Episode 621 – Brian Truman

Gabriel Petersen (00:01.774)
All right, we are back with another episode of the real estate investing club. I hope you guys are having a great week, a great day wherever you are in whatever day it is for you. As always on the podcast, it is Friday. So we’re bringing that good Friday energy to you. This is going to be an interesting episode. got Brian Truman with us on the podcast here from SVN Excel group. Brian buys multi-tenant industrial multifamily. He also is a broker.

specializing in multifamily and he, brokers, sale of businesses as well. So maybe we can hop into that topic a little bit. We rarely talk about anything but real estate here, but I’m always interested in that side of things. So Brian, I’m excited to jump into it. Thanks for hopping on.

Brian Truman (00:43.599)
Thank you. Appreciate you having me. Looking forward to it.

Gabriel Petersen (00:46.334)
Absolutely. I told you before we got on here, we always like to start with stories. We like to hear how people got to where they are. So why don’t you take us to the beginning of your story in real estate and tell us how you got here.

Brian Truman (00:59.151)
Well, the beginning on the buy side is back in 06, 08. Everybody knows those years. I happened to be in corporate America at that time and had some extra cash.

Somebody was telling me, real estate is something you ought to invest in. so, you know, I, at that time, I went and bought a couple of apartment complexes.

and didn’t know really anything about her real estate. So I wish I knew back then what I knew now. So on the vesting side, that’s kind of where I got started. then fast forward to basically 10 years ago, I had exited out of a business and…

then was trying to decide what to do. And my wife happened to be a former commercial real estate appraiser and had, as the appraisers say, she went to the dark side and became a broker. And so she said, Hey, why don’t you come in? Why don’t you get your real estate license and come and join me? And so I had had my license all of

all of maybe a month, six weeks. And I got a call on a Saturday night about 6.30 is right before Christmas. My wife and I are going out to dinner from a gentleman and he said, Hey, I’m in a real pickle. I’ve got until midnight tonight to identify three properties for my 10 31 exchange. And I was like, yeah, yeah, you know, this is six 30 a night. I, you know, so again, I’m, I’m new into real estate.

Gabriel Petersen (02:38.413)
Talk about leaving it until the last minute, Jesus.

Brian Truman (02:49.083)
So I said, what do you want to buy? And he says, I will, I want to buy a multifamily. And I said, okay. So then I just quickly thought of a guy that I went to real estate school with when I told him I was going to be doing commercial. He had mentioned that his stepfather had five apartment complexes. So I told this gentleman, I was like, Hey, give me 15 minutes.

So I immediately called this gentleman I went through school with and said, Hey, you said your stepfather had five, five properties. Is he interested in selling one, two, three, any of them? And he said the same thing to me. He’s like, give me 15 minutes. I’ll call you back. So he called me back in about 10 minutes. They said, yeah, he’s got three of them.

And so I said, well, can you send me the addresses, the information on them, which he did. And then I called this gentleman back and said, Hey, I’m going to be texting you the address, all the contact information address, everything on these properties. So then you can let your 1031 intermediary, you know, know about it. so that’s what I did. And we put offers in on those, went under contract right after the first of the year he came out to come

to do the interviews. And I told him, you know, being a good broker, I said, Hey, I’ll pick you up at the airport. And he said, Well, you’ll have to come to the private airport because I don’t find commercial. I was like, Whoa, okay. So who am I dealing with here, you know? And anyway, we so we put the offers, he ended up purchasing them come to find out he puts on a big, a big

Brian Truman (04:38.87)
And he invited us to come this is shortly after this transaction come out. And when we did, he put me right on the front row and he told his rags to riches story and said, Hey, this is how I, you know, this is what I, what I have done. I own these properties in Tennessee now. And by the way, my Tennessee realtor is here. And he’s like, Hey, Brian, can you stand up? Then the

is right before lunchtime and so we go to lunch or he’s announcing lunch

And there was like 1500 people there. And I tell people that’s the closest I would know of what it would be to be famous. Because as as he said lunch break, I got mobbed by, you know, all kinds of people because he had said, Hey, if you want to buy in Tennessee, like myself, and then, you know, Grant Cardone, a bunch of other people, you know, this is the guy you need to contact. Yeah. So I sat there for an hour and a half and answered questions.

and came back with hundreds of contacts of people that wanted multifamily.

