 There's the word the word of the day, bro. Well, didn't you get like the great white This thing man, this thing is here. Actually, it's like the heaviest heaviest award I've ever picked up in my life, but it's Oh, kidding Humongous though, it's called a killer whale award, but there it is the killer whale award. Yeah What's up everybody? Welcome back to another episode of road to 10 000. I got my guy one with us, of course and today we've got I don't know. I don't know. This is like a this has to be like a walking legend kind of deal here We've got mr. David Cohen with this from keller williams. What's up, buddy? I'm good. How about yourself? Are you doing good? Yeah, yeah for sure for sure so why why don't you uh entertain the audience here with with uh, what david has accomplished So david correct me if i'm wrong, but you successfully closed 260 million dollars last year worth of real estate. Is that accurate? I did. Yes. Yes about two 260 million bucks. Yeah Yeah, David, you you are aware that's more real estate that you sold in one year than people saw in a lifetime, right? It's the most real estate i've sold in in one year so far. So Keyword so far, right? What'd you do the year before that? The year before that was 110 Okay, so was it like one huge deal that really you know, my business is very niche, right? I kind of took everything I've learned from other multi-family brokers that I've worked with in the past and when I went on my own Kind of took this work smarter not harder Kind of motto realize that that I don't have to go do 20 30 30 deals a year You know, I could go do three four five and make the same if not much more than than I would be Busting my ass and breaking my back to go to go do that So again, was it like one massive deal there? They got you over the hump from 110 to one I mean 110 is crazy as it is. So it was two. Yeah, it was it was two deals last year What changed the game for me last year is I went ahead and sold 100 and it was one building for 130 million And then it was it was another one for about a hundred million. So that kind of like really Broke broke the barriers and really opened my door to playing around with a lot more things. Yeah, that's on Brandon street Yeah, that deal was was my first experience of a Private owner in an institutional buyer, you know, normally normally you're dealing with Two two groups who do this thing every day. This one was not that kind of taught me a lot of You know, and not only was it was it, you know, a private buyer was it was For example, yeah, and we're all in this business, right when you're dealing with with foreign buyers who own Not only just out of out of state, but you know, they're out of the country They live out of the country, you know, they feel that they may they may You know, know what they're doing a lot more than than others, right? So that kind of played a lot of part in it But yeah, that that deal definitely Made me bulletproof. I would say so David What's it? What's the difference between brokering a deal with let's say 30 or 40 units versus 250 plus? Is there a difference or You know, there's definitely a difference I would say it just depends on who you're dealing with more than anything, right? The two the two sides that you're dealing with and and number one How much they trust you versus You know something like hey go list my building and then you know the offers will come in and you'll sell it A lot of these deals don't come together. Uh, you know, it takes prying open, you know, and I mean it's not just You know, you cold calling and catching a a listing or a buyer that's open to selling, right? And they have a price ready in mind They have everything ready to go and they're like, okay, here it is go go get me a buyer You know what I mean? It's it's more of no I don't think so and then checking checking in later and then you know them Slowly slowly finding out information on why maybe They can't sell and just hurtling those gaps like that that seller for example told me on our first call It was a cold call everything I do That's why I was doing some research on ricky too. I know you're big on cold calling everything I do is Is cold calling it's been like that. It'll probably never change But you know, just working this seller I just refied it refied it So I have 70 million in debt that I just put on and this was maybe about two months prior to to us speaking So I had to go find someone to do that and cover my fee and pay cash for the beautiful building and and uh, you know Here we are today Nice man. Yeah, it's just incredible man to hear this. So I guess how long does the deal like this take? Okay, so from start to finish you call calling Give me give me just the the cliff notes version here. I want to hear the the timeline of events the story of this Yeah, definitely. So let's say I probably spoke to him for the first time in october Right. I left a message for his wife. Actually she came up as the owner of the building left this past october No, this is uh last october october of two thousand and uh 19 You know leave a message for for for this woman. No idea. Probably chance. I'm not going to get a call back Probably get a call back from him six days later. It was kind of one of those So so we're already, you know towards the end of october mid october The call was one of those phone calls of hey, I understand everybody's got a job But you know, I'm calling you because I respect what you're doing But but no, thank you the reason of the no, thank you was simply because of all that, you know, he just refied it He's been on the fence of thinking about it. So, you know, I felt the call going down south really fast So I kind of you