Episode #9: Master the Listing Lane with Ryan Petrucci

[00:00:00] So what would you say are some of the benefits for working at a company like Remax?

[00:00:04] What are the things you like about where you work?

[00:00:07] But one thing I like is that I can do whatever I want.

[00:00:09] Like I really don't have to do, we have maybe two meetings a year that I show up to

[00:00:14] and other than that, like I don't have to do anything.

[00:00:18] Like there's no structure at all.

[00:00:20] I can do 100% my own structure.

[00:00:22] That's awesome.

[00:00:23] So I love the freedom.

[00:00:25] So they do that for everyone or just the people that hit a certain,

[00:00:29] just because Ryan's crushing it.

[00:00:30] Yeah, here's the thing, Sean.

[00:00:32] Like as long as you pay your bill,

[00:00:34] you can pretty much get away with murder in here, right?

[00:00:38] Yeah.

[00:00:39] If you don't pay your bill, like, okay, they're going to have a conversation with you.

[00:00:47] Welcome to the podcast dedicated to real estate, insurance and everything in between.

[00:00:53] Join us as we take you along our own brokerage building journeys

[00:00:57] with additional wisdom from our network of business experts.

[00:01:01] Welcome to bricks and risk.

[00:01:08] Hey everyone, welcome to another edition of bricks and risk.

[00:01:13] I'm Tim Garry.

[00:01:15] And I'm Sean Mooney.

[00:01:16] And today, Sean, we have an awesome guest on childhood friend of mine

[00:01:21] and actually of yours as well.

[00:01:24] We're going to find out as I just learned.

[00:01:26] So we'll get to that.

[00:01:28] We have Ryan Petruccian from Remax,

[00:01:30] mainline outside of Philadelphia.

[00:01:32] How you doing today, Ryan?

[00:01:34] I'm good.

[00:01:35] How you guys doing?

[00:01:35] Thanks for having me on.

[00:01:36] I'm excited to be here.

[00:01:37] Yeah.

[00:01:38] Likewise, man, we're doing great.

[00:01:39] So a little brief background on Ryan.

[00:01:43] So Ryan grew up in suburban Philadelphia as did we.

[00:01:46] Just a few blocks actually for me and right around the corner from Sean.

[00:01:50] So he began his career as a successful real estate agent

[00:01:54] right out of college with real estate in his blood.

[00:01:57] So his mom, his uncle is and his cousin all being in the business.

[00:02:02] Ryan chose to work for the family business, which is Remax, mainline.

[00:02:10] Having been licensed for 20 plus years,

[00:02:12] Ryan is a consistent $20 million producer year in and year out,

[00:02:17] providing himself on communication and knowledge to better service clients.

[00:02:22] Ryan is also a longtime homeowner and investor,

[00:02:25] buying his first home at the age of 24.

[00:02:29] So we were just talking about this, Ryan.

[00:02:31] So you were born in Abington, Pennsylvania as was I,

[00:02:34] we're up right around the corner from Sean and I.

[00:02:36] One thing we noticed, we're all one of four

[00:02:39] and we're all second in line.

[00:02:41] We all have older brothers, which is pretty rare.

[00:02:43] Yeah.

[00:02:44] So I thought that was pretty cool.

[00:02:46] Did you get that from Wikipedia?

[00:02:47] I did.

[00:02:48] I got it from Ryan's page on Wikipedia just to make sure and clarify all the facts.

[00:02:52] So again, you and I have known each other since we were six years old.

[00:02:56] Sean and I have known each other since we were 10.

[00:02:59] So needless to say, we're all locals.

[00:03:01] So aside from working for your family's business,

[00:03:04] what benefits did growing up locally give you as you got started in real estate as a neat?

[00:03:11] I mean, I knew the area.

[00:03:13] That was the benefit, but I'll correct one of the things that you said in the introduction.

[00:03:19] Nobody, I didn't start out as successful real estate agent.

[00:03:23] Oh, no.

[00:03:24] After 20 years of going at it.

[00:03:28] So can I just stop the tape right there?

[00:03:32] Sure.

[00:03:33] This is one of the points I wanted to bring up because your point of being a successful

[00:03:39] real estate agent, it's not like it happens overnight.

[00:03:44] Number one, number two, people just assume and they see things online or they see things

[00:03:52] in the industry like, oh, Ryan Patrucci does this much.

[00:03:55] But they never get into the deep trenches of like the work that goes into becoming a

[00:04:03] $20 million dollar a year producer.

[00:04:06] What's that iceberg example you always give from the poster?

[00:04:09] The little bit up top and then this much underneath the water.

[00:04:13] That's what no one sees.

[00:04:14] And no one sees that.

[00:04:15] So I really before we get any further, I'd love to hear you talk about the work that goes

[00:04:22] into it and the work that you put in here, like this year, what you'll be doing and

[00:04:27] maybe like the work that you've accumulated over the years to get to that point from

[00:04:35] the beginning.

[00:04:36] Wow.

[00:04:38] That would take me probably like 45 minutes to answer that question.

[00:04:41] Let's go with the cliff notes.

[00:04:43] It's pretty much it's starting out and just doing whatever you can to do deals.

[00:04:50] But initially, right?

[00:04:51] So let's just like you started doing real estate after college.

[00:04:55] Yeah.

[00:04:56] And you weren't doing $20 million a year.

[00:04:59] No, right.

[00:05:01] My first year in real estate, I made it was like $18,000 in commissions.

[00:05:08] And then I had to pay expenses on that.

[00:05:10] So I probably made like, I probably made like $5,000 that year and I was working full-time

[00:05:18] because my expenses were lower than but it was still a lot of money.

[00:05:21] And literally full time for the entire year probably 30, 40 hours a week and walked away

[00:05:27] with that much.

[00:05:28] So yeah.

[00:05:30] I don't know how many dollars an hour that is.

[00:05:32] So I have a question.

[00:05:33] So let's jump on that a little bit.

[00:05:34] So when you got started, so in your first year, you have, you don't have anything.

[00:05:37] Even though we grew up locally and we all knew the area and we all had friends, we had

[00:05:42] family and we had people from college or high school or grade school that we knew that

[00:05:46] we could potentially help them with their real estate needs, whether they're buying, selling,

[00:05:50] renting, investing, whatever.

[00:05:52] Go back to that first year.

[00:05:53] What were some of the things that you were investing in early on?

[00:05:57] It kind of gets you going knowing that you were new and you really didn't have any opportunity

[00:06:01] in front of you aside from your network.

[00:06:05] As far as investing goes, I wasn't really investing much.

[00:06:08] I didn't know anything.

[00:06:09] I was just kind of sitting open houses, getting a buyer, driving all over the universe to

[00:06:16] sell my property.

[00:06:18] It was a lot of pushing and pulling to just even just get by that first year.

[00:06:24] And how are you developing your network at that point?

[00:06:28] Well, I wasn't developing it at all.

[00:06:31] No.

[00:06:32] It wasn't until I got into it after a few years where I kind of got more honed in and then

[00:06:38] I got involved with real estate coaching showed me how to actually work at a business and

[00:06:45] act like a business and have a day set up where I basically have an 8-am to 6-pm.

[00:06:54] Every single day and to follow a schedule.

