THE 18-YEAR-OLD who sold $10-MILLION in Real Estate his FIRST YEAR (How He Did It)

That's how I got my first open houses. They send an office-wide email, I was on my phone, I was found in a minute. Later, a few weeks later, I closed my first deal just under 3.2 million. Since then, I've closed six deals; the seventh will be closing in ten days.

What's up you guys? It's Graham here. So I'm here with Myles Daly, who started interning in real estate at 17 years old, got his license when he was 18, and within his first year sold over ten million dollars in sales in real estate. He's probably gonna end up outpacing me like any day now. But I wanted to share a little bit about who he is, his story, why he got into real estate, how he did ten million in sales, and how that can help you guys.

So let's start here. Why did you get into real estate in the first place? Because that's not something that most seventeen-year-olds want to do.

"I got into real estate because I was really looking for something that I can kind of make my own schedule, be my own boss. I loved people; I loved interacting with people, helping people. So when I was looking about, I was a senior in high school. So, September of 2015, when I was deciding on what I wanted to do, I had an opportunity to be an intern at a brokerage up in Marin County, just north of San Francisco. I got into real estate because I wanted to be my own boss, make my own schedule and really just kind of have the freedom that real estate allowed. There really wasn't anything else I could do coming right out of high school and not go directly to college. Even though I am still currently at a state school up in the Bay Area, I wanted something that I could do without a college education, and that's where I found real estate."

So you do college while selling real estate, correct?

"Yes, I am taking a 16 unit, so it's a full load of classes two days a week, and then I work five days a week. I have a dorm, and where I go is about 45 minutes from where I work, so I live up there part-time and commute. And yeah, that's incredible."

Yeah, it's tough, but I'm definitely happy to be managing both right now. This is one of those things where I usually recommend people do it full-time. But Myles is one of those people who’s been doing it part-time, and it's like crushing it. Like you do better than most agents in the United States full-time in a year. You're doing it part-time at like 18 years old, which I think is insane.

"I consider myself as an active agent. The first of this year, just a few weeks later, I closed my first deal just under 3.2 million, and then I was kind of more focusing on school. Then throughout the summer, I picked back up and since then I've closed six deals; the seventh will be closing in ten days."

So let's talk about the first sale. How did you think the first sell 3.2?

"3.2, I was holding an open house for another agent. I always hold the same house open three weeks in a row; that's kind of just my rule of thumb because I always like the repeat person that comes back the second week. And that's usually tr–"

"Yeah, we're smart. I've actually never thought of that before. For real, that's super smart."

"So I held it for three consecutive weeks. When an agent asked me, the second time they came in, I offered a private twilight showing, did it with the listing agent actually, and I had a previous relationship with them. They were moving and were only looking in the city. This was the only house they looked at across the Golden Gate Bridge in Marin County. I really was able to sell them on the area because I'm third-generation in the area. My grandparents live there, and my parents both grew up in the same town. So I can sell the area, and the wife was pregnant, and I could sell the schools. The house was amazing, and I was actually a really good deal. It was one of the lowest price per square foot that month that was sold and closed. I thought I wasn't gonna do a deal for the next couple of years, but then it picked right back up from there."

So what was the second deal you closed?

"The second deal was also, I picked him up from an open house. At this point, after I closed the first deal, my mentor, who is a top producer, she does over 100 million a year in sales, brought me back on as a buyer's agent. So that's kind of who I'm working with now, and I hold all of her open houses. We have five to seven open houses every Sunday, so I'm spread between them. I picked the couple up; they recently got married—an older couple actually, both literary types—and they wanted to sell her home because she was gonna move in with him. So we listed that home for sale, we're also in the process of selling his home, and then buy another home. So I'll be getting three deals out of that one open house. Even though they weren't buying that house, I was hopes babysitting necessarily. I was able to kind of turn them into a seller, and I actually ended up representing the buyers on that listing as well, which was even better."

