AI Won’t Save Your Brokerage — This Will

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This week's listener of the week
is Linda from Illinois.

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Linda, thank you so much for
leaving us a five star review.

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And for those of you listening,
if you leave us a five star

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review just like Linda did, you
might be next week's listener of

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the week, Week, week.
This week on commercial real

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estate secrets, we have Matt
Smith of Real Next.

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Matt, thank you for being on the
show today.

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Thank you for having me.
I am flattered to be on the

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show.
Matt has become a a friend,

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confidant over the years.
We met from social media and he

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is very involved in the
commercial real estate social

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media community, which we have
found to be a thriving, amazing

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place to meet each other, win
business, push our businesses

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further, all in a vein of an
industry that is slow to adapt

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to technology, the commercial
real estate industry.

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Matt, for the listeners, who are
you and how did we get here

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today?
Yeah.

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So who am I?
I work for a technology company.

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We build commercial real estate
software for brokers.

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That's it.
That's all we do.

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We hear from brokers just like
you letting us know what's going

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on, what are the problems, what
are the pain points.

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We build and acquire companies
and products to solve those

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pain.
And so for me, it's been really

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great.
I started with the company

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before that in the commercial
real estate space and I kind of

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fell into that and it's been a
natural fit and I'm absolutely

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loving every moment of it.
What do you think?

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You know you're, you're in the
tech space in commercial real

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estate.
We're in Q4 of 25.

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What are you anticipating?
A for commercial real estate in

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2026 and B for tech in
commercial real estate in 2026.

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Yeah, that's a really good
question.

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When it comes to 2026, I think
there's going to be a lot of

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changes and the changes are
going to be more level playing

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field.
And so before it was kind of

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hard to compete.
I think the competition is going

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to be more level that where
things that were unattainable,

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whether it's because they didn't
have the staff, they didn't have

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the the funds and such to build
their text act and to compete

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with some of the big shops.
Now independence can.

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And so that's going to be really
interesting to see how that pans

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out for 2026 technology all
around.

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I think we're going to start
seeing the noise kind of settled

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down over the last 12 or 18
months.

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All I do is hear AI 45,000 times
a day.

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But nobody can really describe
to me what they want AI to do.

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And some of the things they want
AI to do just really don't make

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sense.
So I think they're kind of

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figuring that out.
Just like when the cloud came

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out, everybody's like, I want
the cloud.

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I'm like, what do you want the
cloud to do?

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The cloud stuff isn't really.
So I think a lot of that noise

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is going to settle down and
we're going to start to see

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where AI is really going to add
value and where AI is really

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detracting from value.
So people can be high tech, high

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touch.
And that's where we are leaning

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into AI, but slowly because
we're watching what is working,

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what is not working, and not
rushing to implement stuff.

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It's kind of like I always try
to slow down at the beginning,

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because if we slow down at the
beginning, we seek to understand

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we can really make the end of it
slow.

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It's like if you do all your due
diligence properly in the

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beginning, you're most likely
going to close.

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But if you rush that process,
most likely you're going to

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extend your escrow 47 times and
seven years later you finally

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close.
It's so funny.

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I will recap 2025 real quick.
Probably got pitched 200 prop

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tech companies right and I
experienced exactly what you're

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saying where they say, oh, we
use AI to do your marketing and

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I'm like, tell me more.
How do you use AI to, you know,

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like I like AII, like marketing,
I like real estate and

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technology.
How and it's like, well, by

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using AI and I'm like, I'm not,
that's not really like an answer

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that's going to like sell me.
So like, let's get a little.

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It's, it's a funny phenomenon
that you explained that I'm

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experiencing because you're
right, like just telling me that

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AI is going to help me get
business is not sufficient for

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me to take on a new prop tech in
my tech or a new company in my

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tech stack.
But I have a friend who is an

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unbelievable broker out of
Canada, Mike Warner, who speaks

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very highly of real necks, yes.
You know Mike, I just had to say

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that twice just for Mike.
He'll know what I'm talking

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about Mike.
And do you know Mike?

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I don't have the T-shirt on, but
I need to get them for

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Lewisville if Mike is going OK.
Well, he, it maybe took 60

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seconds to show me how he uses
real necks.

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And it dawned on me that this is
one of those prop tech companies

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that are actually useful.
So now that when you say you're

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easing into AI, you know, it's
all making sense.

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And so tell me how Realnex helps
brokers or investors and or

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investors in commercial real
estate in the highest and best

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use.
Yeah.

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So we help lots of folks in
commercial real estate

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development, acquisition,
syndication, people that are

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working in planning and
Commission and capital raising.

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So not just brokerage, but
anything that touches commercial

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real estate.
And so we built our tech stack

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around all the different tools
that everybody's using.

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And it was interesting because
as we acquired these different

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companies to kind of bring them
together, we're like, well, how

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do we do?
We build on top of things, we

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build our own, what do we do?
And it's like we really got to

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build our own so we can control
every piece of it because we

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really need to listen to the
market and then do with the

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market and not to the market.
So as our clients like you, Mike

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and everyone else comes to us
and say, here are the problems

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we're having, we have the
ability to pivot.

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And then as we implement things,
we can also measure it.

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So we're A6 Sigma company and
everything we do is they

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surround 6 Sigma.
And it's about simplification of

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processes.
How do we take a process that's

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10 steps and create it out of
two steps And so simplifying

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things and how do we take
something complex?

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It's funny, I was, I had a, a
conversation years ago and

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someone big up at, at Yahoo, we
had this conversation about what

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is simplicity?
And simplicity isn't like less

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features of functions.
It's a process.

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So we take the complex process
of commercial real estate and we

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try to simplify that and we do
it for all spectrums of

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commercial real estate.
It's very interesting and I, I

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don't mean to bring up
competitors or a big hairy

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elephant in the room, but talk,
if I wanted to bring up a

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competitor, it would be Costar.
Do you see Costar as reigning

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supreme as the commercial real
estate MLS in the next 10 years

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or do you think Real Necks or
another company is going to take

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it down?
Yeah.

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So the way that I'm starting to
see stuff and where we are

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positioning at least in my sort
of market that I'm working in,

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the clients that I'm working
with, I'm trying to give the

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power back to the people.
Will they stay still reign

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supreme?
Probably, right.