[00:06:58] So more of like a structured day.

[00:07:01] What year was that?

[00:07:02] How many years were you in real estate when you said, hey, I need like a professional

[00:07:07] coach, someone with experience, someone that can tell me again, we're all entrepreneurs.

[00:07:12] Like we're all in sales.

[00:07:14] We're all 1099.

[00:07:15] So again, the only person holding us accountable is ourselves.

[00:07:20] So with that person helping you out, kind of what were they doing to help you out early

[00:07:23] on that really stuck?

[00:07:26] So I got licensed in 2002 and I think in 2006, maybe 2007, I hired my first coach and

[00:07:35] you know that was helpful.

[00:07:37] And then in 2010, I hired another coach and at that point it got more dialed in in terms

[00:07:43] of what my schedule looked like.

[00:07:46] And it's pretty simple.

[00:07:47] It's get in at 8 o'clock in the morning, hit the phones from 8 to noon or 8 to 11.

[00:07:53] For three hours a day, make contacts and then the afternoon kind of filled itself out

[00:08:01] from there with appointments.

[00:08:02] Wow.

[00:08:03] 8 to 11, who are you looking to connect with when you're making phone calls?

[00:08:07] Yeah, were those worm calls?

[00:08:09] Were they cold calls?

[00:08:10] They were cold calls, worm calls, call people I know, call them people I don't know.

[00:08:18] Just really hitting the phones and being very intentional in that in that three to four

[00:08:22] hours.

[00:08:23] I still do that today.

[00:08:24] I do that every single day right now.

[00:08:26] Are you still with the same coach today that you started with in 2010?

[00:08:30] No, no, no.

[00:08:31] I switched and I was happy I switched just because now I'm more focused in on kind of like

[00:08:39] what I want out of life.

[00:08:41] I don't want to just keep having to do this every single day.

[00:08:44] Yeah, that's awesome.

[00:08:45] Man, so that actually brings me to one of our next points.

[00:08:49] I know one of your passions is wealth building, has to've income.

[00:08:54] Talk a little bit about why those appeal to you being in real estate now 20 plus years.

[00:09:01] Again, you're super successful at sales like 20 million in volume for a solo agent.

[00:09:07] I know you have support behind you.

[00:09:09] I know you got people that help you with your social media.

[00:09:12] You got transaction coordinator.

[00:09:15] You have help even though you don't have a team of like two agents, 10 agents behind

[00:09:20] you.

[00:09:21] But talk a little bit about that now that you're like, we're on our 40s now and we're looking

[00:09:26] at life a little bit differently.

[00:09:27] Talk a little bit about those things.

[00:09:29] Yeah.

[00:09:30] So one thing I don't want to be doing is I don't want to be working for the rest of my

[00:09:34] life because I have to.

[00:09:35] It's one thing if I choose to but I want to set it up because when you're in business

[00:09:42] for yourself, you're not entrepreneur.

[00:09:44] We don't have like the company doesn't just give us a pension at the end of the day.

[00:09:49] So I'm very intentional that I want to set up passive income money where I don't have

[00:09:54] to trade my time for that will come regardless of me having to work for it.

[00:10:00] And I want to get there like lightning quick and now finally taking steps in order to do

[00:10:06] that so that I can not have to work as hard as much as if I want to or not have to work

[00:10:12] at all.

[00:10:13] Does that mean you're buying investment properties and building a portfolio on your end?

[00:10:17] Is that what you're doing?

[00:10:18] Yeah, I was doing that.

[00:10:20] I did own like single family investment properties.

[00:10:24] I had since sold them off.

[00:10:26] So what I found shown is that those were just taking away from my day.

[00:10:32] Day to day stuff and my best gift for myself is just listening and selling real estate

[00:10:39] and high volume like that's how I make money.

[00:10:43] So if I had those other properties and I was having to deal with tenants and you know

[00:10:47] having to deal with getting repairs made and dealing with contractors and all that stuff,

[00:10:52] it was just taking it was just taking my attention away.

[00:10:55] Yeah, time and attention away.

[00:10:56] So I sold those properties and now I only do syndications where yeah, someone else goes

[00:11:04] out and finds the deal.

[00:11:06] Someone else negotiates the deal.

[00:11:08] Someone else finds the tenants and they deal with the property management and I give them

[00:11:12] the money.

[00:11:13] I don't have to do anything.

[00:11:14] I'm okay with taking less of a return by doing nothing.

[00:11:18] Yeah.

[00:11:19] Yeah, that's more like the silent investor approach.

[00:11:22] It's funny.

[00:11:23] I haven't talked about this yet because we're on our second.

[00:11:27] Justifications.

[00:11:28] Yeah, we're on our second friends and family syndication project locally.

[00:11:32] So we'll chat about that another time.

[00:11:35] I think we talked about the last time we met.

[00:11:38] So so Muni had talked about this earlier.

[00:11:41] So again, you have a very structured day.

[00:11:44] You're like eight to six.

[00:11:46] The coaching has done wonders for you because you're like, hey, you know, knowing like getting

[00:11:50] up at like the same time every day, like having a good breakfast, exercising.

[00:11:55] Again, we were talking about this earlier, like listening to podcasts, like, you know,

[00:11:59] educating yourself in the morning, getting you pumped up to go into the office and do your

[00:12:04] thing.

[00:12:05] What are some of the other things that you do in your business to grow your volume and

[00:12:10] retain?

[00:12:11] Like the people that you have because like, you know, for example, Muni and I talk a lot

[00:12:16] about being relationship based, you know, growing up around here, helping people like Muni

[00:12:21] wants to be their insurance broker for life.

[00:12:24] I want to be someone's real estate agent for life as do you.

[00:12:27] But what are the other things that you do kind of like day in, day out, weekend, week

[00:12:31] out month out?

[00:12:32] Maybe he does it.

[00:12:33] Maybe maybe that's a different way that he goes about it.

[00:12:36] That's possible.

[00:12:37] Yeah.

[00:12:38] What's that?

[00:12:39] So this building and like relationship building, you know, we've gone back and forth

[00:12:45] about what's the better way or there's many ways to kind of build your business and have

[00:12:50] that model in place.

[00:12:52] And one is kind of what we do is word of mouth, referrals, building a network.

[00:12:57] And the other is just straight transaction, you know?

[00:13:01] It's the marketing plan to get to the masses then to like convert those people.

[00:13:08] So a lot of ways to do it.

[00:13:09] And I just don't assume that yeah, this is what you do or I'm just open to hearing how

[00:13:14] you do.

[00:13:15] Yeah, so I think in, I'm not going to only talk for real estate.

[00:13:18] I think in real estate, you can either, you can either hunt what you have to.

[00:13:22] You can either hunt for business every single day.

[00:13:26] But you can also farm for it.

[00:13:28] Yeah.

[00:13:29] So hunting would be like cold calling, calling like expired listings, calling bioners,

[00:13:33] setting appointments with them.

[00:13:35] You know, that gives you quicker cash.

[00:13:38] Yeah.

[00:13:39] All right.

[00:13:40] Doing the more farming method is where you're cultivating like your brand maybe over

[00:13:46] the internet.

[00:13:47] And that's going to build up over time.

[00:13:49] The problem with that is it's going to require time and effort and money put into it.

