Strategies From A Billion Dollar Producer • Scott Harris

Scott Harris the Founder of The Harris Residential Team goes back to the beginning of his journey into real estate business. Scott talks about what he a his team are doing to have their best year ever. Scott also discusses the importance of believing in your clients and also the visionary brokerage and its four pillars. Next, Scott discusses mindset, competition and how he approaches it and positivity. Last, Scott talks about how he celebrates with clients after closing. Make sure to follow Scott on LinkedIn . If you’d prefer to watch this interview, click here to view on YouTube! Scott Harris can be reached at +1 646-302-5710 and sharris@bhsusa.com . This episode is brought to you by Real Geeks . Transcript D.J. Paris 0:00 Today we’re going to be speaking with a billion dollar producer and he’s going to share exactly how he runs his business. Stay tuned. This episode of Keeping it real is brought to you by real geeks. How many homes are you going to sell this year? 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And now on to our show. Hello, and welcome to another episode of Keeping it real the largest podcast made by real estate agents and for real estate agents. My name is DJ Parris. I’m your guide and host through the show. And before I ever talk about our guest, I just want to say thank you, to our audience, everyone listening because we just hit a major milestone, we just crossed over 3 million downloads, audio downloads, by the way. And it’s all because of you. So thank you, thank you. Thank you. I know on every episode, I’m like, tell a friend, tell a friend, you guys are doing it. And I couldn’t thank you more. Please keep doing it. That really is the best way you can help us also support our sponsors. They’re the ones who pay the bills. We love them. So let let them know how much you love them. Check out their services and products, consider buying them in fact, just go ahead and buy them I promise. Our sponsors are awesome. They’ll all help your business. But today we have a great conversation with a billion dollar producer Scott Harris so let’s just get to the main event guys. Congrats again for all of us 3 million downloads big deal for me. Really appreciate it. But let’s get to the main event MY CONVERSATION WITH THE GREAT SCOTT Harris. All right. Today our guest is Scott Harris with Harris presidential team of Brown Harris Stevens in New York City. His team covers Manhattan and Brooklyn. But let me tell you more about Scott. Now since 2003. Scott Harris has been involved in the marketing and sales of nearly a billion dollars of New York City residential property. It’s a really impressive number. He has been ranked among the top 250 agents in the nation and sales volume by The Wall Street Journal real trends top 1000 list. He and his team Harris residential team are regularly among the top point zero 2% of Realtors nationwide, with a focus on people first and a philosophy of visionary brokerage, they are passionate about helping their clients uncover what is next for them in their lives, identifying and securing opportunities in cooperative apartments, landmark townhouses, and condominiums please, to learn more about Scott and his team, visit Harris residential.com, we will have a link to that in the show notes and also follow him on Linked in and just search for Scott Harris. Because he posts a lot of amazing contents, we will have a link to that as well, in the show notes Scott gets has a tremendous following on LinkedIn. And he’s always publishing good content that you should check out Scott, welcome to the show. DJ, Scott Harris 4:15 thanks for having me. And hello from New York. D.J. Paris 4:18 Hello from Chicago and hello to all of all of our listeners from all over. Scott really excited to chat with you I love when I get to talk to somebody who has, you know, approaching the billion dollar mark or I think you guys have exceeded that you’re having an amazing year we were talking offline. And Scott and his team is having their best year ever. This is 2023 I want to just make sure in case somebody’s listening to this at a different time. This is a tough year for most agents but Scott and his team are crushing it so we’re excited to find out maybe what they’re doing and what you know our listeners can learn from Scott but Scott, I’d love to really start at the beginning of your journey into real estate so What brought you to real estate? Well, Scott Harris 5:01 I grew up in, in New Orleans and my family, my father was had warehouses, he still runs a wholesale hardware business. So I spent a lot of sick days or summer vacation days in his warehouse doing running around doing stuff. My best friend and I were like riding bikes, in the wharves on the Mississippi River down by the French Quarter if you’ve ever been down there or and my mom ended up in high school being the marketing director for a Merrill Lynch affiliate. So there’s like a lot of commercial and residential real estate in my background. And for me, it was all about the architecture and design, I loved. All the old Spanish and French architecture, the French Quarter, my very best friend was there, and I’m sort of steeped in it, and, and then did nothing with real estate. For years, I was Toro touring musician, for the better part of my 20s, doing sales on one side booking bands. And then on the other side, being on the road. And when I finally decided I needed to make a move, I was in Boston at the time, I moved to New York, and my stepmother. And as you may have people in your lives, you know, you better than you know, yourself, they’re like Scott, I think you would be a great real estate agent. And it’s not something that I ever thought about. I actually found my college application recently, and it said, I think I want to get into something to do with architecture, you know, and I was like, Huh, that’s pretty funny. So I ended up I ended up here. And sure enough, that first year real estate when I moved to New York, I had no you know, no job, no place to live, no girlfriend, nothing, and just kind of contacts and a real passion wanting to be successful. And it was like a duck to water. Real estate was just I got my license started doing rentals, which is something you can really dive into in New York, because it’s so much of the business, so much of what people live in here. And it’s just been brick by brick building the business over 20 years. It’s D.J. Paris 7:05 amazing. As a musician, so tell us about about a musician, what instrument instruments did you play? Scott Harris 7:13 So if you know, like Pentatonix you know some of those acapella Sure, I was like a it was like a boy band for acapella in the late 90s, we used to open for bands like, and sync and 98 degrees and amazing, crazy and ridiculous and we were you know, wearing all, you know, you can just imagine what we were wearing and all of that it was a lot of fun. I think I had blue hair for a while. It was hilarious. And so as a singer, D.J. Paris 7:42 that was that was basic. And singer a dancer, I’m guessing a lot of can move a Scott Harris 7:48 little bit, I would say the dancing is like, I don’t know how much of a threat I’m going to be on anybody’s dance floor. But I definitely had a lot of time, a lot of fun jumping around, that’s for sure a lot of that’s D.J. Paris 7:59 amazing. I love that. So I really want to sort of dive in, you know, maybe we’ll just dive into to, you know, the success you guys have been having this year because I’m always impressed with success. And, and, you know, I think our whole purpose of our podcast is to talk about people who are successful anyway, that of course, you are having a great year you and your team. By the way, I want to mention real quickly before we get started, I usually say this to the end and then I forget to do it often. But if you are an agent in the New York City area, if you’re working Manhattan, maybe Brooklyn, you know really anywhere in New York and you are interested in maybe looking to see what other teams have what they have to offer. Maybe you’re not getting the right attention or training or support from your existing firm, Brown hair. Stevens