Jeffrey Corriolan on Luxury Real Estate, Soft Recruiting and selling 100s of millions in real estate

Añadido: 2026-06-03

[00:00:20]All right, guys. Welcome to another episode of The Playbook Uncut. And today, today, today, our guest has been a top producing agent here in South Florida for almost a decade. He has personally closed over $120 million in real estate transaction, the former president of the South Florida NARB chapter, a current governor of the Broward Miami Realtors Association, real estate coach, co-owner of the Real Estate Method. You don't talk about real estate here in South Florida without his name coming up in conversation.

[00:00:51]Everybody, our colleague, our friend, Mr. Jeffrey Coralan. Thank you. Welcome, welcome, welcome.

[00:00:57]>> Welcome, welcome.

[00:00:59]>> Oh, man. This, >> you know, this has been a long time in the making, brother.

[00:01:03]>> It's been a long time in the making.

[00:01:05]>> Says that >> we we've been we've been trying to get you in the in the clubhouse for a little while now.

[00:01:10]>> We finally got you here. So, thank you so much.

[00:01:13]>> This whole this whole thing actually has been like in the making and just excited. It has as far as where we're gone, where we're going, and where we've been.

[00:01:22]>> Yeah, man. So, we going to dive right into it cuz we know you busy. We know you probably have like 10 other closings lined up for today. So, um let's jump into it.

[00:01:30]>> Just nine for the month of May. That's all.

[00:01:33]>> Just nine. Just Just modest. Just modest. So, you're trying to say my stats was off. Is that's what you're really trying to say?

[00:01:39]>> I I don't know. But I think that's some amazing stuff. When you guys told me the numbers, I was like, "Wow, that's amazing." But to be quite honest, I guess I'll open it up. I don't know what the first question is, but I'm actually going back and I'm tracking all the sales that we completed into the CRM that I use, which is Follow a Boss. And what I'm doing is I'm really targeting it.

[00:02:00]>> Because what happens a lot of times is that we're so focused on getting new business. And we sometimes say, "Yeah, they'll remember us when it's time to sell, when it's time to refy, when it's time to relocate, when that friend or family wants a property." But as we're going through the database, I'll be honest with you all, you know, four customers have already transitioned from one home to another >> and missed opportunities. I don't know if it's missed opportunities because I ran a team for many, many years. I wasn't hands-on when it come to the customers. or is it missed opportunities because they just were not in the database correctly. Therefore, they weren't receiving my weekly email. They weren't receiving my monthly email. They were not a part of my texting app that I have that I send so many text messages out with so many things that we do. But I'm excited that in 2026 today, we're able to identify our issues and work on it and see the missed opportunities.

[00:02:56]>> They say that's the first step, right?

[00:02:57]Is acceptance, right? Exactly.

[00:02:59]Acknowledging that we have a problem.

[00:03:00]>> There you go. There you go. So, >> and fixing it and fixing it and fixing it.

[00:03:05]>> Yeah.

[00:03:06]>> And I don't think that we may have lost them. We have may have lost this one opportunity, but I think the opportunity to bounce back, it reminds us that it's never too late. But starting is the beginning to all things.

[00:03:20]>> Exactly. Agreed. Agreed.

[00:03:22]>> So, I'm excited.

[00:03:23]>> You mentioned the word starting because that kind of transitions right into our first question.

[00:03:28]>> Talk to me.

[00:03:28]>> What made you get into real estate?

[00:03:30]Because talking to you, I see I know you kind of have a passion for law.

[00:03:33]>> Yes.

[00:03:34]>> So, what made you go the real estate route rather than going directly into law?

[00:03:38]>> So, graduated high school. My mother actually wanted me to become a realtor and get into real estate. My family owns real estate throughout Florida. And I remember telling her, "No, I don't want to do that. Who wants to do that?" You know what I mean?

[00:03:51]>> And then my friend got into it.

[00:03:53]>> Okay.

[00:03:54]>> And he was doing extremely well. and at least what it looked like, you know, at the age of 18, you know, 19. And he said, "You should get into it." I was like, "I should." And I got into it right then and there.

[00:04:07]>> We ended up working together for two years. And then I decided to venture off on my own. And that's where I joined the company that I was with for 11 years.

[00:04:17]And from there, I ended up really identifying like what my passion was.

[00:04:23]What did I enjoy doing? I grew a team. I ended up getting involved in association and boards and servicing the community.

[00:04:32]But I would say what got me into it really was my friend just in it. And it looked like he was doing well and I love what he had versus what I had.

[00:04:42]>> I mean, you know, you guys do make this real estate thing look real glamorous.

[00:04:46]>> Yeah. Yeah. I'm thinking about that now that it's, you know, um the fact that we make real estate look extremely easy.

[00:04:57]It has our clients sometimes, I don't know if you guys run into that situation as well. It has our clients sometimes saying, "Oh, I'm going to go do real estate." Actually, I just left the closing today >> to be quite frank. And he's like, "How do I get a job here?" And I said, "You have to get your real estate license."

[00:05:10]He's like, "I have to be a realtor." And I said, "Yes." He's like, "Maybe I want to be one."

[00:05:14]>> Yeah. We've had that. We've had people I mean we've had um I mean I think it was just last week we had the notary that did a closing with us here. Um she was just telling us that she would we hire her and that was like well you got to get licensed. Same same conversation.

[00:05:29]You got to get licensed. But >> and we've had clients that we've closed too that have come back and said hey I want to get my real estate license. So yeah >> I mean the young lady that we interviewed just recently for um she said the same thing. She's like how what did I need to do to get into this? like, "Do I have to go get my real estate license?" So, >> they see it. They see the glam. They see, you know, what happens for the closing? They see the the glitz and everything else that goes on. And so, they want to get involved. They want to they want to do it. So, is it a bad thing?

[00:06:02]>> I I don't think it's a bad thing.

[00:06:03]>> Do we want buyer every buyer now becoming realtors? I I don't think it's a bad thing, but I remember I think maybe 2016, 2017, I told one of my good friends that was telling me that they wanted to get into it. I said, "Listen, if you're not going to make six figures or more, don't do it."

[00:06:18]>> Yeah.

[00:06:18]>> You know, and I remember running my team and telling my team the same exact thing. I said, "If you want to make McDonald's money, go work for McDonald's." Right?

[00:06:26]>> I said, "We are in an opportunity where we can make as much money as we want to make. you know, we can touch the ceiling if we truly want to. You know, even for myself that's back in school with this passion to become an attorney. You know, so many people are like, "Why are you doing it?" It's honestly I'm not doing it for the money. I'm doing it a to help out so many other people that I believe in the community that we need the assistance in, but also B, it's a passion. It's an inner passion of myself to become that. And just the opportunity to say, "I've accomplished it. I did it." That's really what it's about.

[00:06:57]>> Then I get the question now, am I going to do real estate? Am I going to do law?

[00:06:59]What am I going to do? But also number two, you mentioned the glamour.

[00:07:03]>> Like I think like we've turned real estate into a TV show.

[00:07:08]>> We have. It's >> Hello. We're filming a podcast right now.

[00:07:12]>> It's just for real estate. When did that happen?

[00:07:14]>> It's hilarious. I say that because I would So 2026 I decided to attend the closings, bring the camera guy, post the content because we have this idea and this concept that if it's not showcased, it never happened, >> right? There's no proof. So, it never happened.

[00:07:31]>> But if we take the time to identify. So, I had to go to the store yesterday to buy mail stuff. I had to prep the office. I had to get the camera guy. I had to go to the house to shoot the content. We had to sit through the closing >> to shoot the content.

[00:07:47]>> If I go back to 2025, I probably would have done so many other things within that four or five hours.

[00:07:53]>> But, >> yeah, closing day, closing day is an actual production. Let's admit it. It takes up your entire day.

[00:08:00]>> And not to mention, you got to bring the the food, >> the gifts, right? And it's >> Oh, we didn't even count that. I only got the gifts on Thursday.

[00:08:09]>> There you go.

[00:08:10]>> Right. It's a whole production now.

[00:08:11]Closings are not the same as >> few not even if you go back even 5 years ago.

[00:08:18]>> I think we have transitioned so much that the closings have now become so elaborate that the buyers look forward to it. We have had buyers that literally said, "So, when I close, am I getting I'm getting all the I'm getting everything, right? They are looking forward to they're expecting I see agents go as far as the car service, >> right? The the big limos, they go all out." So, they they make it grand >> and this is what the customers are looking >> and that's what they're looking for.

