Strategic Real Estate, Scalable Wealth & Entrepreneurial Leadership | Raymond Fraser

[00:00:02] Speaker A: Hey. [00:00:06] Speaker B: Hey. [00:00:14] Speaker A: All right. [00:00:14] Speaker B: I want to welcome my guest today. Ray Frazier, San Diego, California, the founder of Coastline Realty Group. But that's just a small piece of what he does. He does real estate, he does short term rental management, he does development, and he also coaches. He's at a point in his career now where he's giving back to people who want to experience what the freedom that the real estate industry can give. Ray, thanks for being here today. I appreciate it. [00:00:42] Speaker A: Thank you so much for having me. I appreciate it, Travis. [00:00:45] Speaker B: So we were chatting a little bit earlier about, you know, you're not running just one successful company, you're running four now, as of now, I should say. Anyway, who knows, Maybe by the end of 2025, that'll be more. But let's talk a little bit about your journey of how you went there, because you started as just, I should say, just right as an agent in the real estate space. Right? That's where you cut your teeth. [00:01:06] Speaker A: Yeah, yeah. I mean, I, I'm really candid and open about my journey, and it really starts with how I grew up. I grew up in a very humble household. My mom had me at 18, was a single mom, ended up marrying the gentleman that I call my dad. But, you know, it was blue collar at best, how we grew up. And, and I, I, you know, I'm very privileged to be able to say that there was a lot of love in my family, but in terms of, you know, financial flexibility and freedom, owning your own business and understanding what wealth looked like or felt like, that's just, that's not who we were. It was, you know, making sure that we had food on the table and a roof over our heads. And so getting into real estate, you know, what attracted me to the industry was the, the unlimited potential. But even when I got in it, you know, they, they don't tell you how to do anything. My assumption was that I got to go sell as many houses as I can and hopefully set aside a nest egg and I can stop holding open houses one day. And then as I started to rub shoulders and network with some folks that had done this at, you know, literally the highest levels, I started to understand what's possible. And I got that entrepreneurial itch. You know, I, I own and operate four companies now. We've got at least one more coming in 2025. And just reflecting on. On how I grew up versus where I'm in I am today, the sky really is the limit in this industry. There's nothing that you can't do if you've got the right resources and the right, the right mindset, sure. [00:02:33] Speaker B: So I love the fact that like you started off as a solo. You know, I think that's where everybody starts in any business. They do, right. The one man band. But then you get to the point where you realize that to reach a certain level of success, you need a team. [00:02:46] Speaker A: Yeah. [00:02:47] Speaker B: For you, how far into your career was that? Was that because you were partnering with people who'd done it at a high level and you realized like, oh, the real sort of success is to build, train people underneath you. And how did you go about starting to do that? [00:03:02] Speaker A: I joined a team. You know, the, the philosophy you got to slow down, to speed up is, is one that I really leaned into and I, I've continued to lean into. Um, I joined two teams that didn't go the way that, that I was hoping, and then I joined another team that was actually the number one team in the state of California. We were number eight in the country. It was alongside a gentleman named Kevin Blaine. And that experience, working alongside him, his family and that team changed everything for me because I, I got to see what a well oiled machine, what a real estate business looked like from the center, from, from the middle, and I got to see every working piece of it and that just, that planted and I started to realize that there's a way to do this that allows me to not be in the trenches every day, not be pounding phones every day. If I can, you know, build systems and a culture and align myself with the right people and the right talent, I can scale this at a level that, that not many people had done before. Kevin, you know, did it at a level that nobody's done since in California, doing about 1500 units per year. [00:04:12] Speaker B: Wow. [00:04:14] Speaker A: I got to see how he did it. And just knowing what's possible, I think motivated me to go say, hey, you know what, I can go build something pretty special if I've got the right approach and the right resources. And ultimately what I found is that, you know, I can do a lot by myself. Anybody can go far by themselves, but to really do something special, you got to have others along along with you. And so my, my journey has, has really been built on finding the right folks to, you know, align myself with, to, to offer help to me, to, you know, have me be able to offer help to. And where I'm at now in my career is focusing on helping the people that are in my world to achieve bigger and better businesses with my systems, with my support, with My ecosystem and do it together. [00:05:04] Speaker B: I love it. Well, you also said something really important that I think a lot of business owners overlook, which is the, the importance of having a system in place. [00:05:12] Speaker A: Yeah. [00:05:13] Speaker B: Right. And, and that's the, the interesting thing. With a