Closing the Deal: Today's Proven Sales Strategies for Real Estate Agents | Gabe Mendez E400

Summary

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Episode Overview

Podcast: The Rich Somers Report
Host: Rich Somers
Guest: Gabe Mendez (Top 250 Nationally Ranked Real Estate Agent, Team Lead, Broker)
Title: Closing the Deal: Today’s Proven Sales Strategies for Real Estate Agents
Release Date: September 18, 2025

Main Theme:
This episode dives deep into actionable sales strategies for real estate agents in 2025 and beyond. Rich and Gabe dissect the art of closing deals, the enduring power of personal connection, harnessing social media, mastering mindset, and the essential habits that separate high achievers from industry dropouts. Their discussion is tailored for both new and seasoned agents hungry to survive and thrive in any market environment.

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Key Discussion Points & Insights

1. Mastering Sales in a High-Tech, High-Distraction Age

• Human Connection Over Automation

  • Gabe laments today’s overreliance on automation and AI:
    “As the world goes more Jetsons, I’m teaching my agents to go more Flintstones. Go knock on the door, make the cold call, go to the open house.” ([00:00], [15:06])
  • Personal contact is critical for major conversations—especially money:
    “Any money conversation needs to be done in person right now. Nothing is going to replace that feeling.” ([00:00], [15:14])

• Sales is Universal

  • Rich:
    “Everything we do as entrepreneurs, as business owners, as real estate investors, all starts with sales.” ([01:26])
  • Gabe expands:
    “Every single day, every interaction, you’re either being sold or you’re selling. Ultimately, it’s influence.” ([02:10])

Memorable Moment

Rich shares his conviction that if he had to start over, he’d choose to be a real estate agent due to the endless potential in sales ([01:26]).

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2. Thriving Regardless of Market Conditions

• Take Control, Don’t Rely on the Market

  • “The challenge with most real estate professionals is they relied too heavily on the market to dictate how they ran their business... The market will always be the market.” ([03:40])
  • Focus on activities: connection, follow-up, value-adds—not timing the market or waiting for perfect conditions.
  • Shift focus from “interest rates” to “affordable payments”:
    “If the interest rate is 70%, but your payment’s affordable, what does it matter?” ([03:53])

• Distraction: The Real Enemy

  • “The number one issue I see today with why people aren’t where they want to be is the amount of distractions they have.” ([06:04])
  • Eliminate distractions for improved focus and results.

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3. Lead Generation Strategies: The Blueprint

• Webinars & Education as Lead Magnets

  • Rich outlines a full funnel for targeting veterans via webinars (paid ads > education > lender call > prequalification > show homes) ([07:11])
  • Gabe emphasizes that most agents simply don’t know the “how” of lead generation, not just the “what”:
    “Most coaches teach people the what; they rarely teach them the how.” ([09:08])

• Consistency Yields Growth

  • During COVID, Gabe doubled down on webinars and ads, leading to explosive business growth:
    “2020 was my year of separation…when everyone was retracting, we pushed all the chips in. We grew 105% from 2020 to 2021.” ([12:03])

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4. Leveraging (and Not Over-Leveraging) Technology

• AI Can’t Replace You

  • “Everyone is automating their voice, emails, DMs… I’m telling my boys: go more Flintstones.” ([15:06])
  • Direct, personal interaction wins—automation supports, but does not replace core selling.

• Belly-to-Belly Selling

  • Meet clients in person when closing deals; don’t delegate the most important touchpoints.

• Memorable Quote:
  “People buy you before they buy what you do.” ([18:07])

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5. Winning with Door-Knocking and In-Person Tactics

• Gabe’s Door-Knocking Playbook:

  • 93% of a decision is about your tonality and body language—not the script ([20:15])
  • Let clients do the talking; ask questions to uncover motivations:
    “Selling isn’t telling. Selling is asking really great questions.”
    • Example qualifying dialogue and how to “future pace” for the prospect ([21:58], [24:34])
  • Memorable Moment:
    Gabe: “If you come from a place of wanting to solve someone’s problems, they will feel how genuine you are.” ([25:39])

• Open Houses: Supplement, Don’t Rely

  • Open houses are good but reactive; should not be an agent's primary strategy ([26:22])

Tips for Hosting Effective Open Houses

• Arrive early, display excellence, represent the homeowner
• Engage with visitors to qualify and build rapport
• Always have support on site (lender/associate agent)
• Use scale questions to identify fit (e.g., “On a scale of 1 to 9, how closely does this home fit your needs?”) ([32:21])

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6. Mindset, Self-Development, and Emotional Intelligence

• Before Seeking More, Master Yourself

  • “If you’re not making the amount of money you want in 2025… it’s not an external problem. It’s an inside issue.” ([06:04])
  • Importance of “upgrading your operating system” or mindset before investing in superficial improvements ([63:14])

• EQ > IQ

  • Gabe: “If you can’t control your emotions, your emotions will control you…Control yourself. High EQ is just as important as IQ.” ([39:24])

• Becoming the Right Partner

  • “If you want to attract the right partner, you first need to become the right type of guy.” ([60:50])
  • “So many people talk about finding the right partner, but no one talks about becoming the right partner.” ([60:55])

Memorable Story

Gabe’s personal transformation—depression, financial struggle, faith, discipline, and meeting his wife—underscored the power of personal evolution ([51:59]-[59:38]).

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7. Content & Social Media: Modern Prospecting

• Don’t Overthink It

  • Agents avoid content due to fear of judgment. Gabe:
    “You look and sound the same way in person—just get over it.” ([44:20])

• Content Strategy: Be the FAQ & Build Your Brand

  • Post answers to common buyer questions; don’t let Google or ChatGPT educate your prospects ([44:20])
  • Treat your Instagram Reels like Netflix: clear thumbnails, bold titles, color coding ([44:20])
  • Use “shiny object” tours of luxury listings to attract, but always supplement with value-building and personal branding ([47:16], [48:24])

• Know, Like, Trust, Similarity

  • Success on social relies on building familiarity, trust (via social proof and education), and similarity, not just likability ([48:40])

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8. DISC and Personality Testing for Sales

• Gabe recommends using the DISC profile (plus EVO and CliftonStrengths) to understand teammates and prospects ([34:52])
• Match roles and expectations to personality profiles ([36:57])
• Learn to “read the room,” check your strengths and weaknesses as a leader/salesperson ([37:36])

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9. Financial Prudence & Investing in Yourself

• Don’t Spend Just to Look Successful

  • Invest in improving your mindset and skills before image
  • Build a nest egg, pay off debt, six months of reserves before spending on cars or luxury ([62:19], [65:28])

• Invest in Upgrading Your ‘Operating System’

  • Beware: “Most people in 2025, most real estate professionals, have the iPhone 16, but they’re operating on iOS 13 software. Your software on the inside is going to determine how the hardware on the outside affects you.” ([63:14])

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10. Local Market Outlook: San Diego & Beyond

• Both hosts bullish on long-term San Diego real estate
• Gabe highlights City Heights and San Ysidro as undervalued, high-growth neighborhoods ([71:14])

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11. The #1 Trait of Top Performers

Rich (Q): "What's the one trait that separates top real estate agents from those that wash out?"
Gabe:
“They're willing to do the boring work longer.” ([69:36], [69:53])

• Success comes from consistency and patience, not chasing “shiny objects”

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Notable Quotes (with Timestamps)

• The Importance of Direct Human Effort:
  • Gabe: “As the world is going more Jetsons, I’m teaching my agents to go more Flintstones.” ([00:00])
• On Mindset and Distraction:
  • Gabe: “If we just learn how to delete the things that aren’t serving us, add more of what is, if we could just do that alone, 90% difference.” ([06:04])
• On Personal Branding:
  • Gabe: “People buy you before they buy what you do.” ([18:07])
• Door-Knocking Wisdom:
  • Gabe: “Selling isn’t telling. Selling is asking really great questions.” ([21:58])
• On Building Character:
  • Gabe: “If you want to attract a 10, you need to be that 10 that you want to attract.” ([61:04])
• On Consistency:
  • Gabe: “The number one separation that I see from the top 1% of 1 percenters and everyone else… is they’re willing to do the boring work longer.” ([69:53])

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Key Timestamps

• [00:00] Gabe on going “Flintstones” instead of “Jetsons”: the power of personal connection.
• [07:11] Rich details a high-converting VA funnel for agents.
• [12:03] Gabe's business doubles after playing offense during COVID.
• [15:06] The “Flintstones not Jetsons” sales philosophy.
• [20:15] Door-knocking: 93% of sale is nonverbal/tonal, not scripting.
• [32:21] The crucial “scale” question for pre-qualifying buyers at open houses.
• [39:24] Managing emotions—sales EQ as critical as IQ.
• [44:20] Gabe’s advice on social media and FAQ-driven content.
• [63:14] “Upgrade your operating system” before upgrading your hardware.
• [69:53] “Willing to do the boring work longer”: definition of the top 1% of 1%.

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Flow & Tone

The episode is high-energy, candid, and practical. Both Rich and Gabe are direct, no-nonsense, and focused on sharing real strategies, not fluff. They blend hard-won experience, motivational stories, actionable advice, and even vulnerable personal moments. Their tone remains relatable, competitive, and geared toward listeners who want greater results in business and life.

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For Aspiring Agents & Entrepreneurs

Essential Takeaways:

• Success in real estate is less about timing the market, more about resilience, daily activity, and authentic connections.
• Don’t over-automate: nothing replaces genuine, person-to-person sales efforts.
• Focus on becoming a high-value person: mindset, discipline, and emotional control matter more than expensive suits or cars.
• Use social platforms to educate and document, not just to “flex.”
• Consistency and willingness to do “boring” but fundamental tasks separates the top performers from dropouts.
• Choose mentors, environments, and partners that stretch you and help level up your thinking.

