1 00:00:02,060 --> 00:00:05,540 (Transcribed by TurboScribe.ai. Go Unlimited to remove this message.) Welcome to the Business Credit and Financing Show. 2 00:00:06,040 --> 00:00:08,460 Each week, we talk about the growth strategies 3 00:00:08,460 --> 00:00:10,260 that matter most to entrepreneurs. 4 00:00:11,000 --> 00:00:13,600 Listen in as we discuss the secrets to 5 00:00:13,600 --> 00:00:16,400 getting credit and money to start and grow 6 00:00:16,400 --> 00:00:17,240 your business. 7 00:00:17,460 --> 00:00:19,820 And enjoy as we talk with seasoned business 8 00:00:19,820 --> 00:00:22,680 owners, coaches, and industry leaders on a variety 9 00:00:22,680 --> 00:00:25,700 of topics from advertising and marketing to the 10 00:00:25,700 --> 00:00:28,140 nuts and bolts of running a highly successful 11 00:00:28,140 --> 00:00:28,720 business. 12 00:00:29,020 --> 00:00:31,340 And now, to introduce the host of our 13 00:00:31,340 --> 00:00:35,320 show, financial expert and award-winning author, Ty 14 00:00:35,320 --> 00:00:36,020 Crandall. 15 00:00:36,960 --> 00:00:38,400 Hello, and thanks for joining us today. 16 00:00:38,540 --> 00:00:40,300 Today, we are going to talk about real 17 00:00:40,300 --> 00:00:40,500 estate. 18 00:00:40,600 --> 00:00:42,280 We're actually gonna talk about how to future, 19 00:00:42,860 --> 00:00:45,820 basically future and protect your real estate business. 20 00:00:45,940 --> 00:00:46,720 I don't even know what I'm doing. 21 00:00:46,820 --> 00:00:48,520 I'm tripping over my words early on here 22 00:00:48,520 --> 00:00:48,760 today. 23 00:00:49,140 --> 00:00:50,880 Look, if you're even thinking about getting into 24 00:00:50,880 --> 00:00:52,500 real estate, you're thinking about in real estate 25 00:00:52,500 --> 00:00:55,040 already being a brokerage, then you're gonna love 26 00:00:55,040 --> 00:00:56,460 what we're gonna dive into today, because we're 27 00:00:56,460 --> 00:00:57,680 gonna be talking about how to future-proof 28 00:00:57,680 --> 00:00:59,020 your real estate business. 29 00:00:59,340 --> 00:01:00,440 And we need to be talking about this, 30 00:01:00,440 --> 00:01:02,280 because AI, so many changes, so many things 31 00:01:02,280 --> 00:01:04,319 are happening that you really need to be 32 00:01:04,319 --> 00:01:06,280 able to get a grasp on what the 33 00:01:06,280 --> 00:01:07,600 future is gonna look like and be able 34 00:01:07,600 --> 00:01:09,180 to set your business up for long-term 35 00:01:09,180 --> 00:01:09,600 success. 36 00:01:09,720 --> 00:01:11,120 So to have this conversation with us today 37 00:01:11,120 --> 00:01:12,280 is Joe Killinger. 38 00:01:12,480 --> 00:01:15,320 Now, Joe is a real estate entrepreneur with 39 00:01:15,320 --> 00:01:18,940 over 30 years of experience across nearly every 40 00:01:18,940 --> 00:01:20,600 corner of the actual industry. 41 00:01:21,000 --> 00:01:23,020 So throughout his career, he has worn many 42 00:01:23,020 --> 00:01:23,640 different hats. 43 00:01:23,760 --> 00:01:25,240 He's been an agent, he's been an actual 44 00:01:25,240 --> 00:01:27,480 investor, he's been a syndicator, he's been a 45 00:01:27,480 --> 00:01:29,280 founder, as well as an operator. 46 00:01:29,280 --> 00:01:31,600 Often simultaneously, doing it all at the same 47 00:01:31,600 --> 00:01:31,920 time. 48 00:01:32,220 --> 00:01:34,340 So Joe has actually been previously responsible for 49 00:01:34,340 --> 00:01:36,200 the sale and marketing of more than 6 50 00:01:36,200 --> 00:01:40,720 ,500 real estate assets, contributing to over $950 51 00:01:40,720 --> 00:01:44,360 million in closed transactions across the United States. 52 00:01:44,720 --> 00:01:47,300 But beyond just transactions, he actually invests his 53 00:01:47,300 --> 00:01:50,220 time and his capital into multiple real estate 54 00:01:50,220 --> 00:01:53,300 brands, helping them stay at the forefront throughout 55 00:01:53,300 --> 00:01:56,680 the strategic use of content, community, and business 56 00:01:56,680 --> 00:01:57,220 innovation. 57 00:01:57,220 --> 00:01:59,600 So as an entrepreneur, investor, and real estate 58 00:01:59,600 --> 00:02:02,520 content creator, Joe actually shares real-world insights 59 00:02:02,520 --> 00:02:05,200 from his own experience and interviews with top 60 00:02:05,200 --> 00:02:05,560 brokers. 61 00:02:05,940 --> 00:02:09,419 He's interviewed investors, developers, marketing professionals, and even 62 00:02:09,419 --> 00:02:10,860 economic experts as well. 63 00:02:11,140 --> 00:02:13,840 So his content focuses on brokering, investing, and 64 00:02:13,840 --> 00:02:14,380 entrepreneurship. 65 00:02:14,860 --> 00:02:16,220 And you wanna make sure that you connect 66 00:02:16,220 --> 00:02:19,000 with Joe on Instagram, at Joe Killinger, or 67 00:02:19,000 --> 00:02:22,820 the YouTube, at JoeKillinger.com as well, or 68 00:02:22,820 --> 00:02:23,860 Joe Killinger as well. 69 00:02:23,940 --> 00:02:25,100 Joe, I mean, I'm tripping all over my 70 00:02:25,100 --> 00:02:25,600 words today. 71 00:02:25,640 --> 00:02:26,500 I don't know if you've been there, but 72 00:02:26,500 --> 00:02:29,100 it's been a- Every day, every day. 73 00:02:29,260 --> 00:02:30,800 It just, you know, we get going, we 74 00:02:30,800 --> 00:02:33,260 get excited to start doing something, and you 75 00:02:33,260 --> 00:02:34,600 wanna dive into it, right? 76 00:02:34,700 --> 00:02:35,840 So here we are. 77 00:02:36,220 --> 00:02:36,940 No, I'm so excited. 78 00:02:37,040 --> 00:02:38,240 I'm excited to have you on here because 79 00:02:38,240 --> 00:02:40,480 you are just crushing it on the content 80 00:02:40,480 --> 00:02:41,540 creation for real estate. 81 00:02:41,600 --> 00:02:43,120 And we were just talking about how you're 82 00:02:43,120 --> 00:02:45,660 kind of changing strategies, which I love that 83 00:02:45,660 --> 00:02:47,780 because it kind of ties in with future 84 00:02:47,780 --> 00:02:49,280 pacing your business. 85 00:02:49,640 --> 00:02:51,740 So I know it's, I hate to dive 86 00:02:51,740 --> 00:02:53,700 into the AI topic, but what are you 87 00:02:53,700 --> 00:02:54,040 seeing? 88 00:02:54,040 --> 00:02:56,100 Because you've been doing content and being at 89 00:02:56,100 --> 00:02:57,800 the forefront of the content creation in the 90 00:02:57,800 --> 00:02:58,800 industry for a long time. 91 00:02:58,940 --> 00:03:00,800 So what are you seeing with AI? 92 00:03:00,940 --> 00:03:02,520 And how's that changing the game with how 93 00:03:02,520 --> 00:03:04,580 you're producing content and what's happening overall with 94 00:03:04,580 --> 00:03:04,960 the industry? 95 00:03:05,520 --> 00:03:07,300 Oh, it's changing in every company. 96 00:03:08,040 --> 00:03:10,480 And years ago, we launched a few companies 97 00:03:10,480 --> 00:03:12,820 and we took them to 5 million in 98 00:03:12,820 --> 00:03:14,320 revenue in the first 18 months. 99 00:03:14,900 --> 00:03:17,260 And a couple of those, Ty, were just 100 00:03:17,260 --> 00:03:19,920 phones, just getting on the phones. 101 00:03:20,120 --> 00:03:22,380 And then we built the other companies from 102 00:03:22,380 --> 00:03:23,900 referral businesses and all that. 103 00:03:23,900 --> 00:03:26,040 But investing in these companies, we're always looking 104 00:03:26,040 --> 00:03:27,900 at ways to really benefit the growth. 105 00:03:28,440 --> 00:03:30,220 And AI is gonna be a big part 106 00:03:30,220 --> 00:03:31,780 of every one of the companies we have 107 00:03:31,780 --> 00:03:32,180 right now. 108 00:03:32,240 --> 00:03:34,360 So we have Commercial Real Estate Affiliate Network. 109 00:03:34,780 --> 00:03:37,120 It's a group of boutique commercial real estate 110 00:03:37,120 --> 00:03:38,280 firms around the country. 111 00:03:38,620 --> 00:03:41,440 And we're actually, we're just adding Thailand this 112 00:03:41,440 --> 00:03:42,020 week as well. 113 00:03:42,100 --> 00:03:43,140 So we're expanding pretty well. 114 00:03:43,340 --> 00:03:46,040 We've got four companies outside of the country. 115 00:03:46,480 --> 00:03:48,120 We've got Icon Capital Advisors. 116 00:03:48,220 --> 00:03:49,820 It's a commercial real estate mortgage company. 117 00:03:50,620 --> 00:03:53,020 And then we've got Commercial Brokers International. 