The Calculated Journey That Transforms Everything with Luciano D'Iorio

[0:00] welcome back to the rei agent we are here with luciano diorio thank you so much for joining us lucy right lucy you go by people call me luch yeah some people call me luch thanks thanks matthias thanks for having me yeah no i’m excited to talk to you uh you are coming out of famous watching this it’s not new york city it’s uh montreal that’s right sometimes there’s sometimes uh the montreal is used as a set on for movies for new york-based movies and it’s it happens in montreal so uh that’s didn’t know that but i that’s my that was my first thought when i saw you’ve got this cool brick building um in the background uh and yeah it’s a it’s a cool backdrop but just real quick i i did uh drive through or close to montreal uh last year for the eclipse i actually ended up over in a small little town um called oh my goodness i’m blanking on the name now but it was we had to go a little bit fast it was in the french speaking quarters as well um but we caught the uh magog the area familiar with magog yeah yeah magog yeah absolutely absolutely so not too far from montreal no uh it was are you are you an eclipse chaser uh so i went uh it about the one before it

[1:14] came close to us i went with uh just some friends had a great time it was really just a surreal moment moment um and i was like you know what next time one comes close by i want to try to make sure my kids see it and so we actually went to rochester new york and we were ready we had a cool little airbnb uh on the water about ready to watch it and it was forecasted to be completely cloud covered so we looked for the for the next closest place that we could go um that would yeah not have the cloud coverage and also where we went had a nice park um so that was another perk and so we just drove got up at like 2 a.m drove straight there it’s like eight hours we we hung out uh and watched it was amazing it was a lot of fun and then we drove straight back and so we got like 24 hours of just like you know driving non-stop and and being able to enjoy canada a little bit good for you well uh it was it was great i actually attended an eclipse uh party uh an eclipse party and then the eclipse itself was on the main campus of mcgill university which is uh my alma mater and where uh i spent a lot of time uh as a volunteer so it was just great to be on the uh on the campus in downtown montreal

[2:25] and you just see this so cool you know cover of uh the eclipse and and one of my friends uh well clients who’s become a friend is an eclipse chaser and like super excited about chasing eclipse and basically got a bunch of uh glasses made for i don’t know 100 000 school kids or something like that like really like really cool stuff uh yeah i mean especially just coming through something like a your your own area your own home backyard exactly you’d want to make sure that people uh are able to experience it and uh we we have dreams of living in spain uh in the future and there is one coming through next year uh so we’ve we’ve thought about scoping out spain um and and chasing the the next eclipse uh because why not uh if you’ve experienced it that is it is a magical thing uh we probably wouldn’t just go to a place just because um of an eclipse like australia or whatever but it would be a nice you know side benefit if you’re there and want to explore the area anyway absolutely maybe we should do some graphs on like you know real estate values and eclipses if there’s a if there’s a correlation or if this is a good segue into real estate but yeah so uh you are

[3:35] a real estate broker um out of montreal yes tell tell us about how you got into uh real estate so uh very early on just right out of university as i was completing my bachelor’s degree um i came across a company that was doing uh you know full service brokerage firm that had just started up they had broken away from a larger uh international brokerage firm and they it was four four people four partners that said you know we want to start our own boutique firm uh full service in montreal and they started in may of 1998 they interviewed me in october of 1998 and january 4th or january 5th was my first day 1999 so i always joke and say i was the fifth wheel in the gang but it was nice because it was a small organization it was a small boutique firm and and really i learned so much from those guys i was 23 years old all seasoned uh partners uh all of whom had a different uh you know different skills and different skill sets and i learned from each and every one of them and i’m still grateful for to them today 26 years later um so started off with this uh with this group of four partners then uh 18 years later i was uh asked to run a multinational brokerage firm full service uh firm

