Latest / BGRE Podcast / EP. 002 | The Mindset, Metrics & Strategy Behind Real Estate Success | Evan Greenplate

Transcript

EP. 002 | The Mindset, Metrics & Strategy Behind Real Estate Success | Evan Greenplate · BGRE Podcast

• 0:00
  SPEAKER_01: This sales business is a frequency game, how frequent you're on the phone and how frequent you're doing the activities, but it's also a frequency game on the level of energy you're projecting and how people on the other side hear you.
• 0:11
  SPEAKER_00: Yeah.
• 0:11
  SPEAKER_00: Kind of relating back to golf, like we talked about.
• 0:13
  SPEAKER_00: If you really have the positive energy and the mindset that I can do this and these people, you know, are willing to buy and just positive energy out in sales, I think it it comes back to you.
• 0:24
  SPEAKER_01: Most agents chase the next commission.
• 0:27
  SPEAKER_01: The best ones build something that outlasts it.
• 0:30
  SPEAKER_01: Welcome to the BGRE podcast for agents who think like entrepreneurs.
• 0:35
  SPEAKER_01: Because success leaves clues and the best ones come through conversation.
• 0:39
  SPEAKER_01: If you're ready to sell more, own more, and live more, this podcast is for you.
• 0:45
  SPEAKER_01: Let's jump in.
• 0:50
  SPEAKER_01: What's up, everybody?
• 0:51
  SPEAKER_01: Welcome back to the BGRE podcast.
• 0:54
  SPEAKER_01: And wow, do we have a special guest today?
• 0:57
  SPEAKER_01: My brother and partner, Mr.
• 1:00
  SPEAKER_01: Evan Greenplate.
• 1:01
  SPEAKER_01: Evan, thanks for hopping on.
• 1:02
  SPEAKER_01: Thanks for having me.
• 1:02
  SPEAKER_01: I'm excited to be here.
• 1:03
  SPEAKER_01: It's gonna be a good one.
• 1:04
  SPEAKER_01: It's a good one.
• 1:04
  SPEAKER_01: You came all, what, like two feet down the hall?
• 1:07
  SPEAKER_01: Straight next door through the wall right there.
• 1:09
  SPEAKER_01: About what, eight inches away.
• 1:10
  SPEAKER_01: So, uh guys, this episode today is about partnership.
• 1:14
  SPEAKER_01: It's about family business, and it's about building a real estate sales machine, whether you're an independent agent, whether you have a partner, whether you have a team.
• 1:24
  SPEAKER_01: Um, and you know, first and foremost, just want to say Evans had an unbelievable year this year.
• 1:30
  SPEAKER_01: Um, and we'll get into that here in a second.
• 1:32
  SPEAKER_01: But before we do, let the audience know, you know, what's your story?
• 1:37
  SPEAKER_00: Yeah, absolutely.
• 1:38
  SPEAKER_00: So me and Brandon, obviously brothers, we're four years apart, grew up in Pennsylvania.
• 1:43
  SPEAKER_00: Um, I was up there, we kind of made our way down to South Carolina a little bit separately.
• 1:48
  SPEAKER_00: I was up there.
• 1:49
  SPEAKER_00: Um, I did not finish high school up there, I actually finished high school in South Carolina.
• 1:53
  SPEAKER_01: First of all, that's crazy because I could have never imagined to do that.
• 1:56
  SPEAKER_01: And that should be an icebreaker to show how much different we are in good ways, but keep going.
• 2:02
  SPEAKER_00: Yeah.
• 2:02
  SPEAKER_00: So we grew up, it was actually funny.
• 2:04
  SPEAKER_00: I yeah, we grew up, we went to I went to a large 500-person people in my class in high school down to 30 people in my high school down in uh in Hilton Head.
• 2:12
  SPEAKER_00: I went to uh a small school down here for those of you that know the area, Hilton Head Christian Academy.
• 2:16
  SPEAKER_00: I did my last two years there, made some really great friends, loved living here.
• 2:20
  SPEAKER_00: Um honestly wish I moved down here sooner, but it was um a great move.
• 2:25
  SPEAKER_00: I ended up doing my last two years of high school here, played golf, met some great, great friends.
• 2:30
  SPEAKER_00: Where'd you play?
• 2:31
  SPEAKER_00: So um I did in college, I went to Rollins College.
• 2:34
  SPEAKER_00: Um down in Florida.
• 2:35
  SPEAKER_00: Down in Florida, I was in Winter Park, Florida, right outside Orlando, about 20 minutes away.
• 2:40
  SPEAKER_00: It was during COVID, which was a little bit funky being down there then.
• 2:43
  SPEAKER_00: But um played golf down there, awesome school.
• 2:47
  SPEAKER_00: Ended up actually doing my last two semesters at a local college here, South Carolina Bufort, a branch campus of South Carolina.
• 2:53
  SPEAKER_00: Um, knew I was gonna make my way back to the Hilton Head area, so kind of decided to just finish up there, figure out what I wanted to do.
• 3:00
  SPEAKER_00: Um, and also during college, I interned at the same brokerage you did, Hilton Head Properties.
• 3:06
  SPEAKER_01: Shout out Robbie Bunting.
• 3:07
  SPEAKER_00: Yeah, local boutique brokerage here.
• 3:09
  SPEAKER_00: I actually did, I'm trying to draw my memory now, it was either three or four years um of internship there between sales and property management.
• 3:16
  SPEAKER_00: So that's really how I got my feet wet in the real estate here on Hilton Head, is you did too.
• 3:21
  SPEAKER_00: We obviously had some different timelines going.
• 3:23
  SPEAKER_00: But um did that, ended up coming back here, graduated college, got my real estate license my last semester of college, um, and then within a few months of graduating, dived into the real estate career or here in about, geez, what was that, 2023?
• 3:39
  SPEAKER_00: So about two years ago, a little over two years ago?
• 3:41
  SPEAKER_01: Time flies.
• 3:42
  SPEAKER_01: And um, we're gonna come back to this later, but how much real estate did you sell this year, Evan?
• 3:46
  SPEAKER_00: So this year, 2025, um, just over 16 million.
• 3:50
  SPEAKER_00: Wow, dude.
• 3:51
  SPEAKER_00: So this is my second full year doing it.
• 3:53
  SPEAKER_00: It was really been about two.
• 3:54
  SPEAKER_00: So slow down.
• 3:55
  SPEAKER_00: So we'll come back to that.
• 3:56
  SPEAKER_01: Let's let's back up a little bit.
• 3:58
  SPEAKER_01: So obviously we're brothers, right?
• 4:00
  SPEAKER_01: Um, we are the only two siblings in our family.
• 4:04
  SPEAKER_01: Um, and what we got a four-year, three and a half year age difference?
• 4:07
  SPEAKER_01: Yep, almost four.
• 4:08
  SPEAKER_01: Yeah, so tell me about growing up from your perspective of being, you know, maybe the younger brother, um, and how that might have molded you into who you are today.
• 4:19
  SPEAKER_01: Because I I feel like there's some things on my end of being the older brother, there's not one that's better or worse, that um molded me into who I am today.
• 4:26
  SPEAKER_01: Is there anything in it?
• 4:28
  SPEAKER_01: Not the story of, you know, uh me bringing over 50 people and having a house party while uh mom and dad were at dinner and you were not even old enough to know what was going on.
• 4:36
  SPEAKER_01: All right, we skipped that story.
• 4:38
  SPEAKER_00: Um, you know, so yeah, four-year age gap, we um, you know, I think we had our separate paths growing up a little bit.
• 4:45
  SPEAKER_00: Um I think that age gap, it was just big enough where we were, you know, when you were in high school, I was in middle school.
• 4:50
  SPEAKER_00: When you graduated high school, I was just getting into high school.
• 4:52
  SPEAKER_00: So because of that, um, not that we weren't close growing up, but I think our age gap kept us a little further apart.
• 4:57
  SPEAKER_00: And as we grow, as we grew older, started working together, um, you know, definitely have gotten closer in the last few years doing that.
• 5:06
  SPEAKER_00: But um, yeah, growing up, and we can touch on this later, but I think our personalities complement each other pretty well.
• 5:12
  SPEAKER_00: Definitely you're the more outgoing type A, I'm a little bit more introverted, type B.
• 5:16
  SPEAKER_00: Um crazy, normal.
• 5:18
  SPEAKER_00: Uh sometimes.
• 5:19
  SPEAKER_00: But um, but you know, I think we balance each other well, and I think growing up, being the little brother, you know, definitely like you said, positives and negatives to both.
• 5:29
  SPEAKER_00: I think you were the the trailblazer a little bit.
• 5:31
  SPEAKER_00: I I learned some some things of what to do and what not to do.
• 5:34
  SPEAKER_01: Definitely some things and whatnot to do.
• 5:37
  SPEAKER_00: A little bit of both.
• 5:38
  SPEAKER_00: But um no, I think we we both had a a great, I think, childhood.
• 5:43
  SPEAKER_00: I I really enjoyed growing up in Pennsylvania compared to down here because Hilton Head is such a paradise down here.
• 5:49
  SPEAKER_00: And I think um, you know, it really made I don't know about you, it made me appreciate living down here more because we grew up vacationing down here.
• 5:56
  SPEAKER_00: And I I find that people that grow up in such a small area and sometimes, not always, but sometimes take it for granted.
• 6:02
  SPEAKER_00: And um down here I really appreciate it.
• 6:04
  SPEAKER_00: And um, especially not Pennsylvania was a great place to grow up, but I'm glad we live down here now.
• 6:09
  SPEAKER_01: 100%.
• 6:09
  SPEAKER_01: And we can talk about it right now, and let's talk about the differences of of who we are, right?
• 6:13
  SPEAKER_01: I like to explain the difference, is I'm looking at a wall and I'm gonna slap a peep piece of paper against it and I'm gonna see if it sticks after it hits the wall.
• 6:23
  SPEAKER_01: And you're looking at the wall, seeing if it's gonna stick before you slap the piece of paper against it.
• 6:28
  SPEAKER_01: And I think, you know, to your point, uh, we definitely balance each other out.
• 6:33
  SPEAKER_01: Um, and I think anybody that's listening to this that that has a partner, whether they're your family or not, you know, you never want to partner with somebody that's you, right?
• 6:41
  SPEAKER_01: You want to check the ebbs and flows and make sure, you know, it's something that's gonna teeter-totter in the right way and balance things out.
• 6:50
  SPEAKER_01: Um, and then as well, like, you know, dad has a business in Pennsylvania.
• 6:55
  SPEAKER_01: You know, we played a lot of college golf, or excuse me, a lot of junior golf, right?
• 6:59
  SPEAKER_01: Tell me a little bit about your junior golf background.
• 7:01
  SPEAKER_01: I mean, I've got some takes on it, but is there anything that you've kind of took from that that that led to, you know, who you are as a professional today, whether for good or bad?
