Real Estate, Sex & Gossip
THE REAL ESTATE, SEX & GOSSIP PODCAST
W/ Paul Locatelli & Brian DeDiego
What do you get when two very successful realtors sit down and decide to talk openly about everything ? “The Real Estate, Sex & Gossip” podcast is what. Join Paul Locatelli and Brian DeDiego as the unleash a “no filter” conversation each episode where nothing is safe.
REAL ESTATE
Listen in for some dramatic real estate success stories and stay tuned for the balance; some vignettes of business and some personal failures that both have learned from. Real estate market updates & strategies abound each episode…
SEX
Paul was a Versace model in the 90’s …. Brian was buying houses. Brian has since made a cottage industry to find out what the hell was going on at these photo shoots with all those beautiful people and the podcast is his last attempt to force Paul to divulge all the dirty secrets that he is convinced are being hidden.
GOSSIP
Rule #1 : Speak the truth.
Rule #2 : EVERYTHING is on the table
Rule #3 : ApplyRule #1 before detonation.
Brian & Paul will dig into not only trending national gossip, but give time each episode to the local scene ( Including verifying/denying the rumor mill that includes their names )
Guests include national & local celebrities, leaders in business, athletes & entertainers.
Real Estate, Sex & Gossip
Pimps, Brokers & Vegas Hangovers
But of course, it's not all fun and games - we also dive into the world of magazine and direct mailing businesses, chatting with a journalist from Good Times about the impact of digital media on traditional print publications. You'll hear about the exciting collaboration between Reggie Stevens and Grammy award-winning band Los Colotis, as well as the upcoming issue of Santa Cruz Vibes magazine in July.
Finally, we tackle the ins and outs of the real estate business, from commission structures, negotiation techniques, to the power of referrals. Discover why building relationships and having meaningful conversations with clients are vital to success, and get the inside scoop on a fantastic Airbnb spot in Panama that's a true surfer's paradise. Tune in for all this and more in our action-packed episode!
You guys done fucking around.
Speaker 2:Waitin' on you.
Speaker 1:Holy shit, here we go again. This is the Real Estate Sex and Gossip Podcast Brought to you by LocoTV and a real Panamedia.
Speaker 2:Never seen a 10% real Panamedia before.
Speaker 1:Actually not even 10%. I was gonna say the percentage is going up.
Speaker 2:Yeah, i take it back, it's one.
Speaker 3:Easy. I'm a little hungover Easy.
Speaker 1:That's on the topic number three. The first one we gotta talk about is Paul's caloric rage that we just went through. That put us 15 minutes late.
Speaker 2:I just got a sandwich. I'm starving. I had to get something to eat. What size sandwich did you get? Just a little six inch wimp, i know.
Speaker 1:That's it. That's all you can take.
Speaker 2:That's all I can take now.
Speaker 3:I'm working on empathy. Did you bother calling us and seeing if Brian and I were hungry?
Speaker 2:Well, I texted you guys and you said great. No, you said nothing.
Speaker 1:I think the text said I'm fucking starving, Fuck you guys.
Speaker 2:No, no, no. I said I'm getting a sandwich Nice try, nice try.
Speaker 1:All right, i'm gonna skip two. Let's get on to three. Why was one of the hosts hungover?
Speaker 2:Why you hungover, Brian. Where were you on vacation again? Oh yeah, Call my wife and ask her.
Speaker 3:Just got back from Vegas and our son graduated Thursday night, so then we got to Vegas just to get away. I don't know, i'm getting old, i think.
Speaker 1:Where'd you guys stay We?
Speaker 3:were at the Cosmopolitan. How was that? You know I've never stayed there. It was awesome.
Speaker 3:We had a pretty big baller room with a It looked like a big basketball court, a huge deck I mean it was massive right And it wrapped around the whole thing, the whole half the building, so I could see everything. My brother's like he was down at the pool. He's like dude, you can't see from those rooms. I'm like no, you haven't been up my room yet. So I walked on the other side by the living room. I was like I'm not seeing my brother at the pool Unbelievable. Went to Vanderpump's. This quick side note have you watched Vanderpump's?
Speaker 1:I watched some early ones. We were there a week before and my friend's a huge Vanderpump fan And we walked by.
Speaker 3:It took the picture, did not go through the drill, i got to tell you I remember when we were in Reno when we just opened up San Cui Spirits in Reno We were watching that show in the room. Basically, you're a bartender and they all sleep with each other.
Speaker 2:I mean, I love the concept.
Speaker 3:And so they, we were there and we went in and honestly it was just kind of cool, Pretty fun. Yeah $25 drinks About this big, oh shit, about four inch tall glasses Exactly. Yeah, it was expensive.
Speaker 1:Yeah, brian, i were talking before you got here because you were eating. We actually did a whole podcast before you got here. I'm sure you did, but Vegas is not cheap anymore, dude.
Speaker 2:No, no, it's not cheap.
Speaker 1:But in a way they've kind of recorrected and it's sort of worth it. We've had a really good time. We're spending a ton of money. There was a middle window where they were trying to get for like 10 years. They tried to get families and kids to come Remember that Yeah, all the roller coasters and shit like that. And then right after that they tried to just dump that and jack the prices, but there was not. It wasn't matching the experience.
Speaker 3:Yeah, now it just. We went champagne and we went vodka, tequila, right. Then we went to champagne again, didn't you guys? White wine, red wine, And where was dinner? at. We were eating at the kitchen emerald Legosi, so in Delmonico's it was a nice experience.
Speaker 1:We blew our wad at Nobu The first time I've ever been there, the kind of like the classic, let's go. I think it's famous just from the bullshit, like Larry Davis where the Hollywood kind of meets and 60 ounce sort of like a wagyu beef and all that And I'll check market. It's worth it, it's worth the overall experience. They come out, they put that wagyu beef on some rocks, light it on fire and tell you like when it's done, it's rare, let you can cook it on the rocks medium.
Speaker 3:That's pretty sweet, it's kind of an experience, cosmos young. I was like the old man there, 50, as the creeper out in the crowd.
Speaker 1:It's happening. Hotel dude for sure.
Speaker 3:Couldn't believe it. I was sitting down, we were waiting, we were waiting for our ladies to come down for dinner and it was just like. I cannot believe the amount of people, young people that were in there. When I say young, probably mid 20s to late 20s, early 30s, a lot of people getting married at a young age. We're handing out money.
