 Hello everybody and welcome back today. Obviously you've got me and a station best law properties and I have David Cantaro joining me as well with inspired digital. We are so happy to be here and be master mining with you all today. I'm excited for this one. This is going to be a different kind of style we've decided we're not doing that official interview style, which doesn't fit us. We are just going to be here master mining with you guys, like we do on the regular, but you guys are going to get a glimpse of that today. Oh, super excited to have you here David. Yes, awesome. Thank you. It's an honor to pleasure and I'm always fired up when I'm talking to you. I love the new when it comes to marketing business and all the above like we have some great conversations so I'm fired up. We really do and that really that's how you and I connected was over the marketing kind of standpoint of things and really leaning into some of the more digital grabbing people's attention virtually because as realtors we all know that we kind of lack in that area a little bit and that's what you are in is helping realtors to start to bring that virtual attention to themselves and what they bring to the table and so that's really you know where it all began and then it's just snowballed in this awesome friendship talking about all real estate things I think you know. Yes, right started started there started with us connecting on on Facebook right on our personal pages and, and that's where a lot of my connections come like when it comes to my personal page my whole thing was to network with real estate agents, and just to fill up that thousand list with with nothing but agents and so it all started there and before you know it we're connecting and giving each other advice and, and, and really now taking your whole brand both of our brands really we're both in the trenches we're both you know in in in in on the battlefield doing doing this together right so you're going that whole real estate route I'm trying to really bring value to that real estate route. And so, yeah when we connect the pieces, it's just it's just an exciting time to be in your field, but to, but to also bring that whole entire energy to social media. And as I started connecting with a lot of people, a lot of agents specifically on my personal Facebook page I just, I just noticed that a lot of them. You know, were local right you've been a business owner now today you can you can build virtually right social media it's it's a global thing but most rotors are still local right your dream client is down is down the street right that dream listing is next door. Right it's not always in another state. So when it comes to what I started seeing on on my personal page with just a lot of real estate agents marketing to a global market, which could be cool because again you never really know where your next clients coming from they could be coming from any state any country. But again I just truly believe coming from the industry being in mortgages I know that that dream client is locally. So, when I started seeing a lot of agents just marketing and just kind of throwing spaghetti against the wall to see what what sticks I just knew that I can bring value and really the value is is targeting like local targeting that's where the energy should be going right. And so it's Facebook advertising it's Instagram advertising it's getting the attention of your local audience that's my whole passion and that's my whole value proposition what I try to bring, you know that that agent. And so by having thousands of them on my personal page I just see it time and time again where everyone's just marketing to whoever and anyone. And as I reach out and as I reached out to you I'm like Anastasia there is a better a better way. Right there is a better way. And it's actually easier than you then you then you can imagine. And that's really advertising you know it's all about traffic it's all about advertising at the end of the day. And so, after speaking to thousands of agents a lot of them try to advertise especially on Facebook specifically. They don't get rejected for whatever reason or they don't they don't really know the full process of it there's a lot that goes into it and as you and I've been through many calls now. Custom audiences custom conversions landing pages putting your pixel on your page. These are all basic fundamentals of the Facebook ad platform but again most agents what I found. Don't do it they'll simply boost a post and wonder why leads didn't come in when none of that back in is ever set up. You and I we've just been through many calls were now now you're in position to really take over and really dominate that area, but in your case that's why that's why I love, you know what what you're doing because you're not just building that local business owner and that's why, you know, as I really start to expand my business you got me inspired to go out there and even get my license I was a loan officer for six years and in mortgages but now after speaking to you and after really master money. It's like shit I might as well go get my license as well because what you guys are doing with exp specifically, you have many many other opportunities and that's what we should talk about you know what what's really the difference, because I'm still learning that whole, you know, exp comp plan structure as well myself but