• 7:10
  SPEAKER_00: Yeah, I mean a lot of things.
• 7:12
  SPEAKER_00: For those of you that play golf, I think it's a game that mirrors life and business in a lot of ways.
• 7:17
  SPEAKER_00: And I think that there's one thing I took away from it, you know, it sounds cliche, but your mindset and golf is like 90% a mental game once you get to a certain point skill-wise.
• 7:27
  SPEAKER_00: And I think um mindset and just belief in yourself um and just reps and consistency transfers, I'm sure, into business as a whole, but especially into sales, what we do every day.
• 7:39
  SPEAKER_00: Um, but if you really believe what believe in yourself and believe what you can do with golf, it's very true.
• 7:46
  SPEAKER_00: And I think with business, 100% true as well.
• 7:49
  SPEAKER_01: I love it.
• 7:50
  SPEAKER_01: I love it.
• 7:50
  SPEAKER_01: And now let's fast forward a little bit.
• 7:52
  SPEAKER_01: You getting into real estate, right?
• 7:53
  SPEAKER_01: And let's stay on that topic of of belief.
• 7:56
  SPEAKER_01: What was your mindset before you got into real estate?
• 8:00
  SPEAKER_01: Like, I for me it's hard to imagine, like, oh, I'm gonna join my my older brother who's selling real estate right now, and you know, it had to be a little difficult.
• 8:10
  SPEAKER_01: Um talk through the just where your head was getting into the real estate industry with your brother.
• 8:15
  SPEAKER_00: Yeah.
• 8:16
  SPEAKER_00: So I guess just real estate as a whole, like I mentioned, I I interned with a boutique brokerage here on Hilton Head.
• 8:21
  SPEAKER_00: So I had a flavor for what the real estate industry was.
• 8:24
  SPEAKER_00: Obviously, I was not doing sales at that point.
• 8:26
  SPEAKER_00: I was doing more administrative stuff on my internship, just learning the industry.
• 8:30
  SPEAKER_00: So I think I was still a little bit naive to sales.
• 8:35
  SPEAKER_00: And also when you're selling real estate, you're selling large assets.
• 8:37
  SPEAKER_00: It's not like you're selling a little course online to somebody, right?
• 8:41
  SPEAKER_00: So just that relationship building and the amount of time it actually takes to convert leads, I think I was naive to in the start, um, especially getting into the market now where it seems like you gotta work a little bit harder for sales.
• 8:55
  SPEAKER_00: Um but I would say I I think the thing that I did do properly was I gave myself enough time and flexibility to not pressure myself to succeed too quickly, or put too much pressure on myself to succeed too quickly.
• 9:12
  SPEAKER_00: Um, you know, I was in a situation where I was still living at home, so financially I was okay for a little bit.
• 9:18
  SPEAKER_00: Um so I would say for me, just not putting too much pressure on myself from the start, allowing myself to learn, build my book of business, and not just um have a gun in my head and say, I need to do and perform, you know, right away.
• 9:33
  SPEAKER_01: For sure, for sure.
• 9:34
  SPEAKER_01: And I I think that's you know a good mentality for for any industry, right?
• 9:38
  SPEAKER_01: Where it's you're you're sitting in a position of, you know, we're living in this world of we want instant gratification, right?
• 9:45
  SPEAKER_01: You know, we want to sell all these big houses, right?
• 9:47
  SPEAKER_01: We want to be like the guys on the YouTube and the Netflix, um, you know, selling New York and stuff.
• 9:53
  SPEAKER_01: And there's a lot of pressure that comes into that, but it sounds like you did a really good job, right, of managing that, you know, and then, you know, I I have my perspective because I'm in here doing, you know, moving a million miles a second, right?
• 10:07
  SPEAKER_01: And I'm I'm like, Evan, come on, like more and more and more.
• 10:10
  SPEAKER_01: And looking back on it, right?
• 10:12
  SPEAKER_01: I wish I I kind of reached out and spoke to you a little bit more about like, you know, hey, why aren't you making the call?
• 10:19
  SPEAKER_01: Right?
• 10:20
  SPEAKER_01: You you were learning, you were being a sponge, right?
• 10:22
  SPEAKER_01: And so you have had a lot of success in real estate.
• 10:26
  SPEAKER_01: If you could have a different mentality for anybody that's out here listening, thinking about getting into brokerage sales, what would you maybe have thought of differently before jumping in?
• 10:37
  SPEAKER_00: Yes.
• 10:38
  SPEAKER_00: So I I would say if I restarted again, um, just from a mindset wise, I would look at leads and calls and all of that stuff, first off as momentum, right?
• 10:48
  SPEAKER_00: And I would not, I think I put too much pressure on myself to almost convert leads right away.
• 10:52
  SPEAKER_00: And I would almost look at it more as relationship building because that stuff compounds over time.
• 10:57
  SPEAKER_00: Um, even if that person doesn't necessarily buy, they might know someone, they might know someone who might know someone.
• 11:04
  SPEAKER_00: But more than anything, I almost was like trying to convert these people to buy immediately.
• 11:09
  SPEAKER_00: Yeah.
• 11:09
  SPEAKER_01: And it's you were getting I remember you getting frustrated.
• 11:11
  SPEAKER_00: Yeah, because it's you know, I was like, why aren't these people returning my calls?
• 11:14
  SPEAKER_00: Why aren't they returning my texts?
• 11:15
  SPEAKER_00: Like, you know, I I was kind of naive to that sales process that there is a lot of rejection, especially in residential real estate sales, but also just having because I people can sense when you're trying to sell them something.
• 11:28
  SPEAKER_00: So in the beginning, I I would almost approach it as reaching out, adding value to that person, whatever it might be, whether they're an investor or a second home buyer, or just having the mindset of I want to help this person, or I want to help this person find the right house, or I want to help them find the right investment property, or maybe it has nothing to do with that, and you just connect them with a vendor here, that they need a photographer, or they need whatever it might be.
• 11:54
  SPEAKER_00: Just not having that, you know, I need to sell them something now.
• 11:58
  SPEAKER_00: Because they per first off, people can sense that and they're not gonna buy even if they were in the market to buy.
• 12:03
  SPEAKER_00: And second off, people appreciate and are very receptive to the mindset of helping that person rather than trying to sell them something because they oftentimes want to buy from someone who's not overly pushy.
• 12:15
  SPEAKER_00: So I I would just first off, take if you're starting out, take the pressure off yourself.
• 12:18
  SPEAKER_00: Number one, it doesn't happen overnight.
• 12:20
  SPEAKER_00: Number two, look at it more as relationship building and value adding and trying to lend a hand to someone, no matter whether they're trying to buy real estate, whatever it might be, you know, have that mindset of generosity compared to just forcing them to buy something because it's not gonna work, number one.
• 12:36
  SPEAKER_00: And number two, um, it's just not the mindset you want.
• 12:39
  SPEAKER_01: No, a hundred percent.
• 12:40
  SPEAKER_01: And and I think, you know, everybody that that wants to get into sales and wants to get into real estate, right, they they want it now, right?
• 12:46
  SPEAKER_01: That instant gratification I was talking about.
• 12:48
  SPEAKER_01: And I think ultimately what you said about adding value and playing the long-term game is where people go wrong.
• 12:54
  SPEAKER_01: Would you agree?
• 12:55
  SPEAKER_01: 100%.
• 12:56
  SPEAKER_01: And I think for everybody out there that's listening and thinking about getting into real estate, give yourself what I heard was enough runway to get the plane off the ground, right?
• 13:04
  SPEAKER_01: Don't put too much pressure that it needs to take off in the first 100 yards, but more importantly, commit to adding value, commit to the relationship driving business, right?
• 13:15
  SPEAKER_01: You know, that's what we're doing.
• 13:16
  SPEAKER_01: You know, people are like, I don't have a CRM, and that blows my mind.
• 13:19
  SPEAKER_01: And a CRM, guys, if you don't know, is a customer relationship manager with all the list of your contacts and sphere and past clients and current clients.
• 13:27
  SPEAKER_01: If you don't have that, you don't have a business, right?
• 13:30
  SPEAKER_01: And so what was nice?
• 13:33
  SPEAKER_01: I know there was some some negatives maybe coming in, working with big bro, crazy bro, Brandon, you know, but but what were some good things about coming in and and me already kind of being established and a place a runway to take off from?
• 13:45
  SPEAKER_00: Yeah, so I think, you know, we were similar in the sense that we didn't have any family in the real estate business.
• 13:49
  SPEAKER_00: I think a lot of the big players here, their mom or their dad or their their uncle or whatever was in the real estate game and they've been doing it for a while.
• 13:54
  SPEAKER_01: Or they grew up here.
• 13:55
  SPEAKER_00: Or they grew up here and they've been doing it.
• 13:57
  SPEAKER_00: Someone in the family has been doing it for 20, whatever, 30 years plus.
• 14:00
  SPEAKER_00: Nice thing about you was, you know, even though you were doing it longer than me, you were still only started about four years before.
• 14:05
  SPEAKER_00: So you still had the mindset of, or at least it was fresh in your mind of starting out and what it takes to start out and really build it.
• 14:12
  SPEAKER_00: So I think that was really important.
• 14:13
  SPEAKER_00: I think number two, you just having a database of yourself and just some old stale leads sitting in there that I could work.
• 14:20
  SPEAKER_00: You having lead generation systems down, such as the website, branding, a personal brand, um, and then also just some paid ads and lead generation in general down was helpful, um, of course.
• 14:33
  SPEAKER_00: But I I would say those those were the main ones.
• 14:36
  SPEAKER_00: Um, and also just you know, your mindset of wanting to see me succeed, um, and just taking the time to, you know.
• 14:44
  SPEAKER_00: Real estate isn't necessarily rocket science, but there's some stuff you need to know, and there's details you need to know and contacts you need to know.
• 14:51
  SPEAKER_00: So I think your mindset with that of pouring in um was very helpful, of course.
• 14:56
  SPEAKER_01: Well, of course.
• 14:57
  SPEAKER_01: And I think, you know, for me it was like I I wanted you you said you wanted to get into real estate, and I'm like, you know, th just got 30 under 30, and I'm like thinking I'm, you know, big, big headed, all that stuff.
• 15:09
  SPEAKER_01: I'm like, oh god, do I want my little brother?
• 15:11
  SPEAKER_01: You know.
• 15:12
  SPEAKER_01: But there was a voice in the back of my head that said, do it, right?
• 15:16
  SPEAKER_01: Like, do it.
• 15:17
  SPEAKER_01: And I'm so freaking glad we did because it's been nothing but just a joy to watch you grow, watch you develop, right?
• 15:26
  SPEAKER_01: Do it together.
• 15:27
  SPEAKER_01: We spoke about earlier how we were, you know, not as close growing up as we are now.
