Real Estate Lead Generation: Why Prospecting Still Beats Social Media

Gustavo Munoz Castro (00:00)
I prefer cold calling expired and FSBO than calling my database. I just want to be clear about that. It was not an easy call for me to make. Like it was not, right?

Like I want to be clear, it did weigh the phone did weigh 10,000 pounds sometimes for me to make those calls. It was the hardest activity I had to do. I did not like calling my friends and family and saying, hey, you know, and it was an easy call, an easier call to make than most, was inviting them to a class. It was still hard for me to do, right? But what made it easier was it only took me about two, three hours and it was $30,000. You know, if you have an activity that pays ten thousand dollars an hour.

Issa Hanna (02:08)
Welcome back to another episode of the Real Estate Pros Show. I’m your host, Issa Hanna and today I have Gustavo Castro with me.

Here to share his knowledge. He has a wealth of knowledge in the real estate industry. Huge real estate agent, turned trainer. So he’s here training real estate agents and giving everybody knowledge. So who better to come on the show and give us their knowledge than Gustavo. Gustavo, welcome to the show, brother.

Gustavo Munoz Castro (02:35)
Awesome. Issa, thanks so much for having me on here. You know, happy to be here. And yeah, I’ve done you know a lot of jobs in real estate. I was the real estate agent, solo agent, built the team. And now I run, PowerISA. And you know, I help, you know, real estate agents, real estate pros, investors, mortgage officers, hire, train, and manage inside sales agents, right? Virtual inside sales agents to help them, you know, make more calls. That’s part of the job, you know, we typically struggle with whether you’re an investor or a retail agent, you know, that phone can weigh 10,000 pounds sometimes. But it is still in 2026, it’s still the best way to move your business forward. So we help people with that.

Issa Hanna (03:14)
Hundred percent. The old ways are still work and we were talking earlier and you said prospecting, although it’s not as prominent as before, it still works. So tell our viewers why they still need to prospect.

Gustavo Munoz Castro (03:28)
Yeah. So, I tell agents, I like to in like categorize like kind of lead generation you can do. And this applies to investors 100%. Like there’s different kinds of leads. The highest converting, highest quality lead known to man is always going to be your personal database. People that already know, like, and trust you, right? So whether you’re an investor or you’re a loan officer or you’re a real estate agent.

Like if you’ve never tapped into that, and a lot most agents haven’t actually, they never actually tap into their personal database. Like that is always going to be the fastest, highest quality source of business ever. Okay. That’s number one. So outside of that is where everything else is, right? And we’re in an industry where somewhere between 70%, 80% of the deals come from referral and recommendation. So every other lead source, the you know, the portals, Google, Meta, cold calling.

Every we’re competing for the other 30%. So I want to put that into perspective, folks. Like I’m really trying to motivate you guys to really tap into your personal database. That’s always going to be huge. Outside of that, the number two lead source, highest converting, highest ROI, is going to be prospecting. Okay. Prospecting. What do I mean by prospecting? You’re going to take a list or a group of people that don’t know you and you’re going to direct message, like directly one-on-one interact with them and say, hey, this is Gus, and I’m an investor.

This is my buy box. And, I would love to, see if you want an offer on your property, right? That’s like the simplest form of prospecting. It can be door to door. It can be, sliding into those DMs, although that’s harder to do nowadays. It can be on the phone. It can be any other which way you want, but it is a one-on-one interaction with people that don’t know who you are, don’t know why you’re messaging them, calling them, knocking on their door. And it’s showtime, baby. That’s when you want to like give them that pitch.

You only got a couple seconds before they shut that door, they hang up that phone, they block you on that DM. So you gotta bring it, right? That’s why I say it’s showtime. That’s what I mean by prospecting. It is the 99.9% of people that don’t know who you are, right? And you’re trying to get in front of them and get their attention. That’s number two. That is the second highest converting, second highest ROI lead source. And then after that.

That’s where everything else is. The Google PPC and the Meta and everything else, right? So I would say, you know, everything else would come after that. So that’s why I tell folks you shouldn’t sleep on prospecting. You should find a way to incorporate prospecting into your business because the cost to acquire is only gonna it’s only gonna be second to people that you already personally know. That’s the second lowest cost to acquire deals, is gonna be prospecting based. And I don’t want to knock, you know, internet leads, social media, that stuff works great. It’s just

It converts less and it costs way more. You just gotta make peace with that.

