How to Start a Commercial Real Estate Podcast in 2026 (And Turn It Into Clients)

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Today's episode is a little
different.

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Ben Nolte is a commercial real
estate broker out of New Mexico

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with Sun Vista, who's in the
middle of launching his podcast

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as we speak.
So instead of talking theory, we

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are going to use his journey as
a real time case study for how

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professionals can build
authority, visibility, and

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opportunity heading into 2026.
Ben, why are you starting a

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podcast now out of curiosity?
2019 I'm like, you know, it'd be

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really good to get a podcast
seeing folks like Gary Vee,

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folks like yourself.
I actually ordered a pair of

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microphones in June of 2022 and
decided my closet until December

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of 2025.
What happened?

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Honestly, I, I went to that CREI
Summit, I saw all the folks that

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were working in commercial real
estate related fields and

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cooperation.
I think this is a quote I'd

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heard.
Cooperation happens at the top,

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competition happens at the
bottom and everybody was so open

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and giving with, with things
like that.

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It really removed a lot of the
fear and blinders and business

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wise, I am doing this because a,
there are no other brokers in my

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market that are doing podcasts.
And so I thought, why not have a

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podcast where I interview owners
and and occupants of industrial

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real estate on there?
And now's a great time to do it,

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because the best time to plant a
tree if you hadn't done it 20

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years ago is now.
And I couldn't agree more.

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I started posting content about
commercial real estate in 2020

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and I feel like maybe only in
the last six months.

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Finally, brokers, owners,
professionals throughout

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commercial real estate are
finally just starting to post

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content in my opinion and it's
very, very exciting, which leads

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to my next question, Where are
you finding pressure shifting in

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the market today in 2026?
Yeah.

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So in in regards to pressure,
you're referring to market

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pressure or pressure for
competition between brokers?

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More so pressure from the bro
for for for you to generate

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business as a broker.
Fair enough.

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So you know, pressure in the
marketplace in 2026, data is

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everywhere.
And before, I think a lot of

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brokers operated from the
concept that we were the

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gatekeepers of data.
And so you had to come talk to

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us to, to get anything of value.
And and that's definitely no

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longer the case.
New Mexico, certainly a little

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different.
There are some other states

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where we're a non disclosure
state.

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So we don't just publish sales
and, and lease comps everywhere.

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So there is still a component to
that.

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However, at this point in time,
I think we're in and I, you

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know, I'm a senior land and
industrial advisor.

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I, I certainly would consider
myself an advisor and not a

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gatekeeper.
And so I think getting out

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there, the authenticity,
certainly people, they see you,

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they get to know you like you
would trust you, right?

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That's who people want to do
business with.

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And so I think that anybody
putting out social media

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content, as long as they do it
tastefully, is going to have an

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advantage.
I always say, you know, operate

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ethically, authentically, and
ideally it'll come back to you.

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But you know, what you're
describing is why content is

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becoming a competitive advantage
in 2026.

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So I want to go from the ground
up with you.

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You're starting a podcast.
Who are you going to be having

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on the podcast and why?
That's a great question and I

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have a lot of folks I know that
would love to be on the podcast

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and they are not my target
demographic.

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So who is my target demographic?
I'm looking for owners and

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occupants of industrial real
estate ages 55 to 80.

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Even if I don't ever transact
business with them one

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selflessly, I'd like to get them
publicity and amplify their

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business if I can do that.
And selfishly, I am looking to

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get into their sphere of
influence.

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And so my thought process is
that people that know them and

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work them and like them, they're
going to tune in or watch just

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to see them being interviewed
and what they had to say.

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And, and so then by default, if
you will, they're going to learn

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it who I am certainly not
huddling real estate on there.

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In fact, you know, I have my
contact information that'll get

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figured out eventually, but
they're really trying to make it

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about the business owner that
I'm interviewing.

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It's so funny.
So my husband used to be a chef

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and we have been together for
over a decade.

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And what we've noticed is when
we're talking, we're meeting

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somebody new and Josh goes, I'm
a chef, people like that.

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And then they look at me and I
go, I'm a real estate broker.

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And they're just like, let's
talk to the chef.

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Like, nobody wants to talk to a
real estate broker, which is

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funny, but realistically, people
need us.

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You can't be transacting
industrial real estate without

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brokerage representation.
I'm going into a selfish

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question, which is how are you
going to pose this podcast to

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say, your potential clients and
future interviewees?

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I actually have a top 100 list
of both prospects as well as

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influencers and not social media
influencers per SE.

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But you know, again, using the
the Mossimo methodology, folks

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that are ancillary to commercial
real estate, they're already

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working with the folks that I
want to work with.

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And so to answer your question,
in fact, yesterday my prospect

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calls, I left some voicemails
and said, hey, first of all,

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I'm, I'm calling about your
building at XYZ love to connect

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and, and I've got notes for
maybe previously I've called

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them, et cetera.
By the way, I've started a

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podcast business and brews with
Ben and I would love to see if

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you're interested in being on
the podcast, maybe we can grab

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coffee or lunch beforehand.
You can get to know me, I can

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get to know you and see if it's
a good fit.

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So I am using that as a
prospecting tool as well.

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And again, there's, there's no
other broker commercial real

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estate wise for sure in our
state that's doing that.

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Transparently that's what I
should be doing as well, but I

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have a little bit of fear that
it's completely made-up in my

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head around that.
So I'm excited to discover that

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with you this year as we both
journey into being a little more

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out-of-the-box.
But I, I think you're right.

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Look, people inherently like to
talk about themselves.

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If you can bring them visibility
to their business, win, win.

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And I feel like the more you
give, the more you get.

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And I see that not only in what
you talk about, but in what you

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do.
I mean, Even so gracious and

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giving and and helping me with
whatever questions I ask.

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And if any of your folks
watching wonder is this really

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Aviva responding or some chat
bot?

