Brokers Get Replaced: Why AI Will Eliminate Transaction Processors in Commercial Real Estate

R. Craig Coppola (00:00)
Nobody needs the middleman. And by the way, AI is going to eliminate all these processors. So you have to have the ability to navigate a transaction. So experience teaches me, like I can tell you right away, within half an hour with any client, am I going to make a deal or not? How am I going to do this? What am I going to do? I’ve just done it enough. But a lot of brokers don’t have that. They’re just processors and processing information back and forth.

Cody Crabb (01:59)
Welcome back to the Real Estate Pros podcast. I’m Cody Crabb with Investor Fuel. Today we’ve got Craig Coppola founding principal of Lee & Associates Arizona since 1991, 40 years in commercial real estate and over 4,000 transactions across office, retail and industrial. So Craig, you’ve got a little bit of experience under your belt. Just to get your foot in the water, I see. Just testing it out, right?

R. Craig Coppola (02:15)
Yeah.

Know

It makes me feel really old Cody. We were just talking about age I’m like you say that in the intro is like I’ve been doing this for a long time And you know, here’s an interesting thing. I think I’m really good, right? Because I’m the top producer ever at lean associates I think I’m really good and then I look back and I go when I started office space in Phoenix, Arizona in 1984 Was 30 million square feet

Cody Crabb (02:25)
Yeah.

Yeah, yeah.

R. Craig Coppola (02:49)
Today, at one point I had 10 % of the vacant space listed personally. was like, today it’s 110 million square feet. So it’s like, I think I was good, but I was really in the right spot. And I think in your install Lake City, the growth market really makes. So for your listeners, like putting yourself into a position in a market that’s gonna grow is one of the secrets to kind of, and then staying doing it for a long period of time is a secret that not many people talk about.

But I’m a product of that. It was in a great market.

Cody Crabb (03:22)
And also,

would not even you didn’t even mention that, of course, you start to get to know the market so much better because you just are you’ve seen it this whole time. So.

R. Craig Coppola (03:31)
Well, you

know Billy Billy the founder of lean associates and I bill became a second father to me and he He taught me he said look Craig. We were in this business brokers are in this business We should be buying real estate. We see we know what our good deals he called him for there’s four types of deals There’s the deal that’s on the market and you’re buying a listing. There’s deal that’s off-market There’s a good deal and then there’s a fantastic deal and we should be looking for those fantastic deals as a broker

And so as a broker, I’ve taken advantage of that. It’s interesting. ⁓ You sometimes you get jaded. I’ve seen other people come in and just see something that I didn’t see. Even as an office broker, they’d go buy an office building and kill it. And I didn’t see it. I was like, I didn’t like that building. I never really liked it. And they bought it. They renovated it. They leased it. They sold it made a bunch of money. So it can go both ways.

Cody Crabb (04:23)
Yeah, yeah, I definitely can see that. ⁓ So, all right, a couple questions for you. mean, like you said, you’ve got a lot of experience. You’ve got, ⁓ your company is as old as me, even a little older. ⁓ And so, ⁓ I would love to know kind of what are some things people should look for when they’re trying to choose a really good broker? This is maybe like not their first go of it and they’re like, this time I need to really pick someone quality.

R. Craig Coppola (04:35)
I know.

Yeah, I have this thing and I’m gonna read off of this so I wrote a book called The art of commercial real estate leasing. So this is ten ways they tend things that you’re looking for in a broker So this is chapter 7 but the number one number one thing is you want experience now if you if you have a small space Let’s just say your investors buying a building. That’s a hundred thousand two hundred thousand

Cody Crabb (05:52)
fantastic.

R. Craig Coppola (06:04)
You don’t want to hire me. And the reason is, I’m not going to pay attention to your 1,500 foot space. Now, I have a big team. So I have two junior brokers, runners we call them, that would pay attention. So we learn to build our team where you get the old guy, you get the young guy, and we have in between. So experience is one if you have somebody. And then I would say the experience has to occur within the sector that you’re looking at.