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Connect with the Guest

• Instagram: @gabeMendez
• Text/Contact: 619-876-2265
• For New/Experienced Agents: Realty of America – fastest-growing brokerage; opportunities nationwide

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Rich Somers and Gabe Mendez deliver a toolbox of proven tactics, sprinkled with honesty and humility, for anyone set on making an impact and income in real estate.

Transcript

[A]

As the world is going more Jetsons, I'm teaching my agents to go more Flintstones. I'm saying go knock on the door, make the cold call, go to the open house. You, as soon as the DM comes in, don't Mandy chat that thing. You respond to the dm, take their phone number, go from DM to phone really fast, get on the phone, call with them. You're the salesperson. No one can close a deal better than you can. Meet them in person for the consultation. Don't do it in zoom. Any money conversation needs to be done in person right now. Nothing is going to replace that feeling of doing that right now. And that is the number one separation to what's going to separate you from everyone else. Everyone is automating their voice, their emails, their DMs and everything as much as they can. And as they're doing that and they're removing the human aspect of it and they're going more Jetsons, more technology. I'm telling my boys, go more Flintstones.

[B]

Welcome to the Rich Summers Report where we talk real estate business and wealth building, all while keeping it real. No fluff, no bs. I hope that you enjoy the show. All right, guys, welcome to another episode of the Report. Today I got someone who's doing big things in the real estate space as an agent, as a team lead, as a broker. He's ranked nationally in the last, top last five years, top 250 nationally ranked agent in the country. I got my man, Gabe Mendez. Gabe, welcome to the show, brother.

[A]

My boy Race. What's going on, man?

[B]

Yeah, dude. Appreciate you coming on, man. It's the first time meeting in person. I've been following you for, for a bit now. You've been doing some big things in, in San Diego as an agent. I would say for me, man, I have a sales background. I, I, I feel like everything we do as entrepreneurs, as business owners, as real estate investors all starts with sales. And I, my first sales job in college was selling cell phones at the mall. I was selling cell phones at a kiosk at North County Mall, selling singular wireless. And then shortly after that, some of my co workers went on to sell cars at MAS and Nissan. They're like, hey, come, come slang cars with us. Sam Kramean was one of them. But I've always loved sales and I always felt like today, if I woke up tomorrow, I wasn't doing with what I'm doing right now, I would go become a real estate agent.

[A]

First off, now the answers a lot of questions about like why, who you are. Because I've been following you for a few years now to appreciate that. Like having the skill set that you have, it only comes from sales to talking to people and knowing how to connect, knowing how to, how to sell. And at the core of what we do, every single date, every interaction, you're either being sold or you're selling. If you're a parent out there with your kids, there's you're selling them on why they need to do the chores or they're selling you on why they're not going to do it with your wife, dinner, whatever it is, you're always in some sort of selling interaction, whether you want to call it that or not. But that's what's happening. And ultimately you boil it down, it's influence. Who's going to influence the other person. And so I'm excited about to talk about today, man and big picture.

[B]

I think for the listeners listening right now, like big picture, you know, we've been in a high rate environment for 40 months now. I've seen a lot of loan officers wash out of the industry. I've seen a lot of real estate agents wash out the industry and go back and get day jobs. So I think for someone listening this right now that's looking for that next thing, or maybe you just got licensed as an agent, like know that the worst is really behind us. And I believe that these next four months that remain in 2025 are going to be the last of the challenging times. Jerome Powell is out of office at the end of this year. We saw 100% bonus appreciation just come back. Things are turning around and I believe next year we're going to see some rate cuts. And I believe that things are going to heat up next year. I think 26 is going to be a big rebound year and I think 27 things are going to really start ramping up. And so if you're looking for that next thing or you're just getting started in real estate as an agent, I think right now is the best time to get in.

[A]

Yeah, the challenge that I noticed with most real estate professionals on the lending and the real estate side is that they relied too heavily on the market conditions to dictate how they ran their business.

[B]

That's so good.

[A]

The market will always be the market. There will be people buying, selling, holding off, waiting on the fence. It's always going to be the market. But if your value proposition or you're banking on lower interest rates, higher prices or a combination thereof, then yeah, you're going to be subject to market conditions and so is your business. But if you take control of it and you do the activities every single day, you make connections, you follow up, you add value, you increase your skill set, you get in an environment where you feel inspired and you want to work, the market conditions can only affect you so much. And that's what I train my agents on, is don't look at the interest rates. They're going to go up, they're going to go down, but yet there's always people looking to buy and sell. It's just, how do you maneuver around that conversation? When people talk about we're waiting for the interest rates to drop, they're not really saying, I want a lower interest rate. What they're saying is, I want a more affordable payment. So let's not have an interest rate conversation. Let's have a payment conversation. If the interest rate is 70%, which is really crazy, but your payment's affordable, what does it matter what the interest rate is? Most people who are renting are paying 100% interest rate anyways. So it's not an interest rate thing. So like we talked about off, off camera, it's, you guys have to change the way you look at things because when you change the way you look at things, the things you look at will begin to change.

[B]

That's so good.

[A]

It's just a focal point, man.

[B]

Conversely, like the people that are watching out of the industry on the flip side, I have some personal friends of mine that are killing it right now on the lending side that are growing their books of business right now on the lending side that are growing their businesses. And so, you know, get around the folks that are, you know, killing the game. And I always say, this game's all about getting in the right rooms and so find the people that are doing the thing that you're looking to do. Whatever it might be, maybe it's not real estate, maybe it's Amazon dropshipping, or maybe it's fitness. But it's like, find the people that are killing it in the game. And those people have the blueprint. Go get that blueprint from them.

[A]

That's it, man.

[B]

It's just access to information and big picture. I think this is the best time to be Alive. I mean, 20, 25, we're almost in 26 now. But with technology, with AI, with social media, YouTube, you have podcasts like this one we're conversating on right now. The ability to gain information and to get access to key people has never been Easier than it is today if.

[A]

You'Re not making the amount of money you want to make in 2025 with the resources that are available, with the coaches that are available. It's not an external problem, it's an inside issue. And the number one issue that I see today with why people aren't where they want to be is the amount of distractions they have. That's it. If we just removed all of the big inventors of our life and our generation in the past had no distractions. There was no YouTube and cameras and phones and Edison and everyone else before us. They had nothing but time, no distractions to focus on one thing. The challenge today is we have flat screens and phones. And just so at it's entertainment is right at our fingertips at any moment that we need it. And we're such a culture that we want everything yesterday that we can't focus on something long enough to see it through. So if we just learn how to delete the things that aren't serving us, add more of what is, if we could just do that alone, 90% difference in whatever, whatever it is that we're chasing afterwards. So it's a distraction issue, man. That's why we're not getting to where we want to be.

[B]

So, yeah, absolutely, dude. So I want a lot of COVID here, man, and I want to get into a lot of ways to, to win today as a real estate agent in 2025 and beyond. You know, we're talking some social media strategy. We're going to talk about a lot of good game today. But first question for you, man, because I always said, you know, a lot of the principles that, that, that we use here at Summers Capital to grow our business, I would implement as a real estate agent today. And I always, I always tell people, I'm like, man, if I became an agent tomorrow, one of the things I would do living in San Diego is I would, I would run paid ads on meta targeting military members and veterans. A lot of people don't target those individuals with paid ads. And the truth is 93% of veterans are not using their VA loan. It's not because they don't want to. They just, they're not educated on how to do so. And I would run paid ads to a free weekly webinar to where I would get them on and show them the benefits of how to use their VA loan to buy no money down real estate, invest into real estate and all that stuff. And then I would have a call to action for them to take the next Step in that call to action. I would probably partner with a lender. Exactly. And I would. The call to action would be for them to book a call with the lender to get pre qualified to use their no money down VA loan. Once they get prequalified, it's like, okay, let's go look at houses. That's what I would do day one if I was an agent.

[A]

Literally just gave away the game plan, the blueprint. That's it, bro. It's not more difficult. But let me ask you a question.

[B]

Why do more people not do this?

[A]

That was just I was going to ask you right now, why do you think it is?

[B]

I think one of them is just they don't know how to do it. That's literally they don't know how to run paid ads.

[A]

They don't know how to run paid ads.

[B]

They don't know how to run.

[A]

So let's say someone runs my ads for me, then I get them.

[B]

Yeah.

[A]

Well then how do I host the presentation? Okay, okay. Someone did the ads for me, I hosted the presentation. Who do I partner up with? What does the consultation look like on their pre approval? It's just not knowing how to do it. It's do think about like this, bro. You and I at one point did not know how to drive a car. And we were scared.

[B]

Yeah.

[A]

And because we didn't know how to drive a car, we didn't drive it. Not until our mom, dad or someone sat next to us. Okay, put your hands on the steel. Or we sat on our parents lap. Put your hands on the steering wheel. This is the gas, this is a brake. And they walked us through it. And then after our mentor walked us through on how to start the car, turn it on, turn left, turn right, blinker and all that stuff, our confidence started to grow. Oh, I can probably do this. Then we go from off of the lap to the parents over there and now we're doing it in a parking lot. And then after a couple of repetitions, it's working. My confidence starts to grow. It's no different than running ads, hosting a presentation, having the VA consultation with your lender and then getting them in the, getting them to sign a buyer broker agreement and then committing to work with you if they just knew the steps on how to do it. And this is why it's so important. This is why you crush it. Because with all of the coaching programs and everything that you have, you're teaching people the how most challenges that I see with real estate, most coaches, I should say, is they teach people the what, they rarely teach them the how. This is what you need to do. You need to run ads, then you need to hire, then you need to have a va, you need to, et cetera. But they never show them the how. And why is that? Because most of them haven't done it at a high level that's successful, and this is why you're seeing the success. So if people just knew how to do it, they would do it. That's it.