of course is a absolutely super reputable firm one of the one of the big, big firms in the country. But Scott Harris and his team would love the opportunity to chat with you so just keep that in mind as we’re talking because Scott this team is doing really well this year and they’re expanding so keep it in mind but But Scott yet let’s talk about what what how are you guys having such a great year? What do you think you’re doing? That is that is paying off right now? Scott Harris 9:11 Well, first I think it’s it in terms of how we think about the business. Big picture, it’s all about helping and it’s all about service to our clients. So in a moment where that you may not be doing as many transactions I never think about your saying oh they’re doing great this year. All of the all of that is just the last the only thing you can see at the end it’s the lag they call it like lag measures right? That’s exactly right. Right. We measures are how are we adding value to clients and so if you’re every person listening, you have something special about you. You have some you come from you know whether you’re whatever you did before, I found like school teachers who become real estate agents are the most Amazing, they’re so patient, and they can really create good boundaries and like be good listeners. And so that’s just one example actors, singers, you know, performers, that’s one side of it. They’re great salespeople, but who are, you know, therapists, we’re like therapists and real estate is just the vehicle, right? It’s a, it’s a people business. And so what we’ve been doing for 20 years is developing relationships across every imaginable industry. And so when I sit down with my client, I’m just listening, what are the things they need? How can I help them across the board? And I’ve just found that the more value you add for your client, I want to introduce you to this person, I want to introduce you this person with absolutely no expectations of what it’s going to turn into. Has, I know that that is the bed, that’s the foundation for our success. And it just, it’s like an evergreen thing. You know, you start January 1, oh, I have I have to do this whole thing again. But what you’ve already done, is just connect to your clients and be that person that they call for everything. Yeah. And how does that relate to like a very specific, you know, we’re helping someone sell an apartment helping someone buy, we really take an A to Z approach. It’s like Danny Meyer, setting the table above and beyond, I mean, anything you need, you can be based in Asia, or in the Middle East, or Europe, or wherever you are, we can take care of every single thing to do with the preparation of your home above and beyond in terms of communication. Our our team is 11. But our extended team is 50 100 200 trusted people that we can go to and make sure that we get things done, right. So it’s, it’s a combination of the actual dealmaking where we really are focused on taking care of everything. And that just establishes this huge amount of trust. But I think it’s also big picture, how can we serve our clients, even when they’re not clients? Everybody, every, it’s not about, hey, do you have a referral from me, because you hear that thing all the time. That’s the best compliment, you can give blah, blah, blah. Because that’s what they mean. And it’s great advice. For anybody who’s ever read the million dollar real estate agent that is a great source of language, like to think about how you can you know how you can cultivate referrals. But it’s much easier than that, just get into conversation with lots of people, and ultimately, you’re going to help them in some way, and then they’re going to, they’re never going to forget you. Maybe that’s too generic. I mean, I can get I can get more detailed about how it’s helped this year. D.J. Paris 12:38 I always think the fundamentals win the game. So what you’re talking about is really consistent with almost everyone I’ve ever had on the show who are all top 1% producers in the country. So is it unique? No. But success usually isn’t unique. It’s usually the the the action that is taken, you know, consistently and obviously, you guys are doing that. And I do want to dive into it a little deeper, because I’m curious, you mentioned, you know, providing value even when someone’s not a client. So this, this is for our listeners, this could be, you know, before they’re ready to use you, they’ve never used you before, but you want to start building that trust and building that, that relationship, or they have already used you. And they’re you know, in between transactions, and that may be 710 years, whatever it is in your local market. And, and I suspect Scott, you guys have an approach to handle both of those scenarios, when you meet somebody first, and then after a transaction, you know, sort of how you stay in touch. So I’d love to hear more about how you guys continue to add value. Scott Harris 13:45 Well, I would say it’s like chicken or the egg, right? If you’re starting if you’re newer in the business, what can you do you want to make a list? Who are the 50 people in your life that are your biggest fans, right? And start just being consistent? It doesn’t have to be 50 calls a day. But can it be five? Can it be five, reach outreaches at two every single day, it’s the consistency. It’s just like going to the gym, it’s like any kind of consistency you can build in your calendar just to reach out I mean yesterday, right? And it can be very intuitive. You have this list in front of you. It can be very old school looking at the list, who are the five people that pop out of that list. When you look at it. I reached out to five people yesterday, one person told me his somebody in his family passed away and they’re gonna hire me to sell their place in you know, in the spring. I haven’t talked to him in probably a year and I just hey, how are you? I was in your old building. I was thinking about you. And that was just my connection point. Somebody else I hadn’t spoken to in a year he popped out of a list. I said, let me reach out to so and so. And he said, Oh, I’m looking to buy and flip something in the city. We ran out. We’re finished our projects in Connecticut. We’re ready to come back in the city. There are opportunities and that’s just yesterday. So you have your top 15 people you reach out to them. And just listen, I think the most important thing you can do is, is just the agenda is I want to connect with this person, I care about this person they care about me, it’s, it’s so much more fundamentally about the people. And if you really just focus on that something good comes out of it, you’re gonna find a way to be of service to them. I mean, my fundamental, for those of you who might be in like a networking group, like a BNI, or any kind of networking group across the country, they’re amazing. It’s all about giving, with no expectation, and then knowing that it’s going to come back from everywhere. And that’s, that has been, that’s just how I am I want to help people out, I want to listen for ways to help them, but it’s just doing that on a consistent basis will ultimately get the ball rolling. Yeah, D.J. Paris 15:51 I agree. And I think it’s kind of the most fun part of the job for a lot of agents, which is I get to help people first, and I’m doing that for free. And it might look different to each particular contact, or client, maybe I’m connecting somebody with somebody who does roofing, or I’m connecting somebody with a dentist or helping somebody, you know, start to think about where their next home might be because of schooling and they have children, you know, or whatever, just, it could be anything, but maybe the transaction isn’t today. But providing that kind of guidance. And assistance is really what every person in this in this world once we want people to come with ideas to us and people to listen to, to our challenges. And there aren’t many professions, other than therapists, maybe attorneys, doctors, I guess, who really get to know their clients. And I think real estate is one of those professions where you really get a deep dive into somebody, and that, that allows you to build more intimate