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No, it's really so I have to
give you kudos because you truly

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live by that and and operate
that way.

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So thank you very much.
Oh, Ben, that's really nice.

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Look, you can't fake this this
in this business, you can't fake

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it.
You're either cut out for it and

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you love it or you know, this is
not a get rich quick scheme.

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This is a lifelong journey and
content and posting content is

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also a lifelong journey and I
wouldn't rather do it any other

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way.
But maybe I'd have a cooler

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studio, but we're working on
that.

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So who are you aiming to have
your show before, out of

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curiosity?
Sure.

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So I'm aiming for my show to be
geared towards other business

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owners and occupants of
industrial real estate here in

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Albuquerque.
Or even if it's not them, folks,

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again, that are attorneys, maybe
title folks, surveyors,

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construction folks or, or
contractors, which could be a

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tenant or an occupant, a buyer,
a seller, or it could be

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somebody that, oh, hey, I know a
guy.

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I, I saw him on his podcast.
He's a real dork, but maybe you

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should check him out.
And boom, they're they're my

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name pops up.
I have a crazy story that has

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nothing to do with that, but I'm
going to tell you it anyway.

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I get a call.
This was years ago.

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A gentleman has heard me on a
podcast and he has a warehouse

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in Colorado Springs, which is
like, excuse me, not Colorado

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Springs, Idaho Springs, which is
like an hour and a half outside

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of Denver.
I already had to go to the

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mountains.
So it was and it was right on

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the way.
I said OK, I'll, I'll meet you

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at your warehouse on the way.
He was lovely.

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We meet at the warehouse, 2
tenants, 1 is just like a heavy

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equipment tenant and the other a
crematorium.

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So we go into the heavies, we go
and it's him alone, like a

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female Z that always screens her
from the Internet alone in a

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warehouse.
It's sort of like looked down

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upon.
But he was like dad hives and he

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was very nice and I vetted him.
So we go into the machinery

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unit.
We're looking around.

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All this is nice, OK, whatever.
And it's time to go in the

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crematorium unit.
I don't do dead things.

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I just I don't do dead tenants.
I don't, I don't do dead uses.

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It's just not what I ever want
to deal with.

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So we get to like the door of
the crematorium and he's like,

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do you want to come in?
And and I just stood there and I

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was like, I absolutely am not
walking into your crematorium

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warehouse.
And that's the story.

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It was, it was pretty goofy, but
I met him from a podcast and he

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was lovely.
That up for now just.

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The people you meet, but let me
ask you before we started this

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podcast about strategies for
optimizing and making sure that

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your podcast, right?
If we're going to spend an hour

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on this podcast, we wanted to go
as far as possible.

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How are you approaching keyword
optimization with titles and

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your episodes going into your
podcast?

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Yeah, so, so SEO words,
keywords, titles for my podcast,

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I throughout this whole journey,
even prior to when I was just

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doing social media content and
not podcasting, lean heavily on

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ChatGPT and some of these other
large language models.

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And then also there is, and I'm
going to blank on the name of

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what it's called YouTube.
There's a there's a metric

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little plug in that you can get.
It tells you where views are and

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etcetera, etcetera.
And so I actually got the free

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version, although I'm I'm very
sure that I'll do the paid

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version here shortly.
That's really how I'm tracking

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metrics and trying to do
keywords.

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Is leaning on ChatGPT to tell me
what good keywords are.

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So something I have built our
business on and completely

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obsess over is keyword
optimization in commercial real

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estate because I have found it
to be completely uncharted

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territory.
And a big thing that I am doing

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and always working on is sort of
like reverse engineering.

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If I were the consumer, what am
I searching?

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For example, commercial real
estate warehouse for sale or you

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know, warehouse for rent.
A big analytic we have found is

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that people will often search
commercial real estate for rent

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instead of commercial real
estate for lease, right?

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We think everybody's looking up
like what's for lease, but the

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average person is searching
what's for rent.

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So to be entirely honest with
you, for my titles of my

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podcasts, what we did was we
went into ChatGPT and we said

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pull the 100 most recent Gary
Vee podcast titles as a template

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and then recreate our titles for
our podcast because I know his

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stuff is so dialed.
And so there's a science behind

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it.
And so a lot of our podcast

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titles now are reminiscent of
the structure, the urgency of

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Gary's.
And I'm not trying to make a

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molehill into a mountain, but
when we're making commercial

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real estate content online, like
back to the vein of extracting

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as much as possible out of your
time, I would encourage keyword

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research and optimization and
just be smart about it, right?

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Like commercial real estate, New
Mexico, that should be all over

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everything you're doing.
Why?

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Because that's probably, you
know, the, the reality is, is

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the world is going to search and
whether that search is Google,

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whether that search is ChatGPT,
you know, you have to tell the

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Internet when people search, I'm
the person to be found.

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And your podcast is a really
opportunity to give you an

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anchor into that content, cross
platforms across socials.

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It's a really big opportunity
that I am excited for Someone

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Like You who is new in the
podcast realm to use and extract

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value out of.
I'm excited to do that and and

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quite frankly, outside of the
asking ChatGPT, what some good

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00:13:47,440 --> 00:13:49,400
keywords were and I didn't do it
for the title.

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00:13:49,400 --> 00:13:53,680
So I guess changing it to
interviewees name episode blank

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00:13:53,720 --> 00:13:56,240
is not the most catchy title
episode.

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00:13:56,240 --> 00:14:00,120
So I will, I will certainly take
that advice and and work that

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00:14:00,120 --> 00:14:05,560
into what I do going forward.
Oh, you know, look, what I'm

229
00:14:05,560 --> 00:14:07,920
saying is not necessarily right,
right.

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00:14:08,160 --> 00:14:11,280
It's just my experience and it
might not work for you.

