Real Estate, Sex & Gossip

Santa Cruz Real Estate: Tips, Laughs, and Trash Talk

September 13, 2024 • Paul Locatelli & Brian DeDiego • Season 2 • Episode 4

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What if you could master the art of balancing personal life and professional success in the chaotic world of real estate? Today, we’re joined by Shemeika Fox from EXP Realty and Greg Lukina from David Ling Real Estate, two industry experts with compelling journeys and invaluable insights. From the quirks of football season impacting open houses to humorous personal anecdotes about workout routines and favorite bridesmaid dresses, this episode promises a rollercoaster of laughs and practical wisdom. We even throw in some friendly jabs about sports teams and give a shoutout to local high school sports.

Shemeika Fox, with her 20-year tenure in the industry, shares her evolving motivations and passion for real estate, providing a lesson in dedication and client connection. Meanwhile, Greg Lukina's unique transition from construction project management to real estate, armed with an MBA from Berkeley, sheds light on how diverse skill sets can lead to success. Both guests emphasize the importance of balancing personal relationships with professional demands, particularly in a community-driven market like Santa Cruz where personal relationships often trump corporate affiliations.

Navigating the complexities of real estate, we also discuss the critical role of transparency and integrity in client-agent relationships. From new industry requirements for commission guarantees to the nuances of property pricing strategies, this episode is packed with expert advice. We stress the significance of a robust support network and integrity, encouraging clients to interview multiple agents to find the right fit. Wrapping up with practical tips on property pricing and the challenges realtors face, our episode with Shemeika Fox and Greg Lukina is a must-listen for anyone keen on the real estate market.

Speaker 1:

Oh shit, here we go. This is the Real Estate, sex and Gossip Podcast, the podcast with no talk about sex or gossip. Yes, sex, it doesn't happen. It was such an intention that never occurred. So we're going to talk legit real estate today. No sex, it never happens, paul, brian. Well, we'll try. Brian who's here?

Speaker 2:

Well, welcome. Can I start with what's trending, or should we just go right into who's?

Speaker 1:

here. I think you should introduce who's here.

Speaker 2:

So we are very honored here to have Shamika Fox of EXP Realty and Greg Lukina of David Ling Real Estate. Isn't he president now?

Speaker 3:

Do you have a title? Do you have a title? Nope, nope, just realtor, just realtor. Do you have a title? No, no, just just realtor, just just realtor.

Speaker 1:

Yes, a simple, a simple man, no broker, no, no, oh, and how smart are you? You know, berkeley, how fast do you want to start this process? Well, I don't know, I think. I think now we get to the what's trending.

Speaker 4:

If you call him president, he might have to sleep with the 900s.

Speaker 2:

That's Morgan would be like I will never. That is the truth. I only got an AS, so I'll respect you the whole podcast. I got a BS. You're underwear modeling.

Speaker 4:

Oh yeah.

Speaker 1:

This is when we deviate to the sex that is. That's generally when it happens. We can talk sex now too, now that we got Greg here we can talk sex.

Speaker 2:

Perfect Trending. Tonight's the election.

Speaker 1:

Oh wow, we're getting into it.

Speaker 2:

I just hope to see the candidates talk about real issues and stick to the points, unlike our podcast.

Speaker 1:

I hope it's a debate, not the election, because I'm not prepared yet. That's true. You said the election's tonight. Oh shit, the debate. Sorry, that's what I'm here for. Keep going.

Speaker 2:

That's why he got a BS so I'm just going over a couple quick things. Rumors my business partner, paul. I hear you're working out twice as much a day I am, but you're looking worse. I already told you I'm thinking about getting in the ring with you is he going to take his shirt off during the podcast? I don't know if you'll want that I know. Hence he's working twice a day.

Speaker 4:

Hold on he's actually tripping folks Are you still?

Speaker 1:

beating how many he did. His shirt is actually coming off, since we're not, it's a big arm.

Speaker 2:

Come on, greg the gun's out Ask. Greg how big his arm is.

Speaker 3:

They send me. They don't send you those photos. Oh yeah, I get, I get, I got, I got videos. He has lots of videos.

Speaker 1:

Well, because you know, he goes to the dumps for his clients, great boy, in a pretty shirt like that, but it was pink and a BMW. So who goes to the fucking dumps in a pink shirt and a BMW? Hey, you know what we do, what we got to do. I didn't leave my house in the morning and think I was going to the dumps.

Speaker 3:

I guess you don't have a lot of stuff, you know your clients have a lot of stuff you got to get rid of them for them. I get it. I don't. I'm not good at planning ahead like you.

Speaker 1:

There you go. You can borrow my dump truck, my trailer, anytime you want. What about that shirt? You can borrow the shirt anytime you want too. I got a whole bunch of them. I didn't know real estate agents got along this well. This is really encouraging. Yeah, this is great.

Speaker 4:

We need everybody to work for us when we're on the other side.

Speaker 1:

This is a good start. This is a good start. This is real agents here. I like it. Well, we mean, yeah, agents are doing business. So, brian, outside the election tonight. What else is going on? Football season? Are we both? Is it November 4th?

Speaker 2:

So we're talking politics and football. Well, what's going to happen to open houses right Now that football's here? This is the year I'll go out on a record Dallas Cowboys will win the Super Bowl, oh fuck.

Speaker 1:

Until we start at last.