know Stuck my foot out there and just let him know. Hey, let's just hypothetically speaking I find someone to give you a price you're okay with and to cover the debt And to cover my fee, you know, would you be open to it? You know that turned into I don't know. Why don't you see what you can get me from your client Why don't you come back with a number and we'll see, you know, what we'll talk so probably took me until november ish Maybe 10th 11th to go ahead and you know, get him a solid offer an loi from a client of mine No financials. No, nothing, you know, a lot of a lot of everything that I do it starts like this, right? Just in the blind And and it's it's not just a number thrown out there, obviously, right? These these buyers are credible and own probably own in the area and do some research. So About a month it took me to to get him something From my client that kind of kind of, you know, got his engines going a little bit and he was able to, you know He gave me basically all the financials and said, hey, why don't you why don't you see now? Best foot forward with what you can do went ahead and did that He was still not okay with with the price, you know kind didn't didn't red line my loi or anything You know didn't send anything back whatsoever. Just simply told me that he he wasn't okay with it So I had to choose like do I just let it go or do I try again? You know, we went ahead we me and my buyer looked at it together about two months in december, maybe Maybe first He goes ahead and sends me a red line I send him a revised offer loi for my client and then he sends it back red line And then this thing moves back and forth. I want to say we opened astral on like december 9 Or december 10 that whole process was supposed to end in february, right? You're thinking 60 to 90 days Typical for this right this one probably was took a little longer due to Due to the debt that had to be assumed but it got dragged on due to So many just I wouldn't call them issues but different things that would come up that you would have to You know that basically changed the game for my buyer and and there were there were probably about two three times Where they had to have a board meeting and decide, you know, do we move forward or do we not with this? Luckily for me They they you know every time they chose to do so so I ended up closing escrow on april 25th So that's kind of that's a we're talking from You said it was october about it. Yeah an initial phone call october To april 25th is when everything was was said and done That was the 130 That was the 130. Yeah So literally so so you you you you you talk to the person for the first time And then you close 130 million dollar deal six months later Yeah, absolutely Unbelievable. That's freaking awesome. Never never seen the building with my own eyes Still this day still to this day never been there. Um never met the seller Right, uh, but but you know what what helps me? Luckily I have those uh I have you know those clients that that are willing to go to war with you. You know what I mean So you need those people sometimes sometimes, you know, you guys are you guys got an off I'm sure you guys got an off market opportunity and you think it's good for a guy You know, but but seller doesn't want to give you anything You you need those guys that are willing to be like, you know what? Let's put an offer in front of this guy. Let's do whatever it takes to see And there may be nothing there, you know, but to see If there's something there you got to try to uncover right move the rock and see if there's some stuff under there Other otherwise You're just going to stop at no all the time So it's a nine-figure deal. You close it in six months Uh You never even visit the properties. You're doing this all virtually What do you do the day of the closing day? What's that like to close a nine figure sales deal? I want to know what you what did you do that night? You know that night that night I didn't do anything because uh had it been maybe like like two years prior I probably would have party, you know, no children. No nothing But I went home and I hung out with my daughter man, and I just you know You got the those moments where you're just looking at them and you're like man If you can only comprehend what your daddy just did, you know, but but I just hung out with the fam, you know, it's that was uh, you know That was the biggest deal of my career so far Um, but you know prior to that I have closed some some some pretty massive deals, you know, so and and it kind of uh I wasn't gonna say look. I'm not gonna sit here in bullshit and and say, oh, you know Close 130 million dollar deal. I didn't feel a damn thing, you know inside fireworks are going off and and and you know You just try to keep that composure of not not taking that and going to get comfortable because that's when everything goes downhill, right? Yeah, the fireworks don't last, you know exactly tomorrow the sun comes up and it's like here's another day That deal is over Okay, that deal is over. What am I gonna do now? You know, that's like when I had a a million dollars for the first year That's all I ever wanted was to make a million dollars a year And as soon as I did it, I swear to you it I didn't feel anything I I did not it took so much to get to that point that by the time it got there There was no There were there. I mean there wasn't even any fireworks to be honest with you because I mean like Once the year here's the thing once the year went by where you're doing 80 grand a month basically to make a million dollars Hell you'd been making that basically for several months All the fireworks are gone by the time it's over with and