The Humble High Performer: Inside the Mind of Matt Magnotta

1
00:00:11,440 --> 00:00:15,080
All right. The way we usually start these things is just by shooting the

2
00:00:15,580 --> 00:00:19,680
breeze, so that's what we're doing. We're here with Matt Magnotta on Ski

3
00:00:20,180 --> 00:00:23,320
in Sellout, and we looked

4
00:00:23,820 --> 00:00:27,100
you up. Lauren looked you up. So we'll do a

5
00:00:27,600 --> 00:00:30,140
little bit of an intro, which is that you're basically,

6
00:00:30,780 --> 00:00:34,220
you moved to Park City, like, 25 years ago.

7
00:00:34,720 --> 00:00:38,220
You started 15. 15 years ago, 2010. Holy smokes.

8
00:00:38,720 --> 00:00:42,139
So you really. You're sort of like a rocket ship here in town

9
00:00:42,140 --> 00:00:45,820
for the real estate adventure because you

10
00:00:46,320 --> 00:00:49,500
have climbed your way to, you know, one of, if not

11
00:00:50,000 --> 00:00:52,940
the most successful real estate agents in Park City.

12
00:00:53,020 --> 00:00:56,720
And. And for good reason. But that's not where you started.

13
00:00:57,220 --> 00:01:00,240
You started, you know, scratching and clawing. You and I have talked about that a

14
00:01:00,740 --> 00:01:04,720
little bit. A lot of times. What we talk about in on this podcast is.

15
00:01:05,280 --> 00:01:08,800
Well, we've started by talking about the name because it changed from keeping it

16
00:01:09,300 --> 00:01:12,360
real estate, which is cheesy and lame. And we

17
00:01:12,860 --> 00:01:16,040
got rid of that one. Cheese cells. That's okay. Cheese cells. That's true. But it

18
00:01:16,540 --> 00:01:19,970
doesn't smell good, so. Which we

19
00:01:20,470 --> 00:01:23,930
couldn't. We never could. That's a good sign that you get the wrong name.

20
00:01:24,430 --> 00:01:28,530
Yeah, you can't do that. And then the first guest

21
00:01:29,030 --> 00:01:32,330
we had with the name Ski and Sellout was Jake.

22
00:01:33,930 --> 00:01:37,450
Jake Doyle Knee, our broker, and he had

23
00:01:37,950 --> 00:01:41,330
a little bit of a tough. He was a little offended right out of the

24
00:01:41,830 --> 00:01:44,690
gate at the sellout because Ski and I, you know, Jake and I grew up

25
00:01:45,190 --> 00:01:47,910
ski racing, and we. We've talked about that as a thing.

26
00:01:48,230 --> 00:01:51,830
I think there's a lot of ways to interpret it. My initial reaction

27
00:01:52,330 --> 00:01:56,190
is it could be a negative, right? Like the town or all

28
00:01:56,690 --> 00:01:59,870
of us are selling out to make money and ruining the

29
00:02:00,370 --> 00:02:03,830
fabric of this town. But I don't see it that way. I think

30
00:02:04,330 --> 00:02:06,870
it's more a commentary on. We're a ski town,

31
00:02:07,430 --> 00:02:10,870
and the real estate industry is a huge driver

32
00:02:11,430 --> 00:02:15,060
of this town, and you have to sell things in the real estate

33
00:02:15,560 --> 00:02:18,620
industry. So I didn't take it the negative way.

34
00:02:19,260 --> 00:02:23,220
We have also had the conversation about, you know, real estate

35
00:02:23,720 --> 00:02:27,860
agents are sort of. Somebody equated them to lawyers,

36
00:02:28,360 --> 00:02:31,420
right? Like, there's a lot of jokes about lawyers, too, until you need one.

37
00:02:31,820 --> 00:02:34,380
And then once you need them, they're like,

38
00:02:35,020 --> 00:02:38,460
they're your first, second, and third call every day,

39
00:02:38,860 --> 00:02:42,450
and it's. And they're critical, and. But then as soon as you're closed,

40
00:02:42,950 --> 00:02:46,610
you're like, God, they made a lot of money for nothing. And And I

41
00:02:47,110 --> 00:02:50,890
think that's part of what we're doing here, is inviting the best agents

42
00:02:51,390 --> 00:02:55,170
in town, maybe some of the most popular agents, people who are coming up making

43
00:02:55,670 --> 00:02:59,250
transitions in their life to talk about, like, what does that let

44
00:02:59,750 --> 00:03:03,210
people get to know you a little bit now? We always joked nobody was listening.

45
00:03:03,710 --> 00:03:07,130
Lauren's husband Steve said, you have to stop that, because I'm listening and I'm

46
00:03:07,630 --> 00:03:10,330
looking forward to the next episode. So we have a listener.

47
00:03:10,750 --> 00:03:14,750
And on Smart List, they always. They always do, like the.

48
00:03:15,710 --> 00:03:19,550
And for the listener, like, singular.

49
00:03:20,110 --> 00:03:22,830
So we're working that angle. You gotta start somewhere.

50
00:03:23,950 --> 00:03:28,030
Okay. Before you do a deep dive. Yeah. Questions? I have

51
00:03:28,530 --> 00:03:31,750
a desire on the other side of what this whole podcast

52
00:03:32,250 --> 00:03:35,830
is about, which is like, I want to know, where'd you grow up? What's your

53
00:03:36,330 --> 00:03:40,010
family like then? Yeah, I mean, had a long

54
00:03:40,510 --> 00:03:43,890
journey to get here. So. I grew up in eastern Pennsylvania

55
00:03:44,130 --> 00:03:48,330
in the Poconos. So the hills of the Poconos to

56
00:03:48,830 --> 00:03:52,690
the mountains of Park City. Grew up skiing at

57
00:03:53,190 --> 00:03:56,770
Camelback Mountain, Elk Mountain, in Montage. So loud powder.

58
00:03:56,930 --> 00:04:01,210
Thousand feet of vertical at most so tiny resorts.

59
00:04:01,710 --> 00:04:05,020
I was the only one in my family whose feedback. Oh, really? I would go

60
00:04:05,520 --> 00:04:08,780
on the Friday night bus. Cause we night skied back east.

61
00:04:09,100 --> 00:04:12,500
I'd get on the bus on Friday afternoons and I go with the ski club.

62
00:04:13,000 --> 00:04:15,900
And then I'd go on Saturdays as well, as much as I could.

63
00:04:16,540 --> 00:04:20,180
I grew up watching Hot Dog, the movie. Absolutely loved

64
00:04:20,680 --> 00:04:24,580
it. You know, one of the great movies of all time. Which ultimately I

65
00:04:25,080 --> 00:04:28,780
moved to Squaw Valley because of that, or the Palisades,

66
00:04:29,230 --> 00:04:32,510
as they now call it. But grew up in eastern Pennsylvania.

67
00:04:33,010 --> 00:04:35,950
I went to Villanova for college. I played some college golf.

68
00:04:36,590 --> 00:04:40,550
When I got out of college, I moved to Florida to get into the

69
00:04:41,050 --> 00:04:43,870
golf industry. Was there in Central Florida,

70
00:04:43,950 --> 00:04:46,350
Orlando, for three years.

71
00:04:47,390 --> 00:04:50,830
Certainly not where I wanted to live. Dreamed of moving to

72
00:04:51,330 --> 00:04:54,470
a ski town. So in 1999,

73
00:04:54,970 --> 00:04:59,370
I moved out to Truckee, California, and started

74
00:04:59,870 --> 00:05:03,610
working in the golf business in the summer and then taught

75
00:05:04,110 --> 00:05:08,490
skiing at Squaw Valley in the winter. And that lasted for about

76
00:05:08,990 --> 00:05:12,930
six years. I was a head pro at a golf course. About 30 minutes.

77
00:05:13,170 --> 00:05:16,690
Two courses about 30 minutes north of Truckee. And then.

78
00:05:17,650 --> 00:05:20,290
And then in 2006,

79
00:05:20,610 --> 00:05:23,800
I got out of the golf business. Just wasn't

80
00:05:23,880 --> 00:05:27,360
my forever path. And I

81
00:05:27,860 --> 00:05:31,240
ended up joining the developer sales team

82
00:05:31,740 --> 00:05:35,080
for one of the clubs that I was the head golf professional at. You know,

83
00:05:35,580 --> 00:05:39,320
at that point, I was recruited into that position because I'm

84
00:05:39,820 --> 00:05:44,080
used to dealing with the customer the buyer, you know, they're my members and

85
00:05:44,580 --> 00:05:48,400
so I'm comfortable with that group understood the amenities, knew how

86
00:05:48,900 --> 00:05:52,240
to build value in those and the lifestyle the developer was creating.

87
00:05:52,740 --> 00:05:56,580
And so it was a pretty seamless transition into sales. I was

88
00:05:57,080 --> 00:06:01,140
honestly horrified of getting into sales because I'm just not a self promoter.

89
00:06:01,380 --> 00:06:04,220
I like to say I'm a bass player in the band of life. I like

90
00:06:04,720 --> 00:06:08,420
to be kind of in the background doing my thing. But I

91
00:06:08,920 --> 00:06:12,620
was recruited into sales by a guy named Mike Parker who is

92
00:06:13,120 --> 00:06:16,820
with Christie's now Park City. I'll get to that

93
00:06:17,320 --> 00:06:21,760
later. But he was a sales and marketing consultant hired

94
00:06:22,260 --> 00:06:25,680
by developers to come in, assess the sales team

95
00:06:25,840 --> 00:06:28,640
skills, assess the marketing for the project.

96
00:06:29,520 --> 00:06:33,600
And when I met him he recruited me into sales and

97
00:06:34,100 --> 00:06:37,840
when I learned about how he coached salespeople,

98
00:06:38,000 --> 00:06:41,320
I felt comfortable with that. It's all, you know, what you'll hear

99
00:06:41,820 --> 00:06:45,520
Mike Parker say is it's always open, honest and fair. You want to just

100
00:06:45,840 --> 00:06:49,500
help the client really understand the project. Help and be

101
00:06:50,000 --> 00:06:53,300
an expert in building value in the project and help

102
00:06:53,800 --> 00:06:57,260
them, you know, quickly identify a few things that might

103
00:06:57,760 --> 00:07:01,820
work for them. And if you do that effectively, people will make decisions

104
00:07:01,980 --> 00:07:05,300
and people will buy real estate. And if you're an expert on

105
00:07:05,800 --> 00:07:09,660
your product, you build credibility in yourself. People trust you

106
00:07:09,740 --> 00:07:13,580
and then you could guide them to a successful

107
00:07:14,080 --> 00:07:18,420
sale. And so when I learned that you could be a salesman without cheesy

108
00:07:18,920 --> 00:07:22,620
one liners or you know, trying to manipulate people

109
00:07:22,700 --> 00:07:26,140
to buy things that they don't want, when I learned you

110
00:07:26,640 --> 00:07:30,060
could do it ethically and in a systematic way that

111
00:07:30,560 --> 00:07:33,900
is right for the customer, then I was all in.

112
00:07:34,700 --> 00:07:38,380
And, and, and I think that gave me a lot of confidence.

