Investment Is Risk — Why We Left Safe Careers for Commission-Based CRE

Gus: What's up man? What's going on? HECTOR: What's up man? What's going on? Gus: Welcome to the Growth Trip Podcast. I'm Gus. And I'm Hector. And we're back, baby. That's right. We're being consistent. We're doing this. And I'm having a really good time doing it. yeah. Awesome, man. it's been a crazy week. It's been a crazy week. We're posting. We're posting. We're live, baby. We're live. We're doing it. Yeah, I I'm actually having a really interesting experience. HECTOR: I'm Gus. And I'm Hector. And we're back, baby. That's right. Being consistent. We're doing this. And I'm having a really good time doing it. Hell yeah. Awesome, man. it's been a crazy week. It's been a crazy week. We're posting. We're posting. We're live, baby. We're live. We're doing it. Yeah, I I'm actually having a really interesting experience Gus: With the whole posting constantly thing. Yeah. Yeah, because in HECTOR: with the whole posting constantly thing. Yeah. Yeah, because Gus: my head I always thought of social media posting as like a very catered, very planned out thing. And now it just feels like I don't know, I just want to have our audience and our our friends and our family members just see what we're doing and see it all the time, see it in their timeline, see it in their their algorithm, you know. For sure. HECTOR: In my head I always thought of social media posting as like a very catered, very planned out thing. Mm-hmm. And now it just feels like I don't know, I just want to have our audience and our our friends and our family members just see what we're doing. Yeah. See it all the time, see it in their timeline, see it in their their algorithm. Yeah. For sure. Gus: lot it's a lot I'm thinking about when I'm posting and w when we're both posting I think we're we're coming up with the strategy as we go. Yep. It's it's been cool to have a lot of like the people that you know you know reach out and like and say, hey dude that's so cool that you're doing a podcast. Like I'm I'm listening. I think it's you know super interesting what you guys are saying. I like the presentation, I like the format, I like the content or you know giving us real feedback on everything. It's so appreciated. So HECTOR: It's a lot it's a lot I'm thinking about when I'm posting. And w when we're both posting, I think we're we're coming up with the strategy as we go. Yep. It's it's been cool to have a lot of like the people that you know you know reach out and like and say, Hey, dude, that's so cool that you're doing a podcast. Like I'm I'm listening. I think it's you know super interesting what you guys are saying. I like the presentation, I like the format, I like the content or you know, giving us real feedback on everything. It's so appreciated. So it's just super cool. Gus: she's super cool. And feel blessed. Yeah, absolutely. We we love the attention that a lot of our friends and loved ones are giving us as far as you know, motivating us and telling us that they're enjoying what they're seeing. And it's it's it's a blessing, man. I think I thought we were gonna be talking to no one for a very long time and our friends and family they've they've they've come through, you know what I mean. Yeah. What you posted that poll? HECTOR: And feel blessed. Yeah, absolutely. We we love the attention that a lot of our friends and loved ones are giving us as far as you know, motivating us and telling us that they're enjoying what they're seeing. And it's it's it's a blessing, man. I think I thought we were gonna be talking to no one for a very long time and our friends and family they they they come through. Yeah. What you posted that poll. Gus: recently. Yeah, I did. we got good amount engagement on it. Yeah, it was nice. What was that what was that that response that we got? Yeah, so okay. So just just for the audience to know, I posted a poll on our page that asked can you be ambitious and driven and feel happiness? And this is tied to the episode that will be released on Friday. So stay tuned to to that episode. HECTOR: recently. Yeah, I did. we got a good amount of engagement on it. Yeah, it was nice. What was that what was that that response that we got? Yeah, so okay. So just just for the audience to know, I posted a poll on our page that asked can you be ambitious and driven and feel happiness? And this is tied to the episode that will be released on Friday, so stay tuned to that episode. Gus: And we got a lot of engagement. We got a lot of you answering and and commenting your thoughts. So we appreciate that. We always appreciate even if one of you comments, we we love to to see it and love to read it. we're gonna go ahead and shout out Isa Isabella from Puerto Rico, my friend Issa, our friend Issa. HECTOR: And we got a lot of engagement. We got a lot of you answering and and commenting your thoughts. So we appreciate that. We always appreciate even if one of you comments, we we love to love to read it. we're gonna go ahead and shout out Issa Isabela from Puerto Rico, my friend Isa, our friend Isa. Gus: And she commented on the post and gave a really good answer to can you be ambitious and driven and also happy? And she says, and I quote, HECTOR: And she commented on the post and gave a really good answer to can you be ambitious and driven and also happy? And she says, and I quote, only if you tie ambition and drive to a sense of lack and dissatisfaction with what you don't have in the moment, that's when you'll never be truly happy. Or satisfied with where you are. I do believe you can be both, and I still and still feel happiness while pursuing your goals. Gus: only if you tie ambition and drive to a sense of lack and dissatisfaction with what you don't have in the moment, that's when you'll never be truly happy. Or satisfied with where you are. I do believe you can be both and I still and still feel happiness while pursuing your goals. With the right perspective, it'll serve as motivation. Wow. Shout out Isa. Yeah, shout out Isa, that was beautiful. That was awesome. That was really well put and I hope you guys enjoy the episode that we did on that. Yeah. HECTOR: With the right perspective, it'll serve as motivation. Wow. Shout out Issa. Yeah, shout out Isa. That was beautiful. That was awesome. That was really well put, and I hope you guys enjoyed the episode that we did on that. Yeah. Gus: very good segue to that. I think that was very much in line with kind of our perspective of it as well. Right. because it does depend on what you're ambitious of and what it is that you want for yourself and in life. Right. Yeah, that's it that is kind of what the the the whole theme of it was. It's like if you're not present in the moment HECTOR: Good thing very good segue to that. I mean, I think that was it very much in line with kind of our perspective of it as well. Right. because it does depend on what you're ambitious of and you know what it is that you want for yourself and in life. Right, yeah. That's it that is kind of what the the the whole theme of it was. It's like if you're not present in the Gus: and enjoying that moment, then you'll forever chase happiness and so you'll never get there. And so I I think that she had a really good perspective. So shout out Issa, thank you for commenting. anytime you guys see any polls or HECTOR: Mm-hmm. Then you'll forever change happiness until you'll never get there. And so I I think that she had a really good perspective. So shout out to Issa, thank you for commenting. anytime you guys see any polls or videos and we ask you a question, feel free to answer. We try to read it live. Sort of live. Well, I mean, just the engagement is awesome and you know, we really want this to be like a community for us to talk about cool stuff, get people's perspective on Gus: videos and we ask you a question, feel free to answer. We'll try to read it live. Live, sort of. Sort of live. Well, I mean, just the engagement is awesome and you know, we really want this to be like a community for us to talk about cool stuff, get people's perspective on points that we're discussing week after week or throughout the week. it's great to get the engagement and to have people involved in the discussion. It's it's honestly a lot of fun. Yeah man, and that's the whole point. I think we are HECTOR: points that we're discussing week after week or throughout the week. it's great to get the engagement and to have people involved in the discussion. It's it's honestly a lot of fun. Yeah man, and that's the whole point. I think we are Gus: We have a community of friends that are all young professionals. You know, whether you're in events or in marketing or in the corporate world or in real estate or in law or in engine, you know, we have so many friends in so many different industries. That's the whole point of this HECTOR: we have a community of friends that are all young professors. You know, whether you're in events or in marketing or in the corporate world or in real estate or in law or in engine you know, we have so many friends in so many different industries. That's the whole point of this Gus: this whole endeavor we're doing is to combine the voices of all of you guys and just hopefully create a community where you can help in the things that you know and HECTOR: This whole endeavor we're doing is to combine the voices of all of you guys and just hopefully create a community where you can help in the things that you know and Gus: We can help in the things that we know and just help each other out. I think our generation should be a lot more connected and able to help each other out. Yeah, for sure. Just have a open, knowledgeable conversation about life through the different lenses. That's right. Just to reiterate what you say. It's it it really is beautiful. Yeah, man. And and so you HECTOR: we can help in the things that we know and just help each other out. I think our generation should be a lot more connected and able to help each other out. Yeah, for sure. Just have a open and knowledgeable conversation about life through the different lenses. just to reiterate what you said. It's it it really is beautiful. Yeah, and and so You know, we always want to start with the intro, so make sure that everybody knows where we're at. Yep. Gus: know, we always want to start with the intro, so make sure that everybody knows where we're at. we're been best friends since HECTOR: Best friends since Gus: I'm just gonna start saying like twenty years because I I say fifteen, I say seventeen. Yeah, since my freshman year high school we've been friends. And now we both work in the same brokerage. We do commercial real estate. Hector's actually one of the managing partners of the firm. one of the up and coming brokers. That's what I like to call myself. It's in the business card. And yeah, we're we HECTOR: I'm just gonna start saying like 20 years because I say 15, I say 13. Cause you're 17. Yeah, since my freshman year high school, we've been friends. And now we both work in the same brokerage. We do commercial real estate. Yep. Hector's actually one of the managing partners of the firm. one of the up-and-coming brokers, that's what I like to call myself. That's right. yeah. And yeah, we're we Gus: all we do every day before we sit down and and talk in this podcast is commercial real estate. HECTOR: All we do every day before we sit down and and talk in this podcast is commercial real estate. Gus: And so I think that today we wanted to talk about our experience in the commercial real estate world, how we got into it, why we got into it, and maybe give you guys a little bit of a of a rundown of of something that we are actually experts in, which is our day-to-day operations, how we HECTOR: And so I think that today we wanted to talk about our experience in the commercial real estate world, how we got into it, why we got into it, and maybe give you guys a little bit of a of a rundown of of something that we are actually experts in, which is our day-to-day operations, how we Gus: manage our brokerage, how we do our job, and maybe HECTOR: manage our brokerage, how we do our job and maybe talk a little bit about the pros and cons as to what we do and just our own personal experiences as to how we've been able to manage this career and and why we love what we do. Yeah. For sure. So we actually Gus and I both came from wanting Gus: Talk a little bit about the pros and cons as to what we do and just our own personal experiences as to how we've been able to manage this career and and why we love what we do. Yeah. For sure. So we actually Gus and I both came from wanting HECTOR: to be in the corporate world. I mean you had a good experience in the corporate Gus: The experience in the portfolio. HECTOR: world. You know, I work for corporations as well. But it was a a a very stable Gus: Right. Stable corporate path, right? You get the degree, you work for a corporation, you work your way up the ladder, you get compensated for your time. It's very low risk, you know, assuming you picked the right company, whatever. HECTOR: stable corporate path. Right. You get the degree, you work for a corporation, you work your way up the ladder, you get compensated for your time. It's very low risk, you know, assuming you pick the right company, whatever. Gus: And then we both pivoted at some point. We talked about it in the last episode. Yeah. You were in law, I was in medicine, and we both pivoted to we both got R MBAs surprisingly. Around the same time, too. Around the same time. and then I HECTOR: And then we both pivoted at some point. We talked about it in the last episode. You were in law, I was in medicine, and we both pivoted to we both got R MBAs surprisingly. Around the same time. Around the same time. and then I got into real estate. You went into law management. so still in your in your field. And you know, and now we're both doing commercial real estate full time and we work together, which is amazing. so even just that is such a shift. Gus: into real estate, you went into law management. so still in your in your field. Yep. And you know, now we're both doing commercial real estate full time and we work together, which is amazing. so even just that is such a shift, right? We we alluded to that in the in the last episode, but you know, why did you make that change for yourself? Because I I talked about it a little bit for myself, but from your perspective, what did that change mean to you and how did you come about? HECTOR: Right, and we we alluded to that in on the last episode, but you know, why did you make that change for yourself? Because I I talked about it a little bit for myself, but from your perspective, what did that change mean to you and how did it come about? Gus: And how do you feel about it today? it's a really good question. So yeah, I I was managing law firms for a while, right after college. And, you know, I got my degree while still being a manager at a law firm. And it was really rewarding. I learned a lot. HECTOR: And you know, how do you feel about it today? it's a really good question. So yeah, I I was managing law firms for a while, right after college and you know, I got my degree while still being a manager at a law firm and it was really rewarding. I learned a lot, Gus: working with that type of professionalism is insane. That's actually the only word I can use. these guys were all veterans in the field. I manage a high net worth divorce law firm for a while. HECTOR: working with