I fully understand it. And so, after speaking 1000s of agents and knowing that they don't have all these benefits that that you have with this specific company. That's what we should talk about you know what what are really the differences between exp and why exp, you know, and because that that's really me being an entrepreneur I'm going to I'm going to just be upfront it's like it's all about the bag it's all about how can I financially secure my family my our future. And I just and I know for a fact that most agents don't have that backup plan. They don't have that security that financial security they don't have that retirement. Most of them don't have anything saved. And I know this from personal, you know, experience right being in mortgages I, I, that's how I know your side of the business very well because I spent six years as a lender. So, knowing that most and even us in mortgages it's like man I would get these big paychecks but damn I'd be at the mall. After work, you know I'd be blowing it on stupid stuff not even putting anything away, and then having to worry about taxes on the other hand it's like shit no wonder most are broke. You know so with you after speaking to you and really just inspire me I'm like damn maybe I should go get my license and really start bringing value that way as well because I know a lot of agents not only can they use help with the social media marketing side of their business. But it's like man, I truly believe most are probably in the wrong brokerage most are probably working with the wrong company. And so let's touch on that like why. Let me just kind of give us your, your background like what led, what led you to real estate to begin with why exp and and what's the difference, you know what's the difference between every company because I hate using the word saturated but at the same time there's, there's, there's a couple million rotors just in our country alone and I believe everyone's everywhere. And it's like man, narrow it in. I truly believe exp has something different than most companies and 99% of every company. So what's the difference, you know what's the difference you're what led you to the industry, why, what's exp why exp and and really what's the difference. I actually got into real estate, because I, I, you know, I mean I always liked how everybody loves HGTV. That is the, you know, guide to what real estate is like, but you know it always kind of keeps my interest. I was in dentistry for 11 years and pregnant with my daughter, and I got laid off. And that moment I thought, you know what, I don't ever want to be dependent on somebody else for keeping a roof over my head for putting a pocket and in my bank account for me and my child, I just don't ever want to do that, but I got laid off. And in the middle of applying for jobs trying to find something else I decided I'm going to take this course and I am going to just kill it right. I crammed this course, a 90 hour course into two weeks. I just went to town on it, and I thought you know what I have to do this this is what I, you know, it just had to happen at that point. So, you know, take the course, get my real estate license. Fast forward. I was starting to feel burned out. I think really like most agents right you know I just got to the point where I was like, I'm tired. It's not fueling my fire. I just, it's not what I thought it was going to be. And transactions are exhausting, you know, selling homes have working with buyers that just gets exhausting. It's giving so much of yourself and your energy to find the things and it's the biggest purchase someone's going to make in their lives. So you have to be great, at least in my opinion I was like it's got to be a great experience. I want it to be fun. I want it to be good. All of those things for somebody right and I got to the point where I'm like, I feel like I'm just stagnant like I'm not going where I want to go I had all these big visions of what I could become and what this could become for me, and it just wasn't happening. And I didn't want to be that person I didn't want to be the agent that didn't love what they were doing and have that passion and that fire in them, because I think people feel that right you know they feel your energy what you put out in the world is what you're going to get back from the world and it wasn't putting good energy out there anymore. So, followed. So what year was this. This was just last year, actually. For me, yep. And so I, you know I started looking at other brokerage models, interviewed with some, some local box, big box name brokerages, and it still wasn't what I wanted exactly I had already built a brand I built best Washington properties invested 10s of dollars into that brand websites and things like that. And I was just like, this is an it. And so I started looking at the other ones, they weren't going to fulfill where I wanted to go with this my goal is to build a big market to build out and to end and saturate into other market markets, not just my local market. And so, really, started just kind of checking things out I started following my offline go go start following her folder for about six months. I think it was actually longer than I thought nine followed her. And then I touched base with a local exp agent here and I'm like, All right, we knew each other you know that we were doing a deal together I said, tell me. How is this real