How Joe Sinnona Built a 92% Referral-Based Real Estate Business With 3,000 Clients

Joe Sinnona (00:00)
I guarantee you they won’t do it because they’ll say to you they’re shy. I don’t like the way I look and sound on video. Well, I always say, you know, a friend of mine once told me, get over yourself. It’s the way you look and sound. Like I don’t care how I look and sound, you know why? Because what I saying and doing right now is putting food on the table. See, it’s not enough to list and sell. I’ll end it with with this. You have to come out of your shell, you have to expand and have different arms of your business.

Issa Hanna (02:04)
Welcome back to another episode of the Real Estate Pros Show. I’m your host, Issa Hanna, and today I got Joe Sinnona with me, a seasoned real estate agent and investor here to share his knowledge with us. Joe, welcome to the show.

Joe Sinnona (02:15)
Thank you so much, Issa. I really appreciate you having me on here. There’s a lot of things going on in the real estate market, and I’m here to report on them.

Issa Hanna (02:25)
I I love it. A lot of our viewers are just starting off. My favorite thing to do is to have knowledgeable, seasoned real estate people on the show and just talking to you a little bit, being in in in New York, doing doing real estate in the big city, you’ve got a lot to share. So with that, can you kind of run down what your main focuses are nowadays?

Joe Sinnona (02:48)
Sure. I I’m pretty kind of spread out, but I’m mainly a real estate agent doing business in Long Beach, New York. I am hold a couple of hats, I wear a couple of hats, I should say, in the instructor field. I teach real estate. I’m a motivational speaker with Sinnona Speaks, and I basically coach agents to be better than themselves, and I pour into agents all the knowledge that I’ve had over the last thirty-eight years.

Issa Hanna (03:18)
I love that. I love that. You’re giving back to to our field that treats you so well. But one way it’s gonna treat you really well, and and we talked about it earlier, you gotta care about your clients, right? Can you explain to them the importance of of of caring?

Joe Sinnona (03:32)
Absolutely. I think it’s very important to establish relationships in this business, because people don’t care how much you know, right, until you show them how much you care. So even a simple thank-you note saying, “Hi, it was great to meet you, and and I appreciate all the things that we went over, and I look forward to our next meeting, or if you need anything now or in the future, let me be your go-to realtor.” And and when I sign that and I send it out, you know, I send it out with care and consideration that I may not get something back from it, but if I do, it’s wonderful, because people, like I say, open up that envelope, that thank-you note, and they see not just a business card or a magnetic business card, but they see that note was written handwritten with sentiment. And and and just that little thing alone brings people together, and and then they subliminally remember you, and they throw you business, and that you’re their go-to realtor, believe it or not, whether it’s now or in the future. And what we always have to remember is that we are planting seeds for the future of our businesses. A lot of people expect a miracle right away.

Issa Hanna (04:49)
Definitely. I was going to make that connection. Exactly. The… you’re you’re sprinkling the seeds, you’re planting your garden, and and you do it with with caring, you know, because people can sniff out a fake, people can sniff out a phony. So if you don’t care about your client, if you don’t truly care about what’s best for them, they’ll sniff that out. You’re gonna get that one deal, and that that tree will never grow. So already oozing knowledge for us, Joe. I love it. And one thing that makes you really good, and I also agree, I’m loving this conversation as a fellow agent, you understand people and it makes you a better agent. You’re able to understand their needs better. So can you give our people some clarity about that?

Joe Sinnona (05:33)
Sure. You know, I’ve taken courses over the years that I’ve been in real estate, and one of those courses is body language and how to understand people and personalities. I’ve taken the DISC personality test, the SWOT analysis tests, and I do this so often to understand people so that when somebody comes my way, at least I understand what type of personality I’m dealing with. And I’m also a good listener, and I sit there and I listen and I’m patient. And you gotta… it’s a it’s something you develop. It’s not something you can actually learn. But education is so important that when you’re building on those building blocks in the beginning of your career, you get to understand that people have needs and wants and necessities. And a lot of them, you know, come to me because they know that I’m the source of the resources. And and it’s not just real estate, it’s it’s life in general. You know, when a client of mine comes to me and says, “Hey, I got a problem, I’m I’m working on some issues,” you know, it’s good to have a a general knowledge of many things besides the profession that you’re in.