that type of professionalism is insane. That's actually the only word I can use. these guys were all veterans in the field. I managed a high network divorce law firm for a while. Gus: learned a lot about that side of of of the legal world, which is very interesting. But what I didn't what I did get from that was the fact that you have to be professional and you have to make sure that the client is always taken care of, no matter what. HECTOR: learned a lot about that side of of of the legal world, which is very interesting. But what I did what I did get from that was the fact that you have to be professional and you have to make sure that the client is always taken care of no matter what. Mm-hmm. You if you have to work ten, twelve hours a day to make sure that you get your clients needs met, then that's what that's what they would do. And and they would take calls at any time of the day. And so that that's Gus: You if you have to work ten, twelve hours a day to make sure that you get your clients needs met, then that's what that's what they would do. And and they would take calls at any time of the day. And so that that HECTOR: a service based business. Service yeah, it I feel like that's the type of business that honestly couldn't have prepared me better for this world that I'm in now. Wow. Because I saw it from their side. You know, they had clients, they they had to do different things to make sure that the client was always Gus: It's a service business. It's a service, yeah. It I feel like that's the type of business that honestly couldn't have prepared me better for this world that I'm in now. Wow. Because I saw it from their side. You know, they had clients, they they had to do different things to make sure that the client was always at least felt like they were getting taken care of and and work was being done on their behalf. So talking to Hector and deciding as to whether this was the right career for me. We talked about it. HECTOR: at least felt like they were getting taken care of. Yep. And work was being done on their behalf. So talking to Hector and deciding as to whether this was the right career for me. Because we talked about it for years. We didn't talk about it like it was it wasn't like a instant shift. Right. Like you always would kind of ask Gus: We did talk about it for years. It wasn't like a instant shift. Right. HECTOR: how life was going on you know my side of the world in commercial real estate. and I would tell you the the honest truth because there was there were really hard times when we were first getting started, which and for anybody getting started in real estate it's just the way it is. but as the years pass you would you would think about it and I would see you considering it. I just wanted to touch on that. No yeah that's true. Yeah. I I talked to him about it. The the thing that appealed to me the most was how much Hector knew about the Gus: how life was going on you know my side of the world in commercial real estate. and I would tell you the the honest truth because there was there were really hard times when we were first getting started. Right. Which and for anybody getting started in real estate is just the way it is. Right. but as years pass you would you would think about it. I would see you considering it. I just wanted to touch on that. No, yeah, that's true. Yeah. I I talked to him about it. The the thing that appealed to me the most was how much Hector knew about the movement of capital between HECTOR: movement of capital between Gus: someone with money to spend and n not knowing really how to how to move that money and invest it and then how he would be the middleman between, you know, someone who wanted to buy and someone who wanted to sell. And and and I think the investment world is that's that's all it is. Whether you're a stock broker, whether you're a commercial real estate broker or a residential broker, you have mu someone with money and then you have someone that's willing to sell their their property or their or their HECTOR: someone with money to spend and not knowing really how to how to move that money and invest in it and then how he would be the middleman between you know someone who wanted to buy and someone who wanted to sell. And and and I think the investment world is that's that's all it is. Whether you're a stockbroker, whether you're a commercial real estate broker or residential broker. You have more someone with money and then you have someone that's willing to sell their their property or their or their Gus: part of their business in order for for HECTOR: part of their business. Yep. In order for for Gus: money to be moved around. And so that was always the most interesting part to me. I think I visited the office where you a couple of times before I I decided to make the move. you guys at that time brokerage was completely different. No AI, nothing. It was just white pages, finding finding out how to do XL Excel sheets. Scattered Excel. my God, dude. Yeah. You guys were, you know, calling owners and and making sure that, you know, I just HECTOR: money to be moved around. And so that was always the most interesting part to me. I think I visited the office where you a couple of times before I I decided to make the move. Yep. you guys at that time brokerage was completely different. No AI, nothing. Yeah pages finding finding out how to do Excel sheets. Excel sheets scattered Excel sheets. my god, dude yeah you guys were, you know, calling owners and and making sure that you know I just Gus: pitching your deal. Hey, do you want to sell? We all we do is bring value to people. So HECTOR: pitching your deal. Hey, do you wanna sell? We all we do is bring value to people. So a lot of times when you get into this world you realize that the the game really is presenting yourself as someone who can offer value. Gus: A lot of times when you get into this world, you realize that the the game really is presenting yourself as someone who can offer value over everything, right? Like everybody can call and say, Hey, give me this or sell me this or buy this. But it's better, it's a better pitch I've noticed as I've progressed in this career to just say, Hey, listen, I think I can give you something that you want or need. And if you just hear me out, I can explain to you how. HECTOR: o over everything, right? Like everybody can call and say, Hey, give me this or sell me this or buy this. But it's better it's a better pitch I've noticed as I've progressed in this career to just say, Hey, listen, I think I can give you something that you want or need and if you just hear me out, I can explain to you how. Gus: And at that point it just becomes you you put yourself at the same level as these guys. And you go from there. And so my my experience has been the HECTOR: And at that point it just becomes you you put yourself at the same level as these guys. Yep. And you go from there. And so my my experience has been the same as what we've talked about in the past. It's kinda like I wanted the the luxury of traveling and having my own schedule or creating my own schedule. And yeah, I thought that the that my ceiling there was there was no ceiling. Actually that's that's what I was saying. There was no ceiling in this world. If I worked Gus: same as what we've talked about in the past. It's kinda like I wanted the the luxury of traveling and having my own schedule or creating my own schedule. And yeah, I thought that the that my ceiling there was there was no ceil actually that's that's what I'll say. There was no ceiling in this world. If I worked as hard as I could HECTOR: as hard as I could, Gus: my ceiling kept growing. W rather than being in the corporate world and you can kind of see your ceiling, right? Like you can see it. There's a clear set path for you. That's absolutely. And so and so I think that a lot of people who are considering whether you're working in a c career right now where you have a pathway to success. And if you're okay with that and then you enjoy what you're doing, go for it. But someone like me, I felt like HECTOR: my ceiling kept growing. Yep. Rather than being in the corporate world and you can kind of see your ceiling, right? Like you can see it. There's a clear set path for you. That's absolutely. And so and so I think that a lot of people who are considering whether you're working in a c a career right now where you have a pathway to success and if you're okay with that and you enjoy what you're doing, go for it. But someone like me, I felt like Gus: the capacity I had to work and and and learn HECTOR: the capacity I had to work, yeah and and and learn. Mm-hmm. I think that that's what really moved me towards this career path that I'm in. And it's been a it's been a hell of a journey ever since I started. Yeah. I I I love that. And that just reminded me of something that we always say, right? Investment is risk. And when you have a career where the path is very clearly set out for you, that's a very low risk Gus: I think that that's what really moved me towards this career path that I'm in. And it's been a it's been a hell of a journey ever since I started. Yeah, no, I I I love that. And that just reminded me of something that we always say, right? Investment is risk. And when you have a career where the path is very clearly set out for you, that's a very low risk situation. So the return that you can expect on that investment of your time. HECTOR: situation. So the return that you can expect on that investment of your time Gus: is gonna be much lower. HECTOR: is going to be much lower. But if you go out and invest your time in yourself or, you know, commission based or a sales-based role where it all falls on your shoulders, the risk of course is much higher, but the reward is that much higher. So it's it's understanding that balance and what matters most to you. And I think you made that decision of I can see this path and I'm going to make Gus: But if you go out and invest your time in yourself or you know, commission-based or a sales-based role where it all falls on your shoulders, the risk, of course, is much higher, but the reward is that much higher. Of course. So it's it's understanding that balance and what matters most to you. And I think you made that decision of I can see this path and I'm going to make you HECTOR: you know, the the money that I wanna make, I wanna I'm gonna be in the position that I wanna be in. And it's a very clear path to get there. I just have to follow the rules. Gus: know the the money that I want to make, I want I'm gonna be the position that I want to be in. And it's a very clear path to get there. I just have to follow the rules. HECTOR: But it's gonna take me all this time, it's very low risk, or I can invest in myself, take a shot on myself, take the much riskier route, but I know that my ceiling is much higher. Or even, you know, there is no ceiling. So we say that all the time. Investment is risk and and you have to balance that out for yourself. Like what kind of risk and Gus: But it's gonna take me all this time, it's very low risk, or I can invest in myself, take a shot on myself, take the much riskier route, but I know that my ceiling is much higher, or even no, there isn't a ceiling. Right. So we say that all the time. Investment is risk and and you have to balance that out for yourself. Like what kind of risk and reward do you wanna analyze? Yeah, dude. HECTOR: reward do you want to analyze? Yeah, dude. Gus: I'll ask you this because you talked about it. You don't have to really go into it any like as much as you did last time. You definitely you definitely talked about it before as to your decision as to why you made it. But what people might not know is that both of us and and and risk averse people. Incredibly risk averse people. Yeah, Hector Hector looks like four times before he clo he crosses the street. So so HECTOR: I'll ask you this because you talked about it. You don't have to really go into it it and like as much as you definitely you definitely talked about it before as to your decision as to why you made it. But what people might not know is that both of us and and the risk averse people incredibly risk averse people. Yeah. Hector looks like four times before he call he crosses the street. Yeah. For sure. Left right, left, right, left, right? Left right, left, right, up, down, left, right, Yeah, yeah, you mentioned. So as someone that's so risk averse, why did you think that other than like the luxuries that you get from, you know, getting the big check or planning your schedule around whatever it is that you have going on in your life, what else? What else what high degree of self efficacy? Gus: Left right left right left right up down left right. Yeah, yeah, you make sure. So as someone that's so risk averse, why did you think that other than like the luxuries that you get from you know getting the the big check or planning your schedule around whatever it is that you have going on in your life, what else? What else what what was the degree of self efficacy? Alright, you're gonna have to go deeper, man. So HECTOR: So we actually have that as as we have a section in our interview process about trying to assess someone's degree of self-efficacy. So the belief in your own ability to get something done. And, you know, I think I have a very high degree of self-efficacy. I believe that tasked with any problem or issue, if I spend the right amount of time on it, I can solve it. Gus: We actually have that as as we have a section in our interview process about trying to assess someone's degree of self-efficacy. So the belief in your own ability to get something done. And you know, I think I have a very high degree of self-efficacy. I believe that tasked with any problem or issue, if I spend the right amount of time on it, I can solve it. And so when I, again, I'm a very risk-averse person, but when I saw people in real estate that I, you know, spent time with and and looked up to and I see their day-to-day and I interact with them on a regular basis, I don't think that they have anything that I don't. So in my head I say, if you can do it, I can do it. HECTOR: And so when I again I'm a very risk averse person, but when I saw people in real estate that I, you know, spent time with and and looked up to and I see their day to day and I interact with them on a regular basis, I don't think that they have anything that I don't. So in my head I say, if you can do it, I can do it. Gus: And so I believe that I c no no matter what it took, I was going to do that job. And I was going to do it well. And I think you have to have that innate sense of belief HECTOR: And so I believe that I can no no matter what it took, I was going to do that job and I was going to do it well. And I think you have to have that innate sense of belief. Gus: and almost a delusional sense of optimism to be able to succeed in this role. So and I think I I naturally have both. So Yeah. Yeah, optimistic to a fault, I guess. Yes, for sure. Yeah. I agree. That's awesome. I think I think that that's kind of what our HECTOR: and almost a delusional sense of optimism to be able to succeed in this role. So and I think I I naturally have both. So Yeah. Yeah, optimistic to a fault. Yes, for sure. Yeah. I agree. That's awesome. I think I think that that's kind of what our our Gus: our role dictates, right? It's kind of like you have to be able to measure HECTOR: role dictates, right? It's kind of like you have to be able to measure