Speaker 2:

All the Niners fans, may your year end in heartbreak again. It won't, and you're only as good as your last season and Raiders you guys are not going to get it. Wedding crashers. I'm going to ask you this are better.

Speaker 4:

Do I the movie wise? The movies, oh, oh god, I mean wedding crashers, just because like I would way rather crash a wedding than be a bridesmaid.

Speaker 3:

Interesting and what about you?

Speaker 2:

oh, definitely wedding crashers, okay, oh yeah, I'm a bridesmaid guy, so we're kind of getting to know each other a little bit more I like it.

Speaker 4:

I could tell that about you what color is your favorite bridesmaid?

Speaker 2:

dress baby blue, do you have? I did like that light pink one because I understand where she was coming from.

Speaker 4:

Some lace? Yes, absolutely Okay, I just real quick, real quick.

Speaker 2:

shout out to Santa Cruz High School girls volleyball, oh boy. And then Range Rovers suck. I just had to say that on the air.

Speaker 4:

This is a blitzkrieg, Well let's talk about Santa Cruz High Softball too.

Speaker 1:

Thank you, All right. Oh is your daughter. Doesn't Gino coach it?

Speaker 4:

He was Mission Hill. Is his daughter in high school now?

Speaker 1:

I don't know His son. He coaches the football team there. I know that.

Speaker 4:

So he may coach next year. I don't think his daughter right? Yeah, I don't think she's in high school yet. I think one more year at Mission Hill. I could be wrong, though, but he did coach.

Speaker 1:

Yeah, he coached the girls.

Speaker 2:

That was really funny. I'm going to jump in. I'm sorry. I know you have kids in fourth grade. It's okay. What are they doing?

Speaker 3:

They play baseball. Hopefully in soccer, baseball, flag football A bit whole over. Yeah, a lot of golf.

Speaker 1:

Hey, they won their championship.

Speaker 3:

We did, we won the AAA championship.

Speaker 2:

Go Scots Valley. So I'm assuming Morgan has given their athletic ability, because I've seen you hit a goal.

Speaker 3:

Well, she claims it all the time it's still up in the air, but yes.

Speaker 1:

I thought Big Greg was a big football guy.

Speaker 3:

I did have an opportunity. I got looked at by a couple coming out of high school. No football.

Speaker 1:

That is a sweet, that's a sweet burn.

Speaker 2:

You're great, you're very intelligent. She burns it All right.

Speaker 3:

Huge burn. You're great, you're very intelligent. She burns it. It's a huge burn, it's okay. It's okay. We did shit from softball to football pretty quick.

Speaker 2:

So I know I can see where it might have been. You got to be quick, so we go sidetracked here just a little bit. Where was that?

Speaker 3:

So I played high school football down in Southern California at a school called Capistrano Valley High School. I had a number of different universities that were looking at me when I was. When I graduated I went to walk on at Cal but I couldn't pass a physical and get out of the doctor's office, so I never actually made it onto the football field. Is that something you want to share with us?

Speaker 1:

Well, I feel like a wide receiver. What position? No, he's tied in. I played.

Speaker 3:

I played inside linebacker Wow, all right. Actually, the thing and this is this is actually to kids that are looking to go into college for sports, specifically football is I learned how to long snap and it was one of those things picked up by a bunch of schools that were looking because I could long snap and I had that specialty that they gave me opportunities and were taking looks at me that maybe wouldn't have given me opportunities. I had USC that I talked to Cal. I had a couple of schools on the East Coast that I that I spoke to about that walking on and and playing on their football team because I could long snap.

Speaker 1:

And it's the longest career in the NFL. If you make it to the NFL, those guys stick around for 15 years. Yeah, it's just, it's different. It's just it's a specialized spot and if you're really good at it it's a huge play. 15 years in the NFL.

Speaker 3:

And they protect you too. They don't let people run into you. It's like water polo?

Speaker 1:

There's no. Oh, here we go. You know what?

Speaker 2:

So this is special podcast is we have a couple of gunslingers which you guys are hearing from other companies. You guys are free to speak at will Anytime you want. You have the floor for any, put your face over them, any retaliation against Paul enemies and I do, and our listeners. So you guys know we're building and so we're going to have lots of sellers and buyers. The floor is yours and agents, because we think some shit's changing and I'm going to be curious to see what your guys' thoughts outside of us. I feel, since COVID's done, realtors no longer can rely on Zillow and phone calls. They're actually going to have to show what their true value is and we're going to talk about today.

Speaker 4:

Hallelujah.

Speaker 2:

That's right. And Shamika Fox she hit the real estate world by storm here in Santa Cruz. I think you took the videos to another level. I feel you're raw when you're filming and, in my humble opinion, I think you helped all of us step up our games when it comes down to the social media. You're welcome. You're welcome. I appreciate it. Thank you, you stepped out of the box and we're stoked to have you here. And then Greg Lukina is the son-in-law of the goat in Santa Cruz. Sally Ling Let me see if there's any more. Hang on. Oh yeah, greg and his wife Morgan are cutting edge thinkers in Santa Cruz and looking to continue the family legacy. Greg is a wonderful human being with a great personality and he does plenty of business himself here locally.

Speaker 1:

I'm now going to call him water boy, now that I know there's a beautiful feature on Morgan in the summer issue of Santa Cruz Wives Women in Business.

