Full Transcript for This Realtor Got Fired by Text and Didn't Care (Low-Pressure Sales)

something or slip up and have me take advantage of their verbiage and be like, you said that one thing. So let me go in and hammer it away. No, no, it's not that at all. I don't need the sale. I'm good. I'm I'm I'm actually real good. And all of a sudden it's wow, there's this barrier that's lifted, and now they are real with me. And when they're real with me, I hear their problems, I hear their pain points, I hear where they really need to go. And all of a sudden it's just such an easy conversation. And I don't feel like I'm selling. So I could talk all day long. I'm not gonna about that. But those are my two things that I've noticed since this year versus last year. Last year I was still in a little bit of a pitchy mindset where today it's little bit more laid back. If it doesn't happen, it's all good. I'm fine. And for some reason it just tends to convert. speaker-1: even as you were talking about it, like I could feel like my body relaxing a little bit, like just like the way you were talking about it. Do you feel like the shift is more so in your mindset or what's going on with technology or the market? speaker-0: It's I'll say the biggest variable, because there's a few to why that's a cause of this new ed mindset. Financial is a big thing, I won't lie. Knowing that the financial side of things is moving and there's streams of income that are being taken care of in a few different places makes me realize that if I don't get this sale, it's okay. I'm getting it somewhere else with something else. And that's the beauty of these multiple streams of income, you know, but at the same time it's also confidence. It's also knowing that feel free to go with someone else. They're not gonna treat you like I would, and they're not gonna speak like I would, they're not gonna make you feel comfortable like I would, they're not gonna have fun with you like I would. They're just not gonna, they're not at sorry. I had a client yesterday fire me. Okay. That's usually an uncomfortable conversation to have. But I got the text message at 8 p.m. last night, out of nowhere, in the middle of this snowstorm. I'm chilling, I'm hanging with my fam. I'm just enjoying life. And I get this obnoxious text message that usually would piss me off. And it was Ed, we found another agent. Thanks for all your efforts. After a year and a half of working with them. All right. So it was like out of nowhere. And I was just on the phone with them three weeks ago, talking about strategies, what we're gonna do when we go back on the market. Just out of nowhere. Hey, thank you. Bye. So now what? What do I freak out? No, they lost the opportunity to work with me. And you know what? They follow me on Instagram and I hope that they hear this episode because I can't wait for them to know how much I don't need their business. I thankfully appreciated them saying that because it gives me more time to now work with others that I want to work with. It's okay. I would have loved to continue working with them, but they chose not to. That's their choice. And I God bless them. Good for them. I hope they find the right realtor and the right sale. And I hope they get the money that they're open for with someone else. God bless. I am gonna go make money elsewhere. I'm gonna go work with others that I love working with and I enjoy working with, and I enjoy when they enjoy me, and vice versa. That's who I want to work with. I have those clients that I just sat down with for coffee the other day. They told me, they were like, Ed, we were referred from someone. We they they told us to go with you. And that person also told us that you don't need to work with us because of your your brand and where you're at and all that stuff. So the fact that you're sitting with us, it means so much. I'm like, no, no, no. No. It means the world to me that you guys are here sitting with me. You guys drove an hour to meet with me for coffee. I promised you, by the time your coffee gets cold, you're gonna have the whole clarity of how it is to buy a house in New Jersey. You're gonna know what the contracts are, how to go about it, what the process is, what kind of strategies we have to go into the offer situation. You're gonna know it. 'Cause I want to help you, 'cause you guys are cool. You guys are young, you guys are hip, you guys are vibing, I like it. That's who I want to work with. So if anyone's honored here, it's me. And all of a sudden it's like, Wow. Now we've built a relationship that I don't I don't think that there's any document in this world that will solidify our relationship. I don't need any signatures for them to say that we're gonna work with Ed. No, I I don't need that. I we technically need it legally, but we like I don't need it 'cause I know that we're gonna vibe together. So Does that I don't know if I answered the question. I know I went on a tangent here, but speaker-1: How how do you start attracting the right fit for you? speaker-0: Social I'll go back to social media. It's it's the only place that I can truly be my fullest self and have the most amount of people and eyes see how authentic I am. so I can go, of course, I'm myself with my friends and family and close friends, clients in person, but I can't do one thing in person and inspire or make people laugh or or hate or love or laugh or smile or feel. All in one shot with one thing, social media. So when I post once, I'm hitting a bunch of different people all at the same time, all different parts of the world, and then they're all probably going to receive it very differently. They're gonna feel differently with whatever I did. Yesterday, two days ago, we were it was snowing, and I was at my parents' house for the weekend and they have 10 chickens. So of course I was like, the chickens are coming out, they're filming with me. I don't care. So I bust one out of the coop and I'm like, we're filming something. So I'm I'm in, she's in my hand, I'm just going. And I'm filming this

and I post it and it's just fun. I'm with the chicken, she's getting snowed on her, and she's all in the snow and making noises. And I'm just there measuring how much snow we're getting, right? I'm just keeping the viewers updated and having fun. So of course I'm pulling out the the the meter and all that, and now so and she flies onto my head and now she's sitting on my head. I'm like, I didn't plan for that, but that that's gonna make funny content. The amount of engagement I got from that and the words that people said. To me it was just a funny moment. But to others, they're like, Ed, this was like our first time seeing you out of your suit and out of the luxury element that you usually portray yourself in. You were in like boots and a cowboy hat, you were in like a raincoat, it was snowing outside, you had a chicken. Like what? That was so vulnerable. I never saw that side of you. And it got people closer to me. Did I expect that? No. Was I hoping for something like that? Yeah, I always hope for some good engagement. But that was just me showcasing my truest self. And people became a little closer to me that day. wasn't expecting