Dry Pipeline, Full Belief!

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All right,

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Back on ski and sell out this time

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with just Max Doylene and Lauren Angerosa.

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And we're getting all kinds of deep the last couple of

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days into life and all the

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things. The things we've done to get our head right,

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still need to do to get our head right.

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Speak for yourself.

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Exactly. Yeah.

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Yeah. Talking about all that shit and then talking about finances,

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all that stuff, which has been a little tough because

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we're not as busy as we'd like to be. So we find ourselves, like,

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in that idle hands are the devil's playground kind of world,

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whereby we're like, what are we doing wrong? Why don't we

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have more deals in the hopper? And then we

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get a lot of positive feedback from peers and the people we have worked for,

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work with. But the pipeline's

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pretty dry right now, and that's a little terrifying, right?

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Disconcerting. Yeah. Mm. Yeah. And without getting too deep into

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it right out of the gate, that that thing has yielded,

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like, a bit of an urgency this week that's actually turned into something

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fun for me. What's that? Contact roulette.

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Oh, yeah. That's fun,

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right? It was fun. It's fun. Especially because I feel like I have

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so much lunch in my teeth right now. Sorry. They can tell.

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I know. For the listener,

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there are two parts of it that were fun. One was just the exercise

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in general, where you swipe up on your contacts and close your eyes and then

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stop the rolling and call whoever you land on.

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Yeah. The other fun part was

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that we had loose, established rules, which you followed

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and I did not, since I like to do things my

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own way. And I was uncomfortable. You know, it just comes up

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about that, and it's, like, weird. We're gonna have to add color to it.

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But what was it? Autonomy? Was that what we were talking about yesterday

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when we were talking about, like, journeys that people take in their mind and,

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like, how to agency and how it felt

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to me, at least, like you were calling me out for needing agency. And that's

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why I don't like ceremonies.

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Are you putting it back on me? Well, yeah, because you

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can't play Contact Roulette and not have agency

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over whether you call the person that you. Your finger

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lands on. Where? Today I called a contact called

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Becky Wedding my phone, and it was some dude

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named Juan or something like that. And I didn't

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leave a message because I didn't feel like it would turn into anything but impromptu

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deleted the content. But there's zero chance you're calling Becky Wedding out

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Of your phone. Yeah, probably right this week.

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Next week. Bills are coming in next

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week, by the way. So we have, like, your bills, you know.

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What was all the bills? My annual life insurance policy

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is next week or the week after, but we got the heads up that it

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was due. And then, like, our car insurance, it was all

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the, like. Doesn't happen regularly, but happens every

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year, so. And I was like,

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oh, yeah, yeah. You know

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what's interesting about that? That I think is going to be fun. I have to

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look at. Oh, no, keep going. Now I'm

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looking at the shit in my teeth. Oh, I thought you were picking your nose

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with. With the mic and the way I couldn't see visual assistance.

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You're looking at yourself picking your own nose.

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No, and the reason I picked up my phone was to record this so that

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we don't have to. Because on my side, there's some stuff after.

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But what were we talking about?

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We were talking about agency. Yeah. But there

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was something else. Oh, bills. Big bills. Bills.

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I think in a year, maybe even less than

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that, we'll look back at this episode and sort

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of be thankful for the perspective that it gives us when we're talking about whether

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we can cover a bill or how we're going to get through the next

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moment because the pipeline's dry and how uncomfortable that is.

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And maybe that's just false confidence or whatever

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it is, but it's just, like, there's enough of this business going on around us

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that, you know, I still have total faith in us, and I

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think we're gonna make it, but we are gonna have that

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moment where we're like, remember, you know, like the story of a

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couple who's sitting in their studio apartment wherever, and then

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10 years later, they're like, remember ordering Chinese food and

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not having a table to eat on? Yeah, enough money for two. Yeah.

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Like, it feels a little bit like that. Right. And it's. It's strange to be

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there at this stage in life with

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so much life experience and positive feedback

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and all the things yet. Yeah,

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well, I think that pushes on. It's strange to be here in

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this time of life. And the. With all of that is

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its own bucket. But the other bucket for me, that I'm recognizing is the

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financial impact. If. If it

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were just Steve and I, we could live in our

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camper in the mall or parking lot, have no

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bills, and we'd be fine. Like, one of the parts

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of our relationship that is steadfast and

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foundational is that you can pluck everything off

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of Us that we have grown into as a couple and plop

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us anywhere. And I have complete trust that we're fine. And. And, you know,

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our kids are very flexible and don't need a whole lot

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either. And it's like, I get the email about this lacrosse

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camp. That would be cool. And I get the, you know, Hayden's going to camp

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this summer that we need to buy a flight for. And it's things like that

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where when I feel like that is

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a much bigger stress than I want it to be,

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that feels shitty. I think that's an interesting thing too,

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though, because I think about those things too, and I want to provide every possible

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thing I can. But the creativity to

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live within those means, too, and to be okay in

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the parking lot didn't come from the.

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Just the forever capability to jump on a flight and

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go to a lacrosse camp across the country for you and Steve.

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And so there's an element moment of, like, gratitude.

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I mean, I've put it down like, gratitude for the grind is real.

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I'm thankful that my kids are watching. Joanna and I go through that.

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I think we feel similarly about our capabilities on our

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own. I was telling you about, like, an argument we had while we were traveling

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recently, and Joanna and I had to just. We had a little thing about something

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with the kids and tech time or some bs, and then we go.

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We were by the ocean. We had to get in the water. So we just

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went. By the time we got down to the water, we were like, we don't

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fight about anything that's not related to the kids. So it's all their

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fault we're good.

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And, like, turns out it turns out it's all their fault.