[B]

I would say Webinars is, is my favorite lead magnet out of all of them out there. We, we host a lot of webinars as a function of it. Webinars can be a very, very impactful lead magnet. Whether you're raising private capital, you're selling a coaching program, maybe you're in the fitness space, insurance space, or maybe you're just, you know, like you said, maybe you're an agent, you're trying to get some, some, some buyers out of it. The webinar is one of the best lead magnets, is free. You provide a ton of value and then you have a call to action to get them onto a one on one sales call.

[A]

In 2020, when Covid happened and we all were forced to move over to zoom in online platforms, that's all I did. Every single two weeks, I would run an online webinar on how to buy your first home, how to sell your property, how to sell your home to buy one at contingent. Say I was running all these different webinars and webinars online, and the call to action would be send me a DM or message me right afterwards, or we'd send a DM right afterwards. And then from there have a consultation with the lender or an in home consultation about your property, ready to sell it. But we would have 20, 30 people online, their cameras were all off, which is all right. We'd engage with them a little bit. We would provide nothing but value. And the value was literally what the steps would look like. All right, if you want to buy your first home, use your VA benefits. This is what's available to you. This is what you should look out for. This is how you buy your first home. This is how you refinance and use your VA benefits again. And there's no risk to you. And if we negotiate all your closing costs, you just bought a home with $500 out of pocket for the home inspection and that was it. Same thing on the selling side. So 2020 row was my year of separation because when everyone was retracting and pulling back and getting scared.

[B]

99% of them were, bro.

[A]

We went out, we pushed the chips all in. I did the same thing, 60k on ads that year. 60k in 2021. So we grew 105% from 2020 to 2021. 52 sales to 109 sales in 2021. I grossed in 21 was 1.3 in just residential commission sales, which is individually, by myself, that's huge. Which is so hard to do. But because we doubled down on advertisement, we doubled down shout out to my boy Billy, Gina's marketing. I've been rocking my boy since 2015 and he helped me with my leveling up my marketing game. But running ads, landing pages, the whole thing, dude. So 100 what you're talking about.

[B]

Yeah. And the same thing is going on today that was going on in 2020. As far as bad news in the market, we saw what happened with Charlie Kirk and all the stuff that's going on. And so what's happening right now in the with the media is a lot of people are, are terrified around the country. They're afraid to go outside. And a lot of people see all this hoopla that's going on and they decide, hey, I'm just going to stop what I'm doing. I'm going to sit here and wait. We saw this happen in 2020. The same thing happened back in 2008. The same thing happened in 2000. What, what year was 911? Whatever year.

[A]

9, 11, 2001.

[B]

Like this shit's going to continue to happen and the media is going to continue to put out bad news in the marketplace and, and when there's bad news in the marketplace and people stop doing what they're doing, if you're a killer, like that's where you make your moves and, and you did it in 2020. I did the same thing in 2020. In 2020 was the last year I had my day job as an air traffic controller. I went all in on. Yeah, I used to be 11 year air traffic controller with the FAA and prior to getting in real estate. And so I started getting in real estate on the side, like as a side hustle. In 2019. In 2020, Covet happened. They said, hey, you're gonna go on reduced work schedules. And so we were working, I think one week on, one week off, basically the majority of 2020 because airplanes weren't flying as much. And so I used that time to really like double down on the real estate. And so at the end of 2020, they said, hey, come back to normal. Everyone's coming back to normal shifts. I said, I'm not coming back. And I punched out of there. And that was the end of my air traffic control career. But you did the same thing.

[A]

You.

[B]

You played offense in 2020. I always say, you know, when things get easy, that's where you go hard, right? And I look at it as, like, when the competition's not playing the game, that's where you go hard, because that's where you can really make a move on. On your competitors. But anyway, so we talked about, you know, webinars. What are some of your favorite ways to win as a real estate agent in 2025?

[A]

Okay, so you talked about something off camera, which was AI and technology. Okay. And I do believe, I know there's a strong place for AI right now. The challenge in 2025 that I see with most real estate professionals is that they're leveraging AI too much. There is almost a sense of, how much can I automate, how much can I leverage and not do, and then just collect the check at the very end? And this is something I'm coaching my agents. I don't like saying it out loud because this is the secret sauce, but I'll say it on. On the podcast value here.

[B]

Give us all the secrets.

[A]

Is this man, as the world is going more Jetsons, I'm teaching my agents to go more Flintstones.

[B]

What do you mean by that?

[A]

Automate your emails, automate your DMs with Manny, chat MA, automate, use your VAs. And the only thing you got to do is book the appointment, go show some houses and close them. I am saying don't do that. I'm saying go knock on the door, make the cold call, go to the open house. You, as soon as the DM comes in, don't Manichat that thing. You respond to the dm, take their phone number, go from DM to phone really fast, get on the phone, call with them. You're the salesperson. No one can close a deal better than you can. Meet them in person for the consultation. Don't do it in zoom. Any money conversation needs to be done in person right now. You go to the consultation, you shake their hand, you congratulate them on their plan to buy in six months because they didn't qualify right there. Or. Or congratulate them for qualifying on the spot and then secure that appointment and shake that hand. Nothing is going to replace that feeling of doing that right now. And that is the number one separation tool that's going to separate you from everyone else. Everyone is automating their voice, their emails, their DMs and everything as much as they can. And as they're doing that and they're removing the human aspect of it and they're going more Jetsons, more technology. I'm telling my boys, go more Flintstones. Pick up the phone, get in front of the person, go belly to belly with them. And that is going to carry more weight. And I'm seeing I have two agents right now. Shout out to. Xavier and June have been with me on my personal team for six weeks. June was with another team for two years. He has more in contract with me in six weeks than he had with them in two years because of going more Flintstones knocking on doors, going to open houses, learning the scripts, learning the dialogue and how to close. But being the person that point of contact, the point of sale.

[B]

I love that, bro, because I, I think to your point, too many people are looking for the AI. They're trying to delegate the wrong things out. It's like, dude, you need to get more leads, shake more hands, and you're the guy that people want to talk to. No one. Like you said, no one's going to close better than you.

[A]

No one's gonna close better than us.

[B]

I see all the time with people that have these, these online coaching businesses. I was talking to someone last week and they're like, they're like, I'm gonna. My constraint is I need to hire a closer to take these sales calls so I could free up my time. And I'm like, oh, like how many sales calls do you have a week? And he's like, two a week. I'm like, dude, that's not the constraint. You don't need a closer. You need more leads. So you need to like double down on marketing. And you should be on all those calls. Like, for me, with everything that I got going on, managing the media, managing all the hotel renovations, managing the different businesses that we have guests checking in, checking out. In my team and managing all the media, I'm still the one that jumps on every single intro call with investors that want to invest with us because I'm the visionary on the person they want to talk to. And what else am I going to do that's going to be a higher return on my time to jump on a 30 minute call to potentially raise 100,000, 200,000, $300,000. What else am I going to do? And I think too many people are trying to delegate the wrong things. It's like, okay, that's, that's an idea. But is that the best thing that you need to delegate now?

[A]

You need to generate more leads in today's, in today's environment, you need to be the person that's giving them the warm and fuzzies. People. Don't people buy you before they buy what you do? So the reason I'm going to invest with Rich Summers in his, in his investment firm or his, in his fund is because I'm buying you. I can find any fund on the planet, but why would I choose yours? It's because of you. Why would they buy and sell? They could choose any real estate agent, but they're buying you before they buy what you do. And how are they going to get a feeling in the warm and Fuzzies if your DMs are automated, your emails are automated and they call the hotline and you have a, a sales agent and then finally they get to meet you maybe at closing. There's no warm and fuzzies. You're for sure not getting the referrals. So that's what's separating us right now, man. You're spot on, bro, with everything you're talking about.

[B]

Yeah, I don't have the time to do this, but it would be fun to like be an agent for me just to do it for six months, just to see how much in sales I could, I could, I could, yeah, just go ham. If I had nothing else on my calendar for six months, I, I, for me, I would really enjoy it. Just for six months, bro.

[A]

Bro, literally right now, with what you're talking, dude, you'll run circles around everyone around it, man. Just because you have, you have the. I met you a couple minutes ago, right? Yeah, 15 minutes ago.

[B]

Yeah, literally.

[A]

Dude, it was like you knew how to build rapport. The question asking, you mean you had to maybe feel comfortable and you just know the fundamentals of sales and because you know that and you're, you know, you're, you're a junkie for competition, dude. You go out there for six months, bro, I mean, I'll be hand fiving you for top 250 next year, bro.

[B]

Yeah, it'd be fun. But anyhow. Okay, so give me some more game. And I'm curious. You mentioned door knocking, which I love. Thatch. Thatch again, who's been a guest on this podcast, came out here from Vietnam and back in like the 70s and he didn't have anything to his name, didn't even speak a lick of English, and he Built his entire book of business, door knocking up in Seattle. And he speaks very highly on door knocking. You speak very highly on door knocking. What is the door knocking playbook? If someone moves to a new, a new city, they don't know anyone and they want to build out their book of business and they want to do it by door knocking. What is the playbook there?

[A]

Okay, so door to door sales works really well because you're able to build rapport instantaneously. So phone call. So let's, let's like, let's talk about sales. The sales pie chart. 93% of a person's decision on whether they say yes or no to you, 93 has nothing to do with the words that you say. That's number one. Yet we spend so much time on script practicing. And their decision, 93% of it has nothing to do with your script. 93% has everything to do with the tonality and your non verbal communication. So what is your, what is your face, what is your face doing while you're talking to them? What, what are your nervous fidgets that you're having when you're standing next to them? Are you uncomfortable? Are you awkward? Are you, is your head down, shoulder? All of these cues we're picking up on as human beings and you can't pick that up over the phone, you can't pick that up on advertising. So door to door allows you to see their physiology, read their body language and they get a feel for you. And if you know how to master your body language in a way that makes them feel comfortable when they open the door. And yeah, you could be some 6 foot 5, fully jacked person, but if you know how to soften your body language of the door, they're not going to see a six foot giant, they're going to see a teddy bear number one. And that, yeah, that itself I think is 68%. 68% of a person's decision is weighted on nonverbal, weighted on physiology. And the other 33% or 32% is tonality. So how you deliver the words so they open the door and they read your body language. I'll ask you a question, right? I'm sure this has happened to you. You've been in a room before where someone walks in and they just give you bad vibes right off the gate.

