146: Jason Cummings, Remove the Floor, Cummings & Black Group @ SERHANT.의 전체 녹취록

store manager. 00:02:02.079 --> 00:02:02.319 Okay. 00:02:02.400 --> 00:02:16.879 Um that's where I learned a lot of my tools for real estate, honestly, is uh pivoting on your feet with uh economics, uh client management with the clients coming in the doors, uh, staffing, managing the staffing, uh, and managing the overall business. 00:02:17.199 --> 00:02:19.759 When you started with them at 18, what are what are you doing? 00:02:19.840 --> 00:02:21.439 Like, what's your first job with Trader Joe's? 00:02:21.680 --> 00:02:28.960 Well, 18 to 21 years old, I was just a part-timer to fill, fill the pockets to live on my own because I was renting an apartment with a good buddy of mine. 00:02:29.120 --> 00:02:33.120 And so just hustle and bustle in Southern California trying to work your way up. 00:02:33.199 --> 00:02:37.919 Uh back in the day, Trader Joe's used to give raises every three months. 00:02:38.159 --> 00:02:38.479 Okay. 00:02:38.639 --> 00:02:42.240 And the faster you worked could lead to a dollar raise every three months. 00:02:42.560 --> 00:02:44.159 So I mean you get some real money. 00:02:44.560 --> 00:02:50.159 I mean, in two years, you get eight dollars in raises, you're making like 18 to 20 dollars an hour in the in the mid-90s. 00:02:50.240 --> 00:02:50.879 That's a lot of money. 00:02:51.120 --> 00:02:52.639 A lot of money as a young, as a young kid. 00:02:52.719 --> 00:02:52.879 Yeah. 00:02:53.120 --> 00:02:53.520 Young man. 00:02:53.680 --> 00:02:53.840 Yeah. 00:02:54.159 --> 00:02:58.000 It sounded like initially it's a it's a part-time just kind of figuring things out. 00:02:58.159 --> 00:03:05.599 At what point does it turn into you know something that you see real potential with and and then turn into a decade-long career? 00:03:05.919 --> 00:03:13.680 Back in the day, they uh before they got too corporate, the the management's management level made six figures a year, which was a lot of money back then. 00:03:13.840 --> 00:03:15.919 And so really started just striving towards that. 00:03:16.000 --> 00:03:18.240 Plus, they had great benefits, great retirement. 00:03:18.400 --> 00:03:23.360 Uh, a lot of people made a great career out of it, and uh, but they had a rule, you had to be 25 years old to be a manager. 00:03:23.680 --> 00:03:26.159 And so um, I became a manager at 22. 00:03:26.240 --> 00:03:32.560 Uh, it took a it took a long time to get there because of the the politics of letting someone sub-25 get in. 00:03:32.719 --> 00:03:34.000 But I I took it as a challenge. 00:03:34.080 --> 00:03:36.240 I had fun with it, and I got my promotion. 00:03:36.400 --> 00:03:39.520 Uh, got shipped off to a store in the valley, which was a different reckoning. 00:03:39.759 --> 00:03:40.240 I like it. 00:03:40.319 --> 00:03:40.639 I like it. 00:03:40.879 --> 00:03:43.120 The value will teach you a lot. 00:03:43.599 --> 00:03:44.560 Do you consider yourself? 00:03:44.639 --> 00:03:48.560 I mean, it sounds like you were uh a self-starter from an early age. 00:03:48.800 --> 00:03:48.960 Yes. 00:03:49.199 --> 00:03:54.800 Like was work ethic just kind of something it's coming from somebody who didn't really work hard until he was about 25 or 26. 00:03:55.039 --> 00:03:56.560 Was that just kind of part of your DNA? 00:03:56.879 --> 00:04:03.360 Honestly, in Southern California, if you didn't work hard, you got pushed down, lesser hours, lesser pay, lesser job quality. 00:04:03.840 --> 00:04:04.879 Competition is just fierce. 00:04:05.199 --> 00:04:10.000 Where I grew up, you had the the fierce at the top are the ones that that made it out of it a little bit quicker. 00:04:10.080 --> 00:04:12.639 And so you you had to kind of just put your grind in. 00:04:12.719 --> 00:04:18.959 And so that that kind of set the foundation for me to just understand what work means and then being very innovative. 00:04:19.199 --> 00:04:27.120 Because at that store, before the politics kicked in and became a big company, there's a lot of integration of creativity on how that store was ran. 00:04:27.199 --> 00:04:31.040 You know, most profitable store, retail store in the world price per square foot. 00:04:31.360 --> 00:04:39.439 So you're you're talking like those little Trader Joe's stores in California would do as much volume as a big like Safely or King Supers would do. 00:04:39.600 --> 00:04:39.839 Okay. 00:04:40.000 --> 00:04:41.279 In like a 20th of the size. 00:04:41.600 --> 00:04:42.319 What was it about? 00:04:42.399 --> 00:04:45.040 And still, I mean, their their model is extremely popular. 00:04:45.199 --> 00:04:49.920 What was it about them and their innovation at the time and what you were a part of that was making that possible? 00:04:50.319 --> 00:04:56.000 If you walked into one of their stores, the customer service in those stores was substantially elevated. 00:04:56.240 --> 00:05:01.120 So everyone, everyone that walked in just got really, really taken care of. 00:05:01.279 --> 00:05:11.600 Um very outgoing uh employees, and so the reputation was elite customer service and very, very inexpensive, you know, commodities. 00:05:11.920 --> 00:05:12.240 Okay. 00:05:12.480 --> 00:05:12.879 Yeah. 00:05:13.120 --> 00:05:13.360 Okay. 00:05:13.600 --> 00:05:16.560 Overshoot the value, like give them give them more value than you're asking for. 00:05:16.800 --> 00:05:16.959 A lot. 00:05:17.120 --> 00:05:19.680 Like it's like a like a boutique hotel. 00:05:19.839 --> 00:05:20.160 Yeah. 00:05:20.319 --> 00:05:21.839 I mean, do whatever you want. 00:05:22.240 --> 00:05:24.079 So you become a manager at 22. 00:05:24.160 --> 00:05:29.439 You say you're you were there about uh a decade soon in management for six, so let's say roughly six years. 00:05:29.600 --> 00:05:29.920 Yeah. 00:05:30.160 --> 00:05:32.160 Uh what are some of your biggest takeaways? 00:05:32.240 --> 00:05:39.519 Because you mentioned a lot of that transitioned right into real estate, but what are some of your your big

