Jason Santana – How to Adapt & Shift From an Expert Developer

From the Amazon in Brazil to Founder, Partner & General Contractor of North America Development, Jason Santana’s journey showcases the power of hard work and seizing opportunities. Arriving in the US at 17, he and his brother Hudson thrived, finding their calling in real estate development. They quickly built their business, stressing the importance of assembling a strong team and staying adaptable. Santana shares insights on breaking into the market for aspiring Realtors. To learn more about Jason Santana: Click Here

Show Notes

Welcome to the Agents Who Crush It In Real Estate podcast where you’ll hear the good, the bad and the ugly of how real estate agents overcame challenges and grew their business. Check out the Episode Notes at CrushItinRE.com/podcast. Here’s your host, Lindsay Favazza.

Jason Santana: Look, we’re going to have problems. It’s however we come across and solve those problems that we’re going to define how long we’re going to be doing business together. I have lost money to save relationships multiple times because I value money, but I value relationships more than money.

Lindsay Favazza: Welcome to the Agents Who Crush It In Real Estate, the podcast where we deep dive into the strategies, stories, and successes of the real estate world’s top performers. I’m your host, Lindsay Favazza, and today, I’m thrilled to have Jason Santana, founder, partner, and general contractor of North America Development, join me. Jason, alongside his brother, Hudson Santana, have distinguished themselves through a dedication to superior construction and unwavering client satisfaction as experts in real estate development.

Their philosophy extends beyond mere structures. It’s about forging lasting relationships, breathing life back into properties and communities, and ensuring the prosperity of their clients and future buyers. Jason’s journey exemplifies the essence of collaboration, resilience, and the relentless quest for perfection. Whether you’re an industry veteran thinking of embarking on your development journey, or you want to learn more about working with developers, Jason’s insights offer invaluable lessons. Let’s give a warm welcome to Jason Santana. Welcome to the podcast, Jason.

Jason Santana: Thank you so much, Lindsay. It’s a pleasure to be here.

Lindsay Favazza: We had a couple of scheduling things, but I’m so glad we’re finally here. It was all my fault. 99% of it was my fault, so I apologize for that, but I’m so excited to have you here. I know you and I have met a few times in person. You wear many hats in your life, so I can’t wait to dive deep into what it is that you do all day. We were joking about your wife listening to the intro and thinking, “Wow, that’s pretty impressive.” You do so much more than just the development. I’m really excited to hear your story and I’m really excited for our listeners to hear your story today.

Jason Santana: No, it’s a pleasure to be here and I hope I can bring some value and some insights for your listeners.

Lindsay Favazza: You definitely will. I know a lot of them will be very interested in hearing a lot about the development side of things and how they can better work with developers. That’s something I think that would be really valuable, but let’s start from the beginning. How did you get into real estate? What is your backstory? How did you get all started in this with your brother and you?

Jason Santana: Well, I’ll try to summarize 40 years in a couple of minutes.

Lindsay Favazza: You don’t have to. We have plenty of time.

Jason Santana: I’m from Brazil. I’m from the Amazon, literally from the Amazon jungle. Our state in Brazil is a part of the jungle. When I finished high school, there wasn’t a lot of opportunities for us back then. There was not really much that we could pursue. I had an uncle who lived in Boston and my uncle told my mom, I was 17 years old, “Why doesn’t Jason come here to America, the land of dreams and opportunity?” My mom asked me, I had no idea what the United States was. She was like, “You want to go live in the United States?” I’m like, “Okay.”

Lindsay Favazza: Sounds good.

Jason Santana: Yes. Then I–

Lindsay Favazza: How old were you?

Jason Santana: I’m sorry?

Lindsay Favazza: How old were you at that time?

Jason Santana: 17.

Lindsay Favazza: Wow.

Jason Santana: My uncle had left Brazil 10 years prior, so when I was around seven or eight years old. I hadn’t really had much connection with him. Back then, there was no cell phones or Facebook or Twitter or any of that. You had to send letters and had a dial-up phone and all that kind of stuff. I feel like a dinosaur right now, but that’s how it was. Then he sent us the money for the tickets and I came. I arrived in Boston, went to live with him and his other eight roommates on a three-bedroom apartment in Austin.

Lindsay Favazza: Fun.

Jason Santana: Yes, it was a lot of us. Everybody had two–

Lindsay Favazza: What was he doing for work at the time? Was he in any kind of real estate?