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Does that mean they're going to
be the only go to source?

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No, what what we're doing is
we're creating projects and

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we're the technology behind the
deal and we're giving the power

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to the brokers, to the brokers
community to take that back.

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Meaning we do have a, a listing
platform, We are adding

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marketing research to that
platform, but we're then

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providing that as a layer on
your website to give you this

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amazing SEO with all your data
versus most people have things

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stuffed into an iframe where
the, the, the SC goes back to

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them.
We don't want that.

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We want the leads going directly
to you, so you feed us and we're

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feeding you back.
So it's a symbiotic

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relationship.
If we can get you to generate

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more revenue, then you're with
us for a longer period of time.

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And it's a win win situation.
Most people charge all these

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upfront fees because they know
their attrition is really bad.

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And we try not to because we
know that our clients stay with

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us for Infinity, like Mike and
Alan and the big players in the

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market, you see.
And.

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And that is, you know, a part of
it.

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So yeah.
I mean, are they going to?

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Yeah, I think there's going to
be.

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Will they have more competitors?
Yeah, long as they play and and

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do what they do and not skirt
the line of legality, like just

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do what you do and do it well.
And yeah.

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I have a theory that they're
going to fall and somebody's

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going to take over because you
can't have a company where

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everybody hates you and still
succeed.

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Like you can't have all your
employees hate you and all your

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users hate you and still, you
know, like there's no loyalty.

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And unfortunately we see that in
Costar where everybody seems to

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hate them.
Unfortunately, they're just our

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only option at this time.
So I digress.

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Well, to that I, I, you know, I
know that your listeners should

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probably hate me.
I, I, I don't hear the same

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right.
So I some really good things

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about costar with data products
and different things from them.

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Do they wish that the pricing
wasn't as confusing?

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Absolutely.
Do they wish that the pricing

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didn't raise and you know, Peter
has, you know, paste $10 and

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Paul pays 20,000 that that was
more in a level playing field.

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But for the data side of things,
I think that people get, I

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don't, yeah, I don't see it.
Maybe on social media you do.

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But I also kind of feel like
sometimes we're in our own echo

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chamber and sometimes that is
somewhat for attention.

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But yeah, I don't, I don't see
it as, I don't see the hatred as

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much as some other people do.
But I'm also in the tech space,

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so they might be like, well, I
don't want to tell Matt that I I

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dislike this company.
I mean, I'm not going to talk

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about it.
Yeah, I don't see the hatred as

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much.
I think if anybody provides a

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service where you're generating
revenue from it, continue to use

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it.
And if you don't like that

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company and you don't want to
give them money, then just stop,

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find another solution and
there's definitely ways to do

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that.
Will it be as easy?

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I don't know.
I mean, we have a solution where

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you can house your people, your
properties, your, your spaces,

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your tenants, your lease comps,
your sales comps, everybody.

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And I have clients that don't
rely upon any data source.

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They have their whole market in
our program and they can look up

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every floor, every suite, every
availability and they own the

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market.
So I mean, it's kind of like,

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yeah, if you're going to
complain about it, do something

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about it.
And if you have kids like your,

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your daughter's young, but I
have an older one and a younger

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one and the older one likes to
complain about stuff all the

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time.
And I said, look enough like

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either you're going to complain
about it to me to vent and move

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on and do something about it or
you're not going to complain to

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me anymore.
So if you want to complain,

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great, make your point, but then
move on.

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And people can't do that.
So sometimes I just wonder if

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it's just an echo Chamber of
people complaining because we're

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in sales, we're high
maintenance, right?

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Most people think I'm like this
technologist and I build

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computers.
I can barely use PowerPoint.

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I can't use Excel, right?
You asked me to type something

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in Word.
You're not going to read it.

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So I'm in that high maintenance
realm too.

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And sometimes I just complain to
complain and people are like,

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dude, really?
I'm like, sorry I'm the sales.

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Guy, I appreciate your optimism.
I just come from a service

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industry background and I
believe brokerage is a service

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and you know, it's hard to, you
know, if I'm spending five, ten,

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$20,000 a year on an A
technology project, we would

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hope that we would feel courted,
but we but I, you're, I

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shouldn't fetch, fetch is the
industry.

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But that also goes to one of the
things that we do here and

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that's why you'll see, you know,
the reviews and all my LinkedIn

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and such is, is I believe since
we are software as a service

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company, that without the
service, you're just software

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and that's you're in a
competitive Lancet.

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So, yeah, so I think if someone
had a different level of

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service, if that's scalable
economically and such, then I

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think would be great.
Commercial real estate is really

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high maintenance.
So it's really tough to give

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that level of service, but we
provided here at Grill Next.

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But it is a lot, a lot of work
in doing so.

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But yeah, I I agree with you the
same thing.

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I didn't come from the service
industry, but I believe that we

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should put people 1st and money
come second always.

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So it's like you service your
clients no matter what, and that

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will come back to you tenfold,
and it always has.

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That's how we get all our
business.

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It's either, I mean, it's not,
but repeat customers and then

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people who've been burned by big
shops and they're just like, we

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want a level of attention we
can't get at a big shop and we

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found you and so.
Well, I like what you're doing,

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right?
So you're saying, hey, let's

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look at using things like Google
Adwords.

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Some people are saying use face
Facebook, Facebook ads, probably

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not marketplace because you see
like the weirdest things online.

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I go, I'm addicted to Facebook
marketplace.

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I look for like I type something
in and then all of a sudden I

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see a bunch of like used washing
machines or like a chicken coop

249
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next to it.
And I'm like, how did OK, what

250
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else do they have?
And I'm just totally sucked into

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it.
But like using Google Adwords

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and you know, getting your
website ready for SEO with AI to

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be able to pick it up properly
and then having your data fed

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from us where it's feeding your
data.

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And then when it's crawled it
all the.

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So those are all the things that
you can do to, to less in the

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blunt of relying upon one
company is giving the power back

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to yourself.
And I think that what you do is

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great with that because you're
one of the only people besides

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00:15:01,920 --> 00:15:04,600
like Dave Lawan that I hear that
say you need a website, you need

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this.
And you'd be surprised.

