How I Closed a $9.5M Deal From Social Media

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Hello, this is the Proof Stacker
Podcast.

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I'm Carrie Duke.
That's Ed Winslow.

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And we have a special guest
today, Aviva Sonenrich of the

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Warehouse Hotline.
They are industrial income

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properties, investment advisors
and brokers in Colorado.

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I get that right.
Yes, Sir, Thank you for having

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me on the show today.
You bet you're a third

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generation real estate broker.
And I think I mean, OK, that's

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great, but you have 1.2 million
followers on TikTok, so you're

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like the social media.
I won't say guru, but expert.

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Yeah, that's amazing.
I think that that's quite the

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accomplishment.
Being an old guy like I am, I

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don't get TikTok.
I don't I don't understand how

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to use it for commercial
purposes.

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I mean ecom sure, but commercial
purposes not so much.

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I mean, I've heard of other
people selling insane things

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like home insurance, sure,
TikTok.

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But no, the question, the
question I have for you and I

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want to get this started is how
did you get to the point where

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you said I am going to niche
down into industrial investment

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properties?
I mean, that just seems so, so

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niche in terms of all the things
that you could do for real

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estate that's so niche.
So it is.

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Buying warehouses is my family
business.

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My grandfather bought the first
warehouse in our portfolio in

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1984 that we still hold peace
and manage to this day.

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My father then went on to
syndicate a portfolio of

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warehouses between 1999 to 2015.
So I grew up in warehouses.

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I never understood it why we
were in these like weird so

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your.
Your crib was actually in a

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warehouse.
Might as well have been because.

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Yeah, I mean, I, I never
understood why we were always in

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weird parts of town, you know,
driving around these ugly

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buildings.
But all of that to say, turns

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out I love my family business.
And, you know, so I, I didn't

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come up with any of the playbook
there.

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But when it came to social
media, you know, the pandemic

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hit.
All of our phones stopped

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ringing and I knew TikTok was
going to be a thing.

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That was pretty evident.
And I started making Tik Toks of

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my cat.
I started studying the

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algorithm, the studying the just
the platform in and of itself.

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And I, I got my cat, all these
followers and one of my best

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friends called me and he goes,
Aviva, you have so much

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competition with your cat.
Why don't you talk about your

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work?
Nobody else is talking about it

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online.
And that was the aha moment.

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It was in June of 2020 where it
was like, you know, it's a

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supply and demand situation,
High supply of cat content

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online, low demand, low supply
of commercial real estate

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content online, high demand.
And that sparked the beginning

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of insane.
You know, I can never explain

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how much work it's taken to get
there, but commercial real

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estate is a lifelong business
for me specifically.

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And if you put in the time and
the effort over the years and

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years and years, you can extract
insane value.

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And so I applied the same thing
to marketing it, which is social

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media.
Five years later, Humboldt and

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Hungry still so haven't.
Felt OK.

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Do you get direct inquiries on
TikTok for deals?

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No, but this month, OK, it's not
August.

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This month I have a $9.5 million
closing from somebody who found

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me on social media.
On social media?

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TikTok you mean?
Or just some social media?

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No, no, I think you know, social
media is the umbrella and then

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TikTok is a plot.
I don't know if you specifically

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saw me on TikTok, but all I know
is it's like it's proof

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stacking, right?
Like reinforcing posting the

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videos on every platform, just
showing up on all the platforms

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as much as possible is how.
So, so you found a buyer.

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This was a buyer for OK.
No, no, no.

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The buyer found her.
Right, the buyer found you, the

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buyer found you so when you when
you that's really amazing about

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TikTok and I've heard some
amazing things about TikTok.

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I was actually in the map room,
the NaCl map room and I met a

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guy who's from Utah and they
develop single tenant buildings.

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And he said some people, they
had an office down in Dallas and

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he said there were some people
that work there who are younger

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and they started to do stuff on
TikTok.

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And they have been getting calls
from like big, you know, like

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net lease type of tenants that
are looking for locations in

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these specific areas.
And what they do is they find

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the dirt and they build out the
same.

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You know, it's a build a suit
with a sale leaseback and they

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they were getting amazing
results from from TikTok.

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Now how do you how do you do it
on TikTok?

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Like tell tell tell us about
TikTok for us old guys that

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don't know how to use TikTok.
Well, you know, it's really the

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fundamentals in marketing,
right, 80% value, 20% sales.

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I would probably argue 95%
value, 5% sales, but it's really

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First off, a lot of these
platforms are Geo local, right?

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So that means you post the
content and it goes out in your

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city, town, county, whatever.
That's where the first sample

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receives the content.
So if the local folks like it,

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then it keeps getting pushed out
nationally and internationally.

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I started finding just talking
about the business and

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warehousing, right?
Warehousing is so niche, so

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specific that localized and then
doing it obviously super

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consistently, that localized
reach was actually very

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impactful.
I remember I was driving, I

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mean, this happens often, but I
was like at a warehouse, walking

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around some warehouse and some
car pulls up to me and he's a

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worker like in floor and decor
and he's like, I see you on

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TikTok, like you're the
warehouse lady.

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And I'm like, that is the point
of this exercise, yes.

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Yeah, that that must have been a
surreal moment, having somebody

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pop up out of the blue.
Roselle, I've seen you on

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TikTok.
It's funny, it's like this is

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working.
Here's, you know, case in point,

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so.
How are you posting?

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Are you are you posting like
success stories?

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Are you doing that the success
story gig on TikTok?

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No, I just post.
I used to, you know, OK, let me

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preface it this way.
Obviously my content is evolving

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and I'm still figuring that out.
You know, I do podcast clips, I

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do tips.
I do, you know, right now I find

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like I just talk about
commercial real estate news or

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post my podcast clips.
That's what I get.

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Well, the most traction on right
now you know like JC Penney and

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their recent you know to be
acquisition closing next month.

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I just try to find relevant
topics.

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So it like a news type of thing,
OK.

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I saw you do something on the
tariff situation and what a, you

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know, a boon for industrial
space.

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And the reason I bring that up
is because I was asking people

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in the industry, the paving
industry, that's what paving

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industry.
Have you seen an uptick in

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business due to, you know, on
shoring of manufacturing?

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And they're all like, no, no,
no, I've not even heard a word

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of that.
I'm like, how is it possible?

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All I see is is, you know, these
investments of bringing

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manufacturing back and having to
redo the these plants and, and

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bring them up to speed.
How is it that you can't hear

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any word of any jobs associated
with warehousing?

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That doesn't make sense to me.
That's an interesting 1.

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You know, we all live in the
tunnels of our choices.

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So, you know, I think the
tariffs initially when they hit,

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when they were announced in
January, like I think it was

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more of the Fortune 500
companies, right?

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These huge international
suppliers who, you know, pulled

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all their RFP's and everybody
just froze.

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I could see why, like your local
concrete vendor that actually

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might not impact them day one,
right?

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That maybe you know.
These are national guys and I

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still, I still don't get it.
I I.

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I mean, they're probably just
getting business.

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They're just getting it.
You were talking about out there

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in Denver that that there's a
big demand for industrial

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warehousing that is strictly as
a result of onshoring

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manufacturing.
Sure, Denver is Denver and

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Denver International Airport is
America's central port, and I

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could talk your ear off about
that.

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But given that Colorado's in the
middle of the country, we have

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become this logistics hub for
massive manufacturers to

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touchdown and want to build
their plants right by our

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airport.
For example, Philip Morris

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International is building a
600,000 square foot Zen

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facility, a Zen plant.
You know what Zen's are?

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I have, I have no idea what a
Zen is.

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It's like TikTok to me.
A Zen.