118 00:03:53,020 --> 00:03:56,600 And all of them are gonna be utilizing 119 00:03:56,600 --> 00:03:57,780 AI as a tool. 120 00:03:58,120 --> 00:03:59,900 And I think, and I can tell you 121 00:03:59,900 --> 00:04:02,140 one way for brokerage, this is kind of 122 00:04:02,140 --> 00:04:02,660 plain and simple. 123 00:04:02,720 --> 00:04:03,840 I just broke it down on a short 124 00:04:03,840 --> 00:04:04,420 the other day. 125 00:04:04,760 --> 00:04:09,340 If you're a commercial real estate agent in 126 00:04:09,340 --> 00:04:12,960 Hollywood and you're not putting content out, you're 127 00:04:12,960 --> 00:04:13,620 gonna miss out. 128 00:04:13,680 --> 00:04:15,600 Because if somebody is putting content out about 129 00:04:15,600 --> 00:04:17,800 the asset class they're working in, if it's 130 00:04:17,800 --> 00:04:19,459 residential or if it's commercial, maybe you're a 131 00:04:19,459 --> 00:04:22,380 multifamily broker, somebody goes into AI and types 132 00:04:22,380 --> 00:04:25,540 in best commercial real estate broker for multifamily 133 00:04:25,540 --> 00:04:29,300 or best residential broker for Hollywood, who is 134 00:04:29,300 --> 00:04:29,500 it? 135 00:04:29,940 --> 00:04:32,060 And that AI now is like, okay, got 136 00:04:32,060 --> 00:04:32,160 it. 137 00:04:32,220 --> 00:04:33,060 Now I gotta go find. 138 00:04:33,440 --> 00:04:35,240 And if it's not you, you're putting content 139 00:04:35,240 --> 00:04:36,400 out, it's gonna find you. 140 00:04:37,040 --> 00:04:39,060 Now, if you're not doing it, then it's 141 00:04:39,060 --> 00:04:39,980 not gonna find you. 142 00:04:40,320 --> 00:04:42,920 So you wanna create content, you do videos. 143 00:04:43,140 --> 00:04:44,560 Proof stacking, I don't know if there's a 144 00:04:44,560 --> 00:04:47,420 book that Edward Winslow wrote about proof stacking. 145 00:04:47,560 --> 00:04:49,680 It's really a white paper on a transaction. 146 00:04:50,100 --> 00:04:52,300 You write some of those, it's gonna really 147 00:04:52,300 --> 00:04:54,740 stick and it's gonna really help AI find 148 00:04:54,740 --> 00:04:54,940 you. 149 00:04:55,600 --> 00:04:59,200 Blogs, guest articles, guest blogs, all of that 150 00:04:59,200 --> 00:05:00,880 is gonna help AI find you and it's 151 00:05:00,880 --> 00:05:02,460 gonna make you an authority figure in that 152 00:05:02,460 --> 00:05:02,920 marketplace. 153 00:05:03,380 --> 00:05:04,740 And next thing you know, it's gonna feed 154 00:05:04,740 --> 00:05:05,180 it to you. 155 00:05:05,460 --> 00:05:07,360 We have an agent in our office, Gabriel 156 00:05:07,360 --> 00:05:09,240 Guzman, wrote one article. 157 00:05:09,880 --> 00:05:11,760 And then he was about a month later, 158 00:05:12,220 --> 00:05:14,540 he actually was a white sheet, a white 159 00:05:14,540 --> 00:05:15,220 paper that he wrote. 160 00:05:15,700 --> 00:05:17,460 And a month later, he was doing some 161 00:05:17,460 --> 00:05:20,380 research on the marketplace and all of a 162 00:05:20,380 --> 00:05:21,700 sudden an article came up and he went 163 00:05:21,700 --> 00:05:22,960 to look at it, it was his article 164 00:05:22,960 --> 00:05:23,860 that he wrote. 165 00:05:24,200 --> 00:05:26,040 So you know what's out there looking for 166 00:05:26,040 --> 00:05:26,240 you. 167 00:05:26,660 --> 00:05:28,780 And so the proof was right there. 168 00:05:28,860 --> 00:05:30,780 I'm like, this is why you as an 169 00:05:30,780 --> 00:05:32,560 agent, be it residential or commercial, need to 170 00:05:32,560 --> 00:05:34,380 be putting content out for the marketplace. 171 00:05:35,040 --> 00:05:36,700 Now, if you're a brokerage, you need to 172 00:05:36,700 --> 00:05:37,660 really have that in mind. 173 00:05:37,780 --> 00:05:40,380 You need to really have your blog post 174 00:05:40,380 --> 00:05:42,500 that's on your website because that's gonna drive 175 00:05:42,500 --> 00:05:45,440 45 to 55% more traffic to your 176 00:05:45,440 --> 00:05:46,120 site anyway. 177 00:05:46,600 --> 00:05:47,940 You wanna make sure you're putting a blog 178 00:05:47,940 --> 00:05:48,520 out every week. 179 00:05:49,060 --> 00:05:50,960 You wanna make sure that you're doing, you're 180 00:05:50,960 --> 00:05:51,860 getting articles. 181 00:05:51,860 --> 00:05:54,320 Like we reach out to real estate publications 182 00:05:54,320 --> 00:05:56,080 and do guest articles for them. 183 00:05:56,440 --> 00:05:58,460 And all that stuff, and we do a 184 00:05:58,460 --> 00:05:59,180 lot of videos. 185 00:05:59,480 --> 00:06:00,780 So that really helps. 186 00:06:00,980 --> 00:06:03,240 But you really gotta think about your, not 187 00:06:03,240 --> 00:06:04,940 just your SEO ranking anymore. 188 00:06:05,020 --> 00:06:06,500 You gotta think about how AI is gonna 189 00:06:06,500 --> 00:06:07,500 be able to go out and find you. 190 00:06:07,860 --> 00:06:08,500 Very important. 191 00:06:08,860 --> 00:06:11,540 Yeah, and at jillkellinger.com, you can be 192 00:06:11,540 --> 00:06:12,500 able to access your blog. 193 00:06:12,600 --> 00:06:13,480 You'll be able to access a lot of 194 00:06:13,480 --> 00:06:14,960 your social channels are on the bottom so 195 00:06:14,960 --> 00:06:16,520 you can actually see how you're doing it. 196 00:06:16,800 --> 00:06:17,860 What do you think is the most effective 197 00:06:17,860 --> 00:06:18,060 tool? 198 00:06:18,120 --> 00:06:19,300 You're on a lot of social platforms. 199 00:06:19,440 --> 00:06:21,560 You've got really big following across a lot 200 00:06:21,560 --> 00:06:22,120 of the platforms. 201 00:06:22,480 --> 00:06:24,400 Which platform right now on the real estate 202 00:06:24,400 --> 00:06:26,180 education side is killing it most for you 203 00:06:26,180 --> 00:06:26,660 right now? 204 00:06:26,800 --> 00:06:27,720 First of all, I wanna make sure we 205 00:06:27,720 --> 00:06:30,780 know, it's jillkillinger.co. Somebody took com, dot 206 00:06:30,780 --> 00:06:31,260 com. 207 00:06:31,440 --> 00:06:32,320 I didn't get it. 208 00:06:32,800 --> 00:06:34,000 Well, jillkillinger.com. 209 00:06:34,440 --> 00:06:35,080 We gotta take it back. 210 00:06:35,480 --> 00:06:37,400 I know, I'm working on it. 211 00:06:37,700 --> 00:06:38,580 All right, so jillkillinger.com. 212 00:06:40,040 --> 00:06:42,620 LinkedIn and YouTube are probably the most powerful 213 00:06:42,620 --> 00:06:42,960 for me. 214 00:06:43,280 --> 00:06:45,600 If you're on LinkedIn and you go up 215 00:06:45,600 --> 00:06:49,180 on the headline and it says photos, something 216 00:06:49,180 --> 00:06:51,440 in that article, write articles. 217 00:06:51,760 --> 00:06:52,560 Get it out there. 218 00:06:53,220 --> 00:06:55,240 And make sure you're using like Unsplash or 219 00:06:55,240 --> 00:06:56,560 Pexels to get free photos. 220 00:06:56,740 --> 00:06:58,420 Don't be, I just talked to an agent 221 00:06:58,420 --> 00:07:00,420 this morning that just took a photo off 222 00:07:00,420 --> 00:07:00,820 the internet. 223 00:07:01,220 --> 00:07:02,740 Turns out it was a Getty Images photo. 224 00:07:03,480 --> 00:07:04,160 They're coming. 225 00:07:05,060 --> 00:07:05,180 Yeah. 226 00:07:05,440 --> 00:07:05,740 900 bucks. 227 00:07:06,180 --> 00:07:08,000 Yeah, so make sure you're using the right 228 00:07:08,000 --> 00:07:08,240 photo. 229 00:07:09,180 --> 00:07:10,560 I don't think he knows it's 900 bucks. 230 00:07:10,640 --> 00:07:11,320 We both been there. 231 00:07:11,880 --> 00:07:13,840 Oh yeah, yeah, it's crazy. 232 00:07:13,840 --> 00:07:17,240 So it, but so LinkedIn, very, very powerful 233 00:07:17,240 --> 00:07:17,680 tool. 234 00:07:18,040 --> 00:07:21,940 And also YouTube is very good. 235 00:07:22,040 --> 00:07:23,660 I mean, I like Instagram, Facebook. 236 00:07:23,900 --> 00:07:28,660 I am surprised Facebook, the amount of business 237 00:07:28,660 --> 00:07:30,760 that's driven through Facebook still. 238 00:07:31,280 --> 00:07:32,480 And it seems to be getting younger. 239 00:07:32,580 --> 00:07:35,940 I think the Facebook marketplace probably drove the 240 00:07:35,940 --> 00:07:39,400 younger generation back to Facebook because it works. 241 00:07:39,880 --> 00:07:40,960 I definitely agree. 242 00:07:41,100 --> 00:07:43,440 And this might not be completely the wrong, 243 00:07:43,440 --> 00:07:44,680 this might be the wrong place at the 244 00:07:44,680 --> 00:07:46,420 wrong time, but you're never going to believe 245 00:07:46,420 --> 00:07:46,640 this. 246 00:07:46,800 --> 00:07:48,620 I literally just looked on GoDaddy. 