lot of businesses, there isn't a lot of new things going on. There's the, yeah, it's the. Oh, I'm blanking on his name and I shouldn't. But it was the wooden, John Wooden, UCLA. Was it UCLA's basketball coach winning. His coach ever. And he was saying the reason they were so good is because they just kept going back to basics. Yeah. [00:05:38] Speaker A: Doing the same thing. [00:05:39] Speaker B: It's been interesting to watch is, is especially as AI is coming out and businesses as we know it is changing, but what is not changing is, is the basics. And so I think that's part of the importance of finding a system. Right. You find something that works and then why keep doing it? We just systematize it and move it on. So in your, so at what point in your career was it that you said, okay, I need, I know I need to have systems in place. What was that transition period like from going on your own to starting to build your own team? Was that a, was it a bumpy road? Was it a scary road? [00:06:18] Speaker A: Yes, all of the, it was terrifying. It was also exhilarating. It's, you know, one of the most rewarding and genuinely scary things that you will do. I think starting a business, understanding there's no safety net. You know, if you fail, it's your fault. If you succeed, it's your fault. Fault. And so when I started to, to build a team and, and really start to, to build a real estate business with others in my corner, what I found is that I'm not just responsible for my own well being. I'm now responsible for the well being of a lot of other people as we've continued to grow it. And that weighs on me. I, you know, the culture within my companies is very much that, that family structure that, that you were mentioning earlier. I want to, to be on a first name basis with everybody in my world. I want to make sure that I know their goals and what's important to them and help put them in a place to go achieve those goals. And so that responsibility, I think when I was starting my business was, was pretty heavy and it gave me a lot of pause starting out. But the first, first hire that I made was, was an assistant and it was my family, my sister, who I brought in to help take some of the the, the monotony that, that boring workload, the systems right off my plate so that I could go do what, what I do well, which is get in front of people, have high level conversations, impactful conversations. And once I was able to get, you know, some of the, the day to day mundane routine off my plate, I was able to grow pretty significantly. And then from there, when I talk about building a family business, my better half was the first agent that I brought on my team as kind of a showing partner, buyer's agent. Her first deal was on my listing. You know, five years later, now we're here with, with two kids on the way. I mean it when I say that, you know, that, that family structure is so important to us and our companies run like a family. But it was also really, really scary pulling the trigger and saying, okay, I'm going to, I'm going to go now instead of doing this myself and shoulder everything, I'm going to be responsible for the success and the well being of others. And I had to make sure that my foundation was right, that my mindset was right, that I was up to that task. Knowing that, you know, looking back now, it's a constant journey, it's a constant pursuit of growth and I'll never be perfect at it. But my willingness to go put, you know, one foot forward every single day lets me know I'm the right dude for the job. I'm the right guy that can get them where they want to go, because I really do care and I'm willing to do what, what it takes to, to help not just myself, but the people around me. [00:08:51] Speaker B: So what's fascinating about this is you start in a, you know, established, honorable career. Real estate's been around for a while. You know, the statistics. More and more millionaires in America come from real estate than anything else. [00:09:03] Speaker A: Yeah. [00:09:04] Speaker B: And, and you're, you're halfway into the career you have right now and this new crazy thing called Airbnb comes on the scene. Yeah. It changes the game forever. How, what was, what was. And it sounds with where you're at now, like you, you saw what was coming and you got in on that. I'm just curious, like, what was it about the short term rental industry that first attracted to you? And, and how were you able to have a, you know, your successful brokerages and then also start to move into this, this parallel, you know, market. [00:09:41] Speaker A: Yeah. So there's, that's such a, an amazing question and it's gonna, I'm gonna try to give as simple an answer as Possible, but it's certainly dynamic. What I love about the real estate space is that real estate impacts everybody on this planet. There's, you know, there's, there's finance industry and there's the real estate industry. Everybody's impacted by those two industries. Nobody likes talking finance, everybody likes talking real estate. And so when I started to see some success building out, you know, brokerages and my, my team, I realized how much kind of comes into the, into play when it, when it comes to the real estate industry. You've got lending, you've got title, you've got, you know, in some states, escrow insurance. And I started to realize there's a lot of opportunity outside of just the sales portion of the business. And the one that I was passionate about was the Airbnb space because it allows us to prioritize, you know, that client experience and really do