[4:55] um and i did that for four years and then right uh in kind of in the middle of the pandemic 2021 i started my own brokerage firm here in montreal that is uh also like connected and affiliated with a national brand uh which i’m i’m uh i’m a partner of and i’m building across canada so not only am i uh owning the agency here for in montreal and basically covers all of quebec but i also am an owner and partner in the business across canada so um it’s yeah it is it’s you know what it’s exciting because it’s always something that i wanted to do and when i was at that smaller firm um i guess uh at the beginning of my career that was always my dream and and for some reason we just at one point we just weren’t weren’t able to bring it nationally and and so now i’m part of something that’s national from from vancouver all the way to uh all the way to montreal and with uh and with um partners and affiliations really across the north america in in the u.s and also across the globe we’ve got contacts in uh in many countries around the world if if our clients need uh you know if our clients need help in london i know who to call if our clients need help in milan i know who to call and i think

[6:10] that’s uh that’s exciting for me yeah no that’s really cool in your in your journey uh before you got into this into the management stuff or ownership or broker broker etc um when you were more direct to service uh to clients buying and selling uh did you go through any like growth as far as did you get a uh team ever at one point or did you did you have admin that kind of stuff before you you took on kind of the broker role or management role yeah you know interesting as i look as i look at my career i would say that i never really had a team but rather the team was the whole office so in in my first roles um you know those early years those i’ll call it the 18 years um everybody in the shop was kind of part of my team so what i would do is as an example let’s say a broker was more experienced in retail and i had a retail client and i would never try to do something alone i would always you know piggyback and and encourage someone else in the office so you’d look at my trade record sheets at the end of the day or at the end of the year and you’d see that i’ve actually collaborated with many brokers within

[7:18] within my brokerage shop so i never thought of like building a team because i saw the whole office as a team oh that’s cool yeah yeah that’s cool and and and did you just kind of naturally feel like managing that that brokerage uh was the next step for you were you were you ready to move outside of um and how active were you with like your day-to-day clients at that time um did you did you kind of move fully into just kind of managing or yeah so there was uh one year where i where i was trying to be more of a manager than a broker and i realized two things i’m a broker at the end of the day i’m a broker the heart of hearts and secondly is that uh you know we were too small to have somebody like me full-time right and it’s just you’re just it’s not enough money and and in fact that year there was in 20 in 2008 and i was uh also had some uh some issues at the at the personal level but i had spent i felt i had spent way too much trying time trying to manage and forgetting about my clients and i paid for it because i had to i had to dip into my savings uh and uh that wasn’t fun so you know in the u.s i’m

[8:25] forgetting what the equivalent is but in canada we call them rsp so it’s your retirement savings plan so it’s your k uh is it k um uh yeah i mean it was different a lot of real estate agents don’t really have uh much retirement uh that they say for so like there there could be um 401k 401k thank you thank you i was looking at so so you know i had to start dipping into my rsps my 401k to just keep the lights on keep the lights on at home keep the lights on and so so you know and that was but i don’t blame it on my management style i don’t blame it on my partners i just blame it on first of all the economy wasn’t that great 2008 i think we had the death of pets.com and and all that other stuff right that was going on and or the financial crisis i think actually was in 2008 but so um but i think that you know there’s a fine balance when you’re when you’re managing a shop we were becoming this the biggest of the small agencies and and that’s a not a great place to be when you’re the biggest of the small and the smallest of the big it’s a there’s there’s a there’s a fine line there where you have

[9:33] to start investing into the company and you have to start investing in in people that are going to run the place on a full-time basis so that’s been my experience but i you know i love it i enjoy it i think that i naturally gravitate to just wanting to make things better or be more efficient or and so i naturally gravitate towards these these situations sometimes i wonder why but yeah okay that’s cool and when we talked a little bit off air about the kind of the importance of kind of maintaining yourself and and you’re and you know you’re trying to keep that holistic approach to life uh with real estate uh so tell tell us a little bit about what you have found to be important for you as you have gone through these different seasons yeah absolutely i i think that there’s no you know look there’s no magic formula there’s no uh also it it it’s not a straight line right i think the journey it’s a journey and so i i could tell you and i and i’m happy to share this with uh with your listeners is you know at one point in 2019 i was uh three i had reached 300 pounds and uh i was trying to figure out like how why did i you know how what what happened how come that happened and um i was

