บทถอดความฉบับเต็มของ Finding Your Role in Multifamily Investing with Kimberly McCall

our son is Anson it was 00:02:04.930 --> 00:02:07.109 Angel and Jason's who was together turned out 00:02:07.109 --> 00:02:12.349 Anson was a real name we didn't know I love him 00:02:12.349 --> 00:02:17.689 I love that well thank you thank you I want to 00:02:17.689 --> 00:02:20.490 say I love that. Like a relationship manager. 00:02:20.629 --> 00:02:22.129 I don't know what to call it either. So I didn't 00:02:22.129 --> 00:02:25.110 know like in a real title. I think that's beautiful. 00:02:25.530 --> 00:02:28.750 It is something that I'm finding my way into 00:02:28.750 --> 00:02:30.849 that same role. And it's probably why I'm so 00:02:30.849 --> 00:02:32.650 attracted to you. I'm like, I just want to talk 00:02:32.650 --> 00:02:35.949 to Angel. She knows everybody and everything. 00:02:36.110 --> 00:02:39.689 And I just want like, I think it's my most favorite 00:02:39.689 --> 00:02:42.409 role. And you're right. It's not a it's not a 00:02:42.409 --> 00:02:45.629 traditional role. A lot of times we we talk about 00:02:45.629 --> 00:02:48.430 the underwriting the like who's doing market 00:02:48.430 --> 00:02:50.770 research and who's doing the asset management 00:02:50.770 --> 00:02:54.409 and all these traditional roles but it is a relationships 00:02:54.409 --> 00:03:00.710 manager that I like gravitate to so um I didn't 00:03:00.710 --> 00:03:02.610 even know it was a role like and then it was 00:03:02.610 --> 00:03:05.629 um so we were at our we were at our bank and 00:03:05.629 --> 00:03:07.729 we were at chase because we were in the syndication 00:03:07.729 --> 00:03:10.669 through of the syndication account and the person 00:03:10.669 --> 00:03:13.229 that we work with is a relationships manager. 00:03:13.550 --> 00:03:16.310 And then I was at an event and Quest was there 00:03:16.310 --> 00:03:19.710 presenting. And the guy that's talking is their 00:03:19.710 --> 00:03:22.430 chief relationships manager. And I was like, 00:03:22.689 --> 00:03:25.409 what the heck? This is an actual true role in 00:03:25.409 --> 00:03:31.139 lots of different companies. Wow. Yeah, I think 00:03:31.139 --> 00:03:34.120 I might need a new name placement tag, Chief 00:03:34.120 --> 00:03:38.120 Relationship Manager. I love it. Well, I definitely, 00:03:39.180 --> 00:03:42.900 so I am currently in a position to where I talk 00:03:42.900 --> 00:03:47.180 with many new investors. And so they come sometimes 00:03:47.180 --> 00:03:50.860 with real estate experience and sometimes with 00:03:50.860 --> 00:03:54.580 none. Like, and so we're a lot in between there. 00:03:55.280 --> 00:03:57.659 And really, the things that we'll talk about 00:03:57.659 --> 00:04:00.990 is it's like, what do you What are you fond of? 00:04:01.490 --> 00:04:03.530 What are you attracted to? Do you like talking 00:04:03.530 --> 00:04:06.689 to people? And I had to express like somebody 00:04:06.689 --> 00:04:10.090 has to take charge when it comes to these relationships. 00:04:10.250 --> 00:04:13.490 It's not just investors. It's, yeah, like are 00:04:13.490 --> 00:04:15.789 you in need of a sponsor and who's going to be 00:04:15.789 --> 00:04:18.170 the person talking with them? Are you in need 00:04:18.170 --> 00:04:21.550 of asset management? Say that that's not their 00:04:21.550 --> 00:04:24.110 cup of expertise, but yet, you know, the sponsor 00:04:24.110 --> 00:04:26.930 is not going to do that either. So who are you 00:04:26.930 --> 00:04:29.560 talking to to help? you know, navigate those 00:04:29.560 --> 00:04:34.220 roles. So from the beginning, you know, you just 00:04:34.220 --> 00:04:37.000 kind of dive in and talk about the things that 00:04:37.000 --> 00:04:40.759 you enjoy doing and focusing there. I'm a big 00:04:40.759 --> 00:04:44.319 