The Bold Bi-Coastal Baddie Who Broke the Real Estate Mold with Phillip Salem

[0:00] Welcome to the REI Agent, a holistic Welcome to the REI Agent, a holistic Welcome to the REI Agent, a holistic approach to life through real estate. approach to life through real estate. approach to life through real estate. I’m Matias, an agent and investor, I’m Matias, an agent and investor, I’m Matias, an agent and investor, and I’m Erica, a licensed therapist. and I’m Erica, a licensed therapist. and I’m Erica, a licensed therapist. Join us as we interview guests that also Join us as we interview guests that also Join us as we interview guests that also strive to live bold and fulfilled lives strive to live bold and fulfilled lives strive to live bold and fulfilled lives through business and real estate through business and real estate through business and real estate investing.

[0:14] investing. investing. Tune in every week for interviews with Tune in every week for interviews with Tune in every week for interviews with real estate agents and investors. real estate agents and investors. real estate agents and investors. Ready to level up? Ready to level up? Ready to level up? Let’s do it. Welcome back to the REI Agent. Uh just Welcome back to the REI Agent. Uh just Welcome back to the REI Agent. Uh just Matias here again. Um today we have a Matias here again. Um today we have a Matias here again. Um today we have a guest uh Philip Salem. Uh Philip is the guest uh Philip Salem. Uh Philip is the guest uh Philip Salem. Uh Philip is the by coast baddy. by coast baddy. by coast baddy. Um and he works in New York and in uh Um and he works in New York and in uh Um and he works in New York and in uh and LA uh pretty far distances. He’ll and LA uh pretty far distances. He’ll and LA uh pretty far distances. He’ll get into that uh here momentarily.

[0:47] get into that uh here momentarily. get into that uh here momentarily. and we uh talked about a lot of and we uh talked about a lot of and we uh talked about a lot of different things, but you know, one of different things, but you know, one of different things, but you know, one of the things that really struck me and the things that really struck me and the things that really struck me and he’ll talk about this as well is just he’ll talk about this as well is just he’ll talk about this as well is just kind of how to be how it’s important to kind of how to be how it’s important to kind of how to be how it’s important to be really authentic you and to you know, be really authentic you and to you know, be really authentic you and to you know, it’s okay to be different than u what it’s okay to be different than u what it’s okay to be different than u what you think the status quo is, what you you think the status quo is, what you you think the status quo is, what you think that the you normal agent should think that the you normal agent should think that the you normal agent should be. Um

[1:08] be. Um be. Um we were talking about a uh Tampa Brie. I we were talking about a uh Tampa Brie. I we were talking about a uh Tampa Brie. I mentioned her, I can’t remember her mentioned her, I can’t remember her mentioned her, I can’t remember her name. uh it’s an Instagram uh person name. uh it’s an Instagram uh person name. uh it’s an Instagram uh person that has hilarious uh reels that are that has hilarious uh reels that are that has hilarious uh reels that are very very like not necessarily very very like not necessarily very very like not necessarily professional like you know maybe don’t professional like you know maybe don’t professional like you know maybe don’t play it at work out loud in front of play it at work out loud in front of play it at work out loud in front of your kids u but they’re really really your kids u but they’re really really your kids u but they’re really really funny and I guarantee you that’s working funny and I guarantee you that’s working funny and I guarantee you that’s working with her for her like there’s going to with her for her like there’s going to

[1:31] with her for her like there’s going to be people that uh really think she’s be people that uh really think she’s be people that uh really think she’s hilarious cuz she is and that’s the hilarious cuz she is and that’s the hilarious cuz she is and that’s the strength of hers and if she tried to strength of hers and if she tried to strength of hers and if she tried to make that more uh PG if she tried to to make that more uh PG if she tried to to make that more uh PG if she tried to to you know tone that down and and make it you know tone that down and and make it you know tone that down and and make it more professional it probably wouldn’t more professional it probably wouldn’t more professional it probably wouldn’t be funny and she probably would not have be funny and she probably would not have be funny and she probably would not have any traction. But I guarantee you she’s any traction. But I guarantee you she’s any traction. But I guarantee you she’s getting referrals from just being well getting referrals from just being well getting referrals from just being well known as a really funny person. I mean,

[1:52] known as a really funny person. I mean, known as a really funny person. I mean, wouldn’t you want to work with a really wouldn’t you want to work with a really wouldn’t you want to work with a really funny person? Like if if there was a, funny person? Like if if there was a, funny person? Like if if there was a, you know, a Louis C or I maybe that’s a you know, a Louis C or I maybe that’s a you know, a Louis C or I maybe that’s a bad example, Dave Chappelle or or bad example, Dave Chappelle or or bad example, Dave Chappelle or or somebody who’s uh just really funny that somebody who’s uh just really funny that somebody who’s uh just really funny that that seems like that person that would that seems like that person that would that seems like that person that would be fun to be around. Um, so I think all be fun to be around. Um, so I think all be fun to be around. Um, so I think all that to say is like when you’re that to say is like when you’re that to say is like when you’re establishing yourself, I think it really establishing yourself, I think it really establishing yourself, I think it really is important to be authentic,

[2:11] is important to be authentic, is important to be authentic, authentically you. And if that is authentically you. And if that is authentically you. And if that is different, if that is I mean if you lean different, if that is I mean if you lean different, if that is I mean if you lean into it, uh, that can be, you know, a into it, uh, that can be, you know, a into it, uh, that can be, you know, a really good thing. Seth Goden talks really good thing. Seth Goden talks really good thing. Seth Goden talks about uh, the purple cow um, in a book about uh, the purple cow um, in a book about uh, the purple cow um, in a book and how it’s um, better to stand out and how it’s um, better to stand out and how it’s um, better to stand out sometimes. So yeah, if you have any sometimes. So yeah, if you have any sometimes. So yeah, if you have any thoughts about that, definitely put them thoughts about that, definitely put them thoughts about that, definitely put them in uh the comments uh in whatever in uh the comments uh in whatever in uh the comments uh in whatever platform you’re listening to or feel

[2:34] platform you’re listening to or feel platform you’re listening to or feel free to de DM us on Instagram. And while free to de DM us on Instagram. And while free to de DM us on Instagram. And while we’re at it, don’t forget to subscribe, we’re at it, don’t forget to subscribe, we’re at it, don’t forget to subscribe, guys. Uh subscribe to this show on all guys. Uh subscribe to this show on all guys. Uh subscribe to this show on all the different platforms. Uh leave us a the different platforms. Uh leave us a the different platforms. Uh leave us a review. It really means a lot to us and review. It really means a lot to us and review. It really means a lot to us and it helps us build um our audience even it helps us build um our audience even it helps us build um our audience even further. So the more the more further. So the more the more further. So the more the more subscriptions, comments, interactions, subscriptions, comments, interactions, subscriptions, comments, interactions, all that stuff, uh the better. It just all that stuff, uh the better. It just all that stuff, uh the better. It just really helps. So, if this is a gentle

[2:56] really helps. So, if this is a gentle really helps. So, if this is a gentle reminder that um you know, feel free to reminder that um you know, feel free to reminder that um you know, feel free to do that on all the different platforms do that on all the different platforms do that on all the different platforms that you use, we would really appreciate that you use, we would really appreciate that you use, we would really appreciate it. Uh but anyway, without further ado, it. Uh but anyway, without further ado, it. Uh but anyway, without further ado, we have Philip Salem. Welcome back to the REI agent. We are Welcome back to the REI agent. We are Welcome back to the REI agent. We are here with Philip Salem. Phillip, thanks here with Philip Salem. Phillip, thanks here with Philip Salem. Phillip, thanks so much for joining us today.

[3:16] so much for joining us today. so much for joining us today. I am so excited to be here. Thank you I am so excited to be here. Thank you I am so excited to be here. Thank you for having me. I feel honored to be for having me. I feel honored to be for having me. I feel honored to be here. here. here. Yeah. No, we’re honored to have you. Um, Yeah. No, we’re honored to have you. Um, Yeah. No, we’re honored to have you. Um, should we just get right into it and and should we just get right into it and and should we just get right into it and and and say what your nickname is? What’s and say what your nickname is? What’s and say what your nickname is? What’s What do people call you? What do people call you?

[3:29] What do people call you? So, so I have two nicknames. Everybody So, so I have two nicknames. Everybody So, so I have two nicknames. Everybody calls me Agent P, but then I’m also calls me Agent P, but then I’m also calls me Agent P, but then I’m also known as the by Coastal Baddy because I known as the by Coastal Baddy because I known as the by Coastal Baddy because I sell real estate in both New York and sell real estate in both New York and sell real estate in both New York and LA. LA. LA. It’s always been a dream of mine to be It’s always been a dream of mine to be It’s always been a dream of mine to be able to sell on both coasts. So, I was able to sell on both coasts. So, I was able to sell on both coasts. So, I was like, you know what? I got to do it. And like, you know what? I got to do it. And like, you know what? I got to do it. And I did it. and you know the by coastal I did it. and you know the by coastal I did it. and you know the by coastal daddy daddy daddy you know name nickname came about and you know name nickname came about and you know name nickname came about and it’s what I’ve been going with. So it’s

[3:55] it’s what I’ve been going with. So it’s it’s what I’ve been going with. So it’s now is this is this Yeah. Is this just now is this is this Yeah. Is this just now is this is this Yeah. Is this just like kind of like a the you joke around like kind of like a the you joke around like kind of like a the you joke around with people about or is this like on with people about or is this like on with people about or is this like on marketing material like marketing material like marketing material like Oh this is all over marketing material I Oh this is all over marketing material I Oh this is all over marketing material I have. So I’m I’m also known as not your have. So I’m I’m also known as not your have. So I’m I’m also known as not your basic broker. So that was my first basic broker. So that was my first basic broker. So that was my first hashtag. You know I’ I’ve had ads all hashtag. You know I’ I’ve had ads all hashtag. You know I’ I’ve had ads all over the city. So over the city. So over the city. So Okay. You know, I’m sure we’ll get into Okay. You know, I’m sure we’ll get into Okay. You know, I’m sure we’ll get into it, but I my my first ad that I did with

[4:19] it, but I my my first ad that I did with it, but I my my first ad that I did with Compass, I was in like this pink latex Compass, I was in like this pink latex Compass, I was in like this pink latex jumpsuit because I really liked pink at jumpsuit because I really liked pink at jumpsuit because I really liked pink at the time and I was like, I want to make the time and I was like, I want to make the time and I was like, I want to make a moment out of this pink outfit and I a moment out of this pink outfit and I a moment out of this pink outfit and I was like, you know what? What’s a good was like, you know what? What’s a good was like, you know what? What’s a good way to do it? So, I so so it said way to do it? So, I so so it said way to do it? So, I so so it said #notyourbasic broker work with agent P #notyourbasic broker work with agent P #notyourbasic broker work with agent P and people were like walking by like and people were like walking by like and people were like walking by like this is a real estate agent and and it this is a real estate agent and and it this is a real estate agent and and it really caught on and you know that was

[4:40] really caught on and you know that was really caught on and you know that was my that was the best year of of my my that was the best year of of my my that was the best year of of my career to that date. So career to that date. So career to that date. So yeah. Yeah, yeah. Yeah, yeah. Yeah, it’s all over marketing material. it’s all over marketing material. it’s all over marketing material. I’m not trying to call you a purple cow, I’m not trying to call you a purple cow, I’m not trying to call you a purple cow, but the Seth Goden like concept kind of but the Seth Goden like concept kind of but the Seth Goden like concept kind of comes to mind where you like really comes to mind where you like really comes to mind where you like really stick out, right? Like I mean it’s it’s stick out, right? Like I mean it’s it’s stick out, right? Like I mean it’s it’s definitely different. So that’s awesome.

[4:56] definitely different. So that’s awesome. definitely different. So that’s awesome. I love it. I love it. I love it. Yeah. Yeah, you got to stick out, you Yeah. Yeah, you got to stick out, you Yeah. Yeah, you got to stick out, you know. But yeah, so those are my know. But yeah, so those are my know. But yeah, so those are my I love it. Okay. Well, so I have an idea I love it. Okay. Well, so I have an idea I love it. Okay. Well, so I have an idea as to why maybe you’re in both cities, as to why maybe you’re in both cities, as to why maybe you’re in both cities, but can you kind of can you tell me your but can you kind of can you tell me your but can you kind of can you tell me your story about um how you got into real story about um how you got into real story about um how you got into real estate in general?

[5:11] estate in general? estate in general? Of course. So, I never thought I would Of course. So, I never thought I would Of course. So, I never thought I would be a real estate agent, but here I am. be a real estate agent, but here I am. be a real estate agent, but here I am. You know, I don’t know if a lot of You know, I don’t know if a lot of You know, I don’t know if a lot of people, you know, say, “I’m going to be people, you know, say, “I’m going to be people, you know, say, “I’m going to be a real estate agent when I grow up.” a real estate agent when I grow up.” a real estate agent when I grow up.” It’s I feel like a lot of the agents It’s I feel like a lot of the agents It’s I feel like a lot of the agents that I work with, you kind of stumble that I work with, you kind of stumble that I work with, you kind of stumble upon it after a career. Long story upon it after a career. Long story upon it after a career. Long story short, I owned a clothing store um right short, I owned a clothing store um right short, I owned a clothing store um right after college. It was called Owen, which

[5:32] after college. It was called Owen, which after college. It was called Owen, which was my middle name. Um I had a degree in was my middle name. Um I had a degree in was my middle name. Um I had a degree in fashion business. My my entire career fashion business. My my entire career fashion business. My my entire career was only working retail, fashion, was only working retail, fashion, was only working retail, fashion, styling. Uh when I was 16, I worked at styling. Uh when I was 16, I worked at styling. Uh when I was 16, I worked at American Eagle in the mall in my American Eagle in the mall in my American Eagle in the mall in my hometown of Akran, Ohio. hometown of Akran, Ohio. hometown of Akran, Ohio. Akan, Ohio. Okay.

