The Real Deal Podcast
Unlock the door to success in the dynamic world of real estate with your hosts, William Gomez & Alfredo Madrid. Join us as we dive into the inspiring journeys of loan officers and real estate agents, sharing their triumphs, challenges, and invaluable insights. Your key to navigating the ever-evolving landscape of real estate starts here.
The Real Deal Podcast
#8 Secrets to $10 Million in Closures in a Down Market- Philip Shane
Philip Shane, Realtor at The Agency started by Mauricio Umansky. Philip whose visionary tactics have yielded a remarkable $10 million in closures in 2023 a tough market for most. Get an insider's peek into The Agency's culture of excellence, driven by the inspiring leadership of Mauricio Umansky, reshaping the very definition of success.
Curious about the path to real estate triumph? Philip Shane shares invaluable insights for agents at every stage of their career. From leveraging personal connections to navigating market unpredictability, Philip offers a wealth of wisdom. Learn firsthand about the hurdles of starting out, the art of building a referral network, and the pivotal decision of team collaboration versus solo ventures. Discover the crucial role of brokerage choice and early agent dynamics in shaping an agency's identity.
As our conversation draws to a close, feel the excitement as Philip embarks on a new venture into podcasting, teasing upcoming launch festivities in Oklahoma City and Tulsa. This episode isn't just a dialogue—it's a celebration of Philip Shane's grit and authenticity. Whether you're a seasoned veteran or a newcomer to the field, this episode promises valuable insights for those ready to take the next leap in their real estate journey.
If I'm an agent and I'm looking to go somewhere, why you?
Speaker 2:So either someone's heard of the agency or not. If they've heard of them, from what I'm seeing right now, people are fans because whether it's the Netflix show or just following them on different social media stuff and all that's great. But I think if you're looking at it in a professional way, then you really need to dig into what the agency offers. Obviously, their commission splits very competitive. That helps. But, um, they pride themselves, you know, pride ourselves on the technology side of things and then the advertising and marketing as well. So they've the, the technology that helps carry the company and and helps helps you find buyers, helps you with with your listings, with your sellers. It's great. But the advertising and marketing is just on a whole other level.
Speaker 3:Unlock the door to success in the dynamic world of real estate. With your hosts, William Gomez and Alfredo Madrid, Join us as we dive into the aspiring journeys of loan officers and real estate agents, sharing their triumphs, challenges and invaluable insights. Your key to navigating the ever-evolving landscape of real estate starts here.
Speaker 4:Philip Shane. How you doing, man, doing good. Welcome to the Real Deal Podcast, man. I appreciate it. We're super excited to have you on and for you to share some of the news that you have going on, and it looks like you had a great year. Last year, man, we had a down market. A lot of people thought that 21 to 22 was a down year, but really I think the real survivors were 22 to 23 and you still closed over $10 million.
Speaker 2:That was right at, yeah, right at 10.
Speaker 4:And you're entering your decade into the business, right? Yeah, you're trying to catch up with Alfredo there over 20 years 2003,.
Speaker 1:Summer of 03 is when I started. Yeah, what'd you start? 14. 14, okay, yeah, yeah, no.
Speaker 4:Yeah, so we're super excited You've been pretty consistent, and not only with your production, but also where you've been. You were at McGraw for how long?
Speaker 2:For the full time. Yeah, so it'll be 10 years and I'll be in real estate for 10 years and see July.
Speaker 4:Wow. And then you recently made a change to the agency I did and talk to us a little bit about that. What made you uh want to make?
Speaker 2:the move. Yeah, uh, it was real random, um was was happy where I was at and um, um was happy, but but knew, just just had a feeling something was going to change at some point. Um, and I cause I felt myself ready for that, but I also felt like Tulsa, you know, and Oklahoma, just the people that I know and and the community, I just I, and knowing real estate and what's outside of that, I was like, you know, this community is ready for something different, and I think I am too, and and I didn't know what that looked like or what that meant. Um, and I felt that way for probably a year and a half. Um, and then literally phone rang one day and things just happened real quick. Um, it's kind of going to that story Uh, an agent out of Oklahoma City, a guy named Wyatt Poindexter and a fantastic realtor, does massive production, him and his group, great human being, and yeah, he got picked out by the agency.