advocate of kind of knowing at least the top 00:04:44.319 --> 00:04:47.860 layer of everything. So you learn to appreciate 00:04:47.860 --> 00:04:51.410 them more. When I started, I signed up to do 00:04:51.410 --> 00:04:53.470 asset management. I was like, I want to do asset 00:04:53.470 --> 00:04:55.410 management. I want to work with people that's 00:04:55.410 --> 00:04:58.209 already on my team. I tend to get intimidated 00:04:58.209 --> 00:05:02.870 by talking to people that I don't know. That 00:05:02.870 --> 00:05:07.569 first initial relationship building is like, 00:05:07.569 --> 00:05:10.449 I get a little shy. But for someone and you're 00:05:10.449 --> 00:05:12.750 like, hey, meet so and so, I will talk to so 00:05:12.750 --> 00:05:15.560 and so all day. But if I seen so -and -so by 00:05:15.560 --> 00:05:18.819 themselves, I would probably just smile and wave. 00:05:19.660 --> 00:05:24.379 So, yeah, I just like to, I like to build our 00:05:24.379 --> 00:05:26.939 after, you know, especially after the first introduction, 00:05:26.980 --> 00:05:29.980 I like to build on those relationships and teach 00:05:29.980 --> 00:05:32.920 people how to do that. The asset management I 00:05:32.920 --> 00:05:36.379 learned was not my role. It took a little, it 00:05:36.379 --> 00:05:40.379 was a hard, rude awakening in just having to 00:05:40.379 --> 00:05:46.649 partner with people and and learning so many 00:05:46.649 --> 00:05:50.889 different aspects of it, I was like, okay, I 00:05:50.889 --> 00:05:56.370 think I'm going to take my relationship skills 00:05:56.370 --> 00:05:59.490 and build them and amplify them in different 00:05:59.490 --> 00:06:01.910 areas of the business because that asset management 00:06:01.910 --> 00:06:05.970 wasn't as easy as I thought. It's tough. But 00:06:05.970 --> 00:06:08.310 with that experience, I definitely tell people, 00:06:08.470 --> 00:06:10.629 don't forget to pay your asset managers because 00:06:10.629 --> 00:06:14.329 they're a critical part of the team. Well, and 00:06:14.329 --> 00:06:17.370 there's parts of asset management that you might've 00:06:17.370 --> 00:06:22.970 been well suited for. Um, so I am, I am

not the 00:06:22.970 --> 00:06:26.009 person that's going to have the tough conversation 00:06:26.009 --> 00:06:30.610 with somebody. Um, I'm, I can have that conversation, 00:06:30.610 --> 00:06:34.110 but certainly not at a GP meeting where the, 00:06:34.170 --> 00:06:35.529 you know, the team, the whole team is there. 00:06:35.769 --> 00:06:37.930 The property managers are there. The onsite person 00:06:37.930 --> 00:06:40.069 may be on the call too. I'm not going to have 00:06:40.069 --> 00:06:44.290 that, that conversation of, you're not doing 00:06:44.290 --> 00:06:46.370 what we need you to do in front of everybody. 00:06:46.649 --> 00:06:48.370 I just I can't do it. I didn't like it in the 00:06:48.370 --> 00:06:50.910 classroom. I don't like it in an adult meeting 00:06:50.910 --> 00:06:53.970 either because it's like everybody's averting 00:06:53.970 --> 00:06:55.149 their eyes. They don't know where to look when 00:06:55.149 --> 00:06:56.930 you're getting onto somebody. And so I'm just 00:06:56.930 --> 00:06:58.490 not going to do that. I can do it one on one, 00:06:58.569 --> 00:07:01.689 but not in a group. And so what happened was 00:07:01.689 --> 00:07:04.129 it was more like I moved out of that part of 00:07:04.129 --> 00:07:07.170 it. But if something goes, if something is happening 00:07:07.170 --> 00:07:11.009 on site, I'll drive there. Yeah. and I'll help 00:07:11.009 --> 00:07:13.290 take care of it. Like when we needed, we were 00:07:13.290 --> 00:07:15.889 about to lose our liability insurance because 00:07:15.889 --> 00:07:18.670 rail to rail on the stairway was greater than 00:07:18.670 --> 00:07:23.889 four inches. Now here