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00:14:12,280 --> 00:14:16,360
And there are, I'm sure, a
million ways I could do XY and Z

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00:14:16,360 --> 00:14:18,960
better.
But it's like I said, I'm always

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00:14:18,960 --> 00:14:21,200
like reverse engineering the
consumer.

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00:14:21,800 --> 00:14:25,040
And in a world where there's so
much information, there's so

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many options for people to
listen to podcasts, how can we

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00:14:30,680 --> 00:14:34,640
make it so that, you know,
psychologically they are more

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00:14:34,920 --> 00:14:39,200
prone to listen to yours as
opposed to somebody else's?

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00:14:39,240 --> 00:14:43,120
That's what that title, aside
from the keywords, that's what

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00:14:43,200 --> 00:14:48,000
your title, your first 3 to 5
minutes, your thumbnail, if it

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00:14:48,000 --> 00:14:51,400
goes on to YouTube is so
important because that's sort of

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00:14:51,400 --> 00:14:54,720
like the intro and it's the make
or break if someone's even going

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00:14:54,720 --> 00:14:59,960
to click on it.
So I, I know there's a lot to

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00:14:59,960 --> 00:15:04,000
starting a podcast and creating
content and it there's a laundry

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00:15:04,000 --> 00:15:08,760
list of to do and that is
certainly on mine as a work in

245
00:15:08,760 --> 00:15:12,920
progress.
So in order to get more than the

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00:15:13,120 --> 00:15:16,800
four views I've currently got,
which is me, my wife, and my

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00:15:16,800 --> 00:15:20,200
kids, some of this may benefit
and get some other folks

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00:15:20,200 --> 00:15:23,040
attracted to it.
I believe so.

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00:15:23,520 --> 00:15:29,120
I know so and you know, you just
got started.

250
00:15:29,120 --> 00:15:33,440
Like start putting it out on
your socials, start putting it

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00:15:33,440 --> 00:15:37,920
out on your emailers.
You know, it's so funny.

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00:15:38,280 --> 00:15:41,840
I will be talking to owners.
Do you know James Milner out of

253
00:15:41,840 --> 00:15:44,600
North Carolina?
I don't believe I.

254
00:15:45,440 --> 00:15:48,840
OK, he was at CREI.
He's a managing broker out of

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00:15:48,840 --> 00:15:52,800
Boone, NC.
He is a genius.

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00:15:53,240 --> 00:15:58,920
OK, I get him onto my show and
he's talking about the bid ask

257
00:15:58,920 --> 00:16:02,960
gap, right?
How in 2025 we were having

258
00:16:02,960 --> 00:16:07,040
issues because sellers were all
using their 2023 valuations

259
00:16:07,040 --> 00:16:11,080
which are completely useless
today because the market peaked

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00:16:11,080 --> 00:16:15,880
out and it is not 2021 two or
three anymore.

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00:16:15,880 --> 00:16:19,600
Anyway, James gets on the
podcast and he's telling me

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00:16:19,880 --> 00:16:22,640
everything I already know
because we do this all day every

263
00:16:22,640 --> 00:16:25,520
day.
But I then take that podcast.

264
00:16:25,520 --> 00:16:27,640
I'm having that conversation
with a seller.

265
00:16:27,840 --> 00:16:32,960
I'm telling the seller your
appraisal is invalid from 2021

266
00:16:32,960 --> 00:16:36,360
for the following reasons.
They're not listening and this

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00:16:36,360 --> 00:16:41,440
is actually becoming a use case.
I take the YouTube video of

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00:16:41,440 --> 00:16:45,440
somebody else saying what I have
been trying to say, send it to

269
00:16:45,440 --> 00:16:50,040
him, and then they go, oh, wow.
Like it really resonates when

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00:16:50,040 --> 00:16:54,680
somebody else says it.
And it's actually completely

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00:16:54,680 --> 00:16:58,080
enhanced my business in a way
that I never expected which.

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00:16:58,920 --> 00:17:01,880
I think I lied to you.
I do recall is he 1031 exchange

273
00:17:01,880 --> 00:17:03,600
guy.
No.

274
00:17:03,920 --> 00:17:05,000
OK.
Well, I'm making.

275
00:17:05,000 --> 00:17:06,880
Stuff.
That's James Bean.

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00:17:08,319 --> 00:17:13,400
Anyway, I do find that dynamic,
though, of hearing it from

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00:17:13,400 --> 00:17:16,000
someone else occurs pretty
frequently in my marriage.

278
00:17:16,400 --> 00:17:19,880
My wife loved me from advice, so
it infinitely helped me.

279
00:17:20,520 --> 00:17:22,240
And I'm like, yeah, yeah,
whatever.

280
00:17:22,280 --> 00:17:26,079
And then you're like, Ben, you
should do XY and Z.

281
00:17:26,079 --> 00:17:29,680
I'm like, Jacqueline, I heard
the most brilliant thing today.

282
00:17:29,960 --> 00:17:32,360
Aviva told me I should do XY and
Z.

283
00:17:34,440 --> 00:17:38,160
You're an idiot.
But I I think it's human nature,

284
00:17:38,160 --> 00:17:41,040
right?
Like it's just human nature and,

285
00:17:41,080 --> 00:17:46,040
and talking about how using,
with the bombardment of all, all

286
00:17:46,040 --> 00:17:50,000
the Internet and, and social
media, whatever consumptions,

287
00:17:50,000 --> 00:17:53,080
there's just a tsunami of
information out there.

288
00:17:53,440 --> 00:17:56,920
One thing that's not changed is,
is how our brains operate and

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00:17:56,920 --> 00:17:58,800
function.
And so I think to your point,

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00:17:58,800 --> 00:18:02,160
these marketing concepts and,
and psychology concepts, our

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00:18:02,160 --> 00:18:05,480
brains have not evolved as
quickly as technology has.

