Investing in Yourself as A Commercial Real Estate Broker | Brokers Round Table

This round table will explore the different ways brokers can invest in their education and professional growth. We'll focus on strategies that help brokers expand their knowledge base, sharpen their skills, and stay ahead of market trends. The discussion will cover a variety of educational resources like books, online courses, seminars, and personal development initiatives.

Key Takeaways:

• Investing in education and resources: The participants recommended several books, trade publications, and industry events that have been valuable for commercial real estate brokers to invest in their professional development.

• Importance of mentorship and coaching: Finding the right mentor or coach, whether paid or unpaid, can have a significant impact on a broker's career growth. Building relationships and adding value are key to finding effective mentors.

• Leveraging mastermind groups: Participating in mastermind groups with other brokers and industry professionals provides opportunities to learn from others' experiences, build a valuable network, and gain new perspectives.

• Time management and efficiency: Implementing tools and habits like calendars, email management, and team coordination can help brokers stay organized and focused in the face of the many demands of the job.

• Personal branding and differentiation: Developing unique personal branding strategies, like wearing distinctive attire, can help brokers stand out and make a memorable impression with clients.

Check out CRE Central: www.crecentral.com

About Your Host:

Tyler Cauble, Founder & President of The Cauble Group, is a commercial real estate developer and investor based in East Nashville. He’s the best selling author of Open for Business: The Insider’s Guide to Leasing Commercial Real Estate and has focused his career on serving commercial real estate investors.

Episode Transcript:

Tyler Cauble 0:00

Are you looking to take the next step toward investing in commercial real estate? But don't know where to go? Series central offers a comprehensive education and coaching platform designed to help you get started. Our online courses cover a wide range of topics, from the fundamentals to advanced strategies, ensuring you have the knowledge and skills needed to thrive in this competitive industry. As a member, you'll gain access to our exclusive online community and monthly group coaching calls, providing you with valuable networking opportunities and personalized guidance from experienced professionals, whether you're a beginner or looking to take your career to the next level, cre Central has the resources you need visit www.crecentral.com to learn more. Welcome back to the commercial real estate investor Podcast. Today, we are alive with another brokers round table, excited to be diving into this topic today, because, you know, at this point we've been in the brokerage game for quite some time, these guys are going to have some very valuable insight to be able to share into what is worth spending money on, to invest in yourself, invest in your education, your growth as a commercial real estate broker, and what might not be right. And I'm kind of curious to see what everybody thinks is worth it or not. Question of the day, if you're joining us live, wanna hear your thoughts on this in the live chat, jump in which book course or mentor transformed your business as a broker and drop in. Why? I want to hear? I want to know. I want to know what's going on. Chad, we're going to kick it off to you first man, what? I'm sure you get asked this question all the time, as do I What book would you recommend for commercial real estate brokers to read? But in addition to that, like, what trade publications? What magazines? What else are you paying attention to in that respect? As a broker?

Speaker 1 1:47

Yeah, thanks for that. I've got a ton, so I'll just try to list them off. Cut me off if I'm rambling too much, two books I'd recommend right away. Ron Rhode, who's on YouTube as well. He's a lawyer and an investor based out of Dallas. He's written a book on investing in industrial real estate, which is really good. And then Justin Smith, who's a broker in California, he's written two books on industrial real estate, and that adds to a very thin library of existing resources on industrial real estate in general. So I've struggled to even have any recommendations in the past on specifically industrial books, those two, I can enthusiastically recommend three, actually, because Justin has two. And then for trade publications, ones that I always read regularly, at least once a week, if not daily, globestreet.com, Globe st.com, and then biz now.com as well. You have to sign up to read them, but it's free. You don't have to pay anything else. Great articles. They break it down, just into industrial and then anyone in Canada Jesse will like this one as well because he just had an article or his video got pushed out. There is Ren x.ca re nx.ca x.ca Another great one, specifically for Canada, one book, though, circling back that I would recommend anybody to read, and you might have to look to find it, but it's by an author called Robert ringer, and it's called To be or not to be intimidated. And I'm just looking over to see if I have a copy of it on my bookshelf. I do. I could actually grab it. I could show this to you once Jesse answers his question, yeah, it's so he was a very successful commercial real estate broker, and what he actually did is he he'd fly around in a private jet to meet with clients all over the US. And just think how crazy that would be that you're meeting with brokers, and you probably have one guy show up in his three year old Mercedes, and then you have another guy fly in on his private jet. It's the way he tells a story is fascinating, just to see like, what this one top dog commercial real estate broker was up to. It's a fascinating book, so I'll grab it and show it to you, so if anyone's interested in checking it out, but, yeah, those would be some reading suggestions I'd have for anybody. Yeah,