kind of aha moments in those in those years in management? 00:05:39.839 --> 00:05:46.319 I think learning customer service and how to take care of people and be present with them uh was a huge learning curve. 00:05:46.399 --> 00:05:55.439 Uh, and then being able to handle so many tasks on your feet without preparation and getting hit on the side throughout all those challenges. 00:05:55.519 --> 00:06:02.560 So it you know, it taught you discipline, taught you how to think quick on your feet, but also prioritize the client first no matter what that day is looking like. 00:06:02.800 --> 00:06:03.279 That makes sense. 00:06:03.439 --> 00:06:04.240 Yeah, a lot of pressure. 00:06:04.399 --> 00:06:06.399 I mean, the store opens whether you're ready or not. 00:06:06.639 --> 00:06:06.879 Okay. 00:06:07.199 --> 00:06:08.639 There's a lot of heavy lifting before the hours. 00:06:08.879 --> 00:06:12.000 And you mentioned shifting to the valley was uh another animal. 00:06:12.160 --> 00:06:18.879 Uh some of your uh toughest, toughest lessons there or any that that you still kind of look back and reflect on now? 00:06:19.279 --> 00:06:20.160 Insanity. 00:06:20.959 --> 00:06:25.519 I mean, yeah, you're I mean you're dealing with yeah, you're dealing with some interesting people with a night cruise. 00:06:25.839 --> 00:06:26.480 Oh, I love it. 00:06:26.560 --> 00:06:27.360 Yeah, I love it. 00:06:27.600 --> 00:06:34.399 So, how does that period of time, I mean, you're you're successful in it, you're building, but obviously uh a transition came. 00:06:34.560 --> 00:06:37.600 What what kind of brought about the transition of that? 00:06:38.000 --> 00:06:42.079 Went to DC to open up uh five or six stores with a three-year contract. 00:06:42.160 --> 00:06:47.360 Uh realized going from Southern California to Washington, DC without my friends was really, really hard to take. 00:06:47.680 --> 00:06:48.879 I never recovered from it. 00:06:49.040 --> 00:06:49.199 Okay. 00:06:49.439 --> 00:06:51.279 And so um into my three-year contract. 00:06:51.519 --> 00:06:52.480 Like mid-20s at the time. 00:06:52.639 --> 00:06:54.480 Yeah, 27, 28. 00:06:54.639 --> 00:06:56.079 Well, at the time, 25. 00:06:56.959 --> 00:06:59.680 I got married at the same time I relocated to DC. 00:06:59.839 --> 00:07:01.920 So did my three years, wasn't for me. 00:07:02.079 --> 00:07:07.759 My wife had a bunch of family in Denver, and so we decided to relocate to Denver with a newborn in a U-Haul. 00:07:08.000 --> 00:07:08.319 Okay. 00:07:08.480 --> 00:07:10.079 Um, and uh moved here. 00:07:10.160 --> 00:07:12.639 And I always kind of craved getting into real estate. 00:07:12.800 --> 00:07:20.720 And so uh started researching, Googling uh best builders to work for in Denver in Denver, Colorado, and McStain kept on coming up. 00:07:20.959 --> 00:07:33.920 So I I fought my way into getting an assistant position come with a grocery store resume into an assistant new home salesperson, which also which also took going into the new home sales office like once a week for two months until they hired me. 00:07:34.160 --> 00:07:34.800 I like it. 00:07:34.959 --> 00:07:38.720 Um and then just picked it up, picked it up very naturally. 00:07:38.800 --> 00:07:43.839 It was it was easy um to sell off a paper and to sell the vision of the home. 00:07:44.079 --> 00:07:46.800 And um I found it to be very easy. 00:07:47.439 --> 00:07:50.000 Was it uh so a couple things. 00:07:50.079 --> 00:07:52.959 What what put real estate as much as you remember? 00:07:53.120 --> 00:07:54.800 What put real estate on your radar that way? 00:07:55.120 --> 00:08:01.439 You know, I don't remember telling my wife, but when she I was dating her, she said you always said you wanted to get into real estate. 00:08:01.519 --> 00:08:02.720 I don't remember those conversations. 00:08:03.360 --> 00:08:05.839 So I think I just wanted to get into it. 00:08:06.000 --> 00:08:07.680 I think I like architecture. 00:08:07.839 --> 00:08:15.680 Uh like that I like the thought of uh development and construction within single family residential. 00:08:15.920 --> 00:08:19.199 And for some reason, that just pushed me that way. 00:08:19.360 --> 00:08:21.439 And so I took the leap and got into it. 00:08:21.680 --> 00:08:22.240 I love it. 00:08:22.319 --> 00:08:22.480 Yeah. 00:08:22.720 --> 00:08:26.240 And at the time, so it's the the two of you, did you have children at that point? 00:08:26.399 --> 00:08:27.199 I didn't catch a few. 00:08:27.439 --> 00:08:30.879 We we had a newborn, so we had an infant uh during this transition. 00:08:31.680 --> 00:08:33.759 Yeah, and I quit, I quit without a replacement job. 00:08:34.000 --> 00:08:35.519 That was gonna be one of my next questions. 00:08:36.000 --> 00:08:36.960 And what is she doing? 00:08:37.120 --> 00:08:39.120 Is she uh at home with kiddo at the time? 00:08:39.360 --> 00:08:44.000 Yes, she did commercial property management until we had a kid, then she stopped working. 00:08:44.159 --> 00:09:01.600 But um, I'll tell you, if it wasn't for us at 25 years old, buying a home in Virginia for$270,000, okay, which led to selling it at$490,000 in two and a half years, if I didn't have that$200,000, I wouldn't have been able to quit my job and get a U-Haul moved to Denver. 00:09:01.759 --> 00:09:07.759 So if we did not have that money, I wouldn't have had the opportunity to leave my industry. 00:09:10.080 --> 00:09:15.919 So you have you have a a little nest egg to to rely on uh that can dry up real quick. 00:09:16.080 --> 00:09:16.559 Lord knows. 00:09:16.639 --> 00:09:19.200 I mean, money can go fast, but you make this move. 00:09:19.279 --> 00:09:28.960 So it also sounds like the two of you have a whole lot of confidence in each other and and what you can accomplish to make that kind of move to to come back. 00:09:29.279 --> 00:09:35.519 Yeah, she's always uh she's always been very easy on supporting me on anything I want to do professionally.

00:09:35.840 --> 00:09:39.440 Zero micromanagement, zero just knows you're gonna get it done. 00:09:39.679 --> 00:09:46.639 She she has never applied any sort of pressure on anything I want to do in my professional field ever. 00:09:46.960 --> 00:09:47.279 Michael. 00:09:47.600 --> 00:09:57.840 Including spending an enormous amount of money on my platform in residential real estate, which has led to where I'm at now, which is really, really stretching on hiring talent behind me. 00:09:58.399 --> 00:10:06.000 Surround myself with the elite talent behind me, which costs a lot more than basic admin, um, and spending a lot of money into my clients' listings. 00:10:06.080 --> 00:10:16.000 Um I think between our my payroll and my marketing expenses for day-to-day business, I don't know if there's too many people, if any at all, in Denver that spend what I spend. 00:10:16.559 --> 00:10:18.320 Which has led to I I respect it. 00:10:18.399 --> 00:10:21.039 Yeah, which has led to 5x in a business. 00:10:21.360 --> 00:10:21.600 Okay. 00:10:21.759 --> 00:10:21.919 Yeah. 00:10:22.080 --> 00:10:25.440 I want to dive into what you shared with uh there as well. 00:10:25.600 --> 00:10:26.720 Because where did you where did you start? 00:10:27.200 --> 00:10:29.519 It was mixteen, and then two and a half years I graduated. 00:10:29.600 --> 00:10:38.720 I got offered a job at Infinity, which is probably the the coolest style semi-construction, semi uh semi-custom production building in Denver. 00:10:38.879 --> 00:10:38.960 Okay. 00:10:39.120 --> 00:10:41.440 Uh primarily building in Central Park at the time. 00:10:41.759 --> 00:10:41.919 Okay. 00:10:42.080 --> 00:10:48.559 So you go into these positions, I'm I'm assuming also not knowing the product, but believing in the product that you're that you're selling. 00:10:48.720 --> 00:10:48.879 Yeah. 00:10:49.120 --> 00:10:53.200 You mentioned that it just came natural that you felt it was it was easy. 00:10:53.519 --> 00:11:00.720 What do you think when you uh again as you get into these positions, you're you're learning them, it's coming to you easy. 00:11:00.879 --> 00:11:08.000 Um, you know, what are some of your big takeaways from from that period of time and and the fact that it was coming to you as easy as you as you mentioned? 00:11:08.320 --> 00:11:15.120 You know, I I felt like I just had a knack to not sell when people came in the door in those model homes. 00:11:15.279 --> 00:11:29.279 Um, and I had a a style about me that can just lock in and very, very much focus on the consumer that's coming in the door and just learn about them and then try to figure out what would make sense for them. 00:11:29.519 --> 00:11:34.559 And I could just really hyper lock into that and be authentic at the same time. 00:11:34.720 --> 00:11:36.960 And I think I think that came off on them. 00:11:37.279 --> 00:11:37.840 That makes sense. 00:11:37.919 --> 00:11:43.120 Um, because when I went to resell, they all reused me, they all

used meter to resell their homes. 00:11:43.279 --> 00:11:52.720 So I was able, even though I was an on-site sales guy, um, when I left, they considered me a peer or someone they would want to work with in the future on selling the home that they built with me. 00:11:53.039 --> 00:11:56.159 How long were you in in those types of of roles before you went? 00:11:56.480 --> 00:11:58.080 The two builders, I was there for eight years. 00:11:58.320 --> 00:12:01.200 And I went to resell somewhere around 2013, 2014. 00:12:02.080 --> 00:12:02.240 Okay. 00:12:02.399 --> 00:12:15.360 Do you think there's anything said for that you were also in a position where you didn't like you went for that stretch not necessarily having to hunt, but being able to like just really be in in the moment without I mean, obviously you do a ton of hunting now. 00:12:15.440 --> 00:12:16.879 I don't want to I don't want to minimize that. 00:12:16.960 --> 00:12:17.200 Yeah. 00:12:17.360 --> 00:12:24.879 But was there something to be said for the fact that you know, kind of people are coming to you and you can kind of try different things? 00:12:25.039 --> 00:12:35.600 I don't know if I'm phrasing this right, but you know, was there kind of a just a a more fluid process because they're coming to you and you're able to engage in in kind of an environment you're comfortable in? 00:12:35.840 --> 00:12:40.559 Well, I I sold about 275 homes that I helped people construct over those eight years. 00:12:41.120 --> 00:12:49.279 Um I got a lot of experience in construction, the process, production table, the sales process, the marketing process. 00:12:49.440 --> 00:12:54.240 I I learned all the arenas of real estate just from the new home sales side. 00:12:54.480 --> 00:12:54.879 That makes sense. 00:12:55.120 --> 00:12:57.279 And so I was able to pick up a lot of experience there. 00:12:57.360 --> 00:13:00.480 But when I went into resell, I was extremely terrified. 00:13:00.720 --> 00:13:02.240 Extremely terrified of failure. 00:13:02.320 --> 00:13:04.480 Uh didn't really have a fallback plan. 00:13:04.639 --> 00:13:09.759 Getting off of a, you know, more of a stable income to no income at all unless you work with some people. 00:13:10.000 --> 00:13:14.960 It was initially scary, but um in the first three months, I mean, I got really lucky. 00:13:15.039 --> 00:13:17.600 I ended up, I think I was at like 12 million in the first three months. 00:13:17.840 --> 00:13:18.720 I don't think it was luck. 00:13:18.799 --> 00:13:21.360 I mean, I think you didn't go to your job. 00:13:21.519 --> 00:13:26.799 What was what was it about that moment that you made that, you know, you you've been successful for these eight years? 00:13:26.960 --> 00:13:29.039 What made you make the make the move? 00:13:29.200 --> 00:13:32.000 Was it you know the potential for massive growth? 00:13:32.559 --> 00:13:35.919 I got I got very bored with the lack of challenge in new home sales. 00:13:36.000 --> 00:13:36.240 Oh,