[00:13:55] But I think over the long term, you're going to be better off because you're not going

[00:14:00] to have to spend as much time on the phones hunting every single day.

[00:14:04] Yeah.

[00:14:05] So I think if you can combine both of those, like that's where your business is going

[00:14:07] to see an inflection point.

[00:14:09] Like a hybrid model of combining the two.

[00:14:11] It's so much like, yeah.

[00:14:13] And different ways I've heard it are people talk about so like the farming method you're

[00:14:18] talking about, like relationship based marketing.

[00:14:20] You know, that's when people know you they get to like you and then they get to trust

[00:14:24] you.

[00:14:25] That could be right.

[00:14:26] That could be through branding.

[00:14:27] Like you're saying could be postcard campaigns could be social media, could be phone calls,

[00:14:31] text messages, websites, whatever it is.

[00:14:35] But also what are you talking about too?

[00:14:36] Like, you know, the more of the hunting method is lead gen.

[00:14:40] I mean most people just call it lead gen now.

[00:14:43] And you know, I think for me personally in real estate, I've always been more the farmer

[00:14:49] is kind of like, you know, I'm taking my time.

[00:14:52] I'm like making sure that soil's looking great.

[00:14:55] It's air rated and then I'm going out.

[00:14:57] I'm like, I'm selectively picking the seeds and it's like, man, how often these things

[00:15:01] need to be watered.

[00:15:02] Like am I going to harvest it on time?

[00:15:03] Like I've always been like that, which to your point over time will drastically improve

[00:15:08] your marketing ROI because if the business just starts coming to you because they trust

[00:15:13] you and we've helped them one time three times, ten times.

[00:15:17] Then again, you don't need to hunt as much because the volume is there more through

[00:15:21] the relationship.

[00:15:22] But again for lead gen, you know, I haven't been much of a cold call or I'll be honest

[00:15:26] with you.

[00:15:27] But lead gen for me would be like networking with people.

[00:15:30] I don't know.

[00:15:31] It would be, you know, doing social media and basically putting things out there.

[00:15:36] I don't know all my followers, you know?

[00:15:38] I don't know who's checking out my stuff on LinkedIn.

[00:15:42] You know, I don't do a whole lot of email lead gen but I would say like networking and

[00:15:48] you know, social media and things like that for me have always been good.

[00:15:52] What about you?

[00:15:53] Yeah, I mean it's, there's a lot of ways to do it obviously.

[00:15:58] For us, it's the, we do rely on referrals.

[00:16:01] Like that is just the meat and potatoes of our business.

[00:16:05] It's just, we've all hand stress it enough.

[00:16:09] It's the best business.

[00:16:11] It's the close ratio on referrals is so much higher.

[00:16:17] It's where our time is best spent.

[00:16:21] Yep.

[00:16:22] Absolutely.

[00:16:23] Yeah.

[00:16:24] You don't have to pay referral fees.

[00:16:25] You don't have to pay, you know, you don't have to pay for

[00:16:27] advertising.

[00:16:28] It's really, they know you, they like you, they trust you, they're going to do business

[00:16:32] with you.

[00:16:33] Yeah, it's your, yeah, you're not selling yourself to them.

[00:16:36] You're kind of, they're coming in and you're already like pre-qualified to them.

[00:16:41] Yeah.

[00:16:42] And so it's, they're more willing to work with you and want to work as a team as opposed

[00:16:48] to someone that's coming new, that's coming cold.

[00:16:51] It's now they're interviewing you, right?

[00:16:54] Why do you want to be my broker?

[00:16:56] Why should I let you be my broker and those sorts of things?

[00:16:59] Yeah.

[00:17:00] Tooch, going back a little bit was there ever a year and so like in those first four years

[00:17:07] was Tim often references the abandonment rate for Realtors?

[00:17:12] Was there ever a year or a time where you're like, man this isn't for me?

[00:17:16] I know you've been doing it a while but was there ever a point where you're like, I

[00:17:20] should look at doing something else here.

[00:17:23] Yes.

[00:17:25] I think, I think you're, I think anybody who says no like they're crazy.

[00:17:28] You always, yeah, you always have that doubt.

[00:17:31] It's hard like it's very, very hard and that first year was just brutal.

[00:17:37] I remember, I remember my, I remember looking at myself from the mirror and thinking like

[00:17:41] what the hell am I doing?

[00:17:42] I've spent so much time trying to make this happen and it's not working.

[00:17:48] So yeah, there's a lot of doubt that comes in.

[00:17:50] I mean, I don't think about it anymore but when I first started, yeah, it was horrible.

[00:17:56] It was horrible.

[00:17:57] Is there anything that like turn, you turn that corner like that you can remember like

[00:18:01] this is terrible?

[00:18:02] This is terrible but maybe there was like one sale or a string of like like a good client

[00:18:06] or like a really good deal.

[00:18:08] Anything you can remember.

[00:18:10] Dr. Remember, I think after the first year I got through and then like the second year

[00:18:15] I tripled how much I made which wasn't a lot by the way but I still was able to triple

[00:18:22] it and I was like, you know what?

[00:18:23] If I can triple this then I can triple it the next year.

[00:18:27] So it's just a matter of sticking with it and I knew after the first year like I knew

[00:18:32] I wanted to do it and I knew I wanted to be good at it and for me like that was all

[00:18:36] I needed to just kind of push through all the bad parts.

[00:18:40] Yeah.

[00:18:41] Sticking with it just like we are as Eagles fans.

[00:18:44] As much as we want to just die over the last couple of years after they lose these games

[00:18:51] like we still wake up and we throw on 97-5 and we listen to the misery of the Eagles

[00:18:59] Kingdom of fans saying, he's like, what are you going to do with the coaches?

[00:19:04] My son's like after the game he like takes his jersey off.

[00:19:07] He's like, I'm done with this.

[00:19:09] I'm burning this dad.

[00:19:10] Like what?

[00:19:11] It's starting.

[00:19:12] You know, you still have to wear that jersey next year so you know if they draft like

[00:19:17] that good wide receiver in April you'll be like, oh my god I can't wait till the season

[00:19:23] starts.

[00:19:24] Exactly.

[00:19:25] Nice.

[00:19:26] All right.

[00:19:27] So here's a good question.

[00:19:28] So you work with family.

[00:19:29] I work with family too but you have kind of a unique situation.

[00:19:34] So your family owns a remax.

[00:19:36] It's your uncle and your mom's been in the business.

[00:19:38] Your cousin Tom's been in the business.

[00:19:41] You're unique in the fact you've never switched.

[00:19:43] So you started with remax.

[00:19:46] You're still there today which is super admirable because most people in real estate as you know

[00:19:51] I mean, I run a brokerage like people flip flop every two, three, five years.

[00:19:57] They leverage themselves to go get more.

[00:19:59] Oh, I got a better split.

[00:20:00] Oh, they gave me the good office.

[00:20:01] Oh, I got more leads.

[00:20:02] Oh, I'm working with such and such now.

[00:20:04] My business is doing a skyrocket.

[00:20:05] Like you and I have heard it time and time again.

[00:20:07] So, so I applaud you for that.

[00:20:09] I think that's awesome.

[00:20:11] But so working for the same brokerage and most of the time, you know, this is nothing

[00:20:17] negative.