[10:50] then guided by you know great a great coach a great nutritionist uh coach nutritionist uh friend uh who basically got me on the right track and i lost 100 pounds that year wow so i went from 300 pounds to 200 pounds and i felt great and it just changed my whole life um pandemic hit and i started taking on some weight again and um and now today i guess we’re 2025 i’ve taken on uh you know um i’m i’m i’m not at 300 and i’m not at 200 but i’m working on on um on getting myself back towards a a healthier lifestyle because i think you know life happens and there’s some people that are emotional leaders there’s some people that are uh you know they get into all kinds of other things for me it was about you know eating um and and not eating healthy so i’m uh readjusting myself and i’m also giving myself goals as an example i’m i’m looking at doing a half marathon in march of next year and so that’s to me that’s like when i when i’m reaching for that extra cookie or i’m each i’m reaching for something that i know is not good for me i think that’s that’s what helps me going and and i know the struggle that brokers have as you know as real estate agents we go through highs and lows

[12:03] emotionally and anybody who doesn’t go through that i mean i don’t know if they’re telling us the truth or not because we it’s just because we like the highs right we like the the i think most brokers like the chase they like the the the thrill the thrill of the chase or the thrill of like completing a deal and sometimes you’re working on transactions where um they don’t go so well or they they explode or implode on you and and said people take it out in different ways and and um i think that we need to recognize that as as brokers and also if you’re a manager of a of an agency i think it’s so important that you do offer um programs to help your brokers uh health wise you know if it’s if it’s giving them a gym membership if it’s if it’s having a gym accessible uh in the building where your office is or even in your own offices uh allowing for uh you know healthy breaks and because i think that that old school mentality of like you’ve got to work 70 hours a week and you know drive drive drive i think that it’s it’s it makes for health unhealthy environments yeah i i totally agree and it’s it’s you know at the end of the day what’s the point um like yeah you you know i always

[13:15] look at that i always i always laugh and i and i try to remind myself every day and i know that i’m not uh you know i’m not perfect on this but when you get on a plane they tell you put the mask on yourself first before trying to help others and i think we’re in a business where we’re trying to find solutions for people we’re always trying to solve other people’s problems and so i think it’s natural for us to like not necessarily worry about our own problems but worry about everybody else’s problems but it’s hard if you’re not if you don’t put the mask on yourself first and like i’m i’m really making an effort right now i’m working out like five days a week i’m eating healthier and i feel better and i feel better which allows me to help my clients better i’m not feeling sluggish i’m not not feeling tired you know and yeah you know so 100 you know there’s there’s a uh supplement i take every once in a while that is meant for stress relief and i you know i don’t take it very often but like you know it’s got stuff in it like uh probably ashwagandha and valerian root and all this stuff and it’s it’s uh the reason i bring it up is because there’s times where i feel

[14:17] like i i know i’m really stressed out um and when i take it i realize how much more i can focus when i when i relieve that stress a little bit and um i think i think exercise and you know having a clean diet and stuff is is definitely very very helpful uh to to having that battle of stress like to to combat that um and oftentimes we want to do things that really just make it worse too we want if we’re really stressed out uh we want to you know just grab something easy to eat um feel us make us feel sluggish grab a you know drink something when you get home uh drink some alcohol or whatever which is probably day day worse um you know and and our society like it is built around like you know uh fatty foods sugary foods like if you’re having a birthday we celebrate with a birthday cake you don’t celebrate with birthday kale nobody has birthday kale right you have a birthday cake which is sugar which is you know like all the the good tasting stuff in the world but uh in everything in moderation right and so i think that uh you know recognizing that and knowing because it does it does make you sluggish and i have i’ll admit this to you that and maybe i hopefully my mom is not