like is it really real for the downfall and he's like I'm telling you there isn't one. I was like, Come on, there is one there's always one and he's like I'm telling you if there is I haven't found it yet and he's been with me for years. So I, at the end of last year decided you know what I'm going to make this switch and do the jump. I'm going to just going to basically close my eyes and just do it, because I didn't want to be there's like 82% of agent that fall drop off they don't make it they just drop off. I didn't want to be that statistic. And so I decided okay, here we go I'm going to jump into it I'm going to do this. I moved over to exp. And I'll tell you my one regret, the only one I've got. I didn't do it. Not only have I found my fire but I figured out what my passion is, I've let transactions back seat for me while I sit here and build a team. I'm building out internationally and that's what this has given me is that ability I don't have to look at what can I do within, you know, my local market what can I do within Washington State, my business partner is in North Carolina. And we've got other international business partners, you know one that joined up from France and so it no longer became a drop in a bucket, you know, we really are just taken over and the thing that I think makes us so different is that I want to work out into other markets and I want to, I want to build out really specifically Arizona, but hey, North Carolina now to, and I started looking and every other brokerage was like well you're going to have a cap in each location that you're at. If you carry a license in that state, you're going to have a different cap there, you're going to have the fees for that, you know different state. And I'm like, nobody could ever make money doing this. This is not even possible. Nope, here comes exp, and we all get we have one cap, no matter where I work, no matter what market I'm in, I have the same $16,000 cap for every single state so I can be licensed in 10 states and only have a $16,000 cap. Can you explain that what exactly is a cap. If you're selling real estate, you have a split right so the brokerage you're under the brokerage and so you have a split with the brokerage for every transaction, and it's at the exp it's 8020. You have that split up until you pay into the company X amount of dollars so for us, it's 16,000. So I pay up to $16,000 in every transaction that split 20% goes to the exp up until that $16,000 and then from point forward, I make 100% of that transaction. Wow, wow. Yeah, so, and that cap is super low in comparison, like I said though some are, you know, trying to compete with us at this point now, but in comparison it's still low, and I can work out of any state I want to that wasn't even possible. So that's game changing with with with your transactional cells or with your team. So if you recruited someone for example in Arizona. Like, are you talking about that or your, what do you my own transactional. So you could do a deal a personal deal in any state. As long as I'm licensed in that state. But yeah, but you got to be licensed that state. After you're already licensed, getting licensed in other states becomes much easier. And so the, it's not the same guidelines as your initial license. But I'm licensed here. I have like Michigan, for instance, I could easily go and get licensed in Michigan, and it would not, it would not be a big deal. Most of our agents actually have started going in and getting licensed at other places a lot of them, you know, we have two, three, four states that these agents are licensed in now, because they can be and still make money, you know. And so they're getting licensed in Florida and California and New York and you know, covering different different places because they can. And so what if you were building a team I'm so sorry but you're gonna have I'm gonna have questions that just pop up. This stuff just fires me up what you're saying. So what if you actually built built a team like so you're out there in Washington I'm out here in California and I what if I started going out there and getting deals and and even build my own team. Would you have to be licensed in this state to make those overrides or whatever. No, no, and that's the beauty of is that at exp we do it's a sponsorship. So if you were to go get licensed, I would sponsor you as an agent, and you would join my crew it's not an official team you would join my downline. In order for me to make money, you have to be successful you have to be making money because we, it's revenue sharing. And so, based on the revenue the company is making, they pay me, but if you're not selling anything, I'm getting $0 dollars. So I'm not making any money. So my end goal is to make you as successful as you possibly can be because that's what makes me the money. So if you're down there you go get licensed I sponsor you at exp you're selling just, you know, killing it down there in that market which of course you will. If that's me, then I'm making 3.5% of those transactions that you're selling, but only up until you hit that cap. After you cap, then I'm not making anything because the company's not making. exp actually pays us and that's what's so different from, you know, there's other brokerages that do profit sharing and things like that well you're getting pennies in comparison, because it's based on the company's profit, not