[5:49] Akan, Ohio. Okay. Akan, Ohio. Okay. Akan, Ohio. Akan, Ohio. Akan, Ohio. Very different than LA and New York. Very different than LA and New York. Very different than LA and New York. Yeah. Yeah. Yeah. Totally different. But it it was a great Totally different. But it it was a great Totally different. But it it was a great place to grow up and I have a lot of place to grow up and I have a lot of place to grow up and I have a lot of great friends there. great friends there. great friends there. Sure. So, you know, starting 16 working Sure. So, you know, starting 16 working Sure. So, you know, starting 16 working at at at American Eagle, then owning my at at at American Eagle, then owning my at at at American Eagle, then owning my own clothing store with a lot of retail own clothing store with a lot of retail own clothing store with a lot of retail jobs mixed in. Um, the clothing store jobs mixed in. Um, the clothing store jobs mixed in. Um, the clothing store was wonderful. It was right in the meat was wonderful. It was right in the meat was wonderful. It was right in the meat packing district. My my neighbors were

[6:12] packing district. My my neighbors were packing district. My my neighbors were Christian Louis Vuitton, Diane Bon Christian Louis Vuitton, Diane Bon Christian Louis Vuitton, Diane Bon Fenberg, Fenberg, Fenberg, uh, uh, uh, Jeff, uh, Stella McCartney, Alexander Jeff, uh, Stella McCartney, Alexander Jeff, uh, Stella McCartney, Alexander McQueen, you know, all these great McQueen, you know, all these great McQueen, you know, all these great stores, very successful. But right at stores, very successful. But right at stores, very successful. But right at the end of 2015, my landlord came to me the end of 2015, my landlord came to me the end of 2015, my landlord came to me and was like, “Hey, we got land landmark and was like, “Hey, we got land landmark and was like, “Hey, we got land landmark approval to tear down the building.” approval to tear down the building.” approval to tear down the building.” Um, so we’re kicking you out. And when I Um, so we’re kicking you out. And when I Um, so we’re kicking you out. And when I signed this lease, everyone was like, signed this lease, everyone was like,

[6:39] signed this lease, everyone was like, “The meat packing district will never “The meat packing district will never “The meat packing district will never get built up. It’s, you know, you’re get built up. It’s, you know, you’re get built up. It’s, you know, you’re you’re totally safe in this space.” Even you’re totally safe in this space.” Even you’re totally safe in this space.” Even my realtor at the time was like, it’s my realtor at the time was like, it’s my realtor at the time was like, it’s going to be impossible for them to get going to be impossible for them to get going to be impossible for them to get landmark approval. But like everything landmark approval. But like everything landmark approval. But like everything in real estate, nothing is, you know, in real estate, nothing is, you know, in real estate, nothing is, you know, confirmed. And so they tore down the confirmed. And so they tore down the confirmed. And so they tore down the building and I just didn’t want to start building and I just didn’t want to start building and I just didn’t want to start from scratch again. I was like having

[6:58] from scratch again. I was like having from scratch again. I was like having this woe is me moment. What am I going this woe is me moment. What am I going this woe is me moment. What am I going to do with my life? I all I know is to do with my life? I all I know is to do with my life? I all I know is fashion. All I know is the store. My fashion. All I know is the store. My fashion. All I know is the store. My husband was like, “Philip, hey, you you husband was like, “Philip, hey, you you husband was like, “Philip, hey, you you remind me a lot of my aunt who’s a real remind me a lot of my aunt who’s a real remind me a lot of my aunt who’s a real estate agent in Florida. You you have estate agent in Florida. You you have estate agent in Florida. You you have the clientele. You’ve been working with the clientele. You’ve been working with the clientele. You’ve been working with so many amazing people in New York City so many amazing people in New York City so many amazing people in New York City who also live in LA that shop at your who also live in LA that shop at your who also live in LA that shop at your store. Why don’t you become a real

[7:20] store. Why don’t you become a real store. Why don’t you become a real estate agent?” And I was like, “All estate agent?” And I was like, “All estate agent?” And I was like, “All right, I guess I’ll be a real estate right, I guess I’ll be a real estate right, I guess I’ll be a real estate agent.” Did the classes in six weeks and agent.” Did the classes in six weeks and agent.” Did the classes in six weeks and you know, we’ll talk about the rest. you know, we’ll talk about the rest. you know, we’ll talk about the rest. Wow. So, okay, hold on. Um, is that so Wow. So, okay, hold on. Um, is that so Wow. So, okay, hold on. Um, is that so that is that a really common thing then that is that a really common thing then that is that a really common thing then that people live both in LA and New that people live both in LA and New that people live both in LA and New York?

[7:35] York? York? You know, I I I I grew up going to LA a You know, I I I I grew up going to LA a You know, I I I I grew up going to LA a lot. My uncle lived in in Los Angeles. lot. My uncle lived in in Los Angeles. lot. My uncle lived in in Los Angeles. So, every summer I remember going to So, every summer I remember going to So, every summer I remember going to visit him. I even remember when I was visit him. I even remember when I was visit him. I even remember when I was going, you know, starting college, I was going, you know, starting college, I was going, you know, starting college, I was like, should I go to college in LA or like, should I go to college in LA or like, should I go to college in LA or New York? And for some reason, New York New York? And for some reason, New York New York? And for some reason, New York pulled pulled me more. Um, but my whole pulled pulled me more. Um, but my whole pulled pulled me more. Um, but my whole slogan in life is, you know, you got to slogan in life is, you know, you got to slogan in life is, you know, you got to do what makes you happy. And I was like,

[7:57] do what makes you happy. And I was like, do what makes you happy. And I was like, I need to be in both cities. I’m going I need to be in both cities. I’m going I need to be in both cities. I’m going to make it work. And I did, you know, to make it work. And I did, you know, to make it work. And I did, you know, and I I started marketing in both and I I started marketing in both and I I started marketing in both cities. And I think the by coastal daddy cities. And I think the by coastal daddy cities. And I think the by coastal daddy hashtag really caught on with not only hashtag really caught on with not only hashtag really caught on with not only my existing clients, but with their my existing clients, but with their my existing clients, but with their network. You know, people would be like, network. You know, people would be like, network. You know, people would be like, “Oh, who are you working with?” They’re “Oh, who are you working with?” They’re “Oh, who are you working with?” They’re like, “The By Coastal Batty?” and like, “The By Coastal Batty?” and like, “The By Coastal Batty?” and they’re like, “What?” And you know, but

[8:20] they’re like, “What?” And you know, but they’re like, “What?” And you know, but but but it’s a lot about forming but but it’s a lot about forming but but it’s a lot about forming relationships. I formed a relationship relationships. I formed a relationship relationships. I formed a relationship with with my mentor in LA. You know, I with with my mentor in LA. You know, I with with my mentor in LA. You know, I can’t just go from a New York market to can’t just go from a New York market to can’t just go from a New York market to an LA market and I don’t it’s a totally an LA market and I don’t it’s a totally an LA market and I don’t it’s a totally different different different everything, paperwork, contracts, the everything, paperwork, contracts, the everything, paperwork, contracts, the way you show uh houses versus way you show uh houses versus way you show uh houses versus apartments, the the the way that the apartments, the the the way that the apartments, the the the way that the client reacts to certain things. So, I client reacts to certain things. So, I client reacts to certain things. So, I found a great mentor. I got very lucky.

[8:45] found a great mentor. I got very lucky. found a great mentor. I got very lucky. His name is Jeffrey Fred. And before I His name is Jeffrey Fred. And before I His name is Jeffrey Fred. And before I got my license, he really co coached me got my license, he really co coached me got my license, he really co coached me on, you know, how, you know, how to get on, you know, how, you know, how to get on, you know, how, you know, how to get my license, all the different my license, all the different my license, all the different terminology, all the different types of terminology, all the different types of terminology, all the different types of inspections that we do in LA. And I I inspections that we do in LA. And I I inspections that we do in LA. And I I started collaborating with him on on started collaborating with him on on started collaborating with him on on deals in in LA. And we did a very big deals in in LA. And we did a very big deals in in LA. And we did a very big deal last year. Uh, and you know, I’m deal last year. Uh, and you know, I’m deal last year. Uh, and you know, I’m I’m I’m so grateful for him. I think

[9:11] I’m I’m so grateful for him. I think I’m I’m so grateful for him. I think this business is all about this business is all about this business is all about collaboration. You cannot go into this collaboration. You cannot go into this collaboration. You cannot go into this business thinking that you don’t need business thinking that you don’t need business thinking that you don’t need any help or you’re just going to fly any help or you’re just going to fly any help or you’re just going to fly with the wind and sell $200 million of with the wind and sell $200 million of with the wind and sell $200 million of of of real estate. You you you have to of of real estate. You you you have to of of real estate. You you you have to collaborate.

[9:26] collaborate. collaborate. Well, and fly Well, and fly Well, and fly I give very long answers. Sorry about I give very long answers. Sorry about I give very long answers. Sorry about that. that. that. Oh, no. Well, I’m just through like Oh, no. Well, I’m just through like Oh, no. Well, I’m just through like logistically. So, I could Okay. So, I logistically. So, I could Okay. So, I logistically. So, I could Okay. So, I could see and we’re jumping we’re could see and we’re jumping we’re could see and we’re jumping we’re jumping all around here, but I could jumping all around here, but I could jumping all around here, but I could see, you know, how maybe you could see, you know, how maybe you could see, you know, how maybe you could establish establish yourself, get a establish establish yourself, get a establish establish yourself, get a business going in like New York, for business going in like New York, for business going in like New York, for example, you’re living there. Yeah.

[9:43] example, you’re living there. Yeah. example, you’re living there. Yeah. You’re kind of in the grind phase, etc. You’re kind of in the grind phase, etc. You’re kind of in the grind phase, etc. Like where you’re just kind of doing Like where you’re just kind of doing Like where you’re just kind of doing every thing you can to kind of every thing you can to kind of every thing you can to kind of going out and showing things for people going out and showing things for people going out and showing things for people maybe in your in your brokerage where maybe in your in your brokerage where maybe in your in your brokerage where you know they don’t want to mess with you know they don’t want to mess with you know they don’t want to mess with this. I don’t know what the lowhanging this. I don’t know what the lowhanging this. I don’t know what the lowhanging fruit is in um in New York City if it’s fruit is in um in New York City if it’s fruit is in um in New York City if it’s you know cheaper apartment rentals or you know cheaper apartment rentals or you know cheaper apartment rentals or something. I could imagine

[10:02] something. I could imagine something. I could imagine for sure for sure for sure doing everything that you can to kind of doing everything that you can to kind of doing everything that you can to kind of get rolling. But how do you do that in get rolling. But how do you do that in get rolling. But how do you do that in two markets where you have to fly with two markets where you have to fly with two markets where you have to fly with the wind literally? the wind literally? the wind literally? Yeah. So I’ll tell you I’ll tell you. So Yeah. So I’ll tell you I’ll tell you. So Yeah. So I’ll tell you I’ll tell you. So I I started New York real estate in I I started New York real estate in I I started New York real estate in 2016.

[10:17] 2016. 2016. So from 2016 to 2020 I was only doing So from 2016 to 2020 I was only doing So from 2016 to 2020 I was only doing New York. So I got I got my bearings. My New York. So I got I got my bearings. My New York. So I got I got my bearings. My my first year in real estate I only did my first year in real estate I only did my first year in real estate I only did rentals. you know, I went from selling rentals. you know, I went from selling rentals. you know, I went from selling to Alicia Keys and Beyonce, to Alicia Keys and Beyonce, to Alicia Keys and Beyonce, you know, all these clothes and you know, all these clothes and you know, all these clothes and handbags, and I was like, “Okay, now I’m handbags, and I was like, “Okay, now I’m handbags, and I was like, “Okay, now I’m gonna, you know, gonna, you know, gonna, you know, start renting $1,500 rentals all over start renting $1,500 rentals all over start renting $1,500 rentals all over the city, running around, working 80 the city, running around, working 80 the city, running around, working 80 hours a week, dripping sweat, you know,

[10:44] hours a week, dripping sweat, you know, hours a week, dripping sweat, you know, trying to make a buck, you know, but I I trying to make a buck, you know, but I I trying to make a buck, you know, but I I was like, you you have to start over.” was like, you you have to start over.” was like, you you have to start over.” And again, taking out that ego and And again, taking out that ego and And again, taking out that ego and really being like, “Okay, if I want to really being like, “Okay, if I want to really being like, “Okay, if I want to succeed in this career, I have to start succeed in this career, I have to start succeed in this career, I have to start at the bottom.” I can’t say it enough.

[10:57] at the bottom.” I can’t say it enough. at the bottom.” I can’t say it enough. So many people think that they’re going So many people think that they’re going So many people think that they’re going to get that $10 million listing or $10 to get that $10 million listing or $10 to get that $10 million listing or $10 million buyer as soon as they get their million buyer as soon as they get their million buyer as soon as they get their license. That’s just not how it works, license. That’s just not how it works, license. That’s just not how it works, right? right? right? So, I did all these rentals. I, you So, I did all these rentals. I, you So, I did all these rentals. I, you know, I built my credibility up, did all know, I built my credibility up, did all know, I built my credibility up, did all my marketing, my marketing, my marketing, and then COVID hit and I, we were stuck and then COVID hit and I, we were stuck and then COVID hit and I, we were stuck in our apartments in freezing cold New in our apartments in freezing cold New in our apartments in freezing cold New York, and I was like, I got to do

[11:19] York, and I was like, I got to do York, and I was like, I got to do something. I there’s something bigger something. I there’s something bigger something. I there’s something bigger for me out there. So, I, you know, I I I for me out there. So, I, you know, I I I for me out there. So, I, you know, I I I love New York, but I also love being love New York, but I also love being love New York, but I also love being outside in LA. So, I started to get my outside in LA. So, I started to get my outside in LA. So, I started to get my license in LA, and I I had an license in LA, and I I had an license in LA, and I I had an established business here. I had a great established business here. I had a great established business here. I had a great team of people that I that that would team of people that I that that would team of people that I that that would help me that would help me show. I have help me that would help me show. I have help me that would help me show. I have a great assistant that does all my a great assistant that does all my a great assistant that does all my paperwork. Um I I have a lot of great

[11:42] paperwork. Um I I have a lot of great paperwork. Um I I have a lot of great help with my Compass colleagues if I help with my Compass colleagues if I help with my Compass colleagues if I need help with the showing if my need help with the showing if my need help with the showing if my assistant is busy. assistant is busy. assistant is busy. And there have been So then I So then I And there have been So then I So then I And there have been So then I So then I flew to LA for the winter, January flew to LA for the winter, January flew to LA for the winter, January through March, which is typically a a through March, which is typically a a through March, which is typically a a very slow season in New York.

[11:57] very slow season in New York. very slow season in New York. Sure. And I uh I got my bearings in in Sure. And I uh I got my bearings in in Sure. And I uh I got my bearings in in LA, started getting clients, and it’s LA, started getting clients, and it’s LA, started getting clients, and it’s kind of funny because I got a really big kind of funny because I got a really big kind of funny because I got a really big client in March when I was flying back client in March when I was flying back client in March when I was flying back to New York, but I was like, I’m going to New York, but I was like, I’m going to New York, but I was like, I’m going to make this work. I was flying to LA to make this work. I was flying to LA to make this work. I was flying to LA sometimes for a day. I would land at sometimes for a day. I would land at sometimes for a day. I would land at 10:00 and leave at 10:00. So, I’d be 10:00 and leave at 10:00. So, I’d be 10:00 and leave at 10:00. So, I’d be there for 12 hours. I would do an there for 12 hours. I would do an there for 12 hours. I would do an inspection. I would, you know, go over

[12:20] inspection. I would, you know, go over inspection. I would, you know, go over the inspection. I would come up with the inspection. I would come up with the inspection. I would come up with solutions, meet contractors, and then I solutions, meet contractors, and then I solutions, meet contractors, and then I would fly back. especially if my if if would fly back. especially if my if if would fly back. especially if my if if my mentor Jeffrey wasn’t able to do it. my mentor Jeffrey wasn’t able to do it. my mentor Jeffrey wasn’t able to do it. You know, I can’t you can’t depend on You know, I can’t you can’t depend on You know, I can’t you can’t depend on somebody to do something. It’s also your somebody to do something. It’s also your somebody to do something. It’s also your commission and your job. So, I’m like, commission and your job. So, I’m like, commission and your job. So, I’m like, you know what? I chose to do this. I you know what? I chose to do this. I you know what? I chose to do this. I don’t mind flying back and forth. And don’t mind flying back and forth. And don’t mind flying back and forth. And being on a plane is kind of fun because,

[12:39] being on a plane is kind of fun because, being on a plane is kind of fun because, you know, you have an excuse to just you know, you have an excuse to just you know, you have an excuse to just like kind of turn off your phone like kind of turn off your phone like kind of turn off your phone and relax for a minute. So, so yeah, and relax for a minute. So, so yeah, and relax for a minute. So, so yeah, flying back and forth for a day means flying back and forth for a day means flying back and forth for a day means nothing to me. nothing to me. nothing to me. That’s crazy. I’m just Yeah. So, how do That’s crazy. I’m just Yeah. So, how do That’s crazy. I’m just Yeah. So, how do you avoid you avoid you avoid how do you avoid having commission how do you avoid having commission how do you avoid having commission breath when you’re not just paying for breath when you’re not just paying for breath when you’re not just paying for the uh you know like the the the car to the uh you know like the the the car to the uh you know like the the the car to drive around the gas and that kind of drive around the gas and that kind of

[13:04] drive around the gas and that kind of stuff and your time, but you’re also stuff and your time, but you’re also stuff and your time, but you’re also committing to I mean, how many hours of committing to I mean, how many hours of committing to I mean, how many hours of travel? That’s like eight plus hours of travel? That’s like eight plus hours of travel? That’s like eight plus hours of travel probably per trip. travel probably per trip. travel probably per trip. Oh, no. It’s like 11. It’s six hours Oh, no. It’s like 11. It’s six hours Oh, no. It’s like 11. It’s six hours there, five hours back with the there, five hours back with the there, five hours back with the in New York driving to JFK takes two in New York driving to JFK takes two in New York driving to JFK takes two hours to get to the airport.