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You know, those tobacco pouches
that people.

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Yeah, yeah.
Yeah, yeah.

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So Philip Morris is Marlboro
cigarettes.

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You know, smoking isn't cool
anymore, but zinning is.

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So it's.
Just yeah, the nicotine pouches.

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Got it.
And so they're build, they're

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building a 600,000 square foot
facility.

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Pepsi's got $1,000,000, a
million square foot facility.

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Microsoft's got a million square
feet.

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They're building right all under
Denver International Airport

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and.
That's amazing.

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That's amazing.
I mean, is there anything left?

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A little bit and if you want
some off market, you give me a

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call and I'll get it for you.
OK, love that.

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That's for another.
I'll always be closed.

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I think the industrial niche is
such a great niche in this

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market.
There's such a big transfer of

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use going on all over the
country.

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Office buildings are going to by
the wayside.

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Retail, industrial, what else?
Apartments.

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Yeah.
You know, Denver is a really

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interesting market and Colorado
because we were the first state

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to recreationally legalize
cannabis.

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And what that did for our
warehouse inventory was absorb

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25% of the C Class product
overnight, which created insane

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supply and demand dynamics that
still impact us to this day.

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Now as a family who this was our
job prior to the legalization in

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2012, our lives changed
overnight and that was just the

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beginning.
What we didn't see coming was

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then e-commerce, which is way
more impactful than cannabis.

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It was just part of the domino
effect where now, you know,

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Q2020 pandemic, everybody gets
locked in their homes and then,

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you know, logistics and
industrial real estate just gets

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pushed 10 years, You know, it
just accelerates our need for

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logistics.
I call it the chewy effect.

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What's the chewy effect?
When the pandemic hit, everybody

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would go to PetSmart, pick up
their food, you know, their cat

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food, but then nobody wanted to
go to the store.

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So, you know, they found out
Chewy, I can order my cat food

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on Chewy and I can subscribe and
it just shows up in a box every

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month.
And then even though the

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pandemic ended, those practices
didn't end, right.

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So when you talk about
industrial real estate,

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e-commerce is the real driving
factor.

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And where are we in our
e-commerce consumption?

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As a society, we're only we're
literally only getting started,

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which is crazy.
Think I think that's interesting

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that when when they what is that
that de minimis was was

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disallowed they that this last
Trump administration ended the

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the de minimis and you know what
was it a bypassing of the tariff

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right minimal purchase.
So when they did that, now

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they're now they're forcing all
of E com to warehouse here,

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right?
If you're, if you're, if you're

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going to be an E com, you can no
longer rely on China to hold

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warehouse and ship.
Well, your SHAIT stuff here,

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right?
They have to order it in advance

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and bring it in clear customs
and they have to have some place

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to place it in order to be able
to sell it.

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So are you seeing an impact from
the ending of the de minimis?

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It's so hard to say, right?
You know, yes, but I, I still,

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we still don't really know like
what our current administration

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is, how the chips are going to
fall.

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And, and honestly, I wouldn't
say leasing big box industrial

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has particularly thrived at all
in the last 12 months.

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It's been challenging, you know,
cyclical, but I do know a lot of

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a class product got built and
now a lot of developers are

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sitting with spec buildings and
no leases and they're all going,

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00:12:52,400 --> 00:12:54,960
you know, we can't build our
next project because we can't

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00:12:54,960 --> 00:12:56,760
lease our first project.
Yet.

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00:12:56,920 --> 00:13:01,720
Yet correct.
Yet, OK, all right, so let's

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talk about your your website and
let's talk about your content

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because I know you met Ed, you
guys have talked, you probably

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00:13:09,960 --> 00:13:11,520
even read the book Proof
Stacking.

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00:13:11,520 --> 00:13:14,600
What's your what's what's your
overall impression of using

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00:13:14,600 --> 00:13:18,000
success stories as a element of
proof?

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It's obvious, right?
I, I didn't ever think of it,

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00:13:21,080 --> 00:13:24,920
but then when I talked to Ed, I
literally had Ed on my podcast.

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I shut my computer when it was
done and it was like, we're

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doing this because it's so
obvious how much it makes sense,

240
00:13:32,960 --> 00:13:35,640
right?
Building credibility on the

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00:13:35,640 --> 00:13:38,960
Internet and stacking it, right?
Compounding it.

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00:13:38,960 --> 00:13:42,400
I relay this to like compound
interest, right?

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00:13:42,600 --> 00:13:46,040
If I make a case study or if I
make a video and I post it on

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00:13:46,040 --> 00:13:48,920
the Internet, it continues to
work for me while I sleep,

245
00:13:49,160 --> 00:13:51,120
right?
It's like the ultimate

246
00:13:51,120 --> 00:13:53,680
networking hack.
But then there's the strategy

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of, you know, understanding how
search works online, which is

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very, very, very important and
powerful is that you need to

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build credibility within the,
the Internet.

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I don't know how to expect you
need to build, you know, links

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00:14:06,960 --> 00:14:12,720
where then the Internet and AI
and Google will naturally

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00:14:12,800 --> 00:14:17,800
recommend you because it sees
who you are, what you do and the

253
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success of that and.
Where you do it and where you

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00:14:20,120 --> 00:14:22,800
and where you do it correct?
And it's really sort of, it's

255
00:14:22,800 --> 00:14:25,760
pretty simple model really.
You're, you're actually just

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00:14:25,760 --> 00:14:31,240
describing Google's EAT
experience, expertise, authority

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and trust.
Now, while Google has this as a,

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an idea, you know, in terms of
how we, we want to grade

259
00:14:38,640 --> 00:14:42,400
something, what we're seeing is
that this works for humans as

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00:14:42,400 --> 00:14:45,280
well, right?
We want experience, we want

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00:14:45,280 --> 00:14:49,800
expertise, we want authority and
we want that third party trust

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that these that's why that's why
online reviews are so well

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00:14:52,680 --> 00:14:55,280
received.
And so, yeah, case studies

264
00:14:55,480 --> 00:15:00,600
provide the EAT and are you
using the the other step the the

265
00:15:00,880 --> 00:15:02,920
digital press?
Yeah, absolutely.

266
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OK.
Because that's where the third

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00:15:04,880 --> 00:15:08,640
party trust comes in on, on the
online aspect.

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00:15:08,680 --> 00:15:12,320
Yeah, it's huge.
It's it's like you said, like

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this is fundamental SEO, right.
I have spent thousands and

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00:15:15,920 --> 00:15:19,080
thousands and thousands of
dollars with SEO companies and

271
00:15:19,080 --> 00:15:21,480
seen zero movement on the
needle.

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00:15:21,680 --> 00:15:25,360
But then, and this still applies
in the world of AI, right?

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Proof sacking.
It's like, you know what?

274
00:15:27,360 --> 00:15:30,720
I'm going to do it myself with
my team and we're going to tell

275
00:15:30,720 --> 00:15:32,600
the Internet that we are the
GOAT.

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00:15:32,600 --> 00:15:37,440
You know, it's fundamentally
SEO, but it works really well

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with the Internet.
And like you said, with human

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00:15:39,720 --> 00:15:42,000
behavior, it makes a lot of
sense.

279
00:15:42,000 --> 00:15:44,120
Yeah, I think it's, I think it's
very interesting that you

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00:15:44,120 --> 00:15:50,320
mentioned AI because I, we're on
such the bleeding edge of using

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00:15:50,440 --> 00:15:53,080
AI for for marketing in this
aspect.

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And what we've discovered since
Deep Seat came out in February,

283
00:15:57,680 --> 00:16:02,560
forcing all the other players to
do live web searches for

284
00:16:02,560 --> 00:16:04,920
information that they don't
know, right?

