Will AI Replace Real Estate Agents? Judd Hoffman on the Future of Real Estate

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Judd Hoffman,

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welcome to Fargo Talks.

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It's good to be here.

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It's been a long time coming,

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man.

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Yes,

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it has.

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It's been a long time coming.

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How long have we known each other?

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I started FatCo in 2015,

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I think 2015,

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2016,

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so 10 years.

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So if my math's right,

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that's 11 years.

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11 years,

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10,

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11 years.

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So you've known each other.

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So the finances and numbers are here.

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Yeah,

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well,

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people that know you and know me and know our backgrounds will see this episode and be like.

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Oh my God,

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they're on a podcast together.

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Yes,

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they will.

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Yes,

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they will.

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Which is the absolute best.

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2015.

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Yeah,

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that sounds about right.

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When you came to town here and then

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I made DPK at Key Biscayne and then we hung out there when

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I was Mormon and not drinking.

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I remember it was a tequila sponsored night and I was hanging at my wife at the time.

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Now my ex was up in the room and it was like midnight.

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Fire pit.

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Fire pit.

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I remember that fire pit and we're all hanging out and you're like,

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do you want to drink?

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I don't drink.

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Really?

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That's right.

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Was Katie down there with me?

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Yes.

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Yep.

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Yep.

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Yeah.

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And didn't,

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I think Don Kennedy,

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someone else joined us.

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It was a grant grant grant grant joined us and grant.

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But there was like five or six people there and I was just hanging out because I just wanted to hang out and get to know all of you.

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That's right.

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Fire.

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And,

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uh,

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that was like,

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I remember that conversation.

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That was one.

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It was wonderful.

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Yeah,

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it was great.

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And we just,

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and we always just stayed friends.

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Yep.

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you know and uh well fortunately unfortunately now due to medication therapy i've gotten through a lot of it so i accept you for who you are and it's fine you know it's all it's all good and um you know you're you're a guy that you're an enigma to me because you're

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one of the smartest guys in the room i'm not blowing smoke up your skirt you just are you're driven and but you're so good at analyzing people like you're one of the best readers of people i've ever met in my life

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We had dinner last night with my wife and it turned into like somewhat of a getting to know you

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FBI interrogation.

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Yeah,

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I've been told that before.

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And Brandy,

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bless her heart,

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loves you and was totally down for it because she has no skeletons in her closet.

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She's like,

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I'll tell you whatever you wanted.

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But it was to see you in action was hilarious.

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Yeah,

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I think I get that from my parents,

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actually.

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Do you?

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Yeah.

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Why?

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Like diagnosing because they're doctors?

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So the diagnosis?

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It's just I think that's what they had to do to get through to patients.

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Okay.

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Literally.

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It's just.

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It brings a little closer to you.

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Perfect.

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Keep going.

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How was that?

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Good.

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So they're diagnosing.

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Yeah.

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So they,

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I think,

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I'm just trying to think because everyone says that a lot.

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I think in order to get through to people,

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you have to know who they are first.

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Right?

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And so I think I got it from them of just asking the very.

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cutting question yeah in a way that's not so cutting yeah yeah i know but i love people though well you're and is that one of the things that like has gotten you to where you are 100 um 100 i i

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i equate that portion of my personality with 100 of where i got where i am today literally it's just being able to

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Not just read people.

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I think,

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as you do it well too,

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it's you read the room,

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you can read people.

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And

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I think also you can hit on what people really want to talk about.

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Right.

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And I actually generally like people,

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which is probably a good thing.

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Yeah.

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You're a very curious person.

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Yeah,

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I definitely am.

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Right.

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Yeah.

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And I mean,

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you were telling me last night stuff that you're invested in.

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I mean,

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we talk about it or not.

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If you don't want to,

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it's fine.

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Thank you.

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Like you've got a lot of irons in the fire and there's ethical stuff we'll talk about in a little bit,

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but there's a lot of other different stuff that you're involved in.

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Yeah.

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And I don't,

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it's funny you say that.

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If you notice last night when I talked about is it's not,

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how do I say this?

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I don't invest because the investment I invest because I think it's just really cool things people are doing and cool people like I invest in people.

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So we talked about a product that I really love.

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We found literally an alcohol that we really love.

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You can mention them because we'll clip it and tag them if you want to.

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Bar Hill.

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And

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I love them.

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And we absolutely fell in love with it.

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And so I said,

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hey,

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if I like it,

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other people are going to like it.

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Why not support them?

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They also do some really amazing things for bees.

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So let's walk through.

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Is it Bar Hill?

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Bar.

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Bar Hill.

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B-A-R-R.

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And they're in Vermont?

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Vermont.

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Vermont.

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Montpelier.

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Vermont.

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You got it.

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I got it.

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I got it.

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Okay.

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It's only 12 hours.

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Only 12 hours later,

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but that's okay.

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Hang time on that one.

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Jesus Christ,

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Judd.

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But it was because you ordered a bee's knees.

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And I'm like,

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what the shit's a bee's knees?

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And so walk me through what's in it and then how you became acquainted with Bar Hill and became an investor.

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Yeah,

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I cannot believe this is actually being said.

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But yeah.

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Katie and I went to a place called The Inn in Massachusetts.

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A guy named Jesse made us a drink called Bee's Knees.

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And he made a drink and he said,

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I am utilizing a certain gin called Bar Hill.

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Never heard of it before.

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And we had it,

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loved it.

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And being who I am and Katie who she is,

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we said we should probably go to the distillery.

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So she found the distillery one weekend.

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She said,

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let's go.

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And we did it.

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And we went there and we.

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Of course,

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you know I have bees at the house.

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We love bees.

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We love what they did.

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It's a very family-oriented business.

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They showed us the whole distillery,

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and I said,

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how can I not be part of this?

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And they're just good people.

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Like,

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for instance,

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the guy,

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they also have a ginger syrup.

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And the ginger honey syrup

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I ordered to California and never got there.

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I called.

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Guy answered,

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I forgot his name.

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I could be Abraham.

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And he's like,

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I got returned for some reason.

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He sent us a new one.

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But then he sent me something that said,

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we're also helping the local elementary school.

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Would you like to be part of that?

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And I was just like,

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look who these people are.

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So yeah,

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I mean,

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you're going back to your original thing.

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I like people that do things for other people and especially with animals.

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So insects,

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anything living.

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I love it.

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And then...

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Let's talk about

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Florida and what you're doing there with Katie.

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Yeah.

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It's wild.

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I'll be very high level on this one.

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So we've decided that moving forward the rest of our life,

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we're going to have a sanctuary.

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So we're going to rescue any animal that's in need.

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And it comes from a long story that I told you last night about a bobcat that we befriended in Connecticut.

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And

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I don't want to.

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ever want that to happen to another animal when no one's going to help this animal and so katie and i decided that's what we're doing so florida land animals sanctuary all all non-profit and katie's actually becoming a pilot just

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so she can rescue animals throughout the u.s that's katie you know so um married a very intelligent way better person than me you did so yeah she is i married up 100 you you you did and she is and that's fine you

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And she knows that and you know that.

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Yeah,

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she married down.

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Yeah.

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Well,

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look at this.

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You're her walking

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501c3. Exactly.

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It is.

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It's tax-free.

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Basically,

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yeah.

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So if she could find a way to write you off,

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that would be…

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In various ways.

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That'd be glorious.

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Yeah,

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we both married up.

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So let's talk about…

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I want to get into real estate a little bit because that's what we're going to talk about a lot today is,

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you know,

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you and I met when you were at First American Title and Fat Co.

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And you were like,

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um,

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President.

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I was president of the direct division.

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Right.

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Yep.

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And

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I'll never,

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and I sell the story a thousand times is the socks.

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I'd met you and you,

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you came in and just eviscerated our sales manager.

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And we were number one team here in Vegas.

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And our sales manager was doing this wonderful open house contest,

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which I got business from.

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00:08:21.854 --> 00:08:22.193
It was like,

279
00:08:22.194 --> 00:08:22.713
it was great,

280
00:08:22.714 --> 00:08:24.034
but it was like literally from

281
00:08:24.414 --> 00:08:25.614
Memorial day to labor day.

282
00:08:25.894 --> 00:08:27.194
How many open houses can you go to?

283
00:08:27.195 --> 00:08:28.775
Whoever goes to the most gets a prize.

284
00:08:29.135 --> 00:08:31.216
And you come in and you're looking and he's so proud of it.

285
00:08:31.217 --> 00:08:31.536
And you look,

286
00:08:31.556 --> 00:08:31.776
you go,

287
00:08:32.136 --> 00:08:34.517
but aren't your reps supposed to be going to open houses in the first place?

288
00:08:34.617 --> 00:08:35.137
Yeah.

289
00:08:35.138 --> 00:08:35.758
Fuck you doing?

290
00:08:35.759 --> 00:08:36.278
Yeah.

291
00:08:36.298 --> 00:08:39.559
I always thought it was really interesting that you have to bribe someone to do their job.

292
00:08:40.860 --> 00:08:42.741
Just always find that a head scratcher.

293
00:08:44.261 --> 00:08:45.502
And that was the first time I'm like,

294
00:08:45.962 --> 00:08:46.742
fuck is this guy?

295
00:08:46.822 --> 00:08:49.863
And you were sitting right next to me and you complimented me on my socks.

296
00:08:50.344 --> 00:08:51.704
And I had my dad's

297
00:08:52.104 --> 00:08:57.126
Louis Vuitton Ashate case that he had working for MetLife when he was living in

298
00:08:57.546 --> 00:08:58.347
Astoria, Queens.

299
00:08:59.059 --> 00:09:01.160
And he was cold calling on places in Manhattan.

300
00:09:01.280 --> 00:09:01.460
Yep.

301
00:09:02.120 --> 00:09:03.360
And you caught me on that.

302
00:09:03.440 --> 00:09:04.441
And then we just,

303
00:09:04.442 --> 00:09:05.641
and then DPK happened.

304
00:09:05.681 --> 00:09:05.821
And,

305
00:09:05.881 --> 00:09:06.141
you know,

306
00:09:06.201 --> 00:09:06.941
we became friends.

307
00:09:07.461 --> 00:09:07.601
Well,

308
00:09:07.602 --> 00:09:07.841
you know,

309
00:09:08.022 --> 00:09:08.362
it's funny.

310
00:09:08.422 --> 00:09:09.062
There's more to that.

311
00:09:09.622 --> 00:09:11.583
So you talked about in the beginning about people.

312
00:09:12.363 --> 00:09:17.624
So what I've learned to do is find something either to compliment or make fun of,

313
00:09:18.024 --> 00:09:18.544
like literally.

314
00:09:19.085 --> 00:09:20.265
And good or bad,

315
00:09:20.565 --> 00:09:21.865
I think everyone that has met me,

316
00:09:22.065 --> 00:09:23.086
it's funny you just said that.

317
00:09:25.146 --> 00:09:25.887
Everyone says,

318
00:09:25.987 --> 00:09:27.347
you called me out on something.

319
00:09:27.835 --> 00:09:28.015
Right.

320
00:09:28.016 --> 00:09:28.955
And they remember that.

321
00:09:29.495 --> 00:09:29.816
And so,

322
00:09:29.956 --> 00:09:33.056
and I remember that I can actually picture that briefcase.

323
00:09:33.377 --> 00:09:35.897
I can literally see it and I can see it on the table where you had it.

324
00:09:36.277 --> 00:09:36.497
Actually,

325
00:09:36.498 --> 00:09:37.538
it was on a chair next to you.

326
00:09:37.718 --> 00:09:38.538
I'll never forget that.

327
00:09:38.578 --> 00:09:39.438
It's one of these things.

328
00:09:39.818 --> 00:09:40.779
And I remember your socks.

329
00:09:40.819 --> 00:09:42.799
I don't remember what kind of socks they were,

330
00:09:42.879 --> 00:09:43.079
though.

331
00:09:43.399 --> 00:09:43.979
Probably pink.

332
00:09:44.119 --> 00:09:44.700
I think they may.

333
00:09:44.900 --> 00:09:45.040
Yeah,

334
00:09:45.041 --> 00:09:46.080
it was like my pink face.

335
00:09:46.260 --> 00:09:46.380
Yeah,

336
00:09:46.400 --> 00:09:46.540
yeah.

337
00:09:46.620 --> 00:09:47.340
My custom suits.

338
00:09:47.341 --> 00:09:48.020
And that's where we met.

339
00:09:48.301 --> 00:09:48.661
And also,

340
00:09:48.781 --> 00:09:48.961
too,

341
00:09:49.101 --> 00:09:50.061
to be quite honest,

342
00:09:51.061 --> 00:09:53.002
we didn't become friends because of that.

343
00:09:53.122 --> 00:09:54.262
We became friends,

344
00:09:55.062 --> 00:09:56.983
whether you realize this or not.

345
00:09:57.303 --> 00:09:58.425
is it was your drive.

346
00:09:58.745 --> 00:09:59.046
I just,

347
00:09:59.086 --> 00:10:01.189
I remember what I was drawn to you about.

348
00:10:01.430 --> 00:10:06.718
It's what I'm drawn to many people that I'm still friends with today is a drive is what you told me is,

349
00:10:06.798 --> 00:10:07.099
Hey.

350
00:10:07.908 --> 00:10:09.769
And I think I'm getting this correct.

351
00:10:10.309 --> 00:10:12.289
Like you had like some kind of restaurant,

352
00:10:12.489 --> 00:10:13.830
hot dog stands.

353
00:10:13.950 --> 00:10:14.410
Burger joint,

354
00:10:14.470 --> 00:10:15.230
Fargo's drive-thru.

355
00:10:15.250 --> 00:10:15.610
That's it.

356
00:10:16.531 --> 00:10:17.751
And I heard that you're like,

357
00:10:17.851 --> 00:10:19.031
I didn't know really much about it,

358
00:10:19.051 --> 00:10:22.192
but I strategically placed my restaurant,

359
00:10:22.232 --> 00:10:24.173
my drive-thru next to someplace.

360
00:10:24.273 --> 00:10:24.873
I killed it.

361
00:10:25.453 --> 00:10:26.834
You knew nothing about title.

362
00:10:26.954 --> 00:10:27.714
You came here,

363
00:10:28.694 --> 00:10:29.354
first American,

364
00:10:29.514 --> 00:10:30.215
you killed it.

365
00:10:30.555 --> 00:10:30.795
I mean,

366
00:10:30.835 --> 00:10:35.156
it's just this recognition of pattern of someone else being like.

367
00:10:36.208 --> 00:10:37.909
We're friends because you actually work hard,

368
00:10:38.249 --> 00:10:38.449
right?

369
00:10:38.489 --> 00:10:39.670
You knew nothing about title.

370
00:10:39.830 --> 00:10:39.950
No.

371
00:10:39.990 --> 00:10:40.610
And you killed it.

372
00:10:40.710 --> 00:10:41.071
Not a thing.

373
00:10:41.311 --> 00:10:41.791
You killed it.

374
00:10:41.831 --> 00:10:44.653
And I think you were literally doing stuff like this back then.

375
00:10:44.693 --> 00:10:45.933
You were like a Renaissance person.

376
00:10:46.374 --> 00:10:48.295
I was the first one to do live streaming.

377
00:10:48.355 --> 00:10:49.075
That's what it was.

378
00:10:49.375 --> 00:10:50.296
I was doing Periscope,

379
00:10:50.416 --> 00:10:51.656
which was owned by Twitter at the time.

380
00:10:51.657 --> 00:10:52.157
That's right.

381
00:10:52.277 --> 00:10:55.799
And I built my book of business by going to open houses and saying,

382
00:10:56.179 --> 00:10:56.419
hey,

383
00:10:57.159 --> 00:10:57.820
I'm Jeff Fargo,

384
00:10:57.1000 --> 00:10:58.780
first American title.

385
00:10:58.880 --> 00:10:59.020
Oh,

386
00:10:59.561 --> 00:11:01.362
I already work with Fern Flanagan in Chicago.