• 15:31
  SPEAKER_01: And so, you know, a lot of people warn each other uh, or people of working with family or working with a spouse, you know, and I'm not somebody to say that that's absolutely something you should do, but I'm here to tell you that it can absolutely work and it can be powerful because again, right, if you think about our differences, you know, I don't have the attention to detail or the observation that you have, right?
• 15:51
  SPEAKER_01: Sometimes you don't have the, you know, fly by the seat of your pants, right?
• 15:55
  SPEAKER_01: And there's a combination to that, you know, madness per se, that that makes a lot of success.
• 16:01
  SPEAKER_01: And I I'm excited where we've gone, but I'm even more excited about where we're going with the Green Plate group, um, with the shift, with our investment properties, um, with personal development.
• 16:13
  SPEAKER_01: And I think, you know, ultimately it comes down to trust, right?
• 16:17
  SPEAKER_01: And who else can you trust?
• 16:18
  SPEAKER_01: And I think that's the biggest thing if you're getting into business with family, right?
• 16:22
  SPEAKER_01: Is can you trust that person?
• 16:24
  SPEAKER_01: And, you know, I had no problem trusting you.
• 16:27
  SPEAKER_01: I will say though, like when you came in, like I'm moving, I'm driving, and I'm like, why is Evan, why isn't Evan making these calls, right?
• 16:34
  SPEAKER_01: Like you were making calls, you were doing the stuff.
• 16:36
  SPEAKER_01: But guys, if you want to build a real estate business, the amount of money that you're gonna make is directly correlated to the amount of conversations that you have on a daily basis.
• 16:45
  SPEAKER_01: And at the start you were getting a feel, but I always felt like Evan, come on, call these people, call these people, call these people, call these people.
• 16:50
  SPEAKER_01: You know, I guess was there a mental block in your head that was like, you know, I don't know enough yet or I'm not comfortable yet?
• 16:57
  SPEAKER_01: Um, what was your experience?
• 16:59
  SPEAKER_01: And maybe it's somebody else that did just get into real estate and isn't having five or 10 conversations a day with buyers, sellers, or investors.
• 17:06
  SPEAKER_01: Like, what would you tell them?
• 17:09
  SPEAKER_00: Yes, I mean, I would say from the start, I didn't have really any phone experience.
• 17:13
  SPEAKER_00: I think I was decent.
• 17:14
  SPEAKER_00: I was probably intermediate level phone sales at best, starting out.
• 17:18
  SPEAKER_00: So that might have been a little bit of a mental block.
• 17:20
  SPEAKER_00: And I think probably more than anything was I was just I didn't know everything about real estate.
• 17:24
  SPEAKER_00: So I was a little bit nerve-wracking to hop on a phone with someone and they might ask me a question that I just have no idea.
• 17:30
  SPEAKER_00: And that's scary, right?
• 17:31
  SPEAKER_00: Like you don't know, yeah.
• 17:32
  SPEAKER_00: So I think as I first and foremost, as my phone skills have got better, that made me more comfortable.
• 17:37
  SPEAKER_00: And I think number two is I learned more about real estate and the very common questions and even sometimes more of the niche questions that people ask, as I kind of developed and learned more and knew the answers to that, I became more comfortable on the phone because when you don't know those answers, it can be it's it makes it 10 times harder because you're just afraid of what these people are gonna ask.
• 17:56
  SPEAKER_00: You're almost afraid of them to answer the phone.
• 17:58
  SPEAKER_00: So um I think, yeah, more than anything, become as knowledgeable as you can about real estate in general, about your area, about the common questions, and then it's just a reps game from there.
• 18:07
  SPEAKER_01: Boom.
• 18:07
  SPEAKER_01: It's a reps game.
• 18:08
  SPEAKER_01: And that's what I want to hit for a second is everybody wants to skip that process, right?
• 18:13
  SPEAKER_01: Like, if you didn't make those phone calls over the time and get those reps in, would you have the phone skills that you have today?
• 18:19
  SPEAKER_01: No, 100% not.
• 18:20
  SPEAKER_01: And so, you know, people that think they're gonna jump into any industry, especially real estate, and immediately hit home runs and do all this crazy stuff.
• 18:29
  SPEAKER_01: Nobody that's successful in real estate jumped in and was successful day one, right?
• 18:33
  SPEAKER_01: For sure.
• 18:34
  SPEAKER_01: You have to go through that reps, you have to go through the process, you have to understand failure, and and you have to ultimately, in my opinion, you have to fail with velocity because every no is first of all going to get you one step closer to a yes, but second, you're gonna learn from it, right?
• 18:50
  SPEAKER_00: Yep.
• 18:51
  SPEAKER_01: All right, so you came into real estate with big bro, right?
• 18:56
  SPEAKER_01: And now you're kind of becoming the big bro.
• 18:58
  SPEAKER_00: I don't know about that.
• 18:59
  SPEAKER_01: So, you know, and guys, this is something that I I want to share, and and Evan doesn't like talking about this stuff as much, and I got his approval that it's okay to talk about.
• 19:07
  SPEAKER_01: But you know, at the beginning of this year, 2025, you know, I I was worried about you making it in the industry.
• 19:15
  SPEAKER_01: And and the only reason I say that was, you know, sometimes I would see the actions that it takes to be successful, making the phone calls, have the conversations, putting in the work, and sometimes I didn't.
• 19:25
  SPEAKER_01: I didn't know if you were gonna make it in the beginning of this year, and fast forward you're at over 16 million in sales.
• 19:30
  SPEAKER_01: That is freaking huge, right?
• 19:32
  SPEAKER_01: And this is year two?
• 19:34
  SPEAKER_01: Second full year.
• 19:35
  SPEAKER_01: Second full year.
• 19:36
  SPEAKER_01: Yeah.
• 19:36
  SPEAKER_01: So I think first and foremost, the the lesson right there is it doesn't happen overnight.
• 19:40
  SPEAKER_01: Yeah.
• 19:40
  SPEAKER_01: Right?
• 19:41
  SPEAKER_01: But I want to hear from you what switched, right?
• 19:45
  SPEAKER_01: Maybe it was compounding.
• 19:47
  SPEAKER_01: Was there a mindset change?
• 19:49
  SPEAKER_01: Was there multiple things?
• 19:50
  SPEAKER_01: What did you start to do this year that really turned you from low production to, you know, uh, to holy crap, this dude's blowing away people that have been selling real estate here by$10 million in sales, and those people have been selling for 10, 15 years in your second year?
• 20:07
  SPEAKER_00: Yeah, so I think it's probably two or three things.
• 20:11
  SPEAKER_00: Um, I think number one, um, it is compounding to your point.
• 20:16
  SPEAKER_00: Um, you know, I would say my my call volume and my conversations per day was not as high as it is now when I started, but it was still something, and that compounded over time, even though it wasn't quite on the level it probably should have been.
• 20:27
  SPEAKER_00: And I think a big part of that was hiring a coach.
• 20:29
  SPEAKER_00: Um, work with the same coach Brandon does, Dirk Zeller, who's phenomenal.
• 20:34
  SPEAKER_00: Real estate champion.
• 20:35
  SPEAKER_00: Shout out, Dirk.
• 20:35
  SPEAKER_00: Yeah, he's a phenomenal coach, and just production-wise, he's he's really um investment side of stuff.
• 20:42
  SPEAKER_00: And investment side.
• 20:42
  SPEAKER_00: He's he's very well-rounded, but he he helped me more so on the product on the production side.
• 20:46
  SPEAKER_00: Um and I think just with him, one thing that kind of opened my eyes was the direct correlation of buyer appointments set.
• 20:54
  SPEAKER_00: Well, first off, conversation had to buyer appointments set to how many actually buyer contracts you have that lead to buyer pendings, and then that just leads to how much you make.
• 21:02
  SPEAKER_00: So it's a pretty clear correlation of how much you're on the phone to how much you make.
• 21:06
  SPEAKER_00: Um and that clicked with me.
• 21:09
  SPEAKER_00: So I think that was motivation there, and just kind of seeing it on a line, just numbers-wise planned out.
• 21:14
  SPEAKER_00: If you make X calls per day and you set X appointments, you're gonna make this much money based on your closure rate.
• 21:19
  SPEAKER_00: Um that was because I that's how I think.
• 21:22
  SPEAKER_00: I think more a little bit more straight line and like numbers-wise.
• 21:25
  SPEAKER_00: So I was like, that makes sense.
• 21:27
  SPEAKER_00: So that was a motivation.
• 21:28
  SPEAKER_00: I think it also compounded.
• 21:30
  SPEAKER_00: On top of that, you know, I I think I realized that the more yes, the numbers, you know, there's a pretty clear path to that, but it's hard to explain, but I think sales, there is definitely a frequency to it.
• 21:42
  SPEAKER_00: I think the more you're on the phone, the more you're putting out there, the more you're just connecting with people, the more energy you have.
• 21:50
  SPEAKER_00: For whatever reason, it seemed like more came back to me.
• 21:52
  SPEAKER_00: Um, even if I was just on the phone and I was talking to just average leads, and I was really working them and just.
• 22:00
  SPEAKER_00: Going all in consistently.
• 22:01
  SPEAKER_00: Consistently, yeah.
• 22:02
  SPEAKER_00: It just seemed like when I was consistently really high energy on the phone, making the calls that I needed to make, even if it sometimes it seems like they weren't converting that day properly, it compounds.
• 22:14
  SPEAKER_00: The numbers compound.
• 22:16
  SPEAKER_00: When you put that energy out there, it seems to come back to you.
• 22:19
  SPEAKER_00: And I think it's more of a um mindset of um not generosity.
• 22:26
  SPEAKER_00: What's the word I'm looking for?
• 22:27
  SPEAKER_00: Um reciprocates?
• 22:29
  SPEAKER_00: Yeah, it reciprocates back to you in a way.
• 22:31
  SPEAKER_00: And I it's hard to explain, but I think would you agree with that?
• 22:34
  SPEAKER_01: 100%.
• 22:35
  SPEAKER_01: And I think what you said was the energy thing.
• 22:37
  SPEAKER_01: Yeah.
• 22:38
  SPEAKER_01: Right?
• 22:38
  SPEAKER_01: Like the more conversations, the more flow you get into, right?
• 22:42
  SPEAKER_01: The you get a deal or two under your belt, you get some confidence.
• 22:45
  SPEAKER_01: But what happens is this sales business is a frequency game, right?
• 22:49
  SPEAKER_01: It's a frequency game in the idea of how frequent you're on the phone and how frequent you're doing the activities, right?
• 22:54
  SPEAKER_01: They take to get you to the next level.
• 22:56
  SPEAKER_01: But it's also a frequency game on the level of energy you're projecting and how people on the other side hear you.
• 23:02
  SPEAKER_00: Yeah, for sure.
• 23:03
  SPEAKER_00: That's that's more so what I was referring to.
• 23:04
  SPEAKER_00: And it's funny.