Gus: any risk that you guys are taking. And this is just for the audience. you know, we we talk we talk from our level of experience in commercial real estate, but this really applies to entrepreneurship. This applies to independent contractors. This applies to almost anybody that's self employed and not working for technically for anybody. HECTOR: Any risk that you guys are taking, and this is just for the audience. you know, we've we talk, we talk from our level of experience in commercial real estate, but this really applies to entrepreneurship, this applies to independent contractors, yeah, this applies to almost anybody that's self-employed and not working for technically for anybody. The level of organization and structure that you need to create in your own life is Gus: The level of organization and structure that you need to create in your own life is It's something that I'm still dealing with right now. how so? So if I think to myself, like what's something that I didn't know I was gonna get into when I got into commercial real estate, one of the things I probably say the biggest thing was organizing my days. Yeah. yeah. Hour to hour. If you do not have a way to organize your day. HECTOR: It's something that I'm still dealing with right now. wha how so? So if I think to myself, like what's something that I didn't know I was gonna get into when I got into commercial real estate, one of the things I probably say the biggest thing was organizing my days. Yeah. yeah. Hour to hour. If you do not have a way to organize your day. Hector Hector's actually one of the ones that's told me calendar your days, man. Like put it in the calendar. Yeah. If you think about it, put it in the calendar. And I think that that's something that I need to work on myself. A hundred percent. Put it on the calendar. Put it on the calendar. I I think most of the things that I Gus: Hector Hector's actually one of the ones that's told me calendar your days, man. Like put it in the calendar. Yeah. If you think about it, put it in the calendar. And I think that that's something that I need to work on myself because I'm calendar. Put it on the calendar. I I think most of the things that I I can do, I feel like I can just do it mentally. I can't have it all in my head. Like I'm smart enough to figure this out. I can do this. Let me throw something out. Yeah, please. I paid money for this AI that you made fun of me. HECTOR: I can do. I feel like I can just do it mentally. I can't have it all in my head. Yeah. I'm smart enough to figure this out. Let me throw something out here. I paid money for this AI calendar that you made fun of me for. it's called Motion. Yes, 17 subscriptions. just for anybody, right? There's this AI calendar called Motion that allows you to create tasks. Gus: Dude, he has 17 subscriptions. Go ahead. Just for anybody, right? There's this AI calendar called Motion that allows you to create tasks on the app that are automatically updated on your calendar based off of due date, in other words, deadline, and priority. And so when you start adding all of your tasks, both HECTOR: on the app that are automatically updated on your calendar based off of due date, in other words, deadline and priority. And so when you start adding all of your tasks, both from a personal and a professional standpoint, the AI is smart enough to detect, you know, which ones are due sooner and which ones have higher priority. And it'll put it automatically on your Google Calendar or on your Apple Calendar. So when I pull up my phone and it's my home screen and I have a Gus: From a personal and a professional standpoint, the AI is smart enough to detect which ones are due sooner and which ones have higher priority. And it'll put it automatically on your Google Calendar or on your Apple calendar. So when I pull up my phone and it's my home screen and I have a calendar widget, I can see the top things that I need to be working on at that point. And so it's it's one of those tools that, yeah, it costs some money, but it's it's helped me a ton. And I'm always when I look at my phone, I see that calendar, which I'm like, it's just another. HECTOR: calendar widget, I can see the top things that I need to be working on at that point. And so it's it's one of those tools that yeah, it costs some money, but it's you know it's helped me a ton. And I'm always when I look at my phone, I see that calendar widget. I'm like, it's just another Gus: reminder HECTOR: reminder of that thing that I need to get done. So just want to jump in there about calendaring and you know blocking your day because if that helps you or anybody. Yeah, that's beautiful. I I think most of the kind of expensive Gus: of that thing that I need to get done. So just want to jump in there about calendaring and you know blocking your day because if that helps you or anybody. Yeah, that's beautiful. I I think most of the things HECTOR: though. Gus: yeah dude. You know not we're not sponsored. I really hope you know what's that Rocket Mortgage thing, Rocket League, whatever the whatever that app is that allows you to check out your whatever allows you to check what how many subscriptions you're you're tied to. HECTOR: Yeah, it you know not not we're not sponsored. I really hope you know what's that Rocket Mortgage thing, Rocket League, whatever whatever that app is that allows you to check out your whatever it allows you to check what how many subscriptions you're you're tied to, you should check that out. I should check it out. Yeah, maybe. No, dude, don't Gus: You should check that out, man. Yeah, maybe. HECTOR: have that many subscriptions. I think okay. Well we'll we'll just say that that that is one that I think is is very helpful. Gus: I think okay. Well we'll we'll just say that that that is one that I think is is very helpful. As an on let's just talk about it in general, right? Like as an entrepreneur, as self-employed, or if you're running your own business, if you take on a a role like a broker, HECTOR: As an o let's just talk about it in general, right? Like as an entrepreneur, as self-employed, or if you're running your own business, if you take on a a role like a broker. Gus: you have to really be engaged with how you approach your day. So a lot of times it's okay when you're in the corporate world and HECTOR: You have to really be engaged with how you approach your day. Yep. So a lot of times it's okay when you're in the corporate world, and I I I'll tell you this from personal experience, in a law firm, you are able to see your days in weeks and months and quarters. Especially quarters. I think that that's like the biggest the biggest way to like understand your your so you understand like Gus: I I I'll tell you this from personal experience, in a law firm, you are able to see your days in weeks and months and quarters. Especially quarters. I think that that's like big the biggest way to like understand your your your days. So you understand like a lawyer knows when the case has deadlines and they they they they work off of the deadlines that are self kind of self imposed. As a entrepreneur or an independent contractor, you create your own deadlines. HECTOR: A lawyer knows when the case has deadlines and they they they they work off of the deadlines that are self kind of self-imposed. As a entrepreneur or an independent contractor, you create your own deadlines. Gus: And that's something that I've it's taken me a long time to figure out. Yeah. Because it there's so much going on in commercial real estate where you find a deal, you pitch the deal, HECTOR: And that's something that I've it's taken me a long time to figure out. Yeah. Because it there's so much going on in commercial real estate where you find a deal, you pitch the deal. Gus: you get an offer for a deal, you negotiate that offer, and and as that one's moving, you also have twenty-five or thirty other ones that are moving along in the same pathway. And so if you're not ready to create a certain HECTOR: You get an offer for a deal, you negotiate that offer, and and as that one's moving, you also have 25 or 30 other ones that are moving along in the same pathway. And so if you're not ready to create a certain Gus: Schedule for yourself the HECTOR: schedule for yourself, the Gus: the brokerage or the industry or your clients, they're not gonna create it for you. Yeah, and you can lose track of things really quickly. And that that happens for entrepreneurs too. We know people who start their own businesses. They are the ones that have to show up, I need to show up at this time because this, this, and this. Yeah. That's not being told to them. You know what I'm saying? That they they have to create that for themselves, or they won't succeed. I think it's even more prevalent. HECTOR: The brokerage or the industry or your clients, they're not gonna create it for you. Yep. And you can lose track of things really quickly. And that that happens for entrepreneurs too. People who start their own businesses. They are the ones that have to show up, I need to show up at this time because this, this, and this. Yep. That's not being told to them. You know what I'm saying? They they they have to create that for themselves. Yeah. I think it's even more prevalent in service based businesses. Yeah. Because your time is your product. Gus: service-based businesses. Yeah. Because your time is your product. Right? If you're people want you to work for free or do stuff to add value for them for free or at the lowest rate possible, right? Just economics. If you don't have the level of discernment necessary to prioritize your time effectively, you're going to be running around in circles servicing HECTOR: Right. If you're people want you to work for free or do stuff to add value for them for free or at the lowest rate possible, right? Just economics. If you don't have the level of discernment necessary to prioritize your time effectively, you're going to be running around in circles servicing Gus: opportunities that may or may not be beneficial to you. So having that discernment as an entrepreneur or someone that's starting a new business, especially service-based businesses, HECTOR: opportunities that may or may not be beneficial to you. So having that discernment as an entrepreneur or someone that's starting a new business, especially service based businesses. Gus: is you know having that discernment is incredibly important. and having that structure, like you said, being able to create it is a skill that takes you time to develop. So to the point of buying these subscriptions, I think it's, you know, you're outsourcing a skill that maybe you don't have to an app that's going to make that more simple for you. HECTOR: is you know having that discernment is incredibly important. and having that structure, like you said, being able to create it is a skill that takes you time to develop. So to the point of buying these subscriptions, I think it's you know, you're outsourcing a skill that maybe you don't have to an app that's going to make that more simple for you. Gus: And yes, you can go out and build it yourself. I encourage you to using Claude or whatever. But some of them already just come packaged of the box. Like this AI thing HECTOR: And yes, you can go out and build it yourself. I encourage you to using Claude or whatever. But some of them already just come packaged out of the box. Like this AI thing Gus: for this AI calendar, if you can just pay for it to help she get organized, go for it. Cool then. I yeah, I agree. I I I'll I'll agree with that. I'll I'll I'll agree with that one with that one thing, I'll agree with. Maybe your other subscriptions we can talk about. Yeah. But for that one I agree. I think if it helps you organize your your your time. HECTOR: For this AI calendar, if you can just pay for it and it helps you get organized, go for it. Colin. I yeah, I agree. I I I'll I'll agree with that. I'll I'll I'll with that one. With that one thing, I'll agree with. Maybe your other subscriptions we can talk about. Yeah. But for that one, I agree. I think if it helps you organize your your your time. Gus: It's well worth it. Yeah, you can build it though. I mean that's a conversation maybe for another day, but yeah. Can you use Claude to automatically prioritize the things that you have on a Apple to do list and put on your calendar? Yes, you can. So you don't have to pay for it. If you are curious about how to do that, I don't know, reach out to us. Maybe we can figure it out. I love it. Yeah. Well link the b the link below. The link below. Yeah, why not? Why HECTOR: It's well worth it. Yeah, you can build it though. I mean that's a conversation maybe for another day, but can you use Claude to automatically prioritize the things that you have on a Apple to do list and put on your calendar? Yes, you can. So you don't have to pay for it. If you are curious about how to do that, I don't know, reach out to us. Maybe we can figure it out. I love it. Yeah. Well link b the link below. The link below. Yeah, why not? Gus: not? and so yeah, I I think that's cool and it's actually interesting. I was talking to to Matthew. So we have an intern at the office who's interested in getting into commercial real estate and he kinda asked me stud by the way a stud by the way. Yeah, 20 years old and is more brave than 90% of the brokers that I've seen. He just he gets on the phone, he gets to calling, you know, we gotta work on his oomph. HECTOR: and so yeah, I I think that's cool and that's actually interesting. I was talking to to Matthew. So we have an intern at the office who was interested in getting into commercial real estate and he kinda asked me. Stud, by the way. A stud, by the way. Yeah. Twenty years old and is more brave than ninety percent of the brokers I've seen. He just he gets on the phone, he gets to calling, you know, we gotta work on his Umph presence. His presence, his strength, and on the phone, but does he do it? Yes. Yeah. And honestly that's you're he's halfway there. That's half the battle, a hundred percent. Yeah. I forgot that mobst that famous mobster on YouTube that's like he was in the mob and then he got out of jail and now he's like a Gus: presence. His presence, his strength, and on the phone, but does he do it? Yes. And honestly that's you're he's halfway there. That's half the battle, a hundred percent. Yeah. I forgot that mobster that famous mobster on YouTube that's like he was in the mob and then he got out of jail and now he's like a influencer or some sort of like I forgot his name. Anyways, the point is this guy said that like half the battle is just showing up. If you show up every day, you're you're what you're halfway there. HECTOR: influencer or some sort of like no I don't I forgot his name anyways the point is this guy said that like half the battle is just showing up yep if you show up every day you're you're what you're halfway there. Gus: And and I think that that's what Matthew is is proving to himself. He's twenty years old and he sits in a in an office where everybody around him is an is an expert as what they're doing. They're good on the phone, they're pacing around, they have clients, they're doing all these things, and he's just sitting there HECTOR: Yep and I think that that's what Matthew is is proving to himself. He's 20 years old and he sits in a in an office where everybody around him is is an expert as what they're doing. They're good on the phone. Yep. They're pacing around they have clients