the actual revenue. And who knows what that profit really is. And at the same time if I was the owner of a company I'm writing off everything so I don't show as much profit so it's like yeah. That part doesn't even make sense financially right so yeah. Which is why they're getting pennies in comparison to us, you know, I mean I point, I've been less than a year at exp now. I have been on track, making around four figures on my revenue share that is game changing. What's on the people that that are on your team, your downline or whatever you want to call it. Just on that that's the revenue share. Yep, because it and I've taken a step back from my transactional real estate, because I'm devoted to seeing them be successful. I'm devoted to making sure that they're getting to making sure that they're closing, because that's their goals everybody has their own different goals you know everybody on my team that's the first thing we talk about is hey, what's your goal, you know, want to do here, because everybody's is different. My goal was to step back from transactional real estate, and I've been successful in doing that do I still sell homes of course I do. But is that my main focus no my main focus is making sure that all of them are successful and selling as many homes as they desire to sell, because that's what makes money and puts it in my pocket. So do you have a personal quota like are you are you required by exp for example to actually have X amount of personal deals per year. So you can come in and not even not even do one transaction in a given 12 month period for example but have a team on fire, freaking selling the hell out of the whole damn country, and you're overriding all that. And that's actually my goal. So my, I'm still in transactions now my goal within the next three years is to be doing this many transactions. That is my goal in the next three years, I don't want to be doing that I want to see them because them doing that, because if I'm doing those deals, really from my local agents, I'm taking those deals away from them then when I have so many other things people think that there's this, you know it's the umbrella of real estate right. I think that all there is underneath that umbrella is you sell homes, you help people buy homes, and maybe a few over here think you build a traditional team, and you take, you know, you're taking a cut from those agents usually it's 50%, sometimes people take 60%. I never wanted to do that I don't want to take food from my people's table, because I know how important it is to feed your family right. Everybody eating. And so people think that under this umbrella that's all that there is, and they get boxed into that idea instead of looking and going. It can be so much more. It doesn't have to be just buying and selling and team. What it could be, and it can, what if it could be that we focus more on helping agents with success, you know, helping them learn how to close deals, helping them with building agents, you know, building out programs that help with those things. What if it was, you focus more on investment properties picking up, you know slips, doing rentals, bringing in those that kind of money, or that you know you're getting ownership in a brokerage and that you're making money there because to me, I don't want to be out here pounding the pavement the rest of my life. I want to be able to make some passive income. And that's what this gave me. There are so many other options. I don't have to compete with agents anymore, because I know it's all coming and there's enough for everybody. And so that's really the great thing is that it's changed my whole perspective. I got boxed in just like most do into this idea of what it needed to be. It doesn't have to be that like once I decided I wasn't going to be fitting into that box anymore. And then you just start pouring in you start masterminding with people start connecting and collaborating and you'll be amazed the things you come up with that still actually sit underneath the umbrella of real estate. Real estate agents, you know, but I don't have to be boxed in anymore. Yeah, that's a complete like game changer I hate using the word game changer is so played out it's so burnt like game changer right but it's like, I don't know what other other word to use when it comes to exp like to be able to bring that model because that's my whole thing. When I came into entrepreneurship in 1999, which was 2021 years ago. I came in knowing and learning and not knowing I came in learning that model, the exp model today in in another industry that's called network marketing multi level, there's many different words for it. I came in to entrepreneurship learning that industry first, and it blew my mind and I was always a fan because I learned leverage. It's not all about your personal cells you have to go out there and build leverage and leverage is built in many ways. But that's where it started for me is knowing and learning that type of leverage where you have to leverage people, which which are, which are, most of the time it's, it's called an employee. So you're the owner, you have an employee, that's a form of leverage, or you have real estate right you have rental income you have apartment buildings you have you have real estate that's a form of leverage. You have money at work right you have money invested and that's a form of leverage. So I understood