The State of the Market Through the Eyes of a Portfolio Manager

This podcast was created by Real Estate Professionals for Real Estate Professionals; Brokers & Agents a like who are looking to “LEVEL UP” their business and their life WITHOUT all the BS and FLUFF. Each show has actionable information you can put into practice immediately and take measurable action so that you can experience measurable results!

In this episode we explore The State of the Market Through the Eyes of a Portfolio Manager!

The market has been shifting…. Buyers are starting to see some seller concessions… New agents that jumped on the list at anything bandwagon are starting to have to make reductions on properties… Sellers are having serious FOMO……Did we miss the Gold Rush?!  For this episode I have an absolutely incredible Guest Co-Host who is going to help us explore the current market and soon to come future market from position as a highly  regarded Multi-Million Dollar Real Estate Portfolio Manager.  This guy is an absolute Bad Ass with an incredible heart, you all are really in for a treat! It is my esteemed pleasure to introduce  Wilson Hunter;  he absolutely brings it as always and this episode will not disappoint! 

 If some of the things in this episode really hit home for you and you're interested in chatting with Wilson and his team whether it's to invest or to learn more about how you can work with asset managers and be an "asset" to them in their business here is his information below: 

Want to get in contact with this episode's Co-host Wilson ?  

 Wilson Hunter

wilson@idlpboca.com

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Transcript

0:01

Welcome to the level up your real estate biz podcast. This podcast was created by real estate professionals for real estate professionals who are looking to level up their business and their life without all the BS and fluff. Right Hello, and welcome. My name is Lucas Rowell, and I am your host, very excited to have you here with us today for episode seven, state of the market through the eyes of a portfolio manager. So each show our objective is to give you the tactics behind the strategy. So you can immediately put into practice what you've learned because measurable actions lead to measurable results. So I'm super excited to introduce my co host today very special guest. This guest has an absolute incredible wealth of knowledge and is a bad ass asset manager here in the real estate space and is in the trenches helping his clients level up their portfolios every single day. So without further ado, please help me welcome the man, the myth, the legend, Mr. Wilson Hunter. How are you? Doing? Awesome. How you doing? Man? I'm great. I'm pumped. I'm excited to talk real estate market all those kinds of things. I know, man, it's been. It's an interesting market out there. Sure, it's, I know, I'm excited. I'm excited to hear from you know, from your background and your perspective, because you know, it's really Oh, man, last time, I think we saw each other was the Give, give a tree change your life. That was an awesome, awesome, awesome event. You know, and really looking, as I mentioned, really just looking forward to kind of jumping in and seeing what you're doing to leverage, you know, market instability for the portfolio, you manage, you know, your take on what's going on out there, you know, we're actually starting to see some seller concessions, we're actually starting to see, you know, some of those listing agents that came in like two years ago, they're like, oh, man, real estate's easy, we could just make money, they're asleep, right? That guy, Mazel, Rotties. And they have, you know, five Rolexes on their arm that are now starting to sweat a little bit like, oh, my gosh, I actually need to do a cop, I actually need to understand things. So I'm really, really excited to kind of hear from your perspective, you know, someone with your breadth of knowledge and experience, on what you think's gonna happen, where we're going, and the types of things that you're doing to to best leverage for for your people. Oh, yeah, I'm excited to share as much as I can. So can you before we, you know, jump right into into the meat of things, can you tell us a little bit about yourself, you know, how you got into real estate space, how you got into asset management, and just really how all that all that came together? Sure. So to make a long story short, I, I started in the property management sector, I took a part time job as a property manager at self storage, which is one of the assets that we own and manage ourselves. And that was the job that I said I could do. So I can put myself through college, without ever thinking that I would be in this position I am, I went to school to become an engineer, I graduated with multiple degrees in engineering. And I said, this is what I want to do. And, and so I did take a few courses and, and finance took a few courses in micro macro economics, not understanding or even thinking that this was going to come back around full circle, and and end up being the thing that I love and the thing that I'm most passionate about. And so that's how my career started. I love that. So, so Wilson, could you share what your current focus is? So my current focus right now is management of wealth management, portfolio, portfolio management, and things like that. And so that's really what I do. Officially, we are a development, a commercial real estate development company. And we also are management. And so there's a plethora of things that we do, but it just comes with a space, you have to be versatile. You have to be able to manage all kinds of different things and diversify yourself accordingly. One of the key things is having a problem solving mindset. That is the key to just getting anywhere you want in life, whether you're a real estate agent, whether you're doing any kind of job is you have to be able to take on a problem and say I'm looking for a solution. And so that comes with being resourceful. And so I think that this puts me in the position that I'm in it's just understanding that I don't know everything. It's being humble enough to understand that I'm never going to be the smartest person in the room, but that I am always willing to listen to others educate myself every day and and have a mindset of looking to solve problems. Outstanding, man, I love that. I love that. And you mentioned you have the multiple engineering background degrees. And so So how did you transition from saying, hey, and what type of engineering degrees? If you don't mind me asking? No, that's fine Electrical Computer. So those, that's pretty much my background. So you're an analytical guy by trade, right? I am. Okay. So you come over you transition into property management, you're like, Okay, this is, there's a great opportunity here. Right, and you start kind of working your way, as you mentioned, you're working your way up? And how did you find yourself where you are today? I think it's, um, you know, I think that, you know, I have to break it down into a little bit of luck. You know, I think every successful story will tell you that it didn't happen because of luck. I think a little bit had to do with that. But also is, is being ready for the opportunity is understanding is seeing yourself in five years, 10 years and saying, if I want to be in this opportunity, if I want to be in this position, I have to be ready for it. And so you make the decisions that you make now affect you, not right away for 510 years, and those are the ones that carry the most weight. And, and I think that you know, since you know, being in college and saying, You know what, I need to have a better understanding of micro and macro economics terms. It's understanding what what taxes do, it's, and then even in property management, not just sticking to property management is going outside of learning what commercial leasing clauses are understanding legality and, and just, you know, having more tools in your, in your tool bag, it's, but that should be a rule of thumb for everything in life, the more tools you have, the more versatile you are, the better you'll be able to fall into the position that you'll eventually land. Yeah, you got to you got to build those foundational skills and not train for where you are today, but train for where you want to be. Absolutely. So for those that don't kind of understand your position and your position title, could you kind of outline a little bit of what that looks like? And what types of things that you're responsible for and what you're doing? So this is always a fun question for me, because I don't have a straight answer. It really just depends on who I'm speaking to. When I'm speaking to a private banker, it's, it's a manager, I'm a portfolio manager, I'm financial manager, if I'm speaking to to a politician, because we're looking to develop something in some land at that point, I'm, I'm the Chief Operating Officer. So officially my title as a CEO