Speaker 3:

That is the truth and we can tell that Paul actually didn't get a chance to proofread all those nice things he said about me before. Let's go back to why you didn't get hired or get Cal Poly.

Speaker 3:

So I didn't walk on I actually. So I got diagnosed with stenosis of the neck and Cal had had a string of neck injuries and so I went and got a second opinion. Actually found out I had brain malformation and so I was. Yeah, so I lived with a brain malformation called KRE type one malformation. It's where your brain is herniating out the back of your head. We could all have that same thing here, unless you've had a head MRI. I haven't had any other issues with it, but I was considered high risk for catastrophic injury. Couldn't play any contact sports so, unfortunately, going to Cal, my thought was, if I couldn't play football, I was going to try to walk on the rugby team.

Speaker 1:

Yeah, I couldn't do that. That's definitely out.

Speaker 3:

Yeah, so that was it. So Well, that's good. Back to real estate and all that other stuff you guys talk about. I'm learning a lot. No see, that was great.

Speaker 2:

There is. So, Shamika Fox, tell our listeners a bit about you.

Speaker 4:

Oh gosh, what do you want to know? I've been selling real estate for 20 years. This coming February, I can't believe the business and I really wanted some gray hair so that people would take me seriously, greg you understand, I do.

Speaker 1:

He's had gray hair since he was 16.

Speaker 4:

So but now I have it and all I do is like cover it up all the time, so I do have gray hair under this dye. You can take me seriously. I love real estate because I feel like, no matter what your skill or your passion, you can be good at it. You can be great on social media and video, you can be great on one-on-one interaction, you can be great at taking people out to coffee, and you can excel just by that one thing that you're great at. So I think it's really cool. I think it's individualized and unique and I just I love my clients. I love connecting with them and, yeah, connecting with other agents and collaborating.

Speaker 2:

What company you work with EXP. What the fuck's that mean?

Speaker 4:

You were just today oh yeah, I forgot about it For like a really long time, and I'd like you to show me your bank portfolio, because I'm pretty sure you made some decent money while you were there.

Speaker 2:

Nice Burn, no, he's just a peak? I'm asking the fucking question.

Speaker 4:

I think it's it.

Speaker 2:

So, Shamika, tell us your why. Why do you get up every day and sell homes for a living? Why?

Speaker 4:

Why? That's a really good question, and I've played with the philosophy of why for many years and it changes all the time. The philosophy of why for many years, and it changes all the time. My most recent why is? I love being a part of something that is so transformational in other people's lives.

Speaker 2:

That's a great answer. I love that, greg. Yes, sir, tell our listeners a little bit about you besides the athletic stuff.

Speaker 3:

So I work for a company, david Ling Real Estate. I've been licensed now for about 10 years. I started with them at the end of 2023 and got my license early 2024. And about six years ago five years ago You're off on your math there.

Speaker 1:

You said you got it in 2023.

Speaker 3:

Excuse me, 2013. There you go, thank you. Thank you, Are you?

Speaker 1:

a little nervous.

Speaker 2:

Are you a little nervous? You guys are making me nervous. I'm not. Your eyebrows are sweating, I am slow.

Speaker 1:

Hey, I might be slow, but I'm not that slow. I need one of those teachers. Just to be clear, I just want to make sure, because I'm writing all this down. Hey, I'm good now, right.

Speaker 3:

The election, the election's tonight. He just started. His hair is great, exactly.

Speaker 1:

He's brand new, exactly Brand new agent. Yeah, doesn't know what commission is.

Speaker 3:

All these changes are new. It's like what I started in, so it's all good. So I started on the management side of the business and I helped David Sally, my wife Morgan, my sister-in-law Megan with the company and about five or six years ago I decided that I really wanted to just try being a realtor rather than be on the management side of the business, and so I've been doing that now exclusively for about the last five years and it's been kind of transformational in my life. It's given me the opportunity to really expand upon my background, which is in construction project management, and I got my MBA from Berkeley, so I have real estate finance marketing background also.

Speaker 3:

And I tell people all the time they go, well, you're not using your skills that you learned in construction project management, and I say that's what a real estate transaction is. I mean you've worked with a seller or you've worked with a buyer. You have a budget, you have a timeline, you're you're trying to fit everything into that piece and that's really what construction is. You know now my you know when I was building $60 million buildings. You know they were, you know, three-year projects, so we had additional time. But that's really all a real estate transaction is, and so I'm able to use those.

Speaker 2:

So would you really quick because Paul looked really confused explain what an MBA is, because Paul looked really confused explaining what an MBA is.

Speaker 1:

It's a master's in business administration and it's a graduate level degree that I got from the he thought it was the league that Clayton Clark plays in. Oh, God.

Speaker 3:

No, that's the WNBA, I believe, or the.

Speaker 1:

WWE. I'm just trying to catch up to her on the burn scale, because that's only one. She's got three.

Speaker 4:

I'm invited.

Speaker 3:

The question is can Paul spell MBA?

Speaker 1:

Hell fucking no.

Speaker 4:

But those muscles, though you guys all wash your mouth.

Speaker 1:

But, greg, the thing about that is like and I couldn't, I did a little bit of homework, because Brian always makes me do it is that your background made me think. You know, I always like to think with the articles in the magazine macro, micro, macro, micro. What is the macro, what is the micro? As far as you have tremendous engineering experience and project management, and now you're on this other side of it, what do you consider to be? Is the macro engineering and the final detail that the selling of that project? Do you see it that way or how do you see it?