113
00:07:38,940 --> 00:07:42,980
And when you are confident, you know, people will respond to that and it,

114
00:07:43,480 --> 00:07:46,660
and, and I didn't have to be a self promoter. That was another reason why

115
00:07:47,160 --> 00:07:50,860
I, I feel more comfortable in development sales sometimes

116
00:07:51,180 --> 00:07:55,140
is one you get to be an expert on one thing, you're not

117
00:07:55,640 --> 00:07:59,100
bouncing around showing a lot of different product that you have

118
00:07:59,180 --> 00:08:03,180
some knowledge of but you're not a deep expert in and

119
00:08:03,339 --> 00:08:06,780
developers drive leads to their sales team and

120
00:08:07,280 --> 00:08:10,780
so I didn't have to go out and self promote. And so development

121
00:08:10,860 --> 00:08:13,580
sales is a good fit for me because I don't have to self promote.

122
00:08:14,080 --> 00:08:17,090
They do the promotion and I get to be an expert on something and I

123
00:08:17,590 --> 00:08:20,730
feel way more confident when I truly understand the product.

124
00:08:22,250 --> 00:08:25,930
So in tahoe. So in 2006 I started working

125
00:08:26,430 --> 00:08:30,410
for developer called East West Partners at a resort called Northstar

126
00:08:30,890 --> 00:08:34,570
and they did an entire village at

127
00:08:35,070 --> 00:08:38,690
Northstar, about 250 condos and commercial and an

128
00:08:39,190 --> 00:08:42,890
ice rink and they did a Ritz Carlton. So they had me working

129
00:08:43,400 --> 00:08:46,640
the village and in my offices in the Ritz Carlton that

130
00:08:47,140 --> 00:08:51,080
they built. Great recession happened in 2008

131
00:08:51,560 --> 00:08:55,080
and essentially development sales shut down. They were pretty

132
00:08:55,580 --> 00:08:59,240
much sold out of the Village. The Ritz we still had inventory in,

133
00:08:59,400 --> 00:09:03,200
but the capital partner walked away. And so they just shut down

134
00:09:03,700 --> 00:09:07,160
sales. They didn't want to, you know, give away the remaining real estate

135
00:09:07,660 --> 00:09:10,960
at that time. And so there were several of us for East

136
00:09:11,460 --> 00:09:14,720
West Partners who were looking for work.

137
00:09:14,960 --> 00:09:19,000
And we got recruited by Talisker Corp. In Park

138
00:09:19,500 --> 00:09:23,840
City to come out and do sales and marketing and vertical construction.

139
00:09:24,960 --> 00:09:28,000
All three of us are still in town. One of us

140
00:09:28,160 --> 00:09:31,400
did go to Big sky for a period and came back, but we're all

141
00:09:31,900 --> 00:09:35,200
still in town. I do sales. The other two

142
00:09:35,280 --> 00:09:39,240
are developers locally, one for East West Partners.

143
00:09:39,740 --> 00:09:43,376
The other for talisker is that bill 5 ash. And so bill

144
00:09:43,424 --> 00:09:47,360
5 ash is the managing partner for East West Utah

145
00:09:47,860 --> 00:09:51,840
division. And Jeff Butterworth is the president of Story

146
00:09:51,920 --> 00:09:55,800
Development. Story Development is the group

147
00:09:56,300 --> 00:09:59,880
that took Talisker Club and all their assets over

148
00:10:00,380 --> 00:10:03,920
in 2018 after they were. After the original Talisker

149
00:10:04,420 --> 00:10:07,630
developers foreclosed upon. And so Jeff got brought

150
00:10:08,130 --> 00:10:11,830
back to run Story Development assets.

151
00:10:13,030 --> 00:10:16,550
And so that's a big shift to. Go from

152
00:10:17,350 --> 00:10:21,270
client focused, you know, ski instructing

153
00:10:21,750 --> 00:10:25,150
golf. Did you ever kind of wake up and go, whoa,

154
00:10:25,650 --> 00:10:28,310
how'd I get here? Yeah, I mean, I think,

155
00:10:29,910 --> 00:10:33,280
I think as I look back on it, you know,

156
00:10:33,780 --> 00:10:37,400
one, as Max and I discussed earlier, the recessionary,

157
00:10:37,900 --> 00:10:41,560
the Great Recession was really hard on my family. Right. In October of 2008,

158
00:10:42,060 --> 00:10:45,040
when the great Recession was happening, I had my first and only child.

159
00:10:46,240 --> 00:10:50,040
And I'm in a commission based business of

160
00:10:50,540 --> 00:10:53,440
which I hadn't been in that long. So my book of business was.

161
00:10:53,840 --> 00:10:57,280
Had some depths to it. But I remember In, I think

162
00:10:57,520 --> 00:11:01,710
2009, I made 25 to $30,000,

163
00:11:02,210 --> 00:11:04,590
right? So it was below cost of living,

164
00:11:05,230 --> 00:11:08,350
especially living in Lake Tahoe. So.

165
00:11:09,630 --> 00:11:13,230
So then moving out to Park City. My first job was

166
00:11:13,730 --> 00:11:17,750
the Waldorf Astoria, Park City, because I had hotel experience in Lake

167
00:11:18,250 --> 00:11:21,390
Tahoe at the Ritz. And so Talisker put me on that project.

168
00:11:22,590 --> 00:11:26,040
And but sales were hard to come by. The average

169
00:11:26,280 --> 00:11:30,240
price per square foot in the Canyons at that time was $400 a

170
00:11:30,740 --> 00:11:34,000
square foot and we had to sell at about 750

171
00:11:34,500 --> 00:11:38,040
a square foot. We were pretty successful enough to get me by

172
00:11:38,540 --> 00:11:41,920
for a few years. But it was, you know, it was, it was a

173
00:11:42,420 --> 00:11:45,960
grind until about 2015 for me, getting momentum in

174
00:11:46,460 --> 00:11:50,240
a new market. What did your, I mean, when you say growing

175
00:11:50,740 --> 00:11:54,520
up you're the only skier in your family? It's always interesting

176
00:11:55,020 --> 00:11:58,960
to me when people talk about real estate, realtors and

177
00:11:59,460 --> 00:12:03,000
sales. I always perceive sales as like the

178
00:12:03,500 --> 00:12:06,760
traveling salesman showing up at your door with some

179
00:12:07,260 --> 00:12:10,120
product or something and yeah, knives,

180
00:12:10,620 --> 00:12:13,880
he's cutting a can in the living room. Or salesman.

181
00:12:14,200 --> 00:12:17,880
Yeah. Tries every line in the book to. Get somebody to buy where

182
00:12:18,200 --> 00:12:21,320
the reality is, you know. Yeah, it's sales. Right.

183
00:12:21,820 --> 00:12:24,900
You're, you're selling somebody else's stuff. That's right.

184
00:12:25,400 --> 00:12:28,780
Which is really interesting. Right. And I like the

185
00:12:29,280 --> 00:12:31,460
idea of being a middleman or a middle person.

186
00:12:32,180 --> 00:12:35,940
I think that's really interesting. But going back to like your family,

187
00:12:36,740 --> 00:12:40,900
what's everybody else doing? Are they, are they in markets

188
00:12:41,400 --> 00:12:45,100
like this? What's their perception of what you do and where you do

189
00:12:45,600 --> 00:12:50,170
it? Because, man, you're the only skier. But now you're out here selling

190
00:12:50,670 --> 00:12:54,490
skiing, ski out properties for tens of millions

191
00:12:54,990 --> 00:12:58,210
of dollars. That's a really hard thing for a lot of people to wrap their

192
00:12:58,710 --> 00:13:02,890
mind around. Even here, when you're around it, what is your family's perception of

193
00:13:03,210 --> 00:13:06,810
that world that you're clearly like a leader in

194
00:13:07,310 --> 00:13:10,730
now? Well, they always. My ultimate goal, and they

195
00:13:11,230 --> 00:13:14,770
know this, was to live in a ski town. I just always felt drawn to

196
00:13:15,270 --> 00:13:18,620
the mountains. My wife grew up in, near Santa Cruz,

197
00:13:19,120 --> 00:13:22,980
California. She is reluctantly a mountain girl. I think

198
00:13:23,480 --> 00:13:27,140
she's more, she'd rather live by the ocean. But I've always been drawn to

199
00:13:27,640 --> 00:13:31,420
the mountains and my family knew that. So whatever

200
00:13:31,920 --> 00:13:35,580
it took for me to stay in the mountains and provide for my family is

201
00:13:35,820 --> 00:13:39,740
kind of the driving force to getting into sales and getting into real

202
00:13:40,240 --> 00:13:44,650
estate because it's one of the few industries in mountain towns where

203
00:13:44,810 --> 00:13:48,210
you can survive and make a good living to afford to

204
00:13:48,710 --> 00:13:49,210
live in these towns.

205
00:13:51,930 --> 00:13:55,450
My family, there's not really a lot of history of

206
00:13:55,950 --> 00:13:59,290
people doing sales in my family. Like, my father owned a

207
00:14:00,090 --> 00:14:03,490
civil engineering company in Scranton, Pennsylvania. So every

208
00:14:03,990 --> 00:14:09,090
time I say Scranton, everybody's like, it's the office. And ironically,

209
00:14:09,590 --> 00:14:12,530
when you look at the opening scenes of the office, it's like that area where

210
00:14:13,030 --> 00:14:16,470
my dad's office was. And you

211
00:14:16,970 --> 00:14:19,990
know, coincidentally, I, you know, we, we. Well,

212
00:14:20,490 --> 00:14:22,430
I'll leave that off. But,

213
00:14:24,430 --> 00:14:28,110
but, but. So he had an engineering background, which is what I studied

214
00:14:28,610 --> 00:14:32,150
in college. My older brother, my oldest brother

215
00:14:32,650 --> 00:14:35,950
is a successful salesperson for Boston Scientific,

216
00:14:36,110 --> 00:14:39,270
which is a medical sales company. And,

217
00:14:39,770 --> 00:14:42,960
and, and he's done very well with that company over time.

218
00:14:43,280 --> 00:14:46,960
Nobody else is in sales. Everybody else is more science based.

219
00:14:47,440 --> 00:14:51,240
My, my youngest brother is IT for big IT company

220
00:14:51,740 --> 00:14:54,080
and my other brother is in engineering. And my sister,

221
00:14:54,560 --> 00:14:57,760
she, she is the smartest one in the family and so.

222
00:14:58,260 --> 00:15:01,800
She does all sorts of. Yeah, yeah, that's true. Any of them

223
00:15:02,300 --> 00:15:05,680
still in Pennsylvania? They're all in Pennsylvania.

224
00:15:05,850 --> 00:15:09,130
Oh, nice. Yeah, some of them have strayed, but they came back.

225
00:15:09,450 --> 00:15:13,130
I was the one who just, I went west and never came back.

226
00:15:13,370 --> 00:15:16,730
Yeah, recreation's too good out here. Mom. Wolf.

227
00:15:17,290 --> 00:15:20,970
So, you know, honestly, when I'm with my family, we don't really

228
00:15:21,470 --> 00:15:24,530
talk about that stuff. So I, you know,

229
00:15:25,030 --> 00:15:28,490
I think as the middle child and as the one who probably

230
00:15:28,730 --> 00:15:32,450
had, you know, I like to say that my 20s

231
00:15:32,950 --> 00:15:35,730
were like a crease in time. I barely remember them.