I tell you that story and you said you like stories because you know everybody has an origin story and everybody asked me how did you get into you know selling multifamily well that’s how I got into it right I mean you know you talk about lucky fortunate blessed whatever it just it happened to where boom within months I had you know I had more buyers and I knew what to you obviously knew what to do with and so it was it was learning on the

Gabriel Petersen (06:17.014)
Yeah.

Brian Truman (06:20.443)
fly jumping with both feet, you know, just trying to understand the whole multifamily space and world and, you know, everything about it. But yeah, that’s how that’s how I got into then I’ve done multifamily ever since 10 years now. So

Gabriel Petersen (06:36.779)
Yeah, I love that story because it goes, I mean, there’s two things that I’m really pulling from it. One, you never know what’s going to happen around the corner. You just got to put yourself out there. And two, relationships are key. especially in real estate, you don’t know what’s going to happen. relationships, if you just keep developing them, you know, keep being friends with people, keep connecting with people. things come out of those relationships, and you don’t really have to be.

Brian Truman (06:46.587)
Yep.

Gabriel Petersen (07:02.305)
You know, you don’t have to be so aggressive about it. You just have to have those relationships there. And eventually through conversation, things will happen. You you happen to meet this guy and be put in the right connection. And, and then you started to get deals done and one thing led to another. And so I’ve heard that that same type of story so many times where it was just the right connection, right time. and, and it led to a big windfall. So I love to hear that.

Brian Truman (07:17.155)
Yeah.

Brian Truman (07:26.873)
Yeah, yeah. And you’re so correct on the relationship thing because, you know,

I often tell my agents, know, the way to the many is through the one. And this one gentleman has introduced us to so many people that, you know, it’s unbelievable. But it is, it’s all a relational relationship game. Real estate is, you know, tell people, be, you know, our agents, it’s like, don’t be transactional. You got to be relational. That’s the way you’re going to be successful. And that’s how you’re going to beat your competition.

Gabriel Petersen (08:02.231)
So, so that’s how you got into multifamily and you started buying and brokering multifamily properties. But you also have been doing businesses and this is real estate investing club. do, we only talk about real estate, but I got to ask about the business brokerage side because we haven’t had somebody on who has brokered businesses. So I’m just curious between buying businesses and buying real estate, which of the two do you prefer?

Brian Truman (08:26.843)
Actually, I that’s it. That’s it. course.

I love doing any kind of deals, whether it’s real estate or that. love buying multifamily and brokering deals for clients and that. But I do tell you, I absolutely thoroughly enjoy the business brokerage side. I got into that.

Gabriel Petersen (08:57.825)
Do you specialize in a specific type of business or is it just.

Brian Truman (09:02.203)
Anything under 15 million in revenue. Yeah.

Gabriel Petersen (09:06.111)
Okay. Okay. And I’m assuming this, I mean, you’re talking like HVAC companies, laundromats. I mean, just go down the line CPA. Yeah.

Brian Truman (09:12.443)
Yep. Yeah, yeah. Small manufacturing companies, custom cabinet companies.

a company that makes all the glass for the big high rises that are being built in Nashville. It could be a restaurant, as small as a restaurant or a flower shop, as big as some of these manufacturing companies. So everything in between. I came out of corporate America and was like, what do I do next? I started this business brokerage company from scratch.

that was in 2011 then 2016 I had somebody approach me and want to buy it because I had buy my business brokerage act because I had taken it from scratch to buy 2016 any given yeah

Gabriel Petersen (09:57.135)
by the business.