• 23:05
  SPEAKER_00: I think if you're if you guys are in sales out there, I think one thing, if you're really in a positive mindset and you say you're looking at your pipeline sheet, all those leads look pretty like, oh, I can convert them, I can convert them.
• 23:15
  SPEAKER_00: And if you're kind of down in the dumps, you've had not being very consistent on the phones, you look at that sheet, and that same sheet can look these people aren't gonna buy right now.
• 23:23
  SPEAKER_00: And it's just it's it's a different mindset, and it really is kind of relating back to golf, like we talked about.
• 23:27
  SPEAKER_00: If you really have the positive energy and the mindset that I can do this, and these people, you know, are willing to buy and just positive energy out in sales, I think it it comes back to you.
• 23:38
  SPEAKER_00: I don't know how to explain it.
• 23:39
  SPEAKER_01: It's almost like real estate sales karma.
• 23:41
  SPEAKER_00: Yeah, in a way.
• 23:43
  SPEAKER_01: So you're talking a little bit too about tracking numbers, and you know, everybody thinks differently.
• 23:48
  SPEAKER_01: Um, I've worked with Dirk, we've tracked numbers, you know, it's it's been good for me.
• 23:51
  SPEAKER_01: It hasn't quite resonated the same way that it has resonated for you.
• 23:55
  SPEAKER_01: What are you tracking, first and foremost?
• 23:58
  SPEAKER_01: And do you recommend everybody to track numbers in real estate?
• 24:02
  SPEAKER_00: I think you have to track numbers to some degree.
• 24:04
  SPEAKER_00: I think, you know, depending on your personality and what makes sense to you, you can go very complex with it or you can keep it very simple.
• 24:10
  SPEAKER_00: What I track, or like at least the most important stuff that I track, I think you should always have a list of your um pendings under contracts as well as your closed and just kind of see that.
• 24:21
  SPEAKER_00: That's obviously very simple.
• 24:22
  SPEAKER_00: But as far as your calls go, that's a dashboard view.
• 24:24
  SPEAKER_00: So you can see that's a dashboard view throughout the year.
• 24:26
  SPEAKER_00: What have you closed?
• 24:27
  SPEAKER_00: What are my you know, total sales so far, what are my commissions that I've made?
• 24:32
  SPEAKER_00: Um, all that stuff.
• 24:33
  SPEAKER_01: And it's reassuring, right?
• 24:34
  SPEAKER_01: You like you see what what's going on.
• 24:35
  SPEAKER_00: Yeah, for sure.
• 24:36
  SPEAKER_00: I think that's that's super simple.
• 24:38
  SPEAKER_00: You can do that on an Excel sheet, or just I'd recommend post it on your wall so you can see it or a sheet on your desk.
• 24:43
  SPEAKER_00: As far as calls and conversations go, so I'm more buyer heavy right now.
• 24:47
  SPEAKER_00: I would say this past year I was 90%, 95% buyers.
• 24:50
  SPEAKER_01: Which isn't uncommon.
• 24:51
  SPEAKER_00: Yeah.
• 24:52
  SPEAKER_00: Um, so I really mainly track my buyers as you're if you're more listing sides, you would track that side as well.
• 24:57
  SPEAKER_00: But um, first off, just simply number of conversations had per day.
• 25:02
  SPEAKER_00: If you want to track the number of calls in order to get to the number of conversations based on your pickup rate, you can, but really the number you're looking for is conversations per day to keep it safe.
• 25:11
  SPEAKER_01: And guys, convert your amount of conversations per day will directly correlate to how much money you make at the end of the year.
• 25:18
  SPEAKER_00: And that can be with a it can just be a relationship that someone that a lead that you've talked to five times, maybe you're on the phone with them again.
• 25:24
  SPEAKER_00: That that counts, or it's a new lead.
• 25:27
  SPEAKER_01: Um or it's Joe Blow that you know knows somebody that's looking for real estate and you know him from school or something.
• 25:33
  SPEAKER_00: And as long as it's about real estate, it doesn't have to be anything particular.
• 25:36
  SPEAKER_00: Um it's about Hilton uh about real estate in your area, then that that counts.
• 25:41
  SPEAKER_00: So I'm shooting for right now about seven conversations a day, which doesn't actually sound like a lot, right?
• 25:48
  SPEAKER_00: But if you're working the phones and you know your pickup rate you know isn't always the best, especially if you're working colder leaves, it can be 30 calls to get to that.
• 25:57
  SPEAKER_00: So sometimes it's it's still working the phone.
• 26:00
  SPEAKER_00: Um so you're tracking you want seven conversations a day.
• 26:03
  SPEAKER_00: So conversations today and then or conversations in one day, and then you want to average that out per week.
• 26:08
  SPEAKER_00: And then from there, you want to track your buyer appointments from those conversations.
• 26:13
  SPEAKER_01: And what are you calling a buyer appointment?
• 26:15
  SPEAKER_00: Calling a buyer appointment a serious conversation I'm having with a client, discussing buyer agency, if they're willing to enter buyer agency with me, the value that I provide, that our firm provides.
• 26:28
  SPEAKER_00: Um, and then we can go into detail on this and you can chime in.
• 26:31
  SPEAKER_00: But kind of the difference between a customer and a client and what our our team offers, we focus a lot on investors.
• 26:38
  SPEAKER_00: So a lot of our client services cater towards Proformas and that side of things.
• 26:44
  SPEAKER_00: So we kind of list through what you really get.
• 26:47
  SPEAKER_01: Whether they agree to work with you or not, sitting down, having a call about you know what they get as a client to sign, that's what you're calling as an appointment.
• 26:57
  SPEAKER_00: So I would I would simply calling a buyer.
• 26:59
  SPEAKER_00: I would simply put a buyer appointment as a serious conversation with that person talking about real estate.
• 27:03
  SPEAKER_00: It's not just getting on the phone and having two conversations with that person and they hang up on you.
• 27:07
  SPEAKER_00: That's not a buyer appointment.
• 27:08
  SPEAKER_01: Or even I would say too, to that point, is it it's it's not somebody saying, right, you know, hey, I'm not quite ready yet.
• 27:14
  SPEAKER_01: Right?
• 27:14
  SPEAKER_01: They're not ready to have to take the next step to really enter seriously looking to buy a property, right?
• 27:19
  SPEAKER_00: Yeah.
• 27:20
  SPEAKER_00: And it doesn't mean they have to buy or ready to buy next week.
• 27:22
  SPEAKER_00: It just means that they're willing to, you know, have the conversation with you.
• 27:25
  SPEAKER_00: And just more of a serious real estate conversation with you.
• 27:28
  SPEAKER_00: It's not casual.
• 27:29
  SPEAKER_00: So there's a little bit of judgment in there.
• 27:31
  SPEAKER_00: Um, and then from that, tracking your buyer appointments to buyer committed.
• 27:35
  SPEAKER_00: And buyer committed is a signed buyer agency agreement.
• 27:38
  SPEAKER_00: And then from there, tracking your buyer pended.
• 27:41
  SPEAKER_00: Um, so simply put, it's it's four things it is calls if you want to track that, it is conversations, buyer appointment, buyer committed, and buyer pended.
• 27:50
  SPEAKER_00: And if you really know your numbers on that and your conversion rates, um, you can pretty clearly map out based on your average sale price how much you're gonna make a year based on the conversations you're having.
• 28:01
  SPEAKER_00: And that's one thing Dirk has hammered home and something that that clicked with me.
• 28:06
  SPEAKER_00: So even if you want to keep it really simple, I think at least knowing a few basics and kind of for me, the really stat that clicked was how many conversations I'm having and that correlating to how much money I'm actually gonna make.
• 28:19
  SPEAKER_00: And you can almost calculate how much money you're making per buyer appointment, which is kind of crazy.
• 28:24
  SPEAKER_01: That's what I did.
• 28:24
  SPEAKER_01: Yeah, I mean, I I did the same thing where I put a sticky note, I think I calculated it was like five grand per buyer appointment.
• 28:30
  SPEAKER_01: Yeah.
• 28:30
  SPEAKER_01: So all on my whole mindset is set the appointment.
• 28:33
  SPEAKER_01: I'm gonna make five grand whether they buy something or not.
• 28:37
  SPEAKER_01: And guys, I I think to Evan's point, everybody has something a little different that they want to track or kind of clicks for them.
• 28:44
  SPEAKER_01: But I will say the most important of all of those things that you're tracking, in my opinion, is the appointment, getting in front of them, right, having that serious real estate conversation.
• 28:55
  SPEAKER_01: Set as many appointments with clients, whether they're listing side or buyer side.
• 29:00
  SPEAKER_01: Obviously, to get the appointment set, right, you got to have the conversations.
• 29:02
  SPEAKER_01: That's what you're tracking there.
• 29:04
  SPEAKER_01: Um, and I think, you know, even after you calculate, put a sticky note on your desk and say every buyer appointment's gonna pay me X amount.
• 29:10
  SPEAKER_01: Guess what?
• 29:11
  SPEAKER_01: You're gonna send a lot of buyer appointments up for sure.
• 29:13
  SPEAKER_01: Was that the number one habit that changed for you when it came to upping your production by like 13 million this year?
• 29:23
  SPEAKER_00: Yeah.
• 29:24
  SPEAKER_00: So if you get in the office, I have this probably more often than not where I'm just really don't want to talk to anyone today.
• 29:29
  SPEAKER_00: Um make the first two calls, get on the phone with someone, and I think pretty quickly you realize that first off, your energy goes up.
• 29:36
  SPEAKER_00: You start to kind of feel that flow going, and that that fear goes away slowly as you start to make more calls and have more conversations.
• 29:43
  SPEAKER_00: So I would say just dial two numbers and then re-evaluate from there.
• 29:47
  SPEAKER_00: But um I think that's that would probably be my number one tip because you can really not feel it on that first call at all.
• 29:54
  SPEAKER_00: But just type in the number, press dial, and then keep it going from there.
• 29:57
  SPEAKER_00: And then kind of just tacking on to your other point, it does it does compound.
• 30:02
  SPEAKER_00: So I would say, you know, even though this was my second full year in and the year before wasn't great for me sales-wise, um, a lot of my bigger deals that I closed this year were connections that I made in year one.
• 30:14
  SPEAKER_01: Say that again.
• 30:14
  SPEAKER_00: That's really good.
• 30:15
  SPEAKER_00: Yeah.
• 30:15
  SPEAKER_00: So a lot of the bigger deals this year that I've closed were actually connections I made at least six months prior to that, and connections that I made in 2024 that closed this year.
• 30:25
  SPEAKER_01: What was the biggest what was the biggest one you closed from last year?
• 30:27
  SPEAKER_01: That you talked to last year that closed this year.
• 30:28
  SPEAKER_00: Yeah, so I met or I connected with a buyer.
• 30:31
  SPEAKER_00: Um, it was in I think October or November of 2024.
• 30:37
  SPEAKER_00: Um, we're looking at about a million-dollar house, quickly realized that wasn't what they were looking for, or it wasn't gonna get them what they were looking for, and that ended up closing on close to a four million dollar home in August of this year.