[00:08:44]>> So, while you guys I have a thought, right? So, in this current real estate market, right?

[00:08:51]Does a realtor have to also be like a content creator?

[00:08:54]>> I think so. And I learned that in 2020, 2019.

[00:09:00]>> One of the agents on my team. Man, this girl's phenomenal. She's still doing real estate till today. But she was in college.

[00:09:07]>> She had a job.

[00:09:09]>> She worked at her parents' job. She was doing Uber, I came to find out. And she got into real estate. And she asked me a question. She said, "Can you send me two lenders?"

[00:09:18]>> And I sent her the two lenders. She's like, "No, send me their Instagram."

[00:09:23]>> She literally said that.

[00:09:25]>> And that's your resume.

[00:09:26]>> I paused >> and I'm like, "Their Instagram?" And I and I said, "It clicked right away.

[00:09:32]>> She's going to go see are these people actually in business?

[00:09:35]>> What do they look like? How do they produce? What's happening?"

[00:09:39]>> And screw a phone number and a word of mouth.

[00:09:41]>> If you don't, like Tanya said it, I don't know if you heard it, but Tanya said it. Your social media presence is now your resume. Yeah. Yeah. Yeah.

[00:09:48]That's >> it is now your resume. Cuz the first thing I don't care how many times you hand out a blink card, hand out a regular um business card, the first thing that person is going to do is check out your reputation on social media. Be it Instagram, Facebook. Well, maybe not so much Facebook anymore, but Instagram and definitely >> Tik Tok and Google business reviews. M yeah >> I would definitely say Facebook as well because I think what one of the one things is that it depends on who the clients the demographic yeah the age groups kind of >> live on different spaces. Mhm.

[00:10:22]>> But you again, we have to stay relevant in all these spaces because again, not only just the agents, the buyers.

[00:10:29]>> Yeah.

[00:10:30]>> I mean, we've had buyers who literally said or reached out and you know, what is your Instagram profile? Why? Because they want to go see what you're doing.

[00:10:37]That's where they're feel and agents are >> reaching them that way, too. Reaching the buyer. So, they know where to go find you, right? Not even your website.

[00:10:46]your website is not even saying as much anymore cuz they're going to go look but they're going to find the link to go to your social media pages to say >> what are they up to because right that that is the truth apparently your social media is your whole business profile >> you don't even need a business plan just there you go social media plan >> your social media plan >> so let's rewind I don't know if you can remember that far let's go back 2015 >> prior to that when you were just getting started in the in the business right What were some of the biggest challenges that you came across getting started, getting going?

[00:11:21]>> I would say the biggest challenge is being credible.

[00:11:26]>> I was so young. I got into real estate at the age of 19. I'm 37 today.

[00:11:31]>> You started young. That's a good age though.

[00:11:32]>> Yeah, it's a great age. It's a great age.

[00:11:35]>> Um, if I if I knew what I knew now back then, >> we we'd be on a beach somewhere. All of us.

[00:11:42]>> What do you mean the beach? A whole island. You have the island own the island. Would own the island.

[00:11:48]>> And and that's really what it was. It was really being credible because people would see you, they're like, "Hey, you're a young age. Um, do you really know what you're doing? How long have you been doing this?" That type of stuff. And I think also getting the information as quickly as possible. You know, I believe that creating a powerful team was definitely essential. I think but knowing the information. So although I was extremely young, >> what makes me stand out than the next person? You know, what makes me more credible than the next person? Why work with me versus the next person? And I think that's where it came in that I had to pretty much always be on. So that gave us the opportunity to beat out the next person because we were always on.

[00:12:34]So to be quite frank, in in my large family that all lives here in South Florida, there's probably three or four of us in the space of real estate.

[00:12:41]>> Oh wow. But I handle the family transactions when it comes to the relocation, when it comes to the upsizing, the downsizing, when it comes to the questions, when it comes to anything in the space of real estate, you know, >> and that was because they saw me in the field, you know, making the pavements, hitting the pavements day in and day out, >> and they probably said, >> "I don't know if he knows what he's doing, but it appears that he knows what he's doing." So, what separates So, what separates a great agent from an average one?

[00:13:12]>> Ah, great question.

[00:13:14]>> That's a great great question and as we talk about social media, I wouldn't say that it's a social media. I think it's >> taking the social media and what do you do with it? You know, so getting the knowledge.

[00:13:25]>> Okay.

[00:13:25]>> A standing in staying in your in your lane.

[00:13:28]>> Oh, I love that.

[00:13:28]>> Staying in your lane.

[00:13:29]>> We literally just had this conversation last night with another group. But continue.

[00:13:33]>> Staying in your lane. creating powerful partners like you guys and then B getting the education. You know, I can definitely tell you if you look at my email signature right now, I have every single designation that I can possibly get, but it wasn't to get the designation. Didn't really care about that. I didn't generate the money. It was getting the education. So, I was in every single class. I was learning every single thing. I was where I needed to be. I think what happens a lot of times is that >> we want to just get to the closing table. We want to just get the first transaction. We want to just be, you know, we just want to post the the nice stuff on social media. I was working with a deal with a girl and this is back when I was in attending closings and I was trying to piece the deal together with her and she's like, "Oh man, I'm so sad that the deal won't work out. I want to do a nice cute video with you at all about that."

[00:14:21]>> And I'm like, we can kind of MAKE THIS WORK OUT if you like you do your part, I do my part, but we're more concerned about the video. And I was just like taken back at that moment. I'm like, I don't go to closing, so we weren't going to do a cute video anyways. You know what I mean? But I think if we spend more time creating the power the partners that can help us answer the questions that we don't know the answer to. Yeah.

[00:14:42]>> And number two, ensuring that we educate ourselves, you know. Um, one of my good friends is now transitioning to the space of commercial.

[00:14:50]>> And whenever I see a commercial opportunity, I'm like, hey, you should be there. You should check this out. You should be attending this. You should be reading about this. You should be in that space. And a lot of times we're not in the spaces that we need to be in, you know, and I think that's what makes an agent a great agent. You know, screw the people, you know, >> your knowledge truly does anything because what happens is I got a customer just called me as we were walking in. He has his house on the market >> and he's calling me for feedback and advice and he probably wants to work with me, so I need to figure that piece out, but he's probably working with the agent that he's working with right now and probably saying, "I don't think they can get me to the finish line." and I probably need, you know, the guy with.

[00:15:31]>> So, as an agent, they definitely need to know their craft, but honing on your craft and know it.

[00:15:37]>> Know it to, you know, like you said, it's not just about getting designations behind your name, but it's really >> knowing the information. So, going to all these different classes, taking all these things, know your information because how you going to implement them to become the great agent that everybody wants to be.

[00:15:54]>> Exactly. Right.

[00:15:55]>> And and you guys said it well. I feel like a lot there's so many classes, especially with what the board is doing right now. Um, lenders like us put on classes all the time. The title companies put on classes all the time, right? But I really wonder if when the agents go to these classes, do they actually like >> soak in the information?

[00:16:13]>> Soak in the information. soaking in the information one and then two >> applying it >> implementing it into their to their actual operations and so that they can be successful and separate themselves from the other the other the other groups.

[00:16:26]>> I can definitely say that there's something that's called information overload.

[00:16:30]>> True. I agree.

[00:16:31]>> So that's why you need to be attending courses that align with the field that you want to be in.

[00:16:37]>> Yeah.

[00:16:37]>> Not just to take the cute pictures.

[00:16:39]>> Exactly.

[00:16:40]>> Cuz Jeff's going to be there.

[00:16:41]>> Exactly. It's it's it's if if I want to work with buyers, I need to be a master at working with buyers. If I want to do DPA programs, I need to be a master at that. If I want to work luxury condos or I want to work the west side or the north side or commercial, whatever it is, and I continue to preach that it's stick to your field, you know. So, like for example, when I get invited to things even I would even say today, but I also say 10 years ago, seven years ago, if I got invited to something didn't align with like what I wanted to do, I just didn't attend. For some of us, we just believe that we really are going to a 9 toive job.

[00:17:13]>> So, we believe that if we take two, three trainings a day >> and by then it's 5:00, we can go to happy hour. We've accomplished something and then >> you look at your bank account the next day and you're like, "Wait a minute."

