,
• 27:45
  it's
• 27:45
  going
• 27:46
  to
• 27:46
  give
• 27:46
  me
• 27:46
  those
• 27:46
  four
• 27:46
  or
• 27:47
  five
• 27:47
  recommendations
• 27:47
  of
• 27:48
  what
• 27:48
  might
• 27:48
  look
• 27:48
  good,
• 27:49
  and
• 27:49
  then
• 27:49
  I
• 27:49
  can
• 27:49
  pick
• 27:49
  and
• 27:49
  choose
• 27:50
  from
• 27:50
  there.
• 27:50
  And
• 27:50
  so
• 27:51
  it's
• 27:51
  been
• 27:51
  fun
• 27:51
  to
• 27:51
  get
• 27:51
  to
• 27:52
  implement
• 27:52
  it
• 27:52
  even
• 27:52
  in
• 27:53
  the
• 27:53
  design
• 27:53
  process,
• 27:54
  a
• 27:54
  little
• 27:54
  bit
• 27:54
  at
• 27:54
  a
• 27:55
  time
• 27:55
  as
• 27:55
  it's
• 27:55
  learning
• 27:56
  and
• 27:56
  better
• 27:56
  understanding.
• 27:57
  But
• 27:57
  it
• 27:57
  does
• 27:58
  help
• 27:58
  us,
• 27:58
  again,
• 27:58
  be
• 27:59
  more
• 27:59
  efficient
• 27:59
  and
• 28:00
  to
• 28:00
  take.
• 28:00
  Take
• 28:01
  our
• 28:01
  visioning
• 28:02
  and
• 28:02
  bring
• 28:02
  it
• 28:02
  to
• 28:02
  life
• 28:03
  at
• 28:03
  a
• 28:03
  much
• 28:03
  faster
• 28:03
  clip
• 28:04
  than
• 28:04
  what
• 28:04
  we
• 28:04
  were
• 28:04
  able
• 28:04
  to
• 28:05
  do
• 28:05
  before.
• 28:05
  Well,
• 28:06
  Elisa,
• 28:07
  this
• 28:07
  has
• 28:07
  just
• 28:07
  been
• 28:08
  fantastic.
• 28:09
  You
• 28:09
  know,
• 28:09
  I.
• 28:09
  I'm
• 28:10
  not
• 28:10
  going
• 28:10
  to
• 28:10
  jump
• 28:10
  into
• 28:10
  the
• 28:10
  rapid
• 28:11
  fire
• 28:11
  quite
• 28:12
  yet.
• 28:12
  I
• 28:12
  want
• 28:13
  to
• 28:13
  make
• 28:13
  sure
• 28:13
  that.
• 28:14
  Is
• 28:14
  there
• 28:14
  anything
• 28:15
  else
• 28:15
  we
• 28:15
  should
• 28:15
  have
• 28:15
  hit
• 28:16
  on
• 28:16
  before
• 28:16
  we
• 28:16
  do
• 28:17
  so?
• 28:17
  No.
• 28:18
  I
• 28:18
  love
• 28:18
  this
• 28:18
  conversation.
• 28:19
  I
• 28:19
  think,
• 28:20
  you
• 28:20
  know,
• 28:20
  staging
• 28:21
  and
• 28:21
  design
• 28:21
  are
• 28:21
  such
• 28:21
  an
• 28:22
  interesting
• 28:22
  and
• 28:22
  fun
• 28:23
  aspect
• 28:23
  of
• 28:23
  real
• 28:24
  estate.
• 28:25
  Yes,
• 28:25
  they're
• 28:25
  beautiful,
• 28:26
  and
• 28:26
  I
• 28:26
  love
• 28:26
  that.
• 28:27
  And.
• 28:27
  And
• 28:27
  it's
• 28:27
  something
• 28:28
  aesthetically
• 28:28
  pleasing.