[13:22] hours to get to the airport. hours to get to the airport. Yeah. Yeah. Yeah. You know. Yeah. It’s like a whole day. You know. Yeah. It’s like a whole day. You know. Yeah. It’s like a whole day. Yeah. And and then and then you Yeah. And and then and then you Yeah. And and then and then you obviously the expense of the plane obviously the expense of the plane obviously the expense of the plane ticket and the you know all that other ticket and the you know all that other ticket and the you know all that other stuff. So like does it does it make you stuff. So like does it does it make you stuff. So like does it does it make you feel more uh uh Yeah. Like not feel more uh uh Yeah. Like not feel more uh uh Yeah. Like not commission breath but like a little bit commission breath but like a little bit commission breath but like a little bit more like this can’t fall apart. Like more like this can’t fall apart. Like more like this can’t fall apart. Like this can’t fall apart. Yes.

[13:41] this can’t fall apart. Yes. this can’t fall apart. Yes. But again, I I guess my my whole But again, I I guess my my whole But again, I I guess my my whole mentality is I I work very hard. I do mentality is I I work very hard. I do mentality is I I work very hard. I do the absolute best I can the absolute best I can the absolute best I can and it if the best I can somehow falls and it if the best I can somehow falls and it if the best I can somehow falls apart, apart, apart, you know, what else can we do it? It is you know, what else can we do it? It is you know, what else can we do it? It is what it is. Um, you know, I yesterday I what it is. Um, you know, I yesterday I what it is. Um, you know, I yesterday I woke up Sunday morning.

[14:02] woke up Sunday morning. woke up Sunday morning. I I woke up in a great mood. It was I I woke up in a great mood. It was I I woke up in a great mood. It was Pride in New York City. I’m having Pride in New York City. I’m having Pride in New York City. I’m having brunch with friends. I took the day off brunch with friends. I took the day off brunch with friends. I took the day off work. 8:05. I get a text message that work. 8:05. I get a text message that work. 8:05. I get a text message that says, “I’m so sorry, but the seller is says, “I’m so sorry, but the seller is says, “I’m so sorry, but the seller is rescending their offer. They want to rescending their offer. They want to rescending their offer. They want to continue renting to their tenant. I’ve continue renting to their tenant. I’ve continue renting to their tenant. I’ve been working with this client, this been working with this client, this been working with this client, this buyer for a year. That deal is done.” buyer for a year. That deal is done.” buyer for a year. That deal is done.” 8:35, I get a I get a message from my 8:35, I get a I get a message from my

[14:23] 8:35, I get a I get a message from my buyer who is about to sign a contract buyer who is about to sign a contract buyer who is about to sign a contract tomorrow. You know, we we spoke about tomorrow. You know, we we spoke about tomorrow. You know, we we spoke about it. We don’t feel comfortable moving it. We don’t feel comfortable moving it. We don’t feel comfortable moving forward. This this isn’t our dream town forward. This this isn’t our dream town forward. This this isn’t our dream town home in Brooklyn. We’re we’re not moving home in Brooklyn. We’re we’re not moving home in Brooklyn. We’re we’re not moving forward anymore. So the point I say the forward anymore. So the point I say the forward anymore. So the point I say the story is there are going to be so many story is there are going to be so many story is there are going to be so many times where a deal is going to fall times where a deal is going to fall times where a deal is going to fall apart whether it be in New York or LA.

[14:43] apart whether it be in New York or LA. apart whether it be in New York or LA. We’re doing the best we can, you know, We’re doing the best we can, you know, We’re doing the best we can, you know, and for me if I want to be in LA, even and for me if I want to be in LA, even and for me if I want to be in LA, even if I’m there for two, three days trying if I’m there for two, three days trying if I’m there for two, three days trying to sell this home, I’m cultivating to sell this home, I’m cultivating to sell this home, I’m cultivating relationships there. I have the some of relationships there. I have the some of relationships there. I have the some of the best friends there. So one deal the best friends there. So one deal the best friends there. So one deal lost, if that deal in LA falls through, lost, if that deal in LA falls through, lost, if that deal in LA falls through, another one is going to come another one is going to come another one is going to come because I have such a great network out because I have such a great network out because I have such a great network out there. And if I tell myself these

[15:07] there. And if I tell myself these there. And if I tell myself these intrusive thoughts like, “Oh my god, intrusive thoughts like, “Oh my god, intrusive thoughts like, “Oh my god, that that commission’s gone. Now I have that that commission’s gone. Now I have that that commission’s gone. Now I have to, you know, have this commission to, you know, have this commission to, you know, have this commission breath of like trying to sell myself breath of like trying to sell myself breath of like trying to sell myself even more.” It becomes this fear even more.” It becomes this fear even more.” It becomes this fear that people can see. that people can see. that people can see. I don’t want people to see that, but I I don’t want people to see that, but I I don’t want people to see that, but I tell myself I will be able to get tell myself I will be able to get tell myself I will be able to get another deal. It’s it it’s okay if this another deal. It’s it it’s okay if this another deal. It’s it it’s okay if this one falls apart.

[15:26] one falls apart. one falls apart. Yeah. You know. Yeah. You know. Yeah. You know. Yeah. No, totally. And then that’s Yeah. No, totally. And then that’s Yeah. No, totally. And then that’s that’s how you know I approach things, that’s how you know I approach things, that’s how you know I approach things, too. It was just I guess in my I’m just too. It was just I guess in my I’m just too. It was just I guess in my I’m just trying to wrap my head around trying to wrap my head around trying to wrap my head around the by coastal baddy. the by coastal baddy. the by coastal baddy. I mean yeah having to fly uh over to to I mean yeah having to fly uh over to to I mean yeah having to fly uh over to to show a house or to do an inspection both show a house or to do an inspection both show a house or to do an inspection both whatever. I mean it’s it’s a it’s a a whatever. I mean it’s it’s a it’s a a whatever. I mean it’s it’s a it’s a a whole extra element. But that’s awesome.

[15:44] whole extra element. But that’s awesome. whole extra element. But that’s awesome. And I’m I’m imagining LA too like you’re And I’m I’m imagining LA too like you’re And I’m I’m imagining LA too like you’re I maybe a better follow-up question. Do I maybe a better follow-up question. Do I maybe a better follow-up question. Do you have like a minimum like kind of buy you have like a minimum like kind of buy you have like a minimum like kind of buy or sale sale sale sale that you’ll take or sale sale sale sale that you’ll take or sale sale sale sale that you’ll take on? I know that LA is going to be a lot on? I know that LA is going to be a lot on? I know that LA is going to be a lot more expensive than you know my more expensive than you know my more expensive than you know my Yeah. Yeah. To make it all.

[16:00] Yeah. Yeah. To make it all. Yeah. Yeah. To make it all. So, I’ve now been in the business eight So, I’ve now been in the business eight So, I’ve now been in the business eight years. I, you know, I’ve done everything years. I, you know, I’ve done everything years. I, you know, I’ve done everything from a $1,400 rental to a $200,000 from a $1,400 rental to a $200,000 from a $1,400 rental to a $200,000 co-op in Queens to selling Ariana co-op in Queens to selling Ariana co-op in Queens to selling Ariana Grande’s apartment for $18 million. Grande’s apartment for $18 million. Grande’s apartment for $18 million. Wow. Wow. Wow. You know, so the the thing is I I feel You know, so the the thing is I I feel You know, so the the thing is I I feel like I’ve kind of built this credibility like I’ve kind of built this credibility like I’ve kind of built this credibility to say like, hey, I I started my my to say like, hey, I I started my my to say like, hey, I I started my my minimum threshold is 1 million. If it’s minimum threshold is 1 million. If it’s minimum threshold is 1 million. If it’s in LA, it’s definitely a million. You

[16:29] in LA, it’s definitely a million. You in LA, it’s definitely a million. You know, I just helped my my husband’s best know, I just helped my my husband’s best know, I just helped my my husband’s best friend buy a co-op in Queens for friend buy a co-op in Queens for friend buy a co-op in Queens for 400,000. Like, obviously, I’m going to 400,000. Like, obviously, I’m going to 400,000. Like, obviously, I’m going to do that. That’s his best do that. That’s his best do that. That’s his best sure sure sure friend. I want her to get in the best friend. I want her to get in the best friend. I want her to get in the best service. But if it’s under a million, service. But if it’s under a million, service. But if it’s under a million, again, you you collaborate. you find a again, you you collaborate. you find a again, you you collaborate. you find a you find an eager agent that wants to you find an eager agent that wants to you find an eager agent that wants to learn, that’s willing to give you a a learn, that’s willing to give you a a learn, that’s willing to give you a a referral fee, and I’m happy to, you

[16:54] referral fee, and I’m happy to, you referral fee, and I’m happy to, you know, guide that agent through the know, guide that agent through the know, guide that agent through the processes because somebody helped me do processes because somebody helped me do processes because somebody helped me do that when I had my first million dollar, that when I had my first million dollar, that when I had my first million dollar, $2 million uh buyer or listing. So, you $2 million uh buyer or listing. So, you $2 million uh buyer or listing. So, you know, I’m not going to fly to LA for a know, I’m not going to fly to LA for a know, I’m not going to fly to LA for a $2,000 rental. That’s going to be right $2,000 rental. That’s going to be right $2,000 rental. That’s going to be right a waste of money.

[17:10] a waste of money. a waste of money. Yeah. But it’s the the long and the Yeah. But it’s the the long and the Yeah. But it’s the the long and the short it’s it’s a million dollars. But short it’s it’s a million dollars. But short it’s it’s a million dollars. But in New York City, that’s like the in New York City, that’s like the in New York City, that’s like the starting price in Manhattan if you’re starting price in Manhattan if you’re starting price in Manhattan if you’re Yeah. Yeah. Yeah. buying an apartment. buying an apartment. buying an apartment. Um Um Um I can’t wait to get off I can’t wait to I can’t wait to get off I can’t wait to I can’t wait to get off I can’t wait to get off this uh episode and go tell my get off this uh episode and go tell my get off this uh episode and go tell my my girls that uh you sold Galinda’s my girls that uh you sold Galinda’s my girls that uh you sold Galinda’s house.

[17:30] house. house. I sold Galinda’s house. Galinda. Now, I sold Galinda’s house. Galinda. Now, I sold Galinda’s house. Galinda. Now, now she goes by Glenda instead of now she goes by Glenda instead of now she goes by Glenda instead of Yeah. Yeah. Yeah. I I have been listening to uh Wicked I I have been listening to uh Wicked I I have been listening to uh Wicked Soundtrack. I had been listening to Soundtrack. I had been listening to Soundtrack. I had been listening to Wicked Soundtrack in the truck every Wicked Soundtrack in the truck every Wicked Soundtrack in the truck every time I drove my kids around for uh maybe time I drove my kids around for uh maybe time I drove my kids around for uh maybe a good solid month before I finally was a good solid month before I finally was a good solid month before I finally was like, “Okay, I have to sit down and like, “Okay, I have to sit down and like, “Okay, I have to sit down and actually watch this whole movie.” And I actually watch this whole movie.” And I actually watch this whole movie.” And I was fired up after that. It’s good.

[17:56] was fired up after that. It’s good. was fired up after that. It’s good. It’s such a good movie. I was sobbing It’s such a good movie. I was sobbing It’s such a good movie. I was sobbing like a baby. like a baby. like a baby. It’s It’s It’s such a good movie. such a good movie. such a good movie. Yeah. Yeah. I I uh I really enjoyed it Yeah. Yeah. I I uh I really enjoyed it Yeah. Yeah. I I uh I really enjoyed it and she does such an incredible job. I and she does such an incredible job. I and she does such an incredible job. I mean, she’s a amazing singer anyway, but mean, she’s a amazing singer anyway, but mean, she’s a amazing singer anyway, but just seems like an opera singer there, just seems like an opera singer there, just seems like an opera singer there, too. So, too. So, too. So, um anyway, I digress. Back to real um anyway, I digress. Back to real um anyway, I digress. Back to real estate. So, estate. So, estate. So, so what what would you say you’re so what what would you say you’re so what what would you say you’re spending? How much time do you think spending? How much time do you think

[18:20] spending? How much time do you think you’re spending? Like, if you’re to do a you’re spending? Like, if you’re to do a you’re spending? Like, if you’re to do a percentage, uh so New York sounds like percentage, uh so New York sounds like percentage, uh so New York sounds like your home base, right? So, you’re you’re your home base, right? So, you’re you’re your home base, right? So, you’re you’re there, you know, 70% of the time. What there, you know, 70% of the time. What there, you know, 70% of the time. What about what do you about what do you about what do you Oh, yeah. Like I’d say I’d say 80% of Oh, yeah. Like I’d say I’d say 80% of Oh, yeah. Like I’d say I’d say 80% of the time. I’m not like the the majority the time. I’m not like the the majority the time. I’m not like the the majority of my business is is New York City. Um, of my business is is New York City. Um, of my business is is New York City. Um, sure.

[18:37] sure. sure. Like LA is is my I guess my side hustle, Like LA is is my I guess my side hustle, Like LA is is my I guess my side hustle, but I’ve been very lucky with the deals but I’ve been very lucky with the deals but I’ve been very lucky with the deals that I’ve been able to do in LA. that I’ve been able to do in LA. that I’ve been able to do in LA. You mentioned that you were um also You mentioned that you were um also You mentioned that you were um also working with a buyer in LA, but would working with a buyer in LA, but would working with a buyer in LA, but would you definitely take on more sellers? Is you definitely take on more sellers? Is you definitely take on more sellers? Is it more heavy sellers in LA then just it more heavy sellers in LA then just it more heavy sellers in LA then just for logistics?

[18:57] for logistics? for logistics? Yes, sellers sellers are tough. Um, if Yes, sellers sellers are tough. Um, if Yes, sellers sellers are tough. Um, if I’m because I’m typically there January I’m because I’m typically there January I’m because I’m typically there January through March. So, if a seller’s like, through March. So, if a seller’s like, through March. So, if a seller’s like, “We want to list in January.” I’m “We want to list in January.” I’m “We want to list in January.” I’m absolutely going to list with with my absolutely going to list with with my absolutely going to list with with my mentor Jeffrey. He’s going to help help mentor Jeffrey. He’s going to help help mentor Jeffrey. He’s going to help help me with the listing, help me with the me with the listing, help me with the me with the listing, help me with the showings. But for but for example, we showings. But for but for example, we showings. But for but for example, we got a listing in April of this year. I got a listing in April of this year. I got a listing in April of this year. I literally just gave it to him and then I

[19:19] literally just gave it to him and then I literally just gave it to him and then I get a referral fee for that. get a referral fee for that. get a referral fee for that. So, it’s not even just about like So, it’s not even just about like So, it’s not even just about like selling in LA and making sure that you, selling in LA and making sure that you, selling in LA and making sure that you, you know, are there a lot. It’s also you know, are there a lot. It’s also you know, are there a lot. It’s also building that referral business because building that referral business because building that referral business because I have my license in LA. People know me I have my license in LA. People know me I have my license in LA. People know me as a by coastal baddy, but they also as a by coastal baddy, but they also as a by coastal baddy, but they also understand that I’m in both coasts. So, understand that I’m in both coasts. So, understand that I’m in both coasts. So, if they’re like, “Hey, Phillip, like, do if they’re like, “Hey, Phillip, like, do if they’re like, “Hey, Phillip, like, do you have time to take this buyer out?”