Speaker 2:What else?
Speaker 3:I was making money, so we're handing out money, so it was good. People were happy. We're like enjoy, you know, the rest of your life.
Speaker 1:It is It's a time, like we're looking at it. We looked out over the strip in our hotel room and we're right north of Encore, but down below it there's like I can't think of the name of the place, but it's a day club and a night club kind of switches off pool kind of thing, and then the last song they play is at 3 am and it's just packed and it's water cannons And I'm just trying to think about what time Is it was was at the adult pool there. It's right across from the Encore. It's like it's it's it's it's its own experience.
Speaker 3:It's like this place.
Speaker 1:It's like a rooftop. It's pretty incredible setup. But I think more just getting to what Brian was saying, is the the pace of it. Looking the pace of that at 55 now, knowing at that one point, i did that. I did that And I was ready to go with a pretty healthy breakfast the next morning. It didn't take much long to recharge. I do that, i. We got back from Vegas on a Monday and I think it was yesterday, 13 days later, i felt myself Oh she yesterday was really rough, Like my wife's, like oh man, I mean it was just bad.
Speaker 3:And then we saw my brother in the airport and he looked just as bad as I did. So the D Diego's were not. We're not looking good if you happen to see us at the airport And there you go.
Speaker 1:What do we got today, brian? So I don't know.
Speaker 3:We we had a few options and I'll throw an option to this is going to be from curveball.
Speaker 2:So I just got interviewed with good times This guy, mark, but he called me hammered, which was funny. It was great because I was hammered to us, so it was a good time talking with this is the gossip. Part of the part.
Speaker 1:This is the gossip part.
Speaker 2:I told him that we talked about Santa Cruz vodka for a while because he's doing a huge article on all the spirits here in town, so I gave him, you know, our stylist, or our design.
Speaker 3:We're being filmed, so he's staring at me because I'm about to learn something new.
Speaker 1:I can just tell Wait, i think we have a breaking news, here we go.
Speaker 3:We're off to press. What's this Here?
Speaker 2:we go.
Speaker 1:No, no, not going to cost you anything. Don't step on. The fucking Hold on. Sorry, now break the news.
Speaker 2:I told him that good time is going out of fucking business.
Speaker 1:Wait, you told him that, Oh yeah.
Speaker 2:I told him all paper magazines totally tubular in Santa Cruz waves Bye bye, and how do you respond?
Speaker 2:He goes uh, i go, yeah, i go, let's have a podcast. I told him about our podcast. He looked it up. He goes. interesting, he did not know Reggie Stevens. He's a huge football fan. So I said I sent him the whole Reggie Stevens podcast and I said I want you on a podcast where you can talk about paper Issues, advertisements, goods, bads, what's going on still. so I threw him through through a loop when I told me he's fucking going out of business. He wasn't expecting that.
Speaker 1:Hey, i've got a cool. I'm gonna do a quick segue, but you guys will really enjoy this because it's kind of fun to list. Do I'd lunch with Coffee, rather with Reggie on Saturday. He has done a Collaboration three months ago with the band called Los Colotis, a Grammy award-winning band from Mexico City. Right, yeah, he's down right now. Right, he's down there right now with the publicist. It's an amazing song. He's down there pushing. It got written up by ESPN, kind of blowing up a little bit, and it's still in the. They haven't even launched them. Play a little bit of it.
Speaker 1:I think, it's really good, you guys gonna dig this look how we change the subject about magazines. I'm not. I'm on red Stevens right now.
Speaker 2:Okay, you'll hit red in here where the sun comes up, serve boys where the sun goes down, why elders and ancestors come from, which represents the children and our future.
Speaker 1:Now we have the sense of We'll throw it up on the podcast. This is awesome, yeah, really good stuff, and it believe in you that there's sometimes people share shit with you. But then this one between the chills, between the how Tight this band is. Yeah, reggie, they did this all downtown at the. Is it the what? I always screw this up? Is it the kumbawa jazz center downtown?
Speaker 3:Oh, is that kumbawa Yeah?
Speaker 1:Yeah, I might be fucking up the name.
Speaker 3:No, i think you're, you're close, you're better.
Speaker 1:I'm gonna do close So but they, they all collab there one drop, rick, they and, and, and, reggie and Los Colotis, they all did it, i think, like four months ago, three months go downtown and it came out super good. So Back to the magazines, that's just. I heard, reggie, and I want to make sure you forget playing that, because it's well We'll pump that we'll put a link in and Reggie's doing good good, good.
Speaker 2:So yeah, i pretty much told them that have a podcast, we can talk about it, because your rights for Other, i didn't know, good time zones, a bunch of different little magazines, yeah, yeah and And they do the home and garden shit and stuff like that. They do that and they just got fairly banner. They do the press And I said you know, he even said he's like you know, the magazine got smaller but better. I said fair enough. I said come on the podcast. I said get ready.
Speaker 3:Are we making friends? because I used to love magazines and Paul cut them all out. I cut them all out, you're done.
Speaker 1:I'm done What done with magazines. What are you talking about?
Speaker 2:We used to remember coastal homes of course I told them about this too, yeah.
Speaker 3:Well, so I, what all the other realtors didn't know. I negotiated the front cover of coastal homes for 30 years, from May through September. So talk about a side business. Realtors like what do you mean? It's not there. It's not there. I'm like hey, you need to call Brian.
Speaker 1:What led you to? is it just literally your, your impression of good times to make you say that? What made you say that Overall, what made you think that it's just going out of business? just the, just a paper?
Speaker 2:thing in general. Yeah, it's. You know it's a hard. I mean, you guys know, you guys have some magazines, which I think is great, and You know, santa Cruz waves went kind of took off and left. But Magazines, general people are online.
Speaker 1:They're like on their phone. They are, and I think it's you know, to put a button on this. I think what I found, and even more so now because we are filling, as telling Brian before, here We are filling that space. We're coming out with Santa Cruz vibes magazine in July. Same sales staff, same photographers, same writers. That's great.
