WEBVTT 1 00:00:00.120 --> 00:00:02.879 For thirty five years, Cindy Stumpo has been a female 2 00:00:02.960 --> 00:00:06.559 home builder with a passion for design, a mastery of detail, 3 00:00:06.599 --> 00:00:09.560 and a commitment to her crack. With daughter Samantha Stumpo 4 00:00:09.640 --> 00:00:10.480 by her side. 5 00:00:10.320 --> 00:00:11.960 I don't need my whole family on a date with me. 6 00:00:12.080 --> 00:00:13.800 That's a good note. It's goddemn weird. 7 00:00:13.919 --> 00:00:14.119 See. 8 00:00:14.119 --> 00:00:17.960 Stumpo Development is the only second generation female construction company 9 00:00:18.000 --> 00:00:18.600 in the country. 10 00:00:18.719 --> 00:00:22.640 You're crazy, You're a wacko, You're insane. 11 00:00:22.879 --> 00:00:25.399 I mean, it just doesn't end together. Cindy and Samantha 12 00:00:25.519 --> 00:00:29.640 welcome guest to explore the world of construction, real estate, development, 13 00:00:29.960 --> 00:00:30.960 design and more. 14 00:00:31.239 --> 00:00:31.800 Unpredictable. 15 00:00:31.920 --> 00:00:33.520 Every time I think I know what you want, you 16 00:00:33.679 --> 00:00:35.600 switch it out. But that's what makes your houses all 17 00:00:35.679 --> 00:00:36.079 your day. 18 00:00:36.159 --> 00:00:39.079 Discuss anything that happens between the roof and the foundation. 19 00:00:39.240 --> 00:00:42.280 Nothing is off limits. You truly do care about everybody. 20 00:00:42.320 --> 00:00:43.880 She can yell at SHEI get scream, but when you 21 00:00:43.920 --> 00:00:46.399 get her alone, she's the best person on the planet. 22 00:00:46.520 --> 00:00:55.960 Cindy Stumpo is tough as nails. 23 00:00:53.600 --> 00:00:56.159 And welcome to Cindey Stumbo chuck his nails on WBZ 24 00:00:56.200 --> 00:00:58.960 and Who's Radio ten thirty and we're here tonight with 25 00:00:59.039 --> 00:01:01.240 who which your name. 26 00:01:01.840 --> 00:01:05.599 Michael Carucci, second ad vice president, Gibson Cellar Beasts. 27 00:01:05.920 --> 00:01:09.799 And I'm Larry right out, chairman that gets in Southby's 28 00:01:09.840 --> 00:01:10.519 International World. 29 00:01:10.640 --> 00:01:12.400 You want to try it against so people might understand 30 00:01:12.439 --> 00:01:15.719 what you just said. We're in thirty something states, right, 31 00:01:15.760 --> 00:01:17.879 we have an accent here, go ahead again. 32 00:01:17.680 --> 00:01:20.719 I'm Larry right out, yep, with Gibson Southby's International. 33 00:01:20.760 --> 00:01:24.680 Real, okay, very good. The big cheese, the big cheese. 34 00:01:25.239 --> 00:01:27.359 So you're basically his kind of sort of. 35 00:01:27.359 --> 00:01:30.480 Boss which signs my signs my checks. 36 00:01:30.560 --> 00:01:33.959 Yeah, that makes you boss man. So you're the one 37 00:01:34.000 --> 00:01:38.480 that finally got Carucci to go with you and leave. Yes, yeah, he. 38 00:01:38.560 --> 00:01:40.599 Left Carucci, he left Crouchi. 39 00:01:40.920 --> 00:01:43.040 We had a long history with one another, and I 40 00:01:43.159 --> 00:01:45.040 finally convinced him to come across. 41 00:01:45.280 --> 00:01:48.359 My first franchise. He was the big guy in Precipity, 42 00:01:48.400 --> 00:01:51.560 New Jersey. He used to sell franchises for real at 43 00:01:51.560 --> 00:01:54.879 the time, Reology Century twenty ones and the best, the 44 00:01:55.000 --> 00:01:56.359 most in the country, didn't you and Paul? 45 00:01:57.319 --> 00:01:59.640 Okay, So talk to me about what is going on 46 00:02:00.120 --> 00:02:03.159 every time I go on x spaces any social audio 47 00:02:03.239 --> 00:02:05.319 devices they're talking about. This is that they've been talking 48 00:02:05.319 --> 00:02:06.760 about this for about a year and a half now, 49 00:02:08.000 --> 00:02:10.319 and I need Mike to keep us coming in at 50 00:02:10.439 --> 00:02:12.960 least like once every six weeks five weeks to keep 51 00:02:13.039 --> 00:02:16.039 us updated, you know, for these brokers that I talked 52 00:02:16.039 --> 00:02:18.719 to brokers all the time on social audio, and they 53 00:02:18.759 --> 00:02:20.479 all have No, we're not gonna get hurt. No, it's 54 00:02:20.479 --> 00:02:22.400 not happened in July. No, we're not going to affect 55 00:02:22.439 --> 00:02:24.719 our state. Oh we're in Texas, not coming here. I 56 00:02:24.719 --> 00:02:27.000 know we're in Avod and not coming here. Let's set 57 00:02:27.039 --> 00:02:28.520 the record straight, boys. 58 00:02:28.199 --> 00:02:32.240 Everywhere that is not now in place, everywhere that it's 59 00:02:32.280 --> 00:02:34.400 not now in place, is going to be affected. 