← Collector Nation
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- [00:00]
Brandon Steiner
Part of me loves when I see these kids hustling and figuring it out, but then part of me is like, collect what you love. Like, respect that. Some of this stuff is not really just about, take it, flip it, but it's like, hey, this is really cool. I think what intrigues people about collecting is remembering the moment. Memorabilia is moments that matter, and why not collect around them?
- [00:20]
Ryan Alford
Welcome to the Trading Cards and Collectibles podcast on the Radcast Network. From chasing grails to calling bluffs and going inside the hobby, are you ready to collect? Let's get at it. Here is your host, Ryan Alford.
- [00:38]
Podcast Host
Hello, and welcome to Trading Cards and Collectibles here on the Radcast Network. We've got an OG today, Brandon Steiner. What's up, Brandon?
- [00:50]
Brandon Steiner
Well, what's up? Thanks for having me. You know, I love these conversations, love what you're doing, and I think they're important. You know, we got to talk about this stuff. This hobby thing's a real business now, and a lot of people are in the middle of it in a good way way, and a lot of people are in the middle of it in a bad way. Some people are in the middle of it, and they don't know what they're doing. So it's always worth anytime. I feel like we can educate people a little more or share views, visions. It helps the business grow.
- [01:18]
Podcast Host
I'm all for it, 100%. Well, I appreciate you being willing to share your knowledge. You're a man of many talents. You clearly have your hands in multiple things. Let's at least set the table for anyone that's listening that might not know who Brandon Steiner is. And, you know, why is Brandon Steinman famous in collectibles?
- [01:36]
Brandon Steiner
I mean, I've secured over 40 million autographs, sold about $50 million of dirt, taken down many stadiums, including Yankee Stadium, Giant Stadium, Madison Square Garden. I've represented hundreds of players for licensing and collectibles. You know, I was in this game before it really became a game. So, you know, when things were talked about, things were thought about then, I like to think I was able to execute and lay a lot of the foundation in a lot of ways. Some of the stuff that we're now living and really enjoying and expanding on, which is glorious. It's amazing. I mean, what I'm seeing happening in the hobby, the interest, particularly the youth, younger kids, hustling, grinding, more women in the business, which is always a help. More creativity. I like what I see. There's a few things. There's some behaviors That I don't like that I wish that, you know, we have better leadership in the business. I think if I had one main complaint, you know, listen, I started steiner sports with 4,000 bucks, and I hope it's a good example for people to know that you don't need a lot to have a big dream and to get started. But I'm worried a little bit about the leadership as this business gets bigger, and also the ability or the lack of ability to collaborate with some of the bigger companies and also making sure that the small collector has a big voice. You know, the guy who has a table at some card show or some small, little card shop in a small town, they need to be respected and be taken care of. Those are. That's the heart and soul of the business. And then all of a sudden, like, we have companies that are not including them in on distribution, including them in on being able to get product. That's very worrisome to me.
- [03:28]
Podcast Host
Yeah, I'm in my new studio, literally. It may look okay on camera, but it's going to be both a studio and a trading card store. We got cameras everywhere. It's going to be sort of like trading cards live, you know, leaning into some of the things that are happening. And it's definitely going to be more of a boutique experience. Even though I've got friends in high places, I'm about to experience that same thing firsthand with distribution. You know, new store flipping open and, you know, I do some breaking, but because I don't break, you know, 5,000 boxes a month, you know, I don't know what that distribution will look like. I mean, we've gotten deep into it really quick, Brandon. But that is. That is the challenge, right?