Tyler Cauble 4:12

I like that, man. I mean, it's, it's, it's branding, right? It's, what's that one thing that you could do that kind of sets you apart from everybody else, is, you know, for me, it was always wearing fancy jackets. Like, I hate dressing up. Obviously, I'm always in T shirts and yoga pants. Dude, if I have to dress up, I'm gonna dress up, right? Like, I've got some crazy looking jackets, and I always get compliments on them, because people are like, yeah, those really interesting. But it works, right? It's the same as showing up at a private jet. You get people's attention and it's not too loud, right? You got to be careful about being too loud. Chad, when are you going to when's your when's your next book come out? Man,

Speaker 1 4:48

I'm working on one. I've been I've been working on it for a long time, actually, as I where Ron and Justin have both addressed a really specific need for the market, I really want to create. A, almost an encyclopedia level book on industrial real estate, all the way from the very basics to what people need to know for the whole course, basically a 101, Guide to industrial real estate. So I working on it for a long time. I was hoping to have it done by the fall, but I might be pushing it to the spring now.

Tyler Cauble 5:19

Oh, I know that feeling. We've pushed back my next book launch a couple of times. So much. It's so much damn work. Man, it's so much work. Jesse, what about you? Man, what about like, online courses, in person courses. I mean, what courses have been impactful in your career as a broker.

Speaker 2 5:38

So there's a couple that for naop organizations and commercial real estate. Think Chad would help me out here. I think North American office industrial and AIO

Tyler Cauble 5:53

operating property with American industrial and office professionals.

Unknown Speaker 5:57

No,

Tyler Cauble 5:58

it is Association a property. Yeah,

Speaker 1 6:00

it used to that used to be the acronym, but they abandoned that name five years ago now, but they still kept nail because so many people knew it. I think it's just commercial real estate development organization or something like that right

Tyler Cauble 6:13

now. Oh, that's funny. Yeah,

Speaker 2 6:14

that's funny, yeah. So those organized when I first started in the industry. There was a lot of different courses that you could take through them. There still are today. If you work with a brokerage, you know, hopefully you can give them the bill CC, im is another great one. If you're looking for technical skills in our industry, whether it's through investment or its leasing, regardless of your specific vertical. I'll just kind of make a note on the on the book topic as well. I've recommended this, I think, a million times before, for people that are investing or even in brokerage, and it's what every real estate investor needs to know about cash flow. And it's Frank gallinelli, and it's just a great book to get your feet wet in the main metrics that we use, I think it's that's the title and the subtitles, something like 36 other financial metrics, something to that effect. But you can get that on Amazon and then just says an aside, and this, you know, he has courses as well, so it's kind of an overlap. But Jeb bloat with sales gravy podcast, this book, I believe, was fanatical prospecting absolutely unreal book, I think, regardless of what area in real estate or even in sales that you're in, because you guys know this, a lot of these books are formulaic in a good way, in that you could really insert, you know, your specific industry, into a lot of the quote, unquote scripts that they have. And what's, I think, more important is, is less about the specific industry, but the type of sale you do, whether it's a transactional sale, if it's a, you know, a long, a long contract sale. So obviously, with in real estate, we have long cycle sales. I mean, people are doing leases once every 510, years plus sometimes, and people are purchasing, you know, they're not purchasing every day, the same individual. So that's a great resource. And what I like about a lot of these podcast guys is you can, you know, watch or listen to a couple of podcasts for free, and then you can really see if you want to invest in the, in the, you know, the full book.