232
00:15:35,970 --> 00:15:40,130
I think it was, you know, moving around, partying a little bit too

233
00:15:40,630 --> 00:15:44,050
much, you know, skiing, doing fun stuff. I really

234
00:15:44,550 --> 00:15:47,890
didn't grow up until got into my 30s at

235
00:15:48,390 --> 00:15:51,730
least. Grew up a little bit more. It's like 10 years before

236
00:15:52,230 --> 00:15:55,650
me, thank goodness. I think my family's expectations,

237
00:15:56,050 --> 00:16:00,050
although there's lots of love there, were fairly low of me.

238
00:16:00,690 --> 00:16:04,130
So I think, as I tell my wife, I'm overperforming

239
00:16:04,530 --> 00:16:08,370
in life. And so I feel gratitude every

240
00:16:08,870 --> 00:16:11,570
day that I get to work in this town with the great people we get

241
00:16:12,070 --> 00:16:15,810
to work with and colleagues in the industry. And so

242
00:16:16,310 --> 00:16:19,610
like they, I mean, you say that like you're looking at

243
00:16:20,110 --> 00:16:24,130
it through their lens, right? Like they see you as overperforming in life, but do

244
00:16:24,630 --> 00:16:28,130
you feel like you're overperforming in life and it doesn't have to be economic.

245
00:16:28,450 --> 00:16:32,440
Like, do you feel like in your leadership roles

246
00:16:32,940 --> 00:16:36,400
and in the decisions you're making as a father and as a husband and like,

247
00:16:36,640 --> 00:16:40,640
I mean it, you know, perception can be reality sometimes

248
00:16:41,140 --> 00:16:44,240
perception is reality. And, you know, in our limited

249
00:16:44,560 --> 00:16:47,360
amount of time knowing each other last year and a half or so,

250
00:16:47,680 --> 00:16:51,160
like, I feel like you're pretty authentically yourself.

251
00:16:51,660 --> 00:16:55,350
You're living your truth and that's, that's cool. I think that's, that that

252
00:16:55,850 --> 00:16:59,070
lends itself to being a good leader and that lends itself to people wanting to

253
00:16:59,570 --> 00:17:02,150
ask you a lot of questions and get in, get into your brain.

254
00:17:02,710 --> 00:17:06,270
Self interested folks want to learn the business and

255
00:17:06,770 --> 00:17:10,070
do as well as you've done. But also, I think they trust that you're

256
00:17:10,570 --> 00:17:13,110
going to give them an honest answer. But you,

257
00:17:14,230 --> 00:17:17,670
you Believe that you're overachieving in terms of where you came from?

258
00:17:18,170 --> 00:17:20,310
Or did you think you always had that confidence and you were like, it's just

259
00:17:20,810 --> 00:17:24,280
a matter of time? No, I. Confidence is always a big issue for me.

260
00:17:24,520 --> 00:17:26,600
Like, I, you know, when I,

261
00:17:27,960 --> 00:17:31,320
you know, when I played a little bit of competitive golf in college,

262
00:17:32,200 --> 00:17:35,480
I knew I was never going to go very far because I just

263
00:17:35,980 --> 00:17:41,080
didn't have the confidence that a lot of the other athletes had and,

264
00:17:41,640 --> 00:17:44,840
and then just kind of bumbling around in my 20s,

265
00:17:45,340 --> 00:17:47,160
not really sure what direction I was going to go,

266
00:17:49,060 --> 00:17:52,660
so. And I would say to this day, I think one of the things that

267
00:17:53,160 --> 00:17:56,620
drives me to work hard is a little bit of lack of confidence, a little

268
00:17:57,120 --> 00:17:59,860
bit of insecurity. Right. Like, I have to get up every day and prove it.

269
00:18:00,100 --> 00:18:03,540
I can't just get up and I'm super confident I'm going to

270
00:18:04,040 --> 00:18:07,300
get the job done. Now, I've certainly got to a point where

271
00:18:08,180 --> 00:18:11,780
I know I'm competent in this role that

272
00:18:12,280 --> 00:18:16,280
I'm playing and that I can serve buyers and sellers and my developers at

273
00:18:16,780 --> 00:18:20,280
a very high level because I've immersed myself in this business for

274
00:18:20,780 --> 00:18:25,120
20 years. If I go back to starting in 2006 and

275
00:18:25,620 --> 00:18:28,960
working with some of the great developers in the ski industry, I've been

276
00:18:29,460 --> 00:18:32,800
very fortunate that way to learn from them. But I would say

277
00:18:33,200 --> 00:18:36,880
definitely still carry a little insecurity. Like, I've got to prove myself

278
00:18:37,380 --> 00:18:40,800
every day. You know, being essentially broke around the Great

279
00:18:41,300 --> 00:18:43,160
Recession was humbling as well.

280
00:18:44,520 --> 00:18:47,000
And, you know, I feel like,

281
00:18:47,800 --> 00:18:50,680
you know, every day I get up with just a little bit of nerves,

282
00:18:51,180 --> 00:18:54,360
like, I gotta go out and, and prove it. Prove to the world that I

283
00:18:54,860 --> 00:18:58,760
still. Know what I'm doing. I mean, I, I kind of feel like there

284
00:18:59,260 --> 00:19:03,240
are personalities that almost require that, you know,

285
00:19:03,740 --> 00:19:07,160
without that drive,

286
00:19:07,240 --> 00:19:10,820
like, I kind of see it as a drive. Right. It's the thing that keeps

287
00:19:11,320 --> 00:19:14,540
your fire going. For sure. You, like, know the tiger's coming after

288
00:19:15,040 --> 00:19:18,260
you and you gotta figure out what you're doing. Yeah. Say, that's very

289
00:19:18,760 --> 00:19:22,500
accurate. So, I mean, honestly, I think there's a part of

290
00:19:23,000 --> 00:19:25,180
me that responds to what you're saying in a way of like,

291
00:19:25,740 --> 00:19:29,420
could it be seen as a good, a good feature, a good personality

292
00:19:29,980 --> 00:19:33,260
feature of yours that has kept you moving?

293
00:19:33,900 --> 00:19:38,220
Yeah, I mean, I think in this role that I'm playing, we are humble servants

294
00:19:39,100 --> 00:19:42,780
to our clients. Right. Like what my goal

295
00:19:43,260 --> 00:19:46,780
is to be a, you know, I've said this before to my clients,

296
00:19:47,420 --> 00:19:51,460
a low maintenance performer. Right. Especially with My developers. Right. Because there's

297
00:19:51,960 --> 00:19:54,820
a lot of, I think in the real estate industry where I see some of

298
00:19:55,320 --> 00:19:58,540
my colleagues, other salespeople get themselves in trouble is

299
00:19:59,040 --> 00:20:03,180
they come in with a big ego and they complicate transactions

300
00:20:03,500 --> 00:20:06,990
and they also, you know, maybe feel like

301
00:20:07,470 --> 00:20:10,830
they're deserving of more and more all the time.

302
00:20:11,150 --> 00:20:14,190
Where I want to come into a company or a relationship,

303
00:20:14,910 --> 00:20:18,390
not bring any drama to the table and perform for

304
00:20:18,890 --> 00:20:22,430
the client. And I think that served me well because I've, you know,

305
00:20:22,930 --> 00:20:26,430
especially in other development group settings,

306
00:20:26,830 --> 00:20:30,270
I've seen my colleagues come in with, you know,

307
00:20:30,770 --> 00:20:33,950
expectations that the developer just needs to do more and more for them.

308
00:20:34,330 --> 00:20:37,970
Where I look at it from the opposite perspective, that I just

309
00:20:38,470 --> 00:20:41,650
need to keep doing more and more for the developer. Right. And so if I

310
00:20:42,150 --> 00:20:45,570
could be a low maintenance performer, I feel like there's, there's always

311
00:20:46,070 --> 00:20:49,210
somebody who wants that person on there within their,

312
00:20:49,290 --> 00:20:52,690
their company. So within

313
00:20:53,190 --> 00:20:56,690
that, like that, that kind of leads into this. The personality

314
00:20:57,190 --> 00:21:00,770
of a real estate agent. And I mean, we're not always

315
00:21:01,270 --> 00:21:04,730
selling our favorite product. And sometimes

316
00:21:05,230 --> 00:21:08,610
the authentic part of me is like, oh, you know,

317
00:21:09,170 --> 00:21:11,410
am I full of shit just for this,

318
00:21:12,050 --> 00:21:15,730
this thing? Is that. How does that jive?

319
00:21:15,809 --> 00:21:19,690
Right. When you see a development that you, I think we all know, sometimes you

320
00:21:20,190 --> 00:21:23,250
gotta say no. Sometimes you gotta just kind of accept that something's not

321
00:21:23,750 --> 00:21:26,010
gonna work. We've already seen that in the last year and a half or two

322
00:21:26,510 --> 00:21:30,550
years with different things. Just sometimes you wanna be the third real estate

323
00:21:31,050 --> 00:21:34,470
agent on the team, right? Like that's what Carol Eagle always said was you

324
00:21:34,970 --> 00:21:38,070
want to be the third real estate agent in a development because. Then the seller's

325
00:21:38,570 --> 00:21:41,870
humble. The seller has probably more realistic in what's

326
00:21:42,370 --> 00:21:45,870
going on in the market and they're a better partner. Like I think

327
00:21:46,370 --> 00:21:49,910
is your question kind of, how do I evaluate my, the partnerships

328
00:21:50,410 --> 00:21:53,870
I get into? I think there's a little of that, probably less. How do I

329
00:21:53,950 --> 00:21:57,190
sell different product? Yes. Last nuts and bolts

330
00:21:57,690 --> 00:22:01,270
more. Are there moments over the last 15 years when you've

331
00:22:01,770 --> 00:22:05,390
caught yourself, you've gone home and been like, man, I was

332
00:22:05,890 --> 00:22:09,230
full of shit today. I actually don't buy that and woken up in the morning

333
00:22:09,550 --> 00:22:13,310
and either doubled down or course

334
00:22:13,810 --> 00:22:17,870
corrected in a more authentic way because we can lose ourself in

335
00:22:18,430 --> 00:22:21,470
this is the right, you know, God, I really want this one to go through.

336
00:22:22,240 --> 00:22:26,320
I found myself occasionally waking up and being like, you know what? I think they

337
00:22:26,820 --> 00:22:30,040
like that house for the wrong reason. I want to make sure that

338
00:22:30,540 --> 00:22:34,040
I point out that thing because I need to go to sleep the next night

339
00:22:34,540 --> 00:22:37,999
feeling okay. And if they still choose it, all the cards are on the

340
00:22:38,499 --> 00:22:41,720
table. I don't want them. I don't want to play some shadow game where they

341
00:22:42,220 --> 00:22:45,840
didn't see that piece. No, no. Well, I don't, I don't know

342
00:22:46,160 --> 00:22:49,200
if I've had that feeling. Right.