[00:20:18] I call them big box shops just like Mooney calls them big box insurance for like state

[00:20:22] farm and all state because they're the big real estate companies.

[00:20:26] So what are some of the benefits you've had working with remax over the years and are there

[00:20:30] anything that you wish were a little different or you were like intrigued about over the

[00:20:34] years because you're like, Hey, are we stuck with it?

[00:20:37] And I don't know what the grass is like on the other side.

[00:20:40] So is there any anything that you wish was like a little bit different about your environment?

[00:20:45] As far as company goes, no, that it was just never an option to kind of look out at different

[00:20:50] you know, different companies.

[00:20:54] People ask me like, Oh, you work with your family and I guess I do but I really don't

[00:20:58] think I do because I can go like two weeks without seeing my mom.

[00:21:04] I don't actually like work with her.

[00:21:06] Better car though, too.

[00:21:07] Yeah.

[00:21:08] If you don't see her in two weeks, she's still better call.

[00:21:09] Let's know if you're coming back to have an intern for Sunday dinner.

[00:21:13] Yeah.

[00:21:14] No, but she's like everybody else.

[00:21:15] Like she needs an appointment to like walk into my physical office.

[00:21:19] She knows I'm on the phone doing lead generating.

[00:21:21] Like she's like, don't call me from in the morning.

[00:21:24] Call me like after like noon.

[00:21:26] But don't call me in the morning because I'm hitting the phones.

[00:21:29] So you know, I don't really, I never really looked at it as, Hey, this is like, I don't

[00:21:36] know that it was a, if it was a family, you're not like a family team.

[00:21:39] Your businesses are separate even though you happen to work at the same company.

[00:21:43] Exactly.

[00:21:44] We're very, we're like independent, independently owned and operated like I don't even

[00:21:48] really think of them as working, as working with my family.

[00:21:52] So what would you say are some of the benefits we're working at a company like Remax?

[00:21:57] What are the things you like about where you work?

[00:21:59] But one thing I like is that I can do whatever I want.

[00:22:01] Like I really don't have to do, we have maybe two meetings a year that I show up to.

[00:22:07] Nice.

[00:22:08] And other than that, like I don't have to, I don't have to do anything.

[00:22:10] Like there's no structure at all.

[00:22:12] I can, I can do 100% my own structure.

[00:22:14] That's awesome.

[00:22:15] So I love the freedom.

[00:22:17] So they do that for everyone or just the people that hit in certain,

[00:22:21] just because Ryan's crushing it.

[00:22:23] Yeah, here's the thing.

[00:22:24] So I'm like, as long as you pay your bill, you can pretty much get away with murder in

[00:22:29] here, right?

[00:22:30] If you don't pay your bill, like, okay, they're going to have a conversation with you.

[00:22:34] What's the bill?

[00:22:34] What do you mean the bill?

[00:22:35] Is that also mean you can take your shirt off at the company holiday party and then on

[00:22:39] top of the table and chug your beer?

[00:22:43] If you want, that used to happen at the old part back in the day.

[00:22:48] Not so much recently.

[00:22:49] I mean, we know Sean's done it.

[00:22:50] I mean, Ryan and I would never do anything like that because if we did,

[00:22:54] I think we would get in trouble with people like why,

[00:22:56] why are Tim and Ryan doing that?

[00:22:58] But people look at you do it and they're like, Oh, yeah, of course.

[00:23:01] Mooney's here.

[00:23:02] It's this thing.

[00:23:02] It's completely normal for Sean.

[00:23:03] That's right.

[00:23:04] They're like, and they're playing BC boys.

[00:23:06] So of course you would be getting up and doing that.

[00:23:10] Touch, I can't get you off my feet.

[00:23:12] Can we talk about this for a little bit?

[00:23:15] I can't get rid of you.

[00:23:18] You're at, I mean, your videos are great, man.

[00:23:21] Talk a little bit about those because you kind of just started.

[00:23:24] Honestly, you started doing it.

[00:23:26] You started very consistently.

[00:23:28] I noticed on Instagram.

[00:23:29] So Instagram's kind of like my platform.

[00:23:31] That's what I like.

[00:23:32] But dude, your videos, Twitter Instagram.

[00:23:36] Oh, yeah.

[00:23:36] I mean, I don't really jump on.

[00:23:38] I don't jump on.

[00:23:39] I definitely like my space.

[00:23:41] Everywhere.

[00:23:43] I don't think I'm on my space anymore, but the way they were older videos.

[00:23:49] They could be older videos.

[00:23:50] Yeah.

[00:23:52] The way the way that was put to me and I was never like big into social media.

[00:23:56] Like I never, I just never was really into it.

[00:24:00] But the way someone described it to me, this was recently in the last like probably

[00:24:04] like a year and a half, they were like, listen, it's not social media.

[00:24:07] It's media.

[00:24:09] And you have far better leverage to get out there with media than if you just

[00:24:14] are hitting the phones or sending emails to your database.

[00:24:18] It's just it's just a it's just a highly leveraged activity to do.

[00:24:23] And can you tell us some of the responses you've gone it from like clients that

[00:24:28] have reached out, maybe some cold people that were like, hey, I saw this or saw

[00:24:32] that.

[00:24:33] You know, and I'd like to work with you.

[00:24:35] Just some, some wins that you've kind of gotten.

[00:24:39] Yeah.

[00:24:39] Yeah.

[00:24:39] Like people, people will think they know me before like I even know them and I already

[00:24:45] have like it's like I have leverage over them.

[00:24:47] It's like it's like I have credibility.

[00:24:48] Like the second I walk in the door, they'll be like, oh, I know you from your,

[00:24:51] from your videos.

[00:24:53] And it's just it makes the, it makes the process of doing business a lot easier.

[00:24:57] They know and trust me.

[00:24:58] So does that convert?

[00:24:59] So in that scenario, is it change the dynamic from a cold lead to a warm lead?

[00:25:07] Would you say because now that part there, there, there is a relationship.

[00:25:10] Yeah.

[00:25:11] But not really.

[00:25:12] It's kind of artificial, but at least they know what you're about and, you know,

[00:25:16] and then what you do.

[00:25:18] Yeah.

[00:25:18] It's still a cold lead to me.

[00:25:20] Yeah.

[00:25:20] But they, but they have credibility with them.

[00:25:22] So it's, it's much warmer.

[00:25:24] The resistance is down.

[00:25:25] They're not asking as many questions or not as you know, very like clear.

[00:25:29] Not want to hurt all of doing, you know, getting that initial contact of.

[00:25:34] Yeah.

[00:25:35] Yeah.

[00:25:35] It's like absolutely.

[00:25:36] It's like no one like there.

[00:25:38] I don't know them.

[00:25:38] They already like them.

[00:25:39] They've seen a video.

[00:25:40] Now he, now he comes to the front door and he's delivering.

[00:25:44] Hey everyone.

[00:25:45] This is Tim, your favorite bricks and risk co-hosts.

[00:25:49] But don't tell Sean.

[00:25:50] I hope you're enjoying this episode and I'll get right back to it in a moment.

[00:25:54] Our audience grows through word of mouth.

[00:25:57] So if you would please take a moment of your time and give us a review on the platform

[00:26:01] you're on, that would be fantastic.