That's honestly incredible, and that's what I always recommend too: there's no reason why you shouldn't be holding an open house every single Sunday. Every Sunday! And that's how I got my first deal. Yeah, it was from an open house. You never know who's gonna walk in. For me, it took, I would say, ten months of holding an open house every single Sunday, wasting a ton of time. Most people—I don’t want to generalize now because I don't want to discourage other people—like a lot of people that come into open houses are just... they're not there to buy. They're just there to check out the home, they're free on a Sunday afternoon, they want to see what's around. Some people, I even found, will pretend they're interested.

Huh, a lot of people have a lot of amazing stories you hear from people.

"Yeah, what I found, and again, I don't mean to generalize here, but usually the bigger the story, the less of a buyer they're likely to be. I've had people come in and talk about their home and this and that and like what their husband does for work and like their cousin who's also moving. They'll talk for twenty minutes, and those people are always the ones... I've even found that they negotiate the deal. They're like how flexible are they on the price with an open house? Yeah, oh, is the furniture included? What about this light fixture here, is that like... that's gonna make or break the deal? It's like the dining room chandelier on a four-million-dollar house—like that $300 trailer doesn’t come with the hat, I’m not buying the house."

You get weird people like that, but all it takes is one. When you get that one person who comes in that's serious about buying a house, you can almost sense it immediately; this is the real deal because they know exactly what they want, they're very specific about it, they're picky, and they're willing to see other things and maybe take time out of their day for you to help them. So that's all it takes is one.

Now, how did you meet the mentor? Because that's a lot of people going to focus on a mentor. I think having a mentor is very important in this industry.

"So after I was an intern from September to December of 2015—so not that long—I learned all the administrative and back-end ways of the brokerage. I was basically approached by the president of the office in the region, saying, 'Hey, there's a top producer in the town you live in.' She didn't tell me the name, and they were looking for another assistant. She has one assistant who's been with her for over 17 years, and they want a third person to kind of come in and be the administrative marketing background. I jumped on the opportunity. In mid-December, right before I went away for the holidays, I met her. We instantly connected and knew a bunch of the same people, so we totally clicked. I came back the first week of January of 2016, began working for only one day a week, and I did that until June of that year. Then I was more full-time from June to August of 2016. I took my test in August of 2016, passed, got onboarded in October, and then didn't have signs and business cards until December."

How are you able to balance school and real estate at the same time?

"So it was tough, it's getting harder right now. I might be making a transition to a school closer to home and doing maybe only night classes because right now it is getting very tough to take a full load of work and with my increasing business. I'm having kind of a hard time managing both. It's nice to have the friends and everyone and still being a college kid. A few days of the weekend, on a Friday night, I'll go up to school, stay and sleep in my dorm, drive back down for a 9:00 a.m. meeting on Saturday."

Yeah, so it's definitely kind of hectic, a little mixed, but I still enjoy it.

"Why school though? I mean you're doing extremely well in real estate! I think if you focused full-time, 100% real estate, there's no reason why you couldn't sell 20 million next year. Is college really worth it for you at this point?"

"So it's definitely not. College right now is not costing me any money. My parents—I’m very fortunate—they're helping me with college. So financially, it's not really costing me any money besides my lost wages. I know for a fact I could be 20 million. My thing is, next year, if I do 15 million while still in school taking night classes, or I can do 20 million because I think I can do one or two transactions a month. I've done this one closing, and the next couple days will be my seventh transaction since this year. So I think I could do one a month and still be able to manage school with that, resulting in 20 million. Yeah, if I do repetitive business year over year, I think I would maybe drop out, but I don't know if this was a fluke year. I was really lucky—this is one of those things you never really know until you have a few years. You know, for me, my experience is that every year I've made more money than the year prior, and this has been true for the last nine years. Every year, even if it's just like $5,000 more for the entire year, I've made more than the year prior."

But you never know. I've seen some people have this amazing one year where they can make even a million dollars in the year by a few amazing sales, and then the next year could be 25% of that. So it does take, I would say, the average of three years to really determine what can be, what you're gonna be making.

But what's the value of college for you at this point? Like why?