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I had a, a client 3 weeks ago.
I told him he won the prize for

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the world's smallest website
because his website was like

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this big.
And I, I think it was built in

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00:15:16,920 --> 00:15:21,840
1980, fixed like, and he had it
on his desktop computer and when

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the web came up, he just somehow
got it to the web.

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00:15:24,480 --> 00:15:27,120
But it only if you look at a
screen, it's this big.

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It was only this big.
Wow.

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That's funny.
So taking that and making that

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into a nice website with
educational information on why

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00:15:36,600 --> 00:15:39,840
they should do business and then
what are your availabilities and

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00:15:39,840 --> 00:15:42,600
then using AdWords and stuff
like that will give power back

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00:15:42,600 --> 00:15:47,280
to the people.
The reality is, is that if you

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want to be a successful in any
business in 2026, your website

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is your digital storefront and
you better show up and you

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00:15:56,160 --> 00:15:59,920
better show out because that's
what your competition is doing

277
00:15:59,920 --> 00:16:02,560
and that's where the people are
looking, right?

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Retail Maine and Maine, you know
the way that people used to

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consume product was by walking
up to a store and deciding if

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they wanted to go in or they had
already been sold on the brand

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That's not how consumers shop
anymore consumer, you know such

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a large percent of transactions
are now done online in the

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00:16:27,080 --> 00:16:32,480
e-commerce space.
I have no idea how brokers or

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00:16:32,480 --> 00:16:37,880
companies or anybody functions
without a fantastic website, and

285
00:16:37,880 --> 00:16:42,200
I could talk about that at
infinitum, but I bore a lot of

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00:16:42,200 --> 00:16:45,000
people so well, no I.
Think it really is that it's

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00:16:45,000 --> 00:16:46,640
kind of your calling card like
right.

288
00:16:46,640 --> 00:16:51,480
So for me, similarly, I don't
use LinkedIn for resumes or

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00:16:51,480 --> 00:16:54,800
anything like that in order to
get a job or even can I connect

290
00:16:54,800 --> 00:16:56,600
with, I have a lot of
connections on there, but

291
00:16:56,960 --> 00:17:00,400
normally I get pitched like
85,000 times in 10 seconds and

292
00:17:00,400 --> 00:17:03,080
following up on a follow up with
a follow up and, and it just

293
00:17:03,080 --> 00:17:04,880
drives me nuts.
So I kind of don't really do

294
00:17:04,880 --> 00:17:08,240
anything on LinkedIn, but I do
use LinkedIn so people can see

295
00:17:08,240 --> 00:17:11,839
my recommendations.
I have about 125 of them on my

296
00:17:11,839 --> 00:17:14,480
profile.
So people can realize that A,

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00:17:14,520 --> 00:17:17,599
I'm a human being, B, here's the
people I work with and you can

298
00:17:17,599 --> 00:17:21,240
see how I care.
And so website does similar too.

299
00:17:22,760 --> 00:17:25,240
That's kind of like my own
branded website is my LinkedIn

300
00:17:25,240 --> 00:17:29,480
profile.
Somewhere where you land

301
00:17:29,480 --> 00:17:31,920
digitally, right like it you're
right.

302
00:17:31,920 --> 00:17:34,640
It doesn't have to be
warehousehotline.com.

303
00:17:34,680 --> 00:17:39,640
It can be a LinkedIn page.
It's just, boy, what a missed

304
00:17:39,640 --> 00:17:42,800
opportunity if you are not
driving traffic on the digital

305
00:17:42,800 --> 00:17:46,520
front.
And I, I love that about our

306
00:17:46,520 --> 00:17:50,400
business because so many people
are, you know, the big shops

307
00:17:50,400 --> 00:17:55,320
won't let you have your own
website or the more seasoned

308
00:17:55,320 --> 00:17:57,720
brokers don't feel the need to
have it, which is great for

309
00:17:57,720 --> 00:18:01,840
somebody like me because it
eliminates a huge percent of

310
00:18:01,840 --> 00:18:06,360
competition.
But in, you know, in the hopes

311
00:18:06,360 --> 00:18:11,720
of wanting to get or provide
value for other brokers, I would

312
00:18:11,720 --> 00:18:14,600
scream from the mountain tops
that they do need obviously

313
00:18:14,600 --> 00:18:17,160
websites.
Absolutely everybody needs a

314
00:18:17,160 --> 00:18:18,680
website.
Even if it's just a couple

315
00:18:18,680 --> 00:18:20,720
pages, you need something out
there to make sure that you're

316
00:18:20,720 --> 00:18:24,160
real and and we can see and
touch and feel you in your real

317
00:18:24,160 --> 00:18:25,920
company.
I think it builds trust.

318
00:18:27,480 --> 00:18:30,360
Yeah, absolutely.
And then another.

319
00:18:30,360 --> 00:18:32,680
Thing that that people can do,
and I'm sure you hit this home

320
00:18:32,680 --> 00:18:36,000
too, is, you know, right on
Yahoo, Google, Bing, everywhere.

321
00:18:36,000 --> 00:18:38,520
Make sure your company's listed
on there and then look at your

322
00:18:38,520 --> 00:18:40,520
reviews.
It's amazing how many times they

323
00:18:40,520 --> 00:18:43,280
look at reviews on a commercial
real estate site and it's one 1

324
00:18:43,280 --> 00:18:45,560
1/2 stars.
Well, that's going to come up

325
00:18:45,560 --> 00:18:47,680
when you ask Chad say, hey,
Chad, can you find the top

326
00:18:47,680 --> 00:18:48,960
commercial real estate
companies?

327
00:18:49,240 --> 00:18:51,400
You're not in there because you
had a bad review.

328
00:18:51,400 --> 00:18:54,800
But the bad review wasn't for
the the warehouse hotline.

329
00:18:54,800 --> 00:18:58,200
It was for the warehouse
shopping center dress factory.

330
00:18:58,200 --> 00:18:59,880
And they put the review on the
wrong page.

331
00:19:00,320 --> 00:19:02,240
But you got to look at those
little, those small, little

332
00:19:02,240 --> 00:19:05,120
things will really cost you big.
And then again back to your

333
00:19:05,120 --> 00:19:08,160
thing is if you do all these
things and you put that

334
00:19:08,440 --> 00:19:11,560
investment in there, you might
be able to then not invest in

335
00:19:11,560 --> 00:19:13,520
those other things that you
might dislike.