Gabriel Petersen (10:04.609)
I never understand and I don’t mean to jump in here, but I never understand why people want to buy brokerages because a brokerage is it really is just relationships. I mean, there are systems and processes, but you can’t buy relationships. That’s not how that works. so I don’t, whenever somebody says they want to buy a brokerage, I’m just like, why not just go out there and make, and you know, create relationships. I don’t understand. Yeah. Tell a little bit about that. Why.

Brian Truman (10:14.469)
Uh-huh. Yep.

Brian Truman (10:26.747)
No, yeah, I absolutely, absolutely agree with you. That’s why when they contacted me, I’m like, you sure? You know, I said so much of, you know, so much of what you’re going to be buying is, is that the relationships I have built, right?

Gabriel Petersen (10:34.466)
haha

Brian Truman (10:42.447)
You know, from, that. So yeah. So I, you know, I told him my business is always for sell for the right price. They got to the right price. I, you know, signed over ownership signed a three year non-compete. You know, this is back in 16 when that three years was up, I just started to back up again. So to your point, right? Why do people buy them? Cause you know, three years later, I’ve started to back up in orders. We’re going gangbusters just like we was before.

Gabriel Petersen (11:13.429)
And I’m assuming the process, you know, the process for brokering real estate is the same as the process for brokering businesses is you just reach out to the owners and you say, you know, we broke her business. We broke her businesses. We broke her real estate. We’d love to represent you. are you interested in selling that kind of thing?

Brian Truman (11:31.439)
Yeah, yeah, yeah. And I just tell people we’re like the e-harmony of business brokerage. We make the connection.

Gabriel Petersen (11:38.358)
I love it. I love it. All right, let’s let’s turn back to real estate. We got to take a little bit of a side side side street there in the business. But so you do commercial multifamily you also do multi multi tenant industrial. That is an asset class that I’ve had my eye on I buy mobile home parks RV parks self storage facilities. And I’ve been trying to you know,

Brian Truman (11:42.811)
Yeah.

Gabriel Petersen (12:01.599)
say no to the shiny object syndrome because I love all types of real estate and I’ve been trying to just focus in on what I’m good at. But multi-tenant is one of those ones that keeps knocking at the door and wanting me not to do the shiny object thing or want me to go towards the shiny object. So tell me about it, why multi-tenant? Why’d you get into it? And yeah, what do you like about it?

Brian Truman (12:15.685)
Thank you.

Brian Truman (12:25.293)
Well, I will just, I will agree with your statement first about the shiny objects, right? I, you know, we all see too many clients that this is the next shiny object and I keep telling them, no, you got to focus on, you know, two or three asset classes and just stay there. I like, I like multi-tenant industrial from the standpoint here, particularly here in Nashville. There is, you know, there is.

There’s so little of it that when it does become available or if it is, I like it.

Number one, there’s a need for it here. Number two is that it basically really is one of those asset classes that is mailbox money because it’s all triple net. Your tenants usually sign, many of them sign 10 year lease. They’re not the kind of tenants that it’s not a smoke shop or a vech shop or something that’s

Gabriel Petersen (13:18.999)
Hmm. Triple nut.

Brian Truman (13:36.028)
your tenants are, you know, are like you say, HVAC companies and these that they’re going to be around a long, long time. Right. And it’s all triple net, you know, from, that standpoint. And, know, it can be anywhere from, you know, flex space of 2,500 square feet to, you know, up to 5,000 or 6,000, depending on, you know, what you want to do with it. And, uh, they sign long-term leases and

and you just sit back and collect the money from that standpoint. so I was introduced to it way back when I first got into real estate 10 years ago by a gentleman that was speaking at a conference. was an economics professor at Texas A And he was telling us that attended that

Probably 75, 80 % of all of those investments were multi-tenant industrial. So I was like, hmm, OK, if this guy’s doing this, why is this? What is it about it? And the thing is, I like it because if you build it or if you’re repurposing it, you don’t need a lot. Because these flex spaces, whether they’re 2,500 square feet or 5,000,

You know, you need, yeah, you, yeah, it’s, it’s, it’s like, it’s like, okay. You know, you have a reception, you have a couple of offices, maybe a conference room. Then the rest of it is all warehouse space with the roll up door in the back. That’s it. You know, there’s not a lot to them.