relationships with people but like, like Scott was saying, you really have to go first. And you have to pick up the phone. And you know, I love the fact that we have social media now to help us give us those those contact points. Like as Scott was saying, you know, he’s just calling Hey, how’s it going? I was in your building. LinkedIn is a great place to find out what’s going on with someone’s professional life. You can see if there’s any news about their company, you can see if they’ve had a promotion, you can even see when their birthday is that kind of thing. And you can just pick up the phone, say, Hey, I was on LinkedIn, I saw you just got a promotion like that. That’s a contact point, right? So there’s so much opportunity to pick up the phone and call and talk with people. And I want to talk to Scott, I want to pivot a little bit to talking about believing in your clients. I know that’s a big thing for you. So sort of walk us through what does that mean to you? And how do you? How do you create the sort of safe place for them to be able to share their lives with you. Scott Harris 17:46 So I want to give a shout out, I listened to a lot of a guy named Ed my lead who has this wonderful podcast, he’s just terrific. And, and I’m not krimpet cribbing from him, but he said something recently, which I think is just it’s how we run our business. It’s, I see the potential in people. And I see and and more than that, when I sit down with someone and we talk or get on the phone or even zoom, right, that I’m listening to what their dreams are. I’m like a like an eight year old kid listening to his parents. If the parent says, Hey, I’m writing a book, or hey, I’m starting a business, hey, I’m opening a restaurant. Little Johnny doesn’t say, Well, what if the, you know, what if he can’t, I can’t raise the money? And what if, you know, I can’t work out a deal with the landlord. And you know, what if I don’t know what I’m doing? Little Johnny just believes that his parents or you know, his, his dad or mom is starting this business. And then they just it’s going to happen. It is already real. Right? So what I don’t know how I’ve maintained this sort of innocent belief in people. But I It is that simple. Someone says I want to do this, I’m like it’s happening. We’re going to make it happen. I don’t know how. And I’m not worried about how I have 20 years of experience, we will figure out how along the way, but it’s going to happen because you’ve we’ve created a space where I really hear what it is you want. And they’re things you might say they’re things you might not say I’m listening for both. And we’re starting to create this vision for what buyers are looking for sellers, what’s next for them? And it’s sort of you know, I have four pillars of what I call visionary brokerage. The first one is understanding like, who are you? It’s not about your property. It’s just who are you? What made you fall in love with where you live? What are you looking to do? And it’s because it’s this fundamental belief in people that they can that we can help them do it is like the most important and then we add wisdom on top. That’s our second pillar. And then we can have all these insights. You know, the way we run the business is create this system. You know, all of the I have an amazing operations person out give a shout out to Karen who does. She’s incredible and a transaction coordinator who’s Brooke and she’s incredible. So we have the system, the structure in place. But it allows for all this intuition where we can just have this crazy idea of like, hey, maybe we should you want to look on the west side of Manhattan, we have this idea of what about this thing over here. And we just have to trust, honor that like that intuition that sort of comes out of nowhere, because we’ve created the space where it happens. And I can pause there, but it’s, some people say it sounds a little woowoo, you know, a little, you know, but I really think it’s about having the structure in place. So that magic happens. Really, you are D.J. Paris 20:45 you are so 100%, right? And it’s not it’s not woowoo, it’s, it’s just harder to measure. Right? So intuition is hard to sort of understand, but we all have had experiences. And it’s been my experience throughout life, that my intuition is usually right. I won’t say it’s 100%. Right. But it’s usually right, maybe 80%, maybe not, maybe it’s higher than that. And if that’s true, then I have a really valuable resource inside of me, however, I have to get quiet enough to allow or create a a container, where that intuition is free to spring forth, right. And so Scott is talking about doing this themselves, because he’s right, there are times where, you know, gosh, there’s nothing on the east side, but we have this other thing over there. And it sort of feels like it might be a fit for them. And even though it’s not really what they’re looking for, it feels like it might be so you know, those are kind of ideas that spring forth. It’s reminds me of that old saying, as a musician, you’ll appreciate this. It’s not the the notes that make the music. It’s the space between the notes. Actually, the silence between the notes that creates sound, otherwise would just be one blaring sound. So what we’re doing is what Scott’s really talking about is creating an environment where intuition can can can thrive. And and that is yes, maybe it sounds a little new agey, but it boy, is it powerful. And just about every realtor, I’ve talked to talks about their intuition, they trust their gut. Scott Harris 22:14 Well, I think the part that people forget is, it’s your job to create, like, I think of us is like, we’re the captains of the ship. Right? We’re steering it. And they’re, you just forget, it lets you put yourself through it every now and then just how stressful This is. Right? Think about the most stressful things in people’s lives are losing a loved one getting divorced, and moving. Right, maybe you know, the new job losing your job, but like we we encounter people at their most stressed? Yes, job. One is to like really be calm, and be the space when they come, they come in contact with you. Everything swirling around, you’re like in the middle and like, it’s all good, right? It’s like you have to however you get there, yoga, Zumba, meditation, whatever it takes go running. I don’t you know, I do a few of those different things. But whatever it gets you so that when people come in contact with you, they’re like, okay, this person knows what they’re doing. And, and I trust them. Because when things are crazy, they just settle in like, oh, wait, we can find a solution here. And D.J. Paris 23:28 yeah, the idea of the power, you don’t Scott Harris 23:30 get sucked into the drama. And so many agents do. And of course, I mean, I’ve been Have I ever, ever yelled probably this week at somebody, right? Maybe not. But it’s just so easy to lose your temper when when the stress levels high, and you really want to close this deal. Oh my god, it’s like every everything is weighing on getting this one deal close, especially in a harder market. But you have to be like, wait a minute, like that it’s going to happen the way it’s gonna happen. It’s gonna it’s not this one. It’ll be the next one. But it’s like, how can I just stay calm? D.J. Paris 24:01 Right, you’re so so absolutely right, I really want to step on this point. Because as real estate professionals, we forget, oftentimes what it’s like for the consumer and the consumer isn’t always sharing how stressed they are. Because there is it’s a vulnerable thing sometimes to say to a real estate agent, maybe you’re working with for the very first time and you’re going through a transaction. And you know, the consumer is stressed about a particular bump in the road along the way. And, you know, maybe they’re sharing it with their agent, or maybe they’re trying to just tough it out going, you know, but realistically, we know that, you know, real estate transactions are stressful, and it doesn’t help if the real estate agent that you’re employing is also feeling that same level of stress. Right, the real estate agent is there to calm the situation. Reduce the activation help solve those problems. It’s