343
00:22:49,700 --> 00:22:52,910
Like, the way I look at real estate is,

344
00:22:53,790 --> 00:22:57,230
you know, each piece of real estate is a fit for someone

345
00:22:57,710 --> 00:23:01,630
and it's my job to ask a lot of deep questions and

346
00:23:02,110 --> 00:23:05,230
knowing to the customer to understand what they're looking for,

347
00:23:05,730 --> 00:23:09,590
but also have a very critical eye on the real estate to make sure that

348
00:23:10,090 --> 00:23:13,910
there's not latent problems that they're not noticing or things that

349
00:23:14,410 --> 00:23:18,310
they're not picking up on that would make them regret moving forward with the

350
00:23:18,810 --> 00:23:21,790
purchase. And so the worst question I get is,

351
00:23:21,870 --> 00:23:25,790
would you buy this mat? Yeah. Because my

352
00:23:26,290 --> 00:23:29,470
response to that is I'm not you. My family

353
00:23:30,430 --> 00:23:33,550
has different goals and might have different goals and desires.

354
00:23:34,050 --> 00:23:37,670
Yeah. My piece of real estate, I want a good location and I want

355
00:23:38,170 --> 00:23:42,190
as much privacy as I could get. Other people might want to be in

356
00:23:42,270 --> 00:23:44,920
on Main street, which is party in, party out.

357
00:23:45,420 --> 00:23:48,560
Right. And so really where

358
00:23:49,060 --> 00:23:52,760
I tell people is my job is to help you objectively

359
00:23:52,840 --> 00:23:56,280
see what life is like owning this real estate.

360
00:23:56,840 --> 00:24:00,120
Make sure that you're getting a good value, you're protected

361
00:24:00,620 --> 00:24:01,320
in a contract process.

362
00:24:04,120 --> 00:24:07,520
And so I don't feel like I've ever really made a

363
00:24:08,020 --> 00:24:11,670
conscious effort to or, or felt like people were going the wrong

364
00:24:12,170 --> 00:24:16,070
direction because I always let them make the choice on

365
00:24:16,550 --> 00:24:20,270
the, the subjective choices on the pro property. I'm helping

366
00:24:20,770 --> 00:24:23,950
guide them on the objective things. It's not about you, the data, the nothing

367
00:24:24,450 --> 00:24:27,670
else. That's right. It's not about you. Don't get in the way. I, that's the

368
00:24:28,070 --> 00:24:31,590
lesson I've learned the last couple years. When you were, when you were talking,

369
00:24:31,670 --> 00:24:35,460
the one thing that popped in my head is I have gone home going,

370
00:24:36,580 --> 00:24:39,940
is the developer that I'm representing doing the right things?

371
00:24:40,580 --> 00:24:44,860
Yeah. Every once in a while I do have concerns and

372
00:24:45,360 --> 00:24:48,660
I haven't worked for a developer that I haven't trusted in a very long time.

373
00:24:48,900 --> 00:24:52,380
But there was a moment in time 10ish years ago where

374
00:24:52,880 --> 00:24:56,500
I worked for a few developers that they were

375
00:24:57,000 --> 00:25:00,860
giving me guidance on the product they were going to deliver from a quality

376
00:25:01,360 --> 00:25:04,850
perspective or a timing perspective. But I,

377
00:25:05,350 --> 00:25:07,930
I didn't, I wasn't sure I trusted that information.

378
00:25:08,810 --> 00:25:12,490
But it was my job to go out and relay that information to customers in

379
00:25:12,990 --> 00:25:16,930
hopes that they would get attracted to the product. Product and buy. And so there

380
00:25:17,430 --> 00:25:21,330
were a few moments in my career that, you know, pre construction real

381
00:25:21,830 --> 00:25:25,010
estate, I tell people you have to really understand who you're doing business with and

382
00:25:25,510 --> 00:25:28,410
they need to be credible because there's risks if you're not dealing with,

383
00:25:28,930 --> 00:25:32,770
with a credible developer or a developer who's willing to operate

384
00:25:33,270 --> 00:25:34,930
in the moral gray area.

385
00:25:36,050 --> 00:25:39,010
And so I would say those were the worst moments for me. Going home,

386
00:25:39,510 --> 00:25:43,090
going like, you know, am I. Am I representing a,

387
00:25:44,450 --> 00:25:46,930
you know, potentially an unethical person?

388
00:25:47,570 --> 00:25:50,770
Am I guiding a good family into that situation?

389
00:25:51,730 --> 00:25:55,640
I just don't know. Right. I'm the messenger a lot of times. But when

390
00:25:56,140 --> 00:25:59,040
you're in the business, you start to get a feel for these things.

391
00:25:59,540 --> 00:26:03,520
And so those are probably the hardest

392
00:26:04,020 --> 00:26:08,600
moments. Yeah. Yeah. Okay. So because

393
00:26:09,100 --> 00:26:11,360
I'm on the heels of leaving, closing a career,

394
00:26:12,640 --> 00:26:15,840
I have been sitting with a lot of for the past year,

395
00:26:17,840 --> 00:26:21,200
discomfort around, is this the right time?

396
00:26:22,030 --> 00:26:25,590
Know all these things. Can you look back on the

397
00:26:26,090 --> 00:26:29,790
last 20 years of your life and say, oh, there was this

398
00:26:29,950 --> 00:26:33,030
blip where I said, am I on the right path?

399
00:26:33,530 --> 00:26:35,910
Is this what I should be doing? Or do you get there? I mean,

400
00:26:36,410 --> 00:26:39,710
I think you do. My observation of really everybody

401
00:26:40,210 --> 00:26:44,110
that has career in their path is you're going to hit

402
00:26:44,610 --> 00:26:47,990
these times and what you're doing where it doesn't mean you,

403
00:26:48,490 --> 00:26:52,130
you need to leave or blow it up and do something different, but it

404
00:26:52,630 --> 00:26:55,690
does mean that maybe you need a challenge in a different way or you need

405
00:26:56,190 --> 00:26:59,930
a relationship shift or something. Have you experienced

406
00:27:00,430 --> 00:27:04,250
that? Sure, yeah. I mean, well, one, I. I started

407
00:27:04,750 --> 00:27:08,250
real estate in 2006. A couple years later, it was the worst industry

408
00:27:08,750 --> 00:27:13,130
to be in. So did I choose. But like,

409
00:27:13,530 --> 00:27:17,130
and so, you know, and I was struggling to just keep

410
00:27:17,630 --> 00:27:20,850
my family afloat at that point. And so there's certainly self doubt

411
00:27:21,350 --> 00:27:24,610
there. Like, man, should I just abandon this and

412
00:27:25,110 --> 00:27:27,850
get back into some form of a salaried position?

413
00:27:28,570 --> 00:27:30,170
But I think one,

414
00:27:32,010 --> 00:27:35,610
once I learned Mike Parker's technique is his

415
00:27:36,110 --> 00:27:39,450
company's called Modus and he can be on this podcast. You might want

416
00:27:39,950 --> 00:27:43,200
to interview him. He's. He'd be pretty interesting, I think, to talk

417
00:27:43,700 --> 00:27:47,280
to. But when I learned that I could be in this industry

418
00:27:49,120 --> 00:27:52,400
and operate in a way that was consistent with my moral

419
00:27:52,900 --> 00:27:56,120
fabric and live in a mountain town, which was

420
00:27:56,620 --> 00:28:00,520
again my goal, to have a good lifestyle in a mountain

421
00:28:01,020 --> 00:28:04,600
town, I kind of blindly just kept

422
00:28:05,100 --> 00:28:08,200
my head down and just kept working as hard as I Could through the

423
00:28:08,700 --> 00:28:12,620
recession. But you know,

424
00:28:13,120 --> 00:28:17,140
even as we got out of the recession, 2011, 12, 13, and the market

425
00:28:17,640 --> 00:28:20,740
started picking back up, I was still relatively new in Park City.

426
00:28:21,140 --> 00:28:24,740
And it's a roller coaster ride, this industry. Right. You'll have a couple

427
00:28:25,240 --> 00:28:29,140
clients who do a deal and then your pipeline gets really quiet for

428
00:28:29,640 --> 00:28:33,780
some months and you start doubting will it ever pick back up again. And so

429
00:28:34,750 --> 00:28:38,150
for newer agents, you just have to have a little bit of

430
00:28:38,650 --> 00:28:41,470
faith that if you're putting in good hard, smart work,

431
00:28:42,430 --> 00:28:45,710
it's going to keep coming to you. Right. You have to have that,

432
00:28:46,270 --> 00:28:49,670
that mindset. But I, but there were certain periods where I had

433
00:28:50,170 --> 00:28:52,350
doubt just due to droughts in business,

434
00:28:54,110 --> 00:28:57,670
but especially in serving private

435
00:28:58,170 --> 00:29:01,660
parties on the development end, I always enjoy that because you're not just

436
00:29:02,160 --> 00:29:05,700
selling, you're involved in, hey, what size

437
00:29:06,200 --> 00:29:09,860
product should we build, what design elements should

438
00:29:10,360 --> 00:29:14,380
we have? So it was just a little bit more creativity involved

439
00:29:14,880 --> 00:29:19,780
in that. So I always lean towards the development end because it's

440
00:29:19,860 --> 00:29:23,260
multidimensional. Okay. If you could sit down

441
00:29:23,760 --> 00:29:27,090
with your 20 year old self, what do you think he would think of what's

442
00:29:27,590 --> 00:29:30,570
going on in life right now? I think my 20 year old self would love

443
00:29:31,070 --> 00:29:34,330
it. That's good because when

444
00:29:34,830 --> 00:29:37,090
I was 20 I was like, I don't know what I'm going to do.

445
00:29:37,330 --> 00:29:40,290
No idea. All I knew is I didn't want to do engineering.

446
00:29:40,690 --> 00:29:43,970
I didn't want to, you know, I love my family.

447
00:29:44,290 --> 00:29:47,570
I didn't want to live back east. I wanted to be more immersed in,

448
00:29:47,810 --> 00:29:50,850
in the recreation that we get in these mountain towns.

449
00:29:51,490 --> 00:29:54,650
And I just felt that I was always that person who felt the

450
00:29:55,150 --> 00:29:59,000
desire to like, I need to break out, I need to see what it's like

451
00:29:59,480 --> 00:30:02,760
to get out of the area I grew up in.

