WIN Ep169. How to Build a Thriving Real Estate Team by Age 25 with Chris Williams

Intro speaker: Welcome to the Westside Investors Network. WIN, your community of investing knowledge for growth. This is the real estate professionals' investing podcast for real estate professionals by real estate professionals. This show is focused on the next step in your career, investing. Thank you for listening.

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Trent Werner: Welcome back to another episode of the deal deep dive segment on the Westside Investors Network podcast. I'm your host, Trent Werner. In this segment, our future guests will share their unique stories on a specific deal they've invested in. We'll dive deep into finding the deal, financing the deal, writing an offer, and the due diligence. Do us a solid and smash that subscribe button, leave us a rating, and share this episode.

And now let's dive deep. Welcome back to the Westside Investors Network podcast. I'm your host, Trent Werner. On today's episode, we're joined by Chris A. Williams.

Chris is the owner of the Assets Real Estate Team. Today, we're talking about how Chris earned the ships at 20 years old and dove headfirst into real estate. And now five years later, has his own real estate team and invests in multiple single family deals. Our conversation is primarily focused on agents that want to use the real estate industry as a business and not as a job. Chris has trained dozen agents on how to replicate his sales program and his sales approach to now help him invest in different deals in Virginia.

Let's welcome Chris A. Williams. Alright, Chris Williams joining the Win podcast today. Chris, thanks so much for joining us.

Chris Williams: Yes, sir. Thank you so much for having me. I'm super excited. I'm looking forward to the episode.

Trent Werner: And Chris, I told you before we start recording, I love having young professionals on the show, kind of talking about that next wave of professionals in the real estate industry. I'm curious, how did you get into real estate at such a young age and why did you want to get into real estate at a young age?

Chris Williams: Yeah, man, crazy story. So I got started when I was 20 years old, so about five years ago. And most people, when they first get started, like at a young age, it's usually because they saw somebody that they knew in real estate, or they had some type of connection there. Me, that wasn't the case whatsoever. I didn't really know the difference between buying and renting when I first got licensed.

Like I had no familiarity, no knowledge, no connections, anything like that in real estate. I kind of just stumbled upon it, depending on how much time we got in this podcast. I mean, I could get to the whole story or a condensed version. I want to kind of give the more condensed version. So basically, I was known as a football player my whole life.

That's what I was supposed to do, you know, in higher levels after I graduated high school, play football and then just keep on accelerating on that route. What happened was a week before training camp started for college, I found out that I didn't have a scholarship anymore. So that just completely shifted my life and my plan, and I didn't really know what to do. So I picked up another job, went to community college, and at the time, because I didn't have a car, it got to the point where pretty much all the money that I was making from my jobs, was having to spend back on taking these Ubers to go to work and go to school. So I'm like, this isn't going work.

Dropped out of school, picked up another job, and I'm working every day 7AM to 1PM at one job, and then two to 09:30 at another job. And I was doing this for months. I'm like, hey, this is not a way to live like this is not sustainable. I'm barely making any money. I'm working all day every day.

So at my own one of my jobs, which was out cleaning out cars, a lot of people when they clean out cars, listen to music. For me, I always like to intake information. So I was listening to podcasts and one of my favorite podcast, the host, he was always talking about real estate and the benefits of real estate. I'm like, alright, cool. Like, what is this real estate thing?

And I looked it up, I realized that he was talking about real estate investing. And you know, at the time I was 19 with $30 on my bank account. So I'm like, alright, can't do real estate investing, what else can I do? And one of my other jobs I was working with a salesperson at Foot Locker selling shoes. So I'm like, all right, well, let me look more into the sales part.

And then real estate agent or salesperson is what popped out to me. I'm like, all right, cool. I'm already doing this selling shoes. And I'm like, I sell shoes. I think I can sell houses.

So you know, a couple months later, I got a license and three days later, the world shut down COVID.

Trent Werner: Yeah. And I love that because you, I mean, you were in you were in a situation, right? Working tirelessly and not necessarily getting ahead at that point. And so instead of just, I guess, putting your tail between your legs and dealing with that, you you handled it. You chose a different path Yeah.