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They do have a lot of stress, but they also

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provide us the opportunity to look at ourselves in a different way and go,

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you know what? It's actually pretty cool. We're good. Let's just.

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Let's get to that good place. Let's navigate it and get onto the next thing.

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And we let them see that, Right? And so letting them see where you

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guys are, there will be plenty of time in your life where

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you're gonna get to buy that flight for them when they'll appreciate it even more

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than they will now playing lacrosse. Because as much as lacrosse

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matters right now, lacrosse doesn't matter, period,

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to almost anybody, lacrosse doesn't matter.

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It's true. It's true. And I think that

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is a little bit of a, you know, I didn't perseverate in that way,

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and I know that I Think it's the,

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you know, my circling the drain time is either

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as I'm falling asleep or when I sit up in bed at 2am and I'm

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like, shit, why am I awake? And then it's just.

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And in those moments it's hard to kick out

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of that drain because there's enough societal

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influence and also narrative that runs in my

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head at times that says this should be different.

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Yep. A hundred percent. Yeah. I mean,

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look, I can't push back on it. And we can make all the different reasons

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for where we are, how we are, you know, try and make whatever.

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Make something that shitty feel good. Yeah. Or whatever.

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But at the end of the day, it's like this is where we are.

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We keep grinding. We both have confidence in the future and

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we might have to do some things in the short term to make it happen.

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Yeah. Right. I mean, that's what it is. Totally. And you know,

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I think you touched on something earlier that is interesting because through

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probably mostly podcasts of hearing people who

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have started businesses, which I don't listen to a ton of them, but the ones

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that I have listened to, one thing I've heard a few times and I'm trying

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to think of who the last one was, but is this a little

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bit of a common thread of blind or naive belief

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that carries through to the other side that looking

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back on that, you can be like, holy shit, that was really risky. You're dumb.

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Mm. But because that those

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blinders are on because. And which I think we have, both of us have.

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And I think we're in it right now, which is this is going to work.

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We know it's going to work and it's going to work. Well right

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now it's fucking pokey. Yeah. It's terrifying.

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It's terrifying to jump off the cliff. Yeah. And like being

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under contract, so I'm under contract on the corner store. So I'm getting out of

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my 22 year career completely. Just like you did.

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And yeah. That's gonna join me. It'll be in the

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supper box a little. A little. Let's do this.

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Right. I thought it's. It's multiple things obviously. And that's funny,

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but it's also true. Right. It's like I never

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want to be in a business relationship that's not equal.

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And if I have a backstop that's different than your backstop,

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that doesn't feel like a 5050 relationship.

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And that doesn't. That's just like, I don't know what the hell that is.

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It's just the buy in that I think is needed for teams

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to work. Any team, whether you're Michael Jordan's partner or point

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guard or coach or whatever, you gotta buy in, you gotta get in and you

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gotta be willing to run the laps. And so there's part of that.

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I hear some of that in your dad for sure. Yeah. There's part belief,

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there's part being done with your old life. Like some

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of that 10x stuff. Like what got you here isn't going to get you there.

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Right. The lessons you learn there help. But what got

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you here is not going to get you there. And there is way over there

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right now and we got to keep fucking grinding to get there.

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But, like, I'm not going to. I'm not about to let you

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hang out there and flapping the wind with more risk

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or more of a commitment than mine.

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Like, not that you ask for it, not that you need it,

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but that's just not how. That's just not how I feel

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comfortable in my shoes. And therefore we

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can't quite feel totally comfortable being all in on the same thing.

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If one of us has 25% of our energy somewhere else.

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Yeah. Just doesn't. Doesn't work. Yeah. So I'm excited and terrified

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and all of the things for that. And we're

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35 days away from that, so hopefully

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we can afford to make it through the next 35 days.

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Maybe some advertisers are going to love ski and sell out so much that they're

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going to. We need to be on that. Yeah.

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They're going to come start chasing us down. Have I told you about. I don't

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think I have because it just happened. My buddy Jason, who you met.

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Shout out. Shout out Jason, about to build a billion dollar

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company, by the way. Just, just underneath AI. He's building the

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tools. If we publish this. Thank you,

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Jason. He told me about a podcast called Acquired,

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which is, from what I can tell, I'm only one episode

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and not even the full episode in, but it's these two dudes who do really

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deep dives into the, you know,

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a biz like the birth and life of a business. And right

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now, the one I'm listening to is F1.

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Fucking amazing. It's. They. They do such a great job.

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It is two guys talking in a room. This one guy laughs all the time.

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He just laughs and laughs. It's fucking hilarious. And all to say

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one thing I took away from that is their episodes on

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average are three plus hours. They just sit around

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and Talk. Yes. And I cannot turn it off.

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Really? Yes. You listen to three hours. I have listened to

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the better part of three hours. It's like I'm in the car for 20 minutes,

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I'm cooking dinner and nobody's around. So I put it in my headphones.

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Like I've listened to a lot of it. One episode. How many episodes

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do they have? A ton. Did I get paid to do this? Like I did

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it. Sorry. This is where I get. This is how I got there. Because they'll

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be talking and in different podcasts. My experience is that the

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people are doing the podcast and then there's a break and then there's advertisements.

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Right. Who like somebody else reads or they read, but it's pre recorded or whatever.

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These dudes just bake them right in. So much fun. Talking, talking, talking.

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And they're like, okay, now's a great time to talk about our friends over at

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Ritz Crackers.

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No, I feel like is a Ritz Cracker. Just as I'm,

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you know, I need a little water. Yeah. But so they're, they're.

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I don't know who the company is, but we could, we could squeeze it into

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this. I'm trying to think of a Alberto's Good

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breakfast burritos. Yeah. You know, go get some any day. Burritos.