336
00:19:15,080 --> 00:19:19,000
Yeah, Now it's, it's interesting
about controlling you're, you're

337
00:19:19,000 --> 00:19:21,400
100% right.
You need to control your data.

338
00:19:21,640 --> 00:19:24,240
You need to control your
information, your image,

339
00:19:24,240 --> 00:19:25,640
etcetera.
Yeah.

340
00:19:25,640 --> 00:19:27,200
What separates you from
everybody else?

341
00:19:27,200 --> 00:19:29,640
If everybody had if every, if
the if the playing field.

342
00:19:29,840 --> 00:19:31,160
I say this to people all the
time.

343
00:19:31,440 --> 00:19:34,160
I said so great, you have this
program, it's got AI, it's got

344
00:19:34,160 --> 00:19:35,480
all the data in there and
everything.

345
00:19:35,480 --> 00:19:39,320
So you're going to be broker 100
pitching that listing, right?

346
00:19:39,320 --> 00:19:41,640
Because AI just told you that
because it's the listing

347
00:19:41,640 --> 00:19:43,160
expiration date, you should go
there.

348
00:19:43,360 --> 00:19:45,880
So you're 1 of 100.
What makes you different?

349
00:19:46,600 --> 00:19:51,040
And the response is well, my
negotiating skills and I said,

350
00:19:51,040 --> 00:19:57,040
well, I'm negotiating with you.
I'm not sure if you're going to

351
00:19:57,040 --> 00:20:01,680
make that one or not, you know.
So again, and I'd say that in

352
00:20:01,680 --> 00:20:05,040
fun, but.
You want to be 1 of 1, you want

353
00:20:05,040 --> 00:20:08,320
to be one of two or like what
Bose says and and what Rod and

354
00:20:08,320 --> 00:20:11,280
and and Lipsey and all those
people say is you want to be the

355
00:20:11,280 --> 00:20:13,880
one where they call you or what
is what does Bob say all the

356
00:20:13,880 --> 00:20:16,560
time?
It's not who you know, it's who

357
00:20:16,560 --> 00:20:21,040
know who knows you.
And so you know, that goes back

358
00:20:21,040 --> 00:20:24,280
to really knowing your market,
canvassing, walking, door

359
00:20:24,280 --> 00:20:29,400
knocking, having that website,
all that is what is going to

360
00:20:29,400 --> 00:20:36,480
drive business from you.
It's fun and and no, I I think

361
00:20:36,480 --> 00:20:38,640
it takes a very specific
personality type.

362
00:20:39,240 --> 00:20:44,240
Clearly, you know, you have to
be able to talk, have a

363
00:20:44,240 --> 00:20:47,600
conversation like a human in our
business goes a long way.

364
00:20:48,480 --> 00:20:56,360
But I want to know what do you
find the top producers who use

365
00:20:56,360 --> 00:20:58,800
reel necks?
How do they use it and what do

366
00:20:58,800 --> 00:21:03,640
they use it for?
Yeah.

367
00:21:03,640 --> 00:21:06,160
So there's lots of facets they
they use it for.

368
00:21:06,160 --> 00:21:09,800
So I have a broker and I call
him Double N Doug.

369
00:21:09,920 --> 00:21:13,200
And so we are in Vegas and I was
speaking at a conference in

370
00:21:13,200 --> 00:21:17,400
Vegas and Doug spoke before me
and I spoke after him and I said

371
00:21:17,440 --> 00:21:22,080
Double N Doug.
And so Doug has a curated list

372
00:21:22,080 --> 00:21:28,480
of information from sales comps
to properties to the owners and

373
00:21:28,480 --> 00:21:34,440
then basically like a profile
for all the investors.

374
00:21:35,800 --> 00:21:41,000
So a a property comes on market,
it's a 5000 square foot

375
00:21:41,040 --> 00:21:43,640
warehouse and it's got a large
yard.

376
00:21:43,800 --> 00:21:47,360
He can then type in Realnex and
it can find out 5000 square

377
00:21:47,360 --> 00:21:51,520
feet, 7000 square feet with a
large yard, which is unique and

378
00:21:51,520 --> 00:21:54,960
maybe for the warehouse.
And so now he can do that and

379
00:21:54,960 --> 00:21:57,920
using our built in e-mail
marketing, send it out, get the

380
00:21:57,920 --> 00:22:01,880
data back in from it and, and
work the buy side for that where

381
00:22:01,920 --> 00:22:04,120
where some people just won't
want to work the buy side

382
00:22:04,120 --> 00:22:05,880
because it's, it's a lot of work
sometimes.

383
00:22:05,880 --> 00:22:08,160
But he has his curated investor
list.

384
00:22:08,720 --> 00:22:11,200
You put a warehouse up, he's
like, hey, here's what I got.

385
00:22:11,200 --> 00:22:13,000
It met your criteria.
Do you want to talk?

386
00:22:13,720 --> 00:22:15,320
And then he has a conversation
about it.

387
00:22:15,320 --> 00:22:17,520
So it's kind of like that's one
way.

388
00:22:17,760 --> 00:22:22,960
Another way is I was with, I was
at in Vancouver for CCIM and I

389
00:22:22,960 --> 00:22:26,320
was with a client that's
underwriting property in our

390
00:22:26,320 --> 00:22:29,840
system because it does financial
analysis, lease analysis and

391
00:22:29,840 --> 00:22:31,680
such.
And so she was using the

392
00:22:31,680 --> 00:22:35,240
underwriting for a read.
And so our underwriting is

393
00:22:35,240 --> 00:22:38,320
sophisticated, yet simple enough
that anybody can read it.

394
00:22:39,280 --> 00:22:41,520
And more importantly, most
people are going to underwrite

395
00:22:41,520 --> 00:22:44,960
their deals anyways.
So it's more about like giving

396
00:22:44,960 --> 00:22:48,200
an output that the client can
understand and be able to make a

397
00:22:48,440 --> 00:22:50,680
decision on.
So the top traditions are using

398
00:22:50,680 --> 00:22:52,520
our underwriting and marketing
collateral.