285
00:16:04,960 --> 00:16:06,840
Trained information up to a
certain date.

286
00:16:07,120 --> 00:16:09,440
After that, we need new
information.

287
00:16:09,520 --> 00:16:13,280
But after Deep Seat came out,
now every new case study that

288
00:16:13,280 --> 00:16:16,560
you put out, every new press
release that you put out becomes

289
00:16:16,560 --> 00:16:21,720
part of the ecosystem.
That perplexity, ChatGPT Grot

290
00:16:21,720 --> 00:16:24,960
goes out and finds.
So that when somebody is asking

291
00:16:24,960 --> 00:16:28,760
the question, well, who's the
best industrial warehouse

292
00:16:28,760 --> 00:16:33,680
investor broker in Colorado,
they're going to pull up who?

293
00:16:33,840 --> 00:16:36,400
LIVA with the warehouse hotline
Warehouse outline.

294
00:16:36,640 --> 00:16:39,240
Exactly, exactly.
But that's that's the whole

295
00:16:39,240 --> 00:16:43,200
point is that you're just like,
OK, we are not espousing content

296
00:16:43,200 --> 00:16:45,760
marketing, we're not espousing
SEO.

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00:16:45,920 --> 00:16:49,920
What we're we're saying is if
you do the fundamental job of

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00:16:49,920 --> 00:16:54,040
telling your story in this way,
you will get all those other

299
00:16:54,040 --> 00:16:57,120
benefits.
And it's 2 prong because what I

300
00:16:57,120 --> 00:17:01,800
have is OK, an article comes
out, great press release, but

301
00:17:01,800 --> 00:17:06,160
then it also gets cut into
social media pieces, clips,

302
00:17:06,200 --> 00:17:09,440
right?
So it's not just an article or

303
00:17:09,440 --> 00:17:14,319
success story that goes out to
my website, but it's that.

304
00:17:14,319 --> 00:17:17,240
And then it's content for all
the other social media

305
00:17:17,240 --> 00:17:19,599
platforms, be it in video,
written.

306
00:17:19,599 --> 00:17:23,920
Oh, you know, it's a powerful.
It's a you know, this is this is

307
00:17:23,920 --> 00:17:26,359
a wild story.
You know, when I, when I first

308
00:17:26,359 --> 00:17:28,880
brought this to market and
turned it into a course type

309
00:17:28,880 --> 00:17:31,800
thing, you know, I was looking
at it and I'm like, you know,

310
00:17:31,800 --> 00:17:34,840
I'm going to, as a marketing
agency because I've always, I

311
00:17:34,840 --> 00:17:38,120
built an SEO marketing agency
and I had that for years.

312
00:17:38,280 --> 00:17:41,320
You know, I, I mean, the way I
got into a very, a long time ago

313
00:17:41,320 --> 00:17:44,200
was from a property that I
bought, built a website, got the

314
00:17:44,200 --> 00:17:47,120
results on the search and I
ended up selling out all these

315
00:17:47,120 --> 00:17:49,320
condos.
And you know, for years, you

316
00:17:49,320 --> 00:17:51,960
know, we would always have to
experiment and try different

317
00:17:51,960 --> 00:17:54,920
things.
You know, today the, the

318
00:17:54,920 --> 00:18:00,440
advantage that we had as a, as
an SEO agency, it's sort of gone

319
00:18:00,440 --> 00:18:03,840
away because now with the case
studies, the thing that's

320
00:18:03,840 --> 00:18:07,920
amazing about the success story
model is that number one, you

321
00:18:07,920 --> 00:18:10,560
can use the AI to create the
success stories.

322
00:18:10,560 --> 00:18:14,400
I, I created my own software I
have in my software work that

323
00:18:14,480 --> 00:18:17,640
you can actually put in just
fill in a couple of key points.

324
00:18:17,760 --> 00:18:20,680
Well, push a button and
instantly you're getting this

325
00:18:20,680 --> 00:18:24,240
perfectly optimized page.
Put it up on your website, turn

326
00:18:24,240 --> 00:18:27,880
it into your social media post.
And what it does is I looked at

327
00:18:27,880 --> 00:18:29,920
it and I'm like, you know what
I've got to move into.

328
00:18:29,920 --> 00:18:33,080
I've got to take this to the
market and teach the world and

329
00:18:33,080 --> 00:18:35,640
maybe make some money off
teaching people how to do it.

330
00:18:35,880 --> 00:18:38,520
Because if I don't do it,
somebody else is going to figure

331
00:18:38,520 --> 00:18:41,120
it out.
And because this is what I hear

332
00:18:41,120 --> 00:18:44,600
all the time about these SEO
agencies that are not producing,

333
00:18:45,000 --> 00:18:48,160
and this is something that, you
know, we found, I found this a

334
00:18:48,160 --> 00:18:51,480
number of years ago because I
got into the SEO stuff very

335
00:18:51,480 --> 00:18:54,400
early on, going back like 20
some odd years ago.

336
00:18:54,600 --> 00:18:57,400
And back then, you know, you
create a pace of optimized

337
00:18:57,400 --> 00:18:59,640
content, you got online, people
would find you and they would

338
00:18:59,640 --> 00:19:01,600
call you.
And then as more and more people

339
00:19:01,600 --> 00:19:05,320
got into the game, well, even if
you got ranked number one for

340
00:19:05,320 --> 00:19:07,440
many, many different things, it
doesn't mean you're going to get

341
00:19:07,440 --> 00:19:09,080
the conversion.
Sure.

342
00:19:09,640 --> 00:19:11,240
Right.
And then it was like, well, how

343
00:19:11,240 --> 00:19:14,400
do we like, because I saw the, I
was still getting traffic, I'm

344
00:19:14,400 --> 00:19:17,080
still getting the ranking
results, but I'm seeing that the

345
00:19:17,080 --> 00:19:20,480
leads are dropping and it's
like, well, how do we fix that?

346
00:19:20,880 --> 00:19:24,000
And that's when I started to
move totally into the success

347
00:19:24,000 --> 00:19:26,720
story model.
And I kept tweaking it over and

348
00:19:26,720 --> 00:19:29,880
over to figure out how do I get
multiple results out of every

349
00:19:29,880 --> 00:19:31,640
single walk now.
So when you have the headline

350
00:19:31,640 --> 00:19:34,040
the right way, you have your
bullet points, you have your

351
00:19:34,040 --> 00:19:37,320
descriptions the right way,
you're naturally optimizing

352
00:19:37,320 --> 00:19:41,360
content and you're creating this
amazing content without being an

353
00:19:41,360 --> 00:19:44,120
SEO expert.
So it turns you into an SEO

354
00:19:44,120 --> 00:19:46,480
expert without even knowing it.
I mean, it's pretty wild how it

355
00:19:46,480 --> 00:19:47,960
works, right?
You said you spent a lot of

356
00:19:47,960 --> 00:19:51,440
money on SEO people and now
you're doing this simple model

357
00:19:51,640 --> 00:19:55,080
that any you know, So what we're
trying to deal with Kerry and I

358
00:19:55,120 --> 00:19:58,280
are talking about all the time
is how do we how do we bring

359
00:19:58,280 --> 00:20:00,520
this to the market for a mass
market?

360
00:20:00,520 --> 00:20:02,840
Because we've done this.
I think I probably told you

361
00:20:02,840 --> 00:20:05,520
about the metal tank painters.
Did I say, yeah, So you know

362
00:20:05,520 --> 00:20:06,960
that story about the metal tank
painter.

363
00:20:07,120 --> 00:20:09,920
Do you know, do you know that
just a little while ago?