Speaker 1:I think the mistake, paul, is that there was a, the model used to work and people actually Went for their magazine good times, things like that. They were consumers of that content, the relationship that we need to have as publishers. It's simply a direct mailing for businesses, with some articles in between, because I think you can kind of like, you know, you get sort of lost in your ego a little bit if you think that they're there for your content, your editorials. It's great, it's great to have that around. But really what we're doing in this same magazine is we're putting out 20,000 Direct mail leads to for our clients at locations, and those lead to three times readership. So you know we put that out. 60,000 people see your logo. That's. That's the business, you know. I think that's kind of where and you have to, you have to have an active plan for shit like this.
Speaker 1:I did you know kind of transfer something else you?
Speaker 3:offer. You have to have both. I mean, yeah, i understand what you're Going, but in support of what you're saying, is that what I've noticed also with magazines, and it's also the Genre of people that come through it. Look ages like. My dad still reads. Yeah, i still like to grab something when I sit down on the throne and read There's, i like if I'm going to a restaurant, versus people being on their phones. So I still think there's always gonna be a little bit of that. But I understand what you're saying. Everything's heading digital, yeah, but I still think there's a decent amount of population at, especially if you come into a new town. I don't go digital, i actually look for yeah.
Speaker 3:You want the Chamber of Commerce and see if they have anything that I can kind of flip through really quick.
Speaker 2:And that's what I told Gary a little bit when you guys were doing this. With totally tubular, it's like less advertisement, more of the surf, 100%, and that's what he's. But I know you have to pay for the magazine The way to pay for the magazines by you know, ads and so forth, but just picking the right ads, o'neill's for the, it's a fuel. You know There's certain things that you know go with totally tubular, that's it. I'm seeing it because waves I think what you guys were talking about is having all you should advertise every restaurants, things to do, parks, bicycle shops. I think that's the way. I think you're right.
Speaker 1:I think you have an obligation when you're doing so then you got both you do.
Speaker 1:I think you have an obligation to basically, for free, create an absolute energy around the community that you're kind of Transacting these direct mailings with, and you're right, you shouldn't be holding people over fire, for here's where to eat, here's where life, music is, here's all these things You know, i think, when it, when it's all said, none. There's one other key thing and I think we're just dropping some knowledge now Is every person I make a sales call with on Santa Cruz vibes, i need to make sure we're transacting and they're getting a return on their investment, right? So I'm gonna take $1,800 from you for a magazine. I'm gonna put 20,000 leads out for you. That'll turn into 60. We're gonna do that four times a year.
Speaker 1:On that first one, you need to find some way to make seven grand on that, because you're gonna pay me. You got to pay your other people. I want you to net a little bit. So what are you selling? Are you selling wet suits? and then you start saying, alright, we need to sell six wet suits to make sure that you have to have that conversation. People's ego lead them to want to have their ad out there in public, but you have to have a plan correct.
Speaker 2:Last like, excuse me a lot, a lot of these realtors put their ads in going. I'm so great, nobody wants to hear your frickin so great, who gives a shit? There's a hundred other frickin realtors right there, yeah. So really, how's a realtor ad so great to produce themselves? I guess if you, even if you start new, you're not, you don't have the money to spin on the magazine.
Speaker 1:And that's what I love about what we're doing on this podcast. I listened back to our first few and even when the guests on things like that We're starting to unearth and I actually these ones without a guest are great because we can start digging on some shit. We can start unearthing some of the. I've got some myths and facts about the industry You guys can talk about and I know Brian's got a something one to lead with well, i just you know I think Paul just hit it where we're where we should start, and I'm looking a closing deal right now, Brian.
Speaker 3:I'm just a little I got. I'm just a little slow, so I have to remember everything.
Speaker 1:I don't know what porn hub has to do.
Speaker 3:What we're talking about right now.
Speaker 1:Oh, I don't know. Look at that.
Speaker 3:But Paul kind of Paul Paul kind of hit the number one. What we could have talked about today was the difference between pimps and brokers. Pimps and brokers does what company I work with?
Speaker 1:Really make a difference. That's on. That's actually really good because that's one of the 20 little myths and conceptions that Let's go for it.
Speaker 3:I mean it's plain it, it's, it's huge. I mean I know Paul wants to jump into this because I Don't even care. You can name the real estate companies right, because it's no bar hold.
Speaker 1:Don't make work for me, right.
Speaker 3:I.
Speaker 1:Know what's today.
Speaker 3:Monday, that means Wednesday.
Speaker 1:I've got three from Paul saying, hey, 17 seconds, take that. I don't know what I was thinking. He said he had 17 minutes and 20 seconds. I was out of my fucking mind.
Speaker 2:I can actually say that. I won't say names now, i just take colors. How's that That's? I think that's a more dangerous path. Oh, that's more dangerous path. Okay, i wouldn't say colors anymore. How about they're all on 41st Avenue? That's fine. There's 10 real estate companies for the first time.
Speaker 3:Yeah right, I didn't even know that maybe all this kind of one.
Speaker 1:I think you, i think we can get away in this one, so I think it's I think it's key. I think it's key that we talk about it So you don't lose your train of thoughts. Just I think we place it with some people. There are agencies like that, just that's it, and then everything is just no well.
Speaker 3:But I don't know, because the only reason why I'm saying and again, We all know what we're thinking right now, but I know you and I do because we've had fun this last couple weeks but They hype the large I mean, let's be real EXP does more volume than any company in this county. That's our company. Okay, So I can say that There's not one real estate company. It does more volume than we do. We took them over. Was it 2020, 21?
Speaker 2:Yeah, when they're in Vermont, yeah.
Speaker 3:So the one that Ben Pumpin were number one? it's not. We just don't pump it. We, just now, they don't have the opportunity to pump it because we do it. But my point is so, what do they do? They're smart, they shift gears and like, well, we're gonna handhold you and we're gonna help you get new business. See to me, these companies all say the same damn thing. They all have a different hook, but the reality is it comes from within, on the agent, and we've had new people come into our company. We're like the company you work for does not matter. Now, some of the bigger companies, they can give you some more open houses, right, because they have more listings, right, and that might be important for somebody getting started. But I mean, if you're listening to this podcast and you're thinking of getting into real estate, it's about mentors within a company, it's not about the company. Go hire or interview 10 realtors and nine of them are gonna talk about how great their company is, because that's all they got to hold on to and that's what the company's pushing.