Issa Hanna (07:05)
Definitely. So I mean you’re hearing it from a top pro. And then as a former award-winning realtor, you know, who built his business through word of mouth, through my personal sphere, I can personally attest, number one, one hundred percent. A lot of people skip the prospecting and go straight to the third, the social media leads and whatnot. We’re here to tell you guys, don’t skip that part because they do turn over a lot. And like you said, you got a short window.

To impress them. So make sure you’re ready to go when they do answer that phone. Man, we’re already rolling five minutes in and you’ve given us so much, Gus. I also wanted to talk about one of your strengths, right? Your company, you’re focused strictly on real estate, right? And the knowledge, the wealth of knowledge you bring is one of your strengths. So for people at home who are like, okay, what kind of knowledge does he have? Give us a little bit of the knowledge you’ve acquired over these long years.

Gustavo Munoz Castro (08:03)
Yeah, absolutely. So I would say one of the things that we do best, right, is you usually a weakness for agents and for investors, which is picking up the phone and making things happen. And we absolutely are in an era of social media. People pick up the phone less. All of those things are true. I acknowledge that. People don’t love the phone. We’ll talk to people and go, hey, I don’t I don’t call my mom. Why am I talking to you on the phone? Right. So there’s definitely a more resistance, but

A two-way conversation in real time is still the best way to convert people, even in 2026. Yeah, it can take a few more DMs and text messages to get people on the phone. That’s absolutely true. But there’s nothing converts like a two-way conversation in real time. And that’s all a phone call is a Zoom call, FaceTime, kind of whatever you will, or you know, belly to belly in person. So I would say one of our biggest strengths is that we lean into that.

We don’t shy away from that. The people we help real estate agents do what they do best, right? Issa, they’re great at talking to people, right? Like they want to interact with potential buyers, potential sellers, motivated sellers, distressed sellers. They’re great at getting in front of people and converting them. The challenge isn’t that for most agents. Most agents are not going to fail at the listing presentation present. That’s usually not where they fail. They don’t even talk to sellers, they don’t talk to enough sellers.

They don’t set enough appointments for them to go on and get better at that listing presentation and get better at that buyer presentation. So our superpower, our strength is that we help with that part, which is getting people on the phone, following up with them, making enough call attempts. In 2026, it takes eight, nine, 10 attempts to get people on the phone sometimes. And they might actually want to talk to you. Like they might actually want a cash offer on their property. They might want to know how much they can get for that property right now.

They’re just busy, right? They’re just, they don’t have the time of day to pick up the phone sometimes. So that is a part that we help a lot of agents and investors with. Getting enough at bats, getting enough. So I tell people to think about it this way, right? You’ve got to solve three different problems. One, you’ve got to make enough calls, enough text messages, enough, you know, enough of those activities to talk to people. Okay. You have to have enough activity to get some of those at bats.

The second problem you have solve is you got to find a way to close for that appointment once you get their attention, once you get that conversation going, right? And a lot of agents, that’s really where they fail. They don’t know, they don’t have enough activity. They’re not doing enough activity on the front end. So they’re not having conversations. But then when they have the conversation, they don’t have the skill to close for the appointment, right? You’re not gonna sell a house over the phone. We all know that, but you can get your foot in the door.

And have a conversation with that buyer, with that seller, right? That’s a second. And then the third problem, Issa, is you gotta get in front of them, and that’s where the magic happens. Get them to sign on the dotted line and get them to become a client, right? But there’s those you gotta solve those three problems. And most agents never get past problem number one. They’re rehearsing a listing presentation, they’re gonna, they’re gonna deliver once a month. That’s just not enough. That is not enough to get good in anything.

I don’t I don’t care what you’re trying to do, whether you’re cooking or want to get good at sports or you want to pick up a hobby. What one at bat every month is just noise. You have no idea what’s working, you have no idea what’s not working. So we help people solve that first and second problem. We can’t get in front of the seller or the buyer to present for you. Well, I wish we could, we can’t do that. But we can help you solve those first two problems and get more at bats, get more opportunities.

To talk to motivated buyers and sellers.