[19:41] you have time to take this buyer out?” you have time to take this buyer out?” And if it’s June and I’m quite busy in And if it’s June and I’m quite busy in And if it’s June and I’m quite busy in New York, I’m going to give it to my New York, I’m going to give it to my New York, I’m going to give it to my mentor Jeffrey, you know, and I don’t mentor Jeffrey, you know, and I don’t mentor Jeffrey, you know, and I don’t think I would have even got that think I would have even got that think I would have even got that referral fee if people didn’t know me as referral fee if people didn’t know me as referral fee if people didn’t know me as a by coastal daddy because they have no a by coastal daddy because they have no a by coastal daddy because they have no correlation with me in Los Angeles.

[19:57] correlation with me in Los Angeles. correlation with me in Los Angeles. Sure. Sure. Sure. You know, so referrals are such a big You know, so referrals are such a big You know, so referrals are such a big thing for real estate agents and I think thing for real estate agents and I think thing for real estate agents and I think it’s a untapped, it’s a untapped, it’s a untapped, you know, entry that a lot of agents you know, entry that a lot of agents you know, entry that a lot of agents don’t use. don’t use. don’t use. Oh, absolutely. Yeah, it it can it can Oh, absolutely. Yeah, it it can it can Oh, absolutely. Yeah, it it can it can really add up. Um and especially when really add up. Um and especially when really add up. Um and especially when you’re, you know, working with that kind you’re, you know, working with that kind you’re, you know, working with that kind of um volume or or that size of deals.

[20:17] of um volume or or that size of deals. of um volume or or that size of deals. Um I I am curious though if somebody’s Um I I am curious though if somebody’s Um I I am curious though if somebody’s reaching out and say, “We want the best reaching out and say, “We want the best reaching out and say, “We want the best co or the the the buy coast baddy.” Do co or the the the buy coast baddy.” Do co or the the the buy coast baddy.” Do you do you um do you say sorry but I’m you do you um do you say sorry but I’m you do you um do you say sorry but I’m not available but you can do one coast not available but you can do one coast not available but you can do one coast Jeff or like what does he have a Jeff or like what does he have a Jeff or like what does he have a nickname?

[20:32] nickname? nickname? Oh yeah I mean but the thing is like Oh yeah I mean but the thing is like Oh yeah I mean but the thing is like people are quite understanding. I always people are quite understanding. I always people are quite understanding. I always use this example. I I’m pretty loyal to use this example. I I’m pretty loyal to use this example. I I’m pretty loyal to my dermatologist. Okay. But if I’m my dermatologist. Okay. But if I’m my dermatologist. Okay. But if I’m getting, you know, some type of laser getting, you know, some type of laser getting, you know, some type of laser treatment and she’s and she’s not there, treatment and she’s and she’s not there, treatment and she’s and she’s not there, I’m very happy to go with her partner or I’m very happy to go with her partner or I’m very happy to go with her partner or somebody else that’s in her dermatology somebody else that’s in her dermatology somebody else that’s in her dermatology group. I’m not going to be like, “Oh, group. I’m not going to be like, “Oh, group. I’m not going to be like, “Oh, you need to come back.” Like, I

[20:57] you need to come back.” Like, I you need to come back.” Like, I understand people have lives, understand people have lives, understand people have lives, you know? So, people are quite you know? So, people are quite you know? So, people are quite understanding because you are the type understanding because you are the type understanding because you are the type of real estate agent you are is who you of real estate agent you are is who you of real estate agent you are is who you surround yourself with. that be like the surround yourself with. that be like the surround yourself with. that be like the people you hang out with. The way that people you hang out with. The way that people you hang out with. The way that you speak to people and there are so you speak to people and there are so you speak to people and there are so many types of real estate agents and I’m many types of real estate agents and I’m many types of real estate agents and I’m not saying that one is better than the not saying that one is better than the not saying that one is better than the other.

[21:16] other. other. Except when it’s like aggressive, rude, Except when it’s like aggressive, rude, Except when it’s like aggressive, rude, and mean. and mean. and mean. Yeah. Yeah. Yeah. People know me to not be any of those People know me to not be any of those People know me to not be any of those three things. People know that I that three things. People know that I that three things. People know that I that that Jeff, I call him G. I call him G. that Jeff, I call him G. I call him G. that Jeff, I call him G. I call him G. So G, um, you know, is going to be a So G, um, you know, is going to be a So G, um, you know, is going to be a reflection of me. And he’s the same way. reflection of me. And he’s the same way.

[21:33] reflection of me. And he’s the same way. He sends me people and they know that He sends me people and they know that He sends me people and they know that I’m a reflection of him. Jeff did a a I’m a reflection of him. Jeff did a a I’m a reflection of him. Jeff did a a big thing with with one of the buyers, big thing with with one of the buyers, big thing with with one of the buyers, but I still wanted to be there for the but I still wanted to be there for the but I still wanted to be there for the walk through and the and the inspection. walk through and the and the inspection. walk through and the and the inspection. So, I literally fly out there and I see So, I literally fly out there and I see So, I literally fly out there and I see them. So, I’m still showing face.

[21:48] them. So, I’m still showing face. them. So, I’m still showing face. Yeah. Yeah. Yeah. But I might not be there through the But I might not be there through the But I might not be there through the whole process. whole process. whole process. Sure. No, that makes sense. I actually Sure. No, that makes sense. I actually Sure. No, that makes sense. I actually spoke to somebody who is uh living in I spoke to somebody who is uh living in I spoke to somebody who is uh living in I think what was it? Panama. Uh maybe think what was it? Panama. Uh maybe think what was it? Panama. Uh maybe Panama City. like pretty much full time Panama City. like pretty much full time Panama City. like pretty much full time and then and then and then No, no, no, no. In in in the country.

[22:06] No, no, no, no. In in in the country. No, no, no, no. In in in the country. Oh, okay. Oh, okay. Oh, okay. Yeah. Um and he and he was doing, you Yeah. Um and he and he was doing, you Yeah. Um and he and he was doing, you know, I think he had a a couple people know, I think he had a a couple people know, I think he had a a couple people on on the booth on the ground, but he on on the booth on the ground, but he on on the booth on the ground, but he was just actively working his database, was just actively working his database, was just actively working his database, calling people, making sure that he had calling people, making sure that he had calling people, making sure that he had business lined up um and and working in business lined up um and and working in business lined up um and and working in San Fran. I mean, that was his that’s San Fran. I mean, that was his that’s San Fran. I mean, that was his that’s where he was selling and that’s where where he was selling and that’s where where he was selling and that’s where his income was coming from, but he his income was coming from, but he

[22:26] his income was coming from, but he wasn’t really ever there. Uh so, it’s wasn’t really ever there. Uh so, it’s wasn’t really ever there. Uh so, it’s it’s just interesting. I think a lot of it’s just interesting. I think a lot of it’s just interesting. I think a lot of people feel like boxed in and don’t people feel like boxed in and don’t people feel like boxed in and don’t don’t think how what what they could don’t think how what what they could don’t think how what what they could have or what their life could be like um have or what their life could be like um have or what their life could be like um in this career and and I mean in general in this career and and I mean in general in this career and and I mean in general I think people don’t do that. So it’s I think people don’t do that. So it’s I think people don’t do that. So it’s really cool to see somebody that uh is really cool to see somebody that uh is really cool to see somebody that uh is willing to think outside the box and willing to think outside the box and willing to think outside the box and kind of do what seems right or seems fun

[22:48] kind of do what seems right or seems fun kind of do what seems right or seems fun exciting. I don’t know you fill in the exciting. I don’t know you fill in the exciting. I don’t know you fill in the blank there. I I I mean two two blank there. I I I mean two two blank there. I I I mean two two examples. You look at like the big TV examples. You look at like the big TV examples. You look at like the big TV guys, Ryan Sirhand, Frederick Ecklund, guys, Ryan Sirhand, Frederick Ecklund, guys, Ryan Sirhand, Frederick Ecklund, they have their name plastered in they have their name plastered in they have their name plastered in multiple cities across not only the multiple cities across not only the multiple cities across not only the United States but around the globe. Do United States but around the globe. Do United States but around the globe. Do people think they’re going to be working people think they’re going to be working people think they’re going to be working with Frederick Ecklan when they uh you with Frederick Ecklan when they uh you with Frederick Ecklan when they uh you know inquire about Eklyn Gome’s Paris?

[23:13] know inquire about Eklyn Gome’s Paris? know inquire about Eklyn Gome’s Paris? Like no. But it’s the name recognition. Like no. But it’s the name recognition. Like no. But it’s the name recognition. They built this fun brand. His team is They built this fun brand. His team is They built this fun brand. His team is full of nice people. They know that the full of nice people. They know that the full of nice people. They know that the brand Ecquin Gomes is going to give you brand Ecquin Gomes is going to give you brand Ecquin Gomes is going to give you great service. You know, same with great service. You know, same with great service. You know, same with Siran, Miami, LA, Dallas, you know, all Siran, Miami, LA, Dallas, you know, all Siran, Miami, LA, Dallas, you know, all these like they’re not going to be these like they’re not going to be these like they’re not going to be working with Ryan Sirhan, working with Ryan Sirhan, working with Ryan Sirhan, you know, like but but it’s the name you know, like but but it’s the name you know, like but but it’s the name recognition to relate it to fashion. You

[23:38] recognition to relate it to fashion. You recognition to relate it to fashion. You look at something like LBMH, Louis look at something like LBMH, Louis look at something like LBMH, Louis Vuitton is in it’s the biggest one of Vuitton is in it’s the biggest one of Vuitton is in it’s the biggest one of the biggest companies in the world. They the biggest companies in the world. They the biggest companies in the world. They have franchises everywhere. You know, have franchises everywhere. You know, have franchises everywhere. You know, you’re not you’re not you’re not working with the top number one working with the top number one working with the top number one salesperson at every store. Every single salesperson at every store. Every single salesperson at every store. Every single store has top selling stylists. So, it’s store has top selling stylists. So, it’s store has top selling stylists. So, it’s like you’re you’re basically branding like you’re you’re basically branding like you’re you’re basically branding your name and you’re branding your your your name and you’re branding your your

[24:00] your name and you’re branding your your business and your entire approach. You business and your entire approach. You business and your entire approach. You know, I’m looking at the the the know, I’m looking at the the the know, I’m looking at the the the holistic approach to life. Like you have holistic approach to life. Like you have holistic approach to life. Like you have to you have to exude your approach to you have to exude your approach to you have to exude your approach with with your brand, if that makes any with with your brand, if that makes any with with your brand, if that makes any sense. I’m not trying to be too deep sense. I’m not trying to be too deep sense. I’m not trying to be too deep here, but but your whole brand ethos is here, but but your whole brand ethos is here, but but your whole brand ethos is why people work with you and it’s why why people work with you and it’s why why people work with you and it’s why people will work with you in multiple people will work with you in multiple people will work with you in multiple cities if you build a team around you.

[24:23] cities if you build a team around you. cities if you build a team around you. Oh, that makes sense. Uh I mean that I Oh, that makes sense. Uh I mean that I Oh, that makes sense. Uh I mean that I can see. I mean, what other parallels do can see. I mean, what other parallels do can see. I mean, what other parallels do you find from the the fashion world and you find from the the fashion world and you find from the the fashion world and and running that kind of having that uh and running that kind of having that uh and running that kind of having that uh I don’t know boutique kind of experience I don’t know boutique kind of experience I don’t know boutique kind of experience maybe. To be honest, I I have no idea. I maybe. To be honest, I I have no idea. I maybe. To be honest, I I have no idea. I think I bought this online and think I bought this online and think I bought this online and Yeah. Yeah. I love it. I love it. But Yeah. Yeah. I love it. I love it. But Yeah. Yeah. I love it. I love it. But there’s nothing wrong with that. like there’s nothing wrong with that. like there’s nothing wrong with that. like your passion might be like like what’s

[24:44] your passion might be like like what’s your passion might be like like what’s your passion like like what do you like your passion like like what do you like your passion like like what do you like to do on your free time or now you have to do on your free time or now you have to do on your free time or now you have three kids that’s a lot three kids that’s a lot three kids that’s a lot uh I would say probably music and uh I would say probably music and uh I would say probably music and crossfit and maybe used to be crossfit and maybe used to be crossfit and maybe used to be snowboarding I haven’t done that as much snowboarding I haven’t done that as much snowboarding I haven’t done that as much so like I couldn’t like I I’m a pretty so like I couldn’t like I I’m a pretty so like I couldn’t like I I’m a pretty fit person and I like working out but fit person and I like working out but fit person and I like working out but crossfit I would die like I’ve been to crossfit I would die like I’ve been to crossfit I would die like I’ve been to one and I was like I I don’t understand one and I was like I I don’t understand

[25:06] one and I was like I I don’t understand why people put themselves through this why people put themselves through this why people put themselves through this misery you know misery you know misery you know but but my thing is fashion and I like but but my thing is fashion and I like but but my thing is fashion and I like ex expressing myself through fashion. ex expressing myself through fashion. ex expressing myself through fashion. Um, but to go back to your question Um, but to go back to your question Um, but to go back to your question about how it relates my my my slogan at about how it relates my my my slogan at about how it relates my my my slogan at my store when I opened and it got picked my store when I opened and it got picked my store when I opened and it got picked up by the New York Times, Women’s Wear up by the New York Times, Women’s Wear up by the New York Times, Women’s Wear Daily, L Magazine, we had all this press Daily, L Magazine, we had all this press Daily, L Magazine, we had all this press around it. I said, “Everybody that walks around it. I said, “Everybody that walks

[25:29] around it. I said, “Everybody that walks into my store is going to be treated into my store is going to be treated into my store is going to be treated like Beyonce.” like Beyonce.” like Beyonce.” So people knew even if they were just So people knew even if they were just So people knew even if they were just walking to my store to just see the walking to my store to just see the walking to my store to just see the architecture and the beautiful clothes architecture and the beautiful clothes architecture and the beautiful clothes and the the handbags and the jewelry, and the the handbags and the jewelry, and the the handbags and the jewelry, they were still treated like Beyonce, they were still treated like Beyonce, they were still treated like Beyonce, even if they weren’t going to buy even if they weren’t going to buy even if they weren’t going to buy something.

[25:48] something. something. So how that relates to real estate, So how that relates to real estate, So how that relates to real estate, everybody that I meet is treated like everybody that I meet is treated like everybody that I meet is treated like Beyonce. Because even if that person Beyonce. Because even if that person Beyonce. Because even if that person isn’t buying, they might know somebody isn’t buying, they might know somebody isn’t buying, they might know somebody who is buying or somebody that is who is buying or somebody that is who is buying or somebody that is selling and they just met somebody that selling and they just met somebody that selling and they just met somebody that treated them like Beyonce. When they’re treated them like Beyonce. When they’re treated them like Beyonce. When they’re talking to their friend, they’re be talking to their friend, they’re be talking to their friend, they’re be like, “Oh my god, Agent P is such a nice like, “Oh my god, Agent P is such a nice like, “Oh my god, Agent P is such a nice person. You got to work with with with person. You got to work with with with

[26:11] person. You got to work with with with uh Phillip.” uh Phillip.” uh Phillip.” You know, so it’s like just treating You know, so it’s like just treating You know, so it’s like just treating everybody the same because customer everybody the same because customer everybody the same because customer service in in retail is the same exact service in in retail is the same exact service in in retail is the same exact customer service in in in real estate. customer service in in in real estate. customer service in in in real estate. You have to give them time, attention, You have to give them time, attention, You have to give them time, attention, and make them make them feel and look and make them make them feel and look and make them make them feel and look fabulous. So, fabulous. So, fabulous. So, I love it.