Speaker 3:

Well, I see it as you know, it depends on the, on the client you're working with, right, Every in every house you walk into needs something different. Some people have updated their home beautifully, so you need you know just strictly a marketing plan. You know you need to come in and say, hey, here's how we're going to get you top dollar for your property and here's what and here's what we're going to do from a marketing level standpoint. Some people come in and you know the house needs to be repainted, refloored, refinished, all these different places. And then you get to actually put I get to put those project management skills to test. Do you actually get nerdy? And actually you know.

Speaker 3:

Do you really get nerdy.

Speaker 1:

In that pretty blue shirt. No, I don't get nerdy, I know, I know that.

Speaker 3:

Let me see your hands. Hey, I got good cows From the gym. Exactly that's the truth, and so those aren't any snails, and so you know kind of. So that really is what it, and so it's really identifying what project needs to be done, and from the buy side it's the same thing.

Speaker 1:

It is yeah, you're in the ecosystem right, Exactly yeah.

Speaker 1:

You know, but really it's identifying that schedule and that in that time and those you know, identifying a goal, identifying the schedule, identifying the budget and then working within those. And then there's a trend here and I'm going to kind of keep this connected to this side of the table as far as, like, I think, the your answer to the original question was great as far as why you know the why, why are you in this? And that was kind of a little bit more of the evolution of it. And I think on this side, like in this conversation now and we've talked about before on the podcast, but every single circumstance is different. There is no plug and play, right, Like for Brian. Do you see it that way? Like there is no. This is just, basically, we're going to square, peg, round hole this transaction.

Speaker 2:

No, it's different for everybody. That's why I was asking you know, and I was going to ask what your why is? Also because I think you handled it. Yeah, you know. And I was going to ask what your why is also.

Speaker 1:

Ok, I think you know why. Why did you change from you know construction background to selling real estate?

Speaker 3:

So because your wife told you to do it. No, I so when I, after I graduated my MBA, yeah, in 2013. There, you go, there you go Eleven years ago.

Speaker 2:

Twenty thirteen.

Speaker 3:

There you go. I got everything right. I was still working in San Francisco and so I was waking up every day in Santa Cruz. I was driving the hill, I was getting on the train, I was going to work and I loved what I did. I loved the relationships I built, I loved the client. We did a lot of work for affordable housing developers. So I was building, you know, two projects. I did One or senior housing. The other one was formerly homeless housing right in downtown San Francisco and it was wonderful work. It was really rewarding work. But the challenge was, I remember I was coming home one night and I was on Caltrain, so I would drive to Deer Dawn, I would jump on the train, I would take the train up in the city and I would take a bus to my office coming home and I told Morgan, my wife, I texted her, I said, hey, I'm going to be home early.

Speaker 3:

I got on the early train and that was usually around like right at five o'clock I get on 330 train and everything would be there. I walked in the door at nine o'clock and there was an issue with the train. I ended up having to get on a bus bridge. There was an accident on 17. And I just I looked at him. We were talking about having kids, you know something else.

Speaker 1:

At that time you walked in on something. Yeah, this is sex golf. I was really gonna say something, but I'm gonna keep it nice because I like morgan and so and so this and so.

Speaker 3:

This actually plays into my why and so why do I do real estate? And a lot of it is, you know, for my wife and my kids. And right, because at the time, you know, getting home at nine o'clock and really what I I find fulfillment outside of sports is, you know, coach my kids. Yeah, so I coach. Yeah, I coached little league, I coached flag football, I coached basketball, I would coach soccer if I knew what the heck was going on on the field. Soccer is not even a game but don't worry.

Speaker 3:

But it was it's I said it that I wanted to. I wanted to, uh, I wanted to be involved in their ass, in their life, and I also want to be involved in my wife's life, you know. So coming home at nine o'clock isn't sustainable for a relationship, and so that was really so. That was my. Why is I had an opportunity here in this community. Thank you, thanks to my mother, father-in-law, my wife, my sister-in-law, my family, and so that's that's kind of what what led me down here to that, so you have a high value on your time.

Speaker 1:

Time, yeah, this is time yeah.

Speaker 2:

Fucking long explanation to say time, but I thought I got emotional. I really like Greg. Let's talk real estate. You sure about that? Well, I have a question for you guys and Greg. This might be hard for you. I'm going to start with Shamika, but so.

Speaker 3:

I like, I like she gets all the questions first, so it's OK.

Speaker 2:

No, people here. She's not scared. People hear from Paul and I all the time that it does not matter what company you work for. It's about what your clients. They're working with you. What are your guys' thoughts on that?

Speaker 4:

I 100% agree. I've worked now with three companies, so you guys are all on your like. What 12th company, nice, is that right?

Speaker 2:

I would have to count and I only have two hands.

Speaker 4:

Okay, like I said and I've never been hired because I work at a specific company and I've never not been hired because I don't work at a specific company they want to know what value we can bring to them as sellers, as buyers. They want to know, like, how involved we personally will be and, ultimately, they want to see if our personalities mesh, like they're not, at the end of the day, working with my broker, they're hopefully never going to have to talk to my broker.

Speaker 1:

Got it. You can't talk to your broker. Good luck at calling her.

Speaker 2:

It is a not I do I'm loving it.