for a commercial development and, and management company. And when I'm with my staff, it's never I'm the bosses, how can I help you achieve your goals? How can I make your job easier? How can I make things better for you so that you're successful, because your success falls on me? If you guys are all successful, doing the things that you're supposed to do, you're only gonna make me look great. And so it's in the best, and that's the reality. And so, and so it's, it's been the biggest helper, it's been the biggest facilitator to my team. Let's, let's unpack that a little more, if we could. So, when you're managing, you know, managing assets, like, what is what does that look like? Are you breaking that down into, you know, the deeper parts of your team going and doing the technical analysis? Are you doing the technical analysis? Like, what is what does that all look like, I guess, on a micro versus macro level? Well, so the overall vision has to be carried out by me. And then so that's from a macro level, and, and, and the, the, the feet on the ground, the soldiers that are getting it done that those are all the people that work or, you know, work with me, I never say worked for me, because I feel like, you know, we're all in this together, you know, their decisions affect me and otherwise, and, and so, you know, that's, that's really what it looks like, I'd like to get into the technical. You know, it's fun for me. I'd like to get my hands dirty. It keeps me It keeps me grounded in the sense that I will get a better understanding of what's happening. I'm a very involved person, because I always have this fun, you know, little saying that I say, I don't get paid to ask questions. I get paid to have answers. And so the more involved I am in things, the better equipped I will be to answer a question on the fly. Because that's, you know, I, this is my job, I take pride and so I'd like to be prepared. I'd like to know the answer right away won't always be the, the it's not always going to be the case. But I like to think that when someone asked me a question regarding to anything that I'm prepared, and I know every deal inside out and I know Everything that encompasses everything to do with our company, outstanding man, you got to, you got to understand. And that was one thing when I was in the military, right, you always found like the officers that had been through like maybe OCS. So they started in less than then they became the officer, were always better respected, because they understood, like, alright, this is this is what I'm asking, you know, my subordinate or my, you know, those under me to do. But those that were just like blindly throwing things out there typically, like those orders had the most resentment, because many times it wasn't taking into effect, real life data, it was just going off of theory, which many times things in theory versus what actually plays out, can be two very different things, is that something you've, you've kind of feel aligns with what you're saying? Absolutely. Yeah. You know, if I take it to my previous career as an engineer is, you know, as a software engineer works on a theoretical, and then, you know, then there's the tester and that, but it's separate field, you know, and so you you, you want to go ahead and be able to do both, you want to be able to have the theory and you want to be able to test yourself, that's how you accumulate knowledge. That's how you become the best at what you do. It's being able to do to do the both, not just one sided, one side of the equation. Yeah, I couldn't agree more. So what types of jumping into the types of assets that you all manage? I know, you briefly kind of touched on about what what types of assets are you focusing on within your management now, and is it maybe different from what may be in the future. So our bread and butter is always commercial real estate, we'd love industrial parks, we love the industrial warehouses aspect of real estate, it was a market that was not very pretty, I think people wanted it, but we still have the opportunity. So that was our main focus, we got into self storage, before self storage became the greatest real estate asset to own. And so we feel pretty happy about that, you know, of course, we have retail, and, and so we really just focus on the, on the commercial aspect of it catering to big businesses and, and looking for, you know, things that just are going to look good on our portfolio. Now, if I may dive a little deeper into that. So do you all like when you're purchasing an asset? Are you looking to go in stabilize an asset? And then from that stabilized asset point? Is that a sell off? Or is that something where you look to kind of hold that long term within the portfolio. So I've had the opportunity to have had some great mentors of over 100 years of real estate, you know, background and, and experience. And so one of the things that I was taught very early on is, you don't make your money by selling real estate, you truly make your wealth by keeping it and holding it. And so we never really go with the mindset of we want to get to stabilize the the real estate asset that we're looking to purchase, and then flip it. And so we don't like to do that. So that's one of the things that I think, has made us a little bit different than the industry standard. But I think it's what's been able to, you know, keep us afloat. Being able to withstand a whirlwind sand dome has given us the longevity that we have. And so it's one of the rules that it's not as attractive, but I live by I'd like it, I practice it myself, and, you know, it's not broken or why try to fix it. We're exactly the same way. You know, you stack it up, it's that millimeter change. It's that small, incremental growth of wealth and the compounding law, right, actually continues to compound on itself. And it's you know, it's just like the game Moneyball right, you can go for those homeruns or you can, you know, if if you get, you know, some players that all they do is get singles and doubles those equal runs as well. They may not be as sexy you know, as the homerun going and shattering the you know, the board, but it gets it done. They're less issues less, less headache and are more consistent. And the sexy acids give you instant gratification and those opportunities, the homeruns they make you feel good at the moment, but they don't provide consistency they don't give you like you said the the compounding effect, which is really, really the biggest life hack. I don't recall I think it was Einstein who called the compounding law, one of the greatest inventions ever one of the greatest mathematical equations and and truly, man oh, it still stands the test of time. Yeah, same here, man. I absolutely love that. All right. So let's jump into now that we've gotten a little bit of we've got man I could go all day on that I love I love that aspect of it. I tend to be on I tend to be in that space like that particular micros as well, I love I love that piece of it. But so today's episode is state of the market, right? Through a portfolio managers eyes, we all tend to look at the market differently, right? And that's why you gotta you know, for me, at least, I'm very careful with where I'm pulling my news from, like, if all you're reading is real estate news from realtor type of, you know, that's, that's the bias you're gonna get, or if you're only. So I think it's important to have, you know, a really broad, at least, that's what I've seen is a really broad, you know, pull it from everywhere and kind of come together with your own thesis. But how are you feeling about the market? The changes? What types of things are you looking forward to not looking forward to, in the area of real estate and like the next 18 to 24 months? Well, I think we're looking at some more wins, right? I think we're looking at higher interest rates, I think we're looking at 75 basis points coming up in the next month or so, I think it's gonna get a little bit harder to have access to money. But I think it's going to be easier to come into opportunities. I think people are going to be very fearful. But like Warren Buffett says, be greedy when others are fearful, be fearful when others are greedy. So we just got over the greed, we just had all this inflated real estate prices, where every other realtor I was talking to was, like, you know, like crypto to the moon, right? Expect to your real estate to to have equity, and everyone was bragging about the equity. And so there's not going to be any of that. But it's going to create a lot of opportunity. And so be nice, you know, be be a little fearful, but then understand what's happening, it's going to create opportunities, because the opportunities that are going to be created now are things that you're gonna look back years from now, because you always have to have a long term view of the market. And you always have to have a long term view of everything. But you're going to look back and say, I'm glad that