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Yeah. Packaged for meetings

231
00:15:25,380 --> 00:15:29,360
and there's a drive through. They actually had a cater box

232
00:15:29,860 --> 00:15:33,080
of Alberto's at my Park City Board of Realtors mandatory

233
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ethics class. Do you think that's because

234
00:15:37,400 --> 00:15:40,920
Alberto's burritos are good or convenient?

235
00:15:41,480 --> 00:15:44,840
I think they. Well, do I want them to be our sponsor?

236
00:15:47,480 --> 00:15:51,240
I think they are both good and convenient. Yeah.

237
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From somebody who has had to help manage

238
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and come up with ideas for how to feed a big group of people.

239
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Yeah. It is so impactful and people can do it well.

240
00:16:02,030 --> 00:16:05,950
So their burritos come like well proportioned with a

241
00:16:06,450 --> 00:16:10,230
sticker on it that tells you what it is. We're totally getting it. That sticker

242
00:16:10,730 --> 00:16:12,990
is going to have ski and sell out on it next week.

243
00:16:14,430 --> 00:16:18,030
And this is how you sell $5 million homes,

244
00:16:18,530 --> 00:16:21,590
everybody. Correct. Actually, do you know who goes the best? Maybe they want to be

245
00:16:22,090 --> 00:16:25,230
our sponsor too. Cafe Rio. Oh, God,

246
00:16:25,700 --> 00:16:29,140
yeah. Cafe Rio. Do you have a nice

247
00:16:29,640 --> 00:16:31,460
bathroom? Because you're going to spend a lot of time there.

248
00:16:34,500 --> 00:16:38,060
Good reading material. You want a three and a half hour podcast to listen

249
00:16:38,560 --> 00:16:40,900
to. Buy some Cafe Rio. Cafe Rio.

250
00:16:45,380 --> 00:16:48,660
We could not publish this episode. We definitely

251
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can. It will be good. That's so funny.

252
00:16:54,830 --> 00:16:56,910
It's just that creamy.

253
00:16:57,630 --> 00:17:01,190
Okay. That you're going down. That is Dark

254
00:17:01,690 --> 00:17:04,910
hole. Oh, my God.

255
00:17:05,550 --> 00:17:09,390
So funny. Yes. The general takeaway

256
00:17:09,890 --> 00:17:12,910
right now is I think we both are. But I will speak for myself.

257
00:17:13,310 --> 00:17:17,270
Terrified. I've never been in a position that

258
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I'm in right now that I willingly put myself in. And knowing

259
00:17:21,500 --> 00:17:26,280
going into it that this is where we could be. I've never had

260
00:17:26,780 --> 00:17:30,840
that financial insecurity, and it feels counter to everything that I have

261
00:17:31,000 --> 00:17:34,480
now. Well, I think you're. You know, it's so funny because you.

262
00:17:34,980 --> 00:17:37,880
You said earlier, like, the Follies in Park City started.

263
00:17:38,380 --> 00:17:40,760
The Follies in Park City are a play. They make fun of a bunch of

264
00:17:41,260 --> 00:17:44,920
stuff. And the opening of the Follies is all the real estate companies in town,

265
00:17:45,400 --> 00:17:48,890
names hung around people while they're, you know, warming their

266
00:17:49,390 --> 00:17:52,850
hands over an open fire by, like, a bin or something because they're homeless,

267
00:17:52,930 --> 00:17:56,370
burning trash. And it's like, great time to get into

268
00:17:56,870 --> 00:18:00,050
real estate, Lauren, and way to have faith in me,

269
00:18:02,450 --> 00:18:05,970
you know, it is interesting, though. We're seeing a lot of, like, there's a

270
00:18:06,470 --> 00:18:10,130
lot of business being done, but it is changing in.

271
00:18:10,690 --> 00:18:14,490
In certain markets. Right. It's a little shifty.

272
00:18:14,990 --> 00:18:18,500
Yeah. And seasoned agents in our

273
00:18:19,000 --> 00:18:22,340
office are saying the same thing, which is this is not following

274
00:18:22,820 --> 00:18:26,020
a pattern that I've seen. Yeah. Yeah. And it's.

275
00:18:26,500 --> 00:18:29,820
I don't know. There's. I. I go back to the beginning of our conversation

276
00:18:30,320 --> 00:18:33,380
here, and I go, okay, you know what's going to be fun about this conversation

277
00:18:33,620 --> 00:18:36,940
is also like, well, yeah, look at when

278
00:18:37,440 --> 00:18:41,060
you guys kind of started to really build your book on the residential

279
00:18:41,560 --> 00:18:45,330
side and. Right. Like, interest rates are north of

280
00:18:45,830 --> 00:18:49,610
6%, and we're at war all over the country and nobody can agree

281
00:18:50,110 --> 00:18:52,650
on whether the sky's blue or not. You know,

282
00:18:53,610 --> 00:18:57,090
one of my employees is getting picked up by ICE yesterday. Right.

283
00:18:57,590 --> 00:19:01,770
Like I told him, Steve, about that. It's. Yeah, it's just there's crazy

284
00:19:02,270 --> 00:19:04,850
stuff going on, but I will lean into, like,

285
00:19:05,350 --> 00:19:08,910
Jonathan, he always said, where there's chaos,

286
00:19:09,410 --> 00:19:13,030
there's opportunity. Just keep your eyes open. And I've.