yeah. 00:13:36.399 --> 00:13:37.200 So it was boring. 00:13:37.279 --> 00:13:38.399 It it got too easy. 00:13:38.559 --> 00:13:44.480 I wanted a challenge, and so I decided to, you know, give myself an opportunity for a ceiling and then remove the floor at the same time. 00:13:44.720 --> 00:13:44.960 Yeah. 00:13:45.360 --> 00:13:47.360 I mean, it'll it'll make you grow up really quick. 00:13:47.519 --> 00:13:49.600 And how and I apologize, how many children do you have? 00:13:49.840 --> 00:13:53.360 Uh two, a 20-year-old and a 22-year-old, both in CU and CSU. 00:13:53.519 --> 00:13:53.840 Okay. 00:13:54.159 --> 00:13:57.679 So I at the time, they're they're still pretty young. 00:13:57.840 --> 00:13:58.320 Oh, yeah. 00:13:58.480 --> 00:14:00.960 So they're still removing that floor. 00:14:01.600 --> 00:14:03.440 Five and seven, somewhere around there, six and eight. 00:14:03.759 --> 00:14:14.320 So you're not uh you know, you're not a single guy living in an apartment, you know, figuring out a man with yeah, responsibilities and economic, personal, um making this move. 00:14:14.399 --> 00:14:17.679 Uh you mentioned the first few months and that that pressure. 00:14:17.840 --> 00:14:26.000 Um, what what comes together in those first few months and and first year that you know kind of proved that, okay, this is the right path for me? 00:14:26.399 --> 00:14:31.360 You know, I just went into it uh very all in and I just moved very, very fast. 00:14:31.759 --> 00:14:33.360 I worked really fast. 00:14:33.519 --> 00:14:36.480 I even walked fast in the office because I didn't have time to waste. 00:14:36.720 --> 00:14:41.039 So I just went really, really hyper fat, hyper fast, hyper focused. 00:14:41.120 --> 00:14:46.799 Um, did not have an assistant at the time, but uh got lucky to join it, join a small team, the Hots group. 00:14:46.879 --> 00:14:54.240 And so Larry was a good Larry was a great mentor, his his sister, his daughters, uh Meredith and Elizabeth, really, really good people. 00:14:54.480 --> 00:14:58.480 And so got to learn underneath underneath them for a little bit. 00:14:58.720 --> 00:15:02.240 And um, how did you connect with them? 00:15:02.320 --> 00:15:07.759 How did that uh you know, uh association, how did you end up collaborating with them for that period? 00:15:08.320 --> 00:15:13.600 You know, Larry found me at Central Park in an infinity home. 00:15:13.679 --> 00:15:20.879 I think I helped one of his clients build it, and so I built a little rapport with Larry and then he invited me to join his team and work under Kentwood. 00:15:21.120 --> 00:15:21.279 Okay. 00:15:21.759 --> 00:15:23.279 So that was great. 00:15:23.440 --> 00:15:28.320 Um, but then you know, after that, I I felt like I wanted to create my own brand. 00:15:28.399 --> 00:15:31.840 I felt like it was really important to find a way to create my own brand year two. 00:15:32.159 --> 00:15:37.120 And so stayed at Kentwood, got on my own, hired an assistant. 00:15:37.279 --> 00:15:43.200 Um, but then honestly, it goes back to like just average, average quality stuff. 00:15:43.360 --> 00:15:47.919 And so I realized I can have an assistant and I can do really good. 00:15:48.159 --> 00:16:01.519 Or I had a craving of what people are doing in Beverly Hills or San Fran or New York or Miami or Dallas, these very elite real estate agents throughout the country that do a lot more than in Denver and they market a lot better. 00:16:01.679 --> 00:16:12.559 And so I started researching what they were doing, and I found out everyone had a full-time marketing director with elite talent from a college that can do all the marketing. 00:16:12.639 --> 00:16:29.120 So instead of waiting a week or two weeks for a website or a brochure or to do something that's creative mindset with you know content writing, why not hire myself, my own genius, and I can get a brochure in a half hour, I can get a property website built in a half hour, I can get all my social managed for me. 00:16:29.200 --> 00:16:39.759 I can have intimate boutique branding in my words about our homes and our people from someone that works with me 50 hours a week. 00:16:39.919 --> 00:16:41.919 And so that's where I found Samantha. 00:16:42.240 --> 00:16:42.559 Okay. 00:16:42.799 --> 00:16:44.320 How long have you two been together? 00:16:44.480 --> 00:16:46.720 Uh, we've been working together for eight and a half years. 00:16:46.960 --> 00:16:47.840 Almost nine years. 00:16:48.000 --> 00:16:50.480 How did that initial connection occur? 00:16:50.720 --> 00:16:53.279 Uh put a resume finder on Indeed. 00:16:53.360 --> 00:16:55.840 I got like 288 resumes, and then I found her. 00:16:55.919 --> 00:16:58.639 Um, first one I interviewed and the last one I second interviewed. 00:16:58.960 --> 00:16:59.279 Okay. 00:16:59.440 --> 00:16:59.840 Yeah. 00:17:00.159 --> 00:17:06.160 What was it about her at that time that stood I mean, 288 resumes, that's that's a lot to sift through. 00:17:06.240 --> 00:17:08.480 That's that's more than you were getting offers during the pandemic. 00:17:08.720 --> 00:17:20.559 What uh I mean, what was it about her at that time that she had uh well she had she had the skill set, um, she was very, very honest, and she had a very authentic vibe about her. 00:17:20.880 --> 00:17:34.000 She just looked, she just came off very kind and she was self-made herself, put herself through school at FSU, and uh she just seemed to have a little bit of a grind about her, and she seemed like she would be willing to be all in. 00:17:34.240 --> 00:17:34.559 Okay. 00:17:34.720 --> 00:17:35.359 Yeah. 00:17:35.759 --> 00:17:42.640 And I would uh imagine at that point in your career, I mean, you're you're not, you know, you you don't you don't have it made by any means. 00:17:42.720 --> 00:17:43.599 You're you're still trying to do it. 00:17:43.759 --> 00:17:44.559 That's doing like 35 million. 00:17:44.720 --> 00:17:45.839 I was doing 35 million a year.

00:17:46.000 --> 00:17:46.640 That's okay. 00:17:46.720 --> 00:17:52.160 So you're in a healthy, okay, healthy position, but that's still a big investment to to make. 00:17:52.240 --> 00:17:58.079 I mean, you're again, I I think the belief behind yourself and the belief in what you were going to accomplish. 00:17:58.240 --> 00:18:01.759 Um, I mean, that's uh I I would imagine a yes, this is what I'm trying to say. 00:18:01.839 --> 00:18:05.519 I would imagine a lot of your colleagues, like you mentioned, they're not paying that. 00:18:05.680 --> 00:18:06.240 None of my friends. 00:18:06.400 --> 00:18:07.039 It's it's zero. 00:18:07.279 --> 00:18:08.799 It's you're you're breaking out of the norm. 00:18:09.119 --> 00:18:13.519 I think I was like probably the third person in the state to decide to hire a full-time marketing director. 00:18:13.759 --> 00:18:13.920 Okay. 00:18:14.240 --> 00:18:17.839 Probably only five to seven realtors in our entire state that have marketing directors. 00:18:18.079 --> 00:18:21.440 I think when uh you know, I call this episode mindset, you know, I call this podcast Mindset Matters. 00:18:21.519 --> 00:18:28.079 What was it about your thought process that this is, you know, was it the the proof of concept that you're seeing in these other cities? 00:18:28.160 --> 00:18:38.400 Like what made you believe that much in yourself in that moment that yes, this is the right call when I'm sure a lot of the voices behind you are going, oh, that's that's a terrible idea. 00:18:38.480 --> 00:18:39.200 It's way too much money. 00:18:39.440 --> 00:18:48.480 Yeah, you know, I it was my idea, I manifested it, I wanted it, I believed in it, and I I just said, you know what, I'm not gonna go down without trying. 00:18:48.720 --> 00:18:58.480 And if I can make my marketing as good as the top of the top in Denver, if not the best, I know I can do it with a weapon. 00:18:58.720 --> 00:19:08.240 And so that's when I'm like, I I I gotta go in, I gotta go with the marketing director um with talent, and and that's where I just I just decide screw it. 00:19:08.319 --> 00:19:10.000 I'm gonna I'm gonna go big or go home. 00:19:10.240 --> 00:19:12.240 Um and it's and it's paid dividends. 00:19:12.319 --> 00:19:13.440 I mean, five X dividends. 00:19:13.599 --> 00:19:22.079 I mean, I believe in marketing so strongly now that Sam has an assistant marketing and operations director, and then underneath her, we have a third. 00:19:22.240 --> 00:19:29.839 So we have three full-time dedicated marketing and operations directors that are privately under my little team of four agents. 00:19:30.079 --> 00:19:40.559 So we have 130, 140 hours a week of horsepower doing very authentic, top, top, top marketing efforts as well as operations currently. 00:19:40.799 --> 00:19:41.119 Okay. 00:19:41.279 --> 00:19:41.599 Yeah. 00:19:41.920 --> 00:19:43.200 Talk about proof of concept. 00:19:43.359 --> 00:19:43.519 Yeah. 00:19:43.839 --> 00:19:44.079 Yeah. 00:19:44.160 --> 00:19:45.839 I mean, everyone should follow this script. 00:19:46.000 --> 00:19:47.759 I just think a lot of people don't have the guts. 00:19:48.079 --> 00:19:52.559 I think well, I think that's what it as I listen to it, that's what it comes back to is the guts. 00:19:52.640 --> 00:19:57.039 Because I think there are people that have, we we have the they may have the resources to invest in. 00:19:57.279 --> 00:20:02.000 They may have the businesses to re the business to res it's the it's the scarcity. 00:20:02.559 --> 00:20:07.359 Yeah, and you so one thing Trader Joe's taught me is my buddy Shane Blackstock. 00:20:07.440 --> 00:20:10.720 He's the one that helped me get promoted when no one wanted to promote me because I was 22 years old. 00:20:10.880 --> 00:20:12.640 I probably shouldn't have been promoted at 22. 00:20:12.799 --> 00:20:14.079 Very, very, very immature. 00:20:14.240 --> 00:20:15.920 That was actually a bad idea on Trader Joe's. 00:20:16.000 --> 00:20:19.359 They they made they made a they made a mistake on that. 00:20:19.680 --> 00:20:21.359 Um that was a bad idea on their part. 00:20:21.440 --> 00:20:23.440 That's there's a reason why that rule's in place. 00:20:23.759 --> 00:20:34.880 But um Shane at Trader Joe's taught me to uh you you the employees underneath you, you engage them and you kind of make them feel like they don't have a backstop. 00:20:35.119 --> 00:20:36.640 And so I went into this. 00:20:36.960 --> 00:20:42.240 Sam just started with marketing and I just engaged her to do whatever she wanted, but I I kept on pushing back. 00:20:42.400 --> 00:20:43.599 I don't want Denver marketing. 00:20:43.680 --> 00:20:45.599 Everything you've seen in Denver, it's all horrible. 00:20:45.759 --> 00:20:47.119 I need you to get better. 00:20:47.279 --> 00:20:49.519 Um, and so I I pushed her to get better and better. 00:20:49.680 --> 00:20:51.680 It took her a couple years because she had to grow. 00:20:51.759 --> 00:20:51.920 Okay. 00:20:52.079 --> 00:20:56.640 Um then she started owning it, and then she's and then now she the stuff she creates on marketing. 00:20:56.720 --> 00:20:59.359 Um I don't even want to proof it because it's it's above my pay grade. 00:20:59.519 --> 00:21:03.119 Uh she's sure, she's substantially more talented than I am in marketing. 00:21:03.519 --> 00:21:05.759 You mentioned it took a couple, you're like she's she's progressing. 00:21:05.839 --> 00:21:06.319 Well, she's gonna be able to do that. 00:21:06.400 --> 00:21:15.519 She is a little little Denver, Colorado, with these like grocery store ads as listing brochures, like hideous stuff. 00:21:15.839 --> 00:21:18.160 And you get but I mean to to also have the patience. 00:21:18.240 --> 00:21:28.799 So not only the risk, the belief, but the patience to see like the objective that it didn't happen in it wasn't six months of her being on board, and you're like, ah, our marketing's great. 00:21:29.119 --> 00:21:32.880 It was it was an