it. But now I got people saying, You gotta make more episodes, you gotta post it as a real, not a story. Come on, Ed, we want more. So that was funny to see how people engaged with something that I didn't even put a lot of thought into. It was just more so of here's another approach into my following that is gonna get them to be a little closer to me, without selling them. I didn't sell them anything, but I got them talking to me, and from talking to me. Conversations happen and where conversations go, well, I don't know, but we're all hoping for it to go to a good place, right? speaker-1: This reminds me of what you had said last year about the inbound messages versus the outbound messages. And you're now attracting the conversations. Well, you probably have been for a while, but you're attracting these authentic conversations versus trying to go out and like chase them. speaker-0: Mm-hmm. speaker-1: How it it's funny because I was just well listening to Ryan Sirhant last night and he sounds a lot like you just sounded as far as like I don't need your business, blah blah blah, right? It's very much a mindset shift. I keep forgetting what I wanted to ask you. okay. So with the surge of AI and AI twins and all this the AI videos, how do you think that is going to affect or how is it affecting social media? And then also you just spoke about how this like really raw moment with a chicken. Got you these conversations. How do you think those two are gonna start interacting here in the coming months or years? speaker-0: Depending on the industry that you're in, AI is most likely going to be helpful to you in your industry, whichever industry that is. At the end of the day, what I mean by that is that if you're in a person to person type of business, such as I am, it's important that your social media, if that's where you're marketing and advertising yourself and branding yourself to the messes, it complements how you are in person. So when I see someone doing a lot of AI online, I say, Are you really like that in person? And then when I meet them in person, I realize they're not. That's just false advertising in my perception. So when I see AI being utilized heavily by these so called content creators, and I've noticed a lot of people that have not posted anything in years, and now they're posting like crazy. And they're doing backflips and this and that. And I'm like, Wow, did you just dive into the content world? Which God bless you're posting, but also let's see how long this goes and how how far your audience will be willing to really take this in until they realize how much more nonsense are you gonna be posting until you're posting real stuff. So personally, when it comes to AI, I stay away from that side of things. I don't like to post AI generated type of content. Will I use it to edit a house or maybe the green grass or maybe the background and maybe something in the video where it blows up a living room and puts a lot of AI furniture virtual staging? Yeah, like that. Sure. But when it comes to platforms like Sora, where it's please make me hold up a for sale sign and I don't know, fly into the sky and say I'm the flying realtor and I'm like, my god. there's so many realtors that are doing this. I feel bad for them, honestly. I don't like it. It's not you. Like, if you're gonna take the time to create content, be authentic with it. I think people will understand you and your mess ups and your vulnerability a little bit more as opposed to perfection filtered AI content that's been generated. That's my two cents on that part. So are there things that AI should be taking advantage of? Of course. I'm on ChatGPT and Gemini. almost every other day, asking it questions, talking to it like I'm talking to a therapist or a consultant or a real estate strategist or an investor strategist. that's w what I'm using these GPTs for. Or maybe if my English is not coming off right, I'm like, this doesn't sound right. Please, Chat GPT, make it sound more literate and better. Then yeah, I'll utilize Chat GPT for that. but other than that, yeah, does does that answer the question for AI? speaker-1: Yeah, yeah. Well, as you were talking, it kind of reminded me of something that I used to say all the time when I first started. And since I've kind of like been in the thick of it, I haven't really thought about this in a while. But there is a difference between a piece of content that performs well and a piece of content that converts. for example, there's this creator that I follow, she's all about AI. Ninety percent of her videos are an AI talking head of her. Explaining something, right? And does it get a lot of likes? Yes. Does it get a lot of saves? Yes. Would I ever reach out to her and ask her a question? Probably not. I don't feel like I know her at all. Cool

speaker-0: No, no. speaker-1: tips and tricks. It's just I don't know. It's speaker-0: It's speaker-1: so still Obvious to me. However, I was just in an AI summit and Gary V was saying, We're not gonna be able to tell the difference here pretty soon. speaker-0: We're already there. speaker-1: Ready, we have this Yeah. Well well, to the trained eye, I feel like you can tell. speaker-0: Sure, sure. speaker-1: He did say that probably 10% of the people we follow are not real and we don't know it, which is crazy. speaker-0: Wild. speaker-1: Yeah. But there's this trend going right now that it's like share the camera, like the ugly, selfie camera roll pictures that you never meant to share with anyone because it shows that you're a real person. I think there's a lot of psychology behind that. speaker-0: I agree. I think we're we've stepped into the world. This go this goes back to the first question you asked with what have I learned success versus a year ago, right today? And going back to the sales, I think everyone is so taught to do the fundamental old ways, the traditional ways of anything for that matter, that people are so trained to it that the second that you hit them with something different than that, they're so caught off guard that it might either completely push them away or pull them in closer. And so that's why I say with the sales approach, and that's just one aspect, but like the more you don't sell, for some reason people are just like so much more inclined and like listening in and they're more trustworthy of you and they're they're now they're kind of more invested into it. I was listening to a small podcast today with Ed Milet and some other gentleman, which I don't listen to podcasts that often, but someone sent it to me. They were like, Yeah, you should listen to it. So I did for a second. And he was saying he's the more vulnerable I am, the more people are coming into my to my world, they're trusting me more, they're more pro now I'm deemed as more approachable. And I agree with that. The more vulnerable, the more that you showcase your authentic self, the approachability level just bumps up several levels that people decide. I'm gonna reach out to this person because they seem like I can talk to them and have a conversation and get some genuine feedback or an answer to my question or my thoughts or my concerns, as opposed to this