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00:18:05,480 --> 00:18:09,280
And so I think those still hold
true today as far as what grabs

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00:18:09,280 --> 00:18:11,680
attention, what people react to,
how they react.

294
00:18:11,680 --> 00:18:12,960
And so I think you're spot on
there.

295
00:18:13,600 --> 00:18:17,160
We're all just trying to figure
it out, make a living.

296
00:18:17,160 --> 00:18:20,520
Do you have any hesitations or
fears in starting your podcast

297
00:18:20,520 --> 00:18:24,440
and rolling out content?
Quite honestly, it, it took me,

298
00:18:24,560 --> 00:18:27,720
like I said, at least 3 1/2
years to get the microphones out

299
00:18:27,720 --> 00:18:32,480
of my closet.
I, I think there were so many

300
00:18:32,480 --> 00:18:34,680
things that were kind of
barriers at the entry in my

301
00:18:34,680 --> 00:18:36,960
mind.
I don't know the technology of

302
00:18:37,000 --> 00:18:38,480
it.
How do I post something?

303
00:18:38,480 --> 00:18:41,160
How do I record something?
The sound quality, the video

304
00:18:41,160 --> 00:18:46,320
quality and, and really what's
occurred is that any of the

305
00:18:46,320 --> 00:18:49,160
equipment you might need has
only gotten exponentially

306
00:18:49,160 --> 00:18:53,280
cheaper over the last few years
and so really you don't have to

307
00:18:53,280 --> 00:18:56,240
get the best.
I'm taking this third hand from

308
00:18:56,240 --> 00:18:58,200
Alex or Mozi.
So I may be incorrect, but my

309
00:18:58,200 --> 00:19:01,360
understanding is he had spent a
bunch of money on on film and

310
00:19:01,360 --> 00:19:05,440
and audio equipment to film the
plethora of things that he does

311
00:19:06,560 --> 00:19:09,680
only to come to the conclusion
that he could have gotten by

312
00:19:09,680 --> 00:19:12,600
with spending $1000 instead of
50,000.

313
00:19:12,600 --> 00:19:15,480
And and I'm making that
obviously, but but the concept I

314
00:19:15,480 --> 00:19:18,640
think is true.
It's gotten exponentially easier

315
00:19:18,640 --> 00:19:21,720
and, and honestly other fears.
What are people going to think?

316
00:19:21,720 --> 00:19:23,840
Are people going to take me
seriously?

317
00:19:24,160 --> 00:19:28,240
Am I going to do a podcast
episode and record something and

318
00:19:28,240 --> 00:19:32,240
then it just dies on the vine
sitting on my phone for the next

319
00:19:32,240 --> 00:19:34,160
year?
You know, it's so being able to

320
00:19:34,160 --> 00:19:39,080
follow through with what I I
promised anybody certainly was a

321
00:19:39,080 --> 00:19:42,040
big part of that.
Going back to those berries of

322
00:19:42,040 --> 00:19:46,120
entry in my head, going to the
CREI Summit, Taylor Tibbetts and

323
00:19:46,120 --> 00:19:51,040
and Warren Tingen did a Go live
and thrive breakout session.

324
00:19:51,160 --> 00:19:55,880
And so I sat in on that and saw
what they did, how they did.

325
00:19:56,120 --> 00:20:01,680
In fact, I was a guest for for a
portion of that and, and all of

326
00:20:01,680 --> 00:20:06,280
those walls just went away.
And So what I had done next was

327
00:20:06,280 --> 00:20:09,800
I went home.
I still stood on it for a while,

328
00:20:09,840 --> 00:20:12,760
but then I ended up saying on
LinkedIn, hey, I'm going to do a

329
00:20:12,760 --> 00:20:16,440
podcast by this date.
And so I, I socially said that I

330
00:20:16,440 --> 00:20:19,440
was going to do it or, or put it
out there, right?

331
00:20:19,440 --> 00:20:23,800
And so at that point, either I
could not do it and feel bad

332
00:20:23,800 --> 00:20:26,040
about it, or I could move
forward and do something.

333
00:20:26,200 --> 00:20:28,520
And so that's what I.
Do I'm proud of you?

334
00:20:28,760 --> 00:20:31,800
It's actually way harder than
people think or expect.

335
00:20:32,560 --> 00:20:37,040
You know, when it comes to the
gear, the mic, the camera, I

336
00:20:37,040 --> 00:20:43,360
always say it's not about the
wand, it's about the wizard and

337
00:20:43,440 --> 00:20:47,120
it's not about the gear.
You could, you could spend way

338
00:20:47,120 --> 00:20:49,960
too much time researching
everything and it's all for

339
00:20:49,960 --> 00:20:51,960
nothing.
The important thing is getting

340
00:20:51,960 --> 00:20:55,320
something and starting just
getting used to the reps and the

341
00:20:55,320 --> 00:20:58,480
practice and and then the gear
becomes an afterthought.

342
00:20:58,560 --> 00:21:02,080
That's just what I have found.
And then when you talk about the

343
00:21:02,080 --> 00:21:05,720
fear of what other people will
think, I think people get like

344
00:21:05,720 --> 00:21:08,560
kind of like spotlight syndrome
where they think like we're our

345
00:21:08,560 --> 00:21:10,640
own worst critics.
We're so in our own head.

346
00:21:11,320 --> 00:21:14,120
You will start putting out
content and brokers in your

347
00:21:14,120 --> 00:21:18,240
market will start commenting on
things like I, I did get that at

348
00:21:18,240 --> 00:21:21,160
the beginning of the TikTok era.
And you know, to me, I was

349
00:21:21,160 --> 00:21:24,520
sitting there, they'd have
something to say about TikTok

350
00:21:24,520 --> 00:21:28,560
and it was like, joke's on you.
Like this may seem silly to you.

351
00:21:28,560 --> 00:21:34,080
This is going to be the flagship
of my career, which it has been.