Speaker 1:

It is a really good point, though. On my life. I'm 56, but we've been through three transactions and I don't remember. I got to be honest. I remember the people. I don't remember. Caldwell Banker, I couldn't tell you. Right now I know the names of my agent, but at that particular time I couldn't recall who they were working with. Well, back in the day, it was about the company, it was about who you worked for. Even when I first started in 2001, it was about who you worked for Before it broke up into a lot of.

Speaker 1:

Before it broke up to everybody. Put their names on all the strict signs.

Speaker 2:

This is a tough one for Greg here, so I want an honest answer. You know Morgan will listen to this but you got to give an honest on, and I've worked for five Shemeka. All right, here we go In the last six months. How's that stock going at length? Anyways, it's not what this is about. What stock that's?

Speaker 3:

exactly my point. So I think what you're talking about here is the company import Correct. So, and I think Santa Cruz is an extremely unique area and what I mean by that and talking from somebody who's with and I would say all of us are with kind of smaller boutique brands. You know Chimica, I know your, your company's larger, but the Fox Realty Group that you, that you advertise and work under, you're smaller, more unique, and that's like David Ling Real Estate. We're large within this community but in the ecosystem of real estate we're not very big at all. But you look at it and tell me a community, another community you got to stop pounding on the table. Even in the Bay Area that has the two.

Speaker 3:

Typically the top brokers in the area are two companies that are independent and it's very hard to find that place and that's a lot to what Santa Cruz has, and I think Santa Cruz has. What they have an appetite for is supporting locals, and supporting local, I mean you look around and that's really why we can all thrive in what we do. I mean, as a realtor, we are a small, local business. We are a local business and people want to support us. So, yes, I completely agree that you know my clients hire me not necessarily because of the David Ling Real Estate name but because they want to work with me as their realtor.

Speaker 3:

However, I do believe that in this community that we see people who may make a decision not to interview somebody because they maybe work for a larger brokerage, because they want to support the local business, and so I think that's something that is critical, you know, for us at David Ling Real Estate, something that you know. I think my mother and father-in-law have valued that Morgan values you know that I value is that local business and I think you know we can thrive because that's what Santa Cruz is, and I don't know if we could. I don't know if we could necessarily thrive in another community because they might not put that same value on there.

Speaker 2:

So okay, no, thank you, that's important. Can I add one thing?

Speaker 4:

Absolutely, I would say that, as an agent, like our clients choose us for the value that we can provide as an agent. We choose a brokerage or a company for the value that they can provide. So I think it's about what we get so that we can better serve our clients.

Speaker 1:

Correct, and that's I love that. I wish we had a callable banker agent here, and that's because he would say something totally different and I would say it's all about corporate backing. You got the biggest company in the world behind you. There's nobody better. And I can't speak that compass and they have to get bought by compass. No, that was Thunderbird. Oh, no, I mean the agent of the agent. What's, what's who? Who left we?

Speaker 2:

don't have to call names out, I'll call them out. We should have called Sam you want to say something.

Speaker 3:

Greg, I'm all good. You guys Paul's over there on fire, so let's let him.

Speaker 1:

I have an interesting segue here and maybe it's it's just we blow by it or not, but you, you spurned me on to look up something, this NAR settlement. I'm going into it. Yeah, okay, go ahead. Mostly, this is just me. I'm on the other side of all this, but it makes me wonder about all of this because it seems like just the cursory view of it is that this is intended to settle a playing field. It's intended to basically $418 million settlement. That, I think, is a stop point to say let's have a new conversation about commissions or have a different sort of. I wrote down buyer rep agreements have to be there's just is this a good time to have this conversation? I was going right into it. Okay, good, I'm glad you're so, whatever we get, just tell me about that. What is that? What is this? Because it comes into effect this month, correct? It's already it's already started.

Speaker 4:

Okay, all right, so here we are. So whoever wants the floor out of you guys, fire away, because this is a big topic, as we all know. I know I'm sick of talking about it. Actually, I think that, first and foremost, it actually is going to, and has already started to, professionalize our industry, which I am a very big fan of. It's insane to me that you can take three tests and a state exam and then manage somebody's potentially largest asset just off that, with no additional training, no classes. But now, as we've been talking about what is the value that we're bringing to our clients and to our community? Now we have to show that, not only on a seller's side, but on a buyer's side, because they have to sign a piece of paper that says that they guarantee a certain amount of commission to go even look at properties if we close on a property Creates transparency. Yes.

Speaker 3:

And the other thing too is it kind of makes sense, right? You know the buyer, you know, before it was done, the listing agent and the seller would negotiate what a buyer's agent is going to be paid and at the end of the day, it makes sense to me that you're providing the service as the buyer's broker, the buyer's representation to the buyer themselves, that you should agree as to what level of commission or compensation I guess we shouldn't use the word commission that you're being paid for that level of service that you're looking to provide. And I think it gives everybody the opportunity to work for what they feel is fair. You look at attorneys, you look at other service providers. They're able to say, hey, this is my fee, this is what, this is what I'm going to charge, and then they're, they're able to. You know clients willing to go hey, yes, greg, I will work with you. Or I'll go talk to Paul and see what you know, see what he provides for his service. I will talk to Shem.