[B]

All the time, dude.

[A]

Or you're walking down the street here in downtown, you see someone, they give you bad vibes, right? They haven't even said anything to you, bro. So why is it your intuition Picked up on the bad vibes. It's their body language, how they're carrying themselves when they're walking down the street and they're looking around. So open the door, they read your physiology. Okay. His body language, it's very soft. I'm okay talking to this guy. Number two is your tonality, how you speak to them, the words that they're saying, and their ears pick up on it. Is he friendly? Is he aggressive? Is he that? So those two will automatically disarm them. Then the 7% comes into play. Now, do you know what to say? We know how to deliver it. But do you know what to say? And I. Dude, I watch hours of door knocking videos on Instagram and social media. Dude, hours, bro. I have a playlist on my Instagram just saved for door knocking errors. The number one mistake I see when people are out there door knocking is they do all the majority of the talking. Selling isn't telling. Selling is asking really great questions. Why do we. At the core of therapy, what is it we're really doing? We're paying someone to listen to us talk. Yeah. So I was five years old when this happened, and this happened to me and blah, blah, blah, blah, blah. And can you tell me more about that? Oh, my gosh, yeah. Then my mom and my dog and da, da, da. Oh, how did that make you feel? Oh, my. And we're just talking, talking, talking. And what happens when we talk, bro? The guard comes down and before you know it. I love this person. I. I can't. My therapist is amazing. Well, why is she amazing? She's great. Because she listened. She listened. So at the door, when you open the door, the problem I see is we're telling. Oh, man. Let me tell you about the solar. Probably talk about the bottom of that. Hey, let me ask you a question. Have you heard about the sale down the street for your neighbor's property? No, I haven't heard about it at all. Do you. Are you aware of what happens to your equity when I list your Neighbor's home for 500 and I sell it for 550? No. Can you tell me what happens? The value of your home goes up. So let me ask you a question. What are three things you like most about living in this area? Oh, I like X, Y and Z. Great. Hey, just out of curiosity, how long have you. Have you lived here? Oh, I've been here for five years. Man, you bought at a good time. Hey, Rich, did you get a chance to refinance in the refinance boom? I sure Did. Hey, do you, your family, have any plans on taking advantage of the equity you have to maybe upsize or downsize? You know, we've been talking about it for a little bit. Well, out of curiosity, if you guys were to do it, where would you go next? Oh, man. Getting riches over here, telling me I. I would stay here in downtown. I want to find a bigger warehouse and blah, blah, blah, blah, blah. Okay, so more square footage. Yeah, absolutely Industrial. What type of feeling do you want for it? And what about kind of monthly payment, blah, blah, blah.

[B]

Well.

[A]

Hey, Rich, let me ask you a question, dude. If I could do the same thing for you that I did for your neighbor, which is appraise your property right here, let you know what it's worth, and then find a replacement home in this area with this value, would you consider your option sooner rather than later?

[B]

That's so good.

[A]

Yeah. And I'm future pacing. I'm tying you down, and I got you to tell me everything and envision the future by asking really good questions in combination with the way I delivered my words, in combination with what my body is physically doing. Because, bro, let's be honest. If I'm sitting here in front of you being a crackhead, and I'm, hey, man, so you want to sell your house? And what do you think about. You're like, dude, what's this guy on, bro? Yeah, so.

[B]

But I love. I love that. But the thing I love most about what you just did right there is you provided value to me in terms of, like, hey, you're gonna get me into my dream home. We're gonna. We're gonna find a way to position this. This sale to have enough equity to roll into my dream home. And I'm gonna level up my life as a function of it. My family's gonna get in the dream home. We're gonna have a better quality of life. We're gonna become a better version of ourselves because of it. You didn't lead with, hey, like, I'm just trying to make a commission, which I love.

[A]

If you come from a place of wanting to solve someone's problems, they will feel how genuine you are when you come from a place of contribution. And that, I think is my superpower, is that I come from contribution. I don't need Rich's sale to pay my bills. And you can sense that in my dialogue with you, I'm detached from the outcome. Whether you do it or not is up to you. And I'm going to tell you the information that's going to make your life better, you buy it. Cool. If you don't, that's okay too. But there is an element of knowing how to deliver the information so that have a higher conversion rate and that's, that's what I teach.

[B]

So. Okay, so we talked about the, the, the door knocking is open house is still a thing. Is that something that new agents should be spending a lot of their time doing?

[A]

It is a very react. It's a very reactive way of getting business. I love being proactive. I don't want to wait on someone else. I don't want to take a gamble. I want to put chance in my hand and I want to go after it. So should you do it? Yes. Should you, should it be the majority of your time? Absolutely not. It should be something that supplements what you do. Like, like social media. I don't think social media off the bat should be someone's main theme right away. I think it should be something you're building as you're being proactive in finding business, family, friends, door knocking, cold calling, and then as you're building your personal brand online, then eventually that will outweigh one of the other. Kind of just like it did in my career. But open houses, they're great, they're effective. You just have to have a strategy just like everything else.

[B]

What's the strategy? What's the correct strategy if you're going to host open houses?

[A]

So the number one thing is you have to, this is a mindset shift that, that you have to remember that when you're hosting the open house, you are already applying for the job of listing someone else's home or having them hire you to represent them to purchase, you're already applying for that job. So how you show up to the open house, the way you present the property, the time you're putting up the open house signs, everyone's watching you. How dare you ask me as a homeowner to list my property at 6% when I saw you open the door at 101 when the open house was scheduled at 1 o'. Clock. How dare you ask me for 6% when you're just sweating in your suit putting up the open house lines 20 minutes before the open house. Do you know who I'm going to hire as a, as a homeowner? I'm going to hire the guy that I saw at 7am Putting out all the open house signs, who shut up 30 minutes early to the open house. Opened up all the windows, turned on, the lights blasted, the AC was outside sweeping the front yard. And taking pride and a level of excellence in what they do. Because now the homeowners and all the neighbors in the area got a chance to see how rich or Gabe operated with that product. So when I walk inside, you're already, number one, you've already applied for the job. Number two, sell the house first. Don't go trying to earn their business. Do what's right by the homeowner who's hiring you. Too many times I see agents using this as a lead magnet tool, which it is. But if you lead with what are you looking for, how can I help you? And the priority isn't selling the product first. They're going to sense that and be like, wait, wait, you want to represent me on the sale of my home, but you're not selling this home. So number one, get out there early, have a level of excellence and representation on what you do. Number two, have a strategy inside of the property. Once you do it, sell the house. So what I do is I will take as soon as a consumer comes in, my number one favorite question to ask. Well, I break the ice first. So you walk in the house, I'm like, hey, what's going on, man? Come on in. Mikasa can be su casa. And they giggle and laugh, whatever it is, right? And then after that, hey, what did you see online then prompted you to come in person to come see it today?

[B]

Now they're selling themselves.

[A]

Now sell themselves. Oh, I loved this. Yeah, great, man. Well, let's go start there first. So I take them to the item that like they like the most. And then from there I sell the features, I sell the benefits of the house, what they like, and then I start fact finding. What else are you looking for next? And I'm touring them through the house. As I'm selling the house, I'm asking fact finding questions. What are you looking for? Blah, blah, blah, blah, blah.

[B]

And at the end, are you, are you also pre qualifying them as far as like, hey, what do you do for a living to a, have you ever owned a home before? Where do you, where do you live right now? That kind of stuff?

[A]

Yes and no. My main, if the conversation goes there.

[B]

Because, because the reason I asked that is because, you know, let's say there's two or three people that are in.

[A]

You're right about that.

[B]

And, and how, how do you know that you're not wasting your time with.

[A]

The wrong 100, you're 100 right with that. And that is part of the gamble that you do. Because here's the thing. If I have Rich who comes into my open house and somewhere and you're sensing my urgency because there's other people around me and I'm talking to you, but I'm doing this and I'm looking around, so. Hey man, have you talked to a lender yet, Rich, by the way? Oh, I haven't talked to a lender. Okay, just out of curiosity, what do you do for work and stuff like that? Oh, I do that. Okay. Do you have any money saved for your down payment? And then little by little, you're going to start to feel not as valuable and as appreciated. Well, screw this guy Gabe. Dude, all he cares about is the commission of the deal. So there's an art to balancing that and knowing how to go around it. You should never host an open house by yourself. You need to have a lender on site with you at all times. And you might need to have an associate agent with you. So a partner, someone else you could split the leads with. So no one's ever wandering around the home by themselves. Look at any department store as an example. Apple, Macy's, whatever you want to do. There's not just one salesperson on the floor, there's multiple salespeople. So when you walk into a department, men's women, cologne, et cetera, someone's there greeting you and holding your hand throughout the process. So you have to have support number. That's something very important during the open houses. But as you're asking these questions throughout, naturally, really what you're trying to do is build rapport so they trust you so that you can have a pre qualifying conversation. Now sometimes they might tell you off the bat, I'm already, I'm already pre approved, I'm working with an agent. Sounds cool. Thank you so much. Let me know if you have any questions. Move on. But if they're not pre approved and they're not working with an agent at that point, build a rapport, get them to trust you, collect their information at the very end. And hey, Rich, by the way, you might have taken care of this already. And I'm not trying to step on any toes here, but I love to offer you a second opinion. Second opinion on your financing by me assuming that you've already gone through the financing process. I'm not insulting your, your level of what you know and what you don't know. Because if I ask you have you been pre approved and no, you start to feel dumb or whatever, maybe you're a very, you're a first time buyer or seller and you're very nervous about the process. But if I start asking you these questions that make you feel less than or dumb for not knowing the answer, that's also territory you got to be careful of. So by assuming you've already done the process, I've already put you on a pedestal, made you look already smarter. Hey, would you be offended if I offer you a second opinion on your financing? Oh, hey, Gabe. I haven't had an opinion yet. Oh, well, dude, let me give you the first opinion then. And that's a different approach. So having someone there, having a level of excellence, the way you present the property, sell the home first as you're walking through it. And at the very end, the tough question.