person. Approachability level, yeah, I don't know. They post good videos, but I think they they'll just neglect my question and they won't answer it. I feel like the time response for this person to respond is gonna be much quicker and much sooner and much better and more quality. That's my approach on social media. I showcase myself. I'm vulnerable. I'm authentic. I'm real. I'm funny. I'm true. I'm cool. I'm easygoing. I'm a dork. These are all my elements that will make someone say, Yeah, I'm gonna reach out to Ed. And they just do. And then I I I enjoy it and I appreciate it. I'm not one to pick up the phone. I don't want a cold call. I'm I'm done with those days. I'd rather people come to me and say, I wanna work with you, and I'll say, let me decide if I want to work with you. speaker-1: I think too, part of that has to do with some reflection and knowing yourself. it's hard to be genuinely yourself if you don't really know who you are and what you stand for. that's something that I've really been trying to grow and learn about myself so I can come across in alignment with my beliefs and my, you know, all of these things. yeah, I I last year I feel like 2025, I feel like I I personally got really caught up in the you can only post one story, you can only do this, you can only do that, because Instagram was going through a lot of changes algorith algorithmically. And I feel like I just got away from sharing what I wanted to share. And I just have been feeling recently like if we all just shared whatever we wanted versus like what we thought people wanted from us, I feel like we'd all be a lot more successful. speaker-0: Yeah. You ain't wrong. speaker-1: Okay, so what do you notice about the people who quietly keep getting better opportunities? speaker-0: I notice about the people quietly getting better opportunities. Their systems are more intact, their focus is more laser focused, they are not easily distracted, and they meander around all the BS obstacles that are thrown in their way. they're also really good at saying no. It's so hard to say no. To things, but you gotta say it. And I've been a good no-sayer for the past few years. It's been tough for me even to understand that part. But like a good example of that is I don't know, for clients, for example, right? It's easy to say yes to clients. It's easy to say yes, I want to work with you. I okay, yes. Right, yes. But think about it. Like think about, like if you really go into it, what are you investing into? You're investing into the relationship, your energy, your time, your money potentially. Is that someone that you want to do that with for the result, the ROI to be whatever it is? And sometimes it's no. And that's fine. I had someone the other day call me and she was one of my agents that I brought over into the company, and she was reaching out and saying, Should I do this event? I don't know, my partner just bailed, I'm freaking out. I told her that I would and now I don't know. I'm like, it stop. Like you're you're overthinking. If it's not right time, don't do it. What are you doing it for? For yourself? For your public for your reputation? For your public image? What is it that you're going for here to do it? Because you said you would do it? Like how many people know about it? well no one yet. Like then you have time to say no. Just like there's so many different opportunities that will be presented to you, not just one. The hustlers in this world, they're gonna get a lot of opportunities. So it's important to say no to some. My other buddy got a great opportunity to be

part of a coaching program. And he said, Man, they offered me three thousand dollars a month. I'm like, Wow, that's amazing. That's pretty cool. Three thousand a month. I'm like, Don't you have another coaching thing that you're doing at four thousand a month? He's like, Mm-hmm. I'm like, okay. And you have your business, right? Mm-hmm. And you have this and you have that. I'm like, where do you really think 3,000 extra a month is gonna do for you? What is it gonna do? It's gonna change your financial life in the next three, four months until you come crying to me on the phone saying, dude, I'm freaking out. I have too much on my plate. No shit. I could have told you this way in advance. But you are looking at the money side of things, which is not wrong, right? Everyone's got a different situation. But if I was you, I would say no. Wow, that was like I can't say no. Why can't you say no? What if you say no to this and you find something else that will give you six thousand dollars a month? What if you make your own business and your own system and you focus and you put your head down and you focus on your systems, your strategy, your business, your vision? What if that will go ahead and lead to so much more? All of a sudden, okay, maybe I should say no. I hope he did. But that's an example. Like you don't have to have to say yes to everything. Hey, let's go out Friday night. No. To wake up early in the morning Saturday. I have a d to go to the gym th four times a week this week. It's gonna be my third time. I have to I can't miss it. so on and so forth. So I think those are like the things that I see the the successful quiet people doing. They're focused, they got good systems, good strategy, good discipline, and they just know how to say no. speaker-1: Yeah. I was just saying yesterday to one of my friends, I was like, I think I overcommitted myself. I'm so good at that because I just want to like help everyone and be involved and I I really am really kind of embracing that that phrase that says like the version that got you here is not going to be the version that gets you to the next level and and I think that's really one of the things that I'm focusing on this year is like narrowing in saying no to the wrong things, being in alignment. And I'm curious your thoughts on this because I grew up very like go, go, go, like work really hard, blah, blah, blah. But Recently with some health stuff, I've had to really pay attention to my body signals and how my body is responding to things. And I'm realizing my body knows before my brain does. And so I'll be in situations and I'm I'm tense or my back starts to hurt and I'm like, nah, this doesn't feel good. And and I don't know why, but it doesn't feel good. And I've been really leaning into that like intuition lately. I don't know how you feel about that. speaker-0: Sure, of course. Listen to your body. Your body knows best. We say gut feeling for a reason, right? I have a feeling about this guy. I don't know if I'm gonna I wanna go out with him. He gives me a weird vibe. Listen to it. Or I don't know. at this house. Something feels wrong. It's a gut feeling. So listen to it. this morning I woke up, my back hurt, because I was shoveling damn snow all day yesterday, and I'm thinking this morning, why does my back hurt? I'm like, yeah, that's right. So like Listen to your body if it doesn't feel right. Or when you're sick, that is the thing that I think the most for the hustlers that are listening as well, for you, for me. When we're sick, we feel like the biggest failure in the world, because my God, my clients, my