[15:31] going to listen to the show but you know as a as a as a canadian of italian heritage i’m less on the pastas these days uh and and uh so don’t tell her yeah no no we won’t say it but so you know just because for me i just i have to i have to scale down so i have to sure i have to let let go of that for you know yeah no i i you know i think it’s it is interesting i think i like to look at it a little bit like we need to kind of bring ourselves back to you know maybe where we evolved from if you will like so where you know like go back to like what was life like when you were a caveman or what were cavemen like and and do we you know it was sugar so abundant uh at the time was it easy to get uh all these carbs was it you know did we easily get these calories like by sitting down and driving through a drive-thru or did we have to like run really hard um did we survive through hot extremes and cold extremes um and i think all those things are important to kind of we have to self-impose them onto ourselves because we are in a society that is basically tried to solve all the all the pain all the all the suffering all that stuff is supposed to make it everything easy and that’s like

[16:40] the dream is that we just want everything to just be like nice and easy but in reality we’re a lot happier we’re able to think more when we have exerted ourselves physically when we have um eaten uh what our body actually needs uh and not what it craves and it it uh yeah it makes a big difference if exactly and it goes in and it ties into mental health it ties into some of the other stuff that as brokers honestly i mean we are very unique i i i think i think i can say that with certainty that brokers were were a breath apart um you know we go through the ups and downs we’re working on uh basically we’re transactional so if we don’t make a transaction you know we eat what we kill as they say you know you’re hunting gathering every single day and you’re looking for a job every single day as a broker and so the stress of that the bills still come in just the bills still come in and you know life’s responsibilities still come in and of course you know everybody wants a shiny car or the or the bigger home or the more stuff in their home and so um you know there’s the pressures around us um and and i

[17:50] think you know at the end of the day when you you realize especially when you have people in your family that you know are uh are are not so lucky and they’re and they’re not they’re having a hard time with their health you realize like at the end of the day it really is just health if you’re not healthy uh what’s the point so i’ll so i’ll do a 30 000 square foot lease for office space and you know make x amount of dollars if i’m not healthy so what yeah i won’t even be able to go pick up the check yeah yep if if if you’re you know on your deathbed you know for something unforeseen uh like what really matters yeah is is you gonna be caring about that or are you gonna be wishing you spent more time with your family um you know yeah so it’s yeah and i don’t want to be i don’t want to be morbid about i mean look i think we’re we’re in a beautiful business a beautiful industry where it allows us to be flexible with our schedules i’m speaking to you this afternoon i mean nobody’s looking at my clock nobody i don’t have to punch in anywhere and and i think it’s beautiful and i think that being able to have a flexible schedule you know one of the things i one of the

[18:54] reasons why i got into this business is i wanted to give back to the community and i wanted to be involved in the community and the one of the few industries that allows you to do that is this one because you set your schedule so if uh if the local um you know if the local food bank needs my help in the middle of the day because they’re they’re they’ve got a you know baskets food baskets to prepare at two o’clock in the afternoon i can i can do that i can i can skip away and do that and then and know that you know my my business or my my work is still going to be there and it’s not like i’m punching a clock or anything and don’t ask and i think it’s important too i think that’s part of yeah you know a holistic life is also just knowing how privileged we are as brokers like i’m a commercial and corporate real estate broker so you know we’re doing like some large transactions and those transactions i mean we’re very i’m grateful for that so it we also have to give back and and using our time and our knowledge and our resources and also quite frankly our connections and just connecting those dots and helping helping our local community so it’s uh it’s all goes hand in hand i

[19:58] think yeah i agree it’s awesome and and to your point i think uh we are unique uh and we are cut from a different cloth and that environment of uh you’re always hunting the next deal whatever is kind of addicting as well and so that’s that’s where like yes i set my own schedule i can choose what 18 hours a day i want to work um it comes into play but to your point like we have the ability and that’s why i think this this show i like to talk about it a lot is just being intentional and and really figuring out what you want out of life figuring out not letting life happen to you not just being addicted to the next deal um and you know trying to find that that i don’t know about if balance is the right word but like just trying to be intentional about you know giving back to your community like you said that’s important to you that’s really good to do and make time for um and family health all that stuff yeah no absolutely and you know i just one other thing i i just want to mention that you know sometimes i have young brokers come to me and say you know i’d like i see that i see your cv