Speaker 2:I know they had Oklahoma on kind of on their radar and so, yeah, they just worked that out and he brought the franchise to Oklahoma City and the office in Edmond. So he partnered with a guy, a guy named Wayne Kirby, another great guy and they just needed a Tulsa contact. So they approached me and here we are.
Speaker 1:Yeah, so just knowing of you and knowing you for these years through work, but also through some mutual contacts, you strike me a little bit as like um, like a little bit that I see something in myself as a serial entrepreneur. Right, you had that store, you had a what was it called? Ascent, ascent store, ascent store, uh, and so you're obviously wanting to a lot of us have that entrepreneurial like heart in us of like, hey, we want to start our own thing, would you say. Part of the motivation of going to the agency was like, hey, I want to be in control, because I do want to come back and talk about the benefits of being on a team, right, but it almost seems like you're trying to take that next step and to be in a little bit more control of your own business. Is that some of the motivation that you had? Uh?
Speaker 2:exactly, Um, knowing I was wanting something different. Again, didn't know what that looked like, but yeah, having a little bit of that entrepreneur background and that's kind of how I always think of things I was like what's going to be coming my way? It may even be something completely out of real estate, but passion being real estate, network, being inside real estate. When the agency came and I realized that, okay, this is my opportunity to stay in real estate. When the agency came and I realized that, okay, this is my opportunity to stay in real estate, still do day-to-day realtor stuff, but then now have an opportunity to help build something on that entrepreneur side of things.
Speaker 4:It was a quick light bulb that went off and I was like, all right this is what I'm supposed to do and for somebody that's listening that has actually never heard of the agency, can you kind of give us a little background of? I kind of knew it right off the bat whenever you posted about it, because they actually have a Netflix show on it and I've actually watched the entire thing and it's one of the things that you pointed out that I really put from the show is you said that Mauricio, the guy that heads it all, is it Umansky, Is that how you pronounce it? And he is constantly still in the trenches with his team, you know, back in California to be able to make the deal work, whether he has to FaceTime people, call people wherever he's at, and that was one of the things that you know made you move over there. But for people that haven't heard about the agency, give us a little background on it as well.
Speaker 2:Yeah, so he's. I'm not sure how long he has been in real estate and been a realtor, but with the group the firm he was with, I believe he partnered with a guy named Billy Rose. They're both were based in California in 2011 and put together the agency and then just built this amazing who's who list of partners with them on that. But so the agency started 2011,. You know, known as a global luxury, you know boutique real estate firm. There's about 110, I believe there are about 110 offices. I think that's like 30 different within 30 different countries and states. But so they're in, you know, all over the US Closest to Oklahoma now, outside of Oklahoma City and Tulsa, denver, dallas, austin Then you start getting to your you know your Aspens and you know over in Arizona, nashville, florida, and then obviously, all your East Coast, west Coast and Canada, and then you get into Mexico and Europe, places like that. So they're in a lot of the places you want to go on vacation and so I think it was smart there. But but yeah, so again started in 2011 and they've just been.
Speaker 2:They've just been rocking and rolling building the brokerage, and you mentioned the Netflix show Buying Beverly Hills, which is where they're based out of Beverly Hills and for me, I'd always known about the agency and kind of followed them. But when it actually became an option that I could potentially work with them, then I kind of put the brakes on because I was like, okay, well, who are they really as a brokerage? Cause you, you know, you've got this Netflix show which is which, which is great and entertaining, and and you got you know Mauricio and the spotlight he's in, and but I'm like, okay, I'm going to get into this, like I really need to know who these people are. And so through that time and that research, that's when I realized just how great of a group they really were. And yeah, a lot of that is with Mauricio. Just with his success, he could be doing so many things. He's just still, day to day, like he said, in the trenches, really, really trying to build this real estate brokerage and he's doing it.
Speaker 1:So you did 10 million last year, just to get a point of reference. What was it in 2022? So you stayed. You stayed even through a year where everybody was down 50%. Right, part of part of what allowed you to do that, I feel. Uh, and another reason why I think you line up with the agency is you have pretty high loan amounts. I mean, you have pretty high price range, right? How many units was the 10 million? Uh, the 10, uh, 20 ish.