was the problem. It grandfathered 00:07:23.889 --> 00:07:26.829 and was fine in the state. It grandfathered and 00:07:26.829 --> 00:07:29.370 was fine in the county. The insurance was having 00:07:29.370 --> 00:07:33.069 an issue with it. So I find out basically the 00:07:33.069 --> 00:07:35.209 day that we are on our last 24 hours and we're 00:07:35.209 --> 00:07:38.250 being canceled at midnight and I drive there 00:07:38.250 --> 00:07:40.939 and Here comes the maintenance guy has a rebar 00:07:40.939 --> 00:07:43.660 in his hand. I'm like, Mike, come here and he 00:07:43.660 --> 00:07:45.779 brings the rebar over and I'm like, this is what 00:07:45.779 --> 00:07:48.399 we're going to use. We're going to go by rebar 00:07:48.399 --> 00:07:51.199 and we're gonna cut it and weld it in. And so 00:07:51.199 --> 00:07:54.300 this was like probably about 11 o 'clock in the 00:07:54.300 --> 00:07:58.560 morning. He went to go by rebar I stayed on site 00:07:58.560 --> 00:08:00.480 with the floater that we pulled from another 00:08:00.480 --> 00:08:02.279 property that had a welder and could actually 00:08:02.279 --> 00:08:05.930 weld it Until he's roughing up and trying to 00:08:05.930 --> 00:08:09.230 get a place where the weld can grab for the bars 00:08:09.230 --> 00:08:13.329 to go in place. And I'm there and I'm just standing 00:08:13.329 --> 00:08:16.750 because there's things I remember. Like when 00:08:16.750 --> 00:08:20.389 I worked, we had a shave ice stand. And I was 00:08:20.389 --> 00:08:22.670 the owner's kid, whatever. But I ran the thing 00:08:22.670 --> 00:08:25.730 from the time I was like 13. I knew how to do 00:08:25.730 --> 00:08:29.269 shave ice. And I just remembered from way back 00:08:29.269 --> 00:08:32.230 then, if I sat down, everybody else thought it 00:08:32.230 --> 00:08:36.970 was break time. And so having those experiences 00:08:36.970 --> 00:08:39.169 as I was growing up, I knew that the moment I 00:08:39.169 --> 00:08:43.029 sat down out there, it was break time. So I stood 00:08:43.029 --> 00:08:46.049 for eight hours on the concrete. I would walk 00:08:46.049 --> 00:08:48.009 to the jeep and get some of my Coke and then 00:08:48.009 --> 00:08:50.889 I would come back and stand because it had to 00:08:50.889 --> 00:08:54.309 be done. We were in the last 24 hours. And I 00:08:54.309 --> 00:08:56.970 think one stairwell was done by like 4 p .m. 00:08:57.149 --> 00:08:59.470 and I took pictures and I was sending it to insurance. 00:08:59.629 --> 00:09:02.289 I was texting it to JT, like I was sending everything 00:09:02.289 --> 00:09:04.090 everywhere to make sure that they knew, hey, 00:09:04.149 --> 00:09:05.529 we're doing this. I sent a picture of the receipt. 00:09:05.669 --> 00:09:07.610 I'm like, look, we've bought the pieces. Here 00:09:07.610 --> 00:09:09.730 we are. We're taking care of this now. It's going 00:09:09.730 --> 00:09:12.029 to be getting done. There were 16 stairwells 00:09:12.029 --> 00:09:14.970 and we only got one done that first day. Yeah. 00:09:16.269 --> 00:09:17.990 And so, but we were able to keep the insurance 00:09:17.990 --> 00:09:20.889 and everything was fine. And I can do those kinds 00:09:20.889 --> 00:09:23.210 of asset management pieces. Yeah. You just need 00:09:23.210 --> 00:09:25.389 a body there. You need someone to go and make 00:09:25.389 --> 00:09:26.629 sure that it's getting done. You need someone 00:09:26.629 --> 00:09:29.769 to oversee how it's being done. I have zero issues 00:09:29.769 --> 00:09:32.289 with that because I'll crack jokes with people. 00:09:32.350 --> 00:09:35.830 The guy was Hispanic and so like I would look 00:09:35.830 --> 00:09:37.230 up how to say something and once I looked it 00:09:37.230 --> 00:09:39.450 up I knew how to say it but it was like I don't 00:09:39.450 --> 00:09:41.370 always remember it in my head and he just kept 00:09:41.370 --> 00:09:44.429 laughing and the next time I saw him on a different 00:09:44.429 --> 00:09:48.340 property he was like hey speak Spanish. That's 00:09:48.340 --> 00:09:52.220 my word. I love that. You know, like I can build 00:09:52.220 --> 00:09:56.200 relationships like that. Yeah. But for the asset, 00:09:56.379 --> 00:09:58.639 like it's just those, those hard conversations, 00:09:58.740 -->