364
00:20:10,120 --> 00:20:12,480
Oh, my gosh, I have my phone
over there, so I'm not going to

365
00:20:12,480 --> 00:20:15,880
grab it.
But he just got a lead about an

366
00:20:15,880 --> 00:20:19,640
hour ago.
From somebody who sent an e-mail

367
00:20:19,640 --> 00:20:24,920
and said, I've got 150 foot tall
tower and I need I've got all

368
00:20:24,920 --> 00:20:27,280
this Moss growing on it.
Moss.

369
00:20:27,280 --> 00:20:30,360
OK, I'm and I'm saying, and I
saw this and I forwarded the

370
00:20:30,360 --> 00:20:33,240
lead over to him and I'm like,
hey, Parker, check this out.

371
00:20:33,240 --> 00:20:36,680
You got a lead for 150 foot tall
tower.

372
00:20:36,880 --> 00:20:40,000
They need to get the Moss off
and then they're going to have

373
00:20:40,000 --> 00:20:43,040
to paint it.
So there's what what's

374
00:20:43,040 --> 00:20:46,760
interesting about that is that,
OK, killer lead, I mean, you

375
00:20:46,760 --> 00:20:49,800
would never be able to get a
lead like that without a success

376
00:20:49,800 --> 00:20:52,280
story because there's no
keywords in the world, no

377
00:20:52,280 --> 00:20:55,160
keyword tool on the planet that
would ever tell you that that is

378
00:20:55,160 --> 00:20:57,600
a viable market.
But guess what we just figured

379
00:20:57,600 --> 00:20:59,640
out today.
We just figured out there's a

380
00:20:59,640 --> 00:21:03,680
market for removing Moss from a
metal tank.

381
00:21:04,040 --> 00:21:07,680
So if you write a success story
about that and say, you know,

382
00:21:07,720 --> 00:21:12,280
Moss removal of a metal tank and
repaint it or something like

383
00:21:12,280 --> 00:21:15,600
that, and somebody has that
specific problem and they do a

384
00:21:15,600 --> 00:21:17,720
search for it.
But obviously this these people

385
00:21:17,720 --> 00:21:21,360
had some kind of very unique
search or demand and they

386
00:21:21,360 --> 00:21:25,920
searched something and it was
like you can see the lead is so

387
00:21:25,920 --> 00:21:29,120
aligned with what they just read
regarding the metal tank.

388
00:21:29,120 --> 00:21:32,480
For those who haven't don't know
the story, go search metal tank

389
00:21:32,480 --> 00:21:36,240
painters in Oregon and you will
see December 16th.

390
00:21:36,480 --> 00:21:40,400
It still has the date on it,
December 16th, 2015.

391
00:21:40,400 --> 00:21:42,800
That's when that went that was
indexed by Google.

392
00:21:42,840 --> 00:21:47,240
It's still ranking today.
It is still producing killer

393
00:21:47,240 --> 00:21:51,120
business all these years later.
And what's really cool about

394
00:21:51,120 --> 00:21:54,400
that is that when you implement
a strategy like that over and

395
00:21:54,400 --> 00:21:57,600
over and you follow the, you
know, the headlines, free single

396
00:21:57,600 --> 00:22:02,360
one fits a spot on the Internet.
And when you do it over and over

397
00:22:02,360 --> 00:22:05,440
in your local market, when
somebody does a search, you're

398
00:22:05,440 --> 00:22:07,840
going to get that ranking result
and you're going to get that

399
00:22:07,840 --> 00:22:10,840
conversion.
And what it's doing is it just

400
00:22:10,840 --> 00:22:12,720
it solves the biggest problem in
the world.

401
00:22:12,720 --> 00:22:15,600
How do I get business off my
website or social media?

402
00:22:15,920 --> 00:22:18,760
What do I post about?
So anyway, you got me going on

403
00:22:18,920 --> 00:22:20,360
on that.
It's sort of an interesting,

404
00:22:20,360 --> 00:22:24,080
it's a very interesting topic.
Well, so I started in this

405
00:22:24,080 --> 00:22:26,600
business we'll say 10 years ago,
9 or 10.

406
00:22:26,800 --> 00:22:31,000
You were, what, 11?
Yeah, I was like 23 or something

407
00:22:31,080 --> 00:22:34,280
and, you know, my dad threw a
phone book at me and I started

408
00:22:34,280 --> 00:22:38,040
cold calling and it was like.
This sucks, What did you say?

409
00:22:38,080 --> 00:22:39,760
A what?
A phone book?

410
00:22:39,760 --> 00:22:41,440
What is that?
It's a long story.

411
00:22:41,440 --> 00:22:44,040
Google it, but don't spend too
much time on it.

412
00:22:44,320 --> 00:22:47,200
But you did say you started cold
calling and it.

413
00:22:47,360 --> 00:22:48,760
Sucked.
Sucks.

414
00:22:48,840 --> 00:22:52,440
And so I thought to myself, OK,
there has to be the better way.

415
00:22:52,440 --> 00:22:57,320
Like if I'm, if I were a
warehouse owner, how would I and

416
00:22:57,320 --> 00:22:59,800
I didn't have a contact, how
would I find it Google.

417
00:22:59,960 --> 00:23:04,200
So I built the warehouse hotline
is a company that I built with

418
00:23:04,200 --> 00:23:07,120
the fundamentals of obviously a
few generations of doing this

419
00:23:07,120 --> 00:23:08,880
business.
But I built the warehouse

420
00:23:08,880 --> 00:23:12,000
hotline on Google ads 100% at
the beginning.

421
00:23:12,000 --> 00:23:16,360
And I noticed, right, if I had a
company that said what we did in

422
00:23:16,360 --> 00:23:20,000
the in the name, right warehouse
hotline, that people would see

423
00:23:20,000 --> 00:23:24,160
it on Google, click it, call us,
which is exactly what happened,

424
00:23:24,200 --> 00:23:27,040
you know, and Google ads are
still effective, but you can't

425
00:23:27,040 --> 00:23:31,560
just rely on one thing anymore,
which is why then I transferred

426
00:23:31,560 --> 00:23:34,480
into SEO.
All of that to say, I built this

427
00:23:34,480 --> 00:23:37,160
business on being searchable on
the Internet.

428
00:23:37,320 --> 00:23:39,280
Here's a crazy, a funny little
story.

429
00:23:39,360 --> 00:23:42,760
My in laws lived in Aspen for a
decade.

430
00:23:42,920 --> 00:23:47,320
We go up to Aspen and you know,
stare at the real estate Aspen

431
00:23:47,320 --> 00:23:49,600
pricing.
It's like Beverly Hills, you

432
00:23:49,600 --> 00:23:52,880
know, 1000 square, you know,
1000 bucks a foot on Main

433
00:23:52,880 --> 00:23:56,880
Street, 2000 bucks a foot on
Main Street six months ago, you

434
00:23:56,880 --> 00:23:59,520
know, I, I don't know what, how
it came to me, but I was like, I

435
00:23:59,520 --> 00:24:04,000
could sell property in Aspen.
So I go on to godaddy.com and I

436
00:24:04,000 --> 00:24:08,400
type in Aspen commercial real
estate and it's available what

437
00:24:08,480 --> 00:24:10,280
for $12.00?
I bought Aspen

438
00:24:10,280 --> 00:24:14,160
commercialrealestate.com and
then I start doing my research

439
00:24:14,160 --> 00:24:19,040
and it's like, Oh my God, nobody
has done anything for Aspen

440
00:24:19,040 --> 00:24:22,600
commercial real Estate online.
And so I started proof stack.