Issa Hanna (06:47)
One hundred percent. And and just by talking to people, when you get good like Joe is at it, you’ll you’ll talk to them for a few minutes and and you’ll have this moment of clarity like, “Okay, this is what they need.” Very similar to a loan officer when they’re talking to people, they’re asking you questions, the whole time they’re trying to find what is the best loan option for for for you and and for your position. Realtors, we do the same thing, just in kind of a broader spectrum. So, once again, I I’m loving this show. It’s very knowledgeable, it’s very, very…

Joe Sinnona (07:22)
It comes from a place of authenticity. Remember, you have to be authentic. Like you said before, people pick up on the smell of BS. But for the last, you know, thirty-seven years, I’ve always been this way. I’ve been consistent. I’ve I’ve never screwed a client and said to the client, “Hey, you know what? I’m just gonna take the money and run,” because I always believed that the relationship garnered the relationship, and it manifested itself into something good. You give good, you get back good. You give crap, you get crap back. And and that’s what I teach to my students, and that’s what I teach to fellow agents, is that, you know, that’s karma. You’re putting out a good karma into the world, into the universe.

And a lot of agents, you know, today operate like as if they’re in fantasy island, or they’re on one of these talk shows or these million-dollar, you know, whatever programs where it’s all hyped up, and it’s not that way. And a lot of people have to wear a look about them. You know, I wear a look about me. I I have my BMW, I have my Prada sunglasses, but the thing is I don’t flaunt it. I don’t sit there and… I have to stay humble in myself. I have to stay consistent in the things that I say, and I have to work with the utmost respect and integrity. And a lot of them don’t get that, so I’m here to teach them how to, you know, follow the right the right way, the road. And, you know, I also believe in the spiritual integrity of my business. And, you know, that God is the guiding light of my business and my structure. So whatever you believe in, whoever you believe in, you have to have some sort of faith in in the things that you’re doing, and, you know, let faith be your guide and and and let be that of the unknown. But, you know, the God is is is always guiding our footsteps, and and I truly believe that.

Issa Hanna (09:29)
Yeah, like guys, you know those old old necklaces? They probably don’t know this, but those old lanyards they used to have, the WWJD? Do you think that before before dealing with your client, you’ll probably better…

Joe Sinnona (09:43)
What would Joe do? I don’t say Jesus, I just go WWJD: What Would Joe Do?

Issa Hanna (09:49)
I love it. I love it. Exactly.

Joe Sinnona (09:52)
Because, you know, you want you want the best for yourself, you want the best for your clients. I’m… I mean, a client asked me this morning if he can have the right to property, his property on his own. And I said, “Why would you wanna be me? Why would you wanna be the… you know, once you give me a property, I’m the one that’s steering the ship or riding, you know, driving the bus. So why would you wanna do that?” And then, you know, he he he prefaces it by saying, “I’ll pay you, you know, a little bit if I find the person on my own.” And I said, “No, I I don’t want that deal.” You know why? Because that’s crumbs on the table. You want to pay me? Pay me the full month’s rent that I’m that I’m owed.

But the thing is, don’t try to do my job if you’ve never done my job. You know, this is why you hire a professional. You hi— you wouldn’t pull that with a dentist. You wouldn’t say, “Hey, just do the X-rays and I’ll do the and I’ll take care of the cavities.” So what makes a real estate agent different from a lawyer, a doctor, or any type of high-end professional that works with people, that where people would not pull that? But realtors somehow get that that back end, you know, that, “I’ll take advantage of this person.” No, no, no, no, no. I’m not in this business because I wanted to be in this business this long to entertain people, or or let you do my job. I’m in this business because I do my job, and I do it very well. And and and I and I’m that sure of myself, because day one I wasn’t, but day thirty… year thirty-eight I am.

Issa Hanna (12:22)
One hundred percent. You get paid for your experience, and you never sell yourself cheap. I I think people think they could take advantage because you’ll get a… not a lot of new people or people that are part-time, you know, the part-timers, they’ll do anything for a deal. But guys like Joe, you’re not gonna be able to deal with Joe. You’re not gonna get his knowledge, his expertise, his services at a discount, and and rightfully so, because you’re paying for the best when you use Joe. And it’s not like he charges more, he charges exactly the same as any other agent, so…

Joe Sinnona (12:55)
And and when somebody says, “Would you would you do it for X amount of dollars? Would you sell my house for X amount?” Well, are you gonna take your pay cut at the end of the week as well? Because if you take your pay cut, I’ll take my pay cut. If I can’t get you what you want, of course we’re gonna have that conversation. Of course we’re gonna sit down and and and negotiate. But why negotiate and take the motivation out of me at the onset of our relationship? And if I show you how weak I am here, then that should only question how weak I’m going to be in the negotiations to get you the highest and best price for your home.