I did this, I'm glad that I was able to take advantage of the the fact that the market wasn't as saturated, it was the fact that I had a chance to, you know, take a little bit more time with a deal. I just read a study. And it was a very interesting study, it said that 70% of homebuyers within the last two to three years feel like they regret their home purchasing, you know, deal. And they sit and they asked them, Why do you regret buying a home and they said because they felt rushed. And so that's what the market was like, you didn't get a chance to experience what you know, real home buying is. And so now you're sitting on an asset that you feel that you rushed, now you have all kinds of regret. And now you feel like you missed out like you could have waited. But you know, so now it's the time to, you know, to be able to take your time, be able to analyze the deal better. And this is where real estate agents are going to have to kick in and be rock stars. This is where they're gonna have to go ahead and educate their clients and explain to them look, this is what's happening from an economic level, not just a real estate level, like you said earlier, you have to read different types of news sources, you have to be able to understand what's happening from the government, to local politics, to real estate to, to everything, because it's it's all interconnected that the big machine of the economy, it's all connected. And so, you know, you want to be able to be as knowledgeable from different aspects of it. And so you're able to educate your clients better. So opportunity is what I'm seeing in the next 18 to 24 months opportunity in adversity, right. Opportunity and adversity. Absolutely. I love that Warren Buffett quote as well. That's, I mean, at the end of the day, that's that's where we're at. And that's, that's to me, right? When you see groups of people that normally are not talking about wealth, that are just creating or not creating, I should say, partaking in enormous, enormous growth in wealth, and you start seeing it in these circles, like, Oh, I'm doing this, I'm doing this and I'm winning, I'm winning, I'm winning. It's like, you know, but don't quite understand why they're winning. That was Brandon Turner put, has this saying this quote that he put out, he goes, the market coming up, we're gonna be able to, we're gonna see who's been swimming naked when that tide goes. I love that. Who actually, you know, had their swim trunks on. And I couldn't agree with you more. I think there's an enormous amount of opportunity coming up. And, you know, and being able to, again, not not trying to get those home runs, but incrementally increase through a conservative analysis of asset and understanding what your end goal is, what it is that you're trying to accomplish with that your exit strategy, I think will absolutely will, will dictate how you look back on this on these times, you know, 1015 years from now and hell if you make a bad purchase in real estate, as they say, wait 10 years and you'll look like a genius. That's the greatest thing about realist They, you're like, Yeah, that was awesome. So as far as jumping into residential, long term, nationally, there's obviously there's been a lot of shifts, right? There's been a lot of private equity purchasing up a lot of single family residences. I think I started something the other day that said, one out of four resident private residences were owned by an asset management type of, of company, what do you what do you feel that's going to do you know, for a for the average homebuyer? You know, in the long term, what do you think that's going to maybe do to the climate of the market as we're, as we're navigating through and getting to more stabilized type of market? So unpopular opinion, I don't think we're gonna have a 2008 crisis. Again, there are different factors involved. Even if we have an economic slowdown, which we're feeling it right now, there is a game, there's a piece that's been added to the equation, and that's called institutional buying. And institutional buying has a lot of money, asset managers have a lot of money, they understand that real estate is the greatest hedge against inflation. Number one, they understand the true power of real estate only land, and they understand, you know, what this is gonna go ahead and do it's going to create opportunities, because now you're gonna go ahead and make a nation full of renters, which is why home buying is, so it's more important now than ever. And so I think that's, that's, that's what's gonna happen. interesting statistic, I just read 70%. And again, you know, all these statistics are, they're all giving it to the 70s. I don't know if that's a trend. But 70% of all millennials and Gen Z years are waiting for a home crash to happen so that they can go ahead and buy an asset, then because they want to buy a depreciated assets. But it's not going to be that simple anymore. The rule of economics and the rule of investment is when when everyone is expecting something to happen, and everyone's ready for it, it doesn't happen. The bears don't get squeezed until they've all been, you know, all in, you know. So that's, that's simple. You see it with the real estate, you see it with the stock market right now, you know, you look at the bullish and bearish trends, and then it's like, okay, when the majority is on one side, that's when the opposite happens. And so real estate has a funny way of doing that as well. So if everyone's ready to jump on that boat, it's not gonna happen. There's a lot of institutional buying. You have guys like Jeff Bezos getting involved, you have guys like Bill Gates that are getting involved, and it's only a matter of time before it becomes a trend where now the 1% people that are the top 10%, they're gonna go and buy as much, you know, land and residential and commercial properties as possible. Yeah, that's, that's exactly what what I've been seeing and what I've been starting to predict with how everything is shifting. And it's going to Yeah, it's gonna be really interesting to see. Because at the end of the day, right, people tend to forget, they say, Hey, you know, what, when the market when the market, but what happens? How are you? My next question is, so how are you purchasing that? Right? Because when the market gets that way, what happens? Money gets more difficult to borrow. So, you know, how are you? Do you have the cash for that? Like, what, what is your plan besides, because, quite frankly, to me, what it sounds like you're doing with all due respect, is you're putting up barriers between you and actually, you know, accomplishing what you're trying to accomplish. You know, and that's, that, to me, it's it's more of a mental thing than an actual strategy that you're looking to employ. And so with everything in life, you have to have a plan, right? I have to say that my plans in the last few years, because COVID was something that no one could prepare for. Right. But I am the mentality where, you know, I'm with a mentality where I'm not over leveraged. Number one, that's how we run our company, we do not get over leveraged. So that in case so a world crisis happens to prepare for that. And so I'm proud to say that there in 2020, we didn't lay off any of our employees, we kept everyone fully employed, even though the offices were closed. And so we're proud about that. So a little break, take it. And so we'll take it in. So the plan has always been it's understanding the long term, but at the same time, not creating a mental barrier, where now you're losing opportunities, because you think that your perfect plan is going to go ahead and come into play. So, so what I did was very simple. I simplify things, I try to look at things from a multi dimensional space. And so what I did was that I saw that the market was really really hot. I looked at some of our assets that I said, you know, we can do without, I went and I sold them off. And then we were able to stack some cash because cash is always going to give you a buying opportunity. You always have to have, as they say, in the stock market, you know, powder. So you're, you're able to reload and so and so that worked out great because I was able to unload certain assets that, you know, we said well, you know, We don't really need this. And then at the same time, I said, Well, we have this money here on the side, so that we're looking to go ahead and pick up depreciate depreciating assets, we're able to look for areas of opportunities. But if that doesn't happen, we need to be able to pivot our company and do things that are not so that are not so correlated, right? That they have an impact with another. And so what we did was, we said, well, well, we implement this plan over here, what else are we doing? How are we being more proactive, as you know, more than reactive? And I said, Well, you know what, right now let's get plans into place so we can build things. We had the land, I said, Well, let's develop