ongoing process that lasted multiple years. 00:21:33.200 --> 00:21:38.799 Yeah, and you know the the trick of our relationship because it's we we do a lot of business, so it's it's stressful. 00:21:38.960 --> 00:21:41.680 Um it's stressful on her because now she's my boss. 00:21:42.000 --> 00:21:52.400 But um the trick is that came authentic, is she knows that I care about her well being and her family's well being uh b as a priority before mine. 00:21:52.640 --> 00:21:59.599 So I prioritize her well being authentically, and I I consider myself taking seconds on whatever that decision is. 00:22:00.160 --> 00:22:03.759 And when I when you do something like that for someone, she's all in. 00:22:05.359 --> 00:22:07.119 She thinks this company's hers. 00:22:07.519 --> 00:22:09.920 So she we have each other, we have each other's back. 00:22:10.000 --> 00:22:16.720 Kind of like a kind of like a kind of like uh a quarterback in football heavily relying on their left tackle. 00:22:16.880 --> 00:22:18.000 They have to have a bond. 00:22:18.319 --> 00:22:27.039 A Super Bowl team, the left tackle and the quarterback are gonna have a very, very, very, very sincere bond of trust and knowing that they have each other's backs. 00:22:27.279 --> 00:22:28.720 Because if that breaks down, it's over with. 00:22:28.960 --> 00:22:34.319 And how, I mean, I'd imagine in eight years, have there has there been moments where your your butt heads would see things differently? 00:22:34.720 --> 00:22:38.559 She likes the sustainability, she likes uh workflow balance. 00:22:38.720 --> 00:22:42.880 Um, I've come down a lot, but I come up with ideas every week or two. 00:22:43.039 --> 00:22:55.200 I used to always come up with ideas in a bunch of different categories, and that really stressed her out because she she killed it and she got everything so cemented and locked in place, and I'm I'm always disrupting making things better. 00:22:55.519 --> 00:22:59.200 So I've I've I've I've learned when you're when you're an idea generator, it's tough to shut it off. 00:22:59.519 --> 00:23:01.119 And you don't always have the clearest. 00:23:02.240 --> 00:23:04.000 Well, I have a clear, I have a clear idea. 00:23:04.160 --> 00:23:05.759 I can and I know how to execute it. 00:23:05.839 --> 00:23:06.400 I have her. 00:23:06.640 --> 00:23:08.400 I mean, she she can execute anything. 00:23:08.640 --> 00:23:08.960 Okay. 00:23:09.119 --> 00:23:16.799 But I have to, I have to collaborate with her now that we're partners, and it's not I don't get the overall, I don't get the override. 00:23:16.960 --> 00:23:22.400 It's actually in our agreement that I came up with that I'm not allowed to implement any ideas without her sign-off. 00:23:22.640 --> 00:23:23.599 So we have to collaborate. 00:23:25.920 --> 00:23:30.240 Yeah, I'd have to change my name, my my Jason Current's brand new Cummings and Black Group. 00:23:30.480 --> 00:23:30.960 Completely. 00:23:31.119 --> 00:23:31.440 Yeah. 00:23:31.759

--> 00:23:37.440 How long was that on your mind that that level of a couple of years prior? 00:23:37.599 --> 00:23:42.400 We were just too busy to make the move, and she probably didn't want to make the move because she didn't want to change all the branding. 00:23:42.559 --> 00:23:45.759 I mean that little branding probably cost her a hundred hours. 00:23:46.000 --> 00:23:46.640 I mean, shit. 00:23:46.880 --> 00:23:47.359 That's fair. 00:23:47.440 --> 00:23:47.920 That's fair. 00:23:48.160 --> 00:23:56.559 I mean, she has she has Adobe these Adobe brochures and these listing presentations that I don't know how to log into that thing, let alone change anything. 00:23:56.799 --> 00:23:58.880 Because she's way above Canva. 00:23:59.039 --> 00:24:02.319 I mean, she could she could run Apple marketing if she wanted to. 00:24:02.640 --> 00:24:02.880 Okay. 00:24:03.039 --> 00:24:03.200 Yeah. 00:24:03.519 --> 00:24:06.480 Mentioned Kentwood, obviously some some time over at Compass. 00:24:06.799 --> 00:24:15.680 Uh talk to me about the the growth of of you know your your your team and and just kind of what that's looked like over the last years. 00:24:16.079 --> 00:24:22.079 I was an individual and then I decided to just see if I could, you know, make us grow a small team. 00:24:22.319 --> 00:24:24.559 Um so now it's four of us. 00:24:24.720 --> 00:24:30.559 And I didn't do it for the money, because I actually I don't profit any money net by running the team. 00:24:30.799 --> 00:24:31.119 Okay. 00:24:31.359 --> 00:24:39.759 But uh what it did do is it gives me an opportunity to kind of give back to a couple people and potentially better their lives in their prospective fields because they're very, very hungry. 00:24:39.920 --> 00:24:43.279 If you're gonna be on my team, there's a certain culture that we look for of winners. 00:24:43.599 --> 00:24:47.599 But to give you an idea, Jamie on my team came like what, year two, at eight million a year? 00:24:47.759 --> 00:24:47.920 Yeah. 00:24:48.079 --> 00:24:51.039 She'll do 43 million this year in the global market. 00:24:51.200 --> 00:24:53.200 Anna was at like 12, she'll do 30. 00:24:53.440 --> 00:24:58.000 Laura just joined, she was at eight, but she's gonna probably do 15 the first year with us. 00:24:58.240 --> 00:25:09.119 So Sam's platform and our culture, um, it's a pro it's four for four and doubling to five Xing your business with having elite marketing and operations. 00:25:09.359 --> 00:25:14.319 Would do you would you say that you feel like you have a uh an eye for talent in that way? 00:25:14.640 --> 00:25:16.720 I do kind of have an eye for talent. 00:25:16.799 --> 00:25:18.559 It kind of went back to sports. 00:25:18.720 --> 00:25:22.720 Um I got a lot of flack as a kid because I would build these super teams. 00:25:22.960 --> 00:25:23.200 Okay. 00:25:23.680 --> 00:25:28.079 Um couldn't do it so much in like junior high because the parents were in in the way. 00:25:28.480 --> 00:25:32.720 But