60 00:02:34.439 --> 00:02:34.879 Every state. 61 00:02:34.960 --> 00:02:37.039 So there are states that already have this in place 62 00:02:37.520 --> 00:02:39.560 and it's business as usual for them. 63 00:02:39.919 --> 00:02:43.000 But the other company states have been I know, I 64 00:02:43.080 --> 00:02:45.120 know New York and New Jersey have already done it, right. 65 00:02:45.080 --> 00:02:48.800 Yeah, and then I think Washington, Washington State, and I 66 00:02:48.800 --> 00:02:51.400 think there's one more like one of the Carolinas or something. 67 00:02:51.400 --> 00:02:53.599 There's a couple of states that already in business. 68 00:02:53.800 --> 00:02:56.080 Okay, Now, what is the what if? What? 69 00:02:56.080 --> 00:02:56.400 What? 70 00:02:56.400 --> 00:02:58.479 What is the what thing that's going to happen? To 71 00:02:58.479 --> 00:02:59.960 make people understand what's going to. 72 00:03:00.080 --> 00:03:02.520 Happen is we're all going to have to have broker 73 00:03:02.560 --> 00:03:06.400 agency uh commissioned discussions with all of our buyers. You 74 00:03:06.400 --> 00:03:08.280 will not be able to bring a buyer to your 75 00:03:08.319 --> 00:03:12.639 property unless you have a commission an agency signature. 76 00:03:13.080 --> 00:03:15.439 So cite ever been an example. Pretend you and Michael 77 00:03:15.479 --> 00:03:17.719 right now do let's do let's do a role play here, 78 00:03:18.120 --> 00:03:21.719 Sammy and Michael right now, you're the you're the you're 79 00:03:21.919 --> 00:03:24.240 selling one of my pieces of property. Mike, you got 80 00:03:24.240 --> 00:03:26.120 the buyer. How's that work? 81 00:03:26.400 --> 00:03:26.680 I know? 82 00:03:26.680 --> 00:03:29.680 Now going forward with the new law passing, I. 83 00:03:29.800 --> 00:03:33.759 Now have to have that buyer sign an agency agreement 84 00:03:33.800 --> 00:03:37.000 with me before I show Sammy's house. 85 00:03:38.000 --> 00:03:40.639 Okay, but prior to that, sometimes they were brokers that 86 00:03:40.680 --> 00:03:43.840 were buyer agents. And sometimes the broker is a cell's agent. 87 00:03:44.000 --> 00:03:46.400 Well, that should have already been doing it anyway. The 88 00:03:46.439 --> 00:03:48.599 thing is this what's happening, we should have already been 89 00:03:48.599 --> 00:03:48.879 doing it. 90 00:03:49.199 --> 00:03:51.439 You have to do it all right now. What if 91 00:03:51.479 --> 00:03:54.520 Sammy says, well, sorry, I'm not paying you two and 92 00:03:54.520 --> 00:03:55.120 a half percent. 93 00:03:56.240 --> 00:03:59.000 Well she can do that now, but she probably shouldn't. 94 00:03:59.240 --> 00:04:01.840 But what if she Okay, we're going to get We're 95 00:04:01.840 --> 00:04:03.240 going to get people that are not going to be 96 00:04:03.360 --> 00:04:05.400 educated and know how to do this the right way. 97 00:04:05.639 --> 00:04:07.240 Let's call what is most people don't have a lot 98 00:04:07.240 --> 00:04:10.479 of common sense out there because common sense isn't common anymore. 99 00:04:10.680 --> 00:04:13.639 So let's play that role play that Samantha goes, no, 100 00:04:13.879 --> 00:04:16.399 I'm not paying you to percent and you'll have to 101 00:04:16.399 --> 00:04:18.720 get the money from your buyers. 102 00:04:19.000 --> 00:04:21.360 That's correct, correct, that's right. 103 00:04:21.720 --> 00:04:23.680 And then what if you say, well, my buyer is 104 00:04:23.680 --> 00:04:26.639 not going to pay a commission, and she's being stubborn 105 00:04:26.639 --> 00:04:27.680 and said, well, what do you want for me? 106 00:04:27.839 --> 00:04:31.160 Like I'm just trying to rope We have multiple. 