247 00:07:48,680 --> 00:07:51,460 You can buy JoeKellinger.com for 499. 248 00:07:51,980 --> 00:07:52,960 Oh my God. 249 00:07:53,000 --> 00:07:54,180 You see, I haven't looked at it in 250 00:07:54,180 --> 00:07:54,580 years. 251 00:07:55,920 --> 00:07:57,160 I gave up. 252 00:07:57,720 --> 00:07:58,400 Randomly look. 253 00:07:58,900 --> 00:08:00,760 Literally, you can go right now. 254 00:08:00,860 --> 00:08:01,940 I got to go buy that now. 255 00:08:02,420 --> 00:08:02,780 Yeah. 256 00:08:03,440 --> 00:08:04,680 You didn't buy it, did you? 257 00:08:05,120 --> 00:08:06,880 Well, before this episode goes live. 258 00:08:07,260 --> 00:08:08,160 Yeah, I better, huh? 259 00:08:08,440 --> 00:08:09,780 When this thing goes live, they'll be able 260 00:08:09,780 --> 00:08:10,580 to go to- That's hilarious. 261 00:08:11,520 --> 00:08:12,160 We just fixed it. 262 00:08:12,160 --> 00:08:12,960 I love it. 263 00:08:13,040 --> 00:08:13,360 Look at this. 264 00:08:13,980 --> 00:08:15,640 Whoever had it before gave up. 265 00:08:15,760 --> 00:08:16,660 Yeah, I couldn't believe it. 266 00:08:16,720 --> 00:08:17,920 I'm like, are you kidding me? 267 00:08:18,380 --> 00:08:19,480 Somebody has that. 268 00:08:19,780 --> 00:08:20,420 It's kind of funny. 269 00:08:20,560 --> 00:08:21,460 I'll definitely go get it. 270 00:08:21,500 --> 00:08:22,360 Yeah, you've got to. 271 00:08:23,020 --> 00:08:24,840 It's funny because there's a lot of tight 272 00:08:24,840 --> 00:08:26,220 cradles out there and all of them I'm 273 00:08:26,220 --> 00:08:27,100 connected with on social. 274 00:08:27,240 --> 00:08:28,760 I've been for like years. 275 00:08:28,920 --> 00:08:29,760 I follow their lives. 276 00:08:29,900 --> 00:08:32,020 We communicate with each other just because, I 277 00:08:32,020 --> 00:08:32,640 think it's cool. 278 00:08:32,799 --> 00:08:33,860 We have the same name. 279 00:08:34,380 --> 00:08:36,740 So I think that's a really cool thing 280 00:08:36,740 --> 00:08:38,080 to have common between us. 281 00:08:38,220 --> 00:08:39,240 And then we communicate. 282 00:08:39,380 --> 00:08:41,440 I've watched their kids grow up and one 283 00:08:41,440 --> 00:08:42,500 of them invited me to their wedding in 284 00:08:42,500 --> 00:08:42,900 Scotland. 285 00:08:43,300 --> 00:08:45,000 Like it's just so random. 286 00:08:45,400 --> 00:08:46,260 I love it. 287 00:08:46,400 --> 00:08:48,420 So it's interesting that you talk about the 288 00:08:48,420 --> 00:08:50,800 youth because I've really seen a lot of 289 00:08:50,800 --> 00:08:51,440 things change. 290 00:08:51,480 --> 00:08:54,280 Like with Tech Talk and with Instagram, it's 291 00:08:54,280 --> 00:08:57,160 interesting to see so many new content creators 292 00:08:57,160 --> 00:08:57,740 come in. 293 00:08:58,060 --> 00:09:00,120 So what have you seen that really doing 294 00:09:00,120 --> 00:09:02,200 to change content creation in the real estate 295 00:09:02,200 --> 00:09:02,540 space? 296 00:09:04,260 --> 00:09:06,120 Oh, more so on the commercial. 297 00:09:06,420 --> 00:09:08,300 Residential agents are always leading in that, right? 298 00:09:08,480 --> 00:09:10,020 They're always the first to do stuff like 299 00:09:10,020 --> 00:09:10,300 that. 300 00:09:10,300 --> 00:09:13,120 A lot of them just post pretty pictures 301 00:09:13,120 --> 00:09:15,360 and that kind of stuff, or they're a 302 00:09:15,360 --> 00:09:16,600 very pretty woman and they're posting. 303 00:09:16,760 --> 00:09:17,720 They're getting views. 304 00:09:18,140 --> 00:09:19,320 I don't know how much business they're getting 305 00:09:19,320 --> 00:09:20,980 out of it, but I'm finding that in 306 00:09:20,980 --> 00:09:24,540 across both commercial and residential, the people are 307 00:09:24,540 --> 00:09:26,260 bringing value-driven concept. 308 00:09:26,520 --> 00:09:28,380 Meaning when I go and look at somebody 309 00:09:28,380 --> 00:09:30,420 in real estate, I wanna know what market 310 00:09:30,420 --> 00:09:32,300 they're in and I wanna know what's going 311 00:09:32,300 --> 00:09:33,120 on in that marketplace. 312 00:09:34,000 --> 00:09:35,440 And so give me that information. 313 00:09:35,700 --> 00:09:37,700 It's great that you're showing this beautiful home. 314 00:09:38,160 --> 00:09:40,520 I love looking at them, but if I'm 315 00:09:40,520 --> 00:09:42,180 going to somebody, I'm gonna go to somebody 316 00:09:42,180 --> 00:09:45,120 that I know knows the market, not just 317 00:09:45,120 --> 00:09:47,000 as hitting open houses and posting videos. 318 00:09:47,640 --> 00:09:50,340 So value-driven content, very important. 319 00:09:50,860 --> 00:09:53,080 And I really think in commercial real estate, 320 00:09:53,320 --> 00:09:55,420 there's never been a better time for the 321 00:09:55,420 --> 00:09:58,640 younger generation to get into the industry, because 322 00:09:58,640 --> 00:10:01,860 there's so many brokers in our industry that 323 00:10:01,860 --> 00:10:04,500 will not, I mean, the average age in 324 00:10:04,500 --> 00:10:06,120 our industry is over 55 years old. 325 00:10:06,200 --> 00:10:07,780 It's somewhere between 55 and 62. 326 00:10:08,340 --> 00:10:11,300 Those people are not using the social media 327 00:10:11,300 --> 00:10:11,840 that much. 328 00:10:12,260 --> 00:10:14,480 Younger generation, I'm part of Commercial Real Estate 329 00:10:14,480 --> 00:10:16,880 Influencer Summit, and it's a group of about 330 00:10:16,880 --> 00:10:19,100 150 commercial brokers around the country that get 331 00:10:19,100 --> 00:10:19,900 together every year. 332 00:10:20,180 --> 00:10:22,480 And we talk about how social media is 333 00:10:22,480 --> 00:10:24,140 changing commercial real estate. 334 00:10:24,300 --> 00:10:26,180 And we talk about all the new tools, 335 00:10:26,300 --> 00:10:29,520 we get all these explanations, and it's really 336 00:10:29,520 --> 00:10:31,620 a great organization to be part of. 337 00:10:31,860 --> 00:10:33,440 Matter of fact, if anybody has interest in 338 00:10:33,440 --> 00:10:35,260 it, just put it in a message down 339 00:10:35,260 --> 00:10:36,660 below in the comments and I'll make sure 340 00:10:36,660 --> 00:10:37,800 that we get you connected. 341 00:10:38,600 --> 00:10:41,420 And for next year, it's in Charleston. 342 00:10:41,760 --> 00:10:42,740 Don't hold me to that. 343 00:10:43,140 --> 00:10:44,680 CRAISummit.com, you can see it there. 344 00:10:45,160 --> 00:10:46,860 But I think there's a huge opportunity for 345 00:10:46,860 --> 00:10:48,980 younger generation to get into commercial real estate 346 00:10:48,980 --> 00:10:49,960 and take over the marketplace. 347 00:10:50,800 --> 00:10:53,040 Because if you know how to market yourself, 348 00:10:53,860 --> 00:10:55,360 or if you're willing to learn how to 349 00:10:55,360 --> 00:10:58,280 market yourself, then there's a huge opportunity because 350 00:10:58,280 --> 00:10:59,800 so few people are doing it. 351 00:11:00,040 --> 00:11:02,800 And wrote a booklet that's on joekillinger.co, 352 00:11:02,980 --> 00:11:04,760 soon to be joekillinger.com. 353 00:11:05,960 --> 00:11:08,100 About your first 90 days in real estate. 354 00:11:08,400 --> 00:11:10,080 And it's a free booklet that's on there, 355 00:11:10,220 --> 00:11:11,200 jump on there and grab it. 356 00:11:11,280 --> 00:11:13,300 I also wrote another booklet about if you 357 00:11:13,300 --> 00:11:15,560 wanna be a broker owner, the process we 358 00:11:15,560 --> 00:11:17,580 did when we launched Commercial Brokers International. 359 00:11:17,720 --> 00:11:19,540 We made a lot of mistakes, so you 360 00:11:19,540 --> 00:11:20,660 don't have to go through it like we 361 00:11:20,660 --> 00:11:20,900 did. 362 00:11:21,400 --> 00:11:23,480 But I think there's a huge opportunity if 363 00:11:23,480 --> 00:11:26,040 you're willing to learn, but you wanna make 364 00:11:26,040 --> 00:11:29,020 sure you get into a brokerage that is 365 00:11:29,020 --> 00:11:31,060 doing the training because so few commercial real 366 00:11:31,060 --> 00:11:32,440 estate brokerages do enough training. 367 00:11:33,320 --> 00:11:35,080 And also you wanna make sure there's a 368 00:11:35,080 --> 00:11:35,580 great mentoring. 369 00:11:35,580 --> 00:11:38,380 So when you go into a brokerage to 370 00:11:38,380 --> 00:11:41,080 interview, especially the younger people, they go in 371 00:11:41,080 --> 00:11:43,000 tight, they just sit, they listen, and they 372 00:11:43,000 --> 00:11:45,300 go, okay, tell me everything about the company. 