[B]

What's the tough question?

[A]

Rich, on a scale from one to nine, because nothing's perfect, how closely does this home at your needs? And you're going to tell?

[B]

Six.

[A]

Six. Awesome. Dude, it sounds like you really like the house. Would you like my home with helping you? Would you like my assistance on helping you write the winning offer? And you might tell me no. Well, hey, Rich, well then, what does this home need in order to take it from a 6 to a 9?

[B]

I would need a second living room and a in a nicer master bath.

[A]

Got it. Okay. Second over the next. My bath. You know what? I have some houses in mind that I think you might like. Let me do this. What's your phone number? 619. And then you tell me your phone number after that. I'm going to send you some properties. As soon as my open house is finished, they're going to take you from a six to a nine that I know you're going to fall in love with. Would that be helpful?

[B]

Let's do it.

[A]

Perfect. Get your collection information right there. So I identify this one isn't the one for you. I close the gap by fight. You telling me what it was, what the constraint was?

[B]

Yeah.

[A]

And then from there you sold yourself all of that. Yeah.

[B]

And for someone listening to this, like, like not just being a real estate agent, this tactic right here is such a good question. On a scale 1 to 10, what's your interest level in participating in this offer or whatever it is that you're selling? And then you're also, you're often gonna get five, six, seven, sometimes an eight. Okay. What would it take you to get you from a 7 to a 10? And they will tell you what their biggest constraint is simply by asking it that way.

[A]

Or conversely, you ask them this, they.

[B]

Might say 10 out of 10.

[A]

Yes. But even conversely, Check this out. Let's say you take the converse approach, which is, well, hey, Rich, why is it not a one? Why is it not a two? And then you sell me on why you love it.

[B]

Yeah, I like that.

[A]

Now you're selling me on why you love it.

[B]

I haven't heard that one before. That's really good.

[A]

That is.

[B]

Yeah, you can see the benefit of that. Yeah, that's really good. Yeah. Now they're selling themselves.

[A]

Themselves.

[B]

Yeah.

[A]

Hey, man, can you tell me why this is not a one? Oh, my gosh. You, I love. Because of this and that and that. Oh, great. Okay. So you love what you have already do. We got to do to take it to the nine here. Okay, so if I just get that and you already love it, we're good? Absolutely. Close them.

[B]

Hey, guys, if you're looking to get into real estate investing, but you're like, hey, I don't have the time, but you want to participate in the passive income, the tax benefits and the wealth building my company, Summers Capital Partners, with limited partners, people like yourself. And we go out and buy boutique hotels. We have a fund where we currently own five hotels, and we currently have a wait list for investors to participate with us. If you want to learn more to see if this is a fit or you. You can go to summerscapital.com invest to inquire and get on our wait list and be notified next time we have an opportunity. Again, SummersCapital.com invest. Now back to the show. So you mentioned the disc profile before we started recording. We use the disc profile when we hire new new folks onto the team. Break down the disc profile. What exactly is it?

[A]

So disc profile is your personality assessment, who you are as a person, how you operate, how you respond on that. And before we get too deep into the disc, I like disc because it talks about who you are as a person, your personality. I like the evo EVO assessment test because that tells me how you think. And then I love the cliftonstrength finders because that tells me about your strengths as a person. So don't just focus on the disc. Only focus on evo cliftonstrength. And the one that I love, the cherry on top, is the love assessment. So what's that? The love languages.

[B]

Okay, got it.

[A]

So how do you like to be loved? How you'd be responded to those kinds of.

[B]

You'll ask the. The clients. This an open house?

[A]

I wish, man. But eventually you start when you know them that well, you can identify what kind of person they are. Already Like I know for a fact that Rich summers at the person I'm talking to today is definitely a person to persons person. But he's all about business first. And I just get that sense off of you right now. Don't waste my time. Don't. We can, we can hug it out and Kumbaya later. But if I leave with Kumbaya with you first, you're going to get annoyed really fast. You're the type of person of. Are you sharp? Are you on point? Can you add value to me? If yes, then we can kumbaya and laugh afterwards. But if I lead with that with you, I can tell you right off the bat you're not going to like it. You're a person who, so that is your personality type which I would almost argue is a very, is a very high D and then I would say a very high. I think you like data, you like looking at information. So you're also very S personality, low C. And I can see a medium eye. You can get along with anybody anywhere you go, but you're a not, don't bullshit me type of person. First I'll get along with anybody. Then show me the data so I can make an educated decision. Right. And don't waste my time. I don't need to know that the color is pink and it's great and there's a beautiful view. Why is this one a good investment? Why am I going to like it?

[B]

That's very accurate. If I, if I get on a sales call because I'm interested in a product and they start, you know, asking all the fluffy questions, I'm like, bro, I got five minutes, I'm ready to buy. Give me this answer and then I'm going to make a decision 100% who you are.

[A]

I got the sense off you right now. So, so disk assessment. We're talking about personality.

[B]

Yeah.

[A]

And my favorite question. So that's a disc assigns a personality test. You have a high, you have a D, I, S and C. D is a driver person. It's a person who is. No bs. These are typically high performing individuals that the entrepreneurs, the CEOs, those are the visionaries. You can sense them right off the bat because they come off as very rude and aggressive. Like I can almost argue and I want you to tell me this is accurate or not with you that you have to work on scaling back your D because if you just let your disc, your D, your driver personally come out too much, it can be misinterpreted as being rude and an Asshole. And you're just too dry and curt. So you almost have to be aware of it and check yourself as you're talking to people.

[B]

You got to read the room. Yes, yes.

[A]

So that's the feeling I get with you. But D driver personality is straight to the point. Give me the results yesterday. I is the influencer. It's the person in the room. I want to build relationships. I'm talking. And so you can notice this, typically with the husband and wife scenario, husband's a high. D if they're a business owner, the wife, the wife has a high. I talking, blah, blah, blah, blah, blah. Then you have the S, which is the security person. This is the person who to your face will tell you yes, and then ghost you afterwards. And then you have to see which is the conscientious person, the data driven person. I need graphs, I need charts, I need information, I need details. And they take time to make decisions. D Personality. I'm ready to make a decision decision now. C Personality. I need time. So you have to be able to identify. That's what the disc personality is. The importance of this, especially when you're hiring people, is you want to hire the personality for the position. Most people hire the person for the position. You should be hiring who they are as a personality trait to match the position you're looking for. So that is what. That's what it is. It's invaluable, man, when it comes to sales. Because my favorite question to ask anybody in a sales scenario is, how's it going? When I ask a person in a sales scenario, how is it going? You're going to answer based off of two factors. Your, your current mood and your personality type. If you're a high I but you're in an irritable state, it's going to come off that way. Oh, but you're going to feel it. So those two factors will determine your response. Once I hear how you respond to.

[B]

Me, dude, I could be having the worst day if I meet a stranger in the street. Hey, how's it going back? What's up, dude? Doing good, man. How are you? Always, always high frequency, high, high energy. Regardless of whatever I'm going through. I could be walking out of like a crazy meeting and just got a bunch of bad news. And then podcast guests coming in. Yo, what's up, man? How you doing today? But that, that's. That's how I am.

[A]

And dude, that right there is a very. If you learn that skill of how to switch the flip on at any time, you need to. That skill is going to pay you. The dividends on that are going to be. It's, it's unmatched. You have the, the challenge that's you with salespeople is they allow their emotions to control their entire day. Dude, you got to turn that switch on when you need to. I don't care what you feel, I don't care what you went through. I don't care if you had a flat tire. I don't care if you and your wife had a fight before the podcast. You better flip that switch on and make that moment memorable. Because if you can't control your emotions and your emotions are going to control you and you will respond based on what you're feeling. And that is a very low level salesperson. Dude, control your emotions, man. Keep yourself in a peak state at all times. This is why I tell people, you got to delete what's not serving you in life. So many times, man, we listen to music environments and friends and people scroll on social media and it affects the way that we feel. Dude, RIP to Charlie Kirk. But if you go on social media, you're going to see two polarized opposites, dude. You're going to see people who are love and I'm so sorry about it. And on the other opposite, you're going to hear the people, hahaha. This is what you get. And I've seen people who are love kind and all that stuff get affected emotionally by the people on the other side. Like, how could you do that? Screw you. I hope it happens to you. I'm like, yo, chill out. Control yourself. And so controlling. Having a very high level of EQ is just as important as iq. You got to have that emotional quotient. You got to keep your emotions in check, especially as a leader, entrepreneur, business owner and a salesperson because they will sense it once you walk into an open house or you're cold calling or following up, dude.

[B]

Yeah, you're right, man. With the Charlie Kirk thing, it was, it was crazy for me to see the reaction of the TMZ team when the news broke and you could, you could see that and hear the TMZ employees in the background cheering the assassination and applauding it. I thought that was pretty sick. And then I saw the comments on Twitter, which was kind of gross. But you know, I think for me and, and for the most part as an entrepreneur, you know, I don't, I don't talk a lot of politics, I don't talk a lot of religion. But for me, man, like I feel like everyone is entitled to an opinion because perspective and opinion is how we grow as individuals. And like, you could have a different opinion right now in a different perspective, but I'm always open to hearing it because it poses another light, another side of the coin. And that's how I grow individually. But for me, I've always been like, okay, regardless of, you know, you're black or white religion, I don't care if you're, you're Lutheran, you're Christian, you're Catholic, you're Muslim, or, you know, if you're a Democrat or Republican. I'm like, dude, I want to hear your opinion. I want to hear your perspective because that's how we grow. And so I think as Americans, the more we open our eyes to differences of opinion and difference of perspective, the more we're going to grow. I always say your life will grow. Your mindset does.

