1 00:00:01,590 --> 00:00:03,660 Sean Murray: Okay, hello. Welcome back, everybody. My name 2 00:00:03,660 --> 00:00:05,670 is Sean Murray here on deBanked TV. 3 00:00:05,670 --> 00:00:07,910 Johny Fernandez: And I'm Johny Fernandez. Sean it's good to see 4 00:00:07,910 --> 00:00:10,550 you again. Like the old days. Midway through the week, 5 00:00:10,550 --> 00:00:14,720 everyone. So the question that, you know, we've been asking is 6 00:00:14,750 --> 00:00:18,710 how to make money in a COVID era. And a conversation that 7 00:00:18,710 --> 00:00:21,320 I've been hearing a lot from brokers in the industry and 8 00:00:21,320 --> 00:00:24,560 brokers out of the industry, like real estate is, is cold 9 00:00:24,560 --> 00:00:28,040 calling dead? Something we've talked about before. And I know 10 00:00:28,070 --> 00:00:32,840 when it comes to brokers in real estate, for example, the newer 11 00:00:32,840 --> 00:00:35,600 generation, there's something hard for them to grasp is cold 12 00:00:35,600 --> 00:00:39,110 calling and picking up the phone and calling random strangers. 13 00:00:39,440 --> 00:00:42,710 The big conversation that I've had with other brokers is that 14 00:00:42,830 --> 00:00:47,570 especially Gen Z millennial brokers, is that they don't like 15 00:00:47,600 --> 00:00:50,480 the rejection aspect of it. And a lot of people are also saying 16 00:00:50,480 --> 00:00:54,050 that cold calling is dead. So Sean, in your your view, you've 17 00:00:54,050 --> 00:00:56,840 been in the business for quite some time. What are your 18 00:00:56,840 --> 00:00:58,580 thoughts? Do you think cold calling is dead? 19 00:00:59,650 --> 00:01:04,450 Sean Murray: Well, I don't think it's dead. I just think that 20 00:01:04,450 --> 00:01:10,960 there are challenges with its scalability. Because you can't 21 00:01:10,990 --> 00:01:14,110 essentially automate it. Yeah. You know what I mean, it's not 22 00:01:14,110 --> 00:01:17,440 like a tech thing. And you have to be calling the right people. 23 00:01:18,340 --> 00:01:20,530 Otherwise, you're going to spend a lot of time reaching people 24 00:01:20,530 --> 00:01:24,820 that aren't interested, don't qualify. And more importantly, 25 00:01:25,420 --> 00:01:28,450 are perhaps on some sort of list in which you're not supposed to 26 00:01:28,450 --> 00:01:32,680 be calling them. Because this is a topic that's come up a bunch 27 00:01:33,040 --> 00:01:37,030 is somebody being on like the do not call list, right. Or if 28 00:01:37,030 --> 00:01:39,940 you're using robo dialing technology, and you dial a cell 29 00:01:39,940 --> 00:01:45,010 phone, you can be on the hook to pay a fine or a fee, if you 30 00:01:45,010 --> 00:01:50,140 violate what's known as TCPA. And there are people who make a 31 00:01:50,140 --> 00:01:54,880 cottage business out of suing people who robo dial their cell 32 00:01:54,880 --> 00:01:58,360 phone. And so you have to be extremely, extremely careful, 33 00:01:58,390 --> 00:02:03,940 perhaps now, more you had to be 10, 15 years ago. And there's 34 00:02:03,940 --> 00:02:07,060 actually there's some companies out there that will sell you a 35 00:02:07,060 --> 00:02:11,560 list of people not to call. Okay. Yeah, like, you know, like 36 00:02:11,560 --> 00:02:13,240 people are trying to get the data of who to call. Who to 37 00:02:13,240 --> 00:02:15,970 call. And who to cold call. You can buy a list of data who not 38 00:02:15,970 --> 00:02:19,990 to cold call, and try to scrub that against, against your list. 39 00:02:20,500 --> 00:02:23,830 So that you don't end up robo dialing, or calling someone on 40 00:02:23,830 --> 00:02:26,770 the do not call list and ending up in a situation where these 41 00:02:26,770 --> 00:02:32,410 people are very experienced in trying to either sue you for 42 00:02:32,410 --> 00:02:37,240 money or pressure you into giving, giving them money. And I 43 00:02:37,240 --> 00:02:39,640 think that's like one of the biggest barriers to cold calling 44 00:02:39,640 --> 00:02:42,700 now is that you're going to run you're going to run into that I 45 00:02:42,700 --> 00:02:46,090 hear it's almost like the cost of doing business. Not that you 46 00:02:46,090 --> 00:02:48,550 intentionally do it, and you have to accept it as a loss, but 47 00:02:48,550 --> 00:02:51,160 that you're going to run into people who try to bait you into 48 00:02:51,160 --> 00:02:54,220 calling them and then you're going to have to you're going to 49 00:02:54,220 --> 00:02:56,020 end up in a situation where someone's going to challenge 50 00:02:56,020 --> 00:03:02,290 you. And I'm violating like T, TCCA and it's a lot easier if 51 00:03:02,290 --> 00:03:06,490 you're, you know, manually doing it versus robo dialing, I can 52 00:03:06,490 --> 00:03:09,220 just tell you from firsthand, you've done cold calling, right? 53 00:03:09,250 --> 00:03:09,520 Johny Fernandez: Yeah. 54 00:03:09,520 --> 00:03:10,390 Sean Murray: Can you do cold calling? 55 00:03:10,390 --> 00:03:14,740 Johny Fernandez: I do I do do cold calling, I think what's 56 00:03:14,740 --> 00:03:18,490 been my downfall in the past is that, because there's all this 57 00:03:18,490 --> 00:03:21,040 new technology where you can do everything by the computer, now 58 00:03:21,070 --> 00:03:27,250 you don't even have to call I am guilty of just emailing and you 59 00:03:27,250 --> 00:03:29,920 know, getting the list and to sending like the same email, put 60 00:03:29,920 --> 00:03:33,610 the template, change the name and send it but I think what 61 00:03:33,610 --> 00:03:35,530 I've noticed is there's something about cold calling 62 00:03:35,530 --> 00:03:38,710 that you can actually, you know, once you get on the phone with 63 00:03:38,710 --> 00:03:41,470 the individual, you have to, you start building a relationship, 64 00:03:41,950 --> 00:03:44,230 you know, you can eventually get into the meeting, which is what 65 00:03:44,230 --> 00:03:46,480 everyone wants. And then after the meeting, you know, the deal 66 00:03:46,480 --> 00:03:48,970 can come through, and then you make the money and you get to 