287
00:19:13,530 --> 00:19:17,070
I believe that to be true. And I think that there's a ton of opportunity

288
00:19:17,570 --> 00:19:20,910
out here. And I think that, you know, I think contact

289
00:19:21,070 --> 00:19:25,230
roulette and like, changing the focus from building

290
00:19:25,310 --> 00:19:28,550
structure, which is what we spent a lot of time doing, like,

291
00:19:29,050 --> 00:19:32,590
anticipating being busy and trying to build systems for.

292
00:19:33,090 --> 00:19:36,150
That didn't get us busy. It didn't get us busy. We spent a lot of

293
00:19:36,650 --> 00:19:39,590
time in the office. We did this, which is Good. And it's. Now it's second

294
00:19:40,090 --> 00:19:43,350
nature to us, which is good. We built a little bit of a reputation,

295
00:19:43,850 --> 00:19:46,950
which is good. But, yeah, we're at. I mean, what are we at?

296
00:19:47,450 --> 00:19:50,790
5. Day five of, like, okay, time to reach out to everybody, you know,

297
00:19:50,870 --> 00:19:53,830
time to go call around and ask. Right? Yeah.

298
00:19:54,790 --> 00:19:58,110
That's like 101. Right. And we're five days into that. Like,

299
00:19:58,610 --> 00:20:02,100
if we're really honest with ourselves. Right. We're about five days into

300
00:20:02,600 --> 00:20:05,620
that. So, yeah, that gives me

301
00:20:06,120 --> 00:20:09,140
confidence, because what happened the other day on our first five.

302
00:20:09,780 --> 00:20:13,060
Yeah. You had two. Two leads that are, like,

303
00:20:13,460 --> 00:20:17,100
somewhat legit. Yeah. Takes time to cultivate

304
00:20:17,600 --> 00:20:20,860
a lead that happened in the first five clicks. Like, I don't

305
00:20:21,360 --> 00:20:25,380
know. I don't think we're gonna have 20 to 30%, you know,

306
00:20:25,540 --> 00:20:28,180
success rate on this, but. Yeah.

307
00:20:28,780 --> 00:20:32,420
Okay. So something else I want to. Maybe I'm shifting

308
00:20:32,920 --> 00:20:36,700
gears because that makes me feel pukey, but I like it. Let's shift gears because

309
00:20:37,200 --> 00:20:40,500
I don't want you to puke. Could go get you some

310
00:20:41,000 --> 00:20:44,419
Cafe Rio. Feel their pocket

311
00:20:44,919 --> 00:20:48,220
sponsor bags. No. So we went to

312
00:20:48,720 --> 00:20:52,620
the Follies last night, which has become a tradition in my family. We take the

313
00:20:53,120 --> 00:20:56,420
kids. There are no other children that go. People look at

314
00:20:56,920 --> 00:21:00,500
us like we are terrible parents because it's not inappropriate. There's, like,

315
00:21:01,000 --> 00:21:03,980
a few things, but it's fine. Kids love it.

316
00:21:04,860 --> 00:21:08,100
And one of the things since November, which is

317
00:21:08,600 --> 00:21:10,940
my guide post of when I left my job,

318
00:21:11,500 --> 00:21:15,260
about this transition that I think on

319
00:21:15,340 --> 00:21:18,940
some scale I predicted but didn't fully.

320
00:21:19,440 --> 00:21:22,950
Is this transition process,

321
00:21:23,990 --> 00:21:27,510
both because of what I'm doing and also because of the change

322
00:21:27,830 --> 00:21:31,350
in my ability to be more active

323
00:21:31,850 --> 00:21:35,230
and control my days. And what the reality is and

324
00:21:35,730 --> 00:21:39,470
what I want to do is that I've been able to slow down

325
00:21:39,970 --> 00:21:42,950
and see people in town who I haven't seen in forever.

326
00:21:43,750 --> 00:21:47,030
Even, like, walking from the office on the rail trail to.

327
00:21:48,140 --> 00:21:51,020
It's not called that anymore. Where do we go for lunch?

328
00:21:51,900 --> 00:21:55,340
Are you kidding me? I can't believe what it's

329
00:21:55,840 --> 00:21:58,620
called now. Oh. Urban. Oh. Oh,

330
00:21:58,780 --> 00:22:02,700
yeah. Well, you got to say the first one. I don't. You're right.

331
00:22:02,780 --> 00:22:05,500
What is their weather now? Natural grocers. No,

332
00:22:05,820 --> 00:22:09,180
that's in Heber. Good Earth. Geez.

333
00:22:10,220 --> 00:22:13,180
They're going to be our sponsor for sure.

334
00:22:13,810 --> 00:22:17,090
Just the act of, like, physically being in town.

335
00:22:17,490 --> 00:22:20,770
Yeah. And being back in places that

336
00:22:21,410 --> 00:22:24,770
used to be stomach grounds for me and

337
00:22:25,570 --> 00:22:28,690
my contact roulette. Yesterday or day before,

338
00:22:29,330 --> 00:22:32,250
I called my friend Michaela, who was an old neighbor of Mine, who I hadn't

339
00:22:32,750 --> 00:22:36,170
talked to forever. And it was the most lovely conversation. It was

340
00:22:36,670 --> 00:22:40,250
great. So part of what this

341
00:22:40,750 --> 00:22:44,530
transition is gifting me with, which I can hold on

342
00:22:45,030 --> 00:22:48,530
to when I'm scared and feel peaky, is I've

343
00:22:49,030 --> 00:22:52,570
always crave that community connection

344
00:22:52,730 --> 00:22:55,809
feel, and it has

345
00:22:56,309 --> 00:22:59,290
been more present, which is really nice. Your community connection is.