373 00:11:45,900 --> 00:11:49,940 You wanna make sure that you, as everything 374 00:11:49,940 --> 00:11:52,100 about that company, how often do they turn 375 00:11:52,100 --> 00:11:52,660 over agents? 376 00:11:53,020 --> 00:11:54,780 What's their fee structure look like? 377 00:11:55,220 --> 00:11:56,940 Walk through the training and the mentoring. 378 00:11:57,120 --> 00:11:58,320 How's it really gonna work? 379 00:11:58,720 --> 00:12:00,740 Talk to somebody that's in the company that's 380 00:12:00,740 --> 00:12:02,360 already been through the program and see what 381 00:12:02,360 --> 00:12:02,800 they think. 382 00:12:02,840 --> 00:12:03,960 Did it really work for them? 383 00:12:03,960 --> 00:12:06,040 What are the tools look like? 384 00:12:06,120 --> 00:12:08,180 All that, you wanna make sure you're interviewing 385 00:12:08,180 --> 00:12:09,260 that company. 386 00:12:09,980 --> 00:12:12,600 And very important because it's that first step, 387 00:12:12,720 --> 00:12:14,700 that first company, that's the first part of 388 00:12:14,700 --> 00:12:15,180 your career. 389 00:12:15,620 --> 00:12:17,740 You wanna make sure you really understand the 390 00:12:17,740 --> 00:12:19,480 company you're getting into and make sure they 391 00:12:19,480 --> 00:12:19,960 have training. 392 00:12:20,540 --> 00:12:23,040 So few brokerages really do training. 393 00:12:23,540 --> 00:12:24,640 Yeah, and I love that. 394 00:12:24,720 --> 00:12:26,060 And I think that's what a lot of 395 00:12:26,060 --> 00:12:27,600 agents are trying to figure out is the 396 00:12:27,600 --> 00:12:31,060 best place to go, what differentiates one between 397 00:12:31,060 --> 00:12:31,540 another. 398 00:12:31,700 --> 00:12:33,120 So I appreciate you giving that insight. 399 00:12:33,120 --> 00:12:35,600 When it comes to content creation, you're kind 400 00:12:35,600 --> 00:12:36,540 of a king in this space. 401 00:12:36,620 --> 00:12:38,720 So what have you found is a good 402 00:12:38,720 --> 00:12:39,720 type of content creator? 403 00:12:39,780 --> 00:12:40,680 I don't know if you've seen this lady 404 00:12:40,680 --> 00:12:41,060 on TikTok. 405 00:12:41,200 --> 00:12:41,800 She's hilarious. 406 00:12:42,040 --> 00:12:43,840 Like she's just really the one, she's really 407 00:12:43,840 --> 00:12:44,340 dry. 408 00:12:44,480 --> 00:12:46,220 She talks about the houses, kind of says 409 00:12:46,220 --> 00:12:48,480 all these funny things about the houses. 410 00:12:48,700 --> 00:12:50,120 And just, I mean, she's just killing it. 411 00:12:50,140 --> 00:12:51,920 She just completely went to a viral sensation. 412 00:12:52,580 --> 00:12:53,500 So what do you find? 413 00:12:53,540 --> 00:12:55,120 Is there certain things that work better than 414 00:12:55,120 --> 00:12:55,480 others? 415 00:12:55,580 --> 00:12:58,180 Is it just really, truly finding your way, 416 00:12:58,220 --> 00:12:58,520 your idea? 417 00:12:58,560 --> 00:12:59,920 Like how do you lead somebody? 418 00:13:00,440 --> 00:13:01,960 And because you're talking about a demographic of 419 00:13:01,960 --> 00:13:04,900 people that's not familiar and comfortable yet on 420 00:13:04,900 --> 00:13:06,740 camera and producing social. 421 00:13:06,900 --> 00:13:09,800 So what do you find is the way 422 00:13:09,800 --> 00:13:11,140 to be able to kind of get your 423 00:13:11,140 --> 00:13:12,780 direction on what kind of things to be 424 00:13:12,780 --> 00:13:13,100 posting? 425 00:13:14,080 --> 00:13:15,320 You need to have a mix. 426 00:13:15,600 --> 00:13:16,960 You have to show your personality a little 427 00:13:16,960 --> 00:13:17,380 bit, right? 428 00:13:17,500 --> 00:13:18,940 I mean, nobody wants to work with a 429 00:13:18,940 --> 00:13:19,540 stick in the mud. 430 00:13:19,960 --> 00:13:21,360 I mean, can you imagine riding around looking 431 00:13:21,360 --> 00:13:23,280 at properties of somebody that can barely talk? 432 00:13:23,480 --> 00:13:24,920 Or maybe that's the way they come off 433 00:13:24,920 --> 00:13:25,900 on camera. 434 00:13:26,240 --> 00:13:28,140 So bring some personality to it. 435 00:13:28,520 --> 00:13:31,040 But make sure that everything you're putting out, 436 00:13:32,000 --> 00:13:33,880 we always put out the content that we 437 00:13:33,880 --> 00:13:35,740 want to put out because we think that's 438 00:13:35,740 --> 00:13:36,980 what everybody wants to see. 439 00:13:37,120 --> 00:13:38,840 But do this, go talk to the people 440 00:13:38,840 --> 00:13:40,520 in your marketplace and say, what kind of 441 00:13:40,520 --> 00:13:41,540 content do you want to see? 442 00:13:41,760 --> 00:13:43,660 What would you really like to see me 443 00:13:43,660 --> 00:13:44,040 put out? 444 00:13:44,580 --> 00:13:47,080 Almost always, it's going to be something about 445 00:13:47,080 --> 00:13:47,840 the marketplace. 446 00:13:48,620 --> 00:13:49,980 What transactions have happened? 447 00:13:50,520 --> 00:13:53,600 What kind of from, if it's the average 448 00:13:53,600 --> 00:13:56,000 list price in the area compared to the 449 00:13:56,000 --> 00:13:57,060 average sales price. 450 00:13:57,560 --> 00:13:59,380 Making sure that it's just value-driven. 451 00:13:59,380 --> 00:14:01,000 And that's what's going to get people coming 452 00:14:01,000 --> 00:14:01,360 back. 453 00:14:01,440 --> 00:14:03,920 They're like, if I'm doing brokerage in Hollywood 454 00:14:03,920 --> 00:14:06,160 and all of a sudden I'm putting content 455 00:14:06,160 --> 00:14:08,600 out regularly and I'm staying top of mind. 456 00:14:08,900 --> 00:14:10,000 And that's another thing. 457 00:14:10,040 --> 00:14:10,860 You want to make sure you're putting out 458 00:14:10,860 --> 00:14:13,220 enough content to make sure you're staying top 459 00:14:13,220 --> 00:14:13,600 of mind. 460 00:14:13,600 --> 00:14:15,900 Because we've all been there to where all 461 00:14:15,900 --> 00:14:17,320 of a sudden we're out having dinner with 462 00:14:17,320 --> 00:14:18,480 some friends and they're going to be like, 463 00:14:18,920 --> 00:14:20,500 oh yeah, we just bought a house. 464 00:14:20,600 --> 00:14:22,440 Or, oh yeah, we just leased this office. 465 00:14:22,540 --> 00:14:24,880 And you're putting out content every couple of 466 00:14:24,880 --> 00:14:25,220 weeks. 467 00:14:25,720 --> 00:14:26,780 You're going to get forgotten. 468 00:14:27,060 --> 00:14:28,040 You got to be regular with it. 469 00:14:28,040 --> 00:14:29,680 You want to really stay on top of 470 00:14:29,680 --> 00:14:29,840 it. 471 00:14:30,040 --> 00:14:31,520 But it's got to be something that's going 472 00:14:31,520 --> 00:14:33,620 to make you memorable and your branding needs 473 00:14:33,620 --> 00:14:35,680 to be consistent across the board. 474 00:14:35,940 --> 00:14:36,740 So many people do. 475 00:14:37,020 --> 00:14:39,440 There's one video or photo looks like this 476 00:14:39,440 --> 00:14:40,680 and another one looks like that. 477 00:14:41,000 --> 00:14:41,760 Be consistent. 478 00:14:41,940 --> 00:14:43,960 Be consistent with your branding, be consistent with 479 00:14:43,960 --> 00:14:46,680 your messaging and then just be consistent, period. 480 00:14:47,440 --> 00:14:48,400 And always bring value. 481 00:14:48,960 --> 00:14:50,440 We're seeing the other things that you're finding 482 00:14:50,440 --> 00:14:53,300 out there are working really well for newer 483 00:14:53,300 --> 00:14:55,080 agents or agents that are trying to grow. 484 00:14:55,640 --> 00:14:56,460 Still cold calling. 485 00:14:56,940 --> 00:14:58,800 It's cold calling is still one of the 486 00:14:58,800 --> 00:14:59,940 best ones out there. 487 00:15:00,340 --> 00:15:03,040 And one that is really, and this shocks 488 00:15:03,040 --> 00:15:05,720 all of our newer agents is, for commercial 489 00:15:05,720 --> 00:15:08,020 real estate agents is going out and actually 490 00:15:08,020 --> 00:15:08,520 door knocking. 491 00:15:08,740 --> 00:15:09,840 And it works for retail. 492 00:15:09,940 --> 00:15:11,360 It doesn't work for every asset class, but 493 00:15:11,360 --> 00:15:12,020 I can give you an example. 494 00:15:12,240 --> 00:15:14,740 So we call it a block program. 495 00:15:14,960 --> 00:15:16,720 And you can do, some people in industrial 496 00:15:16,720 --> 00:15:17,720 call it dock knocking. 