67 00:03:48,970 --> 00:03:53,350 started with a phone call. But I have I'm very much guilty of 68 00:03:53,560 --> 00:03:56,980 using, you know, lead generated sites and that they give you the 69 00:03:56,980 --> 00:03:59,890 email than I just sent emails because it's easier and you 70 00:03:59,890 --> 00:04:03,370 don't get hurt when they say no, and they hang up for you know, 71 00:04:03,520 --> 00:04:06,850 rejections, like 90% of cold calling to begin with. And 72 00:04:06,850 --> 00:04:08,530 everyone has been saying, you know, cold calling is dead, 73 00:04:08,530 --> 00:04:11,920 because technology took over. But I still believe that cold 74 00:04:11,920 --> 00:04:15,520 calling is one of those things that, you know, is useful if you 75 00:04:15,520 --> 00:04:19,060 do it right. And the end goal is to get the meeting, right to 76 00:04:19,060 --> 00:04:22,210 lock a deal in whether it's you know, real estate, whether it's 77 00:04:22,210 --> 00:04:26,830 the industry, I think, you know, it's still a core concept of 78 00:04:26,830 --> 00:04:27,940 just doing business. 79 00:04:27,940 --> 00:04:29,670 Johny Fernandez: Really you? 80 00:04:29,670 --> 00:04:30,720 Sean Murray: Yeah. And I'll just tell you in terms of, you're 81 00:04:30,779 --> 00:04:34,093 like the third person this morning to bring up the whole, 82 00:04:34,151 --> 00:04:37,291 you know, fear of rejection, rejection aspect, in cold 83 00:04:37,349 --> 00:04:41,012 calling. And it seems to be for the younger generations who are 84 00:04:41,070 --> 00:04:44,210 so used to having digital interactions where it's, you 85 00:04:44,268 --> 00:04:47,873 know, like a text message or an email or whatever, and may not 86 00:04:47,931 --> 00:04:50,897 be used to that. That verbal rejection or in person 87 00:04:50,955 --> 00:04:54,502 rejection. You know, I had when I used to do sales, I did two 88 00:04:54,560 --> 00:04:58,223 types of cold calling. I guess you could say I was on the I was 89 00:04:58,281 --> 00:05:01,886 one of the people that if you pressed one, you know press one, 90 00:05:01,944 --> 00:05:05,549 if you're interested in getting funding, you would get me, you 91 00:05:05,607 --> 00:05:09,212 would get me. I wasn't the one running the campaign, but I was 92 00:05:09,212 --> 00:05:09,270 Sean Murray: Yeah, me. Well, I started, very hard for me in the 93 00:05:09,270 --> 00:05:12,817 a sales agent you would get if you pressed one. And those did 94 00:05:12,875 --> 00:05:16,422 really poorly. I got a lot of people really, really mad, like 95 00:05:16,480 --> 00:05:19,736 the the robo dialed press one for whatever, and it was a 96 00:05:19,794 --> 00:05:23,109 computerized voice. And then you would get me people were 97 00:05:23,167 --> 00:05:26,772 pressing one just to, you know, say all types of things. Yeah. 98 00:05:26,830 --> 00:05:30,319 You know, that was that was pretty brutal. But the area that 99 00:05:30,377 --> 00:05:33,458 I did have success in was manually cold calling where 100 00:05:33,517 --> 00:05:37,238 there was no computer, there was no press one. It was like, hey, 101 00:05:37,296 --> 00:05:40,494 it's me. You know what I mean, this is what I do. I was 102 00:05:40,552 --> 00:05:43,750 terrible at the script. Yeah. You know what I mean. I'm 103 00:05:43,808 --> 00:05:47,355 terrible at the scripts too. People know, when you're reading 104 00:05:47,413 --> 00:05:51,018 a script. Yeah. After a while after like two days. I'm like, I 105 00:05:51,076 --> 00:05:54,623 can't do this. You know what I mean, like, I just throw it in 106 00:05:54,681 --> 00:05:58,344 the garbage. I know what it is I'm selling, I would just try to 107 00:05:58,402 --> 00:06:02,007 adapt to the situation, you know what I mean, and get to who I 108 00:06:02,066 --> 00:06:05,787 wanted to speak to you. And you know, that seemed that seemed to 109 00:06:05,845 --> 00:06:09,566 work. And I think that in terms of rejection, that rejection can 110 00:06:09,624 --> 00:06:13,171 be harder, because you kind of initiated the conversation you 111 00:06:13,229 --> 00:06:16,892 know what I mean. Yeah. And the secret out there, if anyone out 112 00:06:16,951 --> 00:06:20,149 there is cold calling we're talking about if it's dead. 113 00:06:20,207 --> 00:06:23,870 Yeah. And it's not dead. If the dead part of it is on you. Like 114 00:06:23,928 --> 00:06:27,533 if you're just scared of being rejected. That doesn't mean the 115 00:06:27,591 --> 00:06:31,080 industry and cold calling is dead. That just means you can't 116 00:06:31,138 --> 00:06:34,801 do it. You know what I mean, and you have to be adequately able 117 00:06:34,859 --> 00:06:38,522 to deal with that rejection. And for me, the way I got over it, 118 00:06:38,580 --> 00:06:40,850 because it was very hard for me in the beginning. 119 00:06:40,850 --> 00:06:51,080 beginning, because I came from the underwriting side. And I 120 00:06:51,080 --> 00:06:54,470 went into sales after, and I was very used to being in a 121 00:06:54,470 --> 00:07:00,050 conversation in which there was like a presumption of, you know, 122 00:07:00,050 --> 00:07:03,830 this interaction, whereas all of a sudden, I was going to an 123 00:07:03,830 --> 00:07:07,700 interaction, whereas somebody was busy. You know, there will 124 00:07:07,700 --> 00:07:10,460 be times I call a restaurant during the lunch hour asking to 125 00:07:10,460 --> 00:07:13,190 speak to the owner. A lot of times, you know, it didn't go 126 00:07:13,190 --> 00:07:19,610 very well. But, yeah, exactly, if that. And the way to get over 127 00:07:19,610 --> 00:07:25,250 that, by the way, is just to do it so much, that you become numb 128 00:07:25,910 --> 00:07:28,730 to it. I don't mean in a negative way. But you've become 129 00:07:28,730 --> 00:07:32,450 numb to those, right? Yeah. In that first hour or two. It was 130 00:07:32,450 --> 00:07:35,570 like every, like, and people will say things to you that. 131 00:07:35,930 --> 00:07:38,870 They're hurtful. They're very hurtful. They're very hurtful. 