some. And so of course, you know, with the, the rush of new home constructions, and the shortage of supply chains and, and things, it became very difficult. And I said, it's okay, let me focus right now, on getting the plans. Let's focus right now on unloading some of the assets that we can do without, and let's go and get ready to now where the economic slowdown starts to happen. We're now you're seeing lumber, steel crashing 50% from the all time highs now, I said, Well, now I'm in a position where I have some gunpowder, but at the same time, you know, and I don't like to use the reference, gunpowder, just powder to buy. And so now we also have an opportunity where now we're looking for, you know, the backlog of new constructions, they're, you know, they're, they're going to be finishing this fall. And so now, there's a lot of new homes that are going to be in the market, because it's going to be an influx of what's coming during the fall with very little buyers. And so now there's going to be construction companies that are going to be looking for work. And so then, you know, having things that are not correlated, it's what keeps us going. It's what makes every investor great. It's what Ray Dalio does, you know, he, and I digress. But it's so important to mention this to people that when you're doing full investments, you have to be able to have assets that are not correlated with each other so that if one falls down, you have something else going forward. And that's how you will always have averages. That's how you keep going. That's how you stay afloat. And so then we are looking for opportunities. And if they don't happen, that's okay. Because then we're also the other aspect, or the other side of our business is that we're looking to do construction. And so now we're going to be able to get easier, easier labor achievement on labor, because not as many people are going to be as busy, we're going to be able to get the parts, we're probably going to be able to reduce some of our construction costs, as opposed to doing this in 2021. And so it's having an overall idea of what the market is going to look like. Maybe in five years, I look like a genius, maybe I don't, but in 10 years, like you said, in real estate, you can always look back and said, You know what I did pretty good. So exactly, brother, yeah, that that asymmetrical risk, right? That asymmetrical risk, I wanted to, because when you're talking about Gen Z, and I want to keep keep going forward, because we've got some good stuff to jump into, that I really want to kind of dig into in regards to mindsets and things that you're doing. But there was so there was a saying that popped up that what you were talking about the Gen Z is waiting and waiting and waiting, right? And they say, when was the best time to plant a tree 10 years ago? When's the next best time today? Right? So regardless of where you're at, where you're going, what you're doing, right? If you're just sitting there on the sidelines, and you're not getting engaged and you're not playing, right, are you waiting? Are you waiting to plant that tree? Or should you have planted it and continue to let that grow? And then from there, continue to move your your position forward, you know, your right long term view says that you don't look back on what you could have done. You don't look forward as to what could happen, because now you're speculating. You start now. You know, and it all starts from having that mental mindset. I always say, well, if I'm going to start a diet, I'm going to do it Monday. No, do it today. The hardest part is getting started which is why I hate New Year's resolutions. I dislike them. Because you're giving yourself this. You're giving yourself this timeframe. So you're able to say well, you're conditioning your brain to stay, I'll get started in the future, you're speculating that you're going to start something it starts now. You know, I want to use this opportunity to bring up a great quote from them Zell, he says dreams without goals are just dreams and they ultimately fuel disappointment on the road to achieving your dreams. You must apply discipline, but most importantly, consistently, consistency because without commitment, you'll never start without consistency You'll never finish and, and those are one of the things that I like to you know, print and put on my fridge and read every day and said, you know, commitment consistency, I gotta get started because then I'll never finish and so you know, my advice to Gen sees Mullen annuals, anyone who's in the market is just start right away. Don't look for the future. Don't speculate because no one knows the future. Even some of the greatest investors, you know, they've gotten it wrong and that's part of life can I am I allowed to ride on those coattails and drop one more quote? And then we'll go on to the next one? I'm always open for a quote, I have quotes. All right, so I'm gonna ride off of that, because I respect ends on I respect every that right there is an embodiment of kind of a mantra. I'm sure Natalie, Natalie isn't just this to you before, right? The mantra for our traditional real estate is consistent. Persistence produces consistent results. Consistent persistence produces consistent results. And that's, that's at the end of the day. That's what it's all about, you know, we get stuck in this analysis paralysis. And we're like, what if this happens, what if the WHO THE, who cares? Really, who cares? Like just get started, make a mess, we'll we'll pick it up, we'll figure it out. You know, you you learn 1000 ways that didn't work, you didn't fail 1000 times you just learned 1000 ways that didn't work. Let's take that data. And let's move forward and continue. So the faster you get to failure, the sooner you'll get to success, we could probably do the rest of this episode just in quotes. Can we do that? I love it, man. So given your market understanding experience with agents, where do you feel the largest and I know we've kind of touched on this already, but I want to kind of if we can go deeper into the biggest deficiencies right now with agents in regards to what is going on in the market? I think it's, I think you brought it up earlier, it's knowing where you're getting your sources, it's not just reading, you know, what realtors are saying what other brokers are telling you because brokers ultimately would write articles so that they can get you to buy things. And so with that, there comes a certain lack of knowledge. And I think that that number, I think one of the skills that are very important, besides you know, communication, of course, from a real estate agent is, is also just being able to educate your client to navigate the tough waters. Because if you said in the whirlwinds, we're looking at some No. So sometimes they're going to, you know, tidy waves that are just going to be a little bit rocky. But if you have a knowledge of the overall state of the market, of the economic market of the real estate market of everything, you're able to help your clients navigate better. And so knowledge is very important, I feel. Now a lot of real estate agents, it's something that maybe they can work on, it's something that I work on on a daily basis, is just educating myself more. And so understanding that I don't get paid for questions, I get paid for answers. And so when people bring up the problems, you have to be able to come up with solutions and solutions that work. Not just being a great salesperson, but really, really understanding and coming up with actual real world solutions. That's what when I went to, when I was going to college, I had a difficult time when I when I sat down, you know, I forgot it, the military sat down. And I'm like, so you're telling me I can only take these specific classes in this in this plan? Like that doesn't make sense. Like, shouldn't I have a different like broad spectrum of how to solve problems in a different way. So I can then take that all that different knowledge from over here, over here, over here, how you all are solving problems within those different areas of life and pull that in to solve the problems within the field I want to be you know, you just like you just opened up a new idea for me is real estate agents are not transactional agents. They're not just helping someone buy a property. They're financial advisors as well. And so a financial advisors needs to be able to educate their client and say, let me tell you what this assets will do for you. Let me tell you how you're hedging against inflation. Let me tell you how you're creating stability in your life, you're able to plant some roots, how you're able to take up, you know, things that you can control, because you can't control rent. Unless you live in New York, and there's rent control, you can't control what the landlord is going to do. At least with having a home, you're able to say well, I know that I can use my radio funding because the homeowners insurance goes up. I know that if I