387
00:11:01.622 --> 00:11:02.202
That's nice.

388
00:11:02.622 --> 00:11:05.384
How about we get probably three or four hundred people to see your open house right now?

389
00:11:05.684 --> 00:11:08.046
Walk me through it and I'm going to film it.

390
00:11:08.366 --> 00:11:09.487
And that's right.

391
00:11:09.747 --> 00:11:13.790
And that's how I literally built my book of business in about a year from zero from nothing.

392
00:11:14.510 --> 00:11:15.671
And which is not again.

393
00:11:15.771 --> 00:11:16.792
So going back to it,

394
00:11:17.092 --> 00:11:18.393
which is not an easy thing to do.

395
00:11:18.934 --> 00:11:19.734
And in real estate,

396
00:11:19.774 --> 00:11:21.496
those relationships mean everything.

397
00:11:22.256 --> 00:11:23.537
But you actually added value.

398
00:11:24.238 --> 00:11:25.278
That's why I was drawn to you.

399
00:11:26.259 --> 00:11:26.819
Value driven.

400
00:11:27.660 --> 00:11:32.464
It was like it's either you work with this or some hot girl bringing you donuts.

401
00:11:33.184 --> 00:11:34.044
I'd rather work with the hot girl.

402
00:11:34.045 --> 00:11:34.304
You know,

403
00:11:34.624 --> 00:11:35.985
and so most people would,

404
00:11:36.505 --> 00:11:37.185
where I was like,

405
00:11:37.205 --> 00:11:37.325
well,

406
00:11:37.485 --> 00:11:37.865
I'm going to.

407
00:11:37.945 --> 00:11:38.626
You're adding value.

408
00:11:38.706 --> 00:11:39.826
And people would always say,

409
00:11:39.846 --> 00:11:41.006
like when I'd present and they'd say,

410
00:11:41.066 --> 00:11:41.186
well,

411
00:11:41.486 --> 00:11:42.187
where are the bagels?

412
00:11:42.188 --> 00:11:42.507
And I said,

413
00:11:42.508 --> 00:11:42.607
well,

414
00:11:42.608 --> 00:11:45.067
how about if I make enough money to own an Einstein bagel franchise?

415
00:11:45.127 --> 00:11:45.707
Exactly.

416
00:11:46.248 --> 00:11:46.368
Like,

417
00:11:46.428 --> 00:11:47.188
let's think bigger.

418
00:11:47.908 --> 00:11:48.548
Let's think bigger.

419
00:11:48.549 --> 00:11:49.308
But on that note,

420
00:11:50.049 --> 00:11:52.149
I looked at you the same way they looked at you.

421
00:11:52.829 --> 00:11:53.150
Meaning,

422
00:11:54.710 --> 00:11:55.630
I was running a division.

423
00:11:56.550 --> 00:11:58.031
You were being accretive to that division.

424
00:11:58.591 --> 00:11:59.071
I liked you,

425
00:11:59.611 --> 00:11:59.851
right?

426
00:12:01.392 --> 00:12:01.972
They're the hot.

427
00:12:02.092 --> 00:12:04.133
girl selling me donuts at first American,

428
00:12:04.213 --> 00:12:04.974
I didn't care about.

429
00:12:05.514 --> 00:12:07.416
I care about someone that was actually making me money.

430
00:12:08.216 --> 00:12:08.777
And is that,

431
00:12:09.437 --> 00:12:09.717
I mean,

432
00:12:09.877 --> 00:12:12.879
you've got to have probably three or four core principles that you,

433
00:12:13.020 --> 00:12:13.260
you know,

434
00:12:13.300 --> 00:12:15.461
that you kind of live by and how you act.

435
00:12:16.122 --> 00:12:17.523
Is that one of them that you've just,

436
00:12:17.543 --> 00:12:19.064
that you invest in the people that they,

437
00:12:19.244 --> 00:12:19.364
they,

438
00:12:19.584 --> 00:12:21.005
they have a drive or they've got some,

439
00:12:21.445 --> 00:12:21.705
you know,

440
00:12:22.466 --> 00:12:25.028
they have something going on with them that you're like,

441
00:12:25.208 --> 00:12:25.928
I need that.

442
00:12:26.209 --> 00:12:27.970
I need part of that in my life in some way,

443
00:12:28.050 --> 00:12:28.730
shape or form.

444
00:12:29.010 --> 00:12:29.611
It's interesting.

445
00:12:29.651 --> 00:12:31.072
I think my core principles have

446
00:12:31.772 --> 00:12:34.793
forever changed or forever changing.

447
00:12:35.574 --> 00:12:36.854
Let me think if that's one of them.

448
00:12:36.914 --> 00:12:40.256
I know my first core principle is treat people how I want to be treated,

449
00:12:40.536 --> 00:12:41.356
right?

450
00:12:41.736 --> 00:12:41.976
I mean,

451
00:12:42.016 --> 00:12:44.677
I just think that's one of those things where I learned later in life,

452
00:12:45.138 --> 00:12:45.418
right?

453
00:12:46.098 --> 00:12:50.660
Next core principle later in life is don't sweat the small stuff.

454
00:12:50.980 --> 00:12:52.261
We talked about that this morning,

455
00:12:52.641 --> 00:12:52.961
right?

456
00:12:53.501 --> 00:12:55.762
It's just life is too short to sweat the small stuff,

457
00:12:56.382 --> 00:12:56.943
but you're right.

458
00:12:57.043 --> 00:13:00.064
I also invest in people that I know they'll invest back.

459
00:13:01.604 --> 00:13:02.445
Almost emotionally,

460
00:13:02.545 --> 00:13:03.045
physically,

461
00:13:03.486 --> 00:13:04.246
whatever it may be,

462
00:13:04.266 --> 00:13:06.488
I don't waste time with people that won't invest back.

463
00:13:07.289 --> 00:13:08.089
Whatever form,

464
00:13:08.169 --> 00:13:08.970
fashion it is,

465
00:13:09.190 --> 00:13:09.891
whatever it is.

466
00:13:09.951 --> 00:13:13.754
So I just won't waste my time with people that won't waste time on themselves.

467
00:13:13.914 --> 00:13:14.154
Like,

468
00:13:14.695 --> 00:13:16.556
it's just if you're not going to invest in yourself,

469
00:13:16.616 --> 00:13:17.097
neither am I.

470
00:13:17.857 --> 00:13:18.438
Do you think,

471
00:13:18.778 --> 00:13:19.138
and again,

472
00:13:19.139 --> 00:13:22.341
like with social media is so negative and divisive.

473
00:13:23.101 --> 00:13:29.747
And God bless the World Cup is like we're being told by people all over the world how amazing we are.

474
00:13:30.267 --> 00:13:31.248
And they're going into like.

475
00:13:31.408 --> 00:13:32.168
fucking Walmart,

476
00:13:32.809 --> 00:13:33.089
you know,

477
00:13:33.529 --> 00:13:34.510
or

478
00:13:35.110 --> 00:13:35.831
Bass Pro Shop,

479
00:13:35.891 --> 00:13:36.391
Chick-fil-A,

480
00:13:36.611 --> 00:13:37.031
Target,

481
00:13:37.091 --> 00:13:37.451
and saying,

482
00:13:37.571 --> 00:13:38.512
oh my God,

483
00:13:39.012 --> 00:13:39.312
we don't,

484
00:13:39.533 --> 00:13:40.073
Buc-ee's,

485
00:13:40.533 --> 00:13:42.174
what a testament to Buc-ee's,

486
00:13:42.514 --> 00:13:43.595
the World Cup has been,

487
00:13:43.895 --> 00:13:46.176
and they've paid dick for sponsorship,

488
00:13:46.557 --> 00:13:49.298
and what they're going to get out of this is bananas,

489
00:13:49.438 --> 00:13:49.678
right,

490
00:13:49.798 --> 00:13:50.159
and it's,

491
00:13:50.759 --> 00:13:51.699
because of that,

492
00:13:51.839 --> 00:13:52.220
it's like,

493
00:13:52.340 --> 00:13:52.960
all of a sudden,

494
00:13:53.060 --> 00:13:55.522
I think we sometimes don't know how good we have it.

495
00:13:56.162 --> 00:13:56.422
You know,

496
00:13:56.423 --> 00:13:56.982
it's interesting,

497
00:13:57.002 --> 00:13:58.363
you just said something that

498
00:13:58.723 --> 00:13:59.204
I heard,

499
00:13:59.304 --> 00:13:59.784
I forgot,

500
00:14:00.116 --> 00:14:01.137
Who said it on the Knicks?

501
00:14:01.837 --> 00:14:05.579
But if you look at the most decisive state in the country,

502
00:14:05.739 --> 00:14:06.519
which is New York,

503
00:14:08.861 --> 00:14:12.443
and to get the five boroughs together for one team doing,

504
00:14:12.523 --> 00:14:15.024
I think the world kind of needs stuff like that.

505
00:14:15.104 --> 00:14:15.864
I also think,

506
00:14:16.605 --> 00:14:16.825
too,

507
00:14:16.965 --> 00:14:18.126
not to get off on a tangent,

508
00:14:18.127 --> 00:14:20.227
but the World Cup is something so tactile,

509
00:14:20.807 --> 00:14:23.348
where everything is over these screens,

510
00:14:23.469 --> 00:14:29.652
everything to have 65,000 people bouncing up and down in Guadalajara together.

511
00:14:30.304 --> 00:14:32.826
Is something I think this world kind of needs right now.

512
00:14:33.727 --> 00:14:34.267
We're healing.

513
00:14:34.468 --> 00:14:35.128
Oh my goodness.

514
00:14:35.188 --> 00:14:35.388
Right?

515
00:14:35.448 --> 00:14:35.589
Yeah.

516
00:14:35.729 --> 00:14:36.549
And like,

517
00:14:36.569 --> 00:14:37.490
look at the Scots.

518
00:14:37.670 --> 00:14:38.691
They're in Florida now,

519
00:14:38.731 --> 00:14:39.792
but what they did in Boston.

520
00:14:39.812 --> 00:14:40.132
With that.

521
00:14:40.212 --> 00:14:42.374
And also the Norwegians.

522
00:14:42.714 --> 00:14:44.136
It's just everyone going down.

523
00:14:44.156 --> 00:14:44.956
It's just the rowing.

524
00:14:46.157 --> 00:14:50.001
I think it really is people love being together almost again.

525
00:14:50.441 --> 00:14:51.142
Like it really is.

526
00:14:51.642 --> 00:14:52.282
It's awesome.

527
00:14:52.363 --> 00:14:54.244
And to me,

528
00:14:54.464 --> 00:14:55.645
it's just we needed it.

529
00:14:57.607 --> 00:14:57.847
You know,

530
00:14:57.867 --> 00:14:58.187
we get...

531
00:14:59.539 --> 00:15:00.059
I've talked,

532
00:15:00.540 --> 00:15:02.381
I did a post on one of my walks and said,

533
00:15:02.761 --> 00:15:03.001
you know,

534
00:15:03.041 --> 00:15:03.781
this is wonderful.

535
00:15:03.942 --> 00:15:04.922
What's going on with the world cup.

536
00:15:05.643 --> 00:15:06.283
I love this.

537
00:15:06.343 --> 00:15:06.723
So that,

538
00:15:07.023 --> 00:15:08.584
and then though,

539
00:15:08.944 --> 00:15:09.285
again,

540
00:15:09.385 --> 00:15:10.725
of course the comments come in.

541
00:15:11.126 --> 00:15:11.386
Well,

542
00:15:11.646 --> 00:15:13.607
they're only going to the blue cities.

543
00:15:13.627 --> 00:15:14.708
They need to go to red cities.

544
00:15:14.748 --> 00:15:15.068
And I go,

545
00:15:15.268 --> 00:15:15.748
and I said,

546
00:15:15.828 --> 00:15:15.948
no,

547
00:15:16.088 --> 00:15:17.609
they're going to city American cities.

548
00:15:18.069 --> 00:15:18.750
That's all that matters.

549
00:15:18.810 --> 00:15:19.730
Yeah.

550
00:15:19.810 --> 00:15:20.211
Honestly,

551
00:15:20.771 --> 00:15:21.351
quite frankly,

552
00:15:21.571 --> 00:15:22.272
I don't know what red,

553
00:15:22.332 --> 00:15:23.533
what blue they're going to cities.

554
00:15:23.653 --> 00:15:24.773
They're going to United States of America.

555
00:15:24.793 --> 00:15:25.534
They're spending their money.

556
00:15:25.674 --> 00:15:26.454
It's good for the economy.

557
00:15:26.934 --> 00:15:27.715
They're saying good things.

558
00:15:28.363 --> 00:15:32.245
I'm a firm believer that they're going to go back home and they're going to make it now.

559
00:15:32.465 --> 00:15:33.145
We have to come back.

560
00:15:33.545 --> 00:15:35.666
And their friends have FOMO because they didn't come.

561
00:15:35.946 --> 00:15:36.466
And they're going to go,

562
00:15:36.467 --> 00:15:36.546
oh,

563
00:15:36.547 --> 00:15:36.887
my God,

564
00:15:36.927 --> 00:15:37.827
I have to go to Buc-ee's.

565
00:15:38.027 --> 00:15:38.867
I have to go to Target.

566
00:15:39.388 --> 00:15:41.128
And they're going to come and travel the United States.

567
00:15:41.188 --> 00:15:41.368
Yeah.

568
00:15:41.549 --> 00:15:45.430
And the tourism they were saying for the last two years have dropped in the U.S.

569
00:15:45.550 --> 00:15:47.791
I think this is going to change it.

570
00:15:48.091 --> 00:15:48.692
I agree with you.

571
00:15:48.712 --> 00:15:50.592
I just think it's getting the world together.

572
00:15:50.712 --> 00:15:50.852
But,

573
00:15:50.932 --> 00:15:51.073
yeah.

574
00:15:52.813 --> 00:15:54.074
I want to bring things back to you.

575
00:15:55.534 --> 00:15:56.795
Everything on your plate.

576
00:15:57.055 --> 00:15:59.396
What's the one thing you can't stop thinking about?

577
00:16:02.418 --> 00:16:03.559
With everything on my plate,

578
00:16:03.819 --> 00:16:06.560
what I can't stop thinking about is how the world is changing,

579
00:16:07.201 --> 00:16:07.481
right?

580
00:16:07.741 --> 00:16:09.442
And it's not what you were talking about,

581
00:16:09.443 --> 00:16:10.522
what we were just talking about.

582
00:16:11.023 --> 00:16:15.525
It's how fast things are changing because of technology.

583
00:16:15.765 --> 00:16:22.989
I don't think we've ever had the pace that we have right now and how things are just totally different.

584
00:16:23.209 --> 00:16:23.910
For instance,

585
00:16:24.450 --> 00:16:26.451
what keeps me up at night is I have a nephew.

586
00:16:27.763 --> 00:16:28.764
He's going to be going to college.

587
00:16:30.586 --> 00:16:32.027
What are you studying at college right now?

588
00:16:32.808 --> 00:16:33.048
Right?

589
00:16:33.448 --> 00:16:38.833
Those guys and gals that went to MIT to study Python six years ago,

590
00:16:40.054 --> 00:16:41.535
Claude does Python for me now.

591
00:16:43.217 --> 00:16:43.938
I don't code,

592
00:16:44.578 --> 00:16:44.818
right?

593
00:16:44.919 --> 00:16:46.300
My codex does all that for me.

594
00:16:46.560 --> 00:16:53.987
That's what's on my mind all the time is how do I become part of that ecosystem and ethos?

595
00:16:55.439 --> 00:16:56.219
Before it's too late,

596
00:16:56.239 --> 00:16:56.799
quite frankly.

597
00:16:56.939 --> 00:16:58.600
And I don't even know what too late is anymore.

598
00:16:58.601 --> 00:16:59.120
I was going to say,

599
00:16:59.640 --> 00:17:01.141
what's the tipping point of too late?

600
00:17:01.181 --> 00:17:02.261
I don't know what it is anymore.

