Welcome to episode 25 of the Crushing it in Real Estate Podcast! This week we have Disen Cai and Alex Tai both superstar real estate agents located in the San Francisco Bay Area! They will be discussing how to find and build a strong and effective real estate group!

Bios on both Disen and Alex:

Disen is the group’s founder and is known for his tenacious, yet compassionate style. He’s ranked as one of the top eight agents nationally for Keller Williams Realty (out of over 160,000 agents) and is one of the most prolific agents in the Bay Area. But it’s not just results like these that drive him. At the heart of his business, it’s about helping families achieve their own American dream. His motivation lies in helping others achieve their real estate goals. He’s a people-person with international expertise that allows him to connect with individuals from all walks of life. Disen grew up on the Peninsula and has a deep appreciation for the beauty, diversity, open space, and opportunity that exists here. Although he’s lived in other countries, at one point working as a real estate agent in Beijing, he’s always returned back home. He spends his time giving back to the community through volunteer work. He’s also an expert archer, has a degree in fine arts, and is happily married to his high school sweetheart.

Alex represents distinguished homeowners and future homeowners specializing in the town of Hillsborough as well as international markets; Alex’s creative, enthusiastic, and caring nature is perfect for matching each client’s desires as well as skillfully featuring a home’s unique presence and character. As a Hillsborough resident for 33 years, Alex understands the numerous intangible benefits of living in the Silicon Valley with its unmatched weather, culture, and diversity. Alex joined the Disen Cai Real Estate Group and has been an essential part of the team for over a year, bringing his know-how and savvy approach, with 15-years of experience as an investor himself. A very active and connected community member, Alex has excellent insight into the Hillsborough market. His contacts and lifelong area residency leverage his energy and enthusiasm, enhancing his client’s dedication and insuring satisfied repeat clients and referrals.

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Dison and Alex

Intro: [00:00:00] Hey everyone. And welcome to another episode of Crushing Real Estate with Bryan Pham, where we interview real estate professionals around the industry. If you enjoy this episode, please subscribe to the show and leave a very positive review. We release an episode every single Sunday. So, stay tuned. Enjoy!

Bryan: [00:00:23] Hey guys. Welcome to another episode of Crushing It in Real Estate. This week, we have Disen Cai and Alex Tai. These guys are absolutely killing it in the peninsula area here in the Bay area. One of the top militaries is on the current affirm, and we’re very happy to learn and listen to your story today. You guys. Welcome to the show.

Alex: [00:00:45] Thank you so much.

Disen: [00:00:47] Thank you. Thank you. Thank you.

Alex: [00:00:49] I like to be on the podcast.

Bryan: [00:00:50] Hey. Definitely man. Hey, I’ll start with you first, Alex. How’d you get into real estate.

Alex: [00:00:56] How’d I get into real estate, you know, I think I was, you know, you know, I was with my family business. We have a really successful, import, manufacturing business here in the Bay area, we’re doing international business. I was managing and heading up our, you know, nationwide sales building, a new sales channel for our business. You know, it was, it was a great avenue. I learned a lot. I was kind of at a crossroads in my career, so I was starting a new family as well. And, I was looking to make a change. And that happened to, to reconnect with my old high school buddy, Disen, at a mutual friend’s wedding.

And that’s how it all started. Yeah.

Bryan: [00:01:33] How about you Disen? We, we heard so much about you in the Bay area, you’re a legend. How’d you get started to real estate?

Disen: [00:01:41] Oh, my God. I’m so honored. So, you know, that’s, I got into real estate, really. I have no choice. That’s how I got started. I was so just a little background, you know, I grew up in the Bay area. I was born in China and came to the US while I was about 10 years old. And, you know, I live all up and down the peninsula area here and after high school, you know, I was, I decided to go back to Asia for college. So, I went back to China, Beijing. And I got my bachelor there. I was there for four years.

I got my bachelor’s degree, fine arts, nothing to do with the business where we on stay. And then, after, after I graduated, I decided, you know what, maybe I don’t want to come back to the US just yet. I’m having too much fun in Asia by myself. And I decided to stay for another additional four years. So total, I was in Beijing for eight years by myself.

And then the second part of the four years I worked in Beijing. And you know, the thing is after I graduated from college, in fine arts, my major was in photography, by the way. I’m so glad that, you know, I lost, I lost my passion for art. I couldn’t find a passion to gain to this industry. And, you know, I didn’t know what to do at a time after graduating.