use homestead exemption, there's a cap on how much the taxes can go up. And I know that if I'm locked into a fixed rate, I can make a yearly budgets and have a true expectation of what my housing expenses are going to be. Of course there's you know, things that are you know, that can change but when you take those those things out of the equation, you know, it takes you to one of the things that made Zuckerberg look crazy and they asked him Why do you always wear a hoodie with jeans and a black or white t shirt? He says because if I take if I know what I'm wearing every day, I'm able to focus on the greater and the bigger things because there's Last little decisions that I have to make. And so and so now when you're telling someone from that perspective, and you're saying, Let me tell you what not only the home that you're buying will do for you, but it'll help you focus on the things that you want to focus on. Because now you don't have to worry about house, you don't have to worry about whether you're going to move in a year or not. Oh, gosh, I mean, growing up, we moved every year, because you never know how you know what side of the bed, the landlord would wake up when it was time to renew the lease. And so when you take that out of the equation, you're able to go ahead and work on the side gigs, you're able to expand your business, you're able to focus on weather growing your family, and, and so and so not only are you a financial advisor, as a real estate agent, not only are you helping people as a real estate investor, but now you're giving people life. You're telling people teaching them about life. And so you become a counselor, you become all kinds of things. Yeah, no, absolutely. And that's just like with anything, right? There's the difference between a real estate agent and a real estate professional, there's a difference between an invest in investor and investor, professional investor. Right. And that's, I think, the the millimeter shift, right? The Tipping Point is Malcolm Gladwell would say, is that continual thirst for knowledge, that continual growth, that continuing to say, Listen, I don't care how much I know, kind of like how you said earlier, you never want to be the smartest person in the room. And on that same token, you just you want to have that consistent mindset of growth, that you're never to the top, you're never going to be at the top. That doesn't mean you don't you know, you continue to put that you know that goal. If that word, or you use commitments, but that goal, right for lack of to connect with the audience here. It doesn't mean that you can't have have that of what you want to accomplish. By the same token, you need to keep sharpening those swords. Because anyway, went on a tangent there. I hate the word goals. Well, I feel like people shouldn't work through their goals. They should work towards their passions and towards their commitments. I 100% agree with you. Awesome. Well, then you must love on our team, we we eliminated the word goal. And we made it commitments. What are your yearly commitments? Robert, I love it. scary word. That was episode one. We talked through that. And yeah, we had some fun with it. That's, that's a that's a hot button for us here. All right, so let's say we just talked about some downfalls. Let's say I'm a listener. And I'm like, Man, that's totally me. That's totally me. What are three things right now, right? That I could do to become more proactive, rather than reactive. And really, really just say, Okay, this was great, or there's a lot of information. But if I take these three things, and put them into practice, today, I'm going to be better tomorrow than it was today. Number one is you have to commit, you have to have a sense of commitment that you're going to see through what you're looking to do. Number two is, you know, you have to have a vision, and I think you touched on this earlier is you have to have an exit plan is understanding, you know, the long term and understanding what this is going to do for your life and where you're going to exit. And so, you know, it's like, it's like creating a budget, you give a name to everything. And so, you know, you have to be, you know, proactive in the sense that you've got and then not only not, you have to start right away, you know, you don't want to stay too long, overthinking things and overcomplicating it, you want to go ahead and just go ahead and get started. So anyone who's sitting right out on their couch or driving, which is where I'm probably going to be listening to most of your podcast is driving is it's picking up the phone and getting started and say, Hey, I don't know so far what I'm doing, but how do I get involved? How do I make things happen? How do I achieve my vision? And my goal is how do I get started? That's always the hardest question. And then committing to actually doing it in regards to being proactive versus reactive. I know we have chatted, and we've touched on this a little bit, but what are some things that you feel people can do? So we've touched on the, you know, being informed with the market, you know, paying attention to what's going on, but do you feel there's other things that they can do to be in that get themselves in that proactive mindset? Like how do you make sure that you stay in that proactive rather than reactive mindset? Well, I'm always looking for things, I'm always looking for opportunities. They say that opportunity comes to those that look for it. And if you if you're not looking forward, you're not going to see them. You know, and one of the things that they teach you at Harvard Business School, a quote didn't go there is you find a meeting and fill it but the key word is you find and so you're looking Before you're finding it, and so that's how you stay proactive. Now, when it comes to, to being a little bit more reactive, it really just goes in hand with, with Warren Buffett, where it says one of the greatest, as one of the greatest traits that an investor can have is patience is understanding the deal negotiating the deal. It's, it's letting sometimes, you know, for things to fall into place, you know, when things are falling apart, sometimes they're just falling into place. So that's when you, you take a step back, and you become a little bit more reckless. So I think you have to be a little bit of both. But I think that there's a fine line of just understanding that in life, you always have to go for it, because no one's gonna hand you anything. And so you always have to be looking, searching, finding, you have to have the ying and the yang, right, the balance of both. Absolutely. The harmony. Let's go with harmony. Alright, so let's say, let's say I'm an agent, and I don't currently work with investors, but I want to start to work with investors, what are maybe another three tops? But what are some takeaways? What are some things that I should start working on right now, if I want to start working with investors, but I'm not quite doing so yet? What do you got for us, man, you got to bring something to the table, I get a lot of phone calls on a daily basis of real estate agents who don't necessarily have a deal for me. But this is a clever way to get a conversation started. They'll call me and they'll say, Hey, I have an investor or I have a company that's looking to go into one of your retail spaces, I have a big restaurant. And you know, some some of these guys are really, really clever. And I give them a lot of credit for it, they'll first look at the zoning of the property. And and I'm speculating, I'm thinking they're that smart. Because this is what I would do, I would look at the zoning of the property, I would, I would pretend that I'm working with someone that the zoning is not going to work. So that way, they don't inquire too much information about it, and then say, hey, if I know that the city or the zoning doesn't allow for tires, say I have someone who might be looking for a shop, they want to work on vehicles. And then of course, my first response is gonna be like, I'm sorry, the zoning won't allow the city won't allow it. And then they use it as an introduction. So because now they got me talking, and you know, and again, this is what I would do I envision myself on the other side of the phone call saying, now I got him talking, now I'm looking for his needs and say, Well, can you tell me a little bit of what are the things that you're looking for, because maybe I can find someone to be able to fill those spaces, maybe I can find an opportunity for you, maybe I can go ahead and find something that will work for you. Now you've become an asset to this person. And all and now you bring something to the table. And it wasn't just so much as transactional, where it was like, hey, you know, I just wanted to introduce myself, I wanted to tell you what I do. And this is who I am, no, you know, you get the conversation started, you look for an opening, and then you bring something to the table, now you found an