Speaker 4:I know that your average was over 600,000, which that's huge. That's huge. I mean 18 and 19. For Tulsa, oklahoma, of course. Yeah and yeah, and something that I wanted. I wanted to ask you as well what, what made them come to Oklahoma, to where even our luxury it's not. I mean, you can't buy anything nice for $600,000.
Speaker 2:Yeah, it was units. I can't remember what it was. It was around $20,000, but yeah, it was, I think, $650,000 on average. You mentioned people coming in units for $10 million. It's less. It was like $17,000. Yeah, I think it was $17,000.
Speaker 1:Yeah, but that's what I'm saying is like. Normally you watch a show of an agency that has, or a brokerage that has, success in Beverly Hills, you think, well, that's not applicable to my market. But something that I want the listeners to learn is you don't have to get stuck with the average price range around here. You decided that was your bag, you decided to go after that market, you did the things necessary to do it and you get paid a lot more per transaction. Right, it's a lot less work for you to do $20 million than it is for your average agent here in town. I definitely want you to get into that. How does someone break into that? As soon as you finish answering that question, he said how do you break into that higher price range? Because that's something I want to learn more of, to be honest.
Speaker 2:You know it just kind of naturally happened.
Speaker 1:I, you know it just kind of naturally happened, I think, through some of my network and then just referrals and things like that. But if you were coaching somebody and say, do these things and you're going to be able to raise your price, what would you tell them to do?
Speaker 2:I mean, if you're going to go out and prospect and whether you're door knocking or whatever you're doing trying to get listings, then you can control, obviously, what price point that is, cause what doors are you knocking on or who you're.
Speaker 2:Who are you approaching?
Speaker 2:Um, but you know, I think you gotta you really gotta lace up your shoes, though, and get ready, cause in my opinion, the higher that price point goes, the harder it's going to be more likely, I feel like they're going to have a relationship with an agent, better questions they may be asking as far as, like I don't know, I just I feel like you get into the room with a guy that's used to being in a room and and pounding you with questions and things like that, and so just kind of being on your toes on that, and for me, I think, being in the oil and gas business at times and being in those rooms with a lot of these business owners and CEOs, it helped me, I think, kind of learn to control some of those conversations and know, you know kind of what they're thinking, to help on that and but, um, but yeah, I mean I would just say you pick your market that you want to be in and go after it and and.
Speaker 2:But there's also another wrong with being vague on that too and capturing all different price points, um which I'm still open to doing it just naturally, uh, kind of grew into that.
Speaker 1:Yeah, now your circle of influence as far as your database is. You know that price point and it grows from that exactly, you know.
Speaker 2:But at the same time too, you know it's been a great client of mine that you know I'm selling a million and a half dollar house for them. You know, if they have a kid, that's you know I'm selling a million and a half dollar house for them. You know if they have a kid, that's, you know, in their twenties and their first time home buyers, they're going to go spend 150,000. Great, like love to help them out too. Um, and that's the other thing with the agency that I wanted to be careful with too, cause you know when you get, when you get, when you hear luxury real estate and you think of California that's on a, you know that price point's on a whole different level than Tulsa. So I'm like what? What are they expecting? And I was told and communicated with that you know, don't worry about your price point. You know, if you start getting into these lower ones, like we want you to do everything no-transcript.
Speaker 2:Blew my mind when I was looking at that the other day. It's just a lot of those were-.
Speaker 1:Like out-of-state people moving here or out-of-state buying here.
Speaker 2:Out-of-state people moving here. I think that was just moving here.
Speaker 4:I had a few move out, but most people were moving in, but how are you getting in contact with that?
Speaker 2:Well, most of that was referrals from people that either corporate stuff, but mostly it was just because someone was either moving back to Tulsa that I knew, or they were moving here and knew somebody here that was within my network and I think maybe one was just random.
Speaker 1:Do you do anything very intentional on keeping in touch with your network, your COI? Like you know you hear people they're like well, I send them calendars on Christmas or something you know like that kind of Terrible, terrible, really. So why do you think people remember you then Like, why does somebody think you got to use this guy?