[21:00] and you’ve been involved in so many different things and on so many different boards and not for profits like i want to get involved in not for profits so i look at them i say well what are you passionate about like i don’t know i’m like okay so if you’re going to get involved with a not-for-profit just because you want something to pad your cv then you’re taking this all wrong your your approach is not the right approach your approach should be i care about dogs or i care about uh you know uh children’s like some some sort of a cause whatever that cause is and it doesn’t have to be like the most altruistic cause you can think of but it just what is your cause what do you want to do as and that time that you have to give to the community then then do it but you have to be passionate about it because you’ll be sniffed out right away man you know we’ve had i’ve been on boards where people have come and gone and you’re looking and they’re like yeah okay this person just needs to pad their cv and if you want to do that fine i’ll write you a letter saying that you’ve been on our board like

[21:54] please but don’t don’t disturb us like we have work we actually have work to do yeah do you all have habitat for humanity we do we do it’s a great it’s a great organization yeah i think that’s a really cool one for for agents to to help out with because you really don’t need any experience uh you can go there and have never swung a hammer before and they’ll they’ll find something for you to do and i think it’s a a cool rewarding oftentimes you’re you’re working alongside uh you know uh somebody that the person that’s going to be owning the house they’re they’re they’re they’re volunteering as well and it’s uh you know obviously it’s housing related so if you do want to kind of uh you know improve your appearance or whatever you can also then share some stuff on social media about how you’re giving back to the community with housing related stuff um yeah but it’s a great organization but you have to but you have to but you know to your point like you have to like what you’re doing right because yeah that cold morning where you’re you’re asked to go on a job site and you don’t feel like going and it’s raining and it’s cold and like you know the windows are not up yet on the site and

[22:54] you’re wearing construction boots and you’ve never worn construction boots in your life and if you’re not passionate about what you’re about to be doing um you know you’re in the wrong place definitely definitely and it’s cool you can you know if you do get into that to see the project go from you know where it started to to you know somebody actually moving into it and so like if you are going to explore that it’s probably good to try to see through a little bit from start to finish that’s probably where you get the most reward uh for your efforts to really see somebody and hear the stories about people that you know their lives have completely changed because they are now able to own a home absolutely or going to a food a food bank like a food kitchen soup kitchen where you’re serving people and no one is asked any questions so these these uh in my particular case it was it was all men lined up uh for you know for for an hour to come into the soup kitchen and only to realize that some of the men were like you know well dressed and you kind of look look around and you’re like well you know you know you’re kind of you have your judgment hat on you’re like how come this guy’s

[23:56] better dressed than i am or like why is he in the line and then you know you get the guys from the organization telling you because he’s part of the working he’s part of the working poor this guy’s just trying to get out of this situation but he needs he needs a break and he needs to he needs this soup kitchen tonight because he doesn’t have any money for food yeah and and no and just seeing that right like i said we we are so blessed in what we’re doing for a living yeah no it’s very true it’s very true um i’m curious if you when you’re dealing with newer agents and stuff if how do you give any specific advice to them about weathering some of the storms like i think you know there’s a lot of stress and and uh big pro or some of the problems that we see um them go through seem like small problems now right uh but like you know you know what it’s like you know like every time there’s a new thing that comes up it’s like you know do you do you have any like good advice for people that are going through something like that where they you know have a big problem and it seems like yeah just the

[24:55] world’s falling apart their first deal falls through or something like that i think that uh i think that younger brokers should absolutely have mentors and uh and you know in this whole thing of working remotely it concerns me because um it’s very difficult to reach out to someone in a remote situation i think that when you’re in an office and there’s people that you can just go and pick their brain and say hey man i just got off the phone i lost this deal can you help me can you can you can you guide me through it and it’s not necessarily natural for people to you know pick up the phone after a bad call and and and reach out to their mentor if they’re not in the office so i think that it’s important that offices have a mix of people that can interact and the water cooler talk i guess is what we’ll call it yeah it’s just being there to guide to guide these younger brokers because we’ve all been through it i still go through it i i had last week i had something implode on me and you got to you know kind of dust yourself off and like okay like next like let’s go so teaching then you sometimes you you do have to teach that that grit you know we call it the grit that that you have to