opportunity, now you'll know you have an idea of what the person is looking for, you also have an idea of the person you're working with. Because a deal is just as important as the person you're doing business with, you need to be able to understand that person. So yeah, you bring them to deals accordingly. And that you navigate those waters accordingly. And so now, you know, from my end, I'm bringing something to the table. And even if I don't have anything right away, and now that my second phone call is gonna say, now I really have something. So now you get me excited. Not only that, am I excited that you brought something to the table, but now it's the second time we talk. So I'm familiar with your name. I'm familiar with your company. And now I know that we had a first introduction, conversation, that's you gotta lead with value, right? You gotta go in there. And you can't be like, hey, what? And that's, I couldn't agree with you more, right? Like, what is it that I can do to help you? Right? That's the I don't have you read the book? The Go Giver? No, I have not really, really good book. I'll shoot you the the link to it here afterwards. But that's, you know, same kind of concept. That's what it builds off of, you know, How to Make Friends and Influence People Dale Carnegie, right, this standard pillars is not going in and trying to sell it but what is it that I can do to solve a problem that you have? And or help you identify a problem that you don't realize that you have and be able to solve that my unique value proposition, right, be able to sell that better than anybody else? Or fix that better than anyone else? There's to say, No, I agree. I agree. Awesome. So maybe from a technical standpoint, and like what are some things so we've got, okay, this is how we get in the door. We have to be able to solve a problem in a way that no one else can and help you solve maybe one of your pain points. But then once we move past that, what are like some technical skills that every agent should have when it comes to to working with maybe an investor and asset manager. So first of all, you got to know what you're talking about, you got to know that the inside out, don't tell me that you're going to get the answer for me, you know, be prepared. This is where you have to be proactive and understand and try to, you know, similar yourself and have this conversations, like I just did earlier, I said, if I wasn't the other side of the phone call, this is what I would do. Right is now I'm doing the same thing. Now I'm bringing the deal to someone. And so now I know what the tax rate is, I know what the new sell price after purchase is going to do for you know, for that tax rate, I have an idea of what the insurance is going to cost, what the management costs are going to be. And you know, to get into even more technical tell me what the cap rate is, tell me what the value add is going to be. Tell me what I'm going to be in for hole into the deal, right? Tell me that look, that you're going to do what replacement on the roof, but based on previous deals that I've done, this is how much you can expect to to, to spend on a new roof because it's going to need it. Right. But that's how you find value added opportunities. But then when you have your your numbers down, you make the deal so much easier, because now there's less things for me to think about. Now, I'm tingling, thinking Hmm. If I'm all in on this, and this is my cap, right, and this is what I can get into the future. Okay, now, now we're talking, right? Yeah, I love it. So let's say if I'm an agent, and I want to go about finding, right, we already talked about approaching, right, which is a great strategy. Maybe you might get a few calls like that now because of that. So a few a few more that are like maybe I need to adjust my strategy a little bit, but I'm still gonna lead with helping but maybe it's not the zoning, maybe it's something else. But how so how would someone go about let's go with finding because we actually already talked about connecting as well, how would someone go about finding an asset manager to work with like, what's the best way? Or are we just putting in asset manager into Google? And then going from there? Or like, how, how do folks find that as the types of people like yourself that are doing what you're doing on a high level? I think 95% of all professionals are on LinkedIn. So you have to network, go to real estate events, go to investor meetings, you know, I'm not saying to go and buy a timeshare and go into a presentation, go go to a place where there's going to be people you want to be in the room where it happens, and all that. That's what Alexander Hamilton did. That's what it's something that still stands today is go follow the money, the opportunities will happen. But you want to be with like minded people, you want to go ahead and be able to network with those people. And that's how you really, you know, you know, ICSC just happened. I you know, I don't ever go to those things. But, you know, if you want to expand your network, say, Well, I don't normally do that. Let me go there. Let me see what I can learn. Let me see what the chatter is, let me see where I something, you know, my, my resonate with me and I say, Well, this is what I can go ahead and start to do. So I can start to grow my business, expand on my business and do things like that. And so we live in a world of internet where it's so much resources, so yeah, you can Google, right, but that's the easy one, right? You can do that from your couch, right? Or you can put on your shoes and get your hands dirty, right and go to the place and shake some hands. Because, you know, not only do you show initiative, you're being proactive, but also you're going to tell that person that I'm going to be the guy or the woman or the individual that's going to make those cold calls, that's going to go ahead and find those deals, that it's going to stay committed to getting you the things that you're looking for, because an asset manager or real estate professional from my, from my end, from my perspective, when we're we're buying and not so much, you know, looking to transact deals is the thing that we lacked the most time. And so when you can bring. And so that's how you also bring value, not only do you bring knowledge and opportunity, but you also bring time, if you're bringing time to someone and you're saying look, I'm able to go ahead and do the things that you don't have any time to do. And so that's how you become again, proactive, right? And that's how you go ahead and and get yourself you know, in the same room with these people, and eventually, all you need is one yes, at of nine out of 100. You know, knows, right? I mean, all you need is just that one opportunity that's going to open your doors for you. You know, and that's just the way life is. But again, I go back to what I said earlier, you want to look at yourself in five years and say, Okay, I want to go ahead and be able to do this type of business. I want to have investors that I can send deals to because my network is so big. So then what can I do now to get myself in that position and 510 years vision realize your goals act on them now. Yeah, back back into them right? Know where you're going and then work backwards from it. Absolutely reverse engineering. Did I tell you what that did wonders for me went out when I was growing up in middle school, I had the toughest time with math problems until my dad had me starting to do them backwards. He's like, take this problem, do it backwards. Let's remove all the noise. They're like, damn, this is really easy. Like, yeah, this is your starting at your destination. He's like, just like when we go on a road trip, Lucas. You know, are we just getting on the road and driving? No, we have a destination we want to go to. And then we map it backwards to where we currently are a great life hack. Right? I was like, Thank you, dad. So yeah, another time time or riches. Right? We never have both at the same time. So if you don't have the time, give you riches. If you don't have the riches give your time. I love that man. It is it's it's fully immersing yourself, right? That's when you're same kind of thing. You're learning a language. Yeah, you can learn it through, you know, any of these language apps. And you can sit on your couch and do it right, just like you can search on Google. But if you put yourself in that culture, and you really force yourself into pushing yourself out of that level, you know, that comfort zone, that's where the real growth happens, right with that absolute and you're like, Man, I need to, I need to get there. That was an uncomfortable conversation. I didn't know how to navigate that conversation. That's something I need to take and I need to spend more time on. I love that, man. That's an excellent, sure. Thank you. So we're starting to kind of get close to the end of this thing at timewise. So I'd like to jump into a few things. Few