601
00:17:02.421 --> 00:17:02.661
I mean,

602
00:17:02.681 --> 00:17:03.801
that's what keeps me up at night.

603
00:17:03.861 --> 00:17:04.001
Like,

604
00:17:04.021 --> 00:17:05.442
that's what I think about all the time.

605
00:17:05.802 --> 00:17:06.562
And quite frankly,

606
00:17:07.302 --> 00:17:09.043
to really bring it back to here is,

607
00:17:10.263 --> 00:17:11.363
so what I've decided,

608
00:17:11.963 --> 00:17:12.644
quite frankly,

609
00:17:12.884 --> 00:17:17.225
is what's an industry that's always,

610
00:17:17.505 --> 00:17:20.166
always last to get that technology?

611
00:17:20.886 --> 00:17:22.386
And I've been in it for 25 years.

612
00:17:23.207 --> 00:17:24.747
I was president of a company.

613
00:17:25.855 --> 00:17:31.240
That literally didn't have to innovate because no one demanded it.

614
00:17:31.480 --> 00:17:31.780
Right.

615
00:17:32.380 --> 00:17:32.701
And so

616
00:17:33.141 --> 00:17:35.863
I believe talking about real estate a little bit,

617
00:17:36.184 --> 00:17:46.572
real estate agents don't get that first because people undersell people under just they're just not looking at real estate the way they should.

618
00:17:46.712 --> 00:17:51.836
And I think right now is time for real estate to be one of the first people to adopt the technology.

619
00:17:52.016 --> 00:17:52.857
And they usually aren't.

620
00:17:53.638 --> 00:17:54.258
They usually aren't.

621
00:17:54.259 --> 00:17:55.039
So I'm betting on it.

622
00:17:55.451 --> 00:17:56.732
That's what's keeping me up at night too.

623
00:17:57.192 --> 00:17:57.832
I'm betting on it.

624
00:17:57.833 --> 00:17:58.452
It's a tough bet.

625
00:18:00.233 --> 00:18:01.534
I was on LinkedIn this morning.

626
00:18:01.535 --> 00:18:02.354
And full disclosure,

627
00:18:02.394 --> 00:18:03.094
we work together.

628
00:18:03.234 --> 00:18:03.815
You're a client.

629
00:18:04.175 --> 00:18:04.515
And so

630
00:18:06.096 --> 00:18:07.196
I run your LinkedIn stuff.

631
00:18:07.396 --> 00:18:07.736
And so

632
00:18:08.196 --> 00:18:10.297
I'm doing some content for you this morning.

633
00:18:10.377 --> 00:18:13.719
And what comes up is like the chief economist for FATCO,

634
00:18:13.859 --> 00:18:14.719
First American Title,

635
00:18:14.979 --> 00:18:15.700
talking about AI.

636
00:18:16.500 --> 00:18:19.661
And it was basically him saying we are 100%

637
00:18:19.701 --> 00:18:22.362
behind how AI can help with the numbers,

638
00:18:22.863 --> 00:18:23.643
the coding part.

639
00:18:23.943 --> 00:18:25.984
where your spreadsheets can be now faster,

640
00:18:26.044 --> 00:18:26.284
better.

641
00:18:27.324 --> 00:18:30.986
But it's not a very trustworthy platform.

642
00:18:31.706 --> 00:18:32.246
And I was like,

643
00:18:32.927 --> 00:18:33.267
what?

644
00:18:33.327 --> 00:18:33.447
Yeah,

645
00:18:33.448 --> 00:18:34.087
I don't understand that.

646
00:18:34.487 --> 00:18:34.828
What?

647
00:18:35.168 --> 00:18:35.348
Like,

648
00:18:35.408 --> 00:18:37.108
you just don't have the right filters in place,

649
00:18:37.188 --> 00:18:37.469
brother.

650
00:18:37.989 --> 00:18:38.209
Like,

651
00:18:38.409 --> 00:18:40.390
it's an extremely trustworthy platform.

652
00:18:40.410 --> 00:18:41.290
If you know what you're doing.

653
00:18:41.350 --> 00:18:41.750
Crap in,

654
00:18:41.810 --> 00:18:42.251
crap out.

655
00:18:42.411 --> 00:18:42.871
Yes.

656
00:18:43.431 --> 00:18:43.911
Garbage in,

657
00:18:43.951 --> 00:18:44.632
garbage out.

658
00:18:44.752 --> 00:18:45.072
And so,

659
00:18:45.752 --> 00:18:46.532
but that led me,

660
00:18:46.852 --> 00:18:52.455
it's to your point exactly that here's a multi-billion dollar company saying,

661
00:18:52.456 --> 00:18:52.655
EEEEH

662
00:18:53.895 --> 00:18:56.516
we got our toe in the water like everyone else is doing with AI,

663
00:18:56.856 --> 00:18:59.817
but we're not really going to look at it the way we should.

664
00:19:00.037 --> 00:19:03.818
I think also there's a fear of adoption and the fear of adoption,

665
00:19:03.858 --> 00:19:04.699
I think comes from,

666
00:19:04.919 --> 00:19:05.859
it's multifaceted.

667
00:19:06.639 --> 00:19:09.640
Some larger companies are afraid to adopt,

668
00:19:09.720 --> 00:19:10.620
not because they can't,

669
00:19:11.241 --> 00:19:12.661
it's because they're afraid of the down,

670
00:19:13.041 --> 00:19:15.102
the downward effect it has on their employees.

671
00:19:15.602 --> 00:19:15.862
Right?

672
00:19:15.922 --> 00:19:18.843
So if you have a team with five people,

673
00:19:19.083 --> 00:19:19.423
And you know,

674
00:19:19.424 --> 00:19:20.664
if you adopt this technology,

675
00:19:20.744 --> 00:19:24.227
three of those people aren't going to be around tomorrow and you're going to be more efficient and make more money.

676
00:19:24.987 --> 00:19:25.407
What do you do?

677
00:19:26.108 --> 00:19:26.368
Right.

678
00:19:26.528 --> 00:19:29.951
I've been friends with the people I work for and worth for 20 years.

679
00:19:30.851 --> 00:19:31.632
If I adopt this,

680
00:19:31.692 --> 00:19:32.773
I may not need them anymore.

681
00:19:32.973 --> 00:19:33.553
That's scary.

682
00:19:34.234 --> 00:19:37.156
And if you're an executive and one of the large companies,

683
00:19:37.176 --> 00:19:38.257
regardless of what it is,

684
00:19:38.837 --> 00:19:41.699
how do you manage to that being people first?

685
00:19:42.519 --> 00:19:42.820
Right.

686
00:19:43.080 --> 00:19:44.161
It's places to work.

687
00:19:44.461 --> 00:19:45.542
It's Sophie's choice.

688
00:19:46.082 --> 00:19:46.742
It really is.

689
00:19:46.762 --> 00:19:47.263
And I think.

690
00:19:48.227 --> 00:19:48.688
I think,

691
00:19:50.030 --> 00:19:50.231
again,

692
00:19:50.251 --> 00:19:51.373
this is what keeps me up at night.

693
00:19:52.114 --> 00:19:53.697
If I'm CEO of a large company,

694
00:19:53.737 --> 00:19:54.258
what do I do?

695
00:19:54.579 --> 00:19:56.563
Am I the first and feel it the worst?

696
00:19:57.236 --> 00:20:01.217
And then eventually become the best or they wait for somebody else and maybe miss it.

697
00:20:01.577 --> 00:20:02.037
It's just a,

698
00:20:02.117 --> 00:20:02.357
it's a,

699
00:20:02.898 --> 00:20:04.158
it's a very difficult,

700
00:20:04.238 --> 00:20:05.238
this is unprecedented.

701
00:20:05.859 --> 00:20:06.039
It's,

702
00:20:06.239 --> 00:20:09.520
it's a time of our life that we've never seen before.

703
00:20:10.060 --> 00:20:13.161
And I think you take the industrial age and the Renaissance,

704
00:20:13.361 --> 00:20:13.941
all the things,

705
00:20:13.981 --> 00:20:14.161
right?

706
00:20:14.401 --> 00:20:15.421
When the web first came out,

707
00:20:15.422 --> 00:20:16.402
when self take all that,

708
00:20:16.442 --> 00:20:16.962
put it together,

709
00:20:17.282 --> 00:20:19.162
pale in comparison to what we're experiencing right now.

710
00:20:19.422 --> 00:20:20.703
Nate Baker of Qualia.

711
00:20:20.723 --> 00:20:21.763
I'll give him a shout out.

712
00:20:21.863 --> 00:20:24.644
I did a Judd walks on this and I'm going to get the quote wrong.

713
00:20:25.452 --> 00:20:28.194
But he said something that resonated so deeply in me.

714
00:20:28.854 --> 00:20:31.877
And it was such a prophetic statement.

715
00:20:31.997 --> 00:20:34.278
And it was so incendiary to people.

716
00:20:34.699 --> 00:20:35.119
He said,

717
00:20:35.279 --> 00:20:35.799
AI,

718
00:20:36.080 --> 00:20:37.601
he likened it to fire.

719
00:20:38.682 --> 00:20:39.102
And

720
00:20:40.103 --> 00:20:41.023
I forgot what he said.

721
00:20:41.043 --> 00:20:42.444
It was fire and something else.

722
00:20:42.464 --> 00:20:44.646
And it was such an amazing comment.

723
00:20:44.886 --> 00:20:45.747
And it just resonated.

724
00:20:46.727 --> 00:20:48.228
I think it's exactly spot on.

725
00:20:48.268 --> 00:20:51.991
This is as important as a caveman figuring out how to light fire.

726
00:20:52.812 --> 00:20:53.012
then

727
00:20:53.780 --> 00:20:55.781
If we're at that tipping point in our lives,

728
00:20:55.961 --> 00:20:58.181
why is real estate so slow to change?

729
00:20:59.162 --> 00:20:59.602
You know what?

730
00:20:59.662 --> 00:21:01.322
I think it's a self-fulfilling prophecy.

731
00:21:01.802 --> 00:21:07.744
And I'll tell you exactly what I mean by that is selling into real estate for the past 20 years.

732
00:21:07.924 --> 00:21:09.004
This is what everyone says.

733
00:21:09.384 --> 00:21:10.205
Real estate agents,

734
00:21:10.425 --> 00:21:10.985
they don't know.

735
00:21:11.545 --> 00:21:13.525
They don't want technology and they can't learn it.

736
00:21:14.926 --> 00:21:15.346
That's why.

737
00:21:15.626 --> 00:21:16.366
That's the first thing.

738
00:21:16.466 --> 00:21:19.447
Second thing is people sell real estate agents short,

739
00:21:20.027 --> 00:21:20.707
where in fact,

740
00:21:21.228 --> 00:21:22.528
I think that's where

741
00:21:23.344 --> 00:21:24.625
that's where the money is going to be made.

742
00:21:25.085 --> 00:21:25.986
Like quite frankly,

743
00:21:26.406 --> 00:21:29.749
real estate agents are the best small business out there.

744
00:21:30.390 --> 00:21:32.511
They spend all their time marketing,

745
00:21:33.172 --> 00:21:33.572
selling,

746
00:21:36.455 --> 00:21:37.756
trying to get new customers,

747
00:21:38.396 --> 00:21:40.918
literally marketing themselves everywhere and every place.

748
00:21:40.938 --> 00:21:43.440
They go out every day as a small business.

749
00:21:43.981 --> 00:21:47.924
It's one of the biggest small businesses in the country and it touches everybody.

750
00:21:47.984 --> 00:21:48.885
I don't care if you rent.

751
00:21:49.505 --> 00:21:50.526
I don't care if you own.

752
00:21:51.086 --> 00:21:52.347
I don't care if you need a plumber.

753
00:21:53.528 --> 00:21:54.789
You go to your real estate agent.

754
00:21:54.969 --> 00:21:56.069
They know everybody.

755
00:21:56.450 --> 00:21:57.970
So going back to your question,

756
00:21:58.951 --> 00:22:01.192
I think technology companies,

757
00:22:01.833 --> 00:22:03.093
I think marketing companies,

758
00:22:03.313 --> 00:22:05.074
I think everyone sells the realtor short.

759
00:22:05.455 --> 00:22:07.216
And I'm quite frankly betting the opposite.

760
00:22:08.416 --> 00:22:10.057
I've always told the realtors when I was working with them,

761
00:22:10.237 --> 00:22:11.438
you wake up unemployed every day.

762
00:22:12.238 --> 00:22:12.799
Every single day.

763
00:22:13.439 --> 00:22:21.944
And you better have a fire in your belly because there's here in Las Vegas at that time like 16,000 other people out there calling on the Fizbo's.

764
00:22:22.064 --> 00:22:22.184
Yep.

765
00:22:22.464 --> 00:22:23.725
doing open houses,

766
00:22:24.325 --> 00:22:24.626
you know,

767
00:22:24.826 --> 00:22:25.426
farming,

768
00:22:25.746 --> 00:22:26.747
doing all the things.

769
00:22:26.807 --> 00:22:27.107
Knocking,

770
00:22:27.108 --> 00:22:27.448
knocking,

771
00:22:27.449 --> 00:22:27.748
knocking.

772
00:22:28.028 --> 00:22:29.329
Working your SOI.

773
00:22:29.769 --> 00:22:29.969
Like,

774
00:22:31.030 --> 00:22:31.250
again,

775
00:22:31.310 --> 00:22:32.531
it's almost any large city.

776
00:22:32.551 --> 00:22:33.312
You throw a dead cat,

777
00:22:33.332 --> 00:22:34.633
you're going to hit five realtors that you know.

778
00:22:35.013 --> 00:22:35.173
Yep,

779
00:22:35.213 --> 00:22:35.373
yep.

780
00:22:35.374 --> 00:22:35.833
It just happens.

781
00:22:35.834 --> 00:22:37.915
And billboard and a sign and a bench.

782
00:22:38.335 --> 00:22:38.635
And so,

783
00:22:39.376 --> 00:22:39.616
you know,

784
00:22:39.796 --> 00:22:42.438
how is it that you separate yourself and also,

785
00:22:42.578 --> 00:22:42.758
like,

786
00:22:42.778 --> 00:22:47.021
getting back to the AI thing that we're going to talk about is they're not making any more time.

787
00:22:48.062 --> 00:22:48.723
There's a certain amount of time.

788
00:22:48.724 --> 00:22:49.743
You get up in the morning and go to bed.

789
00:22:50.023 --> 00:22:50.484
So what do you do?

790
00:22:50.784 --> 00:22:51.444
during that time.

791
00:22:51.485 --> 00:22:51.785
By the way,

792
00:22:51.786 --> 00:22:53.486
if you can figure out how to give me more time,

793
00:22:53.886 --> 00:22:55.107
I would really appreciate that.

794
00:22:55.307 --> 00:22:55.807
I can do that.

795
00:22:56.288 --> 00:22:56.408
Yeah,

796
00:22:56.448 --> 00:22:57.028
I can do that.

797
00:22:57.809 --> 00:22:59.470
Can you give me 25 hours in a day?

798
00:23:00.871 --> 00:23:03.232
I can give you back two a day.

799
00:23:04.874 --> 00:23:10.037
When did you first look at how real estate agents actually handle their paperwork and think this is broken?

800
00:23:10.597 --> 00:23:11.138
Oh yeah,

801
00:23:11.398 --> 00:23:12.559
that's a great question.

802
00:23:15.160 --> 00:23:16.041
To be quite honest,

803
00:23:16.061 --> 00:23:16.581
it wasn't me.

804
00:23:17.462 --> 00:23:17.942
It wasn't me.

805
00:23:18.082 --> 00:23:19.644
I love to take credit for this,

806
00:23:19.964 --> 00:23:20.164
but...

807
00:23:20.988 --> 00:23:22.809
I've always seen this as just being a lag,

808
00:23:22.829 --> 00:23:23.550
but at the end of the days,

809
00:23:23.590 --> 00:23:27.212
I made a lot of money on that paperwork in title for a long time.