they're doing all these things and he's just sitting there Gus: listening, asking questions, absorbing everything, and getting on the phone and calling. Yeah. And and talking to a a person who has a fifty million dollar portfolio and he's like, Do do you wanna HECTOR: Listening, asking questions. Absorbing. Absorbing everything. And getting on the phone. Yeah. Calling. Yep. And and talking to a a person who has a fifty million dollar portfolio and he's like, Do do you wanna do you wanna buy this? Yeah, yeah. And that's so great. Alex Ramosy always says, If you Gus: Do you wanna buy this? You know what I mean? And and that's so brave. Alex Ramosy always says if you HECTOR: are broke, not that the intern's broke, but if you're broke, you should have no shame. And so when he you're getting started and you're like calling this Gus: If you're broke, you should have no shame. And so when he you're getting started and you're like calling this fifty million dollar property portfolio owner, don't have any shame. Yeah. And he does this very well. He just calls and says, Hey, hey, says, Hey, I saw that you submitted this inquiry for this other property. You know, what are you looking for? We're brokerage out of Orlando. We can help, blah, blah. And the balls to do that, you know, without any knowledge of HECTOR: fifty million dollar property portfolio owner, don't have any shame. And he does this very well. He just calls and says, hey, hey, says, Hey, I saw that you submitted this inquiry for this other property. You know, what are you looking for? We're a brokerage out of Orlando. We can help. Blah blah. And the balls to do that, you know, without any knowledge of real estate in general, especi you know, starting off as an intern, I think is I think it just shows to the the character that you need to have to be able to be successful. And I think he Gus: real estate in general, especially starting off as an intern, I think is and I think it just shows to the the character that you need to have to be able to be successful and I think he he has that. He has that. Yeah. Yeah, I agree. I agree. So he asked me the other day, we were talking about like what it takes to be successful in this business. And it it took me it it kind of took me back to my own perspective of it and what I thought it would be and what it actually is. HECTOR: He has that. He has that. Yeah. Yeah, I agree. I agree. So he asked me the other day, we were talking about like what it takes to be successful in this business. And it it took me it it it kind of took me back to my own perspective of it and what I thought it would be and what it actually is. Gus: And to be able to explain it to a twenty year old, which sounds young and, you know, inexperienced and he's he's about to get really into the real world and to what the world really is, I try to I try to bring it down to a couple things, you know. And one of the things I told him was showing up. Show up with a good attitude and do whatever you can to to show your value. HECTOR: And to be able to explain it to a twenty-year-old, which sounds young and you know, inexperienced and he's he's about to get really into the real world, to what the world really is, I try to I try to bring it down to a couple things, you know. And one of the things I told him was show it up. Show up with a good attitude and do whatever you can to to show your value. Gus: What are you valuable at? Can you make a bunch of phone calls even if they're bad? Yes. Okay. Do that. Right? So just showing up, that's that's a huge key. But the other thing I told him was in commercial real estate and probably as entrepreneurs or honestly, this this applies to anybody in the professional world. Build relationships. That was like my biggest take. Yeah. Man, I have been on a phone with someone who has HECTOR: What are you valuable at? Can you make a bunch of phone calls even if they're bad? Yes. Okay. Do that. Right? So just showing up, that's that's a huge key. But the other thing I told him was in commercial real estate, and probably as entrepreneurs or honestly, this this applies to anybody in the professional world. Build relationships. That was like my biggest take. Yeah. Man, I have been on a phone with someone who has Gus: Talk to me about their grandkids, their kids, their wives, what they plan to do, where they where they vacation. You know what I'm saying? And it's it's the craziest thing to see how a lot of these guys who are very wealthy, great portfolios, own a lot of real estate, own a lot of businesses, they just they're human beings, man. They have a their own families and their own lives. And sometimes a lot of sales guys is in the sales world, they immediately attack. HECTOR: Talk to me about their grandkids, their kids, their wives, what they plan to do. No kidding. You know what I'm saying? And it's it's the craziest thing to see how a lot of these guys who are very wealthy, great portfolios, own a lot of real estate, own a lot of businesses, they just they're human beings, man. They have their own families and their own lives. And sometimes a lot of sales guys in the sales world, they immediately attack. Gus: They they they go to they go through the pitch, they sell themselves, they sell the company, they sell their product. But they don't take the time to ask them who they are and what's their business. And that's something you taught me. You told me, get on the phone, if they don't want to sell, it's fine. Ask them what they do. How did you get into that business? Like, okay, you you run a timing thing. Yeah. It's a time, yeah, it's a timing thing. At that point, maybe they're not thinking about selling at their property. Fine. But what HECTOR: They they they go through they go through the pitch, they sell themselves, they sell the company, they sell their product. But they don't take the time to ask them who they are. Yeah. What's their business? And that's something you taught me. You told me, get on the phone, if they don't want to sell, it's fine. Ask them what they do. How did you get into that business? Like, okay. Because it's a timing thing. Yeah. It's a time yeah, it's a timing thing. At that point, maybe they're not thinking about selling at their property. Fine. But What if you're like, Gus: if you're like okay. No, no problem. What do you do there? I run a landscaping company. that's great. How how did you get into that? They there's not the the number one topic every human being loves to talk about themselves. Is themselves. If you can get someone talking about themselves and their story, especially these old heads who have a lot of experience and knowledge and a lot of times their kids don't give a damn and you know their grandkids don't give a damn, they're willing to talk to you. And if you especially if you pitch it as like, hey, I'm you I'm a twenty nine year old, I'm HECTOR: okay, no, no problem. What do you do there? I run a landscaping company. that's great. How how did you get into that? They there's not the the number one topic every human being loves to talk about? Themselves. It's themselves. If you can get someone talking about themselves and their story, especially these old heads who have a lot of experience and knowledge and a lot of times their kids don't give a damn and you know, their grandkids don't give damn. They're willing to talk to you. And if you especially if you pitch it as like, Hey, I'm you know, I'm a twenty nine year old, I'm Gus: In commercial real estate, but I'd love the business world in general. Learning. I'm young, I'm learning, I'm hungry. Yes. If you tell them that, they'll be willing to talk to you. A lot of the time. Exactly. Yeah. Young entrepreneurs calling after what they want. Yeah. They get it. Yeah, they get it. It's like, man, you own a landscaping company? Yeah. How did you how how do you acquire so many properties? Well, I started with one. HECTOR: in commercial real estate, but I'd love the business world. I'm young, I'm learning. I'm young learning. I'm hungry. Yes. If you tell them that, they'll be willing to talk to Most of them have been in your shoes exactly. Before as well. Young entrepreneurs going after what they want. Yeah. They get it. Yeah, they get it. It's like it's like, man, you own a landscaping company? Yeah. Well, how did you how how do you acquire so many properties? Well, I started with one, Gus: Grew out of that one, bought another one, rented the first one, boom, boom, boom, boom, HECTOR: grew out of that one, bought another one, rented the first one, boom, boom, boom. Gus: boom. Out of nowhere, I have six different properties in the top locations in the Houston area or the Dallas area or Orlando. And now, I don't know what to do with it. Yeah, I'm I'm I'm retiring. I'm gonna give it to my kids or whatever. Those are the conversations that me and Hector are having on a regular basis. And I think it's the best part. HECTOR: Six different properties in the top locations in the Houston area or the Dallas area or Orlando. And now I don't know what to do with it. Yeah, I'm I'm I'm retiring, I'm gonna give it to my kids or whatever. Those are the conversations that me and Hector are having on a regular basis. And I think it's the best part of doing commercial real estate. It's it's a relationship business, like you mentioned, but it's getting to talk to people that are Gus: estate. It's a it's a relationship business, yeah, like you mentioned. But it's getting to talk to people that are HECTOR: actually out there doing it. They either own real estate portfolios, which Gus: Actually out there doing it. They either own real estate portfolios, which who doesn't want to do that, or they're operating a business that is you know most of the time profitable because it's in a good location, you know, we call main markets. So you know, both of those things are things that are interesting to us, and we're talking to the people, the decision makers of these either the the portfolio or the the business, yeah, or sometimes both. For sure. And you know, we can pick their brains. You know, how people pay for that kind of advice or that kind of time with someone else. You literally HECTOR: Who doesn't want to do that? Or they're operating a business that is, you know, hope most of the time profitable because it's in a good location. You know, we call main markets. So, you know, both of those things are things that are interesting to us. And we're talking to the people, the decision makers of these, either the the portfolio or the the business, or sometimes both. For sure. And, you know, we can pick their brains. You know, how people pay for that kind of advice or that kind of time with someone else. You literally Gus: really call and you have an opening, you make a good relationship with a guy that HECTOR: call, you have an opening, you make a good relationship with a guy that Gus: is willing to talk to you. Maybe he doesn't want sell, but he can give you a couple minutes of their time and give you their story. And maybe that means something more to you than actually getting the sale. Yeah. And so I I I said this at a at a dinner recently to you know a client that we were we were out with and I was like HECTOR: Is willing to talk to you. Maybe he doesn't want to sell, but he can give you a couple of minutes of their time and give you their story. And maybe that means something more to you than actually getting the sale. And so I I I said this at a at a dinner recently to, you know, a client that we were we were out with. And I was like, Gus: sit next her and I said, hey, you know, you can get real estate services from anybody, right? Obviously you want to have a good broker and somebody that's knowledgeable in the space, HECTOR: sitting next to him and I said, Hey, you know, you can get real estate services from anybody, right? Obviously, you want to have a good broker and somebody that's knowledgeable in the space. Gus: but at the end of the day you're gonna do business with who you like. And the fact that we're out at dinner, we're laughing, we're having a good time, like I value that and I'm sure you do too. And it's because it's so true that having relationships, like good relationships in real estate is really what's gonna take you the distance, realizing that early in your career is is that much more important. HECTOR: But at the end of the day, you're gonna do business with who you like. And the fact that we're out at dinner, we're laughing, we're having a good time, like I value that and I'm sure you do too. And it's because it's so true that having relationships, like good relationships in real estate is really what's gonna take you the distance. realizing that earlier in your career is is that much more important. Gus: Was that before or after you started started rubbing rubbing his thigh? Before. Before. Yeah, always before. Yeah, you can't you gotta pitch it first. Yeah. No, he loved it. Yeah, I'm sure. I'm sure. the pitch or the the the leg rubbing? Both. Both. Nice. Alright. Well, yeah, man. I think I think what would you have said to to Matthew at that point? What what do you think? you know, relationships were just showing up HECTOR: die before. Before. Yeah, yeah, of course. Yeah, you can't you gotta pitch it first. Yeah, of course. Yeah, no, he loved it. Yeah, I'm sure. the pitch or the the the leg rubbing? Both. Both. Nice. Alright, well yeah man I think I think what would you have said to to Matthew at that point? What what do you think you know relationships were just showing up Gus: in your head. as a young guy, he's twenty years old. HECTOR: In your head. as a young guy, he's twenty years old. Heck, he's twenty years old. Yeah. No, I wish I told him I I wish I was in your shoes, absorbing what you're absorbing right now. Right. I wish I had started sooner. And just sit in the room with the people that are doing it. Right. And I I I don't know, that's I think that's just the key is like show up. Gus: Heck, he's twenty years old. Yeah. No, I wish I wish I was in your shoes. Right. Absorbing what you're absorbing right now. Right. I wish I had started sooner. right. And just sit in the room with the people that are doing it. Right. And I I don't know, that's I think that's just the key is like show up. HECTOR: Like you said, show up. Put yourself out there. I'm sure he's uncomfortable. I'm sure he was nervous as hell his first day. Gus: Like you said, show up, put yourself out there. I'm sure he's uncomfortable. I'm sure he was nervous as hell his first day. Yeah. Make and now he's making calls. He's comfortable. We're telling jokes. He's asking us questions. He's absorbing something every single day. And I I hope that he appreciates it as much as I do for him. If that makes any sense. Because, you know, we're ten years older than him. I'm ten years older than him. You and I can imagine yeah, whatever. And I can just I can just see the the potential of somebody that is is young and HECTOR: making and now he's making calls, he's comfortable, we're telling jokes, he's asking us questions. He's absorbing something every single day and I I hope that he appreciates it as much as I do for him, if that makes any sense. Because, you know, we're ten years older than him. I'm ten years older than him. And I can imagine yeah, whatever. And I can just I can just see the the potential of somebody that is is young and Gus: is focused and is charismatic and is out there doing and you know I envy that that youthfulness. HECTOR: is focused and is charismatic