things here. Before we we wrap up. Because I know we talked about mindset a little bit. What are some things that you typically do within your morning routine? To put yourself in that right mindset? What are some things that you're doing to help make sure that when you're coming into the day, you're having those solutions? So so, you know, I read a lot, and my reading isn't just on financial trends in the market. And then what's happening with futures and that kind of stuff, I read a lot of psychology, I like to read a lot of what the brain needs in order for you to feel it, and focus. And so the first thing I do when I wake up is, you know, before petting my dog is do something immediately to get some energy. So flow happening, whether it's a quick jumping jog, whether it's a quick walk around in the house, it's getting, you know, things moving, right? That's the number one thing and then I go in, I like to just spend some time with my dog, I let him outside, I sit out there with him. I don't look at my phone, it's not the first thing I do. Because you need to be able to disconnect from your phone. And so that I go and I observe my dog, I look at the pool, listen to the birds, and then I can you know, get a little vitamin D. It's very important. And then, and then I and then and then finally I get a chance to not have my brain make that connection. The first thing I need is something attached to my hand. Then I go and I pick up my phone and then that's when I start looking at what happened the night before what's happening with the market, what news articles are out. You know what the market is doing the trends and everything and then maybe I'll sneak in an article to about something fun. Hello, I'll make maybe like food related. Okay, okay, what's, what's your favorite topic? Right now, I'm big on Korean barbecue. I mean, there's a place by my house, it's two blocks away, I get to cook the foods. And I go, there's so much they let me bring my own seasoning, which is great. Right? Yeah, but But you know, interesting story. And I'll keep this short is, you know, I befriended the owner. And just having conversations with him, he found out a little bit about what I what I do. And he said to me, I want to expand, I want to buy three, four buildings in the south Florida area, because my business is so great, but it's in a little hole in Boca. And not many people know about it. And I said, I said, it's great. I said, I said, I come here three times a week, you know that because it's that good. I say you definitely need to expand. And he says help me. I said, I said I can point you to the right people. So I actually connected the owner of the Korean barbecue place with one of your agents. And so they're working right now on looking for expansion opportunities and getting him a few more restaurants. But again, it's not something I was looking for. But because you're passionate about what you do. When someone asked you that question of what what do you do? Why do you come here all the time? You know, who are you when you're so passionate about things? It resonates with people? And so Korean barbecue is one of my passions now. Yeah. And so that's what I'm doing at the moment, and that's just like you said, it's just the Law of Proximity, right? You're putting yourself and you're just out there and you've got to have your elevator pitch. You got to know what you do. And at the end of the day, there's a lot of people that are doing they don't know why they're doing what they're doing. They're just out there doing it. And they're like, Hey, what's your you know that why, right that that was insane there for like 18 months? What's your why? What's your? And you know, people like, oh money well why? Like, what's the next level? What's the next level? Like, what's this going to do for you? Where's that level of passion beyond just the material, it's, it can't be an end goal. And that's what I try to teach my kids. And, you know, we homeschool. And my part is, you know, helping them to understand finance and bringing them into real estate deals and helping them to start to grow and understand that it's not like an end, like, Oh, I hope someday I get through this, it's a tool, it's a tool to accomplish, whatever that y is, it's a tool to accomplish the things that you're looking to do. But if it becomes an end goal, then you just, I feel that's what leads to a lot of some of the ethical issues and some things that happen. And you know, where people get lost, and like you said, over leverage and can lead to a lot of other things as well. I agree, money is a tool. Absolutely. All right. So we're getting ready to wrap up here. And I do have have a few more questions in regards to to you, right, and how we can help you. But the first one to understand that, right? And for the our our listeners to understand that right is, you know, what is what does this look like for you? What are your career goals look like? For the next, let's say short term and long term? Like what does that look like for you, I'm looking to acquire a little bit more real estate, and, and currently being better than I currently am today. So tomorrow, waking up a better version of the person I was the day before. So it's constant continuing growing, that's never going to stop. And I hope that doesn't stop. And so, and looking at things, like you said earlier, everything is a tool. It's not just having an end goal, it's not achieving one thing without a purpose. It's giving it a purpose and understanding that, hey, from this leads to this, because you know, there are different things that are now I can use and now life becomes exciting. You know, it's not about you know, okay, I'll save my first $10,000. And now it's the money sitting there. It's saying what I can do with it, what the opportunities will bring what the purpose of it bring, because then, you know, it brings excitement to your life, it gives you something to look forward to, which is something I learned a few years ago from a dear friend of mine. His name was Doug. And he always said, Well, you know, if we do this on Thursday, that's something to look for. I never understood why that was so important until I started applying it. And I said, Okay, so now you know, and so as far as my professional career is being better than what I currently am looking to grow more into real estate, of course, because it's the thing that I am passionate about and mentoring people, I want to be able to help others, you know, navigate this waters, being able to educate them, you know, I had the opportunity to had an amazing mentor, someone who, you know, Michael Paul, who was like a father to me, and, and he's the reason that I'm in the position I am, he made all the mistakes so that I don't have to make them now. And so now I want to pass that on to the future. And so that the mentality, the mindset, the you know, what will help you be successful in life and avoid certain things in life, I want to be able to pass that on to people and so professionally speaking, those are some of my goals for the future. Outstanding, man, How about how about outside of professional to personal, right? Is that where are you at? for that? Like, what what is what's important to you? Personally, would you say in the next three to five years, I think I'd like to be in a position like you where I have a couple of kids. I like to be married, I'd like to have a couple of kids someone that I can, you know, possibly homeschool and teach them all the things that you know, like your father taught you? And now you're passing them on to to to your kids and then you know seeing a version of you in them and there's no greater excitement or joy when it comes to having those thoughts and so and so I think being more in the in that space. Yeah, it definitely is an interesting when you talk about being objective right and stepping outside of yourself and looking at how putting yourself in someone else's shoes and a certain situation happens all day. But it's but it's definitely it's fun to see like and you know, you'll I look back when on my dad on some of the things like oh, you just wait you just wait and I see it. I'm like, Oh, this is what you went through. Okay. But on that same token, you know, like, my son is one of those why kids like he's why why why? And I knew I'm like perfect dude ask all the questions you like let's just go if you want to go let's go down the rabbit hole. Let's let's go there because the second you stop asking why you become a sheep not a lion. And we only raised lions in this household. Great man. I'm sure I might have to copy that if that's okay with you. Of course, then, of course. So in regards to things that you might be looking for, right, as far as assets, you manage you want or excuse me, you mentioned that you are looking to continue to grow some of that portfolio. And you mentioned, you know, industrial, you mentioned, storage, you know, what, what additional types of assets? Are there anything that are