- [04:09]
Brandon Steiner
I think it's the challenge. And also, this is always a challenge when you grow is making a lot of money is easy. Staying who you are is hard. Being who you are, staying who you are. And that's what I'm urging some of the larger companies to do. And that is, you know, don't overproduce. Don't say things are worth more than they are. Let the small guy make some money. Let everybody make some money. And, you know, when I see the way grading prices are, it's very troublesome to me because the market's up and I see a lot of greed. I see some confusion about on these breaks where people aren't being straight up about what you can win. I see. I see a lot of overproduction with some of the card companies. You know, I see tops Way, way overproducing and confusing the market of, like, you know, this is a 1 of 1, but meanwhile, there's 21 of ones. And now the real true rookie card becomes more confusing. Those are things that we need to remove. And on the collectible end, I want, you know, if anybody's listening, I know I'm ranting a little bit, I'm an old guy, but I still love this business, and I want it to do well. I want people that are investing in it to do well. And when you do these breaks, collectible breaks, you know, have an interest in what you're breaking and what you're going to win. Now, you may not win the grand prize. I see the gambling and the interest, why you're lured into that, but also I see some of the crap that's being put into these breaks. So if you don't win the grand prize, you're really stuck with what you think is a pretty good thing, but it's not. And I want people to be more diligent about what the second, third and fifth place prizes are, because every product that goes out there is important. And I want as much good quality product to go out there as possible, not a company's mistakes. So you're buying a mystery ball project, and if you don't get the Babe Ruth ball, you're getting something that's worth nothing as long as you know that. But, you know, my new company, Collectible Exchange, take people's collections on. And it's so heartbreaking when people come in with 200 balls and I'm like, most of these balls are worth nothing. You know, you bought them, you bought a bunch of garbage because you got caught up in the hype. So, you know, buyer beware. But buyer be educated, like notes, some of the stuff you're getting, be aware of it, deal with quality people that are really passing on quality opportunities for you to buy stuff that's good quality, maybe goes up in value, but you don't want to buy something that you've overpaid for or think it's worth a lot more than it is. That's what's heartbreaking.
- [06:42]
Podcast Host
Yep. I want to get a little, I don't know, sentimental. But why is it having its day or another day today? And what is it about collecting that brings people together and keeps them so interested?
- [06:55]
Brandon Steiner
It's a great question. Just one quick thing. Steiner is not with Steiner anymore. I'm with Collectible Exchange. You know, unfortunately, I lost my company six years ago, but my new company probably has more product on it than Steiner did.
- [07:07]
Podcast Host
So I'm really grateful just to make that distinction. You founded Steiner Sports and made it one of the largest, largest sports companies in the world. That was the intent of the statement, if it wasn't clear.
- [07:18]
Brandon Steiner
Yeah, no, no, that's something people are confused because, I mean, I like to think my. My name is withstood the test of time, of people.
- [07:25]
Podcast Host
Yeah, it's got your name.
- [07:26]
Brandon Steiner
You know what I'm about.
- [07:27]
Podcast Host
Yeah.
- [07:27]
Brandon Steiner
33 years of, you know, banging out at it. Not only putting out product, but educating people about how all this works.
- [07:34]
Podcast Host
Yeah.
- [07:34]
Brandon Steiner
But I think that, you know, I think what intrigues people about collecting is remembering the moment. I think, like, why, you know, you get married, you have kids, but why not remember that great sports moment? Why not remember that player that you idolize or look, and why not enjoy that? And that's what it's all about is, you know, mentorship, looking up to your experiences you've had with your kids or your parents, and why not relive those moments every day? Because those are your favorite moments. And hopefully, I always tell people, when was the last time you did something for the first time? It's like you do something for the first time. Like, you want to remember that moment, that first game, that first World Series, the first Super Bowl. And I think that really, people really enjoy that. Remember the moment. Remembering the moments that matter is kind of memorabilia as moments that matter. And why not collect around them and around some of these great, great talents, not only in sports, but, you know, you're a great artist. You're great rock and roll music, talent, theater. I mean, my wife is a big theater goer. She collects all the playbills. You know, collecting goes high and wide and far than just cards and some autograph balls. And if you're doing it diligently and smartly, especially around the stuff you love, players, teams, artists you love, you're in the right direction.