441
00:24:22,600 --> 00:24:26,680
We we're building the website
right now and proof stacking and

442
00:24:26,680 --> 00:24:31,920
it's like I see this golden
opportunity in the way I saw

443
00:24:31,920 --> 00:24:34,960
with, you know, industrial real
estate in Denver where it's like

444
00:24:35,080 --> 00:24:39,480
I have this open path to stack
credibility online about a

445
00:24:39,480 --> 00:24:41,800
market.
It just so happens to be a the

446
00:24:41,800 --> 00:24:46,440
craziest market in Colorado and
I'm so we're proof stacking for

447
00:24:46,440 --> 00:24:48,240
that right now, making the
articles.

448
00:24:48,320 --> 00:24:51,640
It's fun, it's challenging, but
it's all about being visible

449
00:24:51,640 --> 00:24:56,760
online because who man, a lot of
lot of inquiry, you know, a lot

450
00:24:56,760 --> 00:24:59,800
of what people search and how
they do their due diligence is

451
00:24:59,800 --> 00:25:02,600
online.
And if you don't have the

452
00:25:02,600 --> 00:25:05,160
credibility to back it up,
somebody else will.

453
00:25:05,200 --> 00:25:08,800
I think that's a very important
point of Eva, because at the end

454
00:25:08,800 --> 00:25:12,560
of the day, if you have a
business, you want to sell your

455
00:25:12,560 --> 00:25:16,240
service, you want to sell your
products and you're always

456
00:25:16,240 --> 00:25:19,000
thinking, how do I get more
customers?

457
00:25:19,000 --> 00:25:22,120
How do I get more clients?
How do I sell more of whatever

458
00:25:22,120 --> 00:25:24,880
it is I have?
And if you're not in that mode,

459
00:25:24,960 --> 00:25:27,440
I don't know what business
you're in, right?

460
00:25:27,440 --> 00:25:30,480
So if, if you own a business and
you have that thought process,

461
00:25:30,560 --> 00:25:35,520
you know, it's like, OK, what,
what do I have available to me

462
00:25:36,080 --> 00:25:40,680
in order to help me get the word
out about what I have, what the

463
00:25:40,680 --> 00:25:44,400
pricing is, how good I am, how
good it is.

464
00:25:44,400 --> 00:25:47,160
And so, OK, am I going to do
direct mail?

465
00:25:47,520 --> 00:25:49,680
Man, that's a pretty expensive
proposition.

466
00:25:49,800 --> 00:25:52,800
It doesn't have any longevity to
it, right?

467
00:25:53,680 --> 00:25:59,040
You send it out once it hits the
mailbox and within 36 hours is

468
00:25:59,040 --> 00:26:04,200
probably 98% debt, right?
So that's direct mail.

469
00:26:05,000 --> 00:26:08,640
There are such things called
newspapers, but I'm not sure how

470
00:26:08,640 --> 00:26:15,000
effective they are anymore.
It's like, okay, what is left?

471
00:26:15,000 --> 00:26:17,560
Magazines.
When's the last time anybody

472
00:26:17,560 --> 00:26:21,680
actually bought a magazine?
They're just not in vogue the

473
00:26:21,680 --> 00:26:25,040
way they used to be.
I used one yesterday to kill a.

474
00:26:25,520 --> 00:26:29,240
Family now, now you're left with
I got, I have to get online.

475
00:26:29,280 --> 00:26:32,200
I have to get online.
And bootstrappers always say,

476
00:26:32,200 --> 00:26:35,400
well, I can do it myself.
You know, I got a phone and a

477
00:26:35,400 --> 00:26:38,360
camera and then it's like, OK,
but what do I do?

478
00:26:38,520 --> 00:26:41,880
How do I do it?
It's like I've spent 16 years

479
00:26:42,280 --> 00:26:47,280
learning SEO and lead
conversion, generating leads and

480
00:26:47,280 --> 00:26:51,440
direct phone calls, thousands of
phone calls, and I've spent 30

481
00:26:51,440 --> 00:26:55,520
years learning how marketing
works, the psychology of sales

482
00:26:55,520 --> 00:26:57,680
in the neuroscience of
marketing.

483
00:26:57,720 --> 00:27:01,480
Ed's done a similar path.
Now, if you say as a

484
00:27:01,480 --> 00:27:05,040
bootstrapper, I think I can
compete with those guys, I'm

485
00:27:05,040 --> 00:27:06,360
going to say you're full of
shit.

486
00:27:06,560 --> 00:27:08,640
This just not going to happen,
right?

487
00:27:09,000 --> 00:27:12,080
And it's like somebody comes
along with a great product.

488
00:27:12,240 --> 00:27:15,440
It's a SAS product, right?
We're going to help all the

489
00:27:15,440 --> 00:27:21,280
business owners get leads and
nurture their leads and contact

490
00:27:21,280 --> 00:27:25,640
them via text messaging and SMS.
And we're going to do all this

491
00:27:25,640 --> 00:27:28,760
for them.
And then it becomes, what's the

492
00:27:28,760 --> 00:27:32,520
word, one of those Amway multi
level marketing?

493
00:27:32,520 --> 00:27:34,920
Nobody's actually using the
software anymore.

494
00:27:34,920 --> 00:27:37,360
They're just selling the
software and trying to get

495
00:27:37,360 --> 00:27:39,600
affiliate commissions.
Well, as a business owner, how's

496
00:27:39,600 --> 00:27:41,600
that helping me?
It's not helping me at all.

497
00:27:41,800 --> 00:27:44,480
I'm not getting any visibility
from having a CRM.

498
00:27:44,600 --> 00:27:46,880
Yeah, right.
I don't need a CRM.

499
00:27:46,880 --> 00:27:51,400
What I need are conversations
about my product.

500
00:27:51,600 --> 00:27:53,800
And how do you get that
visibility, right?

501
00:27:53,920 --> 00:27:56,080
That's the question.
How do you get that visibility?

502
00:27:56,160 --> 00:27:59,680
And now it's even more diluted
than it ever was before with

503
00:27:59,680 --> 00:28:04,440
large language models coming in
and taking out the space that

504
00:28:04,440 --> 00:28:06,120
Google used to own.
Sure.

505
00:28:06,160 --> 00:28:09,760
I mean, Google didn't do a great
job by confusing the first page

506
00:28:09,760 --> 00:28:12,640
results with all their ads and
maps.

507
00:28:12,640 --> 00:28:15,040
And you know, it's like, you
know, it's like whatever, OK,

508
00:28:15,040 --> 00:28:17,800
the different story.
But the point is it's like,

509
00:28:17,800 --> 00:28:21,040
okay, it's 2025.
You have this very, very

510
00:28:21,040 --> 00:28:25,240
confusing terrain of how you can
actually promote your business

511
00:28:25,240 --> 00:28:27,480
in such a way that you can be
found.

512
00:28:28,040 --> 00:28:32,240
I obsess over human behavior and
I like to see what people are

513
00:28:32,240 --> 00:28:34,240
doing on their phone.
You know, I'll be in the airport

514
00:28:34,240 --> 00:28:38,200
and I am like peeking around on
everybody's phone to see what

515
00:28:38,200 --> 00:28:40,400
they're doing, what they're on,
right?

516
00:28:40,600 --> 00:28:43,560
And it's so blatantly obvious,
right?

517
00:28:43,720 --> 00:28:47,720
Watch your kids, watch your
parents, watch your everybody is

518
00:28:47,720 --> 00:28:50,840
on these social media platforms.
That is what people are doing.