So you wouldn’t want to hire me to go lease multifamily because I’ve never done a deal in multifamily but office or Industrial yeah, that’s the one we do second is you got to like them You’re spending time with these people if you don’t have a good rapport or you think they’re a jerk Just walk away there are like I we started a software company five years ago So we sell to commercial brokers and we have a couple thousand across the country and I am shocked at how many brokers just aren’t nice and I’m like

Wow, this is our business. I should get along with you. You should remember me if you have a deal in Phoenix. And so, and or I have something in Salt Lake. It’s like I should have a feeling that somebody if I referred you that they’re not going to piss them off. The third one is it. Yeah, yeah.

Cody Crabb (07:06)
Yeah.

Yeah, I mean, it’s it’s amazing. I’ll just pause and just say it is amazing

how far being likable and nice can get you in any basically any industry. But especially when you’re like dealing with people so directly and trusting them with so much. And that’s a huge deal.

R. Craig Coppola (07:25)
Thank you.

At the end of the day, matter. My daughter, my baby, who’s 27, came to me and when she started working, she’s in medical sales, she said, dad, it’s easy. I just show up and I’m nice and then all of sudden I get business. This is not hard. I said, well, the first thing is 90 % of the business is showing up. The second is then showing up and being nice. And then third thing is, do you know what you’re talking about? If you knock those three things out, you’re gonna be successful.

The third thing I wrote in here is and I believe this we trained to this deal maker versus processor the worst thing you can do as a broker in a client is if and you don’t know this until you hire them, but you can ask questions as you’re doing this is to say okay I talked to the buyer your he wants to buy it for a hundred thousand and you go well I need a hundred and ten and they go back I called back and they said no it’s a hundred and five you’re just processing the deal there

Nobody needs the middleman. And by the way, AI is going to eliminate all these processors. So you have to have the ability to navigate a transaction. So experience teaches me, like I can tell you right away, within half an hour with any client, am I going to make a deal or not? How am I going to do this? What am I going to do? I’ve just done it enough. But a lot of brokers don’t have that. They’re just processors and processing information back and forth.

And by the way, that’s

That’s called elimination under AI. The third is Velocity, our fourth. And I don’t know if you want me go through all 10, but if they’re not, because we have limited time. Yeah. Okay, good. So the fourth one is Velocity. It’s like, you don’t want a broker where they do two deals a year, because they’re just not going to be in the space. Like we do 150 deals a year. Every two days, we’re closing a deal. So when we people hire us like you, we’re in the market, we know what’s going on. so if you’re interviewing, you say, how many deals have you closed this year?

Cody Crabb (09:01)
Mmm.

These are gold. Yeah, I’d love for you to do that

R. Craig Coppola (09:28)
How many you closed last year? How many deals are in your pipeline? And if they give you like, I just did two deals last year. And that’s one of the things that separates pros from amateurs and residential brokers from commercial brokers. There’s 80 % of residential brokers do one or two deals a year. And then, then you find somebody who does something. And so it’s like, if you’re in commercial, you need somebody who’s got some velocity. Fifth is reputation and you can find out reputation. say, okay, I’m interviewing Cody.

And if they go, he’s an ass. It’s like, okay, that’s just a data point. It’s like, what is their reputation? Or, you on our team, because brokers have to co-op on the commercial side. We’re not looking to have a pocket listing and try and sell it. If somebody says, I have pocket listings and I’m not gonna take it to people, it’s like, no, your job is to take it out there. And I hope you do business with other brokers because that’s how you can get the highest value if you’re selling it.

Cody Crabb (11:02)
Yeah. Loving this.