[26:27] I love it. I love it. That’s what we do. That’s what we do. That’s what we do. Yeah. There’s a um I don’t know if this Yeah. There’s a um I don’t know if this Yeah. There’s a um I don’t know if this would quite relate, but there’s a they would quite relate, but there’s a they would quite relate, but there’s a they uh brand archetypes uh that, you know, uh brand archetypes uh that, you know, uh brand archetypes uh that, you know, our our brokers went through this whole our our brokers went through this whole our our brokers went through this whole like kind of discovery process of what like kind of discovery process of what like kind of discovery process of what we think we our archetype is. We kind of we think we our archetype is. We kind of we think we our archetype is. We kind of explored what the different ones were to explored what the different ones were to explored what the different ones were to to kind of, you know, figure out what to kind of, you know, figure out what to kind of, you know, figure out what um and it almost sounds like uh I don’t um and it almost sounds like uh I don’t

[26:48] um and it almost sounds like uh I don’t know if it’s actually called Disney. know if it’s actually called Disney. know if it’s actually called Disney. What is it called? something something What is it called? something something What is it called? something something like that. But Disney’s a really good like that. But Disney’s a really good like that. But Disney’s a really good example of it where it’s like all about example of it where it’s like all about example of it where it’s like all about the experience. Um and the experience. Um and the experience. Um and absolutely. absolutely. absolutely. You’re trying to make this magical You’re trying to make this magical You’re trying to make this magical experience throughout the whole process.

[27:01] experience throughout the whole process. experience throughout the whole process. So they’re being treated like this ultra So they’re being treated like this ultra So they’re being treated like this ultra celebrity. They’re being treated like celebrity. They’re being treated like celebrity. They’re being treated like they’re the most important uh thing in they’re the most important uh thing in they’re the most important uh thing in the in the whole world to you. Um and the in the whole world to you. Um and the in the whole world to you. Um and and so that’s kind of been is that is and so that’s kind of been is that is and so that’s kind of been is that is that am I understanding that correctly?

[27:11] that am I understanding that correctly? that am I understanding that correctly? That’s how kind of how you’re creating That’s how kind of how you’re creating That’s how kind of how you’re creating the the the Yeah. I mean, it’s absolutely like Yeah. I mean, it’s absolutely like Yeah. I mean, it’s absolutely like anybody can, you know, I think there are anybody can, you know, I think there are anybody can, you know, I think there are 30,000 real estate agents in in New 30,000 real estate agents in in New 30,000 real estate agents in in New York. They can use anybody, but they York. They can use anybody, but they York. They can use anybody, but they chose to work with me. chose to work with me.

[27:26] chose to work with me. Um, so again, treating them like Beyonce Um, so again, treating them like Beyonce Um, so again, treating them like Beyonce is is is if I get a again, we’re not like if I get a again, we’re not like if I get a again, we’re not like superhuman aliens. People think real superhuman aliens. People think real superhuman aliens. People think real estate agents, as soon as you text them, estate agents, as soon as you text them, estate agents, as soon as you text them, they’re going to have to write you back they’re going to have to write you back they’re going to have to write you back right away. I’m standing outside the right away. I’m standing outside the right away. I’m standing outside the apartment door. Can you show me this apartment door. Can you show me this apartment door. Can you show me this house? I just passed this apartment in house? I just passed this apartment in house? I just passed this apartment in Brooklyn and can can you show me right Brooklyn and can can you show me right Brooklyn and can can you show me right now? I’m like like it it it it’s crazy

[27:47] now? I’m like like it it it it’s crazy now? I’m like like it it it it’s crazy sometimes that people think that. Um but sometimes that people think that. Um but sometimes that people think that. Um but but but to go with experience or like but but to go with experience or like but but to go with experience or like hey I’m acknowledging your text or I’m hey I’m acknowledging your text or I’m hey I’m acknowledging your text or I’m acknowledging your phone call. I’m I’m acknowledging your phone call. I’m I’m acknowledging your phone call. I’m I’m actually busy showing somebody else or I actually busy showing somebody else or I actually busy showing somebody else or I I decided to take the day off. That’s I decided to take the day off. That’s I decided to take the day off. That’s okay to say I took the day off today.

[28:04] okay to say I took the day off today. okay to say I took the day off today. I’m sorry. I’ll get back to you I’m sorry. I’ll get back to you I’m sorry. I’ll get back to you tomorrow. like yesterday for some reason tomorrow. like yesterday for some reason tomorrow. like yesterday for some reason was like a text influx of the one day was like a text influx of the one day was like a text influx of the one day I’m taking off for Pride and I just I’m taking off for Pride and I just I’m taking off for Pride and I just literally had a canned response. Hey, literally had a canned response. Hey, literally had a canned response. Hey, I’m I’ll take the day off. I’ll get back I’m I’ll take the day off. I’ll get back I’m I’ll take the day off. I’ll get back to you tomorrow before noon. Like that’s to you tomorrow before noon. Like that’s to you tomorrow before noon. Like that’s and and again going back to my and and again going back to my and and again going back to my dermatologist, if I was like, I’m having dermatologist, if I was like, I’m having dermatologist, if I was like, I’m having an emergency. I need a facial like blah

[28:26] an emergency. I need a facial like blah an emergency. I need a facial like blah blah blah. She’s like, hey, Philip, I’m blah blah. She’s like, hey, Philip, I’m blah blah. She’s like, hey, Philip, I’m out of town till next week and the out of town till next week and the out of town till next week and the office is closed till next week. Okay, I office is closed till next week. Okay, I office is closed till next week. Okay, I appreciate that. I’ll I’ll talk to you appreciate that. I’ll I’ll talk to you appreciate that. I’ll I’ll talk to you next week. No big deal. You know, next week. No big deal. You know, next week. No big deal. You know, I think I definitely think more people I think I definitely think more people I think I definitely think more people should uh, you know, not only apply should uh, you know, not only apply should uh, you know, not only apply boundaries, but really think through boundaries, but really think through boundaries, but really think through like what what that looks like and uh is like what what that looks like and uh is like what what that looks like and uh is it is it are you going to take one day

[28:47] it is it are you going to take one day it is it are you going to take one day off a week? Are you, you know, where off a week? Are you, you know, where off a week? Are you, you know, where you’re just not going to respond or and you’re just not going to respond or and you’re just not going to respond or and if you if you tell people if you if you if you if you tell people if you if you if you if you tell people if you if you communicate those expectations, communicate those expectations, communicate those expectations, um, they’re going to respect them and um, they’re going to respect them and um, they’re going to respect them and they’re not going to go with some other they’re not going to go with some other they’re not going to go with some other agent just because you decided you want agent just because you decided you want agent just because you decided you want to take Sundays off or whatever the day to take Sundays off or whatever the day to take Sundays off or whatever the day is.

[29:02] is. is. So, So, So, yeah. No. And and and if they do and if yeah. No. And and and if they do and if yeah. No. And and and if they do and if they do go with another agent, let them. they do go with another agent, let them. they do go with another agent, let them. It’s okay. Like you and again, they It’s okay. Like you and again, they It’s okay. Like you and again, they might even not work with that agent might even not work with that agent might even not work with that agent because that agent didn’t respond within because that agent didn’t respond within because that agent didn’t respond within an hour. It’s okay. Not every client is an hour. It’s okay. Not every client is an hour. It’s okay. Not every client is your client.

[29:19] your client. your client. But that’s a good point. But that’s a good point. But that’s a good point. The majority of my clients when I say The majority of my clients when I say The majority of my clients when I say like, “Hey, I’m actually busy.” Or, like, “Hey, I’m actually busy.” Or, like, “Hey, I’m actually busy.” Or, “Hey, I’m at a dinner.” Or, “I’m at a “Hey, I’m at a dinner.” Or, “I’m at a “Hey, I’m at a dinner.” Or, “I’m at a wedding out of out of town. I’ll get wedding out of out of town. I’ll get wedding out of out of town. I’ll get back to you in two days.” The response back to you in two days.” The response back to you in two days.” The response is, “Enjoy yourself. Let’s talk Monday.” is, “Enjoy yourself. Let’s talk Monday.” is, “Enjoy yourself. Let’s talk Monday.” Or, “Enjoy yourself. Let’s talk in in 3 Or, “Enjoy yourself. Let’s talk in in 3 Or, “Enjoy yourself. Let’s talk in in 3 days.

[29:35] days. days. Exactly. Exactly. Exactly. So, it’s like those are the people they So, it’s like those are the people they So, it’s like those are the people they respect you, you respect them. I don’t respect you, you respect them. I don’t respect you, you respect them. I don’t know why this whole know why this whole know why this whole mentality of real estate agents being mentality of real estate agents being mentality of real estate agents being disrespected is is, you know, okay. Like disrespected is is, you know, okay. Like disrespected is is, you know, okay. Like that’s that’s not how we should think of that’s that’s not how we should think of that’s that’s not how we should think of ourselves, you know?

[29:50] ourselves, you know? ourselves, you know? Well, yeah, we set it up for ourselves, Well, yeah, we set it up for ourselves, Well, yeah, we set it up for ourselves, right? We like we we welcome we get back right? We like we we welcome we get back right? We like we we welcome we get back to people right away and and we don’t to people right away and and we don’t to people right away and and we don’t establish our boundaries and establish establish our boundaries and establish establish our boundaries and establish our, you know, that’s it’s really on us. our, you know, that’s it’s really on us. our, you know, that’s it’s really on us. I think I think like you said, most I think I think like you said, most I think I think like you said, most people will respect will will respect people will respect will will respect people will respect will will respect you what you set forth uh in that regard you what you set forth uh in that regard you what you set forth uh in that regard within reason and um you know if you’re within reason and um you know if you’re within reason and um you know if you’re never going to pick up the phone ever

[30:10] never going to pick up the phone ever never going to pick up the phone ever and you’re you’re never going to work and you’re you’re never going to work and you’re you’re never going to work with them. with them. with them. Yeah. Yeah. Yeah. Exactly. Exactly. Exactly. But and yeah and to your point like why But and yeah and to your point like why But and yeah and to your point like why would you want to work with somebody would you want to work with somebody would you want to work with somebody that has no respect for you that if you that has no respect for you that if you that has no respect for you that if you have some kind of very you know have some kind of very you know have some kind of very you know reasonable boundary that they they will reasonable boundary that they they will reasonable boundary that they they will go with somebody else.

[30:26] go with somebody else. go with somebody else. We we all work with buyers and sellers. We we all work with buyers and sellers. We we all work with buyers and sellers. it I mean it it is the biggest it I mean it it is the biggest it I mean it it is the biggest investment purchase of their life investment purchase of their life investment purchase of their life usually and it I it’s we are guiding usually and it I it’s we are guiding usually and it I it’s we are guiding them through that whether they’re buying them through that whether they’re buying them through that whether they’re buying or selling their property because we are or selling their property because we are or selling their property because we are professionals. We do this every day all professionals. We do this every day all professionals. We do this every day all day. They are using us day. They are using us day. They are using us to have a great experience but within to have a great experience but within to have a great experience but within that great experience it’s also very that great experience it’s also very that great experience it’s also very nerve-wracking. It’s a lot of money at

[30:49] nerve-wracking. It’s a lot of money at nerve-wracking. It’s a lot of money at at play. They’re trusting you to get at play. They’re trusting you to get at play. They’re trusting you to get them that money if you’re selling and them that money if you’re selling and them that money if you’re selling and you’re they’re trusting you to, you you’re they’re trusting you to, you you’re they’re trusting you to, you know, use their money because if they’re know, use their money because if they’re know, use their money because if they’re buying. buying. buying. Um, so, so it’s a lot of heightened Um, so, so it’s a lot of heightened Um, so, so it’s a lot of heightened emotions, but you you have to go at it emotions, but you you have to go at it emotions, but you you have to go at it with you will get things done. It’s okay with you will get things done. It’s okay with you will get things done. It’s okay if you don’t respond if you don’t respond if you don’t respond within that second. Everybody’s going to within that second. Everybody’s going to within that second. Everybody’s going to survive.

[31:12] survive. survive. It’s okay. You know, and I have to take It’s okay. You know, and I have to take It’s okay. You know, and I have to take that advice because I’m sure if my that advice because I’m sure if my that advice because I’m sure if my husband is watching or listening to this husband is watching or listening to this husband is watching or listening to this right now, he’s like Phillip, you know, right now, he’s like Phillip, you know, right now, he’s like Phillip, you know, he’s he’s always anxious, but you know, he’s he’s always anxious, but you know, he’s he’s always anxious, but you know, we do our best. we do our best. we do our best. Yeah, I know. It’s it’s knowing what to Yeah, I know. It’s it’s knowing what to Yeah, I know. It’s it’s knowing what to do and trying your best to practice it do and trying your best to practice it do and trying your best to practice it as well. But as well. But as well. But yeah, yeah, yeah, but how how do you keep yourself but how how do you keep yourself but how how do you keep yourself balanced? How do you I mean, you know, balanced? How do you I mean, you know,

[31:32] balanced? How do you I mean, you know, balance is kind of I think the best way balance is kind of I think the best way balance is kind of I think the best way I’ve heard is more of like a pendulum or I’ve heard is more of like a pendulum or I’ve heard is more of like a pendulum or if you’re a tight rope walker, you’re if you’re a tight rope walker, you’re if you’re a tight rope walker, you’re kind of like going doing this. How do kind of like going doing this. How do kind of like going doing this. How do you how do you work at keeping your your you how do you work at keeping your your you how do you work at keeping your your mind right? mind right? mind right? Of course. So, I’m I’m huge into animal Of course. So, I’m I’m huge into animal Of course. So, I’m I’m huge into animal advocacy. I I volunteer at uh two advocacy. I I volunteer at uh two advocacy. I I volunteer at uh two shelters here in New York City uh at shelters here in New York City uh at shelters here in New York City uh at animal rescues. Um so, I go to the the animal rescues. Um so, I go to the the animal rescues. Um so, I go to the the the dog shelter.

[31:56] the dog shelter. the dog shelter. Oh, there’s your baby. Oh, there’s your baby. Oh, there’s your baby. This isn’t even my dog. This is friends. This isn’t even my dog. This is friends. This isn’t even my dog. This is friends. We’re sitting We have two that we We’re sitting We have two that we We’re sitting We have two that we usually kennel for this. And I didn’t usually kennel for this. And I didn’t usually kennel for this. And I didn’t know what to do with with Jenny. Jenny know what to do with with Jenny. Jenny know what to do with with Jenny. Jenny Weasley Weasley Weasley is making is making is making But yeah, so so She’s wanting to sit on But yeah, so so She’s wanting to sit on But yeah, so so She’s wanting to sit on my lap. She just said that.

[32:17] my lap. She just said that. my lap. She just said that. Okay. So, you go to you go to Okay. So, you go to you go to Okay. So, you go to you go to I’m a dog whisperer. She she she heard I’m a dog whisperer. She she she heard I’m a dog whisperer. She she she heard me. So So yeah, I like to give back to me. So So yeah, I like to give back to me. So So yeah, I like to give back to the community. I I I volunteer at Animal the community. I I I volunteer at Animal the community. I I I volunteer at Animal Haven. It’s also quite grounding because Haven. It’s also quite grounding because Haven. It’s also quite grounding because you see, you know, dogs in need. I also you see, you know, dogs in need. I also you see, you know, dogs in need. I also volunteer at the Center for the Blind.