And I worry about people, I really do. I carry that worry that they’re willing to sign on a discount broker before they would use a guy like me. And I would say, be careful what you pay for, because that’s great that you want to save money. So I let them go. I can’t tell you how many listings per year I let go because I will not work the way the consumer wants me to work. I always tell my students, and I do this in my own business, just so that we’re telling the truth here, I ask my my consumers… I tell my consumers, whether it’s a whether it’s a buyer, a seller, a landlord, or tenant, “Let me show you how I work. And if by the end of that conversation they’re not happy with how I work, then let them go find someone else who is willing to do what they want.” I’m not willing to do what you want, so to speak, because what you want is to take control of this bus, and I’m not willing to let you steer it once you sign those papers. That ain’t gonna—

Issa Hanna (14:46)
And it’s for the benefit of the consumer. You know, when you’ve got the best driver driving the bus, why why would you for one percent less, half a percent less, a quarter? It makes no sense, guys. You pay to get the best. And and a lot of times you’ll go with those discount guys and and they’ll sell your your house at a discount, right? Or they won’t comp it outright, or or something will go bad with an appraisal. When you’re using somebody like Joe, these bumps don’t happen because he foresees them already, and that’s what you’re paying for. So I can definitely relate.

Joe Sinnona (15:24)
I yeah, I didn’t get to be who I am because I’m a pushover. I got to be who I am because I always believed that this was always a good profession to be in. People envy what we do. You know, people think that we’re super duper rich and and they don’t need to use us. You know, I still have my two young daughters, my wife, we all eat at the same table, and at… we can’t eat. It’s a terrible feeling when you can’t put your your food on the table. And I experienced that, and I continue to experience that when the market goes soft, or when the the the people are disloyal to you and they use someone else. You know, the people don’t realize that they’re hurting, you know, the person that’s trying to help them the most.

Issa Hanna (16:16)
Definitely. And and it’s a commission-based business. So if we don’t sell, we make no money. And I know a lot of real estate agents come December through through March, you know, December, January, February, I know some some high-earning real estate agents that might close a deal or two in those three months, and that’s every single year. Yeah, nobody wants to move in the wintertime, so it’s a very slow time.

Joe Sinnona (16:42)
This is the time to make the money, right?

Issa Hanna (16:44)
Yeah, yep, it’s the summertime. It it’s coming into before the kids get into school and, you know, end of school year, hundred percent. I wanted to shift gears and ask you about your history a little bit. How did young Joe get bit by the bug?

Joe Sinnona (17:00)
Well, to truthfully I did not want to be in this business. I was a an educator in the New York City public school system for about a minute. I I was already licensed in the summer of eighty-nine. I think it goes even way back to that time when I told my mother and father I was gonna go door to door and I was gonna sell people’s junk on the corner. And I did that from about eight to twelve years old, and I took people’s junk out of their attics and I sold them, and I made twenty, thirty dollars a week back in the day.

But the real test of time was the day I walked into my classroom and the students were not behaving the way they should be. And I was given a choice, because what I did was I literally took a a chair and I threw it from the left side of the room to the right side of the room in the back of the room. The kids were not hurt, but I I needed to establish some order in the classroom. And then my students pointed to the door, and I turned around and there was the head of the Board of Ed that told me that afternoon that either I quit or take a leave of absence. So while I had the real estate license in hand, I chose the road less traveled, as Robert Frost would say. And yes, that made all the difference in my world, because here I am talking about it, and here I am as an instructor who teaches pre-licensing, CE credits, specializations by the National Association of Realtors. I’m a speaker, I motivate people, I speak on listings, I motivate them in their mindset. I talk about the four pillars of my vision board, which is health, wealth, mindset, and relationships. I expand on that knowledge, and I’m I’m pouring into people so that they can be better at this craft, because we have an eighty-seven percent failure rate in real estate. And that to me is astonishing. So I I’d like to be one of those contributors that try to reduce the rate of failure. So that’s my history for a long short answer.