"Really, I... so I've had the amount of open houses every Sunday, and no one hasn't really asked me where did you go to college. Shelby, I asked—the only one who asked. So when I got into it, I was nervous that people were gonna ask me that. Being 19, I probably get one person every open house will say, 'You look very young,' or I had a couple newspaper articles about me in my town, so they said, 'Oh, aren't you that really young kid in real estate?' Some people may comment on my age, and honestly, when I enrolled in college, I didn't think I was gonna do a transaction for two or three years. So I needed to have a backup plan if the economy went down or do something right now. It's becoming even more kind of unneeded."

Then nothing. Let's talk about your age for a second because that was the same thing with me. Nobody really ever asked about how old I was, where I was. People still don't ask. Nobody's ever once asked where I've got a knowledge ever—no! But everybody either just assumes you went, or they don't care at all.

"No, so that's been my experience. As for age, usually nobody asks, like, 'Hey, how old are you?' They always ask, 'How long have you been doing this for?' Exactly. But even in my experience, and then you share yours, but my experience has always been if you're upfront about it and you say, 'I've only been doing this for six months, but I love it; it’s something I really have so much fun doing. I'll do anything for you, you know, you'll be my priority.' I've never found someone saying, 'Oh, I don't know. I want someone with more experience.'”

"So I mean, what's been… yeah, so my first deal, they didn't really know my age, and I just don’t really think they do. They never asked me, and so I didn't really feel the need to say, 'Hey, I'm Myles, and at the time I was 18.' I wasn't gonna say, 'Hey, my name is Myles, I'm 18; I'd like to… let's deal with this.' And I was lucky enough once I came on as a kind of a buyer's agent with my old mentor. She has been in this business for 29 years and is number one in the area where we work. So I'm able to meet people at open houses and say, 'Hey, I’d love to set up an appointment with my partner and I, and we’d love to kind of—we have a bunch of off-market listings I'd like to talk about your needs and everything.' So I'm able to kind of do a one-two punch with bringing her in, and even though they're still my clients, and I still show them the houses and do the transaction with them, I have heard branding her kind of name behind me, coming in and kind of supporting me, and it gives people the confidence that they’re saying, 'He's young, but we have her and her team behind her.'"

"Yeah, that also kind of comes in. I did the same thing when I first started. I had a mentor that would teach me everything. It was just a 50-50 split in the very beginning. If I ever had a client where I didn't know what I was doing exactly or I felt like they were on the fence or they needed some more security behind them, you bring in the other person. It was just easy after that because they feel confident, like, 'Okay, he's handling everything; we really like this guy, but if there's something, he doesn’t know, we still have the support of this other dude. She's a top agent.' So that really works wonders. This is, by the way, why I always recommend people when they're first starting out to work with somebody else, either as an assistant or on a team. And that's one of those things. If you were to start out 100% on your own without the access to open houses, without the access to another broker when you have questions starting out from a clean slate, I would say it's almost impossible unless you have—you have some amazing superhuman skills of like cold calling, door knocking, prospecting, or if you're… I think if all your friends or if your friend group or family and friends, if they're buying. Because I know a lot of people who do real estate part-time, and they just happen to have a lot of friends who buy and sell, or family members who buy and sell. They do 25 million a year and they go in the office three times a month."

So pending those people—or if you don't have these million-dollar connections already, it's so difficult. But even if you do, being able to navigate the process and close a deal with all the paperwork and inspections and negotiations are gone, it's very difficult. So I recommend for anybody, whether you're 18 years old or even thirty years old, work as either an assistant or on a team in the very beginning; it's gonna cut your learning curve down dramatically because, in my perspective as an assistant, you basically get paid to learn. So it's a win-win.

"Your first year in real estate, in my opinion, besides you've just made a killing but usually should be seen as just learning as much as possible other guys you got that other way when you're 17."

"Yeah, but I mean, I'm still every time I'm in the office, I will sometimes go into my partner's office if I have nothing to do, and I'll let you sit there in the office and just listen. Oh my God! Stan! I think every time I'm in there, and she jokes around that I'm in school every day that I'm with her because she's been very welcoming with me, and we always go—if she has an issue on one of her deals, she kind of outlines it and shows me how I can learn. So in theory, I've kind of learned. I've been in probably with her, and she's done a hundred transactions since I kind of—and so I know every situation that can happen, and we've seen a lot of them. So I've kind of—now, any deal that I have, if a situation comes up, I usually have a way to deal with it."

