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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.

Lindsay Favazza: Welcome back to the Agents Who Crush It In Real Estate Podcast. I’m your host, Lindsay Favazza. I am very excited to have across on the screen from me today, Nathaniel Getzels. He is with the Getzels Group out in California with Compass. Welcome to the podcast, my friend. 

Nathaniel Getzels: Thank you. Pleasure to be here. 

Lindsay: We got introduced in a funky way, but I was super excited that you were interested in being on the podcast with us today because you do have such a great following, and I love all the content that you’ve been putting out. I’ve been watching you nonstop, and it’s really, really inspiring. I want you to take us back to the beginning, Nathaniel. When did you start in real estate and why? 

Nathaniel: Sure. The funky way we got connected is great because that Podcastcola, it’s a great system. We can go back to that later. 

Lindsay: Podcastcola, yes. Let’s give them a little plug. I love it. I’ll put it in the show note so people can check it out. It was awesome. I’m going to look into it too.  

Nathaniel: Terrific. Yes, I’ll connect you. Anyway, so I got started in real estate because back– I was finishing my master’s degree back in college and I taught in every level of school from preschool administrator to college professor, except for first through fifth, because save time. It’s good. 

Lindsay: Skip right ahead, yes.  

Nathaniel: Yes, elementary school. I taught and everything, and I was getting offered all these great jobs 

Lindsay: What was your goal in getting an education degree? Were you hoping to get into education, but just didn’t know yet or–? 

Nathaniel: My whole goal was to– I thought I was going to be a teacher. I wanted to be a professor in college, and be on the tenure track, and never be able to be fired. There was some great thoughts through that process, and I had done research. I’d done more research than a lot of the part-time professor. I had done a lot of research, and travelled around the world, and presented my research for all these different research symposiums. I was all about the scholarly articles. My friends would even make fun of me because they’d go, “Are you going to mention another scholarly article again?” 

Actually, I even drove the the kiddos– I have a little eight-year-old, and I was sending her teachers what they were doing wrong in school. I would show them, “Here’s the scholarly article showing why what you’re doing isn’t right, and a scholarly article- 

Lindsay: You were that guy.  

Nathaniel -showing why you should be doing it right. Here’s what you should be doing.” They didn’t appreciate it the same way I did, but that’s okay. The whole idea was to be teacher, to help. Everything I’ve done is from a perspective of what can I bring to the situation, versus what can I take? It’s with a mindset of abundance, like there’s always more, let’s all share, rise with the tide, we all win together, collaborate. I love collaboration. One of my friends, he always used to say, “If you want to go fast, go alone, but if you want to go far, go together.” 

Lindsay: Yes, absolutely. I love that. 

Nathaniel: That was always my mindset with everything I did, but I was getting offered all these jobs, great jobs in that field, running schools, being a consultant for education, being a teacher, being a teacher at another university. It all sounded absolutely horrible to me. It was like, “I could not picture doing that for more than a couple days and wanting to be alive.” Because I think the education system is inherently broken, and it actually applies perfectly to real estate on how it’s broken. They teach you to work hard, and that’s not right. You should be working smart. 

They teach you to get out of debt. That’s not right either, you should be leveraging your debt. That’s why wealthy people don’t pay taxes because you don’t pay taxes on debt, you pay taxes on income. They teach you to get a good job and get a salary. No, you should be building wealth. They teach you not to copy, which– Cheating is different than copying, you should always– Success leaves clues, so you should go and look at those clues and– One of the first things, one of the best advice somebody told me when I got into real estate, best and worst kind of was, “You’re not recreating the wheel here. You have to look at the other wheels to know what’s going on.” 

Lindsay: We have a quote here hanging in our training center, it says, “Imitate before you innovate.” It really is, you got to make sure you’re watching what people do, and then you can make it your own once you’ve proven that you’ve got a good foundation down. If you right off the bat, just start doing everything different, you’re going to wonder why you’re not successful. 

Nathaniel: Yes, you got to figure out and then grow from it. You can customize, do it your own way. I did nothing I was told as far as training goes when I started in real estate, but you still have to know some basic stuff. I did not want to stay in the education space as far as a profession, because it didn’t align with my values anymore. Also, I always did want to have my own business and run my own show, if you will, and you’re never going to– Even owning a school, you’re still stuck in so much bureaucracy, it’s never going to happen. 