- [08:45]
Podcast Host
Yep. And I think that's what's a little lost today. You know, like, that's my fear with the younger generation. Like, even my boys. I have four boys, Brandon. And that's what brought me back into the hobby I collected growing up. I loved it. I was a huge Michael Jordan fan and Cubs fan, you know, and a Bears fan. I'm from South Carolina, but WGN played locally here, so I was a Chicago fan. We had, like, three stations on our television and wgn. So, you know, I had all this stuff and. But it was all about. I didn't. I definitely wanted stuff that had value and you definitely had chase cards back then, like Frank Thomas when he came out. Ken Griffey Jr. That was my kind of time. But I was still into collecting, you know, for those moments, for the, within the games and the players that I loved. And I don't know, that's my one fear with this generation, that it's become so transactional.
- [09:39]
Brandon Steiner
It's true. I mean, you know, listen, I, I like the entrepreneurial aspect. These kids are Me too. So great to take a teenager and get to think about a dollar turning into two. Looking at, it's a business that they can kind of grab onto, which is not easy to find businesses that teenagers can understand, relate to, be knowledgeable about and then transact. So part of me is split on that answer. It's like part of me loves when I see these kids hustling and you know, figuring it out. But then part of me is like, collect what you love, like respect that. Some of this stuff is not really just about take it, flip it. But it's like, hey, this is really cool and you know, differentiate a little bit. But so you're caught in both of them and that's big. Part of the growth of the business is this mystique of can I make a lot of money? Yeah, so I get that. But on the other hand, like the best way to make a lot, a lot of money is starting with love and passion and purpose about what it is you're doing, not how can I make a quick buck. And if you play the long game and you buy quality things and don't, don't you want to end up with the music stops without a chair. I'm afraid that a lot of these kids are going to be stuck without a chair when the music stops because they've born into a lot of hype and a lot of overproduced cards. You know, I said, you know, you know this. You have a people. How many people come into your shop with like boatloads of cards from the late 80s and 90s. It's heartbreaking. And that's what's going to happen again. People are going to come in from the carts in the last few years and oh, I got this, I got that. I mean it's crap. There's 10,000 of these cars. It's worth $5, I paid 500. It's worth $5. And this is what I'm afraid of because you have a 20 year old or 18 year old kid right now loving the business. That's a 50 year customer. Yeah, you know how hard you work to get somebody into your hobby, your business, and become a lifelong customer with the value that is. And I'm hoping that the people that are creating these products start respecting that and looking at the long game and not overproduce, not over hype, not have Tom Brady sign 10,000 helmets and say he's going to be worth a ton and realize that you're never getting your money back on those helmets. And that's what's bothersome to me. Like, I don't have a problem with somebody buying something and they get most of their money back or make a little, lose a little, and then every now and then you find somebody, make a lot of money. But I think there's a lot of stuff being bought right now that you're not going to make any money, and you're going to be losing substantial amount of money on your stuff. And that really breaks my heart.
- [12:09]
Podcast Host
Then let's flip that coin. You, obviously, I'm hearing you, and I think the modern stuff is what you're talking about. And I say ultra modern. Maybe like last three to four years, three to five years. What. What would you be buying then?
- [12:20]
Brandon Steiner
It's a good question. I'd buy. I'm still a fan of buying rookie stuff and minor league stuff. And in this case, now you see college cards coming out, maybe some of that, but with lower expectations. Again, you're not going to be paying as much for it, but lower the expectations a little bit. I'm a big fan of getting autographs in person. I see card shows are booming. Go get your favorite player. Go find a really cool product. This is what I really try to empower people. Like, it's not just the autograph. It's getting a cool thing on the autograph that the autograph is on. You know, find an artist, have somebody make something that's unique, creative, figure out how to make a bat, figure out how to get something that's really different, unique. So you have a one of one that you've created yourself or, you know, like on my side, I mean, I see so many things. I mean, what old is new. But if you can go buy stuff that's been done with some of these. The golden era, like, it's kind of slipped away. The Mantles, the damages. But that stuff is gold. It shouldn't be forgotten. And it's limited and there's not any more coming. It's a great time right now to go pick up Mantle. It's a great time to pick up the yogis Rudos Stan Usuals the stuff is very inexpensive and I think they'll have a resurgence down the road. I have nothing wrong with buying the hot player of the day, but I, I think some of the old vintage cards are worth investing in if you can find the joy in what some of those players have done. When you look at the card sets in the 50s, some of the Bowmans, the pop and the color on cards, just unbelievable. And some of them are expensive, but you can pick up some inexpensive. Just enjoy the, the whole, the greatness of those players and, and how those cards were produced. I'm a big fan of that as well. So, you know, just, you got to be careful not to get in the hype and you know, stop buying oh, tiny stuff right now which through the roof because the chance of that stuff maintaining that kind of value are really, really difficult.