something fun and exciting. We run the same systems that everybody else does with our special creativity and, you know, that unique sense of how do we cultivate a five star hotel experience with all of the amenities and feelings of home. So with the Airbnb space, what, what actually got me into it was my business partner. I'm a big believer that if you find talent, you have to make space for them in your world. And I've been on a pursuit of finding talent for the last three, four or five years. And my job, I think, as the CEO of my companies is to make sure that my talent is given everything that they need and they're in the right space to go succeed. And so a friend of mine who actually grew up in Bakersfield with me, who lives in San Diego now, came to us and said, hey, you know, I left my, my short term rental company that I was with for many years, which is a large national company, and I'm thinking about hanging my license with your team. I'll do a couple transactions a year. And I was like, well, tell me a little bit more about the short term rental experience that you have. That conversation turned into a couple dinner meetings, a couple in depth conversations between, you know, her and her husband and me and my better half. And then we started our business together because we had the right talent that allowed us to say, hey, you combine this skill set and we can blow this up really, really quickly. And so it really was just kind of that understanding that within the real estate space, there's so much you can do, but you can't do it if you don't have the right people. So when we found the right person, it was we gotta go. We can't wait. We can't hesitate. We have to pull the trigger on this because if we can't make this happen, somebody else will and we'll lose, we'll lose that talent. [00:12:18] Speaker B: Wow. So how many, how many units do you have now under management for your short term rental business? [00:12:24] Speaker A: So the. I'd have to check units. I know in the last six months we've done half a million dollars in revenue. We just pulled those numbers. So we're at the end of the year now where we're having to go write off a ton of expenses. I'd have to check the number of units we're at. We're bringing on another five or six in January. Wow. [00:12:45] Speaker B: I, I've talked to people that are in the, and forgive me if I'm asking too many questions about short term rental space, but I'm just something fascinated about. But do you love talking about, do you have like a, like just a couple of areas you stick in or are you like slowly kind of just spreading out? [00:13:00] Speaker A: So yes and yes. Right now our goal is to conquer San Diego and our company is Coastline Vacation Rentals. And so, you know, in a not so joking fashion, like if there's a coast, if there's water, we're going to go play ball. So once we've figured out our systems and approach to mastering the market in San Diego, we can scale it. And what's so cool, and I love talking about the vacation rental space, so we could talk about this all day. The vacation rental space scales in a way that real estate sales and development don't because the, you know, you certainly do have overhead and it is labor intensive. Right. You're essentially running mini hotels throughout the city. With that comes a lot of fun, creative approaches to how you want to run your business. But it also creates a level of scalability that is unmatched because once we've got our systems down here and we understand, okay, what's the capacity that every one of our employees can handle, well, then we just go expand into another territory. And as long as we've got a handful of resources, everything runs the same. We don't have to constantly worry about training up new agents or securing new listings. We get a couple of really high performing properties and we're already operating in the six figures. [00:14:18] Speaker B: Wow, that's fantastic. So what's the, what's the crown jewel of your short term rental portfolio Right now? [00:14:25] Speaker A: We've got a couple really good ones. And when you find yourself in San Diego, call me. We've got some amazing oceanfront properties in Carlsbad, Mission Beach. We've got some beautiful bay view properties in. In Bay Park, Point Loma. We've got some nice stuff. And so, you know, we specialize in coastal properties. A lot of our properties are either on the water, they've got views of the water. So come hang out, man. Come come visit us in San Diego. We'll get you housed up in one of our nicer stuff. [00:14:53] Speaker B: All right, done. How so at what point does the into all of this? [00:14:58] Speaker A: Yeah, the development is one of those unique cogs in the wheel that I think is, as I started to understand money and investments and how it works, development became kind of the natural evolution of where we're going to take the sales team. What's really cool about the development space, our sales team provides a lead funnel for the development and vice versa. And so it's a constant feeder system with all of our companies. The sales team also helps grow our vacation rental, which helps grow our sales team, which helps grow our development space, which helps grow our sales team. Everything feeds into itself. So the development we do created a. [00:15:32] Speaker B: System of a system of the system that's integrated with your systems. [00:15:35] Speaker A: And I promise that's not actually how I drew it up. It just happened that way. And I'm taking all credit. Like, yeah, that was totally the plan from the