• 30:52
  SPEAKER_00: So I think that's partially our market.
• 30:53
  SPEAKER_00: Um, it's a secondary home market, so people don't necessarily have set timelines if I need to close by then.
• 30:59
  SPEAKER_00: So by the time we connect with a person to them actually closing, especially on the bigger deals that I find, it takes a while.
• 31:06
  SPEAKER_00: Um, I mean a pretty much all if not all of my bigger ones closed this year are people that I connect with at least six months before.
• 31:14
  SPEAKER_00: I had another one just closed this year that I connected on with two years ago, I think it was.
• 31:19
  SPEAKER_00: Really?
• 31:20
  SPEAKER_00: Um that one was just under two million.
• 31:23
  SPEAKER_00: Um and you know, he didn't really go cold every you know during that time.
• 31:27
  SPEAKER_00: It was a consistent working with him, sending him property.
• 31:30
  SPEAKER_00: So it's just it's a follow-up game, it's a time game.
• 31:34
  SPEAKER_00: And I think even when you know agents are successful, there's moments where they just have walls in there for a month or two or where it just feels slower and just kind of sticking to it and just knowing that oftentimes deals come together in in groups, right?
• 31:48
  SPEAKER_00: Even when it doesn't seem like it's gonna happen, it it will just stick to the consistency.
• 31:52
  SPEAKER_00: It sounds cliche, but consistency in real estate is key.
• 31:56
  SPEAKER_01: Yeah, and I I think to your point, when it's slower, right?
• 31:59
  SPEAKER_01: What I what I was hounding on you when you were slow is touch base with your people, touch base with your people.
• 32:03
  SPEAKER_01: Like just let them know what's up, let them know you're here.
• 32:05
  SPEAKER_01: Add value, add value, add value, because at some point it's gonna come back around.
• 32:10
  SPEAKER_01: Um, let's go back to something real quick that I do think is important um that you spoke about there.
• 32:15
  SPEAKER_01: And and that's the uh the buyer appointment and agency.
• 32:19
  SPEAKER_01: So, guys, in in the world of selling real estate, National Association of Realtors was a big lawsuit.
• 32:26
  SPEAKER_01: Um, long story short, uh, before the seller was pretty much negotiating the buyer agent's commission, right?
• 32:34
  SPEAKER_01: So, like for example, the seller agent would say, all right, commission 6%, the buyer agent, they're gonna get 3%, I'll get 3% for just a simple example.
• 32:44
  SPEAKER_01: And pretty much the lawsuit said no longer can the seller negotiate the buyer compens buyer agent compensation.
• 32:53
  SPEAKER_01: So essentially the seller can still offer that 3%, but it's not bundled into one.
• 32:58
  SPEAKER_01: It really separates the three and three together.
• 33:01
  SPEAKER_01: And what started to happen, I noticed this year was you know, buyers were sell, excuse me, sellers were starting to offer two and a half percent, two percent, right?
• 33:12
  SPEAKER_01: And and I said, you know, we're providing so much value here at the Green Plate Group, right?
• 33:17
  SPEAKER_01: Like we are coming in and we're not only, you know, helping you find a property, right?
• 33:21
  SPEAKER_01: We're running cash flow proformas.
• 33:23
  SPEAKER_01: You know, we're getting deeper into the weeds and finding rental comps.
• 33:26
  SPEAKER_01: We're connecting you with vendors, we're helping you set up to self-manage the property yourself.
• 33:30
  SPEAKER_01: We're putting off-market properties in front of you.
• 33:33
  SPEAKER_01: And so I just kind of came to the conclusion that we're leaving, you know, a lot of money on the table for the value that we serve.
• 33:39
  SPEAKER_01: And at very least, we should be getting 3% for our services of helping somebody secure a property and successfully managing it and having it be a property that produces long-term income for them.
• 33:52
  SPEAKER_01: And so what we did, and I think anybody that's in the business, first and foremost, in order to never get less than 3% or whatever your your commission you want to charge, is separate, right, of the client services, what they get as a client versus the customer services.
• 34:08
  SPEAKER_01: And so, like, let's say I just met you, you know, you're a customer right now.
• 34:12
  SPEAKER_01: If they want to enter agreement and buyer agency in that buyer appointment that you're setting, right, at that point, they have the ability to enter that agreement as a client and they get X, Y, Z, all of the bonuses, the proformas, you know, everything that we offer that's above and beyond.
• 34:33
  SPEAKER_01: As long as if the seller isn't paying 3%, they make up the difference, right?
• 34:37
  SPEAKER_01: And and before, um, you know, it was kind of whatever the seller's offering, that's what we're getting.
• 34:43
  SPEAKER_01: So sometimes the buyer does need to make up a little bit.
• 34:45
  SPEAKER_01: But I do think for people out there that aren't separating buyer agency with client services versus customer services, you're leaving a lot of money on the table and you're selling yourself short.
• 34:57
  SPEAKER_01: What has that change looked like for you?
• 34:59
  SPEAKER_01: Or what was one thing that you took away from it being the most important?
• 35:03
  SPEAKER_00: Yes, I would say one important thing with that is have that conversation early on in your relationship.
• 35:09
  SPEAKER_00: Maybe not the first call, but the second call, somewhere in there, because you don't want to surprise these people and say, oh, oh, oh, by the way, my fee is three percent, right?
• 35:16
  SPEAKER_01: And you're making up in a percent.
• 35:18
  SPEAKER_00: Yeah.
• 35:18
  SPEAKER_00: And you know, I think people, we haven't had too much pushback on it.
• 35:22
  SPEAKER_00: As long as you cover it early, you know, explain to them that, hey, before you enter into agreement on a property, you're gonna know what they're offering.
• 35:30
  SPEAKER_00: We're gonna try to get the seller to pay the full, you know, our fee is three percent, the full three percent.
• 35:36
  SPEAKER_00: For some reason they don't, you know, you will be quite required to make up that extra.
• 35:40
  SPEAKER_00: And we'll try to negotiate it, right?
• 35:42
  SPEAKER_01: Yeah.
• 35:42
  SPEAKER_01: And we also say, right, it's it's important to understand it's it's shifting.
• 35:47
  SPEAKER_01: So if they're not paying, you know, the full 3% and the buyer's making up 1%, well, guess what?
• 35:52
  SPEAKER_01: Our offer is gonna be 1% less than it was if my right so it all evens out at the end of the day.
• 35:57
  SPEAKER_00: So I think just having that conversation with them, being honest with them on the front end, say, hey, we offer a lot of stuff.
• 36:03
  SPEAKER_00: We have a full service team, a full service transaction coordinator to make sure that your deal goes smoothly.
• 36:09
  SPEAKER_00: All of the stuff that you guys offer, explain that to them.
• 36:12
  SPEAKER_00: Say, hey, our fee is three percent.
• 36:15
  SPEAKER_00: If you want X, Y, and Z, we ask that you sign this.
• 36:18
  SPEAKER_00: You're not gonna be surprised by commission.
• 36:20
  SPEAKER_00: You're gonna know exactly what you're gonna be paying before you enter into a sales agreement on a property.
• 36:26
  SPEAKER_00: We haven't had any pushback on it.
• 36:28
  SPEAKER_00: Um, the only thing it's really done is just made us three percent all the time.
• 36:32
  SPEAKER_01: And it showcases the value that we bring to the table because I think a lot of consumers don't understand how this works, yeah.
• 36:37
  SPEAKER_01: Right.
• 36:38
  SPEAKER_01: Um, and you know, we don't work for free, and the amount of value you provide is gonna be rewarded directly by the marketplace.
• 36:45
  SPEAKER_00: Yeah.
• 36:45
  SPEAKER_01: Um, and so that was something really good that I think you know you've done a great job with and all and all of that.
• 36:51
  SPEAKER_01: And so, guys, if you're not separating your customer client services and actually having a buyer agency conversation during your buyer appointment, you need to start doing that.
• 37:03
  SPEAKER_00: I think it also shows to the to the client that you're serious, right?
• 37:06
  SPEAKER_00: You're not you're not an amateur agent, you're not just willy-nilly, just out there, you know, you know, this is what we offer.
• 37:12
  SPEAKER_00: We're professionals, and you lay that in front of them.
• 37:14
  SPEAKER_00: I think most of the time people are kind of surprised and just pleasantly surprised that, you know, this guy's serious and he knows his stuff.
• 37:20
  SPEAKER_01: Yeah, and and it's gotten rid of a lot of the let's just call them extremely part-time agents that, you know, are just showing up on a Saturday.
• 37:30
  SPEAKER_01: Like if you don't have the value there, and and I do think it's good for the industry, it was a little painful to get through that.
• 37:35
  SPEAKER_01: Um, but you handle that extremely well.
• 37:37
  SPEAKER_01: And again, guys, if you're not doing that, um, definitely something you want to do to showcase your expertise.
• 37:43
  SPEAKER_01: Um, Ev, let's transition here a little bit.
• 37:46
  SPEAKER_01: Let's talk about, you know, what the Green Plate group is, right?
• 37:51
  SPEAKER_01: Um, and kind of what we have been doing and what's on the agenda to come.
• 37:56
  SPEAKER_01: Um, and so maybe just give a little background on on who we are as a real estate firm in Hilton Head Island and um, you know, kind of what we've been working on and where we're going.
• 38:06
  SPEAKER_00: Yeah, I mean, feel free to chime in.
• 38:08
  SPEAKER_00: Um, but right now me and Brandon are the only two sales agents on our team.
• 38:12
  SPEAKER_00: We have Tammy, who is our fantastic.
• 38:16
  SPEAKER_00: Love Tammy.
• 38:16
  SPEAKER_00: Shout out Tammy.
• 38:17
  SPEAKER_00: She is phenomenal executive assistant and transaction coordinator.
• 38:21
  SPEAKER_00: I don't know if you're not going to be here without Tammy.
• 38:22
  SPEAKER_00: She keeps us in line.
• 38:23
  SPEAKER_00: Um, just brought on Whitney, who is our director of operations, who's out on maternity leave right now.
• 38:31
  SPEAKER_00: So they keep me and Brandon's sales businesses going.
• 38:34
  SPEAKER_00: So we're we're the only ones on our team right now.
• 38:36
  SPEAKER_00: I think the plan going forward here, we're trying to figure that out.
• 38:39
  SPEAKER_00: Have a small boutique team here on Hilton Head.
• 38:43
  SPEAKER_00: Um, feel free to chime in on that.
• 38:45
  SPEAKER_00: Um, we also are brokered by EXP.
• 38:48
  SPEAKER_00: So we have the Shift, which is our EXP organization, online community where we add value to agents around the country and really around the world, but right now for around the country.
• 38:59
  SPEAKER_00: And that's been really fun here.
• 39:01
  SPEAKER_00: We've really dived into that deeper, I would say, in the last year or so and really starting to grow that.