810
00:23:27.732 --> 00:23:30.814
That paperwork kept me employed and 9,000 people employed.

811
00:23:31.554 --> 00:23:31.754
But,

812
00:23:31.995 --> 00:23:32.235
you know,

813
00:23:32.335 --> 00:23:32.955
my founder,

814
00:23:33.155 --> 00:23:33.716
co-founder,

815
00:23:33.956 --> 00:23:34.576
Ajay Shah,

816
00:23:35.176 --> 00:23:36.777
bought a house and he had to go through an avid.

817
00:23:37.678 --> 00:23:46.043
He had to literally go through this piece of paper with his wife and check a box of every little crack for three hours.

818
00:23:46.923 --> 00:23:47.764
He sold the house.

819
00:23:48.204 --> 00:23:53.568
And then his father passed and he had to sell his father's house and he had to go through the same thing.

820
00:23:54.088 --> 00:23:55.429
And he called me up and said,

821
00:23:55.449 --> 00:23:56.750
this got to be a better way.

822
00:23:57.150 --> 00:23:57.411
I said,

823
00:23:57.412 --> 00:23:57.931
what do you mean?

824
00:23:59.012 --> 00:24:00.072
It's the way it's always done.

825
00:24:00.673 --> 00:24:01.173
What do you mean?

826
00:24:01.714 --> 00:24:02.094
And he said,

827
00:24:02.154 --> 00:24:02.394
Judd,

828
00:24:02.454 --> 00:24:04.676
I think there's something we can do here.

829
00:24:05.096 --> 00:24:05.857
And quite frankly,

830
00:24:06.217 --> 00:24:07.878
that's what AI was made to do,

831
00:24:08.679 --> 00:24:08.919
right?

832
00:24:08.979 --> 00:24:15.864
It was made for to shuffle paper and to fill in forms and to fill in.

833
00:24:16.448 --> 00:24:18.889
Anything you wanted to fill in without you having to do it.

834
00:24:19.130 --> 00:24:19.850
If you can think it,

835
00:24:19.851 --> 00:24:20.370
it can do it.

836
00:24:21.051 --> 00:24:22.651
And so you asked the question,

837
00:24:22.852 --> 00:24:23.372
it wasn't me.

838
00:24:24.032 --> 00:24:24.793
But once I heard it,

839
00:24:25.853 --> 00:24:26.934
it's my life's mission now.

840
00:24:27.514 --> 00:24:28.195
It's my life's mission.

841
00:24:28.935 --> 00:24:32.237
Tell me about the real estate agent that keeps a laptop under their seat.

842
00:24:32.497 --> 00:24:32.697
Yeah,

843
00:24:32.837 --> 00:24:34.098
so it's funny.

844
00:24:34.178 --> 00:24:35.419
I think you know the story.

845
00:24:37.059 --> 00:24:40.982
We were going around to real estate agents trying to figure out how to utilize AI.

846
00:24:41.042 --> 00:24:41.922
I got to be quite honest.

847
00:24:41.923 --> 00:24:45.064
We didn't know what the best use case.

848
00:24:45.380 --> 00:24:46.743
for an agent for AI was.

849
00:24:47.525 --> 00:24:48.507
And lo and behold,

850
00:24:49.649 --> 00:24:51.653
we'll call him Mitch because that's actually his name.

851
00:24:53.537 --> 00:24:54.279
I always say Mitch,

852
00:24:54.319 --> 00:24:54.680
please,

853
00:24:54.760 --> 00:24:55.782
every time they say his name.

854
00:24:57.223 --> 00:25:03.688
He said that he keeps a laptop underneath the passenger seat of his car that his wife doesn't know about.

855
00:25:04.708 --> 00:25:06.650
That anytime he has an offer,

856
00:25:07.330 --> 00:25:07.931
a listing,

857
00:25:08.331 --> 00:25:09.131
whatever it may be,

858
00:25:09.612 --> 00:25:10.733
he runs out to his car,

859
00:25:11.373 --> 00:25:12.434
pulls out his laptop,

860
00:25:13.234 --> 00:25:14.395
finds a wireless.

861
00:25:14.435 --> 00:25:15.596
If he can't find a network,

862
00:25:15.597 --> 00:25:16.917
he goes to near a Starbucks,

863
00:25:17.437 --> 00:25:17.958
logs in,

864
00:25:18.418 --> 00:25:20.439
and has to fill out this form,

865
00:25:20.700 --> 00:25:21.440
this PDF,

866
00:25:21.780 --> 00:25:23.542
because he can't do it virtually on his,

867
00:25:24.262 --> 00:25:24.442
sorry,

868
00:25:24.642 --> 00:25:25.543
can't do it on his phone.

869
00:25:26.635 --> 00:25:27.436
Soon as I heard that,

870
00:25:28.477 --> 00:25:29.237
soon as I heard that,

871
00:25:29.317 --> 00:25:29.898
wait a second,

872
00:25:31.079 --> 00:25:33.901
companies out there aren't investing enough in real estate where

873
00:25:34.301 --> 00:25:37.744
Mitch can actually just get on his phone and fill out a PDF.

874
00:25:38.525 --> 00:25:39.305
How dare you?

875
00:25:40.026 --> 00:25:40.666
It's just not right.

876
00:25:41.307 --> 00:25:41.667
Not right.

877
00:25:41.787 --> 00:25:48.813
Not right to the 220,000 real estate agents in California and not right to the 2.2 million agents in the United States.

878
00:25:49.253 --> 00:25:49.674
How is that?

879
00:25:49.754 --> 00:25:50.394
How is that a thing?

880
00:25:52.036 --> 00:25:56.059
People outside of real estate have no idea how much an agent actually does in a day.

881
00:25:57.103 --> 00:25:59.825
Walk me through what's really on their plate.

882
00:26:00.886 --> 00:26:01.967
So if you think about it,

883
00:26:02.187 --> 00:26:04.629
an agent is a full service business,

884
00:26:05.430 --> 00:26:06.010
full service.

885
00:26:06.771 --> 00:26:09.333
They get up and they have to open the shop,

886
00:26:09.954 --> 00:26:10.134
right?

887
00:26:10.135 --> 00:26:11.195
We can go through the whole thing.

888
00:26:11.235 --> 00:26:12.756
We can talk to them like a restaurant.

889
00:26:13.156 --> 00:26:14.057
They have to open the shop.

890
00:26:14.617 --> 00:26:16.139
They have to call their prospects.

891
00:26:16.639 --> 00:26:17.1000
They have to call their customers.

892
00:26:18.380 --> 00:26:22.304
They have to figure out what am I selling today?

893
00:26:22.644 --> 00:26:23.805
Who am I selling today?

894
00:26:25.166 --> 00:26:26.387
And once they have that.

895
00:26:26.687 --> 00:26:27.167
customer.

896
00:26:27.988 --> 00:26:29.048
They're their assistant.

897
00:26:29.829 --> 00:26:30.809
They're their cleaning crew.

898
00:26:31.590 --> 00:26:32.790
They're their marketing team.

899
00:26:33.391 --> 00:26:35.552
They are their psychiatrist.

900
00:26:36.112 --> 00:26:37.053
They are their plumber.

901
00:26:37.633 --> 00:26:38.653
They are everything.

902
00:26:38.773 --> 00:26:42.095
So if you think about your realtor that sold a house for you,

903
00:26:43.176 --> 00:26:44.437
they didn't just market your house.

904
00:26:44.937 --> 00:26:45.957
They did everything.

905
00:26:46.478 --> 00:26:47.598
And also they're a lawyer.

906
00:26:48.018 --> 00:26:48.819
They're an accountant.

907
00:26:50.100 --> 00:26:51.400
They are everything.

908
00:26:52.601 --> 00:26:53.962
They fill out contracts,

909
00:26:54.022 --> 00:26:54.242
Jeff.

910
00:26:54.982 --> 00:26:56.283
The people don't realize those...

911
00:26:56.679 --> 00:26:58.340
Things that you're filling out with your realtor,

912
00:26:58.641 --> 00:26:59.561
that's a contract.

913
00:27:00.762 --> 00:27:01.903
So they're also a lawyer.

914
00:27:02.123 --> 00:27:05.606
Like people don't give a real estate agent enough credit.

915
00:27:05.626 --> 00:27:06.627
So when people say 1%,

916
00:27:06.687 --> 00:27:06.867
2%,

917
00:27:06.967 --> 00:27:07.468
3%

918
00:27:07.608 --> 00:27:08.248
they're getting paid,

919
00:27:09.770 --> 00:27:10.010
I say,

920
00:27:10.050 --> 00:27:10.490
why not?

921
00:27:10.790 --> 00:27:11.851
A lot of times it's not enough.

922
00:27:12.252 --> 00:27:12.692
I agree.

923
00:27:12.872 --> 00:27:13.453
For what they're doing.

924
00:27:13.454 --> 00:27:14.233
100%.

925
00:27:14.734 --> 00:27:18.257
They are literally taking your biggest asset and selling it for you.

926
00:27:18.837 --> 00:27:22.180
Or they're buying one of the biggest assets that you'll ever purchase.

927
00:27:22.280 --> 00:27:24.201
People have no idea if you're a buyer's agent,

928
00:27:24.462 --> 00:27:26.103
how many times you're taking a buyer out.

929
00:27:27.171 --> 00:27:28.472
And those people,

930
00:27:28.572 --> 00:27:35.735
you don't sign a BBA and they have going with another realtor or they go to a new home development and you spent months taking these people around.

931
00:27:35.935 --> 00:27:36.375
Oh,

932
00:27:36.635 --> 00:27:37.355
we went into Richmond,

933
00:27:37.375 --> 00:27:41.037
America and we met Gail there and Gail's going to take care of us.

934
00:27:41.038 --> 00:27:41.837
But thanks for your time.

935
00:27:42.117 --> 00:27:42.317
Yep.

936
00:27:42.818 --> 00:27:43.118
And you know,

937
00:27:43.119 --> 00:27:43.498
it's funny.

938
00:27:43.578 --> 00:27:44.818
I'm just going to mention him.

939
00:27:45.259 --> 00:27:49.100
I didn't realize what that took.

940
00:27:49.120 --> 00:27:52.141
A guy is a realtor named Jason Barry in San Diego.

941
00:27:52.982 --> 00:27:55.163
And when Kay and I first moved to San Diego,

942
00:27:55.203 --> 00:27:55.903
we had no clue.

943
00:27:56.543 --> 00:27:56.863
No clue.

944
00:27:58.264 --> 00:27:59.985
He spent so much time with us,

945
00:28:00.025 --> 00:28:00.905
which I just never,

946
00:28:00.945 --> 00:28:01.185
you know,

947
00:28:01.186 --> 00:28:03.166
I never purchased a large house before.

948
00:28:03.167 --> 00:28:04.807
I never purchased anything like that.

949
00:28:05.447 --> 00:28:07.428
And so he took us around for weeks.

950
00:28:08.568 --> 00:28:14.111
And if I monetized how much Jason Barry got paid and how much he did for us,

951
00:28:14.531 --> 00:28:15.251
it was tens,

952
00:28:15.252 --> 00:28:15.891
if not 20,

953
00:28:15.991 --> 00:28:17.652
$30,000 worth of his time.

954
00:28:18.052 --> 00:28:21.074
And we were looking at a certain place where he said to us,

955
00:28:21.434 --> 00:28:22.394
do yourself a favor.

956
00:28:23.014 --> 00:28:24.215
Have you checked this other place?

957
00:28:25.907 --> 00:28:26.988
We checked the other place.

958
00:28:27.248 --> 00:28:28.589
We moved to the other community.

959
00:28:29.129 --> 00:28:29.870
And because of that,

960
00:28:29.970 --> 00:28:33.292
the appreciation of that house that he made a stretch to,

961
00:28:34.613 --> 00:28:35.734
I would pay him 10%.

962
00:28:36.614 --> 00:28:41.698
Because if I would have purchased the house that he spent three months taking us around for free,

963
00:28:43.539 --> 00:28:44.720
if I would have purchased that house,

964
00:28:44.740 --> 00:28:48.042
let's just make up numbers for $500,000 instead of the $700,000,

965
00:28:48.043 --> 00:28:50.764
that $500,000 was worth $700,000 in a year.

966
00:28:51.184 --> 00:28:54.507
That $700,000 was worth $1.8,

967
00:28:54.508 --> 00:28:54.847
Jason.

968
00:28:55.623 --> 00:28:58.304
It's just a realtor is you ask what a realtor does.

969
00:28:58.765 --> 00:29:00.085
They're also a financial advisor.

970
00:29:00.746 --> 00:29:00.906
They're,

971
00:29:01.186 --> 00:29:01.886
they do everything,

972
00:29:02.486 --> 00:29:02.806
everything.

973
00:29:03.507 --> 00:29:06.428
There's a belief that AI is going to replace real estate agents.

974
00:29:06.588 --> 00:29:07.269
What's your take?

975
00:29:09.009 --> 00:29:09.690
There's my take.

976
00:29:11.110 --> 00:29:11.591
That's just,

977
00:29:11.671 --> 00:29:12.491
it's laughable to me.

978
00:29:14.772 --> 00:29:14.892
Well,

979
00:29:14.952 --> 00:29:15.272
you know what?

980
00:29:15.273 --> 00:29:15.873
Let's be honest.

981
00:29:16.293 --> 00:29:18.494
The real estate agents we talked about in the beginning,

982
00:29:18.514 --> 00:29:20.275
they're lazy and not doing anything.

983
00:29:21.195 --> 00:29:22.596
No matter what industry you're in right now,

984
00:29:22.597 --> 00:29:23.797
if you're lazy and don't work hard,

985
00:29:23.798 --> 00:29:24.637
you're going to get out of the way.

986
00:29:24.737 --> 00:29:25.438
It's not AI.

987
00:29:26.358 --> 00:29:27.819
People are blaming AI for all these,

988
00:29:28.120 --> 00:29:31.362
also the cuts in all of these large companies.

989
00:29:31.902 --> 00:29:33.924
People are just blaming AI to cut the fat.

990
00:29:34.904 --> 00:29:38.266
But to answer your question,

991
00:29:38.987 --> 00:29:39.747
real estate agent,

992
00:29:43.610 --> 00:29:45.591
the biggest thing,

993
00:29:45.812 --> 00:29:50.855
the most fundamental thing an agent does is market and help you find a home.

994
00:29:51.911 --> 00:29:53.274
Is bring you through that home.

995
00:29:53.995 --> 00:29:54.256
Is,

996
00:29:54.697 --> 00:29:54.977
Judd,

997
00:29:55.078 --> 00:29:57.242
what are you and Katie looking for in a home?

998
00:29:57.302 --> 00:29:57.563
Let me,

999
00:29:57.903 --> 00:29:58.224
you know what?

1000
00:29:58.665 --> 00:29:59.687
I think I know that.

1001
00:30:00.868 --> 00:30:03.049
If an agent can spend 95%

1002
00:30:03.249 --> 00:30:06.671
of the time doing that instead of being an accountant,

1003
00:30:07.672 --> 00:30:10.453
instead of being a financial advisor,

1004
00:30:10.794 --> 00:30:12.255
instead of being a lawyer,

1005
00:30:12.655 --> 00:30:16.057
instead of being a contract filler,

1006
00:30:16.397 --> 00:30:19.619
instead of being an assistant.

1007
00:30:21.840 --> 00:30:28.724
I don't know how AI can actually right now show Katie and I a home where her and I and our cats can live.

1008
00:30:30.168 --> 00:30:31.049
I'll play devil's advocate.

1009
00:30:31.129 --> 00:30:31.469
Please.

1010
00:30:31.949 --> 00:30:37.773
Do you think there's ever going to be a world where you can hop into your Tesla robo car,

1011
00:30:37.933 --> 00:30:38.614
robo taxi,

1012
00:30:38.774 --> 00:30:39.354
driverless,

1013
00:30:39.535 --> 00:30:39.755
right?

1014
00:30:40.295 --> 00:30:42.917
And get taken to a home.