when I became an like 18 years old and I got into hockey while it's an adult league. 00:25:32.880 --> 00:25:33.119 Yeah. 00:25:33.279 --> 00:25:34.400 So I You knew who could play. 00:25:34.559 --> 00:25:37.599 Oh, I uh yeah, and I and I and I brought the party together. 00:25:37.839 --> 00:25:38.160 Okay. 00:25:38.319 --> 00:25:42.880 Um, and it's it was fun to be around really, really elite talent around you because I felt like it made you better. 00:25:43.119 --> 00:25:43.839 That makes sense. 00:25:44.000 --> 00:25:44.319 Yeah. 00:25:44.559 --> 00:25:54.720 And you mentioned uh early on in your resale career that there was some you know, help that you had brought on that just wasn't at that level and the recognition. 00:25:55.200 --> 00:25:58.799 The old school the old school definition of a an assistant. 00:25:59.039 --> 00:26:07.039 The reason why that doesn't work is the assistant doesn't have any trades about them, they don't have any any any craftsmanship to them, right? 00:26:07.119 --> 00:26:21.039 They didn't go to school to do Adobe or content writing or web design or video editing or you know, understanding what social is from a creative standpoint, not just the you know the basic the basic posts that get like three likes. 00:26:21.200 --> 00:26:30.880 And so an assistant's gonna, you know, schedule a photographer, schedule the staging, maybe coordinate with checks and boxes, checks the boxes, but there's no innovation there. 00:26:30.960 --> 00:26:44.160 So what happens in that perspective at Kentwood or even at Compass is you got to go down the hall and get in line with these graphic designers, not marketing people, but graphic designers, and they got a hundred realtors, huge distinction now. 00:26:45.039 --> 00:26:50.079 100 realtors to manage, and I'm one of a hundred, so that's why stuff takes 10 days. 00:26:50.160 --> 00:27:01.680 But there's no there's no like real motivation from an in-house marketing person at a big company to really look at whatever I need and be like, this is what I can do to make it really damn cool. 00:27:01.839 --> 00:27:02.960 Yeah, really cool. 00:27:03.119 --> 00:27:05.440 Um, you gotta turn and burn. 00:27:05.839 --> 00:27:08.799 And so um you you need talent. 00:27:08.960 --> 00:27:12.160 Because if you look at my listings online, I I have nothing to do with them. 00:27:12.240 --> 00:27:14.559 I actually I don't even I don't proof it, I don't do any of it. 00:27:14.799 --> 00:27:18.880 Sam actually fired every trader I worked with and rebuilt the whole thing eight years ago. 00:27:18.960 --> 00:27:21.359 She fired everyone, including the painter. 00:27:22.000 --> 00:27:24.720 Um they weren't fast enough for her. 00:27:24.799 --> 00:27:32.640 Okay, and so when you have elite talent that built something else, you've mentioned multiple times empowering your people. 00:27:32.799 --> 00:27:33.039 Yeah. 00:27:33.200 --> 00:27:34.559 Like the fact that you removed their own. 00:27:34.640 --> 00:27:35.920

I don't know their backstop. 00:27:36.000 --> 00:27:36.160 Okay. 00:27:36.319 --> 00:27:37.279 They have each other as a backstop. 00:27:37.759 --> 00:27:38.880 You gotta just get it done. 00:27:39.039 --> 00:27:39.759 Yeah, that's one thing. 00:27:39.839 --> 00:27:44.640 That's another reason why going back to why I built the team is Sam was getting to the point where she can't just handle me. 00:27:44.720 --> 00:27:49.519 If if I'm doing 100 transactions a year and 75 of them are listings, that's not fair to her for quality of life. 00:27:49.759 --> 00:27:52.000 And so I thought, well, she needs an assistance. 00:27:52.240 --> 00:27:53.759 We brought in Alex, which is amazing. 00:27:53.920 --> 00:27:57.039 Alex is such a cool person, another authentic person. 00:27:57.119 --> 00:28:00.559 Like she is another, she watches, she's Midwestern. 00:28:00.640 --> 00:28:02.480 She you know she's watching your back. 00:28:02.559 --> 00:28:04.559 Um, and she's she's a rule follower. 00:28:04.640 --> 00:28:10.799 She's an eight to five, comes in every day, very dependable, good energy, good soul. 00:28:10.960 --> 00:28:14.400 Um, so but I I comboed Sam with someone else. 00:28:14.480 --> 00:28:28.160 So she had a she had a companion to go in these homes or do this stuff together or build these websites or you know, collaborate in all these to-do lists of all these all these items that you have to do, list a home or manage a listing, or customer service, or branding, or client events. 00:28:28.240 --> 00:28:37.440 And so by bringing on Sam a a companion, I feel like she would have a better quality of life of another person to collaborate with at the same age bracket as well. 00:28:37.680 --> 00:28:45.359 And so by having the other three agents on the team, it kind of offsets Alex essentially, the money coming in, the money paying, another W-2. 00:28:45.759 --> 00:28:46.000 Sure. 00:28:46.160 --> 00:28:52.480 Um, and so it offset my expenses on something I think I needed to help Sam have a higher quality of life. 00:28:52.799 --> 00:28:53.440 I like it. 00:28:53.599 --> 00:29:00.240 I love and I love that you prioritize you you mentioned how important they are to you, but their quality of life being important. 00:29:00.400 --> 00:29:07.039 Because I again I think that's in any industry coming from a military background myself, that's one of the first things that goes out. 00:29:07.359 --> 00:29:07.839 No one's ever left. 00:29:08.000 --> 00:29:08.400 Like just work. 00:29:08.640 --> 00:29:11.599 Realtors never left us, and I've never had an admin leave me. 00:29:12.400 --> 00:29:14.000 And I'm not sure. 00:29:14.160 --> 00:29:15.759 And I'm an imperfect boss. 00:29:15.920 --> 00:29:17.039 I mean, I'm not the boss anymore. 00:29:17.200 --> 00:29:23.440 Sam's the boss, but no, because I I come up with I come up with too many ideas, or I'm moving fast, or I, you know, I'm very competitive. 00:29:23.599 --> 00:29:26.799 So you know, the bigger the challenge, I

kind of get more into it. 00:29:27.039 --> 00:29:28.240 Uh I'm I I feel that. 00:29:28.319 --> 00:29:28.720 I feel that. 00:29:28.960 --> 00:29:29.359 And it's fun. 00:29:29.440 --> 00:29:31.039 We do we do things the right way. 00:29:31.839 --> 00:29:32.559 That's that's clear. 00:29:32.880 --> 00:29:34.960 I was gonna say, that was in the way you operate. 00:29:35.119 --> 00:29:41.359 Well uh the the move to Surant and that being uh you know very recent and and being founder. 00:29:41.440 --> 00:29:43.519 I mean, that's uh uh a pretty big distinction. 00:29:43.599 --> 00:29:48.319 How did that uh what you share, what you're uh won't share, what uh did that all come about? 00:29:48.400 --> 00:29:50.720 And you know, I was I had it really good at Compass. 00:29:50.960 --> 00:29:55.119 Um the management locally with Heather in the office is amazing. 00:29:55.279 --> 00:29:56.799 Um that was hard to leave. 00:29:56.880 --> 00:29:58.720 I had a lot of established momentum. 00:29:58.799 --> 00:30:02.240 It was I had it really good, really, really, really good at Compass. 00:30:02.799 --> 00:30:05.920 Um but I start I actually did not approach me. 00:30:06.000 --> 00:30:07.680 I called Ryan in April. 00:30:07.920 --> 00:30:08.160 Okay. 00:30:08.400 --> 00:30:16.000 Called Ryan Sirhan, picked up the phone, and um started chatting with him, and I started getting this immediate vibe. 00:30:16.240 --> 00:30:20.000 The the the true, like, holy cow, this guy's for real was the first Zoom meeting. 00:30:20.240 --> 00:30:25.359 Never seen this per person speak that eloquently and that sincere to me in my life. 00:30:25.599 --> 00:30:31.440 And he came off very authentic, and his business model was very clear. 00:30:31.599 --> 00:30:33.759 He's a highly competitive dude. 00:30:34.079 --> 00:30:38.559 Up at 4 30 in the morning, works out six days a week, eats right, works right. 00:30:38.960 --> 00:30:52.400 Um his mission is to simply uh uh demonstrate elite real estate transactions and broadcasting listings to as many eyeballs as he can humanly get to, which leads to media, right? 00:30:52.480 --> 00:30:55.680 Yeah, he's the first person that said, you know, this is the new camera. 00:30:55.920 --> 00:30:57.839 And you think he said that in like 2014. 00:30:58.000 --> 00:31:09.039 And there's a story he said there was a 12-year-old girl that found his like$40 or$50 million listing on YouTube for the video to the brother, which was like 14, and the parents bought the home. 00:31:09.200 --> 00:31:12.480 Wow, and then that's when he realized okay, he's like media is growing. 00:31:12.559 --> 00:31:20.480 And so his approach is kind of opposite of some of these other brands right now, which is like private exclusives and kind of hiding things a little bit and testing the market. 00:31:20.720 --> 00:31:23.279 He wants it to go hard right up front. 00:31:23.519 --> 00:31:25.519 Everything elite, the video elite. 00:31:25.599 --> 00:31:28.400 Um, so much, so much intent on the video. 00:31:28.960 --> 00:31:31.920 The headquarters is not filled with a bunch of admin. 00:31:32.160 --> 00:31:43.200 There's a full production studio downstairs with, I don't know, I was in there a couple weeks ago with 20, 25 professional videographers, media, content, social. 00:31:43.680 --> 00:31:48.000 So it's a you know part of his portfolio is a media company, Sir Hamp Media. 00:31:48.640 --> 00:32:00.880 So I thought, like, you know, I think I thought the upside of working in a brand where the leader is at a high, high New York pace, and he's substantially more talented than me. 00:32:00.960 --> 00:32:05.519 Um, but we're both cancers and we I we both resemble a lot. 00:32:05.920 --> 00:32:07.200 Okay, a lot together. 00:32:07.279 --> 00:32:07.839 There's a lot of things. 00:32:10.000 --> 00:32:12.079 And yeah, he's just he's just at a different level. 00:32:12.160 --> 00:32:18.480 And so, um, and you know he's in it when he calls you at nine, ten o'clock at night, New York time on a Friday night. 00:32:18.799 --> 00:32:22.480 And he's not just trying to take a call to recruit, he's just chatting with me for half hour. 00:32:22.720 --> 00:32:23.680 Hey, what do you think about this? 00:32:23.759 --> 00:32:25.440 What do you I'm thinking about doing this? 00:32:25.599 --> 00:32:27.759 And he he wants to learn from me. 00:32:28.160 --> 00:32:29.119 And so I'm like that. 00:32:29.519 --> 00:32:30.640 Collaboration from the beginning. 00:32:31.039 --> 00:32:38.960 He's really, really dangerous because he's he's willing to do anything that he's asking anyone else to do, and he's gonna do it faster. 00:32:39.200 --> 00:32:44.880 And when you go in his office where he works, everyone is matching his level. 00:32:45.119 --> 00:32:51.680 He's like, he's like the leader by example, and what he's doing by example, I haven't seen any real estate company do. 00:32:51.839 --> 00:32:52.640 Not not even close. 00:32:52.880 --> 00:32:53.279 That makes sense. 00:32:53.680 --> 00:32:55.440 He's on a completely different planet. 00:32:55.599 --> 00:32:58.799 Like, it's the first time I've ever been in a room with someone in my field. 00:32:58.880 --> 00:33:02.160 I'm like, I'm substantially below this guy. 00:33:02.400 --> 00:33:04.960 Like, this is this is I would imagine that does not happen very well. 00:33:05.200 --> 00:33:07.680 I would never want to go against him in a listing appointment. 00:33:07.759 --> 00:33:09.680 I have a zero percent chance of beating him. 00:33:09.920 --> 00:33:13.279 Like, there's I don't know, I don't know how he ever lost an appointment. 00:33:13.440 --> 00:33:15.519 Like that that is a convicting man. 00:33:16.480 --> 00:33:19.039 I yeah, that's that's high price coming for you, man. 00:33:19.359 --> 00:33:20.000 That's high praise. 00:33:20.319 --> 00:33:21.440 Like, I mean, Jesus. 00:33:21.680 --> 00:33:27.920 And that uh I mean the the the timing of of rebrand and everything, I mean, just kind of came