• 39:06
  SPEAKER_00: And I think that's been impactful to the agents within our organization, but also to us to have a sense of community online.
• 39:12
  SPEAKER_00: Obviously, we're in person, EXP is an online brokerage, but to be able to get together, add value to people on.
• 39:18
  SPEAKER_00: We do masterminds, we have guest speakers on, we have a Facebook group, and we have some really good people on those calls.
• 39:24
  SPEAKER_00: So that's been something outside of this just our day-to-day sales.
• 39:28
  SPEAKER_00: Um, we also have investment properties here.
• 39:32
  SPEAKER_00: Don't get too far ahead.
• 39:33
  SPEAKER_00: We'll talk about the investment properties.
• 39:34
  SPEAKER_00: We'll get into it, but we have a lot going on.
• 39:35
  SPEAKER_00: So, I mean, we have sales, we have our EXP online community, and a lot of different facets to what we do.
• 39:42
  SPEAKER_01: Yeah, 100%.
• 39:43
  SPEAKER_01: And you're just kind of piggyback on that, guys.
• 39:45
  SPEAKER_01: I'm a big proponent of what is I like to call your real estate and.
• 39:51
  SPEAKER_01: And I actually learned this from Robbie, um, our previous broker.
• 39:54
  SPEAKER_01: And that is that real estate is such a broad, broad industry where there's so many different ways to make it.
• 40:01
  SPEAKER_01: And you need to separate yourself from the people pile, from the agent pile, and you need to have a uniqueness, right?
• 40:07
  SPEAKER_01: Like Robbie, for example, he was real estate and rentals, right?
• 40:11
  SPEAKER_01: You know, we're real estate and investment, right?
• 40:14
  SPEAKER_01: You could be real estate and land, real estate and downtown luxury, real whatever the it is, niche down.
• 40:21
  SPEAKER_01: But as far as the Greenplay group goes, you know, we are the number one short-term rental agents and team on Hilton Head Island.
• 40:27
  SPEAKER_01: You know, combined, Evan, we own about, what,$15,$16 million worth of real estate.
• 40:31
  SPEAKER_01: Um, and not only do we understand the ins and outs of how to uh, you know, sell property, but we also buy property.
• 40:38
  SPEAKER_01: And it really kind of puts us in a position of we're in your shoes.
• 40:42
  SPEAKER_01: We're invested in the market with you.
• 40:44
  SPEAKER_01: Um and yeah, we're bringing some agents on here on our team standpoint.
• 40:48
  SPEAKER_01: We're continuing to grow.
• 40:49
  SPEAKER_01: And um, you know, we're loving where we live too, right?
• 40:52
  SPEAKER_01: Um, I would say as far as the shift goes, yeah, we're partnering with agents around the country.
• 40:57
  SPEAKER_01: We're helping agents get their production up, we're helping them get into investment real estate.
• 41:00
  SPEAKER_01: We're building community.
• 41:02
  SPEAKER_01: And the entire real estate industry is shifting right now.
• 41:05
  SPEAKER_01: I mean, it's consolidation.
• 41:07
  SPEAKER_01: You have compass buying, you know, anywhere, you have, you know, all of these crazy things happening.
• 41:12
  SPEAKER_01: And it's really important to have your crew.
• 41:14
  SPEAKER_01: And um it's been fun to run with you, my brother, right, and partner on these aspects.
• 41:21
  SPEAKER_01: So it's exciting to say that we're just getting started on that stuff.
• 41:24
  SPEAKER_00: Yep.
• 41:25
  SPEAKER_01: And um, the best is yet to come.
• 41:27
  SPEAKER_01: For sure.
• 41:28
  SPEAKER_00: And I think um one of the most important things you said there, find your niche.
• 41:31
  SPEAKER_00: Um, yes.
• 41:32
  SPEAKER_00: It's so easy.
• 41:33
  SPEAKER_00: I mean, there's so many realtors out there.
• 41:36
  SPEAKER_00: You have to market and specialize in a certain niche within the real estate community.
• 41:42
  SPEAKER_00: If you're not, you're gonna get lost.
• 41:43
  SPEAKER_00: And for us, being in a very popular short-term rental area of Hilton Head, um, the investment side has been great down here because not too many agents want to deal with the numbers side and that side of things.
• 41:56
  SPEAKER_00: They just want to sell a house and be done.
• 41:58
  SPEAKER_00: So it does take a little bit more work, but whatever it is, whether it's luxury, investment, whatever it is, niche down, market yourself as that.
• 42:06
  SPEAKER_00: Find out what you like really is probably one of the most important things.
• 42:08
  SPEAKER_01: And where there's an opportunity in the marketplace that you feel is being underserved.
• 42:12
  SPEAKER_01: Yeah, for sure.
• 42:13
  SPEAKER_01: Right?
• 42:13
  SPEAKER_01: Like there were a lot of agents here that said they were investment-friendly agents, but didn't own an investment property.
• 42:18
  SPEAKER_00: Yeah.
• 42:19
  SPEAKER_01: And I think if you can plug that gap in the market and provide that service that maybe the market doesn't even know they're looking for yet, I mean, it's unbelievable.
• 42:27
  SPEAKER_01: You know, I was telling a story the other day where, you know, somebody typed in, you know, short-term rentals on Hilton Head and Brandon popped up, me.
• 42:34
  SPEAKER_01: And it was like, whoa, right?
• 42:36
  SPEAKER_01: Like that is the power of niching down.
• 42:39
  SPEAKER_01: If you are serving everybody in the real estate world, selling real estate, you are serving nobody.
• 42:46
  SPEAKER_01: Because why does somebody want to work with a general specialist?
• 42:49
  SPEAKER_01: They have a specific need and they want to find the best person that is the most experienced to help them accomplish that goal and ultimately serve that need, right?
• 42:58
  SPEAKER_00: No, no, no, that doesn't mean that you just work with that one person.
• 43:00
  SPEAKER_00: Of course, I mean we work with investors, but we also work with luxury clients, right?
• 43:04
  SPEAKER_00: And I think we found here that, you know, being Hilton head, a lot of the times they're mixed together to some degree.
• 43:10
  SPEAKER_00: And the more luxury clients, even if they're buying a super expensive home, they want to offset their expenses, expenses to some degree with uh with rentals.
• 43:18
  SPEAKER_00: So niche down, figure out what you like, figure out the gap in the market, and that's that's been key to us as well.
• 43:24
  SPEAKER_01: Yeah, yeah.
• 43:24
  SPEAKER_01: And you can even go a step further and then generate traffic to your uniqueness, value that you bring to the marketplace via Google Ads and other online providers, and magic really happens.
• 43:36
  SPEAKER_01: I mean, like Evan said earlier, we're not from Hilton Head.
• 43:39
  SPEAKER_01: And and together, you know, we've sold almost, you know, 275, 300 million dollars of real estate in the last six years.
• 43:47
  SPEAKER_01: And that's because of the niche, that's because of the consistency, that's because of doing the right activities, and it's it's ultimately understanding the ins and outs.
• 43:56
  SPEAKER_01: And guys, we're happy to help anybody in the real estate world.
• 44:00
  SPEAKER_01: That is looking to grow their business, feel free to reach out to us and we're happy to have a conversation.
• 44:04
  SPEAKER_01: But yeah, it's been fun and it's only getting started, like we said earlier.
• 44:07
  SPEAKER_01: So we were talking a little bit about investment properties.
• 44:10
  SPEAKER_01: Let's talk about this.
• 44:11
  SPEAKER_01: So obviously, we have the same dad and mom.
• 44:16
  SPEAKER_01: And uh, you know, I'll just say growing up with dad, very go, go, go, um, you know, a little bit high pressure, very successful business that he owns, um, metal manufacturing in Pennsylvania.
• 44:28
  SPEAKER_01: And he did some real estate investing growing up.
• 44:30
  SPEAKER_01: And what happened over the last two or three years?
• 44:32
  SPEAKER_01: He said, hey, I want to invest in some real estate, you know, kind of down here on Hilton Head.
• 44:36
  SPEAKER_01: And so, you know, Evan, take it from there.
• 44:39
  SPEAKER_01: What happened after that?
• 44:41
  SPEAKER_00: Yeah, so I mean, um, we've got involved with some short-term rentals down here, which you own, some as well, outside of that with different partners and by yourself.
• 44:50
  SPEAKER_00: Um we also, I think you want to touch on this um workforce housing type of project we did?
• 44:55
  SPEAKER_01: Yeah, yeah.
• 44:56
  SPEAKER_01: So the 36 South, talk about that.
• 44:58
  SPEAKER_00: So we this was what, two years ago now?
• 45:00
  SPEAKER_01: Yeah, we cut the ribbon in 24 spring.
• 45:04
  SPEAKER_00: We started what, probably close to three years ago.
• 45:05
  SPEAKER_01: 2022, we bought the building.
• 45:07
  SPEAKER_00: Yeah, so there, if you guys know Hilton Head, you know, it's uh there's a lot of old bank buildings here.
• 45:11
  SPEAKER_00: There's a really uh All over.
• 45:13
  SPEAKER_00: All over the place.
• 45:14
  SPEAKER_00: There's actually a really cool like beer garden that was transformed from an old bank down near Caligny called the bank.
• 45:19
  SPEAKER_00: Um, but there was an old bank building um near the Seapine Circle, if you guys are familiar with the area down there next to Fat Baby's Pizza.
• 45:26
  SPEAKER_00: And um it was an old bank building.
• 45:29
  SPEAKER_00: There's a couple tenants upstairs, but the main tenant who was the bank moved out.
• 45:34
  SPEAKER_00: Brandon had a relationship with at the time the current Seapines housing manager.
• 45:39
  SPEAKER_00: They were looking for some housing.
• 45:41
  SPEAKER_01: Yeah, she called me up in spring of 22 and was like, I need 50 beds by by spring of 24.
• 45:47
  SPEAKER_01: And I'm like, oh, that's pretty interesting.
• 45:49
  SPEAKER_00: Yeah.
• 45:50
  SPEAKER_00: So Brandon found the opportunity there and kind of had the vision, and we collectively a little bit had the vision to really do one of the first commercial conversion projects on Hilton Head, converting a two-story bank building, almost chopping it in half, adding about 4,000 square feet to the back end of it.
• 46:08
  SPEAKER_00: Um it's now uh eight units, but each unit is three bed, three bath, their own kitchen.
• 46:14
  SPEAKER_00: I think it's just over 10,000 square feet.
• 46:16
  SPEAKER_00: Um, and that houses Seapines workers, um, primarily Visa students here.
• 46:21
  SPEAKER_00: Seapines, if you guys don't know, is the biggest resort on Hilton Head.
• 46:24
  SPEAKER_00: They host the RBC Heritage there.
• 46:26
  SPEAKER_00: And I've made a lot of good contacts within that, and that's just been an awesome project.