Speaker 2:Well, you get there's I think there's different levels of that Obviously family and very close friends you know you naturally keep in touch with and then I think after that was just the experience that they received. And yeah, what kind of experience. And I also don't think people expect you to be their best friend either after you know, even though sometimes I feel like I kind of want to hang out, you know, and sure, that kind of thing. But that's another. There's a lot of reasons and really good positive things about the agency, and one of them is you know the way they can help with that too, and on that COI list and keeping up with them and just different campaigns and advertising and marketing that they have. And at the end of the day, for me it's just I look at it even as just a fresh start, so I'm already doing things I'm like excited about, yeah, but they're all things I'm like well, I should be doing this every day, last 10 years anyways so some new agents.
Speaker 1:they really hesitate to go and hit up their friends and family because they don't want to bother them, right? Did you hesitate, or sounds like you're pretty comfortable with like making sure your friends and family know you're available? I mean mean, what did you? Did that take time, or are you right away? Let's go?
Speaker 2:How'd you do it? Well, and, and, and. To start with all that, if anyone's looking to get into the business or they're in it now and they're not doing that, I don't think they'll make it. I mean, that's where you have to start, right, um, and and it's okay if someone you know, and it's natural, I think, for a close friend or family member not to use someone that they want, cause you know, it can get pretty personal. Sure, um, you guys may see that I don't know a little bit on the on the winning side, but, um, but I mean, you got to start with a network that you have, and and go from there.
Speaker 1:You literally just picked up the phone and started calling people you knew Yep to calling people you knew Love it.
Speaker 4:When, when did you so out of the 10 years, how many, how? How many of them were you in a team? Was it eight, seven of them? And so when was it for you that that you took a pretty much like a turn on your business and you were consistently doing like consistently doing, like you know, pretty pretty good volume.
Speaker 2:Yeah, um, you know, I did, I think my first, my first year, which was like five months like calendar year, I think I did like close to three million and so it was real quick as all family and friends just that quickly used me and I was like, okay, this, this could work. And and you know, in your mind you're like this is gonna just end. You know, like I mean, all my family and friends have bought, but I guess for that referral thing comes. But then you'd get surprised how often people you know think buy and sell and then think of you. But, um, but to answer your question, it it just it progressively got, uh, the production kept kept going and, um, what was, what was your? What was the last part of your questions? What?
Speaker 4:what was the year and your 10 year career that you went from that 3 million to, let's say, eight to 10 million?
Speaker 2:Um, that was, I think. I think it was like in the fourth year. Okay, I think I saw about $8 million and then I got all the way up to like $15, $16 million one year when it was just getting really crazy and then it just dropped back from that. But not being on a team, $ know 10 million is better than you know doing 14 million and um, less less work. You know larger paychecks and you know netting more on that end.
Speaker 1:So by the end you're not counting on the team anymore for your opportunities. Right, okay, it's all referral.
Speaker 2:It's all referral Gotcha, even when I was on the team.
Speaker 4:Really.
Speaker 2:Yeah, at the very beginning there was a little bit, but that was more just additional kind of handholding that could, can or cannot be good. I think if you pick the right brokerage you'll get that. Just in general.
Speaker 1:So what are the pluses of? I mean, there's so many people that go into real estate and they join a team? Obviously there's some, there's some benefits that I see from it outside, looking in, but what would you say? Why would you join a team? Why wouldn't you join a team starting?
Speaker 2:Yeah, I think that I think it overlaps a little bit Um, but the I would say, if someone really just wants just someone that's just that extra, that close to them, to kind of help shadow them, and you know, or you shadow just to kind of see how things are done, that helps, but sometimes they'll, you know, you'll have the opportunity of having more opportunities to do, let's say, open houses if the team's got you know quite a few extra listings to put people on, but at the same time, I think you can find that with just other agents that have multiple listings.
Speaker 2:You know, sure, you know, like I've got multiple listings, someone calls me and wants the whole one open. I'm like sure, yeah, that's great, you don't have to join me, just ask me. Yeah, bring your business cards, I'll mark it for you that you're going to be there too, and and let me know if you have any questions or if you want to just sit in on an open house with me and kind of see how I communicate and and kind of just, you know, massage the whole process of someone coming in and out of the house, and you know, take notes and and do that.