I’m pretty sure that there are a lot of people who feel the same way in today’s society. So, you know, I ended up just, two of my family connections somehow, went to interview for a real estate development company in Beijing. Yeah. So, after I go, you know, the CEO is a very big CEO. This is a very big company in China, in Beijing, especially. And he says, look at me and says, you know what? We have no position for you, the company, but the sister company that does secondhand real estate sales. I said, you know, you’re a young person you’re experienced in life. And that’s how I got started in real estate. I got started, we’ll say in China, in Beijing, I was an agent. I became an agent in China, in real estate, in Beijing. And that’s how I got started kind of in real estate, generally speaking.

Bryan: [00:03:45] That’s really amazing. I mean, what would you say is the big difference between being a real estate agent in China versus being a real estate agent in the Bay area?

Disen: [00:03:54] Well, that’s a really good question. you know, for from looking at it right now, I mean, the number one, the industry is different. I mean, in China, it’s, it’s, it’s not like the model that we’re shooting for here, which is very independent. In China, it’s more of a corporate model. Which, you know, every day I have to go punch in and punch out and basically just sitting in the office and waiting for clients has shown up at our sales office.

And when they showed up, we can pick them as a client, show them properties. Once they decide to write an offer, buy any properties that they like, we actually pass that over to a manager in the office and we’re done. Our job is done, as a salesperson.

Bryan: [00:04:35] Would you say that Chinese clientele is nicer or would you say the US clientele is more?

Alex: [00:04:44] That’s an interesting question. I think it always depends on the person. I mean, there’s not really a right set, but what I can tell you though, working in China, definitely, I learned so much about it and about business, about life. The reason why is it’s very ultra-competitive.  And you know, here’s the thing like every day, it’s a, it’s a challenge because your colleagues are your best friends, are your worst enemies because when a client shows up, it’s about whoever goes in front of the client, shake their hand, that gets the business.

So everybody is very competitive. And one of the things I love is that opportunity will come. But if you don’t grab it, if you’re not in the position to hold that opportunity, it will flee so fast. And that’s the biggest lesson I learned is, you know, whatever just opportunity you have to do everything we can to capture it.

Bryan: [00:05:42] I love that mentality. I can see why you’re so successful now. You know, I honestly think the same way, man. I feel like when opportunities come like you have to be, you have obviously had to be in the right mindset, even recognize it’s an opportunity, you know? You know yourself through personal growth to knowing what you want, you see it and you recognize it and you go for it. And that’s commendable on my side. You know, that’s really, really good that you recognize this.

Disen: [00:06:12] Well, congratulations on having this Asian Hustle group. I mean, it’s going so fast. It’s almost like an amazing amazingly you guys did a good job. It’s going so fast and I’m pretty sure that it’s not just what people see, you know, it’s happening and people just sign me up.

I’m pretty sure that the lab work goes into the background. So, you know, it’s mutual. Yeah.

Bryan: [00:06:32] Of course man, I appreciate it. Hey, Alex, can you kind of walk me through the structure of your current team right now? Like how many people are on the team? How’d you find them? How’d you meet them? How do you build these relationships?

Alex: [00:06:48] Wow. So, our team really, I think that we should relay that to decent how he found all of us. We are, we are growing. Our team is growing. With a really… Disen, first of all, I joined Disen about two and a half years ago. And he had, he had another partner agent, at the time when another friend of ours that we grew up with and then it was her, me. And then soon after Eric Chu, our other partner agencies that he’s killing it, killing it, joined us as well. so, it really, it was the four of us really spearheading most of that first year. and Disen, when was it that the next agent started joining? Was it Angie last year?

Disen: [00:07:32] Yeah, just, just to, no, that’s a good question, but thank you, Alex, you know, I just want to, listeners right now to have a more, a better picture of kind of our team, how they’re structured.

So, you know, currently, we have 10 people on the team, including myself, and right now all of those 10 people, we have three operations. Which are personnel that work, basically runs the business from the background, handles all our paperwork actions and the rest seven, including myself are sales agents.

I started, I started this with, I started to build this team in 2000, back in 2016, I started with mob abrasions and one sells on an agent and Alex joined me, I believe in 2017. That’s you, that Alex came in and from 2017, basically, we just grew from two agents to now.

Bryan: [00:08:24] That’s awesome then. And did you, so you met all these real estate agents through prior relationships or how’d you filter through them?