that you foresee? And you mentioned some building as well. But is there anything outside of those specific classes that people are listening in to like, hey, you know, what, this was an incredible episode, I really appreciate everything that you know, Wilson's doing, you know, and I want to, I want to return that favor. Are there additional asset classes? Are you looking for more within that asset class? Like, what is what does that all look like? So I'm always looking more into that asset class. And then I'm always willing to pivot into multifamily single family homes is just a space that we're just not comfortable, or set up to operate in. And so we know our limitations. But if you're someone that's out there and saying, Well, maybe I can get to the industrial, maybe I can get to the retail, I think overall real estate is just an a great asset to own. It is also a diversification tool. And I think that long term, you're going to do great with real estate, I read a study that in the last, I don't know, maybe 50 years, real estate has dropped on twice. And as in those times, it's only taken them 18 months to recover 2008 And I think 2001 the.com bubble, maybe in the 80s was a little bit of a different time, because of the interest rates and real estate wasn't as a hot commodity as it as it is now. But just get started into real estate, start with one apartment, if you if you can, you know, rent that apartment, you know, create a little bit of equity, now you have a little bit, now you have an investment property, save up for now another, you know, and then you start accumulating, and then eventually you're going to find yourself with four or five apartments, and you're saying, you know, now I'm ready to go into the single family homes and then eventually growing, you know, your portfolio would now you know, now you'll be maybe even in a different position that I'm not in and probably a little bit better off, because you'll be a little bit more diversified. Now you're set up to be able to handle apartments, single family homes. And now when you get a little bit into the commercial properties, the bigger assets and things like that, you'll be a little bit more equipped, because now you're able to say, well, now I'm fully diversified. And, and so, you know, land construction, you know, commercial properties, you know, multifamily homes, those are attractive, and there's going to be a lot of opportunity for that outstanding. And a follow up question to that is, Are you here only in local market? Florida? Are you nationwide? Are you in specific markets? Like how are you guys choosing your markets? And where are you? So we're currently in about three states. And, and, and so we're always looking to for opportunity. So our company is originally from Cleveland. So we have a holdings in Cleveland, we have holdings in North Carolina. And in some of the holdings like in a state like North Carolina, they're a little bit bigger brand names, you know, things like, you know, to name a few, like higher kingdoms and things like that. And then we'd like to operate in the state of Florida, we know Florida real estate, we know how well that does, we know that if we're able to get our hands are something that we're going to be fine, that even if there is a big crash, it'll recover faster than most places in the nation because of the money influx that's here, because of the migration that's coming into Florida, because there's no state taxes. And we understand those factors. And so now, you know, we're able to make calculated risks. And we feel that the Florida market is just a little bit better for us, it gives us a little bit more of a comfort. And also, who doesn't love the sun and the beach. And so I don't have to travel very far. And so I think Florida is really our main priority right now. Yeah, so it sounds so with everything you've kind of shared so far, you guys are mostly preservation and multiplication. Is that kind of sum up? Absolutely. Alright, so going ahead and jumping into our last questions here. We always love to put that out there. I know you had a chance to shout out a few people. But is there anyone in addition, that you would like to shout out on this episode given the thanks or, you know, that helped you along the way or helping you now or a part of your life? Well, at the volunteering event, I was exposed to it thanks to Natalie, which got me ultimately in touch with you and it's, it's great getting to know you. I'm thankful for you know, the opportunity you've given me to, to share my voice on this amazing platform. I love what you're doing. I love how you're leading your team. I love the commitment that you have. I think you're a great leader. And you know, and so a quick little shout out to Natalie That's, that's probably the only one I can think of right now. I love it, man. No. And that's, that's what it's all about writers, like you said, just getting in the right places and meeting the right people and really looking forward to we're gonna have you this year, right? We're gonna we're gonna all be down there, we're gonna be selling some Christmas trees? Absolutely. Are we selling Christmas trees? Are we helping solve a problem? We're helping solve a problem. We're filling those voids in those living rooms. I love it. I love it all for a good cause as well. Absolutely. All right. So let's say that I'm an agent, or I'm a person that is looking to maybe get into this type of space. And I know you did mention that, you know, you'd like to start to mentor and share some of that wisdom, some of that advice, some of that knowledge, you know, and multiply that what are some best ways for if people are interested in getting a hold of you? How should they be able to get a hold of you, you know, they can, they can email, they can email me, it's always the greatest form of communication, because it's written. So it's not something you told me that I'll forget. Or I'll get wrapped up so people can email me, they can DM me through Instagram, they can find me on LinkedIn, and sent me a message. And that's probably the easiest way to get connected with me outstanding. And for the listeners, just like always, what we'll do is in the description of the episode, we're going to drop all that contact information in there. So we'll make it really easy. So we don't have to do phonetic alphabet or anything on here. Awesome. So with that said, Absolutely, absolutely. Incredible episode. This has been an absolute pleasure to have Wilson on here. I love from the moment we chat. We chatted only a few minutes, you know, at the tree ceremony. And then I get like, little things that when you know Natalie, on our team, our assistant team leader, she's like, Oh, well, she just said so the reminder via somebody else that you said, like, I really like this guy. To have a conversation, I'm so, so excited for us to get on here and be able to chat and just everything that we've dove into today, it's been really, there were a lot of tactics, a lot of takeaways, where I think people are going to be able to listen to this, they're going to turn it off, and they're gonna say, okay, I can do this, this and this to immediately change what I'm doing in my business. So really, really thankful for you taking your time. And you know, as we said, time is that of a of a limited commodity and a one that we cannot put a price on. So I feel very fortunate to have been able to spend as much time as we did, and really dive into the mind of Mr. Wilson Hunter and everything that you're doing and everything that you're focused on, man. So thank you. Thank you. Thank you. Thank you so much for taking that time. Thank you. All right, appreciate it. Oh, yeah, man. So what we were talking about here is what we're all about, okay. It's not my quote. But since we've been talking about quotes today, this is one that we always end our episode with is a rising tide lifts all ships. So every single episode what we're looking to do is bring it a tactics behind the strategy to cut through the BS and bring you the people that are actually getting it done. So you can level up in your life and in your real estate business. So if you liked this podcast, please leave us a comment, share it with your friends, follow on Facebook Instagram page, we are now streaming on all major platforms, all the contact information Wilson as well as ours is in the description. So very excited for everything that is to come for you, man. And lastly, if you are in the real estate business and you are looking for a change looking to level up in both your life and your business, please shoot us a message on Instagram. Our team is currently serving all of this. We serve all the state of Florida and our team is specifically in Miami and the keys so we'd love to have a conversation and see how we can help you to level up in your business. So until next time, this is Lucas Rowell, signing out wishing you everlasting success in your life and in your real estate business. Thanks again Wilson.