399
00:22:52,840 --> 00:22:54,960
It makes they're, they're,
they're taking on a listing.

400
00:22:54,960 --> 00:22:57,880
They should and not take on a
listing just because it's a

401
00:22:57,880 --> 00:23:00,440
listing.
And then they're curating their

402
00:23:00,440 --> 00:23:03,320
list of, you know, properties to
know their market.

403
00:23:03,840 --> 00:23:07,520
And then what are the buyers and
the tenor requirements?

404
00:23:07,520 --> 00:23:11,600
Like if you call in and I said,
hey, I want to do business with

405
00:23:11,600 --> 00:23:15,000
you, what questions do you ask?
And please don't have AI ask

406
00:23:15,000 --> 00:23:17,640
those questions.
You should be the one to ask

407
00:23:17,640 --> 00:23:19,920
those questions and, and, and,
and get the answers.

408
00:23:19,920 --> 00:23:22,640
Like someone calls in and says,
hey, I want to do business.

409
00:23:22,640 --> 00:23:25,000
What do you do?
Oh yeah, great, let's find you a

410
00:23:25,000 --> 00:23:26,840
property and let's go tour
everything.

411
00:23:26,920 --> 00:23:29,440
No, like what's the purpose of
the call?

412
00:23:29,440 --> 00:23:31,400
What are you looking for?
Is there a cap rate?

413
00:23:31,400 --> 00:23:33,240
Is there a target?
What are you?

414
00:23:33,640 --> 00:23:35,840
What are you trying to do?
What's your fault?

415
00:23:36,440 --> 00:23:38,840
And so he really curates that in
his system.

416
00:23:39,160 --> 00:23:41,720
And when he does get a listing,
the reason we call him Double N

417
00:23:41,720 --> 00:23:43,800
is because he can double end all
his deals because he already has

418
00:23:43,800 --> 00:23:45,840
the investors.
So if you have the list of

419
00:23:45,840 --> 00:23:50,840
investors and you have your
market, well, how do you deserve

420
00:23:50,840 --> 00:23:55,160
the double Commission?
It's so funny.

421
00:23:55,960 --> 00:24:00,080
I am.
I think I'm on your 10 of

422
00:24:00,480 --> 00:24:06,440
brokerage and you know, by by
doing your 10 full time, right?

423
00:24:06,440 --> 00:24:09,240
You're they have the 10,000 hour
rule.

424
00:24:09,920 --> 00:24:12,360
I don't know how many hours I've
done this feels like a lifetime

425
00:24:12,360 --> 00:24:15,720
because it is.
But I'm starting to understand

426
00:24:15,720 --> 00:24:18,360
this like level up where you
start in brokerage and you'll

427
00:24:18,360 --> 00:24:22,040
just do anything.
And it seems fairly simple,

428
00:24:22,040 --> 00:24:25,040
right?
You just get somebody to sign up

429
00:24:25,040 --> 00:24:29,480
with, you go find them a space
or sell their space, you know,

430
00:24:29,920 --> 00:24:32,640
and I thought it was so simple
for so many years.

431
00:24:32,640 --> 00:24:34,600
And I'm just going doing these
deals.

432
00:24:34,600 --> 00:24:40,040
And as I'm eclipsing that first
decade, I'm looking back and and

433
00:24:40,160 --> 00:24:47,880
I am really into coaching and
learning and efficiencies and

434
00:24:48,120 --> 00:24:50,880
how to use technology to help my
clients.

435
00:24:50,880 --> 00:24:55,000
All of that to say, after a
decade in this business, I'm

436
00:24:55,000 --> 00:24:59,520
looking at systems like Realnex
and my back end systems and

437
00:24:59,520 --> 00:25:03,880
going, Oh my God, Like there is
so much opportunity in this

438
00:25:03,880 --> 00:25:07,680
business and now that I
understand what questions to ask

439
00:25:07,680 --> 00:25:09,840
when somebody answers the phone.
Yeah.

440
00:25:10,280 --> 00:25:11,880
And we can help set all that for
you.

441
00:25:11,880 --> 00:25:14,320
So if you don't know where it's
in your head, we can help create

442
00:25:14,320 --> 00:25:16,120
those templates for you.
So you kind of an intake

443
00:25:16,120 --> 00:25:18,360
template, you can even fill it
on your website.

444
00:25:18,360 --> 00:25:20,920
So it fills into our system for
you.

445
00:25:21,360 --> 00:25:23,800
And so it's building the buyers
right for you.

446
00:25:23,840 --> 00:25:27,840
And one of the best commercials
I ever heard radio commercials

447
00:25:27,840 --> 00:25:30,240
in the world.
It was a guy here in San Diego

448
00:25:30,240 --> 00:25:32,560
that sells residential homes.
And he's a genius 'cause he

449
00:25:32,560 --> 00:25:34,400
goes, I'm John Reeves and I have
the buyers.

450
00:25:34,760 --> 00:25:37,040
Like, why would you call any
other realtor in the world?

451
00:25:37,040 --> 00:25:38,680
I'm gonna call John.
He's got the buyers.

452
00:25:39,120 --> 00:25:41,480
Why would I call anybody else?
Like, that's his commercial.

453
00:25:42,160 --> 00:25:44,840
I'm like, Oh my God, this is
this is gold because that's what

454
00:25:44,840 --> 00:25:48,240
I teach.
One, you need to know that you

455
00:25:48,240 --> 00:25:50,840
need to know the property and
you need to know the space the

456
00:25:50,840 --> 00:25:53,880
client's going to occupy.
And then two, you need to know

457
00:25:53,880 --> 00:25:55,840
the client and who's going to
occupy that space.

458
00:25:55,840 --> 00:25:57,760
And if you can know those two,
then you can dominate the whole

459
00:25:57,760 --> 00:26:03,480
market.
And it's, it's overwhelming, but

460
00:26:03,480 --> 00:26:08,840
inviting all at the same time.
Because I mean, I like man, the

461
00:26:08,840 --> 00:26:11,480
Denver market's small when you
compare it to something like

462
00:26:11,840 --> 00:26:15,800
Houston, but it's about knowing
your neighborhood, knowing your

463
00:26:15,800 --> 00:26:19,360
product.
And I don't know, you know, I

464
00:26:19,360 --> 00:26:21,400
don't know much else.
Don't call me to sell your

465
00:26:21,400 --> 00:26:23,800
apartment complex.
That's not what we do.