00:10:00.059 the tough ones where you're like, you're not 00:10:00.059 --> 00:10:02.299 doing what you need to be doing. I don't like 00:10:02.299 --> 00:10:04.179 having those conversations unless they're one 00:10:04.179 --> 00:10:08.120 -on -one. Yeah. No, that's right on. I, you're 00:10:08.120 --> 00:10:12.120 right. I do pitch in with, so, and that's the 00:10:12.120 --> 00:10:14.679 thing like people should, sometimes we don't 00:10:14.679 --> 00:10:17.070 recognize it as a strength. Right? Like I do 00:10:17.070 --> 00:10:21.049 a lot of social media and I had no idea that 00:10:21.049 --> 00:10:23.470 would be a strength. Well, our onsite doesn't 00:10:23.470 --> 00:10:26.070 do social media. So I have been able to step 00:10:26.070 --> 00:10:28.389 up and like I'll do the listings and we share 00:10:28.389 --> 00:10:30.850 a little spreadsheet and I'll send her, you know, 00:10:30.909 --> 00:10:34.870 some leads. So I do the Facebook listings and 00:10:34.870 --> 00:10:37.289 I'll pull out, you know, I just say, hey, you 00:10:37.289 --> 00:10:39.309 know, how, how can they get ahold of you? I'm 00:10:39.309 --> 00:10:40.809 going to have my onsite reach out to you. They 00:10:40.809 --> 00:10:42.509 give me their phone number and I pass it on to 00:10:42.509 --> 00:10:44.830 our onsite. That will follow up. But it was definitely 00:10:44.830 --> 00:10:47.100 something that I didn't I really didn't consider 00:10:47.100 --> 00:10:49.460 it a skill. Like it's Facebook. Are you kidding 00:10:49.460 --> 00:10:51.259 everyone on Facebook? Well, they're not. And 00:10:51.259 --> 00:10:54.480 so it is something that you can definitely help 00:10:54.480 --> 00:10:56.259 with the asset management and it's something 00:10:56.259 --> 00:11:00.139 I enjoy. So the beauty to a multifamily is that 00:11:00.139 --> 00:11:03.299 it's a team, right? So, and you do get to pitch 00:11:03.299 --> 00:11:06.919 in, you know, what, what you're like, like we've 00:11:06.919 --> 00:11:08.940 already said, you pitch in what you're attracted 00:11:08.940 --> 00:11:11.360 to or what you enjoy doing. And sometimes when 00:11:11.360 --> 00:11:14.360 we enjoy, enjoy doing it, we don't realize it's 00:11:14.360 --> 00:11:18.159 a, it's a skill. And so I love going on Facebook 00:11:18.159 --> 00:11:22.559 and I love everyone's photos, but I shop a ton 00:11:22.559 --> 00:11:26.320 on marketplace and I've listed a ton on marketplace. 00:11:26.779 --> 00:11:29.639 So being able to do that for property management 00:11:29.639 --> 00:11:32.759 has created amazing team dynamics. And we're 00:11:32.759 --> 00:11:35.860 always like, we get them those apartments filled 00:11:35.860 --> 00:11:39.259 up and we're like, yeah, teamwork. So that's 00:11:39.259 --> 00:11:43.269 true. There's things that like I do fit in. on 00:11:43.269 --> 00:11:47.230 the team side, that is very, very helpful. Yeah. 00:11:47.309 --> 00:11:50.269 What I would, I mean, see, like if, if the relationships 00:11:50.269 --> 00:11:52.490 piece is the part you like, I mean, I go to virtual 00:11:52.490 --> 00:11:55.009 meetups every day and I've been doing it ever 00:11:55.009 --> 00:11:56.669 since the beginning of COVID. And so how have 00:11:56.669 --> 00:11:58.529 I met so many people because I go to a lot of 00:11:58.529 --> 00:12:00.789 stuff and I go to face -to -face stuff too, because 00:12:00.789 --> 00:12:04.750 Texas opened