[A]

The perspective is the only way you can ever get a real 360 view on everything. You can't tell me what the view is like from the 50th floor, the 30th floor of a building. If your view is only on the first floor. You want to grow your, you want to grow a full understanding of the picture. Get on every single level of that building. Look, northwest view, northeast view. Once you've gathered enough intel, then you can make an educated decision on what's right and what's wrong. So many times people get stuck on the first floor, the fifth floor, and that's the only perspective that's true. Yet they're not understanding there's a 30th view and a first floor view too. So I agree with you. I have, I have clients who are conservative, I have clients who are liberal, I have clients who are gay, I have clients who are straight. I have black clients, I have Asian clients. And none of them. And some of them, I don't agree with their lifestyle and their choices. But it's not going to affect my respect for you as a person.

[B]

100.

[A]

Because I don't agree with how you live and your sexual preferences and your religion doesn't affect my respect for you as a person at all. Like, we're going to do business, we're going to shake hands, we're going to hug it out and, and I hope to influence the world by. Charlie was just an amazing person because he lived boldly and man, just watching. I didn't know much about him until like the last like six months, nine months or so, right before the elections finished last year. And when I watched how boldly he lived, I'm like, wow, that's very inspiring. And I hope that people, when they meet me, never feel judged or anything like that, because I just love them as a person. I tell you are. And I want to hear and I want to learn more about what you've done and what you've experienced and let that be our grounds for the relationship. Not my political views, not my religious views, not anything else, just you as a person. And if you're good as a person and I'm good and we have a mutual respect for one another and we agree to disagree, so be it. Bro, let's go have a beer afterwards, let's go talk, whatever. Let's have that relationship. But, yeah, I agree with you, man. Absolutely.

[B]

Yeah, absolutely. So I want to switch gears a little bit. I want to talk about social media strategy as a real estate agent today. Because I always say, you know, with technology, with social media, by the way, is 4.8 billion people using social media today. It's free to post, it's free to post. But I see a lot of real estate agents not using social media to their advantage. Why is that?

[A]

They're afraid of how they look and sound and they're going to be judged. That's the number one issue I've run across. The real estate agents, they don't like the way they look and they don't like the way they sound. Newsflash. You look and sound the exact same way in person. Like maybe it might sound different to you because sound when you speak vibrates through the bone. When you speak out loud, it vibrates through the ear. So the sound quality is a little different. But Aside from that, 99% of it, you sound and look the same as you do. We just got to get over that mental hump of what it is. Number two, they over complicate the content. What do I post? Be the faq? What are the frequently asked questions we get as real estate professionals? How do I use my VA loan? What's a contingent sale? How much for a deposit? What's my cash to close? Answer these questions over educate. Why are we letting our consumers go on Google ChatGPT to get the answers to these questions? We should be the encyclopedia and educate them. I should be able to go to your Instagram page, swipe right, go to your reels, and by looking at the videos you've posted. Okay, step back. How, what, what, what, what do I do? What do I recommend for people to do on their reels? Think of it like Amazon prime or think of it like Netflix. When you go watch a movie, you go on and click on a movie. The first thing you see is the thumbnail, the actual video picture and then you see the title of the video. If those two things capture your attention, you click on see more or you watch the trailer for it. When I go to most real Instagram, when I go to most real estate agents pages on Instagram and I look at their videos, they don't have thumbnails. So I don't even know what the video's about. You should have a high quality thumbnail on your video with a bold cat with a bold title and it should say how to use your VA benefits part one. So as I'm scrolling, if I most people don't even scroll but as I'm scrolling I should be able to identify within half a second that video is about how to use your VA benefit. No one is going to go on your page and click on each video and hopefully find the VA video at all. So we need to act like, like we've been trained, like we've been trained as consumers. On Netflix and Amazon prime do the same thing. Have a thumbnail, high quality, have the title of your movie and then when they click see more to read about it, your captions need to be on point. So mimic what Amazon prime and Netflix are doing. Just take that. And as I click on your videos, maybe have a color theme. So everything that's navy blue is about va. Everything that's sky blue is about selling your home. Everything that's pink is about whatever, right? Contingencies and contracts and terms. So if we can help the consumer learn the behavior that hey, these videos are about this, they'll start going to your page as the encyclopedia and start going there to learn more. I don't see that happening. So they don't have a strategy, they don't know what to talk about. They're too, they're too insecure about how they look and feel. And all of those small little things that are simple to fix, which are all free is what's holding them back from having a multi six figure business in real estate and commissions.

[B]

I always thought if I was an agent, what I would, what I would implement into my content strategy is I would probably once a month I would go find this, the dopest homes in my area on the MLS and I would hit up those listing agents and say hey, what are the chance to come by, do a property tour. I'm going to, I'm going to blast your property on social media. I'll shout you out as the listing agent. No listing agent is going to say no to that. And I will go find the $15 million, the $17 million listings in LA Jolla right on the water and be like, hey, guys, we're standing in front of a $17 million property located right here in the beach in La Jolla, California. Follow me. Let's go take a tour and then just like highlight all the wow factor stuff. 36 foot kitchen island, a wine cellar. It's got a speakeasy, it's got a fitness gym looking over the ocean. I would highlight all the wow factor stuff and have, like, really cool, like, just an interactive property tour that I know people are going to share, they're going to want to watch, it's going to get views, and those type of video I think will get viral, go viral, and then you're going to gain followers as it. And then people eventually are going to start to know you as like, hey, you're the real estate guy in San Diego dealing with all these expensive homes. And oh, by the way, in my bio, it's like, hey, like, you want to work with me? Here's. Here's a call to action.

[A]

So your content you're talking about is that shiny object syndrome, where it's, it's going to capture their attention. And that is a very good lead magnet. The. In addition to that, while they go to your page and check it out, you have to have content that builds your personal brand.

[B]

Yeah.

[A]

Because people do business with people they know like and trust. Now here's the thing. When we say know like and trust you, this is what they mean in sales. Know you have to have some level of familiarity, trust. Is there a trust factor? And you build that through education and social proof. I'm educating you and I'm teaching you something and you're seeing me win. Okay, I can trust you now as a person. Know you familiarity. The like factor doesn't mean do I like you? The like factor is similarity. And that's where 99% of people get it wrong. It's not like you, like, can we get along? Which is important. The like is always similar. Do we have similar beliefs, actions, values as people, you are going to attract people that are like you, which is why they say your vat, your vibe will attract your tribe. So if you don't build a personal brand while you're doing this shiny object syndrome, you turn into a Zillow, which is where I click on it, I fill out the information. I just want a property tour. Leave me alone. Don't bother me. But if you do Zillow, which is a shiny object syndrome, the property tour, and you do the personal branding, which is what I do really, really well, you capture their attention, they go to your page, they scroll. I like this guy. He has kids, he has a wife, he honors God, blah, blah. He works out. This is someone I can see myself talking to. And then at that point, they voluntarily raise their hand, hey, can you help me buy and sell the property? So at this point in my career, my business, when I, When I get a lead that comes in through social media, it's pretty much closed. They.

[B]

Because they already, they already know, like, and trust you.

[A]

They already sold themselves.

[B]

Yeah. Yeah, 100%. I always say, for us, the. The media arm of our business is the most important arm of the business. I tell the team this. Without the media, we don't have a business. 95% of all of our leads come from the media. And, and that's why I do three podcast episodes a week. That's why Joe Rogan's done three podcast episodes a week for 17 years. And Joe might be the most powerful dude in the world right now. The ability to pick up the phone and call presidents, ex presidents, Elon Musk, Jeff Bezos, professional athletes, movie stars, musicians, any professional athlete will drop what they're doing to go hang out with Joe. And it's not because of the UFC stuff, it's not because the comedy stuff. It's because of his podcast and the platform that he has in the audience.

[A]

What do you think separates Joe from everyone else on his podcast?

[B]

I think for one, he's just like, relatable. He just has organic conversations with people. Relatable. He asks questions like, as if it was someone listening. You know what I mean?

[A]

Tough question.

[B]

Yeah. He's a very relatable dude. And genuine. Genuine. I don't know the dude personally. Yeah, but. And that's one of the benefits of, like, having a podcast is, you know, it's, it's. It's hard to build trust with a 30 second TikTok or 45 second Instagram reel. It's harder, but with, like, hour long conversations like we're having right now, it's a lot easier to build trust because you have a lot more reps and time. You know what I mean?

[A]

He's crushed it, man. He's really cornered that market.

[B]

Yeah. And. And he's. He does three hour episodes. That's crazy. Yeah.

[A]

They're sitting There doing the, the, the salts, smelling the salts and all that stuff, dude.

[B]

Crazy, crazy, crazy, bro. So anyways, talk about, talk about family and the importance of you know, having, having the right life partner, the right spouse, you know, in terms of like being dialed in and performing at your peak. I always say like having the right life partner is the secret hack of. It's a growth hack, it's a cheat code. That's chico. Especially a partner that's going to hold you accountable for reaching your full potential.