Speaker 4:Is one of your goals, uh, opening up that Tulsa office. Is it to kind of create a team or what? What is your kind of like one to two year plan on that?
Speaker 2:Yeah, um. So when we opened this year, um, it's going to go, we're going to go a little bit more quality over quantity on agents, which is the way that the agency looks at it. Now, again, quality is not necessarily based on production. Um, you know it's good, respectful, um, you know it's good, respectful, respectful, uh, agents in town. But, um, but, uh, um, try to think here the not going to go the team route. I mean, if someone comes in and they have, you know, a couple people on a team, they want to go that route, I think that's great, but I mean, I'm not going to start a team or anything, anything on that end. So, um, I think, to start though, agents that been around for a little bit and, um and, uh, you know, got some pretty decent production and I think it's going to be real important on those, first, you know, dozen agents that come in just to kind of really help define who the agency is. Um, and so now and I've thought about that, you know, as far as like a rookie side of things, I would love to have that eventually where then we have enough of the right agents in there to kind of be there to help, to help out with some new ones and and kind of take them under their wing, Like I was just talking about earlier, not being a team but just there to help, and that's really what the agency is. They're all about collaboration within the agency. There's a little over 2000 agents and we had a meeting last week and one of the top realtors in Canada hopped on for an hour and talked to us about how he does his listing presentations, kind of like a two-step listing. I mean, gave us an hour of his time. He's closed, almost one and a half billion in production in his career and um, which is production, doubled when he came over to the agency. Uh, left from compass first year, doubled wild from the year before, um and um in an even market at the time when he switched over, and so just stuff like that you know having that collaboration and stuff. So um but um. And speaking of collaboration, there's um that you know having that collaboration and stuff. So um but um. And speaking of collaboration, there's um.
Speaker 2:Do you guys know who matthew khan is? Do you guys follow, like luxury listings? I don't. Or um or uh, ig interiors, so I'm sure I've seen it. So he's the co-founder of luxury listings three and a half million. Uh guys, you've definitely seen some of their, some of their videos. Yeah, I'm sure you know just the power again of the agency, they, they. He does tons of stuff with their listings and around the around the world and he hopped on for an hour and just taught, basically taught us, how to better our social media presence and, and a lot of it went over my head, but Will's got it down. Yeah, I hear you. I hear you do so anyhow.
Speaker 4:So how many agents do you guys want to have before you guys open the branch here in Tulsa?
Speaker 2:Um, I mean we're, we can start taking on people now. Um, you know, I'm I'm technically my license is under the Oklahoma city, the Edmund office. You know cause you guys know as a realtor you can, you gotta hold your license under an office and I can practice anywhere in Oklahoma. So am I doing real estate in Oklahoma city? No, like, I don't know that market at all. Um, but I'm doing day-to-day Tulsa now. So if someone wanted to come on now and we felt like they were the right fit and they wanted to get in right now, then they would just do the same thing. But once we open up shop in Tulsa this year, then you know, obviously we'll hold their license in here in town.
Speaker 4:So Is there any specific brokerages that you guys think that you guys will see more agents come to the agency than others?
Speaker 2:that they'll come from? Yeah, I don't know. Yeah, than others that they'll come from. Yeah, I don't know. Yeah.
Speaker 1:What's unique about you guys? I mean just the name or like. What would you say? Like, if I'm an agent and I'm looking to go somewhere, yeah, why you?
Speaker 2:So either someone's heard of the agency or not. If they've heard of them, from what I'm seeing right now, people are fans because they're whether it's the Netflix show or just following them on different social media stuff and all that's great. But I think if you're looking at it in a professional way, then you really need to dig into what the agency offers. You know, obviously their commission splits very competitive. That helps, but they pride themselves you know, pride ourselves on the technology side of things and then the advertising and marketing as well. So they've the. The technology that helps carry the company and and helps helps you find buyers, helps you with with your listings, with your sellers, is great. But the advertising and marketing is just on a whole other level. I mean, it's literally an in-house ad firm that we have access to. So everything being like templates that you know you can plug and play to get ready for listing, appointments or on social media, things like that. They're at your disposal if you need them to help put a campaign together and just a lot of things like that.
Speaker 1:Sure how much of your business is listing versus buyers.