497 00:15:18,180 --> 00:15:20,820 So in retail, I'll tell an agent to 498 00:15:20,820 --> 00:15:23,280 go into an area that's all retail. 499 00:15:23,480 --> 00:15:24,780 You go up three blocks, you go up 500 00:15:24,780 --> 00:15:26,640 one side and then you come back down 501 00:15:26,640 --> 00:15:27,040 the other. 502 00:15:27,560 --> 00:15:29,260 You walk in, you introduce yourself. 503 00:15:29,440 --> 00:15:30,800 You get to know the manager or the 504 00:15:30,800 --> 00:15:31,600 owner of the business. 505 00:15:32,180 --> 00:15:33,880 And now a quick break to hear from 506 00:15:33,880 --> 00:15:34,580 our sponsor. 507 00:15:35,580 --> 00:15:37,200 Hey, it's Ty Crandall with Credit Suite. 508 00:15:37,340 --> 00:15:38,820 Many of our subscribers want to get the 509 00:15:38,820 --> 00:15:40,620 most money to grow their business at the 510 00:15:40,620 --> 00:15:41,540 best terms. 511 00:15:41,980 --> 00:15:43,820 Whether you're looking for startup capital, low interest 512 00:15:43,820 --> 00:15:46,500 credit lines and loans or business credit, we 513 00:15:46,500 --> 00:15:47,480 can definitely help you. 514 00:15:47,540 --> 00:15:49,420 So give us a call at 877-600 515 00:15:49,420 --> 00:15:53,080 -2487 or schedule your free consultation at creditsuite 516 00:15:53,080 --> 00:15:55,440 .com forward slash consult to see how much 517 00:15:55,440 --> 00:15:57,080 money you can get approved for today. 518 00:15:57,500 --> 00:15:59,640 And you have a leave behind, with a 519 00:15:59,640 --> 00:16:01,120 little bit of information about what's going on 520 00:16:01,120 --> 00:16:03,840 in the community, recent transaction, obviously your photo, 521 00:16:03,940 --> 00:16:05,420 your phone number, all your information. 522 00:16:05,880 --> 00:16:07,260 And you get to know them, you talk 523 00:16:07,260 --> 00:16:08,780 to them briefly, don't take too much of 524 00:16:08,780 --> 00:16:09,320 their time. 525 00:16:09,640 --> 00:16:11,120 And then you go into, you leave that 526 00:16:11,120 --> 00:16:11,520 place. 527 00:16:11,640 --> 00:16:12,900 And then when you walk out, make sure 528 00:16:12,900 --> 00:16:14,480 you write down all their information. 529 00:16:14,480 --> 00:16:16,040 If you got their email, if you got 530 00:16:16,040 --> 00:16:18,260 their name, a little bit about the story 531 00:16:18,260 --> 00:16:20,480 they just told you, go into the next 532 00:16:20,480 --> 00:16:23,740 property, the next store, and then just continue 533 00:16:23,740 --> 00:16:25,780 that down the three blocks and then down 534 00:16:25,780 --> 00:16:26,640 the other three blocks. 535 00:16:27,160 --> 00:16:29,160 And you do that every like three weeks. 536 00:16:29,720 --> 00:16:31,180 Sooner or later, they're gonna know you when 537 00:16:31,180 --> 00:16:32,000 you come walking in. 538 00:16:32,040 --> 00:16:33,360 They're gonna go, hey, Joe, how are you? 539 00:16:33,420 --> 00:16:34,240 Good to see you again. 540 00:16:35,100 --> 00:16:37,640 That's when they're gonna start saying, hey, Joe, 541 00:16:37,700 --> 00:16:39,600 did you know that across the street, that 542 00:16:39,600 --> 00:16:40,660 store is gonna go out? 543 00:16:41,320 --> 00:16:43,640 And now, because you've built trust with them, 544 00:16:43,660 --> 00:16:43,880 right? 545 00:16:44,140 --> 00:16:45,600 So now that you've got the trust built, 546 00:16:45,620 --> 00:16:47,360 because they've seen you on a regular basis, 547 00:16:47,580 --> 00:16:49,820 they're gonna start giving you information and you 548 00:16:49,820 --> 00:16:52,720 can take that information and you can, when 549 00:16:52,720 --> 00:16:54,480 you find out that store's going vacant, you 550 00:16:54,480 --> 00:16:55,860 can call the landlord and say, listen, I 551 00:16:55,860 --> 00:16:57,580 understand that you've got a vacancy coming up. 552 00:16:58,040 --> 00:16:59,340 Let me get that filled for you. 553 00:16:59,900 --> 00:17:02,000 You know, so still boots on the ground 554 00:17:02,720 --> 00:17:05,000 in the real estate industry is key. 555 00:17:05,140 --> 00:17:06,800 And it's key to building trust. 556 00:17:07,079 --> 00:17:09,540 And we kind of think it's easy to 557 00:17:09,540 --> 00:17:13,700 put content out and then go and it's 558 00:17:13,700 --> 00:17:14,579 still, it works. 559 00:17:14,700 --> 00:17:15,960 I mean, it does work, don't get me 560 00:17:15,960 --> 00:17:17,560 wrong, but if you need to do a 561 00:17:17,560 --> 00:17:21,220 combination of social media, of boots on the 562 00:17:21,220 --> 00:17:24,660 ground, of cold calling, of writing the articles, 563 00:17:25,200 --> 00:17:27,660 of writing the white papers, and with the 564 00:17:27,660 --> 00:17:30,040 content creation, and I've seen so many people 565 00:17:30,040 --> 00:17:32,020 do, I mean, I'm sure, Ty, when you 566 00:17:32,020 --> 00:17:33,060 were in high school, you went to the 567 00:17:33,060 --> 00:17:35,160 high school dance and you probably stood in 568 00:17:35,160 --> 00:17:36,980 the corner, or were you an outgoing person 569 00:17:36,980 --> 00:17:38,040 or were you kind of introverted? 570 00:17:38,420 --> 00:17:40,280 For me, I'm about as outgoing as you 571 00:17:40,280 --> 00:17:40,600 could be. 572 00:17:40,920 --> 00:17:42,280 Okay, so it wasn't you, it was me. 573 00:17:42,600 --> 00:17:43,840 I'm very introverted. 574 00:17:44,060 --> 00:17:45,420 I would go to the dance and I 575 00:17:45,420 --> 00:17:46,300 would stand in the back. 576 00:17:46,400 --> 00:17:48,700 Now, keep in mind there's only 15 people 577 00:17:48,700 --> 00:17:49,920 in there anyway, and I knew them all, 578 00:17:50,020 --> 00:17:51,640 but still, stand in the back. 579 00:17:52,100 --> 00:17:53,340 It's kind of like social media. 580 00:17:53,480 --> 00:17:56,620 Go on social media and you don't want 581 00:17:56,620 --> 00:17:58,960 to go, you get on, do your post, 582 00:17:59,000 --> 00:17:59,580 and then leave. 583 00:17:59,940 --> 00:18:01,940 Get on there, do your post, and then 584 00:18:01,940 --> 00:18:04,060 like and comment, which I was just told, 585 00:18:04,440 --> 00:18:05,960 it's now five, we just did a video 586 00:18:05,960 --> 00:18:09,980 with a really top-notch content manager for 587 00:18:09,980 --> 00:18:12,100 some of the biggest brokers around the country. 588 00:18:12,760 --> 00:18:14,540 And I guess for the algorithm, now you 589 00:18:14,540 --> 00:18:15,780 have to do at least five words. 590 00:18:15,960 --> 00:18:16,660 It used to be four. 591 00:18:16,660 --> 00:18:19,320 So I think AI is probably the bots. 592 00:18:19,500 --> 00:18:20,780 She figured it was Y. 593 00:18:21,220 --> 00:18:22,040 So now it's five words. 594 00:18:22,160 --> 00:18:24,160 Make sure you make at least five words 595 00:18:24,160 --> 00:18:26,620 you put in the comment section in these 596 00:18:26,620 --> 00:18:29,840 platforms and be social on these platforms. 597 00:18:30,120 --> 00:18:31,440 Let people get to know you. 598 00:18:32,160 --> 00:18:34,840 And don't be afraid to make some comments 599 00:18:34,840 --> 00:18:36,520 and compliment people. 600 00:18:37,020 --> 00:18:39,160 Make a comment on great-looking dog you 601 00:18:39,160 --> 00:18:39,820 have there. 602 00:18:40,100 --> 00:18:42,080 But again, show a little bit of personal. 603 00:18:42,760 --> 00:18:44,320 Like if you're out walking your dog, don't 604 00:18:44,320 --> 00:18:46,260 be afraid to show your dog that you're 605 00:18:46,260 --> 00:18:46,760 out walking. 606 00:18:47,080 --> 00:18:48,800 Or maybe you're walking your dog within that 607 00:18:48,800 --> 00:18:51,200 market that you're doing, but then make sure 608 00:18:51,200 --> 00:18:53,400 you're focused on the marketplace and the asset 609 00:18:53,400 --> 00:18:54,640 class that you're working on. 610 00:18:55,280 --> 00:18:56,800 Really, really, really good tips. 611 00:18:57,280 --> 00:18:59,400 And I love how this really ties in 612 00:18:59,400 --> 00:19:01,020 to future-proofing the business, because what you're 613 00:19:01,020 --> 00:19:04,160 really describing is some fundamental points, like building 614 00:19:04,160 --> 00:19:04,900 a brand. 