[00:17:23]>> It's not of that, is it?

[00:17:25]>> No. And I think that's why most realtors kind of flame out too is because they're doing they're doing a lot of these things that is it's a lot of move it's not it's a lot of movement but it's not a lot of positive movement of forward movement right and then the bank account doesn't translate to well I went to this I went to that I met this person I met that person I did this train and then that's where the discouragement comes in because that all that work they're quote unquote putting in is not translating into dollars. So >> focus Yeah.

[00:17:52]>> focus on one thing until successful.

[00:17:53]>> No it's true. That's true. Um Erin, what is your next question for him?

[00:17:58]>> I mean, so so everybody has had like somebody who's been influential to them, right? Um you've heard a great quote, you read a great book, but thinking back again, going back to your early days, what was one of the best pieces of advice that you got that still resonates with you today?

[00:18:17]>> Man, I I've always been a guy that's been into podcasts and listening to daily stuff. You know, a lot of my friends, you know, I can probably think of two friends right now. They're like, "Where do you get the time to listen to everything?"

[00:18:28]>> And it's just that I really balance my time. So, this morning on social media, I post something in the space of like, "Do you really not have time or are you spending time on stuff that's not meaningful to yourself?"

[00:18:40]>> Oh, that's deep.

[00:18:41]>> So, right now, I'm on a Cody Chance Sanchez movement right now.

[00:18:46]And um I'm just excited. I land I I I went from one video to her videos and then I just been listening to her like the last three days I've been listening to her and it's really about balancing your time, taking into consideration what's valuable to you. You know, also she talks about finances, she talks about health and she talks about really growing your business. But I remember and as I'm talking to you guys, I'm thinking back when I I lived on my own, which I still do, but back then when I lived on my own, how I would listen to, you know, Grant Cardone, for example, I would listen to Les Brown, for example.

[00:19:19]>> I would listen to, you know, Tony Robbins, for example. These were the people I listened to in the morning, every single day, daily to get the information. And then also when I was in the car, audibles, you know, >> that aligned with being an entrepreneur, not just really in the space of real estate, but running your own business, >> you know, and if I would think back today, I would say >> those are the people that kind of move the needle forward because I would hear something like for example, I'm like Cody Sanchez thing. So now, for example, I just canceled my YouTube um premiere as I was driving here because I'm paying 20 bucks a month for it and I'm like, I don't really use it. that I only needed.

[00:19:58]So now I'm calling my friends and I'm like, "Hey, you got a Hulu account? You got I really am doing that." My friends like, "What are you talking about?" I'm like, "Do you have a Hulu account?" Yes or no. Like, you know, cuz I'm trying to like bundle our subscriptions together.

[00:20:10]>> Yep. Y >> because we really have these subscriptions. Like I will probably subscribe to anything because it's important to me at the moment and I don't remember it. Then >> you get an email that says you've been charged >> you've been charged that $20 or >> exactly $9, $4. It adds up. It adds up.

[00:20:26]It adds up. up.

[00:20:27]>> So, I believe that as we continue to grow in our business, and even for you guys, you know, 30 plus years in, you know, I think we we continue to grow.

[00:20:37]You know, Les Brown says that, you know, we we die at 20, but we're not buried until we're 50 because we forget to grow. You know what I mean?

[00:20:46]>> So, continue to listen to audibles, continue to listen to people that influence you, and continue to grow each and every single day.

[00:20:53]>> Yeah.

[00:20:53]>> Yeah. My my quote was something my grandfather used to always say, "Think before you act."

[00:21:00]>> And so it drives them crazy because my thinking starts at 2 3:00 in the morning. By the time they show up here at 8:00 in the morning, I have already thought through for about 7 or 8 hours already and I'm going left and right. I was just talking to Tianne about this this morning. But that helps us for me and and my partner Tanya here. that helps us kind of anticipate all the bumps, all the twists and turns that's going to come and then I can mitigate those those um those twists. So, she doesn't like it because piece that is >> because because she walks in here and as she walks in the door hasn't had a cup of coffee yet and I'm going >> I'm like, >> "Okay, >> calm down."

[00:21:36]>> Sol said the same thing yesterday on one of her podcastes. She says during her workouts and during her 1 hour walks or 10,000 steps that she tries to get each and every single day, that's when she brainstorms the best stuff, her best ideas.

[00:21:49]>> That is the truth. It's just when the person is going to come at you sometimes when you have >> it's like, okay, give me a second. I I hear you. I'm happy you're in that space, but give me a minute to digest what you're saying.

[00:21:58]>> Go mode. I think we I think about everything. I Everything is calculated.

[00:22:02]Everything is a strategic move.

[00:22:04]Everything is >> Go ahead.

[00:22:05]>> Question for you though. So you you said that your statement was think before you act. I believe in the opposite of that.

[00:22:13]I believe in commit first and figure the rest out.

[00:22:16]>> Oh, we know. We we've learned that very we've come to learn that firsthand with you.

[00:22:21]>> We've learned that.

[00:22:23]>> You commit and then you just >> figure it out. You figure out it is going to have to work itself out.

[00:22:28]>> And >> that should be your slogan.

[00:22:30]>> Yeah.

[00:22:31]>> Yeah. Well, I believe that, you know, I believe that people that take a little bit too long to make a decision don't take a decision.

[00:22:40]>> That is true. I believe that too because you if you have to think about it and let it sit with you too long, you're going to talk yourself out of it.

[00:22:47]>> Yeah.

[00:22:47]>> And you like, I'll push it off till next week. I'll push it off till next month, then it becomes a whole year. And we've we've seen that as humans. We do it naturally, right? So, >> I do like the approach of definitely if I think about it, I'm just going to run with it.

[00:23:00]>> Yeah. Now, I am the type of person >> Yeah. A little different, huh?

[00:23:04]>> Yeah. I'm the I am the type of person to to ask for forgiveness rather than permission.

[00:23:08]>> Yes.

[00:23:09]>> So, >> I I still think there's a balance, especially for me. I can't. Everybody has their own way of operating, but I I like to operate in chaos and but I do think through that chaos and I may have 10 different chaotic >> situations >> situations going on in the one time, but they're all being thought through and I'm picking the path of least resistance. The path that's going to give me the the best chance of success or whatever that is.

[00:23:32]>> I love it. I love it. I love it.

[00:23:35]>> So on the while we're still on that, I got to get this one in there.

[00:23:38]>> Talk to me.

[00:23:38]>> Give me a pet peeve, man. Give me one of your pet peeves about the industry, about, you know, us as lenders calling you, always trying to do business.

[00:23:46]Whatever it is, that's a pet peeve.

[00:23:49]>> There's so many. Hey, give me one.

[00:23:53]There's >> just give us one. Just give us one.

[00:23:55]>> But I think the biggest one is the agents that don't take the time to do the research.

[00:24:02]>> They don't They don't take the time to do the research. And I even fight with it with my staff. Like, I'm like, figure it out.

[00:24:07]>> Figure it out. And what do I mean by that? I I I think my biggest one in my space of real estate today is that >> we don't even read the MLS remarks.

[00:24:19]>> Everything's in there. I'm glad you said it. It let me You're going to let me get in trouble now.

[00:24:23]>> I'm glad you said it.

[00:24:24]>> We don't see the attachments. We don't see the broker review. And I and I kind of text a realtor that the other day. I think she was asking me like 13 questions and I'm like, "That's all in the remarks and that's all in the attachments. If you take a moment to review it, >> you'll notice that all your questions have already been answered." And shame on me for, you know, probably being curt, but it's not that. It's just that as as a professional, we take time to pull the information, capture the data, provide the best that we can for you so that it streamlines the process, and you take >> the phone and you call me or you text me, and it's like it's all blatantly there. You know what I mean? So I think that's something that as professionals we got to really you know figure it out you know like >> slow down >> don't move so fast don't commit first and act later not at this time >> you know but really read Yeah.

[00:25:19]>> Yeah. We see that a lot. Um, we see that with um listings that require credit score requirements, right? Listings that have income requirements and um we we find some realtors, they get out there, they get excited, they show the property, the buyer's in love with the property, and boom, there's an income requirement that the buyers don't meet.