Tyler Cauble 8:16

Yeah, I hands down. I mean, even if you don't want to listen to the podcast, you want to go straight for the book. I mean, anything by jet watt, phenomenal investment. I mean, there he's, he's just nailed down the psychology of sales, the sales process. They're, they're really good books. And as a broker, yeah. I mean, maybe there's some specialized knowledge you have to know, right? You got to learn the language of commercial real estate. But at the end of the day, it's just long cycle sales, just like Jesse said, it's the same as any other industry, right? You just got to learn how that sales process works, how to keep your pipeline full. Adam is not here today, but I was going to ask him, you know what seminars or industry events are like? A must attend for him, and I've actually been bad about this the past few years. I mean, honestly, since COVID, before COVID, it was ICSC. Had to go to ICSC, right? Especially it was at recon out in Vegas. That's usually their biggest event of the year, and that's where all of the big retailers are, pretty much anything Uli, right? I do. I am still good about going to emerging trends every year, because that's where the Urban Land Institute will put, put something on, bring in a bunch of professionals and kind of walk you through, like, hey, here are the trends that we're noticing in the industry based on, you know, our survey of of all of our members, and their membership is pretty vast and broad and runs the gamut from, you know, beginner commercial real estate investor to some of the biggest developers in the world are members of Uli. This is just such a fascinating group, Chad, before we move on, any industry events, seminars, anything that you recommend that are like a must attend for you? Yeah,

Speaker 1 9:56

I just got back from one on Friday, actually, as in El. A for the SA or conference. So they put on two every year, one in the spring, one in the fall. I've gone to many of them. I think it's the best conference that a broker can go to. You don't need to be a member of SAR to go as well. There's a lot of non members that are there. And it's it's just world class. They bring in fantastic speakers, like the one last week they had Peter zeihan, which some people, yeah. So I got that second time. I've heard him speak actually, and got to meet him again, and got another pitcher with them. I'm a big fan of Peters, even though he's crazy, like I think he's certifiably crazy, very entertaining, but that's the level of speakers that they bring in, really good speakers, and it's just the best group of people. I spent every every waking hour having lunch or beers or dinner or something with somebody there. It's just a great group of people. So whether you're interested in getting that designation or not, those are ones to look at, and they rotate them through North America. The one in the spring, coming up in 2025 is in Vegas, and then in Fall is in Louisville. So get to go to some places you might not otherwise go to. And here's some world class presentations, and then meet awesome people. In my mind, no brainer. That's the one I'd recommend to everybody, and I live by it. I go to as many as I can. I'm gonna

Tyler Cauble 11:23

have to check that out. I've never been I'm gonna have to look up sor for their next year's conference. Sor is a great, great organization. Dude, Peter Zion, if you all haven't read his book, there's a couple of them. There's the end of the world is just beginning, and there's the accidental superpower. And the accidental superpower. It's really interesting. It goes into why North America is is the way that it is, with regards to global power. But it's interesting that he wrote that back in like 2015 and he basically said in that book, Russia is going to invade Ukraine, and here's why. So I think it's kind of fascinating, because he's like a global economist. So I don't know, it's interesting stuff, if nothing else, it's very, very entertaining.

Speaker 1 12:07

It will make you think. It'll make you think. Because even though I think he's crazy, I also think that he's brilliant as well. So he's almost a mad scientist who just happens to be in in geopolitics and the economy. But yeah, they're great books. I've read both of them and and, yeah, I'm a fan of his. That's funny. I

Tyler Cauble 12:24

could totally see that. Jesse, what about you, man, industry events, seminars, etc.

Speaker 2 12:30

Yeah, so sir. Is great. I was actually fortunate to to be the MC for our last year event here in Toronto, which was a lot of fun. I think one of the tougher crowds to be in front of a bunch of brokers trying to they're like, you know, it's gonna they gave me so much time on, like, how to get everybody back to the table? I'm like, it'll be easy. I just call them. It's like, now it's an open bar. Like, ah, not really, yeah. Or there's, like, tickets or whatever. But sir, is great. You get a lot of different people in our industry. I see, I see, especially on the retail side, what we have in Toronto, and I'm sure a bunch of other major markets, we have, kind of our National Apartment conference here. So that's a big one in Toronto. Pretty much anybody kind of associated with apartments or financing of apartments, comes to that event. Those are all great. And I think other there's, there's other events or things that you can go to that don't necessarily I know the question is specific to our industry, but I think we've talked about this before. If you're in a certain area where you work with clients in a certain industry, then go to those conferences too. Like, if you do a lot of mining work, go to the mining conferences like associate yourself with the people that are actually going to be part of your potential clientele. And we've done that in the past with startups. We've done it with different tech conferences here in Toronto. So I think that's important to keep in mind as well. It's not just about being in the real estate bubble.