615 00:19:05,020 --> 00:19:06,060 It sounds like a lot of what you're 616 00:19:06,060 --> 00:19:07,360 talking about with the content creation is kind 617 00:19:07,360 --> 00:19:08,660 of find your path and build a brand 618 00:19:08,660 --> 00:19:10,640 that's really, truly who you are. 619 00:19:10,840 --> 00:19:12,860 And then also you've touched a lot upon 620 00:19:12,860 --> 00:19:15,060 relationship building, whether it be cold calling or 621 00:19:15,060 --> 00:19:16,300 going in and talking to people in the 622 00:19:16,300 --> 00:19:16,540 neighborhood. 623 00:19:16,940 --> 00:19:18,540 Really, do you really think those are two 624 00:19:18,540 --> 00:19:21,180 of the main core fundamentals to succeed as 625 00:19:21,180 --> 00:19:21,840 an agent today? 626 00:19:22,380 --> 00:19:23,680 Yeah, yes, I do. 627 00:19:23,760 --> 00:19:25,200 I think there's some of the main ones, 628 00:19:25,260 --> 00:19:28,040 because there's lead generators and there's business builders. 629 00:19:28,620 --> 00:19:29,980 When I got into the business, we were 630 00:19:29,980 --> 00:19:31,200 nothing more than lead generators. 631 00:19:31,340 --> 00:19:32,400 We just got on the phone and call. 632 00:19:32,480 --> 00:19:33,660 Hey, are you thinking about buying or selling 633 00:19:33,660 --> 00:19:34,080 a property? 634 00:19:34,560 --> 00:19:36,540 Nope, okay, on to the next one. 635 00:19:36,620 --> 00:19:38,260 We just cold call, cold call, cold call. 636 00:19:38,600 --> 00:19:39,960 And then years later, I'm like, you know 637 00:19:39,960 --> 00:19:40,140 what? 638 00:19:40,320 --> 00:19:41,360 I didn't capture their email. 639 00:19:41,800 --> 00:19:42,840 I didn't build a business. 640 00:19:42,840 --> 00:19:46,040 I had big success, but can you imagine 641 00:19:46,040 --> 00:19:48,560 if I had those several thousand people I 642 00:19:48,560 --> 00:19:50,800 got in touch with, was able to email 643 00:19:50,800 --> 00:19:51,400 them back? 644 00:19:52,120 --> 00:19:54,900 I mean, and you see brokerages still teaching 645 00:19:54,900 --> 00:19:55,940 that, just get on the phones. 646 00:19:56,420 --> 00:19:58,460 That's great and you can do business that 647 00:19:58,460 --> 00:20:00,820 way, but you wanna be in the business 648 00:20:00,820 --> 00:20:03,560 of building your business and building your brand 649 00:20:03,560 --> 00:20:05,760 and not just lead generation. 650 00:20:05,760 --> 00:20:07,640 Because if you're just chasing leads all day, 651 00:20:07,720 --> 00:20:09,640 every day, that's why we have such a 652 00:20:09,640 --> 00:20:11,380 big burnout in the residential and commercial real 653 00:20:11,380 --> 00:20:11,960 estate industry. 654 00:20:11,960 --> 00:20:13,800 We're just not, we're not doing it right. 655 00:20:14,300 --> 00:20:15,840 Really focus on building a business. 656 00:20:16,160 --> 00:20:19,440 And yes, those two things are really a 657 00:20:19,440 --> 00:20:20,260 massive key. 658 00:20:20,500 --> 00:20:21,900 Yeah, I used to have a mortgage company 659 00:20:21,900 --> 00:20:22,460 back in the day. 660 00:20:22,560 --> 00:20:23,200 I feel the same way. 661 00:20:23,280 --> 00:20:25,100 I think about that from time to time. 662 00:20:25,120 --> 00:20:26,060 I was like, wow, if I would have 663 00:20:26,060 --> 00:20:28,540 understood sales funnels, or would have understood content, 664 00:20:28,640 --> 00:20:31,240 if I would have understood providing valuable education 665 00:20:31,240 --> 00:20:33,380 information instead of just churn and burn, who 666 00:20:33,380 --> 00:20:35,100 can qualify, who can't, who can't, you don't 667 00:20:35,100 --> 00:20:36,240 even talk to them again, right? 668 00:20:36,300 --> 00:20:37,880 And that's, it's so interesting. 669 00:20:37,980 --> 00:20:39,300 Cause I think, and look at where we 670 00:20:39,300 --> 00:20:40,580 are today, it's still the same way. 671 00:20:40,580 --> 00:20:43,520 So many agents out there are not out 672 00:20:43,520 --> 00:20:45,380 there providing good quality education. 673 00:20:45,600 --> 00:20:47,460 They're not out there building a list. 674 00:20:47,580 --> 00:20:49,460 They're not out there building a sales funnel 675 00:20:49,460 --> 00:20:51,920 and educating them and building relationships with people 676 00:20:51,920 --> 00:20:53,760 that could refer business to them and keeping 677 00:20:53,760 --> 00:20:57,020 them educated and highlighting them and podcasts and 678 00:20:57,020 --> 00:20:57,600 social media. 679 00:20:57,780 --> 00:21:01,520 There's blogs, there's so many methods today to 680 00:21:01,520 --> 00:21:02,740 be able to put yourself out there. 681 00:21:03,360 --> 00:21:06,040 Well, I blame the brokerages because why are 682 00:21:06,040 --> 00:21:07,960 you as a broker, owner of a brokerage 683 00:21:07,960 --> 00:21:09,840 company or a broker owner, why aren't you 684 00:21:09,840 --> 00:21:10,520 teaching this? 685 00:21:11,060 --> 00:21:12,800 Why aren't you out there standing at the 686 00:21:12,800 --> 00:21:15,400 hilltop yelling, I want to have the best 687 00:21:15,400 --> 00:21:17,380 team in the world and this is how 688 00:21:17,380 --> 00:21:18,180 we're going to do it. 689 00:21:18,800 --> 00:21:21,240 Instead of, hey, let's, I'm going to hook 690 00:21:21,240 --> 00:21:22,780 you up with a top producer. 691 00:21:22,960 --> 00:21:24,100 They're going to mentor you for a year 692 00:21:24,100 --> 00:21:25,700 or so and you're on your own. 693 00:21:25,840 --> 00:21:27,440 And that does work, don't get me wrong. 694 00:21:27,520 --> 00:21:29,260 But if you really want to build and 695 00:21:29,260 --> 00:21:32,960 help your team build their brands, it does 696 00:21:32,960 --> 00:21:34,380 nothing but benefit your company. 697 00:21:35,220 --> 00:21:37,060 So I put it on the brokerages. 698 00:21:37,060 --> 00:21:38,360 Let's get at it. 699 00:21:39,000 --> 00:21:39,400 Yeah. 700 00:21:39,520 --> 00:21:40,320 It's true, I love it. 701 00:21:40,420 --> 00:21:42,640 And we talk about future, being able to 702 00:21:42,640 --> 00:21:44,520 protect your future and all this really ties 703 00:21:44,520 --> 00:21:46,780 into it because once you do that, then 704 00:21:46,780 --> 00:21:49,420 it's you, it's your following, it's your community. 705 00:21:49,700 --> 00:21:51,560 You know, everybody, they're in it for you, 706 00:21:51,660 --> 00:21:52,220 not your company. 707 00:21:52,420 --> 00:21:53,760 And that's what we learned about brand building 708 00:21:53,760 --> 00:21:55,240 is that people like to do business with 709 00:21:55,240 --> 00:21:56,520 people, not brands. 710 00:21:57,040 --> 00:21:58,680 And so it doesn't matter what agency you 711 00:21:58,680 --> 00:21:59,920 work for, what broker you work for. 712 00:22:00,020 --> 00:22:01,860 Like if you are the person out there 713 00:22:01,860 --> 00:22:04,240 that people are liking and knowing and liking 714 00:22:04,240 --> 00:22:06,580 and trusting, then they're going to go follow 715 00:22:06,580 --> 00:22:08,600 you typically wherever you go. 716 00:22:08,680 --> 00:22:10,620 It's just about building that community and not 717 00:22:10,620 --> 00:22:12,840 relying on the broker to actually do that 718 00:22:12,840 --> 00:22:14,580 for you, which I see so many agents 719 00:22:14,580 --> 00:22:14,880 do. 720 00:22:15,440 --> 00:22:17,480 Oh, it's Ty, our industry. 721 00:22:17,860 --> 00:22:18,820 So I'll tell you what we do at 722 00:22:18,820 --> 00:22:19,880 Commercial Brokers International. 723 00:22:19,880 --> 00:22:22,000 We do training every morning for the newer 724 00:22:22,000 --> 00:22:23,660 agents, every morning at 8.30 in the 725 00:22:23,660 --> 00:22:24,900 morning with the CEO of the company. 726 00:22:25,320 --> 00:22:26,860 This morning went on for an hour and 727 00:22:26,860 --> 00:22:27,540 15 minutes. 728 00:22:27,640 --> 00:22:28,200 I couldn't believe it. 729 00:22:28,320 --> 00:22:30,860 Typically it's like 45 minutes, but our agents 730 00:22:30,860 --> 00:22:32,080 that have been in the business for a 731 00:22:32,080 --> 00:22:34,260 year, year and a half, they're so far 732 00:22:34,260 --> 00:22:36,380 ahead of everybody else that started at the 733 00:22:36,380 --> 00:22:37,320 same time they did. 734 00:22:37,620 --> 00:22:38,880 It's not even close. 735 00:22:39,420 --> 00:22:40,740 And so we have those meetings. 736 00:22:40,860 --> 00:22:42,400 And on Thursday nights, we sit down with 737 00:22:42,400 --> 00:22:45,180 them, takes 15 minutes and we go, okay, 738 00:22:45,240 --> 00:22:46,840 what's working for you this week? 739 00:22:46,880 --> 00:22:47,940 What's not working for you? 740 00:22:47,980 --> 00:22:48,620 Do you have appointments? 