132 00:07:39,740 --> 00:07:42,530 Two hours, you're like, oh, my heart, you know what I mean, my 133 00:07:42,530 --> 00:07:45,710 brain and my soul, everything, everything hurts. And then by 134 00:07:45,710 --> 00:07:47,630 the third hour, you're just like, you're all of a sudden, 135 00:07:47,630 --> 00:07:48,500 just like in the zone. 136 00:07:48,500 --> 00:07:51,090 Johny Fernandez: Well, and I think a great piece of advice is 137 00:07:51,090 --> 00:07:55,050 if you are cold calling, to not stop after two calls, it's like 138 00:07:55,080 --> 00:07:58,470 atleast the first call, you know, it's gonna be horrible. 139 00:07:58,470 --> 00:08:00,570 The second one's not gonna be bad, but the time time you reach 140 00:08:00,570 --> 00:08:03,930 your 40th call. It's like, I used to do used to be a 141 00:08:03,930 --> 00:08:07,110 telecommunicator. Okay. For college. I had a whole script 142 00:08:07,110 --> 00:08:10,140 and it's like, you know, like, for and I use that those same 143 00:08:10,140 --> 00:08:12,720 skills. Now, when I do cold calling, when no one picks up 144 00:08:12,720 --> 00:08:15,150 the phone. I'm like, hey, this is a, this is Sean Murray. This 145 00:08:15,150 --> 00:08:18,420 is Johny Fernandez. Yeah. With you know, so and so. And I just 146 00:08:18,420 --> 00:08:20,910 want to speak with you about X Y and Z, if you can give me a call 147 00:08:20,910 --> 00:08:26,070 back phone number is 917 bla bla bla bla that number again? 917. 148 00:08:26,100 --> 00:08:31,380 Yeah. And that was it. And it worked out. But it took hours of 149 00:08:32,160 --> 00:08:35,130 you know, getting rejected on the phone. Yeah. To be good at 150 00:08:35,130 --> 00:08:36,330 like leaving a voicemail. 151 00:08:36,390 --> 00:08:38,280 Sean Murray: Yeah, no, you just gotta. You just gotta power 152 00:08:38,280 --> 00:08:41,250 through it by that third hour you'll be totally good. Yeah. 153 00:08:42,210 --> 00:08:45,780 You would, you're talking about like making that 40th call. You 154 00:08:45,780 --> 00:08:49,920 definitely can't stop after two calls. I have seen people make a 155 00:08:49,920 --> 00:08:53,070 call get rejected and then say, okay, it's time for a cigarette. 156 00:08:53,100 --> 00:08:55,740 You know what I mean. Like, alright, you know that call, it 157 00:08:55,740 --> 00:08:57,630 was really bad. Now I need you know, now I need to step 158 00:08:57,630 --> 00:09:00,150 outside, take a break. And then like they're trying to get to 159 00:09:00,210 --> 00:09:02,790 the end of the day. Yeah. You know what I mean, you just gotta 160 00:09:02,790 --> 00:09:05,310 be like, alright, I'm gonna make 40 or 50 calls in a row. Yeah. 161 00:09:05,340 --> 00:09:08,490 Right. And once I get to, you know, to number 50, then I'll go 162 00:09:08,490 --> 00:09:10,830 outside, and I'll take my break. But if you don't get to that 163 00:09:10,860 --> 00:09:14,160 number, don't go there's no, there's no break. And if you I'm 164 00:09:14,160 --> 00:09:16,170 telling you if you suffer through all the bad calls, 165 00:09:16,350 --> 00:09:18,420 you're gonna get to the point where you don't you don't care 166 00:09:18,420 --> 00:09:21,870 about the people telling you no, or the nasty comments that you 167 00:09:21,930 --> 00:09:24,000 that you're gonna get occasionally, and you're just 168 00:09:24,000 --> 00:09:26,520 going to be doing your job, you know what I mean, and then by 169 00:09:26,520 --> 00:09:28,620 the end of the day, you're just, you're just going to be tired. 170 00:09:28,710 --> 00:09:31,230 Yeah. And then by the second day, you won't even be thinking 171 00:09:31,230 --> 00:09:33,780 about it anymore. Just be like, this is what you do. And it's 172 00:09:33,780 --> 00:09:37,230 just try to find try to find the prospect that's interested. And 173 00:09:37,230 --> 00:09:40,560 that's all it is. And so, cold calling can't be if you think 174 00:09:40,560 --> 00:09:44,160 cold calling is dead, because you're scared. You know what I 175 00:09:44,160 --> 00:09:46,920 mean, it's dead for you, doesn't mean it's dead for other people 176 00:09:46,920 --> 00:09:49,890 who are who are able to manage. That's my personal opinion. 177 00:09:49,890 --> 00:09:51,880 Johny Fernandez: Yeah, no, I agree with that. I think 178 00:09:51,910 --> 00:09:54,070 especially for the younger generation. It's one of those 179 00:09:54,070 --> 00:09:57,160 things where you they have to get over the rejection factor. I 180 00:09:57,160 --> 00:10:00,190 think that's huge. I think a lot of millennials and Gen Z ers 181 00:10:00,880 --> 00:10:03,310 they have this concept where they want to hide behind a 182 00:10:03,310 --> 00:10:06,700 keyboard or a phone and try to do business like that, but the 183 00:10:06,700 --> 00:10:11,200 reality is it's in the industry, you know, whether it's like 184 00:10:11,230 --> 00:10:14,530 brokering, real estate, you know, MCA, like it's a 185 00:10:14,530 --> 00:10:17,260 relationship. Yeah. At the end of the day, you know, you need 186 00:10:17,260 --> 00:10:19,630 to have relationships and relationships, relationships are 187 00:10:19,630 --> 00:10:23,500 built. You know, when you when you see that person, you talk to 188 00:10:23,500 --> 00:10:27,010 that person, that person, you know, you you guys earn each 189 00:10:27,010 --> 00:10:29,380 other's trust. Yeah. And you can't really do that on the 190 00:10:29,380 --> 00:10:32,290 phone too much. Yeah. And it's all referral at the end of the 191 00:10:32,290 --> 00:10:35,320 day. And you get referrals through building relationships 192 00:10:35,320 --> 00:10:36,910 with people. So. 193 00:10:37,000 --> 00:10:39,010 Sean Murray: Yeah, you know, sometimes I had the best luck 194 00:10:39,010 --> 00:10:43,030 with the coldest of leads. You know what I mean. Well, yeah. 195 00:10:43,270 --> 00:10:46,240 Because there was no almost no pressure. Yeah. Like if you if 196 00:10:46,240 --> 00:10:49,750 you buy an expensive lead, and you don't get what you want, 197 00:10:50,380 --> 00:10:52,570 it's like you're deflated, cause you spent all this money on the 198 00:10:52,570 --> 00:10:55,180 lead, right? Or the company you worked for did and then they're 199 00:10:55,180 --> 00:10:58,240 like, you know how'd it go and you're like. Yeah. Right. And so 200 00:10:58,240 --> 00:11:01,570 there's all this pressure going into the call to do it. At least 201 00:11:01,780 --> 00:11:03,640 you're laughing. It seems like you know what I'm talking about. 