so you’re so right is whatever you need to do to reduce your activation staying out of the drama, you know, processing whatever, you know, negative stuff is flowing through you. And it flows through all of us it happens, like you were saying, you know, we all get angry, sad, scared, and learning how to manage those emotions more effectively. So we can show up and be that for our clients who are going to need at the boats, can Scott Harris 25:20 I give you an example of something that just happened, please. So yesterday, we’ve got a I mean, it’s the scale, I think it’s like, if it gets overwhelming to you, if you’re listening, it’s like, just remove a zero, right? This is like a three and a half million dollar deal. And, and the, in the buyers, I’ve stressed already, you know, this is gonna be such a big deal. It’s like, okay, and the buyer came to us. And we were asking all these concessions. It’s a new building. And the buyer said, I want you to give us, we already given a small concession our commission to get to just finalize the deal. And they asked for, they were they wasn’t enough, they want us to give another few $1,000. And they were texting with a woman on my team. And she’s texting me, we have to say something, we have to do something and I said, You know what we need to do nothing. Like we are going to do nothing today. I’m not making this decision on the back foot when everything is swirling, let it sleep on it, go exercise, go get a drink, whatever you need to do tonight, we’re going to touch this tomorrow morning, and the buyer calm down. And his attorney reached out to us and said, Look, we just need to do something. And this is and it was very concrete. And we were like, That’s fine. Right? But it solved itself. And the best. And sometimes you just have to not respond to that email, doing one thing today is doing something. Right. It’s like, if you are like, oh my god freaking out, just put the phone down, put it in another room, go have dinner, I know, it may not be the best, most fun dinner. But like, try to distract yourself with something positive. And I that’s we focus on it all the time. Because that solutions come to you. People say OH, Sleep on it, and whatever, it’s actually a thing. You wake up a little with a little different perspective. And D.J. Paris 27:05 maybe you’ve processed some of that stress while you’re sleeping or whatever activity, you know, it’s so funny, Scott, I was, I just learned this, I’m 47. I wish I would have learned this much, much earlier in life. But I was doing a meditation class. It was actually taught by LeBron James of all people. And so it was kind of funny. And I was like, Okay, I don’t, I would love to know what LeBron James does is one of the great greatest of all time. And he said, it’s critical for him to be mindful of his emotions, because it’s really stressful, you know, times on the court, he can’t allow himself to get angry, or scared or sad, because it impedes his ability to do his job. And he actually has less access to his all his resources when he’s stressed. And we know that the sympathetic nervous system, the fight or flight response kicks in when we’re stressed. And you just if you do just any a cursory dive into what happens biologically, we are limited in our resources, our brain has limited resources, our body is literally trying to survive at that moment. So it’s not the time to make any sort of really impactful decision. Unless you’re in a literally life or death situation. That’s why those resources are there. So being that that’s not probably what’s happening, it’s not the time to make decisions. And he talked about that in this meditation course. And he’s like, I have to be called the court because if I get upset, I lose he goes, I actually will perform worse. And this is the number one guy you know, maybe of all time, saying that are certainly one of them. So I am right on the same page with you. And there are ways to learn how to, you know, man better manage your emotions, or like Scott says, you know, hey, even if it’s just go, go take a walk, go have dinner, sleep on it could not agree with you more, that is such a wise tip. Scott Harris 28:57 There’s, I’m just thinking, you asked him, you know, how are we being successful this year? And people accuse me of being an optimist, okay? And I will gladly say like, Yes, I am an optimist. And I think to be a good agent, you have to believe in your clients and you have to believe in being successful for them. Right. But you also there are so much noise there’s so much negativity in the news and and on social media in places right. And I would encourage people to take a look at what they’re consuming and reading and and even the people they’re around. You know, there are agents who are doing great and even if there’s they’re having a tougher year, like be around the people that are positive. Be around surround yourself with some positivity. People who have ideas, how are they going to actually move forward? Don’t the people who are not who are complaining about what’s going on but are like, Hey, let me try something new to get this sold. Let me try this If this isn’t working, let me try this. Okay. It’s not always it could be just price, you know, but there’s always something to do. But I think the bigger picture is maybe stop looking at the news, right? Maybe of subtract some of the stuff that just leaves you permanently stressed out all the time. There are so many agents who said to me, yeah, you know, there’s no inventory in my town. And and we talked through it, you know, like, Okay, well, how do you if ask a different question, right? How can I create some inventory? You know, ask it, and then maybe you’ll have an idea that just comes out of nowhere, like, maybe you want to host a dinner, or maybe you want to have people over to your home, and just, you know, talk about the successes you’re having, and something might unlock something might, you know, if you do if that results in one more deal this year, wouldn’t that be great? As opposed to, D.J. Paris 30:50 you know, it’s, you know, just sitting, that is such a great ask a different question. That is such great advice. So Scott just said, you know, you’re let’s say you work with a buyer, there’s no inventory. And it’s frustrating, of course, it’s frustrating, especially for the buyer, it’s frustrating for the agent. And Scott said, Okay, well, let’s ask a different question. We can’t fix that. That that is, you know, what is? Is that old Zen saying, what are people say? I don’t know how they say it a different way. What is, it is what it is? Yeah, I learned it a different way. What is is what, what is the same thing? But what is is and if you push against reality, you’re you’re just going to tire yourself out, and you’re not going to affect it. But if you pivot and ask a different question, how can I create inventory? Well, that solves a lot of problems, right? And, and ultimately, that’s, that’s the job of the agent is to creative problem solving. And I could not agree with you more, change the questions, change the notice how you feel, when you’re watching, and absorbing information, news, social media, whatever, if it makes you feel good, good. If it doesn’t make you feel good, be mindful of that. And limit, because that is limit the amount of exposure you have to it is going to influence how you feel. It just does. It’s just the way it works. And social media and news media in particular, are very skilled at creating emotion, emotional intensity with their viewers, their audience, that’s their job, that is how they get paid. So it’s not that it’s not important information to hear. It’s just you have to realize that the way they keep you attuned to their channel or their their website, is by by creating such an emotional, intense environment that that sort of tap captivates you. And you have to be careful, because that’s going to influence how you feel. Scott Harris 32:44 Indeed, yeah. So I was just, I was thinking about the one thing that we do, we have a stand up meeting three days a week as a team. And I mean, I meet with the members of the team every other week on a one to one and we talk about their business and how I