[00:26:04] Please also help spread the B&R word by sharing your favorite episode with a friend.

[00:26:09] We greatly appreciate your time and trust now back to the show.

[00:26:19] So here it brings up something else I had here, which I didn't know.

[00:26:22] So you and I grabbed lunch a couple months ago just to like catch up and like see

[00:26:25] how everyone's doing and you know checking on each other's businesses.

[00:26:28] But one thing you told me which I didn't know about your business is that

[00:26:31] you're primarily listings, which means you work with sellers like almost exclusively.

[00:26:37] And I was like wow, that's super impressive.

[00:26:39] Like not too many people can say that.

[00:26:40] Not too many people can say that what the amount of volume you do as well.

[00:26:44] So what was it?

[00:26:45] Like how long have you been that way where it's like if you get a buyer client,

[00:26:49] you're more or less giving that to an agent that you trust and collecting probably

[00:26:53] like a referral for your building a relationship or something through that.

[00:26:57] And then you're you're literally laser focus on the niche of just working with sellers.

[00:27:03] So talk a little bit about that, like what made you start going that direction?

[00:27:08] So I did that probably right around like COVID is when I stopped just yeah.

[00:27:14] Right when COVID started just kind of let that aspect of it go.

[00:27:18] You know, it's funny.

[00:27:19] I was I was I was helping my brother buy a house and my brother's like literally

[00:27:24] like the closest person in my life.

[00:27:25] Yeah.

[00:27:26] And I just remember he's in the all these amaniacs.

[00:27:29] Sorry.

[00:27:29] He's a me.

[00:27:30] Yeah, he's still maniac by the way.

[00:27:31] Oh, I know.

[00:27:33] But he was asking me all these questions and like we're running out looking at properties

[00:27:37] and it's like what should I bid?

[00:27:38] What should I bid?

[00:27:38] And I'm like, I don't know like this.

[00:27:41] You know, and I just remember thinking like I don't really like this process of it.

[00:27:46] Yeah.

[00:27:46] I don't I don't enjoy it that much.

[00:27:48] And I love my brother, but I love I love like the other side of it.

[00:27:52] Like listening to property helping someone to get it price correctly, like doing all

[00:27:56] that stuff.

[00:27:57] Like I love the salesmanship in that.

[00:27:59] Can you go a little further?

[00:28:01] Like to me as an outsider, not a real estate person.

[00:28:04] What what's the difference?

[00:28:06] What like I would think it would be kind of the same type of transaction.

[00:28:12] Whether you're on that side or that side.

[00:28:13] What what's the main difference that you see with those two?

[00:28:20] Well, with a with a seller, you did.

[00:28:22] Bridge because you can only you can only work with so many buyers because they're

[00:28:26] looking all over the place.

[00:28:28] Yeah.

[00:28:29] You can't sell.

[00:28:30] You can't you can't work with 100 buyers in a year, but you can work with 100 sellers.

[00:28:34] Okay.

[00:28:34] Your your your your your your hour per hour productivity is going to be higher working

[00:28:40] with sellers.

[00:28:41] Yeah.

[00:28:41] Also what's interesting to about working with sellers, you really have to be one

[00:28:47] of the top in your field to be attracting seller clients because again, I've always

[00:28:51] made the example a buyer will just reach out to someone they know their cousin,

[00:28:55] their friend, their neighbor.

[00:28:56] Someone who's got a real estate license say, Hey, I'm in the market to buy a house.

[00:28:59] Can you help me?

[00:29:00] They're less selective.

[00:29:02] A seller, especially in the market that you deal with, which is the mainline market

[00:29:05] right outside of Philadelphia is they could I always make the example.

[00:29:09] A good seller can make 10 calls in one day.

[00:29:13] And I would guarantee that all 10 of those agents that they call would be at their doorstep

[00:29:18] within 24 hours or less ready to make a listing presentation.

[00:29:22] So sellers have leverage in that they can pick and choose and be very selective as

[00:29:28] the who they want to work for.

[00:29:29] And they're looking at guys like Ryan because they're like, look at your volume.

[00:29:32] Like I see your signs all over town.

[00:29:34] Like I see your videos.

[00:29:36] I know you've been doing this for a while.

[00:29:39] So being a listing expert, being a seller expert is difficult in itself.

[00:29:45] Not only that it's just I make the example because I'm like, you know, as well as I know,

[00:29:49] it's like they call all these agents like, Oh, I got a 800,000 hour house.

[00:29:54] Like do you want to come over and like tell me what's worth it?

[00:29:56] Like when can I be there?

[00:29:58] Can I be there?

[00:29:58] Say afternoon.

[00:29:59] Can I be there tonight?

[00:30:00] Can I be there tomorrow?

[00:30:01] Like that's how people respond.

[00:30:03] So I find it super interesting that you've like chosen that path because working with

[00:30:09] someone like your brother is like, again, how much closer can you be with someone?

[00:30:14] And want to help them find the home that works best for them and their family,

[00:30:19] but also knowing yourself and being like, it's my brother.

[00:30:23] I still don't want to do this.

[00:30:24] Like this is not my vibe, which is cool because you could probably work like the amount

[00:30:31] of time it takes to work with a buyer.

[00:30:34] Like you could have like five listings for every like one buyer because a buyer

[00:30:39] could have you out three days a week, weekends, week nights, like hours and hours

[00:30:45] a week to be like, I don't like this.

[00:30:47] No, I don't like this or like we can make an offer, but I want to go super low.

[00:30:50] And you're just like, that's going to take me two hours just to like comp it,

[00:30:55] ride it, send it, and then have them tell me no because we're too low.

[00:30:59] So it could be a to your point.

[00:31:01] It's a lot of work working with buyers.

[00:31:03] It's a ton of work working with sellers too, but you have to be at a certain

[00:31:07] point in your career to really consistently work with sellers to always have

[00:31:11] listings to have signs up on the street because it's a respect thing.

[00:31:14] I mean, you're not going to get it unless you're really good.

[00:31:16] So that was an intentional thing that you did,

[00:31:19] to teach.

[00:31:20] Yeah.

[00:31:21] You said this is what I want to do.

[00:31:23] So you obviously then walked away from business, right?

[00:31:27] If you're trying to just align with the listers or listings,

[00:31:31] can you talk about that as well?

[00:31:33] Like telling no to people or what intentional moves you made to then just

[00:31:39] get funneled into the listings only.

[00:31:43] Yeah, I had to let that part go and I think with like as entrepreneurs,

[00:31:47] like we're all, you know, we see an opportunity, we just want to run out like,

[00:31:51] oh, money, let's go in that direction.

[00:31:54] Yeah.

[00:31:55] But I had to just let go of that and I have, I have lost business from it,

[00:32:00] but I've also gained like a lot out of it.

[00:32:02] And I, I made the switch.

[00:32:05] I was very intentional.

[00:32:06] Like I literally like burned the bridges.

[00:32:08] Like I don't even have one of those, um, those, uh, those key pads to like get,

[00:32:12] like I don't even have that anymore.

[00:32:14] Oh yeah.

[00:32:14] So little, uh,

[00:32:16] you're the app now to get into like electronic lock boxes,

[00:32:20] which are like the worst things I were ever invented.

