EP 48: Matt Sarro: Commercial Real Estate Grit

We sit down with multifamily broker Matt Sorrow to talk about the real work behind apartment deals, from early career training to the long sales cycles that test your patience. Along the way, we get honest about market headwinds in multifamily and the constant trade-offs between business growth and family time. 
• breaking into commercial real estate through entry-level training and repetition 
• building a broker database through title data, research tools and relentless follow-up 
• why cold calling still works and how humor can lower resistance 
• what it feels like to win a first listing and then realize you still have to sell it 
• how repair demands and code enforcement can drag out apartment transactions 
• shifts in multifamily pricing as insurance and operating expenses climb 
• concessions and vacancy pressure in newer class A apartment buildings 
• balancing investing, parenting and the always-on nature of sales 
• stepping back from social media to protect focus and attention 

Transcript

Travel Plans And Dad Talk

SPEAKER_00 0:20

Hi, Kaylee.

SPEAKER_05 0:21

Hi, Dan.

SPEAKER_00 0:22

Um, how are you?

SPEAKER_05 0:25

I'm good.

SPEAKER_00 0:25

Yeah? Yeah. Good.

SPEAKER_05 0:26

I go to Hawaii in a week.

SPEAKER_00 0:28

Oh. Great. Aloha.

SPEAKER_05 0:30

Yeah. Yeah.

SPEAKER_00 0:31

It also means goodbye.

SPEAKER_05 0:32

It means a lot of things.

SPEAKER_00 0:33

It means a lot of things.

SPEAKER_05 0:34

Yeah. It's a very uh multifaceted word. But yeah, I'm good. So looking forward to that. Busy with work and just slams.

SPEAKER_01 0:43

Yeah, little baby, little baby Rourke. Gonna get laid already.

SPEAKER_04 0:47

Dude.

SPEAKER_05 0:48

Ew, first of all. Ew. But also, like, yeah. He's gonna, he already is such a lady killer. Yeah, he just turned one. He's crazy.

SPEAKER_03 0:57

Um, I see him look at waitresses' butts when they walk away, and I'm like, he's already got it.

SPEAKER_05 1:03

Yeah, no, he's he is oh god, this is such an inappropriate conversation, but he is a total boob guy. Like he loves to play with them and look at them and rip him out from another shirt. And he's been off the boob for I mean, I saw breastfeeding when he was like six months old, so he's definitely got an affinity that is like all his own. And I respect it. I gotta say, I'm like impressed by I mean he's got two moms.

SPEAKER_01 1:26

He does, he's got double the boobs.

SPEAKER_05 1:28

I know. And honestly, they're they're pretty great.

SPEAKER_01 1:31

So how are you? Uh you know, I'm doing I'm doing pretty good, I think. Um I saw you a little limping.

SPEAKER_05 1:37

What's going on?

SPEAKER_03 1:39

Yeah, I think he's older.

SPEAKER_01 1:40

Yeah, there's joints or there's definitely some weather coming in, and I I you know it's funny, I I did kind of realize this over the last couple weeks that this has probably been like the hardest part of my recovery because I'm kind of up and doing things and expect to be like and people see me and they're like, Oh, he's better.

SPEAKER_06 1:57

Yeah.

SPEAKER_01 1:57

And I'm not like I'm still really sore and stiff and still dealing with a lot of stuff.

SPEAKER_05 2:02

So um I've been kind of it's more it's more significant today than it has been.

SPEAKER_01 2:07

Yeah, kind of short-tempered and you played golf Friday. I did, yeah. The tournament my buttons. I really didn't walk 15 holes. No, we cut bait. It was like five and a half hours. We had five holes to go, and I was like, I'm done. Oh my god, that is the record right now. Five and a half hours?

SPEAKER_03 2:23

Something like that, you would have been a little bit more than a little bit.

SPEAKER_01 2:24

It was it was it was more.

SPEAKER_05 2:26

Was it just a slow play?

SPEAKER_01 2:27

And then we jumped to the house. Was that driving you crazy? Yes, yes, it was.

SPEAKER_05 2:32

I can only see you out there like come on. That's I mean, even for me, I feel like that's that's a long time. Yeah.

SPEAKER_01 2:44

So five is five is a long time. That's too long. Especially to not be like almost done. Yeah, five also.

SPEAKER_05 2:50

Okay, wow.

SPEAKER_01 2:51

Okay, so our guest today, I'm super excited because this is one of like the biggest personalities I think I've ever met. He is out of honor. He's a wow. He's for you, I think just tell it right away. Awesome dude. Uh, multifamily broker. So leaning into some commercial side uh on the show.

SPEAKER_05 3:09

We only had one other commercial guy on here.

SPEAKER_01 3:11

Yeah.

SPEAKER_03 3:12

Who do I have to live up to?

SPEAKER_05 3:13

Corey McKinney.

SPEAKER_01 3:13

Yeah. He's great. And Corey does a little bit of both. Yeah, he's kind of yeah. So um, but uh he's got a three-year-old, he's got one in the oven, so I feel like you guys might be able to jive on some of this stuff. Let's get him uh let's get him played in and then we're gonna get to rapping.

SPEAKER_00 3:38

If you want to go and take a ride with me in the dream, we'll live in the boat with the doji so.

SPEAKER_01 3:45

It is like such a throwback, Mr. Matt Sorrow. Matt, Matthew, I mean, you know, the commercial everybody called me Maddie forever.

SPEAKER_03 3:53

My wife doesn't, but everybody, when it was kids, Maddie, Maddie, so I'm not sure.

SPEAKER_01 3:56

All my Matt friends are Maddie, so yeah, that's well, and I played I played golf with Trevor on your team, and who I was introduced to Trevor as TJ, and the first one, and he's like, Don't call me TJ, and I'm like, dude, why? He's like, because I don't want to sound like a kid, I'm trying to make a name for his over this commercial grocery.

SPEAKER_03 4:13

Everybody's like, I'm Matthew now. I think I even changed on my leak name. And somebody's like, what are you doing? That's funny. I'm gonna have to give him crap for that.

SPEAKER_04 4:22

He's trying to leave our child behind.

SPEAKER_01 4:24

Sorry, sorry, sorry, Trevor. I'm TJ. It's TJ.

SPEAKER_05 4:30

I can't wait to meet him and be like, oh, you're TJ. Little T.

SPEAKER_01 4:34

And I think 6'6. He's 6'6, like 240, a mountain of a human. Perfect. Uh, nicest guy ever.

SPEAKER_05 4:40

So when I call him little TJ, it'll be even better.

SPEAKER_01 4:42

Little Tej. Yeah. Little T. I'm gonna make sure I am nowhere in proximity with him. Might actually see him not be nice.

SPEAKER_05 4:52

Okay, so where did you two meet?

SPEAKER_01 4:54

Uh we actually so we met through Preston, yeah. So and Preston's been on the show. Of course. Um so yeah, so I'm guessing you and Preston probably go back.

SPEAKER_03 5:01

Oh my god. So this is pretty funny about Preston. Um we're sitting at a table and we first met. Oh, get closer, sorry. Um when we first met, we're at lunch. He's a title, uh, he's at Plaster Title, I'm at Collier's, they're under us. They try to pimp us for business, come to the Plaster Title, so we're all having lunch. He's like, Where are you from? I said, Fair Oaks. He goes, Oh, cool, I'm from Fair Oaks. I said, Oh, yeah. Um he's like, Where? I was like, uh a little street called Oxbow Ridge. He goes, I I was born on Oxpo Ridge. What are you talking about? I go, my uh yeah, my parents are 4571 and there's only 20 houses in there. Which one? He goes, My dad, Owen Sullivan. He was right there at the end of the street. My parents remembered Owen. We had no idea. And then same lunch, he's like, Cool, how old are you? I said, How old I was, and I was like, Yeah, March 5th, you know, 1991. He goes, My birthday's March 5th. What the hell is going on here? So we had the same birthday and we were born on the same street.

SPEAKER_01 5:49

Wow. And and never crossed paths, or did he not?

SPEAKER_03 5:51

I picked yeah, he was a little older and then they moved, but my dad knew exactly the parents and everything.

SPEAKER_05 5:56

Honestly, that's a wild coincidence.

SPEAKER_03 5:59

Yeah.

SPEAKER_05 5:59

Fair Oaks and itself, like being from Fair Oaks is not very common. And then the street, like there's like 20 houses. I know. That's wild. I also live in Fair.

SPEAKER_02 6:08

So he's got a couple years. He's got a couple years ago.

SPEAKER_05 6:11

Yeah, but I I moved to it later. I had to work my way up to the prestige of Fairroad. I was born in the block.

SPEAKER_03 6:18

Where's the block? Explain.

SPEAKER_05 6:19

Orangevale.

SPEAKER_03 6:20

Oh, or just fine. It was the end about. It was the Ag yeah.

SPEAKER_05 6:24

It was Ag Town back then. You know.

SPEAKER_01 6:27

I grew up in Halfham Bay, so we could talk Ag Towns all you can do.

SPEAKER_05 6:30

Yeah, but you're still a prestigious Agtown. I was gonna say Orangevale. People are still talking about Orangevale, like, ugh, I don't really know.

Meet Multifamily Broker Matt Sorrow

SPEAKER_01 6:36

I think there's a lot more prestige to Half Moon Bay now than there was in 1984 when flatbed pickup trucks with hunting dogs chained to the back.

SPEAKER_00 6:44

That was that was Orangevale.

SPEAKER_01 6:46

Not what it is today.

SPEAKER_03 6:50

They were tight-knit. They like lived in the same block. They partied together, they hung out together. I bet you know them. Seriously.

SPEAKER_01 7:02

Good to know. I didn't know that. Well, it's it's nice to see that this this podcast is already going multiple directions. So we're gonna have to. Sorry for all the squirrels. We're gonna be able to do that. The biggest challenge today will be staying organized, but that's totally fine because they're way better when they're gonna be.

SPEAKER_05 7:15

You did this to you. You're the one who got him here. This is a product of your developing.

SPEAKER_03 7:20

I'm proud of myself for this. This is a good pool. So we met through Preston. That's all we needed to say. Correct. You are right.

SPEAKER_05 7:27

Okay. Thanks, Preston. It's actually all Preston's fault. Okay, so how long have you been in the commercial world?