What I did was I looked at all the things that I loved, because I went, “Okay, I need to be– At least, you have to be happy.” While I always tell people, “I don’t want to be based just 100% on passion because that’s like being drunk, and all the logic and planning and strategy goes out the window, because you’re just drunk. I wanted to combine all the things that I was at least interested in and still able to align with my values.” 

I took all the things I was passionate about. I had studied the way people move, why they move, where they move, the psychology of how families move. My little guilty pleasure at night was getting up late at night, going on my computer, and looking at Zillow. Looking at all those beautiful pictures of houses, and then studying how the trends of the market were going. I did that. Then, I basically combined all the things I was passionate about. I’d already been investing in real estate unintentionally just because– 

Lindsay: Yes, you started young. You started in college. 

Nathaniel: I moved out. I thought I was genius. I got this beautiful apartment. Then, I started paying these bills, and I thought, “This is horrible.” Back then, I had a roommate still even in the rental and I’m like, “This doesn’t make sense.” We ended up buying a place near the college, renting out the other room while I was in college, so it paid the mortgage. I still worked full time. I had this background and this love of real estate from many levels, but more from a psychological and a emotional level. Most people come to real estate from a transactional, financial background. 

What I did is I took my desire to still want to help, because everything I still continued to do was, what can I bring to this situation? I took my guilty pleasure of studying real estate trends and studying homes– 

Lindsay: Your on Zillow anyway, yes.  

Nathaniel: Right. I’m already there. Then I took my love of studying how people move, where they move, when they move, and put it into– Oh, and the desire to want to work for myself, and boom. 

Lindsay: Yes, that entrepreneurial spirit you definitely had. 

Nathaniel: Yes. I literally dropped everything I was doing. It was one of those little, quick decisions that changes everything, and they’re great. I literally dropped everything I was doing, and I turned and went full headfirst into real estate, and never looked back. 

Lindsay: It’s not even just a decision that you made, it’s a risk that you took because this was a totally different path. You went to school for education, you’ve been now offered these jobs, you could have very easily said, “You know what, I’ve been offered these jobs, I should just go this path, because this is the path that I’m supposed to take.” Instead, you said, “You know what, I’m going to trust my gut here, and I’m going to pivot, and I’m going to do something different.” It was a risk that you took. That’s something that a lot of people aren’t gutsy enough to take those risks. 

Nathaniel: That’s true. It was terrifying and it was completely, you could say crazy, if you will, but the big difference between high producers and low producers, is low producers fear failure and high producers hate failure. When you hate something, you’d know it’s going to happen sometimes, and you accept it and you just work hard to avoid it, but when you’re scared of something, you run from it and you never take the risks, so then you never get the rewards. 

Lindsay: Love that. 

Nathaniel: That’s the big difference. High producers hate failure, but low producers fear it. You can’t fear something that–  

Lindsay: Because it’s inevitable, you’re going to have failure. 

Nathaniel: That’s right. 

Lindsay: Especially if you’re going to be willing to take the risks. 

Nathaniel: Absolutely. In fact, I always tell my team, fail more, fail fast, and fail often. 

Lindsay: We had someone else on the podcast a few months back, a gentleman from Canada, and he had said, “Aim, fire, shoot.” It was something along those lines, where it was like, don’t take the time to get ready and to aim. Fire, then aim. You know what I mean? 

Nathaniel: Yes. 

Lindsay: Like, take the risk, and then look back on it, and figure out what it was. I totally butchered that quote, but that’s okay. 

Nathaniel: I get what you’re saying, just do it- 

Lindsay: You know what I mean? 

Nathaniel: -and then worry about it. 

Lindsay: Yes, just take your shot when you can take the shot, and then think about it later, and then you can come up with that plan. I feel like that’s very similar to the way that you handle things, is just go for it. [chuckles] 

Nathaniel: Yes. I’m not jumping off a bridge but– 

Lindsay: No, of course not. 

Nathaniel: It’s like my mom– When I was a kid, actually, this is the first time I ever thought about this, but what you said made me think about this is, my mom would always say– I’m like, “Mom, I’m going to do this thing and I’m scared of it.” She goes, “Be scared after. Do it, don’t worry about it, and then you can be scared all you want after. After it’s already done.” 

Lindsay: You don’t know what to be afraid of even. 

Nathaniel: Right. The biggest thing that people are scared of in general is actually being scared of the thing. Not the thing they’re scared of, but they’re fearing being scared of something, that- 

Lindsay: I love it. 

Nathaniel: -they’re fearing feeling fear. 