That's something I never—I’ve actually never mentioned that in my videos—that's a really good point. I completely forgot about that.

"Yeah, I see so many people who just like… I had nothing to do all day; I don't want to go in the office. What? You just go to listen during the office. I did the same thing when I first started. I mean I was doing like little leases, but I would be in the office every single day from I think like 9 a.m. to sometimes like 8 or 9 p.m. if I had nothing to do. You would just watch other people work, and you learned so much from that."

"It's, you know, like monkey see, monkey do almost—like you see how someone else acts and what they're saying and how they're going about their business and seeing them run their business essentially just by watching them, and you can kind of replicate that. What I've done is you pick the pieces that you like best from everybody and incorporate that into your own style. So for instance, I've seen some agents have a certain sales style that works really well for them; just because that's their style, if I tried to copy that, it would come off so weird, super creepy. And you'll be the grand... What's up? What the hell are you doing? Yeah! But you pick like, 'Oh, I like the way this person does this,' and you pick from that. And like this person over here, you pick from that, and you incorporate your own style around what everyone else is doing that's working, and you could just be like a powerhouse after that."

Just listening, and I think a big thing is talking with other agents and seeing if they need any help if they're going on vacation. If they're, 'Hey, do you… or being proactive about open houses? Do you have any?' No! Going to top producers; I hate that in your brokerage, do you have any open houses you want held? And if you could kind of jump in front of the office-wide email that a bunch of people respond to—that’s how I got my first open houses—they send an office-wide email, I was on my phone, I was one in a minute later. It was first-come, first-serve!

"Yeah, there you go! And then Sunday afternoon, she called me, saying, 'Hey, would you hold it again?' I was really, really pleased. And I always sent a feedback sheet. I always send a detailed report of each person that came in—if they're a buyer, do that. Do that! Nobody does that! I don't even do that. Even a gent losses.”

"Because listing agents love it so they can send it to their client and say, 'Hey, these are the people that came into your open house. We had 18 groups, seven buyers, some looky-loos, three neighbors.' Yeah! I love that! Oh, and they're gonna want to use you again. They're not gonna send the office-wide email, then nobody feels like they call you until you get so... then you get priority on the newer listings, the ones where you're gonna pick up buyers, not the ones that have been on the market for 90 days. Yeah, that have no traffic."

That's so true, and what I found too is that a lot of agents really want to help out the young agents in the office. I had one lady who used me; she went out of town for like two weeks and paid me hourly. At the time, I think it was like $16 an hour, which at the time to me was... could've may as well been a thousand an hour. Yeah, $16 an hour to do all of her showings and everything she gave to me. And the reason why I believe, not she says, 'I don't trust anyone else in the office, but I trust you because I knew you.'

Exactly! But like she gives to another agent who's been doing this for like seven years, who's in their thirties, who might see, they're maybe like competing head-to-head on listings. This person might screw my listings, might try to take my clients, might not be as incentivized. But like the 19-year-old kid, the 20-year-old kid in the office, is not gonna screw up her business. That 20-year-old kid is gonna try so hard, is gonna go out of their way to make sure they're happy. And $16 an hour for like a 19-year-old? No, that's insane! And they're willing to trust you! And every agent so far in my office, when I had first started at 18, 19—they were so encouraging and so nice, where it's like I felt like if I was 50 knocking on their office, be like, 'Hey, on this lease, what do I do?' Yeah, it'd be like, 'Joe, get the—out of here, man! What are you doing? Go get a life! You know, get a job!' But if you're like 18 years old and you're knocking on the door all scared and cheap, it's like, 'Hey, I have no one else to ask; how do I do this?' They'll drop everything, and they'll be like, 'Oh, I just...' and we'll help you out tremendously, and it's building those relationships that you know take you even further."