202 00:11:05,260 --> 00:11:08,200 Johny Fernandez: I think the important factor is like when 203 00:11:08,200 --> 00:11:11,320 you spend money, you want to make sure you get your ROI. 204 00:11:11,350 --> 00:11:14,740 Yeah. And sometimes it doesn't work out that way. Then you're 205 00:11:14,740 --> 00:11:18,400 like, well, what did I just do? Yeah. And you're hitting 206 00:11:18,400 --> 00:11:21,640 yourself, because you're like, man, like, that did not go as 207 00:11:21,640 --> 00:11:24,850 planned. But yeah, but sometimes it does go as planned. 208 00:11:24,850 --> 00:11:25,170 Give me all the cold leads. Yeah. In the office, I'm taking 209 00:11:25,170 --> 00:11:26,855 Sean Murray: That's true. Yeah. Well, if you're paying for 210 00:11:26,911 --> 00:11:30,221 leads, and it never goes as planned, it could be the leads, 211 00:11:30,278 --> 00:11:33,644 but it could also be you. Yeah. And it is actually it's good 212 00:11:33,701 --> 00:11:37,180 practice to do completely cold leads. Like in the beginning, I 213 00:11:37,236 --> 00:11:37,440 wasn't even, well, I was kind of given the impression that these 214 00:11:37,440 --> 00:11:37,680 over. 215 00:11:40,883 --> 00:11:44,194 were leads. And so I went in with like, I better turn these 216 00:11:44,250 --> 00:11:47,673 into deals. Yeah. Or else I'm fired, right. And then I closed 217 00:11:47,729 --> 00:11:51,264 a couple of them. And I didn't know if it was enough. And I was 218 00:11:51,264 --> 00:11:51,320 There's a scene and I don't know if you've ever seen a Glen 219 00:11:51,320 --> 00:11:54,912 asked, like, you know where did these deals come from? I'm like, 220 00:11:54,968 --> 00:11:58,110 you know, from the leads you gave me, and they're, like, 221 00:11:58,166 --> 00:12:01,196 those weren't leads, we just gave you a random list of 222 00:12:01,253 --> 00:12:04,676 people. I'm like, are you for real? You know what I mean? And 223 00:12:04,732 --> 00:12:07,874 so that just kind of goes to show that part of it is the 224 00:12:07,930 --> 00:12:11,297 sales sales person. You know what I mean, it wasn't just the 225 00:12:11,353 --> 00:12:14,832 lead itself. And then it gave me some confidence too, to know, 226 00:12:14,888 --> 00:12:18,199 I'm like, I thought they were leads, right. And I felt this 227 00:12:18,255 --> 00:12:21,734 pressure. And I turned them into deals. And now then I started 228 00:12:21,790 --> 00:12:24,821 thinking, well, I guess I could just work with regular 229 00:12:24,877 --> 00:12:26,280 completely cold. Give me. 230 00:12:32,590 --> 00:12:36,490 Garry, Glen Ross. Yeah. Where the guy has done this one, the 231 00:12:36,490 --> 00:12:38,860 old guy in the office is on this one sales call. And it goes 232 00:12:38,860 --> 00:12:41,500 really well. And he's like, you know, give me every lead. And 233 00:12:41,500 --> 00:12:44,590 I'll close them all, right. You kind of get that feeling. You're 234 00:12:44,590 --> 00:12:48,370 on top of the world. Yeah. And in sales and in cold calling. It 235 00:12:48,370 --> 00:12:51,400 only takes a few wins. Yeah. To bring you back up. Because 236 00:12:51,400 --> 00:12:53,350 you're going to even if you're out there being like, I'm a 237 00:12:53,350 --> 00:12:55,960 machine, I can make 100 calls a day. You know, rejection never 238 00:12:55,960 --> 00:12:59,170 hurts me. It will wear you down over time. It absolutely will. 239 00:12:59,170 --> 00:13:02,980 If you have no wins. You need to have some wins. Yeah. 240 00:13:03,190 --> 00:13:04,660 Johny Fernandez: I've been there, man. I've been there. 241 00:13:05,080 --> 00:13:08,770 Where it's just dry and there's nothing and. Yeah. Everything 242 00:13:08,770 --> 00:13:11,350 falls apart. Yeah. Then when you get that one win you're like, 243 00:13:11,350 --> 00:13:11,950 I'm on top of the world. 244 00:13:12,310 --> 00:13:15,970 Sean Murray: Backup to like 100%, the next thousand leads, 245 00:13:16,000 --> 00:13:20,740 I'll close them all, right. Give me the phonebook. I'll close 246 00:13:20,740 --> 00:13:21,340 everybody. 247 00:13:22,870 --> 00:13:26,020 Johny Fernandez: But yeah, so overall cold calling for the 248 00:13:26,020 --> 00:13:28,990 younger generation. My advice as someone that is part of that 249 00:13:28,990 --> 00:13:32,530 generation is to learn to learn to be rejected. 250 00:13:32,590 --> 00:13:34,000 Sean Murray: Yeah. And you're doing it. You're doing it in 251 00:13:34,000 --> 00:13:34,660 real estate, right? 252 00:13:34,660 --> 00:13:36,785 Johny Fernandez: I'm doing in real estate. Yeah. Yeah. It's 253 00:13:36,837 --> 00:13:40,026 hard. Some people, I think the most painful thing is when you 254 00:13:40,078 --> 00:13:43,372 are working with someone and you know, something happens where, 255 00:13:43,424 --> 00:13:46,299 for example, in rentals, specifically when you're doing 256 00:13:46,351 --> 00:13:49,697 rentals, no one's loyal. So the thing is, they just want to find 257 00:13:49,749 --> 00:13:52,938 a house and whether it's with you or with another broker, you 258 00:13:52,990 --> 00:13:55,917 know, you get that lead and you work with them. And then 259 00:13:55,970 --> 00:13:59,367 sometimes they can just drop you and then you're calling back and 260 00:13:59,420 --> 00:14:02,556 I have no problem calling people like I am a great person to 261 00:14:02,608 --> 00:14:05,693 follow. Like, I love following up with people. So I have no 262 00:14:05,745 --> 00:14:08,934 problem calling people like more than once a day. But I think 263 00:14:08,986 --> 00:14:12,122 that's that's the most hurtful part for me is like when they 264 00:14:12,175 --> 00:14:15,468 just kind of move on with their life and they found a place and 265 00:14:15,520 --> 00:14:18,761 they kind of leave you hanging you're like. Yeah. I spent like 266 00:14:18,813 --> 00:14:21,950 three days with you for days with you. And then you mentally 267 00:14:22,002 --> 00:14:24,930 calculate like, oh, my paycheck could have been X Y & Z. 268 00:14:24,930 --> 00:14:27,330 Sean Murray: Don't do that. Don't. Yeah don't do that. Don't 269 00:14:27,330 --> 00:14:32,280 start counting what your dollars can be. Or could have been. I I 270 00:14:32,280 --> 00:14:34,080 am very guilty. Don't do that. 271 00:14:34,110 --> 00:14:35,850 Johny Fernandez: There is one month I was like 20 grand. 