Issa Hanna (19:10)
I love the history. You got in, I mean, eighty-nine, unbelievable. And you’ve been a… like you said, eighty-seven percent failure rate. Not a lot of people stick around in this game. The fact you’ve been able to stay around and thrive, and then the, you know, the story of you had to resign and and and you, you know, that you kind of fell into the real estate thing, a lot of us have that story, but I love it because yours is such a success. I mean, you can make a movie out of that.

Joe Sinnona (20:15)
Well, there was a part, you know, there was a portion of that career where I felt like giving up in my fifth year, and I think it’s called burnout. You know, you make so much in your listings career and and all of a sudden your your road starts going like this and and and you wonder if that was the right decision to make. So in my fifth year in real estate, I took a two-month hiatus from real estate and I went to work in retail. And the retail portion, which was right here on Long Island, I was assigned to the furniture department. And then here I was wanting to go into public relations after real estate. And the lady knew that I had sales experience, and what got me back into the real estate game was that I kept asking each consumer who was coming to buy furniture, “Well, what kind of a house do you have? Describe the house. Is it a Cape? Is it a Contemporary?” And I knew the styles and I sold $150,000 worth of furniture in one week because of my background in real estate.

And I knew right then and there, I said, “My goodness,” I said, “that I need to get back and reclaim everything that I abandoned, because if I don’t do that, some idiot’s gonna come along and, you know, rob my clients.” And at the time I had about sixty-seven clients, and I got all sixty-seven back when I came back, and now I have over three thousand clients that give me business on a referral basis. Ninety-two percent of my business is referral, and, you know, and I’m serving up a third and almost a fourth generation of people right now, which is awesome because I’m a solo agent and I’m working in the field, and I’m outshining the the Gen Y’s, the Gen X’s, whatever you want to call… I’m a Gen X, but the Gen Z in, yeah, the twenty-somethings. And they’re doing good and they have the ability to do great, but they are lazy. See, and that’s where I have the upper advantage, because I learned at an early age that you must have a work ethic, and you gotta push that work ethic. You can’t stay three hours in a gym working out and doing absolutely nothing. And if you’re gonna do three hours in a gym and work on your body, then work on your business while you’re working out. Network with the people that you’re there, give out your business cards, tell them you are a realtor and be proud of it. See, I don’t think we don’t do enough of—

Issa Hanna (22:49)
No, they, you know, you can’t just expect people to know that you you’ve got your license. And and and, you know, the young generation, I will give them one thing: they’ve got such a grasp on the tech and and using social media, but like you said, one thing they’re lacking is that old school hit the ground, establish these these relationships. Word of mouth, ninety-two percent, like you said, of your business is worth… you know, repeat business or referral business. Those referrals is because of word of mouth. It sounds old to say, but the best advertisement is word of mouth, and Joe’s living proof of it, so…

Joe Sinnona (23:26)
And I do want to say this: they they may have a grasp on tech and Instagram and Facebook, TikTok and LinkedIn, but it’s not the… they should not rely on that as their end-all, be-all resource in real estate, because, you know, they gotta talk to people. They have to make connections in business, in the community, and join the Chamber of Commerce, join a charity, talk to people instead of being behind, you know, doing this all day and being introverted. Come out and and and get yourself into an extroverted, you know, atmosphere so that this way you can talk to people. You know, doing the SWOT analysis, doing the DISC personality is going to only help you to open up your personality. And a lot of them are very introverted and still play gamers. I call them the gamer generation of realtors because they’ve stayed inside and they did not connect with people on the outside. They didn’t play ball in the streets of Brooklyn like I did. You know, and and we were always on the streets, and we were always saying hello to people, and it came naturally to talk to a neighbor or two. Today’s world is a little bit different because they’re inside and they don’t go out often to meet people.

Issa Hanna (24:51)
Yes, one hundred percent. I I remember, you know, showing clients’ houses, buyer clients’ houses where they’d have the whole family in front of me, and I I’d be like a public speaker just up there explaining it to ten people, you know. So I can definitely relate to this great piece of advice. You guys gotta get out there, have some FaceTime, ’cause ’cause it is definitely… it’ll go a long way, especially in today’s world. Absolutely. I wanna I wanna talk a little future now. We talked past, talk present. Five years down the line, where am I gonna see you at, Joe?