519
00:28:50,920 --> 00:28:54,880
Like the way YouTube has
infiltrated the way how like

520
00:28:54,960 --> 00:28:59,120
elder like older people, we're
talking like elderly, no

521
00:28:59,200 --> 00:29:01,840
elderly.
You know, he's are going to

522
00:29:01,840 --> 00:29:04,440
YouTube.
It's like if one person is doing

523
00:29:04,440 --> 00:29:07,880
it, it's it is likely a human
behavior, right?

524
00:29:07,920 --> 00:29:11,800
And I love to just see, you
know, what's like the teenagers

525
00:29:11,800 --> 00:29:15,480
are generally on Snapchat and
then like the millennials hang

526
00:29:15,480 --> 00:29:18,880
out a lot on Instagram and you
wouldn't believe how many baby

527
00:29:18,880 --> 00:29:21,160
boomers are on TikTok.
I know that's crazy.

528
00:29:21,480 --> 00:29:24,880
It's true though.
And so just like doing my own

529
00:29:24,880 --> 00:29:29,560
data sampling of everybody, it's
like you're crazy not to show up

530
00:29:29,600 --> 00:29:35,040
on these platforms and, and
moreover, it's free literally to

531
00:29:35,040 --> 00:29:37,560
get there.
I am convinced we are in a

532
00:29:37,560 --> 00:29:42,920
specific moment in time that as
a marketer or a salesperson is

533
00:29:42,920 --> 00:29:47,080
so unbelievably opportunistic
because it's all for free.

534
00:29:47,240 --> 00:29:51,360
Like these platforms are giving
us millions of views and we're

535
00:29:51,360 --> 00:29:54,840
not doing anything other than
using our time.

536
00:29:54,840 --> 00:29:57,520
How do you let me ask you on
going back to TikTok for a

537
00:29:57,520 --> 00:30:00,000
minute, How are you creating
content on TikTok?

538
00:30:00,000 --> 00:30:01,800
Are you using video?
Is it all video?

539
00:30:02,080 --> 00:30:04,840
Yeah, yeah.
Video and and are you doing like

540
00:30:04,920 --> 00:30:08,680
interviews like getting on like
a like a screen like this or how

541
00:30:08,680 --> 00:30:11,520
do you how do you actually what
is your process of creating

542
00:30:11,520 --> 00:30:13,480
content for TikTok?
Sure.

543
00:30:13,480 --> 00:30:16,760
So I definitely have a lot of
this type of content, podcast

544
00:30:16,760 --> 00:30:19,760
content, punchy, punchy podcast
content.

545
00:30:19,960 --> 00:30:22,560
I also do a lot of green
screens.

546
00:30:22,560 --> 00:30:26,120
So I take a news article and
then my face comes up in front

547
00:30:26,120 --> 00:30:27,960
of the news article and I talk
about it.

548
00:30:28,080 --> 00:30:30,200
And then a big one is culture
hacking.

549
00:30:30,200 --> 00:30:33,440
I know if I make a post about
Elon Musk, people are going to

550
00:30:33,440 --> 00:30:35,120
have opinions and feelings about
it.

551
00:30:35,200 --> 00:30:38,520
I also know it draws people in.
Same thing with Kim Kardashian.

552
00:30:38,520 --> 00:30:42,000
If I make a post and Kim
Kardashian it's about her, I

553
00:30:42,000 --> 00:30:45,160
will get more views, right?
That's culture hacking.

554
00:30:45,360 --> 00:30:47,720
Time out time.
Out.

555
00:30:47,920 --> 00:30:50,480
Yes, I'm out.
So you're saying you can put

556
00:30:50,480 --> 00:30:53,560
somebody popular on the screen
over there that has nothing to

557
00:30:53,560 --> 00:30:55,720
do with industrial warehousing.
Yeah.

558
00:30:55,960 --> 00:30:58,080
Now tie that together for me
because I don't get.

559
00:30:58,080 --> 00:30:59,480
That's the part that I don't
get.

560
00:30:59,480 --> 00:31:02,040
Kim has insane real estate
holdings.

561
00:31:02,200 --> 00:31:05,400
She has insane leases,
commercial leases.

562
00:31:05,440 --> 00:31:07,880
OK.
OK, So is it commercial hacking

563
00:31:07,880 --> 00:31:11,240
or should we call it commercial
or, I'm sorry, culture hacking?

564
00:31:11,440 --> 00:31:14,240
Well, for this podcast, I don't
think we could call it anything

565
00:31:14,240 --> 00:31:16,280
other.
Than maybe you have to do like a

566
00:31:16,280 --> 00:31:20,160
culture stacking word trademark.
Yeah, no, I mean, that's my

567
00:31:20,160 --> 00:31:22,160
biggest posts have been culture
hacks.

568
00:31:22,200 --> 00:31:25,680
I got over 100 million views on
a post with Kim Kardashian

569
00:31:25,680 --> 00:31:26,800
about.
Are you kidding?

570
00:31:26,800 --> 00:31:29,000
About a property that she owns,
yes.

571
00:31:29,160 --> 00:31:31,760
You know, this is wild about
TikTok.

572
00:31:31,760 --> 00:31:34,400
You know, there was I got a
message the other day from a guy

573
00:31:34,400 --> 00:31:37,440
he's he's a proof stacking
member.

574
00:31:37,720 --> 00:31:39,600
Like he bought the course a
number of years ago.

575
00:31:39,840 --> 00:31:41,400
He didn't know anything about
the Internet.

576
00:31:41,400 --> 00:31:45,760
He just had a he had a credit
repair business in in Africa and

577
00:31:45,760 --> 00:31:48,760
he was in the beginning, he was
really sort of lost, didn't know

578
00:31:48,760 --> 00:31:50,800
what to do.
And I said just keep doing it.

579
00:31:50,800 --> 00:31:54,040
Just it's, it's create the
content and keep stacking it,

580
00:31:54,040 --> 00:31:56,800
keep stacking the proof.
And I hadn't heard from him for

581
00:31:56,800 --> 00:31:59,080
a long time.
And I mean, it's probably a

582
00:31:59,080 --> 00:32:01,480
year.
And he sent me a direct message

583
00:32:01,480 --> 00:32:03,760
the other day and he said, you
know, he said I I've been

584
00:32:03,760 --> 00:32:05,520
following your proof stacking
podcast.

585
00:32:05,520 --> 00:32:06,800
I really love it.
Keep going.

586
00:32:06,800 --> 00:32:10,800
And he said I keep, he said all
I do are success stories.

587
00:32:10,800 --> 00:32:13,560
And he said I just got on to
TikTok.

588
00:32:13,560 --> 00:32:17,880
I created my first video.
He said my my #1 viewed post

589
00:32:17,920 --> 00:32:21,320
gets 2000 views a month.
He said, I just posted my first

590
00:32:21,320 --> 00:32:24,560
TikTok video the other day.
I got 400,000 views.

591
00:32:24,680 --> 00:32:26,960
It's like.
I thought I was doing good.

592
00:32:26,960 --> 00:32:28,800
I went viral yesterday on
LinkedIn.

593
00:32:28,800 --> 00:32:32,840
I mean 84,000, you know,
impressions.

594
00:32:33,120 --> 00:32:35,360
That's a lot.
That's, I mean, that's the,

595
00:32:35,440 --> 00:32:37,520
that's really, I mean, you learn
a lot from that.

596
00:32:37,760 --> 00:32:39,080
Like why?
I learned.

597
00:32:39,080 --> 00:32:42,200
I learned that that going viral
doesn't necessarily get Adm.