107 00:04:30.839 --> 00:04:33.759 Options here, correct, Yeah, but what you want to know 108 00:04:33.879 --> 00:04:36.480 is my point is, can seem me stand on you 109 00:04:37.199 --> 00:04:38.680 that it's. 110 00:04:38.560 --> 00:04:41.279 Not really need though it's a conversation with you, it's 111 00:04:41.319 --> 00:04:44.800 really what you say. I'm just reiterating what you're again, 112 00:04:44.879 --> 00:04:45.800 I'm doing I'm doing. 113 00:04:46.680 --> 00:04:50.480 Way Cindy lists the home with Sammy. Yeah, Cindy can 114 00:04:50.519 --> 00:04:55.120 say I'm going to pay you x and you are 115 00:04:55.160 --> 00:04:58.360 not allowed to pay a buyer agent, and so then 116 00:04:58.439 --> 00:05:00.160 I have to then Sammy's. 117 00:05:01.439 --> 00:05:05.000 Okay, But Sammy might decide okay, but I'll split half 118 00:05:05.040 --> 00:05:06.639 that commission with you. Bring your buyer. 119 00:05:07.279 --> 00:05:08.959 Yes, she could do that, and she should do that. 120 00:05:09.040 --> 00:05:10.800 Yeah, that's what's gonna happen. 121 00:05:10.920 --> 00:05:15.079 So brokers are gonna make less money. 122 00:05:13.959 --> 00:05:15.720 Not necessarily think so what we're gonna do? 123 00:05:15.759 --> 00:05:19.000 Okay, hold on again, I'm the I'm the developer in 124 00:05:19.000 --> 00:05:22.759 the room. Right, guys are the brokers? I say, Okay, Sam, 125 00:05:22.839 --> 00:05:24.160 I'm going to give you this listening at two and 126 00:05:24.199 --> 00:05:25.680 a half percent. I'm not paying five and a half. 127 00:05:25.680 --> 00:05:28.920 I'm not paying five percent anymore. Right, So what do 128 00:05:28.959 --> 00:05:29.399 you want to do? 129 00:05:30.399 --> 00:05:34.120 Well, Cindy, eighty nine percent of buyers had agents last year. 130 00:05:34.120 --> 00:05:37.040 Do you want to lose a large pool of bias 131 00:05:37.120 --> 00:05:37.639 because of this? 132 00:05:37.839 --> 00:05:40.399 No, I'm going worst case scenario. I'm being the jerk 133 00:05:40.399 --> 00:05:41.920 off right now in the room because something has to 134 00:05:41.920 --> 00:05:44.360 be right. I'm just saying, you're going to come across 135 00:05:44.399 --> 00:05:46.879 brokers that are going to behave the way I'm behaving 136 00:05:46.959 --> 00:05:49.560 right now now. Me I'm too smart to know after 137 00:05:49.600 --> 00:05:53.480 thirty six years, I need brokers. Okay, but you got 138 00:05:53.519 --> 00:05:56.079 dumb dumbs out there that think that they can, you know, 139 00:05:56.120 --> 00:05:59.279 hold in their five house development and have a little 140 00:05:59.279 --> 00:06:01.600 trailer set up and sell your own product. Okay, knock 141 00:06:01.639 --> 00:06:02.120 yourself out. 142 00:06:02.240 --> 00:06:05.519 Then you signed a buyer agency, and it could be negotiable. 143 00:06:06.199 --> 00:06:08.759 Pay me two percent, pay me a consulting. 144 00:06:08.399 --> 00:06:11.199 Fee, let me let me, let me bring you back. Okay. 145 00:06:11.319 --> 00:06:14.519 Within a two year, three year period, we had a 146 00:06:14.720 --> 00:06:18.959 ten house subdivision between two streets in Brooklyn. Right, there's Woodland. 147 00:06:19.480 --> 00:06:22.600 I could in house everything we did one broker. We did, 148 00:06:23.160 --> 00:06:25.199 but that wasn't meant to be that way. She just 149 00:06:25.240 --> 00:06:29.360 presold everything correct, right, But I could have said, Okay, 150 00:06:29.399 --> 00:06:32.000 you're on salary, we're going to in house broker this. 151 00:06:32.600 --> 00:06:34.680 You're not going to make this much commission, and we're 152 00:06:34.680 --> 00:06:36.000 going to sell everything on our own. 153 00:06:36.480 --> 00:06:39.519 So well, it's it's not unlike what Fallon did when 154 00:06:39.560 --> 00:06:43.079 they first came out with the developments. People have done 155 00:06:43.120 --> 00:06:44.160 that in the past. 156 00:06:44.040 --> 00:06:46.920 And one of the things you're using yourself as a developer. 