Joe Sinnona (25:26)
You’re gonna see me on one of the biggest stages of your entire life speaking to thousands of people. I wanna, you know, really blow up my motivational business. I want to be on stage talking to hundreds of thousands of people throughout the country and throughout the world. I’m I’m in five countries right now in my business, I hope to be in two more, and then, you know, I’m slowly, you know, settling down with the real estate end and fueling the speaking end. And that’s where I wanna be. I wanna I wanna be on stage, and I wanna take my retirement out on stage by professing, you know, as we call it, the good news of real estate. And and hopefully, you know, God Almighty up above will give me the strength and the health.

These are the four pillars of my vision board. I wanna I want to ignite a fire into this community of business people, because if we’re going to take this out, if we’re going to pass the the, you know, the baton over to someone else or some other people, we have to do it in such a way that we have to, you know, really expand on education in this business and how to and what will it take for me to make the same money Joe Sinnona made over the years and the same relationships. So that’s something that I want to, you know, educate more and more young people to do. And I hope they’ll come to my seminars to to really learn that—not the three-day shot in the arm that they’re gonna get after the seminar, but a lifetime of of knowledge of education, and they’ll they’ll want to call me and say, “How do you do this? And how did you do this?” You know, and and I will gladly expand on on that answer to them so it can help them.

Issa Hanna (27:21)
Amazing. Amazing. I mean, you want to give back to the business that gave you so much. As somebody who literally was an award-winning realtor, closed hundreds of deals, talking to Joe, who’s closed thousands of deals, the knowledge gap and the the the stuff he’s even handing us down right now on this podcast, you guys, is golden knowledge. So make sure if you guys see his name light up on a marquee somewhere for public speaking, you guys buy those tickets and check them out, because unbelievable, one of the most knowledgeable agents I’ve ever had on the show. Thank you. And I want to kind of… we’re gonna wind down and start to wrap up now, but I wanted to get one last piece of advice from you. And you touched on this a little bit, but I want you to go a little bit more in depth on it: building business relationships, growing your networks, where do they start? Where do people start?

Joe Sinnona (28:17)
I think they start mainly in your sphere of influence. I I don’t believe in family and friends as as part of the sphere—I believe in going beyond the sphere. I have a class coming up where I’m gonna be teaching how to go into your sphere of influence and then go beyond it, because there are businesses out there that you would probably never think of of trying to get business from or even reaching out to. And it’s the simple ask, it really is the simple ask. And it starts in the business community. You know, I hit almost every business when I go out. You know, once a week I probably visit, I would say a good ten businesses in my community, and I ask them for business. And people ask me, and people say to me, “Well, why do you ask them at your stage in your career?” Because again, you know, the money runs out, the commissions runs out.

So if you expand in your business community, join the Chamber of Commerce, join a a charity organization, a charitable organization, and you start to talk to people about what you do and what your ask… You know, “How is your business going? What is it that you could do better in your business? What can you ask, you know, other people?” So if I was in Cleveland, Ohio, for example, I’d be sitting there and saying, “Hey,” to an old-time veteran, I would say in the business, I would say, “Hey, how many homes did you sell in your career?” And they, “I sold thousands.” “Are any of those people still alive? You know, is there anything that I I personally can do as an active agent, you know, because I’m still here, I’m still functioning, I’m still working? So is there anything I can do for your clientele? And maybe you and I can be business partners and I can help you with a referral fee, you know, so that this way in your retirement I’m feeding your retirement, but at the same time, I’m, you know, helping my future and my my present.”

Because I still have two young daughters that have to go to college. I still have two young daughters that love to eat steak. Why not? You know what I mean? Why not? I do it now with a with a veteran that retired last year, and he and I are good friends, and he gives me all his clients. And I, you know, he’s still licensed, he’s still in a referral program, I can still give him twenty to twenty-five percent commission rate, and it’s perfectly legal. So that’s just one source of people that I need to have in my, you know, sphere of influence.

The other people, like the business community where you get, you know, your nails done, your hair done, you go to the butcher, you go down the street to the cafe—those are all the people that I would expect an agent to have their business cards in those businesses. And here’s another thing: those businesses don’t all have social media, so if I set you up on an Instagram page or I tag you if you do have Instagram and I’m in your business, I’ll do a short little flip, tag you. You know why? Because you’re helping me by making sure that my business cards are in your business. What can I do for you besides eat your products, you know, if it’s a restaurant or a cafe, you know? Or why can’t we help each other in the business community?