Speaker 1:Yeah, and I think one thing I've got from a naive standpoint or an outsider standpoint, not knowing the industry, it sure looks like the game is you know there's a lot of different businesses, that they have a high burn rate. There's a high burn rate to get a net result If you get what I'm saying, and it seems like a lot of agents will sort of create a glow and an opportunity for a hundred different agents to get one or two that pop And they'll sort of instead of an opportunity coming in, i really feel like it's more of a numbers game. Let's get as many as we can in here and then see who sticks. Is that sort of the game or no?
Speaker 2:No, that's a lot for a lot of these companies, because that's how they make money. Right, they're like pimps and you're a little hoe.
Speaker 1:Okay.
Speaker 2:You work for them. Yeah, and you know XP. You work for yourself. You can brand yourself. You know there's other companies coming on board too that are spin offs now of XP. They're coming out, which a lot of top guys from.
Speaker 3:XP left A lot of people that are listening to this. Paul don't know this company. They're, you know they're behind right now, but yeah, they reached out to us. So I mean, but to the depths.
Speaker 1:When you say it casually, when you say pimps in kind of the relationship, are you literally talking I blow a guy, there's a thousand dollars there, i keep a hundred and the guys get 900. Like that's your bro.
Speaker 3:Yeah, that's your broker.
Speaker 1:That's, that is it, that is it not? No, no, it's not that bad, but is it extreme?
Speaker 2:That's how I was told. When I came over to XP, there was a guy that told us you know, do you want to work for the Pimp and you're this little hoe. I'll train you how to be a good agent. You make me money and I'm gonna put you back on the street again.
Speaker 1:Well, let's talk real numbers then. Just, i think we can. I don't know if there's any shame in that No. Let's say so, keeping even numbers here. Million dollar house is sold. What's a standard commission?
Speaker 3:So standard today. Honestly, it's been more than a two and a half.
Speaker 1:That's what I think.
Speaker 3:So they say but if we want to use easy numbers where we're headed, we can say 3%, So you got 30 grand.
Speaker 1:That's perfect. Okay, Now what happens?
Speaker 3:If you're a new hooker on the street, they're gonna take half Wow.
Speaker 2:Yeah, wow, and they don't do that much work to help you to get that half Well some of them do, some it depends.
Speaker 3:But what you? you hit it you're throwing out. they're like commercial fishermen. They're throwing out a hundred lines. Let's have a hundred agents And the reality is maybe three to four of those agents are gonna make it long. I mean, do really well, be good agents really longterm. And they take I mean they're, if you're new, you're gonna lose half your commission. People don't. Agents don't factor in gas. Agents don't factor in their car insurance, they don't factor in their time Right. So when you look at all of that and then what happens is is, hey, once you do three or four deals, you know we'll move you up to 65, 70. Maybe you can get yourself up to 80.
Speaker 3:The old company, all Bailey properties I used to work at Bailey properties And I was new and they took half. I'll never forget sold a $250,000 home. I received $3,750. I was super appreciative that they took half because I didn't really know much. And then, as I got going and then when I was their number one guy there for many years, i they changed their commission split And I'll say it to Robert and Paul because they know it. They saved it because of me, because I told them. I said look, you know, the reality isn't. You know the listings I bring in which nobody thought about, yeah, the company actually got represented, a lot of those buyers. So that was just another add on if you would Totally On top.
Speaker 3:So a lot of brokers were trying to stick at this 80, 20 rule 80% to the agent once you're established, 20% to the broker because, quote, we have the office space overhead staff. You know they gotta make money. We get it. Yeah, you know. But some of the elite people you know that are doing real volume, right, that are doing real volume in the county. We got those moved up. We got to move up to 90, gotta move them up to 9010 when I was over there, which was huge, and then it's funny because everybody gets quiet. Well, don't tell Paul that he's on 85 and you're on 90, because then the word's gonna get out right And so. But the reality is brokers or we call them pimps they need to make money. We get that. But agents need to realize a company's not gonna define who you are as an agent period, and a company is not going to make you more money. I will sit here with any broker all of them in a room and have a podcast.
Speaker 2:Feel lucky them coming in. Yeah, but because?
Speaker 3:the reality is we're not brokers. We've seen both sides you are, paul, but we've been on both ends of it. Okay, so we understand how the business before we shut down Lifestyle's real estate our company was kicking ass and we were actually making money. You know, we had to shut that down because of our project we got into in Costa Rica period, but that company was successful, but we were running it like a business.
Speaker 1:Second time we've said that and I think I got a note for it down the road is that that's not today for sure, but I think that's some podcast worthy stuff there, because I did a little work on that and saw some articles and stuff I'm interested.
Speaker 2:That's why I say that papers are no good and they lie.
Speaker 3:Yeah because, we're all over it.
Speaker 1:But the one thing you said, brian, i think it's kind of a practical thing. You wanna circle around and I think you said something that's valuable, not only in this game but in everybody's. I don't think people value their time and their money like. I'll give you a silly example. I know the average wage we pay in the landscaping business is 21.89, because I have a sheet that I look at every day. That includes all, even the lawn mowers. That includes, like, guys that have no experience, six 17 year old, 18 year olds but the real wage that I do my budget and my bids on is $37 an hour Because of that, insurance, everything, all of it.
Speaker 1:Yeah, i'm saying exactly Cogs, but my point being is like, if I'm somebody that's bringing somebody in, that's the shit I'm talking about. Like even circling back to earlier real conversations with people that wanna advertise in magazine, real conversations with the broker going like two and a half the million dollar conversation we just had with the broker. You know, some fucker would finally say also dude, yeah, that looks like you're getting 15,000. You're netting nine, for instance, cause you have taxes, you have gas, you have all of it. People forget about that.
Speaker 2:They do forget about it And then get one big lump sum. And then they you know, we got clients that we were working for a year with and all of a sudden they walked into another open house and some agent says, oh, I can show you off market deals, Bullshit. And they just got tired and they went with somebody else.
Speaker 3:We just got hit on that one.
Speaker 2:You know. So, once again, the loyalty factor, like my wife says to me all the time, is you know it's gonna happen to you again and again. It happens to a lot of agents out there. It's not just us, it happens to everybody. I mean, i got one right now. I even called the agent up. I said Hey, why is your client emailing me? I talked to him and now I found like he sent me an email with him on it saying I want you to do a full CMA and all these properties, half of them not legit, some are, and you want to do a swipe call to agent. Go, hey, i'm not like your company you work for who steals clients. Give me a call and let's talk about this The right down the street. Yeah, yeah. So you know it's so. It's like I have more clout than that. I'm not gonna take his clients no doubt.