now it's the first of the year And you think now now you're like, oh, I gotta do all this over again Not to mention, right? Yeah, not to mention your cost of living has probably gone up with here with your 80k a month And you know, you know, okay, you talk about two years before That would have been you that was me back in 2002 3 and 4 when I made a million dollars back then as a 22 year old. Yeah I bought houses Cadillacs humbers Everything under the sun Yeah, my cost of living went way up, but I learned my lessons back then so this time around 2017 was the first year I had a mill again and I uh No, I was completely I was very conservative the second time around so, you know, that's what it takes though, right? That yeah, sometimes sometimes that's just what it takes. I mean, I you know, my first first big check You know doing doing one deal was it was a 200,000 dollar check for one building Fucking went to go blow it all. I was like maybe 22 years old 21 years old But but it you know, and then it just it it takes you know There's beauty in the struggle, you know, that's why I try to tell people and sometimes You know, look you you don't Great things are not done when when someone does something once right They're really done and and and it really means something when you do it once lose it on go do it again That's that's really when uh, when there's something to be said about about who you are and and what you what you can do, right? What you're capable of Yeah, anybody can have a Have a get a look have a lucky day Anybody can have a lucky day exactly and shoot shoot or shoot, right? So you just got to Just got to you know, I refer to myself as as a I refer to myself as like a like a high energy turdus You know, like I'm the turdus. I'm gonna win the race. I'm not as slow as the turdus You know saying I'm right. I'm probably right in the middle right there But I'm going to win the race when it comes down to me being You know 45 55 65 years old. I am going to win the race the race is mine to lose basically Well, that's cool, man. How long you've been selling? How long have you been an agent? I've been an agent for probably about six or seven years Did you start out in residential or did you go straight to commercial? So I did start out in residential, but when I started out in residential, I was not my own agent. I was uh You know, my my uncle's a big agent in california. I was this is this is probably, you know, rio time So I know 2008 2007, you know, I'm just I was like the rio manager. I'm driving in properties taking pictures ricking things like that um Went ahead and got my license and tried but I realized it wasn't it wasn't for me, you know what I mean I it wasn't for me simply because it I don't know. I was I wasn't loving what I was doing, you know, and I mean not not because um You know, it it rubbed me the wrong way or anything. It just I don't know I couldn't find passion in doing it, you know and going to uh, you know Drive into open houses or sitting open houses and driving it to show properties And you know, you know how it is in the in the beginning, right? You're you got one buyer and you're showing them millions of homes Uh, you know, and they could not ride or they just end up going with another agent and then you just kind of get bummed out um But it just it just wasn't for me not until maybe 2000 2013 2014, uh, did I jump ship and and go Start to sell multifamily apartments I've gone Definitely, you know gone gone through uh gone through probably uh, you know a tough breakup at the time Which i'm sure you know, there's a lot of people and uh now i was like man I got to go find something I like to do because otherwise i'm just gonna fucking sit here and do nothing Um, so you were kind of like floundering on residential Um, absolutely. And basically your uncle had you pretty much running around Doing all the bottom of the barrel stuff So you didn't really like get to like the good side of residential even right you just absolutely not and A lot of it had to do with who I was at the time, right? I wasn't worried about um Going to make money I was worried about going to hang out with my friends and party and and you know waiting looking at the clock and waiting for 5 p.m. To come 6 p.m. To come around so I can bounce and and so most of the people I know that do commercial um You know, it seems like You know everything's riding on a couple deals And You know everything seems a little bit high stress Right, it seems like a lot of those guys. I know that do apartment complexes and stuff I mean you you totally seem the opposite of this, but the most of the guys. I know they're kind of You know, it seems like they lose a few years of their life You know, I would imagine I see them every day Dillon dealing with the the the commercial side, you know riding on a couple deals um You know How long the deals take to develop? I mean, I'm sure they if they heard you did one for 130 and six months They'd probably flip But um, I mean, how do you I mean for the people out there who Because I because I have a lot of agents like I talked to agents who Like tell me they're getting into commercial or they want to get into commercial like Like would it what is the first step and how do you deal with because it takes so much longer? Let's take the 130 million dollar one out of there. I mean being real here Commercial deals take a lot longer than a residential deal Once you go under contract specially and that's where everything kind of gets a little stressful because now everything's riding on this deal under contract There's a lot of due diligence and there's a lot of things that can go wrong A lot of different hands a lot of different