Speaker 3:

It gives people really really good opportunity and I think it also you know so much in our business I found working with buyers is nobody wanted to talk about compensation to the buyer's broker, nobody wanted to talk about how they got paid, and this really puts it to the forefront. You have to have that conversation now, which is outstanding. People should know and I think, ultimately, if you're doing a good job for your clients, they should be honored to pay you what they're going to pay you, because that's that's really what we do, right. That's. I want to hire a contractor who's going to do excellent work and I'm thrilled to hire that contractor. You know, I'm thrilled to hire a trust attorney who's going to write me you know a great trust. Or put my family, I'm thrilled, I'm excited to hire a great financial planner who's going to be able to grow my grow, my investment.

Speaker 4:

And do you expect to pay them when they?

Speaker 3:

work for you for 10 or 12 months Correct, I expect to pay them and so, and I so I think that's what's been great about this is to have that conversation up front and really it makes it transparent for the for like that and that's, and that's really what I found has been I found in business and in personal relationships.

Speaker 1:

We've talked about this on the podcast at some point, where I've had this little saying in the companies I've worked for, where there's no such thing as bad news, it's a current event, uncommunicated, and that can come down to fees, that can come down to an interpersonal relationship with somebody If it's happening. Something horrible happened If I tell you right when it's happening, it's happening to us and that could be a fee, that could be a circumstance with a you know. So I think it's kind of what's your take on this, nar?

Speaker 1:

That epic, the peak. Go ahead, paul. How many companies now?

Speaker 4:

I actually do want your count. How many companies have you worked for?

Speaker 1:

Bailey's Lifestyles. Serino, exp Epic.

Speaker 4:

Okay, so five one hand.

Speaker 1:

One Epic, okay, so five. One hand, one hand.

Speaker 4:

I thought it was more like seven.

Speaker 1:

So what are the ones? I didn't know. David Lang wouldn't take me. I tried On a Christmas.

Speaker 3:

Eve, don't worry, you showed up at the Christmas party. I got shut down.

Speaker 4:

I shut down.

Speaker 3:

I bet you showed up to multiple Christmas parties.

Speaker 1:

I did I did.

Speaker 3:

I've been to a couple.

Speaker 1:

Paul, I get that. Yeah, I've done that too. We just got to get this and I got that. I got the feeling that offer still does not stand, oh no it's never I got this.

Speaker 3:

It's on my question, we'll invite you to the Christmas party. Yeah, that's about it.

Speaker 2:

You're always welcome back. That's great. My question number 11, which it saddens me that Paul and I are not in the lean family anymore. The flowers that Paul purchased have no effect on Sally.

Speaker 3:

I can't speak to how my mother-in-law responds to the flowers.

Speaker 2:

She didn't like those flowers. That's a whole nother podcast folks. Those are expensive flowers, by the way. Yeah, I love when I get a bill Real quick, if I'm a buyer, okay, and I'm looking at you three, okay, and I'm sitting there and I'm like shit, I got to pay one of you guys.

Speaker 4:

Potentially.

Speaker 2:

Potentially. Of course, we all know we can negotiate right. But let's just say there's some listing agents out there that are not that strong and they just want a listing right, so they're not playing the game. I just question what would you say to a buyer not playing the game? I just question what would you say to a buyer Like how would I choose one of you? Should I be interviewing you guys If I'm a buyer listening right now, going well, fuck, I got Shamika and I got Greg and I got Paul. All these three are hitters. What do I do? And I let's say I know all of you, but I, I I'm going to end up paying us. What do you recommend they say and do you recommend the interview?

Speaker 4:

Yeah, I've actually been on more buyer broker interviews or presentations in the last two weeks than I have in my whole career, which which I like. Again, it's like about professionalism, like if you're going to go to a doctor, are you going to get a second opinion? If they're like you have a brain, what did you call? It Malformation, malformation Did you only talk to one doctor.

Speaker 3:

No multiple.

Speaker 4:

Right, exactly so. You're going to want to get multiple opinions so that you can see what is best designed and fits your needs. And if somebody says, like I have a team of a hundred people, you're going to be passed around. Nobody's ever really going to know what is going on with your transaction. Some people work that way. Some people it's like you're going to get me. Here's my phone number. Call me day or night.

Speaker 4:

It really is so individualized and I think ultimately it comes down to personality and the value that you're providing. Like, are you just sending them listings that are on the MLS, that they can find on Redfin or Zillow? That's not a huge, tremendous value. Are you opening doors Then? Like, what is your vendor list? Can you project manage? Can't like, who do you have in your pocket that you can make sure everything goes seamlessly, from escrow officers to financial planners, to estate attorneys, to real estate attorneys, to contractors, like I, like. I think that's a huge value, because if you have ever tried to make an appointment with a contractor and have them keep it, it is a huge time suck, and if you pass that off to a buyer, they can't do their job. That is, affording them the ability to buy their house.

Speaker 2:

I love that and I'm going to lead into Greg, because you said real estate attorneys and we know they have a lot of them. Hey, greg, how do you answer that question? Got one.

Speaker 1:

What is it? What is it? I got you back, don't worry, I didn't get that, like I get into a lot of trouble.

Speaker 2:

Yeah, there's, there's nothing to get, there's not that was nothing, okay, perfect.

Speaker 1:

It's funny in my head. Yeah, he's just thinking out.