157 00:06:47.199 --> 00:06:49.480 But the reality is in real estate there's more sellers 158 00:06:49.519 --> 00:06:51.959 out there than developers, and so that's where the education 159 00:06:52.120 --> 00:06:54.920 has to come in, you know, sellers where we're trying 160 00:06:54.959 --> 00:06:55.959 to do it with our companies. 161 00:06:56.079 --> 00:06:59.079 That's even hotter because the sellers. 162 00:06:58.720 --> 00:07:01.199 Well see what you're saying, you're almost starting at today. 163 00:07:01.560 --> 00:07:03.160 What happens is when I sit down with the seller, 164 00:07:03.240 --> 00:07:05.199 my agents sit down with a seller. We're going to 165 00:07:05.279 --> 00:07:07.399 educate him on here's your options. You can pay nothing 166 00:07:07.480 --> 00:07:10.519 if you want to, and that's here's what probably will 167 00:07:10.600 --> 00:07:13.319 happen with that. Then you could pay this, and this 168 00:07:13.360 --> 00:07:15.360 is what will happen and if you pay that. So 169 00:07:15.399 --> 00:07:18.399 what we're saying is you expand your opportunities of people 170 00:07:18.480 --> 00:07:21.399 seeing the property. You make the decision and you say 171 00:07:21.439 --> 00:07:23.759 to me, I'm not going to pay any going to 172 00:07:23.800 --> 00:07:26.839 pay you and I'm not paying anyone else. Okay, So 173 00:07:26.920 --> 00:07:29.000 now I have to make sure that all the brokers 174 00:07:29.040 --> 00:07:31.800 are aware of that. He has to have a signed agreement, 175 00:07:32.120 --> 00:07:33.839 and in that agreement, when we're talking to. 176 00:07:33.800 --> 00:07:36.279 The buyer, we have to set a number and say, look, we. 177 00:07:36.240 --> 00:07:38.120 Don't know what we're walking into here, but I want 178 00:07:38.120 --> 00:07:39.959 to be paid X amount of commission. 179 00:07:39.959 --> 00:07:43.879 But understand something, I really don't understand why this law passed. 180 00:07:44.000 --> 00:07:46.199 I don't understand anything about this law. And I've read 181 00:07:46.319 --> 00:07:50.199 read Relieve n Mike and I've had conversations on this, 182 00:07:50.720 --> 00:07:51.160 but it's. 183 00:07:51.120 --> 00:07:53.839 Kind of like does nothing for the consumer. 184 00:07:53.560 --> 00:07:56.160 Correct, and it does nothing for anybody. But it's just 185 00:07:56.319 --> 00:07:59.040 like me, think about this as a developer in Newton 186 00:07:59.079 --> 00:08:01.439 Brookline for thirty six, and I'll go out of Newton 187 00:08:01.519 --> 00:08:05.199 Brook Line, but very little, very little my hydrant. I'm 188 00:08:05.199 --> 00:08:08.600 the dog. Here's my hydrants. Stay out of my way, okay, 189 00:08:10.600 --> 00:08:15.639 and that's just my okay, okay, that's my hydrant. But 190 00:08:16.600 --> 00:08:20.800 you know, I feel as though to now be competing 191 00:08:21.160 --> 00:08:23.879 with companies like Toll Brothers coming after me like I 192 00:08:23.920 --> 00:08:26.399 never thought i'd see that. I never thought i'd see 193 00:08:26.439 --> 00:08:29.600 these public companies trying to buy what I buy. What 194 00:08:29.800 --> 00:08:32.480 is this? I can't compete with public companies. I can't. 195 00:08:32.799 --> 00:08:34.039 And I think what they're. 196 00:08:33.799 --> 00:08:35.879 Trying to do, but I can't. 197 00:08:36.320 --> 00:08:39.399 I can't. It's it's very hard. So I have a 198 00:08:39.519 --> 00:08:43.320 niche market. But again, they can come in in any 199 00:08:43.360 --> 00:08:45.960 time buy what they're going to buy, and I got 200 00:08:45.960 --> 00:08:49.360 to compete against them with public money. It's hard. And 201 00:08:49.360 --> 00:08:51.240 what I feel what's going on in my end of 202 00:08:51.279 --> 00:08:53.159 the world is kind of going on your end of 203 00:08:53.159 --> 00:08:57.360 the world with the red Fins and the whatever can 204 00:08:57.399 --> 00:08:59.879 come in and squeeze you guys and push you out 205 00:08:59.879 --> 00:09:01.879 of game. That's just my take on it. But I'm 206 00:09:01.879 --> 00:09:03.759 gonna go hold on. I have to go to break 207 00:09:04.039 --> 00:09:06.320 and then you people can talk. How's that were good? 208 00:09:06.360 --> 00:09:12.039 Redfin whatever it's called, I don't know if. And I'm 209 00:09:09.639 --> 00:09:14.759 sit on WBZ News Radio ten thirty. This should be 210 00:09:14.799 --> 00:09:15.960 an interesting evening. 