Jason Santana: No, he was a cook and a busboy. He was a cook during the day and a busboy during the night. That’s what I started doing. I started being a dishwasher and just worked my way through. Long story short, got to some point that I didn’t want to be in a restaurant life anymore. I wanted to have a day job because I wanted not to be working nights, weekends, and holidays. I left to go work on a painting company. From the painting company, I moved down to Florida when Katrina hit back in 2006 or 2007, and then I started working for a developer.

I’ve learned a lot with him because he brought me up from just being a carpenter to being a project manager, and all that stuff. He had a lot of development going on on the beach. It was like a vacation– The city called Destin in Florida, up in the Panhandle. It’s like a vacation spot. Then 2008 happened, and everybody went–

Lindsay Favazza: I’m like, “This is 2006, 2007, I’m waiting.” [laughs]

Jason Santana: 2008 happened, and it was really bad for that area because there was nothing but vacation houses. We literally went from building a lot of houses to unemployment. I moved back to Boston to the restaurant business to get myself situated again. My brother started dating his current wife, Lisa. She was in real estate, and he was a bartender. We were working at the same restaurant, and he became a real estate, and he started working with foreclosed properties back in 2009.

I’m in the kitchen one day, and he comes and he says, “Jason, I work for this guy, and he represents a bank. People come in, buy these foreclosed houses, and they paint and they fix something, and they sell it for a profit. Why don’t we do that?” I’m like, “Well, I have no money to start with. I have, like, $7,000 saved in my bank account.” He’s like, “Well, I have a little bit of money, Visa has good credit and, you know the construction. Maybe we buy a house.” They moved to the house while I worked 40 to 50 hours at the restaurant, and I was fixing the house.

Lindsay Favazza: Wow.

Jason Santana: That’s kind of how this all started.

Lindsay Favazza: You went from having the night job, wanting a day job, to having both.

Jason Santana: Yes.

Lindsay Favazza: You guys get started, you buy the house, you’re working these two jobs, and he is mostly doing the real estate thing, or is he still working in the restaurant, too? How were you guys making that work? [crosstalk]

Jason Santana: We had the job. Hudson was the best-dressed bartender because he would come in a suit from the real estate office. Both of us–

Lindsay Favazza: Hey, he probably got more tips that way.

Jason Santana: Yes. We’re both working at the restaurant. He was doing the real estate and I was doing the development side. I mean, we were not calling it development back then. It was just fixing this one tiny little house, and all that. [crosstalk] [laughs] It was just a different perspective, but yes, both of us were working on that. He started growing that side of the company, and then I started working on the other side of the company.

Lindsay Favazza: What was the next deal? What happened after that? You guys sold that to make the profit and then you moved into the next project? Or how did that work?

Jason Santana: Yes, we did this first house in Everett, and then we sold it. Then immediately we found another house in Revere, and then right after that, we found another house in Everett, and we kept moving that way until Hudson used to go to a BNI, I’m sure most of the people–

Lindsay Favazza: I used to be a BNI president.

Jason Santana: There you go. At the BNI, he was doing a presentation about this development company that we had. This is 12 years ago. The industry was picking up from– It’s funny because the first open house– Because I also have a real estate license, but I have to say this story. The first time I went to an open house, I was shadowing this realtor, and he said to me, “You’re getting into real estate. This is the last open house I’m doing because I’m leaving real estate because real estate is really bad right now.” This was in 2009, 2010. I’m like, “Wow, that’s encouraging.” [laughs]

Lindsay Favazza: That was bad timing.

Jason Santana: I’ll tell you that. No, it was great time because–

Lindsay Favazza: It’s great. Yes.

Jason Santana: I feel like it’s happening right now again when a lot of people are leaving the industry and people are like, “Jason, what is the luckiest thing–?” I’m like, “My luckiest thing is I started real estate in 2009, 2008,” and everybody is like, “Well, those were horrible timelines.” “Not for me.”

Lindsay Favazza: “Not for me. I started and it was great.”

Jason Santana: Yes, it was great. When you have no other options, you don’t know what good and bad is. We didn’t have a structure. It was more like, “What it make sense? How does it work? How does it not work?” We started learning. We learned a lot with other people. We learned a lot with our experience. We start doing more houses. I was still a full-time chef at a restaurant in Boston, and my obligation was to work 60 hours a week there. I was doing 60 hours a week there, plus fixing the houses most of the time myself.