272 00:14:35,850 --> 00:14:37,010 Sean Murray: And nothing good is gonna come. 273 00:14:37,850 --> 00:14:39,260 Johny Fernandez: Everything just fell. 274 00:14:39,260 --> 00:14:41,210 Sean Murray: Nothing good is gonna come from that. That's 275 00:14:41,210 --> 00:14:42,380 that's my personal belief. 276 00:14:42,560 --> 00:14:45,830 Johny Fernandez: I've learned I've learned that, calculated 277 00:14:45,830 --> 00:14:48,860 one of them was like 50. I was like yes. And then everything 278 00:14:48,860 --> 00:14:51,590 fell apart. Yeah. At the end of the month I had zero. 279 00:14:51,590 --> 00:14:55,410 Sean Murray: Yeah. Yeah, that's pretty brutal. Yeah, yeah. I 280 00:14:55,410 --> 00:14:58,830 know people who have gone out and spent what was going to be 281 00:14:58,830 --> 00:15:01,170 essentially their whole commission. I went to find out 282 00:15:01,170 --> 00:15:05,820 that some obscure random reason killed the deal, the closing of 283 00:15:05,820 --> 00:15:09,690 the deal, the next day. And I can't imagine the heartbreak of 284 00:15:09,690 --> 00:15:11,910 that. And first of all, there's the regret of spending the money 285 00:15:12,210 --> 00:15:14,460 already. You know what I mean, like and it was out on like the, 286 00:15:14,550 --> 00:15:17,490 you know, partying, and which probably wasn't a good use of 287 00:15:17,490 --> 00:15:21,510 it. And then to find out afterwards that that money 288 00:15:21,510 --> 00:15:24,270 wasn't even coming. And now, they got a huge credit card 289 00:15:24,270 --> 00:15:27,630 bill. But that's a different issue. Yeah. That's a different 290 00:15:27,630 --> 00:15:30,750 issue. Like if, if you a close the deal off of cold calling, 291 00:15:30,780 --> 00:15:33,630 and it's seems like it's our opinion, that it still works. 292 00:15:33,720 --> 00:15:36,360 And this isn't just our subject, you know, you're doing it. 293 00:15:36,390 --> 00:15:38,850 Johny Fernandez: Yeah. I'm doing it in real life like now. 294 00:15:38,910 --> 00:15:42,960 Sean Murray: Yeah, I am not cold calling anymore. I have. 295 00:15:42,960 --> 00:15:44,130 Johny Fernandez: Those days are over for you. 296 00:15:44,690 --> 00:15:46,190 Sean Murray: Yeah, well, I don't know if they're permanently 297 00:15:46,190 --> 00:15:50,840 over. Right. And I can't afford to ignore all types of marketing 298 00:15:51,110 --> 00:15:57,590 opportunities out there. You know, but what I was doing in 299 00:15:57,590 --> 00:16:01,760 the past could still work. You know, I don't I don't see that 300 00:16:01,760 --> 00:16:06,050 anything different has changed. In fact, I think it would 301 00:16:06,050 --> 00:16:10,820 probably be better to get a cold call than to get a random text 302 00:16:10,820 --> 00:16:13,970 from someone I don't know. Because I'm personally never 303 00:16:13,970 --> 00:16:16,160 going to answer a random text from someone. Absolutely. 304 00:16:16,670 --> 00:16:17,210 No matter what. 305 00:16:17,210 --> 00:16:19,520 Johny Fernandez: Yeah. Cause I'll think it's fraud. I'll 306 00:16:19,520 --> 00:16:22,190 think. Yeah. Just a bunch of things. And. 307 00:16:23,480 --> 00:16:25,460 Sean Murray: But just before, even before we got out, you 308 00:16:25,460 --> 00:16:28,190 know, we got here on the air, I got a call. And I thought it was 309 00:16:28,190 --> 00:16:31,160 from somebody else, cause it was from the area code of somebody I 310 00:16:31,160 --> 00:16:34,370 was expecting a call from, but if it had been a salesperson, 311 00:16:34,880 --> 00:16:38,840 and not a computer, who knows? Yeah. You know here I was on the 312 00:16:38,840 --> 00:16:44,600 phone. Right. And, you know, so that's an amazing opportunity to 313 00:16:44,600 --> 00:16:47,000 have that interactions better than just, you know, dropping me 314 00:16:47,000 --> 00:16:51,440 a text or sending me a random email. So it looks like we're 315 00:16:51,500 --> 00:16:53,120 we're still on board with cold calling. 316 00:16:53,300 --> 00:16:54,680 Johny Fernandez: Yeah, absolutely. 317 00:16:54,680 --> 00:16:55,010 Sean Murray: Yeah. 318 00:16:55,700 --> 00:16:57,800 Johny Fernandez: Alright Sean. So this next topic is something 319 00:16:57,800 --> 00:17:00,620 that we have been talking about for a couple of days. You and I 320 00:17:00,620 --> 00:17:08,120 personally. So walk us through the situation. And can we can 321 00:17:08,120 --> 00:17:11,000 kind of unfold. Okay. Everything else that's going on. 322 00:17:11,000 --> 00:17:14,150 Sean Murray: Sure. Yeah. And I think we have talked about it on 323 00:17:14,150 --> 00:17:21,770 the show a little bit in regards to the consequences of PPP, if 324 00:17:21,770 --> 00:17:24,740 people didn't use the money in the way that they were supposed 325 00:17:24,740 --> 00:17:28,850 to, like if you're an underwriter. And you've seen 326 00:17:28,850 --> 00:17:32,150 that a business got PPP you're like, okay, great. But what if 327 00:17:32,150 --> 00:17:35,210 that business got more than they were supposed to get is the 328 00:17:35,210 --> 00:17:38,210 government going to come back and try to get the rest of the 329 00:17:38,210 --> 00:17:40,430 money from them, right, and all of a sudden, like, now this 330 00:17:40,430 --> 00:17:43,160 business owes money to the government, for the for the 331 00:17:43,190 --> 00:17:46,160 overage amount of PPP that they weren't supposed to get, and 332 00:17:46,160 --> 00:17:48,890 it's becoming a new risk factor that perhaps underwriters