Because I found that once they start investing a little bit in you and like help you out a little bit, you're gonna want to see it all the way through. That's one of those things, especially when you're young, that's the prime time that you know, maybe I'm just generalizing here, but I feel like the older I get, the fewer opportunities are given to me. Just because I'm more on par with everybody else. When you're under 20, I mean like nobody even categorizes you—it's just like this kid in real estate that everyone wants to help. People figure he's not gonna do a lot of deals, but I've seen people treat me differently recently. Once they see you’re closing deals and you're in their market now, it kind of goes away a little bit from the 17-year-old as an intern to the 18-year-old who sold one house, and they kind of thought it was a novelty.

Now I see people kind of being more protective of their area—rightly so; it's a very competitive market that I'm in and every market I think. But I think as you succeed, people want to help you less.

"But there are still those people who kind of... they're a core group behind me that still always help."

Yeah, and the thing is, too, I think you also have to think from the client's perspective. It's, in my opinion, the 19-year-old who sold 10 million is the equivalent to the 30-year-old who sold 50 million. Like I think it's way more—like I would give you way more credit than anyone else just because of your age, and that bumps you up a little bit in terms of your status and what people see you as.

"I mean, I've climbed to come in and open house, and they either heard of me from a friend, and a lot of people know me. My town is about 9,000 people in the town where I work, and I work throughout the whole county. I do deals, but this is kind of where my farm necessarily is, and I'm most well-connected there. People would come in and say, 'Hey.' There's a local newspaper that comes out every Wednesday. My partner and I—we have two full pages in every single one’s a call, and we're just sold ads, just listed—all that. So people see. I'll be getting a coffee; someone will come up to me, 'Congrats on the sale!' So people come to my house, and I see the same person, and when you can connect with someone outside of an open house, I think that’s when..."

"I’ll be able, I was at an open house on one Sunday; I was going to get dinner, ran in just someone who came to my open houses, 'Aren't you up at that house today?' I was like, 'Yeah! Nice to see you!' That kind of stuff is when they see you—'Oh, it's not you totally open house, he also lives in our town.' Yeah, it's a big—"

That's very true, and that's one of the things that I made a video a long time ago a little bit about open houses, but I always try to make a connection outside the open house. It's not just real estate because then they, you know, there's no reason for them to really feel a connection with you until you start talking about something that's outside of real estate. So I try to figure out always some personal connection.

For me, it's always been like the car they pull up in, if it's a cool car, if you can mention it, if you can see the car—my issue is a lot of times where I am; you can't see the car. I had one guy come in with a vintage car racing hat on from Laguna Seca and Monterey car week. Nice! And I always go down there, and so we started and turned out he had an old vintage Mercedes; my dad also had one. We talked for half an hour about vintage Mercedes.

"I always, when someone comes in my house, I always say, 'How familiar are you guys with the house?' That is my first question because they say, 'Oh, I saw it online.' That person goes up three bars in my book because they saw it online, they went out of their way, they're at the open house. If they say, 'Oh, we're not familiar,' they either are driving by, saw the sign, or just looky-loos. Those people you still treat because you don't know when they might sell, and they live next door, right? But then once you say, 'Oh, we saw it online,' those are buyers; you dig for questions, and you get answers. You often ask very open-ended questions to which gets them to talk and sometimes do you have to know when to back off—like some people really don’t want to be talked to at all. So I think it's just—you feel it out; some people love to talk, and they'll talk for an hour. Other people will just be like, you know, shrugging everything off and want to look around on their own."

So it's really... I guess it depends on a person and you know if they're open to talking; if you can find something where you can get in the conversation, do it. Like I've seen somebody—like one dude wore this really vintage Rolex Daytona, and I loved it, so I commented on that. And as soon as you met, like, he was standoffish until you talked about his watch. Oh my God! Why? He like wouldn't... And then after that, it's like everything! Then once I've been talking to you for 20 minutes, they feel so comfortable because now you've been able to relate to them on a…

"I think if you can bring even come up to their level because some people look at real estate agents like not at the same level. That's not my section, the high-end, yeah! If you can say you can kind of come to their level and say, 'You live in the same town,' or whatever, or you run in the same circles, put that quote, they respect you a lot more instantly. That's very true!"

I totally agree. And I've been that person to where that market to me was totally unfathomable. Like I didn't grow up in any sort of market like that. Like for me, seeing a three million dollar house was like mind-blowing—my house! Oh my God! Like who has the money to buy something like this?