1015
00:30:43.077 --> 00:30:43.698
And on the way there,

1016
00:30:43.699 --> 00:30:44.318
there's a monitor.

1017
00:30:44.718 --> 00:30:46.359
And through a hive-minded thing,

1018
00:30:46.399 --> 00:30:48.401
through a real hive-minded realtor AI company,

1019
00:30:48.781 --> 00:30:49.121
it's telling you,

1020
00:30:49.122 --> 00:30:49.221
hey,

1021
00:30:49.222 --> 00:30:50.282
we're going to go to this house first.

1022
00:30:50.582 --> 00:30:51.343
And when you get there,

1023
00:30:51.723 --> 00:30:53.204
here is a optimist robot.

1024
00:30:53.805 --> 00:30:57.127
And that is dressed in appropriate whatever and takes you through the house,

1025
00:30:57.187 --> 00:30:58.148
answers any questions you have.

1026
00:30:58.168 --> 00:30:58.428
And then.

1027
00:30:58.828 --> 00:31:01.310
And then you hop in and it's all automated.

1028
00:31:01.450 --> 00:31:03.973
There's no human interaction whatsoever.

1029
00:31:03.974 --> 00:31:06.074
Do you think there's ever going to be a place for that?

1030
00:31:06.895 --> 00:31:07.736
I can't answer that,

1031
00:31:07.756 --> 00:31:08.657
but this is what I'll say.

1032
00:31:08.737 --> 00:31:09.838
I'm all about reality,

1033
00:31:10.198 --> 00:31:10.458
right?

1034
00:31:10.738 --> 00:31:12.540
Who is the richest man in the world right now?

1035
00:31:12.960 --> 00:31:13.381
Elon Musk.

1036
00:31:13.521 --> 00:31:14.842
Why does he have Tesla stores?

1037
00:31:17.144 --> 00:31:17.384
Why?

1038
00:31:18.325 --> 00:31:19.186
He doesn't need them.

1039
00:31:20.827 --> 00:31:23.189
People like to kick the tire and with other people.

1040
00:31:23.329 --> 00:31:23.589
Also,

1041
00:31:24.110 --> 00:31:26.492
you can go on a website right now and buy Tesla.

1042
00:31:27.092 --> 00:31:30.855
But the reason why you bought that Tesla is because you were in a car the day before,

1043
00:31:31.396 --> 00:31:32.376
like we are in yours,

1044
00:31:33.057 --> 00:31:34.038
and we experienced it.

1045
00:31:34.998 --> 00:31:42.805
There's no way that I'm spending a dollar on a house without some kind of professional there showing me something.

1046
00:31:44.066 --> 00:31:44.446
And you know what?

1047
00:31:44.566 --> 00:31:45.627
I'll even go further,

1048
00:31:45.667 --> 00:31:45.907
Jeff.

1049
00:31:46.488 --> 00:31:50.611
If a realtor wants to be that little robot with a face walking around with me,

1050
00:31:51.652 --> 00:31:51.932
maybe.

1051
00:31:53.674 --> 00:31:56.116
And I can poll 10 out of 10 people.

1052
00:31:57.144 --> 00:32:00.387
No one's buying a house without someone there advising them.

1053
00:32:00.388 --> 00:32:00.707
I agree.

1054
00:32:00.987 --> 00:32:03.609
I think it's what's the biggest financial decision,

1055
00:32:03.789 --> 00:32:05.631
the biggest purchase you're ever going to make is a home.

1056
00:32:06.291 --> 00:32:09.674
And I want a professional that knows me,

1057
00:32:10.534 --> 00:32:11.695
that knows that area,

1058
00:32:12.055 --> 00:32:13.276
depending on what I have going on in my life,

1059
00:32:13.296 --> 00:32:14.237
like schools,

1060
00:32:14.457 --> 00:32:15.378
if I have kids.

1061
00:32:16.459 --> 00:32:17.660
Or if I'm older,

1062
00:32:17.900 --> 00:32:19.021
55 and up community,

1063
00:32:19.381 --> 00:32:20.642
what activities do they have?

1064
00:32:20.702 --> 00:32:22.844
Like who else is living there that I could talk to?

1065
00:32:23.992 --> 00:32:24.633
And they could say,

1066
00:32:24.873 --> 00:32:25.494
this is great.

1067
00:32:25.554 --> 00:32:26.615
Or if I could do it all over again,

1068
00:32:26.655 --> 00:32:27.255
I change this.

1069
00:32:27.295 --> 00:32:27.615
Like it's,

1070
00:32:27.976 --> 00:32:29.097
there's that intrinsic value.

1071
00:32:29.117 --> 00:32:33.180
I think that people overlook that when they classify a realtor.

1072
00:32:33.741 --> 00:32:35.662
100%,

1073
00:32:35.983 --> 00:32:36.823
100%.

1074
00:32:38.925 --> 00:32:39.386
I don't know.

1075
00:32:39.387 --> 00:32:39.746
You know what?

1076
00:32:41.187 --> 00:32:42.809
I'd also push back on that.

1077
00:32:42.989 --> 00:32:50.035
I don't think anybody that's actually gone through the arduous process of buying a home would ever say,

1078
00:32:50.635 --> 00:32:51.416
I don't need a realtor.

1079
00:32:52.080 --> 00:32:53.822
I just don't think anybody will say that.

1080
00:32:54.102 --> 00:32:56.504
But yet people continue to say that

1081
00:32:56.884 --> 00:32:57.945
AI is going to replace them.

1082
00:32:59.126 --> 00:33:01.028
The disconnect there is incredible to me.

1083
00:33:01.108 --> 00:33:02.129
I've never heard anyone say,

1084
00:33:02.449 --> 00:33:03.550
I didn't need that person.

1085
00:33:04.311 --> 00:33:04.972
I heard people say,

1086
00:33:05.072 --> 00:33:07.074
I go on Zillow and I found it myself.

1087
00:33:07.254 --> 00:33:07.934
Then what did you do?

1088
00:33:09.636 --> 00:33:10.717
You called a realtor,

1089
00:33:11.358 --> 00:33:11.638
right?

1090
00:33:11.738 --> 00:33:12.018
Like,

1091
00:33:12.419 --> 00:33:14.581
and so it's laughable.

1092
00:33:14.681 --> 00:33:15.141
But you know what?

1093
00:33:17.363 --> 00:33:18.264
Come to me in 10 years.

1094
00:33:18.484 --> 00:33:19.345
I don't know.

1095
00:33:19.485 --> 00:33:20.605
That's what keeps me up at night.

1096
00:33:20.626 --> 00:33:20.886
Again,

1097
00:33:20.946 --> 00:33:21.366
it's like,

1098
00:33:21.726 --> 00:33:26.429
I love this conversation because I want to come back in like five years and have the same conversation and be like,

1099
00:33:26.670 --> 00:33:26.810
hey,

1100
00:33:26.850 --> 00:33:28.571
or even like next year and go,

1101
00:33:28.611 --> 00:33:28.811
okay,

1102
00:33:28.851 --> 00:33:35.856
this is where we're at now after watching the replay of this because stuff is changing so fast.

1103
00:33:36.016 --> 00:33:36.596
Too fast,

1104
00:33:36.697 --> 00:33:37.057
actually.

1105
00:33:37.257 --> 00:33:38.137
It's almost too fast.

1106
00:33:38.618 --> 00:33:40.079
And quite frankly,

1107
00:33:40.839 --> 00:33:41.100
you know,

1108
00:33:41.180 --> 00:33:43.121
going back to what you said is

1109
00:33:43.761 --> 00:33:44.842
I'm building a business,

1110
00:33:45.443 --> 00:33:47.444
betting on things that I don't know.

1111
00:33:47.644 --> 00:33:49.025
to be true tomorrow,

1112
00:33:49.045 --> 00:33:49.325
right?

1113
00:33:49.825 --> 00:33:54.827
I'm also betting on large companies with these AI models that they're going to keep getting better.

1114
00:33:55.347 --> 00:33:57.208
Like the crazy thing about the future,

1115
00:33:57.308 --> 00:34:01.109
our future is we're betting on a lot of things that we don't know.

1116
00:34:01.670 --> 00:34:02.090
It's just,

1117
00:34:02.170 --> 00:34:03.490
and quite frankly,

1118
00:34:03.550 --> 00:34:07.892
I would not want to be 18 right now trying to figure out what I'm doing in four years.

1119
00:34:08.272 --> 00:34:09.573
I knew when I was 18,

1120
00:34:09.873 --> 00:34:11.554
if I go to school and study a certain thing,

1121
00:34:11.854 --> 00:34:13.274
that job was waiting for me later.

1122
00:34:14.815 --> 00:34:15.775
We don't know that now.

1123
00:34:16.296 --> 00:34:17.076
We don't know that is.

1124
00:34:17.396 --> 00:34:17.976
It's scary,

1125
00:34:18.036 --> 00:34:19.977
but incredibly exciting at the same time.

1126
00:34:20.977 --> 00:34:21.698
A hundred percent.

1127
00:34:21.978 --> 00:34:22.458
It's scary.

1128
00:34:22.459 --> 00:34:23.639
It is the most terrifying.

1129
00:34:23.999 --> 00:34:24.499
And having,

1130
00:34:24.759 --> 00:34:24.999
you know,

1131
00:34:25.000 --> 00:34:28.901
a stepdaughter that's 17 and a daughter that's 17 about to graduate high school next year.

1132
00:34:29.381 --> 00:34:31.962
And having talks with both of them about what do you want to do?

1133
00:34:32.762 --> 00:34:33.963
And it's something we've talked about.

1134
00:34:33.964 --> 00:34:34.583
When we were kids,

1135
00:34:34.743 --> 00:34:35.483
you went to college.

1136
00:34:35.523 --> 00:34:35.663
Yep.

1137
00:34:36.304 --> 00:34:37.364
If you want to be successful,

1138
00:34:37.524 --> 00:34:38.164
you went to college.

1139
00:34:38.385 --> 00:34:38.965
Now I'm like,

1140
00:34:39.685 --> 00:34:39.945
okay,

1141
00:34:40.165 --> 00:34:40.405
Alex,

1142
00:34:40.505 --> 00:34:40.966
my daughter,

1143
00:34:40.967 --> 00:34:45.147
who has a 3.8 GPA and can go to UNLV full ride tomorrow.

1144
00:34:45.207 --> 00:34:46.428
They will open the gates for her.

1145
00:34:46.868 --> 00:34:47.689
And part of me is like,

1146
00:34:47.990 --> 00:34:48.190
honey,

1147
00:34:48.210 --> 00:34:49.232
you ever thought about a trade?

1148
00:34:49.532 --> 00:34:50.554
How about being a electrician?

1149
00:34:50.774 --> 00:34:51.675
I was just about to say that.

1150
00:34:51.676 --> 00:34:52.436
How about being a plumber,

1151
00:34:52.617 --> 00:34:52.977
HVAC?

1152
00:34:54.660 --> 00:34:55.381
You're bulletproof.

1153
00:34:55.601 --> 00:34:55.741
Yep.

1154
00:34:56.122 --> 00:34:57.144
Then with AI.

1155
00:34:58.025 --> 00:34:59.746
That's what private equity is buying up left,

1156
00:34:59.786 --> 00:34:59.946
right,

1157
00:34:59.947 --> 00:35:00.506
and sideways.

1158
00:35:00.927 --> 00:35:01.467
Every plumber,

1159
00:35:02.527 --> 00:35:03.068
every plumber,

1160
00:35:03.188 --> 00:35:03.928
every HVAC.

1161
00:35:06.349 --> 00:35:06.890
And you said it,

1162
00:35:07.190 --> 00:35:07.850
paleontology.

1163
00:35:08.291 --> 00:35:11.252
It's tactile using your hands.

1164
00:35:11.472 --> 00:35:12.813
I just,

1165
00:35:13.573 --> 00:35:14.054
and again,

1166
00:35:14.614 --> 00:35:15.454
I love my kids.

1167
00:35:15.735 --> 00:35:18.056
I want them to flourish and grow and do their thing.

1168
00:35:18.676 --> 00:35:21.358
But if you're going to spend

1169
00:35:21.778 --> 00:35:24.319
X amount of time and dollars in an education,

1170
00:35:24.659 --> 00:35:25.400
what's the ROI?

1171
00:35:25.820 --> 00:35:26.700
What's the return on that?

1172
00:35:27.201 --> 00:35:27.681
I don't.

1173
00:35:28.461 --> 00:35:29.161
I don't know.

1174
00:35:29.401 --> 00:35:29.541
Yep.

1175
00:35:29.941 --> 00:35:30.101
Yep.

1176
00:35:30.162 --> 00:35:30.462
You know?

1177
00:35:30.642 --> 00:35:32.862
And so it's a tough conversation,

1178
00:35:32.902 --> 00:35:34.743
but I've been open with my daughter to say,

1179
00:35:35.523 --> 00:35:35.803
you know,

1180
00:35:35.923 --> 00:35:37.144
I know that you don't really do it,

1181
00:35:37.204 --> 00:35:38.704
but you might want to look at a trade.

1182
00:35:38.904 --> 00:35:39.044
Yep.

1183
00:35:39.744 --> 00:35:39.864
Yep.

1184
00:35:39.904 --> 00:35:40.144
You know,

1185
00:35:40.184 --> 00:35:41.265
get in the carpenter's union.

1186
00:35:41.645 --> 00:35:41.785
Yep.

1187
00:35:42.305 --> 00:35:43.205
Pipe fitters union.

1188
00:35:43.885 --> 00:35:44.066
Also,

1189
00:35:44.146 --> 00:35:44.366
you know,

1190
00:35:44.367 --> 00:35:47.627
these people that own these laundromats now and car washes,

1191
00:35:48.367 --> 00:35:48.947
it's just like,

1192
00:35:49.267 --> 00:35:50.808
if you would have told me 10 years ago,

1193
00:35:51.848 --> 00:35:51.988
it's,

1194
00:35:52.108 --> 00:35:55.749
you're better off owning 13 laundromats than going to dental school.

1195
00:35:57.765 --> 00:35:58.746
I would have told you we're crazy.

1196
00:35:59.366 --> 00:35:59.486
Yeah,

1197
00:35:59.726 --> 00:36:00.126
it's crazy.

1198
00:36:00.567 --> 00:36:04.509
Someone told you the PDF is the most undefeated technology ever invented.

1199
00:36:05.649 --> 00:36:09.571
Why is a decades old file format still running real estate?

1200
00:36:11.813 --> 00:36:12.073
You know,

1201
00:36:12.093 --> 00:36:13.974
I wish I had a really great answer for that.

1202
00:36:14.494 --> 00:36:16.235
It's because no one's betting on real estate.

1203
00:36:16.535 --> 00:36:17.416
Like I said before,

1204
00:36:18.156 --> 00:36:19.097
I don't know what it is.

1205
00:36:19.137 --> 00:36:20.517
And I'm not sure why real estate,

1206
00:36:20.878 --> 00:36:23.499
real estate has the worst PR out there right now.

1207
00:36:24.440 --> 00:36:26.141
Everyone bets against the real estate agent.

1208
00:36:26.142 --> 00:36:26.941
If you think about it.

1209
00:36:27.509 --> 00:36:30.170
Everyone says we should go directly to consumer.

1210
00:36:30.670 --> 00:36:32.150
We should go past the real estate agent.

1211
00:36:32.911 --> 00:36:41.833
Nobody has said I'm going to invest money into this old form to make a real estate agent's life better because they won't adopt it.

1212
00:36:42.513 --> 00:36:49.815
That's why it's undefeated is it's not the PDF is they're not giving a real estate agent enough credit to maybe want to learn something new.

1213
00:36:50.316 --> 00:36:54.717
So give them something that's 32 years old that you cannot do.

1214
00:36:55.669 --> 00:36:57.771
On your iPhone that you just spent $1,000 on.

1215
00:36:57.991 --> 00:36:58.991
And Adobe's the worst.