are 333 00:17:48,890 --> 00:17:52,220 gonna have to work out for. Yep. And perhaps even sales guys have 334 00:17:52,220 --> 00:17:56,060 an opportunity. Because you could be literally, those 335 00:17:56,060 --> 00:17:59,570 businesses might need money. Like if they got $100,000 PPP 336 00:17:59,570 --> 00:18:01,520 loan, the government's like, hey, you were only supposed to 337 00:18:01,520 --> 00:18:05,660 get 50, you owe us the other 50 back. They're like I spent it on 338 00:18:05,660 --> 00:18:07,760 spent, I spent it on payroll and did all the things that I was 339 00:18:07,760 --> 00:18:10,700 supposed to do, I don't have the 50k, all of a sudden, they need 340 00:18:10,730 --> 00:18:13,760 they need the money, right. And so if you're a salesperson, and 341 00:18:13,760 --> 00:18:16,160 you were bummed by PPP, and it was interfering with your 342 00:18:16,160 --> 00:18:18,980 business all this time, because it was essentially free money, 343 00:18:19,610 --> 00:18:22,880 you can run into a new type of opportunity, or you can turn it 344 00:18:22,880 --> 00:18:25,970 into an opportunity in that. And we don't know how this is gonna 345 00:18:25,970 --> 00:18:29,120 unfold. We don't know how it's gonna unfold. But we're starting 346 00:18:29,120 --> 00:18:32,900 to get a clue. I'm building up to what you were saying. But we 347 00:18:32,900 --> 00:18:35,240 could run into a situation where the government is doing its own 348 00:18:35,240 --> 00:18:38,090 calculations and determining that a lot of people owe a 349 00:18:38,090 --> 00:18:40,580 percentage of the PPP money back, not because it wasn't 350 00:18:40,580 --> 00:18:44,690 forgivable, but because the amount they they said that they 351 00:18:44,690 --> 00:18:47,570 qualified for was just wrong, you know, they overstated what 352 00:18:47,570 --> 00:18:50,060 they were supposed to get, they got too much. And now that 353 00:18:50,090 --> 00:18:53,390 percentage, you know, or whatever amount is owed back, 354 00:18:53,390 --> 00:18:56,660 which brings us to what I think you were talking about, because 355 00:18:56,660 --> 00:19:00,680 what we've been what we've been talking about. Yeah. And that is 356 00:19:01,340 --> 00:19:04,850 what people are going to do if they're in these situations. And 357 00:19:05,270 --> 00:19:07,700 we have seen and I'm not going to name any names. Yeah. You 358 00:19:07,700 --> 00:19:12,230 know what I mean. We'll keep it nameless. But there is a a 359 00:19:12,230 --> 00:19:16,280 campaign on GoFundMe GoFundMe.com, the donation 360 00:19:16,280 --> 00:19:21,530 fundraising site, where someone essentially said that they are 361 00:19:21,530 --> 00:19:26,360 raising money to pay back their PPP loan, and you're like, well, 362 00:19:26,360 --> 00:19:31,610 why if it's forgivable, and they seem to suggest that perhaps 363 00:19:31,610 --> 00:19:37,250 they had, I don't know misled or defrauded the government, they 364 00:19:37,250 --> 00:19:40,010 weren't supposed to get this money. You know, something about 365 00:19:40,100 --> 00:19:45,380 the word jail was used in the in the in the campaign, and they 366 00:19:45,380 --> 00:19:48,770 were hoping that people would be able to essentially from what it 367 00:19:48,770 --> 00:19:49,280 looked like. 368 00:19:50,540 --> 00:19:51,740 Johny Fernandez: That personnel. 369 00:19:51,770 --> 00:19:52,790 Sean Murray: Tell you, help them out. 370 00:19:53,660 --> 00:19:56,300 Johny Fernandez: Pretty much bail them out before going to 371 00:19:56,300 --> 00:19:59,330 the actual jail. Yeah. But I think what was interesting what 372 00:19:59,330 --> 00:20:01,640 I found interesting was that people were going to that 373 00:20:01,640 --> 00:20:06,050 extremes, you know, to set up a GoFundMe page to pretty much 374 00:20:06,050 --> 00:20:08,930 help them, you know, and like I said, this is something we don't 375 00:20:08,930 --> 00:20:12,860 know if we'll see more of, but still seeing that, and using 376 00:20:12,860 --> 00:20:16,160 that platform to just get the money, and it's not like $100. 377 00:20:16,490 --> 00:20:19,850 Like. Yeah. It's like 1000s of dollars that you're like. Yeah. 378 00:20:21,320 --> 00:20:25,220 Yeah. I don't know if like that. Like, that's just a lot of 379 00:20:25,220 --> 00:20:25,490 money. 380 00:20:25,570 --> 00:20:28,000 Sean Murray: Yeah. And I was going on on GoFundMe and 381 00:20:28,000 --> 00:20:31,180 searching around to see what else was on there, in relation 382 00:20:31,180 --> 00:20:33,700 to what we're talking about. And there were a lot of people on 383 00:20:33,700 --> 00:20:36,670 there who said, businesses who are on there who said that they 384 00:20:36,670 --> 00:20:39,820 got PPP. And it wasn't enough, because they used it only for 385 00:20:39,820 --> 00:20:42,100 payroll, but it didn't actually help their business. And they 386 00:20:42,100 --> 00:20:45,430 were looking for donations to keep their business open. And 387 00:20:45,430 --> 00:20:47,830 then there were some who said they didn't get PPP. For 388 00:20:47,830 --> 00:20:49,810 whatever reason, I don't know if they weren't eligible, or they 389 00:20:49,810 --> 00:20:52,720 didn't have the time or your bank wouldn't help them out. 390 00:20:52,750 --> 00:20:55,210 Wouldn't help them out. I don't know. But there were those 391 00:20:55,210 --> 00:20:58,450 seeking donations for their business, because they weren't 392 00:20:58,450 --> 00:21:01,480 able to get PPP. And that brought us to this other one 393 00:21:01,480 --> 00:21:05,350 where someone apparently may not have had a business and got PPP, 394 00:21:05,620 --> 00:21:07,900 and needs the money not to keep the business open, but 395 00:21:07,900 --> 00:21:13,330 supposedly to not go to jail. Yeah. And it'd be weird. Who 396 00:21:13,330 --> 00:21:16,210 knows if that would be actually become a trend where people are 397 00:21:16,660 --> 00:21:24,700 seeking donations to kind of pay back whatever type of 398 00:21:24,820 --> 00:21:27,730 potentially illegal or fraudulent conduct they 399 00:21:27,730 --> 00:21:30,970 participated in? During 2020. I think we've said it We've said 400 00:21:30,970 --> 00:21:33,370 it on here that. Yeah. I think a lot of people did things they 401 00:21:33,370 --> 00:21:34,630 weren't supposed to in 2020. 