So it's not like you either have to come from that. I think it's just the attitude that you have and how you treat the clients and the way you're able to relate to them and your enthusiasm, and if you're really into it, it doesn't need to be like, you know, 'Oh yes! You know, I have the same Ferraris you have. That's Patek, ha, ha, ha! I have the newer model.' Like it doesn’t need to be any of that, but I think it's just a combination of the way you treat them, what you're able to relate to, what you're able to talk about, your conversation skills."

And that's something too—I really had to work on my conversation skills. Yeah, growing up as a kid, I was like super shy, like really shy, and it took a lot of wear. It wasn't—it's old like high school that I really like. I think I was like in 10th grade when I really started to like actually work on it and like try to put myself out there more and like be more social.

So it was really something for me that was developed and has not come naturally. Even now it's like I have to force myself to go and like be social and stuff like that. It doesn't come naturally to me, so I have to like constantly work on that. So it's not something that like you're born with this crazy talking skill; it's just something that you work on over time and get better with it, and the more you do it, the better you get, the more comfortable it feels.

"No, I mean I remember my first couple of in-house I've been so nervous. I don't know what to say, I don’t know what to do. Like now every Sunday is routine: wake up, one, two, four open house, just you—I just know the drill! And then it becomes fun! Then it becomes just like, you know, you wait for someone to walk in, and they're walking in, you're like, yeah, cool! Now I can talk to—because you have no idea who's gonna walk in. Sometimes you can get bums, and other times, you get like a list of celebrities that would walk in."

So you have no idea, especially in these high price points. I mean, Barry Bonds recently bought a house just up the street from us, and he was going to people's open houses with him and his girlfriend just yapping around just looking at him with like no big deal, ya know?

"I've had several people—I've had Andrew Dice Clay come in several times, the little guy from Bad Santa has come in a few times. There have been quite a few people actually. So cool! Like DJs that have come through, and sometimes you have no idea who they are until they sign in, and then you’re going through the list and maybe a name sounds familiar—you’re like you look someone up, you’re like, ‘Oh, that's the person that actually Tom from MySpace.' They're not coming in one of my open houses."

Yeah, definitely do the sign-in list, and we have it!

"Okay guys, like don't let people leave like a phone number or name? I usually do is we have a sign-in list, which is name, phone number, email. I usually tell people, you know, if they're at all hesitant, and like just put your name; at the very least, that's your exclusion list when the listing is over. You have a whole list of people who have seen the house; that's your exclusion list right there, so it's—if one of those people buys the house after your listing expires, usually for 180 days to a year, you get paid on that. So that’s almost your protection from someone seeing the house at an open house that you were holding. The listing expires a month later; they come back and they buy it."

So what's your advice for anybody watching who's thinking about getting into real estate? Because I think a lot of people who are watching, you're either just starting in real estate or have an interest in it—if you were probably about your age, maybe a little older or a little younger—who want what you have just done, because 10 million in the first year is—I don't actually know anybody who's ever done that besides maybe someone who just happened to get really lucky and like one big deal or something.

"I think the penny, if you get in sometimes as a second career and you have a bunch of friends buy, I think maybe you can replicate it. So share your secret on why you were able to do this and how everyone else can copy the same thing."

"I would say it takes some time, but you really have to be an assistant and you have to learn the ground floor. You have to work your way—if I know a lot of people say you have to get in early and work your way up, and is really—and once you're an agent, you really have nowhere else to go besides your numbers each year. You're not—maybe you might become a broker, get a broker's license, but you're not really—it's not like some industries where you can climb the ladder in sales. So I would say become an assistant for a top producer and get in there and just listen and it might take a year or two, and do that. And that's okay, because maybe they'll—you can hold the open house, and you'll get a referral fee for anyone who buys that hosting. And if you can sit there with an hourly steady income while you're getting your license while you're learning the ropes for one or two years—yeah! And then you break off. If you have any questions, the person you've been working for, and if you've let them know, 'Hey, my goal is to get my license and become on my own in the next one to two years,' they won’t feel necessarily betrayed when you go out."