- [14:07]
Podcast Host
Yeah, I'd, I'd be buying and flipping in the short term. Make that part of your, if that's your side, hu know, flip that stuff. Don't. I wouldn't, you know, maybe sit on a couple. But I wouldn't be banking on thousands of.
- [14:22]
Brandon Steiner
Yeah, be careful on these mysteries. You know, these mysteries are great. I'm about to launch one like. But make sure that the, the, the other 998 items, other than the two great items, you can win. Those other 998 items should be really good items too. Shouldn't be just.
- [14:37]
Podcast Host
Yeah, no kidding. There's a lot of out there.
- [14:39]
Brandon Steiner
A lot of. Right.
- [14:41]
Podcast Host
I gotta get your opinion, Brandon, because you, you, you sort of said it without saying it earlier. Pops Panini thing. They needed to make a deal. It feels like to have unlicensed and licensed stuff just seems crazy to me. And I'm only, you know, a year and a half back into the hobby after a hiatus of, you know, real work, you know, and my kids.
- [15:04]
Brandon Steiner
I blame the league. I think it's terrible with the league is the league how it's managed it and, and the league should not have ever announced that Topps was going to lose their license in five years. It's outrageous. And then knocking out companies, I just, it's like no loyal, like where's the loyalty? You know, harder was to have a license with some of these teams and sell product in the 90s and early 2000s and now when things are popping, leagues are dropping licensers like in a heartbeat. I think there should be easily two or three trading card companies for every league to make it fair, not have a monopoly. I think it's very Unfair. I'm surprised it's not a lawsuit. Just monopolizing that. Only one card has the rights to do baseball cards. There should be at least two or three. I'm sorry. It's ridiculous. It's unfair to the players. You know, the players are getting ripped off. I can represent players. They're not getting any money to sign. Like either side them or too bad. Like there should be options. Panini is a very high quality company. They're obviously an easy choice. But there's so many other card companies that should be allowed to produce and do licensed cards. Why should it just be one? That was a solution maybe 20 years ago or 15 years ago when they consolidated. But that is not the solution. That's fair now. It's not fair to the public. It's not fair to the players. It's just stupid. But it gives them such leverage and you're hoping that one company who's got the control over it has got it figured out and they don't because they have such huge royalties to hit and they have a distribution that's limited to how they see it. But when you have competition, you can expand on the distribution, you can expand on the production. You have different products, different ways of looking at products. That's what, that's what this country's about. I just think it's pathetic. I just don't know why. How the sleep felt. The league fell asleep at the wheel on this. And it's the most important thing is the fan and, and giving them ultimately what they need and want and they're not getting it. If anything, they're getting ripped off. Am I wrong? Am I crazy?
- [16:55]
Podcast Host
Nope, you're right. I've been talking about it and don't know that it's good for my business.
- [17:00]
Brandon Steiner
To talk about it.
- [17:00]
Podcast Host
But I just think it's real.
- [17:02]
Brandon Steiner
I heard people speak up about it and, and start, start, you know, pulling back. Ask, ask for more diversity and, and especially, you know, at a loyal company like Panini. I mean they've done everything and anything that you, you can ask company to do. Like there's not a problem with them. Yeah, that doesn't make sense.