Speaker 3:Well, we have morals at the end of the day, at the end of the day we're gonna, I gotta look at you and do business with you.
Speaker 2:That's what it comes down to.
Speaker 3:But a lot of agents don't look that way.
Speaker 2:Because it's right now. you're gonna see and I freaking love it you're gonna see a lot of agents Start starving and they're gonna quit it, quit again because the market is changing and all these freebies from Zillow And everybody else is going bye-bye now again, that's inside baseball talk inside Yes, but no, no, but no, it's, it's, it's.
Speaker 1:I like it though, because sometimes I think you're living this, i guess yeah you're living in 24 7 and I forget my point is just to just take a pause. What's changing in the market?
Speaker 2:The. There are actually eight buyers now can stop. Look at the contract. Look at the disclosures. Negotiate like what I'm gonna be doing one in Aptos with and there's raw stuff wrong with the property. I'm like last three years You would have to buy it as is 300 over, asking right, okay, you're gonna get screwed. Yeah, okay, now you guys she can stop. Yeah, breathe. Look at the contract. Even though all the stuff's up front, you can still go back and hit them up and go. Hey, you know, i looked at it again. I looked at a different contractor. I want 510, 20 grand Here's part of the issue.
Speaker 3:The influx of agents we've had since COVID. Oh, it's a large percentage. Lot of them are super nice. People notice respect. They do not know how to negotiate. They haven't been trained how to negotiate. All they did is they hit some boxes, removed all their contingencies up front in a contract, hope the lender did their job and close the deal. Well, now you got to think and And now it's like and sellers are starting to realize this too. Now They're like wait a minute.
Speaker 2:Yeah.
Speaker 3:We need to actually have somebody with some experience behind us.
Speaker 3:Yeah and that's the whole point of sellers interviewing. It's not about money anymore of, oh you're gonna discount it to X, so we're gonna do you. Actually work needs to be done now, totally and and you run your numbers some same way to me It's about the bottom line. So when I talk to sellers Doesn't matter what they sold their house for, because if they get hit and they can run through a whole gamut of different things It's how much is going to be put in your pocket at the end of the day, and every seller should be looking at that net sheet, right?
Speaker 1:Yeah, and I think what you find too is a lot of people that have a rush to an opportunity like that. They, they they're not Self-aware enough to know, because one big part of real estate and my transactions I've done as a is an individual is There's. The best agents I've dealt with have been ones that really can read a room, and by reading a room what I mean is read a room, you know. When you go into a financial advisor and they ask you, like what you, you know, what kind of investor are you? do you, are you risky, are you kind of, are you moderate, are you conservative?
Speaker 1:I think that's one huge responsibility of a real estate agent. Different game, but I think you need to do a better job up front. When I've had good interactions, they got to know Stacy and I and they started to get to an understanding, not only what kind of house we're looking for, kind of cash we had in our pocket, what kind of what were we looking for. We're willing to kind of ride out maybe a more. You know, all of those questions seem super valuable.
Speaker 1:They are yeah, and then I think that's I don't think there's a lot of when my point is with Paul was saying all these people rush to it, they're there, there, it's a, it's a gold rush mentality. They didn't bring their pan. No, that's a great analogy. They didn't bring their pan, they got they're gonna be fucking rich and it's like yo, dude, there's no, you have to camp out and shit. You got shovels, you got dig and it's like 18 hour days. Yeah, we're like a little tiny bit. That's with the pen you came out with, just like your hands.
Speaker 3:I didn't even tell. You see, and I've sat there, you know, and we've had some gains and we've had some losses in terms of bodies, if you would, in agents, and I'm like The game hasn't changed. I said you're going to make a change because you think the grass is greener on the other side, but it's the same game, different company, same game. And if you work the exact same, you're gonna have the same result. It doesn't matter where you're at.
Speaker 1:It's not funny. We're talking about the same fucking thing. We've already talked about publication, publishing business, we talked about real estate, we talked about a bunch of things. It's the same tenant. Yeah, it's the same fundamental of, and I'm even talking about. I'd even make this argument. It's the same thing.
Speaker 1:And mowing lawns and trimming bushes, i do just the maintenance side. I don't even do the construction side. Oh, just a maintenance. I just do that. I handle the HOA clients and all that stuff. I'm kind of the interface with the large clients and for me It's just a. It's a, it's a people game, it's a human game. It's sort of Understanding, it's. It's kind of. My dad used to call it. He actually wrote a book. He was a cop here and he taught at Cabrillo. He bought, he wrote a book called verbal judo and it was interviewing techniques for cops in verbal judo. What he meant is like use your words intentionally and use your words as a primarily a defense mechanism to deflect shit, but also have a purpose and an agenda with your words and that's, that's your game.
Speaker 3:Which that's a great game, especially being in law totally Yeah, keep the holster in that's the whole point of it, right? Did we squeeze everything out of that? Is that pretty good? I just, i mean, what do you want to add there, Paul? I mean, i mean, i mean the, you know, the pimps and hoes. That's just the reality. If you're an agent, Yeah, it doesn't matter.
Speaker 2:It does not matter what, how hard you work what you know, Even if you know everything you still don't know. Because I mean, there's a great example where a lot of homes on the west side have Space in the back of their house that I'm not gonna you either is called an alley or somebody else's property Or is the city's property. You still know and it's not on. You know what's happened to me It's. You know it's. Now it's called an alleyway when the telecompany told me was an easement for PG Ne. Now we're getting an argument with the neighbor because the neighbor got screwed for last 15 years and turned in my client And now we're dealing with the city and we don't even know exactly what the true definition of this little alley space is right Is it right on the title company.
Speaker 2:It just says an easement, and then you know. Of course, if you get a survey done, you'll know exactly where but boundaries are. But Once again, is that alley space off limits, or is it?
Speaker 1:useful.