• 28:29
  But
• 28:29
  one
• 28:30
  of
• 28:30
  the
• 28:30
  reasons
• 28:30
  I
• 28:30
  get
• 28:30
  so
• 28:31
  excited
• 28:31
  about
• 28:31
  our
• 28:31
  industry
• 28:32
  is
• 28:32
  because
• 28:33
  of
• 28:33
  the
• 28:33
  math
• 28:33
  behind
• 28:34
  it,
• 28:34
  because
• 28:34
  of
• 28:34
  the
• 28:34
  return
• 28:35
  on
• 28:35
  investments
• 28:35
  that
• 28:36
  can
• 28:36
  come
• 28:36
  from
• 28:36
  some
• 28:36
  of
• 28:36
  those
• 28:37
  right
• 28:37
  decisions.
• 28:38
  And
• 28:39
  I
• 28:39
  love
• 28:39
  the
• 28:40
  opportunity
• 28:40
  to
• 28:40
  kind
• 28:40
  of
• 28:41
  become
• 28:41
  partners
• 28:41
  alongside
• 28:43
  investors
• 28:43
  as
• 28:44
  their.
• 28:44
  Their
• 28:45
  goal
• 28:45
  is
• 28:45
  simple.
• 28:46
  Let's
• 28:46
  optimize,
• 28:47
  let's
• 28:47
  provide
• 28:47
  housing
• 28:48
  for
• 28:48
  other
• 28:48
  people,
• 28:49
  and
• 28:49
  let's
• 28:49
  do
• 28:49
  it
• 28:50
  at
• 28:50
  a
• 28:50
  profit.
• 28:50
  And
• 28:50
  so
• 28:51
  when
• 28:51
  we
• 28:51
  get
• 28:51
  to
• 28:51
  be
• 28:51
  part
• 28:51
  of
• 28:51
  that
• 28:51
  journey,
• 28:52
  it's
• 28:52
  a
• 28:52
  heck
• 28:52
  of
• 28:52
  a
• 28:52
  lot
• 28:52
  of
• 28:52
  fun.
• 28:53
  Just
• 28:53
  to
• 28:53
  remind
• 28:54
  everybody,
• 28:54
  Again,
• 28:54
  it's
• 28:55
  linda
• 28:55
  london-creek.com
• 28:57
  I'm
• 28:58
  going
• 28:58
  to
• 28:58
  have
• 28:58
  that
• 28:58
  as
• 28:58
  a
• 28:58
  clickable
• 28:59
  link
• 28:59
  in
• 28:59
  the
• 28:59
  show.
• 28:59
  Notes.
• 28:59
  But
• 29:00
  if
• 29:00
  you're
• 29:00
  ready,
• 29:00
  Elisa,
• 29:01
  we'll
• 29:01
  jump
• 29:01
  into
• 29:01
  the
• 29:02
  rapid
• 29:02
  fire
• 29:02
  and
• 29:02
  close
• 29:03
  out
• 29:03
  this
• 29:03
  episode.
• 29:04
  Let's
• 29:04
  do
• 29:05
  it.
• 29:05
  What
• 29:06
  lie
• 29:06
  do
• 29:07
  real
• 29:07
  estate
• 29:07
  investors
• 29:08
  often
• 29:09
  tell
• 29:09
  themselves?
• 29:10
  Great
• 29:10
  question.
• 29:11
  Mine
• 29:11
  is
• 29:11
  going
• 29:11
  to
• 29:12
  sit
• 29:12
  on
• 29:12
  the
• 29:12
  design
• 29:12
  side.
• 29:13
  What
• 29:13
  I'm
• 29:13
  going
• 29:13
  to
• 29:13
  say
• 29:14
  is
• 29:14
  that
• 29:14
  when
• 29:15
  it
• 29:15
  comes
• 29:15
  to
• 29:15
  lighting,
• 29:16
  you
• 29:16
  should
• 29:16
  save
• 29:17
  money.
• 29:17
  With
• 29:18
  a
• 29:18
  real
• 29:18
  estate
• 29:18
  investor,
• 29:19
  obviously
• 29:19
  it
• 29:19
  is
• 29:19
  important
• 29:20
  for
• 29:20
  the
• 29:20
  math
• 29:20
  to
• 29:20
  math.