[32:35] volunteer at the Center for the Blind. volunteer at the Center for the Blind. Um, and I started working at the center Um, and I started working at the center Um, and I started working at the center for the blind for the blind for the blind because one of my dogs, Coco, went because one of my dogs, Coco, went because one of my dogs, Coco, went blind. And, you know, for two and a half blind. And, you know, for two and a half blind. And, you know, for two and a half years, it was a lot of work and a lot of years, it was a lot of work and a lot of years, it was a lot of work and a lot of struggles, but she gave me so much. So, struggles, but she gave me so much. So, struggles, but she gave me so much. So, I was like, you know, she taught me I was like, you know, she taught me I was like, you know, she taught me that, you know, I can give back to that, you know, I can give back to that, you know, I can give back to people people people more, you know. Um, so yeah, I I more, you know. Um, so yeah, I I more, you know. Um, so yeah, I I volunteer a lot. I also love concerts.

[32:59] volunteer a lot. I also love concerts. volunteer a lot. I also love concerts. Concerts are my favorite thing in the Concerts are my favorite thing in the Concerts are my favorite thing in the world. Um, and speaking about going, you world. Um, and speaking about going, you world. Um, and speaking about going, you know, flying to California for a day for know, flying to California for a day for know, flying to California for a day for a show, I will fly to Vegas to see Jana a show, I will fly to Vegas to see Jana a show, I will fly to Vegas to see Jana Jackson for the night and then fly back Jackson for the night and then fly back Jackson for the night and then fly back the next day. If if she’s the next day. If if she’s the next day. If if she’s in her residency and I wake up one day in her residency and I wake up one day in her residency and I wake up one day and I’m like, “Oh my god, I I actually and I’m like, “Oh my god, I I actually and I’m like, “Oh my god, I I actually have only one, you know, one appointment have only one, you know, one appointment have only one, you know, one appointment today, I can maybe give it to one of my

[33:19] today, I can maybe give it to one of my today, I can maybe give it to one of my colleagues. I’m going to fly to Vegas, colleagues. I’m going to fly to Vegas, colleagues. I’m going to fly to Vegas, see see the show, and come back.” So, see see the show, and come back.” So, see see the show, and come back.” So, it’s taking those little moments. Yeah. it’s taking those little moments. Yeah. it’s taking those little moments. Yeah. You know, being spontaneous and just You know, being spontaneous and just You know, being spontaneous and just doing something fun, doing something fun, doing something fun, you know. Have you been in the sphere you know. Have you been in the sphere you know. Have you been in the sphere yet?

[33:31] yet? yet? I looked at the sphere from from my I looked at the sphere from from my I looked at the sphere from from my hotel, but I haven’t been inside of it hotel, but I haven’t been inside of it hotel, but I haven’t been inside of it yet. You know, I I was on a limited time yet. You know, I I was on a limited time yet. You know, I I was on a limited time crunch when I was there last because I crunch when I was there last because I crunch when I was there last because I just flew to see Janet and then flew just flew to see Janet and then flew just flew to see Janet and then flew back. So, next time I go, I’ll I’ll see back. So, next time I go, I’ll I’ll see back. So, next time I go, I’ll I’ll see it.

[33:45] it. it. I’m a tech nerd. So, I’m a tech nerd. So, I’m a tech nerd. So, no, I haven’t. I’m a tech nerd. And that no, I haven’t. I’m a tech nerd. And that no, I haven’t. I’m a tech nerd. And that that uh seems interesting with with all that uh seems interesting with with all that uh seems interesting with with all the technology there, the the the technology there, the the the technology there, the the resolution, but also like I think they resolution, but also like I think they resolution, but also like I think they have like directed speakers that they have like directed speakers that they have like directed speakers that they can like pinpoint people within it. can like pinpoint people within it.

[33:58] can like pinpoint people within it. Unbelievable. Yeah, it’s wild. So, I Unbelievable. Yeah, it’s wild. So, I Unbelievable. Yeah, it’s wild. So, I would I would love to see I love music, would I would love to see I love music, would I would love to see I love music, too, and I would love to see the show. I too, and I would love to see the show. I too, and I would love to see the show. I haven’t been able to do it as much with haven’t been able to do it as much with haven’t been able to do it as much with the little kids, but something like I the little kids, but something like I the little kids, but something like I don’t know. Pink Floyd, I think, would don’t know. Pink Floyd, I think, would don’t know. Pink Floyd, I think, would be amazing if they would ever be there, be amazing if they would ever be there, be amazing if they would ever be there, but but but Oh, yeah. I think the Stones were there.

[34:15] Oh, yeah. I think the Stones were there. Oh, yeah. I think the Stones were there. I think I think I think I think I think I think the Rolling Stones were there. I think, the Rolling Stones were there. I think, the Rolling Stones were there. I think, don’t don’t quote me on that, but but don’t don’t quote me on that, but but don’t don’t quote me on that, but but anyways, what type of things do you do anyways, what type of things do you do anyways, what type of things do you do to to to, you know, relax from work or to to to, you know, relax from work or to to to, you know, relax from work or like balance your life? like balance your life? like balance your life? So, that’s a great question. I mean, I So, that’s a great question. I mean, I So, that’s a great question. I mean, I think I definitely have to exercise. Um, think I definitely have to exercise. Um, think I definitely have to exercise. Um, that’s probably the best thing for me that’s probably the best thing for me that’s probably the best thing for me to, um, yeah, make me less stressed, to to, um, yeah, make me less stressed, to

[34:35] to, um, yeah, make me less stressed, to to clear my brain a little bit, to make to clear my brain a little bit, to make to clear my brain a little bit, to make my brain work better. Um, so that’s my brain work better. Um, so that’s my brain work better. Um, so that’s that’s huge for me, that’s huge for me, that’s huge for me, for sure. for sure. for sure. Um, and then, but I think more recently, Um, and then, but I think more recently, Um, and then, but I think more recently, honestly, I’ve been kind of trying to honestly, I’ve been kind of trying to honestly, I’ve been kind of trying to build back in things that I used to build back in things that I used to build back in things that I used to love, like music. So, I’ve been I’ve love, like music. So, I’ve been I’ve love, like music. So, I’ve been I’ve been playing actually my wife got me um been playing actually my wife got me um been playing actually my wife got me um I I built a electric guitar in high I I built a electric guitar in high I I built a electric guitar in high school and my wife uh it never played school and my wife uh it never played

[34:56] school and my wife uh it never played quite right. It needed to be like, you quite right. It needed to be like, you quite right. It needed to be like, you know, it’s it’s complicated to build an know, it’s it’s complicated to build an know, it’s it’s complicated to build an instrument. instrument. instrument. Apparently, a high school student isn’t Apparently, a high school student isn’t Apparently, a high school student isn’t the uh you know, a master craftsman that the uh you know, a master craftsman that the uh you know, a master craftsman that can do that perfectly. So, I I got it can do that perfectly. So, I I got it can do that perfectly. So, I I got it taken to a uh like not a luier, but like taken to a uh like not a luier, but like taken to a uh like not a luier, but like a on that kind of level, a guitar place a on that kind of level, a guitar place a on that kind of level, a guitar place that he was able to kind of adjust that he was able to kind of adjust that he was able to kind of adjust things to make it sound right. And so things to make it sound right. And so things to make it sound right. And so I’ve been able to play that a lot and

[35:17] I’ve been able to play that a lot and I’ve been able to play that a lot and that’s been a ton of fun. Photography that’s been a ton of fun. Photography that’s been a ton of fun. Photography was that for me for a little bit. I did was that for me for a little bit. I did was that for me for a little bit. I did photography a lot. Did it in real photography a lot. Did it in real photography a lot. Did it in real estate, but just kind of enjoyed it in estate, but just kind of enjoyed it in estate, but just kind of enjoyed it in general. Um then I’ve been building in general. Um then I’ve been building in general. Um then I’ve been building in like a ski trip uh at least once a year like a ski trip uh at least once a year like a ski trip uh at least once a year now. That’s been been fun. So now. That’s been been fun. So now. That’s been been fun. So cool. Cool. Yeah. I you know to go along cool. Cool. Yeah. I you know to go along cool. Cool. Yeah. I you know to go along with that point, people sometimes forget with that point, people sometimes forget with that point, people sometimes forget that real estate agents can also do

[35:39] that real estate agents can also do that real estate agents can also do multiple activities or have multiple multiple activities or have multiple multiple activities or have multiple talents. You know, sometimes I I see a talents. You know, sometimes I I see a talents. You know, sometimes I I see a lot of real estate agents. I live, lot of real estate agents. I live, lot of real estate agents. I live, breathe, sleep, eat, you know, whatever. breathe, sleep, eat, you know, whatever. breathe, sleep, eat, you know, whatever. Real estate, it’s like Real estate, it’s like Real estate, it’s like actually like I I I mean, I do it. I’m a actually like I I I mean, I do it. I’m a actually like I I I mean, I do it. I’m a professional. I’m very proud of my job.

[35:55] professional. I’m very proud of my job. professional. I’m very proud of my job. But if you do other things with good But if you do other things with good But if you do other things with good intention, like for instance, like you intention, like for instance, like you intention, like for instance, like you go into the gym, you may meet a client go into the gym, you may meet a client go into the gym, you may meet a client at the gym that that wants to buy stuff. at the gym that that wants to buy stuff. at the gym that that wants to buy stuff. One of my biggest referral networks is One of my biggest referral networks is One of my biggest referral networks is the animal shelter because people see me the animal shelter because people see me the animal shelter because people see me and I and I do a lot of events with with and I and I do a lot of events with with and I and I do a lot of events with with with the shelter. So, I do like with the shelter. So, I do like with the shelter. So, I do like something called Agent P’s pool party something called Agent P’s pool party something called Agent P’s pool party every summer where I set up pools

[36:19] every summer where I set up pools every summer where I set up pools outside the shelter and I and I invite outside the shelter and I and I invite outside the shelter and I and I invite all my clients, all my network blasted all my clients, all my network blasted all my clients, all my network blasted on Instagram. Come and wash dogs for the on Instagram. Come and wash dogs for the on Instagram. Come and wash dogs for the pool, donate five bucks and you get a pool, donate five bucks and you get a pool, donate five bucks and you get a free vegan burger and donut, you know. free vegan burger and donut, you know. free vegan burger and donut, you know. And I and and then I have sponsors that And I and and then I have sponsors that And I and and then I have sponsors that do that. So people see me working with do that. So people see me working with do that. So people see me working with dogs, dogs, dogs, I’m doing it with passion, I’m getting I’m doing it with passion, I’m getting I’m doing it with passion, I’m getting clients from it, you know.

[36:40] clients from it, you know. clients from it, you know. Totally. That makes a lot of sense. And Totally. That makes a lot of sense. And Totally. That makes a lot of sense. And I think to add into that, I think like I think to add into that, I think like I think to add into that, I think like the the third place is is what Erica has the the third place is is what Erica has the the third place is is what Erica has talked about a lot is really important talked about a lot is really important talked about a lot is really important to have in general just for your own to have in general just for your own to have in general just for your own like mentality. So that’s like, you like mentality. So that’s like, you like mentality. So that’s like, you know, you have your home, you have your know, you have your home, you have your know, you have your home, you have your work. Um, and then having a third place work. Um, and then having a third place work. Um, and then having a third place that’s like a community that’s like a that’s like a community that’s like a that’s like a community that’s like a I think it’s really and you could have

[36:58] I think it’s really and you could have I think it’s really and you could have multiple like I think a lot of people multiple like I think a lot of people multiple like I think a lot of people would have that maybe with church. Um, I would have that maybe with church. Um, I would have that maybe with church. Um, I think, you know, we’ve kind of think, you know, we’ve kind of think, you know, we’ve kind of established that often with like gyms. established that often with like gyms. established that often with like gyms. Um, but but you that becomes your Um, but but you that becomes your Um, but but you that becomes your community and I think it’s nice to have community and I think it’s nice to have community and I think it’s nice to have something that’s not just, you know, something that’s not just, you know, something that’s not just, you know, work and and home because a lot of times work and and home because a lot of times work and and home because a lot of times that involves a lot of logistics and and that involves a lot of logistics and and that involves a lot of logistics and and and work and stress and all that kind of

[37:18] and work and stress and all that kind of and work and stress and all that kind of stuff to have something where you can stuff to have something where you can stuff to have something where you can Yeah. go. And Yeah. go. And Yeah. go. And so that’s that sounds like that’s for so that’s that sounds like that’s for so that’s that sounds like that’s for you too like that. I mean, you probably you too like that. I mean, you probably you too like that. I mean, you probably know the people at these places really know the people at these places really know the people at these places really well as well and it’s really cool. well as well and it’s really cool. well as well and it’s really cool. Yeah. You build you build the community, Yeah. You build you build the community, Yeah. You build you build the community, you build the network. That’s what you you build the network. That’s what you you build the network. That’s what you know, relating back to real estate know, relating back to real estate know, relating back to real estate because this is a real estate podcast, because this is a real estate podcast,

[37:36] because this is a real estate podcast, but real estate is all about your but real estate is all about your but real estate is all about your network. You you you know, network. You you you know, network. You you you know, and and if you have a passion about it and and if you have a passion about it and and if you have a passion about it that’s not desperate and, you know, too that’s not desperate and, you know, too that’s not desperate and, you know, too overbearing, overbearing, overbearing, like I like going to a dog shelter. I like I like going to a dog shelter. I like I like going to a dog shelter. I like washing dogs. People say, “Oh, like washing dogs. People say, “Oh, like washing dogs. People say, “Oh, what’s agent P?” “Oh, I’m an agent for what’s agent P?” “Oh, I’m an agent for what’s agent P?” “Oh, I’m an agent for people and for pups. Do you need a people and for pups. Do you need a people and for pups. Do you need a house?” you know, or or do you need a house?” you know, or or do you need a house?” you know, or or do you need a dog? Which one do you need? You know, dog? Which one do you need? You know,

[38:01] dog? Which one do you need? You know, and I’ll help you with both. and I’ll help you with both. and I’ll help you with both. Um, so yeah, I like that. The three Um, so yeah, I like that. The three Um, so yeah, I like that. The three places is that the holistic approach or places is that the holistic approach or places is that the holistic approach or or one of the the the facets of that. or one of the the the facets of that. or one of the the the facets of that. Yeah, that’s that’s I think one of the Yeah, that’s that’s I think one of the Yeah, that’s that’s I think one of the things that is important to have if you things that is important to have if you things that is important to have if you haven’t established a third place. Like haven’t established a third place. Like haven’t established a third place. Like if you if you move to a new area, uh, if you if you move to a new area, uh, if you if you move to a new area, uh, for example, like establishing a third for example, like establishing a third for example, like establishing a third place I think is is a, you know, at place I think is is a, you know, at

[38:21] place I think is is a, you know, at least one would be really helpful and least one would be really helpful and least one would be really helpful and really healthy. But I I also it’s really healthy. But I I also it’s really healthy. But I I also it’s business related too because I mean I business related too because I mean I business related too because I mean I think like yes like you said like if think like yes like you said like if think like yes like you said like if you’re um in one of those places you’re you’re um in one of those places you’re you’re um in one of those places you’re getting referrals from them like people getting referrals from them like people getting referrals from them like people are knowing you that’s a new place to are knowing you that’s a new place to are knowing you that’s a new place to network. It’s a new place to to meet network. It’s a new place to to meet network. It’s a new place to to meet people and I think third places are you people and I think third places are you people and I think third places are you know if you’re Yeah. If you’re starting