Speaker 2:Or is it the city? because the city hasn't maintained it in over 50 years, because everybody put junk on there and all that. What's that gonna be so interesting? even though I've been doing this for 21 years, this is something brand new that just came up with with my deal, and it's like now we got to deal with it. So I became a therapist and went knocked on the door on Saturday morning and talked to the other neighbor who turned my client in and I said, hey, yeah, i heard it, i listened to a story because he wanted a bitch about 15 years of getting beat up by the old owners. Yeah, i go, i understand. So let's sit down, let's talk, let's figure it out. How can we be amicable on both sides? Do you want to really use it or you just want to be told? Hey, thank you for letting me use it. And Because we don't know whose property, yeah, he is. So it's. Sometimes you got to be a therapist and go knock on a door And don't be afraid but you just went on something hugely cultural too.
Speaker 1:I think what you did is you allowed somebody who might not have been seen for 14 years to be seen. Yes, by shutting up and listening.
Speaker 2:Yeah and that's, that's the number one thing with the real estate is leaves. Fucking realtors Talk too much, yeah, and they need to shut up and listen to what their clients are telling them, and listen to what they have to say, then act, then speak.
Speaker 3:You, Paul does a really good job. He's a, he's a. He's a very good listener. You know and that's the one thing you know that He's helped me grow in my business. I'm pretty Straight cut shooter. I'm fairly remarkable with numbers, Yep. How to negotiate and make things happen, Yep. But my weakness can and be I'm a straight line. So that's where Paul kind of comes in. He's like okay, I get what you're saying, That's all makes sense. Now let me go over and knock on the neighbor's door and let me figure this out, Right and it works really well.
Speaker 3:But I've learned a lot really just being quiet when we go on a listening appointment together, which is kind of fun when we do that because we we really understand each other now. So I know when it's time for me to speak and you know when it's time for me to shut up, and so it's like for him. But he's really good at that. Yeah, we're dealing with that on a whole different issue right now, where Paul's just really he's listening and then he's gonna get to whatever box we had to, and he's already got those boxes ready to go Fucking awesome.
Speaker 1:You know, in the one thing you the back end of that There's always. Sometimes There's kind of a whiplash effect of a bonus. What you did there your business is is intrinsically tied to word of mouth referrals, correct? and sometimes you think a word of mouth referrals gonna come from a point of sale. That Guy sold my house. I made money. Word of mouth can become at a restaurant and go. I fucking the public could tell. A guy not doing business with me came my house. Yeah no, he knew who I was. That's what I'm saying.
Speaker 2:But he could have a conversation with me to do it, because he was definitely, yeah, going after the city, going after my client. He does like Paul, he goes. Paul could tell him Well, yeah, he goes. He knew all about me, he looked at everything, but he's very appreciative. I actually knocked on his door.
Speaker 1:I think we underestimate how much that communications number one. It's number one. I didn't add sale for the new magazine. I never met the person. now He gave me referral and you kind of get on the phone and if they've heard good things about you go buy it. There was not too many words said between us. He's bought a year of advertising. It's like be but the the pathway was kind of set with word of mouth.
Speaker 2:Yeah, because somebody who they respect respects you. Right that's why they bought it. Yeah, you know they'll try it out. They'll try right here, Just like how he wanted to do some freaking Radio thing for the next year. You know people are seeing it now. I got a mustache on on the bus.
Speaker 2:I just found out That's awesome So we we have a big banner on back of a bus is now the two guys in real estate Podcasting, so they drew a mustache on me. How's it look? I don't ever seen it. Why don't you look at the camera?
Speaker 1:It was out my gray. All right range rovers and pickups. I'm intrigued. Let's go you know.
Speaker 3:So range rovers and pickup trucks, you know, define success in real estate. You know it's.
Speaker 2:I know, i have a fancy car. You drive a truck. I.
Speaker 1:Think it's one presses you, brian. Well, i think it's a little too on the nose, obvious, i think it get. My answer is gonna be without knowing what we're talking about. It's gonna circle around to the but you just said produce, produce. Honestly, if a guy pulls up and he's got, you know, a Lamborghini and he's my agent, but my numbers are tight and the, the, the commission seems fair and everything's in order, i think if two fucks what he's driving, if he pulls up in a pickup Paul put some amazing videos outside There's. I don't know if I've seen in this I could be wrong. It's hard for me to imagine They might a harder working behind the scenes, dude actually pulling shit up, lugging stuff around And so that that that that would be a realtor that I want with a truck, and so my answer is it's a limp dick answer. But yeah, i don't care. If that makes sense, i don't. I don't care because it comes down to. I Hope you're doing great. That's a nice car.
Speaker 3:Well, I hope it didn't come out of my commission.
Speaker 1:That's your like my side right.
Speaker 2:Well, that's your opinion, because a lot of people, if they see you driving a fancy car, you're making too much fucking money. And it's funny, all these contractors drive these hundred thousand dollar trucks now.
Speaker 3:My money.
Speaker 2:But the funny thing is you show up in a little crappy BMW that's not even close to him out. They think you're making too much money. It's perception.
Speaker 1:It is perception. Now Here's the thing is like you got this, fine, i'm show open a beat-to-shit Volkswagen. They're like I can't do business with right because he doesn't make any money.
Speaker 2:Exactly right, so it just depends on who you're dealing with. Like I picked up a client because I drove a piece of shit truck one time, helping the guy move stuff next. No, i got four listings out of it with him and all that he went to a different agent, not because his buddy became an agent. So, right, god bless him, no problem there. But it I got him because he respected what I was doing and helping out They. You know clients move shit out of their house and get it done. Yeah, i want to know another agent here and call me if you want that house, a dump truck and two dump trailers and move stuff. You know that's. That's part of real estate. Real estate is just more than negotiations helping them out, helping them find the right Painters, you know contractors, landscapers because when they buy a house they're like, oh shit, what do I do now?
Speaker 1:You're onto something to Brian perception is reality. We didn't make that saying up right Perception is reality. Who said that? somebody probably that just got fucked on their house sale and wants our guy drive off in a nice car. You know it's like, but I think the thing you need is the answer to that is is clarity, transparency, front-facing, because then you Theoretically can win somebody over going like I hope you get a, i hope you're doing great right.
Speaker 2:I did great on my house and that's what I want, to make sure, but a lot of. Santa Cruz, people don't like that. They get jealous when you do good And you do great.
Speaker 1:Oh, we say it would inhabit of this, but that's a whole podcast. You're absolutely right. I mean it's actually a really strange phenomenon. Yeah, I think if you drive those, fancy cars.