[A]

Having the right partner in life is single handedly. Probably the most important decision, aside from in my belief is having a relationship with Jesus Christ. The single most important decision you'll ever make as a man is the wife you choose to marry. Most important decision you'll ever make. That like they say, how do you destroy a kingdom? It's from within. And this is the person that you're going to trust, you're going to lay with, you're going to be vulnerable with and open your heart with. And it's a cheat code. There's science that supports it, the Bible supports it. And this is interesting man. Anytime the secular world and the Christian Bible agree on a topic I always tell people that is something you can't ignore. And the secular world and the Christian Bible both agree that your wife, the partner you choose in life, there's a hack to it, there's a level of, there's a heightened level of success that you get boosted up to as a man. So that's single handed. The most important decision you'll ever make is who you decide to marry and spend the entire life with. And I'm so blessed, man, because what happened with my wife was really natural. In 2000 2014, I went to one of the deepest, darkest depressions of my life I ever had ever gone through. In December of 2004, December 2014, I contemplated taking my own life because I was so dark. I was an active depression, had active depression. So I was out and about. People thought I was okay. I was popping bottles every weekend. I was racking up all my credit card debt, buying new clothes, traveling, everything you could think about. So on the outside looked okay. I put myself in like 80 grand worth of debt. I bought blackout curtains in my place. I would wake up at probably 2 in the afternoon, stay in bed all day, wouldn't go to bed till four in the morning and play video games and I was just drowning myself and like keep myself busy. I got to a point where it was very low and very dark and then that's when I knew I needed to change something. So I quit the multi level marketing business that I was in. I went and I got a job for six months and I've got my gave myself some foundation to build off of during that time. There was. I went to church one time and I was always involved with church but I was never. I was. It was like one of those checkbox things I did just go to church, check it off the checklist. And the pastor said something on stage. He said, hey, we're having water baptisms next week. If you're wanting to change your life, this is your sign to go do it. I signed up, I got baptized the following week and I told God I've tried everything my way. I slept around with women. I've partied. I was a club promoter in downtown San Diego for some of the biggest clubs. I built a reputation. I have influence. Nothing's working and nothing's filling my spirit. Nothing's filling my cup. I'm going to do it your way this time. And before I take myself out and leave my mom sad with an empty hole, I'm going to try this one more time. So I baptized myself. I committed to. I didn't have sex, I didn't do drugs, I didn't go out. I was celibate, the whole thing.

[B]

How long did you know I have sex for?

[A]

I had didn't have sex for until November of 2015. I got baptized.

[B]

So how long was that?

[A]

Almost eight months. Eight months.

[B]

Eight months.

[A]

And it wasn't until I met my now wife is who I ended up having sex with at that time. I got baptized in April or May of 2015 at sex at the end of the year when I got baptized and I committed to celibacy and everything else stopped all the drugs May I had to go through six months of purification process which I didn't know at the time was purification but I had to release a lot of old things. So for Some reason in 2015 I had more women sending me messages than ever. I had my boys who wanted to go out and party every weekend more than ever. Everything was heightened around me in my my discipline was tested. I ran through all my money in real estate. I put all my chips in website suits, open house signs. My car got repossessed at a listing appointment in fall of 2015. I couldn't even afford to take Cherish my wife, my girlfriend at the time I couldn't even afford to take her on a date. My first date was until four months after I met her At a Chris Brown concert at the Coors amphitheater at the time. And I bought the tickets on Groupon. That was the only way I can afford to take her out, dude. My clothes, I went to. What's that store at the Chula Vista Mall. Everything's on sale and discount.

[B]

Dollar tree.

[A]

Not Dollar Tree, but it's a store at the mall. But anyways, it's all the clothes are on discount. I went there, I think I spent like $40 on new jeans and a shirt. I bought the tickets for like $30. I bought the cheapest bottle of champagne that I could find. And I think my date, whole date night was like 95 bucks. I barely had enough money for gas. And it was getting to a point like, why aren't we going on a date now? Hello. Come on. I had no money, dude. So I got repossessed. I got my car, the impound, took her on a date. And that was the most humbling experience of my entire life. I was door knocking, cold calling, doing everything my coaches told me to do. And after six months, nothing happened. I closed my first deal in the end of 2415. It was a $200,000 condo, 2% commission on it, 4 grand. Enough money to pay back my Thea, my aunt, on her removing my car from the impound, and enough money to put some cash in my pocket just to carry me until the next closing. I closed one more deal at the end of 2015, and that was selling a house to my mom. And I had to give half the commission back to her. 2016 came around. All the seeds that I had planted in 2015 started to come to harvest. And that was one of the most important lessons I learned in my life. You don't sow and harvest in the same season. I had to know that I sowed seeds in one season and I was going to reap the harvest the next season. And that was. That taught me. That taught me the value of patience and long term gratification. And I also had to learn how to. In order for me to grow to the next level, I had to remove things that were holding me back. I looked at my life like a garden. And in my garden, in order for my rose bushes to grow, I had to rip the weeds out. I had to. From the root. You know how painful it is to do a root canal, anything like that, to rip something from the root. It is painful to go down there. So to rip out women, drinking, smoking, partying, friends, and everything you've ever known in existence. So I did all that back then, but luckily it happened to me because that's when I met my wife. And instantly, bro, instantly rich her and I knew that moment. We locked eyes with each other. We were meant for one another. She reached out to me. Seven days later, she sent me a text message. Is this Gabe? I said, yes, it is. Who is this? My name is Cherish. I met you in the parking lot seven days ago. Do you remember me? I said, absolutely. I remember who you are. And since that text message that she sent to me, and in that message that I have saved to this day, it says, I'm interested in you, not the house. Her and I have been like this, inseparable. And we've had our ups and downs in our fights, but having that woman next to me, not behind me, next to me, has heightened my level of everything you can think about. I've had these feelings as a man that I've never felt before. This instinct to protect, this instinct to provide, this instinct that no matter what the weight of the world, I can carry more because I had her next to me, brother. I can't explain how those feelings came about. They just arose within me. And this level of man, this level of responsibility and maturity came over me. And then we had our first child, and then our second, and then our third child. And then this level of I could do it. This level of strength, this level of I'm willing to go to war for you and die to come back and have you be proud of me is. Is inexplainable. And it heightened my level of success and levels I never would have gotten to without her.

[B]

And that's so powerful, dude. I always say, like, you know, if you're, if you're a guy out there just being single and dating and dming and texting girls, maybe you're on the online apps, maybe you're not. Like just setting up dates is like another full time job. It is a full time job. And then it's a hustle. And then to take it a step further, that all that time that you spend chasing girls, going out on dates, going. Because when you go on days, you're probably going out drinking, right? And if you just do that twice a week, that's basically two nights a week and then two days the following day. We're operating at 30, 40% capacity. And that compounded over weeks, over months, over years, really, really sets you back as a business owner, entrepreneur. Maybe you're self employed as a real estate agent. And so I always say, you know, having the right Life partner that's aligned with your goals, aligned with your vision, aligned with your dreams that holds you accountable to reaching your full potential is the deepest love language you could receive.

[A]

You said it perfectly.

[B]

Yeah, it really is. It's the cheat code, man.

[A]

And what you need in order to. To. If you want to attract the right type of person out there. That's right. I'm talking to guys out there, men out there. If you want to attract the right type of woman out there, you first need to become that right type of guy.

[B]

Yeah, so many people talk about finding the right partner, but no one talks about becoming the right partner.

[A]

Right partner. You want to find the right partner, you have to become the right partner. You got to dig deep the root canals in every area of your life.

[B]

Your.

[A]

Your bad habits, your emotional. Your emotional health, your spiritual health, your financial health. If you want to attract a 10, and I'm not just talking about nice body and looks. If you want to attract a 10, you need to be that 10 that you want to attract. And praise God, bro, that when I met my wife, I was the healthiest I ever was. I was the most educated I ever was. I was the most disciplined I ever was. And somehow she recognized that, and she worked out, she went to church. She believed in traditional marriage and traditional values. The wife stays at home, supports the husband, raise the kids. And I know not everyone's in that position to do that, but she believed in that, and I believed in it, and I attracted who I was on the inside. So shout out to the wifey, man.

[B]

Yeah, that's so good. What's your wife's name?

[A]

Cherish.

[B]

Cherish. Shout out Cherish. Let's go.

[A]

Shout out Cherish, baby, I love you.

[B]

You mentioned, you know, back in 2015, you barely had any money to buy a cheap bottle of champagne and take your wife on a Groupon date. But today, you know, you got some more money. I'm curious for. For a new agent out there, maybe. Listen to this. If they only have, you know, a few dollars to their name, what is the best thing that they can invest in? Is it going in. Investing in a nice suit so you're presentable? Is it going in, like, leasing a nice car, what is the best thing they should be investing in?

[A]

It depends. Okay, so that's a circumstantial, because if you already have nice suits as a new agent and you don't have the mindset, the education, then you invest in that. You invest in the area that's going to give you the highest Return on. On your investment. I think nothing will beat the way that you think, how you think will determine everything else. You need to get around people that are going to shift the way that you look at things, shift the way that you think, shift your education. This is the fastest way to grow. Because if I. It's like this, dude. Oh, my gosh. This just got this download right now. Okay. Okay. We have cell phones, we have smartphones. Rich, what happens when you have an iPhone and you're not operating on the. On the most recent OS system? What happens to your phone?

[B]

If I have an iPhone and I'm not operating on the most recent one, I get a lot of alerts to update and certain things stop working on the phone.

[A]

They start glitching. They're not operating at full function, full capacity.

[B]

Yes.

[A]

Not until you download the new operating system. Sure. Most people in 2025, most real estate professionals, have the iPhone 16 or the 17. It's coming out very soon. They have the iPhone 16, but they're operating on a iOS 13 software. You have all the bells and whistles on the outside, but the inside is what's going to affect what you have on the outside. I can have an iPhone 16 on an iOS system 5 or an iPhone 13 on iOS 16 system. My Iowa, my iPhone 13 with the newer software outperform my 16 with the older software. Your software on the inside is going to determine how the operation system on the outside, your hardware on the outside affects you. You change the way the inside is. You'll change what you get on the outside. So what should you invest in? Invest in updating your operating system from within. Because once you learn how to carry yourself, your emotional health, how to think, how to overcome adversity, how to improve your communication skills on the inside, all of those skill sets on the inside that can't take away from you. I don't care if you have an iPhone 13, you're still going to operate better than someone on a 16 with an older operating system. So I would invest in people that can make you change the way you think. Because, dude, if I gave you all the playbook on, on how to make a bunch of money, how to close doors and close people, but you don't know how to manage money. You still have the old bad habits that you had. I'm just creating a bigger destruction, a bigger something, inevitably that's going to destroy you. You're going to come down, tumbling down. I need to first change who you are in the inside.