Lindsay: It’s so true. 

Nathaniel: If you just do it, it’s already done. Then, if you want to be scared about what you did, great. Or if you want to feel bad about it, there’s no- 

Lindsay: Fine. 

Nathaniel: -benefit there, but sure. 

Lindsay: No. That’s so funny. I love that. 

Nathaniel: I just did it and I never looked back. I figured, it was 2010, so everyone’s running in the streets, everyone’s saying, “Get out of real estate. Real estate’s dead.” I thought, “That’s the most logical thing to do. Just get right in.” I figure if I could make it then, then I can make it anytime. 

Speaker 1: Let’s take a quick break to hear from Marko Stratakias, a leading producer with WTPhelan Insurance, as he shares his latest tip. 

Marko Stratakias: Marko Stratakias here with WTPhelan Insurance. Every homeowner should have at least 500,000 in personal liability coverage, enough to cover common claims, like a slip and fall on their property. If your client has a swimming pool or has high net worth and is a target for frivolous lawsuits, maybe they have a large retirement account or multiple homes in their portfolio. They want to ensure none of these assets get tapped into in case of a personal lawsuit. For all of these types of clients, you may want to urge them to increase their liability coverage above and beyond the minimum. 

Speaker 1: Thanks, Marko. Now let’s get back to the show. 

Lindsay: Absolutely. Tell me, as far as– Obviously, the last couple of years have posed all kinds of different challenges for the business, but- 

Nathaniel: Absolutely. 

Lindsay: -we’re now heading into even more of a transitional time in the market. I’m sure that you’re seeing it, since you’re so tied into the stats and the numbers and the psychology behind things. What are your predictions for the future for the next few years as far as the market goes and things like that? 

Nathaniel: Okay. Well– 

Lindsay: We’re going there.  

Nathaniel: We are. We’re going there. Wow, you dove right in. 

Lindsay: What are you prepping for? Do you know what I mean? What are you prepping your team for? What are you prepping yourself for? 

Nathaniel: It’s a lot more of as a mainly listing agent, I’ve been spoiled because I’ve been able to be the bringer of great news, I’ve been like the hero, and I’ve been like, “Oh yes, here’s so much more money and you sold so much faster than you thought.” I’m like a Greek God, if you will. 

Lindsay: Exactly. 

Nathaniel: Now we’re going back to when I started, which was more of, I’m teaching my team because I didn’t have them when I started, but I’m teaching my team more to the terms of, do you want to list your house or do you want to sell your house? One of the things is I prepare, without being negative, but I prepare the sellers for price reductions. I sometimes get them to pre-agree to the price reduction. “Okay, here’s the price, great, but in two weeks, if it’s not sold, I want you to re-sign this reduction that it’s going to be at this number on this date.” I want to set those expectations because that way, people aren’t disappointed. 

At the beginning of anything, at the beginning of an escrow, at the beginning of a listing, everyone’s happy, they’re excited, they’re feeling good, that’s actually, when you want to deliver all the bad news that you can. “Oh, yes, you just opened an escrow in the house, by the way, it’s a little bit on fire in the back. Just so you know, that smoke is not a chimney, that’s a fire, but it’s okay because it’ll be out by the time you close. It’ll be fine. No problem.” 

Nathaniel: “Oh, yes, we have some mongooses in the back that we just can’t seem to get rid of, but they’re cute, so maybe just go back there and spend some time with them.” 

Nathaniel: The same with the listing, when you get it, you want to prepare. “Yes, we might have to do a price reduction here, here, and here. The market is going to speak to us. The market will tell us where we’re going to be. We’re going to get the most money humanly possible based on what the market conditions will allow. The market makes the price not you or me. I would price everything at $100 million, because why not? If I get to choose, hey, let’s go.” It’s a lot more of that. I don’t think there’s going to be this massive drop through the bottom because equity’s at an all-time high. There’s still a big demand. I don’t think as many people are going to sell as people think. Sure, the people that have to sell will sell and there’ll be some houses on the market. 

Lindsay: It’s going to be a have to type situation. 