god, my business and my kids, my family, my loved one, my this, my that. There's so many reasons why you shouldn't be sick. But tell me when is a good time to be sick? There's no good time to be sick ever. During the holidays. When there's no work going on, it's a bad time to be sick. well, this is the time I should be enjoying with my family. Even then is a bad time to be sick. There's no bad time to a good time to be sick. So I think it's important to listen to yourself and understand that if you don't, like for example, the instance of not feeling well, well, that could j you're gonna jeopardize your future moves if you don't listen to yourself now, kind of thing. So you're sick now, you're not feeling good. Relax, enjoy your time to yourself while you heal, 'cause if you're not good now, God forbid you can't walk ever again, you can't run ever again, you can't breathe ever again. You're d then what does the future even matter if you're not feeling good now? So listen to yourself, relax, tell that's another good opportunity, tell everyone no, and then move on. speaker-1: Is that what your hat is supposed to say? I've been looking at it. speaker-0: no. Reacts. R E A X. Yeah. speaker-1: I was like, is it like I don't know. Anyways. speaker-0: Three dollars and sixty five cents today. Nice. That's speaker-1: Yeah. speaker-0: what it is. speaker-1: I learned this yesterday and I'm probably not gonna say it correctly, but I learned that for survival, the first thing you need is water, the second thing you need is sleep, and the third is food. Sleep comes before food. I didn't know that. speaker-0: I like that. Interesting. speaker-1: I was like, whoa. speaker-0: Okay, I like that. For listen, I'm a avid napper. I love my naps. I throw that into my schedule. Yeah. Fi can you nap for fifteen minutes, ten minutes? What's your go to? speaker-1: No. Usually an hour and a half. speaker-0: my god, no. I can't not that long. I'll nap fifteen minutes and then I'm back at it. Let's get this thing going. Yeah, no, I love my big time. There's a whole psych psychology to it, science to it, absolutely. I I have heard like speaker-1: like micro naps. Yeah yeah yeah okay speaker-0: Yeah, yeah. It just is a good regenerator. It resets my energy. I fall asleep hard. ten minutes, fifteen minutes and I'm back at it. It's like this I don't even know.

It's like a drug. I don't know how to explain it. Like I wake up and I'm feeling ready to go again. speaker-1: resets your nervous system too. speaker-0: I believe it. I gotta look into it more, but I just know it helps my body, so I listen to myself and I do it. speaker-1: Yeah. That's another thing too. we have so much information and so many coaches and so many gurus, it might work for somebody else, it might not work for you. And so you can't just like blindly I know like a lot of my clients and I do this sometimes too, is like, okay, I want to learn about hypermobility, which is like what I'm dealing with right now, right? So now I go on Instagram and I find five people who are talking about hypermobility. Well, they're all giving different advice. And so if you take a piece of advice from this person and a piece of advice from that person and a piece of advice from that, you're really confused because it's all counter intuitive and one person's saying to do X and this person's saying to do Y. So speaker-0: Sure. speaker-1: I think coming back to like being in our bodies and feeling how we feel is gonna be our biggest like indicator of what to say no to. speaker-0: Yes, listen to yourself. Listen to others, taking the advice, taking the opinions, but their opinion and knowledge isn't always the right opinion and knowledge for you. Yeah. So there's a lot of ways to get to the number four is what I say. Two plus two, two times two, five minus one. One plus one plus one plus one. There's so many ways to get to your destination. So listen to your way, find it. speaker-1: That's actually one of the ways I've been using Chat GPT right now is like word vomiting into it. speaker-0: Mm-hmm. speaker-1: Being like, make sense of what I just said. And it's like, you're you're feeling this. And I'm like, yeah, I am. speaker-0: The sport that knows. speaker-1: Okay. If you were starting over today, focusing on building credibility, what would you prioritize first? speaker-0: Content creation, building up a social media following. That is the the business card of today's world. And it's one of the first places that people will learn about you and see what you're about before deciding whether or not to invest into you, follow you, reach out to you, work with you. Right. So they'll probably see all of that and make their decision on what they want to do next. So I'm going all in on social media again, like I did and like I have been. And we'll just create a lot of consistent content and not confuse the audience viewer too too much. Meaning I'm gonna stick consistently with one type of theme and be very repetitive with it and just until the point of where people start to follow me all over the world because they know that that's the thing that I'm known for. I see a lot of good content creators doing just that. They are only doing humor based content, they're only doing educational content, they're Only doing fashionable content and that's all they do. They don't post anything else. It's just that. So that's what I would do. speaker-1: If you are anything like me, you have tech everywhere held together by Bobby Vins. I have a piece of software for emails. I have a piece of software for DM for this, that, and this. And they're all held together by a middleman. If one thing breaks, it all breaks, and they don't talk to each other. So I am not optimized for success. And I have finally, finally, finally decided to upgrade to my dream software that is going to take care of. All of that. It's under one subscription. Everything talks to each other. Plus, I'm getting SMS capabilities, which I did not have before. I'm getting AI agents that can answer my phone calls for me, that can do all kinds of things. I'm super excited. Without further ado, this episode is sponsored by High Level. And if you would like to try it out for your business, it's a very popular CRM in the real estate industry. I'm giving you one free month with the link in the show notes. So make sure you grab that before you head off this episode. Also, make sure to like and subscribe. How do you figure out speaker-0: you want to be known for. You ask yourself, what do you want to do? What do you enjoy doing? I enjoy making people laugh and making people learn something new. If I don't do that, it's the weirdest feeling for me. I just I can't just educate. Like I need to educate you and make you feel something at the same time. Like right? Like I need you to know that this is my brand. And I don't want to strive away from that. So I'm going to lean into it as hard as I can. And that's not for everyone. There are people that don't know how to put two words together to make someone laugh. It's it's fine. It's not your thing. I can't tell an accountant all of a sudden, make me laugh. They're they're not that type of person. They're a little bit more bland, and that's fine. They are analytical. They should totally lead into the analytical side of themselves and create that type of content. Heck yeah. Another point to it is if I don't enjoy the process of content creation, then I'm not going to be consistent with it. 