beginning. [00:15:44] Speaker B: He's a genius. [00:15:45] Speaker A: Of course, it just kind of blew up in a way where everything started to work in a cohesive ecosystem and it allows us to go do some really cool stuff. The next step after San Diego in 2025 is to get into Orange County, Santa Barbar, Central Coast. But the development space, you know, the sales team will feed business to the development space. Once we've either flipped the property or developed the property, that will lead as another funnel to our short term rental space. If we're going to hold those properties and rent them out, or if we're going to go resell them, it feeds right back to the. The real estate group. And so that was more of a way for us to say, hey, we can control more of our inventory and we can get into different markets in a very different prospecting sense because we then become, you know, the buyers as opposed to the agents. So if we were to go expand into the central coast, our goal is not necessarily to start by recruiting 50 agents. It's can we go buy three or four properties and then recruit the agents to help us sell them? And so it allows us this ability to grow and expand pretty quickly. In terms of scale though, it's a little bit different because of the, the, you know, the capital that's required to get into these other markets. [00:17:00] Speaker B: Yeah. [00:17:00] Speaker A: And once, once we've got that, that up and running, it, it grows fairly quickly. [00:17:05] Speaker B: Wow. So let's talk about the, the management of all this. If you being sort of the central leader of each one of these. Because I mean, these are, you know, each one of these. Yes, it's in the real estate, but I mean the short term rental game is completely different than the sales game which is completely different from the development team. So you've got three very unique teams with their own, with their own culture, with all their own skill set. [00:17:31] Speaker A: Personalities too. Yeah, yeah. [00:17:34] Speaker B: How do you juggle managing those three entities with such sort of diverse personalities required to be able to be successful in that space? [00:17:44] Speaker A: So first and foremost I, I have to be aligned with people who share common values. We can all have different personality types, but if we don't value the same thing, it's just not going to work. And that most of our value comes from couple of, you know, different mission statements that we have. One, it's, it's to constantly be redefining the, the real estate industry for the agent and for the client. What does that client experience look like, what does the agent experience look like and how can we constantly focus on making that better? So that's one huge pillar of, of our value system. The second one is if we just take care of the clients, everything else falls into place. So we have to be in line and, and in business with people who really value that sense of client service that is at the forefront of everything that we do. And every decision that we make has to be made with the intention of providing an exceptional service to our clients. And if we ever falter in that, our business will crumble. It is so integral to everything that we do. And so it starts with making sure that I'm in business with folks who value those two things, that constant pursuit of growth and improvement and really making sure that we're taking care of our clients. From there. I will say I talk to everybody a little bit different. You know, this person's coaching style and this person's management style is going to look different. Sure got to be able to wear a couple of those hats. And me as, as the leader of the companies, that's that constant journey, that constant pursuit of, of growth. Because our companies are evolving every single day and the personalities within them are growing and evolving themselves. So if I ever find myself stuck stagnant you know, it's inevitable that I will stop leading or being given the opportunity to lead. So I've got to constantly be. Be improving myself and leading, you know, my own journey so that I can keep leading the folks in my world. [00:19:30] Speaker B: So what have been some of the hurdles that you faced as a leader, as you've sort of managed. Managed these things at each. Each sort of phase of growth, like obviously going from solo to running a team to then having a team and two businesses to then having a team in three businesses, what are some of the things that have come to the forefront from you as a leader that you've front and, you know, essentially figure out? [00:19:52] Speaker A: There's three that really come to mind. And the first one, I think, is keeping stuff a little too close to my chest. You know, I talked so much about our culture, being family, being tight knit, and then as I've kind of gone on some of my different, you know, adventures, I found myself being a little close to the chest. And that's rubbed some of my business partners the wrong way. And they came to me actually last summer and they said, hey, man, you know, the decisions that you're making impact all of us. And if we're not in the loop, it feels like we're kind of being left out. And so I had to get comfortable saying, all right, here's. Here's what we've got going on. And that sense of transparency, that sense of vulnerability was not necessarily something that I was used to, and it's now become something that I've embraced and I love. I'm transparent almost to a fault. Make sure that the people that are in, you know, in my world, especially the