Nathaniel: Yes. I’ve been talking to a lot of people, and I think there’s going to be in a lot of markets, a vapor lock. That’s where there’s a demand for new homes and they’re still not there. I don’t think inventory’s really going to rise. Number one, people have such low-interest rates, they’re going to rent those houses. Number two, rents are going to skyrocket. One in six homes is still being bought by an institutional investor. That is not to flip. That’s to hold, put a portfolio, and rent. I just saw I think– I don’t remember if it was– One of the institutional investors bought a whole town in Florida. I don’t remember which one. I think it was Goldman Sachs or– I don’t remember which one. Anyway,- 

Lindsay: Yes, on the–  

Nathaniel: -they’re buying whole towns. This is not a new idea. This has been happening for years. In fact, one of the places I invest in is Augusta, Georgia, and even before the pandemic, there was people coming in, a couple of developers who were coming in, buying city by the block, block by block. 

Lindsay: Crazy. 

Nathaniel: As interest rates rise, which they are going to continue to rise, everybody thinks they’re going to drop back down, which maybe temporarily a little bit, but I think long term, they’re going up. They’re historically low that money still– 

Lindsay: We’ve been historically low, it can’t stay that low. 

Nathaniel: Yes, it’s unsustainable really, it’s so low. I think what’ll happen is interest rates will go up, less people will actually be able afford to own, especially in areas like Florida and Texas and North Carolina. Rents will drive up and will become more and more of a renter society. California, for example, is already a 50% state where there’s more than 50% of the homes are privately-owned homes are rented. It’s just become more of a rental society, which I think will provide a new set of possible business opportunities for people that service rentals. I don’t love it personally, but I think it does show the importance of owning and that long term, your money’s very cheap right now. If you look at 1984, I think the interest was at around 11%. Now we’re complaining about 6%. That’s so cheap money. 

Lindsay: 6%, and we’re worried that it’s going to get to 7%. [laughs] Yes, exactly. 

Nathaniel: Historically, money is still very, very cheap right now, so I would not– A lot of people ask me, but I would not be deterred from buying a house right now. 

Lindsay: No, not all. 

Nathaniel: I think there’s a lot of opportunity for short- term rentals still. Obviously, for owners, you have to have a much higher tolerance for risk and you have to have a greater understanding of the market because there are a lot more moving parts. I think rentals are going to be the new currency. It’s changing the asset class of real estate right now. 

I don’t see, at least in the next 15, 20 years that that’s going to change. 

As far as values go, I think this year, we’re still going to actually seem continue to go up. Not as fast, but they’re going to keep going up. There’s going to be less sales, but their prices are going to keep climbing. I’m glad there’s going to be less sales and I’m glad that the prices are not going to be going up as fast because it’s a much more sustainable, real healthy market. Versus if we went up another 20%, we would be in for a major, major crash. 

Lindsay: It would be really– Yes, absolutely agree. Absolutely. 

Nathaniel: Now, I do think there are a couple markets where they are ripe for problems, where wages or the prices have far outweighed wages and inflation. Places like Austin, Texas, I think they’re going to be in for some real problems. North Carolina, certain cities there. Cape Coral, Florida, for example. Just a few, where I think those are bubbly, and those will probably see a drop. In Austin, Texas, I was talking to a client and he goes, “I’m making an offer on this house, it’s listed at $900, and it just sold for 1.75.” I’m like, “Well, what’s the rest of the neighborhood?” “It’s about $900.” I’m like, “That’s not healthy. I would not buy that house, because what you did is you just bought a $900,000 house for $2 million.” That’s where emotion– You don’t want to let emotions drive you. That’s where not letting only passion take over, is a good thing. 

Lindsay: Yes, absolutely. Tell me in this market, with the things that are happening and things being question marks or agents, they’re getting tested, you have to be really good, you have to be able to do what you said, you have to be able to work with sellers, and be able to really convince them of the things that you’re seeing in the market that they’re not necessarily seeing. Explain to me how you stay relevant as an agent, how you set yourself up apart from the rest, because I know, you had told me before that when you started in the business, you started really heavy on Facebook, even though it wasn’t a big place for agents at the time. You would talk to me a little bit about that authenticity and all of that. Get into a little bit of that. What makes someone stand out amongst the rest? 

Nathaniel: Particularly, on a high-end and specialty market, the first thing that you need to do is achieve top of mind awareness with your clients. The best way to tell them that, hands down, is you connect with them, you attune with them. Chris Voss calls it tactical empathy, Mark Goulston calls it listening in, one of my favorite clients calls it just feeling the vibe. It might be feeling the vibe. 

Lindsay: Feeling the vibe. 

Nathaniel: Yes, feeling the vibe, feeling the flow, connecting. 

Lindsay: It just sounds good. 

Nathaniel: Whatever it is, you need to connect, you need to attune with your clients. 