Gabriel Petersen (15:03.573)
It’s mostly just space. It’s like, it’s like a small storage unit.

Brian Truman (15:20.847)
But yet they’re in such a big need. And here, people ask me, hey, I got this money. What do you think I ought to do with it? I said, well, if you don’t want to invest it, build some of this multi-tenant industrial stuff. Because I guarantee you, you’ll have it all leased up before you even have it finally finished, built.

Gabriel Petersen (15:43.81)
Yeah, I’ve heard. So I can’t say that I’m very versed on the space, but from the people that I’ve been speaking to in, you industrial, it sounds like it has been overbuilt in most markets, at least what what’s coming online. And so do you feel like that’s the case in Nashville? Or is that?

Brian Truman (16:02.979)
No, it’s still it’s still in huge need here. Yeah. yeah. Yeah, that that that flex space and the multi tenant stuff here. So we have, you know, we’ve sold a couple of older warehouse buildings that they’re we are basically repurposing.

Gabriel Petersen (16:06.413)
Okay. Nice.

Gabriel Petersen (16:22.061)
Mm.

Brian Truman (16:22.107)
You know, they’re taking this, you know, these, these that are 30, 40,000 square feet. then just, you know, basically, yeah, just making the small bay space out of it. Right. I mean, there’s small bay conferences popping up all over now. Right. A years ago, a few years ago, you never heard of that. Right. Yeah.

Gabriel Petersen (16:29.805)
turning them into small bay.

Gabriel Petersen (16:43.949)
There’s actually a, there’s this really huge warehouse here in Tacoma. that is just, it’s just run down. You can tell it’s not being used and it’s just sitting there in this great location. And I keep telling myself, I need to find the owner column and get them an offer because, it would be great turned into something like that. But, yeah, that’s.

Brian Truman (16:59.931)
Oh, yeah. Yeah. Yeah. And we had, you know, because the fact that, you know, there are certain areas here that in Nashville that just are in such need of it that, you know, if we can find anything that we can repurpose, then, you know, that’s what that’s what we’re doing, you know, and recommending that people do so.

Gabriel Petersen (17:22.615)
So we are running down the clock. We’re almost at the 20 minute mark. So I do like to ask, you know, it sounds like your, your specialty, I mean, you you specialize in a lot of things, but it sounds like your skill, the thing that you are really good at is developing relationships and making sure that that network is in place. What tips and suggestions can you give people who want to create a brokerage business or really create or develop their network over, you know, over time? What tips can you give them for doing that?

Brian Truman (17:52.923)
being relational get in rooms with people that think much bigger than you the more hands you shake the more money you make and be a creative problem solver

Gabriel Petersen (18:08.439)
So do you, and just kind of thinking of tact, you know, tactful or tact, tactics, there we go, that you can actually implement, somebody can implement in their life or do you like go to conferences? Do you, I mean, I’m sure you’re cold calling and just calling people up, but how do you usually initiate and then develop those relationships?

Brian Truman (18:13.594)
Yeah.

Brian Truman (18:24.269)
yeah.

Brian Truman (18:27.803)
Yeah, the cold calling and then I hit as many events, networking groups out there, different conferences that I can and just, again, build those relationships. I’m on the board of a big national networking.

a group and we had Bob Knackle from, you know, out of New York come and speak. I don’t know if you were aware of who he is, but he, it was interesting because he said that that was his 200th different networking event that he has attended this year. Right now. Yeah, now I’m not that active, but, but you know, the point is, mean, this guy sells billions and billions of real estate a year.

Gabriel Petersen (19:13.965)
It’s a year? Jesus Christ.

haha

Brian Truman (19:25.179)
Right. you know, he’s like, yeah, this is, you know, it’s a, it’s, all, it’s all a relationship game. You know, to your, you know.