1216
00:36:59.151 --> 00:36:59.732
It's the worst.

1217
00:36:59.752 --> 00:37:01.213
They're the worst.

1218
00:37:01.773 --> 00:37:03.795
It hasn't been improved in decades.

1219
00:37:04.295 --> 00:37:04.835
In decades.

1220
00:37:05.796 --> 00:37:08.518
We've got reusable rockets and self-driving cars.

1221
00:37:09.679 --> 00:37:13.682
And an agent still fills out the same form by hand in the parking lot.

1222
00:37:14.062 --> 00:37:15.183
How is that still a thing?

1223
00:37:17.744 --> 00:37:18.365
It's not going to be.

1224
00:37:19.025 --> 00:37:19.666
It just can't be.

1225
00:37:20.166 --> 00:37:20.646
It can't be.

1226
00:37:20.927 --> 00:37:23.288
I'm going to keep going back to the same premise I have.

1227
00:37:25.081 --> 00:37:27.082
Because we're going through it right now.

1228
00:37:27.962 --> 00:37:30.483
It's still a thing because agents allow it to be.

1229
00:37:31.643 --> 00:37:32.563
Agents are saying,

1230
00:37:32.943 --> 00:37:35.684
I don't want to learn something new and no one's giving me anything new.

1231
00:37:36.304 --> 00:37:38.785
But there is a tipping point now with AI.

1232
00:37:39.705 --> 00:37:40.945
You don't have to learn anything.

1233
00:37:41.386 --> 00:37:42.346
There's no new app.

1234
00:37:43.246 --> 00:37:43.806
It used to be,

1235
00:37:43.946 --> 00:37:44.586
here's a new app.

1236
00:37:45.107 --> 00:37:46.367
That's the first thing that failed.

1237
00:37:46.767 --> 00:37:49.628
Or here's a new workflow that just doesn't fit into your day.

1238
00:37:50.228 --> 00:37:51.488
Or you know what?

1239
00:37:51.728 --> 00:37:53.449
Your broker came out with something new.

1240
00:37:53.837 --> 00:37:55.178
But when you leave your broker,

1241
00:37:55.718 --> 00:37:56.739
you don't have to use that anymore.

1242
00:37:56.740 --> 00:37:57.500
It's going to be something new.

1243
00:37:57.760 --> 00:38:01.602
There's been so many failures to launch for real estate agents.

1244
00:38:01.823 --> 00:38:03.344
It's just fatigue at this point.

1245
00:38:04.104 --> 00:38:04.785
No new apps.

1246
00:38:05.325 --> 00:38:06.486
AI is there to say,

1247
00:38:06.526 --> 00:38:06.966
you know what?

1248
00:38:06.986 --> 00:38:07.907
You don't have to learn anything.

1249
00:38:08.427 --> 00:38:09.448
Tell me what you need.

1250
00:38:10.028 --> 00:38:10.969
I will take care of it.

1251
00:38:11.649 --> 00:38:11.909
Right?

1252
00:38:12.610 --> 00:38:13.971
AI is a beautiful thing.

1253
00:38:14.291 --> 00:38:14.651
That's why.

1254
00:38:14.952 --> 00:38:15.572
You know why also?

1255
00:38:16.012 --> 00:38:17.213
AI didn't exist two years ago.

1256
00:38:18.534 --> 00:38:19.174
It wasn't a thing.

1257
00:38:19.975 --> 00:38:22.016
This has changed not just real estate.

1258
00:38:22.036 --> 00:38:22.857
It's changed everything.

1259
00:38:23.649 --> 00:38:25.109
I think the realtors that are going to,

1260
00:38:25.750 --> 00:38:34.772
that first wave that'll be successful are the ones that are always like looking for the best CRM and looking for the best model for their team,

1261
00:38:35.012 --> 00:38:35.872
for their brokerage.

1262
00:38:36.172 --> 00:38:40.173
Whoever is that person and that mindset of growth mentality,

1263
00:38:40.894 --> 00:38:43.454
they're the ones that are going to kill it with AI.

1264
00:38:43.734 --> 00:38:44.695
And you know what's interesting?

1265
00:38:44.915 --> 00:38:45.315
You just,

1266
00:38:45.815 --> 00:38:47.615
you said something that made me think of something.

1267
00:38:48.836 --> 00:38:49.076
Also,

1268
00:38:50.016 --> 00:38:51.516
all of the money,

1269
00:38:52.637 --> 00:38:53.357
the companies have...

1270
00:38:53.457 --> 00:38:56.898
poured into real estate and AI has been through marketing.

1271
00:38:57.559 --> 00:38:58.819
Let me help you with your marketing.

1272
00:38:59.520 --> 00:39:01.580
Let me help you get to your customers faster.

1273
00:39:02.101 --> 00:39:04.902
Let me help you organize your CRM.

1274
00:39:06.342 --> 00:39:08.043
Everyone's looking at the real cool,

1275
00:39:08.143 --> 00:39:08.943
flashy stuff.

1276
00:39:09.624 --> 00:39:12.205
No one's looking at the non-sexy PDF.

1277
00:39:13.145 --> 00:39:14.486
And like I talk about all the time,

1278
00:39:14.906 --> 00:39:16.947
that's where Asians lose a lot of their money,

1279
00:39:17.767 --> 00:39:20.248
is spending eight hours going through a document,

1280
00:39:20.788 --> 00:39:22.069
making sure there's a checkbox.

1281
00:39:22.985 --> 00:39:24.286
And so it's interesting.

1282
00:39:24.666 --> 00:39:29.791
It's just really interesting to me that the marketing has been where AI has been really,

1283
00:39:29.871 --> 00:39:30.111
really,

1284
00:39:30.371 --> 00:39:31.892
really executed on real estate.

1285
00:39:33.233 --> 00:39:34.575
For someone that's never seen it,

1286
00:39:34.735 --> 00:39:37.117
what does Ethica actually let an agent do?

1287
00:39:40.299 --> 00:39:40.940
Theoretically,

1288
00:39:41.720 --> 00:39:43.282
spend more time with their consumer,

1289
00:39:44.282 --> 00:39:44.763
period,

1290
00:39:45.523 --> 00:39:45.804
right?

1291
00:39:46.324 --> 00:39:50.728
Mitch doesn't have to have that laptop underneath his car and his seat anymore.

1292
00:39:51.308 --> 00:39:51.568
Also,

1293
00:39:52.049 --> 00:39:52.269
if he…

1294
00:39:52.682 --> 00:39:55.195
I'll tell you exactly in real life we saw the other day.

1295
00:39:56.502 --> 00:39:56.964
You're at dinner.

1296
00:39:57.781 --> 00:39:58.521
An offer comes in.

1297
00:40:00.902 --> 00:40:01.903
Real estate agent says,

1298
00:40:02.063 --> 00:40:02.723
I'm so sorry.

1299
00:40:03.003 --> 00:40:04.304
I have to go back to my office.

1300
00:40:05.064 --> 00:40:08.666
Or I have to go to my car and find a wireless hotspot.

1301
00:40:09.446 --> 00:40:11.707
You can step outside for two minutes.

1302
00:40:12.327 --> 00:40:13.028
Make a phone call.

1303
00:40:13.608 --> 00:40:14.728
Go back to their family.

1304
00:40:15.429 --> 00:40:15.689
You know,

1305
00:40:15.690 --> 00:40:16.789
we were joking about time.

1306
00:40:18.450 --> 00:40:21.991
Ethica theoretically and now practically can give you time back.

1307
00:40:22.692 --> 00:40:23.332
It's not sexy.

1308
00:40:24.132 --> 00:40:25.213
We're filling forms in for you.

1309
00:40:25.769 --> 00:40:26.249
anywhere,

1310
00:40:26.449 --> 00:40:27.109
any place.

1311
00:40:27.309 --> 00:40:28.670
It's just not sexy,

1312
00:40:29.070 --> 00:40:29.610
but it works.

1313
00:40:30.090 --> 00:40:30.750
That's all that matters.

1314
00:40:30.751 --> 00:40:31.311
It just works.

1315
00:40:31.351 --> 00:40:31.551
Right.

1316
00:40:31.591 --> 00:40:32.271
That's all that matters.

1317
00:40:32.311 --> 00:40:32.451
Yeah.

1318
00:40:34.832 --> 00:40:39.233
What does it change for an agent when something like this comes free through their association?

1319
00:40:40.293 --> 00:40:40.613
Say that again?

1320
00:40:43.414 --> 00:40:45.514
What does it change for an agent when something like this comes,

1321
00:40:45.535 --> 00:40:46.255
and this is through CAR,

1322
00:40:48.195 --> 00:40:49.776
it's free through their association?

1323
00:40:50.096 --> 00:40:50.956
How does that change,

1324
00:40:51.016 --> 00:40:51.136
say,

1325
00:40:51.276 --> 00:40:52.216
a CAR agent right now?

1326
00:40:52.217 --> 00:40:53.477
Because Ethica's partnered with CAR.

1327
00:40:53.577 --> 00:40:53.817
Yeah.

1328
00:40:54.077 --> 00:40:54.197
So...

1329
00:40:54.677 --> 00:40:54.817
Yeah,

1330
00:40:54.997 --> 00:40:55.438
we have,

1331
00:40:55.758 --> 00:40:59.081
our product is a free member benefit through CAR.

1332
00:40:59.961 --> 00:41:01.082
And so it doesn't,

1333
00:41:01.102 --> 00:41:01.683
the great thing,

1334
00:41:01.743 --> 00:41:01.943
Jeff,

1335
00:41:01.983 --> 00:41:03.384
is it doesn't change anything.

1336
00:41:03.844 --> 00:41:04.725
Meaning it doesn't,

1337
00:41:04.765 --> 00:41:06.727
it costs them a whole zero dollars.

1338
00:41:07.827 --> 00:41:09.168
And you know what?

1339
00:41:09.169 --> 00:41:10.069
I'm just going to be really blunt.

1340
00:41:11.510 --> 00:41:16.534
The biggest cost right now for an agent is actually sitting down and learning how to use something.

1341
00:41:17.475 --> 00:41:19.056
It's literally learning how to use something.

1342
00:41:19.096 --> 00:41:19.657
you

1343
00:41:20.737 --> 00:41:22.918
That's what the most frustrating thing to me is.

1344
00:41:23.098 --> 00:41:25.959
I'm watching why technology isn't given to agents.

1345
00:41:26.699 --> 00:41:27.719
I have something that's free.

1346
00:41:28.659 --> 00:41:29.700
I have something with no app.

1347
00:41:30.440 --> 00:41:32.861
I have something that literally takes five minutes to learn.

1348
00:41:33.481 --> 00:41:34.341
And 55%

1349
00:41:34.361 --> 00:41:35.662
of the agents are like,

1350
00:41:35.663 --> 00:41:35.782
no,

1351
00:41:35.783 --> 00:41:38.582
I'll still do something that I learned 30 years ago.

1352
00:41:39.303 --> 00:41:43.424
That's why companies don't spend money on real estate.

1353
00:41:44.404 --> 00:41:46.885
And I refuse to let that happen.

1354
00:41:47.321 --> 00:41:48.642
I just refuse to let that happen.

1355
00:41:48.682 --> 00:41:52.024
I refuse to let an agent tell me it's too much money.

1356
00:41:52.384 --> 00:41:52.784
It's free.

1357
00:41:53.324 --> 00:41:54.245
It's too hard to use.

1358
00:41:54.345 --> 00:41:56.826
You use chat and I don't have enough time.

1359
00:41:57.047 --> 00:41:57.367
Yes,

1360
00:41:57.387 --> 00:41:57.667
you do.

1361
00:41:58.207 --> 00:41:58.527
And so

1362
00:41:59.948 --> 00:42:03.790
I'm going to make sure that every agent through car understands,

1363
00:42:04.050 --> 00:42:04.911
give me five minutes.

1364
00:42:04.912 --> 00:42:07.212
I'll give you three or four hours of your week back.

1365
00:42:07.853 --> 00:42:08.073
Right.

1366
00:42:08.233 --> 00:42:09.794
But you just have to use it.

1367
00:42:10.314 --> 00:42:11.014
Just have to use it.

1368
00:42:11.375 --> 00:42:15.417
That to me is the biggest conversation going on right now.

1369
00:42:15.937 --> 00:42:16.898
I'm a guy that has an

1370
00:42:17.378 --> 00:42:21.761
AI company that I advise companies on throughput and I give them their time back.

1371
00:42:22.502 --> 00:42:25.904
And people can't grasp that concept.

1372
00:42:26.725 --> 00:42:29.527
You said something the other day that really,

1373
00:42:29.627 --> 00:42:30.708
really resonated with me.

1374
00:42:31.488 --> 00:42:32.509
And we haven't talked about it.

1375
00:42:32.629 --> 00:42:34.010
I think it was on one of your walks.

1376
00:42:34.650 --> 00:42:35.211
I'm not sure.

1377
00:42:35.251 --> 00:42:39.033
But you said something that hit me like a ton of bricks.

1378
00:42:39.474 --> 00:42:40.494
And I'm going to get this wrong.

1379
00:42:40.635 --> 00:42:41.175
But it was,

1380
00:42:42.436 --> 00:42:43.457
I don't know the percentage,

1381
00:42:43.657 --> 00:42:43.877
but.

1382
00:42:44.373 --> 00:42:48.914
Most people don't go to Yahoo or Google to look up restaurants anymore,

1383
00:42:49.214 --> 00:42:50.255
look up wines,

1384
00:42:50.615 --> 00:42:51.575
look up services.

1385
00:42:51.895 --> 00:42:52.315
I don't.

1386
00:42:53.016 --> 00:42:54.896
I go into chat and I say,

1387
00:42:54.916 --> 00:42:55.936
I'm going to Vegas.

1388
00:42:56.336 --> 00:42:57.237
I need a restaurant.

1389
00:42:58.157 --> 00:42:59.577
And it finds me those restaurants.

1390
00:43:00.998 --> 00:43:02.918
Why aren't people using more of that?

1391
00:43:03.298 --> 00:43:09.200
Why aren't the biggest restaurant chains making sure they are optimized using AI?

1392
00:43:10.040 --> 00:43:10.621
And into chat,

1393
00:43:10.681 --> 00:43:10.981
I don't.

1394
00:43:11.301 --> 00:43:11.881
To your point,

1395
00:43:12.209 --> 00:43:12.989
I don't understand it.

1396
00:43:13.009 --> 00:43:13.489
It's wild.

1397
00:43:13.509 --> 00:43:14.070
It's wild to me.

1398
00:43:14.071 --> 00:43:14.490
It's wild.

1399
00:43:14.610 --> 00:43:15.190
Absolutely wild.

1400
00:43:15.290 --> 00:43:17.650
AI has taken over Yahoo and TripAdvisor.

1401
00:43:19.071 --> 00:43:23.512
In terms of when people are looking for a local customer service,

1402
00:43:25.593 --> 00:43:26.293
they're going to AI.

1403
00:43:26.373 --> 00:43:29.014
And that number is just going to keep going up,

1404
00:43:29.934 --> 00:43:30.614
Just like Assam.

1405
00:43:30.974 --> 00:43:32.014
We went to dinner last night.

1406
00:43:34.115 --> 00:43:34.315
Usually,

1407
00:43:34.335 --> 00:43:35.215
I just take out my phone,

1408
00:43:35.255 --> 00:43:36.196
take a picture of the menu.

1409
00:43:37.376 --> 00:43:38.076
My chat knows me,

1410
00:43:39.036 --> 00:43:40.117
knows what I love to drink,

1411
00:43:40.617 --> 00:43:41.377
asks me what I'm eating.

1412
00:43:42.589 --> 00:43:43.410
Not just the best,

1413
00:43:43.710 --> 00:43:44.310
best price,

1414
00:43:44.751 --> 00:43:45.471
best for that day,

1415
00:43:45.891 --> 00:43:46.672
best for what I'm eating.

1416
00:43:48.853 --> 00:43:49.673
It's incredible.