Lindsay: Wait, it’s not the number of followers I have on my page? 

Nathaniel: As long as you have over a million, you’re good. [chuckles] 

Lindsay: Yes.  

Nathaniel: A million bots. 

Lindsay: Then they’re all quality, of course. 

Nathaniel: As long as you have a million bots, you’re good to go. That’s going to really help you out. 

Lindsay: Exactly. Exactly.  

Nathaniel: That authentic connection, because then you build trust, there is a greater level of connection, of top of mind awareness, there’s a trust there, that then you’re the trusted source, and then you become an asset to them. Otherwise, it becomes you’re a currency. Otherwise, you’re a commodity that you can trade out. I can trade one agent for another, what makes you different? What makes you special? What value am I bringing that other people aren’t? 

First there’s that, you build a connection. Then, through that connection, you’re also showing that you are an expert in the field, whether it be luxury real estate, divorces, whatever it is, you’re showing that you have the knowledge. First, you connect and show you care, then you have the knowledge in the space, and then you show that you have the expertise of how to execute it. If you’re missing any of those three things, you’re dead in the water anyway. Because if they don’t trust you, they’re not going to listen to the other two parts. 

Lindsay: No, not at all. 

Nathaniel: If they trust you but they realize, you don’t know what you’re talking about, well, they still like you, but they’re not going to use you because everybody knows- 

Lindsay: No credibility. 

Nathaniel: agent. No one is going to work with the agent who they know isn’t smart, or isn’t in touch with the market. Those are really important things. 

Lindsay: It sounds good, I want to build this credibility and this empathy and all of this stuff, but tactically, what are the ways that you do that? Is it messages? Is it Popeyes? What are the different things that people can do to build that authentically, but still, obviously, they got to put a little effort in? 

Nathaniel: It’s a combination of a few things. Number one, for example, right here, these beautiful podcasts, I love it, because this is literally, to me, my favorite way to authentically get in front of a lot of people and organically connect with– Either the things I say resonate or they don’t. If they don’t, I’m never going to hear from them, and if they do, great, then I’m probably going to connect with them on a more personal or individual level. 

Another way that I really have gotten very acquainted with is audio and video messages. I love them. Because people love text. Nobody opens emails anymore. To me, emails are they’re great for sending a contract, they’re great for if you need a heavy information download, or here are some PDFs, but they’re not a connector. I’m not connecting with anyone over email, for me. Some people are, but for me, no. 

Lindsay: No. 

Nathaniel: Most people are not. Because the majority emails aren’t opened. Now, the majority of text messages are opened, however, the problem with text messages are, there’s no emotion, there’s no context. You can’t see me, you can’t feel me– [crosstalk] 

Lindsay: There’s no face. 

Nathaniel: Exactly. 

Lindsay: You can’t get to know me on a deeper level on a text message. 

Nathaniel: Exactly. What you can do though, is you can do a voice text, where at least they can hear you, they can feel the inflection. I hate texts, because very often, I’ll send them and I’ll be like, “Oh, yes. Well, we’re closing the gate,” and what they hear is, “We’re closing the gate.” 

Lindsay: Closing the gate, yes. 

Nathaniel: I’m like, “Wait, no, that’s not what I meant, but–“ 

Lindsay: “I didn’t mean it so aggressively.” If they could hear you, they could understand your vibe better. 

Nathaniel: Exactly. This is what I do, before I meet anyone, if I have a new meeting with a client, or even a digital meeting with a client, I will first send a video message. 

Lindsay: I love that. 

Nathaniel: If there’s someone I’m going to meet in person, I’ll do it that day. I will be wearing what I’m going to wear when they meet me. I will like to throw in something personal in the message as well. Not just like, “Hey, I’ll see you at 4:00 PM at this location. Look at me, I look good.” You know what I mean? That’s not like that, but it’s like, “Oh, yes. This is what I’m doing right now. I’ll see you at 4:00.” “Oh, I just had a great lunch at this place,” or, “I’m coming from this place.” 

Lindsay: “I just racked up a lunch.” 

Nathaniel: Or the weather, “It’s really hot over here,” or “There’s a little traffic there, so I suggest going this place,” or whatever. Something where it’s like, a little bit more to connect with. 

Lindsay: It shows that you took time- 

Nathaniel: Exactly, yes. 

Lindsay: -to connect with them. 

Nathaniel: Yes. 

Lindsay: Love that. 