"So you gotta be authentic! Because they might not want to hire you, and that's okay; they might not want a person like that anyway. And they like, they might want someone who will work with them for five to seven years."

So let's stop there because I think a lot of people are gonna think right now, you know, when you just said, you know, being an assistant for a top producer—they'll be like, ‘Easier said than done! How do I just be at age to a top producer that, you know?’ You know, let's talk about that really like for me because I did the same thing; I was, you know, I worked with a top producer. For me, I met them totally randomly at an open house when just going, talking to different agents—didn't even expect it! I was not looking specifically for like, 'I want to work for a top producer.' You know, it just happened that way. I happened to fall into it just by seeing open houses for like months every single Sunday. How would you recommend going about doing that?"

"I would say you can even what maybe call the brokerage up, find out the main office, walk in there, go to the office manager and say, ‘Hey! I'm looking to get in real estate. Do you have anyone who maybe wants an intern?’ Even interning—that's a great thing; that's how I got my foot in the door. I kind of proved myself through interning, even if you don't get paid for a few months. It doesn't matter the amount you're gonna learn as an intern. So if you walk into the office and say, 'Hey, is there anyone who wants an intern?' Or do that—'Are you guys looking for an intern?' You can usually find someone because people always need help, and that's free help. Most people will take free help. Yeah! And that's the best way to kind of get your foot in. It’s a win-win."

"And the thing is, there are a lot of top producers out there. I mean when you really think about it, depending on the area—now every area is different. So the agent in, you know, Los Angeles might need to sell, you know, 50 million plus a year to be a top producer; it doesn't need to be like that! If you're in, let's say, Louisiana, it could be five million a year. Find an agent who's doing, I would say, above average, you know, the area, and I guarantee there are dozens of them probably within a one-hour radius from where you are either way. And you can even approach all of them. And I think it's a numbers game, and I think it is; chances are, most people are gonna say, 'Oh, no, I don't need to help!' I don't need it—one person, I get problems; one person, you just have to keep looking. You have to cast a large net! But I mean that's both of our recommendations—assistant, intern, work for a team—do something where you're learning from a top agent. It's the best way we're learning firsthand. It's a win-win; they benefit from either free help or they benefit from your help and your time, and you benefit from just learning! And oftentimes, learning from someone like that is just being around them."

"Yeah! And that's it! And just putting in the time; even if you're not making money, the way I see it is, again, the first year should not be about ‘I want to make a hundred thousand dollars.’ It should really be about ‘I want to learn!’ If this is like your college, you know? Just the first year. When I got my license, my goal for 2017 was to sell one house! That was my only expectations for myself—so one house! And I thought I was gonna be in a lower price point. I was like, 'Oh, if I sell one house, I will think of myself that I did okay for my first year.' And then I think that is—oh, that’s amazing—finished, and I can go in, and with low expectations, you can't set it too high of a bar for yourself because you don't really know what will happen. Yeah! I actually don't ever calculate commission until the deal closes. Yeah! Because I’ve even had it worth the deal, like all contingencies or move the deals, like a week away from closing, something has, you know, come up. I've never had to deal with—never had a deal fall out once contingencies have been removed. I've had it get very scary last minute where something happens, and then you're like, you know, 'Oh crap! What's gonna happen?!' So I never, I'm so afraid I jinxed everything! So I really believe you can't count it until the checks there—until the deal is like—yeah, until it records, that it's on file."

"It could be the 11th hour and something, that very trailer! So do you have any other advice or any of the recommendations for somebody watching who wants to do what you do?"

"I would say take your time, and you really have to—you have to be in it for the long haul. You have to be in it for the right reasons. Yeah! You can't get into this business saying, 'I'm gonna make two million grand, and then I'm gonna make five hundred grand, I'm gonna buy a bunch of nice cars, and I'm only in it for the money!' People read that from you. Yeah! You had an open house; you have to have this very kind of laid-back attitude of like, 'Yeah, yeah, you could buy this five million dollar house; I don’t really care! Or you can buy this one thousand million dollar house; I don't really care!' If you come off too pushy like you want to get a job done, and if a buyer—if you're showing them houses, and if they feel any push from you, like instantly! Yeah, why?! Like if you have to be, you have to be like, 'Your disclosures here are the reasons why!' It's up to you; there are always other houses out there. And if you are in it to make money, people will read that, and you— I don't think you’ll succeed!"