466
00:26:23,800 --> 00:26:29,000
So it's, it has been all of this
to say, it's been really fun for

467
00:26:29,000 --> 00:26:33,120
me to like get to that next
level of brokerage and start to

468
00:26:33,120 --> 00:26:37,760
understand these processes.
You know, I love to analyze top

469
00:26:37,760 --> 00:26:40,160
producers to see what they do,
how they do it, etcetera,

470
00:26:41,000 --> 00:26:44,760
because this industry is so
unbelievably opportunistic.

471
00:26:46,120 --> 00:26:50,160
Once you can, you know, once you
can toughen out past the first

472
00:26:50,160 --> 00:26:52,800
five years in the business,
which are brutally difficult,

473
00:26:55,520 --> 00:26:59,000
the world is yours.
However, you see that, you know,

474
00:26:59,360 --> 00:27:01,560
if you want to become a
syndicator, if you want to

475
00:27:01,560 --> 00:27:07,120
become a a broker or a, you
know, investment manager.

476
00:27:07,640 --> 00:27:10,600
Yeah, 100%.
Developer, principal,

477
00:27:11,680 --> 00:27:15,440
syndicator, investor, retired
what whatever it is.

478
00:27:15,440 --> 00:27:18,320
And I've had people come to me
lately that have been top

479
00:27:18,320 --> 00:27:24,840
producers and say that I'm going
to get to 5 hours a day, five

480
00:27:24,840 --> 00:27:27,880
days a week this year in 2026
and real next is going to help

481
00:27:27,880 --> 00:27:30,840
me get there.
And so it's building processes

482
00:27:30,840 --> 00:27:33,440
around providing them more
freedom.

483
00:27:33,920 --> 00:27:37,000
And we, we hear it all the time
when we get through this week.

484
00:27:37,520 --> 00:27:40,320
There's no work life balance and
if you want to be a hustler or a

485
00:27:40,320 --> 00:27:43,960
hustler and, and all those
things and, and I'm look, I get

486
00:27:43,960 --> 00:27:45,280
it.
I've cut my teeth and I put in

487
00:27:45,280 --> 00:27:48,640
my time, but I've also slowed
down and I looked at things and

488
00:27:48,640 --> 00:27:51,040
if you slow down, you build
processes around it.

489
00:27:51,760 --> 00:27:54,760
It's amazing what can happen and
how much time you can have back.

490
00:27:54,760 --> 00:27:59,560
I have a really good work life
balance and I think I'm OK.

491
00:27:59,560 --> 00:28:03,520
Maybe I'm not like the greatest,
you know, top producer in the

492
00:28:03,520 --> 00:28:06,400
world, but I would say that I'm,
I mean, if you just surveyed

493
00:28:06,400 --> 00:28:08,640
people that know me, they're
going to tell you that I'm

494
00:28:08,640 --> 00:28:11,720
probably pretty up there and I
have a great work life balance

495
00:28:11,720 --> 00:28:13,000
and I wouldn't trade it for the
world.

496
00:28:13,000 --> 00:28:17,280
My daughter is everything and I
want that.

497
00:28:17,280 --> 00:28:21,040
So when I hear those things like
was we go back to cutting your

498
00:28:21,040 --> 00:28:25,280
teeth and what you learn in 10
years, I really learned making

499
00:28:25,280 --> 00:28:28,360
30 phone calls or 20 phone calls
for me is way more productive

500
00:28:28,360 --> 00:28:31,720
than making 150 dials.
And it's also a bigger flex.

501
00:28:31,880 --> 00:28:34,600
If you say, hey, I work 5 hours
a week, five days a week, and I

502
00:28:34,600 --> 00:28:39,040
just make, you know, 1.8 million
GCI, that's a flex.

503
00:28:39,920 --> 00:28:41,720
I didn't see my family.
I had a divorce.

504
00:28:41,720 --> 00:28:44,880
My kids don't know who I am, and
I work 80 hours a week and I

505
00:28:44,880 --> 00:28:48,400
have heart palpitations because
I work too hard.

506
00:28:48,880 --> 00:28:50,560
That's not a flex.
Yeah.

507
00:28:51,200 --> 00:28:54,000
I know I've said this before.
I love doctors.

508
00:28:54,360 --> 00:28:56,520
We need them.
My brother-in-law is a

509
00:28:56,640 --> 00:28:59,600
unbelievable surgeon.
Love him to pieces.

510
00:28:59,840 --> 00:29:03,280
I but he works.
He's the second group you

511
00:29:03,280 --> 00:29:07,000
described and I'm the first
group and it's very, you know,

512
00:29:07,000 --> 00:29:11,400
and, and I empathize because he
went through so much and it's

513
00:29:11,400 --> 00:29:16,200
life and death to get there, but
it's, you know, it's so

514
00:29:16,200 --> 00:29:21,440
physically and emotionally
demanding, whereas we have more

515
00:29:21,440 --> 00:29:24,160
freedoms because we don't cut
into people for a living, so.

516
00:29:25,160 --> 00:29:28,760
That's why you wouldn't want me
cutting into anybody.

517
00:29:28,960 --> 00:29:31,840
I promise you I can't use
PowerPoint.

518
00:29:31,840 --> 00:29:34,000
I don't think I'm going to be
able to use one of those robots.

519
00:29:35,800 --> 00:29:39,360
He's he's a orthopedic surgeon.
We call him the the limb Reaper.

520
00:29:39,840 --> 00:29:47,160
But shout out to Jonathan.
OK, Mr. Smith, it's becoming

521
00:29:47,160 --> 00:29:52,320
that time for the listeners.
Where can they find you, follow

522
00:29:52,320 --> 00:29:55,200
you, contact you Realnex,
etcetera?

523
00:29:55,600 --> 00:29:57,760
Yeah.
So First off, website

524
00:29:57,960 --> 00:30:02,440
realnex.com, super easy.
You'll find us on review

525
00:30:02,440 --> 00:30:04,120
platforms too.
If you want to look at what's

526
00:30:04,120 --> 00:30:06,760
out there.
We recommend if you are in

527
00:30:06,760 --> 00:30:09,280
commercial real estate, have a
conversation with us.