[26:00] um tell people to keep going because um in a world of like everything is instant gratification and everything is like it looks so so uh so pizzazzy right you know like everything is like you know yeah exactly you know like so everything looks like it’s it’s all easy and simple but you know you speak to those people and they’ll tell you like it’s not it’s not simple and it’s not easy and um so i think just being there for brokers and giving them the advice of like look you’re gonna call 10 people you’re gonna have one person that maybe wants to speak to you so then you call 100 people and that’s 10 people of those 10 people that speak to you maybe one is going to turn into a transaction but so you got to keep going you got to keep going and and just being present you know i laugh sometimes because it’s like yeah we give marks for participation we give marks for just showing up right and really like i don’t want to say it’s 50 but a lot of it is just showing up and being in the office with your colleagues and sharing stories and war stories and um and battles and showing battle wounds like here

[27:03] look at look at my look at my wound today like and i think it’s important that we talk about it and look it goes into the mental health thing too because if you’re alone at home and you’re dealing with with like a rejection of a transaction or something just fell apart it’s a lonely world absolutely and and even you know even if you’re married whatever have a significant other and they’re not in the business they don’t usually really understand uh how it what what’s actually happening let’s see what you’re going through uh so it is really good to have that that camaraderie um and i think it’s i think it’s super valuable to also when when a new person is selecting a brokerage to to kind of look for a culture as well uh that should be a big part of what they’re looking for um because yeah it could be it could be lonely it could be that your broker is uh virtual and and you know really there’s uh they’re they’re based out of the city two hours away and you’re you know you don’t really have an office to go to and that’s a really hard place to start uh your business well then find you know then i’d say my advice to those people matthias is find yourself uh some mentors

[28:06] in the business world not necessarily brokers because sometimes it’s just you’re you’re if you’re in a small community you may be just the only broker or so on uh but just surround yourself with with entrepreneurs because really that’s what we are and and those entrepreneurs i mean they’ll tell you look how many stories do we hear they started in their garage or you know um all of those stories i think it’s just reading those stories knowing those people i’ve had some great mentors in my career and i’m so grateful for them um some of them unfortunately have passed away but um you know we now i’m becoming back the mentor right and and and i’m happy to do it but i still have mentors today yeah it’s so important i think surrounding yourself intentionally with people uh so people that are ahead of you a place you want to be a mentor um colleagues and then you know people that you can help i think it’s good to have a good mix and and to also just weed out the people that are just negative and draw you down bring you down i think it’s good to have the nagging ellis yeah yeah definitely uh i’m

[29:08] curious if you have a golden nugget for our listeners i’ve got i’ve got three i don’t know you want one no let’s go three is great uh solve problems be of service so not just to get the deal and and look for opportunities in less obvious places i’d say those are those are the those are the nuggets uh that um i’ve always tried to live by in in my 26 years in this business we’re problem solvers right people come to us with might not be such a big problem for for most but it’s a problem for the person that’s coming to you and so it’s a matter of solving it and solving it um in a way that you’re of service to people because if you’re if you’re not of service then you know uh you’re uh you’re just like everybody else right i think you you gotta you gotta be of service and it’s gotta be and i know it’s cliche right and it’s i’m always careful but um there’s one book that i really enjoyed um reading and uh i’m an avid reader and and so i’ve got plenty of books that i like but this one book is the gold the new gold standard and it’s the and it’s uh basically the story of the ritz carlton and the