Speaker 2:I interrupt you, but you're out. But in Los Gatos it's acceptable. La you better have it or you're freaking really out.
Speaker 3:Yeah, you're not going anywhere.
Speaker 1:No, we're sensitive to it, even in the landscaping business, like you know. On the contracting side in particular, we're sensitive to the the high-end cars we buy, even as administration, because you don't want that to kind of kill a deal when you're on a quote with six other companies, mm-hmm, you know, because it could be like. That's why I throw that out there.
Speaker 3:I it's hard because I know I personally know a few agents. They drive around some pretty nice cars. They don't make shit and I'm going. There's a lot of agents that don't own homes. They're, their money's not tied up and what we do for living it's tied up in their automobile because it's a perception. Right and that you know. That's. I don't know the right answer. I don't even know what the right answer be. To tell a, tell an agent. You're like what you know. It's like be yourself really.
Speaker 2:I mean be yourself and and that's what people are going to be yourself nowadays because, like, we get right back to it Again they're hiring you. They're not hiring the brokerage, exactly right, or your car, or your car, you know, or how you dress, but if you come across as a good person, you know what's what's going on, you know the contract, you know you're negotiating, you're helping them out. That's what it's about. Yeah, so truck, range, rover, lamborghini, it's. It's just who you're dealing with it's who you're dealing with you gotta know who Your client is like sometimes.
Speaker 2:I know I'm not gonna drive my dump truck to with this guy.
Speaker 3:But exactly somebody else.
Speaker 2:I'm going to right, i'll go use my wife's car.
Speaker 1:She has the fancy Mercedes. Well then, it's the obvious question What do you drive?
Speaker 2:right now I'm driving my 3-4 ton diesel truck And then depends. then I got a little Corolla that I gets good gas mileage, right, right, so he has one car. He needs more.
Speaker 3:Well, I used to have two. But, I'm married now so I can do the one I would. I go back single life. I'd show up in an old truck just see if they really like me, 73 and I was beautiful, like sometimes it wouldn't even start and you know you want to see what they're let's get this out of the way. Let's get this out of the way dude, if you're single, you have two cars. That's my thing, you know, when you're married you can come down to one.
Speaker 2:So yeah, no I. You need more cars, you need a truck. I drove. I'm always picking the shit up.
Speaker 1:He needs to show this conversation with fucking what's his balls this year? because his fucking vehicle though.
Speaker 3:Oh, chris is Lamborghini. Yes, speaking of Chris. Oh, it's about eight cars.
Speaker 1:Yeah Well, yeah, yeah well, I think we covered most of me took a beating. That was a good.
Speaker 2:He's another beating, though I think part two.
Speaker 1:Yeah, you know you went. I think I went too soft. Yeah, he felt like he got it. I don't think you got you would do anything, right nothing.
Speaker 3:You know what he is, who he is, and look at the fact he advertised on porn hub. I love it.
Speaker 2:I was. I can't believe he did that. That's great.
Speaker 3:I think we should do that because the reality is it's gonna be funny when somebody's gonna say I saw you are poor. however, they're gonna look at us and talk and not say anything, and we can be like you saw Some porn hub.
Speaker 1:Yeah, we'll have some kind of I think it'd be great Some like some little Easter egg, didn't know. It's like oh yeah, okay, buddy, all right, we know where you, where you found the podcast, because guess what that QR codes only in one place, stupid, that's on the male, male, female DP that you are. Because only in one.
Speaker 3:You know these podcasts work two ways, brian. so I'm asking you, i mean, what do you look for when you're you guys? obviously you know, in your business You run across a ton of realtors, are you more like oh, and what is a big company? is that a lot of bodies that doesn't sell a lot of real estate? I mean what you hear, such different, i think, aspects, but if you just in the community, i mean, what do you, i think, seeing signs?
Speaker 1:is that you're, i'm gonna No, i'm gonna dive into. I'm gonna dive into something that that makes it it's gonna feel overwhelming is I'm 90% Referral guy. It's a brutal thing to say about it because it all matters. But here's the thing is, i get comfort. I get comfort and it's not a small amount, but it's almost the model We're talking about. I can't be you. I can't you know the thing where you kind of have your Face on a on a bus.
Speaker 1:What you're doing is that brand implementation. There's a part of that that exists and, yes, you have to be out there, you have to play the game. You've got to do the open house, they've got to see your signs everywhere, but that is that. That's just this. These are all and they're effective. You pay for.
Speaker 1:We might have talked about on this, lost leaders. Lost leaders is an ad in my magazine. Lost leaders is the bus bench. Lost leaders is this actual podcast? Oh, really, it's a lost leader, because you're paying for something that you, you, you, you're trying to get money from something else. So the lost leader is this magazine and you're hoping to get to a conversation in cell house, the lost leader, and so To take directly answer your question though, unfortunately, in your business.
Speaker 1:I'm definitely looking for somebody that had a good experience with you and it's and it's, and I want to know that you exist. I don't want to never have heard of your company, you know. So that part helps that you guys are everywhere. Yeah, you know as far as that part helps. And then it's like I'm already doing it because of this podcast. You know, again it's like long gameplay but somebody's like I think we might move out next year. I'm like I got two dudes listen to the podcast. You know it's like it's it's.
Speaker 1:It's probably not what some of these young realtors want to hear, because I think they're either in a game where I Always think of this how hard this game must be. But house comes up on 17 mile drive, house comes up on West Cliff Drive, house comes up in Watsonville. In my book and I got to imagine the nature of how that gets divvied out is very hierarch. You know There's a hierarchy to that, like who's gonna sell the one? It's not gonna be the person that just came in during COVID. They're not getting that listing on 17 mile drive. That's Tim. You can't.
Speaker 3:But you know, i'm saying, we're plugging you, tim Allen.
Speaker 1:You're welcome, but. But, but that's as it, she's not listening.
Speaker 1:But, it's as it should be in a way, because you can't, you know there's, there's, there's too much risk involved in in Taking, you know, gamble on those properties. Yeah, you've got it. And that makes the game even harder because now you're two and a half percent on a house outside the hot market And you're gonna with what we just talked about, with all this. You know the fees. But, to answer your question, what matters to me eventually is is is after the referral, is? You guys live in a very dangerous game because because of those computers, We have we, as consumers, have a very good idea what the number should look like.