can help them grow their business. So we brainstorm. And we come up with the really important thing that you can start a meeting with is going around the room and talking about what one thing you’re grateful for one thing you’re proud of, I learned that from an amazing business coach that I work with a guy named John Mark Shaw, who I’ve been working with for a bunch of years, He’s based in New York, give a shout out to John love him, he’s amazing. And that alone, just shifts the whole conference, the whole room, people might be having a bad day, or you know, they woke up, you just don’t know, if people are showing up with, you know, they may not have slept well, because they’re, they have a baby, and it’s, you know, they are up all night or their dog is sick or who knows, right. And like just focusing on one thing you’re grateful for one thing you’re proud of, can totally change your energy. And then when you get on that phone with the next call, not so you know, and you had a setback, there’s like a pause, and all of a sudden, you know, don’t bring that bad with you for the next call. You know, it’s D.J. Paris 33:58 so important. And I know we’re spending a lot of time on this. But I really think it is one of the most important skills for agents to learn is how to, you know, set themselves up for success. You know, people call it mindset, or whatever you want to call it, just being able to prime yourself so that you’re in the best possible place to serve your clients and serve your your your own business as well. So I could not, I could not agree with you more. And it’s the reason this podcast existed for that exact same reason is I want people to realize agents who are struggling that this path is possible and, you know, 500 episodes later, thankfully, people are listening. And we appreciate that and and so we’re so grateful to people like Scott because, you know, a lot of times too, I think it’s easy to sort of forget that top producers still are doing a lot of the same activities that a brand new agent will be doing. They have more experience, they’re able to do it at a different scale. Hail. But I suspect Scott, I bet a lot of the same things you do today are things you did 20 years ago. Scott Harris 35:06 And by the way, yes, yes. Like I think, you know, if there’s some simple thing I do, when I think of someone, I send them a text when I see something, and I’m like, Oh, I think of that person, I just do it. I don’t, there’s no, like, make a list and then do it. Like, if it takes two seconds, I do it. And that’s the way I’ve always been. I mean, I am I do have ADHD, it’s like, oh, I have an idea. Let’s do it. But if it’s simple, I do it. But I want to say something. Because if you’re out there, you’re like, Oh, this guy, you know, sold a bunch of real estate. And you know, he’s really got it figured out, I am stressed out, I make mistakes left, right and center, you know, I plenty of deals that die, that fall apart. And I make you know, I say the wrong thing all the time. And I call myself out in front of the team as much as I can. Because they need to know that it it continues, you know, you have a bad day, you think, Oh, I’m not good enough to get this piece of this, this listing and you talk yourself into some all of those things, the self talk, the negative self talk, it just continues, you have to really be aware of it and work through it. But the same things that you know, that you might struggle with, if you’re a newer agent. Everyone does it. And everyone continues to make mistakes. And it’s like, the more you just own it. And the team appreciates when I talk about my mistakes. Oh, I screwed this up. Sure. Oh, my God, I screwed this up. We launched a listing with the wrong price recently, I was like, Oh, God, like I can’t believe I did that. Just just stuff that you you have to call yourself out. Because it it makes people feel like they can they can be successful, and they don’t have to be perfect. You know, and that’s such a relief. Such a relief, like you’re a human, you make mistakes. I get it. I do it too. Right. And that’s the team is held to account, but not, but not held to perfection. D.J. Paris 36:53 Yeah, I actually think successful people fail more than non successful people, I really do. Because I think once when I say fail, I mean making a mistake and error. You know, whatever that looks like, because it’s the only way we actually learn, we learn via mistake. You know, when we do something that we already know how to do that just sort of, you know, just validates what we already know, we don’t have much of a learning opportunity. But when we make a mistake, that’s where wisdom comes in. And that’s where Scott has 20 years of making mistakes. Which, and again, I say that in the most respectful way possible. I mean, Scott, we look at his his track record and his team’s track record, you know, billion dollars sold, these guys know what they’re doing. And they’re, they make lots of mistakes along the way, but they keep going and they keep learning. And that’s that’s the thing is I will just think if you can learn to get excited about making mistakes, then you’ll be in a little bit of a better position because they won’t be so devastating when they happen. You know, I make we have 800 agents here I make mistakes every single day terrible mistakes terrible mistakes and yet And yet yet here we are. And you know, our brokerage continues to grow Scott’s is as well. So, you know, it’s not about not making mistakes, as Scott said, you know, nobody’s perfect. But realizing that the mistake is actually the opportunity to then you know, correct something for the future. So it’s actually get excited about your, your errors, your mistakes, listeners, because that’s where the real growth happens. Yeah, Scott Harris 38:32 there’s lots to learn. I mean, whenever we have a deal die, or like, we lose a bidding war, or whatever you want to consider, you can either consider it like, this is the fail, right? Something that happened, like, wait a minute, like, what did I learn through that? You know, we have I mean, and there’s so much out of your control anyway, you lose a pitch. Okay, what was there, it’ll be learned there, you know, we, if you bet 50% on your pitches, you’re doing incredibly well. We’re going you know, it’s, you’re gonna win some sometimes somebody has a relationship with the cousin and they’re gonna win the listing, no matter how they’re like, We love you. But if I hire you, my wife’s gonna divorce me. Like, that’s just the way it goes, you know? And you’re like, Okay, I get it. And is that a fail? No, it’s like, you just, you chalk it up, and maybe there’s going to be an opportunity where they refer you somewhere else. D.J. Paris 39:21 Yeah, there, there’s, there’s always other opportunities, because of course, with real estate, everyone’s got to live somewhere. Right? So this idea of, you know, there isn’t a finite pie really, in this in this business, there’s so much opportunity, but you do have to sort of, you know, have the correct questions that you might be asking yourself or questions that will lead you into opportunity. And, and that’s really what Scott’s talking about is being super mindful of your thoughts. You know, what’s coming in, what you’re saying to yourself, how you’re treating yourself. And then of course, you know, how you’re, you know, interacting with clients as well. Scott, let’s I want to talk about client winning business. Because I think, you know, at your level, you know, you’re you’re dealing with, certainly, you know, you’re working in the most arguably the most difficult market in the country. And there’s lots of competition, lots of great agents in New York City, you being one of them. But there being lots of other really fantastic agents. I’ve had a lot of them even from Brown, Harris Stevens on my show. So I know how the competition is out there. How do you think about competition? And when you’re maybe up against, I assume, it happens in listing presentations, maybe you’re up against other agents, maybe even agents? You know, how do you sort of approach that? Because I know that that can be very stressful for for agents? Scott Harris 40:49 Well, first, of