Speaker 2:I'm about 65 on the list side. On the list side, yeah, you enjoy those more. I started off as a buyer agent, which I think is natural when you're beginning, and then that slowly turned more into the list side and I always thought I was more for the buyer. Obviously, do both, we'll always do both, but my attention is now more on the listings as it. They teach you the shit.
Speaker 1:Yeah, what about on the lending side man, just so that we can get some feedback maybe some loan officers listening out there. What would you say are the top two or three things that you look for in a loan officer or in your current loan officer? What are the things you love? What are some things that, if you were a loan officer, you would do different?
Speaker 2:Communication's huge Key? Yeah, definitely key. And that can easily be messed up and you know, but the guys that communicate well.
Speaker 1:Do you? That can easily be messed up and you know, but the guys that communicate well? Do you remember a time when it got messed up?
Speaker 2:like give me an example of something that you're like man, uh, this, no names, no names or anything like that. But um, we'll ask later. I've had had a situation where I was representing the buyer, which I also feel like. A lot of the bad experiences were when I was on the list side and I think that has to do with the agent. You're representing a buyer. You've got to help them in all different ways and a big thing to me on that is directing them to a good lender and you can almost tell when it's going to be a disaster. And even if you haven't heard of the mortgage group, but that may be one red flag. Yeah, exactly, but on the national side, I think stuff like that. But yeah, I've had a case where on a physician loan, when my buyer was approved and then it was like three days before closing they found out that he didn't fall under the position that, because it used to get pretty strict.
Speaker 2:It still is, but it was a lot more strict and then it was just kind of like sorry, and you know it was a big deal and it's stuff that could have been caught day one, but it was the communication throughout that like not getting called back, not getting emailed back. You know, checking in, you know the home being appraised for two weeks and the lender telling me that he's checking to see why it hadn't been appraised. You know it was just on and on and on.
Speaker 1:You know what I have found that really hurts people's communication is actually well-intended. A lot of times, I think a lot of lenders what I see is they come across a problem and they want to fix the problem before they communicate the problem at all, and what ends up happening is that days go by and days go by and then they finally realize they can't fix it. And then they call someone like you and say I got a problem. Well, how long have you had that problem? Two weeks, right. And then now you're ticked off because you could have helped solve the problem. And so what I've found is that in communication it's so important to let you guys know, as a partner in the in the transaction, what the issues right away, and a lot of people hesitate on that. They don't want to let you know because they're going to lose that like perfect status. I guess I don't know.
Speaker 2:Yeah, so no, I, I, I find um, yeah, if there was an issue and someone called me right away to tell me you know, I mean things are gonna happen. Yeah, you know, the fact that someone picks up phone and tells you I, to me that's a whole different respect level there. That, that, you know, kind of helps even soften what happened, because it's like okay, alfredo just called me, you know well how do you feel like it's going on?
Speaker 1:if me, as a little not that you would make.
Speaker 2:I never, yeah, and the other 20 years I've made. One Communication is like you know, if you're a great lender, you're going to get busy and no one's perfect, but like position yourself by having the right people behind you too, to help keep that from happening.
Speaker 1:Well, that was kind of a little bit of my next question of like, what if I call you and I say, hey, man, I messed up, I didn't see their assets and their assets, this I just, I just messed up. We could all have an approval right now I'm working on getting it. What is your feeling when a lender just is honest with you about because we're human right Like, yeah, I don't know about you, but I've pre-approved somebody that probably shouldn't have been pre-approved and maybe denied somebody that I should have denied, but it was just whatever it was. Your team made an error, you made an error. What do you feel like when a loan officer does that? Especially right when they realize it? No hard feelings at all.
Speaker 2:Yeah, you prefer that right, Prefer it, yeah, and it almost kind of scores points. It's kind of the reverse. It's like obviously I don't want you to mess up again, but but you don't end up doing it. That makes me want to use it again. Yeah, I love that. Yeah, Because again everyone's going to make a mistake at some point and if someone doesn't own up to it or starts making excuses or hides it, it's just like Well, yeah, and the thing is, you guys always know when a loan officer's hiding it.
Speaker 3:Yeah.