And and took matters into your own hands. So I have a couple friends, a brother-in-law that started new careers right when when COVID happened. And it was a very weird time. Real estate was weird. Obviously, I was in as a as a broker in real estate at that point too.

And it was just a very interesting time. So how did that coming into the industry in that scenario shape how you got to where you're at right now?

Chris Williams: Yeah, man. Honestly, it was super at the super tough at the time, but I'm very grateful it happened because I went through all the struggle, all the bad parts, all the hardships early. So I got them out the way. And, also, you know, it helps now, like, when I am having success, like, it just keeps me grounded. It keeps me humble because I know, like, what you have can also be taken at the moment that you you never know.

So my first year, man, was such a struggle, and it was tough because everybody was doing good around me because interest rates were low. So everybody was buying a house. Investors were getting great profit margins on their deals. Me, I was just young and dumb, to be honest with you. I didn't know right from wrong, basically.

I had never worked corporate before, never really been in that type of lifestyle. So it was a huge adjustment for me. And I think that's what took me so long to have success. Like, man, my first year, only sold two houses. And I was working full time and, like, more than full time.

Because coming from my football background, just believe in hard work, and, like, hard work can get you far. So when everybody would work forty hours, I worked eighty hours. I was in the office, first person in, last person out, weekends, all of that. And there was just no success that came from it my first year.

Trent Werner: But looking back on it now, I bet that was the foundation for how you got to where you're at. That all that time and energy during that first year. Yeah. You may not have had the the dollar amount to, you know, say you had success, but it definitely helped you get successful.

Chris Williams: Yeah. Yeah. 100%. And that's kinda what I'll implement to my agents also too. Like, the thing with me is, like, yeah, I was working hard, I just wasn't working smart.

And I didn't really know what to do because, like, talking about COVID, thing with COVID is people weren't allowed to come in the office. You only have, I think, two people very max. And of course, that person that's coming in, they're focused on their work. They don't really have time to train and mentor me and kinda teach me the way. So I was running around basically doing things, you don't know what you don't know, basically.

So that's kinda what led to the struggle. So I think now, that's why I teach my agents. Just the importance of just coming in and being around the environment. Like you can just learn so much just by sitting in rooms and listening to people. You don't even have to talk.

Just sit in rooms, listen to people, and you'll be able to pick up so much insight, so much valuable information.

Trent Werner: I love that story. Because in my first year in the business, I think I made like $20 or something like that. Right? Yeah, I was working hard made $20. And, you know, obviously, that wasn't enough to get by.

Yeah, I'll never forget my mentor took me to one of our other branches at the company I was with at the time. And there was a guy that's been doing it for a long time. His office door was open and it was just us three in the office because they had to meet about something. Guy hopped on the phone and the way that I heard him on the phone with his client was something like that conversation I will never forget because it just, it kind of like struck a light bulb in my head on like, okay, you know, you don't have to act like a lawyer when you're on the phone. Like this guy was guy was like, no, just come over to my house, like bring the kids, I got a zip lock, you know, all these things.

And I'm like, this guy's gonna close a deal right now because he's building a relationship and and that's a client of his that he's gonna have forever. Exactly. And that and that just just listening really, really made a light bulb go off in my head, which was I mean, I'm glad that you shared that because it just reminded me of that story.

Chris Williams: Yeah. That's amazing.

Trent Werner: So being an agent, obviously, you said you're working really hard first year. I'm sure you're still working really hard, but now you're leading a team and you're an investor, correct?

Chris Williams: Yes. Yep. Yep.

Trent Werner: How did you go from first year agent with, you know, less than ideal success to being a team lead or managing a team and now investing in real estate?

Chris Williams: Yeah, for sure. It's been an interesting story. So I would say, like, honestly, when I first started in real estate, I had set goals for myself. And I set all my goals around five years because I just thought, like, you know, 20 years old, I just thought my life ended at 25, basically. I'm like, alright, this is when I'm a real adult.

This is when I gotta have a family and do all of this stuff. Like, I had all my goals centered around being 25. One of my goals was to have a brokerage by the time I was 25 years old. And the thing about goals is sometimes if you write them down, you put them on your vision board, you may forget completely about them. But just because you wrote them down and did that act, it's just like you just kind of manifest them.