executives and directors, they know everything that's going on. The good, the bad, the ugly. The other obstacle that I definitely have run into is my superpower is I'm a dreamer, you know, and I, I. The. The quote that I. I've coined is I never let a little reality get in the way of a big dream. And sometimes that can be problematic for, for some of my business partners and the people that I do business with because I'm constantly thinking of these new ideas, and I'm constantly trying to go a mile a minute, and that causes some strain. Shailey, my wife, is the president of our sales company and the CMO of our vacation rental company, and she has to keep up with that, and that's not always easy. And so I have to remind myself, as fast as I'm trying to go, I have to make sure that the Things that are in place are done before I go, move on to the next big adventure or the next big project. So it's just the willingness to slow down so that we can speed up, I think, has been a constant learning experience for me, and one that I'm always working on. And then the last one is hiring the wrong talent, bringing the wrong people into my world. And you know what's funny, Travis? There's so many times where I knew in my gut it was a bad hire, and I did it anyway because I saw, you know, one or two things. I saw that there was still, you know, a gain to be made, some kind of financial gain or some win to be had, or I told myself I can get this person to where I think they can go, or I can change that person. And every time I made a bad hire, I told myself one of those two things, and it didn't work out. And it impacted the culture, it impacted the energy, it impacted my, you know, my stress levels. And so I. I continue to try to tell people, you know, prioritize making the right hire, prioritize having the right people with the understanding that, you know, when you. You sidestep that or when you deviate from that, be willing to correct it. And I've. I've had to let people go. I've had to, you know, coach people out of our companies. And unfortunately, if I trusted my gut, I wouldn't have had to have those. [00:22:56] Speaker B: Conversations, but out instead of, you know, kicking them out, obviously, except the times you had to. So, I mean, you bring in some compassion to it. [00:23:07] Speaker A: Yeah. [00:23:08] Speaker B: It's really interesting that your focus on the. The customer experience. [00:23:13] Speaker A: Yeah. [00:23:13] Speaker B: You know, that to me, is a fundamental, foundational, basic thing of business. But. So I live in Las Vegas, and we're. I was having dinner with a bunch of friends, and I. I happened to meet a gentleman who was a concierge. I'm not going to say for. For sake of. Of. Of privacy, I won't say which resort that it was, but it was one of the big ones. And he was the main concierge for 25 years, and he was saying that in 2020, all of the casinos in Vegas, most of them, there's two left, they all got rid of their concierge staffs. [00:23:48] Speaker A: Yeah, I believe it. [00:23:49] Speaker B: And it's so interesting because I'm talking to clients that are coming to Vegas, and the thing that comes up is it feels different because that level of, like, high, you know. And again, concierge isn't for everyone, but for the small percentage of the people that want that. Those. It's interesting that they're like, that's the thing they're noticing now is that customer service touch has gone down and it's lessening the experience of being here in Vegas. [00:24:19] Speaker A: So I wholeheartedly agree. We were in Vegas last year for a convention and one of the things that I noted was why are we still calling this hospital mentality. It's not hospitable. It feels like a money churning machine. [00:24:34] Speaker B: Everything's ampified. [00:24:35] Speaker A: Yeah. And if you're in, you know, a C suite meeting and you're having conversations, obviously you have to talk about money. But if you're talking about increasing your bottom line at the expense of the customer experience, stop calling it hospitality or stop calling it a client. A consumer based industry. It's not at that point. [00:24:54] Speaker B: That's. That's the argument I've been making. And not just me, quite a few people. Last year I was in Hollywood for 15 years as a screenwriter. And it's really interesting to. From a, again from a business perspective, you look at it and going Hollywood doesn't. It seems like everything they're doing, like the consumer is the last person they actually think about. [00:25:16] Speaker A: I wholehearted. [00:25:17] Speaker B: Yeah. And then they complain when consumers don't go watch their movies. You're like, maybe, maybe she's. So anyway, I just did me out. That was interesting. Also find it fascinating that transparency is becoming a big part of. Of your business. And yeah. You know, I think you're ahead of the curve because it feels to me like culturally, at least here in the United States. Right. That like especially the last three or four months, what's been sort of one of the big things that he keeps coming in is people are like, we just want some transparency to what's going on. [00:25:48] Speaker A: Yeah. [00:25:48] Speaker B: And. And you know, so I think that's. We've had 20 years of the information age and I think we've probably had five years of information overload phase. We just have so much we don't know what's going on. So now it's just like, just so that. That's fantastic. I love that that's been your three keys is leadership. And the other thing I love is we can see the natural