452
00:30:03,320 --> 00:30:06,440
And I just had that desire. And so,

453
00:30:06,760 --> 00:30:10,480
and, and I don't think, and I think my 20 year old self didn't

454
00:30:10,980 --> 00:30:14,080
have a lot of hope for the future. Right. Like I, I, you know,

455
00:30:14,580 --> 00:30:17,480
I've been open with my son. I had depression back then. I think I was,

456
00:30:17,560 --> 00:30:21,600
you know, I grew up in an area where on the weekends people watched

457
00:30:22,100 --> 00:30:25,030
sports and drank. Right. And that's what, you know,

458
00:30:25,510 --> 00:30:28,750
dominated a lot of lifestyles. And so I think,

459
00:30:29,250 --> 00:30:32,830
you know, just poor eating habits and maybe too much partying on

460
00:30:33,330 --> 00:30:37,350
the weekends started to affect my mental health a little bit. But that coupled with,

461
00:30:37,750 --> 00:30:40,870
you know, general insecurities and lack of confidence

462
00:30:41,430 --> 00:30:44,270
kind of made me feel like, hey, I don't know if the future is that

463
00:30:44,770 --> 00:30:48,830
bright. Yeah, And I didn't find my passion or my purpose until way

464
00:30:49,330 --> 00:30:52,860
later, I would say, really hitting my stride

465
00:30:53,360 --> 00:30:57,020
with career and positive mental health and a great

466
00:30:57,520 --> 00:31:01,180
family. Like, I didn't really start to appreciate that stuff probably

467
00:31:01,680 --> 00:31:05,020
until, you know, until I was in my

468
00:31:05,520 --> 00:31:09,420
40s almost. Yeah, we, we have this conversation, Joanna and I,

469
00:31:09,980 --> 00:31:13,860
whenever we're feeling overworked or feeling like just in

470
00:31:14,360 --> 00:31:18,070
the, just in the weeds, in the soup. It's,

471
00:31:18,570 --> 00:31:22,070
go back 10 years and just put on those goggles

472
00:31:22,570 --> 00:31:26,030
from 10 years ago and look at what you've accomplished over the last 10 years.

473
00:31:26,530 --> 00:31:29,950
Look at your family, look at what you do on a regular

474
00:31:30,450 --> 00:31:34,070
basis, look at your capabilities. And I came

475
00:31:34,570 --> 00:31:37,790
in here one time this winter and Matt still had on some gear from being

476
00:31:38,290 --> 00:31:41,430
up in the mountains doing something on his snowmobile. And he

477
00:31:41,930 --> 00:31:44,710
shows me a picture of something he sent to another agent in town. Like,

478
00:31:45,190 --> 00:31:48,350
I'll get back to you when I get back. Right? Kind of. He's on the

479
00:31:48,850 --> 00:31:53,550
top of some mountain by himself with his snowmobile and his skis. And I

480
00:31:54,050 --> 00:31:57,710
can think I thought about that because I was

481
00:31:58,210 --> 00:32:01,990
like, man, look, this dude rolled out here. He had a rough start in

482
00:32:02,230 --> 00:32:06,350
2006, 7, 8. It's a rough start, but you

483
00:32:06,850 --> 00:32:11,080
know, on a Wednesday, he's up there, skin powder, sending photos

484
00:32:11,580 --> 00:32:15,160
of himself to a lifelong local real

485
00:32:15,660 --> 00:32:19,240
estate agent here in town who's grinding. And so

486
00:32:19,740 --> 00:32:21,880
I could see why your 20 year old self would be proud of you.

487
00:32:22,380 --> 00:32:25,480
And I believe that they should be right. I believe that they have something to

488
00:32:25,980 --> 00:32:29,160
look up to. And there's a through line with a lot of the agents that

489
00:32:29,660 --> 00:32:32,080
we're talking to on this podcast, people we talk to in general.

490
00:32:32,880 --> 00:32:36,320
It's, you know, you, you might be in sales,

491
00:32:36,820 --> 00:32:40,000
but you're selling something that comes from a really organic place.

492
00:32:40,500 --> 00:32:44,060
You're selling a lifestyle, you're sell, selling some a dream.

493
00:32:44,540 --> 00:32:48,060
And as long as we've all been here, the reality is

494
00:32:48,560 --> 00:32:52,300
this is still a dream for the people who are arriving right now.

495
00:32:52,800 --> 00:32:55,500
A few years ago, I've told this story one other time on the podcast,

496
00:32:56,000 --> 00:32:58,700
but I was dropping my kids off at school the first day it snowed,

497
00:32:58,860 --> 00:33:02,300
and I bumped into this woman who had just moved here with her family.

498
00:33:02,800 --> 00:33:06,940
And you know, I was thinking, here we go. Mud season started early.

499
00:33:07,580 --> 00:33:11,380
You know, can't go get on the trails, they're wet and whatever. And I said,

500
00:33:11,880 --> 00:33:15,850
hey, how's it going? And she just looked at me like she saw an

501
00:33:16,350 --> 00:33:20,090
angel. She was just, she was so psyched. She goes, this is the Best day

502
00:33:20,590 --> 00:33:23,450
ever. Look at us. We're dropping our kids off at school, there's snow on the

503
00:33:23,950 --> 00:33:27,610
mountains. Like, it's happening, you know, and it's like.

504
00:33:27,770 --> 00:33:31,330
That actually is something about the real estate industry that I

505
00:33:31,830 --> 00:33:36,330
think is really cool, is we have access to people who spark that energy again

506
00:33:36,650 --> 00:33:40,200
and again and again. And that's something

507
00:33:40,700 --> 00:33:44,560
that can really feed a community with positivity rather

508
00:33:45,060 --> 00:33:48,600
than pessimism. And I think it feeds the mental health thing.

509
00:33:48,840 --> 00:33:52,840
There are lots of ways to navigate life here

510
00:33:53,000 --> 00:33:57,040
in a positive way, and I think real estate agents are

511
00:33:57,540 --> 00:34:00,920
at the forefront of showing people how to enjoy this community.

512
00:34:01,480 --> 00:34:04,720
I think that's what I love about Mountain Town. It's like we're all here for

513
00:34:05,220 --> 00:34:08,840
good, positive reasons. We're here because we love nature.

514
00:34:09,340 --> 00:34:12,859
We love, you know, getting out into nature and having fun with

515
00:34:13,359 --> 00:34:16,779
it, and we love sharing it with other people. Like, we get to help people

516
00:34:17,659 --> 00:34:20,939
integrate these positive things into their lifestyle,

517
00:34:21,439 --> 00:34:25,059
even if they can only do it a few weeks to the year. I always

518
00:34:25,559 --> 00:34:28,699
felt like I want to live. I want to live where people want a vacation.

519
00:34:28,939 --> 00:34:32,219
So that my general life is centered around

520
00:34:32,299 --> 00:34:36,379
those vacation activities. Right where I have friends who work in New York

521
00:34:36,879 --> 00:34:39,920
City. I couldn't for any money

522
00:34:40,420 --> 00:34:43,280
in the world that it wouldn't work in there, because the people who work there,

523
00:34:43,780 --> 00:34:47,840
at least in my opinion. Right. They spend all their time and effort generating

524
00:34:48,340 --> 00:34:50,880
money so they can come out here a few weeks a year. Why not just

525
00:34:51,120 --> 00:34:55,200
cut that short and just live out here? And so.

526
00:34:55,680 --> 00:34:59,120
And just the general culture in the mountain towns, because of,

527
00:34:59,680 --> 00:35:03,040
you know, that common fabric between all of us, which is centered

528
00:35:03,540 --> 00:35:07,370
around nature and. And recreation, that the vibe

529
00:35:07,870 --> 00:35:11,050
is just so good. Like, I. I have so much gratitude for the fact that

530
00:35:11,550 --> 00:35:14,530
I can live and work out here. I just.

531
00:35:15,490 --> 00:35:18,770
Yeah. I mean, I think that what I hear from you is

532
00:35:19,970 --> 00:35:24,130
not until you were connected to your.

533
00:35:25,090 --> 00:35:28,050
The root of who you are and what was important to you,

534
00:35:28,610 --> 00:35:31,770
of course your family's important to you, and of course you love them. And you

535
00:35:32,270 --> 00:35:36,170
don't have to be right next door to them to have that relationship. Your journey

536
00:35:36,670 --> 00:35:40,330
out to find a space that felt the most authentic

537
00:35:40,830 --> 00:35:42,970
to you is what brought you that,

538
00:35:43,930 --> 00:35:46,970
like, seated peace to have what you.

539
00:35:47,370 --> 00:35:51,290
I think you're 100% right. I think if

540
00:35:51,370 --> 00:35:54,730
I didn't make the move out here, I don't think I would have the peace

541
00:35:55,230 --> 00:35:58,890
that I have now. Right. I think a couple big influences for me

542
00:35:59,390 --> 00:36:03,390
were that have gotten me to a place of peace and gratitude are one.

543
00:36:03,890 --> 00:36:07,950
The humbleness of going through the recession. And so anything

544
00:36:08,450 --> 00:36:12,030
you have after that is a bonus. You just like, man,

545
00:36:12,510 --> 00:36:16,310
at least I'm not back at that stage where I was just concerned

546
00:36:16,810 --> 00:36:20,110
every month that I wasn't going to pay the bills and I wasn't

547
00:36:20,610 --> 00:36:23,390
going to be able to take care of that infant that's in the house and

548
00:36:23,890 --> 00:36:27,750
my wife, right? And so, you know, starting there and

549
00:36:28,250 --> 00:36:31,360
getting to where I'm at now, just, it's easy to have gratitude.

550
00:36:32,320 --> 00:36:36,000
And then, you know, about five to seven years ago, I had some health,

551
00:36:36,240 --> 00:36:39,600
some real health issues that make you contemplate life,

552
00:36:40,000 --> 00:36:43,800
right? And the finite aspects of it and the

553
00:36:44,300 --> 00:36:48,000
fragility of it. And so, you know, those two things,

554
00:36:48,960 --> 00:36:52,440
you know, people, my wife and the people I work

555
00:36:52,940 --> 00:36:56,000
with are like, you never get frazzled, you never get stressed,

556
00:36:56,500 --> 00:36:59,750
you never. We never see you lose your cool. And it's because I think it's

557
00:37:00,250 --> 00:37:03,030
just pure perspective, right? You go, hey,

558
00:37:03,190 --> 00:37:07,190
we're tiny little things in the universe that are here for a blink in time.

559
00:37:07,750 --> 00:37:10,950
Let's not sweat the small stuff. Take care of your customer,

560
00:37:11,450 --> 00:37:15,110
take care of your family, and let's do it. I see a

561
00:37:15,610 --> 00:37:19,430
lot of similarities between you and Lauren, actually. She's just finishing a

562
00:37:19,930 --> 00:37:24,380
20 year career in youth mental health and developing

563
00:37:24,880 --> 00:37:28,700
programs around that. And one of the things she mentioned to me

564
00:37:29,200 --> 00:37:32,700
when we first started talking about this is like, look, I gotta put some

565
00:37:33,200 --> 00:37:37,540
of my judgment aside. I need to sort of reevaluate the way I perceive

566
00:37:38,040 --> 00:37:41,300
myself and also put what the needs of my

567
00:37:41,800 --> 00:37:45,700
family first. And she's been working her ass off for 20 years.

568
00:37:46,020 --> 00:37:49,740
And you know, she sees Park City, you know, in Park

569
00:37:50,240 --> 00:37:53,760
City, out of Park City, moving in and out. So she has this perspective that,

570
00:37:53,910 --> 00:37:57,830
that is really, it's refreshing for me anyway.

571
00:37:58,230 --> 00:38:01,470
And she's like, yeah, I think I need to put my

572
00:38:01,970 --> 00:38:05,110
energy into something that has the potential for

573
00:38:05,670 --> 00:38:09,270
a bigger economic reward so that I can stay

574
00:38:09,770 --> 00:38:12,430
here, I can feed my family, I can create the time. And one of the

575
00:38:12,930 --> 00:38:15,510
things we talked about, the first thing we set committed to each other was,

576
00:38:16,390 --> 00:38:20,670
you know, our calendars. We're going to book our days off first and

577
00:38:21,170 --> 00:38:24,790
then we're going to backfill with, you know, the time we're going to

578
00:38:25,290 --> 00:38:28,790
spend. And that's the reason I want to have a partner is because I really

579
00:38:29,290 --> 00:38:32,630
want to build in that life piece.