and is out there doing it. And you know, I envy that that youthfulness. Gus: I agree. I told you this quote Hermozzi said we're gonna we're gonna have to get a shout out from Hermozie at some point because we we keep putting up but but he's great. I he he said that you're gonna be really rich and when you're like let's say you're 50, right? You you're gonna be fifty and really really rich. HECTOR: I agree. I told you this quote Hermozzi said. We're gonna we're gonna have to get a shout out from Hermozzi as well. Yeah, yeah, for sure. The man. But he's great. I he he said that you're gonna be really rich and when you're like let's say you're fifty, right? You're gonna be fifty and really, really rich, Gus: And you're gonna wanna give all those millions you have HECTOR: and you're gonna wanna give all those millions you have. Gus: just to be twenty nine and and hungry again. You know? And I love that quote because it puts things in perspective and and this kind of goes to the episode that we're gonna be posting soon about ambition. It's like you're always striving for more that you forget to r to be grateful for where you're at now. And I consider myself young, you're a young guy, I'm a young guy, we're young professionals in the industry. Yeah, all right, HECTOR: just to be twenty nine and and hungry and yeah you know? Mm. And I love that quote because it put things to perspective and and this kind of goes to the episode that we're gonna be posting soon about ambition. Yep. It's like you're always striving for more than you forget to r to be grateful for where you're at now. Mm-hmm. And I consider myself young. You're a young guy. I'm a young guy. We're young professionals and Gus: all right. So then we we're in a world where HECTOR: So then we we're in a world where Gus: A lot of the guys that we work with are fifty, sixty years old and they've been in the industry for thirty years and they're studs, right? Like they know everything. But how many of them would give all the money and all the fame and all the accolades they have to be thirty years old and hungry again? HECTOR: a lot of the guys that we work with are 50, 60 years old. Yeah. They've been in industry for 30 years and they're studs, right? Like know everything. But how many of them would give all the money and all the fame and all the accolades they have to be 30 years old and hungry again? Gus: You know? HECTOR: You know? Man, I'd I'd like to say ninety nine percent of them. Right. Yeah. Yeah, and so that's the point. I think I think us being able to do that with our intern, seeing him at twenty at UCF, he has an idea of what he wants in life, but the world is his oyster. Yeah. Well Gus: say ninety nine percent of that yeah yeah and so that's the point. I think I think us being able to do that with our intern, seeing him at twenty at UCF, he has an idea of what he wants in life but the world is his oyster. Yeah. Well HECTOR: one thing one thing I'll I'll shout him out for and amongst some of the others we've done today is his ability to ask good questions, leading questions. Gus: some of the others we've done today is his ability to ask good questions leading questions and i think that you know that goes for anybody right like if you if there's something that you want to learn or something that you want to do like go find the person that's out there doing it have a normal invite them out to a coffee and ask them like how do you how are you doing what you're doing you know why why do you want to do it how are you successful doing it and HECTOR: And I think that, you know, that goes for anybody, right? Like if you if there's something that you want to learn or something that you want to do, like go find the person that's out there doing it. Have a normal invite them out to a coffee and ask them like, how do you how are you doing what you're doing? You know, why, why do you want to do it? How are you successful doing it? And let that conversation open up. And if you have an interest in that as well, immediately you guys have something in common and maybe that turns into an opportunity. Gus: Let that conversation open up. And if you have an interest in that as well, immediately you guys have something in common and maybe that turns into an opportunity. But have that self belief like like this guy Matthew does. Show up. E doesn't matter what you know, just have the balls to show up and ask the right questions and put yourself in the room. That's I think that's literally the key. That's the key, man. It's like yeah, like we said, mm everybody wants to talk about themselves. So if you get a w a successful older guy or or woman HECTOR: But have that self-belief like like this guy Matthew does. Show up. Eat doesn't matter what you know, just have the balls to show up and ask the right questions and put yourself in the room. That's I think that's literally the key. That's the key, man. It's like, yeah, like we said, everybody wants to talk about themselves. So if you get a a successful older guy or woman Gus: Who you want to explore with HECTOR: who you want to explore with. Gus: the ideas in their heads, how they did it and and whatnot, they'll be more than happy. A lot of them will. And honestly, ask ten of them, maybe five respond. Maybe two you actually get to take out on a coffee date. Screw it. You get two very successful people to sit there in front of and just talk about themselves. And that's that's what they want to do. Yeah. You know what I mean? Yeah. He actually I think he reached out to us. HECTOR: the ideas in their heads, how they did it and whatnot. Yep. They'll be more than happy. A lot of them will. And honestly, ask ten of them. Maybe five respond. Maybe two you actually get to take out on a coffee date. Through it. You get two very successful people to sit there in front of and just talk about themselves. Mm-hmm. And that's that's what they want to do. Yeah. You know what I mean? Yeah, he actually I think he reached out to us too. I don't even think we were hiring for an intern position at the time. Gus: for an intern position at the time. HECTOR: so he reached out and was like, Hey, I'm doing this, like I wanna learn and I think Guillermo like, Yeah, like come come here, I'll give you five minutes. And he sat down, they had a good conversation and the guy just kept following up and we're like, if he can do that with us, he can do that with a real estate owner. And he just needs the sales process. He needs the the lingo, the pitch. And I think you you have to demonstrate that to s you know, whoever it is that you're trying to Gus: so he reached out and was like, hey, I'm doing this, like I wanna learn. And I think Guillermo was like, yeah, like come come here, I'll give you five minutes. And he sat down, they had a good conversation, and the guy just kept following up. And we're like, if he can do that with us, he can do that with a real estate owner. Yep. And he just needs the sales process. He needs the the lingo, the pitch. Yeah. And I think you you have to demonstrate that to s you know whoever it is that you're trying to HECTOR: impress or Gus: impress to HECTOR: get to know. I agree. Yeah, I think and this this goes to anybody, not just a twenty year old. You could be forty, you could be fifty, it doesn't matter. Yep. If you want something, go to the people that are doing it at a high level Gus: know. I agree. Yeah, I think and this this goes to anybody, not just a twenty year old. You could be forty, you could be fifty, it doesn't matter. If you want something, go to the people that are doing it at a high level and pitch yourself and and ask questions. Be curious. Forever curious. I think that's that's the key to success, I think. It's just you gotta be forever curious. and and so ultimately HECTOR: pitch yourself and and ask questions. Be curious. Forever curious. Yep. I think that's that's the key to success. I think it's just you gotta be forever curious. and and so ultimately Gus: Our whole career is based around this perspective that we get to not only understand the movement of capital and investments and money, but we also get to talk to these really, really high HECTOR: our whole career is based around this perspective that we get to not only understand the movement of capital and investments and money, but we also get to talk to these really, really high quality individuals, men, women, who are just way ahead of of their of their time. They've been able to do so much in their lives. And that's the key. You know it's funny one of the one of these Gus: quality individuals, men, women who are just way ahead of of their of their time. They're they've they've been able to do so much in their lives and that's the key. You know it's funny. One of the one of these crazy pitches that Guillermo gave me when I was thinking about working with you guys. He said, Gus, right now I have about five hundred millionaires on my contacts that I can call at any time and they'll answer the phone. HECTOR: crazy pitches that Guillermo gave me when I was thinking about working with you guys. He said, Gus, right now I have about 500 millionaires on my contacts that I can call at any time and they'll answer the phone. Gus: And I was like, that's cool. And and I think by now you probably do too. Yeah. You probably can text somebody you can go through your list and you're like, this guy's a millionaire, this guy's a millionaire. And it's not the fact that they're millionaires, it's the fact that they did what it took to become a millionaire. That's HECTOR: Yeah, that's pretty cool. That's cool. Yeah. Yeah, I think by now you probably do too. Yeah, yeah. You probably can text somebody, you can go through your list and you're like, this guy's a millionaire, this guy's a millionaire. And it's not the fact that they're millionaires, it's the fact that they did what it took to become a millionaire. Yep. That's Gus: That's the key. That's the key that we're that that I think I did not know when I came into commercial real estate. I didn't know that that was gonna be the most valuable thing. I get to talk every single day. HECTOR: that's the key. That's the key that we're that that I think I did not know when I came into commercial real estate. I didn't know that that was gonna be the most valuable thing. I get to talk every single day. Gus: To millionaires. To really successful people. People that are doing it. They're not just talking about it. This world, and I guess we're we're we're right now becoming part of that world. This world's full of people who just talk. Who just talk. They they sit back and they just talk. And the difference between the people that can just sit there and talk and criticize and and have an opinion about something HECTOR: To millions. Yeah. So really successful. People that are doing it. People that are doing it. They're not just talking about it. Yeah. This world, and I guess we're we're we're right now becoming part of that world. This world is full of people who just talk. Just talk. They they sit back and they just talk. And the difference between the people that can just sit there and talk and criticize and and have an opinion about something. Gus: versus the ones that are sitting there and doing it. Yeah. That's a completely different world. HECTOR: versus the ones that are sitting there and doing it. Yep. That's a completely different world. Yep. It's a it's a different game and that's something that I feel like I've come to value more than anything I do in commercial real estate. Yeah the commissions are great. Yeah the the the opportunity to invest in these in these deals is great. Everything that we do is pretty awesome. But the most important part I think is the conversations that I'm having with people who are doing it. Yeah. No for sure I love that man. I love that. I think you you Gus: different it's a it's a different game and that's something that I feel like I've come to value more than anything I do in commercial real estate. Yeah the commissions are great. Yeah the the the opportunity to invest in these in these deals is great. Everything that we do is pretty awesome. But the most important part I think is the conversations that I'm having with people who are doing it. Yeah. No for sure I love that man. I love that. I think you you pointed out another great benefit that we we learn HECTOR: pointed out another great benefit that I think we we learned along the way, right? Is in s in commercial real estate, you're you're looking at deals constantly. And over time as you build, you know, your your cushion, your cash reserve and you get out of the the hole of spending time in a hundred percent commission based business, you can analyze these deals yourself and potentially go out and buy one of these with a partner or with an investor or with somebody else. And that's when the game really gets interesting. Yeah. So Gus: in commercial real estate you're you're looking at deals constantly and over time as you build you know your your cushion your cash reserve and you get out of the the hole of spending time in a hundred percent commission based business you can analyze these deals yourself and potentially go out and buy one of these with a partner or with an investor or with somebody else and that's when the game really gets interesting. Yeah. So Yeah. you wanna get in that? Yeah, man. Yeah, because I think that that's actually I know me and Hector and I's goal eventually will be and and I hope that anybody who's thinking about getting into commercial real estate, I hope you have this mindset. You get into it for the commission checks and the ability to learn f be in the fr you're literally in the front row of every deal that's being made and you go through everything. You go through the HECTOR: Yeah. You you want to get into that a little bit? Yeah, man. Yeah, because I think that that's actually I know me if Hector and I school eventually will be and and I hope that anybody who's thinking about getting into commercial real estate, I hope you have this mindset. You get into it for the commission checks and the ability to learn f be in the fr you're literally in the front row of every deal that's being made and you go through everything. You go through the Gus: environmental HECTOR: environmental Gus: due diligence period and you go through your closing periods and you understand underwriting and you understand all these topics and you understand cash flow and you understand everything. But eventually I think we understand now that the game, the real game comes whenever you're able to invest yourself. And HECTOR: due diligence period and you go through your closing periods and you understand underwriting and you understand all these topics and you understand cash flow and you understand everything. Yep. But eventually I think we understand now that the gain, the real gain comes whenever you're able to invest yourself. Yep. And Gus: the the really interesting part of being a broker is that you get to do everything, all the all the tasks that it takes to to acquire a property and and invest in it, you go through that firsthand. HECTOR: the the really interesting part of being a broker is that you get to do everything all the all the tasks that it takes to to acquire a property and and invest in it you go through that firsthand for someone else for someone else and then eventually you're like hey do you mind if I get a piece of that do you mind if I if I invest in that with you buyers encourage you to do it. Yeah yeah to find a