So it was kind of crazy how that works. But kind of my story, my transition from agent to team lead, it got to the point, I'll say within two years, that I was just picking up so many leads from my social media to the point where I just couldn't handle it. Because I me personally as an agent, my individual business, I never wanted to be that person that did a hundred deals a year. Just there's so much stress that comes with that if you don't delegate. And it and we're just talking if you just a solo agent with really no help.

So I didn't wanna do that. But, you know, I was fine doing my production, but there were so many leads that were coming in, I didn't even know things like your DM request. I've discovered that one day, and I saw, like, there were leads, you know, from five, six months ago. They're like, hey. I'm preapproved for 700,000.

I'm ready to buy a house. Or Hey, like, I'm look I wanna list my house next week. Can you help me out? And I never even saw those just because I didn't know. And it just got way too much.

So I'm like, Alright, instead of leaving literally hundreds of thousands of dollars on the table, let me bring in another agent. And I brought that agent in, and that agent, he was with a different brokerage at that point, or before he was with a different brokerage. He was with them for around a year, I'll say. He didn't know how to write a contract yet. So it was interesting going through that whole, because he basically got a brand new agent.

So training him up, doing all that, and within ninety days, he sold his first house. And then he immediately after that, he started working on more clients and more clients, and he started getting listings. I'm like, alright. Cool. Like, if I can replicate this with one person, I can replicate this with two.

So second one brought her on as a child. She started doing very well early. So I'm like, all right, well, now I have multiple proof of concept. So now I have multiple. I can just scale this infinitely.

So I brought on more. And then a couple months later, we were at twelve, I want to say. And we just kept on growing and growing. And that's my transition to team lead. And as far as investor goes, honestly, it was last year when I really started purchasing property.

And I had one personal property at the time. And I was like, all right, like, it's cool having a house, but I need to start having my I need to start making more money, like start making passive income because I can't just rely on my active income anymore. It's just not smart to do. So I started looking around. I'm like, dang, interest rates are super high right now regular people.

So I know for an investor, it's definitely gonna be high. So I just started doing some more research and then things like that. And I found out about creative financing. I'm like, this is interesting. I can basically set my interest rate or I can, you know, take on other people's low interest rates.

This is cool. So I brought my first deal probably within a few months of me researching that. And I started doing some more strategies like wholesaling and fix and flipping and just buying more rentals. And that's kind of my track there.

Trent Werner: So what kind of creative financing did you use on the first on your first deal that you were just talking about?

Chris Williams: Subject to. Subject to. And it's cool because I got that deal from it was a listing of mine that I had that wasn't selling. And I just couldn't figure out why it was selling, why it wasn't selling. And it's funny because at that time, was learning about creative financing, but I never thought to do it on my own house, like my own, like, listing.

And then it got to the point, like, we're sixty days on market, my listings don't really sit. So that was really shocking. I'm like, okay. Like, what what's going on? And just had this bright light bulb moment.

I'm like, hey. How about I just buy this house myself? And I'll tell you, man, that first acquisition appointment, you know how scary that was for me? Like, I'm feeling like I'm at my very first buyer's appointment. Know, my palm's sweating.

Because creative financing is kinda hard to explain, to be honest with you, when you're first starting it out. So it was like a three-hour-long acquisition appointment, but they end up signing with me. So that's what matters.

Trent Werner: And I mean that because I know there's teams around our our area here in Portland Metro that, you know, you'll see the billboards and it'll be cash offer or will list it or whatever, know, they offer all all the different options, should say. And so by doing one yourself, you can almost offer that to future clients that want to sell their house, right?

Chris Williams: Yes. 100%. That's the arm that we have also in my company to my team is we I feel like we can help any seller literally in any situation because or a lot of real estate agents make the mistake is they just want to list the house. But all houses can't be listed and all houses should not be listed, honestly. So what happens is that agent, they may walk into a house and may be messed up and they're like, all right, well, I can't list it because it's not going to pass appraisal.

They will literally walk out the appointment, but I can't help you. Oh my gosh, you're doing such a disservice to the seller at that point. Also, you're losing a lot of money by doing that. So what I tell my agents is we got to focus on all the things that we can provide a seller. So whether that's a listing, whether that's a cash offer, whether that's an ovation, that's creative financing, there's so many different ways in which we can help out sellers at the end of the day.