580
00:38:32,790 --> 00:38:36,710
I've always had that. Lauren's always had that. Her job

581
00:38:37,210 --> 00:38:41,270
has been pretty flexible. But we know that this industry requires

582
00:38:41,770 --> 00:38:45,550
a lot of attention and I think we, yeah, and we

583
00:38:46,050 --> 00:38:50,090
kind of feel like if you have a partner and you're not just

584
00:38:50,330 --> 00:38:53,770
only bottom line oriented, if the bottom line is life first,

585
00:38:54,170 --> 00:38:57,570
then, you know, we start from the right foundation and I think

586
00:38:58,070 --> 00:39:02,730
we can work together well. But then navigating heavy,

587
00:39:03,230 --> 00:39:07,170
stressful situations in her previous professional life allows

588
00:39:07,670 --> 00:39:11,370
for a lightness and a brevity to this that allows it to be

589
00:39:11,930 --> 00:39:14,930
fun and, like, entertaining. Yeah,

590
00:39:15,430 --> 00:39:19,530
it's like, is a good thing. Yeah. Nobody's, you know, it really,

591
00:39:20,030 --> 00:39:23,730
we're helping somebody find the right thing or we're not. And,

592
00:39:24,290 --> 00:39:27,570
and I think, you know, there is a lot of joy in this industry,

593
00:39:27,810 --> 00:39:31,810
especially if you, if agents who make

594
00:39:32,310 --> 00:39:35,010
strong efforts to protect their clients. And, and so when,

595
00:39:35,250 --> 00:39:38,850
when you make those strong efforts and you take risk and you

596
00:39:39,350 --> 00:39:43,530
mitigate it, then really our world, when you're good at mitigating risk,

597
00:39:44,030 --> 00:39:47,570
then the world is really centered around the good aspects of the

598
00:39:48,070 --> 00:39:51,770
sales process, which is helping people, you know, find more

599
00:39:52,270 --> 00:39:55,290
joy in their lives by integrating themselves within our market.

600
00:39:55,930 --> 00:39:59,290
And so I, I love, I love my job.

601
00:39:59,530 --> 00:40:02,810
You know, I wasn't sure, like, of course, I didn't grow up

602
00:40:03,310 --> 00:40:07,410
going, I want to be a salesman. Who does? It's crazy,

603
00:40:07,910 --> 00:40:11,370
isn't it? That is, that is one of the craziest things. Like, Lauren and I,

604
00:40:11,640 --> 00:40:15,200
honestly, we talked about this podcast just because it's a little

605
00:40:15,700 --> 00:40:17,960
bit self help, right? Like navigating our.

606
00:40:18,840 --> 00:40:22,440
Navigating the picture in the mirror as we take on this

607
00:40:22,940 --> 00:40:26,320
new identity. And Allie said it in

608
00:40:26,820 --> 00:40:30,120
a previous interview that she had seven jobs.

609
00:40:30,680 --> 00:40:34,360
And when she was talking to Brad, he said, how do you introduce,

610
00:40:34,860 --> 00:40:37,360
you know, what, what do you do for a living? And she said, well,

611
00:40:37,860 --> 00:40:41,160
I do this and this. And he goes, wrong answer. The answer is

612
00:40:41,660 --> 00:40:45,400
you're a realtor. That's it. That's the answer. And you gotta get

613
00:40:45,900 --> 00:40:49,640
good with that. And Lauren's gonna get to start doing

614
00:40:50,140 --> 00:40:53,560
that here in the next few weeks. And I think it's been fun for us

615
00:40:54,060 --> 00:40:56,640
to say, like, when she comes on, we get to say, hey, go listen to

616
00:40:57,140 --> 00:41:00,320
the podcast. You'll get to know Matt a little better, get to know Allie,

617
00:41:00,820 --> 00:41:04,040
Jake, Christine, Granny, you know, you get to know us a

618
00:41:04,540 --> 00:41:07,040
little better. I think it's a fun way to introduce her to the community.

619
00:41:07,920 --> 00:41:11,360
But what's it doing for you? Like, every one of these is a new con.

620
00:41:11,900 --> 00:41:15,220
How's it, how's it feeling? Because we are in the presence of a,

621
00:41:15,720 --> 00:41:19,100
of a mentor of many people. This is a good opportunity to ask questions and

622
00:41:19,600 --> 00:41:22,780
also just like, let it Let us know how it's going a

623
00:41:23,280 --> 00:41:26,820
little bit for you. The last two days, this is the second day she hasn't

624
00:41:27,320 --> 00:41:30,140
had her other job. Welcome to.

625
00:41:30,700 --> 00:41:33,900
Yeah, welcome to the trot. Thank you.

626
00:41:33,980 --> 00:41:38,390
Yeah. I mean, very transparently,

627
00:41:38,890 --> 00:41:42,310
I don't think it feels real yet. I was texting with a friend who

628
00:41:42,810 --> 00:41:45,230
I worked with last night and I was like, it kind of feels like I

629
00:41:45,730 --> 00:41:49,030
took a day off of work. That's it. But I think what

630
00:41:49,530 --> 00:41:54,230
I have appreciated about the podcast is the

631
00:41:54,730 --> 00:41:58,550
first thing that I do connect with about this world is that

632
00:41:59,110 --> 00:42:01,750
it is about trust and human connection.

633
00:42:02,150 --> 00:42:04,920
You couldn't do any of this without that.

634
00:42:05,080 --> 00:42:08,640
And being able to sit and hear about people's lives,

635
00:42:09,140 --> 00:42:12,520
hear about these journeys, have them trust us to ask them questions and

636
00:42:12,760 --> 00:42:17,000
record what they're saying. I think it creates

637
00:42:17,500 --> 00:42:21,040
a relationship or an arm of the relationship that I

638
00:42:21,540 --> 00:42:24,720
don't have. You know, I have this career of 20 years where I

639
00:42:25,220 --> 00:42:29,000
have people all over the country and the world who I've worked with. I mean,

640
00:42:29,500 --> 00:42:33,340
very intimately. The things that we have to talk about are intense and.

641
00:42:33,740 --> 00:42:37,660
And I think to leave that you feel

642
00:42:38,160 --> 00:42:41,740
a little adrift in what you're going into and

643
00:42:42,300 --> 00:42:46,980
to be able to sit down with people and have

644
00:42:47,480 --> 00:42:50,540
that human connection has been a little life giving,

645
00:42:50,620 --> 00:42:54,460
actually, in a way that I didn't expect. You know, I think we started

646
00:42:54,960 --> 00:42:58,380
this because we both process verbally,

647
00:42:58,880 --> 00:43:02,080
I think, and. And we were having these conversations

648
00:43:02,240 --> 00:43:06,200
anyway, and it feels really connecting

649
00:43:06,700 --> 00:43:09,760
to bring people into the conversation and hear, you know,

650
00:43:10,260 --> 00:43:13,760
about their journey through it and hear what they have to add and also

651
00:43:13,920 --> 00:43:17,520
remove some of the other stuff that's unnecessary

652
00:43:18,020 --> 00:43:21,520
and be like, I grew up a state over from

653
00:43:22,020 --> 00:43:24,400
you. That's right. Kind of doing the same thing.

654
00:43:24,880 --> 00:43:28,280
Leaving my job at the ski shop and going to night ski at Brighton with

655
00:43:28,780 --> 00:43:31,100
a bunch of, you know, stoners that I worked with.

656
00:43:32,460 --> 00:43:36,060
And here we are. You know, it's. It is. I think it's a little.

657
00:43:37,100 --> 00:43:40,380
Yeah, I don't know, fills something for me that I

658
00:43:40,880 --> 00:43:45,420
didn't expect. I think that. I think it'll be your superpower is your

659
00:43:45,920 --> 00:43:49,100
ability to connect with people through questions,

660
00:43:49,340 --> 00:43:52,740
show empathy for what they're trying to accomplish. Obviously it's

661
00:43:53,240 --> 00:43:57,480
not as serious as what you dealt with in the past, but like

662
00:43:57,980 --> 00:44:00,440
when we train real estate agents in projects,

663
00:44:01,240 --> 00:44:05,160
first part is human connection. You know, I tell them, you just make friends first,

664
00:44:05,560 --> 00:44:08,760
show them that you care, learn about them,

665
00:44:09,640 --> 00:44:13,480
because, you know, it makes people feel comfortable. It makes them feel.

666
00:44:14,120 --> 00:44:18,120
And once you have that human connection, they're going to use you as a resource.

667
00:44:18,280 --> 00:44:22,200
There's a thousand agents in this market. We're replaceable

668
00:44:22,700 --> 00:44:24,840
in the beginning until we prove otherwise.

669
00:44:25,980 --> 00:44:29,460
But, you know, to one, generate that human connection

670
00:44:29,960 --> 00:44:33,740
and show them that you care through questions about what they're trying to accomplish.

671
00:44:33,820 --> 00:44:36,900
You know, what kind of property, where do you guys feel

672
00:44:37,400 --> 00:44:41,339
safe? What do you like to do when you're in your home? That's huge

673
00:44:41,839 --> 00:44:44,940
for the customer and that's what the customer deserves. Yeah. And so I think you're

674
00:44:45,440 --> 00:44:48,740
going to be able to bring that authentically better than most agents

675
00:44:49,240 --> 00:44:52,600
in our market and that's good for the client. And then

676
00:44:53,100 --> 00:44:56,760
of course, you have to build credibility in

677
00:44:57,260 --> 00:45:00,160
yourself. You have to show them that know what to do in S. Martin.

678
00:45:00,560 --> 00:45:04,280
And once you accomplish those two things, you have a, you have

679
00:45:04,780 --> 00:45:06,680
a fan for life. They're going to work with you and they're going to send

680
00:45:07,180 --> 00:45:11,520
friends to you. So I think again, your skill is needed

681
00:45:12,020 --> 00:45:15,640
more in the, in, in our industry. And you

682
00:45:16,140 --> 00:45:19,280
know, I think a lot of people enjoy working with you guys. Because, well,

683
00:45:19,780 --> 00:45:22,960
we'll find out, won't we? I think, I think,

684
00:45:23,120 --> 00:45:26,640
you know, being able to connect and show people that you care

685
00:45:26,720 --> 00:45:30,840
about helping them find the right thing and being passionate

686
00:45:31,340 --> 00:45:33,600
and cr. And, and knowledgeable in your market,

687
00:45:34,560 --> 00:45:37,760
that's all you need. So one of the things. Well, go ahead.

688
00:45:37,920 --> 00:45:41,200
One of the things that we've. So we've been going 45 minutes

689
00:45:41,700 --> 00:45:44,560
here. We usually try and kind of get to it in about an hour.

690
00:45:44,720 --> 00:45:48,520
We think that's starting to, starting to feel right. We've been.