• 29:21
  But
• 29:21
  sometimes
• 29:21
  they're
• 29:22
  so
• 29:22
  focused
• 29:22
  on
• 29:22
  saving
• 29:23
  cost
• 29:23
  as
• 29:24
  they're
• 29:24
  renovating
• 29:24
  and
• 29:24
  investing
• 29:25
  that
• 29:25
  they're
• 29:26
  not
• 29:26
  splurging
• 29:27
  in
• 29:27
  the
• 29:27
  places
• 29:27
  that
• 29:27
  are
• 29:28
  going
• 29:28
  to
• 29:28
  give
• 29:28
  them
• 29:28
  a
• 29:28
  really
• 29:28
  big
• 29:29
  roi.
• 29:29
  And
• 29:29
  one
• 29:30
  of
• 29:30
  the
• 29:30
  mistakes
• 29:30
  we
• 29:30
  unfortunately
• 29:31
  see
• 29:31
  too
• 29:31
  many
• 29:32
  real
• 29:32
  estate
• 29:32
  investors
• 29:32
  make
• 29:33
  is
• 29:33
  going
• 29:33
  cheap
• 29:33
  on
• 29:34
  light
• 29:34
  fixtures.
• 29:34
  When
• 29:35
  that
• 29:35
  is
• 29:35
  something
• 29:35
  where
• 29:36
  if
• 29:36
  you
• 29:36
  just
• 29:36
  upgrade
• 29:37
  your
• 29:37
  dining
• 29:38
  room,
• 29:38
  your
• 29:38
  foyer,
• 29:38
  your
• 29:39
  kitchen
• 29:40
  into
• 29:40
  something
• 29:40
  that's
• 29:41
  a
• 29:41
  little
• 29:41
  bit
• 29:41
  more
• 29:41
  elevated
• 29:42
  and
• 29:42
  higher
• 29:42
  end
• 29:43
  the
• 29:43
  valuation,
• 29:44
  the
• 29:44
  perceived
• 29:44
  value
• 29:45
  of
• 29:45
  your
• 29:45
  home
• 29:45
  goes
• 29:46
  up
• 29:46
  exponentially.
• 29:47
  Yeah,
• 29:48
  that
• 29:48
  actually
• 29:48
  reminds
• 29:49
  me,
• 29:49
  and
• 29:49
  I
• 29:49
  was
• 29:50
  going
• 29:50
  to
• 29:50
  write
• 29:50
  it
• 29:50
  down
• 29:50
  and
• 29:50
  I
• 29:51
  forgot
• 29:51
  I
• 29:51
  was
• 29:51
  going
• 29:51
  to
• 29:51
  ask
• 29:52
  you
• 29:52
  for
• 29:52
  that
• 29:53
  one
• 29:53
  tip
• 29:53
  that
• 29:53
  people
• 29:54
  could
• 29:54
  implement
• 29:54
  today
• 29:55
  that
• 29:56
  you
• 29:56
  notice
• 29:56
  all
• 29:57
  the
• 29:57
  time.
• 29:57
  And
• 29:57
  I
• 29:57
  think
• 29:57
  that's
• 29:58
  probably
• 29:58
  would
• 29:59
  have
• 29:59
  been
• 29:59
  your
• 29:59
  answer.
• 29:59
  There.
• 30:00
  Huh?
• 30:00
  Was
• 30:00
  there?
• 30:01
  Unless
• 30:01
  there's
• 30:02
  lighting,
• 30:02
  there's
• 30:03
  gotta
• 30:03
  be.
• 30:03
  There's
• 30:04
  gotta
• 30:04
  be
• 30:04
  other
• 30:04
  ones
• 30:04
  where
• 30:05
  you
• 30:05
  walk
• 30:05
  in
• 30:05
  and
• 30:06
  just
• 30:06
  makes
• 30:06
  you
• 30:06
  cringe
• 30:07
  like,
• 30:07
  I
• 30:07
  can't,
• 30:08
  you
• 30:08
  know.
• 30:08
  What,
• 30:09
  what
• 30:09
  would
• 30:09
  that
• 30:09
  be?