good deal yes yeah they're like find a good deal we'll invest in it together right because if you have Gus: For someone else. And then eventually you're like, hey, do you mind if I get a piece of that? Do you mind if I if I invest in that with you? Buyers encourage you to do it. Yeah. Let's get in the game. Find a good deal. Yeah, scan. Find a good deal, we'll invest in it together. Right. Because if you have enough confidence in the deal to put your money into the deal, then I'm gonna buy it. Right. Like let's buy this together. Let's go out and do that thing. Right. Yeah, it's a natural progression. Like you you're a broker and I think in in all real estate, HECTOR: enough confidence in the deal to put your money into the deal, then I want to buy it. Right. Like let's buy this together. Let's go out and do that thing. Right. yeah, it's a natural progression, right? You you're a broker. And I think in in all real estate businesses, right? Like residential, commercial, whether it's retail, office, multifamily, whatever, you start off with this time investment that eventually turns into commission checks more consistently. And then you have a cash reserve and you could start looking up further into the future. Gus: businesses, right? Like a residential, commercial, whether it's retail, office, multifamily, whatever. You start off with this time investment that eventually turns into commission checks more consistently. And then you have a cash reserve and you can start looking up further into the future until you start and then you start realizing the returns on some of these deals and you're wait, I I can buy this. Yeah. Buy this together. Yeah. And HECTOR: until you start and and then you start realizing the returns on some of these deals and you're like, wait, I I can buy this. We can buy this together. And and that's that's the real game. And so building a couple of those, putting those together, really understanding the buyer at that point, I think that's when things start to really unravel for you as a as a commercial broker and as a and as an investor. I agree. Yeah, I think that's that's the part that I I find most interesting. It's like Gus: And that's that's the real game. And so building a couple of those, putting those together, really understanding the buyer at that point, I think that's when things start to really unravel for you as a as a commercial broker and as an and as an investor. I agree. Yeah, I think that that's that's the part that I I find most interesting. It's like a lot of these investors, they didn't start off as brokers. They they just bought a property or something. You know, they're they their their game was a little different. Yeah, or you know what we talk about all the time, you have you have a business that's successful. HECTOR: A lot of these investors, they didn't start off as brokers. They they just bought a property or something. You know, they're they they their game was a little different. Yeah, or you know what we talk about all the time, you have you have a business that's successful and so you end up owning the real estate or you bought the real estate because you knew it was gonna work for your business, and then the business blows up and so you buy another property to run that business out of in another city, and then you buy another one in another city and another one in another city. Next thing you know, you've got ten real estate parcels Gus: And so you end up owning the real estate or you bought the real estate because you knew it was gonna work for your business. And then the business blows up. And so you buy another property to run that business out of in another city. And then you buy another one in another city and another one in another city. Next thing you know, you've got ten real estate parcels that are being used for your business as you know, a landscaping service or whatever. HECTOR: That are being used for your business as you know, a landscaping service or whatever. And then somebody wants to buy your business. So then you're like, okay, I can sell my business, which is leased to the real estate that I own, and I can keep the real estate and the new business owner is paying me rent. That's the American dream. That's the American dream. We've talked about that. Yeah. You're like, a lot of people have different perspectives of what the American dream is. You quoted, you were like, this. Gus: And then somebody wants to buy your business. Mm-hmm. So then you're like, okay, I can sell my business, which is leased to the real estate that I own, and I can keep the real estate and the new business owner is paying me rent. That's the American dream. That's the American dream. We've talked about that. You told me you're like a lot of people have different perspectives of what the American dream is. You quoted you were like, This the American dream is being so successful at the business that you're doing. HECTOR: The American dream is being so successful at the business that you're doing Gus: And owning the real estate that you're doing it on, which eventually you get bought out by a bigger company, and then they become your tenant. Yep. And then you do that three, four times over, and now you're a landlord. Yeah. And no longer a landscape guy. Because you sold your landscaping business. But the landscaping business that bought yours now is your tenant. Yeah, and then you could sell the portfolio of just the real estate and HECTOR: and owning the real estate that you're doing it on, which eventually you get bought out by a bigger company and then they become your tenant. Yep. And if you do that three, four times over, and now you're a landlord. Yep. No longer a landscape guy because you sold your landscaping business. But the landscaping business that bought yours now is your tenant. Yeah, and then you could sell the portfolio of just the real estate. And go buy something else or then go do it again or put financing on. I mean, there's so many ways that that you can get out of that and keep rolling. It's Gus: go buy something else. HECTOR: that's it's one of the reasons why I like I genuinely just love real estate because I see so much opportunity in so many different spaces. And you know, we do industrial most often, but we there's opportunities and like I said, retail, office, multifamily. Yep. it it just it's so it's very exciting every single day. There's so many opportunities. But Gus: I th it's one of the reasons why like I genuinely just love real estate because I see so much opportunity in so many different spaces. And you know, we do industrial most often, but we there's opportunities in like I said, retail, office, multifamily. Yep. it it just it's so it's very exciting every single day. There's so many opportunities. But back to the level of organization and discernment knowing how to spend your time on the top priorities that are gonna make you money and keep you on track towards your goals. Yep. I think that's a skill that not everybody fully develops. Right. And is imperative to that. I agree. I agree. I think yeah we what we don't wanna do in this podcast is definitely give like the fluffed up flowery side HECTOR: back to the level of organization and discernment knowing how to spend your time on the top priorities that are gonna make you money and keep you on track towards your goals. I think that's a skill that not everybody fully develops. Right. And is imperative for you to have. I agree. I agree. I think yeah we what we don't wanna do in this podcast is definitely give like the fluffed up, flowery side Gus: of everything. Right. We we wanna we wanna really touch on every point and the truth of what we do. And you you touched on this briefly. There is a love there is a period of when you get started in commercial real estate where it is tough. Brutal. It's so tough. Yeah. Yeah man, I think and you can shout me out if you want to. Sure. I think I was the broker to get the fastest deal done. Yeah. HECTOR: of everything. Right. We we wanna we wanna really touch on every point and the truth of what we do. And you you touched on this briefly. There is a love there is a period of when you get started in commercial real estate where it is tough. Brutal. It's so brutal. Yeah. Yeah man I think and you can shout me out if you want to. Sure. I think I was the broker to get the fastest deal done. Yep, yep. Gus: Yeah. Yeah. HECTOR: Yeah. Shout out Gustavo for that. seven months. Seven months. And twelve, thirteen days or something? Seven and a half months. Seven and a half months. Yeah. So seven and a half months and commercial real estate just naturally has long sales cycles. Right? Because you have to sorry, sorry to catch you up. You have to learn the business. So you're already and when and because it's a hundred percent commission based, as you're learning, you're not Gus: Shadow style for that. seven months. Seven months. And twelve, thirteen days or something? Seven and a half months. Seven and a half months. Yeah. So seven and a half months and commercial real estate just naturally has long sales cycles. Yeah. Right? Because you have to sorry, sorry. No, you're good, but you have to learn the business. So you're already, and when and because it's 100% commission-based, as you're learning, you're not. immediately getting sales. Right. So it takes a period to learn. Let's say that takes two to three months to really nail it down ninety days. Yep. And then once you really get your groove, you have to put something under contract. Yep. And the contract itself takes 60 to 90 days. Right. And so, you know, getting the property through due diligence, getting it through the closing period. Yeah. Now you're at, you know, six months before you've seen a dollar. Yep. Can you reasonably carry yourself through that? HECTOR: immediately getting sales. Right. So it takes a period to learn. Let's say that takes two to three months to really nail it down 90 days. And then once you really get your groove, you have to put something under contract. And the contract itself takes 60 to 90 days. And so, you know, getting the property through due diligence, getting it through the closing period. Now you're at, you know, six months before you've seen a dollar. Can you reasonably carry yourself through that Gus: And HECTOR: and Gus: do you have enough belief in yourself to take that risk? Because it's you know it's half a year's worth of income. Right. How how did that feel for you? I mean Yeah, man. So I think that that's something that I can't I can't sugarcoat that period of my life HECTOR: Do you have enough belief in yourself to take that risk? 'Cause it's you know it's half a year's worth of income. Right. You know how how did that feel for you? I mean Yeah, man. So I think that that's something that I can't I can't sugarcoat that period of my life. Gus: because it was very interesting. I like like Hector said, it it it it becomes a a fight against time. Yeah. You're sitting there and you're getting better every day. HECTOR: because it was very interesting. I like like Hector said, same. It becomes a fight against time. Yeah. You're sitting there and you're getting better every day, Gus: But you're not seeing any results. And honestly, you don't see the the light at the end of the tunnel. You don't see it. HECTOR: but you're not seeing any results. And honestly, you don't see the the light at the end of the tunnel. You don't see it. Gus: You're working, you're working hard, you're making fifty, seventy-five, a hundred calls a day, you're sending out deals, offers, packages, you're doing all of it. Yep. And nothing is crystallizing. You can't really see something getting under contract and closing. You you don't see it. It's not it's not in real at the moment. At the moment, you're you're you're living on a promised future. HECTOR: You're working, you're working hard, you're making 50, 75, 100 calls a day, you're sending out deals, offers, packages, you're doing all of it. Yep. And nothing is crystallizing. You can't really see something getting under contract and closing. The reward is not real at the moment. At the moment. And a lot of times, and I think that this is the biggest takeaway, not just for commercial real estate, but entrepreneurs in general. Gus: And a lot of times, and I think that this is the biggest takeaway, not just for commercial real estate, but entrepreneurs in general, if you can push past that time period of your life, it's gonna be the hardest, the most inconsistent, the most unstable times of your life. Whether you're starting your own business, whether you're in commercial real estate, whether you're whether you're you're doing anything for yourself, whether you're doing anything that's worth HECTOR: If you can push past that time period of your life, it's gonna be the hardest, the most inconsistent, the most unstable times of your life. Whether you're starting your own business, whether you're in commercial real estate, whether you're whether you're you're doing anything for yourself, whether you're doing anything that's worth Gus: anything. HECTOR: Anything. Yep. You are going to go through a period where you are regretting whether you're thinking, Did I should I have even taken this leap? And that happens to business owners and and entrepreneurs. Brutal. It's brutal. And so for me, my experience was luckily I had a good savings buildup from the salary position I was coming from. And you know, my family is very supportive and you know, anything I needed, I didn't f I never felt like, you know, okay, Gus: You are going to go through a period where you are regretting whether you're thinking, Did I should I have even taken this leap? And that happens to business owners and and entrepreneurs. It's brutal. And so for me, my experience was luckily I had a good savings build up from the salary position I was coming from. And, you know, my family is very supportive and you know, anything I needed, I didn't I never felt like, you know, okay. If I have to go sleep at my mom's couch, whatever, you know, that that's the the theory HECTOR: if I have to go sleep in my mom's couch, whatever. You that that's the the theory that on yeah yeah for sure right yeah because you gotta go all in you gotta go all in no it it yeah that's yes if you are going to do a business like this or a job like this or a business on your own and you're gonna start your own business you gotta go all in there's no 75 all the way in and 25 I'm kind of still dealing with this other stuff I can actually go back to no no no please it please Gus: that entrepreneurs should have. Right? Yeah. But you gotta go all in. No, it it yeah, that's yes. If you are going to do a business like this or a job like this or a business on your own and you're gonna start your own business, you gotta go all in. There's no seventy five percent all the way in and twenty five, I'm kinda still dealing with this other stuff. I can actually go back to no, no, no. Please, it please. For the audience. If you guys are gonna take the risk, take it a hundred percent. Do not do not have assets because it's not gonna work out. And HECTOR: for the audience if you guys are gonna take the risk take it 100 do not do not have asset because it's not gonna work out and Gus: Mr. Sigar, may he rest in peace, our our government teacher in high school, he he always said, You should never have a plan B. You should never have a plan B. Because if you have plan B, you are never a hundred percent in on your plan A. And I don't and and