[00:32:22] They're not, they're not, they're not, uh, they're not big in the city.

[00:32:24] But there are some agents still using the suburbs and I, they're terrible.

[00:32:28] Yeah.

[00:32:28] I don't even have that.

[00:32:29] So I, I just, I just don't do it.

[00:32:31] I don't enjoy it.

[00:32:32] And, uh, I just focus in on, it actually makes my day easier.

[00:32:36] Like I know exactly what I, what my, what my intention is and that's to go out

[00:32:40] and find a motivated seller.

[00:32:41] Yeah.

[00:32:41] That's awesome.

[00:32:42] All right.

[00:32:42] So here's a good question.

[00:32:43] So I think you would agree with me that 2023 was a tough year.

[00:32:48] It was one of the slowest years in decades.

[00:32:51] Um, what are your thoughts on 2024?

[00:32:55] So we're getting a lot of mixed signals out there.

[00:32:58] And I'm not going to put you on the spot too much.

[00:33:00] But you kind of are well, of course I am.

[00:33:03] Uh, but you know, some experts are like, Hey, you know, it's because,

[00:33:08] you know, if rates go down a little bit, you know, the,

[00:33:11] the demands still going to be there and then and the supply is going to be low.

[00:33:15] And therefore prices are going to keep going up, which is what we've seen for

[00:33:19] the last couple of years.

[00:33:20] What are your thoughts on 2024?

[00:33:22] Like what are you seeing out there?

[00:33:24] So I think it's going to be very similar to 2023.

[00:33:27] Um, the change from 2022 to 2023.

[00:33:30] There was in 2022, there was six million transactions nationwide.

[00:33:34] And then in 2023, there was, I think like four million or three point nine.

[00:33:38] Yeah.

[00:33:39] So that was like a 20% cut, which means we all get paid pretty much less, right?

[00:33:45] Yeah.

[00:33:46] Which is significant.

[00:33:47] But I think 2024 is going to be pretty similar to that there.

[00:33:51] I think there, there may be like 4.2 million transactions.

[00:33:54] They're still, they're still trying to figure out how the rate,

[00:33:58] the rates are going to affect this.

[00:34:00] I think it's going to be pretty much the same.

[00:34:02] Yeah.

[00:34:02] Are you less impacted or more impacted?

[00:34:05] What's the, you know, if, if last year was the way it was being a listing agent,

[00:34:10] does that skew you differently?

[00:34:13] How does that impact us?

[00:34:14] Yeah.

[00:34:15] Yeah.

[00:34:15] Yeah.

[00:34:16] 100% it does.

[00:34:17] I mean, people are locked in.

[00:34:18] They don't want to, a lot of people don't want to move because they're locked into these low

[00:34:22] rates.

[00:34:23] So they don't straight it two or three for us six.

[00:34:26] Yeah.

[00:34:26] And that's just going to, that's just going to decrease the number of transactions.

[00:34:30] And so how do you dig it out?

[00:34:31] Like I'm just trying to get into your mindset is like, okay, I've committed to this.

[00:34:36] Now I got to go find it.

[00:34:38] Like, are you just trying to turn over every stone, work every relationship?

[00:34:43] Or is it more so you're, you're just established enough where you're getting those people reaching

[00:34:49] out enough, you know, when they want to sell?

[00:34:54] I think it's, I think it's both like I literally like my whole day is set up to prospect

[00:35:00] to lead fault.

[00:35:01] My leads every single morning.

[00:35:03] So I'm, I'm constantly like looking and, and, and pre qualifying sellers seeing who's

[00:35:09] real, who's not.

[00:35:10] So yeah, so it's a little bit of both.

[00:35:13] So you're just building the funnel to get is a numbers game, right?

[00:35:16] So like your build up a funnel, get enough people in there and then that will get to

[00:35:23] the point of where I need to be on the listings.

[00:35:27] Yes, 100%.

[00:35:29] Yep.

[00:35:30] That's nice too because you're, so the mainline market is still tight.

[00:35:34] So inventory is still tight.

[00:35:37] Knowing that you don't really work with buyers, when you're talking to sellers, let's say,

[00:35:42] who you don't know and you're reaching out to them, it's like, Hey, you know, I'm an expert.

[00:35:46] I just sold the one down the street, whatever the conversation goes.

[00:35:50] And you're kind of asking where they at are most of the answers you're getting.

[00:35:55] I don't want to move because my rates like 3% and I'm just not interested in paying more

[00:36:02] for something inferior to what I have and then paying 6%.

[00:36:06] Yeah, there's got to be a compelling reason for them to move.

[00:36:09] And that's something that you know that that's going to be up to them.

[00:36:11] Like I'm not going to my goal is not to talk someone into moving.

[00:36:15] It's to help them move if they choose to do so.

[00:36:17] Yeah.

[00:36:18] So, you know, it's just finding those people that actually want to move and helping them.

[00:36:23] So they've committed and then you're just the support on the back end.

[00:36:27] Yeah.

[00:36:28] Yeah.

[00:36:28] Like I don't talk, I don't talk anybody into doing it.

[00:36:31] Yeah.

[00:36:32] They commit and then I jump in at that point, but I have to go through a lot to find that person.

[00:36:40] Yeah.

[00:36:40] Qualify them and all that.

[00:36:42] Yeah.

[00:36:42] Cold calling, getting hung up on having people call me a name that my mom didn't give me all that stuff.

[00:36:50] Which we won't use.

[00:36:51] Have you ever had to fire a client?

[00:36:54] I love asking this question.

[00:36:55] You know, you know, throw your hands up in the air, how to walk away.

[00:37:00] Where you're like, you know, there's just no working with this person.

[00:37:04] Yeah.

[00:37:05] Yeah.

[00:37:06] Of course.

[00:37:07] I mean, there's tell us the real estate.

[00:37:10] There's, I mean, there's, there's a few.

[00:37:12] It hasn't probably like once every two years, I'll get someone that's just very, very difficult to deal with.

[00:37:19] And not worth your choice.

[00:37:20] Yeah, they're just going to blame you for everything.

[00:37:23] Anything you do is not going to be right.

[00:37:26] And you're going to what I found is you're going to question that.

[00:37:28] Like you can hold them in a contract and kind of hold on hostage and just, you know,

[00:37:33] bought heads with them or you can just let them go.

[00:37:36] Yeah.

[00:37:36] And I've done both.

[00:37:38] And when you, when you, when you have that drag, I'm constantly like questioning like what we're doing.

[00:37:44] And are we doing a good enough job?

[00:37:46] And it's just, it's just now to the point where I'm just like, you know what?

[00:37:49] You want to go?

[00:37:50] No problem.

[00:37:51] Hey, wish you the very best.

[00:37:52] See you later.

[00:37:54] Don't let the door hit in the ass and go find someone that's going to be appreciative.

[00:37:58] Oh, nice man.

[00:38:00] Well said we just had someone that did that very recently and yeah, it was just,

[00:38:05] it's a relief.

[00:38:06] It's honestly, it's a relief to just move on.

[00:38:08] Oh, yeah.

[00:38:09] Well, they don't like you.

[00:38:11] Yeah, they're not like we're going to like them.

[00:38:13] Yeah.