352
00:21:34,360 --> 00:21:39,280
So now we say it's cringe until
you're killing it.

353
00:21:40,720 --> 00:21:44,680
Everybody thought my Tiktok was
cringe until there were

354
00:21:44,680 --> 00:21:47,920
suddenly, suddenly 1,000,000
followers.

355
00:21:48,080 --> 00:21:49,840
And then everybody thought it
was cool.

356
00:21:50,120 --> 00:21:54,120
And it's like, the reality is it
just doesn't even matter what

357
00:21:54,120 --> 00:21:58,280
they think, right?
What's important is putting in

358
00:21:58,280 --> 00:22:02,920
the work and seeing it through,
and looks like we're doing that,

359
00:22:03,000 --> 00:22:05,800
evidently.
The overnight success, I don't

360
00:22:05,800 --> 00:22:10,040
know you that that just happened
overnight in the comments.

361
00:22:10,040 --> 00:22:13,880
What was Ryan Serhant saying on
owning Manhattan in this last

362
00:22:13,880 --> 00:22:15,760
season?
They're only talking about you

363
00:22:15,760 --> 00:22:18,120
because no one listens when they
talk about themselves.

364
00:22:18,200 --> 00:22:19,800
And so I thought that was a
brilliant quote.

365
00:22:20,480 --> 00:22:22,720
That's pretty spicy.
Ryan's really good at those.

366
00:22:23,360 --> 00:22:26,400
Yeah, that guys are Pearl.
I'm pretty excited for him.

367
00:22:27,120 --> 00:22:29,240
They have like a commercial real
estate broker on owning

368
00:22:29,240 --> 00:22:33,200
Manhattan Jade and she like
dances sexy and I'm like, wow,

369
00:22:33,200 --> 00:22:36,840
like sexy is just never going to
be my edge in this business.

370
00:22:37,160 --> 00:22:40,680
Like I don't I'm just going to
go for like, I don't know,

371
00:22:40,680 --> 00:22:43,360
smart, good at marketing.
Hopefully not.

372
00:22:43,360 --> 00:22:47,680
Not the sexy broker.
You weren't doing dances on

373
00:22:47,680 --> 00:22:49,840
TikTok, not let drew all those
followers.

374
00:22:50,200 --> 00:22:53,320
No, that is definitely not what
got the followers.

375
00:22:53,800 --> 00:22:56,600
Oh, yeah, yeah, that's so bad.
OK, nothing.

376
00:22:56,600 --> 00:22:58,000
No.
Shout out to Jade.

377
00:22:58,080 --> 00:23:00,000
Hopefully it works.
Wait, it works for you?

378
00:23:00,560 --> 00:23:05,920
And I'm glad.
So we're creating strategy and

379
00:23:05,920 --> 00:23:10,080
content that is consistible,
recognizable and relatable.

380
00:23:10,160 --> 00:23:13,680
If your podcast goes the way it
does, which I have no doubt it

381
00:23:13,680 --> 00:23:17,120
will, what changes in your
business?

382
00:23:18,760 --> 00:23:21,080
Yeah.
Realistically, what changes in

383
00:23:21,080 --> 00:23:24,400
my business is going to be that
when, when I make a phone call

384
00:23:24,400 --> 00:23:27,400
to somebody, they're going to
have heard of me already or be

385
00:23:27,400 --> 00:23:29,720
familiar with me further down
the line.

386
00:23:29,760 --> 00:23:34,840
The hope is similar, I think to
where you are to a large extent

387
00:23:34,840 --> 00:23:36,960
where people just call you out
of the blue.

388
00:23:36,960 --> 00:23:43,000
To your point earlier, the
manufacturer crematorium owner

389
00:23:43,480 --> 00:23:46,280
and, and if anybody's out there
and, and has either of those

390
00:23:46,280 --> 00:23:49,600
things, I will go into your
crematorium, you know, Blade

391
00:23:51,600 --> 00:23:56,280
anyway.
But no in, in all serious words,

392
00:23:56,400 --> 00:23:59,760
I, I just, I think having a
warmer conversation with folks

393
00:23:59,760 --> 00:24:01,120
and becoming an authority,
right?

394
00:24:01,120 --> 00:24:03,280
I think I don't know if that was
going to come up at some point

395
00:24:03,280 --> 00:24:07,400
in this podcast, but being an
authority, as Rod says, and not

396
00:24:07,400 --> 00:24:10,680
a commodity.
And again, I think that when

397
00:24:10,680 --> 00:24:14,600
people see you hear you talk,
there's people that I have seen

398
00:24:14,600 --> 00:24:16,600
their podcast or their social
media clips.

399
00:24:16,600 --> 00:24:18,400
I'm like, this guy's a freaking
bozo.

400
00:24:18,760 --> 00:24:23,480
And then a year later I'm like,
this dude is cool as hell.

401
00:24:23,560 --> 00:24:26,440
And I, I, I think, you know,
there, there really is something

402
00:24:26,440 --> 00:24:28,720
to that consistency and
repetition, etcetera.

403
00:24:28,840 --> 00:24:31,080
So.
That resonates with me and and

404
00:24:31,080 --> 00:24:34,520
something I love about that is,
you know, you go to a networking

405
00:24:34,520 --> 00:24:39,280
event and you got an hour to get
it in and you can only talk to

406
00:24:39,280 --> 00:24:41,480
so many people and have
meaningful connections with so

407
00:24:41,480 --> 00:24:43,880
many people.
But when you make content and

408
00:24:43,880 --> 00:24:47,560
you put it on the Internet and
you close your eyes at night on

409
00:24:47,560 --> 00:24:51,200
the pillow, you are working for
yourself overtime in video

410
00:24:51,200 --> 00:24:54,800
format when you are not awake
and you are not networking.

411
00:24:54,800 --> 00:24:57,600
And that is powerful and you
don't know who's watching.