Disen: [00:08:33] That’s a good question because I think that’s kind of sets us apart from some guy lives out there. I want to give you a small example. Alex. I mean, I knew Alex in high school. Locally.

We actually met from a night class. We were in different high schools, but somehow, you know, fate, whatever you want to call it, we ended up meeting. Night high school tried to make up a grade. That’s how we met that was in sophomore year or something like that. My other partner, Eric Chu, who went to high school with me. And we knew each other since high school. One of our newest members. So, I team Chloe Chen is also someone that I met through high school as well, and also, you know, one of the other things is that my well, my school manager, Tiffany Tyson, Used to be my client. As a buyer. I used to represent on the purchase of the home and my director of operations, Andrea Lee, who’s helping us so much with our business. I met her from door-knocking the neighborhood. That’s how I met some of them, so just to give you examples. So that’s how kind of how this team came to be to this point.

Bryan: [00:09:47] That’s awesome, man. That’s really good to know that, you know, you. You know, it’s when you, when people start on a business, like they think that, Hey, like I can’t work with my friends. I can’t work with people. I know, but I think that you guys are taking the secret recipe is to work with people you actually know. You have to build a relationship prior to working with them. So, you have that trust already, you know, because I feel like statistics per se, like prowess, like my parents are like, Oh, you never want to do business with your friends. I think that’s the complete opposite. Like you want to do business with your friends because this is a tricky field, but you want to be able to work with people you can trust and people that you know can execute, you know? That’s great. I think it puts out a 21st-century spin on how we approach business as millennials. Right? It’s, it’s a key point.

 And you know, one of the next question I want to ask more towards like, Obviously, like we know about your success, as you know, as realtors here in the Bay area, like, what would you say has been like your, what would you say has been like your routine or any, any rituals that you guys perform together? Like, you know, daily meetings, daily motivational quotes, like how do you keep all the teams so highly motivated all the time.

Disen: [00:11:06] Okay. I, I can’t answer this question. Well, number one, I think, you know, back to what you’re saying about friends and family and relationships, I mean, I mean, it’s all about that, right? I mean, life… there’s so many opportunities out there, especially for younger. You know, our generation. I think we’re very fortunate. We’re in a place and location that we have all these opportunities to get presented to us. Right. And, you know, I think there’s a lot of distractions as well, but when it comes down to, you know, relationships, I mean, that’s the number one thing. That’s how my teammates, when we first start, you know, before they even joined me, you know, one of my, my, my true, where I should be pleased is that if you were to ask me right now, Well, am I still going to be in the business in 15 years or 20 years? If you were to ask you this question, my answer to you is, you know, I can be very, I can tell you all this beautiful stuff and what could be, and what could that, what could the business take too? But the reality is, I don’t know. And that’s the key, right? So, I told me upon it’s all about relationships. We’re so lucky. We’re in the Bay area, we’re on the peninsula area. The price point is high. But the most important thing is we get to meet incredible people and incredible individuals that live in a location that, you know, they have the ability to pay a $4 million, $5 million for properties.

And we basically have this excuse of selling real estate, get to meet them. And, you know, the reality is, Hey, in 15 years, in 20 years, Is our industry still around. I mean, that’s the question right now, but one that seems I can guarantee is the relationships that we build today without clients. Truly worthwhile relationships. I’m sure in 15 to 20 years, some of those relationships will be there. Awesome. That’s the beauty of this industry, man.

Bryan: [00:13:04] Yeah. I like that mission a lot, you know, like you’re in the industry and you’re putting, you’re putting building relations as your first priority. And I think it does not just follow like real estate. It follows any LLC decided to do later in life. You know some about building.

I absolutely agree with that, man. That’s great, man. How you are, you know, you’re building strong relationships among your team members and you put everyone in unison and put your clients first, building that relationship because you just don’t know where life is going to take you.

Disen: [00:13:42] Absolutely, back to a Christmas, you know, it’s, that’s what I want to answer your question about how do I keep my team motivated? How do we kind of Excel every single year? I think it’s all about that. Finding out about each individual, what they want to achieve in their lives. Before we even get into a relationship of doing business. It’s about finding out what that individual wanted to accomplish and what they want to do. Like what makes them happy? What motivates them? What do you see themselves doing? Why they even want to get into the industry? Right. Right. These kinds of things are so important to identify and we need to see if we’re on the same path. Do we share the same alignment? Yeah, well, we tried to go and what we try to accomplish and that’s, I personally think it’s a key because once you came to a relationship, when you start a business already, then you start discovering problems or comm.