Issa Hanna (12:21)
Exactly. And you know, my previous life as a as a big time realtor, I’m attesting to exactly what Gus is saying. I talked to realtors and I’ve been a real estate agent for twenty-five years. But they might have that one appointment a month. They weren’t as experienced as somebody you know, like me, even in my first five years who had a couple hundred deals under his belt already. So

you know, a client can sniff that kind of stuff out, you guys. You know, they they’re gonna deal with the knowledgeable guy, they’re gonna deal with somebody who comes in confident and has done this a million times and will get their deal done. So what Gus is offering you guys is that experience is to speed up the process by years. So I mean it’s kind of like a rocket ship he’s giving you. So man, I love that. I totally love that. And I wanted to shift gears a little bit because

I got into your background a little bit and I love I love your origin story. So can you share it with our viewers?

Gustavo Munoz Castro (13:23)
Yeah, absolutely. So, you know, I got into real estate kind of a through a kind of a sideways, you know, process. I’m born and raised in Mexico. I went to the US to work as a software guy, right? So not a typical path, you know, for me and my people, to be honest. So I went to work at Microsoft, worked there for about 10 years. So I it’s not like I was, you know, I didn’t find my calling in real estate right away. You know, I went to work for a big, big corporation. I worked there for a really long time, and it was my wife that got in.

And you know, I brought her over from Mexico. We got married, everything. And she’s an engineer too, by the way, right? But as soon as she got her work authorization, like her papers to work in the US, she’s like, Awesome. I want to become a real estate agent. And I’m like, what? Hold on, what’s going on? And you know, she just had, you know, a really good experience when we bought her first home, a condo in 2007, by the way, not a great time to buy, but that’s a whole other story for another day. But she got so it was fun, thought it was awesome, a great experience. She said, Hey, I could totally do this.

And you know, she saw that she saw the money that agents could make, kind of and kind of be your own boss, work your own hours, you know, the same way we all kind of get enamored with the industry at first, and she wanted this a shot, right? So she got licensed in 2008, just as the world was ending. How people remember that? And she was the rookie of the year in 2008, and she only sold the bank houses. So that that was 2008 for you guys, right? So that was crazy. And but she stuck with it, right?

Like in in the city we were in that time, Seattle, Washington, 50% of the market was distressed within a year. 50% of sales were distressed sales, like REO, you know, short sale, all that fun stuff, right? And she was still grinding through and learning all that stuff. So in 2010, I’m like, you know what? I think I’m gonna help you out here. You’re you seem to be taking this seriously. This is working. Even with everything that’s going on, you’re having success. I’ll help you out. I got licensed and I went full time in 2013.

But I started as like the nights and weekends guy for my wife and her like her early business, right? And then I decided, you know what? I’m having more fun on my side gig and my nights and weekends job than I am in my like full-time job. Like I think this is worth exploring. I took, I said, I’m gonna take a sabbatical six months. Gonna take a six month break from my software career and I do real estate. That was July of 2013, and I haven’t gone back since. So it’s you it’s been a pretty decent run. But I was an agent.

I was showing homes. I was presenting to sellers. I was making the calls. My personal database was the bedrock of my business. And then I discovered this is 2013. You could call expired listings. Not even from 2013, from 2008. Issa, you could call people from five years ago. They’d pick up the phone and they’d still want to sell because they couldn’t sell for years after that. Years, right? So I was making calls for a couple hours a day. I was setting two appointments a day.

With old expired, right? Back in the day. I’m like, hey, this is pretty cool. This isn’t, I could probably do this previously. And then I hired someone to do it for me, right? As soon as I could. I brought in a guy, I taught him, and within a within about 30 days, he set 22 listing appointments for me in his first month, like second month. Within 30 days, he was doing that, right? I’d never been on that many listing appointments, right? Like from somebody else ever in my life. Holy cow, that’s amazing. Because my biggest issue, right? I could when I called, I could set two appointments a day.

My issue was I didn’t call every day. I got busy. I was servicing clients. I was putting out fires. I was, you know, hugging moms and kissing babies. Everything you do as a real estate agent. And I was very inconsistent with my calling. As soon as I got someone actually in the chair making calls for me, I went on 22 listing appointments the following month. I’m like, okay, I’m on to something here. Right. And then, you know, I mean, I’ll be brief. This is actually a much longer story. My wife got sick.