346
00:23:00,570 --> 00:23:04,090
Yeah, that's the opposite for me, which is, you know,

347
00:23:04,590 --> 00:23:07,810
because I was way too deep. Yeah. And. But I think

348
00:23:08,310 --> 00:23:12,210
that that community connection that I had built

349
00:23:12,710 --> 00:23:16,130
certain tools that allow for this to be a pretty good journey.

350
00:23:17,970 --> 00:23:21,410
What is the. What do you think? Is the. Like.

351
00:23:21,889 --> 00:23:25,250
Tell me more about that. Like, is it just bumping into people you don't know

352
00:23:25,750 --> 00:23:29,410
or you do know, or what is the. And then. Are you doing it intentionally?

353
00:23:29,910 --> 00:23:33,270
Are you. I think that.

354
00:23:33,770 --> 00:23:37,110
I mean, so much of where my career has been has

355
00:23:37,610 --> 00:23:40,710
not had anything to do with the community. Yeah.

356
00:23:42,230 --> 00:23:45,550
It had to be secret, frankly. Didn't necessarily

357
00:23:46,050 --> 00:23:49,510
have to be secret, but I was not working with anybody. Like, I never worked

358
00:23:50,010 --> 00:23:53,750
with families locally. We didn't have reason to

359
00:23:54,470 --> 00:23:58,830
even have professional connections outside of my sphere locally,

360
00:23:59,330 --> 00:24:02,390
because they weren't going to be referring kids to us. You know,

361
00:24:02,890 --> 00:24:07,430
it wasn't. It just didn't make sense. So I

362
00:24:07,930 --> 00:24:11,630
think the intention behind talking with and seeing people that I maybe haven't

363
00:24:12,130 --> 00:24:15,870
seen in a while is partially time, because I can justify,

364
00:24:16,670 --> 00:24:20,310
like, oh, I'm gonna go for a hike or get coffee or something

365
00:24:20,810 --> 00:24:23,150
with this person I haven't seen in forever. And I would love to see them

366
00:24:24,120 --> 00:24:28,440
because I am in control of my schedule

367
00:24:28,520 --> 00:24:32,440
more. So if time is money

368
00:24:32,940 --> 00:24:37,200
and you have a bunch of time, then you're crushing thanks

369
00:24:41,240 --> 00:24:45,000
I mean, you just made a fortune. Fortune the last seven

370
00:24:45,500 --> 00:24:49,610
months. I'm gonna see if my American Express bill

371
00:24:50,110 --> 00:24:52,810
will be paid. Do you take hikes?

372
00:24:53,290 --> 00:24:56,090
Yeah. Take some more photos.

373
00:24:56,410 --> 00:24:59,930
We'll post them. Yeah. Okay. Well,

374
00:25:00,330 --> 00:25:03,850
I mean, I'm. I. I think it would be a

375
00:25:03,930 --> 00:25:07,530
complete failure if at this point you didn't see some

376
00:25:08,030 --> 00:25:11,610
positive something out of this whole journey. You know, if.

377
00:25:12,170 --> 00:25:15,570
If, frankly, if the financial piece is the piece

378
00:25:16,070 --> 00:25:19,430
that is, like, kind of the only piece that's missing right now. Because,

379
00:25:19,930 --> 00:25:23,710
like, it feels to me like that's. That's kind of one. That's the fun.

380
00:25:24,210 --> 00:25:27,350
That's the primary piece. That's the piece that's missing right now.

381
00:25:27,590 --> 00:25:31,150
And I think that there's, like, there's goodness to

382
00:25:31,650 --> 00:25:34,950
some of this other stuff. And, like, when you go back, you talk about business

383
00:25:35,030 --> 00:25:38,710
podcasts or. I mean, I listen to that stuff too.

384
00:25:38,870 --> 00:25:42,230
A lot. I was listening to a lot for a while and maybe you

385
00:25:42,730 --> 00:25:46,000
should go listen to it again and like, start from the beginning and

386
00:25:46,500 --> 00:25:50,080
like, it's. I mean, it's so apparent that we're

387
00:25:50,580 --> 00:25:53,240
in that. You said it the other day. I was like, how's. How's this feeling?

388
00:25:53,740 --> 00:25:56,680
And you're like, I think this is the hard part. I think this is the

389
00:25:57,180 --> 00:26:00,360
hard part. This transition from, like, knowing you're capable,

390
00:26:00,860 --> 00:26:04,800
being set up, being in the right place, having all the right tools,

391
00:26:05,440 --> 00:26:08,720
but not having the business turnover that you need to make

392
00:26:09,520 --> 00:26:13,050
ends meet. That's the part. That's the

393
00:26:13,550 --> 00:26:16,650
part. And that's the. That is. What's the word? I swear

394
00:26:17,150 --> 00:26:22,010
my brain has not been functioning fully. That is the interesting

395
00:26:22,510 --> 00:26:28,570
overlap where I think if

396
00:26:29,070 --> 00:26:33,050
the financial pressure wasn't there, could this adventure

397
00:26:33,550 --> 00:26:37,790
be as successful as it would be, as it will be? Because if

398
00:26:38,290 --> 00:26:41,310
I didn't need to pay my bills. We're.

399
00:26:42,190 --> 00:26:45,470
My day to day is good right now. You know, like, we went and

400
00:26:45,970 --> 00:26:49,510
saw some open houses yesterday. It was great to see some. You know,

401
00:26:50,010 --> 00:26:53,229
there was. I met some new people. I walked through a house I actually thought

402
00:26:53,729 --> 00:26:57,350
was far more lovely than a lot of houses we've seen recently. They made good

403
00:26:57,850 --> 00:27:01,550
choices. It was a great location. All the things that stuff is interesting

404
00:27:02,050 --> 00:27:05,150
for me, I like those things. And, you know,

405
00:27:05,650 --> 00:27:09,510
we've had speakers or whatever in the brokerage that I learned things

406
00:27:10,010 --> 00:27:14,670
from. There's goodness going on that I enjoy that if the

407
00:27:15,170 --> 00:27:18,830
pressure to make the money wasn't there, could you

408
00:27:19,330 --> 00:27:23,390
just kind of meander through this? Yeah, And I think that that's actually a fear.