[00:25:41]So, I agree that that is definitely something. take the time, research the property that you're taking a client to because I don't know, especially now with the way gas prices are, who wants to be driving around showing properties that we can't that we can't move forward with.

[00:25:54]>> But like you said, you the professional, you took the time, you did the research, you put the information out there on the MLS, right, to make their lives even easier. And the fact that they don't even take the respect to even go look and read it instead of they're picking on the phone and asking the same questions that are there to me as an agent, you're supposed to be this professional person. Where's the professionalism there?

[00:26:19]>> Why are you then coming to me and asking me all these questions? So at times we need to and I'm happy you're one of those people who will say, you know what, with all due respect, all the questions that you're asking are listed there. And I think if more agents do that, they will be forced to read. I think we have to force people to do things from time to time. So >> force people to do their jobs.

[00:26:40]>> Yeah. Sadly, right? But you have to force them. So >> I'm glad you said it because that's so important for them to know that.

[00:26:46]>> I I think I think it's important that as the listing agent, which I have tons of listings, thank you God. Is that we provide the best information. So, like for example, when I'm meeting with a seller, I always tell them, "Hey, we can't list the property until we have this, until we have that. We we need to make sure that the property's positioned in this type of way, that type of way, because one of the one things that >> you have to remember is that your one shot may be your only shot.

[00:27:12]>> And buyers only look at properties two times. The first time is on the internet and the second time is in person.

[00:27:19]>> When they go in person to look at the property, it's only to confirm what they saw on the internet. Mhm.

[00:27:23]>> So if the information's out there and it doesn't make sense or the photos are out there and it doesn't make sense, we've lost opportunity.

[00:27:31]>> And that's screw your house or you getting sold. It's my credibility.

[00:27:35]>> Exactly.

[00:27:36]>> And that's one thing that I won't play with is my credibility, you know, >> for someone to say he put that listing in the MLS like that, you know.

[00:27:44]>> So all we have is our names.

[00:27:46]>> That's it.

[00:27:48]>> And we tarnish that. where does it really put our profession regardless of what company we're with? They're going to be like, I don't want to work with that person. I don't want to work with this person. I've ran into a situation where I've kind of put people in my phone as you know, you know, the little red flags, you know, >> because it's just not answer.

[00:28:05]>> Yeah. Yeah. It's been it's been an experience and you have to remember that when you go back into a situation with them again.

[00:28:10]>> Yeah.

[00:28:10]>> Yeah.

[00:28:11]>> That is so true.

[00:28:12]>> So, I think you a lot of these questions we have here for you, you've been kind of touching on them as you talk through.

[00:28:19]So, this is one.

[00:28:22]What's something that people misunderstand about real estate? A brand new agent getting in the door. What's What's the one thing that you see most common that they misunderstand about the business?

[00:28:33]>> That once again, I think it's education.

[00:28:35]>> I think it's education. Like, for example, you know, one of the one things you said earlier, you spoke about gas prices.

[00:28:41]>> And I think as professionals, we need to take the time to really study the areas that we're in. So, for example, if I call a buddy of mine right now and you happen to work Palmetto Bay, >> I should be able to call you and say, "Hey, give me a restaurant. Give me a school.

[00:28:56]>> Give me a Pilates place.

[00:28:58]>> Give me a yoga spot.

[00:29:00]>> And you should be able to tell me this.

[00:29:01]This is your domain. This is your area.

[00:29:03]This is the where you drive up and down each and every single day."

[00:29:05]>> Correct.

[00:29:06]>> For myself, I I just relocated to Fort Lauderdale a little less than two years ago.

[00:29:11]>> But instead of getting on the 95 each and every single day, I drive down Federal. I drive down Andrews >> because I want to see everything that's down here.

[00:29:18]>> You want to know I want to know your area.

[00:29:20]>> I want to learn where something is so that when someone calls me, >> I can tell them I want to learn all the buildings that are there. I I told a person in the industry one time, I said, "How do you live in this area and you don't know what building I'm talking about?"

[00:29:34]>> Like how like you like don't know the building. Like I should be able to drive down Ocean Drive >> and know that there's this building, that building, this building, that building. Like you don't need to know everything that's going on with it, but you need to know at least what building.

[00:29:46]If I tell you I want an inter coastal building, if I want an oceanfront building, you should know what building.

[00:29:51]You live in the area, you work the area.

[00:29:53]>> Yeah.

[00:29:53]>> Yeah.

[00:29:54]>> You know, so I commend agents that take the time to really study. I have one of my great friends out there that I can call him right now and I could be like, "Hey, this building right here, what are the pros and cons about it?"

[00:30:06]>> And he'll tell me. He'll tell me what line number I should buy.

[00:30:08]>> Oh, wow.

[00:30:09]>> Versus not buy. And that right there is a true professional.

[00:30:14]>> Yeah.

[00:30:14]>> Yeah.

[00:30:15]>> I think I don't I think we were all at this event and we heard one of the agents that was on that panel mention this in that when they're preparing for like a listing appointment, right? They know all the neighbors. They figure out who all the neighbors are, what they paid for the house, how long they've lived there, their kids, where did they go to school, etc., etc. So that when they sit down and have that listing appointment with that potential seller, they they are representing themselves as someone who is very knowledgeable about that community and goes to what you're saying. It's putting in that work to know the community that you're sell knowing your product, right? If you're selling shoes, right, you need to know where to get the best leather, the best who's going to be your best stitch man, whatever the case may be. So I don't see it any different with real estate lending. I don't care what you do. Even if you're a janitor, you need to know where to get the best cleaning supplies, right? So, >> I was on the phone with a guy at Rolex yesterday and I was like, I sent him like four watches or five watches that I was interested in and he's like, "Which one do you want to go with?" And I said, "I don't know. You're the expert. Tell me."

[00:31:17]>> Yeah.

[00:31:17]>> Like, that's why I sent you all five. I sent you all five. Like, which one?

[00:31:20]>> Like, you should know like based off of like your experience what should be next, you know?

[00:31:26]>> Yeah.

[00:31:26]>> And when you flip it, I know you're more on the on the seller side of the of the real estate space.

[00:31:32]But on we deal a lot with buyers and you know one of the questions we always ask is we ask them about their monthly budget and then a lot of times the realtors will ask them what they're looking for in a home right and I feel like that is very important because you have to now match this particular buyer's needs and wants with the the available products out there. Same same situation with you and the Rolex guy. I want a Rolex. These are the ones that look good to me. Now which one is the best one? which one's the best one to fit the personality that I have, the look that I'm going for, the family size that I have, and so on. So, as realtors, I feel like that is that is one thing that they really need to hone in on. And >> sadly, a lot of them don't. They they just set up the search, properties go out, the client likes them, then they want numbers, and then they want to go show the property to the client. But that's where I feel like they they may lose a client or or fail. And why do I'm showing the same person 20 properties?

[00:32:28]Is because you don't need to show them 20 properties. You need to show them the five or seven that really comes close that really comes close to what they're looking for. The others that are out there, shorter pictures look great, but doesn't match what the buyer is looking for.

[00:32:41]>> I love that. I love that. And and that's really what it is. Ask more questions.

[00:32:46]You know, if we spend time and we ask more questions understanding what the buyer's wishes are, >> it will streamline everything. the stress, the frustration, the buyer not ending wanting to buy. You know, I was on the phone with with my friends, two of my friends actually this week. One is actually an attorney and they were telling me a story and I was just asking questions, asking questions, asking questions. I'm like, damn, like chill out. You know, and then my other friend was like, "What's going on? Is this an interview?"

[00:33:12]>> And then it was like, "No, I just want to know like like you have to ask enough questions so that you're not in doubt of anything."

[00:33:20]>> Yeah.

[00:33:20]>> And you're exactly right. five to seven homes. There's no reason why you're showing 20 30 40 50 properties. There's no reason why a cert so so I don't work with a lot of buyers in in this time now. But if I was to pop one or two or the days that I used to, we would do the consultations way before consultations were needed and the EBBAs were required, we would do consultations. I worked with a guy that was a police officer and I was his third realtor and he kept asking me to send him properties, send him properties, send him properties. This was probably 2016, 2015. And I was like, it's not what we do. You know what I mean? And I got him into the office and I had not known that I was a third agent.

[00:33:56]>> But I got him into the office finally.