course, you’re going up against other agents in a lot of situations. That’s just, I mean, I, if I were looking to buy a car, I’m looking at multiple cars, right? I mean, yes, you’re trying different things. So I think any good seller is going to do a little bit of due diligence. I think that’s actually great. I have a couple of answers to this one. And some people are going to, I don’t know how they’re gonna react. But I actually don’t think of everyone as competition. I mean, during COVID, I was putting out video after video to the entire brokerage community about how technology we could use to go and because we were totally shut down for a few months there. And I was like, Oh, you can use this video service to do shoots. And you can do this. And let’s try this. Because it’s like, I believe that a rising tide lifts all boats, you know, the better the more professional we are as a community, the more successful everyone is, okay, so I think of, I want to establish the best relationships across the brokerage community, because we eat 20% of the agents do 80% of the business, that’s just the nature of things. So I just want to be great at what I do, knowing that it’s going to help me as somehow and I want to help them do a good job. So I don’t always think about everyone is competition. Sure, if you flip it and say, Okay, I know I’m I’m there meeting multiple people, right? It’s like, what is how do I really articulate what makes us different and special? And I Okay, first, we have a track record. I’m not trying to pat myself on the back. But if I don’t say something, nobody else will. Right, right. 20 years of experience, lots of sales, and we have a great system to get this sold for you. But more than that we care about you. And I’ve been referred, I can’t tell you how many times I’ve been referred to people, Scott, we refer to you because you’re not a jerk. Right. And I mean, I know that may sound like simple, but I actually care about the people and want to see them be successful. And that underpins everything. So the system is to create win win. It’s like I’m not if you’re looking for somebody to rip off, you know, rip off somebody’s face. That’s like a phrase, you know, like, really take advantage and like, you know, kill someone and get the best deal ever. That’s not my approach. Do I? Am I a good negotiator? Yes. Can I get great deals? Can I uncover great deals? Absolutely. But the approach is, how can I make this into a win win situation? Because if you don’t, they’re going to find a way to get you later. I really think like, big picture, if you can try your intention is to create a win win situation. For us a really happy buyer and a happy seller. That’s if i That’s my assumption, how do I do that? Right? How can I offer that, and it’s the intention, which will get you further and we’re going to be super resourceful, we’re going to be incredibly creative. And and in our marketing, we’re branding your property, if we’re representing a seller, you know, with a buyer, we’re selling, we’re selling the buyer, as you know, we’ve had people that we there was no way that we’re getting someone who had a dog in a building that doesn’t allow dogs, okay, pretty open and shut case, right? And we got them approved to buy and bring their little dog Benson into that property. Because we we found the way around it, you know, can they go into the service? I mean, it was they went to the service elevator and the dog couldn’t go out the regular, you know, in the regular entrance and whatever, it got a little crazy. But like, it’s just how can we care enough to really find answers when other people say they can’t be done. And that has served us really well. Right? And we have the track record to prove it. But if you if you are new, and you’re just like I really care, and I’m going to go learn, I’m going to study this inventory like nobody’s business. And I’m going to go I’m going to know every building there is or I’m going to know all the comps that sold I’m going to study the heck out of this. And when things close, I’m going to you know communicate that to people like hey, look at this closing on your block and you’re going to set up searches so that you just no more. You’re already way ahead. D.J. Paris 44:56 Wait, what so what you You just gave you basically gave a pretty amazing, it might sound nonspecific, but it’s not not specific, it is entirely specific. You just gave a great plan for anyone who is, you know, learn your inventory, you know, understand the market, you know, increase your skill, set your knowledge and stay in touch with people. Yeah, yeah, I mean, it’s, and most importantly care about them. You know, that’s, that’s the missing piece, I always think, I think caring wins the game most of the time. You know, there’s going to be times where it’s just a strictly a numbers situation. Yeah, those are good happens, I guess. But the vast majority of human beings who are going to employ you to buy or sell a home really want you, they want to feel that you that you care about them. And you can demonstrate that and you can demonstrate that over and over again, empathy, sympathy, checking in on them, making sure they know that you know, what’s going on in their lives, that you know what their goals are. And I know that’s really important for you, as you get really excited. And if you’re not watching this live once, if you’re not watching this visually, you’re listening. Scott got really, really animated earlier when he was talking about, you know, working with his clients dreams, he got really, really excited. Because you because imagine if you have a real estate agent, if you’re not in this business, and you’re you need a real estate agent to buy or sell something, you wouldn’t you want somebody who is really excited, and your dreams, right? So that’s demonstrating care. And, and I think that, you know, Scott, that that it’s just oozes out of you. Scott Harris 46:38 It also, if it’s about caring, then it’s your people so often forget, they’re like on the on the same side of the table, they sort of they just forget that they’re working with someone, you know that they’re not working against someone, like everybody, you’re helping someone they so desperately want to sell this thing, they have an idea of what they want to do. And it’s about them. Right? It just make it about them. Like you go to a cocktail party, you can get super nervous because you’re like, oh, you know, I don’t know anybody and whatever. And the second you just get curious about the person you’re talking to all that melts away. It’s like you can’t be fear. You can’t be afraid and curious at the same time. Right? Like, I’ve heard that before. I think it’s very, yeah, that’s true. Like, I want to learn about you. What are you about and, and when you care, there’s so much more forgiveness for little mistakes, you know, I care, I’m gonna figure it out. We’re gonna brand this property, we’re gonna just whatever we do, and it’s now and then it goes perfectly right? You know, people like, Okay, we had this deal. We had an exact strategy, we priced it here, we got a deal done, blah, blah, blah. Vinny Warren’s amazing. And then a lot of the times, especially in markets like this, it takes a little bit longer. A lot of you got very used to and 19 and 2021 to like things selling over asking in one day. Good. Well, that was fun for a minute. You know, I was in Vegas last year, and these la, los angeles agents were like, oh my god, it’s like, I’ve got to hire more people. I’m not sleeping my wife, you know, it’s crazy. My life is a shambles, because it was there just so much business. But now it just comes down, there’s never been a more important time to have a good system to manage this and to manage the people and all the potential, you know, the pitfalls of a market where mortgage rates are slightly higher than they were a year and a half ago. D.J. Paris 48:34 Yes, slightly higher. And and that can in that can be a place where people get trapped. Agents can get in that mindset of high interest rates, low inventory, not as much opportunity. Well, okay, yes, maybe. And let’s, let’s let’s shift our focus and start thinking about how do we demonstrate