741 00:22:49,140 --> 00:22:50,820 Whatever's working, let's double down on it. 742 00:22:50,840 --> 00:22:52,140 What's not working for you? 743 00:22:52,520 --> 00:22:54,040 Let's really take a look at it and 744 00:22:54,040 --> 00:22:54,660 let's get it back. 745 00:22:54,780 --> 00:22:55,900 Let's get it to where it's a strength 746 00:22:55,900 --> 00:22:56,580 for you as well. 747 00:22:56,680 --> 00:22:58,000 So make them really well-rounded. 748 00:22:58,920 --> 00:23:00,860 And you've got to give these agents your 749 00:23:00,860 --> 00:23:01,100 time. 750 00:23:01,100 --> 00:23:04,200 I mean, you hired them, give them the 751 00:23:04,200 --> 00:23:05,660 time and the tools to really help them 752 00:23:05,660 --> 00:23:06,380 build their business. 753 00:23:06,860 --> 00:23:08,680 And once they've got that support, they're not 754 00:23:08,680 --> 00:23:10,580 going to leave your company then because they're 755 00:23:10,580 --> 00:23:11,920 going to be, I mean, somebody is going 756 00:23:11,920 --> 00:23:13,780 to come in and offer them, which out 757 00:23:13,780 --> 00:23:15,280 here in California, there's somebody that'll come in 758 00:23:15,280 --> 00:23:16,520 and say, hey, I'll give you this massive 759 00:23:16,520 --> 00:23:17,020 split. 760 00:23:17,440 --> 00:23:19,160 And our agents are smart enough to know, 761 00:23:19,220 --> 00:23:22,160 sure you will, but what about the training? 762 00:23:22,300 --> 00:23:23,520 What about the tools? 763 00:23:23,800 --> 00:23:25,720 You know, what about, there's so much more 764 00:23:25,720 --> 00:23:26,580 that you can give them. 765 00:23:27,200 --> 00:23:29,200 And you just, you build that trust with 766 00:23:29,200 --> 00:23:31,800 your agents and they honor it. 767 00:23:31,940 --> 00:23:33,060 I mean, you're going to lose some, of 768 00:23:33,060 --> 00:23:36,280 course, but your turnover rate, because our turnover 769 00:23:36,280 --> 00:23:38,560 rate in brokerage is so high. 770 00:23:39,100 --> 00:23:39,600 It's something. 771 00:23:40,380 --> 00:23:42,060 Well, you know, let's talk about that because 772 00:23:42,060 --> 00:23:42,840 it's a real thing. 773 00:23:42,920 --> 00:23:44,020 I think that so many people get into 774 00:23:44,020 --> 00:23:44,360 real estate. 775 00:23:44,440 --> 00:23:46,360 It's interesting because my buddy, John, it was, 776 00:23:46,420 --> 00:23:47,960 he took me to a Bucs game the 777 00:23:47,960 --> 00:23:48,140 other day. 778 00:23:48,280 --> 00:23:49,640 He has like sweet tickets in this Bucs 779 00:23:49,640 --> 00:23:49,940 game, right? 780 00:23:49,960 --> 00:23:51,880 He's an agent in the area down here 781 00:23:51,880 --> 00:23:52,540 in Tampa Bay. 782 00:23:53,040 --> 00:23:53,980 And we had this conversation. 783 00:23:54,160 --> 00:23:55,600 He said, you know, he just don't get 784 00:23:55,600 --> 00:23:55,700 it. 785 00:23:55,760 --> 00:23:57,760 Like he's out here spending money on all 786 00:23:57,760 --> 00:23:58,280 these things. 787 00:23:58,280 --> 00:24:00,040 He's like, look, because when you do this, 788 00:24:00,080 --> 00:24:01,220 like that's his strategy. 789 00:24:01,640 --> 00:24:03,540 But he's talking about how that strategy helps 790 00:24:03,540 --> 00:24:05,000 him attract these high dollar clients. 791 00:24:05,060 --> 00:24:06,020 That's not how it got started. 792 00:24:06,120 --> 00:24:06,860 I get that, right? 793 00:24:07,180 --> 00:24:08,800 But he's kind of figured that out that 794 00:24:08,800 --> 00:24:10,840 by buying Bucs tickets, season tickets, and then 795 00:24:10,840 --> 00:24:13,060 bringing people that could very well refer to 796 00:24:13,060 --> 00:24:15,280 him or very well be clients, like that 797 00:24:15,280 --> 00:24:17,580 good faith and putting that out there and 798 00:24:17,580 --> 00:24:20,040 building that kind of reciprocity. 799 00:24:20,260 --> 00:24:21,240 I can never- Reciprocity. 800 00:24:21,620 --> 00:24:22,760 Reciprocity, never say it right. 801 00:24:23,560 --> 00:24:24,560 I couldn't do it. 802 00:24:25,180 --> 00:24:26,300 Oh, here I go again. 803 00:24:26,960 --> 00:24:27,880 Inevitable this morning. 804 00:24:28,260 --> 00:24:29,040 I was shooting a video. 805 00:24:29,160 --> 00:24:30,000 I could not get it out. 806 00:24:31,900 --> 00:24:34,120 But it's just interesting because it's like, to 807 00:24:34,120 --> 00:24:35,820 him, it's like, it's not hard. 808 00:24:36,280 --> 00:24:37,820 And then I think it's interesting because I 809 00:24:37,820 --> 00:24:39,000 have a lot of friends who are agents 810 00:24:39,000 --> 00:24:40,200 that are successful and a lot that just 811 00:24:40,200 --> 00:24:41,380 get in, try to get into it and 812 00:24:41,380 --> 00:24:41,820 give up. 813 00:24:42,220 --> 00:24:44,960 And it's just about keeping at it. 814 00:24:45,040 --> 00:24:45,960 So what do you say to that? 815 00:24:45,960 --> 00:24:48,120 Because I think it's like anything with entrepreneurship, 816 00:24:48,340 --> 00:24:50,120 especially in real estate, you just have to 817 00:24:50,120 --> 00:24:52,000 find, kind of keep trying until you find 818 00:24:52,000 --> 00:24:53,780 your way and then just keep pushing forward. 819 00:24:53,780 --> 00:24:55,300 But I think so many just pull out 820 00:24:55,300 --> 00:24:56,080 and quit too early. 821 00:24:56,560 --> 00:24:57,480 Yeah, they quit too early. 822 00:24:58,380 --> 00:24:59,900 Real estate, you have to be a true 823 00:24:59,900 --> 00:25:00,220 entrepreneur. 824 00:25:00,840 --> 00:25:03,400 You have to be because you are, as 825 00:25:03,400 --> 00:25:05,040 soon as you jump into this industry, if 826 00:25:05,040 --> 00:25:07,020 you're in it to your first week, you 827 00:25:07,020 --> 00:25:08,980 are immediately up against people that have been 828 00:25:08,980 --> 00:25:11,860 in the business for five, 10, 15, 20 829 00:25:11,860 --> 00:25:12,240 years. 830 00:25:13,480 --> 00:25:15,020 So it's going to take a while. 831 00:25:15,280 --> 00:25:16,780 And so you want to be doing everything 832 00:25:16,780 --> 00:25:18,440 you can, but you've got to create the 833 00:25:18,440 --> 00:25:19,000 opportunity. 834 00:25:19,420 --> 00:25:21,320 And as a brokerage, we try and create 835 00:25:21,320 --> 00:25:22,280 the opportunity for our agents. 836 00:25:22,280 --> 00:25:24,260 So I'm sitting, I'm in our commercial real 837 00:25:24,260 --> 00:25:25,040 estate office now. 838 00:25:25,380 --> 00:25:26,980 We have our own studio in our office 839 00:25:26,980 --> 00:25:28,320 so the agents can create content. 840 00:25:28,420 --> 00:25:29,680 There's a green screen right over here. 841 00:25:29,820 --> 00:25:32,400 You can have your logo behind you. 842 00:25:32,800 --> 00:25:34,940 There's mics, there's everything here. 843 00:25:35,000 --> 00:25:37,820 Obviously a ton of lights, teleprompter back here. 844 00:25:38,360 --> 00:25:39,720 And so we create that for them. 845 00:25:39,760 --> 00:25:41,660 And another thing that we do that works 846 00:25:41,660 --> 00:25:44,260 very, very well for us is we do 847 00:25:44,260 --> 00:25:46,680 local events and everybody thinks they cost so 848 00:25:46,680 --> 00:25:49,080 much money, but we did one last year. 849 00:25:49,080 --> 00:25:51,420 It was on the 3rd Street Promenade in 850 00:25:51,420 --> 00:25:51,900 Santa Monica. 851 00:25:52,260 --> 00:25:55,060 We have a client that is exotic car 852 00:25:55,060 --> 00:25:55,560 storage. 853 00:25:56,020 --> 00:25:57,580 And so we said, hey, we want to 854 00:25:57,580 --> 00:25:58,960 do an event in Santa Monica. 855 00:25:59,520 --> 00:26:02,120 And our agent, Gabriel, works Santa Monica. 856 00:26:02,260 --> 00:26:03,380 He set the whole thing up. 857 00:26:03,900 --> 00:26:06,560 And him and Michael Cardena. 858 00:26:07,160 --> 00:26:09,900 And it's their client that has exotic car 859 00:26:09,900 --> 00:26:10,320 storage. 860 00:26:10,740 --> 00:26:12,420 And so we did an exotic car show 861 00:26:12,420 --> 00:26:14,520 on a Saturday, invited a bunch of people 862 00:26:14,520 --> 00:26:14,880 over. 863 00:26:15,560 --> 00:26:18,120 And all of a sudden now they've got 864 00:26:18,120 --> 00:26:20,520 access We worked directly with the city. 865 00:26:20,620 --> 00:26:22,560 We were talking with the mayor's office, all 866 00:26:22,560 --> 00:26:23,160 the people at city. 867 00:26:23,240 --> 00:26:24,660 So now we have direct contact with that. 868 00:26:25,540 --> 00:26:27,780 Costs a couple thousand dollars, I mean in 869 00:26:27,780 --> 00:26:28,960 fees to put everything on. 870 00:26:29,400 --> 00:26:31,580 That was, it was less than $5,000. 