'Cause now it's gonna be I have to create content as opposed to I want to create content. I see the weirdest thing sometimes and I'm just like I have to film this right now. I want to. I it like if I don't do it now, it's gonna leave my body. I'm gonna I have to do it. And then I film it and it just feels good in the moment, you know. I was at a showing the other day, it was snowing outside, and I was like, I gotta film this right now. My clients are thirteen minutes away, I have thirteen minutes to film. So I'm outside For reason my ass off, but I'm like, I'm gonna do this now, let's just do it. And I pressed the record button and my mind was just working. I'm like, let's do it, let's have fun. That video's doing pretty good. It's got thirteen thousand views. Didn't expect it, but it's doing good. So I'm enjoying that. But it was

relevant. It was in the moment, it was just my creative mind saying, Go and post, have fun. People will like this, do it. And I enjoyed it. And because I posted it, it got people talking about it, it got people sharing it, it got people th there was some I forgot her name. she's a f she's a big Instagram person. Tiana Landono, I belie I forgot. I forgot she com commented on it. I'm like, that's pretty cool. That's like, you know, look at her stuff. She's she's got a little bit of that educational humor type content, right? She's very very and animated, very loud, but very like educational at the same time and inspirational as hell. So like I like that to her. So point is, yeah, I would I would just stick to the Stick to the content that you know you will enjoy making and it will be fun. speaker-1: Talking about relationships and opportunities, I've been really trying to intentionally use Instagram for things like that. So like you now have a touch point with her, right? So if something like that happened where somebody I respected, I think this is actually how we ended up connecting, is like we somebody likes someone else's real, and then we follow each other. And then, you know, it it yeah, it's nurturing, but it's organic, like it's not forced, right? Like And then when you are ready to present an opportunity or if they have an opportunity they want to present, it's easy. The comp like the conversation's already open there. Yep. Are there any other ways you you utilize Instagram or social media intentionally to create opportunities for yourself? speaker-0: I'll be more proactive. I won't always wait for people to come to me. I won't always expect people to find my page or find my Instagram videos or reels or posts. But I'll go and intentionally find others. I call it follow farming. You know, I'll reach out to I'll reach out to people that are in my area by going to the hashtags or the locations and I'll just start stalking people. I'll just start seeing who's posting here. Are they a business owner? Are they a local? Are they posting consistently in this area? What are they doing? Right. And if it's someone that I feel like lives around here and would maybe be intrigued by my content, I'll reach out to them. I'll like their stuff. I'll comment on their stuff. Maybe I'll follow them. But I'll send them a video DM. That's usually where it gets people saying, well, that's weird or different. But people like it. So I'll send them a video. Just say, Hey, what's up? I saw your page. I saw you on the hashtag, Somerville, New Jersey, that's where I live. Somerville, New Jersey, saw you around the corner, saw you're a business owner. so cool. I'm I'm around here from local to local. Anything I can ever do for you, I'm in your corner. Hopefully you will be in mine. good to meet you. Bye. I'm not doing anything different. It's nothing crazy. You know, it's stuff that we do in person. So why not do it online? So I'll be proactive in that sense. speaker-1:

Yeah, I I think social media is just so cool because you now have access to almost everyone in the world. Like I I don't remember the stat, but I think it's 80% of something people are on Instagram. It's a big amount. And it's basically like a CRM. Like their handle is like their phone number almost. Cause it's a direct line to them. speaker-0: Let's speaker-1: And you now have this huge CRM that you get to like pick and choose how you want to manipulate it. And the amount of opportunities I've gotten, I'm sure you too, through the DMs. in the past couple of years just because we decided to show up as an expert in our field. It's so cool. speaker-0: right. That's right. That's right. I I owe social media a lot. My relationships come from there. My love life has started from it. My business relationships. yeah, I'll I'll admit, right? There's been the women that have slid in or I've slid in. I'm like, hey listen, I like you, let's talk, right? My past two girlfriends were for Instagram. That's that's what it is. That's just how it is, right? speaker-1: Mm-hmm. speaker-0: Well eleven years ago. yeah. Just s slid in and we started hanging out, and all of a sudden, how do you know? We're a thing now, right? speaker-1: I love that. speaker-0: Yeah. speaker-1: So that goes into this next question. What's the difference between having attention and having access? And how do you move from one to the other? speaker-0: attention versus access. Attention is what gets is what gets the eyes glued to you. Depending on how good your content is and how consistent you are with it, that glue will last for five minutes or five years. speaker-1: Mm. speaker-0: So what are we talking? Elmer's or duct tape, right? Like what's what's gonna what's gonna stick on longer? Or or gorilla glue. So you gotta make sure that the content is really, really sticky. And hold on to that relationship. That's right. Super cool content. And then from that attention, it's up to you on how you capitalize on that. So if you're just expecting all these people to constantly be liking your stuff and engaging, you know, you you'll you'll get somewhere with it, sure. Maybe crazy phenomena will happen and deals will close and opportunities will spring up. But I like to not wait and hope. So I go and be proactive. I reach out. I do something. I what what did I do recently? recently I sent out a few books of mine, right? So I wrote my book called Expose Yourself on Amazon. And I sent out the book to a few followers of mine because they've either asked me a few times in the past, hey, well, where do I get your book? And I'm like, what's your address? And they'll be like, it's this. And I'll be like, it's coming your way. And I wrote them little love letters and like little Thank yous and these people have been, following me for a long, long, long time. So of course I want to share my appreciation to them. so I did. And and then I come to my doorstep, maybe I don't know, a month or two later, and I