came together. 00:33:28.480 --> 00:33:34.000 Sam wasn't super excited about that situation of uh switching brokerages and branding at the same time. 00:33:34.400 --> 00:33:40.480 Imagine that's a little pressure on her and I probably owe her and Alex a uh a day at the four season spa with lunch. 00:33:40.720 --> 00:33:41.119 I love it. 00:33:41.279 --> 00:33:42.480 Um I I I probably will do that. 00:33:42.640 --> 00:33:43.440 I told them I would. 00:33:43.519 --> 00:33:48.000 Um they need they need a day off, but um I just left Sam and Alex alone. 00:33:48.079 --> 00:33:50.880 Um it usually takes two, three weeks to figure out the rebranding. 00:33:50.960 --> 00:33:52.400 They had it done in three days. 00:33:52.640 --> 00:33:59.599 I mean, we had a hundred signs fabricated and delivered in three business days when everyone said it takes three weeks. 00:33:59.680 --> 00:34:03.359 And Sam got on the phone with the sign company and told them how they can do it and they got it done. 00:34:03.599 --> 00:34:04.319 Oh, like Sam. 00:34:04.480 --> 00:34:06.319 Oh, she's she's she's like military. 00:34:06.480 --> 00:34:07.039 Oh like yeah. 00:34:07.200 --> 00:34:25.360 That's uh I mean she's gonna get it, she terrifies everyone around her because her her levels, her levels are so fast that uh she's willing to do everything she asks them to do, but she holds them so highly accountable to speed and equality that um they just put up with it because she provides the most business. 00:34:26.000 --> 00:34:28.400 I was gonna say, if that you get the job, then I'll keep giving it away. 00:34:29.199 --> 00:34:30.079 You know what you get with her. 00:34:30.239 --> 00:34:30.400 Yeah. 00:34:30.639 --> 00:34:31.519 They know what they get. 00:34:31.760 --> 00:34:32.880 And she's kind about it. 00:34:32.960 --> 00:34:34.239 She's just like very firm. 00:34:34.960 --> 00:34:35.280 Oh, yeah. 00:34:35.360 --> 00:34:36.159 Uh hey, I like it. 00:34:36.320 --> 00:34:37.519 But very lovely person. 00:34:37.840 --> 00:34:38.559 I like it. 00:34:38.639 --> 00:34:39.039 Yeah. 00:34:39.280 --> 00:34:45.679 Um, I I I want to dive a little bit into your into your mindset because obviously there's some, you know, there's there's a work ethic, there's a belief. 00:34:45.760 --> 00:34:52.960 Uh talk to me about uh whether it's habits, hobbies, just how do you keep yourself moving in the direction you want to move in? 00:34:53.280 --> 00:34:57.760 Personally, um I get a lot I get a lot of personal time out outside of hours. 00:34:57.840 --> 00:35:04.880 So I'm not I'm not that I'm not maxed out because I have Sam, Alex, and Sophia, and a transaction coordinator, technically four employees. 00:35:05.119 --> 00:35:08.320 Um I just have to go to my appointments and be present. 00:35:08.480 --> 00:35:08.719 Right. 00:35:08.880 --> 00:35:12.159 Um, but I work out, I work out with the trainer four days a week. 00:35:12.320 --> 00:35:14.079 Um I try to eat pretty healthy. 00:35:14.159 --> 00:35:14.880 I don't do sugar. 00:35:14.960 --> 00:35:17.599 Um without eating sugar, my brain goes a lot faster. 00:35:17.840 --> 00:35:18.159 Okay. 00:35:18.320 --> 00:35:20.000 Um, so I eat really well. 00:35:20.079 --> 00:35:22.639 Um spend a lot of time with my wife with the kids being in college. 00:35:22.719 --> 00:35:24.239 So we do a lot of date nights. 00:35:24.320 --> 00:35:25.760 Um, we hang out together. 00:35:26.000 --> 00:35:28.159 Uh good personal time there. 00:35:28.320 --> 00:35:34.559 And then what helped me with work is I just do as I'm told. 00:35:34.960 --> 00:35:36.079 Sam and Alex, they go. 00:35:36.400 --> 00:35:37.039 Isn't that amazing? 00:35:37.199 --> 00:35:39.599 I don't even I'm not so I don't even put anything in the calendar. 00:35:39.760 --> 00:35:40.880 They they they put it on. 00:35:41.119 --> 00:35:43.599 They put all my personal and professional stuff in my calendar. 00:35:43.679 --> 00:35:45.760 I take a call with Sam, she tells me what to do today. 00:35:45.920 --> 00:35:47.119 Last night she took a call today. 00:35:47.199 --> 00:35:48.960 She's like, You have a busy day tomorrow, this is what you're doing. 00:35:49.199 --> 00:35:50.079 She lines it out. 00:35:50.239 --> 00:35:55.119 And then I take calls on the phone with her outside of my meetings to get caught up in what she needs for me. 00:35:55.280 --> 00:35:57.519 Um, I just do as I'm told and I don't have to think. 00:35:57.679 --> 00:36:00.880 There was a and then I get to I get to be present with the people I'm with. 00:36:01.119 --> 00:36:01.599 It makes sense. 00:36:01.760 --> 00:36:04.239 There was a period of time where that blew my mind, whenever I would hear it. 00:36:04.320 --> 00:36:10.880 I remember an old uh boss of mine, a mentor of mine, Tim, uh told me about how these these powerful people want to be told what to do. 00:36:10.960 --> 00:36:12.639 And at the time, I was probably mid-20s. 00:36:12.719 --> 00:36:14.159 I thought that that does not make any sense. 00:36:14.239 --> 00:36:15.519 Yeah, like I don't want anybody to tell you. 00:36:15.679 --> 00:36:16.559 I have zero micromanaging. 00:36:16.639 --> 00:36:17.039 Now I get it. 00:36:17.360 --> 00:36:18.480 Zero micromanaging. 00:36:18.639 --> 00:36:19.519 I have zero. 00:36:19.920 --> 00:36:22.800 I have like zeros, I have zeros. 00:36:23.119 --> 00:36:25.360 Uh I do not care what they do all day. 00:36:25.440 --> 00:36:31.119 I don't I don't care what they decide to put out because it's substantially better than anything I'm seeing. 00:36:31.440 --> 00:36:34.400 How how long do you feel again? 00:36:34.480 --> 00:36:40.239 Do you feel that was a natural like trait that you had that you just had to allow that trust to build? 00:36:40.400 --> 00:36:44.559 Or you know, how long was it before you feel that I mean was there a moment? 00:36:44.880 --> 00:36:54.880 Three or four years ago, uh four years ago, um Sam just fully took over without my permission, all operations and the