I’ll pick guys at Home Depot to come help me for a day. I have a good friend who started to work with me at 5:00 PM until midnight. He worked with me every day while, during the day, I was at the restaurant. I had a couple of kids. I had my second son by then.

Lindsay Favazza: How do you have the hours? I don’t have the hours in the day. I don’t do half those things.

Jason Santana: It’s funny because I’m listening to a book right now, and this chapter of the book is just about time management. We know we have the hours. It’s just what we prioritize. For example, I wake up every day, 4:30 in the morning, and I go to the gym. That’s a priority for me. People are like, “Oh, how can you do it?” I got so used to it that now when I go on vacation, I miss it. I just build up into the– yes, there’s day that it sucks, there’s days that it’s cold and rainy, and all that stuff. I feel like we’re hitting 80%.

Another thing that’s a priority for me is take my kids to school. I go back to the gym, I take a shower, have breakfast, and I take the kids to school because I feel like it’s a moment that I have with them. I have three kids. Also, a priority for me is my nap. I take a nap because I’m up 4:30 in the morning, and I used to be ashamed of that. I’ll tell you, I used to be very ashamed of telling people that I take a nap, but now, I’m like, I own it. I’m like, it’s part of me. I need it.

Lindsay Favazza: What time is your nap time?

Jason Santana: 1:00 to 2:00 after lunch. My office is nearby my house. It’s like a mile and a half from my house. I usually can go home. I’m very privileged that I can go home. Does it happen every day? No, but it happens most of the time.

Lindsay Favazza: Just like anything, just like working out. Sometimes you got to skip it, you’re sick, or whatever the case is. It’s just going to be the way it is.

Jason Santana: I feel it’s very cliché, but you can live by desire. Back when I had three jobs and sharing an apartment with eight other people and not knowing much about anything, I was struggling and working and working, working. I feel like work can clear your mind. My mom is the hardest worker person that I know. She’s sacrificed her whole life for Hudson and myself. She is taught us a very strong work environment. Even for me, having Hudson as a partner and a brother, he’s the hardest worker guy that I know.

He’s a machine and people like, “Oh, Jason.” I’m like, “Oh, it’s all Hudson. I’m the looks of the company. He does all the hard work.”

Lindsay Favazza: How did things then pan out as far as, now it’s 2008, 2009, you guys have now caught some steam? Did you have to spend some time to become more organized, to become more– how did that process go for you guys?

Jason Santana: It got to a point that I feel like we got into the system that would sell a house and do another one, and sell a house and do another one. We’re both still at the restaurant, but Hudson was just one or two shifts. I was still like 60 hours a week. He was like, “Look, you need to leave the restaurant, or we’re not going to make this thing fly, and you need to get your general contractor license.” It was very scary for me because I already been hurt financially so many times, and I needed that security.

I had two small kids at home, and my wife is a hero. She’s stuck with me this whole time when there was some months that I didn’t have money to pay the rent. I’m not trying to romanticize poverty. I’m not. It was very hurtful. It’s still very painful. It’s not a good situation to be. Then I remember the day, he was like, “What’s the worst can happen? You can come back to the restaurant if it happen again.” Easier said than done once you get into a comfort zone is really tough to move on. Then yes, left the restaurant, got my general contractor license.

Lindsay Favazza: What year was that?

Jason Santana: That was in 2011, more or less. 2011, yes. Then it was just hustling. I hired two guys to help me out because back then, I was still doing all the work myself. I would only hire the plumber and the electricians because those were licensed trades, and I couldn’t do that. Everything else was literally going to Home Depot 15 times a day, doing that, all that kind of stuff, and dealing with that. It’s funny enough too, I don’t know if you remember, but back in that area, there wasn’t a lot of people staging their houses.

We started staging. We would take furniture from our houses to stage the houses. It was also something that we started doing that I feel like not a lot of people were doing. My wife would get back home and she’s like, “Where’s the couch?”

Lindsay Favazza: Could be a couch missing?

Jason Santana: Yes, exactly. That was our staging too. It was like a couch and a coffee table, and that’s it. That was like the staging.

Lindsay Favazza: That is so funny. You’re like, “Don’t worry, honey. You can sit on the couch again soon.”

Jason Santana: Yes. Monday. We wouldn’t have furniture from Monday to Thursday, and then Friday, Saturday, and Sunday, they’ll be in the house.