412
00:24:57,680 --> 00:25:02,880
And that is even more powerful
and taken from someone who gets

413
00:25:02,880 --> 00:25:07,840
all of my business online.
I am finding what I call to be

414
00:25:07,840 --> 00:25:11,160
the millennialization of
commercial real estate, which

415
00:25:11,160 --> 00:25:15,120
means a large portion of my
business are millennials who

416
00:25:15,120 --> 00:25:18,320
have bought or inherited
property, right?

417
00:25:18,320 --> 00:25:21,600
It's, it's the younger folks,
the baby boomer generation is

418
00:25:21,600 --> 00:25:24,120
used to transacting commercial
real estate from the phones,

419
00:25:24,480 --> 00:25:26,000
right?
Like they get the calls from the

420
00:25:26,000 --> 00:25:28,920
brokers are used to it.
The millennials, when they

421
00:25:29,560 --> 00:25:33,440
either pass the property to
their kids or throw their hands

422
00:25:33,440 --> 00:25:35,960
up and go, I don't care to deal
with this anymore, you're going

423
00:25:35,960 --> 00:25:37,440
to get it.
You figure it out.

424
00:25:37,880 --> 00:25:44,560
That kid is going to go online
and find us instead of the

425
00:25:44,560 --> 00:25:47,680
broker who's been calling dad
for the last 10 years.

426
00:25:48,000 --> 00:25:50,840
So, something to look forward
to.

427
00:25:51,640 --> 00:25:54,240
The millennialization of
commercial real estate.

428
00:25:54,720 --> 00:25:56,960
Rod Santomasimo.
Just kidding, I love Rod.

429
00:25:56,960 --> 00:25:59,160
I just know he's a phone phone
phone phone guy.

430
00:25:59,680 --> 00:26:01,520
What would you call the solar
tsunami?

431
00:26:01,520 --> 00:26:04,120
I think but but to your point,
and if you're the broker that's

432
00:26:04,120 --> 00:26:07,120
been calling him for 10 years
and you're the one on social

433
00:26:07,120 --> 00:26:10,520
media that their kids are
seeing, I, I think you, you got

434
00:26:11,320 --> 00:26:15,640
exponential opportunity there.
Correct tenfold.

435
00:26:16,520 --> 00:26:19,240
Previously you'd asked, hey, who
is this targeting?

436
00:26:19,240 --> 00:26:23,360
And I'd talked about my ideal
client is 560 to 80.

437
00:26:23,920 --> 00:26:27,400
Realistically, the platforms I'm
on, LinkedIn, Facebook,

438
00:26:27,400 --> 00:26:30,800
Instagram and then YouTube.
To your point, I'm actually also

439
00:26:30,800 --> 00:26:33,000
then going after their kids.
They're not going to be on

440
00:26:33,000 --> 00:26:35,640
Instagram what their kids are
and their kids are going to

441
00:26:35,640 --> 00:26:38,680
consume the content.
And so really it is part of

442
00:26:38,680 --> 00:26:40,600
that.
I didn't think of it in in the

443
00:26:40,600 --> 00:26:44,680
term you used millenialization,
but truly at that thought was

444
00:26:44,680 --> 00:26:46,920
behind a lot of what I do as
well for social media.

445
00:26:47,960 --> 00:26:50,800
It is very, very real and very,
very powerful.

446
00:26:51,160 --> 00:26:54,720
And most of my best clients fit
in that box, which is pretty

447
00:26:54,720 --> 00:26:58,320
crazy.
So time is fleeting.

448
00:26:58,320 --> 00:27:01,440
Tomorrow is not promised.
OK, yeah, that's getting dark.

449
00:27:05,680 --> 00:27:08,120
Ben.
Sounds like you're well on your

450
00:27:08,120 --> 00:27:12,600
way to future proofing your
relevance in commercial real

451
00:27:12,600 --> 00:27:16,440
estate, both in New Mexico and
nationally.

452
00:27:17,040 --> 00:27:22,240
Any final thoughts, questions,
concerns, etcetera before I send

453
00:27:22,240 --> 00:27:25,720
you on your way on this nice
Friday afternoon when you're a

454
00:27:25,720 --> 00:27:29,320
little sick and you still were
kind enough to hop on a podcast

455
00:27:29,320 --> 00:27:32,760
with me?
Oh no, I, I, I appreciate that.

456
00:27:34,400 --> 00:27:39,120
And, and really kind of going
back, my strategy was to just do

457
00:27:39,120 --> 00:27:41,680
one, get it done.
And so I could check that box

458
00:27:42,640 --> 00:27:46,520
and, and also have proof of
concept for myself and for folks

459
00:27:46,520 --> 00:27:49,560
that I pitched the opportunity
to come on the show to.

460
00:27:49,600 --> 00:27:54,160
That leaves me then scrambling
to get guests for episode #2 and

461
00:27:54,160 --> 00:27:58,880
episode number 3 was was your
process or would your advice be,

462
00:27:59,080 --> 00:28:03,680
Hey, film, you know, 468 however
many you want to film.

463
00:28:04,440 --> 00:28:07,600
Quite frankly, my goal right now
is to film one a month, which

464
00:28:07,600 --> 00:28:10,320
isn't a lot for the first six
months till I get the processes

465
00:28:10,320 --> 00:28:14,120
down and sops and then start
doing them bi weekly.

466
00:28:14,360 --> 00:28:17,600
I I don't want it to overtake
what I'm doing for business.

467
00:28:17,600 --> 00:28:21,080
But I guess circling back to
what I started with, what would

468
00:28:21,080 --> 00:28:23,720
your advice or thoughts be as
far as do you get a bunch in the

469
00:28:23,720 --> 00:28:26,080
can and then release them?
Do you you know?