SPEAKER_03 7:34

Um, since 2013. Like I said, the people I know, and I went to Chico State, graduated at 13 and or in 2013, and you go to these career fairs, and I'm like, Yes. I don't know what I'm gonna do. You go to these different, but they have different tables. I thought I wanted to be like, I was a finance guy or finance major. I thought I was gonna do Franklin Templeton. I went through the interviews and everything. Right, and I'm glad I did.

SPEAKER_01 7:55

I went through that process too. Okay. I have a bunch of family that's like executive level there, and I still didn't get hired. That's how big of a that's how big of a slap ass I am. I have a good story for that if I don't sign.

SPEAKER_03 8:06

But um actually I'm just gonna say that's where I'm at Franklin Franklin Templeton for the third interview. I remember we had one, you know, two, three, and the third one, I'm like, I got this. I got a job out of college, here we go. And they go, so Matt, what do we do here? And I'm sitting there at like 22 and I'm like, oh, here at Franklin Templeton?

SPEAKER_02 8:24

Uh we invest, you know, we finance money or whatever.

SPEAKER_03 8:28

You know, I like took the worst answer, and I could tell everybody's face was like, this guy's an idiot. What are we doing here? I did not have like, I didn't even go on the website to clearly explain exactly what you do there. I was just like, we do all the finances or whatever. I just remember being the most awkward. I walked out of there and I was like, I didn't get that job.

SPEAKER_04 8:44

Sure, not getting it.

SPEAKER_03 8:46

100%. So option B or really option one, uh, Marcus and Millichap, 100% apartment brokerage, investment sales. They go to all the um courier fairs and they're like, hey, you you got a pulse, you can pick up the phone, come train with us. And they give you 90 days, and it's like a sink or swim. Do you like us? Do we like you?

SPEAKER_05 9:04

What is it, just like outbound dialing the whole time?

SPEAKER_03 9:06

Kind of actually, that's like the next step. For the first 90 days, you're kind of like, we literally go in rooms like this and practice cold calling. I would call my senior and say, hi, is Matt Sorrow, Marcus Milchap. I see you own this building over here on San Joaquin Street. Uh, have you ever thought about selling? He'd be like, Hey, Matt, F off, never call me again. I'd be like, Whoa, hold sir, uh, mention that. You know, why have you never thought of selling? And it was a bunch of practice. And then you go back to your cube and you would just database. You would pull up a, you'd go to the title company who they'd introduce you to. It was um oh, you would recognize the name. It'll come to me in a little bit. You'll see her around. Lindsey Allen. Lindsey Allen came into Marcus, said, I'm at Chicago title come to me. We'd go, This is my market, which was Stockton at the time. I'd say, I want anything 10 units and above from Stockton to Modesto. And she'd send it to us. We'd take the LLCs and the trusts and the names, and we'd dump it into all kinds of programs, Lexus, Nexus, CoStar, find a database. And they were basically like, you don't want to call and database at the same time. So spend 90 days finding every number of like 1,500, 1,000 people, and you'd practice and practice, go to the sales meetings, talk to brokers, and then eventually they'd be like, You ready? You have your license now. You can call. And we just call. And we'd be like, Uh, you want to sell your building? Okay, that sucked. Hi, uh Matt Sorr, do you want to sell your building? No, that's sucked. And then you just get your ass kicked. You're just chiseling away at your And the whole goal was to get a meeting. Get a meeting, get a second meeting, get books and records, get the listing. Yeah. And it seems easy. It was a freaking Oh, and then what they do good there too, they'd say, Go out to walk your markets. You take that list of a thousand contacts and say there's some that are hard to find, you'd start seeing for rent signs. You'd run into a property manager and you'd be like, hey, you know, I I think I was more for it then than I even now. I'd see a manager and be like, Does this guy want to sell the building? Or like, can you introduce me to the owner?

SPEAKER_01 10:54

You know, this is well, you've gotten so much more comfortable being able to ask that question, right?

SPEAKER_03 10:59

Yeah, but I mean then it was so forward-thinking. That's like what you were trained to do. So now I'm even more laid back just talking about it. But then it was like, hey, do they so you just run into people and you find numbers, and I'd be even driving back from Stockton after looking at them, calling owners, and we drive back and meet owners, and that's how we got how I got going.

SPEAKER_05 11:15

I love that though. You earn your stripes. You just you I you covered so many questions we were gonna ask anyway. But I I love hearing the footwork because it really opens the door for the unglamorous side that people don't see. They hear about commercial, they see the paychecks, and they're like, wow, commercials the space. Oh, yeah.

SPEAKER_01 11:33

We were talking, Matt and I were talking before we before we went hit record here. I mean, that sales process can take Years. Oh, yeah. It could take, well, it could take a month or a half a month, or it could take six years. Yeah, or it could take longer than that.

SPEAKER_03 11:46

Trevor's starting, and he's like, he got his first listing. He was like, right on. He's like, but then I just realized I still have to sell it, and I need to get like 10 more listings. And I was like, I know, I know. So it's like, so but that's what they were good at teaching you at Mark. It's just like, yeah. Back on the phones. I'm like, I'm glad you figured that out, and I'm back to fucking work.

SPEAKER_01 12:01

Back on the phones now.

SPEAKER_03 12:04

But they would train you really well in like what to expect. And they were really up there, like, hey, if you can't deal with that, not getting a paycheck in the first eight to twelve months, then maybe you should find something else, you know? And and that that was that was huge, is learning that from other people. And of course, he'd walk by when someone gets paid, he'd show you a big old paycheck that they got.

A Wild Preston Coincidence

SPEAKER_05 12:21

Yeah, they have to keep you incentivized, otherwise you just sit there and die in your cubicle. Like, I'm dially. I had a job like that in Calabasas. It was all it was hard money loans, oh, perfect, equipment financing. Oh, yeah. And it was brutal. And everybody hated their lives and they hated the job, and the product sucked. Definitely wasn't good for the person we were giving it to. But man, it was like 200, 250 calls a day, just making those tally marks. Oh man. Get another F you. And when we needed a little pick-me-up, we had one guy we would call because he would he was our tried and true. He would always cuss you out, but he would never hang up. He would just stay on the phone chewing you out. So we'd like to circle up, huddle up, put him on speaker, be like, who's gonna call him today?

SPEAKER_01 13:01

Someone's hitting mute every time you guys are dying and you crack it up. Yeah, yeah.

SPEAKER_02 13:05

Ask him about the weather or whatever is wrong.

SPEAKER_01 13:08

Really interesting you said that because so, so obviously at the at the job fair, because this is this is uh interesting to me, you don't see a lot of people in the middle of their careers who are looking for that pivot, right? Go, okay, I'm gonna leave this career and go into commercial real estate. Because, like you said, you might go 12 to 18 months without a paycheck. Well, like, if you're not just out of college, like, unless you got a sugar mama or a sugar daddy at home, like, how can you you can't even do it? Um, so that's really interesting because for for me, like as I started leaning into that, I was like, man, these guys all know each other. Yeah, they've all known each other for as long as they've been in the business, which which was like cliche, but I'm like, no, it's so fucking true. Like, they absolutely have known each other for the entire time because that's it. Like, they they they a lot of people don't leave once you find success. Yeah, and it's and it's you know, the entry point is very it's a small window, I think, of entry.

SPEAKER_03 14:00

So totally, especially even going to a different market. Like my wife and I for a while were like, oh, do we want to go to Southern California, Bay Area? And I'm like, shit, if I do the same thing, you're starting over like when you were a 22-year-old. That's tough. I mean, there's you have more experience and you have clients now, but even switching markets, you're right. A lot of people do stay in the industry or they go off of it. That's what I liked about at Marcus. A lot of people we trained with, window property management, one guy's at Greystone, which is one of the biggest real estate companies. Our our managing director started his own company. So you see people in the industry still who started their jokes about calling the same people and getting cursed out.

SPEAKER_01 14:35

Oh, and you'll see you'll see you'll see the handful of homeboys or guys that are really close or guys and gals that are really close that'll open their own brokerage. Exactly. And then they go and then they go compete. Because I'm fascinated just at the the different levels, the Marcus and Millichaps versus the Colliers versus you know the the independents that are you know a small office downtown with five or six brokers.

SPEAKER_03 14:55

Yeah, you see the difference. Like when we go to softball or we go to these tournaments, and then even when you go into their office or whatever it is, or out and about or they carry themselves for sure. Yeah, and I'll see the guys you started very buttoned up, Marcus MillerCaps, C B, and then let their hair down a little bit. They started their own company or they got a little success and they're at a different shop, and it's it's fun to see.

SPEAKER_01 15:13

They show up in jeans and t-shirts. Yep, exactly.

SPEAKER_03 15:16

Exactly.

SPEAKER_06 15:17

That's how you know you've reached levels.

SPEAKER_03 15:18

And short socks. I heard on a podcast the other day, like, oh my boss always said tall socks.

SPEAKER_05 15:22

So anytime I put on short socks now, I'm like, gosh, should I be doing the I do you, you know, you do want to be taken seriously. Make sure you go tall.

SPEAKER_01 15:31

Well, I've always said, so like, because obviously I'm, you know, 10 plus years older than the two of you, and I've always said like 10 plus? My my favorite joke in that my favorite contribution to the professional environment from your generation is a very relaxed definition of business casual. Yeah. I mean you've always wrought the business casual. Shit we can get away with wearing of like golf pants. Thank you, Silicon Valley.

SPEAKER_03 15:57

I feel like it started with all the tech guys just wearing jeans and maybe a blazer.

SPEAKER_01 16:01

I mean, bro, I can go with some golf pants and some Chuck Taylors and pull it.

SPEAKER_05 16:04

Dan always looks like he's either going to or coming from the golf course.

SPEAKER_03 16:08

That's what my wife says. She goes, you look like you're golfing. I'm like, that's whatever he wears. Okay.

SPEAKER_01 16:12

And there's a good chance gotta be ready to go. There's a very good chance I was.

SPEAKER_02 16:17

You want to be able to hear you can pull over to the diving range.

SPEAKER_01 16:22

Hey, some of the biggest deals I've done in my life, absolutely 100%. May not have closed, but they were like they were founded in some way, shape, or form.