Tyler Cauble 13:56

It's great piece of advice, because it's so easy. I see this happen all the time. Brokers get stuck networking with other brokers. Like, that's great. You should, you should have a relationship with other brokers, but they're not going to give you business. Go, go to the conferences where you're going to be the only commercial real estate broker. Real quick, guys, lightning quick answers. Philip is saying, I have a random question, what CRM do you all recommend for commercial real estate. Philip, I use HubSpot. Chad,

Speaker 1 14:23

I use Zoho, which is on the sales force. It's similar to Salesforce anyways, and we just heavily customized it. My little bit longer of an answer is use, whichever one you'll actually use, because there's a lot out there with a lot of bells and whistles, and they can be very complex and overwhelming, and a lot of people will will almost get overwhelmed by having something too complicated, and then they don't use it. So ours, the one that we use is very simple, and we've been on it for eight years, my team and I, so you buy whichever one you're going to use, Jesse, all right. Yeah,

Speaker 2 15:00

yeah. That's a great point by Chad. I think it's like diets, right? Or working out you do the do the program that you're actually going to follow for me, pipe drive for my company, for Avison young, it's HubSpot. And I'll just briefly say I've noticed, after years of doing this that there's a difference between a small team, CRM and a gigantic company, CRM, and they're usually not the best fit for both. So if Philip, yeah, Philip Elliott, if, if you're using it for yourself, I would recommend pipe drive or or HubSpot as like a small account, but if you're using it for a much larger team, then yeah, then I don't think pipe drive would be the best fit. Yeah, you

Tyler Cauble 15:39

definitely got to format them differently and think about your growth and where you're headed and what other I mean, it's tough, but at the end of the day, like Chad said, pick the one that you're going to use. Okay, moving on to, like, personal development, right? As you're going through your career, being focused on continuing to make yourself better every day, obviously, is going to significantly impact the outcomes that you're going to have, right? So Chad, when it comes to staying on task with all of the small details, right? Because there's a lot of stuff that can catch up to you in this business, right? Because as sales reps, we got a prospect, we got a market, we got to go out and do tours, we got to handle contracts like there's a lot of different things. What time management tools or habits have you implemented in your business that have kind of taken your game to the next level?

Speaker 1 16:29

Yeah, I'd, I'd be lying if I, if I said that I was perfect at this. I I waste time and I am inefficient regularly. I think one thing that's really helped, and this is just the product of being in the industry for 20 years, is that our team has grown to the level where we have a full time team coordinator now. So that team coordinator is excellent at taking a lot of stuff off of our desks and organizing it. But I was in the business for 1819, years before we hired that position, and before that, we had a junior associate who'd help with a lot of the more day to day tasks. But I think everybody's got to realize that it is an ongoing task. You always have to be trying to keep yourself efficient. You can't just develop a system and then rely on it, because any new thing that comes onto your desk can completely disrupt your workflow, and you almost have to redo it. So I don't think it's something you can just set up and set and forget. Like, what was that cooking? That cooking thing? Set it and forget it. Yeah, I can't remember what it was. It'll come to me later. I don't think you can do that in our business. I think it's an ongoing tinkering of having to always stay on top of things, and how can you incorporate new technology? How can you integrate AI that didn't exist two years ago? So I think we always need to be cognizant that it's an ongoing battle of trying to do as much as you can be, as efficient and productive as possible, while also staying in tune with other tools and new developments that can help. So it's, it's not a neat and tidy answer other than it just legitimately takes work in a constant focus.

Tyler Cauble 18:10

That's right, there's no perfect answer to it. I mean, I have learned over the years that if it's not in my calendar, it doesn't exist in real life. So I put everything, everything goes in my calendar. And, you know, I mean my email right now, I've got over 1200 emails in my inbox. I ended up, you know, it's funny, I have, I have an auto responder. I know you guys have seen this. I have an auto responder on my email that basically says I only check emails on Thursdays. And I had to do that because I can't keep up with it. Somebody got mad at me last week for not having responded to an email that they sent me two months ago. And so I was like, You know what? I'm not going to put up with this. I went in and changed my autoresponder, and now it just says I'm probably not going to send you. I'm probably not going to see your email. So sorry about it. If it's important, you'll find another way to contact. I can't deal with that stuff. Like dude dealing with email, not a good use of my time. Talk about time management. Jesse, I was totally off topic. But

Speaker 1 19:07

the good topic as well, like, think if you were to try to email Elon Musk or Jeff Bezos, it's not responding recently, they're not responding. There's not a chance. So they're definitely infinitely busier than any one of us, but it's, it's on a scale like that doesn't mean that we're still not busy too, like people should be busy. So yeah, I think we all seem to have this unreasonable expectation that you just email someone and then they email you back within 10 minutes. I think that's actually dangerous for all of us to be, to be a slave to your to your email. So yeah, I don't, I don't think what you're doing is wrong at all. It's probably in the better interest of your business and yours and your mental health too. Yeah.