470
00:28:26,720 --> 00:28:31,160
Sure, totally get it.
A big strategy I had was like

471
00:28:31,280 --> 00:28:36,360
the first year practicing just
reps just talking to anybody

472
00:28:36,360 --> 00:28:40,120
about anything so I could get
better and better at the

473
00:28:40,120 --> 00:28:43,320
systems.
The process A-Z of having a

474
00:28:43,320 --> 00:28:46,880
podcast.
What I would say is 1.

475
00:28:47,240 --> 00:28:50,440
You can do solo episodes.
I did my first 10 episodes as

476
00:28:50,440 --> 00:28:54,080
solo episodes, which you know,
I'm starting to do more solo

477
00:28:54,080 --> 00:28:55,960
episodes.
It's it's can be challenging

478
00:28:55,960 --> 00:29:00,520
because it's like I'm supposed
to verbally entertain people for

479
00:29:00,520 --> 00:29:03,120
1/2 an hour.
Like what do I right?

480
00:29:03,240 --> 00:29:05,600
So, so you can always default to
that.

481
00:29:05,720 --> 00:29:07,960
A solo episode.
What is coming to mind that I'm

482
00:29:07,960 --> 00:29:10,680
not saying that I'm about to say
is hack up.

483
00:29:10,840 --> 00:29:14,160
What does that mean?
If I were you specifically in

484
00:29:14,160 --> 00:29:19,160
the beginning, I would be
reaching out to commercial real

485
00:29:19,160 --> 00:29:24,920
estate professionals like
myself, like the laundry list of

486
00:29:24,920 --> 00:29:29,760
people at the CREI Summit who
have followings in our industry.

487
00:29:29,840 --> 00:29:33,800
And a following in our industry
is not big, but it's valuable,

488
00:29:34,120 --> 00:29:35,520
right?
Like our leads.

489
00:29:35,520 --> 00:29:38,200
We're not going for 100 leads.
We're going for one lead.

490
00:29:39,080 --> 00:29:43,720
Talk to people in our industry
who have podcasts already, Amy

491
00:29:43,720 --> 00:29:47,680
Calendrino, who have following
so that a you can get on a

492
00:29:47,680 --> 00:29:50,200
podcast, talk to them, get your
practice.

493
00:29:50,840 --> 00:29:54,840
You're exchanging value because
you know, I have no problem with

494
00:29:55,680 --> 00:29:58,920
we record one podcast episode
and you put it out on your

495
00:29:58,920 --> 00:30:01,640
podcast show and I put it out on
my podcast show.

496
00:30:01,880 --> 00:30:04,200
Who cares?
You could take this one and this

497
00:30:04,200 --> 00:30:08,240
could be episode, you know, like
let's make our time worthwhile

498
00:30:08,240 --> 00:30:10,720
here.
So there's that.

499
00:30:10,720 --> 00:30:14,320
What I'm saying is hack it.
Use other commercial real estate

500
00:30:14,320 --> 00:30:17,240
professionals who have podcasts
to talk to.

501
00:30:17,560 --> 00:30:20,000
So that's going to give you a
buffer of, you know, 5-10

502
00:30:20,000 --> 00:30:22,800
episodes.
And then you're going to be so

503
00:30:22,800 --> 00:30:25,680
comfortable at that point,
you're going to go to, you know,

504
00:30:25,760 --> 00:30:29,120
your list of 100 top prospects
and just start reaching out to

505
00:30:29,120 --> 00:30:32,680
them.
Yeah, no, I I appreciate that.

506
00:30:32,680 --> 00:30:36,880
And and I have reached out to
some other folks that do

507
00:30:36,880 --> 00:30:40,560
podcasts, not with the intent of
even being on their podcast and

508
00:30:40,840 --> 00:30:46,320
some of the feedback I've gotten
to folks nationally that I know.

509
00:30:46,680 --> 00:30:49,400
Hey, we, we love to do a, a
podcast with you and drink a

510
00:30:49,400 --> 00:30:52,560
beer with you.
In my mind, I'm like, OK, those

511
00:30:52,560 --> 00:30:54,520
are not my target audience,
right?

512
00:30:54,520 --> 00:30:57,920
So, so I, I guess those folks
could still bring value to who

513
00:30:57,920 --> 00:31:02,480
my target audience is.
And so I almost wonder if I, to

514
00:31:02,480 --> 00:31:04,880
your point, should go ahead.
And I think I will after

515
00:31:04,880 --> 00:31:08,240
listening to you do that and
maybe just have it be a separate

516
00:31:08,520 --> 00:31:10,640
segment or maybe even titled
something else.

517
00:31:10,680 --> 00:31:13,080
I don't know.
But but I want to keep at least

518
00:31:13,080 --> 00:31:16,280
to start true to my core of, of
who I'm trying to interview and

519
00:31:16,280 --> 00:31:20,800
talk to, but yet also expand my
experience and, and knowledge.

520
00:31:20,800 --> 00:31:25,480
And I guess if folks nationally
can bring value to somebody

521
00:31:25,480 --> 00:31:27,400
here, why not do that to your
point?

522
00:31:28,360 --> 00:31:31,400
Right.
And like, look, a big way we get

523
00:31:31,680 --> 00:31:35,840
listeners on the podcast are
social media clips again,

524
00:31:36,040 --> 00:31:40,080
extracting as much value out of
our time in that's, you know, in

525
00:31:40,080 --> 00:31:47,280
this hour of podcasting.
So you might talk with me and I

526
00:31:47,280 --> 00:31:50,400
am not your target demographic
because I'm an industrial broker

527
00:31:50,400 --> 00:31:55,200
in Colorado, but there might be
a clip in here that you can then

528
00:31:55,200 --> 00:31:59,960
post to your socials that will
then hook an industrial owner in

529
00:31:59,960 --> 00:32:03,280
New Mexico.
So I mean, all of that to say,

530
00:32:03,480 --> 00:32:05,760
you really just don't know where
it's going to come from.