see a bag at my front door. And I'm thinking, okay, maybe it's so I live in a multifamily, so I have tenants that are living downstairs. So I'm thinking, maybe it's for them. So I just put it inside, whatever. And And then I get a DM from the follower. She's Hey, I I put a bag on your front doorstep. no. So I go and I check it out. And it's this custom hat, it's a tie, it's a bracelet, and it's just like this cute love letter of like, you sent me that book, I wasn't expecting it. It was the most coolest surprise ever, and just thank you for doing everything you've been doing. And it's just so nice to know that there's that a personality, that approachability as I As we talked about before, where it's like, no, I'm real. I'm a real person. I'm not this celebrity or something online people think it. It's whatever they think they think. But sometimes just because someone has a big following, they're like, they're they're too out of reach for me. Not at all. Are you kidding me? I'll I'll drive up to you. I'll hang out with you for the weekend. I'm going to Toronto in March and there's this lifetime long follower of mine, that I cannot wait to meet. Every single time we're DMing. I've never met him before, but I'm like, dude, let's just hang out. Let's grab dinner. You've been a follower for so damn long. I appreciate you. I'm finally coming to Toronto. I want to come and have dinner with you. Is that cool? He's like, dude, that'll make my day. I'm like, let's go, let's do it. I'm not expecting anything. It's just, dude, you've been loving on me for so long. I'm gonna love on you tonight. I'm gonna give you dinner. I'm gonna make drinks. We're gonna have fun. We're gonna talk. We're gonna get together. Like, let's have fun. That's it. That's that's how it should be, you know? But I don't think people have that person to person in them. And especially in today's world with AI becoming the way it is, I think that person ability is leaving the room more and more. So the more that you show I'm real, the more people are gonna love it. And that's that's my thought process to that. You know, just be a person, be a human. People love it and appreciate it so damn much. If you give it to them, if you write a postcard, can we go back to the old days for a second here and put little stamps on the corner of a postcard and know how to send it? If you have to go to Google and type in how do I write the address? Like where do I put it? What do I put the name for it? Like if you don't know how to do it, Google it or Chat GPT. But write a postcard and send it to someone. Hey, thinking about you. Hope you're well. Bye. Wow, it's already so different because no one is doing it. So speaker-1: So would you equate access to approachability? speaker-0: almost. Almost. access is also something that you don't just get. It's a it's a privilege in a sense, right? You don't just get access because because. sometimes it's the hands that you shake, sometimes it's the people that you already know that are in your Rolodex. And just because, you know, my friend Friend is friends with one of the Yankees players doesn't mean I have access to the Yankees player, right? It's nice to know, but like access, it's it's you gotta earn that, you know? You'll just gain it. So on social media, yeah, are there some weird people out there? Yes there are. Do they feel that they DM me? The more they DM me, the more access they get to me. No. There are some interesting fellas out there. That have been DM me for years. I don't say that you're gonna have access, because my gut feeling, going back to the feeling, but listen to myself. I think there's a little bit different thought process here that wants to go down, which I'm not interested in. So I don't know if that even answers remotely what you're going for here, but I think approachability and access are two different things. approachability is one step closer to access. speaker-1: Speaking of access and earning like access to people, who do you pay attention to right now because their thinking sharpens yours, not because they're famous? speaker-0: Nice. Nice. Good question. speaker-1: Stepping it up this time. speaker-0: I like it. I I would say I would say my So where my mind just went is Ty Lopez's thirty-three percent law, which was thirty-three percent of the people that you associate with are below you. Below meaning they look up to you, they come to you for mentorship, for guidance, for advice, those types of people. The next thirty-three are the middle ones, those are the people that are kind of along your journey. You guys are riding together, same level, same Destination, same goals, right? Similar. So those are probably your best friends, your your colleagues, maybe your right, those types of people. And then the next 33, the last ones, are your mentors or your coaches, those that are already in the position that you want to be in. And so my mind went there. It's because the people that I'm looking up to right now are probably the people that are by my side. My best friend Sal, you know, my best friend Matt. We are so on the same journey and same vision. That when we talk, it's like it's it's business, it's go time. And then when we click that button off, we dis enable it or disable it, we are toggling into a whole different type mindset. now we're just goofs, we're bullshitting, we're drinking, we're having fun, but we know when to toggle it back on and wow, is it go time? And and we all listen to each other because we're all moving at the same pace in a sense. We're all making the same type of income, we're all doing the same investments, we're all Right, they're all for example, they are all right now, they're married, right? They're married or engaged. So they are at a level that I'm nowhere near. So I'm looking at them like, damn, how what do I gotta do to get to that point? Right? what are you guys doing? I'm learning off of your mistakes and your goals and your f

successes. And then it's like go, okay, investment time, right? I'm doing investing right now. So they're looking at me like, What so how did you get the multifamily? Right. And then Sal got a multifamily and now it's like I'm looking for the next one. He's like, I want to look for the next one. So we're so listening to each other because we're seeing it's working, obviously. And so I like that. I love that. And then of course the mentors, the coaches. So I got my coach, her name is Kim. Kim's been coaching me for eight years now, nine years, I don't even know how long. And it's just someone that's on the back end. And she's been she's been my go-to, my lighthouse. I need help. I I just go to her. And not famous, you know, it's just someone that knows me. really well, almost to the level of ChatGPT, how ChatGPT knows me. And they just know how I would react or how I would behave or how I receive information to push my needle forward. So I would say those people speaker-1: How did you meet Sal and Kim? speaker-0: Sal, I met through the music industry. So I was in the music world for a second before real estate started. I followed my heart when I listened to it and it really, really loved EDM. I was so into electronic dance music. Still am, don't get me wrong. But back then where I didn't know who I was, I was like, I