409
00:27:23,890 --> 00:27:27,310
Right. When you get really. Let's say you. You get there and you get

410
00:27:27,810 --> 00:27:31,190
comfortable. Right. That's the other part about business. Like,

411
00:27:31,330 --> 00:27:34,970
you gotta stay uncomfortable in some way. The house

412
00:27:35,470 --> 00:27:38,130
you're talking about, ironically, has been on the market since November.

413
00:27:38,290 --> 00:27:41,730
Yeah. And they thought it would move real

414
00:27:42,230 --> 00:27:45,930
fast. Right. So, like, God, you know, I don't know. I don't

415
00:27:46,430 --> 00:27:48,890
know it. I don't know if we're in a cycle. I don't know what we're

416
00:27:49,390 --> 00:27:52,690
in. But I do think that we're leaning into our strengths,

417
00:27:53,190 --> 00:27:57,010
which is the people. And like, we continue to make end roads in

418
00:27:57,510 --> 00:28:01,530
our relationships. And yeah, maybe we've been a little misguided.

419
00:28:02,030 --> 00:28:04,730
I mean, we were building a lot of relationships just in the brokerage for a

420
00:28:05,230 --> 00:28:08,490
while, and then, you know, we just started kind of reaching out,

421
00:28:09,690 --> 00:28:13,770
maybe just rekindling old relationships and stuff.

422
00:28:14,270 --> 00:28:18,010
And Yeah, I think this is the hard part. And to your point,

423
00:28:18,810 --> 00:28:22,090
I don't think we would be. I don't think we'll get to where we want

424
00:28:22,590 --> 00:28:25,810
to get to without going through this. Yeah. I just don't. I'm.

425
00:28:26,310 --> 00:28:29,840
I'm with you. Like, you got. You gotta grind. You just have to.

426
00:28:30,400 --> 00:28:33,760
I'm, like, part of the concession we have to make. And I had to

427
00:28:34,260 --> 00:28:37,560
have this conversation with Joanne. I was like, babe, there's gonna be some Saturdays I

428
00:28:38,060 --> 00:28:41,840
gotta be working. Right? Like, I can't. I'm sorry. I just can't be, like,

429
00:28:42,480 --> 00:28:45,760
Friday at noon, I'm out and back, Monday at 9.

430
00:28:46,260 --> 00:28:49,440
Like, that's just not how this is gonna work. As much as I'd like it

431
00:28:49,940 --> 00:28:53,200
to. That's why we have a team every other week. We can split it up

432
00:28:53,700 --> 00:28:56,720
or whatever. If we get invited to sit open houses and do things like that,

433
00:28:57,270 --> 00:29:00,830
we gotta say yes and go figure it out. Right. Like, that's gonna be part

434
00:29:01,330 --> 00:29:04,710
of it. And hopefully that builds a muscle that actually feels good long term.

435
00:29:05,030 --> 00:29:08,790
Because when we have those listings, we gotta hold those open houses

436
00:29:09,290 --> 00:29:12,869
on Saturdays. We might as well build the muscles. Yeah. And that's what I've

437
00:29:13,369 --> 00:29:16,110
had to do in the past. And, you know, like, we just need to get

438
00:29:16,610 --> 00:29:18,790
to it, and so that's part of it too.

439
00:29:19,350 --> 00:29:23,520
Okay, so based on your previous real

440
00:29:24,020 --> 00:29:27,680
estate experience and maybe just residential commercial. So different.

441
00:29:28,400 --> 00:29:31,960
If you were to look in your crystal ball a

442
00:29:32,460 --> 00:29:35,600
year ago or however long ago we started talking about this adventure. Yeah.

443
00:29:36,080 --> 00:29:39,520
Would you have predicted this is where

444
00:29:40,020 --> 00:29:44,160
we'd be right now? And can you put

445
00:29:44,660 --> 00:29:48,160
your answer in the world of, like, optimism?

446
00:29:49,100 --> 00:29:52,180
You know, it would be easy for you or me to be like,

447
00:29:52,680 --> 00:29:55,140
no, this is not where I thought we'd be. I thought we'd be crushing it.

448
00:29:55,640 --> 00:29:59,820
Or any. If I'm honest, I would say that

449
00:30:00,780 --> 00:30:04,300
my gut reaction is no. I would have

450
00:30:04,800 --> 00:30:09,500
assumed we would have a couple more things going also.

451
00:30:09,740 --> 00:30:13,140
No, I did not anticipate we would be

452
00:30:13,640 --> 00:30:17,330
crushing it. Well, four months into you having your

453
00:30:17,830 --> 00:30:21,410
license. No, like, your. Your real estate license

454
00:30:21,910 --> 00:30:24,770
came on in January. So, like,

455
00:30:25,410 --> 00:30:29,090
you know, that's always the piece that I have to go back to is like,

456
00:30:29,590 --> 00:30:33,010
okay, how long have you actually been. Not you, but how long

457
00:30:33,650 --> 00:30:37,410
we actually been doing what we're trying to do? And then

458
00:30:37,970 --> 00:30:42,420
also putting the. The lens on it that is the

459
00:30:42,920 --> 00:30:45,500
teams we want to be chasing have.