people involved in the deal You could probably be dealing with a lot of egos and everything so Like what what would you say to somebody who wants to transition from residential to commercial? What's the first steps and how do you deal with the fact of The the longevity of these deals and how long it actually takes to transpire You know a lot of times when when someone comes to me and they're like, hey, I want to do commercial real estate Right, especially cell farming buildings or whatnot. My first answer to them is is Go find someone who does it well Right and is willing is willing to take you under their wing and when when I say that right? I don't mean You know a guy who's killing it and and has like a hundred people calling for him and and you know You're just supposed to bring them deals and he'll close. I mean give you 10 15 percent of whatever I mean, you know go find someone who's really doing it who maybe doesn't even have a team And is willing to just give you a shot. You know that that's how I started And because because I was there and and I feel that kind of propelled me You know, it's like someone if someone comes to work with you, right? Fresh off Fresh just walks in. I mean, I mean, they're gonna excel 10 times faster than that You know these kids signing up to brokerage and trying to and trying to Work things by themselves So, I mean, that's my first answer is always go find someone who does it well And is willing to take you under their wing and and allow you to you know build relationships with them or use their relationships to close deals Um and and and then in regards to you know to doing those those longer deals. I mean you have to With the deals taking longer you in the beginning you have to pick and choose what you're gonna work on What's worth your time and what's not right? There's there's deals that I do In two three weeks, but they're not Even 10 million dollar deals or one million dollar deal two million dollar deals, you know So I think it's about just having the balance of knowing when to go Uh You know when to go hunt for whales and and when when to when to do Everyday business is is what really changes the game because you you could go hunt for whales every day and and and Miss all the time and then you have nothing all year long. There you go, man. There you go There there's the word the word of the day, bro. Well, didn't you get like the the the great white Uh award, huh? This thing man. This thing is here. Actually. It's like the heaviest heaviest Award I've ever picked up in my life, but it's No kidding thing man Humongous though. It's called a killer whale award, but there's the killer whale award. Yeah. Thank god. I didn't uh I didn't come back on the plane and I drove because it was right here in cars bad It otherwise I would have to leave that thing but um, yeah, I so I've got that uh that award twice I got it once in 2017 for doing a um It was a 59 million dollar deal in the valley Uh in the san Fernando valley Uh, which in burbank, uh specifically speaking So like we're all at disney studios and stuff like that is it was 145 unit apartment building um, and then again in 2019 for for uh that that one up north in san jose Yeah, it's cool. I mean look for me for me It's it's it's a sport right because no one like no one at keller williams is doing is is doing Or pride themselves on do or even even tries to do those those kind of deals right when I go speak at these commercial events for keller williams or go talk um Sometimes I have to spend like, you know three four nights Coming up with things to talk about because we just don't speak the same language You know what I mean me me and the rest of the agents there and and um, you know It's it's a beauty though because it definitely inspires a ton of people especially younger people, you know, I'm I'm You know, I'm I just turned 30 uh, maybe In january, I just turned 30. So I you know a lot of the attraction that comes to me are the younger god I mean these days. I'm even in this in this business. You know what I mean? Everybody else is 18 19 Fresh just got their license and and I feel like I just I'm just out of that ship That everybody's catching right now with the social media and the you know in youtube and stuff like that I mean, you know, I grew up listening to music, right? If you if you could tell me that I could go, you know Just youtube anything I want to know and and probably, you know, just study that and become successful at whatever avenue I want to go through these days I would have lived off off of off of things like listening to rick yeard or stuff like that, right and just learning um so I I just missed missed that way but um You know, it's it's it's beautiful. I definitely love to help people I love to you know to talk to some people and tell them hey You know, this is how you do larger off market deals. Um, you know, because I don't coach whatsoever there are maybe three or four people that I Let's call it lightly mentor. Uh, and and when I see them go do a deal, you know and bring home a check and they text me Hey, it's the best feeling in the world. I know that brings me a lot more You know, I like to call it karma cash than than cash ever will so it's uh Works out So so David, you're obviously inspiring a lot of agents who are looking to get into this What's your day to day routine like because I could assume They're thinking this is you going out there touring some properties and boom You're closing a sale, but you mentioned there's a lot of phone calling involved What's the actual routine like of a commercial agent like yourself? So so it's primarily Prospecting, you know, whether that's mostly cold calling