[00:38:15] Then they left and you're like, yo, the door did hit him on the ass even better.

[00:38:20] Just made my day.

[00:38:22] All right.

[00:38:23] So here's another thing.

[00:38:24] Another question we ask and your answers were great.

[00:38:27] So it's like, what do you love most about business and two of the things that you mentioned?

[00:38:31] We're goal setting, which we've kind of brushed upon.

[00:38:34] And then also competition.

[00:38:36] So talk about that a little bit because again, you know, we went to high,

[00:38:39] we have to grade school together.

[00:38:39] Went to high school together.

[00:38:41] You were phenomenal.

[00:38:42] A corner together.

[00:38:44] Yeah.

[00:38:44] Well, I didn't add new graders.

[00:38:46] Yeah.

[00:38:47] How about that?

[00:38:47] That went to the Super Bowl this year down in Orlando.

[00:38:50] Well, this is how it really?

[00:38:51] Yeah.

[00:38:52] I didn't know that.

[00:38:53] Yeah, send you the link.

[00:38:54] This is how my buddies who's

[00:38:57] he goes to St. Luke's, they played together.

[00:39:01] Matt Moyer is kid.

[00:39:03] Really?

[00:39:03] Yeah.

[00:39:05] This is, well, this is how we figured out that Mooney knew you too.

[00:39:08] So I've known you since first grade, but Mooney was like, you know, I've known,

[00:39:11] I've known two since we were eight.

[00:39:13] I'm like, what?

[00:39:14] Just like sports.

[00:39:15] He's like, having to enraiders.

[00:39:17] Yeah.

[00:39:17] Nice.

[00:39:18] That's all.

[00:39:18] Yep.

[00:39:19] That's on that.

[00:39:19] No, yeah.

[00:39:20] Very cool.

[00:39:22] I was very serious back then too.

[00:39:24] Yeah.

[00:39:25] Of course.

[00:39:26] So let's talk about competition.

[00:39:28] So again, you know, I think you would probably agree with me.

[00:39:30] I mean, real estate like insurance is like it's a full contact sport.

[00:39:34] Yep.

[00:39:35] Like it's like people are throwing elbows and talking trash to get another deal.

[00:39:41] So what about competition really drives you in real estate?

[00:39:45] What do you love about that?

[00:39:47] So it's, I think it's just fun.

[00:39:48] I mean, we're not, you know, we're not playing football anymore, right?

[00:39:52] We're not playing having to really chest or baseball.

[00:39:54] Right.

[00:39:55] I think that's all.

[00:39:56] So the, I feel like it's the competition of just, you know, outlasting someone

[00:40:02] and being better and constantly trying to improve like what's asking yourself?

[00:40:06] What's working and how can I do more of it?

[00:40:08] Like that's, there's a part of that that's like very fun to me.

[00:40:12] That's awesome, man.

[00:40:13] I love that.

[00:40:13] And it is.

[00:40:14] It is.

[00:40:15] Like we're going to cut through a business like we're competing for resources

[00:40:19] out here.

[00:40:20] Yeah.

[00:40:20] Well, it's blows for blows too, right?

[00:40:22] So like you have an agent that beats you out and then, you know, you, you know,

[00:40:27] you want to go back at them and try to do the same back to them.

[00:40:30] I mean, it's the same thing as a, you know, any type of sports game.

[00:40:34] Yeah.

[00:40:35] Nobody likes to lose.

[00:40:36] Nobody likes to lose at all.

[00:40:37] Yeah.

[00:40:38] Your statement.

[00:40:40] Um, so here's another thing.

[00:40:41] Do you have a, do you have a tip for our listeners out there?

[00:40:45] So again, our audience is more real estate and insurance focus.

[00:40:48] But you have a tip out there for those that are either in real estate already looking

[00:40:52] to get better.

[00:40:53] Those who are like interested in real estate and the advice you want to give?

[00:40:58] Yeah, I think you, uh, and I mentioned this proximity is power.

[00:41:03] So if you're, if you want to do something, like seek out those who have done it,

[00:41:08] done it before.

[00:41:09] So if you're looking to scale a mountain, like you can't just like go to like a,

[00:41:12] like a professor that talks about scaling the mountains.

[00:41:15] Like you need to go to the person who actually scaled the mountain and came and had done it successfully.

[00:41:21] Yeah.

[00:41:21] Um, so, so get in proximity with someone who's done what you want to do.

[00:41:26] And I mean, there's, there's a couple of ways you can do it.

[00:41:30] Like you can go to someone who's doing like way more business than you are,

[00:41:33] whether you're in insurance or real estate, they're going to give you tips

[00:41:37] or you can go to someone that is maybe like two steps ahead of where you are.

[00:41:41] So if you're at 20, if you're at like a 20 deals a year and you want to get to like 40,

[00:41:45] you know, I would probably go to that 40 person a deal year rather than the person who's selling 300 homes a year.

[00:41:52] Right.

[00:41:53] Because they're going to be it, they're going to, they're going to remember exactly where you are.

[00:41:56] And they're going to tell you exactly the things that they did so that you can,

[00:42:00] you know, you can improve on on what your, your production is.

[00:42:04] Has this played into like you like choosing the right coach over the years as well and being like,

[00:42:10] this is where I want to go.

[00:42:12] Like this is what, like when you said, hey, I just want to work with sellers.

[00:42:15] Like I don't want to work with buyers anymore.

[00:42:16] Like would you say it applies to that as well?

[00:42:19] Yeah.

[00:42:19] That 100% and as far as like coaching goes, like I was in one coaching environment

[00:42:25] where someone would be up on the stage and we'd all be looking at them and they talk about,

[00:42:30] you know, the, they'd ask people like how, you know, what kind of cardio drive Tim?

[00:42:34] Sean, you know, how big's your house?

[00:42:37] And then, you know, you guys would give answers and they'd be like, well,

[00:42:39] you need to bet, you need to get a bigger, better car.

[00:42:41] You need to get a bigger house.

[00:42:43] And the whole thing was predicated on like motivating you to raise your income.

[00:42:48] I'm sorry, raise your expenses so that you, that motivated you to go out and work more.

[00:42:53] Now I'm at a point where the guys that I run with now are like,

[00:42:58] it's all about financial freedom and having making investments

[00:43:04] buying cash flowing assets that pay you money, right?

[00:43:07] So that, you know, we don't have to do this for the rest of our lives.

[00:43:10] I may want to do it the rest of my life, but I want the option to not have to do it the rest of my life

[00:43:14] on your terms and that exact on my terms, exactly.

[00:43:18] And that's been super helpful over the last probably like, probably like four years since I was in that.

[00:43:23] It's been, I'm just very crystal clear on what I want.

[00:43:26] Here's another question that relates to that.

[00:43:28] So knowing that you've been a solo agent your whole career,

[00:43:31] you're totally focused on listings.

[00:43:34] Have you thought about maybe getting your own buyer agent at some point like someone

[00:43:39] that you can, you know, it could be someone that you can mold yourself

[00:43:44] or it could be someone that's like, Hey, I got two years experience, four years experience.

[00:43:48] And, you know, I've done a lot of buyer deals and I'd love to do your buyer deals.

[00:43:52] Is that, is that ever crossed your mind as an opportunity to kind of,

[00:43:54] it's like what you're saying?