R. Craig Coppola (11:03)
If you’re doing that, so number six is

the commitment to working your project You have to ask is this going to be valuable to you? If someone says like I said, I have 1500 feet it’s not moving the needle for me Don’t hire them if they go this look I have five other listings in this neighborhood that all have 1500 foot spaces But I like yours best because of these a b c and d it’s on the better corner I like your anchor if it’s a retail deal or I like this the space it’s vacant

It’s like, okay, perfect. Now I got somebody who’s gonna work my project. Number seven is mindset based on relationships, not transactions. So it’s like, I’ve got plenty of money. I’m doing relationship building. If I work on a transaction, I don’t do anything anymore. And I know when young brokers, they need a deal. You can smell, it’s like a skunk. You can smell somebody when they need the commission to make a living.

Cody Crabb (11:56)
Yeah. I

just talked to somebody earlier today who used the phrase commission breath and it’s my new favorite thing. That’s what I said. Yeah. was like, that’s so good. Cause you know exactly what that means. Like I can tell. Yeah. Yeah.

R. Craig Coppola (12:03)
Yeah, that’s a great one. love that. I stealing that one. Commission breath. So that there you go. It means that’s right.

And it’s like you’re working, you’re the owner and you’re working for me, the broker. Like my job is to get paid and your job is to say yes to everything I tell you to do. Number eight is I call access to decision makers. So you want somebody, if you’re going to sell a building, I want to know that you know the top 10 buyers of my property personally.

Like, if you don’t, I’m like, oh, I have to call Joe and I don’t know him. That’s like, no, I’ve done deals with Joe. So I’m gonna call him and work on that. nine is this location specific knowledge. And how do you know it? You just drive to a little neighborhood, you know who’s doing deals in your neighborhood. They have to know. And I say real estate is a cottage industry. Commercial real estate is a cottage industry. I wanna know specific product type.

and sub market knowledge. It’s like, want to know that you do office or retail in the Camelback corridor. And you did 20 deals last year in the marketplace. It’s like, okay, now I know you’re in this little market. So you ask him, give me the comps. Tell me what you’ve done. Give me five people that you’ve done deals with in this marketplace, in this specific marketplace. And then again, the specific transact number 10 would be specific knowledge. In a small market like Salt Lake’s a big market, you have individual specialists,

Cody Crabb (13:15)
Yeah.

R. Craig Coppola (13:32)
But in a lot of small markets, Gary, Indiana, or whatever it is, people are doing more multiples. So they’re doing retail, industrial, and others. just depending on how you like, we have a listing in Durango, Colorado. The mayor is a commercial real estate broker. She’s on our listing with us. Like we can’t sell a building in Durango. So we brought her in, and she’s the mayor. It’s like, OK, so she sees every deal because she’s the mayor. So that’s what we’re looking for. Those 10.

Cody Crabb (14:01)
Wow,

yeah, holy cow, that is some really, really good information there. And I think it really says something that you, I mean, you’ve seen both sides too. Not only do you have all this experience as a broker, you’ve also, I’m assuming, been on the other side looking for one. So I feel like you’ve really got ⁓ some insight there. And so.

R. Craig Coppola (14:22)
Yeah, it’s like you get insight three different ways. The first way is acquiring, right? And we were talking about this one of the things that I think is missing with new investors today. And I think it’s a little bit different than ⁓ it’s a little bit, it moves faster today, but the ability of institutional knowledge or wisdom in transactions. Today’s younger crowd thinks they can, you

chatGPT, how do I buy commercial real estate? And then I know it. so, and I’m not pitching my book, but my first book, which won award, How to Win in Commercial Real Estate Investing, is the one to buy. It’s like, okay, here’s an eight week kind of primer to go, to take yourself from zero to something that you can acquire your first property.

And I am shocked at how many people will say like, I’ll fly into Salt Lake City and I can acquire a deal in an hour. It’s like, I can’t. So I have this whole nine week process and it takes you through this deal. If you buy the book, it’s like, okay, what do I do the first week? Because I got to my goals. What am I buying? What kind of product type? Where is it going to be? Then I’m going to go to that marketplace. Like, okay, if I’m buying an unanchored retail center in Salt Lake City, I’m going to fly to Salt Lake City and move in and I’m going to drive the neighbor and I’m going go, I want to be on this street.