598
00:32:42,200 --> 00:32:44,160
Well.
Aviva, that's really interesting

599
00:32:44,160 --> 00:32:46,400
about the culture hacking
because I've always thought

600
00:32:46,400 --> 00:32:49,320
about like, you know, Bob
Nackel, you know, what he does

601
00:32:49,320 --> 00:32:52,640
is he's got that baseball card
right and he's got his stats on

602
00:32:52,640 --> 00:32:54,760
the back.
Yeah, I got one I'm.

603
00:32:54,840 --> 00:32:57,320
Sure.
I know I've got, darn, I've got

604
00:32:57,320 --> 00:32:59,360
one right here.
I think everybody's got one

605
00:32:59,360 --> 00:33:01,480
somewhere, right?
You're fine, right?

606
00:33:01,840 --> 00:33:04,320
But interesting, right?
He finds a way to get in front

607
00:33:04,320 --> 00:33:06,160
of just about every camera out
there these days.

608
00:33:06,280 --> 00:33:09,080
But the thing that's interesting
about that, and this is

609
00:33:09,080 --> 00:33:11,240
something Carrie, that, you
know, we could all talk about

610
00:33:11,240 --> 00:33:15,080
and capitalize on is that if
you're doing culture hacking

611
00:33:15,080 --> 00:33:20,640
stacking, you can leverage off
somebody else's results and say,

612
00:33:20,840 --> 00:33:23,440
hey, here's somebody that's
doing proof stacking.

613
00:33:23,440 --> 00:33:25,320
They're using the one page case
study model.

614
00:33:25,320 --> 00:33:28,160
Here's how the guy with the
Band-Aid on his nose does it.

615
00:33:28,320 --> 00:33:32,920
But seriously and leverage.
So this is this is a very

616
00:33:32,920 --> 00:33:35,400
interesting, very interesting
conversation.

617
00:33:35,400 --> 00:33:38,680
I'm glad I'm so psyched about
your TikTok stuff.

618
00:33:38,680 --> 00:33:39,720
That's so cool.
Well.

619
00:33:40,040 --> 00:33:44,680
I remember seeing a story about
Barb Corcoran.

620
00:33:44,800 --> 00:33:50,000
She had done something where she
referred to like a property and

621
00:33:50,120 --> 00:33:52,640
brought Madonna into it.
She never worked with Madonna,

622
00:33:52,640 --> 00:33:57,520
didn't know Madonna, but it went
out into the press and just her

623
00:33:57,520 --> 00:33:59,840
talking about Madonna and real
estate.

624
00:33:59,920 --> 00:34:01,360
Everybody thought she had done
it.

625
00:34:01,360 --> 00:34:05,560
And then suddenly it was like
she's the broker for the stars

626
00:34:05,640 --> 00:34:09,400
and she had no affiliation with
her, but she had just talked

627
00:34:09,400 --> 00:34:13,560
about her and then was suddenly
in the press, the broker to the

628
00:34:13,560 --> 00:34:16,000
stars.
Like, you know, that is ultimate

629
00:34:16,000 --> 00:34:18,760
culture hacking.
And, and I had something happen

630
00:34:18,760 --> 00:34:21,040
with me.
You know, my family has done

631
00:34:21,040 --> 00:34:23,639
quite a bit of work South of
Denver International Airport.

632
00:34:23,719 --> 00:34:25,400
There's an Amazon warehouse down
there.

633
00:34:25,400 --> 00:34:28,360
So a reporter called me.
They want me to talk about it

634
00:34:28,520 --> 00:34:31,840
didn't have anything to do with
this $95 million Amazon

635
00:34:31,840 --> 00:34:34,600
warehouse transaction.
But this article goes out into

636
00:34:34,639 --> 00:34:36,639
the post and we're getting all
these calls.

637
00:34:36,639 --> 00:34:39,480
Congrats, Congrats, Congrats
about the sale, which had

638
00:34:39,480 --> 00:34:41,320
nothing, which I didn't take
place in.

639
00:34:41,600 --> 00:34:44,320
But then I got a call like a
month later, you know, I got a

640
00:34:44,320 --> 00:34:47,199
buyer for an Amazon warehouse.
I know you deal with Amazon

641
00:34:47,440 --> 00:34:50,080
houses because I saw that
article and it was like.

642
00:34:50,199 --> 00:34:53,760
You're you're darn right I do.
Hell yeah, you.

643
00:34:53,760 --> 00:34:56,400
Know what you don't want
exactly, You just gave you just

644
00:34:56,400 --> 00:34:58,480
gave me an idea.
You know, I have to I have to

645
00:34:58,480 --> 00:35:00,880
hold this up again for one
second.

646
00:35:01,080 --> 00:35:05,360
I have to hold this up for one
second and I'm going to take I'm

647
00:35:05,360 --> 00:35:07,400
going to take a little
screenshot here.

648
00:35:07,920 --> 00:35:08,960
OK, so I'm going to take a
little.

649
00:35:09,240 --> 00:35:11,880
Screen my hair I'm.
Going to take a little

650
00:35:11,880 --> 00:35:15,280
screenshot and there we go.
OK, that's sort of cool.

651
00:35:15,280 --> 00:35:20,160
OK, I just did a little culture
hack.

652
00:35:21,040 --> 00:35:26,080
And So what I did is So what I
can do is I can now go online

653
00:35:26,240 --> 00:35:29,760
and I can say, hey, we had this
amazing podcast today.

654
00:35:29,800 --> 00:35:34,480
And we even invited Bob Nackle
into the call and I can put that

655
00:35:34,480 --> 00:35:37,080
image up on the screen.
And there's Bob joining us with

656
00:35:37,080 --> 00:35:40,920
his his card.
Very interesting, very

657
00:35:40,920 --> 00:35:42,880
interesting.
Thank you for that amazing tip.

658
00:35:43,120 --> 00:35:46,600
Well, Carrie did that yesterday.
You crushed it yesterday.

659
00:35:46,640 --> 00:35:50,600
I have a good friend who built a
huge Instagram account by

660
00:35:50,600 --> 00:35:53,760
posting memes, which is exactly
what Carrie did yesterday.

661
00:35:54,120 --> 00:35:57,160
Carrie made a post yesterday
with a real estate meme and then

662
00:35:57,160 --> 00:35:59,920
he tagged Bob.
You know, all these big names.

663
00:35:59,920 --> 00:36:00,880
What happened?
Viva.

664
00:36:01,280 --> 00:36:04,520
What happened?
That post is the one that I'm

665
00:36:04,520 --> 00:36:06,840
assuming got 85,000 views that
you're talking about.

666
00:36:06,840 --> 00:36:09,600
That's the one, right?
So and then I was like, Oh my

667
00:36:09,600 --> 00:36:11,880
gosh.
And you know, we damned each

668
00:36:11,880 --> 00:36:14,920
other and then 24 hours later it
was like, oh, perfect timing

669
00:36:14,920 --> 00:36:17,880
works for this one.
All of that to say, you were you

670
00:36:17,880 --> 00:36:21,760
were culture hacking, right?
And memes are really interesting

671
00:36:21,760 --> 00:36:24,440
way to achieve that.
Yeah, it's, it's funny you say

672
00:36:24,440 --> 00:36:26,880
that because I was just
mentioning that to Ed in the

673
00:36:26,880 --> 00:36:31,680
mastermind earlier today is that
I knew a guy, know a guy, he

674
00:36:31,680 --> 00:36:36,400
still does it in Miami in E com
and he is an e-mail marketer.

675
00:36:36,600 --> 00:36:43,920
He takes E com databases and
creates 2345X returns off of

676
00:36:44,000 --> 00:36:45,960
people that they've already sold
to.

677
00:36:46,640 --> 00:36:48,640
And Band-Aid guy is one of his
clients.

678
00:36:48,640 --> 00:36:50,360
Russell Brunson's one of his
clients.