that's true. And so for seven months, guys, I went through a period of seven months. Sorry. No, please, please, please. Will or Ortiz? HECTOR: Mr. Siggyard, may he rest in peace, our our government teacher in high school. Rest in peace. He he always said, You should never have a plan B. You should never have a plan B. Because if you have plan B, you are never a hundred percent in on your planet. Yeah. And I don't and that's true. And so for seven months, guys, I went through a period of seven months. And sorry, one second. Please, please, please. Will or tease. Great friend of ours. We both started real estate at the same time, two thousand and twenty, two thousand Gus: we both started real estate at the same time, twenty twenty. HECTOR: twenty-one. And we were both going through the same thing, this long period of you know uncertainty, this long period of whatever. But we both I remember as we were at the gym at Fitness CF here in in Dr. Phillips and then we both talked about the the story of burn burn your boats. Burn the burn the ships. Yeah, burn the ships. when you burn the ships, you know, and you're at war against whatever it is that you're trying to take down. Gus: same thing this long period of you know uncertainty this long period of whatever but we both I remember as we were at the gym at fitness c af here and Dr. Phillips and we both talked about the the story of burn burn your boats mm-hmm burn the burn the ships yeah yeah burn the ships yeah when you burn the ships you know and you're at war against whatever it is that you're trying to take down You burn the ships, there's no going back. There's no retreating. Yeah, you gotta fight. You have to fight to get through. And that was something I w I constantly thought of. And so Sityar's quote of you know, no plan B, very similar. And I just kept that in my mind all the time. Bur the the boats are gone. There's no there's no going back. The only way out is through. Yep. Yeah, that's it. great story, Ben. Hernan Cortez, when he was going towards Mexico, the new land, the Spanish, he he saw his men wavering. HECTOR: You burn the ships, there's no going back. There's no retreating. Yeah, you gotta fight. You have to fight to get through. And that was something I w I constantly thought of. And so Sityar's quote of you know, no plan B, very similar. And I just kept that in my mind all the time. Bur you the the boats are gone. There's no there's no going back. The only way out is through. Yep. So Yeah, that's it. great story, Ben. Hernan Cortez, when he was going towards Mexico, the new land, the Spanish, he he saw his men wavering. Gus: He's like his men started like talking to each other about planning a fucking escape and Hernea was like, All right, you guys wanna leave? Burn the boats. Yeah, he burned the boats. And so now it's like either we fight or we die. So figure it out. Right? And and they figured it out. Yeah. They well yeah, historically that's a crazy story, but that's so simple. HECTOR: He's like his men started like talking to each other about planning a fucking escape and Herne like, Alright, you guys wanna leave? Burn the boats. Burn the boats. Yeah, he burned the boats. And so now it's like either we fight or we die. So figure it out. And they figured it out. They figured it out. Yeah. They they well yeah, historically that's a great story, but some of them. Yeah, some of them figured it out. Gus: Yeah, some of them figured out. Yeah, yeah. so good. HECTOR: Yeah, yeah. good. yeah, I think I think that a lot of times people have acid, want to start this business or I wanna do this and that. But they're not really a hundred percent committed and they're still comfortable with what they have and they're they're able to to to have an escape plan. Yep. But when you when you go all in, for example, my experience, I it was January, February, March, it's still April and I'm living on my savings and and you Gus: yeah, I think I think that a lot of times people have assets, I want to start this business or I wanna do this and that. But they're not really a hundred percent committed and they're still comfortable with what they have and they're they're able to to to have an escape plan. But when you when you go all in, for example, my experience, I it was January, February, March, and it's still April and I'm living on my savings and and you know HECTOR: know, the help from from brokerage and whatnot, but it was still like Gus: help from from the brokerage and whatnot, but it was still like, you know, like Jesus, like this is another lifestyle I want. This is I can't afford anything. Like you know what I mean? Like this was a very difficult time. Yeah. But then month seven and thirteen days, I closed my first deal. Yep. A big one. It was a seven million dollar portfolio deal in Houston, Texas. And I realized HECTOR: You know, like geez, like this is another lifestyle I want. This is I can't afford anything. Like, you know what I mean? This was a very difficult time. Yeah. But then month seven and 13 days, I closed my first deal. Yep. A big one. It was a seven million dollar portfolio deal in Houston, Texas. Yep. And I realized Gus: what it's all about. I realized what the game was about and I realized HECTOR: what it's all about. I realized what the game was about and I realized Gus: so this is what you chase. This is what you want and this is what comes from all the hard work and all the dedication and not not quitting. This is what it's like to not quit. This is the this is then That's the reward. That's the reward. And you said that on the last podcast. on the episode that we posted. It's like HECTOR: so this is what you chase. This is what you want and this is what comes from all the hard work and all the dedication and not not quitting. Yep. This is what it's like to not quit. This is the this is the that's the reward. That's the reward. Yep. And you said that on the last podcast on the episode that we posted. It's like Gus: when you see that reward, when you finally see it, you're like, I guess I can do and I can do this now and I understand it now. And so from then on it's just becomes like a HECTOR: When you see that reward, when you finally see it, you're like, I get it. I understand it now. And so from then on it's just becomes like a a Gus: A different game. But yeah, for me and your belief in it increases as well. That's right. It becomes it's tangible. That's right. It's tangible. Becomes tangible. You know you could do it. You've done it. Right. So now you can go out and do it again. Right. And it's like that hurdle that you have to cross. Right. HECTOR: different game. But yeah. Because your your belief in it increases as well. That's right. It becomes real, tangible. That's right. Yeah. Becomes tangible. You know you could do it. You've done it. Right. So now you can go out and do it again. And it's like that hurdle that you have to cross. Gus: To go out and do it that first time. Then you're like, okay, I I can do this. Right. Let's go do it again. Right. Let's go do it again. And then momentum builds. Which in our career is the biggest thing, right? I remember you told me that one of your biggest dreams or HECTOR: To go out and do it that first time and then you're like, okay, I I can do this. Right. Let's go do it again. Right. Let's go do it again. And then momentum builds. Yep. Which in our career is the biggest thing, right? Mm-hmm. I remember you told me that one of your biggest dreams or Gus: aspirations was to not be the one to call but have people call you and you're there now and so I'm sure that's really interesting but you're wrote on my board. Yeah. get into my fault something rather than the around. Right. HECTOR: aspirations was to not be the one to call, but have people call you. And you're there now. And it's yeah. I'm sure that's really interesting, but Yeah, I I wrote on my board. Yeah. get it so my phone won't stop ringing rather than the other way around. Right. Gus: And so I think I feel like I feel like your experience was actually much more intense than mine was. HECTOR: And so I think I feel it I feel like your experience was actually much more intense than mine was dude. I went like twelve months without making any money, like a thirteen month. And it was brutal. You know, brutal. You blow through everything you have. You don't know, like there there's so much uncertainty in the market at the time. It was two thousand and Gus: without making any money, like thirteen months. And it was brutal. You know, brutal. You blow through everything you have. You don't know, like there there's so much uncertainty in the market at the time. It was two thousand and HECTOR: twenty one and interest rates are starting to go up. I had I had ten deals under contract at the time, which is Gus: Interest rates are starting to go up. I had I had 10 deals under contract at the time, which is pretty crazy. Like the to manage that kind of pipeline today, I mean it's it's a pretty good pipeline. Yeah. So I I saw it was real, I saw I was close to doing it, but interest rates keep growing up. All our investors are thinking, okay, the deals are to half as good as they were before. Maybe we do it. Interest rates go up again, they're like, we can't do it. Yeah. So I one after the other, deals started dropping. HECTOR: Pretty crazy. Like the to manage that kind of pipeline today, I mean it's it's a pretty good pipeline. Yeah. So I I saw it was real, I saw I was close to doing it, but interest rates keep keep growing up. All our investors are thinking, okay, the deals are half as good as they were before. Maybe we do it. Interest rates go up again, they're like, We can't do it. So I s one after the other, deals started dropping. Gus: And you said you had 10 deals? I had 10 deals. And I ended up closing one. HECTOR: And I had ten deals. And I ended up closing one. Gus: After 12 months. Imagine thinking you're gonna make I don't know. 750,000 gross commissions. And you make 50. Not none of that. I mean it's it's you make nothing, essentially. And it's it's HECTOR: After twelve months. Imagine thinking you're gonna make I don't know, seven hundred and fifty thousand in gross commissions and you make none of that. I mean it's it's you make nothing essentially and it's it's Gus: very heartbreaking and it's a hard thing to have to face. But even just that one was enough to show me that I could do it. HECTOR: very heartbreaking and it's a hard thing to have to face. But even just that one was enough to show me that I could do it. Gus: And then again I had that high degree of self-efficacy where I was like, the guy next to me successful, the guy next to him is successful. I I've put ten properties under contract. I've closed one. I know I could do this. I'm gonna go out and do it again. And I stayed with it. And you know the rest is history, but HECTOR: And then again, I had that high degree of self efficacy where I was like, the guy next to me is successful. The guy next to him is successful. I I've put ten properties under contract. I've closed one. I know I can do this. I'm gonna go out and do it again. And I stayed with it. And you know, the rest is history, but it it was hard, man. It was extremely hard. You have to look your family in the eye, you have to look at my mom in the eye and say, It's been 12 months. I haven't made a dollar. Right. And she's like, you know, you could just go. Gus: It was hard, man. It was extremely hard. You to look your family and yet have to look at my mom in the eye and say, It's been twelve months, I haven't made a dollar. Right. And she's like, you know, you could just go you go do something. Luckily my mom's incredibly supportive. Right, right. But I could tell I mean she always believed in me, but I could tell she was but she would tell me, You could do yeah, you could anything else. Yeah, you could yeah, you could go somewhere. Yeah, I know that, but this is what I want to do. Right. Because I know I could do it. That's right. Yeah. And that's a different game. Damn, I feel like I'm quoting hormosey a lot. HECTOR: Do you go do something else? Luckily my mom's incredibly supportive. But I could tell, I mean, and she always believed in me, but I could tell she was like she would tell me, you could do anything else. And I'm like, yeah, I know that, but this is what I want to do. Right. Because I know I can do it. That's right. Yeah. And that's a different game. Damn, I feel like I'm quoting Hormosy a lot. Gus: But he's the man, dude. He's great. Yeah. he for a long time he says that for a long time people are gonna say you cannot do it. HECTOR: he's the man, dude. He's the man. Yeah. he for a long time, he says that for a long time, people are gonna say, you cannot do it. Gus: And for the first month, they're right. And the second month they're right. In six months, they're still right. And in twelve months, they're still right. And in your case, in they were still right. But then in 18, 24 months, they're dead wrong. They were dead. HECTOR: And for the first month they're right. And the second month they're right. And in six months they're still right. Mm-hmm. And in twelve months, they're still right. And in your case They were still right. They were still right. But then in eighteen, twenty-four months, they're dead wrong. Yeah. They were Gus: dead wrong about their their their assumptions. And I think that that's the persistence that I think HECTOR: dead wrong about their their their assumptions. And I think that that's the persistence that I think Gus: young professionals in our age, in our industry, and o honestly any industry, whether you're in corporate world and you want to just keep leveling up and you feel like, man, like I'm doing everything I need to do, but I don't have anything to show for it. Versus like you're on your own and you're self-employed or you're an independent contractor or you're a broker or you're in anything any of these careers that require you to HECTOR: young professionals in our age in our industry and on honestly any industry, whether you're in corporate world and you want to just keep leveling up and you feel like, man, like I'm doing everything I need to do, but I don't have anything to show for it. Yeah. Versus like you're on your own and you're self-employed or you're an independent contractor or your broker or you're in anything any of these careers that require you to Gus: make your own money and and and HECTOR: make your own money and and and Gus: eat what you kill. Or yeah, eat what you kill. I feel like that's that's the point where you're you're you really show yourself who you are. And so when you get to the other side of that HECTOR: Eat what you kill. Yeah. Or yeah. Yeah. I feel like that's that's the point where you're you're you really show yourself who you are. Yep. And so when you get to the other side of that, Gus: All I ask from my audience members, which I know everybody watching is very smart and can analyze themselves accurately, just please remain hungry and stay humble. HECTOR: all I ask from my audience members, which I know everybody watching is very smart and can analyze themselves accurately, just please remain hungry and stay humble. Gus: There's nothing worse than seeing someone finally succeed and completely change their perspective on how they approach life. Do you see what I'm saying? Like in our world, I think a lot of times people forget their HECTOR: There's nothing worse than seeing someone finally succeed and completely change their perspective