691
00:45:48,920 --> 00:45:52,360
We got a little feedback. We were running,

692
00:45:53,880 --> 00:45:57,200
we were running a little long, but something.

693
00:45:57,700 --> 00:46:01,000
Lauren. We walked away from Christine, Granny's interview and

694
00:46:01,500 --> 00:46:04,480
we were like, God, you know, when we're, when we bump, bump into her on

695
00:46:04,980 --> 00:46:08,880
the street, there's always some like crazy shit

696
00:46:09,380 --> 00:46:13,710
that happened. Right. Like, it's always something big. And like Allie

697
00:46:13,790 --> 00:46:17,030
touched on something the other day. She's like, yeah, to jump a fence, you know,

698
00:46:17,530 --> 00:46:20,670
to get in the back and do you have any of that?

699
00:46:21,170 --> 00:46:24,390
I mean, you got 20 years going back. Developments are a little different. Right.

700
00:46:24,890 --> 00:46:27,590
Single family homes. I know you sold a lot of those as well. But,

701
00:46:28,090 --> 00:46:31,350
you know, Christine's like, I've definitely walked in on people in

702
00:46:31,850 --> 00:46:35,630
the shower on accident or the wrong house and just walked in confidently.

703
00:46:36,110 --> 00:46:39,590
You seem like you're really prepared and when you walk into a place you

704
00:46:40,090 --> 00:46:44,100
know what you're going into that feels like your identity. But mistakes,

705
00:46:44,600 --> 00:46:48,220
crazy. Anything happened that you don't Talk about much that wouldn't give it

706
00:46:48,720 --> 00:46:51,620
away. I mean, I think I have similar instances where,

707
00:46:52,340 --> 00:46:56,140
especially working in the hotel environment where I've

708
00:46:56,640 --> 00:47:00,420
gotten given keys to units that are occupied. And so I'm

709
00:47:00,920 --> 00:47:04,620
very cautious going into anything anymore because I've

710
00:47:05,120 --> 00:47:08,660
walked in where people weren't ready for someone to walk in to show real

711
00:47:09,160 --> 00:47:12,390
estate. So certainly have those stories. You know,

712
00:47:12,870 --> 00:47:16,590
I think I have my guard up sometimes when I

713
00:47:17,090 --> 00:47:20,790
start dealing with clients because I've definitely dealt with a few

714
00:47:20,870 --> 00:47:24,790
who have psychological problems and

715
00:47:25,290 --> 00:47:28,390
were never really buyers, but wanted

716
00:47:29,350 --> 00:47:33,550
maybe, you know, real estate agents or salespeople

717
00:47:34,050 --> 00:47:36,930
in general will make someone feel important because we,

718
00:47:37,650 --> 00:47:40,850
especially if we're good at our job, we show that we care,

719
00:47:41,650 --> 00:47:45,410
we take interest. And then, and I've had instances

720
00:47:45,570 --> 00:47:49,530
where, you know, one being in Lake Tahoe,

721
00:47:50,030 --> 00:47:52,850
when I was at the Ritz Carlton, I had a guy who called me and

722
00:47:53,350 --> 00:47:56,450
said he was interested in one of the penthouse units. And at the same time

723
00:47:56,610 --> 00:48:00,330
he was going to buy a penthouse in Tahoe at the Ritz. And the

724
00:48:00,830 --> 00:48:04,580
Ritz in it was somewhere in the Hawaiian Islands, think Maui.

725
00:48:05,460 --> 00:48:09,020
And both projects were going at the same time. But it

726
00:48:09,520 --> 00:48:13,020
was this long, drawn out thing over weeks where I just couldn't get him to

727
00:48:13,520 --> 00:48:16,820
move forward. So I started calling Hawaii and

728
00:48:17,320 --> 00:48:21,020
Hawaii's like, no, we're talking to this guy. You know, we're halting construction on one

729
00:48:21,520 --> 00:48:25,100
of our condos because he wants to customize it. That gave me some confidence in

730
00:48:25,600 --> 00:48:28,940
this guy. He had an interior design group that he was working with on

731
00:48:29,440 --> 00:48:32,860
both projects, but he hadn't committed in any form. He hasn't

732
00:48:33,360 --> 00:48:36,980
put a contract in. And so there were some red flags

733
00:48:37,480 --> 00:48:41,100
there. But he kept making these signals and his story checked

734
00:48:41,600 --> 00:48:45,460
out right. He was from Canada. His, his family was. This came

735
00:48:45,960 --> 00:48:49,180
from this family. Of course, you research it. And they made a ton of money

736
00:48:49,680 --> 00:48:52,780
during the Great Depression. But of

737
00:48:53,280 --> 00:48:56,750
course that was fabricated at the end. But. But he tied

738
00:48:57,250 --> 00:49:00,870
up the unit at the Ritz in Tahoe. The Ritz in Hawaii had

739
00:49:01,370 --> 00:49:05,270
a design team that was working for him. And it was all building up

740
00:49:05,770 --> 00:49:09,790
to this date where he was going to fly to la,

741
00:49:09,870 --> 00:49:14,590
pick up his design team, fly to Maui and

742
00:49:14,670 --> 00:49:18,790
consummate the deal there, and then fly to Lake

743
00:49:19,290 --> 00:49:22,990
Tahoe and consummate the deal with us. Well, the Maui

744
00:49:23,490 --> 00:49:26,470
group had a big party ready for them. So that day came,

745
00:49:27,430 --> 00:49:31,070
I was in touch with the interior designer and the

746
00:49:31,570 --> 00:49:33,990
Maui team. And the day came,

747
00:49:34,550 --> 00:49:38,590
the designers were at the airport in la, the Maui team was

748
00:49:39,090 --> 00:49:42,470
all ready. We were Cautiously ready in Tahoe.

749
00:49:42,790 --> 00:49:46,270
But Bill Fiveash, who works here now, he was my director of

750
00:49:46,770 --> 00:49:50,010
sales back then, and he's like, this doesn't feel right. While the

751
00:49:50,510 --> 00:49:53,890
design team never got picked up, team in Maui had a big

752
00:49:54,390 --> 00:49:57,770
party ready. That never happened. And nobody ever

753
00:49:58,270 --> 00:50:01,170
heard from the guy again. But for probably a month,

754
00:50:01,650 --> 00:50:05,650
all of us were running in circles trying to take care of him because he

755
00:50:06,150 --> 00:50:09,730
had convinced us that he was real and he was going to move forward with

756
00:50:10,230 --> 00:50:14,650
these properties. And he had lots of credible

757
00:50:15,150 --> 00:50:18,130
elements of his story that red flags. So I think at the end of the

758
00:50:18,630 --> 00:50:22,210
day, that was one of the weirder stories that I've had in real

759
00:50:22,710 --> 00:50:26,170
estate industry. And those people are out there and they exist, but I think

760
00:50:26,670 --> 00:50:30,610
I have a little bit of a better radar for that now. Well, it sounds

761
00:50:31,110 --> 00:50:34,530
like you had radar back then, but you were threatened to not listen to it,

762
00:50:35,030 --> 00:50:39,570
right? That's right. I was dazzled by the potential of what

763
00:50:40,070 --> 00:50:42,730
at that time would have been by far the biggest deal I didn't in.

764
00:50:42,810 --> 00:50:45,290
In real estate. So how do you.

765
00:50:46,410 --> 00:50:49,690
How do you. I mean, first, like that. There's a. There's an

766
00:50:50,250 --> 00:50:53,450
innate piece of that. Right. We all have to read people.

767
00:50:53,770 --> 00:50:57,090
We gotta kind of get through it. Fear of being

768
00:50:57,590 --> 00:51:00,250
wrong about that would suck a little bit.

769
00:51:00,490 --> 00:51:03,850
You've had a lot of people work on teams with you. You built a

770
00:51:04,010 --> 00:51:06,890
pretty cool, a pretty unique team down here.

771
00:51:07,050 --> 00:51:10,770
We were saying on our previous interview that I love being in the office down

772
00:51:11,270 --> 00:51:14,560
here because there are a couple people on your team that make

773
00:51:15,060 --> 00:51:19,080
me feel like I'm not that much of an outlier in

774
00:51:19,320 --> 00:51:22,120
the community of real estate agents in Park City.

775
00:51:22,760 --> 00:51:26,840
But how do you help people develop

776
00:51:27,080 --> 00:51:30,800
that radar? I imagine it's through questions and

777
00:51:31,300 --> 00:51:34,880
answers. But how do you keep people from being

778
00:51:35,380 --> 00:51:39,730
skeptical? I know it's happened. It's happened to me. I've been all

779
00:51:40,230 --> 00:51:43,290
the way down the line with somebody and just had to, you know,

780
00:51:43,770 --> 00:51:47,130
okay, well, there's still a 5% chance this could work out, but I just don't

781
00:51:47,630 --> 00:51:51,250
think it's gonna. Gotta walk away. How do you not spend 90%

782
00:51:51,750 --> 00:51:55,370
of your time on 10% of your people? You know, I don't

783
00:51:55,870 --> 00:51:59,290
know. Like, I. I think I just come.

784
00:51:59,530 --> 00:52:02,970
I always come to the table with good assumptions about

785
00:52:03,470 --> 00:52:06,250
people. Yeah. I force myself to do that. So I come.

786
00:52:06,410 --> 00:52:09,930
Everybody is my best friend and I trust everybody until I

787
00:52:10,430 --> 00:52:14,730
don't. Until they prove themselves otherwise. I don't come into relationships

788
00:52:15,370 --> 00:52:18,970
with, you know, with. With concern

789
00:52:19,130 --> 00:52:23,290
or skepticism. And that's just a. I would say general trait.

790
00:52:23,770 --> 00:52:28,090
I would say there's a lot of people who come to relationships

791
00:52:28,590 --> 00:52:31,850
from the opposite perspective. But I think in the role we play,

792
00:52:32,330 --> 00:52:35,750
I don't know if that's very healthy, but because it's very rare

793
00:52:36,250 --> 00:52:39,470
that somebody's going to waste your time, and it's very rare that

794
00:52:40,270 --> 00:52:43,710
somebody's going to do the wrong thing. I mean, I've done. I was looking at

795
00:52:44,030 --> 00:52:48,110
my statistics for my career in Park City recently,

796
00:52:49,070 --> 00:52:52,350
and I've done about 370 transactions

797
00:52:52,850 --> 00:52:54,990
in the last 15 years in Park City.

798
00:52:56,430 --> 00:52:59,990
There's only been a handful that. That I felt like

799
00:53:00,490 --> 00:53:04,350
I've gotten burned. And there's only been a handful of people, you know,

800
00:53:04,850 --> 00:53:08,830
in my time that have truly wasted my time. Those numbers

801
00:53:09,330 --> 00:53:13,310
are pretty good. Yeah. And so I think. I think I just. And I'd

802
00:53:13,810 --> 00:53:17,549
rather live in a world where everybody's my friend until they prove themselves otherwise.

803
00:53:18,049 --> 00:53:21,550
I think that just. It's healthy for me. And I.

804
00:53:22,050 --> 00:53:25,230
And. And so. And I truthfully think the customer deserves that on

805
00:53:25,730 --> 00:53:29,250
the front end is. Is positive assumptions a hundred percent.