Whether it's cold emailing, which is an avenue that I built for myself, which is how I've done these larger deals um You know a lot of these a lot of these larger assets That I brokered and pretty like early in my career. I didn't have a license You know what I mean? I would find the deals I would I would give them to my senior and he would close these deals so but You know, which built my my prospecting because I would sit there from nine to six and just cold call Eventually, you know, I got to a point where I realized You know, not everybody answers their phone Especially when you're you know, you're dealing with receptionists. You're going through gatekeepers and that stuff, but you know name a ceo or Business owner that doesn't check their emails, you know, probably not not one and if and if there is when he's probably not You know getting the most business done. It's a lot of it. A lot of it is is prospecting Um, I'm only touring buildings when I got deals to do, you know, otherwise I'm wasting time I need to go find some more deals to do, you know what I mean once we're into diligence Um, and and then I got to go to the building to go to inspections, you know, then I'll go see it, you know, if if Unless obviously, you know, you're you're in a situation where you're where you've got an offer in or something And then you got to go strengthen it and your buyer wants to go tour, you know, that that does happen, obviously But from nine to Maybe 12 12 30 I'm prospecting for deals. I'm working on the deals that I have From, you know, you grab some quick lunch, which I eat in my office all the time Normally I'll bring from home unless I have to go to a meeting And then the rest of the day Next hour is probably Two hours is is, you know calls emails whatever working on the on the day and on the things I have to work on And then it's back to back to working on more deals, you know, I mean finding deals Whether it whether it's the stuff that I own myself You know finding deals for myself or finding deals for my clients You know, it's it's to go ahead and and and find more deals Yeah, it's you know, I'm I'm in I'm in my glass box. I like to call it my office and I'm just, you know Trying to make the next one happen So you're spending more than 50 of all your time just prospecting pretty much Absolutely Absolutely. Yeah. I mean that's okay. You know, I think I think cold calling is is You know, it's it's gonna be forever. It is forever and then and the quicker someone becomes Great at it Longer their business is going to last Where do you find numbers for commercial owners? So I use I use something called co-star. Not sure if you guys are familiar with it. Yeah. Yeah. Yeah, so so I use co-star You know A lot of the numbers that I do obviously they go into my database from there over over the years And now it's from the database, but when I need something I use co-star Co-star allows me to go ahead and and look up whatever I want to specifically pinned down, you know, today. I'm gonna call, you know, 100 to 100 units plus in in Seattle, Washington from this, you know, built in from 1970 until 2010, you know Market ran and it'll just pull up all that And then, you know, one by one you're chopping away You know, a lot of myself these days are also Um, specifically driven. So, you know Client of mine like let's say you guys give me a call. Hey, David We have we've had our eyes on on on, you know, these 10 properties go see if the owner would sell, you know, so then I'm It's specific hunting for for certain groups. I do a lot of that as well, but it all comes from co-star What do you do to stay in touch with your database? You know, you you got to check it regularly. I have one assistant Right, so to stay in touch with my database. I have a certain like a crm that I use if I'm not mistaken It's called rethink and I want to say it's a new it's like part of sales force like a new a new thing that sales force has got going on but You know, just try to stay disciplined try to hit them Uh, you know, depending on what they tell me or whatever conversations, you know, are going on Try to touch them at least once a month No, maybe twice a month Touch them how touch them how Oh call me try let's say let's say it's a no for example It depends look, you know when someone tells you no, you know f off and you know when someone when someone's no is You you might be able to overturn that so consistently calling, you know Whether it's whether it's letting them know that I could probably do a little bit better than the number I shot them, you know, two months ago from my client. Uh, just due to where my client is maybe they're in exchange Maybe they have things, uh, you know, just money that they need to place because they're behind on stuff from the fiscal year uh Which is a situation a lot of times with these bigger groups. Um, a lot of times they're under the gun with exchanges But whatever whatever it takes. Hi, how are you? How you doing? I know it's a guy's birthday See a lot speaking of that though a lot of The the thing that makes me different, uh, or differentiates myself from most Multifamily brokers is I'm extremely big on research Like before I call the guy or before I call an owner or or a group or whatever probably know everything about them, you know from from What they own exactly what they own where they own who they are Um, you know, a lot of times selling these bigger assets, you know You do research on these especially when they're private families or private owners that own these buildings You find out some really odd, uh, odd and let's say cool information, you know Of just people whether certain of them's founded like, you know old