[00:43:55] You're going to make some income off of that agent.

[00:43:57] I mean, I've run a brokerage.

[00:43:58] We have plenty of agents, some barely do any business and some are multimillion dollar producers.

[00:44:04] So have you ever thought about that direction as like a way to kind of like,

[00:44:08] Hey, I'm still making some income off what I already have, but I can kind of take a step back.

[00:44:12] Yeah, I thought about that.

[00:44:13] I think, I think the, uh, the trap that you can go down is that, you know,

[00:44:18] that agent works with, you know, I think my perception before was that agent works for you.

[00:44:24] So whatever they do, you get a piece of that.

[00:44:26] But in reality like you were, you're going to be involved in that business.

[00:44:30] Yeah.

[00:44:31] So I'd rather just kind of be a little bit more arms length from it,

[00:44:34] kind of hands off and not having to take calls at night about, Hey, they,

[00:44:39] you know, they have a question about this.

[00:44:41] They need the utility bills.

[00:44:43] Like my business is very structured that like I don't really want to get into it.

[00:44:48] I don't want to, I don't want to, I don't want to have any distractions.

[00:44:51] Yeah, it's almost like you prefer like not to manage people, but like manage your own time,

[00:44:58] your own investments.

[00:44:59] Like you said, syndication things like that.

[00:45:01] It's like, Hey, that's, you can just make those decisions yourself.

[00:45:05] You're not worried about, Hey, if someone doesn't show up and you're like,

[00:45:08] yo, I need you here because I got a buyer client here waiting for you.

[00:45:12] Or like they called me.

[00:45:13] They're waiting for you to call back.

[00:45:14] Then yeah, it's, I mean, you got, you got a couple of people working for you.

[00:45:18] So, but I think one of the take away

[00:45:21] from what you just talking about in when you ask like, Hey, how about some tips

[00:45:26] for maybe some people that are thinking about doing this or maybe like new in the business.

[00:45:31] I think that key of what he just outlined right there is a can be a huge

[00:45:37] mongest benefit for people that are in the business.

[00:45:43] He just mapped out yet a laser focus on what you want to do

[00:45:50] and how you want to get there.

[00:45:54] And you will get there faster.

[00:45:56] And it'll be the dividends paid on that will be way more.

[00:46:01] And I think that if more people don't get the shiny objects and go chasing this

[00:46:07] and chasing that, and they just get dialed in on what they want to do

[00:46:12] and how they want to get there.

[00:46:14] I think there's tremendous success in that.

[00:46:17] Yeah, agreed.

[00:46:18] Awesome point by the way.

[00:46:21] So here's our, here's our last one.

[00:46:23] So is there a go to quote that you like?

[00:46:28] Yes.

[00:46:29] Do you remember how I was going to want me to read it back to you?

[00:46:32] What I can sing it.

[00:46:34] I'm pretty good at showtons.

[00:46:35] Yeah, read it back.

[00:46:36] I think it's there's no, there's no such thing as perfection only perfect effort.

[00:46:41] Yeah, man, right?

[00:46:41] You got it.

[00:46:42] Is that do you know who said that or is that just something you picked up along the way

[00:46:45] that you just really, you kind of a bye-bye, you believe in it?

[00:46:48] I heard that and I was like, wow.

[00:46:51] That's so like that's such a great quote because how many times do we try to do

[00:46:55] something and we're like, oh, I got to learn more about it or it's got to be perfect.

[00:47:00] Yeah, just do it.

[00:47:01] Have it be screwed up.

[00:47:03] And then the next time you do it, you're, you're perfecting it.

[00:47:07] You're making it, you're making it better.

[00:47:09] And if you just keep doing that consistent, those consistent actions over time

[00:47:13] are going to turn you into professional.

[00:47:14] Yeah.

[00:47:15] I've seen the bloopers real toots.

[00:47:17] Oh, yeah.

[00:47:19] But I don't know.

[00:47:20] Hey, I'm a year, I'm a year into those videos and I'm still very uncomfortable doing them.

[00:47:24] Yeah.

[00:47:25] I hate it.

[00:47:26] I hate it.

[00:47:26] I hate doing it.

[00:47:27] It's very out of my comfort zone.

[00:47:29] But I'm committed to doing it because the internet's not going away.

[00:47:33] People that are on those sites like Instagram, TikTok and you know,

[00:47:37] you see gains from it.

[00:47:39] I mean, it's like you put the work in.

[00:47:42] You stay consistent with it.

[00:47:44] And it's going to provide you business.

[00:47:48] It is.

[00:47:49] It's, it's going to pay off.

[00:47:50] It hasn't, it hasn't paid off like what I put into it, but you can't just try something

[00:47:54] for a year and it's like, oh, it doesn't work.

[00:47:56] Like I'm committed to doing it.

[00:47:58] It's not going to go away.

[00:47:59] But I made the point of the bloopers because it's not always perfect.

[00:48:02] Right?

[00:48:03] Like, but it doesn't have to be perfect.

[00:48:05] Yeah.

[00:48:05] Not really good example of you showing people it's like, hey, this is what it takes.

[00:48:08] Like I had to do this thing like 10 times just to get it to sound decent.

[00:48:12] And yeah, and that's awesome.

[00:48:14] Man, it's good to be vulnerable through things like that show people you're a real person

[00:48:18] just like anyone else.

[00:48:20] And I think people take a lot away from that as well.

[00:48:23] So why don't you tell people best way to reach out to you if someone's looking for advice.

[00:48:29] They want to know more about how to become an expert listing agent.

[00:48:32] Maybe share with the audience like how they can reach out to you.

[00:48:35] What's the best way to get in touch?

[00:48:37] So you can just Google my name, go to Ryan Petruchi.

[00:48:39] You'll see my website Ryan Petruchi.com.

[00:48:42] Now that is not to be confused with the Ryan Petruchi that's in West Virginia.

[00:48:47] Whoa, there's also another Ryan Petruchi in West Virginia who's a real estate agent.

[00:48:53] He's the same age as me.

[00:48:56] And he kind of looks like me like if you look online.

[00:48:59] Yeah.

[00:48:59] What's going on?

[00:49:00] You're like he's got a beard.

[00:49:01] He's got a blazer.

[00:49:05] That's awesome.

[00:49:07] Yeah.

[00:49:07] So I get calls for his stuff.

[00:49:08] So like, so we're going to Google Ryan Petruchi not West Virginia.

[00:49:12] I am Petruchi from the hills of West Virginia.

[00:49:16] That's right.

[00:49:16] Yes.

[00:49:17] Hi man.

[00:49:19] Hey Ryan.

[00:49:19] Thanks so much for coming on today.

[00:49:21] Thanks Ryan.

[00:49:21] Great having you and thanks everyone for tuning in to another episode of bricks and risk.

[00:49:27] You soon.

[00:49:30] Thank you for joining us on another episode of bricks and risk.

[00:49:34] Our goal is that you walk away with one or two valuable nuggets.

[00:49:38] And we greatly appreciate you sharing your time with us today.

[00:49:41] You can find all B&R episodes on Spotify, Apple Music, YouTube and anywhere else

[00:49:48] you get your podcast content.

[00:49:50] Until next time, keep learning and keep growing.