Lindsay Favazza: I love it. The hustle. I love it.

Jason Santana: Yes. Then it got to a point that we really got traction. We found more investors and we had to sit down and be like, “Okay, what do we want to do?” Through coaching, education, and learning with other people, we decided that we wanted to create a business, not a job. To create a business, we’d have to create a bunch of structures. Hudson and myself start getting educated. Okay, how can you really make this a business? We start hiring support people at the office because that’s the structure that we want to go.

Instead of having 100 carpenters, we decided that having a good office structure, we could subcontract most of the work. That’s how we’ve been doing and growing. Instead of like, we have 12 people in our office, our whole team right now, it’s 12 people. It’s project managers, architects, engineers, office staff to help. Then we sub that up most of our work. Our project managers pretty much manage the jobs and we have subcontractors that provide work for us.

Lindsay Favazza: Nice. Day-to-day now, how have things changed? What are you guys doing differently? How have you guys navigated changes? Because I know, especially on the development side, the market starts to shift. Then there’s this pullback over the last few years, the prices of properties have been insane. It’s like, how do you do some of that stuff then? What were some of the shifts that you guys made during the last few years?

Jason Santana: One thing I feel like being adaptable, it’s a huge advantage that we have. Because we’re a small company, I consider that we do a lot of business. We do about 20 to 25 properties a year, which is a good size for our area. However, we still only a team of 10 to 12 people depending. We are very adaptable. For example, in these 12 years, the market have fluctuated. Hudson, he deals with the real estate part of it. We always watching what’s it looks like for the next year or so, so we can adapt and change.

For example, when the pandemic hit, we start noting, when people are working from home. We change the way that we build our houses. We start to think, okay, they need really good internet. We wire for good internet. We always have a office. We would make the living room or the kitchen smaller to have office space. The zoning, we do a lot of work in Somerville, Cambridge, Medford, Arlington area. We are very thoughtful about the zoning change. I can’t control the politics. I can’t control what’s going on exteriorly.

I can’t control what’s going on within our organization. I can’t go then change the zoning of the city. We’re very adaptable. There’s a lot of people that will say, “Oh, I don’t do any development in Somerville, because it’s really challenging. While for us, it’s like, okay, how can we learn those challenges and how can we be better and just adapt to it?

Lindsay Favazza: If there’s those challenges, then like you said, more people are going to fall out of that market. Now, there’s more opportunity in that market. [crosstalk] It’s a balance.

Jason Santana: Exactly, what we have and– To a point, we shift a lot of business to Arlington. We did a lot of development in Arlington. Now, we shift a lot of business back to Somerville because a lot of people– the zoning change and a lot in the interest rates. Also, another thing, when the interest rates start going up last year, it caught everybody including ourselves because there’s property that we bought the rates were 8% because we do development. It was 5%, and then suddenly, now it’s 8%. We had payments that went from $4,000 to $15,000. You know what I’m saying?

Lindsay Favazza: Yes.

Jason Santana: It was very challenging for us and we have constantly to be navigating, working within our budgets. What is the market dictating right now? What are people looking to buy? Now, the trend that we feel on our area is happening instead of larger units, smaller units are more needed, where we are located right now. We shift. We’ve been having design meetings almost every week shifting, “Instead of making this a big one unit, let’s make it smaller two units. What is it that people are looking for?”

Before, parking was a big thing. We had to give a bunch of parking space. Now, it looks like parking is not as required or necessary anymore. For us, we got to be constant adapting because we’re selling. We’re in the market for sell. We build to sell. Yes, we have rental properties, yes, we have another– That’s a whole another side of our business. We build to sell. We’re always looking, what are people buying? We’re making our properties not so unique that it’s going to make so unique that very few buyers, but also, what is it the one thing that person’s going to leave the open house?

It’s going to be a fireplace. It’s going to be this master bathroom. It’s going to be this– There’s always one detail.

Lindsay Favazza: I would assume that both the properties that you’re developing and then selling, and on top of that, Hudson doing a lot of other sales just within the market, is feeding that knowledge. It’s a culmination of you guys just meeting and talk about like, all the buyers loved this at this other property that we just sold, so we got to do that on the next one. Is that how that works for you guys?

Jason Santana: I consider that we have two clients, the investors, they invest money with us because they’re looking for the returns, and the real estate agents, because we probably do a lot of transactions with the realtors. They’ll buy probably one house from us but the realtors– The feedback from the realtors is really important. Yes, Hudson has his team and we always listen to his team and they go to the property like, “What is it that you see that I need?” Even in things like what brands of appliances people are looking for?