211 00:09:16.440 --> 00:09:31.559 Sponsored by Flora Decor, National Lumber, and Village Band Man. 212 00:09:31.720 --> 00:09:33.360 It's just the day. 213 00:09:36.799 --> 00:09:40.759 Away and welcome back to Toughest Nails on w b 214 00:09:40.919 --> 00:09:43.440 Z News Radio ten thirty. And I'm here with Sam, 215 00:09:43.519 --> 00:09:45.080 I'm here with Mike, I'm here Larry, and I'm gonna 216 00:09:45.080 --> 00:09:46.799 do the introductions because they're gonna waste too much of 217 00:09:46.840 --> 00:09:49.320 my time. Let's go back whid we leave off because 218 00:09:49.360 --> 00:09:51.039 I'm a metopause brain. Well, you brought up a red 219 00:09:51.080 --> 00:09:55.399 fin bar okay, zillow bar okay. So I get the 220 00:09:55.440 --> 00:09:57.639 phone calls at Sea s Double. They go, hey, miss stuff, 221 00:09:57.679 --> 00:09:59.759 but we'd like you to buy this blah blah bah. 222 00:10:00.080 --> 00:10:01.799 My mother's a hoarder, she says. We don't want to 223 00:10:01.799 --> 00:10:03.919 put out on the market. What are you looking for, 224 00:10:04.000 --> 00:10:08.120 missus Jones? Well, Zillo says this, Well, Zilo, I'm not Zillo. 225 00:10:08.440 --> 00:10:12.039 See stumble wrights checks Zilla's not right in a check well, Redfit. 226 00:10:12.200 --> 00:10:14.279 I don't care about that either. So if I'm getting that, 227 00:10:14.360 --> 00:10:16.600 how are you guys not getting that? From end users 228 00:10:16.799 --> 00:10:18.360 playing that game we do, but we then we give 229 00:10:18.399 --> 00:10:23.320 them real comps. Okay, but I can I'm going to 230 00:10:23.360 --> 00:10:27.039 befferent level. Well you know what, it's okay, guys, you 231 00:10:27.039 --> 00:10:28.679 know what. I met with you, Sam, I met with you, 232 00:10:28.759 --> 00:10:31.360 Mike Rucci. We decided we're going to list our house ourselves. 233 00:10:31.399 --> 00:10:33.759 That's another big one that they do, right because now 234 00:10:33.960 --> 00:10:37.399 all these end users call twenty builders in the year 235 00:10:37.480 --> 00:10:39.799 that says we buy houses, which those signs should have 236 00:10:39.840 --> 00:10:42.240 to come down because they're tacky looking. I don't ever 237 00:10:42.279 --> 00:10:44.720 have a sign that says we buy houses. What says 238 00:10:44.840 --> 00:10:46.600 we buy gold and silver and now I'm a pawn 239 00:10:46.639 --> 00:10:49.000 shop on a side. 240 00:10:48.840 --> 00:10:49.919 We buy ugly houses. 241 00:10:50.000 --> 00:10:52.799 That's another one like I would never ever ruin my 242 00:10:52.840 --> 00:10:55.120 reputation by having that on a sign, but there's many 243 00:10:55.120 --> 00:10:58.519 builders that do that. So if the name gets done 244 00:10:58.519 --> 00:11:01.080 with those ten people, I always save this to somebody 245 00:11:01.080 --> 00:11:03.039 that calls me. I'm not here to steal your property 246 00:11:03.200 --> 00:11:06.159 and see me knows what I say. Do yourself a favor. 247 00:11:06.440 --> 00:11:09.799 I don't need your deal. Call a broker. I'll give 248 00:11:09.840 --> 00:11:12.240 you my daughter's number. I'll give you two other broker's numbers. 