And unfortunately, we see a lot of that happening in the industry where people just go apart and they don’t get to the place where you want to get to.

Bryan: [00:14:45] Yeah, absolutely, man. I mean, this is, you know, the way you’re just, you know, putting everything into perspective is very much how I view the world. So we have a lot of similarities out there.

It’s like, I always make sure that we build the closest relationship to, I can’t like with, like, I can tell that person or anyone I work with. And it also comes back to, you know, as you’re building a relationship, I feel like most of the time, like you become a lot more ethical. Like you want to make sure that things are done correctly.

Cause we messed up in any way like they’ll remember that. And you don’t know like who knows, who knows what they’ll be able to comprehend. So, you always want to keep your, you know, your reputation really cleans that, Hey, you can perform and you guys are awesome. You know, like that’s the thing that I want to take away from everything you just said.

Disen: [00:15:34] Yeah, no. Yeah, no, thank you so much. And you know, that comes down to back to, okay. How do I keep them accountable? Because a lot of times I don’t really need to push them that hard because each individual will want to go and what they want to accomplish. Yeah. Or as a leader, what I’m doing is to help them kind of have a clearer vision of what that will look like into, for example, day to day activity or yearly goals, monthly goals.

Once we have that setup, I mean, I would say I’m very proud of my partners or self-motivators. The excel in different ways, every one of them. But at the end of the day, they get it done on what they wanted to accomplish. When they start to come into the industry. I mean, now it’s taken to their goals. They need to push too high. We don’t need to work. I don’t need to work too hard.

Bryan: [00:16:31] That’s good to hear. Would that be, you said, Alex, what are your goals for 2020, and by five to 10 years, what do you want to accomplish? What is your why?

Alex: [00:16:41] That’s very funny. Wow. That’s a very good question. Thank you. Thank you very much.

We’re actually sitting here tomorrow as a team, collectively to go over our 2020 goals so that we can tell the whole team what our goals are and then hold each other accountable. Like, as Lisa mentioned, I’m looking at this paper here, we’re breaking it down based on our actions, daily actions, weekly actions, and monthly actions. What we needed to take, to hit certain goals that we’re setting for ourselves. Right. So, you know, so yeah, Michael, Ray Gallagher probably, you know, plan to and intend to do 40 units next year, as I’m sure this is going to bump that up.

Well, it’s, I think it’s very achievable, based on the actions that we break down based on our production for the last few in production for the last few years. Yeah, my goal for 2020 is 40 units and totally achievable in our platform. We did this year. How many units did we do already, Disen?

Disen: [00:17:46] I mean, I, you know, I love Bryan’s question because that’s what we work on. Right. I mean, so just give everybody, give the listeners idea on what we’re doing as a group. You know, I want to say like okay, so let me just rewind a little bit. And so, you know, the listeners are getting a better idea. I started personally as a single agent in 2013, September. I get two transactions in the first three months of my career, which I feel very, very, very proud because I started with no connections. I have about 10 people on my cell phone after coming back from China. No background, no connections, straight codes for mobile houses. And 2014, still a single agent. I got two 11 units, 11 transactions by myself. 2015, I got to 12. And 2016, that’s when I decided. I need to find leverage. I, I had my first operations hire, which is my first assistant. I also had a first partner agent to join me and that’s 216, I almost tripled. My production from the year previous. To about 32 units, right. And 2017, that’s when Alex joined. So, I have two ponder agents. We ended up hitting a 54-unit goal in 2017. In 2018, I increased by another additional two other, one other additional agent, which will have three agents on the team. We have 69 transactions. And this year, I believe we’ll finish this year with about 105 units.

Bryan: [00:19:32] Love it! Awesome. And we understand that Disen you’re also like very, very motivated. I listened to all your, your tracker is now, but I want to understand, like, what, what is your, why, why, why, why are you in real estate? Like why, what makes you tick? Like how, what was your source of motivation that you’re, you’re super driven, you know, like I just want to, we want to understand more about you.

Disen: [00:19:59] No. I love to show that, you know, that’s something that I struggled to kind of sit it out as the prison as a young person. And since I was starting this business, it’s so funny because I joined. I’m so lucky, you know, I want to say one thing. I want to step back with it, but quick, I really think my brokerage, which has color Williams, I didn’t think that I made a very right decision on joining this brokerage because it just, it’s such a great platform that it has so little limitations on.