What is it really important the clients are looking for? Or they come into the house, and they like the bigger closet, they like smaller closet. It’s really important to get that feedback. It’s really important to get that, so we can build something that most of the market’s looking for. Also, we have to be very conscientious of the price and also the expenses that we do because that’s the fine line, “How can I build the most for the least amount of money?”

Lindsay Favazza: Most profit, but make it sellable.

Jason Santana: Yes, because that’s how we make money. Our profit is building something that we can sell for a profit. Navigating that, and during COVID, the inflation, the price of everything, we used to pay-

Lindsay Favazza: Crazy.

Jason Santana: -$2.50 for a two-by-four, and now a two-by-four is $7. Then it’s like, “You just throw all the budgets away.”

Lindsay Favazza: [laughs]

Jason Santana: We’ve just been navigating. Now, things are getting more standardized. We feel like the weather, the storm, I feel like 2023 was this huge storm that we’ve been weathering and we’ve been changing and being adapting to it. That adaptation is painful. It’s like change sucks. Nobody wakes up in the morning and be like, “Oh, I want to change today.” You have to be going through some really tough times to want to change. That’s exactly how we interact in our business as well. It’s the same thing. We have to sit down and evaluate.

Lindsay Favazza: Outside of your team and your realtors, think to other realtors in the business that maybe don’t have the experience of being a developer themselves or having that background, what would be the best advice that you could give to someone who wants to get in with a developer who maybe either has a realtor already that’s not related to them, obviously or has someone that wants to get in with developers that are in their market? What kind of advice would you give them to do that?

Jason Santana: Number one thing is, what type of value are you bringing? Sending me a MLS sheet, it’s not valuable.

Lindsay Favazza: No.

Jason Santana: All right? I have access to MLS. You know what I’m saying? Some people are going to shake their head right now, but we’ve been in a too good of a market for too long and people got too comfortable, including myself, all right? You just put a sign and get 15 offers. That’s how it used to be. Unfortunately, now, we need to provide value. I need to provide value. Look, I’ve been married for 20 years. If I don’t provide value every day for my wife, somebody else will. It’s the same thing with construction and same thing with development.

I get so many text messages from realtors. They’ll send me a text message, “Oh, is this house good for you?” It’s like something that’s on MLS, on Redfin, or whatever, on Zillow. I’m like, “It can be, but you want me to pay–“

Lindsay Favazza: Tell me why you think that.

Jason Santana: Exactly. “You want me to pay your commission because you send me an address? Come on.” That’s the thing that frustrates me the most. A lot of people ask me that question, “How can I bring value?” I’m like, look, “I need to make money. You bring me an opportunity that I can make money with facts, not with your opinion. I don’t care about your opinion. Your opinion to me doesn’t–“

Lindsay Favazza: Show me the —

Jason Santana: Because if I lose money, you’re not going to give me my money back, so I need some facts. You saw a good opportunity. “Oh, I saw 123 Main Street, it’s for sale, and you can add this square footage or you can finish this basement or you can do three units or you can do this and then resell value based on the last six months. We’ve seen a mile for the square footage has been this and the construction roughly this is the number. I think there’s an opportunity here.”

That’s what Hudson does all day long as a realtor. He does nothing but that. He’s a specialist. I’ll tell you, I’ve been learning a lot too that on a war, a sniper gets more hits than somebody with machine gun. I live in a culture, and I have this rabbit that I’m looking everywhere constantly, and that I lose my focus. If you want to work with a developer, first of all, you’ve got to specialize in the area. Don’t think, “Oh, I’m licensed in Massachusetts, Rhode Island, New Hampshire, Hawaii, Connecticut.” I’m like, “Okay, great. How are you going to be specialists about that area that–” [crosstalk]

Lindsay Favazza: One specific area, yes.

Jason Santana: That’s, for me, the number one thing. Figure out where you’re going to be specialists and learn everything about that. Joe Nagle, he’s from Chicago. He’s a huge realtor in Chicago. I went to one of his live events with the Buffini Company. He knows everything about his area. He’s like, “Nobody will know more about my area than myself.” I think that as a realtor or as a real estate agent, you should know a lot about your area. Also, one thing that I saw a lot is people didn’t know or don’t know what a water heater is or basic stuff.