806
00:53:29,650 --> 00:53:33,290
Well. And I think part of that, I have to believe I've

807
00:53:33,790 --> 00:53:37,810
experienced it in other ways, is when you surround yourself

808
00:53:38,310 --> 00:53:42,050
with good people who you trust on your team or, you know,

809
00:53:42,130 --> 00:53:45,250
however you do it, they can check you,

810
00:53:45,750 --> 00:53:48,770
right. You can go, okay, this is what I am experiencing.

811
00:53:49,170 --> 00:53:52,570
I have this little nagging thing. You tell me what

812
00:53:53,070 --> 00:53:54,690
you see. Yeah, I do that all the time.

813
00:53:56,560 --> 00:54:00,120
I'm fortunate to have Jill

814
00:54:00,620 --> 00:54:05,640
keeps it all together. It's always chaos in this business, right, because we

815
00:54:06,140 --> 00:54:09,080
might have 10 things to do during a day, and a client pops up and

816
00:54:09,580 --> 00:54:11,560
they want to go see real estate, and you just got to drop everything and

817
00:54:12,060 --> 00:54:15,080
go do it, because that's how we make our money. And Jill keeps it all

818
00:54:15,580 --> 00:54:18,880
together for us. Brad on my team is very complimentary in

819
00:54:19,380 --> 00:54:22,590
the sense that he stays in tune with

820
00:54:23,090 --> 00:54:26,510
the financial markets and what's going on on a macro level.

821
00:54:28,030 --> 00:54:30,990
And Ali Dudek on our team,

822
00:54:31,790 --> 00:54:35,830
she's just infectious energy all the time, and that's

823
00:54:36,330 --> 00:54:40,670
always good to have in the office. Jennifer and Corey bring

824
00:54:40,750 --> 00:54:44,030
hard work and lots of creativity. So,

825
00:54:44,430 --> 00:54:48,070
yeah, I've consciously surrounded myself with people that I think

826
00:54:48,570 --> 00:54:52,420
either compliment me or just create a work environment that

827
00:54:52,920 --> 00:54:55,740
I want to be in every day. And that's probably one of the proudest things

828
00:54:56,240 --> 00:54:59,540
I have of not just my team, but Christie's Park

829
00:55:00,040 --> 00:55:03,180
City is we started this company,

830
00:55:03,500 --> 00:55:08,820
and I think the main goal was to be part of something that we

831
00:55:09,320 --> 00:55:12,100
just all wanted to be part of for the rest of our career. And so

832
00:55:12,600 --> 00:55:16,790
the people we hire, we're just very conscious of hiring people we believe come

833
00:55:17,290 --> 00:55:21,350
from the right place and are not only going to take care of their

834
00:55:21,850 --> 00:55:24,990
fellow colleagues in the company and truthfully in Park City real

835
00:55:25,490 --> 00:55:27,910
estate industry, but their clients and,

836
00:55:28,950 --> 00:55:32,070
you know, because at the end of the day, we could hire some people who

837
00:55:32,570 --> 00:55:35,990
generate revenue, but if they affect our culture,

838
00:55:36,490 --> 00:55:40,110
it's just not worth it. Last question. Yep. Where are you

839
00:55:40,610 --> 00:55:43,950
in 10 years? Man, I'm wandering the earth with my

840
00:55:44,450 --> 00:55:48,230
skis and my bike and wherever the wind

841
00:55:48,730 --> 00:55:51,710
in the road takes me. I think that's where I'm at in 10 years.

842
00:55:52,030 --> 00:55:55,230
But I'm still doing real estate. I'm still here. I'm still in Park

843
00:55:55,730 --> 00:55:59,910
City. Of course I would like to. I'll never retire.

844
00:56:00,410 --> 00:56:03,550
Like, going into my 50s is kind of. So I'm 52. But as

845
00:56:04,050 --> 00:56:07,610
I was approaching my 50s, I started thinking about retirement and

846
00:56:08,110 --> 00:56:11,410
I quickly realized that I would be bored out of my mind

847
00:56:11,730 --> 00:56:15,370
and I would drive my wife crazy, and she's

848
00:56:15,870 --> 00:56:19,690
like, yes. Yeah. And, and so, but. But I also love coming to

849
00:56:20,190 --> 00:56:24,170
work. Right. Like, I, I really enjoy this business. I just

850
00:56:24,670 --> 00:56:28,050
would ratchet it down or hand things off to my team and

851
00:56:28,130 --> 00:56:31,530
allow myself to, you know, my form of travel

852
00:56:32,030 --> 00:56:34,820
is a great road trip. Like, I'd rather do that than a lot of other

853
00:56:35,320 --> 00:56:38,580
things. I just feel like I feel more connected to wherever I'm

854
00:56:39,080 --> 00:56:42,660
going in the places if I do it that way. So, you know,

855
00:56:43,160 --> 00:56:46,940
with Starlink and a few other things, I think I can manage my world

856
00:56:47,020 --> 00:56:49,260
from, you know, the road.

857
00:56:49,980 --> 00:56:52,300
So I'm on the road in 10 years. Seymour.

858
00:56:53,260 --> 00:56:55,900
That's good. I'm having good road check. You can definite that.

859
00:56:56,700 --> 00:56:59,950
Yeah, we could go. We could go all day. That's up to. That's a

860
00:57:00,450 --> 00:57:03,150
whole other podcast. It's just road trips with realtors.

861
00:57:06,910 --> 00:57:10,110
Maybe this evolves into that. Yeah, yeah.

862
00:57:10,270 --> 00:57:13,430
Well, I think we, you know, we really appreciate that

863
00:57:13,930 --> 00:57:17,390
you take the time. We, you know, we're very transparent.

864
00:57:17,710 --> 00:57:20,910
This is a great podcast for our industry and the customer.

865
00:57:20,990 --> 00:57:24,950
Yeah. Like, I think other agents should listen to it so that,

866
00:57:25,450 --> 00:57:28,910
that, that, you know, because people are always wondering, like, how do I.

867
00:57:29,790 --> 00:57:32,870
How do I get to where some people are at in the industry or how

868
00:57:33,370 --> 00:57:37,230
do I create a business that's successful and enjoyable?

869
00:57:37,710 --> 00:57:41,789
So I think you're doing a great service for our, our colleagues,

870
00:57:42,289 --> 00:57:45,670
but also, you know, the customer having a little bit of insight into this.

871
00:57:46,170 --> 00:57:50,070
Like, we're all those of us who are, are Taking

872
00:57:50,570 --> 00:57:54,110
this serious as a profession. We're grinding it out every day for our clients.

873
00:57:54,350 --> 00:57:58,630
They rarely see what we're doing, but there's

874
00:57:59,130 --> 00:58:02,670
just a lot to it and. Well, also it's just we're all human out here,

875
00:58:03,170 --> 00:58:07,270
right? And this is just a job. That's what it is. It happens

876
00:58:07,770 --> 00:58:11,750
to be a really impactful one here in Park City. It happens to be a

877
00:58:12,250 --> 00:58:15,270
lucrative one for those of us who really want to do it and do it

878
00:58:15,770 --> 00:58:19,870
well. You can't be a hobby agent and do that well, not very often anyway.

879
00:58:20,510 --> 00:58:24,150
And you know, I think that it's fun for Lauren and I to

880
00:58:24,230 --> 00:58:28,270
like shoot the breeze about who we're going in with. We don't have to beg

881
00:58:28,770 --> 00:58:31,590
for coffee and then, you know, just take your time.

882
00:58:31,910 --> 00:58:35,710
Hopefully you find value in it and hopefully other people do

883
00:58:36,210 --> 00:58:40,310
because, you know, ideally it's, it really is for us and

884
00:58:40,810 --> 00:58:44,190
for everybody and you know, like, if there's ever a time you want

885
00:58:44,690 --> 00:58:47,110
to get a message out there to the listener,

886
00:58:48,950 --> 00:58:52,630
let us know. I'd love to do it again. Yeah, we can do topics on,

887
00:58:53,270 --> 00:58:56,710
you know, what, what the, what the market looks like

888
00:58:57,190 --> 00:59:00,830
going forward either in Park City from

889
00:59:01,330 --> 00:59:05,470
a real estate perspective or you know, what I feel like it's

890
00:59:05,970 --> 00:59:09,350
going to be like in 10 to 20 years for the real estate agent population

891
00:59:09,830 --> 00:59:13,270
because the all industries are changing. Like our town is changing

892
00:59:13,770 --> 00:59:17,790
from a development perspective, but the industry's changing due to technology and new laws

893
00:59:18,290 --> 00:59:21,850
and all that stuff. So Yeah, I mean, ChatGPT cannot

894
00:59:22,350 --> 00:59:25,250
do a podcast all by itself that's authentic to the community.

895
00:59:25,730 --> 00:59:29,610
And you know, the road trip might be kind of fun to go to grab

896
00:59:30,110 --> 00:59:33,450
a realtor in Aspen, talk to him about what's going on there, go to

897
00:59:33,950 --> 00:59:37,250
Jackson, go to Sun Valley. You know, Mike Scherf is up in

898
00:59:37,750 --> 00:59:40,770
Sun Valley, we talk all the time. He's, you know, he's trying to break in

899
00:59:41,270 --> 00:59:45,010
and figure it out. It's, I think it's interesting, it's interesting to compare

900
00:59:45,510 --> 00:59:49,110
mountain towns to other mountain towns and hopefully it feels like

901
00:59:49,610 --> 00:59:52,990
an outlet for people and it's not too long and self centered. I don't

902
00:59:53,490 --> 00:59:56,110
know. But no, I didn't get that impression.

903
00:59:56,430 --> 00:59:59,670
Conversation throughout. Yeah, and like the ski and sell out

904
01:00:00,170 --> 01:00:03,830
thing is kind of fun because it's like, I think one thing that Joanna

905
01:00:04,330 --> 01:00:07,950
asked me about was like, why that name? And I said, well,

906
01:00:08,270 --> 01:00:12,150
I think we talked about it too. Nobody's not in real estate is

907
01:00:12,650 --> 01:00:16,230
going to listen to a podcast called Keeping it Real Estate. Like nobody gives a

908
01:00:16,730 --> 01:00:20,370
shit. But a sellout. You know, people might think about

909
01:00:20,870 --> 01:00:23,930
that a little bit. That might get somebody who's not in the industry to

910
01:00:24,250 --> 01:00:27,930
listen and be a little bit interested and maybe not.

911
01:00:28,090 --> 01:00:31,050
Maybe various interpretations of it. Yeah.

912
01:00:31,550 --> 01:00:34,730
So I think it generates interest. Yeah.

913
01:00:35,770 --> 01:00:38,010
All right, well, that's like. That's a full hour,

914
01:00:38,410 --> 01:00:41,370
Matt. Thanks, dude. Really appreciate it,

915
01:00:41,930 --> 01:00:43,210
Lauren. Anything else?

916
01:00:45,530 --> 01:00:49,370
Yeah, I want to be. I don't want this to be my last episode,

917
01:00:49,870 --> 01:00:53,090
so. It won't be. Yeah, it won't be. We'll do a regular check in with

918
01:00:53,590 --> 01:00:57,090
Magnotta. Yeah. Yeah, Maybe on