Speaker 1:Because they start making up these weird reasons why it happened and excusing it, instead of just saying they, like we screwed up right and even that deal that you talked about, that went up to the third day and then it got denied.
Speaker 4:even if it would have been approved, you probably would have still had a bad taste in your mouth from that, from that lender, just because a lot of the times, even getting bad new, bad news faster, it's a lot better than getting you know good news when the people has has has ghosted you pretty much, and so, man, um, the last question I actually have for you is what if you could go back the 10 years to that you know young agent that you were? Um, what, what's something that you would tell yourself, knowing what you know now, um, that you think potentially could help you accelerate, accelerate, um, what you've even been able to accomplish this last 10 years, I think being, I think, persistence good word Um, where you know I, I will.
Speaker 2:I, like, I've always loved doing what I you know what I'm doing, and so waking up every day and wanting to, wanting to work and sell houses has been great. But but what did? What? Did each one of those days, you know, look like like where I am today, in 10 years, could, could I really done that in four years? You know, and and I think there's a lot, of, a lot of areas there of not being super persistent on finding new business and things like that and and uh, I mean, it's your, it's your paycheck, it's your family you're supporting and it's you know you got to take it serious and and uh, for me, that changed definitely when I started having kids, cause you know, I want to feed my wife but I really want to feed my kids.
Speaker 2:But I think, um, and going back to, let's see, I started when, when I was like 31,. I'm seeing people get getting going like at 21. And I wish I would've just started at that age, cause I think about all the jobs I had in my 20s and you learn from them and you know, go places and have fun and things like that. But for people out there like 21 is pretty young for people I feel like to kind of trust you in real estate. But it's work. I mean, people are doing it and you know I didn't make a lot of money in my early twenties, so it's like I would rather have been, you know, or hold two jobs at it. You know, I I do think you need to be full-time to really make it work, but not maybe at that young of an age when you're at least learning the ropes.
Speaker 1:Yeah, sometimes I feel like we're not ready for it, right, like you know, I spent the first half of my career trying to figure things out and of course I go back and look a lot, man, if I knew then what I know now, right. But I have this feeling that had I, had I met some success in those years, I would have messed it up. Yeah, right. And so I think that maturity that you're getting there and you're learning, like that opportunity you got 10 years ago, you appreciated that way more because of the struggles you went through not make as much money as you would have liked, all those kinds of things where a lot of times we kind of squander those things because we don't have real appreciation from them.
Speaker 2:The other thing. I guess I think probably even a better answer to all that question would be my first week of real estate. There was a guy that sat me down and he's like hey, that's great, you got your real estate. There was a guy that sat me down and he's like hey, that's great, you got your real estate license. And this guy was in, was in the business, wasn't a day-to-day realtor but knows real estate business really well. And he's like let me give you a hint. He said you can sell houses all day and make a good living, but if you really want to make a difference in your life financially, you got to invest and get into it. I didn't listen to them and, um, you know, I have it from time to time a little bit, but not like as an agent.
Speaker 2:if you're at it every day, you you find some really good opportunities of like you should just take that in and do it yourself and or or watch people and learn how they're doing it and watching, and so that's a big thing that I've regretted, because you know I'm doing a little bit now and I plan to do it more later, but I think about 10 years is a long time and thinking about what could have been built up to me that's the big thing. That's good man.
Speaker 4:Well, I appreciate you coming on and you gave us your promise that Marisa would come on next time, right?
Speaker 2:No, I think I said that'd be cool if he did, and maybe so hey, that would be really cool.
Speaker 4:Yeah, we could. All four of them. He's no stranger to podcasts.
Speaker 2:I know he's not a stranger to that. Give him Tulsa, not give him an option.
Speaker 1:Yeah if he's going to be in town might as well Might as well. Yeah, we'd love to hear from him, but even meeting him.
Speaker 4:I think it'd be cool?
Speaker 2:Yeah for sure. Well, I'll be excited to have you guys come out to that Oklahoma City lunch party that we'll do in a couple of months and then, when we open up in Tulsa, we'll do a launch and do another launch party and have you guys there Sounds good man.
Speaker 4:Thank you so much for coming on. Alfredo, got anything else? No, this is Phillip Shane, and he's the real deal Appreciate.