And she got better, she had cancer, right? And she recovered, fully recovered. But during that process, we realized, Issa, we wanted to come back home, right? Wanted to come back to Mexico too, and that’s like a whole soul searching thing. There’s more to that, but I’ll summarize it to say we wanted to come back home and start a family, right? So I said, okay, great. I’m running my real estate team. I’m killing it here. I and then I’m gonna run it remotely. Like this is with my brilliant idea. This is 2016. Brilliant idea. I’m gonna try and run a real estate team remotely before remote work was a thing.

It was an unmitigated disaster. Okay. And then, but the only thing that worked is that I decided, hey, if I’m going to be in country, I’m not going to hire folks up in Seattle. It was very hard to really keep people in the chair because they had so many opportunities in Seattle. I said, I’m going to build a team here locally in Mexico and I’m going to call through that. That’s the only thing that worked. And then when people found out what I was doing, right? Because I would hand off deals. I did I couldn’t work them anymore, right? I was an agent. I had my calling team.

They said, Hey, can you have can you set up a caller for me? I had four people give me ten thousand dollars and said, Hey, Gus, if you’re down there, you’re good at this, you’re a good trainer, you know how to teach people, you understand this stuff really, really well, you’re having a lot of success up here. Can you help me with this? I’m like, Yeah, I can actually. I have a little bit of time now. And that’s how it started. I got four clients, you know, within a few months. And now we’re servicing over 150 people, agents and teams all over the US and Canada.

And that’s it. That’s how I got into real estate, the long and short of it.

Issa Hanna (19:25)
I love that. I mean, I read about your story on your bio online, and I’m like, man, you know, that is literally the real estate, quintessential fall into real estate type o story. Start doing big business, creating generational wealth, freedom, able to go back to your home country and have freedom of movement, freedom of life, and then scaling your business and grow, you know, basically birthing another business.

Out of what you did. I mean, that is the epitome of what you can do in real estate, you guys. There’s so much different ways you can go with it. And it all starts with that one base. So, man, that’s why I wanted you to share the story. It’s truly amazing.

Gustavo Munoz Castro (20:10)
And you know, we were talking about database earlier. I closed 17 deals for my database when I didn’t live in the country the first year. Because you know, you’re doing something new. I I saw you’re not sure if it’s gonna work, right? So I was doing both. I was like still selling real estate with a partner on the side as I was building this new business. So don’t tell me database doesn’t work. I didn’t even live in the country and I closed 17 deals remotely, like truly remotely. So yeah, another plug to work your personal database.

Issa Hanna (20:39)
Yeah, definitely. Start with that sphere, start with that database, you guys. That is the highest turnover. I also now want we talked about the past. I want to talk about the future. You know, you’re growing this company, it it’s booming. You’re very personable, knowledgeable. I could see you doing huge things. So if I look you up, Gus, in five years and read your bio, what’s it gonna say?

Gustavo Munoz Castro (21:04)
I have a feeling that five years from now, we’re gonna have a big role to play in this whole AI revolution, right? I think you know, anything we do is gonna have some relationship to that. Because as teams, as agents, you know, scale, I think they’re gonna use more and more AI to do that. And I I’m an AI optimist, you know. I don’t I don’t think for a second that AI is gonna replace real estate agents and investors. I don’t, I just don’t think that’s a thing, right?

I think this is the biggest purchase of people’s lives. If you’re gonna sell real estate, it’s the biggest sale you’re ever gonna make in your life. I don’t think, I don’t think people want people out of that process, especially on the investment side, right? Where you’re dealing with people like motivated sellers that are going through a really rough process. I still think it’s gonna be a person-to-person activity no matter what. But I do believe that AI is gonna supercharge a lot of real estate agents, a lot of investors. You know, when I was coming up in the business, you’d see investor teams that were.

15 people on these teams, 10 people, dozen people on these teams. I think in the future, there might be a three-person investor team doing a thousand deals a year, like a thousand sides, right? Like I think I think that’s gonna be possible, right? Because of the of what these tools allow us to do. So I think that in five years, I’m gonna be known as like the go-to person to help bring AI and people into your business to do the same thing we’re doing now.

We’re connecting people and opportunity. That’s all we do. We’re helping real estate agents connect to more deals, right? That’s really all we do. I think in five years we’re gonna do that. It’s just that we’re gonna be supercharged with AI.