on how they approach life. Mm-hmm. You see what I'm saying? Yeah, yeah. In our world I think a lot of times people forget their Gus: humble beginnings and they become attached to who they are now. And I think that sometimes that brings a certain level of ego that I think is very dangerous for for someone, especially in our world where the money can flow pretty rapidly and and and HECTOR: humble beginnings and they become attached to who they are now. And I think that sometimes that brings a certain level of ego that I think is very dangerous for for someone, especially in our world where the money can flow pretty rapidly and and and Gus: abundantly. I think guys, please please stay humble and stay hungry. Those are the t if I if I can give any advice about the careers that me and Hector are in, and I know Hector agrees with this. HECTOR: abundantly. I think guys please please stay humble and stay hungry. Those are the t if I if I can give any advice about the careers that me and Hector are in and I know Hector agrees with this, Gus: Stay humble, stay hungry. You you just be grateful for what you have and and and realize everything you've accomplished and the hard work you put in, but still want more. I I think it goes back to the to the topic, right? It's like stay humble but stay hungry. Yeah. Can you do both? I don't know. We'll HECTOR: stay humble, stay hungry. Yeah, for sure. Just be grateful for what you have and and and realize everything you've accomplished and the hard work you put in. But still want more. I think it goes back to the to the topic, right? It's like stay humble but stay hungry. Yep. Can you do both? I don't know. We'll Gus: we'll find out next episode. On Friday at seven. Friday at seven. Friday at seven. Yeah, dude. what was your first deal? What was your first deal that you that you got on the conduct? HECTOR: We'll find out next episode. On Friday at seven. Friday at seven. Yeah, dude. what was your first deal? What was your first deal that got on the fire? man. What was the first deal I closed? This guy's a he's a heavy he's a big ball. No, no, hold on. Gus: What's the first deal I closed? This guy's a he's a have he's a big baller now, dude. He's a he's huge, he's huge. HECTOR: my the first deal I sold was a development deal in West Chicago. Gus: deal I sold was a development deal in West Chicago, Illinois. HECTOR: Illinois. Gus: It's he's never been to Chicago or shit. It was actually a pretty big deal. HECTOR: and it was actually a pretty it was actually a pretty big deal. it was bought by one of our one of our clients and it was a big development play and now it's a a hundred and twenty thousand square foot truck terminal. At the time it was just truck parking. Gus: And it was a big development play. Now it's a hundred and twenty thousand square foot truck terminal. At the time it was just truck parking. I didn't know anything about the development at the time or the permitting or the the lobbying that goes at the municipal level to get this thing done. Land. Yeah, land fire, yes. And and it went through, but you know, just given the amount of HECTOR: I didn't know anything about the development at the time or the permitting or the the lobbying that goes at the municipal level to get this thing done. Land. Yeah, I like, land buyer, yes. And and it went through, but you know, just given the amount of the amount of support that I had at the time, the amount of brokers that were involved, you know, the fee wasn't much, even though it was a it was a pretty big deal. I think it was like ten, ten million dollars. But the the fee because of the amount of people involved wasn't, you know Gus: The amount of support that I had at the time, the amount of brokers that were involved, you know, the fee wasn't much, even though it was a it was a pretty big deal. I think it was like ten, ten million dollars. But the the fee because of the amount of people involved wasn't you know it it just wasn't the same as what it what it might be today. Gotcha. But it was, you know, a deal in West Chicago. That's right. I've never even been to the the property. Right. that's how it works. That's how it world. Yeah. HECTOR: It w it just wasn't the same as what it what it might be today. Gotcha. But it was, you know, a deal in West Chicago. That's right. I've never even been to the the property. Right. That's how it works. That's our world. Yeah. Gus: And then we're not even add I've never been Houston. I'm the king of Houston. Never self-proclaimed, self-proclaimed king of Houston, never been to Houston. we gotta change that. But yeah, ultimately, guys, I think HECTOR: Houston. I'm the king of Houston, never self proclaimed self self proclaimed. King of Houston, never been to Houston. we've got to change that. But yeah, ultimately guys, I think Gus: I wanna create a certain level of of urgency to those that right now are thinking, should I should I go into a world like that? Should I open my own business? Should I go to a a job that doesn't pay me a salary? If you are HECTOR: I wanna create a certain level of of urgency to those that right now are thinking, should I should I go into a world like that? Should I open my own business? Should I go to a a job that doesn't pay me a salary? If you are Gus: one of these audience members who are thinking about potentially jumping into a career that you feel like you would be good at HECTOR: one of these audience members who are thinking about potentially jumping into a career that you feel like you would be good at, Gus: and you feel like you have the skills and the persistence and the patience and the s the ability to to to be successful in. But the one thing that's keeping you back is either comfort level, right? Or other people's opinions, which I think it's a big a big one. Yeah, yeah. Yeah. Jim Carrey, I keep quoting people, I think HECTOR: and you feel you have the skills and the persistence and the patience and the s the ability to to to be successful in, but the one thing that's keeping you back is either the comfort level, right? Or other people's opinions, which I think is a big a big one. Yeah, yeah. Yeah. Jim Carrey, I keep quoting people. I think Gus: Guys, I am an encyclopedia of quotes. You have no idea. I don't know. I just, you know, read a lot and scroll a lot. But HECTOR: guys I am an encyclopedia of quotes. Yeah, you're really good at that. Yeah, I don't know. I just, you know, read a lot and scroll a lot. Gus: Jim Carrey says if you won't take the risk or if you aren't willing to take a pay cut or live a lower level lifestyle because of what other people think of you, you're either giving too much power to those people or you don't want it enough. You don't want it bad enough. And I think that that's true. HECTOR: Jim Carrey says if you won't take the risk or if you aren't willing to take a pay cut or live a lower level lifestyle because of what other people think of you, you're either giving too much power to those people or you don't want it enough. You don't want it bad enough. Wow. And think that that's true. Yeah. If you if you have to live in the basement of your parents' house, which is so cliche to say, but or Gus: If you if you have to live in the basement of your parents' house, which is so cliche to say, but or crash at your friend's house or whatever, whatever whatever the baseline or the the the bottom is for you, if you're not willing to put up with that to get what you want in life, to get to achieve what you know you can achieve and the goals that you have for yourself, then then you're not you're not will if you're not willing to do that, you're you're never gonna get it. And take it from both Hector and I. HECTOR: crash at your friend's house or whatever whatever whatever the baseline or the the the bottom is for you if you're not willing to put up with that to get what you want in life to get to achieve what you know you can achieve and the goals that you have for yourself then then you're not you're not will if you're not willing to do that you're you're never gonna get it and take it from both Hector and I what's on the other side of this is a completely different lifestyle a completely different world Gus: What's on the other side of this is a completely different lifestyle, a completely different world. this guy right here who dropped nine out of the ten deals he had his first year, now we're sitting in his apartment in downtown, overlooking the city. And you know, I don't mean to hype you up because I hate that. I absolutely hate that. But I just think that that's the case. Like I think if you could go back to that beginning Hector, right? HECTOR: This guy right here, who dropped nine out of the ten deals he had his first year, now we're sitting in his apartment in downtown, overlooking the city. And you know, I don't mean to hype you up. No, okay. I absolutely hate you. No, I'll get but I just think that that's the case. Like I think if you could go back to that beginning Hector, right? Gus: Like be and talk to them and just be like, Hey man, HECTOR: Like and talk to him and just be like, hey man. Gus: it's gonna be all right. Yeah. Just put up with it. And a lot I think I think I think that that's the difference between successful and not successful people, other than the fact that they take action is the fact that they're willing to take the risk. Yeah. The world is made of people who took risks, you know? Yeah. And hit us up. You know, if you have any like questions about commercial real estate, you know, or if you're interested in starting a new business, you know, we have our our our friend who's working on his now. Yeah. HECTOR: it's gonna be all right. Yeah. Just put up with it. And a lot I think for sure. I think that that's the difference between successful and not successful people, other than the fact that they take action, is the fact that they're willing to take the risk. Yeah. The world is made of people who took risks, you know? Yeah. And hit us up. You know, if you have any like questions about commercial real estate, and or if you're interested in starting a new business, you know, we have our our our friend who's working on his now. Yeah. Gus: It's you know, we'd love to HECTOR: it's you know, we'd love to Gus: provide any input that we can or connect you with people that we know that are in the space. That's right. we'd love to do that. Absolutely. I think that's that's us showing us a little showing you guys a little bit of what it's like to to be in our world. You know, sometimes we're students still and everything. Even even in commercial real estate, we're just getting started. but we do have a lot of more experience in commercial real estate than we do in almost any other topic. So we wanted to go ahead and bring you guys into the world. HECTOR: provide any input that we can or connect you with people that we know that are in the space. we'd love to do that. Absolutely. I think that's that's us showing us a little showing you guys a little bit of what it's like to to be in our world. You know, sometimes we're students still and everything even even in commercial real estate. We're just getting started. Yep. but we do have a lot of more experience in commercial real estate than we do in almost any other topic. So we wanted to go ahead and bring you guys into the world. Gus: that we live in because I know you guys see us sitting here and talking to you guys and and discussing topics that we find interesting and we'll continue to do that. But this episode was really about just showing you guys what happens before we sit down on these chairs. Like what our day to day looks like, what our experience with our our job looks like. And the fact that we're working on at the same place together, it kind of makes it a little bit more personal and it makes it a little bit more HECTOR: that we live in because I know you guys see us sitting here and talking to you guys and and discussing topics that we find interesting and we'll continue to do that. But this episode was really about just showing you guys what happens before we sit down on these chairs. Yeah. Like what our day-to-day looks like, what our experience with our our job looks like and the fact that we're working on at the same place together it kind of makes it a little bit more personal. And it makes it a little bit more Gus: It makes it easier for us to be able to talk about it together and share share our experiences with you guys. And yeah, like Hector said, if we can help you guys in any way, if any of you guys are thinking about going into any of these career fields or starting your own business, we also deal with HECTOR: It makes it easier for us to be able to talk about it together and share share our experiences with you guys. And yeah, like Hector said, if we can help you guys in any way, if any of you guys are thinking about going into any of these career fields or starting your own business, we also deal with Gus: small businesses and and and businesses in general and and how they get started and we g we would love to help you out and if we don't know some if we don't know, we know somebody that does. And so, you know, feel free to to HECTOR: small businesses and and and businesses in general and then how to get started and we we would love to help you out and if we don't know some if we don't know we know somebody that does and so you know feel free to to to hit us up. Hell yeah that's the whole point of the show. What we're building here. How you feel man? Feel good man. Yeah. Yeah. Till next time. Till next time man. That was that was a good episode. Love you man. Love you too. Gus: Hit us up. That's that's the whole point of the show and and what we're building here. How do you feel, man? Feel good, man. Yeah? Yeah. That was a good one. Till next time, man. That was that was a good episode. Love you, man. Love you too. we hope to keep bringing value to you guys. And like I said in the last episode, we will be bringing a lot more materials and things that we can provide to you guys that are, you know, just free. Just we just want to give it to you guys so that they're able to to get something out of the out of the podcast. Wow. HECTOR: We hope to keep bringing value to you guys and w like I said in the last episode, we will be bringing a lot more materials and things that we can provide to you guys that are, you know, just free. Just we just want to give it to you guys so that they're able to to get something out of the Yeah. We'll we'll we'll drop it in the newsletter. That's right. Newsletter coming soon guys. If you guys wanna subscribe, we'll Gus: drop it in the newsletter. That's right. Newsletter coming soon, guys. If you guys want to subscribe, we'll do little briefs about what we're talking about on the podcast and then we'll give you guys links to the places that we go, the books that we read, the articles that we have and anything else that we come across that we find that would be helpful for you guys as the audience, we will provide. And I think that's it man. I think this was a really good episode and I appreciate your time. Thanks HECTOR: do little briefs about what we're talking about on the podcast and then we'll give you guys links to the places that we go, the books that we read, the articles that we have, and anything else that we come across that we find that would be helpful for you guys as the audience, we will provide. And I think that's it then. I think this was a really good episode and I appreciate it, Tom. You two man.