Tyler Cauble 19:47

I mean, it is, man, we're doing better than we ever have like, and I'm as busy as I've ever been. Like, it hasn't stopped me from doing anything. It's just, it's just always, you know, the BS you got to respond to at some point you. Jesse mentors and coaches. How do you go about finding them? How have they impacted your life? I mean, that's, that's one thing I see new commercial real estate brokers struggling to find right? It's like, how do I find a mentor? How do I make it worth their time to meet with me? What's what's your experience been in that world?

Speaker 2 20:18

Yeah, so we talked a little bit about this a few weeks ago here. And I think, I mean, it's a generic answer of adding value, but the put it the opposite way, if you try to say, to send an email out and say, you know, you want to to work with somebody and you want them to mentor you, but you don't offer anything of value, it's really, I mean, you're, you're kind of going about it the wrong way. I think you add value first, and then you and then you can have the right to to try to be a mentee or a protege to somebody else. But I think there's a good distance in age. So for instance, if you're if you're in your early 20s, I think having a mentor in their 60s is not, is not the ideal mentor for you if you're in your early 20s. I think somebody in their late 30s and early 40s is a good fit, just from the fact that they're they have established themselves, but they're also in a point where they are becoming the the older, older guard, and you're going to get more value out of it. I think the other thing is, I don't think it necessarily has to be in your vertical. It doesn't necessarily have to be. So, for instance, it can be a real estate, but they don't necessarily have to be in office, if you're in office or industrial, if you're in industrial, if you want to learn more about those things. Yeah, that would help. But I think somebody that roughly is following the trajectory that you want to follow career wise. I think I think that's how you can go about that, but yeah, number one, I think if it's the first step when people like, How can I find a mentor? I think ultimately it's reaching out, sending it, sending an email, meeting with them in person, like I just interviewed somebody the other the other day. Two, three, yeah, two, three weeks ago, and she was the one who said, listen, like, I'd love to come meet in person, just something small like that, where every other person we talked to just will accept a team's call, the fact that she wanted to make the effort to come in person. It's a small thing, but I think it's just a unique thing. And to go out and, you know, say to somebody, I'll come to your office if you've got 1015, minutes, yeah, you know, you got to put yourself out there. And I think those little things in today's day and age go a long way. And I'll just say when you when you mentioned the the if it's on your calendar, you don't, it doesn't exist. It always just reminds me of Anchorman when he's reading the teleprompter. My calendar, it's like and you have to be honest with yourself too, even with family of mine, I will schedule stuff in my calendar, because my calendar in my personal life and my calendar in my work life has become kind of one thing,

Tyler Cauble 22:51

right? Yeah, 100% I mean, I've got everything in there. We've got, you know, dinners with friends are in there. I've got, you know, Preds games are in there. Like, all those kinds of things are in there. Because if they're not, I don't have the I don't know how people do this and not have calendars, but like, how do you remember all of the things that you have to do? Like, I just, I got to keep it somewhere. Yeah, and look, here's the thing too, adding on to what Jesse said, send an email, send a DM on Instagram, find their phone number, give them a call, even a voicemail, because, I mean, you know, just because they don't respond to an email doesn't mean that they're not interested in talking to you, right? If you send me an email, I might love grabbing coffee with you and taking 30 minutes out of my morning to give back. I'm happy to do that occasionally, not all the time, but if you send me an email, I'm probably just never going to see it, right? So you got to think, like, Okay, if I was a sales rep, and this is a prospect, what are all the different ways that I'm going to go try and get it? Get a hold of them. Keep that in mind. Jesse, have you ever paid for for coaching? Like, have you ever hired a coach specifically to help you either grow in your business, grow in sales, whatever?

Speaker 2 23:58

So no, the closest outside, like, I assume you're asking for my work, a work kind of thing I haven't paid. The closest I would have got I've gone to is masterminds, or, like, basically small groups of where you have a senior person. Like, years ago, when I was trying to get into understanding how syndications work. I had a small mastermind group, and it was great. It was the, the only negative thing I would have to say about it, it is, it was predominantly American, so I had to kind of translate and chat room can appreciate this. I had to translate a lot of the the legal and regulatory component to Canadian. But it was a, it was a great experience. And I think coaches in general, if I went back in time, I probably would, it's just, you just have to be careful of or just be cognizant about finding the people, because there's a lot of people online that claim to be coaches and XYZ, as you guys know, and just making sure you're connecting with the right person.