leverage in the very very beginning right. And so as I'm building my different businesses in my early 20s and into my 20s. That whole concept never left me like I was always trying to figure out how what different companies are around. And again, typically traditionally their network marketing companies are supplement companies, vitamin companies, weight loss companies things that are, and these are companies are very very successful either companies that do billions of dollars, but network marketing was always it was always looked at it was always looked looked down upon right like people would always call it a pyramid, or something illegal when little do they know these are billion dollar companies like these are companies that bring tremendous amount of value to the marketplace and to people. So that concept. That's why today when I now, and even when I did mortgages like I never even knew of EXP. I didn't even know if EXP until I started consulting you guys which was a few years ago, because I started getting clients, you know that were with EXP. And I never even knew about it, even when I was in mortgages I had, I had no clue, but but where I started in 99 with with entrepreneurship and knowing this kind of leverage, and then fast forwarding fast forwarding into 2010. Which is when I got into mortgages. I also knew that to have to have leverage, I was going to have to leave that broker that I was with to eventually go start my own and that's traditionally what happens in real estate right, you're working with a broker and be in your that beginner agent and when you really get badass and you really learn the game, what do you typically do you leave that broker and go become his competition or her competition and go build your own team. And so where I was at in mortgages 2010 to 2016 I was actually in business with my best friend. It was my best friend who brought me in, took me under his wings and taught me everything about real estate and mortgages and to this day he owns the company. To this day they do hundreds of millions in volume in mortgages, very very successful company here in San Diego to this day. My run was that six year six my my my whole run was six years, and there's there's three reasons and there's a reason why I'm even bringing this story up. And it all ties back to leverage, because there's three reasons why I left mortgages in 2016. One reason was because well really the first reason was because I was burnt out. The whole entire time was all about cells and it was all about my personal effort, and I got burnt out. So just like you, in the beginning last year you're like damn is this all there is like it's, is it all about transactional cells. And you can apply that to anything and everything, anything and everything most cells comes down to you personally right that transactional self you don't get up you don't eat right if you don't make that deal. If you don't close that deal you don't eat. And then again, consulting agents, I know that 99%. That's the comp plan that you guys are in. If you don't close that escrow you don't eat you have absolutely zero leverage. So when I was in mortgages is the same structure right I'm the loan officer. He's the broker right so it's the same model and I got burned out I'm like damn I can't keep doing this and at that time my little boy was was was two years old three years old. And so I was I was a full time dad, sharing him with with his mom right that's my ex wife to today, but we're, we're the best of friends so it's all good. So I don't have that horse story when it comes to exes and stuff like that but, but at that point I'm like damn, I got to go spend time with my family I got to spend time with my son like I got to pick him up after school. I got to be home at I got to be at home at a certain time to do to do to do laundry to do homework to cook dinner. This is my little first boy is my first son right. And so that transactional me having to always chase that next client. That was one reason why I got burnt out, because I've been doing that at that point I started in 99 entrepreneurship and it was sell sell sell sell sells. Yes, I was introduced to network marketing and that concept but I never really succeeded at it. I was always in different type of sales businesses, but I got burnt out. In 2016 came around I was burnt out on on traditional cells and having to rely on my personal effort. I was burnt out. The second reason why I left was because I knew traditionally in the industry. I knew that the only way that I was going to create leverage is if I left my best friend, which owned the company. If I left him and went to go start my own. I would have had to do that, and I wasn't going to do that to him right he was my best friend still to this day he's my best friend like I wasn't going to backstab him and say hey man thanks for teaching me everything now I'm going to go start my own freaking Kent Taro lending, and I'm going to go right that's traditionally what happens in it in real estate right you again you become that badass agent, you end up leaving and starting your own brokerage and competing with the people that brought you up. Right, I wasn't going to be that guy, but so that was the second reason why I had to think of something different because I wasn't going to compete with him, and go start my own, my own little deal. Right, and then the third reason was was was