528
00:30:09,760 --> 00:30:11,840
There's no pushy salespeople or
anything.

529
00:30:11,840 --> 00:30:14,200
It's more seeking to understand
what are you currently doing and

530
00:30:14,200 --> 00:30:16,720
is there a better way to do it
and if there is, does our

531
00:30:16,720 --> 00:30:19,560
technology fit into that?
If it doesn't, great, do

532
00:30:19,560 --> 00:30:22,160
business, make money and we'll
see at the next event and it was

533
00:30:22,160 --> 00:30:23,840
a high 5.
And if you see someone that

534
00:30:23,840 --> 00:30:26,280
isn't making money that our
services could use, send them

535
00:30:26,280 --> 00:30:28,560
our way.
We're not going to be the, you

536
00:30:28,560 --> 00:30:31,000
know, the the best product for
every single person out there.

537
00:30:31,000 --> 00:30:34,240
And we understand that.
If you want to find me, you can

538
00:30:34,240 --> 00:30:43,400
find me on XCRE Mat SD I'm on X.
I'm not as active after the 2020

539
00:30:43,840 --> 00:30:47,080
election.
I kind of just, it got

540
00:30:47,080 --> 00:30:50,000
depressed.
The politics side, it just

541
00:30:50,000 --> 00:30:53,200
really just makes and then the
media is kind of made so so I

542
00:30:53,200 --> 00:30:56,400
kind of stay in my little group
and I say dumb things and silly

543
00:30:56,400 --> 00:30:59,080
stuff on X.
And then you can connect with me

544
00:30:59,080 --> 00:31:00,680
on LinkedIn.
And if you know anybody you want

545
00:31:00,680 --> 00:31:04,360
to connect with, anybody I know,
shoot me a message.

546
00:31:04,360 --> 00:31:05,800
Hey Matt, you're connected with
so and so.

547
00:31:05,800 --> 00:31:08,440
What's your relationship?
Can you give me an introduction?

548
00:31:08,440 --> 00:31:10,200
Tell me why and I'm happy to
introduce you.

549
00:31:11,400 --> 00:31:13,640
But yeah, connect with me on
LinkedIn and X.

550
00:31:13,640 --> 00:31:16,640
It's the only place I have.
I don't do I do have a Facebook,

551
00:31:16,640 --> 00:31:19,000
but I have zero friends and I
won't accept any friends.

552
00:31:19,000 --> 00:31:23,240
I only use it to look at
Facebook marketplace, you know,

553
00:31:23,240 --> 00:31:24,760
and then I'm in like, I like
these car.

554
00:31:24,760 --> 00:31:26,680
I like campy cars.
Like I'm a car guy.

555
00:31:27,200 --> 00:31:30,400
So I know your husband is too.
And I'm a super car guy.

556
00:31:30,400 --> 00:31:32,680
So I'm in some of the car
groups, but I don't have I have

557
00:31:32,680 --> 00:31:34,360
zero friends.
And I do that on perfect because

558
00:31:34,360 --> 00:31:36,160
I'm like, if I have one friend,
someone's going to be like,

559
00:31:36,160 --> 00:31:38,320
well, he accepted that person,
why not me?

560
00:31:38,760 --> 00:31:40,680
So it's just better to have 0
crimes on Facebook.

561
00:31:40,680 --> 00:31:45,400
Like I don't, I don't Facebook.
I just look at empty cat crates

562
00:31:45,400 --> 00:31:48,680
and, and washing machines and
whatever weird comes up, it's

563
00:31:48,880 --> 00:31:52,720
like people have food on there.
Like they're selling, you know,

564
00:31:52,760 --> 00:31:56,240
food.
And I'm like, what?

565
00:31:56,240 --> 00:31:59,960
I'm not going to your house and
buying your food like that's

566
00:31:59,960 --> 00:32:01,840
weird, but somebody.
Might.

567
00:32:02,800 --> 00:32:05,160
Yeah, like we can have a whole
podcast just on Facebook

568
00:32:05,160 --> 00:32:07,200
Marketplace and how strange it
is that's.

569
00:32:07,200 --> 00:32:10,320
So funny I didn't, you know I
learned something new about you.

570
00:32:11,240 --> 00:32:13,880
Have you been on it of?
Course, OK.

571
00:32:13,920 --> 00:32:15,280
Well, do you know what I'm
talking about?

572
00:32:15,280 --> 00:32:18,920
Yeah, so.
Yeah, I was on it today.

573
00:32:19,160 --> 00:32:21,360
Like watching?
Like how did you sell that

574
00:32:21,360 --> 00:32:23,320
bicycle to you for $12.00?
Do you want to work in

575
00:32:23,320 --> 00:32:28,360
commercial real estate?
I think I love looking at the

576
00:32:28,800 --> 00:32:31,440
properties people list on
Facebook Marketplace because

577
00:32:31,440 --> 00:32:35,200
it's like, you know, they think
they can do for Sale by owner,

578
00:32:35,360 --> 00:32:39,640
they think they can pull the
number out of wherever I've had

579
00:32:39,640 --> 00:32:41,400
the buy.
Side before, yeah.

580
00:32:42,120 --> 00:32:44,320
Where did you get that number?
Well, I bought it for this and

581
00:32:44,320 --> 00:32:51,120
I'd like to double my money, OK?
Goodbye, but I'm there's a lot

582
00:32:51,120 --> 00:32:54,280
of great deals to be had too, so
I can't knock it.

583
00:32:55,000 --> 00:32:57,400
Yeah, I think Realnex is also on
other social stuff.

584
00:32:57,400 --> 00:33:00,160
I don't focus on that.
My brain can only handle so much

585
00:33:00,160 --> 00:33:02,960
information.
So I try to kind of stay in my

586
00:33:02,960 --> 00:33:06,360
lane on everything.
But we have weekly webinars,

587
00:33:06,400 --> 00:33:09,360
come check out a webinar.
We also do data visualization,

588
00:33:09,360 --> 00:33:12,320
virtualization for pre leasing,
pre selling.