up pretty early. Um, but I've met 00:12:04.750 --> 00:12:06.850 a lot of really cool people and it means that 00:12:06.850 --> 00:12:10.409 I've gotten to learn about things pretty early 00:12:10.409 --> 00:12:14.139 into adoption, like with CPACE. And so we got 00:12:14.139 --> 00:12:16.139 to learn about C -PACE and I've met three or 00:12:16.139 --> 00:12:18.179 four different people that are doing it, but 00:12:18.179 --> 00:12:20.840 we were able to say when Moshe Orange, when he 00:12:20.840 --> 00:12:23.480 said, Hey, I'm doing C -PACE. I was able to reach 00:12:23.480 --> 00:12:27.080 out to him and say, Hey, can you help me? We 00:12:27.080 --> 00:12:30.320 want to know more about it. And so he was able 00:12:30.320 --> 00:12:33.059 to, he had a contact at the bank where we got 00:12:33.059 --> 00:12:36.419 our loan and he was already, he was already talking 00:12:36.419 --> 00:12:38.440 to them and he, he texted me yesterday and he 00:12:38.440 --> 00:12:40.600 was like, I didn't forget about you. You know, 00:12:40.600 --> 00:12:42.139 I'm still waiting to hear back. And I was like, 00:12:42.190 --> 00:12:45.090 Well, I figured it was going to take a bit. He's 00:12:45.090 --> 00:12:46.230 like, well, you know, I'm used to working with 00:12:46.230 --> 00:12:52.330 New Yorkers. They want it now. Yeah. But I told 00:12:52.330 --> 00:12:53.950 him, I said, well, me harping on you and going 00:12:53.950 --> 00:12:55.610 to make it magically happen faster. And he's 00:12:55.610 --> 00:12:57.809 like, tell that to some New Yorkers. I'm like, 00:12:57.809 --> 00:12:59.990 well, I would, but you know, they are New Yorkers. 00:13:01.909 --> 00:13:04.110 But it was, I mean, it was those relationships 00:13:04.110 --> 00:13:08.549 that I wouldn't have. There's other people do 00:13:08.549 --> 00:13:09.789 and see pace and there were other people I had 00:13:09.789 --> 00:13:13.250 contact, but I don't know them. And he comes 00:13:13.250 --> 00:13:15.389 to my marvelous Mondays and we've met and lots 00:13:15.389 --> 00:13:18.029 of other meetups and stuff. And so I was able 00:13:18.029 --> 00:13:22.610 to go with someone that I know, that I know isn't 00:13:22.610 --> 00:13:25.330 gonna lead me astray. And that's what the business 00:13:25.330 --> 00:13:28.549 is about, right? Like no light trust. I remember 00:13:28.549 --> 00:13:32.570 like from early, early people have to know like 00:13:32.570 --> 00:13:36.850 trust you. And so. you know your reputation is 00:13:36.850 --> 00:13:38.909 all you have

in this business and it's a small 00:13:38.909 --> 00:13:43.070 multi -family world so you know making sure you 00:13:43.070 --> 00:13:45.149 keep those relationships. Yeah absolutely and 00:13:45.149 --> 00:13:48.509 that reputation that precedes you whether you 00:13:48.509 --> 00:13:51.929 realize it or not that's your brand. So whether 00:13:51.929 --> 00:13:53.610 you think you're branding or you don't think 00:13:53.610 --> 00:13:58.210 you're branding you are because people learn 00:13:58.210 --> 00:14:00.309 about who you are they learn your reputation 00:14:00.309 --> 00:14:05.200 and that is part of your brand. Absolutely. Yeah. 00:14:05.659 --> 00:14:07.559 There was a quote, man, I wish I remembered it 00:14:07.559 --> 00:14:10.620 right now. Something about, you know, like your 00:14:10.620 --> 00:14:13.679 business card and what you say is your, your 00:14:13.679 --> 00:14:16.039 business card or what you do is your brand or 00:14:16.039 --> 00:14:17.379 something like that. I'll have to look it up 00:14:17.379 --> 00:14:22.039 and share. But when you and Jason started, how 00:14:22.039 --> 00:14:24.179 did you, like, he was always attracted to the 00:14:24.179 --> 00:14:29.659 numbers or like, how did, like, so I am very, 00:14:29.720 --> 00:14:34.799 especially with spouse couples. like when it 00:14:34.799 --> 00:14:37.419 comes to the team. Yeah so Jason is a chemical 00:14:37.419 --> 00:14:39.559 engineer. Numbers are kind of his thing and he 00:14:39.559 --> 00:14:43.200 has his doctorate in chemical engineering. He's 00:14:43.200 --> 00:14:46.700 been doing research in like R &D and heat dynamics 00:14:46.700 --> 00:14:49.179 and he does CFD which is computational fluid 00:14:49.179 --> 00:14:53.600 dynamics. So he does modeling and all of these 00:14:53.600 --> 00:14:55.759 things. So yeah numbers are very much his thing. 