one thing we can do is we could demonstrate care, I could reach out to every single person in my database over the next several months, let them know I’m thinking about them to actually check in see what what’s going on in their lives. You know, see what they’re doing on social media and comment on it and say, Hey, I saw you just got back from a vacation that looked awesome, you know, really excited for you, or whatever. There’s lots of ways you can demonstrate this. And, you know, if I was somebody without a listing today, without any listings today, what I might do is reach out to everybody I know and print out the Zestimate from Zillow and say, hey, if Zillow thinks your home is worth this, I actually think it might be slightly different. But I just wanted to share this with you give me a call, we can chat about it. Right. That’s an opportunity people, there’s always reasons to pick up the phone and call somebody and and connect with them. And that’s what this business is. It’s really, it really is a service business. I mean, it’s more service than it is anything you like you said, we’re on the same side of the table as the client, like how do we how do we always keep that that Uh, that perspective, right? Well, I Scott Harris 50:03 wanted there was you were touching on, you know, something you can do is something I don’t think I mentioned yet. In New York, we have buildings. So if somebody buys an apartment in a building, it’s not hard for us to set up a search so that every time price comes available in that building, you can, it’s information you can share with your client, right? It’s like, oh, you know, it’s some of my high end clients, we’ve sold, you know, multimillion dollar properties in the building, it’s very exciting when you see something that’s selling at a higher price. But at the same I’ve had a situation downtown last year, where I’ve sold an apartment to, to a client, and the same apartment came available at a what I thought was an excellent price. And I said, I emailed my friend, I said, Oh, this is such an, it’s so interesting, I can’t wait to see what this sells for. He immediately introduced me to his friend who wanted to buy that unit, I negotiated without ever, I didn’t meet the client until about two months later. And we put a deal together just because I’m sharing that information. With no expectation. I was like, Oh, this will be neat, just because I wanted him to know about it. But the other piece, which I know I haven’t talked about is the idea of telling stories. Right? So if you have even if you one of the great things about having a team is that this team and some of the agents are new, they get to hear every single we’ve sold, maybe I think 80 apartments this year, you’re at 80 deals in New York, you know, that can be a pretty big, you know, volume. Some people sell 300 400 homes, and God bless you for being able to do that. That’s incredible. But every every agent on the team can own those stories as their own. And every you know, every other week, we we take an hour, and we talk about like three different case studies, like what did you do, right that the success and then every other week we do? What are the challenges you overcame? But the ideas that you’ve evolved? What are the stories of things that are happening today, because people love to hear about wins. And it’s like, you’re not bragging, you’re just like, oh, we just helped this client, you know, put a dog in their, you know, in a non in a building where no dogs are allowed. That was so exciting. Or we help someone get a great deal on this building, you know that that sale was a million dollars less than the last one that traded? Whoever that’s like, I want to hear that. Tell me more about that. Scott, you know, so those are, if you have good stories, share the stories, not people. What’s the question at cocktail parties in New York? How’s the market? Well, well, actually, you know, the the prices are up 4%? No, like, tell the story. Just tell the story about something. Well, we were helping this buyer. And you know, they’re, they’re excited about this neighborhood. You know, we got we got a deal done here. And we were having a lot of success in this neighborhood. You know, why do you ask what’s, you know, what are you thinking about? Like, there’s so many ways you can answer without the the boring market data information. D.J. Paris 52:54 You know, that is a really great, great tip. Definitely have have stories to share that are authentic to you, that are impactful to you and that you have passionate about so that when you do get asked those questions, because that is the first question that anyone asked when, you know, when somebody says, Oh, I’m in real estate, Oh, how’s the market? Right, that you’re absolutely right, the number most commonly asked question, and and you can answer that with, with whatever facts and figures you have. But Scott has absolutely right, have some personal examples of things that you are currently working on or have done. And this is a great, I think, you know, Scott, you said something also very powerful. Like, after every deal, you guys go through and say, Okay, what went well, what what what were there, were there challenges or opportunities for growth? Or, or, you know, was there a story here that we can we can work with, you know, just basically working through the transaction after it’s done. And finding those those magic moments and maybe the challenging moments, and then learning from the challenging moments, and then really celebrating the magic moments. I mean, it’s, it’s, it’s great for marketing, it’s great for keeping the team spirit up. And also just, you know, continuing to service the client. I Scott Harris 54:07 love that. Thanks. It’s fun. It’s fun to do that. It’s much more interesting than we just did a webinar with an economist and you know, a mortgage broker and this a wonderful data. And it was we were talking about the market, but like, what really came to life is the stories. What are we seeing in the market, the actual deals? That’s where people can wrap their heads around it? D.J. Paris 54:31 Yeah, I could not I could not agree with you more. I 100% a big fan of learn how to tell stories. I actually it’s funny, you just reminded me of a interview I had once with an agent in Florida, who sells mega mega properties like 30 million plus kind of you know, it is just a different sort of whole thing. And and he you know the because when you sell those types of properties, of course, you There’s whole teams that are involved that you have to work with. And there’s a lot more people involved in the transaction, a lot more complication. Usually, however, he said, it was really funny, he goes, Well, it’s all about story selling, meaning, it’s all about, you know, he goes, when I show a prospective buyer this property, I want to know what, what their vision is for the property. And I want to tell them the story of this property and really sell them on it. And that he goes, that’s really all I do, because I tell the story. And I, I unite stories, basically, which I thought was really a smart idea. Scott, one other thing, too. So we talked about providing value. I’m curious, what are you doing to celebrate your clients? You know, after a transaction? How do you stay in touch with people after? Scott Harris 55:52 You know, that’s, it’s? It’s a great question. And I think a lot of people don’t think enough about how to celebrate with their clients. And, you know, we, it’s, it’s, there’s no one size fits all gift. Although a gift is nice, you know, it’s it’s an acknowledgement of a milestone, something happened here, that was important enough that we wanted to say thank you for entrusting us for like the biggest transaction probably in your life. Now, in New York, that’s not always true. You know, people are, you know, doing multibillion dollar deals in their jobs. And this is like, a place to live for them. And it happens to be $5 million doesn’t matter. You know, those people, I always you know, that I’m gonna botch the quote from that movie, Notting Hill, but at some point, you’re just a girl standing in front of a boy hoping that you know, he’s gonna love her. D.J. Paris 