I’m like, “How are you going to sell a car and you don’t know what engine does it have?” If you want to work with a developer, you should be able to identify what needs to be replaced or not in the house because you’re the one who have access to the house, or what you think the value of the neighborhood can be, or what the zoning costs. Maybe you see a house, it’s a single-family right now, but you can put five units. If you know the zoning, that’s a huge home run right there.

That’s a lot of money to be made. I’ll tell you, bring a deal like that to a developer, you got the listing side, you get everything out of it.

Lindsay Favazza: And probably future business because they’ll want to work with you again.

Jason Santana: Exactly.

Lindsay Favazza: There’s so much time after the deal is brought to the table and you say, “Yes, this is a project we want to work with.” There’s so much time in between there to be able to find them their next one. It just sets you up for just so much future business.

Jason Santana: Yes, yes. I’ll tell you, I probably would not want to work with a developer because they’re tough. They’re tough and they need to make money. They all have different business. For example, I have fellow developers, they run their business very different than I do mine, which is great because we all do it differently. If you’re going to be catering to developers, you’re going to have to learn, what does Jason– How does North America Development make their money? Or how does Anthony make his money with his developer?

How does Sean make his money? How does all those other guys make their money? You’re going to have to cater to them. It’s a very specialized industry. It’s different than, like I said, putting a sign and putting a listing sheet on an MLS. It’s not for everybody. Going back to just the major thing, I feel like developing a relationship, I’m very, very big into relationships and to it transparency. Developing a relationship and be a specialist is where we’re missing the most, especially because we had a lot of newer agents.

I feel like there’s not enough training or people don’t seek enough training. That’s why I value any type of coaching. Not any type, I value coaching, I value training, I value valuable information. I feel like we live in an area that there is plenty of information. You can learn so much with YouTube and Google, and even TikTok and Facebook. There’s so much good stuff, where you can get free education. I learn a lot. Sometimes I come across a problem. I’m a marathoner. I run marathons and sometimes I’m struggling. I Google, I’m like, “Okay, how do I do this?”

Lindsay Favazza: “How do I get through this plateau or whatever?”

Jason Santana: Yes, and I have a coach. I have a specific marathon coach for me. You know what I’m saying? That’s the thing that I’m like, if that’s what you want, work with developers is what you want. Okay, what does that even mean? Let’s have coffee with a developer. Anytime anybody asks me for coffee, I always said yes. Yes, I tell them like, “Look, you bring me a good opportunity. It’s all yours. You’re listing, you can market the hell out of it. It’s all yours. I want my sign there too. Yes, but you can do all your free advertising there just because you brought me a deal and it’s worth it. It’s your part of it.”

I’m really looking forward to a lot of realtors to definitely to become better, so I can become better. There’s money for everybody to be made. It’s great value for the buyers.

Lindsay Favazza: Yes, and I think that this market is going to bring those people who do bring value up to the top, right? That cream’s going to rise. It’s like, it’s going to be, the best of the best are going to make it through the next year or that made it through last year. I think we’re going to see a much higher level of value coming from the real estate industry in general.

Jason Santana: Listen to this. When you’re a real estate agent and you represent a developer and that developer is great, myself, like my organization that stand behind their product, that has an office, that will pick up the phone, if there’s an issue, you’re going to go there, fix, and take care of it. That’s great for you as a realtor because that’s going to add value to your business as well. Because I’m sure every real estate agent that’s listened to this have sold that house for that one developer that never answered, that never pick up the phone call.

Then the real estate agents now being blamed for that. That’s the same thing for us. I feel like there’s almost like a partnership that can be made, that can be built. If you have a trust developer that stands behind, that goes for it and does great job, it’s going to be great because all your listing is going to be pristine. Who doesn’t want to sell? Everybody want to sell my houses. I’m sure they do. I have no problem because we stand behind. Are we perfect? No, but we try for perfection every day. That’s, to me, where the value is.

I feel like people look at developers today. “Oh, they just want to make money.” Yes. As everybody on this planet, we are here to make money. However, we’re here to provide great value. There’s a difference between you buying something that is great and something that’s not great. I’m sure you save the money on something that’s not great, but maybe you’re okay with it. That’s where it is. You can–

Lindsay Favazza: That’s what you wanted. [chuckles] I love what you said. I think it’s an important point to really emphasize is that it’s not just about you going after the developers, but it’s about finding the developers that you know you can build a relationship with, that you want to build a relationship with.