402 00:21:34,630 --> 00:21:35,080 Johny Fernandez: Because they, I do remember the specific 403 00:21:36,430 --> 00:21:37,630 conversation that we had was that people, you know, in 2020 404 00:21:37,630 --> 00:21:47,290 thought, I think it was very single mindedly thought out that 405 00:21:47,470 --> 00:21:51,550 we're in 2020. And nothing's going to happen, because we 406 00:21:51,580 --> 00:21:56,200 didn't really see the end of the light, end of the tunnel, for 407 00:21:56,230 --> 00:21:59,110 you know, 2020, because there was COVID. And like, no one knew 408 00:21:59,110 --> 00:22:02,470 what was going on. But now a year later that things are back 409 00:22:02,470 --> 00:22:06,280 to normal. Yeah. You know, and that end and I remember telling 410 00:22:06,280 --> 00:22:09,640 you this, that people are, like, you know, government officials, 411 00:22:09,760 --> 00:22:12,550 whoever, the government, local government, federal government, 412 00:22:12,550 --> 00:22:15,070 like they will get their money back regardless. Yeah. They will 413 00:22:15,070 --> 00:22:17,110 ask for it, and they will hunt you down, and they will get it. 414 00:22:17,350 --> 00:22:19,660 Yeah. And that's something we talked about, I remember here 415 00:22:20,080 --> 00:22:22,840 was that people sometimes just disregarded everything, and 416 00:22:22,840 --> 00:22:25,930 they're like, it's 2020, to free for all. It's COVID. It's COVID. 417 00:22:26,410 --> 00:22:29,230 But the reality is, is that it's not and that they're gonna, 418 00:22:29,260 --> 00:22:30,970 they're gonna get their money back, they're gonna want the 419 00:22:30,970 --> 00:22:33,610 money back, whether you use it for the right reasons or not. 420 00:22:34,360 --> 00:22:37,570 And whether it's PVP, whether we talked about, like unemployment, 421 00:22:37,570 --> 00:22:40,690 like, you know, that's a fairly common thing, too, that, you 422 00:22:40,690 --> 00:22:43,360 know, they they gave you a certain amount of money that, 423 00:22:43,390 --> 00:22:48,040 you know, technically wasn't your amount. That corresponded 424 00:22:48,040 --> 00:22:51,430 for you. And, you know, that's another thing that, you know, 425 00:22:51,430 --> 00:22:52,870 people they're gonna ask for their money back. 426 00:22:52,870 --> 00:22:55,510 Sean Murray: Yeah, we just shared a link to an article, it 427 00:22:55,540 --> 00:22:57,520 wasn't even an article, it was an announcement from the from 428 00:22:57,520 --> 00:23:02,980 the DOJ, talking about how it was a senior official at NASA, 429 00:23:03,730 --> 00:23:07,150 had fraudulently applied for a PPP loan, when I guess they 430 00:23:07,150 --> 00:23:11,590 didn't have a business and got a significant amount of money. 431 00:23:11,860 --> 00:23:14,170 And, you know, they were arrested. And so it's not just 432 00:23:14,170 --> 00:23:17,620 about paying it back. Right. You're gonna get you're gonna 433 00:23:17,620 --> 00:23:21,190 get in trouble. Some people are actually going to go to jail for 434 00:23:21,220 --> 00:23:23,590 you know, it's COVID. You know, everyone will understand it 435 00:23:23,590 --> 00:23:26,860 turns out, the government is not proving to be that 436 00:23:26,860 --> 00:23:31,480 understanding, so far. And I, it's kind of, it's not a full 437 00:23:31,480 --> 00:23:33,760 prediction, but it's one of those things where I think could 438 00:23:33,760 --> 00:23:37,960 happen, that we could see the government go and do their own 439 00:23:37,960 --> 00:23:40,360 calculations and determine that a lot of people got more than 440 00:23:40,360 --> 00:23:44,410 they were supposed to, and you create all this, essentially 441 00:23:44,440 --> 00:23:47,860 debt that is now owed back to the government for PPP money, 442 00:23:48,250 --> 00:23:50,620 the amount they weren't supposed to get, and that for if you're a 443 00:23:50,620 --> 00:23:54,400 salesperson, this could be your way to step in and say, hey, I 444 00:23:54,400 --> 00:23:58,090 hear you owe the government, you know, we can help fund you to 445 00:23:58,090 --> 00:24:01,510 get that squared away. I would probably rather owe a small 446 00:24:01,510 --> 00:24:06,130 business funding company than like, you know, the government 447 00:24:06,250 --> 00:24:08,500 especially if they're sitting there calculating you know how 448 00:24:08,500 --> 00:24:10,810 much I wasn't you know, how much I got I wasn't supposed to get 449 00:24:10,870 --> 00:24:13,420 that would probably make me feel a little uneasy. Just me 450 00:24:13,420 --> 00:24:13,720 You know what I was thinking this, I guess kind of related to 451 00:24:13,720 --> 00:24:13,800 personally. 452 00:24:13,800 --> 00:24:15,863 Johny Fernandez: Yeah. No, I agree. I think I think the 453 00:24:15,921 --> 00:24:19,533 reality is anytime you mess with the government, you're pretty 454 00:24:19,591 --> 00:24:23,203 much gonna be out of luck. Yeah. Like it's a very straight and 455 00:24:23,261 --> 00:24:26,873 black and white with them. It's. Yeah. There's no gray area at 456 00:24:26,931 --> 00:24:30,543 all. But I think it's something like I said, we said it before 457 00:24:30,601 --> 00:24:34,271 that, now that there's an end in sight. I believe forCOVID, you 458 00:24:34,329 --> 00:24:37,941 know, with the vaccine and all that it's, you know, same thing 459 00:24:37,999 --> 00:24:41,727 goes for moratoriums, especially in places like New York, people 460 00:24:41,785 --> 00:24:45,222 haven't paid rent in almost a year. Yeah. There people are, 461 00:24:45,280 --> 00:24:48,950 everyoene's going to get their money back in some way, shape or 462 00:24:49,008 --> 00:24:50,640 form, that's what I believe. 463 00:24:52,960 --> 00:24:56,800 cold calling, is that when I was going on GoFundMe, and looking 464 00:24:56,800 --> 00:25:00,700 up PPP, here's all these small businesses that are essentially 465 00:25:00,700 --> 00:25:04,870 seeking funds. Now I get that they're looking for donations. 