love music. Let me try that out. And so long story short, I ended up buying a ticket off of Facebook because some dude reached out to me by the name of Sal. And he was like, Hey man, I'm selling tickets. I'm like, I would love to buy one. He's like, Here you go. I'm like, I'll see you at the concert. And then I go to the concert and I go up to the first person that I feel like works there. I'm like, I'm looking for tickets. I'm looking for a guy named Sal. He's like, I'm Sal. I'm like, you have my tickets. That was the interaction. Wow. That turned into now about ten plus years of friendship. So that's that. No speaker-1: That you were gonna be friends when you met him? speaker-0: idea. Had zero idea. I thought he was just the promoter at the club. I'm like, whatever. Right, but he's the one that inspired me and showed me the world of music. Matt, by the way, I mentioned the name Matt before, he was their music manager. So, like it yeah, it's been a it's been a journey with them. So now they're both realtors with me and we're we're selling, we're doing fun stuff, we're making money, God bless. But that's how I met Sal and Matt. And then Kim, I met her because I went to my broker at the time when I was at Remax. I'm like, hey man, do you have a coach? He's Yeah, I have a coach. can I connect with them? He's like, My coach is too busy, but I'll I'll see what I can do. I'm like, okay, cool. So I connected with the guy and he's like, I'm too busy. I'm like, I figured. He's like, but I have someone else for you. Her name is Kim. I'm like, Okay, I'll give her a shot. And the second call I had with Kim, which hour each, right? The second call I had with her, she's like, You don't want to sell real estate forever. I'm like, I don't. She's like, You want to do something much bigger. I'm like, I do. She said, You wanna build a brand, you wanna do social media, you wanna speak, you wanna teach, you wanna inspire the world. Like I'm like, I I love you. I yes eight years. So here we are. She understood me very quickly, so speaker-1: That's so funny. I that's something that my dad used to talk a lot about when he was around. he would say, like, when you find your people, like ride or die, right? Like keep them around. Yeah. and it sounds like I'm just kind of like listening to what you're saying. It sounds kind of like the people who are sharpening your thinking are the ones that are growing along with you almost. speaker-0: Yes. Yes. Cause we are none of us are stagnant in our growth. We're all learning in different components or different aspects of our entrepreneurial journeys together and our careers and they're they're learning aspects that I might not necessarily have time for or desire to learn. Yeah. But they do. Sal loves cold calling, loves it till till till he dies. He will cold call, he'll build relationships, he knows how to be a person to person person. So when he picks up the phone and talks to a random person, his goal is like, I gotta make them like me. And all of a sudden at the end of the call, he's got a new client, a new lead, a new opportunity. And he's just like, This is what I love. So he's learning this whole new approach of cold calling and prospecting, where Matt is now doing flips, right? So he's learning how to flip homes. He's doing adult communities and all this stuff. And like, I didn't do that yet. I haven't done that. What are you learning, dude? Like, what's working for you? It's like, dude, I got this investor, I got this money, I got this hard money lender. I'm like, okay, this is like. Taking notes, this is awesome. And they're coming to me and they're So, dude, social media and with the growth of your age and attraction and you got this multifamily, you're looking for that. And they're like, What are you doing? And I'm like, Well, I'm investing my time to do this stuff, right? They come to me for social media always. That's fine. That's what I've excelled in, where the others have excelled in prospecting or something else. So it's like all of these components are important to learn. I don't have time for them all. Let me focus on one thing and you guys focus on the next. And you guys come back to me and like let's brainstorm, let's huddle. Let's all right, what did you learn? What did you learn? All right, cool. I like that. Here's what I learned. speaker-1: It sounds very collaborative. speaker-0: Super collaborative. Yeah. speaker-1: I love that. When I was in my last year of teaching, I was coaching the teachers. And my job, it was this brand new position. I had a really visionary principal at the time. And he called my position 21st century

cross-curricular coach and mouthful. And my job was to work with the teachers to implement the four C's, is what we called it, into their lessons. Because with technology and AI, we didn't know where what skills the kids were gonna need, right? So it was communication, collaboration, critical thinking, and creativity. And it's so funny. That was in 2020, 2019, 2020. So it's 2026, like how much that is like those four skills I feel are like the most important right now. It's just interesting to full circle moment. speaker-0: Good, good. Yeah. speaker-1: I was gonna ask if if somebody is not around people they can be collaborative with, people that they can learn from and learn with, how would you or what would you tell them, what advice would you give them to get around those people? speaker-0: I like coaching. speaker-1: Okay. speaker-0: Because the people that are there are paying a high ticket item and they're paying for the same type of coaching that you're probably interested in being in that room in the first place. So for you to be surrounding yourself with others that are seeing eye to eye with you is probably a great way to start. So if you don't have anyone, consider coaching. If you don't have the money for it, start a little slower, start a little smaller. But I think getting into that type of room, it's Well, it's not free. So the people that are paying are serious. And those that are serious are probably people you want to collaborate with. speaker-1: Yeah. So coaching, when I first started, I knew coaches existed, but like I didn't really know like where to find one, what kind of coach I needed, what kind of coaches existed. So I know you went to someone you looked up to, your broker, and then referral, referral, right? Okay is there any other ways you know of to like get in contact with a coach that would be Helpful for someone? speaker-0: If you have people in your sphere that you're friendly with, ask them if they have coaches. If there's people in your world that you want to be in their shoes one day, ask them who they went through. I'm sure they had coaches. I'm almost I would if I would gamble eight out of ten times, they probably have a coach or had a coach. go on Chat GPT. Ask. This is what I am, this is who I am, this is what I want. What kind of coach would you advise me to research or possibly get in contact with? See what Chat GPT has to spit out for you. Or maybe there's people online that you're already following that you really enjoy what they're doing. Maybe they're not doing coaching, but it doesn't