[38:39] know if you’re Yeah. If you’re starting know if you’re Yeah. If you’re starting a new business in a place you have no a new business in a place you have no a new business in a place you have no references you have no people that you references you have no people that you references you have no people that you know. Um you need to find as many third know. Um you need to find as many third know. Um you need to find as many third places as you can because that’s where places as you can because that’s where places as you can because that’s where you’re going to build you’re going to build you’re going to build Exactly. you you go through a gym like Exactly. you you go through a gym like Exactly. you you go through a gym like you get you go to the same time with a you get you go to the same time with a you get you go to the same time with a big gym class like every day you’re big gym class like every day you’re big gym class like every day you’re going to be so tight with the people going to be so tight with the people going to be so tight with the people that are there um and it’s going to come

[38:58] that are there um and it’s going to come that are there um and it’s going to come up what you do you know you don’t need up what you do you know you don’t need up what you do you know you don’t need to go in there with your business card to go in there with your business card to go in there with your business card but but but exactly you know and people as soon as exactly you know and people as soon as exactly you know and people as soon as you say real estate oh my god did you you say real estate oh my god did you you say real estate oh my god did you just hear that it becomes a just hear that it becomes a just hear that it becomes a topic topic topic and and so like one of my third places and and so like one of my third places and and so like one of my third places I’ve been having people come over to uh I’ve been having people come over to uh I’ve been having people come over to uh my my apartment deck on Fridays and you my my apartment deck on Fridays and you my my apartment deck on Fridays and you know we listen to music. I just bring know we listen to music. I just bring know we listen to music. I just bring like I say like, “Hey, I invite 10 15

[39:20] like I say like, “Hey, I invite 10 15 like I say like, “Hey, I invite 10 15 people. Bring a friend. I don’t care.” people. Bring a friend. I don’t care.” people. Bring a friend. I don’t care.” Whatever. It’s always like last minute Whatever. It’s always like last minute Whatever. It’s always like last minute too. I’m like, “Hey, come like this.” too. I’m like, “Hey, come like this.” too. I’m like, “Hey, come like this.” And a lot of time people do come. I have And a lot of time people do come. I have And a lot of time people do come. I have a nice deck. It looks at the water. I a nice deck. It looks at the water. I a nice deck. It looks at the water. I provide them with food and drinks. And provide them with food and drinks. And provide them with food and drinks. And then we go to a a restaurant. It’s then we go to a a restaurant. It’s then we go to a a restaurant. It’s called cafeteria. And one of my friends called cafeteria. And one of my friends called cafeteria. And one of my friends is a DJ there is a DJ there is a DJ there every Friday from 7 to 11. So, it every Friday from 7 to 11. So, it

[39:41] every Friday from 7 to 11. So, it doesn’t all have to be about like like doesn’t all have to be about like like doesn’t all have to be about like like volunteer work and uh you know like volunteer work and uh you know like volunteer work and uh you know like working out. It could also be like fun working out. It could also be like fun working out. It could also be like fun too, like find a community of people, too, like find a community of people, too, like find a community of people, take them to a fun dance place. take them to a fun dance place. take them to a fun dance place. And sometimes when people are trying to And sometimes when people are trying to And sometimes when people are trying to talk to talk to me about real estate and talk to talk to me about real estate and talk to talk to me about real estate and I hear I hear I hear a Mariah Carey song play, I’m like, a Mariah Carey song play, I’m like, a Mariah Carey song play, I’m like, “Hey, let’s talk tomorrow. Let’s just “Hey, let’s talk tomorrow. Let’s just “Hey, let’s talk tomorrow. Let’s just have fun tonight.” You know, like I I I

[40:04] have fun tonight.” You know, like I I I have fun tonight.” You know, like I I I want to dance to this song. want to dance to this song. want to dance to this song. I should have a karaoke third place. I I should have a karaoke third place. I I should have a karaoke third place. I need to get that built into my routine. need to get that built into my routine. need to get that built into my routine. Another one around here is like biking Another one around here is like biking Another one around here is like biking is huge. So, uh like there’s a really is huge. So, uh like there’s a really is huge. So, uh like there’s a really strong biking community, uh both like strong biking community, uh both like strong biking community, uh both like street biking and mountain biking and street biking and mountain biking and street biking and mountain biking and there’s a big big like uh organized there’s a big big like uh organized there’s a big big like uh organized community and if you could just get community and if you could just get community and if you could just get involved in that kind of thing, that’s a

[40:24] involved in that kind of thing, that’s a involved in that kind of thing, that’s a great place to meet people. Exactly. great place to meet people. Exactly. great place to meet people. Exactly. Um and if you can correlate the things Um and if you can correlate the things Um and if you can correlate the things that also like, you know, if you if you that also like, you know, if you if you that also like, you know, if you if you have like a kind of a higher price gym have like a kind of a higher price gym have like a kind of a higher price gym class you’re a member of or whatever, class you’re a member of or whatever, class you’re a member of or whatever, that’s usually people that are also able that’s usually people that are also able that’s usually people that are also able to buy, right? I mean, that’s It’s not to buy, right? I mean, that’s It’s not to buy, right? I mean, that’s It’s not going to be people that are, you know, going to be people that are, you know, going to be people that are, you know, eking by by any means. And and that just eking by by any means. And and that just eking by by any means. And and that just is kind of an added benefit, not the

[40:44] is kind of an added benefit, not the is kind of an added benefit, not the reason to go by any means, but um reason to go by any means, but um reason to go by any means, but um yeah. Yeah, of course. And and you you yeah. Yeah, of course. And and you you yeah. Yeah, of course. And and you you are who you surround yourself around. I are who you surround yourself around. I are who you surround yourself around. I you know, I said that earlier on, but you know, I said that earlier on, but you know, I said that earlier on, but even like I I hate or I don’t like to even like I I hate or I don’t like to even like I I hate or I don’t like to use the word I hate. I don’t like when use the word I hate. I don’t like when use the word I hate. I don’t like when agents discredit themselves and be like, agents discredit themselves and be like, agents discredit themselves and be like, “Oh, I’ll never get that or like I’ll “Oh, I’ll never get that or like I’ll “Oh, I’ll never get that or like I’ll never be able to do that.” never be able to do that.” never be able to do that.” No, you will. If you if you have a

[41:08] No, you will. If you if you have a No, you will. If you if you have a different mindset and you you start, you different mindset and you you start, you different mindset and you you start, you know, presenting yourself and having know, presenting yourself and having know, presenting yourself and having this confidence and learning, people this confidence and learning, people this confidence and learning, people think that like they don’t have to learn think that like they don’t have to learn think that like they don’t have to learn things. Start going to open houses on things. Start going to open houses on things. Start going to open houses on Sunday. Start talking to different Sunday. Start talking to different Sunday. Start talking to different agents. If there’s an open house for a agents. If there’s an open house for a agents. If there’s an open house for a $10 million apartment in Tribeca that’s $10 million apartment in Tribeca that’s $10 million apartment in Tribeca that’s public, go to it. Take videos. Talk to public, go to it. Take videos. Talk to public, go to it. Take videos. Talk to the agent. You know, see how people are

[41:30] the agent. You know, see how people are the agent. You know, see how people are are reacting um in the apartment. See are reacting um in the apartment. See are reacting um in the apartment. See how the agent is is acting. And if how the agent is is acting. And if how the agent is is acting. And if there’s something that you don’t like there’s something that you don’t like there’s something that you don’t like about that agent that’s that that’s about that agent that’s that that’s about that agent that’s that that’s showing the listing, that’s also a good showing the listing, that’s also a good showing the listing, that’s also a good way to be like, you know, I don’t like way to be like, you know, I don’t like way to be like, you know, I don’t like the way that they’re doing that. I want the way that they’re doing that. I want the way that they’re doing that. I want to make sure that I don’t do that. So, to make sure that I don’t do that. So, to make sure that I don’t do that. So, it’s it’s just having this confidence to it’s it’s just having this confidence to it’s it’s just having this confidence to continue to tell yourself, yes, you will

[41:51] continue to tell yourself, yes, you will continue to tell yourself, yes, you will get that. Yes, you are worthy of a great get that. Yes, you are worthy of a great get that. Yes, you are worthy of a great listing. Because I know sometimes those listing. Because I know sometimes those listing. Because I know sometimes those intrusive thoughts come into me like, intrusive thoughts come into me like, intrusive thoughts come into me like, totally, totally, totally, they’re 30,000. Why why is somebody they’re 30,000. Why why is somebody they’re 30,000. Why why is somebody going to work with me? You know, why is going to work with me? You know, why is going to work with me? You know, why is somebody going to choose me to sell somebody going to choose me to sell somebody going to choose me to sell their place? But it’s because you are their place? But it’s because you are their place? But it’s because you are good at what you do. You have put in good at what you do. You have put in good at what you do. You have put in your dues. You you deserve good things your dues. You you deserve good things

[42:10] your dues. You you deserve good things in life. in life. in life. And we do deserve our commission because And we do deserve our commission because And we do deserve our commission because we work very very hard for it. we work very very hard for it. we work very very hard for it. We may think it looks easy from the TV We may think it looks easy from the TV We may think it looks easy from the TV shows and you know the the articles and shows and you know the the articles and shows and you know the the articles and all this, you know, BS that’s out there. all this, you know, BS that’s out there. all this, you know, BS that’s out there. Um but we know what we’re doing because Um but we know what we’re doing because Um but we know what we’re doing because we do it every day. And we’re good at it we do it every day. And we’re good at it we do it every day. And we’re good at it because we do it every day. you know, we because we do it every day. you know, we because we do it every day. you know, we deserve to get paid because we do it deserve to get paid because we do it deserve to get paid because we do it every day.

[42:34] every day. every day. Yeah. And, you know, I think ultimately Yeah. And, you know, I think ultimately Yeah. And, you know, I think ultimately if you’re, you know, if you’re gonna go if you’re, you know, if you’re gonna go if you’re, you know, if you’re gonna go with a brain surgeon, do you want to go with a brain surgeon, do you want to go with a brain surgeon, do you want to go with the one that makes it look easy with the one that makes it look easy with the one that makes it look easy because they’ve done it a bunch of times because they’ve done it a bunch of times because they’ve done it a bunch of times or the one that makes it look really or the one that makes it look really or the one that makes it look really hard?

[42:46] hard? hard? Right. Right. Right. Exactly. Exa It’s It’s so funny when I Exactly. Exa It’s It’s so funny when I Exactly. Exa It’s It’s so funny when I see um like, see um like, see um like, you know, exactly that. I’m trying to you know, exactly that. I’m trying to you know, exactly that. I’m trying to think up what the thought because think up what the thought because think up what the thought because there’s so many thoughts, but you’re there’s so many thoughts, but you’re there’s so many thoughts, but you’re exactly right. you don’t see all the exactly right. you don’t see all the exactly right. you don’t see all the behind the scenes. behind the scenes. behind the scenes. Yes. And and and we foresee things to Yes. And and and we foresee things to Yes. And and and we foresee things to keep it easy like we we can we can know keep it easy like we we can we can know keep it easy like we we can we can know what to negotiate at the beginning, what what to negotiate at the beginning, what what to negotiate at the beginning, what to avoid and and all that stuff. So it to avoid and and all that stuff. So it

[43:09] to avoid and and all that stuff. So it is it is just a lot like you know you is it is just a lot like you know you is it is just a lot like you know you know yeah working with a doctor who has know yeah working with a doctor who has know yeah working with a doctor who has put in a lot of time. Uh I mean I won’t put in a lot of time. Uh I mean I won’t put in a lot of time. Uh I mean I won’t say it’s directly similar obviously we say it’s directly similar obviously we say it’s directly similar obviously we didn’t go as to near as much schooling didn’t go as to near as much schooling didn’t go as to near as much schooling but like there’s a lot that goes in but like there’s a lot that goes in but like there’s a lot that goes in before you the the half an hour you before you the the half an hour you before you the the half an hour you visit or whatever you have with your visit or whatever you have with your visit or whatever you have with your doctor. um is and that’s why they’re doctor. um is and that’s why they’re doctor. um is and that’s why they’re getting paid so much. And this is like

[43:29] getting paid so much. And this is like getting paid so much. And this is like you said the biggest thing most people you said the biggest thing most people you said the biggest thing most people will ever buy and it’s a big deal and will ever buy and it’s a big deal and will ever buy and it’s a big deal and want a professional that really knows want a professional that really knows want a professional that really knows what they’re doing and it’s worth their what they’re doing and it’s worth their what they’re doing and it’s worth their money. money. money. So, So, So, and get this, there’s a dermatologist on and get this, there’s a dermatologist on and get this, there’s a dermatologist on every corner here in New York.

[43:41] every corner here in New York. every corner here in New York. There’s a there’s a real estate agent on There’s a there’s a real estate agent on There’s a there’s a real estate agent on every sidewalk in New York that’s every sidewalk in New York that’s every sidewalk in New York that’s walking by. So you you choose to work walking by. So you you choose to work walking by. So you you choose to work with that dermatologist or that agent with that dermatologist or that agent with that dermatologist or that agent because the work that they already put because the work that they already put because the work that they already put in behind the scenes that so it kind of in behind the scenes that so it kind of in behind the scenes that so it kind of all uh relates.

[43:58] all uh relates. all uh relates. Yeah, 100%. Um, Philip, what would you Yeah, 100%. Um, Philip, what would you Yeah, 100%. Um, Philip, what would you say is a golden nugget you’d want to say is a golden nugget you’d want to say is a golden nugget you’d want to give to our listeners? give to our listeners? give to our listeners? Golden nugget is to go against the grain Golden nugget is to go against the grain Golden nugget is to go against the grain and be authentic. Um, I just remember and be authentic. Um, I just remember and be authentic. Um, I just remember when I when I when I uh I’ll say that again. I just said uh I’ll say that again. I just said uh I’ll say that again. I just said purple cow. Um purple cow. Um purple cow. Um purple cow. Purple.

[44:20] purple cow. Purple. purple cow. Purple. I love it. Yeah. I love it. Yeah. I love it. Yeah. But but it’s it’s like for instance, But but it’s it’s like for instance, But but it’s it’s like for instance, when I first became a a real estate when I first became a a real estate when I first became a a real estate agent, I came from fashion wearing agent, I came from fashion wearing agent, I came from fashion wearing whatever the hell I wanted. And I whatever the hell I wanted. And I whatever the hell I wanted. And I thought I was like, “Oh god, like do I thought I was like, “Oh god, like do I thought I was like, “Oh god, like do I have to wear a suit and tie?” Like I I have to wear a suit and tie?” Like I I have to wear a suit and tie?” Like I I it’s so not me.