sports teams or or they were, you know pioneers of of of certain let's call it um Certain type of drugs and certain type of certain types of uh, you know states and cities and and it's just It's it's really cool. You know, it really it really it but it really Adds to the to the value of like, you know, I'm not supposed to be talking to this guy Like I you know when I when I was younger even even 10 years ago eight five years ago. I'm like, you know Here I am talking to talking to you know, a chinese billionaire selling his his 130 million dollar building like this You know, it wasn't supposed to be me. Um, so so it really, you know, it but it it all adds to the To the uh, to the excitement and to and to the adventure and to the story, right when when you're done doing these kind of things So you're just kind of filtering through your database, right? You're just calling people you're just recalling people You're filtering through your notes of uh, well how the last conversations went looking for little diamonds within your notes of the list that you have And you're just basically recalling people over and over again And you're also prospecting for new new people to add to this database where you're just consistently Running through it calling people and so this is on in some kind of crm rethink or whatever it is Is this the only way you're you're you're do you do any kind of direct mail any kind of email marketing any kind of social media anything except for phone calls you know so so Aside from the phone calls email marketing in a sense, right? But my email marketing is is me asking an owner via email if they'd sell their building or if there's a price in mind I would get them to sell I I do not when I close the deal absolutely, you know, you close the deal you you know, I'll I'll postcard everything around it all Because look my my day-to-day deals are not You know 100 million 50 million right there They're day-to-day deals in in my business anywhere from from five to 15 million dollars The only deals I start lately as of late the only deals that I put on my website are the larger ones because those are the clients that I kind of work with every day But I I don't do any any mass marketing. I don't do Any crazy social media marketing Because a lot of a lot of the guys that are going to come by the buildings that I Have a passion for selling are not going to come from that unfortunately People reach out to me they reach out all the time and they say hey hey get your engaged I'm like, you know, it's a different kind of business, right? Exactly like like your like your business Like your business is investor oriented whereas you got you pick up 20 strong investors Um that are just going to buy from you over and over and over again Right pretty much unlimited funds kind of thing. They're just going to buy anything. That's a good deal It's not like residential whereas you got to do mass marketing to Kind of keep the personal branding going to where When they think about, you know, because they're gonna they're gonna they're gonna sell an upgrade in every like five six seven years Or whatever. So, you know, you got to do that to keep that ball rolling But in your business really you're only dealing with like 10 20 30 clients that are constantly buying and selling Right Absolutely So you don't have to do the mass marketing thing because I need I need thousands of clients to keep my residential business going You only need 50 Right. And yeah, and I mean I'm sure your level your opponent's ringing, right? But every like the new people who are getting in, you know fresh That's what they need to do to get to that level right of your phone ringing. For example, me you're exactly right I've kind of built this niche to where it's Maybe maybe, you know, five Large buyers, uh, you know, and then you get into the point where this is this is fund money This is not even You know, this is like retirement fund money and you know, and so it'll it'll it'll never end And a lot of these things you do when you do it with these bigger guys, which is another another reason Why I kind of went that avenue with these bigger institutional groups? They come back to you on the back end Absolutely when it's because they have to list they're they're going to have to they don't have a choice, right? It's not like another broker is going to call them and be like, uh, hey I got a guy that's going to offer you this much and they're just going to be like, okay You know, well, David brought us a deal off market. Let's we're just going to sell it with you And if they do Get offered some ridiculous number in some scenario like that My phone's gonna ring and they're gonna be like, hey, we're gonna do, you know This guy called us with this crazy offer, but you're gonna represent us on this deal And there's a lot of a lot of trust, uh, you know A lot of the shutdown you'll get when you're when you're reaching out to these guys initially for them to sell Is hey, no, we you know, we we we go back to Broker who who brought us this deal. It's only it's only right, you know, and it's the way it should be So it's kind of like like one hand washes the other you bring them a deal They're gonna take care of you later on Especially when it's off market. Yeah, absolutely because you could have took that thing to anywhere else anyone else You know, I try to tell people I try to tell people that ask me all the time like, hey, how do I build the courage to go call, uh, You know a group if I if I have an off market opportunity or I have an opportunity for them And and you just got to go do it because you You know, if you're the guy With the deal Anybody's gonna talk to you especially if