sort of progression of you as the solopreneur to the business owner. To the business owner to now you've had enough success. You've created your fourth company which we haven't talked about, which is Millennial Agents. [00:26:24] Speaker A: Yes. [00:26:25] Speaker B: Now you're passing on that knowledge and you're coaching, you know, I guess the next generation, if we want to call that. So how, how. What was the, the evolution and the, and the insights that led you to add on another, another component to what you're already doing. And at what point in this time did your wife be like, hey, this is enough. [00:26:48] Speaker A: She knows me well enough. And, and I will say I couldn't do any of. Without her, without that support system. She knows that I'm a dreamer and she knows that, you know, I'm as ambitious as they come. And I think a lot of that is due to how I grew up. You know, ambition was just not a thing because you had what you had and you didn't complain. Now I look at the world in a very different lens. My kids will look at the world with an unlimited mindset. Money is infinite and they just have to go take however much they want of it or however much they need of it. And so I'm constantly looking for new ventures and new opportunities with the coaching specifically. One of the things that I'm really proud to say is that I wouldn't be where I'm at without so many people literally grabbing me by the hand and pulling me up. Even sometimes when I fought it, I was like, no, I'm good, I'm good. They were like, no, come with me. Come this way. Come get in this room. Come take this class. And I soaked up everything that I could. I am nothing more than the byproduct of the people that have been willing to invest in me and give me their time and their insights and their wisdom and their care. I want to pay that back. And I will say, you know, there's, there's an amazing feeling when you hand a first time home buyer keys to their first home. That is one of the most gratifying, humbling experiences that you will ever have. The only thing that I found on par with that is handing an agent their first commission. Closing that to me is one of the coolest things because you're a part of this, this first, first domino that can lead to a massive world and a massive business and being able to be a part of that and cultivate some of those light bulb and those aha moments. Being able to be a part of the next great entrepreneur story. I love that. That is, that fills a bucket for me that I haven't found really anywhere other than being able to hand a first time homebuyer keys to their first home. Because that creates generational wealth that can, you know, break the chains of poverty that, you know, Reflecting on my story, that can change the entire dynamic of somebody's last name, of an entire lineage. The same thing can be said for helping somebody build a business. And I think that, you know, it's a responsibility that I don't take lightly and it's something that I'm so passionate about and that transparency, like, I'll show you everything that we do, you gotta go execute. Can I help give you the resources and the mindset to understand that I'm not the smartest dude in any room, I'm certainly never the most privileged, but I will work my tail off to go get the things that I want in this life. And if you do the same, there's nothing that you can't have. There's. There's nothing that you can't do. And so if I can go impact more and more people to build big businesses and to create generational wealth and to build big lives, I will, I will sleep easy every night. I will die very happy knowing that, that, that's a legacy that I'm proud to leave. [00:29:41] Speaker B: It's funny you say that about the commission check because so people find me and I work with, with high level people to write and publish the first book. And there's a lot of things we do in our business. But you know, my most favorite part of my entire business is being able to make the call to my client when their book hits the number one on Amazon. And being like, hey, check Amazon right now. And then being able to say, hey, congratulations, you're a best selling authority. [00:30:05] Speaker A: How special. [00:30:06] Speaker B: It's the one thing that I don't let my team outsource. I'm like, that is mine. I'm like, clear my schedule. [00:30:12] Speaker A: And it never gets old, does it? Like, I can't imagine that's a call where you're ever like, oh, I gotta tell you, like, that's gotta be the best feeling. [00:30:20] Speaker B: Yeah. We actually had a joke for a while because we had, I think 35 or 36 books in a row that we got to number one. And then I would take my old book and be like, okay, this market, my old book and my book will get to number two. There's like a year and a half. I had three books and my books got to number two and everybody else got to number one. I'm like, what is going on? [00:30:40] Speaker A: You're giving away all the goods, man. That's awesome. [00:30:42] Speaker B: It was just like, it was, it was pretty funny. So with your, with your, your coaching, what are some of the aspects now, are you only Working with agents or you start, if somebody come in saying, hey, you know what, I would like actually become an investor or developer or I want to get into the short term real estate game. Like do you, do you cover all of that or is it you only working with your employees? [00:31:03] Speaker A: No, we've got really eight kind of modules that we play around with. And the first one's mindset, the first one is really unlocking