this meet with was me personally where I was like man. I'm going to leverage and understand that I'm going to have to have people at work, working for me, so I can have a little bit of breathing room to have leverage. Right, so what does that mean. If I left my, my friend and started my own brokerage what what what I've had to do. I had to go out there and recruit and hire other LOs to come work for me. But that whole traditional business model was not what I wanted, I didn't want a big office, I didn't want all that overhead because I've experienced that before. I didn't want all those employees I didn't want that liability I did not want that traditional responsibility of a typical business a brick and motor type of business because that's what my friend has today. That traditional office right a lot of you guys listening to this real estate agents or whatnot you guys are in traditional offices some of you working from home but it's still that traditional office right environment. So that was the third reason I'm like man to create leverage, I don't want employees like I don't want an overhead I don't want this big office like I don't want I don't want any of this stuff. So that's why when I'm like now looking at today. You want 2021. Now I'm looking at what you guys got going on I'm like damn that form of leverage, having a team, which are not your employees, being able to build a nationwide and even global team without having to call any of them an employee or take on any liability or rent a big ass office that you can't afford right instead of taking on all that traditional overhead pain. You can build something today in this industry of real estate which I happen to freakin love. And you can build leverage, and that's what it's all about man is that I knew, I knew that it wasn't going to happen traditionally I wasn't going to backstab my friend and go do something on on on the side, and I didn't want that traditional leverage of employees. And so what you guys have going on is special. It's so it's so special because again, it brings it brings it back to why you're even here. You're here because you got a little baby you're here because you want to be at home with that little girl. You're here because you're a full time mom. That's why you're here with exp to build that leverage to be able to to be able to reap the benefits of that all that labor and pour your passion into teaching people because here's the deal. You guys that are watching this, you guys have the passion of real estate anyways, you have the passion I talked to some passionate as people anesthesia like I'm not joking my clients are freakin shot out to every single client of mine because every agent I speak to their freakin fired up they're passionate they love what they do. But at the same time, they do have the fact they, they don't have the leverage right they're working with the traditional brokerage and they don't have that form of leverage that we're talking about. They suck to a certain extent for sure they can't get out of it at all because they're chasing the next deal. So when I when I when I look at it all I'm like dude, you're already fired up about real estate, you already love what you do you see the passionate or the vision and just the overall wealth that it can even bring if you really grind hard. Why not go build it and something like this, like why not go and get the opportunity to build it with an exp for example where you can build this like because again the last thing anybody needs as an employee. The last thing you want today is an office we all saw what happened to these offices a lot of them are vacant today so shit if you want an office go rent one. I'm sure there's plenty available today, but that traditional model is dead. That traditional model is dead to be able to build something virtually to be able to build something online to be able to build a team of people because again, leverage you know they that that that's that's where it's all that right that connection of people that's where leverage comes from to be able to build that and not have to carry liability or responsibility of anyone. It's like damn anesthesia your team's going to go so big you're going to grow so big where you're going to have people in other states you're going to have people in other countries that you don't even freakin know doing deals. I love that man like I love that leverage. That's what everybody needs. So it's like all you guys are watching if you're with another company, a little boutique shop or even some of these big box brands. If you're not building leverage and again I don't mean it by employees, a team in an office that's not leverage man that's headache. That's what that that's what that is. If you're not building the form of leverage where you can virtually passively reap the benefits of what you're doing. I just truly believe and that's why anesthesia got me inspired up just a couple weeks ago I'm like man maybe I should get licensed, because I could start directing these agents to a better brand to a better company to a better opportunity, because God knows, everyone wants it I just truly believe a lot are in the wrong vehicle, you know and that's how I look at exp it's a it's a vehicle it's a vehicle to get you to your dreams, much faster and it's not always about financial dreams it's about for me to tell you truth financial that's always been number