Issa Hanna (22:45)
Amazing. Yeah, the AI revolution is here, you guys. We need to embrace it. Just like the internet revolutionized the real estate game, this is even more because what I call these AI apps, I call creativity calculators, right? You might not know how to draw up an investment memorandum that can go to Wall Street, but ChatGPT does or these AI systems do. So anything you could think of up here, you can create now through AI. So it

Unbelievable. The marketing possibilities for realtors, just that alone is unlimited. So you guys take your notes. This this was probably one of our most informative shows we’ve ever had with Gus. So get your notepads out, take some notes because everything that’s coming out of Gus’s mouth is golden advice. And now I want to get your advice for the for the young people who are just starting out, maybe they’re new realtors, new investors.

Like you said, our business is all about connections, connecting people with opportunities, building relationships, growing your network. So for people who are just starting out and they’re like, all right, I got my real estate license, what do I do now? What’s some advice you’d give them on how to get the ball rolling on these relationships?

Gustavo Munoz Castro (24:04)
Yeah, well that’s such a good question. I think when you’re just getting started. So I had a I had an advantage when I got started, right? My wife was already an agent. So my wife did the heavy lifting of telling everyone she knew what she was doing. And you know, this is 2008. So Facebook existed, but it wasn’t a thing. Instagram wasn’t a thing. You know, WhatsApp wasn’t a thing yet, right? So it was like a little bit more old-fashioned, like belly to belly, word of mouth, like truly, truly word of mouth. I think now we have a bunch of tools.

I saw, but here’s my concern with the new people. I’m always concerned that they want to behave like they’re an influencer, right? Like, hey, I’ll talk to a lot of new agents. They’ll reach out to me. I’ll have conversations with them. And I go, you know, you know, Gus, I’m not having the results that I want. I’m not, you know, I only closed like two deals in my first year. I’m struggling here. And I always tell them, you know, I tell them the same story I told you guys at the beginning of this episode. You got to start with your personal database. You got to survive with that first. And then you’re going to build the skills.

Convert people that have never heard of you, right? That’s a little bit harder than people you already know. And they’ll usually say the same thing. Gus, I’m posting on Instagram every day. I’m making a TikTok every day, and you know, but nothing’s happening. And I go, and I go, I know exactly why nothing’s happening. That’s not strong enough to bring people to you, right? If you had an audience of five million people, yeah, that probably would be enough. Posting one today would be like you get some deals from that. Your audience is like, you know, 2,000 people.

Of which only 20 people saw that post. I want people to understand that. If you have 5,000 friends on Facebook or Instagram and you make a post, like the sad truth is maybe 5% of those people are going to see that post on any given day, right? You’re just not getting enough attention. Your message is not strong enough to grow your business. And a lot of people say, well, I post on social media. That’s not making a connection, in my opinion. It’s not making a connection. You make connections by making connections, like a personal connection.

One to one. Okay. One on one. And that could be, you know, DMs, text message, phone call, person to person. But what you don’t want to do is assume you can go one to many right off the bat. That’s really hard to do, guys. I see so many agents fail at that. They want to behave like they had an audience and they’re an influencer, and that’s just not the case. You gotta go out of your comfort zone and make those connections one-on-one early on. And maybe later, like once you’re established, you got some you got some really good content coming out.

Yeah, you can grow that audience. Organic social media as a lead source is probably the hardest nut to crack in real estate. It is the hardest. And it’s the one I see the newbies, they flock to it, right? Because they’re young. They’ve been watching people on YouTube for years, on Instagram. I they love it, right? I get it on TikTok, all these things. But man, there’s a reason there’s not a ton of new real estate agents on there, right? Like not, not a lot. There’s some exceptions out there, but.

The tried and true way to grow your business is lean into the stuff that doesn’t scale that well. It doesn’t scale that well. Yeah, there’s a reason it doesn’t, right? Because it’s hard, but it’s also really, really valuable. Okay. So make, don’t shy away from making those personal connections. And if it’s people that already know, like and trust you, or their friends or their parents or whatever it is, like make the time and have a two-way conversation with them. I don’t care how you do it. FaceTime, Zoom, phone call.

Like in person, but don’t leave it up to like that, you know, I DM them. Man, that’s not a personal connection. It’s just not. Even if they respond, quite frankly, it’s not a personal connection in my by my definition, right? Like make an effort to make those personal connections. And you hear all these different numbers, right? Like, hey, 10 connections a day, 10 connections a week. Like, man, if you did one a day, like one personal connection a day and told them, Hey, I’m a real estate agent.