marketing. 00:36:55.039 --> 00:36:57.280 So she just slowly started taking it on her. 00:36:57.440 --> 00:36:57.760 Yeah, yeah. 00:36:57.920 --> 00:36:58.559 And I started seeing it. 00:36:58.639 --> 00:36:59.360 You need it like that. 00:36:59.519 --> 00:37:01.679 And then I started seeing it, it's really, really working. 00:37:01.920 --> 00:37:07.119 And then she she had she used to have to tell me a few times, like, hey, this is I I'm already on this, you don't have to tell me to do it. 00:37:07.280 --> 00:37:09.920 Well, she did tell me that like every other day for a couple years. 00:37:10.320 --> 00:37:15.599 I'm on it, I'm already seeing it because you know they they can see so Sam and Alex have access to my personal phone. 00:37:15.840 --> 00:37:18.480 Okay, they can see my personal text 24-7. 00:37:18.880 --> 00:37:26.880 That's how they intercept all my contacts and reach outs and appointments and and uh inquiries, and they intercept and then they organize. 00:37:27.199 --> 00:37:29.920 Your level of trust is elite, and they see my emails. 00:37:30.159 --> 00:37:30.480 Okay. 00:37:30.960 --> 00:37:34.960 Um, but you're you're giving me a a lot of of things to think about. 00:37:35.199 --> 00:37:52.480 You know, it's funny, I've had a lot of friends that are lenders, a lot of friends that are lenders, and lenders that actually trail realtors for having guts to have a marketing and operations director, which I don't actually understand how that's possible, but I tell my buddies that are lenders you need to get your self-ended, not a processor, but a operations and marketing director. 00:37:52.639 --> 00:37:53.039 Agreed. 00:37:53.199 --> 00:37:56.079 And they will grow your business for you, especially if they're talented. 00:37:56.400 --> 00:37:56.800 Agreed. 00:37:56.880 --> 00:37:59.199 I mean, that's that's what's on my mind as we're sitting here. 00:37:59.519 --> 00:38:02.000 That's a I'm I'm very present, but that is 100%. 00:38:03.519 --> 00:38:04.159 The best thing you can do. 00:38:04.239 --> 00:38:06.239 And I, you know, you don't always get it right. 00:38:06.400 --> 00:38:22.159 I feel like, you know, I made a few mishires and whatnot, but if I can find the care if I can see a character in their soul of authenticity, obviously smart um and a good human being, that's the foundation I kind of look for. 00:38:22.400 --> 00:38:34.719 And then um, and they just make sure that they're qualified and make, you know, kind of hear their their story about you know how they had to grind through getting to college and going to college and and bartending at night while going to college and still pulling grades. 00:38:35.599 --> 00:38:37.199 Potentially unfair question to you. 00:38:37.519 --> 00:38:46.559 If you found a a person with the right character traits, the right personality, the right you know, culture, yeah, but they didn't have the training yet, is that something you'd invest in someone on? 00:38:46.800 --> 00:38:49.199 Well, I got Sam and Alex both at 25. 00:38:49.760 --> 00:38:50.079 Okay. 00:38:50.639 --> 00:38:51.920 I mean, so they run out of college. 00:38:52.159 --> 00:38:52.960 Fresh, new, okay. 00:38:53.119 --> 00:38:54.559 Yeah, at college, but okay. 00:38:54.719 --> 00:38:58.559 Yeah, I I don't know why I mean they they just they just both interviewed well. 00:38:58.719 --> 00:39:02.239 You know, when we hired Alex, you know what Sam did talk about talking about military? 00:39:02.960 --> 00:39:05.199 She needed to get work done. 00:39:05.360 --> 00:39:10.559 So she back-to-backed us with 17 interviews in two days. 00:39:11.360 --> 00:39:12.320 17 interviews. 00:39:12.480 --> 00:39:14.559 There was nine one day, and she sharked one day. 00:39:14.880 --> 00:39:17.199 You know, the first interview on the first day at 7 a.m. 00:39:17.360 --> 00:39:18.239 was was Alex. 00:39:18.480 --> 00:39:18.800 Alex. 00:39:19.119 --> 00:39:21.599 Okay, I was gonna say, and that okay. 00:39:22.000 --> 00:39:25.360 And she she showed up, she was so grateful to be there. 00:39:25.760 --> 00:39:26.239 7 a.m. 00:39:26.719 --> 00:39:28.639 Well spoken, put together. 00:39:28.960 --> 00:39:31.599 Um she was just honest. 00:39:31.840 --> 00:39:34.239 Uh she had a little bit of marketing, not really. 00:39:34.320 --> 00:39:37.920 She was not she she had a little bit of marketing, but not really. 00:39:38.400 --> 00:39:42.719 But Sam felt that she can train Alex, and so we went off of like a good human being. 00:39:42.960 --> 00:39:43.199 Okay. 00:39:43.440 --> 00:39:44.159 That worked out really well. 00:39:44.239 --> 00:39:44.719 We love Alex. 00:39:45.039 --> 00:39:45.280 Makes sense. 00:39:45.360 --> 00:39:46.239 She's part of the family. 00:39:46.480 --> 00:39:48.880 I love, yeah, and she's a good, she's fun. 00:39:49.199 --> 00:39:50.239 Good humans, man. 00:39:50.320 --> 00:39:50.480 Yeah. 00:39:50.719 --> 00:39:51.280 Good humans. 00:39:51.440 --> 00:39:57.199 Uh, talk to me about I mean, obviously, a big move, but talk to me about something that's got you jazzed, something that's got you excited. 00:39:57.440 --> 00:40:07.199 I'm jazzed about a little bit of a challenging market because I think it's going to give us the opportunity to not be going soul full speed with four or five listing appointments a day. 00:40:07.360 --> 00:40:07.599 Sure. 00:40:07.840 --> 00:40:20.239 Um, my favorite part of my job is when I'm entertaining my past clients, either at wine dinners at my house or sending them to my house in Santa Barbara and just saying, hey, my house is open next week in Santa Barbara. 00:40:20.320 --> 00:40:21.360 You want to go for free. 00:40:21.519 --> 00:40:24.960 And so my favorite part is when I'm just having fun with my clients. 00:40:25.039 --> 00:40:26.400 I don't, I'm not looking for a referral. 00:40:26.480 --> 00:40:27.840 I don't even ask for a referral. 00:40:28.239 --> 00:40:35.440 But I'm looking forward to really connecting with my past clients now that I

have a little bit of free time, just working off of that. 00:40:35.519 --> 00:40:38.000 Because it's very, very enjoyable when you're in a giving mode. 00:40:38.239 --> 00:40:46.719 You know, if giver energy versus taker energy, I think in our industry, realtors and lenders are always looking for that next referral, that next that next business growth option. 00:40:46.800 --> 00:40:48.480 And that's that's a taker vibe. 00:40:48.639 --> 00:41:01.119 But if you can remove yourself from the taker vibe and be a true giver, you're you're trying to give to people, and that's obviously social, but even from the professional side, we, you know, clients that were disputing the tax assessments and all that crap. 00:41:01.280 --> 00:41:07.840 I mean, it's not fun doing 60, 70 CMAs when you got like you're already, you know, you're working that that's after hours because you're going to do a trade. 00:41:08.159 --> 00:41:08.559 Yeah, you're crazy. 00:41:08.800 --> 00:41:11.119 But like we give things of value to our clients as well. 00:41:11.199 --> 00:41:14.639 I mean, when you work with us, you know, just give an idea on how much we give. 00:41:14.800 --> 00:41:27.760 When you work with us as a seller, I meet with you, I walk through the home of what we should do to touch it up from a house quality perspective, maybe some lighting and stuff, things like that, you know, painting, carpet, whatever, sometimes big remodels. 00:41:27.840 --> 00:41:30.400 And then obviously the staging. 00:41:30.639 --> 00:41:36.079 But we, with their permission, we manage it all like a production schedule. 00:41:36.559 --> 00:41:45.920 We even, we even say, hey, we're gonna spend on our own dime, we're sending four professional declutters over to your home with boxes and tape off of this Google sheet of what we recommended. 00:41:46.079 --> 00:41:46.960 We're decluttering. 00:41:47.119 --> 00:41:53.599 And my team in one day is gonna fully do all the heavy lifting for you and stage it and organize the cleaner and the painter and the carpet. 00:41:53.840 --> 00:41:55.280 And and we just need your sign off. 00:41:55.519 --> 00:42:02.159 We are 24-7 full service on preparing the home that the clients don't touch anything. 00:42:02.320 --> 00:42:03.280 They don't touch anything. 00:42:04.320 --> 00:42:14.800 Something that really stands out to me about this conversation is the amount of time that you're or the amount like investment, not just time, money, you you name it, that you're investing into a business. 00:42:15.119 --> 00:42:20.800 At even currently, where again, I I go back to a lot of our colleagues are are pulling money out. 00:42:20.880 --> 00:42:24.159 They're trying to figure out how to cut budget, how to cut things that they do. 00:42:24.480 --> 00:42:28.159 Oh, yeah, like adding elements or or maintaining elements. 00:42:28.480 --> 00:42:28.960 Yeah, risk. 00:42:29.039 --> 00:42:30.320 I mean, risk into it, right? 00:42:30.400 --> 00:42:35.199 But um one, I I feel