Cody Crabb (15:24)
Yeah.

R. Craig Coppola (16:24)
Give me the street that you want to be on. You can tell me right now. It’s like, okay, now I’m to look around that neighborhood. So I’m going to do that. I’m going to talk to the brokers. I’m going to talk to the lenders. I’m going to get ahead of this game. And then by the end of the week, I’m going to know, I’m going to know exactly what I want. But my process is I’d rather you start with your neighborhood. Like I live in Arcadia in Scottsdale, Arizona. It’s like, if I were to start acquiring and I didn’t know, I’d be, I know where I want to shop. I know what has good parking.

Cody Crabb (16:27)
Mm.

Hmm.

R. Craig Coppola (16:53)
I know what office building I like, I drive by that building every day, that’s one I would own. And so you start acquiring stuff that you know.

Cody Crabb (17:02)
I feel like a lot of people when they start out especially, and this isn’t exclusive to real estate, but you go for opportunities and instead of what you actually want. so then you get kind of, you get stuck kind of doing whatever you want, doing whatever is available instead of what you actually want. how, how do you, oh, go ahead.

R. Craig Coppola (17:12)
Yeah, yeah, that’s exactly right. Sucked into it.

And what happens with that, that’s a

great comment because what that happens with that is you’re not building a portfolio of properties that you want. You’re building, like I’ll give you a lesson I learned, never buy land with debt. Like we bought, we were buying land and we bought it with debt and then the market turned. It’s like the debt’s just chewing you up. You don’t have revenue on it. And I’m friends with Robert and Kim Kiyosaki, right? Rich debt, poor debt guy. They’re my investors. They’re one of my investors. And we do deals together.

And Robert taught me five lessons I didn’t follow. And I’m like, dang it, he was right. But it’s this point of figuring that out. And it takes time to do that.

Cody Crabb (18:03)
It’s funny that you mentioned that because pretty much every single person that I interview when I say how did you get into real estate, they say I read Rich Dad Poor Dad or something similar to that. ⁓

R. Craig Coppola (18:14)
It’s the craziest thing. Robert and I have been

friends and investors together for 30 years. right when the book came out, literally, this is the good story, tell this is, my sister-in-law gave me, he self-published Rich Dad Port at himself, and he was selling them out of the back of his car. And Kim and Robert at that time were not wealthy.

Cody Crabb (18:19)
So before the book, right? That’s before that even came out, wasn’t it?

R. Craig Coppola (18:38)
But they had enough cash flow to live this modest lifestyle. If you read the book, he was living in Bisbee, Arizona. I’m literally from Sierra Vista, which is 10 minutes away. ⁓ So I got this book I read. I loved it. And then a guy working for me said, hey, Robert’s going to be at a book signing. Do you want me to go get some? And I said, yeah, go buy 10 books and have him sign. So I couldn’t go. I had a meeting. So I got the 10 books. And the next day, I get this call.

I don’t think we had cell phones back then and I’m just pick it up I go hey, Coppola and he goes Craig It’s Robert Kiyosaki. You bought ten of my books yesterday. I want to get to know you because I know you live here Because he had talked to my guy and I go great love to have lunch with you When would you like to do that? And he goes today He’s a he was he was on a he’s unemployable, you know, he was selling books out of his car So I had lunch with him and we hit it off and then I got to know Kim

Cody Crabb (19:31)
Wow.

R. Craig Coppola (19:33)
And then they said, now they only invest with people they know with. And it’s like, if they want to do a commercial real estate deal, it’s me, not multifamily, it’s Ken McElroy. And so we have the best deal they’ve ever done on real estate. I’m a partner with them in it. And so I’ve gotten to know them. And he taught me a lot of lessons. So he’s worth reading, for sure.

Cody Crabb (19:49)
Cool.

Yeah, any particular lesson you’d like to share? mean, I’m sure our audience would like love to hear some of that.