56:49 Right? Yeah. Ask her to like, or whatever. Yeah. And that’s really, Scott Harris 56:52 it doesn’t matter what the price is. This is a sacred moment for people. And so what’s the gift? What’s the gift? What is going to touch someone? Maybe it’s a donation to a charity that you know, they support? That’s easy to find, and people don’t we do that somebody is a runner, and they want we want to support the Central Park Conservancy on their behalf. Okay, sometimes, it’s, it’s just some beautiful roses, you know, it’s something simple like that. It’s, it’s certainly not always alcohol, not everybody drinks, right? A bottle of champagne, pretty is pretty boring. Sometimes. Sometimes it’s, it depends on the person. So like, take the moment to, to mastermind with your team, what do we think the best thing for them is? Take them out to lunch and give or take them out to dinner, do something to acknowledge this in banks, they have these celebratory closing dinners. You know, it connect on a personal level. I know it’s sometimes a little bit weird, hey, can we get together after the closing? But do it find a way to connect with people. But we also celebrate every every once a week, we have a meeting as a team and we go through what are our celebrations. And I think that people especially, you know, type A, I can speak for myself, the closing happens and you’re like, you don’t even take five seconds to celebrate it for yourself. Think about what you’re able to do. The people that you help. So celebrate for yourself, celebrate with your team, celebrate with your clients. Give them the room to be happy about what it is. Because it’s like they’ve just achieved something big. Maybe this is like their their lifelong dream, right? There’s a reason they call it a dream house, take a second to to really let that soak in. D.J. Paris 58:33 Yeah, and also every year on the anniversary, you can relive that that moment, and you can remind them of that moment. And you can reach out and check in and say, hey, it’s a year, you know, year to the day that you bought that property, how’s it working for you, I just wanted to check in and see how it’s going. If you’re having any problems with anything, let me know I can help you get stuff back. I’m just excited. It’s been a whole year, you know, that sort of excitement and passion that I’m sort of speaking for Scott Scott obviously speaks for himself. But he’s, you can hear the passion in Scott’s voice. So I just love this, this conversation because I think what we’re really talking about is, is yeah, just being into your clients, get into your clients, like be into them, you know, be into what they’re into, you know, get excited about what they’re excited about help support their stuff, and their vision, their dreams and point they’re gonna be with you for life. I mean, that’s all we really want. I Scott Harris 59:34 wanted to do something I learned a few years ago, I just never thought about it this way. We all get referrals, right? And we say thank you when they come in. And you know, if we if there’s a referral from another agent, it’s like, my favorite thing to do is write that it’s very easy to celebrate because you’re writing a big check to someone who referred you this client. Thank you so much. It’s amazing. You know, and for those brokers out in the in the rest of the country, it’s like our favorite thing to do. We send so much business it’s like we’ve done 15 deals in Pittsburgh this year for some reason we’ve, you know, referred that much out and Florida and Connecticut and all over the place. But, but if someone thinks enough of you to refer you, I keep them and I keep them in touch. And then, you know, what is that? Thank you that happens at the end of the transaction to them. Sometimes it’s, it’s, I don’t want to put $1 number on it. But is there something special you can do say a letter, a handwritten letter, but the little nuance which I loved was like, Okay, this deal came from here, and what was the what was the parent of that referral? And what was the grandparent? And can you go back how far and say, you know, I saw I did a rental deal in 2003. And that turned into 40, or $50 million of business over time. And I go back and say, you know, I just want to say, thank you, for trusting me, as this new agent who cold called you, when the classified ads were still a thing in the New York Times, because that I just closed another deal because of our relationship from 20 years ago. And I just wanted to say thank you. And it’s like, so I’m so full of gratitude, because I can really trace it back. And if you take a moment for that, like, I’m feeling so grateful right now, just think of John, this artists who hired me years and years ago, I had no experience, I had no business, you know, almost no business doing that deal. But it turned into so much more. And you can go in every direction. And think about all of the different ways that you have gotten to where you’ve gotten and just stand there for a second and say, who should I be? Thank you should I think right now? D.J. Paris 1:01:35 Yeah, and boy, I was feeling grateful for the for the gentleman back in 22,003, who took a chance on you as well, because obviously, it’s it’s birth, this this amazing career that you are now in. And that is, it is such a great suggestion. Let’s appreciate the people in our lives and let them know how appreciative we are because are we are to them. That that is really the key is Scott. You know, it’s funny, we were this is a bit of a different kind of episode that we normally do. We’re talking a little bit more about emotional stuff. And but I think this is really what wins the game. And so, you know, care about people tell them how much they mean to you, you know, we know how much homes mean to people. So we want to we want to continue on with this, you know, increase intimacy, I think is the key to this business. And that’s through a lot of effort and caring consideration. Scott, I think it’s a great place for us to wrap up. I want to mention, for anyone listening, who is an agent in Manhattan, also Brooklyn, Scott’s team covers both both Manhattan and Brooklyn. If you are looking to maybe see what other options exist this year, maybe you’re not getting the attention you deserve, or just want to see, you know, what other teams are offering reach out to Scott, it may or may not be a good fit, but he would love the opportunity to say hello, and see if maybe you could be a good addition to the team. Also, if you are an agent elsewhere in the country, and you have clients that come to and from New York City, we We of course know New York City is can be a very transient place, people can go there and then leave. Well, of course, Scott needs people to refer to as well. And he would love to hear meet your referrals as well. So reach out to Scott, the best way to reach him is to visit him on his website, which is Harris residential.com. And then you can also find him on LinkedIn, Scott Harris, let’s definitely follow him. He posts almost daily on LinkedIn with was really great content there. So let’s, let’s follow these kinds of really impressive following there. But on behalf of our audience, Scott, I want to thank you for your time today you are amazing guest. This is the exact kind of conversations I love having. And you’ve really provided a lot of value. So thank you on behalf of the audience. On behalf of Scott and myself, we want to thank the audience as well. Thank you for sticking around to the end of the episode. Thank you for supporting our show, the best way you can help us is by telling a friend I think of one other agent that is maybe struggling this year and maybe just needs a little boost, send them a link to this episode, they will get excited. So send them over to our website if if they’re not a podcast person keeping it real. pod.com is our website. We’re on every podcast platform. Also leave us a review that helps us out knowing how we can continue to improve. So Scott, thank you again. We really appreciate all your time, and really great conversation. And we will see everybody on the next episode. Thanks Scott. Scott Harris 1:04:48 Thanks so much for having me. It’s been awesome.