249 00:11:12.600 --> 00:11:14.559 Take the house on a test drive. You go one 250 00:11:14.559 --> 00:11:17.240 shot to make the long dollar. I'll be your insurance 251 00:11:17.279 --> 00:11:20.200 at this number if you can't sell it. Every time 252 00:11:20.240 --> 00:11:22.080 I do it, she's got the listing, and every time 253 00:11:22.159 --> 00:11:24.480 she's pulled anywhere from one hundred and fifty at one 254 00:11:24.480 --> 00:11:26.320 point to two fifty more than what I would have paid. 255 00:11:27.279 --> 00:11:29.279 And then they call me back and they say thank you. Now, 256 00:11:29.279 --> 00:11:30.879 if I wanted to be a jerk off, I could 257 00:11:30.919 --> 00:11:33.960 have bought it that number and flipped it to her 258 00:11:34.279 --> 00:11:35.759 sell it for me right, But I went I would 259 00:11:35.799 --> 00:11:38.320 develop it. My point is I try to do business 260 00:11:38.320 --> 00:11:42.639 in my area as as good as a human being 261 00:11:42.679 --> 00:11:45.679 as I can be, right, because usually the person's call 262 00:11:45.799 --> 00:11:48.360 me either knew my parents or went to school with 263 00:11:48.440 --> 00:11:51.399 her or her friend's parents or child's parents. You know 264 00:11:51.399 --> 00:11:53.799 what I mean, Like it's too it's too tight in. 265 00:11:54.120 --> 00:11:58.159 You are making our point, though your reputation precedes you correct. 266 00:11:57.799 --> 00:11:58.159 When we do. 267 00:11:58.240 --> 00:12:00.480 And we feel the same way. We have a company 268 00:12:00.480 --> 00:12:02.639 that has a great reputation. We're not here, We're not 269 00:12:02.679 --> 00:12:04.759 going to be disappearing. I've been there for sixteen years ago. 270 00:12:04.960 --> 00:12:07.519 You mean no tail light warranty, no tail warranties from us. 271 00:12:07.559 --> 00:12:09.039 So anybody that does know what that is. That means 272 00:12:09.039 --> 00:12:10.440 when you don't see my tail that you warrant he 273 00:12:10.440 --> 00:12:13.279 has done. Okay, go ahead. I'm just trying to be 274 00:12:13.360 --> 00:12:15.759 the one that's going to debate you guys. Right, I'm 275 00:12:15.759 --> 00:12:18.320 just trying to be the jerk off because you're going 276 00:12:18.399 --> 00:12:20.639 to run into jerkofs. So I want to know how 277 00:12:20.639 --> 00:12:22.639 we're going to handle the jerkoffs this business. 278 00:12:22.720 --> 00:12:25.639 That means we're going to have to have bigger cohones 279 00:12:25.720 --> 00:12:27.799 and tell them if you want to actually sell your houses. 280 00:12:27.519 --> 00:12:28.039 What you gotta do. 281 00:12:28.360 --> 00:12:30.919 Yeah, and right now, almost every one of my listenings 282 00:12:30.919 --> 00:12:32.639 I've offered more than the normal. 283 00:12:32.360 --> 00:12:34.360 Two and a half. We may very have the same 284 00:12:34.360 --> 00:12:36.720 position you'd take in this. We'll take a test fund 285 00:12:36.759 --> 00:12:37.440 and call us after. 286 00:12:37.639 --> 00:12:39.480 Yeah, we've done it several times. 287 00:12:39.320 --> 00:12:41.440 And know what's going to happen. I think if they 288 00:12:41.519 --> 00:12:43.919 take on a test drive, see here's that would be 289 00:12:43.960 --> 00:12:46.480 my sales pitch. My sales pitch would be. The more 290 00:12:46.519 --> 00:12:49.840 important thing, which is not a sales pitch, is the truth. 291 00:12:50.559 --> 00:12:52.600 You're going to let the strangers walk through your home 292 00:12:52.679 --> 00:12:55.360 that you don't know, that have not been vetted, and 293 00:12:55.399 --> 00:13:00.240 next thing you know, somebody's raped, somebody's murdered. Some tied 294 00:13:00.240 --> 00:13:02.679 it behind chairs, and your jewelry goes missing, and your 295 00:13:02.679 --> 00:13:05.320 money and anything else in your house. People gonna come in. 296 00:13:05.360 --> 00:13:08.799 I've seen Sunday open houses where guys gone into open house. 297 00:13:09.080 --> 00:13:10.759 Drug acts have gone to open houses and you wudn't 298 00:13:10.799 --> 00:13:14.000 even know it, just to take old people's prescriptions. I've 299 00:13:14.000 --> 00:13:16.480 seen it all out there. In thirty six years, I 300 00:13:16.600 --> 00:13:19.480 watched a guy do this. There was an old gentleman. 