• 46:30
  SPEAKER_00: I think it's been a win-win for everybody.
• 46:31
  SPEAKER_00: Yep.
• 46:31
  SPEAKER_00: Those are the best projects.
• 46:33
  SPEAKER_00: Yeah, and you know, there's there's not too many properties like that on Hilton Head, and it's we did it right.
• 46:37
  SPEAKER_00: It's really nice inside.
• 46:39
  SPEAKER_00: And I think that was something that was special.
• 46:42
  SPEAKER_01: To do it as a family.
• 46:43
  SPEAKER_01: I mean, you know, you got that we got that picture in the uh the newspaper where you're mean mugging.
• 46:48
  SPEAKER_01: You love that picture, don't you?
• 46:49
  SPEAKER_01: Not my favorite photo, but it's okay.
• 46:51
  SPEAKER_01: Hey, you look good.
• 46:52
  SPEAKER_01: Um, yeah, that that was really cool to do as a family.
• 46:55
  SPEAKER_01: And I think if you guys have opportunities to jump into ventures as families, right?
• 46:58
  SPEAKER_01: As as siblings, um, you know, it's very rewarding.
• 47:03
  SPEAKER_01: Um, we're very big on building wealth through real estate.
• 47:06
  SPEAKER_01: That's actually one of our core um fundamentals that we we pride ourselves on.
• 47:13
  SPEAKER_01: And I will say, anybody that's out there selling real estate, um you can keep selling real estate and do very well.
• 47:20
  SPEAKER_01: But I'm a huge believer.
• 47:22
  SPEAKER_01: It's not about how much money you make in real estate or where necessarily your money comes from, but it's more important than anything to put your money into real estate after you trade your time for earning that money.
• 47:33
  SPEAKER_01: And that's really where long-term wealth is built.
• 47:36
  SPEAKER_01: That's kind of my philosophy.
• 47:38
  SPEAKER_01: Um, you know, that's philosophy that you've adopted.
• 47:41
  SPEAKER_01: And you, you know, we're kind of on this path right now where we like selling real estate, right?
• 47:46
  SPEAKER_01: We like the relationships, we enjoy it.
• 47:48
  SPEAKER_01: Um, does that fill you up?
• 47:50
  SPEAKER_01: Does it fire you up a little bit more, the investment side of stuff?
• 47:52
  SPEAKER_01: And what's your take on just kind of investment as a whole for people that are are looking to sell more, make more money, build wealth through real estate?
• 48:01
  SPEAKER_00: I think especially if you're currently a realtor in real estate.
• 48:04
  SPEAKER_00: I mean, you get no one knows the market better than you.
• 48:06
  SPEAKER_00: Yes.
• 48:07
  SPEAKER_00: I mean, you're locked into MLS all day long, you know, the new properties, you know, the areas, you know, the best types of performing areas.
• 48:14
  SPEAKER_00: I mean, you know, you're the one teaching clients what to buy and how to, you know, make that property work.
• 48:20
  SPEAKER_00: So there's no reason why you shouldn't be the one buying it too.
• 48:23
  SPEAKER_00: Once you get to a point of your business where you have excess capital in order to be able to do that.
• 48:28
  SPEAKER_00: And then, you know, the other you always touch on this, Brandon, so feel free to dive into it.
• 48:31
  SPEAKER_00: But the other beautiful thing about being a realtor is that the tax advantages of buying real estate.
• 48:35
  SPEAKER_00: Oh, yeah, we're gonna talk about that.
• 48:36
  SPEAKER_00: You know, you're you're silly not to if you have the money to do it because you can wipe out a lot of your income very quickly doing cost appreciation cost segregation and depreciation um year one on rental properties.
• 48:50
  SPEAKER_00: Um and especially if you're buying in your local market, I mean, you guys know the market so well because you're just you're selling it and you know it all day long.
• 48:58
  SPEAKER_00: So, yeah, I mean, if you're not doing it, it's definitely something to look into because it's like you said, sales are fantastic, sales are great, it's a grind.
• 49:06
  SPEAKER_00: Some people love to do that and want to do that forever, but um really to build long-term wealth, buy assets, real estate because you guys know that probably the best out of anything, and because of the tax benefits of it, um are pretty much nailed it on the head.
• 49:23
  SPEAKER_01: And if you are not buying one property per year as a seasoned real estate agent, you are cutting yourself short, right?
• 49:31
  SPEAKER_01: Stop putting every single good deal in front of your clients.
• 49:35
  SPEAKER_01: You know, at the end of the day, you you know, obviously you're you're in the business to sell real estate, but to your point, you see the best deals, right?
• 49:42
  SPEAKER_01: You know, some of the best properties I bought, I could have sold them, right?
• 49:46
  SPEAKER_01: But I'm up$500,000, a million dollars on the property because I bought it.
• 49:50
  SPEAKER_01: And so, you know, if you just set a goal once per year, buy a property, right, because guess what?
• 49:57
  SPEAKER_01: They're probably paying commission anyway.
• 49:59
  SPEAKER_01: And the the bonus depreciation cost segregation that Evan was talking about is something I'm really passionate about.
• 50:05
  SPEAKER_01: If your tax accountant does not know what bonus depreciation and cost segregation is, it is time to fire them because you are losing hundreds and hundreds of thousands of dollars per year.
• 50:17
  SPEAKER_01: I'll explain it really quick.
• 50:18
  SPEAKER_01: Section 179 of the tax law states that only real estate professionals can take bonus depreciation, aka, all of the 27 and a half year depreciation that you normally take straight line in year one.
• 50:34
  SPEAKER_01: And it can wipe out your income.
• 50:36
  SPEAKER_01: So you can either be a property manager, an agent, right, um, an investor, or spending X amount of hours per year in the real estate business.
• 50:43
  SPEAKER_01: If you're not a real estate professional, you can't take this bonus.
• 50:46
  SPEAKER_01: But essentially what it does is it allows us real estate professionals to buy a piece of property, take, you know, a depreciation off of it.
• 50:55
  SPEAKER_01: I mean, I've wiped out hundreds and hundreds and hundreds of thousands of dollars to the point where the IRS thinks and looks legally that I don't make any money because the depreciation that I took, normally that would I would take over 27 and a half years, I took it all in the first year, and then I make no money in the eyes of the IRS, so I don't pay any federal income taxes.
• 51:20
  SPEAKER_01: But when you go back to your lender, right, to buy more property, they add the depreciation back to your income.
• 51:28
  SPEAKER_01: Therefore, you are still a strong borrower.
• 51:31
  SPEAKER_01: Guys, this is by far the biggest loophole ever.
• 51:35
  SPEAKER_01: Something else with this act that came out this year, right?
• 51:38
  SPEAKER_01: I have the uh the bill, not talking politics, but the bill that came out does allow W-2 earners in short-term rentals not to take 100% of it in the first year, but there is a form of bonus that you can take.
• 51:52
  SPEAKER_01: So if you're a high-income earner that's not a real estate professional, you're not gonna get quite as much of the benefit.
• 51:57
  SPEAKER_01: But you can still, I mean, I've had clients that, you know, bought a$2 million property and they wiped out$200,000 of their income from that property in year one.
• 52:04
  SPEAKER_01: And so, um, guys, any real estate agent, whether it's short-term rentals or whatever you're selling, you need to buy property.
• 52:10
  SPEAKER_01: Um, and you're leaving a lot of money on the table from a tax perspective because it's not only the money that, you know, you save on taxes, but you also bought an asset that's appreciating.
• 52:20
  SPEAKER_01: So let's say, you know, I saved$150,000 on taxes, right?
• 52:25
  SPEAKER_01: And I bought a property for$500, it's now worth$600.
• 52:28
  SPEAKER_01: I didn't make$100,000, I made$250,000 because I saved$150,000 plus the property went up in value.
• 52:35
  SPEAKER_01: And that's the name of the game, guys.
• 52:37
  SPEAKER_01: You know, we love selling real estate.
• 52:39
  SPEAKER_01: You know, selling real estate is step one to building wealth in real estate.
• 52:43
  SPEAKER_01: But step two is once you learn how to sell some real estate, you need to buy some real estate.
• 52:48
  SPEAKER_00: Sure.
• 52:48
  SPEAKER_00: You got you got any ideas you can buy buy something here soon?
• 52:51
  SPEAKER_00: What are you looking at?
• 52:52
  SPEAKER_00: Yeah, working on working on some stuff here right now.
• 52:54
  SPEAKER_00: So, like to Brandon's point, it's whatever, you know, kind of suits your fancy.
• 52:58
  SPEAKER_00: If you like short-term rentals, if you like single family, invest in that.
• 53:01
  SPEAKER_00: If you like multifamily, if you like more commercial stuff, invest in that.
• 53:04
  SPEAKER_00: So there's no right or wrong answer, but I think just the fact or the point to invest it to some degree as a real estate professional.
• 53:11
  SPEAKER_00: If you're successful to that degree, it's kind of a no-brainer.
• 53:15
  SPEAKER_01: No-brainer, guys.
• 53:16
  SPEAKER_01: No-brainer.
• 53:17
  SPEAKER_01: Um, I'm curious, like yourself evolution, right?
• 53:20
  SPEAKER_01: Like, tell me just a little bit about how you you look at the version of yourself today versus how you looked at the version of yourself when you started selling real estate.
• 53:34
  SPEAKER_01: And I'll say that on a professional level.
• 53:37
  SPEAKER_00: Hmm.
• 53:38
  SPEAKER_00: Um my knee-jerk reaction to that is not a whole lot different.
• 53:43
  SPEAKER_01: Come on, dude.
• 53:44
  SPEAKER_01: I hear you on those phone calls.
• 53:46
  SPEAKER_00: I mean, you are freaking good.
• 53:48
  SPEAKER_00: No, I would say I'm definitely more confident professionally.
• 53:51
  SPEAKER_00: I would say more and more than anything, it's just confidence.
• 53:54
  SPEAKER_00: More confidence and probably more disciplined are the two things.
• 53:58
  SPEAKER_00: Um, and that equals consistency, at least the discipline side of things.
• 54:02
  SPEAKER_00: Um, you know, I I think when I first started, if I wasn't into making calls, really wasn't feeling it, I probably didn't.
• 54:09
  SPEAKER_00: I think now I really understand what happens when you make calls and really stick to your your plan and your consistency.
• 54:16
  SPEAKER_00: So I would say I'm more plus more disciplined, more confident as well, which probably happens because of consistency and reps and all of that.
• 54:23
  SPEAKER_00: So yeah, I mean, professionally, I mean, I I don't think I'm a different person, but I'm definitely more confident.
• 54:27
  SPEAKER_01: I'm a percent, man.
• 54:28
  SPEAKER_01: I mean, you are so much more confident and it shows.
• 54:31
  SPEAKER_01: It shows in the way you show up every day, it shows in the way you make your phone calls, it shows in the way you serve your clients, right?