Gabriel Petersen (19:32.28)
Yeah. Yeah. I, that’s one thing that I’ve been meaning to, to do more of in my career. and I’m just really bad at it, but, you know, go out to conferences more. usually get to maybe one a year, but I want to, mean, I want to, it would be great to do at least one a quarter. you know, go to the SSA and self storage conference, the mobile home park conferences, those ones, but, haven’t done it, but you know, maybe this, this is the kick in the pants that I need to actually get on that.

Brian Truman (19:41.466)
Yeah.

Brian Truman (19:44.932)
Yeah.

Brian Truman (19:55.087)
was.

Brian Truman (19:59.841)
Yeah. And I’ll go back to the whole thing is that’s why I say, you know, the way to the many is through the one. You don’t know what, what one person is going to introduce you to so many people. And the other thing I tell people is you don’t need more money. You need more people because the people have the money. Right. Yeah.

Gabriel Petersen (20:17.901)
There we go. like that. That’s quotable right there. All right. Well, with that, I’m going to push us onto the quick question around. Are you ready? All right. It starts with education. could be any form. I’m actually, um, since we’ve been talking about conference, I’m going to force you to choose a conference here. So give me one conference that you would recommend people absolutely go to, um, you know, in their real estate career.

Brian Truman (20:25.231)
Thank you.

Brian Truman (20:41.659)
NMHC National Multifamily Housing Conference. That’s out in Vegas the end of January.

Gabriel Petersen (20:44.405)
National Multihandling. Nice. that is a…

Nice, and that’s once per year, Nice. All right, I like it. Usually I let people say books or anything, but we’ve been talking about conferences and that’s a really good suggestion, so we’re gonna go with it. Next question is for your younger self. Let’s go back to the Brian who was still in the corporate world so many years ago. Go to him, look him in the eye, give him one piece of advice moving.

Brian Truman (20:53.283)
Uh-huh, yep, yep, yeah.

Brian Truman (21:17.371)
Don’t let fear keep you from investing.

Gabriel Petersen (21:24.129)
I like that. Don’t let fear keep you. You know, nobody’s actually said that yet is, you know, don’t, let fear stop you, but it is great advice. and something that is, you know, it can often be masked by over analyzing things. At least that’s what I do. If I, I’m nervous about something, then I just tend to just analyze the shit out of it until, until.

Brian Truman (21:25.551)
Yeah.

Yeah.

Yeah.

Brian Truman (21:38.243)
And analysis by the cells.

You get paralysis by analysis. Yeah, you know from there. yeah, it’s so it’s that you know, you’ve probably heard the comment too, right? Everything you’ve ever wanted is on the other side of You know, and I think to me, that’s the biggest thing I see is fear. Fear keeps people from from becoming the best version of themselves and whether that’s financially wise or any otherwise.

Gabriel Petersen (22:09.921)
Yep, I love it. Alright, next question is about the US it is a big place. There is a lot of opportunity out there. Give me the single metro and if you’re going to say Nashville give me the single area of Nashville that you’re most excited about investing in today.

Brian Truman (22:26.235)
Yeah, I would say Nashville for a lot of different reasons, but I would say some of the tertiary markets in Nashville are the best buys in the country.

Gabriel Petersen (22:41.805)
Well, give me one of those.

Brian Truman (22:43.641)
So I would say something like Murfreesboro, Tennessee, Clarksville, Tennessee.

Gabriel Petersen (22:48.917)
Okay. Isn’t Murphy’s bro. Isn’t that, that’s fairly far from Nashville. Isn’t it? Is that, maybe. okay. Okay. Yeah. My, my, my Tennessee map is not updated. So I like it. All right. Next question is about finding deals. all starts with getting in contact with the seller and pen in that purchase agreement. So what is your favorite way to generate leads and find new deals?

Brian Truman (22:54.499)
No, minute drive.

Yeah. Yeah, yeah.