Jason Santana: Exactly.

Lindsay Favazza: You could go after a developer and then they could ruin your reputation. You have to be careful. It’s the same thing, I’m sure, in your world of finding a carpenter or finding a plumber or finding an electrician. They can ruin the deal for you. They can ruin a project for you. It’s just making sure that not only you go out and find that business and do right by them, but make sure that they do right by you. I love that message.

Jason Santana: It’s the relationship that I was telling. Once you build a relationship– and look, relationships are tough. There’s good days, there are bad days. To me, it’s funny because that’s my one thing. I’m like, “Look, we’re going to have problems. It’s however we come across and solve those problems that we’re going to define how long we’re going to be doing business together.” I have lost money to save relationships multiple times because I value money, but I value relationship more than money.

Like I said, I’m not trying to make this cliché or anything like that, but I have a relationship that brought me more money than I could ever expect. I have a relationship that I only lost money with it. It’s like, what is it that you want? Do you want to have the relationship with that person? Because it’s tough. Look, I love Anthony, but I’m sure he’s not an easy guy to be around all the time. Freaking a hundred miles an hour.

Lindsay Favazza: I think he’s always great to be around.

Jason Santana: Yes. Me too.

Jason Santana: I think Jim– you know what I’m saying? That’s the thing. It’s the same thing with myself. I’m sure like, most of the people are like, “Oh, Jason Santana’s too much or too little.” What is the relationship? Can you stand with that person, with that realtor, or with that developer? The value of that developer align with your rent-

Lindsay Favazza: Yes, totally.

Jason Santana: -of that realtor. Does that align with yours? Are they too intense? Are they too easy going? We have to figure out that because we jump in into those relationships, especially business-wide. I love partnership. Pretty much, all my business, I have partners. It’s funny because some people hate partnership, and they’re tough, but I’m finding somebody, like on a gym. I have a partner in the gym. He brings different value that I bring. He has a different energy. He has a different thing, and he’s doing his part of it, and I’m doing my part of it.

Now, same thing with Hudson and myself. If you meet Hudson, you’re going to see he’s a completely different beast than I am. He brings a different value that I bring. However, I respect him. He respects me and we thrive to the same goals. We’re in the same bus, we’re in different seats, but we’re going to the same location. I feel like, Rufus wants to work with developers. Okay. First of all, who’s a developer that would be working for me on building that relationship?

Because you’re going to have to build trust before you get the business, right? Until you have trust, you’re not going to gain any business. Same thing with a seller or buyer. Until they trust you, they’re not going to do business with you.

Lindsay Favazza: No, absolutely not. Thank you so much, Jason. We are out of time, and I’m bummed because I feel like this was such a great conversation. I feel like our listeners are going to get so much out of it. Maybe at some point, we can have Hudson on too to show us the full real estate side as well. I think that would come full circle for everyone.

Jason Santana: There you go. Yes, definitely.

Lindsay Favazza: Really appreciate your time. Thank you so much. This was awesome. Thank you all for listening today. If you want to learn more about– oh, I always point in the wrong direction. If you want to learn more about Jason and what they do over at North American Development, there’s all their social links right there. You can find them also in the show notes of the podcast. Jason, thank you so much. I really appreciate your time today.

Jason Santana: Thank you very much and let’s crush it, right?

Lindsay Favazza: Yes, crush it in real estate.

Jason Santana: There you go.

Lindsay Favazza: Thanks, everybody. We’ll see you guys on the next episode of the Agents Who Crush It In Real Estate.

Speaker 3: Thank you for tuning in to the Agents Who Crush It In Real Estate podcast. If you enjoyed today’s episode, share it with your friends and colleagues, and leave a review on your favorite podcast platform. If you’re interested in being a guest, email us at info@crushitinre.com. Thanks for listening. Don’t forget to crush it in real estate.

Thanks for joining us on the Agents Who Crush It In Real Estate podcast. We hope you’ve learned some valuable takeaways. Be sure to take action and grow your business. You can check out the Episode Notes and more content from the show at CrushitinRE.com/podcast. And if you’d like this episode, and you’d like to hear more stories, please share with others, post on social media or leave a rating or review. To catch all the latest from Anthony you can follow him on Instagram at Crush It In Real Estate on Facebook and YouTube. Thanks again and we’ll see you next time.