• 54:38
  SPEAKER_01: And I'll say personally, you're more confident too, right?
• 54:42
  SPEAKER_01: And so the good things that you pull out from your professional side of work life, right, are also gonna factor and get into the personal side of things.
• 54:52
  SPEAKER_01: So if you're being a slob and lazy at work, you're probably gonna be a slob and lazy when it comes to your personal life.
• 54:58
  SPEAKER_01: If you're focused and disciplined in work, right, it's gonna reciprocate over to that other side.
• 55:05
  SPEAKER_01: Um let's wrap this up here shortly, but uh, you know, was there time management is something that a lot of people struggle with in real estate.
• 55:13
  SPEAKER_01: I still struggle with it.
• 55:15
  SPEAKER_01: Is there something when you made that switch this year that, you know, from a time management perspective, that you looked at things differently?
• 55:24
  SPEAKER_00: Yeah, so you always say um you call it premium time, right?
• 55:27
  SPEAKER_00: And it's just that few hours in there, and maybe I look at this right, maybe I look at it wrong, but I would say as long as you are dedicating a couple hours of the day hitting those revenue generating activities, whether it's being on the phone, you know, talking to people, mostly on the phone, right?
• 55:45
  SPEAKER_00: Whether it's maybe shooting a text here and there, but mostly on the phone with people, as long as you're hitting those couple of hours where you're making your calls, the rest of it, yes, it matters, but it's not as important.
• 55:56
  SPEAKER_00: And maybe as you guys start to get really, really busy, those other hours, those administrative hours, they still matter.
• 56:01
  SPEAKER_00: But if really the stuff that makes you money is those revenue generating activities.
• 56:05
  SPEAKER_01: So you prioritize those?
• 56:06
  SPEAKER_01: 100%.
• 56:07
  SPEAKER_00: Yeah.
• 56:07
  SPEAKER_00: I I would say I liked my kind of routine is I get into the office, I get settled down, you know, I kind of check MLS, check my email quick.
• 56:15
  SPEAKER_00: Sometimes that takes me a half an hour, sometimes it takes me an hour.
• 56:18
  SPEAKER_00: Then I really I feel like I perform best in the morning.
• 56:20
  SPEAKER_00: Um, some people are best in the afternoon, whatever it is for you personally, find that time, make your calls, get that done.
• 56:28
  SPEAKER_00: For me, it's a bit of a relief then.
• 56:30
  SPEAKER_00: I can do my emails, I can reply to text, I can do that stuff at that point.
• 56:36
  SPEAKER_00: But yeah, really prioritizing premium time, realizing what your rent re revenue generating activities really are, and then prioritizing that.
• 56:45
  SPEAKER_01: Love it.
• 56:45
  SPEAKER_01: I love it.
• 56:46
  SPEAKER_01: Yeah, and the premium time is when you're at your best, right?
• 56:48
  SPEAKER_01: It could be three to six o'clock, it could be eight to nine, or excuse me, eight to eleven, right?
• 56:55
  SPEAKER_01: What whatever that is, the two to three hours that you're at your best, if you don't prioritize that time slot in your day to get done the revenue generating activities, door knocking, making the calls, following up, going on appointments, right?
• 57:07
  SPEAKER_01: You're not gonna be successful in real estate.
• 57:09
  SPEAKER_00: Yep, 100%.
• 57:10
  SPEAKER_01: So as we wrap up here, um, you know, we we've been we have a lot going on, right?
• 57:17
  SPEAKER_01: A lot of good stuff.
• 57:18
  SPEAKER_01: You know, and we're on a mission to help elevate 10,000 lives through real estate, whether they're agents, clients, partners, etc.
• 57:27
  SPEAKER_01: You know, what would you say is the biggest thing that you're focused on over the next two to three years?
• 57:34
  SPEAKER_00: So I think short term, keeping my sales, my production up, because to your point, without sales, that's the that's the gasoline.
• 57:41
  SPEAKER_00: It's the engine, yeah.
• 57:42
  SPEAKER_00: Yeah, it's a gas to the engine.
• 57:43
  SPEAKER_00: You need to for me, keeping my sales up, continuing to grow that.
• 57:46
  SPEAKER_00: I have certain goals next year that I want to hit.
• 57:48
  SPEAKER_00: Haven't really planned beyond that, but just continuing to grow um my personal sales.
• 57:53
  SPEAKER_00: Um, I'm still early in my career, so keeping that up is important to me.
• 57:57
  SPEAKER_00: Um and then I think we want as a team to create a little culture here within our within our office, um, possibly bringing on a few agents here in the short term is exciting to me, getting some more energy in the office, getting some more people in here, more collaboration.
• 58:14
  SPEAKER_00: I think a lot of people in this industry feel alone sometimes.
• 58:16
  SPEAKER_00: So for us and for other agents, getting people in here.
• 58:19
  SPEAKER_00: And you know, the whole shift thing is a whole different animal.
• 58:23
  SPEAKER_00: Um, your point, growing and helping 10,000 agents across the country is the long-term goal and just putting the steps in place to reach that.
• 58:31
  SPEAKER_00: Um, and we're starting to grow it here pretty pretty hard.
• 58:34
  SPEAKER_00: So we are I would say it's a different couple different facets and then the investment side of thing as well.
• 58:38
  SPEAKER_00: I want to start to get into that game here a little bit more.
• 58:43
  SPEAKER_00: I think a property a year is a pretty good goal.
• 58:46
  SPEAKER_00: Um so yeah, I would say it's a couple different things, but uh it's a lot going on, but I think it starts with production.
• 58:52
  SPEAKER_01: Yeah, man, it's fun.
• 58:53
  SPEAKER_01: It's all about the process too.
• 58:54
  SPEAKER_01: And you know, sometimes I get stressed out and you get stressed out, and that's just the the territory that we're in, but the process is the beauty, and um it it has been fun to grow the shift and to really impact others' lives.
• 59:07
  SPEAKER_01: And I'm a firm believer, well, two things.
• 59:10
  SPEAKER_01: You're in the best position to serve the person you once were, right?
• 59:13
  SPEAKER_01: And you know, so we're always trying to get around people who we want to be, right?
• 59:17
  SPEAKER_01: You know, but we're also understanding our role in the real estate industry right now, which is to serve the others that we have previously, you know, been in their shoes and to help them get to the next level.
• 59:29
  SPEAKER_01: Yep.
• 59:30
  SPEAKER_01: And reach out to us, guys, if we can help you.
• 59:32
  SPEAKER_01: Um, but the other thing that I'm really, really passionate about with a firm belief behind it, and we're doing it together, is you know, I fully believe we are the catalyst of the future generations of real estate pushing the industry in the right direction, right?
• 59:47
  SPEAKER_01: I don't know how many brothers that are out there under 30 years old that have sold almost$300 million between the two of them, have done workforce housing projects, have$15 million portfolios, and are just getting started.
• 1:00:00
  SPEAKER_01: And you know, that the impact and the positive impact we're gonna create on so many people's lives um in the years to come is what really fires me up.
• 1:00:12
  SPEAKER_00: Would you agree?
• 1:00:12
  SPEAKER_00: I'm excited for it.
• 1:00:13
  SPEAKER_00: Yeah, we're gonna keep growing, we're just getting started, and um, it's been fun so far.
• 1:00:17
  SPEAKER_01: Yeah, man.
• 1:00:18
  SPEAKER_01: And and I just want to say, like, dude, I'm so freaking proud of you.
• 1:00:21
  SPEAKER_01: Like, I am, you know, to where you started from the beginning of the year and not knowing, you know, what the year was gonna come from it, and then all of a sudden you take it by the horns, you know, and um you run with it and you turn it into a$16 million plus year, but not only the sales, how much you've grown, right?
• 1:00:39
  SPEAKER_01: Like, dude, it's been fun, it's been a joy, right?
• 1:00:42
  SPEAKER_01: And to think about we're only getting started, that that gets me out of bed every morning.
• 1:00:47
  SPEAKER_01: I love you, man.
• 1:00:47
  SPEAKER_01: And um keep it rolling here, keep it rolling.
• 1:00:49
  SPEAKER_01: And I've got one last question for you.
• 1:00:51
  SPEAKER_01: All right, let's see.
• 1:00:53
  SPEAKER_01: So if you could talk to yourself a year ago, right?
• 1:00:58
  SPEAKER_01: I know there was some uncertainty, the confidence wasn't there.
• 1:01:01
  SPEAKER_01: You know, what would you what would you tell yourself now having sold 16 million in the last, I mean, really eight months?
• 1:01:11
  SPEAKER_00: I would say keep your head up and keep going.
• 1:01:14
  SPEAKER_00: Um don't focus on the results right now.
• 1:01:18
  SPEAKER_00: Keep doing what you're doing, it will happen.
• 1:01:20
  SPEAKER_00: Um, because I think in real estate, it's so easy to get down.
• 1:01:24
  SPEAKER_00: It's so easy to just see the negative.
• 1:01:27
  SPEAKER_00: You haven't sold anything in a month, everything's going to crap, and it's easy to just self-deteriorate.
• 1:01:33
  SPEAKER_00: So I would say for me and myself, and I think just people out there that maybe are in a spot in real estate where it's just not it's not looking good, it's not feeling good.
• 1:01:42
  SPEAKER_00: Keep doing the things that drive your business forward and keep your head up.
• 1:01:45
  SPEAKER_00: I would say is number one factor to it.
• 1:01:47
  SPEAKER_01: I I absolutely love that.
• 1:01:48
  SPEAKER_01: I love that.
• 1:01:49
  SPEAKER_01: And if you're you're in the real estate business right now, it's been slow.
• 1:01:52
  SPEAKER_01: If you can make it out of this, to Evan's point, uphill or downhill from there.
• 1:01:56
  SPEAKER_01: Downhill from there, right?
• 1:01:58
  SPEAKER_01: In a good way.
• 1:01:59
  SPEAKER_01: And so, dude, this was awesome.
• 1:02:00
  SPEAKER_01: We'll we'll have you back here soon.
• 1:02:02
  SPEAKER_01: I mean, again, right down the hall.
• 1:02:03
  SPEAKER_01: Super proud of you.
• 1:02:05
  SPEAKER_01: Um, guys, make sure you subscribe to this podcast.
• 1:02:08
  SPEAKER_01: Um, share it with a friend if you got some value.
• 1:02:10
  SPEAKER_01: Um, and we'll be back here very shortly for another episode soon.
• 1:02:14
  SPEAKER_01: But in the meantime, Evan, Mr.
• 1:02:16
  SPEAKER_01: Evan Greenplate, my appreciate it.
• 1:02:19
  SPEAKER_01: Blood brother, literally.
• 1:02:21
  SPEAKER_01: Um it's been a blast and uh love you, man.
• 1:02:23
  SPEAKER_01: Let's keep rolling and let's do it, baby.
• 1:02:25
  SPEAKER_01: Let's do it.