1417
00:43:49.793 --> 00:43:50.794
This is the new world.

1418
00:43:51.174 --> 00:43:52.095
I feel bad for this arm.

1419
00:43:53.175 --> 00:43:54.256
Well,

1420
00:43:54.516 --> 00:43:55.297
I've talked about this.

1421
00:43:55.557 --> 00:44:01.140
I look at it now through a lens of when I walk out my door in the morning and I get in my car and whoever I'm interacting with,

1422
00:44:01.180 --> 00:44:01.740
I'm now like,

1423
00:44:02.301 --> 00:44:03.561
are they going to have a job in a year,

1424
00:44:04.362 --> 00:44:04.842
three years,

1425
00:44:04.922 --> 00:44:05.402
five years,

1426
00:44:05.442 --> 00:44:06.283
ten years down the road?

1427
00:44:06.783 --> 00:44:08.104
Like the barista.

1428
00:44:08.744 --> 00:44:08.864
Yep.

1429
00:44:08.985 --> 00:44:09.345
Gone.

1430
00:44:09.625 --> 00:44:09.745
Yep.

1431
00:44:09.985 --> 00:44:10.305
Sorry,

1432
00:44:10.605 --> 00:44:10.925
sorry,

1433
00:44:11.025 --> 00:44:11.565
baristas.

1434
00:44:11.766 --> 00:44:12.066
Sorry,

1435
00:44:12.226 --> 00:44:13.686
but it's going to be a

1436
00:44:14.386 --> 00:44:17.027
Tesla Optimus robot that's going to look,

1437
00:44:17.247 --> 00:44:17.427
hey,

1438
00:44:17.547 --> 00:44:17.807
Jeff,

1439
00:44:17.867 --> 00:44:18.607
how are you?

1440
00:44:18.847 --> 00:44:21.548
Want another double macchiato venti whatever?

1441
00:44:22.709 --> 00:44:23.049
Right.

1442
00:44:23.050 --> 00:44:24.049
It's going to look exactly what I want.

1443
00:44:24.289 --> 00:44:24.989
How's Alex?

1444
00:44:25.509 --> 00:44:26.149
How's she doing?

1445
00:44:26.510 --> 00:44:27.290
How's she doing at UNLV?

1446
00:44:28.290 --> 00:44:29.210
They're going to know,

1447
00:44:30.091 --> 00:44:32.091
and it's going to be in a way that's so soft.

1448
00:44:32.111 --> 00:44:32.331
You're like,

1449
00:44:32.332 --> 00:44:32.451
oh,

1450
00:44:32.491 --> 00:44:33.031
she's doing great.

1451
00:44:33.131 --> 00:44:33.411
Thank you.

1452
00:44:33.551 --> 00:44:35.552
Or they know that you just want to get your order in,

1453
00:44:35.553 --> 00:44:35.992
and that's it.

1454
00:44:36.472 --> 00:44:37.693
And that's where we're headed.

1455
00:44:37.993 --> 00:44:38.133
Yeah.

1456
00:44:38.533 --> 00:44:38.873
You know what?

1457
00:44:40.077 --> 00:44:40.418
You know what?

1458
00:44:40.458 --> 00:44:40.818
It's funny.

1459
00:44:40.898 --> 00:44:42.240
Why I just looked away is

1460
00:44:43.021 --> 00:44:43.861
I agree with that.

1461
00:44:44.682 --> 00:44:45.824
I'm almost hoping it's not,

1462
00:44:45.884 --> 00:44:46.084
though.

1463
00:44:46.825 --> 00:44:47.105
Right.

1464
00:44:47.205 --> 00:44:50.789
Like sometimes you need that human interaction,

1465
00:44:50.909 --> 00:44:51.870
but it probably will.

1466
00:44:51.910 --> 00:44:52.451
But you know why?

1467
00:44:52.791 --> 00:44:53.472
It's more efficient.

1468
00:44:53.952 --> 00:44:54.533
It's faster.

1469
00:44:55.013 --> 00:44:57.414
It's smarter and monetize the heart of it.

1470
00:44:57.554 --> 00:44:58.114
Of course,

1471
00:44:58.574 --> 00:44:59.774
100%,

1472
00:44:59.874 --> 00:45:01.055
100%.

1473
00:45:01.455 --> 00:45:02.535
And something you said too,

1474
00:45:02.995 --> 00:45:12.918
which really is I think about all the time now is how do I force people to do something that they really don't want to do,

1475
00:45:13.118 --> 00:45:14.178
but they know they have to.

1476
00:45:14.778 --> 00:45:18.479
And that's where we are right now is they know they have to.

1477
00:45:19.520 --> 00:45:20.140
They don't want to,

1478
00:45:20.1000 --> 00:45:21.900
but they know they have to.

1479
00:45:23.181 --> 00:45:24.461
It is something that...

1480
00:45:25.061 --> 00:45:25.421
Again,

1481
00:45:25.601 --> 00:45:27.843
we keep going back to this concept of a tipping point.

1482
00:45:28.624 --> 00:45:33.347
And the realtors that jump on board are the ones now,

1483
00:45:33.507 --> 00:45:33.868
I think,

1484
00:45:34.008 --> 00:45:36.069
that are going to be wildly successful.

1485
00:45:36.630 --> 00:45:38.011
Wildly successful.

1486
00:45:38.331 --> 00:45:40.332
The other ones are going to be the ones that sit back and go,

1487
00:45:40.632 --> 00:45:43.014
I'm reworking to 2005.

1488
00:45:43.015 --> 00:45:44.295
I made 400 grand this year.

1489
00:45:44.595 --> 00:45:44.876
Fuck you.

1490
00:45:45.636 --> 00:45:45.876
Sorry.

1491
00:45:45.896 --> 00:45:46.577
You don't fucking care.

1492
00:45:46.797 --> 00:45:47.377
As a title rep,

1493
00:45:47.378 --> 00:45:48.078
we don't fucking care.

1494
00:45:48.558 --> 00:45:48.678
Oh,

1495
00:45:48.679 --> 00:45:49.019
my God.

1496
00:45:49.039 --> 00:45:51.020
More therapy sessions with agents about that shit.

1497
00:45:51.580 --> 00:45:52.121
But it's like...

1498
00:45:52.401 --> 00:45:54.723
If you are on board with this thing,

1499
00:45:55.323 --> 00:45:56.264
and again,

1500
00:45:56.584 --> 00:45:58.606
I'm biased because I've seen the platform,

1501
00:45:58.686 --> 00:46:01.288
like what Ethica is doing,

1502
00:46:01.849 --> 00:46:05.492
you're literally giving an agent back hours.

1503
00:46:05.672 --> 00:46:05.952
Hours.

1504
00:46:06.252 --> 00:46:07.954
Hours of their week back.

1505
00:46:08.254 --> 00:46:08.614
You know what?

1506
00:46:08.674 --> 00:46:08.915
Also,

1507
00:46:09.075 --> 00:46:09.275
too,

1508
00:46:09.715 --> 00:46:10.776
let's not talk about time,

1509
00:46:11.757 --> 00:46:11.957
right?

1510
00:46:12.397 --> 00:46:13.578
Let's talk about compliance.

1511
00:46:14.519 --> 00:46:17.121
Let's talk about like just regulatory.

1512
00:46:18.903 --> 00:46:20.444
We know what's right and what's wrong.

1513
00:46:21.065 --> 00:46:21.185
Go.

1514
00:46:22.217 --> 00:46:23.077
We went through,

1515
00:46:24.358 --> 00:46:26.079
I think it was 15 RPAs,

1516
00:46:28.100 --> 00:46:29.800
just residential purchase agreements.

1517
00:46:31.141 --> 00:46:32.241
12 weren't right.

1518
00:46:32.421 --> 00:46:33.562
They weren't filled out correctly.

1519
00:46:33.902 --> 00:46:34.762
They were executed.

1520
00:46:35.183 --> 00:46:36.483
Houses were being lived in.

1521
00:46:36.863 --> 00:46:38.244
This legal contract was wrong.

1522
00:46:38.904 --> 00:46:42.446
So what people don't understand is someone come back and say,

1523
00:46:42.926 --> 00:46:44.006
this wasn't done right.

1524
00:46:44.907 --> 00:46:46.087
I don't want the house anymore.

1525
00:46:46.808 --> 00:46:49.709
Like real estate agents act as attorneys and they're brokers.

1526
00:46:50.009 --> 00:46:51.130
have to look at these forms.

1527
00:46:51.131 --> 00:46:53.892
They have five days to stamp these forms.

1528
00:46:54.753 --> 00:46:55.574
Forget about time.

1529
00:46:55.854 --> 00:46:56.835
What about compliance?

1530
00:46:57.695 --> 00:46:58.276
What about just,

1531
00:46:58.476 --> 00:47:01.539
you don't have to worry about missing something on a form anymore.

1532
00:47:02.519 --> 00:47:03.800
How about peace of mind,

1533
00:47:04.381 --> 00:47:04.641
right?

1534
00:47:04.681 --> 00:47:06.763
And so you can look at AI,

1535
00:47:07.363 --> 00:47:08.264
whether it be ethical,

1536
00:47:08.384 --> 00:47:09.285
whether it be anything,

1537
00:47:10.266 --> 00:47:11.267
forget about just time,

1538
00:47:11.307 --> 00:47:13.188
look at every facet that it does for you,

1539
00:47:13.509 --> 00:47:13.769
right?

1540
00:47:13.849 --> 00:47:15.430
And I'll just say this,

1541
00:47:16.171 --> 00:47:17.432
car is an amazing partner,

1542
00:47:17.632 --> 00:47:18.092
but boy,

1543
00:47:18.093 --> 00:47:18.733
are they a pain.

1544
00:47:19.061 --> 00:47:21.923
And the reason why they're a pain is they look after their constituents.

1545
00:47:22.403 --> 00:47:24.204
So they looked at our product and you know what?

1546
00:47:24.584 --> 00:47:26.585
It has to be so incredibly compliant,

1547
00:47:26.905 --> 00:47:29.807
way more compliant than I'd ever be standalone company.

1548
00:47:30.287 --> 00:47:31.568
But because they're our partner,

1549
00:47:32.108 --> 00:47:34.470
this is the most compliant platform I've ever built.

1550
00:47:35.470 --> 00:47:36.591
That's good for an agent.

1551
00:47:36.631 --> 00:47:38.992
And it's all free because of car,

1552
00:47:39.372 --> 00:47:40.373
because they're looking out.

1553
00:47:40.413 --> 00:47:41.594
So yes,

1554
00:47:41.654 --> 00:47:41.914
time,

1555
00:47:41.934 --> 00:47:42.174
Jeff,

1556
00:47:43.895 --> 00:47:45.936
you're not going to miss box.

1557
00:47:46.796 --> 00:47:47.577
You're not going to miss.

1558
00:47:47.893 --> 00:47:52.135
how it was the vesting is on the deed because we do that for you,

1559
00:47:52.795 --> 00:47:53.035
right?

1560
00:47:53.455 --> 00:47:55.936
AI is one of these things where it gives you eight arms.

1561
00:47:57.397 --> 00:47:57.677
Use them.

1562
00:47:58.578 --> 00:48:00.939
And is it's Ethica VoicePilot.

1563
00:48:01.199 --> 00:48:03.039
Is it just right now in California?

1564
00:48:03.300 --> 00:48:04.220
Just in California.

1565
00:48:04.440 --> 00:48:10.443
So we kicked off with the California Association of Realtors.

1566
00:48:10.463 --> 00:48:12.123
They came to us and basically said,

1567
00:48:12.904 --> 00:48:15.745
why aren't you doing this and why aren't we doing this together?

1568
00:48:16.929 --> 00:48:17.349
So we said,

1569
00:48:17.449 --> 00:48:18.010
let's do it.

1570
00:48:18.050 --> 00:48:19.771
And so not to be biased,

1571
00:48:20.572 --> 00:48:21.692
but we started in California.

1572
00:48:21.712 --> 00:48:22.613
It's the largest state.

1573
00:48:23.514 --> 00:48:26.256
CAR is the largest association of the states.

1574
00:48:27.056 --> 00:48:28.537
And they jumped on first.

1575
00:48:29.218 --> 00:48:30.719
And so it's in California now.

1576
00:48:30.779 --> 00:48:31.980
We will be in 50 states.

1577
00:48:32.700 --> 00:48:34.702
Is there any timeline that you have right now?

1578
00:48:36.063 --> 00:48:37.564
It all depends on when you talk to me.

1579
00:48:38.465 --> 00:48:42.107
And this is a full disclosure.

1580
00:48:42.628 --> 00:48:44.409
This will drop in late July.

1581
00:48:48.601 --> 00:48:49.201
News flash,

1582
00:48:49.241 --> 00:48:50.161
it dropped yesterday.

1583
00:48:52.842 --> 00:48:53.282
So hold on.

1584
00:48:54.683 --> 00:49:01.004
It'll be out for every realtor in California beginning of July.

1585
00:49:01.985 --> 00:49:03.185
AI is making us work faster,

1586
00:49:03.345 --> 00:49:03.945
so it's okay.

1587
00:49:04.405 --> 00:49:05.566
And agents are yelling for it.

1588
00:49:06.426 --> 00:49:06.946
Time frame,

1589
00:49:06.986 --> 00:49:07.466
I don't know.

1590
00:49:08.006 --> 00:49:08.847
So here's what I'll say,

1591
00:49:09.887 --> 00:49:11.367
going back to what keeps me up at night.

1592
00:49:12.808 --> 00:49:14.508
When someone said you need to build this,

1593
00:49:14.788 --> 00:49:16.129
we thought it would take six months.

1594
00:49:16.729 --> 00:49:17.649
Then it took three months.

1595
00:49:17.889 --> 00:49:18.749
And it took two months.

1596
00:49:18.950 --> 00:49:19.910
AI is getting better.

1597
00:49:20.711 --> 00:49:22.011
I thought I needed 100 people.

1598
00:49:22.111 --> 00:49:22.732
I need 10,

1599
00:49:23.552 --> 00:49:23.812
right?

1600
00:49:24.152 --> 00:49:25.613
Codex keeps getting faster,

1601
00:49:26.094 --> 00:49:26.414
better.

1602
00:49:27.734 --> 00:49:30.196
I have now people that used to do customer experience.

1603
00:49:30.636 --> 00:49:31.657
Now we're building code,

1604
00:49:32.177 --> 00:49:32.937
building product.

1605
00:49:33.578 --> 00:49:33.698
So,

1606
00:49:33.958 --> 00:49:34.198
you know,

1607
00:49:34.199 --> 00:49:35.139
to answer your question,

1608
00:49:35.959 --> 00:49:37.280
I don't know timelines anymore.

1609
00:49:37.820 --> 00:49:40.221
They are literally a figment of my imagination.

1610
00:49:40.261 --> 00:49:41.802
Every time I think I know something,

1611
00:49:42.363 --> 00:49:44.244
AI or Claude says,

1612
00:49:44.464 --> 00:49:44.704
nah,

1613
00:49:45.404 --> 00:49:45.604
you know,

1614
00:49:45.605 --> 00:49:46.485
mythos comes out.

1615
00:49:47.669 --> 00:49:48.653
And then gets pulled back.

1616
00:49:49.296 --> 00:49:49.477
Like,

1617
00:49:49.517 --> 00:49:49.879
I don't know.

1618
00:49:50.240 --> 00:49:50.421
Jeff,

1619
00:49:50.461 --> 00:49:51.064
this world is.

1620
00:49:51.649 --> 00:49:52.770
incredibly amazing,

1621
00:49:52.970 --> 00:49:53.390
scary,

1622
00:49:53.530 --> 00:49:54.451
and wonderful.

1623
00:49:54.871 --> 00:49:55.031
It's,

1624
00:49:55.171 --> 00:49:56.452
it's wild with,

1625
00:49:56.873 --> 00:49:57.733
with Claude.