- [17:18]
Podcast Host
I, I that' I don't think it's the right thing because I agree with the Monopoly side of it. But that's why I almost just selfishly wanted them to make a deal so that Panini stutter stuck around. You'd have all those with like if, if, if they would have made the deal with an ax and tops. I know that's like Unheard of, maybe, but I think it'd been better if they had.
- [17:37]
Brandon Steiner
It's not going to happen.
- [17:38]
Podcast Host
No, I know it's not.
- [17:39]
Brandon Steiner
There now. Yeah, that's sold.
- [17:41]
Podcast Host
Yeah, that ship's sailed. But I wish they could have made a deal. If, again, if there's going to be one, let's have all of the best companies and all the brands under one umbrella. Ver just going away or you want.
- [17:54]
Brandon Steiner
To talk about a monopoly? You have a company that wants to control the production. They want to control who sells it. They want to control who gets it. They will control where you sell it. They want everything on their site, on fanatics live or whatever. And then it's, it's insane. Like, how's that possible? Then you have Tom Brady running around the country opening up card stores. So it's like, nobody's stupid here. So now you even control the distribution even more. It's like, no, we'll sell the product to ourselves. How's that fair? So now you've had this card shop for 30 years busting your ass, and Tom Brady pops up around the corner and he's getting all the product and you're getting. How's that fair? How, how is anybody supporting that, that bottle? Like, at some point you got to wake up and go, wait a minute, that's not right. Yeah. And you're taking people that have had their heart and soul in the business for years and you just push them aside. It's, it's, it's sad. It just makes no sense. And it gives one person, one company way too much control. I'll say it. I don't give a. Like it's, it's outright. And for the people that are out there that have card stores, you know what I'm talking about? When Brady, all of a sudden it pops up and his store is filled with every printed product. Like, why? How's that, how's that fair? And you got to believe it's a conflict, and you got to believe it's a monopoly.
- [19:09]
Podcast Host
Yeah, well, Dave and Adams, sitting in Manhattan, paying whatever they're paying, had a store then supposedly, I guess had, you know, exclusivity or, you know, certain geography. And then Tom Brady opens five, six block down the road. Yeah, I mean, and so, I mean.
- [19:26]
Brandon Steiner
These are good companies. These are good. These card stores are hardworking. They're the ones that have built this business all these years. That's my point. They're not just jumping in right now. They've been there for years and they're like, I'M sorry.
- [19:38]
Podcast Host
We need to get you and Michael Rubin on. Let's have a little talk about it.
- [19:42]
Brandon Steiner
It wouldn't be. It wouldn't be a good conversation. I don't think Reuben's coming on with me. I know Michael very well. And after what happened at Steiner, at the end of Steiner, not that I. Collectible exchange. I love my new. I mean, I have 5 million cards on my platform. I mean, I'm killing it, loving it. But there's never going to be good blood between us. I mean, after what he did at Steiner and also just how he's gone about a bunch of things, it's not going to be a. A great conversation. He wouldn't be able to handle the confrontation or the truth. Because I don't give a. I would tell him, you know, he knows it. He knows I know where all the bones are buried. He knows I know everything, what's going on, and he doesn't want to hear it, trust me. But, you know, listen, Pouring a lot of money into the business. Keep pouring the money, keep throwing the money away. Is expanding the business on a positive side. You know, spend 20 millions on FNAF, lose 15 million. If that expands the business, gets more people collecting. I'm benefiting every day. Great. But just do the right thing.
- [20:39]
Podcast Host
Brandon, I know you got to go, but give me one more minute. What's your favorite collectible? What's your favorite thing in your collection? And what do you want our audience to remember or know as we close out?