871 00:26:32,240 --> 00:26:33,720 And we have hundreds of people there. 872 00:26:34,460 --> 00:26:36,320 On February 12th, matter of fact, Ty, if 873 00:26:36,320 --> 00:26:38,280 you're in town, February 12th, Beverly Hills Choice 874 00:26:38,280 --> 00:26:39,460 Contemporary Art Gallery. 875 00:26:39,880 --> 00:26:43,120 I'm doing, we're doing a bourbon tasting and 876 00:26:43,120 --> 00:26:44,380 then we'll have beer and wine too. 877 00:26:44,920 --> 00:26:45,660 Right in Beverly Hills. 878 00:26:46,100 --> 00:26:47,580 Costs us a few thousand dollars. 879 00:26:47,580 --> 00:26:49,800 We invite all, our agents will invite all 880 00:26:49,800 --> 00:26:53,620 their potential clients, current and potential clients and 881 00:26:53,620 --> 00:26:54,560 past clients. 882 00:26:54,660 --> 00:26:57,040 We always wanna, I'm just not, I hate 883 00:26:57,040 --> 00:26:59,540 it when an agent says my past client. 884 00:26:59,780 --> 00:27:01,260 They should still be your client. 885 00:27:01,320 --> 00:27:02,420 You need to be staying in front of 886 00:27:02,420 --> 00:27:03,920 them doing these events as a prime way 887 00:27:03,920 --> 00:27:04,360 to do it. 888 00:27:04,820 --> 00:27:06,360 These events don't have to cost a lot 889 00:27:06,360 --> 00:27:08,120 of money, but they keep you in front 890 00:27:08,120 --> 00:27:08,600 of your people. 891 00:27:08,680 --> 00:27:11,220 And they remember that you're providing an experience 892 00:27:11,220 --> 00:27:13,220 that people are going to remember. 893 00:27:13,620 --> 00:27:14,900 I haven't tried the bourbon yet. 894 00:27:14,920 --> 00:27:16,360 So I hope it's a good experience, but 895 00:27:16,360 --> 00:27:17,880 we'll see. 896 00:27:18,300 --> 00:27:19,420 But we have beer and wine just in 897 00:27:19,420 --> 00:27:20,880 case, but it's my friend's bourbon. 898 00:27:21,200 --> 00:27:22,580 He's happy to have the exposure. 899 00:27:23,120 --> 00:27:24,760 We're happy to have the exposure in Beverly 900 00:27:24,760 --> 00:27:25,000 Hills. 901 00:27:25,220 --> 00:27:26,700 I've got three agents that are working on 902 00:27:26,700 --> 00:27:27,860 this and they're inviting all their clients. 903 00:27:28,320 --> 00:27:30,540 That kind of stuff doesn't cost a ton 904 00:27:30,540 --> 00:27:33,220 of money and it keeps you in front 905 00:27:33,220 --> 00:27:34,840 of everybody and keeps in front of your 906 00:27:34,840 --> 00:27:35,080 clients. 907 00:27:35,140 --> 00:27:37,380 And you're doing fun things and providing that 908 00:27:37,380 --> 00:27:40,000 experience because people will remember the experience. 909 00:27:40,660 --> 00:27:41,920 Joe, I love having you on. 910 00:27:42,000 --> 00:27:44,760 So much insight and so much motivation to 911 00:27:44,760 --> 00:27:46,460 people that are getting in the industry and 912 00:27:46,460 --> 00:27:48,100 trying to kind of find their way. 913 00:27:48,400 --> 00:27:50,320 Where can everybody go to follow you to 914 00:27:50,320 --> 00:27:52,920 kind of get your regular content, to see 915 00:27:52,920 --> 00:27:54,820 what's going on and to be able to 916 00:27:54,820 --> 00:27:55,280 learn more? 917 00:27:55,920 --> 00:27:57,660 Yeah, you can go through the website, joekillinger 918 00:27:57,660 --> 00:27:59,900 .co or YouTube channel. 919 00:28:00,140 --> 00:28:01,760 I put a ton of content out on 920 00:28:01,760 --> 00:28:01,980 YouTube. 921 00:28:02,120 --> 00:28:03,840 We put a video out every week. 922 00:28:04,320 --> 00:28:08,600 Instagram, LinkedIn, TikTok, Twitter, it's all under Joe 923 00:28:08,600 --> 00:28:08,980 Killinger. 924 00:28:09,520 --> 00:28:10,360 And that's it. 925 00:28:10,400 --> 00:28:11,400 I keep it pretty simple. 926 00:28:11,640 --> 00:28:13,940 Or my email is joe at joekillinger.co. 927 00:28:13,940 --> 00:28:15,940 Happy to help anybody. 928 00:28:16,320 --> 00:28:17,460 Thanks for coming on with us today. 929 00:28:17,840 --> 00:28:19,160 Thank you, I appreciate you having us, Ty. 930 00:28:19,540 --> 00:28:21,060 All right, so listen, if you're even thinking 931 00:28:21,060 --> 00:28:23,320 about getting into real estate, Joe really lays 932 00:28:23,320 --> 00:28:25,940 out a successful blueprint, a roadmap to be 933 00:28:25,940 --> 00:28:27,400 successful in the industry. 934 00:28:27,540 --> 00:28:28,640 And it's really hard to do because a 935 00:28:28,640 --> 00:28:29,940 lot of people get into this industry and 936 00:28:29,940 --> 00:28:30,200 give up. 937 00:28:30,260 --> 00:28:31,620 I don't know what the statistics are, but 938 00:28:31,620 --> 00:28:34,180 I'd have to say it's over 80% 939 00:28:34,180 --> 00:28:36,400 of people probably get in, probably quit and 940 00:28:36,400 --> 00:28:37,740 don't make it because they don't know. 941 00:28:37,760 --> 00:28:39,300 87 to 92%. 942 00:28:39,300 --> 00:28:40,880 What is it, no, 92%? 943 00:28:41,200 --> 00:28:42,920 87 to 92%. 944 00:28:42,920 --> 00:28:45,740 Okay, so it's on average 90% of 945 00:28:45,740 --> 00:28:47,480 people that get into the industry do not 946 00:28:47,480 --> 00:28:49,560 make it because they don't have that roadmap. 947 00:28:49,760 --> 00:28:51,580 They don't have that blueprint to actually be 948 00:28:51,580 --> 00:28:52,080 successful. 949 00:28:52,380 --> 00:28:55,200 And Joe has built multiple companies like $5 950 00:28:55,200 --> 00:28:57,800 million in revenue, like in less than a 951 00:28:57,800 --> 00:28:58,540 year and a half's time. 952 00:28:58,620 --> 00:28:59,820 I mean, he's done so many things that 953 00:28:59,820 --> 00:29:01,360 can go on and on, but he's done 954 00:29:01,360 --> 00:29:03,080 it because he's figured out the recipe for 955 00:29:03,080 --> 00:29:03,540 success. 956 00:29:03,540 --> 00:29:05,420 And he's not just done it for himself, 957 00:29:05,480 --> 00:29:05,620 right? 958 00:29:05,640 --> 00:29:06,320 A lot of people go out there and 959 00:29:06,320 --> 00:29:07,960 they have success for themselves, and that's great, 960 00:29:08,140 --> 00:29:08,620 fantastic. 961 00:29:09,000 --> 00:29:09,700 It worked for them. 962 00:29:09,960 --> 00:29:11,940 But he's done it and helped a lot 963 00:29:11,940 --> 00:29:14,160 of other people find their way and succeed 964 00:29:14,160 --> 00:29:14,520 too. 965 00:29:15,000 --> 00:29:17,080 And so that comes down to fundamental foundation 966 00:29:17,080 --> 00:29:20,720 of how you can actually future proof your 967 00:29:20,720 --> 00:29:21,760 real estate empire. 968 00:29:22,240 --> 00:29:23,560 And he's got the map to that. 969 00:29:23,620 --> 00:29:24,640 He's got the key to be able to 970 00:29:24,640 --> 00:29:25,180 unlock that. 971 00:29:25,360 --> 00:29:27,860 So make sure you go to joekillinger.co, 972 00:29:28,580 --> 00:29:30,580 joekillinger.co. Go to the bottom of the 973 00:29:30,580 --> 00:29:30,880 page. 974 00:29:30,980 --> 00:29:32,180 It takes less than a minute just to 975 00:29:32,180 --> 00:29:33,720 subscribe on his social channels. 976 00:29:33,820 --> 00:29:35,460 There's links to YouTube and Instagram and everything 977 00:29:35,460 --> 00:29:36,600 is down there, less than a minute. 978 00:29:36,860 --> 00:29:38,100 So take that and subscribe. 979 00:29:38,240 --> 00:29:39,620 Then you can check out tools on his 980 00:29:39,620 --> 00:29:39,840 website. 981 00:29:40,000 --> 00:29:41,660 You can, actually we talked about blogging. 982 00:29:41,660 --> 00:29:42,780 You can check out his blogs. 983 00:29:42,880 --> 00:29:46,040 There's so much information because he actually lives 984 00:29:46,040 --> 00:29:47,420 what he's talking about here, right? 985 00:29:47,440 --> 00:29:48,740 He practices what he's preaching. 986 00:29:49,100 --> 00:29:50,240 So you can go and learn from his 987 00:29:50,240 --> 00:29:51,220 social channels what's working. 988 00:29:51,320 --> 00:29:53,060 You can go learn from his blog, what's 989 00:29:53,060 --> 00:29:55,300 actually working and see how he's teaching others 990 00:29:55,300 --> 00:29:57,140 succeed in this industry to help you break 991 00:29:57,140 --> 00:29:58,980 into real estate or even grow.