Brian Truman (23:14.267)
I’m still big on cold calling.

Gabriel Petersen (23:18.487)
Do you do it yourself or do you hire VAs to do it for you? wow. Okay.

Brian Truman (23:18.607)
Yeah. huh. No, I do it myself. Two, yeah, least two hours a day.

Gabriel Petersen (23:25.867)
Really, two hours a day, I like that. that’s.

Brian Truman (23:27.483)
Even now.

Gabriel Petersen (23:30.103)
Do you do it in the morning, in the afternoon? when, how do you put it into your schedule?

Brian Truman (23:35.643)
I usually do it either, I’ll switch up, either do it first thing in the morning or I’ll do it the end of the day.

Gabriel Petersen (23:44.81)
Nice. I like that. Yeah, I like I like calls at the end of the day because then my you know, if I do it in the morning, that’s the time that I need to like get things focus things done. And if I if I try to focus later in the day, it just does not work. But I can talk and shoot the ship any any time of the day.

Brian Truman (23:59.323)
Well, what I’ve found is people are more willing to talk to you at the end of the day. Because it’s the end of the day, kind of, through all of everything else that they’ve done for their day, they’re a little more, I wouldn’t say worn out. So they’re a little easier to get a conversation going. That’s been my experience.

Gabriel Petersen (24:07.37)
okay.

Gabriel Petersen (24:21.569)
Yeah, yeah, I remember I saw an infographic earlier, like Harvard did a study on cold calling and the best times are the times when you’re most likely to get somebody to pick up the phone. And you guys are gonna have to Google it because I don’t remember the actual time but I feel I want to say it was between like six and 7pm or something like that. But don’t quote me on it. Look it up. It is out there.

Brian Truman (24:42.469)
Yeah. Yeah. Yeah. Really between like four and seven are the best times by all the studies.

Gabriel Petersen (24:51.691)
Yeah, yeah, that makes sense.

Alright, next question is about lessons learned not every deal we get into goes the way we expect it. In fact, pretty much every time something is going to go wrong, and we get to learn a lesson. So what was the deal that went a little bit sideways for you? And then what was the lesson you pulled from it?

Brian Truman (25:09.925)
Well, the biggest lesson, and this goes back to something I said earlier, and this is what I, you know, I, when I’m interviewing agents that want to come and work for us, you know, I, talked to them about, okay, tell me a deal where it’s went sideways. How did you do it? But, and, the reason why I asked that question is, is to me, the biggest trait a agent can have is be a creative problem solver. Right.

If they can think through and basically think of every possible solution to get that deal done and not just say, man, this is not going to happen. they just give up on it, right?

If you’ve got to think of every possible angle to get that deal done. And the other thing is, if you have a willing buyer and a willing seller, you can find a way to get that deal done. But you have to be the one that leads it.

Gabriel Petersen (26:08.885)
Yeah, that’s funny. It’s funny you say that because I’m actually, selling a couple of properties that I own right now. And I’m actually the difficult seller because because of taxes and all this stuff. I know I am, but it’s it’s fine. but my, the broker that I, you know, I’ve known him for a long time and he’s awesome. he’s really good at coming up with solutions and working between the parties. And he’s been, you know, coming up with unique things, creative things that we can do to get the deal done where both parties are satisfied. So.

Brian Truman (26:19.355)
Ha

Yeah.

Gabriel Petersen (26:38.459)
just reminds me, you know, there’s always a solution and if two people are, are willing, then you just got to find something that works for both parties and, and get it there. So I really liked that. all right, next question. I’m not sure if, if this is relevant to you, but I’m going to ask it anyways. I am a huge proponent of AI. I’ve been trying to implement it in as many places I responsibly can in my business. So.

Is AI something you are using in your business? And if so, how are you doing it? How can you suggest people do it in their own?

Brian Truman (27:10.011)
Yeah, I use AI and chat GBT all the time. Whether it’s even responding to emails, writes my posts for LinkedIn. I try to post every day.