531
00:32:05,760 --> 00:32:13,720
That's the reality and believe,
Ben, thank you for being on the

532
00:32:13,720 --> 00:32:15,640
show today.
Where can the listeners find

533
00:32:15,640 --> 00:32:19,760
you, follow you, contact you for
their industrial and commercial

534
00:32:19,760 --> 00:32:23,640
real estate needs in New Mexico?
Sure, the easiest way is

535
00:32:23,640 --> 00:32:25,240
probably to hit me on my cell
phone.

536
00:32:25,240 --> 00:32:33,160
It's 505-270-4386.
My e-mail is ben@sunvista.com.

537
00:32:34,000 --> 00:32:41,400
Also very soon to appear is Ben
Nolte CRE, the website I've got

538
00:32:41,720 --> 00:32:44,880
on my handles.
It's either Ben Multi CRE or Ben

539
00:32:44,880 --> 00:32:50,280
Multi CCIM and and an
embarrassing story Aviva.

540
00:32:50,560 --> 00:32:53,880
Again, going back to your
generosity, I was able to model

541
00:32:53,880 --> 00:32:57,600
my website after years.
I had a gentleman that's a

542
00:32:57,600 --> 00:32:59,840
podcast producer here in New
Mexico.

543
00:33:00,040 --> 00:33:01,880
He produces a podcast for one of
my friends.

544
00:33:01,880 --> 00:33:05,320
I he he welcomed me into a
studio so I could see his setup,

545
00:33:05,320 --> 00:33:09,160
etcetera, etcetera.
And And so he's doing some

546
00:33:09,320 --> 00:33:11,440
background digging, I guess, if
you will, and he's like, Oh

547
00:33:11,440 --> 00:33:13,920
yeah, I see your website then
multi CRE.

548
00:33:16,440 --> 00:33:19,560
That's the Viva Your videos were
on there.

549
00:33:19,600 --> 00:33:26,600
You're dude, I was mortified.
I was like anyway, so I I as

550
00:33:26,600 --> 00:33:30,160
soon as I found that out I went
right to Chad GBT.

551
00:33:30,360 --> 00:33:33,240
How do I get up a coming soon
sign and went and signed up and

552
00:33:33,240 --> 00:33:36,640
got a coming soon.
So if you go to Ben Nolte CRE by

553
00:33:36,640 --> 00:33:41,480
the time this airs it may be
there, but if not, you should

554
00:33:41,480 --> 00:33:45,400
not see Aviva's videos there.
Let me tell you something.

555
00:33:46,360 --> 00:33:48,440
You are so smart.
I get people all the time who

556
00:33:48,440 --> 00:33:51,480
say to me, who's your web
designer?

557
00:33:51,480 --> 00:33:54,600
Can I hire them?
My web designer?

558
00:33:54,600 --> 00:33:57,280
That's me and my team.
And no, you cannot hire us.

559
00:33:57,520 --> 00:34:01,480
But you said, Aviva, can I model
my website after yours?

560
00:34:01,480 --> 00:34:04,760
That was, that is exactly what
you should do, right?

561
00:34:04,800 --> 00:34:07,440
If I'm saying, hey, my website
converts for commercial real

562
00:34:07,440 --> 00:34:11,239
estate, then yeah.
Like, what do they say?

563
00:34:11,239 --> 00:34:13,719
Imitation is the finest form of
flattery.

564
00:34:14,000 --> 00:34:17,600
Like, no, I, I, you cannot hire
me to do your website.

565
00:34:17,600 --> 00:34:18,920
That's not what I do for a
living.

566
00:34:19,639 --> 00:34:23,840
But you can just do what I did
and yeah, it's really smart.

567
00:34:23,840 --> 00:34:26,960
So I hope it works for you, and
I think it will.

568
00:34:28,000 --> 00:34:30,800
I appreciate and truly I'll be
forever grateful, so thank you

569
00:34:30,800 --> 00:34:35,880
very much.
To everyone listening, Ben is

570
00:34:35,880 --> 00:34:39,639
doing exactly what strong
professionals are doing headed

571
00:34:39,639 --> 00:34:43,639
into 2026.
Not waiting for the market to

572
00:34:43,639 --> 00:34:48,560
reward them, but proactively
building relevance, clarity and

573
00:34:48,560 --> 00:34:51,040
visibility.
Then I've got one last question

574
00:34:51,040 --> 00:34:53,639
before I let you go.
What is your commercial real

575
00:34:53,639 --> 00:34:57,280
estate secret?
My commercial real estate secret

576
00:34:57,840 --> 00:35:00,520
and, and it's no secret at all,
but I think it's actually an

577
00:35:00,520 --> 00:35:03,200
adage for life.
Done is better than perfect.

578
00:35:03,280 --> 00:35:06,960
Just go out there, do it, try
it, learn from it.

579
00:35:06,960 --> 00:35:09,960
As long as you go out there and
do it with integrity and honesty

580
00:35:09,960 --> 00:35:13,440
and transparency, you know, not
pulling the wool over anybody's

581
00:35:13,440 --> 00:35:15,880
eyes, I think that people will
understand if you make a

582
00:35:15,880 --> 00:35:19,080
mistake.
And the more mistakes you make,

583
00:35:19,480 --> 00:35:23,720
the more of an education you'll
get and the more of a benefit

584
00:35:23,720 --> 00:35:26,680
you'll be to the folks that you
work with because you can make

585
00:35:26,680 --> 00:35:30,320
sure they avoid those pitfalls.
I love it.

586
00:35:31,320 --> 00:35:35,560
Done is better than perfect.
Ben, thank you so much for being

587
00:35:35,560 --> 00:35:37,280
on the show today.
And for everybody else

588
00:35:37,280 --> 00:35:39,480
listening, we'll see you next
week.