460
00:30:46,380 --> 00:30:50,460
You know, they're the best of the best. And we've always kind

461
00:30:50,960 --> 00:30:53,660
of. We put ourselves in this zone where we're like,

462
00:30:54,160 --> 00:30:58,260
look, let's build to be that. Let's not wallow

463
00:30:58,760 --> 00:31:02,300
in these other steps, these other places along the way. We know

464
00:31:02,800 --> 00:31:06,700
we have to do them. But a lack of satisfaction

465
00:31:07,200 --> 00:31:10,740
with that step, I don't know, maybe that's misguided a little bit. I'm not

466
00:31:11,240 --> 00:31:15,020
sure. But I think that the realist

467
00:31:15,520 --> 00:31:19,620
in me says, no, of course not. Like, it's going to take two

468
00:31:20,120 --> 00:31:23,740
years. It's going to take people reselling their house.

469
00:31:23,820 --> 00:31:27,100
Right. Like, that's literally what it's got. You got to get to

470
00:31:27,600 --> 00:31:30,780
that point before you have that pipeline. It's going to take a long time.

471
00:31:31,340 --> 00:31:34,860
Did I think the organic nature of a little bit

472
00:31:35,360 --> 00:31:38,760
more traffic would be better than it is right now? Yeah, I did, for sure.

473
00:31:39,160 --> 00:31:42,320
I frankly, I've never have asked you to come

474
00:31:42,820 --> 00:31:46,480
over and take as big of a leap as you did and we

475
00:31:46,980 --> 00:31:49,800
asked each other, but I wouldn't have been as comfortable being like, yeah,

476
00:31:50,300 --> 00:31:53,920
let's go. Right. If I thought that we

477
00:31:54,420 --> 00:31:57,800
wouldn't have at least one or two listings in the. In the bag right now,

478
00:31:58,440 --> 00:32:02,800
that would. I would have been like, okay, well, let's figure out how to navigate

479
00:32:03,300 --> 00:32:06,860
this a little bit in a softer way. Yeah. But I'll also

480
00:32:07,360 --> 00:32:10,700
be honest with you. Like, as uncomfortable as it is,

481
00:32:11,660 --> 00:32:15,420
I think I'm thankful for the discomfort. A good friend of mine told me

482
00:32:15,900 --> 00:32:19,180
when he became a mortgage broker 25 years ago

483
00:32:19,680 --> 00:32:23,180
or 20 years ago, he. He rolled into the office and he's like,

484
00:32:23,680 --> 00:32:26,980
what's the best thing I can do today to make myself

485
00:32:27,480 --> 00:32:30,720
the best at this job? And his

486
00:32:31,220 --> 00:32:34,880
boss said, go buy a house that he can't afford that you can't afford.

487
00:32:35,920 --> 00:32:39,080
Light a fire under your ass that you can't get

488
00:32:39,580 --> 00:32:43,040
out from under or over, and you

489
00:32:43,540 --> 00:32:46,800
will get successful quickly. Right. You will find it.

490
00:32:48,400 --> 00:32:51,680
And then there was another thing that got said to me some time in

491
00:32:52,180 --> 00:32:55,610
the last seven months by you, which was I.

492
00:32:56,110 --> 00:32:59,770
You said, quote, I thrive when the heat is on.

493
00:33:00,170 --> 00:33:04,170
Right. Like, you might even procrastinate until the heat's on to

494
00:33:04,670 --> 00:33:07,610
get to that pressure where you do your best work. Yeah.

495
00:33:08,090 --> 00:33:11,050
And he's fucking on, babe. Let's go.

496
00:33:13,770 --> 00:33:16,810
Let's go. Right. I am sweating.

497
00:33:17,130 --> 00:33:20,530
Yeah. Yeah. But I think that the people who know

498
00:33:21,030 --> 00:33:24,380
you best know that this is where it's at. Yeah. And the last couple

499
00:33:24,880 --> 00:33:28,340
of days of contact cardrew. That is so good.

500
00:33:28,500 --> 00:33:32,700
Honestly, it's just showing me and us who's

501
00:33:33,200 --> 00:33:36,380
who and who's what and like, yeah, do it right now.

502
00:33:36,880 --> 00:33:39,620
Who does it land? Stop. Who is It Julie Hoff.

503
00:33:40,020 --> 00:33:43,180
Don't know who that is. I'll call her after we're done. I can't

504
00:33:43,680 --> 00:33:47,060
wait to hear. And if that turns into a sale that

505
00:33:47,560 --> 00:33:51,350
turned the ovens. Who gives a shit? Money is

506
00:33:51,850 --> 00:33:55,590
just as good here as it is there. But I

507
00:33:56,090 --> 00:33:58,830
think that kind of thing goes. I just think this is when the heat's on.

508
00:33:59,330 --> 00:34:02,830
And, dude, the timing is right, the season

509
00:34:02,910 --> 00:34:05,790
is right. This is when it's supposed to happen. Like,

510
00:34:06,590 --> 00:34:09,830
we're in the pocket. We don't need to go have business cards made.

511
00:34:10,330 --> 00:34:13,390
We don't need to learn who to call for our marketing. We don't need to

512
00:34:13,890 --> 00:34:17,439
learn who to call for. It's like, let's go, let's go.

513
00:34:17,839 --> 00:34:21,919
Right? Yeah. So 10 more reach outs tomorrow,

514
00:34:22,419 --> 00:34:25,639
and by the end of the week, we'll have more leads than we came into

515
00:34:26,139 --> 00:34:29,359
the week with. Yeah. And that's. That's what we need to do. Yeah.

516
00:34:29,759 --> 00:34:33,639
No, it's true. I think. To be continued, because you pick

517
00:34:34,139 --> 00:34:34,959
up your. Oh, yeah.