[44:36] it’s so not me. it’s so not me. And I told myself that I had to. And you And I told myself that I had to. And you And I told myself that I had to. And you know, after a few months, I’m like, you know, after a few months, I’m like, you know, after a few months, I’m like, you know, this is not me. I can’t do this. I know, this is not me. I can’t do this. I know, this is not me. I can’t do this. I either have to get out of the business either have to get out of the business either have to get out of the business or, you know, take a total curveball and or, you know, take a total curveball and or, you know, take a total curveball and throw everybody off, you know, and and throw everybody off, you know, and and throw everybody off, you know, and and go against the grain of what a typical go against the grain of what a typical go against the grain of what a typical real estate agent looks like, acts like, real estate agent looks like, acts like, real estate agent looks like, acts like, is like. Um, so being authentic is the is like. Um, so being authentic is the is like. Um, so being authentic is the most important thing. And it doesn’t

[44:59] most important thing. And it doesn’t most important thing. And it doesn’t even have to be about fashion or hair, even have to be about fashion or hair, even have to be about fashion or hair, nails, whatever. nails, whatever. nails, whatever. It could be about like if you love It could be about like if you love It could be about like if you love sports, talk about sports constantly. If sports, talk about sports constantly. If sports, talk about sports constantly. If you love roller coasters, do an event at you love roller coasters, do an event at you love roller coasters, do an event at the roller coaster park with clients. If the roller coaster park with clients. If the roller coaster park with clients. If you love dogs, do an event at the dog you love dogs, do an event at the dog you love dogs, do an event at the dog park. You know, it’s it’s being park. You know, it’s it’s being park. You know, it’s it’s being authentic and doing things in a way that authentic and doing things in a way that authentic and doing things in a way that show passion and show and bring you joy show passion and show and bring you joy

[45:19] show passion and show and bring you joy because you want to work with people who because you want to work with people who because you want to work with people who who also bring you joy and show you who also bring you joy and show you who also bring you joy and show you passion. So, doing things that you like passion. So, doing things that you like passion. So, doing things that you like and being authentic is going to draw and being authentic is going to draw and being authentic is going to draw people to work with you. people to work with you. people to work with you. Yeah. Yeah. Yeah. It’s like it’s like it’s like when I did It’s like it’s like it’s like when I did It’s like it’s like it’s like when I did the pink the pink latex jumpsuit, people the pink the pink latex jumpsuit, people the pink the pink latex jumpsuit, people were like, “What are you thinking?” I’m were like, “What are you thinking?” I’m were like, “What are you thinking?” I’m like, “I don’t care. I live in Chelsea.

[45:37] like, “I don’t care. I live in Chelsea. like, “I don’t care. I live in Chelsea. I live in an I live in an arts district. I live in an I live in an arts district. I live in an I live in an arts district. People will see that and be like, I People will see that and be like, I People will see that and be like, I would rather work with Philip because would rather work with Philip because would rather work with Philip because they look very artistic and I live next they look very artistic and I live next they look very artistic and I live next to an art gallery and I own an art to an art gallery and I own an art to an art gallery and I own an art gallery or I own a fashion business and gallery or I own a fashion business and gallery or I own a fashion business and I could relate to Philip on certain I could relate to Philip on certain I could relate to Philip on certain things because in real estate we are in things because in real estate we are in things because in real estate we are in this relationship with this person for this relationship with this person for this relationship with this person for sometimes multiple years. We talk to

[45:58] sometimes multiple years. We talk to sometimes multiple years. We talk to them every week. We see them every them every week. We see them every them every week. We see them every weekend. We talk to them constantly. weekend. We talk to them constantly. weekend. We talk to them constantly. You want to like them. Yeah. Yeah. You You want to like them. Yeah. Yeah. You You want to like them. Yeah. Yeah. You want to try? want to try? want to try? You want to like them and they want to You want to like them and they want to You want to like them and they want to like you. like you. like you. Yeah. No, totally. Um there’s a Have you Yeah. No, totally. Um there’s a Have you Yeah. No, totally. Um there’s a Have you seen the the the girl that’s blowing up seen the the the girl that’s blowing up seen the the the girl that’s blowing up in Florida? I can’t remember her name.

[46:15] in Florida? I can’t remember her name. in Florida? I can’t remember her name. She’s hilarious and she’s really like She’s hilarious and she’s really like She’s hilarious and she’s really like off like she she’s off like she she’s off like she she’s saying like not professional things, but saying like not professional things, but saying like not professional things, but it’s hilarious. Really pulls it off. And it’s hilarious. Really pulls it off. And it’s hilarious. Really pulls it off. And I I was like, you know, that is such a I I was like, you know, that is such a I I was like, you know, that is such a that takes courage to to put out there that takes courage to to put out there that takes courage to to put out there because it you know, most people most because it you know, most people most because it you know, most people most brokerages, most place places will be brokerages, most place places will be brokerages, most place places will be like, you cannot do that. that is so like, you cannot do that. that is so like, you cannot do that. that is so unprofessional. Um, and and she just is

[46:39] unprofessional. Um, and and she just is unprofessional. Um, and and she just is so funny. I mean, she’s like the one of so funny. I mean, she’s like the one of so funny. I mean, she’s like the one of the funniest people. I’ve seen a lot of the funniest people. I’ve seen a lot of the funniest people. I’ve seen a lot of people try to be funny in real estate. people try to be funny in real estate. people try to be funny in real estate. It hasn’t really worked out. But she is It hasn’t really worked out. But she is It hasn’t really worked out. But she is like I I want to see every single, you like I I want to see every single, you like I I want to see every single, you know, thing she puts out and then and know, thing she puts out and then and know, thing she puts out and then and then at the end like there’s always like then at the end like there’s always like then at the end like there’s always like something like a tag one of your rich something like a tag one of your rich something like a tag one of your rich douchebag friends or something like douchebag friends or something like douchebag friends or something like that.

[46:55] that. that. I love it. I love that. I love it. I love that. I love it. I love that. Wait, I need to know who this is. Wait, I need to know who this is. Wait, I need to know who this is. Please, please me or handle. Please, please me or handle. Please, please me or handle. I will. I will. And I I’ll I’ll look it I will. I will. And I I’ll I’ll look it I will. I will. And I I’ll I’ll look it up here when I I want to ask you about up here when I I want to ask you about up here when I I want to ask you about your favorite book next. If you have a your favorite book next. If you have a your favorite book next. If you have a fundamental book or one you think that fundamental book or one you think that fundamental book or one you think that everybody uh should read.

[47:13] everybody uh should read. everybody uh should read. I I put it on I put it on my chair. Give I I put it on I put it on my chair. Give I I put it on I put it on my chair. Give me one second. I’m gonna I’m gonna get me one second. I’m gonna I’m gonna get me one second. I’m gonna I’m gonna get it. One second. it. One second. it. One second. Yeah. Go for it. Yeah. Go for it. Yeah. Go for it. All right. So, it’s it’s not very All right. So, it’s it’s not very All right. So, it’s it’s not very traditional. And I remember we were kind traditional. And I remember we were kind traditional. And I remember we were kind of laughing before we started filming of laughing before we started filming of laughing before we started filming because you’re like, “What’s your because you’re like, “What’s your because you’re like, “What’s your favorite book? Like, you know, have it favorite book? Like, you know, have it favorite book? Like, you know, have it ready.” and you’re like, why are you ready.” and you’re like, why are you ready.” and you’re like, why are you laughing? But again, very untraditional.

[47:33] laughing? But again, very untraditional. laughing? But again, very untraditional. My favorite book is The Meeting of My favorite book is The Meeting of My favorite book is The Meeting of Mariah Carey. Mariah Carey. Mariah Carey. She’s my favorite artist. I love Mariah She’s my favorite artist. I love Mariah She’s my favorite artist. I love Mariah Carey so much, you know, and again, an Carey so much, you know, and again, an Carey so much, you know, and again, an amazing businesswoman, the bestselling amazing businesswoman, the bestselling amazing businesswoman, the bestselling female artist of all time. But again, female artist of all time. But again, female artist of all time. But again, she’s not just a singer. She’s a she’s not just a singer. She’s a she’s not just a singer. She’s a songwriter. She has perfume. She has songwriter. She has perfume. She has songwriter. She has perfume. She has makeup. She has liquor. She has lip makeup. She has liquor. She has lip makeup. She has liquor. She has lip gloss. She has shoes. Like, it’s But but gloss. She has shoes. Like, it’s But but gloss. She has shoes. Like, it’s But but it’s the same as real estate. like we

[48:00] it’s the same as real estate. like we it’s the same as real estate. like we can’t be just selling homes our entire can’t be just selling homes our entire can’t be just selling homes our entire life. It’s okay to branch out into other life. It’s okay to branch out into other life. It’s okay to branch out into other things as well. So this book really things as well. So this book really things as well. So this book really inspired me and you know she she always inspired me and you know she she always inspired me and you know she she always felt like an outsider which I always felt like an outsider which I always felt like an outsider which I always felt like growing in in Akran Ohio. So felt like growing in in Akran Ohio. So felt like growing in in Akran Ohio. So here so hearing her stories and you know here so hearing her stories and you know here so hearing her stories and you know hearing the confidence that she has to hearing the confidence that she has to hearing the confidence that she has to become so successful and believe in become so successful and believe in become so successful and believe in herself to do what she loved it’s it’s

[48:22] herself to do what she loved it’s it’s herself to do what she loved it’s it’s really inspired me. So meeting Mariah really inspired me. So meeting Mariah really inspired me. So meeting Mariah Carey Carey Carey I I will say that nobody has mentioned I I will say that nobody has mentioned I I will say that nobody has mentioned that one yet. We’ve mentioned it yet. that one yet. We’ve mentioned it yet. that one yet. We’ve mentioned it yet. It’s a great book. Number one New York It’s a great book. Number one New York It’s a great book. Number one New York Times bestseller, actually. Times bestseller, actually. Times bestseller, actually. Awesome. I love it. Um the the agent I Awesome. I love it. Um the the agent I Awesome. I love it. Um the the agent I was talking about is her handle is Tampa was talking about is her handle is Tampa was talking about is her handle is Tampa Brie. Tampa Brie. Uh Brie. Tampa Brie. Uh Brie. Tampa Brie. Uh love it. Cool.

[48:43] love it. Cool. love it. Cool. Definitely definitely check her out. Definitely definitely check her out. Definitely definitely check her out. She’s hilarious. Um but She’s hilarious. Um but She’s hilarious. Um but yeah, yeah, yeah, and um she did not pay me to say that. and um she did not pay me to say that. and um she did not pay me to say that. I love it. But again, it’s like we got I love it. But again, it’s like we got I love it. But again, it’s like we got to inspire other, you know, uh agents. I to inspire other, you know, uh agents. I to inspire other, you know, uh agents. I love when other agents are doing videos love when other agents are doing videos love when other agents are doing videos or doing, you know, innovative things.

[48:58] or doing, you know, innovative things. or doing, you know, innovative things. We we we wish them success. We want We we we wish them success. We want We we we wish them success. We want everyone to be successful rather than everyone to be successful rather than everyone to be successful rather than this like this like this like butting heads industry that people think butting heads industry that people think butting heads industry that people think it’s like it’s actually not. We’re we’re it’s like it’s actually not. We’re we’re it’s like it’s actually not. We’re we’re all pretty collaborative and we want we all pretty collaborative and we want we all pretty collaborative and we want we want you to succeed, want you to succeed, want you to succeed, you know. So, you know, I even I started you know. So, you know, I even I started you know. So, you know, I even I started this little If we if we have one more this little If we if we have one more this little If we if we have one more minute, I I I talk a lot, but I started minute, I I I talk a lot, but I started minute, I I I talk a lot, but I started this thing called agent masterminds

[49:23] this thing called agent masterminds this thing called agent masterminds where I bring in, you know, 30 agents where I bring in, you know, 30 agents where I bring in, you know, 30 agents from all different brokerages every from all different brokerages every from all different brokerages every month and we go to a restaurant and for month and we go to a restaurant and for month and we go to a restaurant and for the first hour all we do is talk about the first hour all we do is talk about the first hour all we do is talk about real estate. We we moan, we cry, real estate. We we moan, we cry, real estate. We we moan, we cry, we talk about all these struggles that we talk about all these struggles that we talk about all these struggles that we’re having and then the last two hours we’re having and then the last two hours we’re having and then the last two hours we’re drinking, we’re dancing, we’re we’re drinking, we’re dancing, we’re we’re drinking, we’re dancing, we’re having fun. So, you want to collaborate, having fun. So, you want to collaborate, having fun. So, you want to collaborate, you want to learn with people. I’ve been

[49:43] you want to learn with people. I’ve been you want to learn with people. I’ve been in the business, I don’t think that long in the business, I don’t think that long in the business, I don’t think that long at all. You know, only eight years. I’m at all. You know, only eight years. I’m at all. You know, only eight years. I’m always learn from somebody. I’m always always learn from somebody. I’m always always learn from somebody. I’m always coming up with a new idea from somebody. coming up with a new idea from somebody. coming up with a new idea from somebody. So, the agents that are listening, take So, the agents that are listening, take So, the agents that are listening, take ideas, share ideas, ideas, share ideas, ideas, share ideas, lead with, you know, with a loving heart lead with, you know, with a loving heart lead with, you know, with a loving heart and wanting people to be successful and wanting people to be successful and wanting people to be successful because that’ll come back to you.

[50:00] because that’ll come back to you. because that’ll come back to you. Yeah. No, totally. I love that. That’s Yeah. No, totally. I love that. That’s Yeah. No, totally. I love that. That’s great. That’s awesome. So cool that great. That’s awesome. So cool that great. That’s awesome. So cool that you’re doing that. you’re doing that. you’re doing that. Yeah. Yeah. Yeah. And then I guess Yeah. If anybody is And then I guess Yeah. If anybody is And then I guess Yeah. If anybody is curious about following you or wants to, curious about following you or wants to, curious about following you or wants to, you know, buy a house in one of the two you know, buy a house in one of the two you know, buy a house in one of the two places you work, how places you work, how places you work, how I love it.

[50:16] I love it. I love it. So, yeah, my email is just my first and So, yeah, my email is just my first and So, yeah, my email is just my first and last name, philip salemcompass.com last name, philip salemcompass.com last name, philip salemcompass.com or I also have agentpass. or I also have agentpass. or I also have agentpass. Um, and then my Instagram is phillip Um, and then my Instagram is phillip Um, and then my Instagram is phillip oensalem. Um, and it’s really fun. Lot oensalem. Um, and it’s really fun. Lot oensalem. Um, and it’s really fun. Lot lots of fashion, lots of real estate, lots of fashion, lots of real estate, lots of fashion, lots of real estate, lots of videos. I hope to see you there.

[50:35] lots of videos. I hope to see you there. lots of videos. I hope to see you there. Awesome. Awesome. Awesome. I’ll follow. Uh, Phil, thanks so much I’ll follow. Uh, Phil, thanks so much I’ll follow. Uh, Phil, thanks so much for being on the show. It’s been a lot for being on the show. It’s been a lot for being on the show. It’s been a lot of fun. Thanks for letting Jenny also of fun. Thanks for letting Jenny also of fun. Thanks for letting Jenny also join us as join us as join us as Oh, my baby. She’s so cute. I’m so happy Oh, my baby. She’s so cute. I’m so happy Oh, my baby. She’s so cute. I’m so happy she came. she came. she came. Yeah. Yeah. Yeah. And, you know, thank you so much. You And, you know, thank you so much. You And, you know, thank you so much. You know, thank you so much for having me. I know, thank you so much for having me. I know, thank you so much for having me. I You guys have done hundred I feel like You guys have done hundred I feel like You guys have done hundred I feel like over a hundred episodes. That’s over a hundred episodes. That’s over a hundred episodes. That’s something to be very proud of. Um, you

[50:58] something to be very proud of. Um, you something to be very proud of. Um, you guys doing a great job. guys doing a great job. guys doing a great job. Yeah. Thank you for having me. I Yeah. Thank you for having me. I Yeah. Thank you for having me. I appreciate you. appreciate you. appreciate you. Thanks for listening to the REI Agent. Thanks for listening to the REI Agent. Thanks for listening to the REI Agent. If you enjoyed this episode, hit If you enjoyed this episode, hit If you enjoyed this episode, hit subscribe to catch new shows every week. subscribe to catch new shows every week. subscribe to catch new shows every week. Visit REI agent.com for more content. Visit REI agent.com for more content.

[51:12] Visit REI agent.com for more content. Until next time, keep building the life Until next time, keep building the life Until next time, keep building the life you want. you want. you want. All content in the show is not All content in the show is not All content in the show is not investment advice or mental health investment advice or mental health investment advice or mental health therapy. It is intended for therapy. It is intended for therapy. It is intended for entertainment purposes