It’s what I use. But everything from reviewing contracts, there’s probably not an aspect in brokerage where I don’t use it.

Gabriel Petersen (27:48.866)
Nice. give me, so just typing into chat, GBT is one thing, but give me like a process that you can say, like, for instance, like you mentioned, LinkedIn, the way I do that is I usually just dictate into LinkedIn or into chat, GBT and say, Hey, I’m going to write a post to turn this into a post, what I’m going to stay into a post. And then it will take my, my word vomit and turn it into something that’s legible. what is the process that you do?

Brian Truman (28:11.001)
Yeah.

Brian Truman (28:14.809)
Yeah, I very like that. But the more that you can tell it what you want to do it in what say, you know, and I will say, okay, make this in a, you know, write it as a broker, you know, in a very personal, you know, style. You know, and the more information you can feed into it of how you want it, the better it’s going to be.

And whether it’s a LinkedIn post or whether it’s, you know, or whether it’s, you know, it’s like, I will feed into it like an email if I’m writing an email back to somebody because it helps take out the emotion. Right. I will say, okay, right. This here’s exactly, you know, cause I’ll say, you know, make this.

Gabriel Petersen (29:01.825)
That’s a good point. Yeah. Especially if you’re angry about something.

Brian Truman (29:09.891)
take the emotion out of this, but have it be very firm with it about this point. Right? Because I tend to be a little bit emotional. And so, you know, it’s definitely helped me when it comes to, you know, responding to, like, say emails, anything like that, you know, is

Gabriel Petersen (29:17.035)
Yeah, I like that.

Gabriel Petersen (29:32.609)
Yeah, that’s a good use and something I haven’t heard yet, but I feel like it makes a lot of sense, especially if you’re writing, you know, if you’re in a heated moment and you’re writing or responding to an email that, is charged. if you can take that charge out with chat, GBT, just makes the relationship better. And like we’re talking about relationships or everything, you don’t want to ruin any relationships. So just taking that charge out of the email. that’s a good use for it.

Brian Truman (29:42.683)
Thank you.

Brian Truman (29:49.615)
Yep. Yep.

No.

Brian Truman (29:57.539)
Yeah, yeah, I started using that doing that on email. It’s probably about a year ago and it has totally changed, you know, responses, you know, because then they come across seeing that you’re the one that has the emotional intelligence that maybe they didn’t when they first sent it sent it to you. Yeah. And they’re like, okay, okay. And then you get a response back that is kind of what you were expecting you wanted.

Gabriel Petersen (30:25.067)
Yeah, nice. All right, that leads us to the very last question. This is for the listeners. You’ve given us a lot to think about. I’m sure people want to reach out, get in contact with you. This is a two-parter. Where can they find you? And then what can they expect when they reach out?

Brian Truman (30:38.843)
Uh, they can, uh, find me on LinkedIn. I’m on, on, uh, LinkedIn. Uh, and then, uh, secondly, I’m kind of have the reputation as the broker who actually answers his phone when somebody calls me. So they’re willing to call me, um, uh, 6 1 5 2 6 0 2 1 2 1. That’s my cell number. You can call me eight o’clock at night. I’ll be answering the phone.

Gabriel Petersen (31:07.475)
Awesome. Well, I’ll put I will put your links as well as your phone number in the show notes. So if you guys want to reach out, all you got to do is click the little more in the description. It’ll pull down that full description and in there you can find Brian’s links. All right, man. Well, that wraps it up. Thank you very much for up and on the show.

Brian Truman (31:24.911)
Yeah, thank you very much, man. Appreciate it. It’s been great.

Gabriel Petersen (31:28.159)
Absolutely. For everybody who’s with us today, thank you guys for showing up. You are the reason we do this. So if you guys have any questions, reach out to me, Gabe, with real estate investing club.com. If you guys want to support the show, just leave us a review or a comment or whatever. Other than that, I hope you guys have a great week. Keep rocking real estate and I look forward to seeing you on the next episode.