518
00:34:37,919 --> 00:34:41,980
The next part of this conversation is the

519
00:34:42,480 --> 00:34:46,460
unique experience for me of feeling

520
00:34:46,960 --> 00:34:50,700
the pressure at the same time as not

521
00:34:51,200 --> 00:34:54,900
enough of what I don't know, and understanding

522
00:34:55,400 --> 00:34:59,420
that simultaneously I am trying to do something

523
00:34:59,920 --> 00:35:02,940
to address the pressure where I do well,

524
00:35:03,500 --> 00:35:07,260
but I have to also learn what those things are or create those

525
00:35:07,760 --> 00:35:11,120
things or come up with those things at the same time. Whereas before,

526
00:35:11,680 --> 00:35:15,360
I could be like, oh, shit, you know, insert whatever

527
00:35:15,860 --> 00:35:19,200
into the line that says I should have been doing this.

528
00:35:19,760 --> 00:35:22,800
And I'm putting it off for X, y and Z reasons,

529
00:35:23,120 --> 00:35:26,600
but because I did the same, essentially,

530
00:35:27,100 --> 00:35:31,000
job, a very similar job for 20 years. Whatever was in that line,

531
00:35:31,500 --> 00:35:34,200
I knew what it was and I could do it. I just was putting it

532
00:35:34,700 --> 00:35:37,540
off. True. Clear playbook,

533
00:35:38,340 --> 00:35:42,260
easy to execute. This is not

534
00:35:42,500 --> 00:35:45,700
that. This. There's so much out of your control.

535
00:35:45,940 --> 00:35:49,620
Totally. And it's not. I. Sometimes I hesitate to even say that out

536
00:35:50,120 --> 00:35:53,180
loud because it sounds. I don't. It's not an excuse as to why I am

537
00:35:53,680 --> 00:35:57,180
not doing it or like, no, no, no. That's not how it's taken either.

538
00:35:57,680 --> 00:36:01,060
It's just a matter of, like. Yes. Yeah, I understand why,

539
00:36:01,560 --> 00:36:04,730
like, the gears are a little crunchier. Totally.

540
00:36:04,890 --> 00:36:08,290
There's only one way to smooth those gears out, and they're crunchy for me too.

541
00:36:08,790 --> 00:36:11,530
Right. I mean, I'm with you totally,

542
00:36:12,330 --> 00:36:15,490
but gotta keep paddling, right? Yeah,

543
00:36:15,990 --> 00:36:19,290
totally. You gotta get in the car pretty quick here.

544
00:36:20,890 --> 00:36:25,090
One more thing for the listener. This is gonna be your corner with Max

545
00:36:25,590 --> 00:36:28,490
Doily. Go ahead. Oh, yeah. Oh, you're teaming up for something?

546
00:36:30,750 --> 00:36:35,910
My brain. Oh, yeah. No, I don't have anything except

547
00:36:36,410 --> 00:36:38,990
for maybe some Alberto's burritos. Over.

548
00:36:39,710 --> 00:36:43,230
If we had to do, like, smash, Boom. Best of

549
00:36:43,710 --> 00:36:46,110
Alberto's over. Cafe Rio.

550
00:36:47,550 --> 00:36:50,990
Going. I'm going. Alberto's. Do you go through the drive through?

551
00:36:51,470 --> 00:36:54,670
Yes. Yeah, that's money. That's actually a game changer.

552
00:36:55,240 --> 00:36:58,760
I know. It feels so American, though. A hundred percent.

553
00:36:59,320 --> 00:37:02,440
Every time I see people in any drive through which I have gone through the

554
00:37:02,940 --> 00:37:06,280
drive through myself, I think to myself, this is a weird thing that

555
00:37:06,780 --> 00:37:10,080
we do. And we're so. It's. It's like we're either in too

556
00:37:10,580 --> 00:37:13,920
big of a hurry or we're too fucking lazy to get out of our

557
00:37:14,420 --> 00:37:18,120
car to go get a burrito. My God.

558
00:37:18,280 --> 00:37:21,800
It's both. It's a little disgusting, but it's also,

559
00:37:21,880 --> 00:37:25,490
like, so convenient. Fair. And,

560
00:37:25,650 --> 00:37:29,730
yeah, it's all the things, but Alberto's is just

561
00:37:30,370 --> 00:37:33,330
food for food quality. Better. Yeah.

562
00:37:33,650 --> 00:37:37,170
Yeah, I agree. Yeah. Anyway, so that was.

563
00:37:37,570 --> 00:37:41,090
That was good. That was good

564
00:37:41,730 --> 00:37:45,010
stuff. People know us better. I don't know that they do.

565
00:37:45,570 --> 00:37:48,850
They do. They're going to call. For the record,

566
00:37:49,490 --> 00:37:53,450
when Max suggested that we do a episode

567
00:37:53,950 --> 00:37:56,370
like this, I told him, I don't know that I can because it feels really

568
00:37:56,870 --> 00:37:58,930
raw, and I don't know that I'm ready, but I think we did okay.

569
00:37:59,090 --> 00:38:01,570
I think we got. I think we did all right. And I think we'll look

570
00:38:02,070 --> 00:38:05,330
back at it and feel like this is. I think there's before

571
00:38:05,410 --> 00:38:08,650
this and an after this episode. You're really into it.

572
00:38:09,150 --> 00:38:11,890
I. I don't know why. It just came back to me. All right,

573
00:38:12,690 --> 00:38:15,970
gotta go pick up Lulu. Ski in, sell out.

574
00:38:16,290 --> 00:38:19,360
Out. Not out. Oh,

575
00:38:19,860 --> 00:38:23,200
no. Where is it? There we go.