like I can I can afford to do it with the volume. 00:42:35.679 --> 00:42:43.760 But two, if we're allowed to do it our way, which almost every single time we're allowed to, my homes look perfect inside. 00:42:44.000 --> 00:42:52.320 The the scaling and the decluttering and the the quality of the home, obviously, my photographers are architectural digest photographer, like I have an elite photographer. 00:42:52.639 --> 00:42:57.599 But our homes, whether it's 600 grand or 5 million, they look perfect. 00:42:57.760 --> 00:43:00.880 And so what it did is it created a brand. 00:43:01.519 --> 00:43:02.960 We are a higher standard. 00:43:03.199 --> 00:43:06.880 So we create a higher standard brand that you can't go over the top of. 00:43:06.960 --> 00:43:12.320 You can sometimes there's some agents that I know that kind of match come close, come close on the quality. 00:43:12.480 --> 00:43:18.960 Dude, they have the back end service of Sam and Alex, probably not the quite quite the same horsepower, but we created a higher standard. 00:43:19.119 --> 00:43:24.239 And I did that over and over again with, I don't know, Sam and I have done like 800 transactions now. 00:43:24.400 --> 00:43:26.719 And so now it's an established brand. 00:43:26.800 --> 00:43:28.000 That that's just what we are. 00:43:28.079 --> 00:43:28.400 Yeah. 00:43:28.559 --> 00:43:43.519 We, you know, the the public in some of these markets that I that I work in, some of these people that I know or I don't know, they when I interview with them for the first time or I run into them in the street, they say the words, I know what a Jason, I knew that was a Jason listing when I saw the first couple pictures. 00:43:43.760 --> 00:43:46.880 I knew that was a Jason listing built. 00:43:47.119 --> 00:43:49.119 I mean, that's that that's crazy. 00:43:49.280 --> 00:43:50.559 That's a that's that's crazy. 00:43:50.800 --> 00:43:51.119 It is. 00:43:51.280 --> 00:43:54.079 I mean, Sam, I pushed Sam and Sam built it. 00:43:54.639 --> 00:44:07.039 Well, but this I mean it goes back to a vision that you had long before you hired her and and you're I I I'm thinking about you seeing these professionals in in these because again, I I think there are a lot of people who would have said, Well, that's New York. 00:44:07.440 --> 00:44:10.000 That's that's Sam, you know, that's Beverly Hills. 00:44:10.079 --> 00:44:11.199 That's not Denver. 00:44:11.360 --> 00:44:14.000 And to your point, it w it no, it doesn't matter. 00:44:14.079 --> 00:44:16.400 It can, it can be, it can be Denver as much as it is. 00:44:16.800 --> 00:44:19.679 And honestly, we don't have a B team for like a six hundred thousand dollar listing. 00:44:19.760 --> 00:44:21.199 It's A teams across the board. 00:44:21.360 --> 00:44:26.320 On the six hundred thousand dollar listing, I just don't make any money because I send I spend the same on that as I did a two million dollar listing. 00:44:26.559 --> 00:44:27.920 The way you do one thing is when

I do everything. 00:44:28.159 --> 00:44:28.400 Well, yes. 00:44:28.480 --> 00:44:30.079 I don't want to have a I don't want to have a B team. 00:44:30.639 --> 00:44:33.840 And by the way, when the when you tell a customer that, that's a big deal to them. 00:44:34.079 --> 00:44:34.559 Oh, 100%. 00:44:36.159 --> 00:44:37.199 Do you list homes at this price? 00:44:37.280 --> 00:44:38.159 I'm like, Yeah. 00:44:38.400 --> 00:44:38.719 Yeah. 00:44:39.280 --> 00:44:49.519 I mean, I just don't I just don't I don't want to get I don't want to feel I don't want to have that vibe that like we have a certain level that we'll only work with I just want to you're not they're not good enough for me. 00:44:49.760 --> 00:44:49.920 Right. 00:44:50.000 --> 00:44:50.639 Yeah I don't have that. 00:44:50.719 --> 00:44:51.679 I just it doesn't feel good. 00:44:52.000 --> 00:44:53.280 It's not it's not a good way to live. 00:44:53.519 --> 00:44:53.760 Agreed. 00:44:53.920 --> 00:44:55.039 Yeah, it's not good quality. 00:44:55.199 --> 00:44:55.440 Agree. 00:44:55.679 --> 00:44:57.840 A couple couple questions just to wrap up. 00:44:58.000 --> 00:45:02.800 Um, you know, you've you've been in the business for uh a long time, you've seen different markets, you've handled different things. 00:45:02.880 --> 00:45:10.239 Um talk to me about some of the conversations or or anything that you just feel is important that you're talking to buyers, sellers, people uh about currently. 00:45:10.559 --> 00:45:14.079 Yeah, obviously the real estate market's very, very challenging right now. 00:45:14.159 --> 00:45:16.079 Um I was around for 08 and 09. 00:45:16.480 --> 00:45:17.519 That was crazy. 00:45:17.760 --> 00:45:25.920 I think in today's market, every single detail of how your home is presented as a seller is gonna be hypercritical. 00:45:26.159 --> 00:45:29.360 And pricing is so, so important. 00:45:29.599 --> 00:45:33.599 You think the old mindset is leave, let's go a little high so we can live a little room. 00:45:33.760 --> 00:45:37.119 The buyers are calling possum on that and they're just not submitting. 00:45:37.199 --> 00:45:38.159 They're waiting for you. 00:45:38.239 --> 00:45:40.639 Yeah, and they're they're playing poker and they're winning. 00:45:40.800 --> 00:45:48.480 And so pricing it really, really accurately and showcasing your home with the best marketing is going to be the golden ticket. 00:45:48.639 --> 00:45:55.360 Between now and the end of the year, I would try to maybe avoid putting a sign of the yard in November and maybe gear up for January, February. 00:45:55.519 --> 00:46:06.239 But from a buyer's perspective, yeah, we have I I wasn't around in real estate in the 90s, but I I think this is the best time to be a buyer than in maybe the 20th century. 00:46:06.800 --> 00:46:09.280 There is so much negotiating you can do on price. 00:46:09.519 --> 00:46:12.239 We're getting down to like 2021 pricing now. 00:46:12.480 --> 00:46:19.199 And two, to offset the

mortgage rates, you're you're getting these huge 40,000, 50,000,$60,000 concessions. 00:46:19.360 --> 00:46:24.880 So you wait two years to buy, the home's gonna be$100,000 to$300,000 higher. 00:46:25.199 --> 00:46:35.920 Versus if you can just suck it up now, get the seller to really subsidize your interest rate, you're gonna kind of feel like you have a you know six percent interest rate, but you're gonna be buying it a hundred to three hundred thousand dollars off. 00:46:36.079 --> 00:46:36.480 Agreed. 00:46:36.719 --> 00:46:44.400 So as a buyer, man, if you don't have to sell homes as well, it's it's the best time I've ever seen to buy a home. 00:46:44.559 --> 00:46:44.880 Agreed. 00:46:44.960 --> 00:46:45.519 It really is. 00:46:45.679 --> 00:46:45.920 Agreed. 00:46:46.079 --> 00:46:50.960 That's why I heck even after the renovation we made, we're still we're still keeping an eye because right ass comes up. 00:46:51.199 --> 00:46:57.039 I mean, I personally sold a home last year and I bought a home last year in this market, and I have no regrets on it. 00:46:57.440 --> 00:46:58.000 Yeah. 00:46:58.320 --> 00:47:18.320 But I think that's important, and I think uh for the realtors out there and lenders, I think it's important to be very 1990s, pick up the phone, talk to your clients, be true, don't cut around the corner, tell them the good news, tell them the bad news, but be honest, be present, and be willing to be available very, very quickly with them and be proactive. 00:47:18.559 --> 00:47:24.400 I think uh communication is gonna be very, very key because the consumer base is a little stressed out about everything as well. 00:47:24.960 --> 00:47:26.000 And they're on edge. 00:47:26.239 --> 00:47:32.159 Just like their financial advisor or their physician, they want to hear from their professional that they they pay to work with them. 00:47:32.400 --> 00:47:32.719 Absolutely. 00:47:32.800 --> 00:47:34.559 You know, they're paying trust in you and the top. 00:47:34.719 --> 00:47:39.039 Yeah, you're the you're their you're their, you know, you're their they're they're they're the they're the customer. 00:47:39.119 --> 00:47:44.000 They deserve, they deserve the immediate availability of their prospective professional. 00:47:44.320 --> 00:47:51.199 Jason, anything we have, I always like to ask, anything that we haven't covered that's importious, anything that's on your mind, anything you just you want to share. 00:47:51.599 --> 00:47:53.119 No, I think that wraps it up. 00:47:53.280 --> 00:47:56.800 I think uh I think it's just good to just be out there and not be afraid of work. 00:47:56.880 --> 00:47:58.400 I think hard work pays off, you know. 00:48:00.000 --> 00:48:03.440 And so it's taking risks on yourself that you know you know you can carry through. 00:48:03.679 --> 00:48:04.079 Yeah. 00:48:04.320 --> 00:48:05.519 I appreciate you very much. 00:48:05.599 --> 00:48:15.199 Uh, last question I have for you then, Jason, is uh if there's just one thing, and and again, I think people have learned uh a lot about you today, but if there's one thing about you that you just hope people understand that they get about you, what would that be? 00:48:15.440 --> 00:48:20.880 Being passionate towards having a very high standard on everything we do and just doing the best we can do. 00:48:20.960 --> 00:48:24.559 Um, but being extremely humble to always wanting to get better. 00:48:24.719 --> 00:48:26.079 That's what our team is about. 00:48:26.239 --> 00:48:29.760 The agents on the team and our, you know, Sam and Alex and Sophia. 00:48:29.920 --> 00:48:32.639 Everyone truly cares um on what we do. 00:48:32.800 --> 00:48:40.480 And uh, you know, I hope I hope that we're able to rub off on on some more people with that approach, but I hope that we can also learn from some others as we're doing it. 00:48:40.639 --> 00:48:41.039 I love it. 00:48:41.199 --> 00:48:42.159 You rubbed off on me. 00:48:42.239 --> 00:48:43.440 I learned I learned a lot today. 00:48:43.519 --> 00:48:44.559 I know they did as well. 00:48:44.880 --> 00:48:49.599 Jason Cummings, Cummings in Black, we're here uh at with Sir Hand in Denver. 00:48:49.760 --> 00:48:52.079 Um again, thank you so much for joining me. 00:48:52.159 --> 00:48:54.639 His contact information will be in the description. 00:48:54.880 --> 00:48:55.920 This is Mindset Matters. 00:48:56.000 --> 00:48:57.119 I'm your shame everything.