SPEAKER_05 16:33

And I've said it.

SPEAKER_03 16:34

Everybody says that, and that's not the same experience for me. And then everybody says that. I need to start golfing. If you don't like it, you don't want to be out there five hours.

SPEAKER_05 16:40

I do like it. I'm an I'm an athletic person, so I do like the challenge of it. And I'm liking it more now that I can actually hit the ball forward. It was a really tough start for me. Um, but and I mean a member at Northridge. It's like I should use that and I can bring people out there. I don't know why I'm so intimidated by you know why? Northridge takes their pace of play very seriously. Oh, yeah. My dad's there. You gotta play fast out there. Yeah, I'm like, dude, chill. It's so much pressure for a new golfer like me where I'm like, oh God, I'm just gonna pick up and drop, you know, because then I never get real practice. But I would love it.

SPEAKER_01 17:11

I mean, I would invite clients or potential clients out to golf to do business. And the first thing I would tell them, like, we're just getting to know each other. I'd be like, hey, we're gonna be in this cart for four hours. Like, if I can't figure out a way to do business together, I probably need to look in the mirror. Like, I got a problem. If we can't spend four hours together and find some common ground and a reason to possibly do some work together, then I've got a problem. Yeah, right?

Chico Career Fairs And Early Mistakes

SPEAKER_03 17:32

And if he doesn't want to spend four hours with you, you're like, yeah, maybe this guy's in the right.

SPEAKER_01 17:35

Right, right. You know, but it's also, but then like on the other side of it, like my biggest thing, especially when I was new and didn't have a lot of confidence as far as approaching people, I was like, I gotta get them out of their arena. Like, because the neutral ground. Yeah, like when when when Matt's in his office, like he's he's way harder to get to, even whether he's aware of it or not. Like, because he's in his environment and he's in control, versus hey, if we can go play golf, I can get a couple beers in him, I can break them down and be like, hey, bro, let's figure this out.

SPEAKER_03 18:04

Get him drunk enough, you've got to sign that contract, and it doesn't have a note.

SPEAKER_05 18:07

This is starting to get a slippery slipper. You'd get a lot of trouble if you were talking about a woman there. Um, okay, so where are you now?

SPEAKER_03 18:16

Colliers. I've been at Colliers since 2014. March, March 17th, 2014. I started on St. Paddy's Day, and I remember being like, new job, I got a cool St. Paddy's Day. Um, but yeah, I was at Marcus year, year and a half, and um I had a family friend at Colliers, always loved it. John Bancaro, shout out one of my dad's best friends. I they went to St. Nation together when they were kids. And then Spencer Applegate, he's an industrial broker there.

SPEAKER_01 18:41

He works for Bailey City?

SPEAKER_03 18:43

No, St. Nation's just right there in Sacramento, El Camino. Yeah, my dad's born and raised right there. He went to El Camino High School. Anyways, best friend was there, a good friend from high school, Spencer Applegate. He worked there for his uncle. I think that was it. And then Randy Dixon, our manager, shout out to him too. He does a great job. Um, brought me in, talked to me. I was like, oh, I really like it here. The location helped too. We were out in Roosevelt. I wanted to be right around there, um, but knew some people there, and it was just a good shop. And then my business partner now, Aaron Frederick, he was coming off a really good year. I think it was number one, and I was kind of looking around, who should I join? They always say in commercial, you know, join, join a good team, join a good guy, you know, you'll you'll feed off their deals. They have deals, you call neighbors, you meet other listings, bring buyers their deals, and that's what I did. I I met him and uh we got along and I went and worked with him and we're still working together.

SPEAKER_06 19:30

Yeah.

SPEAKER_01 19:30

What I will say, like one of my observations of the commercial world though, is so wild because like in uh there there's a there's a there's a there's a very guarded collaborative desire. And and I say that in like because they work so hard to get their deals and their clients and their relationships, like they're very guarded in that regard. But they would but the most most of the deals happen within their own office or oftentimes within the team, right? Like it's crazy.

SPEAKER_03 19:57

We're working on them, we know everything, but you're also like spending all that time to sell it. So it's not as much where you go put it on the market, you have a bunch of open houses. If it's a good deal, you kind of know like I want a good client to buy this. One, you make more money on it, but you want to see them grow and grow with them. But even it's a bad deal, you're kind of like, I gotta spend a lot of time on this. I gotta keep calling and keep calling owners, and they uh but Applegator, I've always said you most likely buyers like at top of the building. So, like when I didn't have any business, I just call the neighbors and then they're calling you later. They're like, so yeah, you spend all that time on your deal, you end up hopefully finding a buyer. Um, so yeah, I think that's why. And then, like you said, the guarded side, everybody has a database. Like we were saying at Marcus, you make it, people hold that so close because like you get numbers and emails that maybe.

SPEAKER_01 20:40

And let me ask you this. I'm curious about this. How many of the people in your database do you think are in other people's database as well?

Marcus Training And Cold Call Reps

SPEAKER_03 20:47

Oh, probably 80% of them. Um, but you know, the big thing is like when we're database, you need to have five numbers. So if somebody said F you never call me again, well, I'm like, I always tell Trevor this. I'm like, well, I had five numbers for you, and it's one number I know he's gonna answer, so cross off the other five. And if I got an email, I'm like even better, they get reoccurring emails from us. So yeah, they're probably in everybody's. I'd say the emails is a big step these days because if you can't call everybody and get them on the phone because less people are answering because of spam. If they can get your email, because we always send mailers, but everybody's probably in every competitor's database of owning this and their mailing address here. It's just whether you can get to the main guy. Sometimes there's 10 partners, sometimes there's five, sometimes there's three, sometimes husband and wife, they divorce. So there's enough business to go around. Some people mesh with these guys, some with those. Sometimes you get through, sometimes you don't.

SPEAKER_05 21:38

I think that can be said for everything. We always talk about how there's enough business for everybody, and it really comes down to your people. Yeah, exactly.

SPEAKER_01 21:46

But it's like it's crazy because I mean, like everything you say, it's like, yeah, it's the same thing we talk about as well. Like every no is just one step closer to a yes, right? Like everyone tells you everyone's a Keller Williams guy. He's saying everyone. If the if you know, maybe a fuck off is like 10 steps closer to a yes, you know, like that's a big maybe that's a good thing.

SPEAKER_05 22:03

I feel like the sales world is really where the saying, I don't know if you guys have heard this, but no means maybe. Guys, it's like one of the only environments where I'm like, yeah, that checks. Uh because like if you tell me to F off right now in six months, you You might actually be open to having a conversation with me. I'm not going to be calling you every week, but I am going to call you back in six months and being like, hey, still want me to fuck off or like do you uh you know?

SPEAKER_03 22:28

Some are testing you. Were the will they come back? And then Bob Knackle, he's his broker in New York, closed all these big deals, everybody follows him. He used to say, like, the guys who say F offer no, no, no, no, those are probably ones you get in front of because they're so busy. Like when I get called now and I'm in my groove, I'm like, hey, no, not now. Like I appreciate it. And it's like, okay, that means they're doing something, and it probably a better person get in front of because they're doing deals. Yeah.

SPEAKER_05 22:50

Yeah, absolutely. For sure.

SPEAKER_03 22:51

So tons of ways to look at it.

SPEAKER_05 22:52

I love when people tell me to F offer, like, if I get a response from this is very big because I mail hard in Fair Oaks and I get a lot of neighbors who call me and they're like, I'm never selling my house. I've been here for six years, you know? And I love to call them back, and my mission is like, I'm gonna make them love me. And I'm gonna be so nice, and I'm just gonna be like to the point where they're apologizing to me before we get off the phone. And I'm not gonna keep blowing them up, but like now at least I developed a rapport where I can say hi to them or they can wave at me when I'm walking down the street with my dogs and they're not gonna like I saw a great one on a reel the other day.

SPEAKER_01 23:25

It was a cold guy cold cold calling, and as soon as the other end picked up, he goes, I got some good news and I got some bad news. Which one do you want? He's like, Give me the bad news. The bad news is a fucking cold call. Well, what's the well, what's the good news? I can really help you out. You know, it's like right on, man. Like, I mean, like if I'm on the other end of that call, like you probably broke me down a little bit. Now I'm having a hard time telling you to fuck off, right? Like now we're gonna now the conversation's gonna keep on going.

SPEAKER_05 23:51

Here's another one, great, great one for you and for everybody listening. I got this from my sales coach. He would say, I'm just calling to say if I'm 1% lucky today. And they'd be like, What do you mean? Well, only 1% of cold calls turn into a yes. So I'm just calling to see if I'm 1% lucky today. And then they they laugh. And it's like humor is the best way to break someone down.

SPEAKER_03 24:10

Yeah. Yeah.

unknown 24:10

Are you my 1%?

SPEAKER_03 24:11

It's so true on the humor side. If you can get a little bit more loose out there, it's like you can have more success on the phone. How many times do you think calling somebody cold where you finally like they know you now? Like, is it three, four, five?

SPEAKER_05 24:23

Well, I can tell you based on how many times we called that one guy who would cuss us out. Like, we must have called him 50 times a month, and I think he never knew who we were, but we would call from the same line.

SPEAKER_03 24:31

I mean, I'll your most personal state of frame of mind. That's that's right. What do you think? Is it three? Because when we were at Marcus, everybody was in a bullpen, and this gal Mary was like gut hung up on. She goes, you know what? That was my third time calling him, and I feel like we're kind of friends now, even though he wasn't nice. Hey, Mary, thanks for the call. I don't need you now. But he knows what she does. Yeah. You know, so that you know, three, four, five, you never know.

SPEAKER_05 24:54

I think I think it's probably like around three, depending on how many words you get out before we say thank you and hang up.

SPEAKER_01 24:59

Yeah. I I you know, I like the um we talked about this a little bit with Kent Smith, but uh just the text. Like, hey, I don't want to, I don't want to be a bother. Here's how I can help you. If you wouldn't mind, just save my contact.

SPEAKER_06 25:12

Yeah.

SPEAKER_01 25:12

You have all my information here.

SPEAKER_03 25:13

I try to get the email, same thing. Why don't I just send you an email so I can uh so you have my information? And I'm like, yes. Little does he know he's getting spammed tonight.