[30:17] and the service level that they give to their guests and and notice i called them guests and not clients because that’s how they feel when somebody comes into a ritz carlton hotel they’re a guest they’re not a client and i think that uh living with that idea that you know these people that are coming to you these companies that are coming to you looking for you to solve their problem you have to be of service to them and the rest follows the rest follows i love it you don’t want to just have commission breath right you know what you’ve spotted a mile away let me think about the times when you’re in a situation where you’re a purchaser of a service or a product and you feel that yeah this person is just selling me i don’t trust this person i don’t i don’t feel comfortable i don’t think they’re telling me the truth uh the list goes on right and i think it’s just most times you know we always say we’ve got two ears and one mouth in this position we have to use our ears we have to understand what the client wants what uh what um what they’re looking for and what their problem is so that we can solve it hard to give a prescription if you don’t even know what the problem is right

[31:23] now well said uh so is that the the book then that you would recommend to read or do you have another one yeah i have plenty so i would say yes i would say i would say if you’re looking for some nuggets on um you know customer service and how it’s done well and people that do it well i would say that it’s the new gold standard it’s by joseph michelli and it’s about the ritz carlton hotel experience one one and i don’t own shares just as a as a full transfer i don’t own shares in in the ritz carlton i uh but i do enjoy uh you know if ever uh i’m in a situation where i can uh i can splurge for for their experience it’s uh you can see the difference but a hotel is a hotel right still it’s still a bed right you can go to the best western or you can go to the ritz carlton so ritz carlton had to figure out how do we keep people loyal and how do we keep people coming back right and and wanting to spend x amount of dollars with us versus going to the best western you’ll still get a good night’s sleep at the best western i’m pretty sure yeah no totally it you’re right and it’s it’s kind of like um one of the archetypes for businesses is

[32:35] is like kind of is it the magician is i think it’s like the disney world kind of it’s all about the experience it’s all about um and i think that’s definitely something that people can can find ways of doing in this business um where you can make big big deals make celebrations throw a party for your clients after they close and buy all their friends um i mean it’s there’s all sorts of ways you can really uh enhance that this experience and make it really feel like um yeah this magical process and so that’s yeah i love it i haven’t read that one i’ll have to check it out yeah and and you know what to the point of disney too that i’ve read i’ve read many books on on the disney experience too it’s same same spirit right but there’s uh there’s so many good books out there and there’s so many good examples in in north american business that of people that are just doing it right and that put the clients they really do put the clients first and they’re not just saying it um you know i i think of my my own disney experience when i when i went there with my family i mean it’s it truly is you

[33:35] you just your wallet just opens for some reason you know this this this wallet that’s usually closed and you know you have to convince me to open it at disney world it just magically it’s it’s all and you feel good about it it’s like here take my money please please take that but it’s experiences to your point it’s just it’s offering experiences and i think we’re in the service business and if we can’t offer a good experience to our clients then we’re going to see it in our bottom line but if when we offer a great experience and you know what i mean by that i just want to say this you know it’s just doing going the extra mile clients flying into the city go pick them up at the airport don’t make them get into a cab or don’t get it or don’t even you know i mean maybe if you can send them a limo service fine but if you can if you can be there no but so but get you know whisk them into the city and make sure that they’re taken care of and you show them all the right places and you you take them out to you know give people experiences that’s what they remember they don’t remember it’s not the price at the end of the day yeah no i love it that’s great um if if anybody’s interested

[34:38] in following you on social media or do you have any websites that you want to give out sure sure so i’m very active on social media especially on instagram and linkedin on uh on instagram i’m at uh at luch diorio so that’s l-u-c-h-d-i-o-r-i-o that’s just like a play on my first name which is the channel but it’s luch diorio and i also i interview uh local entrepreneurs because i want to highlight them i also highlight different places in in my city in montreal that i love and then i’m very active on linkedin as well and i share some of those stories of this local entrepreneurs that are doing amazing things we know their brands like in in montreal a lot of people know the brands they just don’t know the people behind it and i’m trying to highlight those people i love it luch thanks so much for joining us today it’s been a really fun conversation thank you thanks for listening to the rei agent if you enjoyed this episode hit subscribe to catch new shows every week visit rei agent.com for more content until next time keep building the life you want all content in the show is not investment advice or

[35:45] mental health therapy it is intended for entertainment purposes only