[B]

If. If you have an agent on Your team. And by the way, you have 275 agents below you, which, which is very impressive just in the last 12 months. That's very impressive. So if one of those 275 agents on your team, you know, got to a place to where they started making some pretty decent commissions, they got 50k, 60k saved up, and they want to go put it down to lease like a really nice Lamborghini Huracan or a really nice car, maybe a McLaren. Would you advise that person to pull the trigger and go do it? Because they're going to become a better version of themselves, they're going to sell more, they'll make more as a function of it. Or would you say save that money and wait for a rainy day or maybe save that money, invest it into a piece of real estate instead?

[A]

I would ask them, what got you here? What got you here? What got you here wasn't the McLaren what got you here, wasn't that. What got you here was you improving the inside of yourself, becoming a better person, and taking, taking action on the activity. So the answer is, did that get you there? And they're going to tell me no. Well, there's your answer, if you should buy it or not, eventually the time will come where you'll probably need to, because let's be honest, you know, having a supercar will get you invited into groups and clubs that not having a supercar won't. And that caliber of people are completely different. You're not there yet. Right now you're in a season that you just barely were given a farm. You got to go whack the weeds, you need to go toil the soil, you need to go turn the soil, feed it, and then eventually you'll have a harvest that's big enough where you can go do that. But right now you're at the beginning stage, so the answer is no. I would advise someone who's just coming up on money right now, building their career, you need to have the first thing is two things you need to work at the same time. Number one, building your nest egg, and two, paying off all your debt. Those two things first. So make a bunch of money, a nest egg, paying off all your debt, and go after your high interest debt first, and then start paying off those things and then eventually get, once you're zero debts, which is your credit cards and everything else, of course, you have a car loan, whatever you need to build your nest egg in, your personal expenses and your business expenses, up to six months. Once you had a six month Place in your personal finances and in your business finances. Any money above that needs to be invested back into the market. You need to have. You need to start your stock, your real estate, your stock portfolio, your real estate portfolio. You need to start hiring coaches. Maybe you have to start hiring staff to start leveraging your time. Maybe that's the point you get to. You should never have more than a penny over six months of reserves and your business and in your personal expenses. Anything above that, you're losing money, you're spending it on stupid stuff inflation's hitting you. Keep it, keep it in the stock market, keep it in a high, high yielding savings account, a money market account, something just not your personal. And then if you get hit with a slow month, you have six months with the reserves to go off of. So, and then after the six months again, that's where you have to talk to your mentor. Do I hire staff? Do I hire a va. Do I have an assistant to free up my time? Do I put it into markets into some certain account where your money has to go after that? But first thing is get your money, pay off your debt building a nesting account. And then you can come from a place of confidence, not a place of scarcity and worry, which is what most people are at. They earn a dollar and they spend two. Let's not do that. Live, live below your means. It's hard to do it in this, especially in San Diego, it's hard to do it. But if you can get yourself out of debt and make a bunch of money and not having all that stuff, you can hold on another year. You can hold on two more years to get to Lambeau and to get everything else to Huracan. What else? You're looking again. But that's my advice to new agents.

[B]

Yeah, absolutely. By the way, speaking of San Diego real estate, man, I am so bullish. On San Diego. They call it an island because the north, you got the, you got Camp Pendleton. To the west, you got the Pacific Ocean. To the south, you got the Mexican border. To the east, you got the mountain ranges. And if you look at the four major markets in California, you got the Bay Area, Los Angeles, Orange County, San Diego. San Diego has the lowest median home price currently. It has the best beaches, it has the best weather, the best climate, the best restaurants, the vibe here, I would say the friendliest people. And so as more people migrate here from cold weather cities, and by the way, a lot of people migrate out here from a lot of cold weather cities like Boston, Chicago, Cleveland, Detroit, and as More people migrate here because there's not a lot of land to build on. It's just going to push pricing up. And so I'm very bullish on San Diego real estate. If you look at the pricing history of San Diego over the last, you know, 80 years, it really doubles like clockwork every 12 to 14 years. And so I'm very bullish on it. I'm very lucky to live here in downtown San Diego in the Little Italy neighborhood. I've been here eight years, so I'm very excited for it. I'm a big fan of everything you're doing. My last question for you is this, Gabe. What's the one trait that separates those real estate agents who get in the game and become successful, become six figure, seven figure earners and get financial freedom out of the industry and go on to own a ton of real estate and provide financial freedom for them and their families versus the real estate agents that get in the game and wash out 12 months in, 18 months in.

[A]

The number one separation that I see from the top 1% of 1 percenters and everyone else, not even just the 1%, the 1% of the 1 percenters is they're willing to do the boring work longer.

[B]

That's so good.

[A]

That's it.

[B]

That's so good.

[A]

Every one of my friends that's a top dog is willing to do the boring work longer.

[B]

Mm.

[A]

I'm just willing to sit in the office till 10 o' clock and make these calls and follow ups. No glory, no cameras, no social media hype, no follow up, no speaking on stages. Just me and my phone calls, me and my pen and my paper, my script. Just willing to do it longer than everyone else, dude.

[B]

Yep, it's the same thing with a lot of different industries. I mean, even as a real estate investor, I see so many people get in, I call it, you know, shiny object syndrome. They want to get into fix and flip and then it's new and exciting. And then three months in, four months in, they realize, hey, it's a little bit more work than I thought. It's not as exciting as I thought it would be. And then they're like, okay, let me get into wholesaling. And then three months later they're like, let me get into Airbnb. And every three months they're doing a new thing. But like you said, the magic really happens between the 3 month mark and the 12 month mark, 18 month mark. You got to do it long enough, the boring work, long enough to where you can get on the other side and start to see some success. And then things start to snowball and compound. And when you start to see some success, that's when it becomes fun, that's when it becomes addicting. Same thing, right?

[A]

Yeah.

[B]

People try to get in shape. I mean, look at the gym. New Year's, New Year's or January 1st, everyone's in the gym. And then you go back February 1st, and no one's in there. And it's because people, they want the results, but they don't want to put in the work.

[A]

Dude, if people could just stay in boring long enough, they'll outperform probably 90% of the industry. Just because everyone's there for the shiny object syndrome like you just called it. Everyone's there for that, dude. So if you could just stay there longer than anyone else can, you have a higher chance of being successful in the industry. A couple of key things you talked about. When you're looking at, you're being bullish on the market in San Diego, so am I. I look at places like Barrio Logan five, 10 years ago, which is a place you never wanted to look at, blowing up. My two favorite cities right now in the county of San Diego to look into, and I think they have the most growth potential right now is San Ysidro and City Heights. Those two right now, I think they're like, they're super underrated. City Heights, right now you have Kensington, you have North Park, south park, right below that, you have Golden Hill, so south west of it. But City Heights, if you're looking like Fairmont University, El Cajon Boulevard, dude, if you can go in there right now, pick up one of those small three. Two. Three ones. Right now they're going for like 725, 750, and you give it five more years once this thing gentrifies. And the price and the price points get pushed down because those who want to live in Kensington, who can't or have forced down from, like, Adams Avenue, then you go to El Cajon Boulevard, then you're going to University, and then you're going to. Then you're right there in City Heights, all those families are getting pushed down. Dude, I'm driving by there, and I'm seeing people walking their dogs in the morning, jogging there. Now, when before City Heights is a place you never wanted to go to, City Heights actually had the highest crime rate of the entire county of San Diego, leading in some of the worst crimes. Rape, murder, burglary, like, heinous crimes. San Ysidro, I think, is the second you Have a ton of infrastructure development taking place down there. Schools, commercial, residential, the industrial markets booming down over there by the border. So you just have a ton of growth in those two cities. That's where I'm pushing all my chips right now. I love it. I love it.

[B]

I'll throw one more in there. Linda Vista. Linda Vista surrounded by a lot of expensive areas. Bayho Bay Park, Mission Valley now. And I think, I think Linda Vista has only one direction to go by. Up. Gabe, I appreciate you coming on the show, man. Dropping so much value, so much game. I'm a big fan of everything you're doing and, and I look forward to watching you grow your business. Where can the folks get in touch with you if they want to learn more? But more importantly, where do they, where can they get in touch with you if they want to work on your team? Absolutely.

[A]

If you're a brand new real estate agent, if you're a seasoned real estate agent, if you're a broker associate, we have an amazing opportunity right now. Realty of America, we're the fastest growing brokerage period. In one year, we've expanded into 17 different states, 2,500 agents who have joined us nationally, we have 1.4 million liquid in the bank right now. We've done over 2 billion in sales volume in under 12 months. We're profitable, we're productive. We leave with production first. So if you're a broker associate, you're a brokerage, you're looking to close your shop. You want us to take on that responsibility? Let's partner up. Send me a text message at 619-876-2265. If you're a team leader looking to scale your business, you want to become more profitable, reach out to me. If you're a brand new agent looking to grow your business and get into production quickly, I'm that guy. So send me a text message or DM me @gabe Mendez on Instagram and a big shout out to my boy, Rich Summers and everything that you're doing in San Diego, brother, you have a stamp, you have a name, you have the influence. I've been watching you for years. So if you guys need a fund to invest into or someone to partner up with, a coaching program, reach out to my boy. There's very few people that I know who are leading from the front and have a heart of gold. And this is one of the top guys right there to do it.

[B]

So my man, I appreciate you, bro. He's game Mendes. Always dropping game and a Phillies fan, which I didn't know until today. I'm rich, listeners. Thanks for tuning in. We'll see you guys in the next one.

[A]

Peace.