SPEAKER_01 25:26

So, okay, so so Marcus finds you at a job fair at Chico State, probably in some sort of hungover.

SPEAKER_05 25:32

I'm honestly surprised he didn't go construction. There's like a lot of like construction project managers that you pulled from.

SPEAKER_03 25:38

I was just a business major. I knew I'd always want to be sales. I thought I was gonna come back new residential. I liked real estate, but yeah, big construction management. My cousin went there, went to McCarthy afterwards. Um, but they have a really good business school. Everybody says Chico's a party school, but it's like a really good business program. I think it's good because if you can survive it.

SPEAKER_05 25:58

Yeah, it's like if you can graduate, Chigo, they know that you can handle partying, but also keeping your shit in order. So they're like, you're automatically qualified for the internet. You're perfect for the sales world.

SPEAKER_03 26:08

And it goes back to the humor, like you were saying. It was a lot of people who were personable and they'd hang out. Small towns. You see people, I'd walk to class and be like, I kind of know this guy, walk on the opposite side of the street of him every day. But people would collab and and they were like, hey, there are a lot of business owners come from Chico, and I'm sure it's the same with a lot of business schools, but um, they were a little more personable than maybe head down, you know.

SPEAKER_01 26:27

So how did so how did so how did you get slotted to multifamily as opposed to industrial or commercial or whatever? Trevor Burrus, Jr.

SPEAKER_03 26:34

Yeah, Marcus, they just mainly do multifamily. Now you have people there who do any type of investment sales, but they don't do any leasing. That's their big sales pitch when we go to sell these buildings. Like, we're the largest investment sales firm. So it was they kind of pull you in and say, What market do you want to do and what do you want to sell? So I was doing Stockton to like San Joaquin Valley, so Lodi to like Merced, and they almost had me doing mobile home parks. There was this guy, Adam Levine out of San Francisco. They're like, You want to work with him or Levinston? Adam Levine's the singer, right? Yeah. I wasn't gonna correct you. Um and like, do you want to sell mobile home parks? I thought about it. It's such a small decision. I was like calling family friends, calling broker, like, what should I do? This is so hard. And then you finally just pick a route, a market, and what you want to sell. So I decided multifamily because everybody in the office was mainly doing multi-family, and I was doing San Joaquin Valley. And a little bit of part of the switch up too is like I was from Sacramento. We had probably 20, 25 brokers all doing Sacramento. So it's kind of like you were competing in your office to the same market. Yeah. And and part of the draw when I left too is like, okay, I can compete against these guys. I kind of already know them too. So it's like friendly competitor, but we're not just all battling in the same office because it was a brutal sales role. People were taking shit off the printers and people over here talking, like, oh, you're talking like I should probably call that guy, you know. Well, you got through to him. He never answered me. I'm gonna call him now. It's a good day. It's my 1% day. So yeah, I was, but it was it, it taught you everything, and that's how you rolled with it.

SPEAKER_01 27:58

My buddy, my buddy Heath Paulette, he's shout out Heath. He's on the residential side, and he was he was getting started in like the REO days, and Warren Adams was like the fucking king of REO, right? Yes, he was. Well, and and Heath will fuck with people, like just that's his personality. And uh, I guess one day he like had sent Warren something, and Warren is like, you know, uh I'm not gonna take the time or spend my money to print that to print that off or something. And Heath showed up the next day with like a dolly full of just reams and reams and reams of paper, and he goes, Here, how about you print it now? And he goes, They did a bunch of deals after that. You know, he's like, you know, sometimes you gotta shake that tree. Hell yeah. And Warren was, I mean, the top dog in the REO world. So this guy made a I made an impression on him. So um, okay, so let's I know when when I when I reached out to you about coming on here, you're like, dude, I got some stories. So let's I don't know if I do. Did I say that? I said we'll hit some stories, but you have to think of it.

SPEAKER_03 28:55

Oh my! Yeah, yeah, yeah. Getting me excited.

SPEAKER_01 28:57

Well, so so so we'll just tee up an easy one, obviously. Do you remember like your first deal? Like how did it go?

SPEAKER_03 29:08

Let's get down there, let's um let's do the deal. And I remember going in downtown Stockton where I'd sell these really crappy apartment buildings. We went to this little Greek restaurant. I got like a Yaira, I'm like talking with my and I went with my senior Ben Fraser's at Kidder uh Matthews now, and uh we brought the listing agreement and we kind of thought he wanted like 850, and we got him down to eight, and we signed it, and we got out of there, and we walked out of there with like heads high. We're like, I was like, hey, I thought we wanted to go 850. He goes, if they're gonna give you a 50 grand price reduction day one, you take it.

unknown 29:36

We drove back.

SPEAKER_03 29:37

I feel like do you remember 21 Drum Street when they come back with office? I buy it. I felt like that when we walked in the Marcus Mill chap doors. We were like, got the listing. The music was playing in the background. Yeah, absolutely.

SPEAKER_05 29:49

You sit down and realize, shit, I gotta sell it because all the time.

SPEAKER_03 29:52

Nobody was buying them in. So get this. It was 20 units in Stockton for 800 grand. That was 40,000 a unit. That was a tough sale then. They get sold for 720, but people are like, no, no, no. And I remember thinking, like, this is 40 fucking grand a unit. Somebody better buy this thing. But um, same thing, we were just pounding the street. We were just calling all the neighbors and stuff, and you'd meet people who never wanted to talk. But then what I realized, they'd call you later and be like, hey, do you ever sell that deal? Like, what do you think my deal's worth? And stuff like that. Yeah. People start recognizing you're in the neighborhood.

SPEAKER_01 30:20

It's crazy how just those calls are planting seeds that you don't even anticipate down the road, right?

SPEAKER_03 30:24

It's like standing on the roof with somebody having the first meeting. Like, I remember thinking, like, I had to go up there and see like what buildings I can see, and just the neighbor and I were just shooting the shit up there. And, you know, when would you ever have that kind of dialogue?

SPEAKER_01 30:35

Yeah. Stock Stockton's a great area.

SPEAKER_05 30:38

What was your most memorable deal because it caused you the most grief?

SPEAKER_02 30:43

Oh my god, that was grief.

SPEAKER_03 30:46

One recently, like when I saw that on the street, I was like, one last summer. It was really so much grief, but there's gotta be a better one map. But this one. I want to know. It was slower last year, and I was like, I am closing this deal. We like it.

SPEAKER_01 30:59

He's backtracking right now, going, why the fuck am I in this industry?

SPEAKER_05 31:03

He's like, no, that I think about it, every deal costs no grief.

SPEAKER_03 31:07

So so in our business in the apartments, I know in residential you usually say, Oh, fix the leaky toilet, fix this, fix that, and we'll close the deal.

SPEAKER_02 31:15

Yeah.

SPEAKER_03 31:15

When apartments are like, no, fuck the hat. Like, give you a hundred grand, give you twenty grand, thirteen grand, let's move on.

SPEAKER_02 31:21

Yeah.

Databases And How Deals Really Trade

SPEAKER_03 31:21

Well, these guys wanted everything done. And I'm not kidding. Anytime that happens on a crappy apartment building that's like got so much for maintenance, me and my partner are like, are we really doing this? Because it'll it'll just spiral. You fix the plumbing, then that fucked up something over here. So we're like, exactly, Pandora's boss, you're in construction, you get it. So we're always like, take the credit, move. And some people are just adamant, like, no, I don't want to do it. So this one was one in six months.

SPEAKER_01 31:44

See, we see we see that property very differently.

SPEAKER_02 31:47

Yes, yes. When you call me and you're like, why didn't I get the business?

SPEAKER_03 31:50

I'm like, because we gave him a credit and moved on. And he'll never spend the dime on it. These guys wanted everything. And I was out there every Thursday or Friday with code enforcement, buyer, buyer's agent, sometime seller, property manager. And everybody would have their different schedules. Some guy would show up at 2, 2:30. We'd be re-talking about it. And I remember thinking, like, what am I doing here on this deal? But I just wanted to get it done. And um that was a pretty headache one. We were just going back and forth.

SPEAKER_05 32:16

I'm trying to think of life moments where you're like, Why am I here right now?

SPEAKER_03 32:20

Why did I think that's like code enforcement? They're like, that needs to get done. But then he started becoming cooler. He'd look and like the mesh on the fence was all messed up on the gate, and he's like, just like tell me you hired an iron guy and send me a picture. And I'd send a picture of a different screen door and be like, we did it. You know. So like it started getting easier, but it was such an headache. The tenants knew me all by name at that point. I'd come on Friday and they were like having a party, the pool was out because it was summer, like an inflatable pool. They're having beers, and they'd be like, hey, Matt. Like, hey. And uh yeah, that one was just a lot of headache. But there's gotta be more. Yeah, yeah. No, he doesn't show up.

SPEAKER_05 33:00

For all those living in apartments, when you had a new owner who promised you all those fixes, this is why didn't get to the case.

SPEAKER_01 33:06

They got a credit on it, but they didn't do it. Uh came off the top.

SPEAKER_03 33:10

And then anytime I do something out of my wheelhouse, I remember not to do that. Like people are like, oh, you sell commercial. Can you like help my dad sell his office building? And like I'm like, uh sure, let me check it out. And like if I go to an office broker, they're gonna ask, what are the cams? What are the lease rates? All these questions I never asked a multifamily. So another one, when I do a deal that's outside apartments, I remember why I shouldn't do that. Yeah. So that's what I'm hitting. So isn't that wild?

SPEAKER_01 33:33

So that means that that building was selling for$40,000 a door. 10, 10, 13 years ago, 14, 10. 13 probably. Yeah. And now, like, I mean, now you're not seeing it. You're not seeing anything under what,$200, that$200 a door?

SPEAKER_03 33:47

No, that that's in Stockton, and they kind of hit this watermark of$100 a unit probably three, four, five years ago. And that deal would probably go a little under$100. So yeah, in 10 years, probably doubled. But now we're seeing a multifamily that it's dropped like 25% over the last two years, expenses are high. Right? I mean, expenses have gone up.

SPEAKER_01 34:05

Yeah, and you've seen the the Zinsco panel thing, the insurance companies have come down on them hard for Zinsco panels saying they're gonna be uninsurable. Across the board, residential ancestors. And then the world that I've spent a bunch of time in lately, the deck and balcony space. So yeah, these guys have been just getting their brains bludgeoned.