R. Craig Coppola (20:01)
He

one of my favorite books is called cash flow quadrant, but I went to lunch with Robert He started drawing he was like Formulating the idea in his head and he’s drawing it and he said here’s what you’re doing and here’s because I was like I just started buying real estate I’m on account and And I would just tell you here’s one lesson that I learned it took me a long time to learn forget net worth go with passive cash flow, right? Robert does not buy deals like

We were acquiring land in these developments. Yeah, like I’m not buying that and a lot of people will try and convince you and I know people who have made tons of money in Arizona off land But robbers piece that he told me is like and I’m here because I have a ton of passive cash flow But he has a lot more than I do and I’m like, okay That’s the magic sauce a little bit of cash to cash flow increasing over a long period of time Makes it magic So that’s that’s one I learned from him

Cody Crabb (20:57)
That’s a good one. So I’d love to hear, whenever I talk to someone with experience, I always like to ask them, what’s a mistake that like you made early on that you would never, like that you would preach it from the rooftops because you never want anyone to have to make that mistake again.

R. Craig Coppola (21:18)
just saw five questions with Alex Hermosy. Do you follow him? Anyway, he had the fifth one was, if they had a law, what would that law be? And Alex said, you have to give away all your wealth before you die. Like, oh, that’s a great law. Let me give you the one I learned. When I was young, I started making a bunch of money in real estate. And I said, man, all of my time and effort, and I worked a lot for a long period of time, 25 years, 80 hours a week. I made a lot of money.

Cody Crabb (21:22)
No, but I’m familiar, yeah.

R. Craig Coppola (21:48)
I thought, all of my time and all of my income comes from commercial real estate. I’m going to take my money and I’m going to invest it in the stock market to diversify so I don’t put all my eggs in one box. I want to be able to take. the first three million dollars that I saved and made, I put into the stock market. Stupid. I knew the market. I should have taken that three million dollars. If I look at every deal that I’ve done and I have.

different portfolios of different things. The best returns have been the deals that I was the GP that I either bought on my own account for myself or I syndicated. That was it by far. So if I were telling people who are in our business, I would say, look, and you could start small, but if you’re in the business of being a broker, start acquiring on your own account earlier.

Cody Crabb (22:44)
great. This is good. I feel like I could just cut this into one minute segments and then it’s just every single word coming out of your mouth is yeah. Your code viral. Yeah. Well, we’re kind of winding down here, but I’d love to know kind of more about, you know, what’s your company doing nowadays? You said you said you’re kind of ⁓ maybe not in the on the ground, boots on the ground as much ⁓ these days maybe. ⁓ But I’d love to know kind of what you’re up to.

R. Craig Coppola (22:48)
There you go. Yeah, I’m gonna blow up. I’m gonna blow up. I’m going viral.

Well,

our team’s big, so we have 11 people, four brokers, couple junior brokers, so six of us are kind of doing deals. I just don’t do as many deals. mean, it doesn’t turn me on now to do 80 deals a year or 100. So our team’s doing that, so I’m building the team now. But the lessons, the market, one of the things I think I’ve learned

couple things I’ll give you right now. One is I’m still cold calling, right? I have to lead from the front, so I’m still chasing business. My job as the senior person on our team is to really bring in the business. And I would tell you that bringing in the business is way more valuable than running deals. When I’ve got in the business, if you referred somebody a deal, you would get 10 % of the deal, 20 % of the side. So you would get a 10 % or 20 % referral fee.

Today it’s 50%. Like if somebody refers our team a deal, they get half. Because there’s so many people that can run transactions, so many people that know how to get a lease signed or how to sell something. So I’m coaching my team up, they’re running transactions, and so as I, I’m financially independent, so I don’t need the next deal, so I’m building deeper relationships than I have. And if I can encourage anybody

I would tell them the deeper the relationship, the better. That’s the one thing in this AI world of madness that’s not gonna change is how do I build real relationships? And by the way, tweeting and texting and Facebooking is not an Instagramming. ⁓ I got that guy, he’s on my Instagram real. That is not a relationship.