301 00:13:19.519 --> 00:13:21.879 Older gentleman. I thought it was old at the time. 302 00:13:21.919 --> 00:13:25.559 I was in my thirties. He was probably seventy. She 303 00:13:25.679 --> 00:13:28.600 that doesn't seem too old anymore, but late sixties seventy 304 00:13:28.919 --> 00:13:30.960 and he had like a thing of percosets like this. 305 00:13:32.639 --> 00:13:34.600 The thirty something of a kid went in for that. 306 00:13:35.320 --> 00:13:37.559 He knew what he was going for. And I really 307 00:13:37.600 --> 00:13:39.360 came around the corner. I said, put that down right now. 308 00:13:39.759 --> 00:13:41.799 He said, mind drown business, and don't think I'm one 309 00:13:41.799 --> 00:13:43.679 of my business. That's not happening. 310 00:13:44.000 --> 00:13:46.399 Suggest she carries a license. He's got a license to catch. 311 00:13:46.480 --> 00:13:48.360 Ye, I do so. But my point is that's what 312 00:13:48.360 --> 00:13:50.919 I would say to people, this is not safe. I 313 00:13:50.960 --> 00:13:53.080 don't like seem me going on as showing by yourself 314 00:13:53.120 --> 00:13:56.519 as a female, I'd rather her when I have a 315 00:13:56.519 --> 00:13:59.480 funny feeling and she says, have day, I go with you. Right, 316 00:13:59.519 --> 00:14:03.720 Especially so, how as an end user, do you want 317 00:14:03.720 --> 00:14:06.080 strangers walking through your home that's dangerous? 318 00:14:06.080 --> 00:14:08.159 Well that's just one element. That's a safety element, that's 319 00:14:08.159 --> 00:14:11.399 a big there's a whole other level of concerns. Is 320 00:14:11.399 --> 00:14:12.600 the safety element. 321 00:14:12.399 --> 00:14:13.679 Okay, Well that'd be my number one. 322 00:14:13.720 --> 00:14:18.440 The pricing okay, is the pricing element. There's the wasting 323 00:14:18.480 --> 00:14:20.759 your time element about putting the property in contract. 324 00:14:20.799 --> 00:14:22.759 I don't care about. Let's say they don't care about that. 325 00:14:23.080 --> 00:14:25.159 Let's say they don't care about it's about wasting their time. 326 00:14:25.240 --> 00:14:28.200 But let's just say I would have to say, well, 327 00:14:28.440 --> 00:14:32.000 maybe they're at that stage in the game where they're 328 00:14:32.000 --> 00:14:33.639 retired and they cot all the time in the world 329 00:14:33.679 --> 00:14:34.080 to pull. 330 00:14:33.960 --> 00:14:37.759 The extra money. Safety, Michael, they're just not clients. 331 00:14:37.799 --> 00:14:40.480 But every client's a client till they're not a client, right, 332 00:14:41.200 --> 00:14:43.559 And we're talking to the masses out there right now 333 00:14:43.799 --> 00:14:46.639 that's sell two hundred thousand dollar homes that sell three 334 00:14:46.679 --> 00:14:49.279 hund thousand dollars homes. Remember that we're in thirty something 335 00:14:49.360 --> 00:14:53.519 states here at iHeartMedia, right, So We're not just in 336 00:14:53.559 --> 00:14:57.039 the Boston area. That's not your clientele, that's not stands clientele, 337 00:14:57.080 --> 00:14:59.679 that's not your it's not a lot of But not 338 00:14:59.759 --> 00:15:03.759 every buddy is a niche high end broker either, right, So. 339 00:15:04.039 --> 00:15:06.720 But even some of the high end brokers are very greedy. 340 00:15:06.799 --> 00:15:08.320 I think that's where a lot will get back. I 341 00:15:08.360 --> 00:15:10.440 think you're very greedy a lot of them, because, like 342 00:15:10.480 --> 00:15:12.200 I've had conversations. I've been like, hey, I'm going to 343 00:15:12.279 --> 00:15:14.320 kick in, and they'll be like, I'm not kicking in, 344 00:15:14.360 --> 00:15:16.320 and they have their lawyer right to me from their 345 00:15:16.360 --> 00:15:18.720 company being like you can't do that because you offered this, 346 00:15:18.799 --> 00:15:20.960 And I'm like, really, you're going to take it this 347 00:15:21.039 --> 00:15:21.519 far with me? 348 00:15:21.960 --> 00:15:26.519 Yeah, Well, I don't know. Look, the world changes, Larry, Right. 349 00:15:26.559 --> 00:15:29.039 I remember I've been doing this for thirty six years. 