hurt to reach out to them and just be like, I look up to you a lot. I am really interested in coaching. I don't know if you offer it or not, but I would love to at least shadow you. I would love to pay you for it. I'll I don't know why I don't know. I'm just throwing out an offer. I really am inspired by you. So Doesn't hurt. They might say no and tell you to fly a kite, but at least you tried. So, or it might be the opposite. It might be I've considered coaching, maybe this could be a good trial run. Right. And now all of a sudden you just got under a wing of a person that you look up to and want to be in the position of, and all of a sudden you're providing them value because they wanted to kind of get like a hamster wheel going here, like, let me try it out. You don't know. You don't know until you try. So give it a shot. Those are my thoughts. speaker-1: Yeah, I I actually started offering coaching because people were asking about it. And the first people that asked about it got grandfathered in at a really good rate. So it never hurts to ask. speaker-0: Never does. speaker-1: All right, last question. Five years from now, what will agents need internally, not strategically, to thrive? speaker-0: Hm internally. Charisma, patience, energy, willingness to Willingness to Think outside the box, even in situations that they don't necessarily want to, but just being a little bit more open-minded, because the the demographic that is going to come in five years is going to be so advanced with Chat GPT, and it's going to be so advanced with their tech. It's, you know, we're not, we're not going to be working with people who don't know what ChatGPT is in five years. People still don't know how to use it. I was on Chat GPT with my mom yesterday. We were looking into her finances on the mortgage. And I'm like, check this out. And I busted out ChatGPT. I'm like, yo, chat. here's the mortgage, here's the loan. We're doing the principal of this much, we're doing this much. And my mom, I just saw her face, she's like speaker-1: Yeah. speaker-0: she didn't know that you could talk to Chat GPT. That's fine. She this is how she's learning, right? She's learning the process of today's world. So she didn't know. But Five years from now, she's just she's gonna know it a lot more. But then by that point, there's gonna be a whole new chat GPT 5.0, right? So but the modern day, the young kids, the the kids that are 19, they're gonna be 24. The kids that are 30, they're gonna be 35. The 40 year olds are gonna be forty-five. These are gonna be the new home buyers, the new home sellers, these are gonna be the new people we have to interact with and be open minded to communicating with them and selling how they want to be sold to. speaker-1: Mm, mm. speaker-0: So five years from now, you gotta be willing to speak that language. There's a lot of naysayers today. TikTok is not gonna last. No way. Bullshit. It's been around since 2018 and it's still around and it's still evolving. And it's gonna crash, it's gonna die. I'm gonna get off of it. It's not going anywhere. I've been saying it since day one. It ain't going anywhere. You gotta understand it. then there's gonna be new stuff coming your way. Be willing to learn it so you can speak the language of your clients. speaker-1: That's good. That was one of my favorite things I learned from where was I? I think I was in the Dominican at

like a conference or something when I was a teacher still, and they were saying, Okay, so like boomers they learned through textbooks, so their skill set was reading, summarizing. P all paraphrasing all that stuff. Millennials are you a millennial? speaker-0: Yep. Ninety four babies. speaker-1: You're younger than me? speaker-0: You were doing math. I'm thirty-one, thirty thirty two, my god, five days. speaker-1: Tangent. we learned information through the internet, right? So like our way of processing information new information is searching it up and then reading about it and reading from multiple sources. Gen Z is learning through AI. And so their skill is not going to be summarizing, paraphrasing, any of that. Their skill is going to be identifying what is credible and what isn't, and then making up their mind about it. So exactly what you just said, I think that's so important is learning styles are now different. And so trying to educate your clients or guide your clients, you're going to have to speak their language. I completely agree with that. That's so cool. Any last minute thoughts? speaker-0: this was good. This is a nice little conversation that people probably should listen to and need to hear. it's a nice little update for psychology of today's world, you know. speaker-1: Okay. speaker-0: It wasn't just talking social media. speaker-1: Not not trained in psychology at all. speaker-0: That's good, right? We're in the field. We're you have clients. I see how they're interacting, how they're behaving, seeing what's working, what isn't. So it's good to talk about this stuff. it's a little different than what it was five years ago or even a year ago for that matter. those are my thoughts. Good. speaker-1: Crazy. It's crazy how fast things are changing with technology. just in the past year. It's cra crazy. It blows my mind. speaker-0: yeah. AI, all this stuff is good. Learn it, but don't think you absolutely have to use it or you'll die, type of thing. Listen, I still have successful realtors in my it's not a lot of them, but there are people that are still successful. They're still using their notebook for their CRM. Like that's their CRM. Wow. It works for them. It's you know, to them it's like why recreate the wheel when you don't have to if it's working. You're making half a million dollars a year and it's working for you. God bless, go run. Be adaptive. Like know that there might be better ways. Like are you satisfied at half a million? You aren't? Well then change your methods. Are you happy at five hundred? That's more than you need. God bless, go run. This is your own boat. It's your own journey. Live it how you want. But if you keep wanting more, well then adapt with the times. So that's it. speaker-1: What's coming up for you? speaker-0: What's coming up? I got stuff that I'm not talking about loudly yet. I am in school. So I'm going to school. It's it's pretty cool. hopefully by summer twenty twenty six I'll be able to say that I am that I'm a pilot. So I'm a student pilot as we speak. Yeah. So I've been flying for about a year plus now. I haven't told many people. So that's my that's my surprise. so I'm looking forward to getting that done. And what else am I doing? I don't know. I'm just continuing doing what I'm doing, but at better paces, working smarter, not harder, changing more lives and just having a fun time, creating more content. That's what I'm doing. speaker-1: You're gonna create some really cool content in the plane. speaker-0: yeah, yeah. Already looking forward to it, yeah. speaker-1: Thanks so much, Ed. It was so nice to connect with you again. speaker-0: Appreciate you having me on. Till the next time. speaker-1: the next time next year. speaker-0: No, I appreciate you. Thank you. speaker-1: Thank you.