Yeah! The more you want it, usually the harder it is to get!

"And what I usually do is, you know, I give everybody the pros and cons of every deal, and so I'm never trying to like push them on a certain deal. I'll explain to them all the benefits of this deal in relation to every other deal, and then you let them make the decision for themselves, and I’m a believer that a lot of these properties tend to sell themselves; it's pretty self-explanatory. So you don't need to be there pushing them. Sometimes I’ve found that people are on the fence and do need that extra little... Yeah, and you do that just by, again, explaining the benefits of the property and all you—over the value of the property and again, it's relation—but you know they make their own decision on that. But, and that's the thing I think in real estate, you have to really enjoy it and love it. I think working on commission in a sales job, it is not for everybody!"

"No! I think it takes a very special type of person who's cool with that, who enjoys it, who wants to do it! And if you do it just because you want to make money, I think you'll be pretty disappointed! Because what usually happens to people that get in for money? They're like, 'I worked for six months straight; I did make a dollar, and I wasted all my time!' And they get so bitter, and they get so pissed off, and then they're like, 'I'm gonna do something else instead!' You know? That’s what happens! I would say to the majority of people, don't do real estate!"

"I mean, Jimmy and Diem or just message me through in a Snapchat, and I’d love to—you have any questions, or if you're in the Bay Area, and if you're looking to get into real estate, if you have any questions about the markets or if you... where you should get started in, or, I have connections to have to pay and if I can link you up with a top producer who needs some help, I'd be more than happy!"

"You have no idea what you just walked into! I'm getting—is gonna get a lot! I've even posted on Snapchat once—somebody was making like $100 a day doing like internet marketing or something, accredited one of my videos to like him, yeah, starting that. So I sent him a screenshot of that to my Snapchat, and then almost instantaneously he started getting like dozens of messages just from people seeing that screenshot on Snapchat, typing in his username, which I didn’t—I didn't blur out, but he was—he was cool with it, yeah! But I’m fine with it!"

"I’m—you're gonna get a lot! Reach out to him before he gets too many messages! This is one of those things in the very beginning when I was doing it, yeah, very good! I'll be sure to respond to all of them. It might take some time, that I'll try—and I hate notifications on my phone! I turn off notifications—I can't give the number, so I might have to read them. All for me; I was the same way in the very beginning when I wasn't getting a lot of messages, I would respond to everybody because I didn’t like it. I didn’t like saying that the three on the on the Snapchat—it gets to a point where there's too many, so if I know you guys have sent me Snapchat messages and DMs, I really get to DMs anymore because I get too many, and same with Snapchat—I do my best, but like you get—you get a lot, and then it's just like, you seriously when you have like 400 unread, but you just give up! And you answer whatever is kind of at the top that you happen to open at the time. It gets a lot! But comments, by the way, I read every comment! I do my best to respond to comments, so if you guys have any comments for me, comment down below. But feel free to add me on both of those and take advantage of this—the way I’m putting you in the spot, take advantage of this before he ends up getting like hundreds of messages and people start, like, stalking you and like..."

"Hey, I hope it doesn't go that bad! But you guys, thank you again so much for watching now if you again, if you've watched like this might be like a thirty-five minute video easy and you haven't subscribed yet, I think you gotta tell him."

"Yeah, absolutely! Subscribe, guys; it’s been awesome! I mean I’ve learned so much from you, and just saying since the beginning of the year, seeing what you’ve done from YouTube, it's been amazing!"

"Thank you! Yeah! And it’s not without the support of all of you guys who have subscribed! 56% of you watching are not subscribed! So, yeah, it's a high subscribe to unsubscribe."

"Well, I mean that's common in YouTube!"

"I so subscribe! And then also feel free to add me on my Instagram and Snapchat. I post daily! So if you want to be a part of it, there, feel free to add me there. Thank you again for watching, and until next time!"