1626
00:49:57.734 --> 00:50:00.415
I see it all the time when I'm building projects out all the time,

1627
00:50:00.435 --> 00:50:00.775
it'll say,

1628
00:50:01.196 --> 00:50:01.356
well,

1629
00:50:01.456 --> 00:50:02.637
this is going to take an hour.

1630
00:50:03.057 --> 00:50:03.898
It takes five minutes.

1631
00:50:03.938 --> 00:50:04.118
Yes.

1632
00:50:04.418 --> 00:50:04.618
Even

1633
00:50:05.038 --> 00:50:06.760
Claude doesn't know how good it is.

1634
00:50:07.240 --> 00:50:07.360
Yep.

1635
00:50:07.361 --> 00:50:07.560
You know,

1636
00:50:07.600 --> 00:50:07.900
and yeah,

1637
00:50:07.901 --> 00:50:08.501
with mythos,

1638
00:50:08.861 --> 00:50:10.662
the mythos architecture with fable,

1639
00:50:10.682 --> 00:50:12.504
which I've heard now it's coming back pretty soon.

1640
00:50:12.904 --> 00:50:13.304
Praise,

1641
00:50:13.584 --> 00:50:15.206
praise AI Jesus.

1642
00:50:15.446 --> 00:50:15.706
Yes.

1643
00:50:15.866 --> 00:50:18.348
Cause that's a game changer for anyone that doesn't know like,

1644
00:50:18.388 --> 00:50:19.048
Oh my God.

1645
00:50:19.288 --> 00:50:19.408
Yep.

1646
00:50:19.669 --> 00:50:19.949
And,

1647
00:50:20.717 --> 00:50:24.959
It's just the time you get so much more stuff done.

1648
00:50:25.579 --> 00:50:26.179
And you know what?

1649
00:50:26.299 --> 00:50:27.620
I'm just going to cut you off for a sec.

1650
00:50:29.060 --> 00:50:29.841
You said something.

1651
00:50:30.921 --> 00:50:38.064
My entire theory right now is if I could build something,

1652
00:50:38.384 --> 00:50:40.125
not just filling out forms for agents,

1653
00:50:40.585 --> 00:50:44.387
but be their assistant from soup to nuts,

1654
00:50:44.927 --> 00:50:45.527
that's my goal,

1655
00:50:46.488 --> 00:50:46.728
right?

1656
00:50:47.108 --> 00:50:47.748
Let them sell.

1657
00:50:48.768 --> 00:50:49.949
Let them be my best friend.

1658
00:50:51.005 --> 00:50:52.586
but let AI do everything else.

1659
00:50:53.427 --> 00:50:53.707
And so

1660
00:50:54.407 --> 00:50:58.170
I truly believe that,

1661
00:50:59.051 --> 00:50:59.271
again,

1662
00:50:59.311 --> 00:51:04.435
I just happened to pick real estate because real estate has been so good to me and realtors built my homes,

1663
00:51:04.735 --> 00:51:04.915
right?

1664
00:51:04.935 --> 00:51:07.057
Realtors have been so good to me.

1665
00:51:07.137 --> 00:51:08.017
Why not give back?

1666
00:51:08.337 --> 00:51:09.518
But in any profession,

1667
00:51:10.099 --> 00:51:11.920
AIs can become your personal assistant.

1668
00:51:12.280 --> 00:51:13.021
Like you just said,

1669
00:51:13.781 --> 00:51:15.863
I'm sitting here for an hour with you.

1670
00:51:17.044 --> 00:51:18.665
My codex is looking at everything for me.

1671
00:51:19.429 --> 00:51:21.050
And it's going to buzz and tell me what to do.

1672
00:51:21.390 --> 00:51:22.610
It's giving me back my hour.

1673
00:51:23.291 --> 00:51:25.612
I can sit with Katie at dinner and not look at my phone.

1674
00:51:26.152 --> 00:51:27.392
Not because she tells me not to,

1675
00:51:28.473 --> 00:51:30.094
because I know it's being taken care of.

1676
00:51:31.214 --> 00:51:32.315
Doesn't anyone deserve that?

1677
00:51:33.115 --> 00:51:34.996
It is the efficiency.

1678
00:51:35.676 --> 00:51:36.496
It's peace of mind,

1679
00:51:36.576 --> 00:51:37.117
too.

1680
00:51:38.537 --> 00:51:39.198
It's peace of mind.

1681
00:51:39.298 --> 00:51:39.518
Yeah.

1682
00:51:39.738 --> 00:51:41.659
That to hop on a Google Meet call,

1683
00:51:42.259 --> 00:51:43.439
and the whole thing's being recorded,

1684
00:51:43.860 --> 00:51:44.980
and you take that transcript,

1685
00:51:45.040 --> 00:51:46.781
and you drop it in a project folder in the cloud.

1686
00:51:47.209 --> 00:51:48.450
and knows exactly what it's doing,

1687
00:51:48.490 --> 00:51:49.811
and it takes all the takeaways,

1688
00:51:50.252 --> 00:51:52.694
and then it emails out to people for follow-ups.

1689
00:51:54.475 --> 00:51:56.197
You and I couldn't work together without AI.

1690
00:51:56.797 --> 00:51:57.037
Correct.

1691
00:51:57.038 --> 00:52:04.143
What you do for me as a one-person team is amazing because you're leaning on AI more than most,

1692
00:52:04.604 --> 00:52:04.884
right?

1693
00:52:05.344 --> 00:52:05.985
Efficient for me,

1694
00:52:06.445 --> 00:52:07.426
cost-effective for me,

1695
00:52:07.626 --> 00:52:08.467
and amazing for you,

1696
00:52:09.048 --> 00:52:09.308
right?

1697
00:52:09.368 --> 00:52:09.668
And so,

1698
00:52:09.948 --> 00:52:10.289
again,

1699
00:52:10.469 --> 00:52:12.130
I'm going to sound like a broken record.

1700
00:52:14.332 --> 00:52:15.033
Whether it's a...

1701
00:52:17.501 --> 00:52:21.943
funny mistake or just a windfall for me and for real estate agents,

1702
00:52:23.724 --> 00:52:27.785
I happen to want to give back to an industry that gave me a ton.

1703
00:52:29.706 --> 00:52:35.008
And I also have an ax to grind of all the other technology companies that want to give up on real estate agents.

1704
00:52:36.529 --> 00:52:37.629
So it's a happy mistake,

1705
00:52:38.009 --> 00:52:38.270
right?

1706
00:52:38.390 --> 00:52:43.672
And I happen to meet a guy that all he wants to do is build product through AI,

1707
00:52:43.932 --> 00:52:44.212
right?

1708
00:52:44.432 --> 00:52:46.033
And so here it is.

1709
00:52:46.973 --> 00:52:47.413
It's free.

1710
00:52:49.175 --> 00:52:50.756
I don't understand how else to do it.

1711
00:52:51.196 --> 00:52:51.457
Right?

1712
00:52:51.957 --> 00:52:55.120
The only barrier is someone's got to pick it up and use it.

1713
00:52:55.620 --> 00:52:55.740
Well,

1714
00:52:55.741 --> 00:52:56.361
there's no catch.

1715
00:52:56.761 --> 00:52:57.241
There's no catch.

1716
00:52:57.242 --> 00:52:57.622
And people,

1717
00:52:57.623 --> 00:52:58.823
I think especially realtors are,

1718
00:52:58.883 --> 00:52:59.223
you know.

1719
00:53:00.084 --> 00:53:00.764
You know who has the,

1720
00:53:01.045 --> 00:53:03.787
okay.

1721
00:53:03.947 --> 00:53:05.568
Real estate agents have the worst PR.

1722
00:53:05.708 --> 00:53:06.989
And you know who else has the worst PR?

1723
00:53:07.230 --> 00:53:07.530
AI.

1724
00:53:08.190 --> 00:53:12.374
So I happen to be working on two sectors that have really bad

1725
00:53:12.794 --> 00:53:13.575
PR. It's true.

1726
00:53:13.755 --> 00:53:14.896
Everyone's afraid of AI.

1727
00:53:15.396 --> 00:53:16.057
Their PR.

1728
00:53:16.257 --> 00:53:18.679
in AI is so bad and real estate agents,

1729
00:53:18.739 --> 00:53:19.039
sorry,

1730
00:53:19.680 --> 00:53:20.400
have the worst

1731
00:53:20.881 --> 00:53:22.962
PR and they are the best out there.

1732
00:53:23.503 --> 00:53:24.243
It's just funny to me.

1733
00:53:24.444 --> 00:53:26.045
So why not have two negatives?

1734
00:53:26.046 --> 00:53:26.986
Because you know what that equals?

1735
00:53:27.326 --> 00:53:28.047
A big positive.

1736
00:53:28.048 --> 00:53:28.427
Big positive.

1737
00:53:28.887 --> 00:53:29.968
And when you said that about AI,

1738
00:53:29.969 --> 00:53:30.348
that's right.

1739
00:53:30.388 --> 00:53:32.170
Because now it's anybody,

1740
00:53:32.710 --> 00:53:34.992
anyone who's a keynote speaker at a college graduation,

1741
00:53:35.012 --> 00:53:35.993
if they bring up AI.

1742
00:53:36.113 --> 00:53:36.353
Boo.

1743
00:53:37.394 --> 00:53:37.634
Boo.

1744
00:53:37.874 --> 00:53:38.675
Boo AI.

1745
00:53:38.775 --> 00:53:38.915
Like,

1746
00:53:39.095 --> 00:53:39.416
whoa,

1747
00:53:39.616 --> 00:53:40.397
wait a minute.

1748
00:53:40.398 --> 00:53:40.457
Yep.

1749
00:53:40.458 --> 00:53:41.978
Do you know what it's going to do?

1750
00:53:42.138 --> 00:53:43.859
Unless you're an archaeology major,

1751
00:53:44.079 --> 00:53:45.541
you know what it's going to do for you?

1752
00:53:45.601 --> 00:53:45.721
No

1753
00:53:46.021 --> 00:54:04.128
yep like it's gonna you're gonna be able your bandwidth is gonna increase you know you know jeff you know there's two there's two really funny things people boo ai but you're able to be in a plane because of ai and have for many years autopilot

1754
00:54:04.289 --> 00:54:14.413
do you think that is right like those of us that are in cars now that self-drive what do you think that is your phone is filled with ai Okay.

1755
00:54:15.441 --> 00:54:15.761
How do you,

1756
00:54:16.101 --> 00:54:17.602
how does it know who's calling you?

1757
00:54:17.742 --> 00:54:17.922
Like,

1758
00:54:18.222 --> 00:54:21.483
it's just one of those things where if it affects you in a bad way,

1759
00:54:21.583 --> 00:54:22.123
like life,

1760
00:54:22.683 --> 00:54:23.243
it's not good.

1761
00:54:23.743 --> 00:54:24.603
Affects you in a good way.

1762
00:54:24.643 --> 00:54:25.224
It's brilliant.

1763
00:54:25.704 --> 00:54:26.644
It's all how you use it.

1764
00:54:27.224 --> 00:54:27.984
It's why I use it.

1765
00:54:29.045 --> 00:54:35.266
Do you think that there's other applications outside of real estate for Ethica?

1766
00:54:38.767 --> 00:54:38.887
No,

1767
00:54:38.888 --> 00:54:39.407
it's interesting.

1768
00:54:39.448 --> 00:54:40.408
I haven't thought about that.

1769
00:54:40.688 --> 00:54:41.768
I think you know me well enough.

1770
00:54:41.828 --> 00:54:44.809
I am pretty myopic and I'm singular focused.

1771
00:54:45.161 --> 00:54:47.852
Probably all I care about is

1772
00:54:48.353 --> 00:54:51.205
I have 225,000 real estates in California.

1773
00:54:51.990 --> 00:54:55.012
If I can get each one of them once just to utilize this technology,

1774
00:54:55.753 --> 00:54:56.173
it's a win.

1775
00:54:56.853 --> 00:54:59.535
I'm just trying to build the best product for real estate agents right now.

1776
00:55:00.076 --> 00:55:00.436
That's it.

1777
00:55:00.876 --> 00:55:01.857
So is there application?

1778
00:55:01.977 --> 00:55:02.217
Maybe.

1779
00:55:02.337 --> 00:55:02.697
I don't know.

1780
00:55:04.259 --> 00:55:07.721
It's interesting because you're someone that you invest in people.

1781
00:55:08.922 --> 00:55:10.343
You also always root for the underdog.

1782
00:55:12.384 --> 00:55:13.265
Let me think about that.

1783
00:55:13.405 --> 00:55:16.427
Let me keep myself grounded.

1784
00:55:17.628 --> 00:55:18.749
I don't know if I agree with that.

1785
00:55:19.129 --> 00:55:19.349
Really?

1786
00:55:19.609 --> 00:55:19.909
Yeah.

1787
00:55:19.929 --> 00:55:20.530
I'll tell you why.

1788
00:55:22.802 --> 00:55:24.583
I don't root for the underdog.

1789
00:55:24.743 --> 00:55:26.703
I root for the person I know that can do it,

1790
00:55:26.704 --> 00:55:28.024
and no one's giving them a chance.

1791
00:55:28.244 --> 00:55:29.364
I think there's a difference there.

1792
00:55:29.365 --> 00:55:29.764
Fair enough.

1793
00:55:29.964 --> 00:55:30.804
I think there's a difference.

1794
00:55:30.824 --> 00:55:32.285
Like going back to what we first talked about,

1795
00:55:32.685 --> 00:55:33.605
I saw something in you,

1796
00:55:33.965 --> 00:55:35.106
not because you're the underdog.

1797
00:55:35.146 --> 00:55:36.926
It's because you're really good at what you did.

1798
00:55:37.366 --> 00:55:38.767
And so I'm going to invest in that.

1799
00:55:39.467 --> 00:55:40.727
Going back to a real estate agent,

1800
00:55:40.767 --> 00:55:41.948
I don't think they're the underdog.

1801
00:55:42.328 --> 00:55:45.348
I just don't think anyone's invested the way they should in that industry.

1802
00:55:45.869 --> 00:55:46.989
I'm seeing why.

1803
00:55:47.849 --> 00:55:50.610
It's very difficult for them to pick up something new.

1804
00:55:50.870 --> 00:55:52.110
And I will not give up on that.

1805
00:55:52.410 --> 00:55:53.131
I see something.

1806
00:55:53.431 --> 00:55:54.271
They're not underdogs.

1807
00:55:54.671 --> 00:55:56.112
The biggest association in the country.

1808
00:55:56.652 --> 00:55:57.812
They've just been underserved.

1809
00:55:58.752 --> 00:55:59.533
They've been underserved.

1810
00:55:59.534 --> 00:56:02.113
And I know people and I'm giving that to the agent.

1811
00:56:02.994 --> 00:56:03.294
Well said,

1812
00:56:03.314 --> 00:56:03.714
my friend.

1813
00:56:03.934 --> 00:56:04.254
Thank you.

1814
00:56:04.294 --> 00:56:04.534
I mean,

1815
00:56:04.594 --> 00:56:05.014
it's true.

1816
00:56:05.394 --> 00:56:05.954
This has been fun.

1817
00:56:07.635 --> 00:56:08.095
It's been fun.

1818
00:56:08.315 --> 00:56:08.655
Of course,

1819
00:56:08.695 --> 00:56:09.255
it's always fun.

1820
00:56:09.375 --> 00:56:09.856
It's been fun.

1821
00:56:09.976 --> 00:56:10.556
Always fun with you.

1822
00:56:10.576 --> 00:56:12.676
This is something that was a long time coming.

1823
00:56:12.716 --> 00:56:13.997
I want to thank you for coming in.

1824
00:56:14.577 --> 00:56:15.277
Thanks for having me.

1825
00:56:15.317 --> 00:56:15.837
This is awesome.

1826
00:56:15.838 --> 00:56:16.397
You know I love you.

1827
00:56:17.018 --> 00:56:17.238
Same.

1828
00:56:17.778 --> 00:56:17.998
Same.

1829
00:56:18.258 --> 00:56:25.597
always and we will do this again very soon thanks buddy asshole