[00:33:58]He sat down. We went through the consultation. We opened up the MLS. We spoke about what he wanted. I don't remember if he was pre-approved yet or not. But then he looked at his wife and not only did he select to work with us, he says no other two agents that we had worked with, one being his best friend, by the way, >> had ever brought us through this process before.

[00:34:16]>> And guess what? We understood exactly what he wanted. Bedroom count, location, what he didn't want, what he didn't need, you know, and right through the MLS, we were able to find the homes, get in the vehicle, and make it do what it do. You know what I mean?

[00:34:28]>> So, the only thing that you did, that all I hear, >> my job.

[00:34:31]>> Your job. But you listened.

[00:34:33]>> Yes.

[00:34:34]>> That's all you did.

[00:34:34]>> Yes.

[00:34:35]>> You listened to that particular buyer's needs. And after finding out and just listening to that, you knew exactly what to go look for.

[00:34:43]>> Wait, to be quite frank, I'm actually working with a customer right now. She's a New York lady. She's reached out to me. She's a friend of mine and she wants to relocate down here and I'm looking for a condos for her and I've actually been doing the searches myself and I looked at like two condos for her on Thursday and I looked at maybe four condos for her on Wednesday of this week. And then I sent her the stuff and I told her which my best two were and I said, "When can you come down here? I'll pay for your flight. I just need you to come down here." You know what I mean?

[00:35:10]And she says, "Can you send me some more?" And I'm like, "What is it that you're looking for? What exactly is it that you're looking for?"

[00:35:16]She's cash. She's ready to go. She knows what she wants. She knows what she wants to be. So why would I be sending you more? I said, I think the best thing is for you to come down here so you can look at these places for yourself. So she's coming down this Friday coming up.

[00:35:28]>> Yeah.

[00:35:29]>> And sometimes you just got to >> you got to you got to manage your your transaction. You got to manage your clients just like you manage anything else. If you're if you're a wife, you manage your family. You manage your husband. You man you manage your business. Why not manage your clients?

[00:35:43]you know, you manage you manage everything else in your life. Well, you should be. You're managing your bills, etc., right? Your clients is no different. I see it so many times like agents are afraid to take control.

[00:35:55]>> They're afraid of losing the customer.

[00:35:56]>> They're afraid of losing the customer, but I feel like you not being I'm not I don't want to use the word aggressive, but I if you don't put yourself in that um position of authority, >> then you're going to lose that I think you're going to lose that client. You're going to lose that respect. So, you have to >> Yeah. I I think what happens is that I I operate in a space of abundance and sometimes it's okay. I went to a listing appointment last week and I told him I went through the whole house. I went through the consultation. I'm like, "Why are you selling your house?"

[00:36:23]>> And he's like, "I want to do this. I want to do that." I said, "Listen, I don't know if you want to work with someone else to sell your property, but I don't think you should sell your house. I think you need to stay in your home." He's an older gentleman.

[00:36:31]>> You need to stay your in your home. And at the time that the Lord calls you home, >> we'll figure it out. But I think you need to stay in your home because anywhere that you're going to go, it's just not going to make sense.

[00:36:39]>> Yeah.

[00:36:40]>> I walked into a listing appointment earlier this year. You guys will be seeing that video soon. I actually recorded the whole thing. And the gentleman said, he said, "You can work with me or you don't have to choose to work with me." And I said, "Your number of what you want >> versus what the market is saying right now are just not matching up. And I think it's best that I don't take your listing, >> you know, because once again, reputation. I don't want to ruin this relationship that I have with this person." And I said, "I commend you to go work with someone else that can possibly get you that number because it's just not going to happen." And at the moment, the moment that you realize that you operate in abundance >> and you're led by the Holy Spirit, >> there is nothing else that can stop you, you know. And if more people understood that, >> their pathways would be straight, narrow, clear.

[00:37:27]>> And we have an in-house, we have an in-house theme that not all money is good money. You know, not all deals are for us. I mean, it happens all Tanya can tell you sto countless of stories. I can tell countless of stories where people come and they either want you to do something that may not be above board or they come and they want you to do the deal a certain way because this is what somebody else told them and we're going to do it the right way and if it doesn't fit, it doesn't align, that's okay. Go ahead and get that deal closed with somebody else. Tell people this all the time. I do not look good in orange and I will not be allowing anybody to braid my hair.

[00:38:00]>> So, we are not going down that path, right? And you have to operate in a space of integrity too, right? You you do have to do that. I I don't I don't care where you what business you're in.

[00:38:10]>> I I I think especially when this business of the 8020 rule, 20% of people do 80% of the work, so at the end of the day, we're going to run >> insurance as much as 20.

[00:38:18]>> Hey, maybe when 2026 stats drop, let's see, you know, >> you would hate for them to say, "Hey, this person operated this way. This person operated that way." You know what I mean? M.

[00:38:29]>> So I think yeah, integrity, morals, ethics, >> say what you're going to do, do what you're going to do >> is is definitely culture in any business, any business that you operate in.

[00:38:40]>> Yep.

[00:38:42]>> You have managed to stay relevant. I mean, I don't know how you do it. You're such a busy bee. I mean, you are >> My manager just told me that >> you are you are busy. But the one thing I do I I I say this all the time about you. I said you work hard. I can see your work ethic and you got to appreciate it. So, how do you stay competitive in such a market that is crowded cuz we have a crowded there's so many realtors here in South Florida.

[00:39:09]>> Indeed.

[00:39:10]>> 165,000 for South Florida.

[00:39:12]>> How do you Because every time I look I see Jeff.

[00:39:14]>> Wow.

[00:39:15]>> Every time I'm I see somebody of of a statue you're there. You you're in rooms with top people. You know agents. You know the top producers. You know, you know people, right? How is it that you have allowed yourself to stay so relevant and not only that but stay successful, >> right? Cuz you're a success no matter how you look at it and you know it's your abundance, right? You talk about your faith. Yes.

[00:39:41]>> You know, hear that. So, how do you truly stay so relevant but also stay successful in such an overpop populated industry?

[00:39:48]>> I I can answer those in in three quick answers. I think number one is being able to understand your craft and sticking to your craft. Number two, knowing that there's a time to be a student and there's a time to be a teacher. And I think a lot of times we fail at that. I walk into rooms and I'm like wanting to soak up as much information as I possibly can. You know, people will be so excited. You know, this happened this week. Someone was so excited about what I was doing, they reached out to me and they were asking me advice because they're a powerful buyer agent. They're paying Zillow probably about 30 to $40,000 a month >> and they're getting the transactions.

[00:40:32]They're getting the transactions, but he's like, "I see you work these sellers so effortlessly and I got some questions, you know, and then there may be rooms where I walk into and I'm like, I see what you're doing. Can I please hold your bag? Can I bring you some coffee? Can I take you out?

[00:40:49]>> So, you're not afraid to just >> Yeah.

[00:40:52]>> Yeah. You know, >> put yourself out there to people.

[00:40:54]>> No. No. You have to. You have to know.

[00:40:56]>> You're humble. You have to be humbled.

[00:40:57]And I think that's that's it. You're humble.

[00:41:00]>> You have to know. And then and then number three is definitely I would say not only faith and believing because I definitely believe that's on the list as well, but I think understanding when to shift.

[00:41:12]>> You have to understand when to shift. So 2025 was probably not the best market for a lot of people. So, what did I do differently? Okay, how did I examine what was going on? You know what happens a lot of times with us is that something's not working and we just keep doing it. We keep pounding our head on the wall over and over and over and over and at a point of time, >> this is how we've always done it and then we're sticking to that.

[00:41:33]>> Hey, check out Spirit, rest in peace, you know, but you have to understand when to shift. And this is why a lot of companies go out of business. And when we think about the mega business companies are going out of business, >> us little people, if we don't shift with our expensive, if we don't shift with our marketing, if we don't shift with our exposure, as we just opened up, why am I out here spending 5 hours doing content on a closing is because people want to see it on Instagram. They want to see what the market's calling for.

[00:42:00]>> So now, guess what? We have to now budget $500 to $1,000 >> and include that >> on on the camera guy on the videographer guys because they were 200 last week and this week they're $5 $600 >> cuz their prices have shifted with the market. Right.

[00:42:15]>> Exactly. And and I think that's what it is. You have to be able to shift. So right now I'm in the space of where I want to do luxury.