00:14:56.159 --> 00:15:01.100 He also is really he can code and so like he 00:15:01.100 --> 00:15:03.559 coded our whole spreadsheet. for underwriting 00:15:03.559 --> 00:15:09.019 it is 100 % his wow that's beautiful yeah so 00:15:09.019 --> 00:15:12.240 that's numbers are absolutely his thing and he's 00:15:12.240 --> 00:15:14.919 my 15 year old was like just now realizing the 00:15:14.919 --> 00:15:17.700 stuff but he and i are actually very much the 00:15:17.700 --> 00:15:21.399 same but he's an introvert and i'm an extrovert 00:15:21.399 --> 00:15:24.960 so when he when i'm reading his text i can hear 00:15:24.960 --> 00:15:28.080 what he's saying And I think it's hilarious. 00:15:28.320 --> 00:15:30.259 And so then when I read it out to my 15 year 00:15:30.259 --> 00:15:31.500 old, she's like, why are you laughing? I read 00:15:31.500 --> 00:15:33.659 out this text. She was like, yeah, that's because 00:15:33.659 --> 00:15:35.620 you read it in your voice. I'm like, oh no, honey. 00:15:36.379 --> 00:15:38.620 I read it in your daddy's voice. You just don't 00:15:38.620 --> 00:15:42.080 realize it's his voice. And she was like, oh, 00:15:42.240 --> 00:15:46.259 I'm like, oh yeah. Jason and I are like, we are 00:15:46.259 --> 00:15:48.860 so much the same, but he's not going to say it. 00:15:48.919 --> 00:15:52.779 And I don't have a filter. So it just comes out. 00:15:53.049 --> 00:15:57.250 I love that. I do come across a lot of spouse 00:15:57.250 --> 00:16:00.590 people starting, you know, new investors that 00:16:00.590 --> 00:16:02.590 are coming into this business and they always, 00:16:02.629 --> 00:16:05.110 that's the number one question, how does it work? 00:16:05.470 --> 00:16:07.769 And so a lot, oftentimes I, you know, it's just 00:16:07.769 --> 00:16:10.629 like finding your role. So what does he enjoy 00:16:10.629 --> 00:16:13.549 doing? What do you enjoy doing? And do they benefit 00:16:13.549 --> 00:16:16.490 each other? I know sometimes we, my husband and 00:16:16.490 --> 00:16:20.169 I are learning, at this point we're leaning towards, 00:16:20.289 --> 00:16:22.590 we kind of like the same thing. He's way more, 00:16:22.620 --> 00:16:24.980 extroverted than I am, even though people like 00:16:24.980 --> 00:16:29.539 I am. But he could talk all day and and just 00:16:29.539 --> 00:16:33.720 put on this great show. But yeah, we're both 00:16:33.720 --> 00:16:37.659 more leaning towards the relationships with with 00:16:37.659 --> 00:16:42.720 investor relations. So we like that. But so it's 00:16:42.720 --> 00:16:44.639 easy now for us, like we want to do the same 00:16:44.639 --> 00:16:47.799 thing. But then even though that we want to. 00:16:47.870 --> 00:16:51.169 do the same role now, you know, the trick is 00:16:51.169 --> 00:16:52.690 like, okay, now we're going to have to partner 00:16:52.690 --> 00:16:55.309 with people that fulfill these other roles. And 00:16:55.309 --> 00:16:59.269 so I get people that are realtors and they want 00:16:59.269 --> 00:17:01.629 to come into this business. And, you know, so 00:17:01.629 --> 00:17:03.730 they want to specialize with broker relationships 00:17:03.730 --> 00:17:06.690 and it's been working. So they, you know, like, 00:17:06.849 --> 00:17:08.609 Hey, we kind of already speak this language. 