SPEAKER_03 34:21

And that's the work that's required. The insurance, I mean, for the panels and the staircases, but then um their actual insurance went from like on a 10-unit building,$2,500 to$10,000. So I'll get these guys calling me, they're like, Matt, you told me to get my rents up, my value go up, and I'm like, Well, your expenses went up. It's like a wash. So and then rents are actually going down. Well, you have a lot on these class A buildings. They gave somebody a two-month free rent,$2,250 a year ago, and they're trying to fill up these vacancies, and they're offering$2,100 next door. And the guy whose lease is coming up, like, I can get two months free rent,$2,100 next door, and I'm paying$2,250. So they're renegotiating their leases. So I'd say class A is getting hammered pretty hard on some of that. When you say class A, that's like your new builds who had to give all these concessions. Okay. So, like a new build, I guess I'm saying class A, not so much the location, but like a brand new building. Because they spend a lot of concessions to get these filled up because you're on a time crunch with construction.

SPEAKER_01 35:14

Because I mean, often I know you guys often speak in terms of like like decades, right? When it was built. So that'll that'll immediately speak to the style and everything, right? So like that's your language?

SPEAKER_03 35:24

Yeah, and compartments is like class B, C, A, B, C, and sometimes like the one I was saying in South Saic. I'm like, well, that's like a D if they have it. Call a C minus. And everybody's opinion is different, right? Like every broker toots their own horn, so I'm like, it's a B neighborhood. And everybody's like, this is a C. I'm like, B minus. Come on, bear with me here. I've been to a C, okay. So yeah, ABC is more like the age, the neighborhood, quality, you know, but I kind of just call anything brand new, class A. It could be in the worst neighborhood, but it's like a brand new luxury apartment building. And they also don't build those in rough areas, really, at least in Sacramento. They probably do in Los Angeles.

SPEAKER_01 35:59

It's amazing to me to see like kind of the trend of that, like, because even like with the Deck and Balcony thing, like you're seeing new apartments we built, they don't have them anymore. You know, even the stairs if they have a stairwell, it's enclosed. If they have a catwalk, it's not exposed, like there's and no balcony. So it's it's interesting to see like what kind of effect that'll have. Because I mean a balcony is you know a nice thing to have if you have an apartment to get outside and go burn a dart, whatever. I mean whatever you whatever you have.

SPEAKER_03 36:26

Now they have the little Jack, are they Jack and Joe? Like Romeo and Juliet's. Oh yeah, the Romeo Julian with a window. Yeah, some guys are hanging out smoking.

SPEAKER_01 36:33

Like you're saying. They put a little they put a little cat door in the screen so you can stick your arm out.

Cold Calling Scripts That Get Replies

SPEAKER_03 36:41

You're right. I've noticed that on new construction I look and I'm like, okay, they have the the one story above. Like they have like almost a building if there's a balcony under it, so they will not be doing a new cantilever balcony or whatever it is.

SPEAKER_01 36:52

Yeah. And I think on our side, like we're seeing, you're seeing a lot more like ledger board style and you know that cantilever, because I mean from a from a strength standpoint, it's amazing, right? It shouldn't go anywhere. But if that thing goes two-thirds of the way under the kitchen on the other wall, now you gotta take up the floor and all that, all the candles. I mean, it's yeah, it's it's when you find more, and they're like, why'd you open it? Dan. Yeah, seriously. Yeah, yeah, yeah. We're just looking for everywhere. Fact of that. Let's just be honest here. I mean, we're looking for more. I'm glad you didn't tear up that South Sack building that did last summer. I would have been like, do not call good junk in. Now you actually now you invest a little bit yourself as well, right?

SPEAKER_03 37:35

A little bit. I've slowed it down a little bit um when I before kids, and you just have like discretionary income. I was like, spend it all in apartments. So just you could spend all your time and money on stuff like that. But uh, you know, you get a family and you spend more time and you you don't want to be out there doing shit like that. So like that has kind of grounded me on like that.

SPEAKER_01 37:57

Yeah, totally.

SPEAKER_03 37:58

I mean you spend more time with your wife, your kids, and you're like, I don't want to be out there all the time. Because that that stuff was kind of fun to me, going out and when you're not like chasing the the deal or the paycheck or the commission, and you're actually doing like jobs that you kind of enjoy, it was fun.

SPEAKER_01 38:13

That's such an interesting perspective too. So my my kids are 13 and 16. And you know, the 16-year-old is is around less and less. She's driving now, and you know, she's starting to grow into a young lady, and my 13-year-old almost got killed by me this weekend, but another story for another day. But it's interesting because when when they were young like that, I was just getting started in in a new career path in the commercial or in the residential space. And yeah, I mean, it that was when I started to notice like it's not that you love the work any less, but you prioritize your prioritizing your time a little differently.

SPEAKER_05 38:48

Well, the kid they're only little for so long. Oh my god, it's so true. Every says it but it's not a cliche, it's just it's not a cliche, it's actually a really sad fact. I'm looking at how fast this last year went by and I'm now the first the first couple of years do go by really quickly. And that's when they're the cutest. It sucks. And I'm in that moment of like my business is just starting to revamp, and I'm so torn between wanting to be home and experience that and be present because it's so fleeting, but also I'm still kind of in my prime and I want to use this energy to really have a robust built business that I don't have to work so hard into generating, but it's kind of autonomous. And it's you can't you can't choose both.

SPEAKER_03 39:30

You prioritize, like you said. So now you're like getting up earlier, working at night. So when I used to do the paperwork, I'm like, okay, and I notice it from some of my colleagues, you'll get emails at like midnight, and I'm like, oh, he's got two kids, they went down to 10. Like now someone in my office was like, Do you work for like eight to ten at night? And I'm like, Yeah, kid goes down, finally you can get it. Literally, yeah. It's like after bedtime, all right.

SPEAKER_05 39:49

Now I can hop on my computer, and those are my hours. And then also, I'm sorry, but I do the early morning text because I'm up, I'm going to the gym, and then it's only time you got to yourself. It's all, yeah, but thank God for the send later option on iPhone. Have you guys started using that?

SPEAKER_03 40:01

No, I didn't know it was an iPhone. I knew it was on that's brilliant in the morning. I know it was on email, and I don't care over email. I'm like, I'll bug it at 3 a.m. It's like whatever.

SPEAKER_01 40:09

So I prioritize the same way. Like, I'm not gonna call you before 8 a.m. on a you know Monday through Friday unless it's like an emergency. Yeah, I if I text you, it's gonna indicate a little more urgency. Urgency on my buttons.

SPEAKER_03 40:22

But yeah, if um, it's all in your head in the morning.

SPEAKER_05 40:27

Or even late at night when I'm doing my stuff and I'm like, oh man, I gotta send all this out in the morning, and so I'll just schedule it. But it only works iPhone to iPhone. So if you're talking to somebody on an Android, it's just gonna go to parentheses. No, it doesn't even, yeah, it just sends automatically, so they don't even give you the option. But it's brilliant. Sorry, thought you were sorry, you're getting this now because you're an Android user, so I can't set you, cue you up for later.

SPEAKER_03 40:49

You don't even see the color, you're like, oh shit, that was blue. Or is it blue or green? Whatever.

SPEAKER_01 40:52

I've got a I've got a group text from from from 2018 with a bunch of dads that we went to San Diego for this softball. The girls were eight. Like it was we were just like, fuck it, we're going on vacation. Like we're chasing eight-year-old softball over Sacramento. We qualified for San Diego. We don't care if we're not winning. Yeah, I'll donate to go. This freaking, this, this group of dads still has the text from 2018. And it's it's so like it and like I mean, there's Dodger fan. It's it's it's I mean, it is if this is never stopped. If it were ever to go public, like it would probably not be pretty funny.

SPEAKER_05 41:23

Some people will get canceled.

SPEAKER_01 41:24

Yes, everybody would be canceled.

SPEAKER_05 41:26

But uh those are my favorite kind of group texts.

SPEAKER_01 41:28

They're the best ones, right? And that's why.

SPEAKER_05 41:30

Trust me, if you guys think you're raunchy, you've never seen a woman's group chat.

SPEAKER_03 41:33

That makes me feel better. We're always like, man, a woman would hate to hear this. I bet others is way worse.

SPEAKER_05 41:38

Trust me when I say that women, our we are the raunchiest. The pictures we exchange, the things we talk about, it makes locker talk look wrapped up.

SPEAKER_06 41:47

Yeah.

SPEAKER_05 41:47

Literally. Like the things that we say to each other, I'm like, God, if if men only knew that we talked like this to each other, it's actually repulsive. But you know what? We get away with it.

First Listing Win And Hard Deals

SPEAKER_01 41:56

But it was so funny too. Because I sent, I was it was when I was in um, where was I? I think I was in Kansas City or something. So I mean, I'm up at 6 a.m. in Kansas City, which is 4 a.m. here. And I'm fired out texts like, you know, because I'm thinking I'm hilarious. You know, one of the like the notoriously grumpy guy in the group chat's like, we don't mow our lawns before 8 a.m. in my neighborhood. And I'm like, whatever, you grumpy fuck, you know. But but I'm like, hey, like I have my like my phone not doesn't give me um notifications until like. Yeah, there's settings you can turn it off. You old bastard, like just go and I and I literally screenshot it, like I was like, fuck you, you know, like get on it, bro.

SPEAKER_04 42:33

I would have just sent him a video of how to turn off, like silence your notifications.

SPEAKER_01 42:36

But I no, I didn't send a video some screenshots of it. I gotta do that too. That was literally a step-by-step screenshots of how to do it because I'm like, you know, don't go, don't complain.

SPEAKER_03 42:44

The funniest on those is when you've been doing something, like you're away from the phone, you look and you're like, 119 text messages?

SPEAKER_01 42:51

What what kind of nonsense?

SPEAKER_03 42:56

You're trying to follow the conversation. I'm not going to be able to do that. You comment four hours later on the first thing they said.

SPEAKER_01 43:02

That's where I'll just chime in. I go, didn't get any of it. Plugging in now, it it's probably done.

SPEAKER_03 43:07

Like, cool.

SPEAKER_01 43:08

I'll like like 10 of them from that 119.