[00:42:21]>> South Florida is is the melting pot where so much money is coming into. So many entrepreneurs are here. So many huge CEOs are here where I'm just trying to touch the stuff honestly for a million to three to 5 million and people are out here selling triple digit houses. You know what I mean? So that's understanding like we have to shift. You know we're in an opportunity that if we don't capture the opportunity, we're going to miss out.

[00:42:44]>> Yeah.

[00:42:45]>> So build your price point as you can because who knows where the market may be in 2027 and guess what? But I may be in the next, you know, foreclosure class next tomorrow because that's where the market is and I'm right there in the front seat. How do I run a short sale?

[00:43:00]You know what I mean?

[00:43:01]>> You know, I'm glad you said that, right?

[00:43:03]Because we hear a lot of agents right now talking about, I either only want to be a sellers agent or I only want to be a luxury buyer agent. Okay?

[00:43:14]But that doesn't mean that if you're doing really well right now with rentals or you're doing really well in that 3 to 400 space, you should stop catering to those clients. No, >> those clients are paying the bills. But that doesn't deter you or shouldn't deter you from going after if you want the million-doll price point, the $2 million price point. You should still be activating your plan and implementing your strategies to gain those clients while you're still paying your bills with the rental clients and the three 400 $500,000 deals. But I see this mindset shift like >> we're going to have this tunnel vision.

[00:43:48]It's like a horse with the blinders on.

[00:43:50]I only want to do luxury. No, if I call you about $150,000 on a condo plan, I don't want to have that conversation. I mean, so I I I don't I don't understand it. Maybe you could shed some light on it, but I don't understand it. Like it's just it's just we see the shift.

[00:44:04]>> I think what's happening is that they're watching people's >> that are doing it. They're watching the people that are doing it, but they don't know where the people started.

[00:44:11]>> No, >> they don't know the stuff that they didn't post on social media. They don't know the stuff that they didn't speak about. They don't know the stuff that they didn't put out there to the universe, but the stuff they were quietly working on. You know, one of my good friends just closed an amazing deal. It's probably her biggest deal ever in her life for real estate. But she says, "I still do my leases. I just do higherend leases at this time, but I still do my leases." She says, "I don't post them, >> but I still do them." And she says, "That's honestly is my bread and butter because as I'm closing the triple digit real estate transactions or the or the four-digit real estate transactions, I should say, >> I still have to keep the lights on." And what happens a lot of times is that we take internet to be what it supposed to be and it's not really >> too literal.

[00:44:55]>> Yes. Yeah. Mhm.

[00:44:56]>> But I mean, and the reality is you don't always get the three to $4 million deals every month.

[00:45:02]>> No. So those Exactly. So those come You may get two for the year.

[00:45:06]>> Yeah. We'll cut the lights off.

[00:45:08]>> Exactly. But the light bill comes every month, right?

[00:45:10]>> Exactly. So you have to still stay relevant and still cater to those deals that are really going to pay the bills.

[00:45:18]>> I I think >> but people miss that. A lot of agents miss that. I think every business, especially for the realtors that are out there, is I think create that business plan and continue to review it each and every opportunity that you get 30 days, every three months, every six months.

[00:45:31]Review that business plan because your business plan needs to possibly shift as you shift.

[00:45:35]>> It has to.

[00:45:36]>> It's not even needs to, it has to shift because >> we're evolving. Yes.

[00:45:41]>> Things are changing. It's like you're saying, I never thought about I'll be doing any closing post, closing videos, none of that, right?

[00:45:48]>> So annoying.

[00:45:48]>> But you have to shift. So, we get it.

[00:45:51]>> Before Before we got before we decided to start our company, I did not have a social media presence.

[00:46:00]>> I do not like social media.

[00:46:01]>> I do not like being on social media.

[00:46:04]Honestly, we're here. I'm enjoying having this conversation with you, but the fact that we have to do it on camera, I don't like that part of that of the conversation. So, >> but it's a necessary evil to the business that we do, right? It is a part of what will make your business successful. And we have to the the word of the day is shift. We had to shift.

[00:46:24]>> So, you know, >> yeah, >> speaking about shift, let's shift a little bit. Let's get a little messy.

[00:46:29]You want to ask this question, Miss Tony, or you want me to ask this question? Let's get a little messy because when we started this podcast, one of our things is to not only just talk about the the good, the bad, but let's talk about some of the little dirt that goes on in the real estate.

[00:46:41]>> I should have asked for the questions in the >> I didn't ask for. So you know the in the industry you you've been called soft recruiter.

[00:46:52]>> Okay.

[00:46:52]>> Yeah. What is that? I still don't know what that is today. But what is your interpretation of what that is? Now how do you feel about that?

[00:47:00]>> I I don't believe it's a soft recruiter.

[00:47:02]I think there's a there's a there's a a roa about myself. You know there's an energy. I believe that energy can never be destroyed but it can only be transferred.

[00:47:09]>> Like what we've created is an energy.

[00:47:11]You know what I mean? And I think what happens is it's through the opportunity that I'm knowledgeable. It's through the opportunity that I'm very humble. It's through the opportunity that I don't need anything from anyone. I don't ask for anything. I'll probably pay a bill before someone else pays it. And people can read into that. And I really want each and every single person to be successful regardless of whatever field that they're in. And if you speak to me or you spend time with me, my credit repair friend is with me as we're working on transactions and we're talking about business planning and how to grow her business while growing mine.

[00:47:39]You know what I mean? And I think what happens is that people see that and the fact that they can call me and I can answer a question for them and they may be missing out on that wherever they're at.

[00:47:50]>> They're like, "Wow, I want to work with him. I want to be with him. I want to be around him."

[00:47:54]>> You know, and then from there it appears that I may be soft recruiting or I may be attracting or I may be whatever, you know, >> but I think that I just want to truly have everyone win, you know, and You know, my friends, my friends that know me personally, they're like, "You're very flirtatious." And I'm like, "How?"

[00:48:15]>> And they're like, "It's just the way you speak."

[00:48:18]>> I'm not.

[00:48:18]>> It's just the way you speak. And I'm like, "How do I speak?" And they're like, "You just like like you just like, you know, I went on a single point with my good friend. It was a a million dollar listing that we ended up getting." And he's like, "Those eyes the way he spoke to her, she had no choice but not to sign the listing." And I'm like, "What are you talking about?" But it's just that >> I don't I'm not vindictive. I don't believe that I am. I don't think I have a vindictive bone in my bone at in my body at all. I think it's truly I want to help people regardless of what it is.

[00:48:46]We have a customer that's closing in about a couple of weeks right on from today and the numbers are short and I said I'll pay it $7,500. Take it from the commission.

[00:48:55]>> You know anomaly. See, again, and the more we get to know you and the more we get to peel back the layers and all the the crap that people say, you you come to realize that half of it is right? Um, you come to realize that people say or discredit things or people that they they want to be like. They discredit people and things that they are fearful of. And it's not a matter that of you are out here literally trying to go after anybody's business.

[00:49:26]You're just in your own lane, in your own space, and things are gravitating towards you and people >> misread that.

[00:49:33]>> Yeah.

[00:49:33]>> And so or or have, right? And and they will continue to misread that. But does should that stop Jeff from being Jeff and building Jeff's business? Hell no.

[00:49:43]>> I was going to say another word and I had to catch myself real quick, but but hell no. And we're and the same thing over here is like we're going to continue to do things this entry point way because we feel it's the right way.

[00:49:52]We do write by our clients. We do right by our partners, our colleagues, and we have earned the industry respect of of those people, and we're going to maintain that by doing the right things.

[00:50:01]And I commend you for sticking to who you are, what you do, and how you do it, because at the end of the day, Jeff's got to pay Jeff's light bill.

[00:50:10]>> Nobody else is going to pay it.

[00:50:11]>> I think I think I'm still intimidated by some people are still intimidated by me. Mhm.

[00:50:17]>> You know, I did a call the other day for a student that was to join our program and the broker mentioned something like it wasn't really my counterpart. It wasn't even that. It was like, "What about if you open up your own brokerage tomorrow, Jeff? My agent's going to come want to work with you."

[00:50:31]>> And it said, "I don't want your agent. I don't want your I don't want your agent.

[00:50:35]I'm not opening up my own brokerage.

[00:50:36]That's nowhere in the in the lines between these student loans that I'm paying right now. Opening up a brokerage is just not going to happen." But people are just intimidated. And what happens is I believe what happens is when you fall short within yourself, >> you look for fault within other people.