• 30:10
  Paint
• 30:10
  is
• 30:10
  another.
• 30:11
  Just
• 30:11
  another
• 30:11
  one.
• 30:12
  You
• 30:13
  know,
• 30:13
  a
• 30:13
  lot
• 30:13
  of
• 30:13
  these
• 30:14
  investors,
• 30:14
  we're
• 30:15
  painting
• 30:15
  our
• 30:15
  walls
• 30:16
  white
• 30:16
  or
• 30:16
  beige
• 30:16
  or
• 30:17
  gray
• 30:17
  or
• 30:17
  something
• 30:17
  simple.
• 30:18
  So
• 30:18
  keeping
• 30:19
  that
• 30:19
  neutral
• 30:19
  and
• 30:20
  subdued
• 30:20
  is
• 30:20
  important.
• 30:21
  But
• 30:21
  paint,
• 30:21
  lighting,
• 30:22
  and
• 30:22
  then
• 30:22
  your
• 30:23
  cabinet
• 30:23
  hardware,
• 30:23
  those
• 30:24
  are
• 30:24
  really
• 30:24
  the
• 30:24
  three
• 30:24
  things
• 30:25
  from
• 30:25
  a
• 30:25
  renovation
• 30:26
  standpoint.
• 30:27
  Completely
• 30:27
  transform
• 30:28
  a
• 30:28
  space,
• 30:28
  and
• 30:29
  they're
• 30:29
  so
• 30:29
  cost
• 30:29
  effective
• 30:30
  that.
• 30:30
  Do
• 30:30
  not
• 30:30
  miss
• 30:31
  those.
• 30:31
  But
• 30:31
  those
• 30:32
  are
• 30:32
  my
• 30:32
  highest,
• 30:32
  my
• 30:32
  biggest
• 30:33
  recommendations
• 30:33
  as
• 30:33
  you
• 30:34
  renovate.
• 30:35
  So
• 30:35
  you're
• 30:35
  not
• 30:35
  tired
• 30:35
  of
• 30:36
  agreeable
• 30:36
  gray
• 30:36
  yet?
• 30:37
  We
• 30:37
  actually,
• 30:39
  you
• 30:39
  know,
• 30:39
  it's
• 30:39
  okay.
• 30:41
  We're,
• 30:41
  we're
• 30:41
  over
• 30:41
  it
• 30:42
  at
• 30:42
  this
• 30:42
  point
• 30:42
  in
• 30:42
  time,
• 30:43
  but
• 30:43
  it
• 30:43
  serves
• 30:44
  its
• 30:44
  purpose
• 30:44
  very,
• 30:45
  very
• 30:45
  well.
• 30:45
  So
• 30:46
  I
• 30:46
  have
• 30:46
  nothing
• 30:47
  negative
• 30:47
  to
• 30:47
  say
• 30:47
  about
• 30:47
  it.
• 30:48
  Okay.
• 30:49
  If
• 30:49
  you
• 30:50
  could
• 30:50
  go
• 30:50
  back
• 30:50
  in
• 30:50
  time
• 30:50
  and
• 30:51
  give
• 30:51
  your
• 30:51
  younger
• 30:51
  self
• 30:52
  one
• 30:52
  piece
• 30:52
  of
• 30:52
  advice,
• 30:53
  what
• 30:53
  would
• 30:53
  it
• 30:53
  be?
• 30:53
  I
• 30:53
  think
• 30:53
  the
• 30:54
  piece
• 30:54
  of
• 30:54
  advice
• 30:54
  I
• 30:54
  would
• 30:54
  say
• 30:55
  is,
• 30:55
  is
• 30:56
  recognize
• 30:57
  that
• 30:57
  every
• 30:58
  mistake
• 30:58
  that
• 30:58
  you're
• 30:58
  gonna
• 30:59
  make
• 30:59
  is
• 30:59
  tuition
• 31:00
  for
• 31:00
  your
• 31:01
  learning
• 31:01
  and
• 31:01
  the
• 31:01
  experience
• 31:02
  of
• 31:02
  where
• 31:02
  you're
• 31:02
  gonna
• 31:03
  go.