466 00:25:05,350 --> 00:25:08,980 But these are businesses looking for money, and you can search 467 00:25:08,980 --> 00:25:14,560 them for free on the internet. And who knows, that might be a 468 00:25:14,560 --> 00:25:18,610 lead. You know what I mean, perhaps these are people who 469 00:25:18,610 --> 00:25:22,210 might be interested in whatever it is you have. Now I get that 470 00:25:22,210 --> 00:25:25,780 they're looking for donations. But if you just type in PPP 471 00:25:25,780 --> 00:25:28,120 GoFundMe.com, you didn't hear it from me, even though you're 472 00:25:28,120 --> 00:25:32,650 hearing it from me, type in PPP and GoFundMe.com. You're gonna 473 00:25:32,650 --> 00:25:35,260 see some businesses, a bunch of them on there who are looking 474 00:25:35,260 --> 00:25:42,160 for funding to, you know, to survive, or whatever. And so, I 475 00:25:42,160 --> 00:25:45,430 don't know, that's actually rare. It's rare nowadays, to 476 00:25:45,430 --> 00:25:48,460 find an online website in which people are looking for money in 477 00:25:48,460 --> 00:25:51,040 which you don't have to pay like a million dollars to, you know, 478 00:25:51,040 --> 00:25:53,410 to kind of like view and look through and all that stuff. 479 00:25:55,370 --> 00:25:59,600 Jeez. Yeah. You're saving yourself a ton of money. I'm all 480 00:25:59,600 --> 00:26:00,110 about that. 481 00:26:00,170 --> 00:26:02,210 Sean Murray: Yeah. So I think after this is over, I'm gonna 482 00:26:02,210 --> 00:26:03,890 probably start cold calling those people. 483 00:26:03,920 --> 00:26:09,320 Johny Fernandez: Yeah. I had to do it all the time. It's great 484 00:26:09,320 --> 00:26:09,710 practice. 485 00:26:09,710 --> 00:26:12,380 Sean Murray: Yeah. And maybe if you type in, who knows? Maybe 486 00:26:12,380 --> 00:26:14,510 people maybe there's some real estate leads in there. 487 00:26:15,710 --> 00:26:17,450 Johny Fernandez: We'll just have to check it out. 488 00:26:17,480 --> 00:26:17,930 Sean Murray: Yeah. 489 00:26:18,410 --> 00:26:20,210 Johny Fernandez: Cool. Well, that's it for today, Sean. 490 00:26:20,210 --> 00:26:23,210 That's all we got for today. You have any plans for the weekend? 491 00:26:23,750 --> 00:26:24,740 Sean Murray: Isn't it only Wednesday? 492 00:26:25,910 --> 00:26:26,870 Johny Fernandez: I'm looking towards Friday. 493 00:26:26,870 --> 00:26:28,560 Sean Murray: You're already down for the week already? 494 00:26:28,560 --> 00:26:29,000 Johny Fernandez: I'm sorry. 495 00:26:34,190 --> 00:26:35,990 Sean Murray: For me the week it feels like it's just starting. 496 00:26:36,320 --> 00:26:36,770 Yeah. 497 00:26:37,200 --> 00:26:38,220 Johny Fernandez: It's already over in my life. 498 00:26:38,250 --> 00:26:39,990 Sean Murray: It's already it's already over for you? Okay. 499 00:26:40,500 --> 00:26:43,200 Well, yeah I don't know what my weekend plans are just yet since 500 00:26:43,200 --> 00:26:45,390 the weeks you know, still pretty still pretty new. 501 00:26:47,640 --> 00:26:48,990 Johny Fernandez: What are my plans? I don't know yet. 502 00:26:49,020 --> 00:26:50,370 Sean Murray: Yeah. Yeah, okay. Well, it seems like yeah, it 503 00:26:50,370 --> 00:26:51,660 seems like yours are all lined up. 504 00:26:51,660 --> 00:26:54,120 Johny Fernandez: They kind of are, yeah. I like to plan my 505 00:26:54,120 --> 00:26:57,480 weeks in advance. Clearly. Yeah. Like I have everything set up 506 00:26:57,480 --> 00:27:00,390 for this week. Next week. Who I'm gonna, I do have a list of 507 00:27:00,390 --> 00:27:03,780 who I'm gonna cold call today too. You do? Yeah, I do. Heck 508 00:27:03,780 --> 00:27:07,080 yeah, I wake up at 5am go for you know, I'm very structured. 509 00:27:07,500 --> 00:27:09,150 Not really. no, it's a lot. 510 00:27:09,750 --> 00:27:11,430 Sean Murray: What are your Fourth of July plans? 511 00:27:12,300 --> 00:27:13,710 Johny Fernandez: I'm going to Florida actually. 512 00:27:14,250 --> 00:27:17,490 Sean Murray: You already. You already planned it. Okay. So 513 00:27:17,490 --> 00:27:19,860 yeah, well, some people plan well in advance. 514 00:27:20,340 --> 00:27:22,110 Johny Fernandez: You know, you know what I'm doing later on in 515 00:27:22,110 --> 00:27:22,590 the year? 516 00:27:23,430 --> 00:27:23,970 Sean Murray: What are you doing? 517 00:27:23,990 --> 00:27:26,750 Johny Fernandez: Attending Broker Fair. Oh, for that 518 00:27:26,750 --> 00:27:32,150 information, deBanked.com, December sixth. I'll be there. 519 00:27:32,180 --> 00:27:35,750 You'll be there. In New York. In New York. In New York. So you 520 00:27:35,750 --> 00:27:38,750 guys check it out. If you want more information on that. Yeah. 521 00:27:38,750 --> 00:27:40,370 Have that planned out, set. 522 00:27:40,420 --> 00:27:42,910 Sean Murray: Yeah. Oh, and I'm supposed to tell you all out 523 00:27:42,910 --> 00:27:47,140 there. You should subscribe to deBanked. We have subscribe 524 00:27:47,140 --> 00:27:51,220 buttons all over the site. Click it, put in your information. We 525 00:27:51,220 --> 00:27:54,340 send out only a handful of email newsletters per month. We also 526 00:27:54,340 --> 00:27:57,190 send out some promotions from people within the industry 527 00:27:57,190 --> 00:28:00,250 itself. We don't sell your information to anybody it stays 528 00:28:00,310 --> 00:28:03,040 completely in house. And so subscribe, you'll get all the 529 00:28:03,040 --> 00:28:08,230 news and info about deBanked events, headlines, what's going 530 00:28:08,230 --> 00:28:12,040 on, deBanked TV. So go ahead and do that. 531 00:28:13,480 --> 00:28:15,820 Johny Fernandez: So, again, I'm Johny Fernandez. 532 00:28:15,850 --> 00:28:17,020 Sean Murray: Closing out the weekend. 533 00:28:17,020 --> 00:28:20,910 Johny Fernandez: Closing out the weekend. And who are you? 534 00:28:20,970 --> 00:28:22,860 Sean Murray: I'm Sean Murray, and I'll see you next time. 535 00:28:22,860 --> 00:28:23,760 Johny Fernandez: See you guys next time.