00:17:08.890 --> 00:17:11.490 So they tend to gravitate towards them. I got 00:17:11.490 --> 00:17:14.210 plenty of engineers that love the underwriting. 00:17:14.849 --> 00:17:19.609 And I get some people that, that have No, no 00:17:19.609 --> 00:17:21.769 background and no knowledge. So pulling that 00:17:21.769 --> 00:17:25.309 out of them is what I've been finding a little 00:17:25.309 --> 00:17:28.710 bit tricky, almost only because of their own. 00:17:29.269 --> 00:17:33.109 We're just talking about their own. What's that 00:17:33.109 --> 00:17:37.089 when it's not a false identity, but they imposter 00:17:37.089 --> 00:17:39.789 syndrome, imposter syndrome. And sometimes people 00:17:39.789 --> 00:17:42.549 come with that and they think like, no, I'm not 00:17:42.549 -->

00:17:45.579 in it. a real estate investor, I'm not, you know, 00:17:45.660 --> 00:17:47.960 these things, how can I possibly do this work? 00:17:48.000 --> 00:17:51.059 But it's like, well, that's definitely your limiting 00:17:51.059 --> 00:17:53.480 belief. And how do we how do we pull that out 00:17:53.480 --> 00:17:55.460 of you? And what are you doing? Are you being 00:17:55.460 --> 00:17:58.400 obsessed? Like when I came, I was listening to 00:17:58.400 --> 00:18:01.319 every podcast and going to so many virtual meetups 00:18:01.319 --> 00:18:04.720 and just being completely fully emerged. And 00:18:04.720 --> 00:18:08.819 we only are what what we do, right? Like what 00:18:08.819 --> 00:18:12.019 we feed ourselves. And and it will click. It 00:18:12.019 --> 00:18:15.089 will. at some point, but you have to be active, 00:18:15.329 --> 00:18:17.250 right? You have to be doing it. And a lot of 00:18:17.250 --> 00:18:20.130 times, I think sometimes our people say, well, 00:18:20.250 --> 00:18:24.430 I only have so much time in the day. And it's 00:18:24.430 --> 00:18:27.569 like getting down to the why and not like deep 00:18:27.569 --> 00:18:31.410 why beyond beyond. I want to be financially free. 00:18:31.410 --> 00:18:34.710 Why? Like, what's the feeling? What's the emotion? 00:18:34.809 --> 00:18:39.450 What is that? That the long term beyond yourself 00:18:39.450 --> 00:18:44.259 and beyond right now, beyond 2023 to that makes 00:18:44.259 --> 00:18:48.420 you gravitate to to being fully like I'm in it 00:18:48.420 --> 00:18:50.500 I'm being fully in where I want to eat sleep 00:18:50.500 --> 00:18:55.599 and drink multifamily and and just diving in 00:18:55.599 --> 00:18:58.900 and then really focusing on like okay I am this 00:18:58.900 --> 00:19:01.900 I'm learning about it every single day and then 00:19:01.900 --> 00:19:04.549 and then that's when you get to like when you 00:19:04.549 --> 00:19:07.430 hear so many people speak and they share their 00:19:07.430 --> 00:19:10.869 experiences and realizing, oh, I do like talking 00:19:10.869 --> 00:19:14.069 to people. That's the role I want to do, whether 00:19:14.069 --> 00:19:16.670 I'm talking to sponsors or investors or lenders 00:19:16.670 --> 00:19:20.390 or anyone that like those relationships is critical. 00:19:20.549 --> 00:19:25.769 And I'm like, oh, that is a need. the relationship 00:19:25.769 --> 00:19:29.910 with relationship manager. Since it doesn't have 00:19:29.910 --> 00:19:32.150 a title and it's something that I didn't ever 00:19:32.150 --> 00:19:36.250 consider like to be a traditional role, I didn't 00:19:36.250 --> 00:19:40.349 think that was a need. Jason's been calling me 00:19:40.349 --> 00:19:44.349 the CRO, the Chief Relationships Officer. Oh 00:19:44.349 --> 00:19:48.309 really, I love it. I love that. He's great. Is 00:19:48.309 --> 00:19:51.809 better than CRM. Chief Relationship Manager because 00:19:51.809 --> 00:19:55.289 I don't even use a CRM. So the last thing I need 00:19:55.289 --> 00:19:58.009 to be called is a CRM. So it was a CRO.