• 31:03
  I
• 31:03
  think
• 31:03
  often
• 31:04
  in
• 31:04
  our
• 31:05
  younger
• 31:05
  ages,
• 31:05
  we're
• 31:06
  taught
• 31:06
  that
• 31:06
  there's
• 31:06
  a
• 31:06
  right
• 31:06
  or
• 31:07
  a
• 31:07
  wrong
• 31:07
  answer.
• 31:07
  In
• 31:08
  school,
• 31:08
  you
• 31:08
  take
• 31:08
  a
• 31:08
  test
• 31:08
  and
• 31:09
  it's
• 31:09
  right
• 31:09
  or
• 31:09
  it's
• 31:09
  wrong.
• 31:10
  In
• 31:10
  life,
• 31:10
  the
• 31:10
  reality
• 31:11
  is
• 31:11
  there's
• 31:11
  oftentimes
• 31:12
  not
• 31:12
  a
• 31:12
  right
• 31:12
  or
• 31:13
  a
• 31:13
  wrong.
• 31:13
  And
• 31:13
  so
• 31:13
  when
• 31:14
  you
• 31:14
  make
• 31:14
  a
• 31:14
  mistake,
• 31:14
  it's,
• 31:15
  it's
• 31:15
  a
• 31:15
  learning
• 31:15
  opportunity.
• 31:16
  It's
• 31:16
  not
• 31:16
  necessarily
• 31:17
  a
• 31:17
  bad
• 31:17
  thing.
• 31:17
  And
• 31:18
  so
• 31:18
  don't
• 31:18
  be
• 31:18
  afraid
• 31:18
  to
• 31:18
  embrace
• 31:19
  scary
• 31:20
  situations,
• 31:21
  challenges,
• 31:21
  obstacles.
• 31:22
  And
• 31:22
  if
• 31:23
  you
• 31:23
  don't
• 31:23
  do
• 31:23
  it
• 31:23
  right
• 31:23
  the
• 31:23
  first
• 31:24
  time,
• 31:24
  that
• 31:24
  doesn't
• 31:24
  mean
• 31:25
  that
• 31:25
  you're
• 31:25
  a
• 31:25
  failure.
• 31:25
  It
• 31:26
  just
• 31:26
  means
• 31:26
  that's
• 31:26
  not
• 31:26
  the
• 31:27
  you
• 31:27
  pick
• 31:27
  yourself
• 31:28
  up
• 31:28
  and
• 31:28
  try
• 31:28
  it
• 31:28
  again.
• 31:29
  Do
• 31:29
  you
• 31:29
  have
• 31:30
  a
• 31:30
  book
• 31:30
  recommendation
• 31:31
  or
• 31:31
  what
• 31:31
  are
• 31:31
  you
• 31:31
  reading
• 31:31
  right
• 31:32
  now?
• 31:32
  Gosh,
• 31:33
  as
• 31:33
  of
• 31:33
  right
• 31:34
  now,
• 31:34
  I'm
• 31:34
  reading
• 31:35
  the
• 31:35
  algorithm.
• 31:36
  It
• 31:36
  is
• 31:36
  by
• 31:36
  John
• 31:37
  McNeil.
• 31:37
  I
• 31:38
  do
• 31:38
  believe
• 31:38
  this.
• 31:38
  It's
• 31:38
  a
• 31:39
  story
• 31:39
  behind
• 31:40
  the
• 31:40
  former
• 31:40
  president
• 31:40
  of
• 31:41
  Tesla
• 31:41
  and
• 31:42
  he
• 31:42
  shares
• 31:43
  the
• 31:43
  process
• 31:43
  that
• 31:44
  they
• 31:44
  use
• 31:44
  at
• 31:45
  Tesla
• 31:45
  or
• 31:45
  the
• 31:46
  process
• 31:46
  they
• 31:46
  used
• 31:46
  at
• 31:47
  Tesla
• 31:47
  to
• 31:47
  really
• 31:47
  assess
• 31:48
  and
• 31:48
  analyze
• 31:49
  how
• 31:49
  to
• 31:49
  be
• 31:49
  efficient
• 31:50
  in
• 31:50
  their
• 31:50
  crazy
• 31:52
  short
• 31:52
  period
• 31:52
  of
• 31:53
  time,
• 31:53
  short
• 31:53
  stint
• 31:54
  of
• 31:54
  exceptional
• 31:55
  growth.