Well, if I want to go this way that will bridge, always supportive of that. One of the things, when I first joined this company, they asked me, what is your big, why. Back in 2013, which I said, okay, what is the big why? So, they asked, you know, there’s something that drives you. You know, you have a big goal and you work backward and everything you do right now is to make that big goal happen. Right. So, I want, I want to be very, very honest with you. Like literally for me, I love, you know, a little bit over six years in the industry, I think I, I just figured it out. What is my big why? Probably in the last month or two?

Before I get to my big why I think there are some pointers for the listeners out there if there are people that’s already in this industry, or just starting to kind of exploring options, in this industry, I think what motivates me every step of the way, it’s all different. When I first started, I’ll give a small example. Like I started with no connections. I mentioned, so I stopped. I have no money, so I could not, I couldn’t do any marketing per se, like mailers or the internet campaign. So, once my mentor gave me a tip, which has started because number one, it’s free. Right. You don’t have to help plan your money. As a new agent, oh, I have is time and energy. So that was the thing that I, I told myself, I need to go out there and get myself out there. And so, door knocking and one of the most difficult things was, you know, I would drive my cards to, I was like a block, like the street in the city. In the office. And do all this research and tell myself, you know, I’m going to door knock, say 50 doors 60 doors today.

I would sign that. I’ll find a perfect parking spot. It will take me about 10 minutes just to drive up and down that small block and try to find the perfect parking spot. And that’s the Milbank by, by the SF, input as well. It will take about 10 minutes to find the best parking spot. Once I find a parking spot. I will start hugging to myself like, okay, right now it’s 10 to four. I’m going to wait 10 more minutes to get myself warmed up and prepared. I’m going to step out. After 10 minutes, go by. I look at the clock. Okay. 20 more minutes because I don’t think people are home right now. You know, just excuses after excuses.

So, I’ve just 30 minutes. I start the engine. I drive away. That happened to me multiple, multiple times. So, when the times I actually stepped out. I want to share a little more motivation that time for myself. It’s a little personal, but I’m okay to shift is that you know, after I came to the US you know, I started dating my high school sweetheart. So, we were dating in high school. Right. We, we kind of, we broke up while I was in China, came back together and, you know, the whole time she never formally introduced me to her parents. So, you know, I’m Asian, I’m Chinese. I know, you know, it’s all about, you know, we were raised in a, you know, the face is very important, like pride, Manliness and all that stuff.

I mean, at that moment, that was something that hurt me. It hurt me inside. It’s such a small thing, but it’s very personal. I felt that I didn’t say, well, I was maybe not even zero, I was probably a negative at that time. I have no money in the bank. Don’t know what I’m going to do. I’m doing this real estate thing. And that was my drive at that time. Because I fell about that in the car that hurt me so much, I’d rather go out and do the job. And basically, by going out again, that pushed me out. So that was the motivation there. So as, as, as my business grows, I have different kinds of motivations. I kind of try me, throw me to do certain activities and I never had really like a big ultimate goal. Until now I’m going to get to that. So, about a month, two months ago, I met a friend and I was just talking about that. And she mentioned some being about, you know, it took her a while to find the reason for the drive. What is the drive? Right. What is the big, why, as you know, from that moment, I realized some things? I, maybe it’s not the thing that I wanted to buy, what I wanted to own. I wanted to go. It’s literally just a feeling of, you know, we don’t want to regret [inaudible] at the end of the day. You know, I think for me, that’s also the biggest thing. Like I don’t want to look back 10 years down the road, 20 years down the road, five years down the row and say, no, I could have done that. I should have done that. But for some reason, I was hesitating and didn’t do it. I think that, look at it right now. It’s so real to me, you know, I wanted to do something that I don’t regret. If I wanted to accomplish something as possible, I will, I will do my best to get it. And this way, later on, I look back, I’m proud. I’m proud of why. No matter if. It doesn’t matter. I proved to myself that I’ve done it. Did I answer your question?

Bryan: [00:25:55] Very, very well. I mean, I love it because I am pretty much the same way, you know? I, I always try, I mean, similar to you like my parents, well, for me, my parents escaped the Vietnam war. So, they came over here or nothing. And when I was growing up were very limited in resources that, you know, I was always hungry for more like similar to you, you know? I know it’s funny that you mentioned door knocking as well. I, as a real estate investor myself, I also door knocked. And let me say this it’s very scary, but you know, But, you know what the funny thing is like once you door knock on someone’s door. And then he opened it and he sees, hi, like it’s not that bad anymore.