Right. My here’s my personal favorite, what I would do to build my business 30 deals a year, like clockwork. I had a list of 200 people, and four times a year, four times a year, I would call all 200 people and I would invite them to a class I was teaching. If you hadn’t been able to tell yet, I can kind of talk out of my elbows, right? I love teaching and like a training people. So I would teach them about real estate, how to buy your first home, how to sell a home in this market, how to invest in real estate. You know, I work with a lot of investors in Seattle.

I work with a lot of software guys, a little bit of disposable income. I hear they would buy properties. I would just teach something. I’d call 200 people and I would invite them. 99% couldn’t make it. That’s fine. Who do you know that this could be useful for? That’s it. I would do it four times a year, 200 calls. Over the next 30 days, for those 200 calls, I would make $30,000 from calling 200 people, inviting them to real estate class.

Issa Hanna (28:45)
Exactly.

Gustavo Munoz Castro (28:57)
They’d refer me to their buddy, their coworker, the friend from church, whatever. I’d work with them. We’d hit it off. They loved us. And we’d go have them buy a house. I’d have them sell a house, right? 30 grand. You know how so here’s another thing. I want to mention this. I think it’s important. Like people think, yeah, I’ll just call my people my database.

I prefer cold calling expired and FSBO than calling my database. I just want to be clear about that. It was not an easy call for me to make. Like it was not, right?

Like I want to be clear, it did weigh the phone did weigh 10,000 pounds sometimes for me to make those calls. It was the hardest activity I had to do. I did not like calling my friends and family and saying, hey, you know, and it was an easy call, an easier call to make than most, was inviting them to a class. It was still hard for me to do, right? But what made it easier was it only took me about two, three hours and it was $30,000. You know, if you have an activity that pays ten thousand dollars an hour.

It’s probably gonna be pretty easy to do. It was a lot easier for me to do when I looked at it that way, right? So that’s how you can start and it it it is not easy, but it is simple. Make those personal connections and ask them for help growing your business. Easier said than done. It is pretty simple though.

Issa Hanna (30:14)
It is definitely a lot simpler. A lot of people get in their own heads. And like you said, that that phone will be weigh ten thousand pounds. But once you make that connection and it’s a lot of people are receptive, you know. A lot of people don’t know real estate guys off the top of their heads, right? So they might welcome a call like, Hey, like, remember I’m you know, I’m Issa, I’m a real estate agent. We met a few, you know.

A year ago, two years ago, whatever. It doesn’t have to be your close personal friend. People that you talk to once every couple years, even old Facebook high school friends from your town. Put it out there. Put it out there that you are an agent. You are into real estate. And you’ll be surprised how many people think of you when it’s that time. So man, golden advice for our new viewers.

And now if you wanted to grow your personal sphere a little bit, I’m gonna give you the floor and give you time to plug yourself. People want to get a hold of you, have you helped them with their lead generation and all that? Where could they reach you, Gus?

Gustavo Munoz Castro (31:16)
Yeah, so real easy. You can find me. You know, I I’ve got I’ve got kind of a funny name, so that helps. Gustavo Munoz Castro. You can find me on Facebook. That’s my prime, you know, social media network. I’m an older millennial. That’s why I’m kind of Facebook native. I’m not really on Instagram that much. You can hit me up. I always respond to everybody. I can’t always get to everyone right away, but I do respond to every single DM that’s sent to that account. And if you want to know learn more about my company, PowerISA.com. All together.

PowerISA.com, that’s another great way to reach out to me.

Issa Hanna (31:49)
You guys, make sure you slide into Gus’s DMs or check out PowerISA.com because it can really he can really revolutionize your business, your career. Just talking to him for you know maybe the last 30, 40 minutes, man. Unbelievable, unbelievable the advice, the knowledge you’ve given us on the show. I’m forever grateful, Gus, and I’d love to invite you back on the show at a later date.

Gustavo Munoz Castro (32:16)
Cool. Awesome, man. We’d love would love to.

Issa Hanna (32:19)
Sounds good. And I super enjoyed our conversation. And to our viewers at home, if you enjoyed my conversation with Gus and want to see more just like it, make sure to hit like and subscribe. I talk to people every day that could bring us different knowledge on every aspect of the real estate industry. Until next time, the Real Estate Pros are out.