SPEAKER_02 43:11

And they're like, Sorrow saw it.

SPEAKER_01 43:12

Yeah. We were just having a uh we were just having a conversation. I won't go too into details on it because I don't know if any of them listed, but like there's a couple group texts um in the volleyball world, and uh and my wife's been kind of bothered by some of the stuff that's been going on. I go, just leave the group. And she goes, never. And I go, I leave group texts all the fucking time. She goes, I would never leave them, but I wouldn't. I would silence. I want everybody to see that Dan has left. Dan has left. That's my dad. You're such a dad now.

SPEAKER_03 43:39

My dad calls me like, is it offensive? I go, I'm just go. And now he's so nice. He's like, love you guys, but gotta run. But yeah, leave the group tag.

SPEAKER_01 43:47

I should say, maybe I'll start doing that on the floor. It's a big flex.

SPEAKER_00 43:50

It is a slow a little bit.

SPEAKER_05 43:52

I've actually typed in when I'm annoyed with it. Kaylee has left. Oh, I've done that. Oh, yeah. But I still stay that because I need I'm the type of person where like I can't not know what's going on. I ultimately at the end, like I'll catch up on my own time when I care enough, but I still want to, you know. Okay, so you grew up in Fair Oaks. We got the download. You were born on Oxbow. Right. Um tell us what do you love about Sacramento?

SPEAKER_03 44:16

Uh let's see. What do I love? I saw that on there. There's always Cliche, we're like an hour and a half from everybody. Everybody said San Francisco. But honestly, I'd say just like cost of living is so awesome. I looked so many different times to go to San Francisco, Los Angeles, wherever it may be, and you go look at rent or anything, and it was crazy. And we just bought a house in El Dorado Hills, got a great price on it. I tell my clients who are in like Pleasant Hill who are not liking their area anymore because it's just getting rough. And they're like, Yeah, you got this for that? That's insane.

SPEAKER_01 44:45

So And even still, like 10 years later, I mean, it used to be 10 years ago it's a quarter of the cost. It's probably half now. But I mean still.

SPEAKER_05 44:54

Yeah, especially when you're moving from down there, you're gonna have proceeds left over and you'll still get something very nice up here.

SPEAKER_03 45:00

So and there's also great little pockets like uh being in Feroaks. You know, right now Rancho's kind of a big thing. When we were younger, we'd go to Folsom, you know, you'd go downtown, you go to West Sac. There's just different pockets of everywhere for whatever you do, golfing, hiking. Like I have a building in Grass Valley we're selling, and when I'm over there, I'm like, oh, this is cool. Just kind of check out the town. We'll go to Uba City. I mean, there's not a whole lot in Ubis City, but you know what I mean? There's different pockets all around SAC Metro that make it fun. We went to Nevada City last summer.

SPEAKER_05 45:28

I've never been. Last summer. That's Grass Valley, right?

SPEAKER_03 45:30

That's basically unless you're from there and you're like, yeah, that's yeah, yeah.

SPEAKER_01 45:34

But it was it was super cool. So my son was playing for uh Little League All-Stars, and that's where and it was that's where it was hosted the first round it was hosted. And I mean, they had like poured a bunch of time and effort and money into their and it was it was amazing. It was like in the trees, and like I was like In Nevada City? In Nevada City. It was like in the redwoods, right? One of the coolest freaking little league experiences. My kid was just like, this is awesome. I mean, they hit the ball and it like echoes through the trees. And it's like this little town, there's probably 10 restaurants. I go, I told my I told my wife, I go, I think we I think we literally made a noticeable bump in the economy from Nevada City from what we're up there like three nights a week for two weeks. Like I go, we're in these restaurants all the time. Right.

SPEAKER_05 46:15

Well, thank you for contributing, Dan. They need your help.

SPEAKER_01 46:18

Happy to help. Yeah, they're really like, you can go now.

SPEAKER_05 46:21

I think all they have to stand on is their Victorian Christmas every year. That's like their own. I still haven't been, I meant to go last year. I've never been either. I do I mean, maybe this will be my year. Who knows? Probably. I'll see you there. I'll see you there. Yeah, you guys will make it. We'll start a group checks on this and see who goes to the medicine person.

SPEAKER_01 46:37

Send me pictures, I'll stay in the conversation. Yeah. I won't leave the group.

SPEAKER_05 46:40

You wanna leave that one? Okay. Do you have a favorite restaurant that you guys visit? You're in El Dorado Hills now. I know there's a couple good spots out there.

SPEAKER_03 46:48

Um, let's see. I I just went like twice in the last like a client game visit yesterday, and then my wife and I went for date night last Saturday. They started Eldo Chop House right there when you Oh yeah.

SPEAKER_05 46:58

Took over the little casino.

SPEAKER_03 46:59

It's nice and quait in there, and then anything in town center is kind of nice. My wife is obsessed with Makuni, so we used to go to the one in Folsom all the time, and we used to go to the downtown. Now they have one in El Dorado Hills. I like the one in town center. Yeah.

SPEAKER_05 47:11

It's um it's not like a full service McCuni, though, right?

SPEAKER_03 47:14

They just changed that. Like our kid would get the fries and they didn't have a fryer and the guillo's, and we're like, oh shit, we can't take them there. But it's it's full now. That was like the first month or two. I didn't realize.

SPEAKER_05 47:24

Okay, I didn't know if that was a temporary model or if they were just trying to do like a little offshoot thing.

SPEAKER_03 47:28

But I think it was new. And then when I was younger, I worked downtown for it.

SPEAKER_01 47:33

Well, when well taro sold, right? So maybe the maybe the new owner shouldn't. I don't know.

SPEAKER_03 47:37

I still wonder the diet. Well, he's still the he's still the uh.

SPEAKER_01 47:42

The CDO, the chief dreaming officer, he calls himself. CDO. CDO. Um, maybe the new group was like, yeah, maybe we could get a little few less kids in here and we'll a few more roles. Yeah, yeah.

SPEAKER_05 47:54

Yeah, except all they hire are kids to serve and work the place.

SPEAKER_01 47:57

So I actually think they do a fantastic job of training. They're servers. They do. Very good. Oh my god, so polite. And knowledgeable.

SPEAKER_03 48:03

We're always like, oh my god, you're the nicest guy ever.

SPEAKER_01 48:06

Like, I couldn't tell you the difference between the three rolls I order, you know?

SPEAKER_03 48:11

Right, and there's like what freaking wolf them down so fast flavor profile.

SPEAKER_01 48:15

My wife and daughter are like, oh my god, dad, you're not.

SPEAKER_04 48:18

Yeah, you have to actually like chew long enough to taste it before you're starting.

SPEAKER_01 48:22

Hoover it down.

SPEAKER_03 48:23

But before the suburbs, we'd go downtown a lot because we lived down there. And I used to love R Street. I love that it's open. We lived at 14th and T. We would just walk over.

SPEAKER_05 48:33

What a great area.

SPEAKER_03 48:34

It was so fun. And it's so under like nobody talks about they're always on J and Isak, and I loved it. It was quiet. You could park.

SPEAKER_05 48:40

You were by R15 then, so you probably spent a lot of time over there. Yeah.

SPEAKER_03 48:44

Well, we'd go to Shady Lady. We'd go to there was Moss Taco. What's the one everybody goes to?

SPEAKER_05 48:49

Uh Burger and Brew.

SPEAKER_03 48:50

No, the one right next to Moss Taco. It's just like a chain, but it's they even have it in fulsome. Like God, me too. It'll come back. But R15. The funniest part though, living right there was because Asa Spades was there.

SPEAKER_06 49:02

Yeah.

SPEAKER_03 49:02

I'd get home, I'd be like all tired, and I'd look and I'm like, oh, there's like a goth metal concert going on. They would rap around the corner all the way to our house. So if everybody was wearing black, I was like, there's like a some type of rock concert, you know, going on, and they had like makeup on, or like you'd see the crowd. If everybody was smoking weed out there, I'm like, oh, there's a rap concert going on. You know what I mean? Like you'd see the different venues. And then if you went out to the restaurants, everybody was in there. Like I remember Yellow Wolf is this like rapper from the south. And he ran across the street from Ace of Spades into Mostaco and was there, or did a tequila shot and just ran back. He had like his overalls on, and they were like, that was that was Yellow Wolf.

SPEAKER_01 49:38

Who do we go see? We went to see uh, I think we went to see two short at Ace of Spades, and he was like an hour and a half or two hours late. And I mean, like, look, like me and my group, like, we stuck out like a sore throat in that crowd.

SPEAKER_03 49:50

Like, what's an intimate venture? There's like a hundred people.

SPEAKER_01 49:54

So can you just fucking show up before we get killed here? Like, because we're being judged.

SPEAKER_05 50:00

I would have really loved to see that environment.

SPEAKER_02 50:03

I probably saw you in line from my balcony and didn't know you then.

SPEAKER_05 50:07

There's always the token white guy at the moment.

SPEAKER_01 50:09

Matt's like, look at these dumb fucks. You guys are going to that show.

SPEAKER_03 50:14

I actually love Ace of Spades.

SPEAKER_05 50:16

Have you been to the new channel 24 years?

Multifamily Prices And Expense Shock

SPEAKER_03 50:17

No. I toured it before it ended because I'm part of like ULI. They'll take you to different projects and um really cool to see inside. Are you still involved in ULI? I do. I got off of like everything because trying to spend more time with family. Like we had uh Acre got off of that. Uh oh, you're off of that. Yep. I just like you know what I'm saying. It wasn't a whole lot of time, but just like we were saying, like prioritizing family and business, and um got and then ULI was like, I'm staying on this. This is something that just like gives back. We're part of YLG. It's the young leaders group, so it's under 35, and they really just want to help people.

SPEAKER_04 50:50

Can't hang on to that one too much longer. Nope, nope.

SPEAKER_03 50:52

Like you said, I think I could tell you walk you out.

SPEAKER_05 50:57

Dude, I don't know.

SPEAKER_03 50:58

You kind of awkwardly linger around until maybe they're like Yeah.

SPEAKER_05 51:01

I was actually just looking at the list of 35 under 35, and like all of my friends are on it, and I was like, Yeah, I should try for that this year. And then I realized that I'm not 35 anymore, and I was like, fuck, that sucks. I still got 40 under 40, though. So, you know, like so shoot yourself.