that sense of anything is possible in this world if you just keep your head down and you execute the plan. But if you don't think you can be a millionaire, if you don't think you can be successful, you can't. The game's over, it's done. It really starts here. And so the first thing that we always dive into, whether it's one on one coaching, group coaching or one of our workshops, if your mindset's not right, nothing else that I tell you matters. It's going to be, you know, notes on paper that are going to collect dust over time. And so we really make sure that the people that we're coaching up are ready to go receive the information that we're going to provide them with the understanding that if they just execute, we're good. But, but it starts here. From there it's, you know, making sure that you, you have all of the tools and resources and systems to run a listing based business, handle buyers. We talk about investment, we talk about leverage and scale, and then we talk about the concept of retirement. I'm very proud to say that I'm an entrepreneur. It's one of the best things that you can be on this planet other than a father, I think. And retirement to me as an entrepreneur doesn't mean I'm done. It doesn't mean I'm just not working anymore. It means I work when I want, how I want, with who I want, where I want, for as long as I want. And that's what we're working towards. And if I can help somebody build that. It doesn't mean you're not working. It just means you're working on every bit of your own terms. And that is absolutely possible in the real estate space. As an entrepreneur. [00:32:35] Speaker B: Yeah, there's a few calls back, a few episodes back, I was talking to somebody. He, he managed to retire when he was like 42. [00:32:43] Speaker A: I'm looking to 40. If I can do 40, I'm happy. That's. And you know, as a dad, right, if I'm present, I win. I never met my biological dad. And so if I can just be There, I win. My goal is to make sure that I build a business that doesn't need me in it anymore so I can go hang out with my kids. And if I can do that, there's nothing better. [00:33:05] Speaker B: And you're saying something important. So, like, When I was 21, I worked in sales. I was in Los Angeles. And my. I had my mentor. He was 68 at the time, works 60, 70 hours a week. He was very much a people person. He loved going to the networking meeting, BNI and the luncheons and the breakfasts, you know, where everybody comes. He loved those things. We would go to, like, three or four of those a week. [00:33:26] Speaker A: Yeah. [00:33:26] Speaker B: And. And he used to always tell it when they're like, everybody's like, oh, what do you do? What's your business? And he used to say, I'm retired. And. And he just. And, you know, and I'm at 21. I'm, like, working really hard. I don't understand. So I never said anything. But that went on for a couple of months. And then we were at one of these meetings where he's like, I'm retired. And you hear somebody be like, oh, that's B.S. i. You work like 70 hours a week. And so, of course, everyone around him is like, hey, what are you lying to us? What's. And he starts laughing, and he's like, oh, well, you know, When I was 8 years old, my dad used to come home from work, and he would throw his stuff in the corner, and he'd be upset, and he would always go on, I can't wait till I'm retired. And he's like, Am I 8 years old? And my dad just kept talking about retirement and trying, like, this must be this really important thing. So I asked my dad, what is it? What is retirement? And my dad said, when you're retired, you get to do the things that you love whenever you want to do them. [00:34:16] Speaker A: Yeah. [00:34:17] Speaker B: And then. And then my mentor, he smiled and he said, I've been retired since the day I turned 21. [00:34:22] Speaker A: That's cool. [00:34:23] Speaker B: And I was like, wow, that's. That to me, has always been a. An insight as to. When you create the life that you love, it's not really work. [00:34:32] Speaker A: Yeah. [00:34:32] Speaker B: And I think that's the. Why most. A lot of people struggle as they get in a job, because they need to make ends meet. It's not fulfilling. And then it is just a job, and then it does get to be a little bit drudgery, so. [00:34:43] Speaker A: Or you love what you do. And I. I. Isn't that such, like, such a privilege to be able to wake up every day and say, I love my work? I. I think that's one of the coolest feelings that you can have. [00:34:57] Speaker B: Well, as one of my friends who's a very successful entrepreneur says he's like, Travis, entrepreneurs are the only people crazy enough to work 60 or 70 hours a week, so they can avoid going into a 40 hour a week job. [00:35:08] Speaker A: Yeah. Ironic. And yet that's the most accurate statement that I think you could tell any entrepreneur. [00:35:17] Speaker B: Well, this has been a fantastic conversation. I appreciate your time. How can people learn more about what you do? So if somebody wants to rental, we want to go to. It's. It's Coastline Vacation Rentals if they want short term rentals. [00:35:29] Speaker A: So it's stay@the coastline.com you can find me at. Ray sells San Diego on Instagram and then on YouTube. The millennial agents. So love if anybody's listening, wants to reach out and, you know, talk shop about how to build a business or attend one of our trainings, love to have them. [00:35:47] Speaker B: Awesome. Ray, thanks so much for your time. I really appreciate you, Travis. [00:35:50] Speaker A: Really appreciate you S. Hey.