679
00:36:50,360 --> 00:36:54,160
And it's because of his ability
to meme that he got everybody's

680
00:36:54,160 --> 00:36:56,720
attention.
And that's all he did to market

681
00:36:56,720 --> 00:36:58,880
himself on Facebook was create
memes.

682
00:36:59,120 --> 00:37:01,840
You're like, you know, like, you
know, I'm holding my fingers up

683
00:37:01,840 --> 00:37:03,960
here.
You're this close to success,

684
00:37:04,040 --> 00:37:06,640
You know if you don't accept
you're not using his service.

685
00:37:06,640 --> 00:37:10,840
Sure you know it, but he's tired
every meme back to himself.

686
00:37:11,400 --> 00:37:13,320
Yeah, that's level 2, meaning
for sure.

687
00:37:13,480 --> 00:37:16,680
That's fantastic.
He's very, he's very, very good

688
00:37:16,680 --> 00:37:19,600
at it, yeah.
Oh, it's it's hugely that that's

689
00:37:19,600 --> 00:37:22,360
kind of the issue with memes is
that they're funny, they get

690
00:37:22,360 --> 00:37:26,360
engagement, but it's hard to
make them stick, right, because

691
00:37:26,360 --> 00:37:30,360
it it's not a face, right.
But if you can then use a meme

692
00:37:30,360 --> 00:37:33,880
to make it stick, incorporate
your face where the people, it's

693
00:37:33,880 --> 00:37:37,080
not just a meme on the Internet,
but instead it's a person with a

694
00:37:37,080 --> 00:37:39,200
meme on the Internet.
It's way more impact.

695
00:37:39,200 --> 00:37:43,720
Yeah, and I, you know, as we're
talking about this on YouTube,

696
00:37:43,840 --> 00:37:45,960
there's a thing called a
reaction video.

697
00:37:46,920 --> 00:37:49,840
Yeah.
And it's exact same thing that

698
00:37:49,840 --> 00:37:53,520
I'm, I'm going to play this,
this song from this, this band

699
00:37:53,520 --> 00:37:57,560
in the 70s and I'm going to give
you my, my, you know, initial

700
00:37:57,560 --> 00:38:00,960
reaction to this.
And you're thinking, why am I

701
00:38:00,960 --> 00:38:03,800
watching this?
But that's all he's doing.

702
00:38:03,800 --> 00:38:07,760
He's using the he's using the
leverage of the power of that

703
00:38:07,760 --> 00:38:13,400
band name and that song to draw
and attract viewers to himself

704
00:38:13,480 --> 00:38:16,840
for all he's doing is like, oh
wow, that's a really good band.

705
00:38:17,000 --> 00:38:18,480
I can't believe I've never heard
of this.

706
00:38:19,040 --> 00:38:20,680
That's it.
Yeah, it's.

707
00:38:20,680 --> 00:38:23,160
Crazy.
They get hundreds of thousands

708
00:38:23,440 --> 00:38:27,400
of views.
I was like, OK, so the lesson

709
00:38:27,400 --> 00:38:31,240
here today Aviva is teaching us
is that we just need to do a

710
00:38:31,240 --> 00:38:35,520
video and talk to about somebody
else doing something and they

711
00:38:35,520 --> 00:38:37,920
say, well, you know, they could
be using proof stacking.

712
00:38:37,920 --> 00:38:39,640
Not even had to do all that.
Hey.

713
00:38:40,720 --> 00:38:43,360
It's an, it's such a cool idea.
You know, that's one of the

714
00:38:43,360 --> 00:38:46,600
things that I've, I've mentioned
at different real estate brokers

715
00:38:46,800 --> 00:38:49,360
along these lines, is that when
you go out there to take

716
00:38:49,360 --> 00:38:52,960
pictures of yourself, don't just
take pictures of yourself out in

717
00:38:52,960 --> 00:38:55,320
the field.
Take a picture like standing in

718
00:38:55,320 --> 00:38:58,680
front of, let's say, a warehouse
with a, you know, with the name

719
00:38:58,680 --> 00:39:02,000
of a company.
And let's say for you could

720
00:39:02,000 --> 00:39:04,320
have, you know, like, let's say
you have a picture of yourself

721
00:39:04,320 --> 00:39:07,080
taken in front of a warehouse
that says Amazon or FedEx or

722
00:39:07,080 --> 00:39:09,520
something like that.
So what you're doing is there,

723
00:39:09,520 --> 00:39:12,040
you're leveraging off of the
FedEx and the you know and you

724
00:39:12,040 --> 00:39:14,760
keep doing that over and.
Over saying that you sold that

725
00:39:14,760 --> 00:39:18,320
property.
Let them imply whatever they

726
00:39:18,320 --> 00:39:20,320
want to imply.
This is marketing.

727
00:39:20,440 --> 00:39:23,440
This is it's human psychology.
Yeah, who?

728
00:39:23,440 --> 00:39:25,720
Who am I to put the image in
your head?

729
00:39:26,840 --> 00:39:30,320
It's human nature, right?
You know, just because as

730
00:39:30,320 --> 00:39:35,160
marketers we use psychology to
drive results doesn't mean it's

731
00:39:35,200 --> 00:39:38,160
unethical, right?
Nobody's saying I sold this

732
00:39:38,160 --> 00:39:40,000
Amazon where I.
Had no idea what you're talking

733
00:39:40,000 --> 00:39:42,760
about in psychology and sales.
I don't understand that topic at

734
00:39:42,760 --> 00:39:45,760
all.
That's for another podcast, but

735
00:39:45,760 --> 00:39:48,200
yeah.
Well, this is, you know, we

736
00:39:48,200 --> 00:39:49,920
should.
We've been, we've been sort of

737
00:39:49,920 --> 00:39:52,520
going at this for about an hour.
I mean, we should do.

738
00:39:52,880 --> 00:39:55,760
Let's have you on more.
OK, deal, Aviva.

739
00:39:56,200 --> 00:39:57,800
I loved it.
I mean, this is a good

740
00:39:57,800 --> 00:39:59,360
conversation.
We've just gone down a couple

741
00:39:59,360 --> 00:40:01,640
rabbit holes, but boy, we could
go down a lot more.

742
00:40:01,680 --> 00:40:04,040
Yeah.
So yeah, let's let's wrap this

743
00:40:04,040 --> 00:40:06,640
up.
Aviva is a social media maven.

744
00:40:06,640 --> 00:40:11,240
Where can people find you?
Aviva Real Estate same handle

745
00:40:11,360 --> 00:40:15,800
all platforms Aviva real estate.
Isn't that easy?

746
00:40:15,880 --> 00:40:17,960
And the other one is the the
other one hotline.

747
00:40:18,040 --> 00:40:20,280
Yes, warehousehotline.com.
All right.

748
00:40:21,000 --> 00:40:24,800
Aviva, this has been a pleasure
is so enjoyable speaking with

749
00:40:24,800 --> 00:40:29,320
you and I, I love that I told
you before, I love that super

750
00:40:29,440 --> 00:40:32,240
define niche that you have.
I cannot.

751
00:40:32,320 --> 00:40:34,600
Well, my good.
Yes, I'm very.

752
00:40:34,640 --> 00:40:42,680
Grandparentsagoodthirdgenerationyesallrightedyoucanbefound@cresuccessstories.com
I'm Carrie Duke.

753
00:40:42,680 --> 00:40:44,840
You can find me at Exit Path
LLC.

754
00:40:45,000 --> 00:40:47,640
All right, that is the Proof
Stacker podcast.

755
00:40:47,640 --> 00:40:48,680
Thank you so much.