SPEAKER_03 51:16

Have you been to the venue though?

SPEAKER_05 51:18

No.

SPEAKER_03 51:18

I heard really and the the not that anybody's used the light rail a whole lot in Sacramento, but it goes right up to it. Not since college. Trying to make it.

SPEAKER_01 51:27

About California just loving to throw money into like train-oriented transportation.

SPEAKER_05 51:33

It's just a bunch of boondoggle, honestly. The high-speed light rail is like the biggest.

SPEAKER_01 51:39

I mean, these poor towns right now that are having to sp invest hundreds of millions of dollars, and they're like, well, it ain't even gonna have a stop here.

SPEAKER_03 51:46

Well, what about the ones who are going right through their land and they're like, you gotta have an easement on your land to do it, and then they're not even doing it. They probably were in litigation for two, three years just to say sorry, and then they're like, oh, they never even built it. Why not even fight about it?

SPEAKER_04 51:58

That would suck, actually. I feel bad for those people.

SPEAKER_03 52:00

So, no, I haven't been there. They're trying to do one in Rancho now, uh, downtown Belbo, just should be cool. Um, where else do they have? Uh Rancho is popping right now. Rancho is really starting to come up. They're what?

SPEAKER_05 52:10

They're still doing their athletic stadium and a concert venue, or are they gonna be?

SPEAKER_03 52:14

Now the athletic stadium is that I think it's all the same for that M not MLS, it's a soccer, indoor soccer, and I think it's all the venue.

SPEAKER_01 52:21

Okay, but is that but that's not the sunrise project? They're still they're different.

SPEAKER_05 52:25

Yeah, that's different. So this is like Rancho out towards Anatolia area, they're doing like stadium stuff, and then the sunrise mall. I mean, I guess that's technically technically Citrus Heights, the Sunrise Mall venue and everything, but that, yeah.

SPEAKER_01 52:39

Okay, so it's as far south as Anatolia. Okay, because that's that's a little ways. It's out there. Yeah, yeah. Uh my daughter, my daughter's volleyball facility is off of like Folsom Boulevard over there, and I'm oh yeah, there's a gigantic distribution warehouse that's been built. I mean, this is the whole biggest thing I think I've ever seen. I was like, holy cow. They just keep extending and extending, just building it out. It's wow.

SPEAKER_05 53:02

Yeah, it's kind of a maze of warehouses out there. Everywhere in there. It's like a brewery.

SPEAKER_01 53:10

Yeah, I like I like the brewery right next to the axe throwing. Those are my personal favorites. Like it's a kila, you know, it's a kila manufacturer.

SPEAKER_03 53:18

Must do a breathalyzer before you come in from the brewery. No, it's okay. They sign away all their liability. Yeah. And here's our preferred attorney.

SPEAKER_02 53:30

He's actually next door in the lock with the rollout door.

unknown 53:33

God. Okay.

SPEAKER_01 53:35

What uh let's let's let's loop back real quick. Um, any advice for somebody looking to get into kind of doing what you're doing? I know you touched on some things, but like if you could go back and and give little Maddie just out of Chico some advice.

SPEAKER_03 53:49

Um I learned from the the first company, Marcus, you know, just to kind of keep your head down, but I would say like a lot of people who get into it. You got all these guys who are like successful in the office and they don't teach you just all the shit you gotta go through. So I was listening to a podcast kind of like yours, and he would go call this older guy and say, Let me get a little tidbit of advice. And one of them, he would always be short and sweet. He was like, You gotta eat a lot of shit. And it's like, you take a lot of shit in this business and just keep on keeping on. No day's gonna be a hundred percent. And that is actually like you said, so many no's go to a yes, just to stick with it. Like there's so many people in our business who are like, oh, industrial's hot. I'm gonna switch from retail to industrial, and like it always seems greener. So like just stick with it, specialized.

SPEAKER_01 54:29

Starting over is never easier.

SPEAKER_03 54:31

Right, right, exactly. So, and then actually love it too. So some people get in, they're like, I want to do this for this reason. And if you don't like it, you know, you might want to find something. Or like in that same podcast, he's like, if you don't like being like a entrepreneur, having your own business where you kind of work 24-7, then get a job. You know what I mean? Like it's not for everybody. But if you are entrepreneurial and you like to make your own schedule, just stick in with it because um it's never gonna be a yes on the first one, right?

SPEAKER_01 54:57

What do they say? I quit I quit my nine to five so I could work this 24-7.

SPEAKER_05 55:00

All the time. Right. But there is so much freedom and flexibility in it. I mean, that's really what makes it amazing, and it does take a very large amount of grit and thick skin in any sales industry. But I think real estate is notoriously so cutthroat, not just because of the competition, but I think it's just because it's one of the rare industries where your end client thinks they're the expert. Oh, yeah. Those are super fun to deal with. But everybody call them the father-in-law. The father-in-law, yeah. The one that shows up at inspections.

SPEAKER_04 55:32

We love them.

SPEAKER_03 55:32

Well, think about this too. Like when we started, like I was saying, we were 22, I would literally be in my own head like, why would this 60-year-old attorney take any fucking advice from a 22-year-old who just came from Chico State? Like, okay, Matt, you can tell me more about my building. You know what I mean? So there is some, they did know a little bit more at the time. And he was absolutely calling. Yeah, yeah, yeah, yeah. Yeah, listen, Matty, you never get a cell phone building. But you know, it goes back to what we were saying. And then the same advice, you know, sticking with it, but find somebody who knows what they're doing. There's some people who are falling around guys who either don't have the time for them or aren't as successful. And I've noticed the guys who go with like um like a name drop. I just had a tour this morning. He worked for Ethan Conrad, and now he's starting a very similar business. And I was like, oh, he probably learned a ton from him. He even said something in the meeting, like, that's how Ethan would do it. And um, you know, you're learning from somebody who's had some success in the business, so you can kind of mirror it. Shaquille O'Neal always says leave steal it from somebody. Absolutely.

SPEAKER_05 56:25

There's no reason to reinvent the wheel when it comes to success. That's actually how Dan and I met when I first got in the street.

SPEAKER_03 56:31

Yeah, let's hear the love story.

Investing While Raising A Family

SPEAKER_05 56:32

Well, it's it's such a love story. Um, no, I I moved up from LA doing hard money loans. I got into real estate.

SPEAKER_03 56:38

Who was it with um God? Arexia Genesis, one of those calls. The name.

SPEAKER_05 56:44

Oh no, I'm blinking on the thing. Oh God, I will get back to you on this. Well, I know the name of the owner, Andre, but I'm like, um, hold on. It's on the tip of my brain tongue. This is gonna drive me crazy. This is mom brain in Philadelphia's right now. I will let's circle back to that. Um so anyway, I was technically an affiliate and I went to this association meeting. I had no idea what it was, and I'm I'm the front of the room kind of girl. So I like sit at the front table and Oh god, I'm joking. I know, I know. It's so annoying, right? I annoy myself sometimes.

SPEAKER_00 57:12

It's not where we met.

SPEAKER_05 57:13

But it's not where we met, actually. No, I so I got introduced to Liz Anderson and then um got turned on to Mr. Dan, who was named affiliate of the year that year in both associations, both both in Placer and Sack County. And I was like, all right, this is a dude who seems to have a shit together. So I called him and I was like, hey, I'm new and I need to know what you're doing because I have to do that too. So good for you. Yeah, we met and he gave me all this great advice, and I was like, all right, turns out you're pretty cool.

SPEAKER_00 57:41

I'll keep it we'll I'll keep in touch, you know.

SPEAKER_05 57:44

Pretty cool. Yeah. Even though you're you know, like so old and stuff.

SPEAKER_01 57:49

I wasn't even that great back then.

SPEAKER_03 57:52

It's okay. It's okay. So you got the job. Or you were doing two separate things and you wanted advice.

SPEAKER_05 57:57

No, I was basically doing, I was emulating his role. So I was doing business development for a mortgage company, and I didn't know what I needed to do, what it was expected of being an affiliate. And he had some great advice as to how to get started, but also had the really good advice of like the more you say yes, the more people will ask of you. And it's really easy in that role to be to spread yourself so thin and get involved in everything. And there's definitely benefits to that, but also it was a great cautionary warning to good advice. Look at you, Dan. Yeah, I know.

SPEAKER_01 58:29

Every now and then. Every now and then.

SPEAKER_05 58:30

So you could say that who I am today had a little bit to do with you.

SPEAKER_01 58:34

Well, I I don't I don't think so.

SPEAKER_03 58:38

Did you have a girl or a boy?

SPEAKER_05 58:40

A boy.

SPEAKER_03 58:40

Dan Daniel?

unknown 58:43

Yeah.

SPEAKER_03 58:45

I haven't told him yet. We just call him Unk.

SPEAKER_04 58:47

Yeah, I haven't told him yet, but his middle name is Jason Dan James.

SPEAKER_00 58:54

Oh man, that poor little bastard.

SPEAKER_01 58:58

Um so um, Matt, so you actually so you have a three-year-old and you've got and you've got one on the way. Yeah, May 30th. May 30th. Oh my god.

SPEAKER_03 59:06

Which sounds around the corner for all of us, but for my wife, who's like, yeah.

SPEAKER_05 59:10

This this last stretch.

SPEAKER_03 59:12

Oh, she's like, it's not right around the corner.

SPEAKER_01 59:15

41 days or you know, is the is the hospital bag already packed?

SPEAKER_03 59:18

You know what? The first one, we did the dry run to the hospital. We had the bag packed, and like, you know, it's guys, I'm like, I'll just wear the clothes for three days in a row. We haven't packed any bags. And I've been to the hospital. But I did bust out the old car seat to make sure it fits in the new car with our new shit, all those little pieces.

SPEAKER_05 59:35

Make sure it's not expired.

SPEAKER_03 59:36

Oh God.

SPEAKER_05 59:36

Because if it is the hospital, why don't you use it? I learned that fun fact. Oh my god.

SPEAKER_03 59:40

We actually got in a small fender bender car accident, and we were like, we can't use this one anymore. So now I think about it, it might even be it might be obsolete.

unknown 59:48

Isn't it?