350 00:15:29.279 --> 00:15:31.919 If I could go back to when I started with 351 00:15:31.960 --> 00:15:35.480 my broker, Carol Brenner, and she was a phenomenal broker, right, 352 00:15:35.759 --> 00:15:38.720 But again, you don't know what you have till it's gone. Yeah, yes, right, 353 00:15:38.879 --> 00:15:41.159 Like I didn't know how phenomenal she was. Like I 354 00:15:41.240 --> 00:15:43.320 knew she was great, don't get me wrong, but I 355 00:15:43.360 --> 00:15:46.720 didn't know she came she was dressed well. She had 356 00:15:46.960 --> 00:15:50.240 the epitome of class she was. She would run out 357 00:15:50.279 --> 00:15:53.080 at twelve o'clock at night. You made that offer, she's 358 00:15:53.159 --> 00:15:55.240 running and she's at midnight. One of them. We put 359 00:15:55.240 --> 00:15:57.039 some of our best wills together between twelve and two 360 00:15:57.039 --> 00:15:58.600 o'clock in the morning. If you think I'm kidding you, 361 00:15:58.639 --> 00:16:01.919 I'm not. She'd still get out of her bed whatever 362 00:16:02.360 --> 00:16:04.159 and go. Have you sign the offer and give you 363 00:16:04.200 --> 00:16:07.120 a deposit at one o'clock in the morning. Time is money, 364 00:16:07.200 --> 00:16:09.000 Money is time, and shame't letting anything sleep. 365 00:16:08.879 --> 00:16:09.759 Well, you didn't have cell phones. 366 00:16:10.080 --> 00:16:12.720 We had cell phones. Bid cell phones. When we talked 367 00:16:12.759 --> 00:16:14.679 with Simms had cell phones. So I've had cell phones 368 00:16:14.720 --> 00:16:17.279 for twenty five years. If not the point, we had 369 00:16:17.320 --> 00:16:19.000 fax machines too. By the way, how to imagine that 370 00:16:19.919 --> 00:16:22.440 she wanted to pick up the check, have you sign it, 371 00:16:22.840 --> 00:16:25.639 and then the deal she could go to bed. But 372 00:16:25.679 --> 00:16:27.960 the point is that you don't know what you have 373 00:16:28.120 --> 00:16:29.399 until all of a sudden, when she came to me 374 00:16:29.480 --> 00:16:34.480 and said, I'm retiring, Cindey, I'm like, well, garylic Then 375 00:16:34.519 --> 00:16:37.240 I went after one broker after another after another, and 376 00:16:37.240 --> 00:16:40.360 they weren't And then you compeer everything to the person 377 00:16:40.399 --> 00:16:43.320 you just spend twenty years plus working with right, and 378 00:16:43.360 --> 00:16:45.840 they don't and they come dressed sloppy, and they don't 379 00:16:45.919 --> 00:16:49.039 dress like her, and they're not as articulate as she was. 380 00:16:49.639 --> 00:16:51.120 She was a good broker though. She knew how to 381 00:16:51.120 --> 00:16:53.879 work me. She knew how to work the buyer. Well, cydey, 382 00:16:54.000 --> 00:16:56.639 you know it's Newton, but yeah, you got nine right there. 383 00:16:56.720 --> 00:16:58.960 She knew how to She could play me like a fiddle. 384 00:17:00.600 --> 00:17:02.879 But you know, but when she was selling me the land, 385 00:17:03.240 --> 00:17:05.920 it's a great piece of property. And I said, Carol Carroll, like, 386 00:17:06.119 --> 00:17:07.720 what happened when you sold me the problem? You told 387 00:17:07.759 --> 00:17:10.039 me now if you know now it's but it's okay 388 00:17:10.359 --> 00:17:12.880 because I knew how she played. It was all good 389 00:17:12.960 --> 00:17:15.640 like and she was right like, okay, so let's come down. 390 00:17:15.680 --> 00:17:17.480 But my point is you don't know what you have, 391 00:17:17.599 --> 00:17:20.200 so it's gone. And I went through five six other 392 00:17:20.240 --> 00:17:23.880 brokers and then finally Sammy trained with Michael and I 393 00:17:23.920 --> 00:17:28.279 had Sammy and then I once I got Sammy with me, 394 00:17:28.440 --> 00:17:30.079 and I said, okay, I can train her up to 395 00:17:30.119 --> 00:17:32.680 what I want her to be, how I want her 396 00:17:32.759 --> 00:17:36.119 to show my product, how I want her to present 397 00:17:36.160 --> 00:17:40.000 herself showing my product, you know, But that's but oh 398 00:17:40.039 --> 00:17:44.599 my god. I had some brokers that were like complete earheads. 399 00:17:45.000 --> 00:17:45.960 They're still love there too. 400 00:17:46.200 --> 00:17:48.680 Well, they're still out there, and there's too many of them. 401 00:17:49.400 --> 00:17:52.759