[00:50:52]>> Amen.

[00:50:53]>> And if we spent more time being true to ourselves and being faithful and understanding that people have to grow and people have to pivot, we would be a lot better in endorsing what other people are doing. Like for example, myself, if I see somebody hosting an event or doing something like, "Hey, come to this. Hey, come to dad. Hey, you should be here. You should be there.

[00:51:16]Like I said earlier with my friend in the space a commercial.

[00:51:18]>> We get all those texts like Jeff can't do all of these this week.

[00:51:23]>> But people don't know that about him. So the people that seem to feel like you soft recruit, they don't realize that I'm inviting >> just trying to connect. You're just trying to connect everybody so that everybody has an opportunity to collaborate and win together.

[00:51:35]>> Cuz I said that to you. I said that to you the other day. I was like, you know, last week sometime I said to you, >> why are you like this? I was like, you're always putting people together.

[00:51:47]And I realized, you know, it's your personality. You're just a genuine soul.

[00:51:51]You're not trying to be like, "No, I just want this person to work." No, you literally fusing people together. And then you called me the other day >> this week, I think it was. And I Yeah.

[00:52:03]And you said, um, >> you left me a voice note and you said, >> "Somebody has just asked me the same question you asked me. Why is it I'm always putting people together? So the fact that I'm thinking it, other people saying it, but once they know you and realize that you're genuine about it, that's your heart. That's that's who you are. So I appreciate that what you do because at first we're like, "What is he up to? Why is he trying to put us with these people?"

[00:52:30]>> But you know, you put us in spaces, you're you're just you're you're sometimes I see a message from you, I'm like he's like, "How's that how y'all doing? Y'all so quiet, >> you know." But it's really that touch base that >> we need to still have. we need to continue to have in this industry because we become so focused on the work and closing the deals that we forget just hi how you doing >> and you do that so I appreciate that cuz there's a m sometimes you're having a moment and I can always rely on Jeff to send me a little hi >> I'm really into like reading and listening to stuff and it's always like it's not it's not what you say it's how you make people feel >> and you do that you're you're genuine about it and I wish the ones that think about a soft coding even realize that he's still supporting you.

[00:53:15]>> He's still pushing you as a person, your business, talking about your business in a space that is relevant and good. So, >> you know, >> just I'm going to just say this, don't listen to them, which I know you probably don't, but don't let that distract you and stop you from doing what you're doing because what you're doing is so much bigger and greater than what they're realizing.

[00:53:36]>> Yeah. I I operate by the word of the faith of of of the Bible and and the faith of the Bi the Bible states that he will never leave you without.

[00:53:43]>> And I think as we continue to read it and I continue to understand it a little bit more, >> he will never leave you without regardless of what it is, you know, and I see that I can I can literally, you know, I don't meditate and pray every single day, but the times that I do, I can literally meditate on something and it happens that same day.

[00:54:05]>> Oh, yeah. It happens that same exact day.

[00:54:08]>> Tell you a funny story about that. I'm not a Most people that know me know that I'm not a overly spiritual person. Grew up in the church. All that nine yards, right? So, I understand the word. I know the word.

[00:54:22]Lifestyle is cultured around it, right?

[00:54:24]But I'm not an overly practicing person, right? And I forget where we were and we were talking. I was like, "My phone hasn't been ringing.

[00:54:32]>> This isn't looking good. My phone hasn't been ringing. Jeff, I swear to God, not even an hour later, I spent the next four or five hours just answering phone calls.

[00:54:44]>> So, he's always there. He's always listening and he's going to give you what you need when you need it.

[00:54:48]>> It may not be when you want it, >> but it's going to come and it's always going to be there. So operating in that space of abundance >> makes you it makes you not operate of a space of greed either a space of desperation either right and then you can actually think and and process through some of these things you're dealing with in business in life in personal relationships or whatever cuz it's always going to be there and that's what I think a lot of us especially our counterparts in the industry we operate from that space of desperation so sometimes our our decisions and our visions gets clouded.

[00:55:24]>> Yeah. And you can possibly tell when someone's like, I need this to close.

[00:55:29]This has to close. You know, >> you can kind of understand where you can you can hang out with someone or spend some time with them and you can kind of tell who they are just off bat, you know.

[00:55:42]>> Oh, yeah. Of course. because of the way that they speak, the way that they operate, the way that they do things, you know, >> and if you took the time to really understand that all your answers are in the word, >> you know, everything that you need is already there. It's >> already there.

[00:56:02]>> You would be 10 steps further than where you need to be. And that's where I operate from. You know, >> what's for me is already for me.

[00:56:10]>> Amen. Amen.

[00:56:13]Um, so want to get you wrapped up here, but got two more questions to get in for you, right? Um, where do you see the market going right now? Where's the trend? We hear people talk about buyers market, sellers market all the time. Um, most people are saying it's a buyer market right now. From your professional eye, what's the trends that you're seeing?

[00:56:33]>> I think it's a great question. I think especially being today here, May, whatever today is 2026, >> we lose track of the days after a while.

[00:56:40]You know, I can I can definitely say that you see more opportunities out there for buyers. You definitely do.

[00:56:47]>> But there are areas where if you're priced correctly, you can definitely have a seller win in this market. You know, it's all about pricing, positioning, understanding what you have >> and understanding that certain areas are going to be different. You know, some areas still are selling for top dollar, >> multiple offers, >> and then other areas are hurting right now. you know, they're probably hurting because of what took place during the pandemic.

[00:57:12]>> Yeah, that's true.

[00:57:13]>> But I also know of agents I sat with a guy the other day and he said he has realtors that he works with haven't sold anything all day or all year. I mean, they haven't sold anything all year.

[00:57:25]>> And >> yeah. Yeah. It's unfortunate. It's unfortunate. It's unfortunate that 2025 numbers, 2024 numbers were also the same. There was agents out there that sold zero homes, you know.

[00:57:35]But what I can say though is that there's opportunities for everyone that's out there. You just have to go and look for them. You have to go and look for them. So, I'm I'm excited that the market that we're in right now, I think that it is overpriced to be a heavy listing agent as I am. I think prices were inflated extremely high.

[00:57:53]>> It kind of weeded out a lot of people, you know, like to be buying a home and paying five six $7,000 for a mortgage is just nuts, you know.

[00:58:00]>> It is.

[00:58:01]>> Then you count the taxes and the insurance and everything else, you know.

[00:58:04]So, I'm excited to see prices come down.

[00:58:08]I I wish more people would lower their prices sooner or later. I'm going to give you guys a story. I have a listing in a community where there's seven other homes that are listed. And I believe in keeping communication with your customer and letting them know. So, I operate with the 7, 14, 21, 30-day process. So, first seven days, we'll list the home.

[00:58:29]If nothing happens, then we need to talk about reducing the price. And we do the same thing until we get our first 30 days. And this particular listing, I lowered the price and there seems to be a community chat and they went off on my seller for lowering the price.

[00:58:45]>> Oh my god.

[00:58:46]>> Because they have their house in the neighborhood.

[00:58:48]>> They have their house on the market >> for higher >> and it's the same model home and they're priced higher and they're like they're getting tons of showings. And I responded to my customer who has yet to say anything to me. I said, "Great. I'm excited. Becky's getting tons of showings, but Becky seems to still be on the market 52 days later.

[00:59:07]>> So, obviously, they may love the way her house looks, but they don't love the price or it would have been sold."

[00:59:12]>> So, she should probably lower her price as well >> so that we're on on the same accord >> and we can all get these homes sold, you know, and if more agents had those conversations with their customers, >> we would be able the same way we up the market.

[00:59:29]>> Yep. Yeah, >> we will be able to lower it back down where it needs to be so more people can buy. We create more commission checks, more opportunities, >> and if we spend more time educating our customers, >> you know, >> I love that.

[00:59:43]>> I called the husband about 2, three days ago and I said, "Hey, she didn't say anything. What do you think her mindset is?" And he's like, "I really don't know what she's thinking. I don't know. She then he tells me the story about the whole group chat and everything like that." And I'm like, "Bro, like even at the price we're at now, we still don't have an offer. We're still on the market. So, I just need to be calling you guys in a couple more days and be like, "Baby, >> yeah, we need to make another adjustment."