- [20:49]
Brandon Steiner
First of all, you use the collectibles for joy and happiness. The money is good, but, you know, collectibles are supposed to be about joy, happiness, fun, remembering the moments, sharing moments, experiences with family and friends. And make sure that's a big part of your portfolio. That part, what I just said. You know, my favorite collectible is very simple. I have a Bobby Mercer game, used bat, my favorite Yankee. I've still got my first contract I did with Derek Jeter In 99, which I was up for many nights trying to figure out if I was ever going to fulfill it for $5 million. I've got, like, little things like that. I'm really enjoying other people's collections. I'm realizing that as much of a great collector I think that I was, there's some amazing collectors out there. And that's been my best gift over the last five years, is that there's a lot of people that are as deep into this business as I've ever been and doing some amazing things. And I get to enjoy that with my new platform. So, you know, my message out to people is yeah, let's keep it going. And also it's okay to collaborate. It's okay to talk to the card store next door or you know, we all need to get along a little bit better. I hope that if anybody's listening that's in a leadership role, it's okay to compete. But the collaboration is what will take this industry to another level. You know, the upper decks, paninis, the tops getting along, you know, some of the collectible companies getting along, the card shows getting along. I think there's a, there's underlying current like between a lot of the major card show promoters that don't overlap talk to each other. That kind of respect makes it fair and better for the fans because remember, the number one thing is the fan. As I mean, I mean, I mean how lucky are we to have people that are crazy goo goo gaga about what we're creating and selling? And you can never take that. You can't take that for granted. And I don't.
- [22:35]
Podcast Host
Brandon. We didn't mention it, but he's also the author of you gotta have balls. So who. I couldn't not mention that. I mean if you, of course, if nothing much else. I just wanted to say balls, you know, on my show.
- [22:49]
Brandon Steiner
If anybody on the show listening wants a copy of the book, go to Brandon Steiner 1981@gmail and I'll send you one for free. Hey, books by the way. So they're all good and a lot of them talk about collectibles, sales, entrepreneurship. Happy to send you one of the books for free. Just go to my website or you can post it in the comments and just mention that you watch this show because this is a show worth watching and I appreciate what you're doing keeping people on top of what's going on in the industry. We need all the communication and kind of objective communication as we can get.
- [23:19]
Podcast Host
Brandon, I hope you'll be a regular man. I want more time with you. You got a wealth of knowledge and I love how you tell it straight.
- [23:26]
Brandon Steiner
Thank you. I appreciate it. My brother. Good luck. I'm glad on the first of your new Stu studio won't be the last. I love the conversation and I love this business. So look forward to talking to you again.
- [23:37]
Podcast Host
Hey guys, you know to find us trading cards and collectibles on all the platforms. If you're not watching, check it out on YouTube. If you're listening, go over and check out Spotify, YouTube, any of the visual, of course, on Instagram. You can find me Collectibles Shows, the website, Brandon Steiner Center Collectible exchange. We'll have all the links to Brandon's info. And hey, go get a free book. He's got multiple the business playbook, living on purpose, author of you gotta have balls. All that and more. We appreciate Brandon. We appreciate you. We'll see you next time on trading cards and Collectibles. Collectibles show is where you'll find all of the channels and learn more about what we're doing. And ultimately, hey, we want to hear from you.
- [24:20]
Brandon Steiner
You do?
- [24:21]
Podcast Host
Case Hit Hits. Collectibles show wants you to send in your favorite pulls of the week. And here's the difference. This isn't about just value. Hey, we want to see some $10,000 hits. Had a couple of those myself a few months back. But it's not just about the value. It's about what you're collecting, what means something to you. Share a story, share a video of you holding up the card that you hit last week that was your favorite player and you nailed it. So Case hitsollectables Show, send in those videos. I want to know the stories. We're going to bring them to life here on the show. We're going to do a segment each week once we get rolling and get some videos where we share that on the show with us. We want to feature you on Collectibles Show.
- [25:00]
Ryan Alford
Thanks for tuning in to the show. Don't forget to follow us on your favorite podcast platform and don't miss the full video version on YouTube. You can find us at www.collectibles.show or follow Ryan on Instagram at ryanolford. Now get out there and collect yours.