SPEAKER_02 59:49

Oh God, I didn't think of anything. I think we had to say He's like, I did one thing and it was completely useless. Now that I think about it. Babe, cross it off the list.

unknown 59:59

It's like broken inside.

SPEAKER_01 1:00:01

Isn't that amazing? They'll follow you to the car and check your own. I don't think they did it, Kairo. They don't do that anymore.

SPEAKER_05 1:00:07

All they do now is see if you can put the baby in it. Good. And then show you how to buckle it, and they're like, all right, you're good to go. Take it home. And you're like, okay.

Sacramento Life Food And Growth

SPEAKER_03 1:00:15

They also told me to go to any fire station and ask them to check it out. I go to the one on Watt and they're like, sorry, who are you on the microphone? I was like, blah, blah, blah. And I could like hear them in the laugh. They're like, no, we don't do that. Like a fucking idiot. And then I go to the one by her house and they're kind of like look around. It's just a bunch of pros and that's about. So I my wife looks up one again. This is the first kid. It looks up the one by in El Dorado Hills because we were in Folsom at the time, and they're supposed to do that. And they're at least nice about it. Like, yeah, we kind of do that, but this is what you need to do. Just Google it or whatever and make sure it's the right one. So it's pretty funny when you when you're the first parent compared to now being a good thing.

SPEAKER_01 1:00:55

Any parenting trends? I mean, you're actually, well, you said you're not really on social media anymore, but are there any like any things that you've gleaned from other parents that you know, like the second kid?

SPEAKER_03 1:01:05

So I don't know.

SPEAKER_01 1:01:06

The second kid's the one where the lollipop hits the floor and you just stuff it right back. That was the first one. We had a boy.

SPEAKER_05 1:01:11

I was like, I'm already there. He eats shit the way he drinks out of the dog fountain, and my wife is like, should we let him do that? And I'm like, he's been doing it for weeks and he's fine. So I don't know why we would stop now.

SPEAKER_01 1:01:21

But she's like we have uh we have some family friends who um who have some some older kids that just had their first baby, and um their parenting rule is uh nobody's allowed to be standing when holding the baby. So you have to be sitting.

SPEAKER_05 1:01:36

Honestly, I I've actually had people drop my baby while they were sitting. So genius.

SPEAKER_03 1:01:41

Oh sitting. Yeah, never mind.

SPEAKER_05 1:01:42

My baby first not drunk off of a sitting lap. Although, granted, that person had drank a lot, so then we created a new rule. You have to be sitting and not drunk. Probably should have started there. But you know, again, first parent, we're just like, maybe you'll know.

SPEAKER_03 1:01:55

But you're actually like you're hammered, take the baby, I don't care. But no, parenting advice. You know, I've been taking a lot of advice because we're putty training the three-year-old. So like I'm asking her, I'm like, what do you do?

SPEAKER_01 1:02:06

We're like What do you do? Dude, I remember that. Like when when we were pregnant with the second, do you just bribed the hell out of us? It was a race. I'm like, dude, you I am not doing this why we're like, we are not doing two kids in diapers. I can't afford it.

SPEAKER_03 1:02:19

Like, okay, can you explain to me why everybody goes, yeah, knock out two in diapers? I'm like, why? I'll keep a box of diapers at the house. It's all good. Yeah, I don't get that. Why you why they're both in diapers? I never really understood that.

SPEAKER_05 1:02:30

No, thank you. Yeah, everybody is I I hate how the inevitable next question, as soon as your first child turns one, they're like, So when are you thinking of the next one? I'm like, how about you fuck off? Like, I don't know. I just I just barely got my life and my body back, and you're gonna come ask me when I'm gonna do it again.

SPEAKER_01 1:02:45

You said there's gonna be a next one.

SPEAKER_05 1:02:46

Jesus Christ. Exactly. Well, I come from a big family and I have this weird thing about oldly child, so I'm like, we're gonna we're gonna inevitably do the next one. But when I think about starting the clock over, like newborn, you're right there. How does it feel?

SPEAKER_03 1:03:00

It feels honestly, I'm almost like, am I missing something? It feels like it's the same. Like when she comes, we're gonna be really busy, hands full. But I'm like, should I be prepping anything? I feel because we've done it, it's like you've done the dry run, it's you know what you have to do, and it just happens. It's just really dividing function. I feel the same.

SPEAKER_01 1:03:18

You'll find yourself in situations with one or two kids and and not the other adult, your wife, in that same situation. Like, like that's like for us. Like the cool thing that I'm looking forward to is when my daughter's a senior in high school, my son will be a freshman. So they're that's what I was shooting for. We're gonna have the same. Yeah, unless it's held back. Well, you got the boy first. Yeah. It's typically academically speaking, I feel I feel like my daughter is way less challenged.

SPEAKER_03 1:03:49

Yeah, she might jump up and he might jump down. They might be in the same class. But yeah, senior freshman. And my sister's four years older, and I just missed it. And I remember seeing the kids who had the freshman you know, friends. I was like, man, that's cool. My sister went out and I came in the following year.

SPEAKER_01 1:04:05

So all the teachers knew me. Yeah, yeah. And she was a good student, and I was so I'll have to share that story one day on the next time. Next time.

SPEAKER_03 1:04:15

That's so funny you say that, because my like least favorite teacher in grade school is my sister's favorite. It was like an English teacher, and I hated English, and she was amazing at it. I'm like, what? She was your favorite? I won't say names. I won't name names. Yeah, yeah. She could be listening.

SPEAKER_01 1:04:28

Oh man. This is fantastic. Well, we are we are we're we've been cruising right along, and Matt, we want to be respectful for your time. So we finish every podcast with this question of every guest. It's uh, you know, if you could be somebody for a day, anybody, dead or alive, who would it be? And and maybe what would you do?

SPEAKER_02 1:04:46

Mm-hmm.

SPEAKER_03 1:04:47

I thought I came up with a couple answers, and then it just came back to like, I would want to sit in Donald Trump's seat because there's just so much going on. And people are so political. I I don't want to say any like Democrat, Republican, but the guy who runs a business, his schedule has to be insane. For sure. And just everything going on with the war and how much he's changing. I was just like, when you said that, I was thinking of all these different answers, and I'm like, well, really, to sit in his seat right now, I would want to see what's going on. Because like in business, people are always trying to prioritize, and I wonder how the hell he does it.

SPEAKER_01 1:05:15

Okay. Yeah, how do you prioritize the things that are in front of him? Like, how does it be a good thing? The whole country. Yeah.

SPEAKER_05 1:05:20

You have a hundred thousand different things that need your attention all the time. And so to have advisors, like, okay, you get two minutes, you get two minutes. Gotta delegate.

SPEAKER_03 1:05:29

That's what the best people are at. Yeah, that's a good point.

SPEAKER_05 1:05:31

It's insane. That the you have to be so decisive and then be able to, how do you retain all that also and be like, oh man, I I vetoed 15 different laws and I signed in 27, and that was the first 10 minutes of my day. Yeah.

SPEAKER_03 1:05:45

You're like, but I just wonder how early he's gonna be able to do.

SPEAKER_01 1:05:48

And then he'll go off the rails and do something. You're like, why the fuck did that get a second of your time? Um, let alone three.

SPEAKER_02 1:05:54

I just have time to tweet. Literally. With the social media, I'm like, I don't even have time for Instagram anymore. How the hell is Donald Trump doing all these tweets?

SPEAKER_05 1:06:01

Okay, wait, so very quickly, very quickly on that, and I hate to come back after we asked the final question, but I am curious, like what because you are not on social media.

SPEAKER_03 1:06:09

So Right. And I'm thinking of going back for work-wise, but then also like I was saying, um, you just lose touch of people for a while. And I used to just like bug my buddies from college and be like, huh, I remember when you did that or whatever. So I've been thinking of going back, but um I just remember being really busy at work and really busy with just life. And I'd get off a call and I'd look at my phone, I'd go to my email, I'd swipe out of the email, I'd go to Instagram, and I was just doing it religiously where I was like, what the hell am I doing? That's a waste of time. And I just dropped it, and then I'd pop it back. I'd never deleted it, but I'd pop back on and off, and then it just kind of stuck. After a while, it's kind of like anything, just quitting anything after a while.

One Day As The President

SPEAKER_01 1:06:45

I read a thing about it, it was probably seven or eight years ago. I know it was pre-um pandemic, but it was like, you know, if you can spend the first hour of your day awake without putting your phone in your face. And I make it about a half hour. Because after a half hour, I've I've gotten up, I brushed my teeth, I've I've probably gotten dressed and showered, and then I'm like, all right, like now I'm just kind of easing into my day. I'm like, oh yeah now I'm but I I do feel like that built me a buffer because now like I had I lost I lost it on my poor daughter last two weeks ago because she was like we were at a volleyball tournament, she's like falling asleep with her phone in her face, and when she wakes up, it's the first and I just lost it. I'm like, get that fucking phone out of your face. Like I just can't watch it.

SPEAKER_05 1:07:28

Give your brain a break. Yeah, that's literally the science behind it. Your sage brain active before your monkey brain starts going like, oh, I gotta do this, this, this, this, this. So it kind of keeps you in like a calm state where you're a little bit more rational, more proactive than reactive. Yes. When a day starts interesting.

SPEAKER_03 1:07:44

Part of the reason going back is because I realized I replaced it. I'm sitting in bed, like kids will go down and you're like tired. And I'll be like, Hey, baby, you seen like uh Blake Lively and just about done. She's like, Did you read that on Yahoo News? And I was like, Yeah. So she's like looking on TikTok and I'm reading these shitty articles on Yahoo News. I like go to Yahoo News now, and she's like, That happened like 30 days ago. Sometimes I beat her. I'll be like, it was first on Yahoo News. I'm like, you didn't hear about that, really. So I'm like, if I'm doing that, I probably get better news on Instagram, to be honest.

SPEAKER_05 1:08:12

Faster anyway.

SPEAKER_03 1:08:13

I might be back coming, coming to you live.

SPEAKER_05 1:08:15

Okay. We're on the edge of our. Oh my goodness. Thanks for being here.

SPEAKER_01 1:08:18

So good. So, so good.

SPEAKER_06 1:08:22

If you wanna know like it followed me, smaller L in the back, but it's okay.