you're direct to the seller, you know And there's no loopholes and it's like, you know me calling you with a deal because I'm direct to the owner No one else knows about it. Why wouldn't they're talking it's their job to make friends with brokers I mean, that's that literally the acquisitions guy's job is to is to be you know, my best friend and and and You know, he's he's going to sleep at night praying every day that I call him first before I call someone else when I when I find something So interesting man, so interesting Well, man kudos to you Okay You know, I uh Like I said, I'm I'm uh, you know, I'm big on uh, I'm doing research So obviously before I even, you know, jump on something like this and I don't do many podcasts if any If any, I've probably done one or two because I don't naturally uh talk about myself You know, I mean, I just yeah, it's just not something I'm not gonna say it's not something that you know, you can do it without being You know We're very similar man. We're very similar when I was the number one rematch agent in Alabama Nobody knew about it. I didn't even have a social media at all The only reason I started social media in 2016 right I hit number one and 14 You know, and I'm going through all this stuff and losing everything coming back and crushing it and You know all this and never said anything about it the only reason I ever Said anything about it was just to try to help people understand that I know what I'm talking about Right, and I want to help you right? I wanted to leverage my experience and what I the success I had Just to try to turn around and help people and without actually saying what I did Nobody's gonna really even think that I have the credibility to even help them do what they want to do If it wasn't for that people still wouldn't know what I was doing over here But I'm glad I did because now I have this global brand Right. I've got it's just amazing. I mean, I've got I've got agents all over man. India, South Africa Australia, you know, Mexico, Brazil, Canada, Portugal, you know all over all over Reaching out to me telling me thank you so much for the free advice That they've taken and used to blow their business up to double in and trip one of their income and stuff, man It's a humbling It's I never even think I ever thought it would go this far to be honest with you. So It's been a it's been a cool ride That's the best thing about it, right? You you you don't you just lay down the bricks and and life unfolds in in itself Yeah, and next thing, you know, you're looking back and you're like I get them You're there and you know Random, you know random people reaching out to you that you probably never even spoke to like, hey, you know Yeah, I know you don't know me but you inspire me. It's like, you know, run home and show my wife. Did you see what this is? No, but it's it's an amazing feeling. It's it's definitely a humbling humbling feeling absolutely Yeah Well, it was it was an honor to chat with you today, man and kind of pick your brain a little bit and Kind of hear about all these all these things that you got going on man. It's just to me. It's just amazing, right on my end Where is anywhere you want people to follow you or connect with you or uh, you know Hit you up if they have referrals or anything of that nature Absolutely, I mean, uh, you know, they can they can find me on instagram. It's it's pretty easy. It's it's at the david cohen You know first name last name And I'm always willing to help I mean, you know, people reach out to me all the time for for whatever it may be You know, a lot a lot of it is how do I go? You know What what do you have to say to a younger agent who wants to go do bigger commercial deals or whatever and if they just shoot me a Dm and I answer everybody, um You know, no time to be uh, dude every every time you say something every time you say something I'm like, that's me like I answer every single I answer every single dm But yeah, I mean look man That's how it's it should look again like a lot of these people, right? It's like like we mentioned It's a lot of fluff. It's a lot of uh It's a lot of fluff, you know, it's it's a lot of you know, reach out to me So I can get you know, get you to give me five grand for my two month coach and or whatever or whatever Hey, man, it's You know, why not I was I was that that kid who didn't have Anyone to look up to or or I mean, let's not say anyone to look up to but in my specific field You know what I mean didn't have anyone to To go forward until someone went ahead and said, you know what? Come on. Let's do it. You know, and so I'm sure and and this is, you know, this is I'm in la right so to go and find someone to do that is probably not as hard as it is for for other people in other states Uh that are maybe more remote and and less you know, less less multifamily driven or or or, you know, big broker driven uh brokerage houses than than I may have access to you know, so so, you know and and They see they see, you know, younger guy just going ahead and do these things and I I understand what they're saying I'm sure it takes a lot of balls for them to to reach out in the first place, you know So I try to make make it as comfortable as possible absolutely Love it man. David. Thank you so much for taking the time. Uh, if anyone wants to reach out Reach out to on my instagram and listen, we look forward to seeing you back in the future man We want to see your successes five Ten years from now you're gonna keep Absolutely, and I'll definitely keep in touch. Ricky. This is uh, you know, I'm I'm I'm thankful to uh to carlos for putting us together. So I'll definitely keep in touch. Yeah, man. I'd love to