589
00:33:12,320 --> 00:33:15,440
We do augmented reality, virtual
reality, aerial tours, drone

590
00:33:15,440 --> 00:33:20,120
videos, proxy, and we'll be
working on adding that in

591
00:33:20,120 --> 00:33:22,480
hopefully into our listing site.
So then you can get professional

592
00:33:22,480 --> 00:33:25,840
photography, professional drone
virtualization.

593
00:33:25,840 --> 00:33:28,000
We have robots we can send out
to your warehouses and

594
00:33:28,000 --> 00:33:31,280
virtualize them in in space that
you had to control with an Xbox

595
00:33:31,280 --> 00:33:33,120
controller.
So well, there's so much more to

596
00:33:33,120 --> 00:33:37,400
know about Realnex than just
like we're ACRM or we're just a

597
00:33:37,800 --> 00:33:40,480
marketing platform or we're just
a listing platform.

598
00:33:41,120 --> 00:33:43,720
We are an end to end solution to
help you find winning clothes

599
00:33:43,720 --> 00:33:49,160
deals, period.
And we care, Matt, this.

600
00:33:49,160 --> 00:33:51,680
Has been fantastic.
I could talk to you forever.

601
00:33:53,600 --> 00:33:55,920
Said that like very stern, like
mom, like Matt.

602
00:33:56,480 --> 00:34:00,480
Shut up, I.
Know sometimes I I get people

603
00:34:00,480 --> 00:34:03,360
think I'm like a jokester and
then some then they realize I

604
00:34:03,360 --> 00:34:10,159
can be really serious and anyway
it's yes you're awesome.

605
00:34:10,239 --> 00:34:13,360
I if this I just want to be
honest.

606
00:34:13,520 --> 00:34:17,639
After two years of podcasting, I
stopped letting people talk

607
00:34:17,639 --> 00:34:20,639
about their products on the
podcast for obvious reasons.

608
00:34:21,000 --> 00:34:25,880
But knowing you and knowing
Realnex, we made an exception B

609
00:34:26,199 --> 00:34:27,840
for reasons I don't have to tell
you about.

610
00:34:27,840 --> 00:34:30,639
So yeah, absolutely we.
Appreciate it and and thank you

611
00:34:30,639 --> 00:34:32,159
and we're here to support the
community.

612
00:34:32,960 --> 00:34:35,960
We will be heading out to SIOR
in Lewisville.

613
00:34:35,960 --> 00:34:37,800
If you're there, love to see
you.

614
00:34:37,920 --> 00:34:40,280
If you're not an SIOR, you
should take a look at it at some

615
00:34:40,280 --> 00:34:43,400
of the best networking out.
And so we'll be out of the

616
00:34:43,400 --> 00:34:45,280
events and hopefully we'll see
at the new next event.

617
00:34:45,280 --> 00:34:47,120
I might be heading to Denver
next week.

618
00:34:47,159 --> 00:34:50,600
I'm not because I don't want to
travel all those days, but if I

619
00:34:50,600 --> 00:34:53,800
do, I'll try to find you.
OK, well I'm going for SIOR.

620
00:34:53,800 --> 00:34:57,680
So hopefully I'll see.
Yes, yes, I'm going for it.

621
00:34:57,880 --> 00:35:00,360
So hopefully I'll see you at in
Palm Springs.

622
00:35:00,960 --> 00:35:02,360
Oh, you're not going to
Lewisville?

623
00:35:02,600 --> 00:35:05,240
No, because I'm not 1 yet.
OK.

624
00:35:05,960 --> 00:35:09,520
Well, you can be my plus one.
Yeah, yeah, yeah.

625
00:35:14,160 --> 00:35:18,360
Palm Springs, yeah, it's like,
oh, that was so CRE Summit was

626
00:35:18,360 --> 00:35:20,200
in Palm Springs.
Now SIOR is gonna be.

627
00:35:20,200 --> 00:35:22,800
I will be there for sure, 100%.
I will be in Lewisville.

628
00:35:23,040 --> 00:35:26,680
I think someone booked my
travels and stuff so I don't

629
00:35:26,720 --> 00:35:29,480
always know where I'm going
until sometimes the day before,

630
00:35:29,760 --> 00:35:32,120
but yes, I will be in Lewisville
if you're there and then I will

631
00:35:32,120 --> 00:35:34,560
be in Palm Springs.
So 100% maybe we could do like a

632
00:35:34,560 --> 00:35:37,280
live podcast.
I can bring some podcasting

633
00:35:37,280 --> 00:35:41,480
stuff and hopefully we'll we'll
bring out maybe Alan Buchanan.

634
00:35:41,480 --> 00:35:43,200
He's he's that way.
Mike.

635
00:35:43,480 --> 00:35:46,720
Mike will be there, I'm sure
'cause Amazing has a house in

636
00:35:46,720 --> 00:35:47,760
Palm.
Springs so oh.

637
00:35:47,760 --> 00:35:52,200
Yeah.
Great people, great community,

638
00:35:52,960 --> 00:35:55,000
amazing and if you're not part.
Of the social community.

639
00:35:55,000 --> 00:35:57,520
Get on.
I've been on it for like way too

640
00:35:57,520 --> 00:36:01,680
long and it's been awesome and
we have a lot of fun and you can

641
00:36:01,680 --> 00:36:05,880
not be serious and it's sag and
just be a human.

642
00:36:05,880 --> 00:36:07,840
So thanks for having me on.
I appreciate it.

643
00:36:07,840 --> 00:36:11,920
Enjoy Wednesday and this is
really fun and for everybody

644
00:36:11,920 --> 00:36:14,280
listening.
See you next week.

645
00:36:17,120 --> 00:36:20,280
That's a wrap for this.
Week on commercial Real Estate

646
00:36:20,280 --> 00:36:23,240
secrets.
If you found value, do us a

647
00:36:23,240 --> 00:36:27,040
favor and subscribe.
Leave a review and share it with

648
00:36:27,040 --> 00:36:29,440
a fellow commercial real estate
lover.

649
00:36:30,120 --> 00:36:32,640
For brokerage services or to
connect, visit

650
00:36:32,640 --> 00:36:35,320
warehousehotline.com.
I'm Aviva.

651
00:36:35,720 --> 00:36:36,920
We'll see you next week.