Disen: [00:26:42] That’s absolutely right. You know, here’s the, here’s why I tell that people have to, but you know, we, we share the same, same experiences. Isn’t that hard? It’s the hardest door to door knock is the first one or second door. Right? Once you go past the second or the third, you can do a 50 to a hundred. People, generally, they’re very nice.

Bryan: [00:27:05] Agreed. Yeah. I mean, once you get past the first one, it just gets easier than that, you know? And sometimes these people commend you. They’re like, Hey, like it takes a lot of courage to talk to people you don’t know, but as long as you, but Hey, like it’s not that scary and it can be fun. Like that’s when you’re going to be really, really successful, you know?

Alex: [00:27:28] Yeah, no, that’d be four. I just wanted to add one thing. If the listeners out there listening, if you’re a female and you’re just listening to this and you want it to copy, I, you know, like I said, don’t stop for every one. And safety is very important. So, remember that if you don’t want everybody, it definitely be cautious on that.

Bryan: [00:27:51] That’s a great tip for our listeners. You guys, I guess, as we’re approaching the end of this show, I want to ask the question. What is your favorite book or podcast that you listened to that really inspired you?

Alex: [00:28:03] College right now. I think that’s really sticking with me. That’s helping me set big goals for myself and our team follows this greatly is out right now connects with, from Grant Cardone. That’s a really, really good book right out that I’m listening to for the second time. Yeah.

Bryan: [00:28:24] I love good G. He’s really nice. Yeah.

Alex: [00:28:28] That’s right. That’s right. That’s right. That, that was sticking would be a lot. Yeah, definitely connects your goals.

Disen: [00:28:36] Well, it was, you know, I listened to audiobooks. I will say that I’m not a book reader per se, but I do listen to a lot of audiobooks. It’s just so convenient right now. You know, I think for, I mean, I have so many books. I really like that would inspire me. And Tommy gave me a lot of wisdom and drive and inspiration for anyone that’s looking to become a real estate and where maybe it’s already in the business. One of the books. I think it’s, I highly, highly recommend is the millionaire real estate agent by Gary Keller. He is the CEO and founder of Keller Williams Realty. That is an awesome book that kind of gives anyone a guideline of what you can accomplish and does business and how to scale the business and how to create a business. That’s a really good book. And I mean, right now, I want my favorite books are the seven habits of highly efficient people. That is. I mean that book, I think I’m on the fourth time reading it right now. there are so much golden nuggets in there. I highly recommend for anyone, not even real estate, just anyone in business, have to work with people. This is something that I highly, highly recommend. The seven habits of highly efficient people.

Bryan: [00:29:52] Definitely. Awesome. Both of you guys mentioned really good recommendations. I read both of them already and then I have to add, I absolutely agree. They were really great books. Thank you for that. Awesome. how can our listeners find out more about you and reach out to you?

Disen: [00:30:09] Yeah, so, no, it’s very easy to find those. you can go on Google and type in my name. it’s a Chinese name. It’s not a common name, but I’m going to spell it out for you, everybody right now is D I S E N, my first name. C A I, my last name, just type that name in, I don’t think there are too many people that have that name.

You’ll find, you’ll find a team. if you’re in the Bay area and if you’re ever looking for any real say needs, you know, we do a lot of budget transactions because, you know, we farm a lot. We get a lot of information and the bulk of my business comes from investors and builders. So, we have a lot of market opportunities, building opportunities, you know, just reach out to us.

We’d love to share what we have and if you’re a real estate professional, I just looking for some guidance or some questions regarding the industry. What tips, how to be better if I can help always reach out. We’re always open to share everything with everyone.

Bryan: [00:31:05] Awesome.

Alex: [00:31:06] Really big thing within our culture and within our brokerage is not [inaudible].

You know, I’m from abundance and we’re always looking to share.

Bryan: [00:31:14] Awesome, man. Hey guys, I want to thank you guys both for your time and being in the podcast. I appreciate it.

Disen: [00:31:21] Thank you so much for the time. And, like I said, you know, let’s be in touch and like any listeners out there share my contacts, show our contacts on your Facebook page and we’re here to help.

Bryan: [00:31:32] Awesome. I appreciate you guys. Thank you, a lot.

Alex and Disen: [00:31:35] Thanks. Thank you so much. Happy holidays.