Speaker 3:

You know so I was I everyone's different? Yeah, so, and as uh shamika mentioned, you know it's I've that I've been doing uh, buyers or buyers meetings. Before meeting with buyers Now I wasn't having them sign a buyer representation agreement, but it's in the last you know four years I've really sat down with buyers and it's a good way for a buyer to interview me and for me to interview a buyer. And I make that very clear during that discussion, I was on one last night as Paul was texting me some videos Was it last night? No, it me some videos that were last night.

Speaker 1:

No, it was this morning.

Speaker 3:

Yes, we can share afterwards. And I actually encouraged the buyers, not because I didn't want to work with them, I thought we had a great relationship but I said, you know, here's my fee, here's my services that I provide for this fee, here's what I think sets me apart from the other realtors in the marketplace, that I think I'm going to be able to help you in, in, in purchase your home. But I said you may want to go out and talk with other agents and there's other agents out there that may do something different or may do it for a slightly, slightly different fee, and that's up to you. And I would encourage you to go, go and have that conversation, you know, with the, with those other agents, because really that's the only way you're going to know who's going to be, who's going to be that that best person for you.

Speaker 1:

That's the baller move, and I run a commercial landscape company on outside the magazine and that's the number one move I make, which is this is us, this is our 60 year history. Talk to Cain. I give them the names, all the people I know, k and D, all the ones that you know, your competitors, because that's just integrity in your process, integrity in your thing. So I love that. I love that too. I thought that was a really good one and your answer was great. I was going to do a little Agent Roulette question.

Speaker 2:

Should Paul answer it or no? No, I'm good, you guys want to know.

Speaker 1:

I walk in and smile and say, hey, we're good, let's go.

Speaker 3:

So Paul just says if you want free dump runs for life, hire me.

Speaker 1:

If you want free dump runs for life, you're right. But Shamika answered one of the ones. That was a great question. One of the questions I had was tell me about your support network, and I think you clearly went down through everything that I had in that one as far as lawyers, mortgage advisors, handyman stagers that's such a Well. That's what it's about. They look at you. You have to know everything. I mean there's literally like I do construction, like with Greg, we do background checks, but you have to have a tax background, you have to have a financial background.

Speaker 1:

Now explain to me one thing has that changed over the decades? No, or has that always been? I've been climbing under houses before. I've done so much stuff that you have to. They think you know everything and you have to know everything. I mean law or somebody else that knows everything. I'll find that person. But when you have to, if they wait too long and you can't give them an answer real quick, I've seen people say fuck it, I'm out of here. Is it fair as a buyer? Because here's the thing is. I would imagine it's in the high 90 to a hundred percent range that an agent's going to tell me I have a great network. There's going to be a shit agent that says how's your network? And they're like really it's kind of weak, but we'll do our best. But can I check on? I can get referrals. Can I check on their networks Like okay, is that a fair question? Yes, okay, a hundred percent.

Speaker 4:

And I think that comes from client references. Like I would be happy to write you like 10 references Go right, everybody. And also like call my people. Like how long have you been working with Shamika Right? How many houses have you all done that?

Speaker 1:

So we're going to be going against time. Do you guys want to play the agent roulette? I've got some questions. You just pick a number. I'm going to give you a question as if I'm a buyer. We do, but I got to get one last question. He's pointing at Greg again.

Speaker 2:

Hey Greg, I'm looking at Shamika. Hey Greg, yes, I got to ask this question.

Speaker 1:

How can you live in a golf community and play the same course over and over and still suck. That's what. That's what Byron said.

Speaker 2:

I'm not going to go into Byron. I was out of bounds and Greg hit when I mean you know I was fucking there, but go ahead.

Speaker 3:

So I spent most of my my young life playing baseball and so I've had to, over time, develop my develop a golf swing, which has been more and more challenging. When you don't really pick up a golf club until the age of 30, it makes things more challenging. So, you know, I look at my kids who've been swinging a golf club since you know the age of one or two, and I'm really jealous of them and how their swing is going to look when they're my age.

Speaker 1:

Have you ever tried swinging that club between your legs like a long snapper. I have not. I have not because that's where the muscle memory apparently is just just long snap the ball down the fair.

Speaker 3:

That's exactly I like that I like, that I don't. I don't know if that applies in the uh, not in past you want to play, I, I do.

Speaker 2:

I just really quick. I know the links do amazing job. On charities and community and, oh right, on our community, yeah, and I love that we've played in the golf tournament. Awesome, shamika, shamika. Does your company PX, what are they called again? Oh shit, I keep forgetting EXP. The man just had a seizure on him. Or you for the community. You guys, is there stuff that you just want to plug really quick Because we know you guys do an amazing job over at Ling?

Speaker 4:

I again am an individualized brand that's brokered by EXP and I personally am in this community and want to give back, so we do fundraisers for second harvest food bank.

Speaker 1:

we sponsor local teams, softball santa cruz hi, yay, that's the first time she got close to that market, not a girl, go get them um, and that's not a sport either. Who?

Speaker 2:

said that me, me. He played water polo. Don't listen to him. Watch him on the Speedo his whole life, or underwear, yeah, don't even bother. He didn't even know what a football was when we met, so go ahead.

Speaker 4:

Yeah, what We've adopted families to the Adopted Family Foundation. We always find a charitable way to give back to our community because it's the most important thing to do If we don't have a community to give back to our community, because that's the most important thing to do. If we don't have a community, we don't have anything.