And I I approach the owners like that. And if I do a short little blip on, you know, somebody’s favorite, you know, signature dish in a restaurant, and I interview the owner and I go, “Tell me your your signature dish and tell me where you’re located,” and I do like a 50, 60-second commercial for them, you know, this has got power. The phone has power, and the Instagram, the Facebook, the LinkedIn, they all have something which is my favorite four-letter word: FREE. They have a free button where you can record everything and stick it out there, because you don’t know who’s watching, who’s listening, and that’s how you become a branded agent.

Issa Hanna (33:19)
Unbelievable advice. I asked this question to everybody that comes on the show. You actually gave them a roadmap just now of of what to do, I mean, step by step. So guys at home, new agents, record this, put this on replay. This was a very, very heavy piece of information that can make you thousands of dollars that Joe just gave.

Joe Sinnona (33:45)
Guarantee you they won’t do it because they’ll say to you they’re shy. “I don’t like the way I look and sound on video.” Well, I always say, you know, a friend of mine once told me, “Get over yourself. It’s the way you look and sound.” Like I don’t care how I look and sound, you know why? Because what I saying and doing right now is putting food on the table. See, it’s not enough to list and sell. I’ll end it with with this: you have to come out of your shell, you have to expand and have different arms of your business. Like I’m about to embark on an international global branch of myself, and I can’t wait till the day I cut the ribbon, because when I cut the ribbon, it’s not going to be about the branch or how much money it’s going to garner me—it’s a dream. It’s it’s something that I’ve always wanted to do, it’s a manifestation of my vision board. I want to open up in Italy, I want to open up in India, I want to make sure that that the people that are working in these two countries are happy and that they have my support.

It’s about the connection, it’s about the relationships. It goes back to the mindset: I need a a good mindset to understand that these relationships have to be strong. That’s the only way I’m gonna make the wealth. And at the same time that I’m doing all this, I’m watching my health. I’m I’m a diabetic, and I want to overcome and eradicate my diabetes before I die, because I don’t want that that that that strenuous, you know, discomfort of of of a disease, because I want to be able to hold my grandchildren one day. And you can’t have health… you can’t have your wealth without a good health, and you have to have a mindset to do everything so that you can keep the relationships. Those are the four corners of my vision board, and I’m glad I was able to, you know, talk about them here, because a lot of people don’t understand how to truly put a vision board together. I hope that you’ll manifest this, you know, with this advice.

Issa Hanna (35:45)
Definitely. Unbelievable advice. One thing you can’t buy in the world: more time. So another great point, Joe. Excuse me. And now if people are at home and they want to deal with the most knowledgeable realtor on the East Coast, possibly the United States, where could they… where could they reach you?

Joe Sinnona (36:09)
Well, my my channel is on Instagram. It’s called Sinnona Speaks, S-I-N-N-O-N-A. And you can get me on Instagram, and my phone number is 516-375-8162. I keep an open channel there. Just if you’re nutty and you’re crazy and you’re about to kill me, just don’t use that phone number, because I don’t want to hear from you. But if you’re if you’re an agent who wants good, sound advice and wants to really understand partnerships and and and hard work and discipline, you can tune in any Wednesday morning on my channel, which is Sinnona Speaks. I have a ton of of knowledge there alone that people are tuning in and they are realizing that they have to do the work that is necessary to create the best version of themselves.

Issa Hanna (37:03)
So, guys, run over to Sinnona Speaks, subscribe, like, because like I said, Joe is a is a well of knowledge that very hard to come across somebody who’s who’s putting this kind of knowledge out there, and has… you know, he’s not faking the funk. He actually has, you know, he’s he’s gonna walk the walk, he’s not gonna just talk the talk. Joe, I it was a true honor. I’d like to thank you so much for coming on the show.

Joe Sinnona (37:30)
Thank you so much.

Issa Hanna (37:34)
Yeah, I really, really enjoyed our conversation. And to our viewers at home, if you enjoyed my conversation with Joe and want to see more like it, make sure to hit like and subscribe. I talk to people every day that can bring us different knowledge on every aspect of the real estate industry. Until next time, the Real Estate Pros are out.