one, but it's my family it's my little babies it's my little girl and boy that I have in the next next room here working from home. I don't want to be out with them right I want to be on an island with my wife just chillin sipping my ties and doing our thing at 2 a 2pm right like during the day like when when everybody's at work. So it's it's those little things and, and that's why even with us stage it's like man to be, you're not even it's like dude you're not even a full year in can you imagine where you're going to be in five years with the with the leverage that you're like and that's why I tell people all the time when it comes to passive income that's what we're talking about building a team and being able to make an override of people leveraging people at work right that's leverage that's passive income. And a lot of times we think that we have to be freaking super seven eight figure type of passive income. This brings brings me back to what I told you a couple weeks ago when I'm teaching you YouTube. And I'm like dude, do you understand with with my YouTube channel. I want to form a passive income because these videos that I put up YouTube pays us on these ads that are running in between the video that passive income that I have, which is just a few hundred at this point. That gets me fired up because it's passive income that little money pays for so much stuff in my life. So it's like with with you guys are watching it's like we're not talking passive income of eight figures. What would an extra $1,000 a month and what would an extra 500 a month do to you or your family financially if you just have this passive income coming in. Right so it doesn't have to be crazy number something small is game changing right life changing about you know with revenue share. You know, my projections for by 2025, I should have over 500 agents. Right, those are my projections for 2025 with that kind of a number. You're talking about a passive income making money while I sleep while they're out pounding the pavement. You're talking about a number around five figures or more. And I've seen it because people that are in my outline. That's what they're making. They're making money off of that. That is passive income. That is the income you want and the thing is is that we actually get ownership at our brokerage, you know while I'm out here and doing all this stuff and I'm getting ownership because we are on the NASDAQ so I have I own a portion of this brokerage each and every time I sell a house each and every time you know I have a new agent that does their first transaction. So I have a portion where I actually get ownership within this company. And if you take a look at history. Really, let's talk about taxi. Do you really hear that much about taxing anymore. No, because a cloud based system took over the lips. Right, they took over those kind of companies. Let's talk about shopping cloud based takeover Amazon took over right, nobody's as big as Amazon anymore. When you're looking at these kinds of things cloud based programs are starting just to take over the world and that's essential. We are a cloud based brokerage. Where do you think this is going. You know, people want to have that flexibility and that freedom. They want to be able to work from anywhere, anywhere they're at. We have that flexibility. Right, and because we have taken the competition out of real estate, because I don't have to compete with my business partners, we all elevate each other because I if they get a deal, I'm still making money. Right, if I get a deal everybody above me seven people above me, they're making money. And so we don't have to compete with each other for every transaction anymore and oftentimes transactions to my team. I don't need to take those on they can. And in that, we've stopped the competition so what does that leave with us with. Well, if I want to go and take and actually this is happening. I want to take a month off. I'm going to go and take some time with my daughter and we're just going to go and take a month do some traveling see family chase the sunshine. Because I know that I can fall back and my team is going to love taking over those transactions, they're going to eat it up and I'm still making money off of it. If you spend your you get paid a commission check right I sell a house, I get paid a commission check you spend that commission check it's gone. Well, I don't have that problem anymore because I'm not chasing the next commission anymore. What I'm chasing is income coming in month after month after month because I am showing them all how to be successful, how to do what they want to do in real life and how to achieve it and then how to duplicate it right because I want to see them grow to I want to see them making money while they sleep. So I want to them to them to learn how to duplicate this exact system, and everybody above me wants to see the same thing today with two of the people that are above me, one of which she has 600 in her downline now, and then above her, he has 2000 people 2000 agents in his downline now on his personal structure team 75 agents. That isn't possible as one solo person. It's not like that's exhausting. You'll never spend time with your family, you're never going to see your friends, you're never going to your excuses are always going to be I have work. He doesn't have to have those excuses anymore because he has people