Speaker 2:

That's awesome. Both you guys thank you for that Honestly, you guys, I know what you guys do.

Speaker 1:

And we're going to reverse this because I'm going to keep you on time, but we're going to do the instead of answering these long form. No, we're perfect.

Speaker 4:

It's. I think it's really fluid, like you could say how many listings you have signed and how many buyers you have signed, but it's a really like. I have buyers that call me all the time but I don't have a signed contract with them right now. I have sellers that call me all the time. So like, how do you define representing?

Speaker 1:

And my notes said it might be a good question to ask, because it's twofold. One it shows experience. The other one shows it might be that you're representing buyers and I'm a seller, and so there might be. It might be. Or do you already have enough time for me too? That's a third part. Exactly that's what I've had. Hey, you've had 10 listings. Do you have time for me too?

Speaker 4:

But bottom line from a, from a buyer standpoint and our listener standpoint.

Speaker 1:

Good, great question to ask. I think so, absolutely, yes, yes, okay, I think it needs a bit more clarity. I would say I would say I'm going to treat this witness as hostile. You're allowed to go right ahead. Um question, you remember we don't have to answer. We can pull it, but how do your fees work? Good question to ask.

Speaker 3:

It's on to Greg, I think, yeah, well, it definitely is and I think it's part of the discussion. Now I don't even think it's a question. If you have to ask that question, I think you should look to interview another agent to be honest with you. Okay, so, because really it should be one of those things that you're having that discussion upfront now with any potential client. Now, maybe if you're meeting somebody at an open house and you're getting to know them, but if you're sitting in a representation, if you're sitting in a meeting and having a discussion about them representing you, I think that needs to be addressed by the. You know that needs to be addressed up front. So, realistically, you shouldn't have to ask that question, in my opinion.

Speaker 1:

Okay, but theoretically, one that should. You don't need to ask it because it should be. No, it should be answered. It should be answered by the time you leave. All right, how do you plan to market my home? Good question, I'm looking at Paul. Great question, okay, and for the world, that's more of a 2024. Brian doesn't know how to market.

Speaker 2:

It's more relevant right now.

Speaker 3:

I'm brand new at this. He's going back to trifolds. What I would would recommend on that is more of who do you envision being the buyer of my home? How do you, how do you plan to reach them? Because I think personally anybody can market a home right. Anybody can come in and take pretty photos, anybody can put it on the, you know MLS, anybody can put it up, you know on, you know on. Have it syndicate out there. But are we really going to focus? What's our marketing plan and how are you going to reach the buyer who's ultimately going to purchase that property?

Speaker 4:

That's the MBA.

Speaker 1:

Yeah, no, I think you did a wonderful job with it, with your, all your videos and the crazy shit that you did, and I think that we were complimented earlier on that. And for me, I can speak without real estate. Talking about the magazine is the the. The goal there is to continually be having meetings, talking about meeting people where they're at, and that can be in 15 seconds, 30 seconds, one minute, eight page editorial, it can be in features, it can be in collaborations with strategic partners, and so marketing is a big one and we'll just blitzkrieg. This one's interesting to me. I want and we can go through, I want to keep you on time. Is what is your list to sales ratio? Is that a good question to ask an agent?

Speaker 4:

You'll have to ask them before they show up so that they can look up their numbers Right, and then I'll tell you one of the things I don't want to.

Speaker 1:

Jeff Wickham will know, yours it's not.

Speaker 3:

See, I don't. I don't think that's a, I don't think that's a real valid question. I think the bigger question would be how do you recommend pricing a property? Because, at the end of the day, the list price, which is your list of sales ratio, is up to the seller, up to the owner of the property. So you can give advice all day as to what the price is going to be and they may say no way, I want to go 30% over that, I want to go 30% under that. So then your list of sales price ratio is you told them what the market value was, but your list of sales price ratio is off. So more of a better question. My opinion would be how are you going to guide me in pricing my property? And would be would be my that's a great one.

Speaker 1:

What do you think about that question?

Speaker 2:

I feel, like I want to hire Greg to sell right now and I'll give you this Isn't it gotcha Very Robert Bailey-esque to you, I just want to say and that's a compliment, oh, you're going politician on him.

Speaker 3:

I'm not running for office anytime soon, sorry guys.

Speaker 1:

Here's the thing and this is not the gotcha part, but the thing I looked up is it says if it's it, basically, if it's way below 90%, that's a concern. Way below 90% is what this article said. If it's over a hundred percent, you have to be. It's a warning. They might be padding their stats Like you may be padding it, you know. Basically to get to get that answer, but I think I like the consensus answer here, which is like maybe that's not the right question. Yeah, Okay, and that's you guys. We'll keep you on time. We're going to get out of here. Brian, you want to close this out a little? Oh, here we go, you guys want to hear my country's national anthem.

Speaker 1:

You know I have that. I don't have it queued up.

Speaker 4:

When does the sex talk?

Speaker 1:

start Right after we hit. Don't be looking at me like that. Now you guys, I usually ask people to stand right now. Usually we ask people to stand right now.

Speaker 2:

We want to thank Greg Lukina and Shamika Fox, two fantastic realtors. Keep them in your repertoire. Give them a call.

Speaker 1:

And we'll put all of the relevant. I'll get it after this through text, but we'll put all of your contact information in the drop down notes on the podcast, Spotify, Apple, all of it Sweet.