Tyler Cauble 24:58

Yeah, I completely. Agree, I've had two coaches, one that was a brokerage coach, and one that was a sales specific coach. Both were total misses for me. Like, I invested a lot of money into those. And looking back, the only thing that I can think of as to, like, you know, yeah, did I learn some tips and tricks? Sure, but they were both kind of remote, like call based, and it was all one on one. And I look back on like, the events that have had the biggest impact on my career, they were all masterminds, right? Like it was getting into a room with other people because, yeah, you know, the speaker might say something that's interesting, but it's the conversation that I'm having with one of the guys on the side and learning how he's running his business that, like, totally sets me off on a completely different path that I find interesting. What about you, Chad, I'm curious.

Speaker 1 25:49

Yeah, I had a coach when I was newer into the business, and it wasn't a guy who was in the industry. He was more of a business executive, sales kind of coach, and he was really good. I don't know even what his professional background was. We never got into it, but he was just what he instilled in some of the habits and some of the suggestions that he had were really good. I think that ties in pretty neatly with the mentorship. One is that is, if you have a mentor that you're not paying. What's the difference between that and a coach that you are paying? And there's definitely going to be some overlap in there, and I don't know if one's better than the other, I think it's going to be largely dependent on how you gel with that person. So if you found somebody that was a business coach, and you paid them, and they were invested in you personally, and they were committed to seeing you succeed, and they were they they had a plan, and they actually had a vested interest in your success that that's worth a lot. Like I don't even know if you could put a number of value on that number, because the return that you could get from having somebody invested in your career is invaluable, in my mind. And I think the same could be with a with a mentor. If you find someone that's just legitimately interested in seeing you succeed as a person, and they're following up with you, and you're not having to badger them, and they're just genuinely interested, I think that that's a that's a ticket to success. It's not going to be instant, but I think that is like a ticket. You can jump on that train and you're going to find some success at the end of it. I love the mastermind one. I've been a part of numerous ones over the years as well. If you can find a group of local people, it's twofold. You're not only going to learn from them, and I'm a big believer that you learn a lot through other people's mistakes as well as their successes. You're going to learn from their experience, but you're also building your network at the same time. So if you can find a good mastermind group, especially in our business, in commercial real estate, you find a group of other people. They're probably entrepreneurial. I can't imagine that there's a mastermind group for government mid level employees. I can't imagine some mid level employees with their MBAs sitting around brainstorming how they can be more efficient in government. You

Tyler Cauble 28:04

imagine how miserable that would be? Oh, my God,

Speaker 1 28:07

they'd probably try to figure out how they can do less work. That's that's a great sales pitch.

Speaker 2 28:13

It's funny, though. It's also a little, I'm sure you guys experienced this too. It's a little scary in the beginning, because when you're not when you don't know that much about masterminds or different groups, you see some of these prices, like, two grand, five grand, 20 grand, and you're like, Dude, this is insane. Like, what is the value it's until you go and do a few of these, if, if that's what got you your first capital raise, then it was obviously worth it. But it's, I think, to your point, Tyler, is there's a reason I think a lot of people like researching things by looking at Reddit. It's because it's a mini mastermind. You get 17 different questions and angles of looking at a problem rather than just reading what Google told you this thing is about. So I think that happens a lot to your point where it's great having a knowledgeable speaker, but having 20 other people that are interested, that are coming out as subjects from a different perspective than you are. You learn a lot in that process.

Tyler Cauble 29:06

That's a really interesting way of looking at I mean, I love Reddit, right specifically because of that, because I'll jump into the comment section and I get to hear all sorts of different perspectives that help me actually formulate a more educated opinion on it. Because, I mean, somebody that I probably completely disagree with is jumping in and saying their perspective. I'm like, Oh, that's really interesting. I would not have thought of it from that way, but that is a different reality, right? That's pretty interesting. Yeah, dude, I remember the first mastermind I joined. It was like 10 grand, and I just knew, like, I could see all of the people that were in it. I knew I wanted to be in that room, but, man, I like about had a heart attack. I couldn't afford it, right? I put it on a payment plan, and did the whole thing. And it set me on a path like, because I did that, I learned how to syndicate deals. And the next year after I joined that mastermind, I bought four buildings. So it was like, yeah, the infinite, infinite returns.