Cody Crabb (24:55)
Yeah, they don’t know you. Yeah, you just feel like you do. Yeah.

R. Craig Coppola (24:57)
They don’t. Yeah, that’s

right. I have this, I have two blogs that we do, C2 Voice and a thing called Lifeies, which people might want to get on, L-I-F-E-I-E-S.com, Lifeies. So it’s a once a week, a life lesson. Been doing it for 10 years. And this lesson is, people will come up to me now, because I don’t know, it’s 30,000 people on the blog that read it weekly, and they’ll say, I know you. And I’m like, I’ve never met them. But they know me because I have been.

producing these life lessons for decade. So that’s the start, but to have a conversation like we did for, you and I didn’t jump right in, we had a 20 minute conversation before this started. So it’s like, now we’re building a, now we’re starting a relationship. That’s different.

Cody Crabb (25:42)
Yeah, yeah, this is that that that right there is probably the number one thing that I’ve I’ve learned from talking to so many people ⁓ is that that it doesn’t matter. It doesn’t matter how you got. what it what really matters is who you know, truly. Like that’s what that’s what that’s what I’ve found to be like your network is that what’s that saying? The your network is your net worth or something.

Yeah.

R. Craig Coppola (26:07)
Yeah, yeah, it’s

that’s the saying and here’s I’ll give you an interesting thing. told you that Robert and Kim Only invest now with people that they know like if you call them out of the blue like yeah I’m not gonna do that. So I started saying that to myself and I’ve narrowed it down like there so I’ve got a Big investor in startup companies so I and I so I’m individually and in through funds So have four or five funds that’s it. I’m not doing any new funds and I have three different three no

to ⁓

for the last 20 years when they do a deal with MiniStorage, I just like, they just send an email, hey, we’re doing a new MiniStorage, I just reply yes. And I don’t put a lot of money, 50 to 100 grand a deal in, but whenever they do a deal, I’m just a yes, and over time now, I’ve done 10 or 15 deals with them. So that means I’ve given them a million bucks or more, and every single one of them, not all have done great, but I love how they operate. And so finding,

Cody Crabb (27:34)
Yeah.

R. Craig Coppola (27:36)
to wake up at 65 in three months, to wake up at 65 and go, yeah, Fritz Beesmeyer, Fritz Beesmeyer is the guy that runs it, if Fritz does a deal, I’m gonna say yes to it. If Philosis does another fund, I’m gonna say yes to it. And Robert says, if I bring him a deal and Kim, they’re gonna say yes to me. And so I haven’t done that lately because I’m not necessarily acquiring, or I’m acquiring it all on my own account. So it’s like, I wanna narrow that down and I wanna have enough experience to be able to do that.

Cody Crabb (28:07)
Yeah. And I think that kind of level is what you should aim for in all of these relationships. Like you said, yeah. Well, and like you said, the things that you look for in a broker, you know, or any, anything like a contractor or any, anyone that you work with regularly, I think if you can kind of establish that where it’s like, you’ve got the trust and the rapport and you know that they’re going to be quality and it’s going to work out. That’s, mean, what’s better than just having things on autopilot like that. that those relationships are everything.

R. Craig Coppola (28:10)
Yeah, it takes a long time. Yeah

Yeah, and what to do

to your point on this is To my original point is the only way you can get there is if you have the relationship So Jim Yoder runs Velocis and Jim sent me an email say we’re open a new phone I just replied Jim you’re opening a phone I’m in and then I said and if you buy in Arizona Where you were your guys and he replied, of course and like that there it’s like there’s the relationship and he’s raising

Cody Crabb (28:59)
goes two ways. Yeah.