• 31:55
  Highly
• 31:55
  recommended.
• 31:56
  Recommend
• 31:56
  it.
• 31:56
  And
• 31:57
  then
• 31:57
  finally,
• 31:57
  what
• 31:58
  single
• 31:58
  tool
• 31:58
  or
• 31:59
  process
• 31:59
  have
• 31:59
  you
• 31:59
  implemented
• 32:00
  that
• 32:00
  has
• 32:00
  had
• 32:01
  the
• 32:01
  biggest
• 32:01
  time
• 32:01
  saving
• 32:02
  impact?
• 32:02
  Mine
• 32:03
  is
• 32:03
  going
• 32:03
  to
• 32:03
  be
• 32:03
  generic
• 32:04
  AI
• 32:04
  and
• 32:05
  I
• 32:05
  know
• 32:05
  that's
• 32:05
  just
• 32:06
  so
• 32:06
  broad.
• 32:07
  But
• 32:07
  simply
• 32:07
  put,
• 32:08
  utilizing
• 32:09
  some
• 32:09
  sort
• 32:09
  of
• 32:09
  AI
• 32:10
  for
• 32:11
  innovating
• 32:12
  in
• 32:12
  every
• 32:12
  aspect
• 32:13
  of
• 32:13
  your
• 32:13
  business
• 32:13
  that
• 32:14
  has
• 32:14
  unlocked
• 32:14
  so
• 32:15
  much
• 32:15
  for
• 32:15
  us
• 32:15
  in
• 32:15
  the
• 32:15
  last
• 32:15
  year.
• 32:16
  Whether
• 32:16
  it
• 32:16
  is
• 32:16
  a
• 32:17
  business
• 32:17
  analysis
• 32:17
  and
• 32:18
  decision
• 32:18
  making,
• 32:18
  using
• 32:19
  it
• 32:19
  as
• 32:19
  a
• 32:19
  coach
• 32:20
  to
• 32:20
  help
• 32:20
  you,
• 32:20
  whether
• 32:21
  it
• 32:21
  is
• 32:21
  making
• 32:22
  your
• 32:22
  your
• 32:22
  bookkeeping,
• 32:23
  your
• 32:23
  accounting,
• 32:24
  your
• 32:24
  marketing
• 32:25
  more
• 32:25
  efficient,
• 32:26
  it
• 32:26
  has
• 32:27
  fundamentally
• 32:27
  transformed
• 32:28
  the
• 32:28
  way
• 32:28
  we
• 32:28
  do
• 32:28
  our
• 32:28
  day
• 32:29
  to
• 32:29
  day.
• 32:29
  Well
• 32:30
  Elisa,
• 32:30
  this
• 32:30
  has
• 32:31
  just
• 32:31
  been
• 32:31
  fantastic.
• 32:32
  Again
• 32:33
  it
• 32:33
  is
• 32:33
  lynden-creek.com
• 32:36
  Clickable
• 32:36
  link
• 32:36
  in
• 32:36
  the
• 32:36
  show
• 32:37
  notes.
• 32:37
  Really
• 32:37
  hope
• 32:38
  you'll
• 32:38
  consider
• 32:38
  coming
• 32:39
  back
• 32:39
  again
• 32:39
  real
• 32:39
  soon.
• 32:40
  Would
• 32:40
  love
• 32:40
  that.
• 32:40
  Thank
• 32:41
  you
• 32:41
  so
• 32:41
  much
• 32:41
  for
• 32:41
  everything
• 32:41
  today
• 32:42
  Jack.
• 32:42
  Well,
• 32:42
  thank
• 32:43
  you.