[01:00:04]>> Exactly.

[01:00:05]>> You know, so be be very proactive in watching what's happening. Don't allow your listing to be stale. Realtors, don't allow the homes to sit on the market. Don't be afraid to have that conversation.

[01:00:18]>> Be the professional. Get to the closing table quicker and understand that you're the professional. Operate in that space.

[01:00:26]And this is coming from the guy that's closing nine deals in the month of May.

[01:00:30]>> There you have it. I mean, we are wrapping you up with this one, right?

[01:00:34]When people talk about Jeff in a room and you're not there, what do you hope that they're saying about you?

[01:00:40]>> For they say your name will be mentioned in rooms that you have never entered in.

[01:00:43]By the grace of God, I am so excited about that. Rather it's good, rather it's bad. Our number 47, 48, whatever, I don't even know what number president says. As long as they're talking about you, they're talking about you. You know what I I think he got that line from Easy E. We won't win.

[01:00:58]>> Exactly.

[01:00:58]>> No such thing as bad publicity, right?

[01:01:00]>> Exactly. But um as you mentioned earlier, my goal is to ensure that we all win.

[01:01:06]>> Yeah.

[01:01:06]>> My goal is to ensure that all of our cups stay extremely full and overflow.

[01:01:11]So, I just hope and pray that when people do mention my name, hence why I care about my >> my name so much. I really do. You know, one of my good friends, she always says, >> "It's always about like what the people think." Like why are you so concerned about what the people think? Because I'm like that's all you got. That's all you are. That's your reputation.

[01:01:28]>> If if I had if I knew of you guys but I had not known you all.

[01:01:32]>> Yeah.

[01:01:33]>> Imagine if it was every bad thing that you would have heard about me, I would not be sitting in this chair right now today.

[01:01:38]>> Correct.

[01:01:40]>> But beyond that, I've I hope that I create a a industry where there are professionals, there's black professionals, there's black young professionals that are truly doing what they need to do. As I as I move into the luxury space, I continue to tell people that I'm not doing it for myself.

[01:01:59]>> I'm doing it for the community.

[01:02:01]>> I switched brokerages for the community.

[01:02:03]I picked up and moved from a $800 mortgage to a $4,100 rental >> for the community.

[01:02:10]>> I showed people I'm showing people that you have to really be embedded in what you believe in. Y, >> you know, >> you have to. And I hope and pray that as I continue to get more sellers, get more buyers, whatever it is in the space of luxury that people will see that you have to understand and build your craft and you got to work on it. Everything else does not matter. Everything else does not matter. So I hope and pray that when they when they mention my name, they say he's a listing machine cuz that's what I go by.

[01:02:44]>> That he puts numbers on the board.

[01:02:46]Uh-huh.

[01:02:47]>> He's a humble guy. He's a god-fearing guy. Um, if someone needs to sell, they probably should partner up with him so they can get it sold.

[01:02:56]>> And that they understand that I I mean well for everyone. I want everyone to win regardless of what field that you're in. You know, >> I think they'll say those things.

[01:03:03]>> And I won't end this without giving thanks to my mother. The lady worked three jobs raising us, you know, >> and my father was not in the picture, still not in the picture today. And I give it all back to her just to see her strength and see like what she used to do. Like I used to stay in the car as she went to her second and third job cuz we could not afford daycare.

[01:03:23]>> And my cousin used to be at all these other things doing all these other activities and I just didn't understand.

[01:03:27]>> But what that did that was building grit for me.

[01:03:29]>> That was making me who I am today.

[01:03:32]>> So didn't come from money but I'm definitely going to retire in it.

[01:03:36]>> I love that.

[01:03:37]>> I love it.

[01:03:38]>> And that's something I don't think people would know about you. They don't know that story about you. So, I'm happy you share that. They just see you as Oh, it's Jeff >> just working.

[01:03:46]>> He He just makes it, you know? He was He was born into money.

[01:03:49]>> Yeah. Yeah. Yeah. Just trying.

[01:03:50]>> You got it.

[01:03:50]>> So, what's next, man?

[01:03:52]>> I'm in school.

[01:03:53]>> Yeah.

[01:03:54]>> I've been in school since October of 2025. I got my first B that I'm not satisfied about. And if anyone knows me, they'll probably know that I'm still crying about the B today that I got from the professor. But what it taught me was that I just need to study more or read more.

[01:04:08]>> So, what are we what are we getting into? Uh, I want to I want to focus on family law. My goal is not to be a title company.

[01:04:16]>> My goal is really to be a family attorney that assists people on we own real estate. But what happens is we don't have our affairs in order, especially as black and brown people, especially the black folks, you know, we don't have our stuff in order.

[01:04:29]>> We don't have trust in place.

[01:04:31]>> We don't have wills. We don't have estates. We don't have >> our stuff taken care of. And then what happens is that we pass away and it becomes total chaos for the family. And my goal is to as as well as I did real estate, I want to be phenomenal in the space of family law, helping out black and brown people to ensure that when it comes time to even owning real estate, >> you know, I we went to the closing today, as I told you guys earlier, and I said, I need to see the deed. I need to see how this deed is taken because he purchased the house with his with his cousin >> and I want to make sure it's read correctly. And he's like, "You want me to send you a copy of it?" I said, "No, I need you to pull it out of your folder and I want to read it." You know, >> because what happens is a lot of times we go to closing and we don't understand how we take ownership and then this person dies and now we got this problem going on. We got that problem going on.

[01:05:19]We got a kid that they never knew about wants 50% of the house. Like, wait a minute, you didn't put a dime into this.

[01:05:23]You know what I mean?

[01:05:25]>> But these are things that are very, very important to us. And I wish that we had more conversations about this. I wish we had more conversations about estate plan. I wish we had more conversations about building retirement. You know, I'm on this Cody Sanchez thing and I really am. I'm about to return my car and go buy something else.

[01:05:41]>> But I'm so serious about that. But I'm serious about like like one of my friends, he's in the space of real estate. We probably been doing real estate the same amount of time. And April 15 was the last day to close out your 2025 IRA.

[01:05:52]>> And I said, "Hey, did you max out your IRA yet?" He's like, "What are you talking about?" I'm like, "You need to go get an IRA." He's like, "Where do I get one from? I don't I'll go figure it out.

[01:05:58]>> Yeah.

[01:06:00]>> But this is the conversation that we need to have.

[01:06:03]>> We need to have more.

[01:06:04]>> Wealth is in the bank account, not in what you're wearing.

[01:06:06]>> This is what the conversation should center around when we talk about generational wealth in our community.

[01:06:12]>> Yes. This >> this these topics, right? It's great to buy a house, right? But owning that house is just the start.

[01:06:19]>> Yes.

[01:06:20]>> The generational wealth comes when you create those transitional plans. Create what happens when we decide we don't want to be here anymore. who does that wealth that we have amassed go to and and what can they do with it >> or what even happens when we cannot make the decisions but we're still here do we have reop trustes like do we have trustes that are created overall like do we have our affairs taken care of like if something happens to you today can your mother go to the bank >> and get whatever funds you have assets you have do they have access >> yeah you're right you know um when I was doing my degrees it was like I was going to be a lawyer so You know, when you open that law firm, I may have to go back and >> No, you can't leave partner up. You can't leave.

[01:07:02]>> I may have to I may have to partner up because I may not be open political science was my major for a long time.

[01:07:09]So, I really was transitioning and wanting to do law. So, you know, you're over here recruiting now. They're going to call that soft recruiting too because when I was in middle school, I did uh pre-law soft.

[01:07:25]>> It's that aura. It's that aura, right?

[01:07:27]It's that aura, man. But hey, >> so man, I appreciate you taking the time out of your busy schedule to come in and sit and chat with us today, man.

[01:07:34]>> Cheers to you.

[01:07:35]>> Yes.

[01:07:36]>> Cheers to you. Cheers to us.

[01:07:38]>> Cheers, >> Jeffrey Corland Esquire. We'll be back.

[01:07:41]We'll be back for the next episode.

[01:07:44]>> Awesome. Thank you guys. It was great having you. It was great.

[01:07:47]>> Appreciate you guys. If you like this episode and anything you heard today, please please please remember to like us on all the social media platforms. Hit that subscribe button for more content.

[01:07:56]We promise to keep it real. We promise to keep it fresh. We promise to keep it coming. Thank you.