R. Craig Coppola (29:01)
It’s a 300 million dollar fund and I’m gonna put a quarter million dollars in it. It’s like it’s peon It’s but it’s nothing big but he knows I’m committed to him. He knows I like him He knows I’m you know, this is the third or fourth fund that I’m in so I’m gonna have a million bucks with him but And he knows hey like I’m still talking to him even though they have it on properties in Arizona for four or five years It’s like I just I like the guys get back to the relationship and this is the hard thing for people like you like if you’re remote

Cody Crabb (29:10)
Yeah.

R. Craig Coppola (29:29)
I have one good conversation and I’m like, I don’t talk to him. don’t see him. I’ve never met him live. It’s hard. So do what you can.

Cody Crabb (29:35)
Yeah, I totally

know what you mean. And so, ⁓ yeah, if you’re an introvert, let’s get over it. You kind of just got to get over it. ⁓

R. Craig Coppola (29:43)
I will which is

really interesting that you say that because the best relationships are the introvert It’s the start that kills them, right? You don’t have to go out and be the raw They all think they have to go out and change cards with everybody’s like no you go to I that

I tell we have some in introverts that we worked with and I’ve kind of mentored I’m like You’re not gonna go get ten cards where I could I just came to this I went to this thing with six hundred people today for lunch and I’ll say to I’ll see 20 people

If you’re an introvert, you might get two. And that’s a win. It’s like, but those two are gonna be really good. And then your job is, your job is to do 50 of those. I might be able to get it done in 10. You’re gonna have to do 50. So you’re just gonna have to get out and do one or two per event. And that’s all you need. And then over a period of time, it’s crazy.

Cody Crabb (30:18)
That’s a good point.

that. I love that as an introvert. I appreciate the advice. That is good advice.

R. Craig Coppola (30:37)
Here’s a good one. My

son’s an introvert. He went to school here in Phoenix and he came back and he said I want to build my network I said great.

I said I want you to take time his first year. I said I want you to do one a month So his first year back he’s He had worked outside, but he say it’s age 25 years old one a month. He did 12 his first year Second year did 30 third year did 400 400 coffees and meetings and now his network and he’s 31 now his network is massive and it’s it’s not massive. It’s just like

He’s a yes guy now if you called him and said hey, I did a podcast with your dad I’d like to have coffee with you Charlie would be yes I’m gonna do that because he’s now learned the value of having ⁓ People that you know and we call them weak ties, Weak tie is the start of a relationship.

This would be a weak tie ⁓ You would know me.

Cody Crabb (31:24)
Yeah.

R. Craig Coppola (31:25)
It’s like I don’t know this but I had a good conversation with Craig and if he does office space if you found somebody That’s a weak tie ⁓

Cody Crabb (31:34)
Mm.

R. Craig Coppola (31:34)
And then you

turn that into a strong tie over a relationship and you have a good life. then, the way, Cody, you’re in Salt Lake, you’re probably not leaving. I’m in Phoenix, I’m here. And I’m always shocked at how many people work 40 years and then they move to Arizona to retire. I’m like, what are you doing with your network, man? I got a network here that is a mile long. I walk into a restaurant and I see people I haven’t seen in long time, like I want that. And there’s four and a half million people who live in Metro Phoenix.

Cody Crabb (31:56)
you

R. Craig Coppola (32:03)
I want to know that I have a relationship here.

Cody Crabb (32:07)
Love that. I feel like every time you open your mouth, you say gold. So I’m going to, have to cut you off at some point or else we’re just going to be talking all day. If people want to find out more about your company or what you do or work with you in some capacity, how can they get in touch with the, with you online?

R. Craig Coppola (32:11)
View and wisdom, baby.

⁓

I’m everywhere on the internet C2brokerage.com “C” the letter, “2” the number, brokerage is probably easy or just Google Craig Coppola You can find me Lee and Associates website has it yeah Cody things

Cody Crabb (32:32)
Awesome.

Well,

thank you so much for everything today and thank you listeners as well if you liked what you heard today and I know you did this is this is fantastic go ahead and give us a like subscribe follow Review all the things and don’t forget to follow us so that you can make sure to get more conversations like this one It’s been a true pleasure Craig. Thank you so much