Speaker 1:That's right. We have a very good idea, when I talk to you, what we're looking for. There's these, there's these beautiful calculators. They don't miss a beat. Mm-hmm, they don't miss a beat. And you're like all right, we should net. When this is all said and done, i think I'm gonna be walking away with $227,000, 48 cents.
Speaker 3:It's, it's all this, it's the setup before that of your expectations and meeting with you guys and talking with you and knowing the Home right, coming in and getting some things that you may, because you've lived with for so long that we're gonna recommend Let's just get this done so we can get you to that net point and not being afraid to talk to you and say, look, you know we're doing this together. I mean, that's just the reality of it might be our sign, but this is your home, right, and so you know, are you open to these types of ideas? That's it. And ask you even more and more importantly than the money. It's like where you headed and what's the point.
Speaker 3:I mean we've sat and talked to people and said your spot is to stay here, you know, and they get a little shocked when you tell them that, right, because we're in real estate, we're here to sell homes. Yeah, and that's not always a case because we talked to people, we're about people. So, like you really think this is your best interest, have you thought about maybe remodeling? or you thought about doing this? looking at your tax base, looking at everything and just asking a little bit. And that's knowledge, right? Yeah, i think new agents, they'll figure that out as they kick the can down the road, that it's not about putting a sign up and this is here's my book That my company made, by the way. I'm gonna hand it to you, yep, and I mean it's here from a to z. This is what we're gonna do, right? But honestly, this is real estate a to z gets thrown out a ton and it's gonna get thrown out a lot more, starting about three months ago.
Speaker 2:Yeah, Yeah you better.
Speaker 3:You better know how to deal with people.
Speaker 1:I had a couple more things, but we're right on time. I think I can get into this once. Next time We're gonna I'm always gonna do is start going through some. I think it's a good in between these myths about real estate. I think it's got like 20 myths or facts and I think we can even play that game next time, because this was pretty tight. I think this was, this was good, and we're hoping for a guess next time.
Speaker 2:We got a couple people on deck trying to work, i tried to get one guy and waiting to hear back from him, he's been in the surfing world, he's been in the Wet suit world and now he's back in the fishing world here. So, okay, let's see, i just I just hit him up.
Speaker 3:Brian, you want to give the I just you know real quick, Yeah, I also you know, I think what might be totally off base.
Speaker 2:I got a question for you. Are people really listening to it till last time?
Speaker 3:Yeah, they're actually getting dropped.
Speaker 1:I think it's where it's where it should be. I mean, it's with all of them.
Speaker 3:Here's the numbers. Here go. Okay, let me hear a number.
Speaker 1:It has the path that you want it because I only have experience, because my bullshit one we've done. But yeah, there's, there's 400 downloads, 400 of all three right now.
Speaker 1:Well they find there, they find their own place and honestly dude The thing that. The thing you got to kind of shake it off here is like you, would you? I'll give you a translation to your business. Yep, if you could have an open house and talk to 300 people, how good would that day be, even if it's not about that house, just to come through the open yeah, just talking.
Speaker 2:Be hard to talk to 300 people, for it would be overwhelmingly great.
Speaker 1:Yeah, that's what's happening with this podcast. It's like it. What's happening is eventually, you, the you guys keep handing this out like a business card. You keep stacking episodes. We keep doing this. You have four, five, six, seven, eight, nine, ten. You give somebody a card, they go to episode one and they'll find their way through seven episodes. You're having conversations with people that you do and don't know.
Speaker 3:Yeah, literally when you download an episode, my phone rings.
Speaker 1:Yeah, it blows my mind, Yeah, and that's happening and it's my. Maybe it's a small amount if you have a direct one said you ambush Chris, grant and Paul.
Speaker 3:They said you hundred percent ambushed them.
Speaker 2:Yes, they said boy, when he's set up you know, That's nothing Chris got, But it's like you know the way.
Speaker 1:I look at podcasting right now that we're in. It is there's yeah, there's the Joe Rogan's, there's the certain celebrities and there's everybody else. That this is an extension of a business card, it's an extension of an open house for you guys is I guess it is that.
Speaker 2:That's what it is knowing who you are and what's going on, and helping out and Seeing who you are, because it right now people want to see real and you'll see you with the, with the over the long Hall.
Speaker 1:You guys have already some names that you've talked about and we'll have some people in here. The thing that your podcast has That's very interesting is, i guarantee you when, like you know, tommy Chong comes through, if we give him enough notice, can go and see Gary and he'll sit down with us, because what a fun Dude that would be to talk about not only business real estate, but home real estate, things like that. You know you guys have a lot of heavy hitters in the wings and when those happen, you know they'll promote it on their social medias and maybe it's 40 downloads, 40 downloads, 50 downloads, 60 downloads. You get like, you get Luke on here or something like that. You might get 600 downloads on that one and 20 new dedicated listeners. It's a it podcasting. I've realized it's like every other fucking business I've had. It's a long game. Yeah, we're either in it to build a small new marketing division of your business or not, overnight nothing does not generally.
Speaker 3:Thanks for that support, brian, but real quick, i just quick side note, for we shut this down.
Speaker 3:So I was in Vegas, as everybody knows, and I get a text from Chris says why isn't this your listing? It's Diana Mercer's, over on Opal Cliffs, and when are we gonna go see it? So this is a client. Got a hold me Saturday, chris, the one Paul ambushed I said I'm in Vegas. It's been on the market before. It was a bit overpriced. I go. You want Paul to set up a time to show it to you? his response I only want to see with you, fuck Paul. Thank you, do it, brothers, for your amazing place. Oh yeah, go ahead, take your time.
Speaker 1:Thank you Good brothers.
Speaker 2:They got a great spot here and also they got a lot of prints from Nelly Surfer here. A lot, a lot of photos come check it out.
Speaker 1:I'll do another solid. What I'll do is I think they've got a website or their actual Airbnb listing. Whatever this is on, i will, for those listening that want to pass on on, drop a link in our podcast So they can direct link to the to reserve this space because it's an amazing space. It's a cool space, anything else, boys.
Speaker 3:God bless Panama.
Speaker 1:I don't know if I can take this. Let's finish with Reggie.
Speaker 2:Thank you, chris, i'm coming after you. Thanks, boys You.