Nathaniel: Yes. I’ll even, like on Father’s Day, I took my hundred favorite people, no offense if anyone didn’t get a message, I took my hundred favorite people and I sent them personalized Father’s Day video messages, and I texted them, so not only can I see when they’re opened, but I know they were opened, and I know they’re received, and I know when they’re received. Because a lot of people are not checking their emails even for business things, but they’re always checking their phone. I love connecting that way. 

Lindsay: Their phone’s attached to them. 

Nathaniel: You’re just building a deep relationship. Like social media, I still use social media as a great way to connect too. I post videos every week, so you can see if I have a beard, or if I don’t have a beard, or if I’ve gained some weight or lost some weight, but the key with videos online, is you always want them to have items of value, be relatively interesting, but also be authentically you. They have to be authentic and valuable, otherwise, they’re dead in the water. I used to do really, really beautiful videos. I had three camera angles, I had the special lighting, I had all those things. 

Lindsay: The lighting is perfect. 

Nathaniel: Everything is perfect. I look at them like, “I’m beautiful.” On social media, the goal is to be social. It didn’t resonate with anyone, it just felt like an advertisement. I’m sitting there and trying to fit that role also, and that was awkward for me, and people could feel it. It resonated through. 

Lindsay: When we first started doing all of our Crush It videos, Anthony Lamacchia, the person who’s behind all of our stuff on Crush It, he would do in the office, we would film things with our camera guy, and we would do stuff down the hall, and blah-blah-blah, and then one morning, he was like, “Screw this, I have a message,” and he went on live from the page from his home gym with a hat on. No one ever sees him out of a suit, so to see him in a hat, and it went crazy. He’s like, “Now I’ve got to do more from my gym? What the heck,” [laughs] but it’s true. When you change it up even, just changing it up, but showing another side of yourself and having it be more personal, it’s so valuable. 

Nathaniel: Exactly. That authentic personal connection because especially, if you’re not in front of the person, of it’s just some another boring video that has no personal connection, nothing there, then they’re just going to scroll past it. If it’s him in a hat, in the gym, they’re like, “Oh, there’s a real person sharing something authentic with me, let’s–[crosstalk]” 

Lindsay: “That’s his gym.” Exactly. 

Nathaniel: It creates that connection. 

Lindsay: Yes, I love it. What is some advice that you would give to the people listening right now to grow their business? What piece of advice would you give to them to say, “Stop what you’re doing and start doing this.”? What is it? 

Nathaniel: Wow, that’s a big question. 

Lindsay: That’s a big one. I was going to keep you on your toes, my friend. 

Nathaniel: You are, you’ve got a lot of great questions here. This has been a really fun however much time this has been.  

Lindsay: We’ve been on for a while, but the actual recording is not long. [laughs]. 30 minutes, we hit it. We did a good job. 

Nathaniel: The one thing– Let’s see. Well, a few things. First is make sure you are, change your mindset to be, what can I bring to the situation, not what am I getting from this? Don’t look at your commissions or how many sales you had, just how you’re going to keep growing, and collaborating, and increasing the velocity of your business. That’s the key thing. Because once you do that, then you’ll have more money and business than you know how to do. 

Lindsay: Then, it grows and you don’t care and you’re not focused on those numbers. 

Nathaniel: They key is, just like with real estate investing with selling real estate, if you keep going, you will win. If you keep going, be consistent, and that will win. You don’t have to be the smartest, you don’t have to be the best. If you’re the most consistent, you will do better than the smartest and the best. That’s the key thing, really. 

Lindsay: Love it. Awesome. 

Nathaniel: For the business side, that’s the key thing consistently do what you’re going to do. It’s like people always used to ask me, “Oh, what’s the most effective marketing thing I can do? What’s the most effective marketing tool?” 

Lindsay: Whatever you do that you stick with 

Nathaniel: Exactly. There’s one you’re going to do. Exactly, that’s the key. Because if you don’t do it, it doesn’t matter. 

Lindsay: I love it. What difference does it make if you don’t stick with it? Yes. Awesome. Well, Nathaniel, thank you so much. I really appreciate. This has been so much fun. We are going to put in the show notes, all your links that we have for all your different social media, so people can follow you as well. Please do that because he’s a wealth of knowledge and you can see all his videos and some really beautiful listings and stuff that I saw on your things as well. Thank you so much today for joining us. I really appreciate it. We’ll see you on the next episode of Agents Who Crush It In Real Estate. 

Nathaniel: Thanks, guys. 

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.