that are all partnered together and collaborating to help delegate out some of those things and kind of even out the workload. So it doesn't always have to fall to his shoulder. That is what this is about, you know, that is what we're building here we're building collaboration and building passive income opportunities that really as agents, we only dreamed of. I mean there's this ongoing joke I've heard so many of the old older agents, you know, that say real estate agents don't retire they die. That doesn't have to be the chiefs anymore and it shouldn't that that's a sad, sad thing. And that is what we're aiming to change and you know the projections for for our brokerage it's really to me I look at it, you know we're at 64,000 agents right now we're at 19 countries and growing. And the projections are that within the next seven to 10 years we're at a million agents. Well, I honestly, I don't think it'll take that long to be honest with you. I really think they'll probably do it in five to seven years, just our growth chart right now. But those kind of numbers to me it's not really so much of a matter of when someone or if someone's going to come over it's a matter of when they're going to come over, because we are breaking the mold, and everybody can see it and everybody knows it you know they're going, Well, how can we keep up with them, and where our brokerage models being duplicated already, because people see what this gives agents, it is back to being agent owned, you're back to having the power as an agent, instead of it being, you know, as an agent you're at the bottom of the tier and above you is your, you know, your broker your designated broker your broker owner, then shareholders and then you know whoever's the company old owner way way above that and all of all of those, you're nickel and dimes all the way down. So when you're looking at getting shared of that kind of thing. You get like I said pennies, instead of really getting that money put back into your pocket. And that's, I mean that just it that fires me up every time, every time because I look and go, you know what financial freedom. It isn't just one of those things that I'm going oh will it be will it be. It's when is it going to happen and I'm making it happen and the best part is when I'm if something were to happen to me and this really this one I was like, this is it for me. If something were to happen to me, everything I've built, it gets moved to my daughter, all she has to do is take license. So if something, you know, you never know what can happen in the world, but if something did. She's going to continue to bring in that monthly income, just by holding a real estate she won't ever have to sell a house in her whole life but I can will her that whole revenue share all of it. If I could press a button right now a bomb just went off right now, Anastasia that was like that was like that that that's the icing on the cake the fact that you can will it to your family. That's crazy. Like that's crazy. That's generational wealth. What more could we hope for for our children for our children's children. What more could we hope for. If I'm leaving this world, I want to make sure that I'm leaving my daughter in the best position possible I don't want her to have to I don't want you know I don't want to ever see any of those things happen to her. I want her to know that the skies the limits, and she'll have the financial flexibility to do that, do whatever she wants. Anastasia you have no idea man you give me the chills over here I am so fired up for you I'm so fired up for the industry and, like I said you got me so inspired to go out there and get my own damn license. I'm so excited for you I can't wait. Yes. And that's why today we're at you guys it's virtual we're now in this digital economy right social media is one thing, but really trying to really leverage it and build a brand with a company that's also in the cloud. That's another thing as well so I encourage all of you guys reach out to Anastasia we'll have links right below in the description reach out to her ask her questions right. Pick her brain and make sure you follow because again I'm not no fortune teller or psychic but I can kind of read trends and I can kind of see where things are going and I just know Anastasia is on. She's on she's on the train and that train is going super super fast it's a freaking jet it's a freaking rocket ship. Right so I'm super fired up for you Anastasia thank you so much for taking the time today. Where can everybody else find you if it's not the links in the description where you big I know you're big on YouTube I know you're big on Facebook, where can people find you as well. Yep, so on all faith on all social media platforms best Washington properties best WA properties on YouTube Anastasia and Orion. Make sure you like and subscribe I'd love to connect on there for sure and you know, new agents come and find me because I have so much to pour into you I know we've touched a lot on really you know the more advanced stuff that let's talk about all of the new agent things to because you guys you're an underserved population, let's get you going let's let's build rock stars that's what I'm here that's what I'm for. I love it, I love it Anastasia thank you so much for your time you guys subscribe like share the heck out of this video, and we'll see you guys on the next one over now.