Trent Werner: Yeah, and one thing that just hearing you talk, there's a lot of real estate brokers and agents in the business that treat it like a job, you know, they they are there as a salesperson, just trying to churn and burn as many deals as possible. Yeah, I think the way that you really get the most out of this industry as a broker or an agent is to treat it like a business. How can you use knowledge, your skill set to grow your, you know, your financial freedom, your independence, your wealth?

Chris Williams: Exactly.

Trent Werner: When you start doing that, it almost makes real estate more fun because you're constantly looking at how can I get more deals? How can I, you know, help these sellers in ways that traditional brokers aren't going to be able to help them to your point?

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Chris Williams: Yeah. 100%. Yeah. That's what I love doing, man. Like, I love, like, the nitty gritty kinda like the complicated details that nobody really wants or people are like, hey, I don't really know what to do with this.

I love coming in and those and like seeing like, hey, like, how can we work a deal? How can we make things happen? You know, even situations like I may run into a seller where they just want too much money upfront for a creative financing on my entry fee doesn't make sense. So I'll do something like just get more creative with it. All right, well, okay, I know in, let's say, two months that I'm going to have made this amount of money at that point.

So how about instead of paying you all this, let's split up, pay something up front and then pay you in seventy two months the remainder of it, and then we'll get we'll set that at a low interest rate. So it makes sense for me and makes sense for them also too. So it's super cool, just like again, creative with it, and finding solutions. Because I always feel like, if a homeowner wants to sell their property, there's a solution there, we just got to figure out exactly how we can sell their property and how the deal can make sense for both of us me as an investor, and the homeowner themselves.

Trent Werner: Absolutely. And there's that quote, right, where it's, you know, you get compensated in direct proportion to the problems that you can solve. Yep. So if you're able to be that person that's solving problems for these sellers, or, you know, maybe not a problem, but getting them to their goal, achieving their goals. You know, you're gonna you're gonna be successful, the sellers are gonna be grateful for you coming in and helping them, whether it's just listing their house or buying it from them directly. So I think

Chris Williams: Yeah.

Trent Werner: The more skill sets and tools that you have surrounding the especially creative financing, I mean, that's something that very few real estate professionals, I think focus on and are proficient in.

Chris Williams: And

Trent Werner: so being able to do that and talk about it and repeat that is something that, you know, is definitely in the minority percentage of the business. So that's awesome.

Chris Williams: Yeah, thank you. I appreciate that.

Trent Werner: So Chris, I know you said you got your first deal last year. What kind of deals are you looking at going forward in the time where, you know, interest rates are still high, the market may not be moving and churning as much as it was a few years ago. Yeah. So what what are you doing in this current market for your business, your brokerage, your team, as well as your investment portfolio?

Chris Williams: Yeah, that's great. That's a great question. So as far as investment portfolio, what I'm looking for is buying holds long term. I love me some buying whole long term. Because like I said, I'm 25 right now.

I don't need I've flipped, I've done wholesales. And it's cool to have a big portion of cash. But really, what am I going to do with it? I would much rather take less cash up front and have that prorated over thirty years or however long the agreement is. It just makes the most sense for me.

Doing it that way, that's more so what I'm looking for. I love purchasing properties with creative structure, even if I flip out of it or even if I make it a short term, make it a long term, all things like that, because my entry fee is mitigated a lot versus, you know, purchasing with other investments. And that's more so on the investment side, you know, I'll say, as far as on the team working with regular retail clients, a lot of people right now, they're concerned with like the tariffs, the interest rates, all things like that. My thing is, man, people are still buying. People are still selling every single day.

I guarantee you, if we had a nuclear war, a house would still sell that day. Now, it's probably not gonna be as many, but there's gonna be at least one house that sells that day that that happens. So all you gotta do is instead of worrying about the problems, just figure, just find the people that are doing things still. Just follow the money, see where the money's flowing, and then go into that market and just try to capitalize on that market as possible. And that's why I love when we work with investors, because it just works hand in hand.

The thing about your retail clients is you got emotions and all that stuff. And I know from being an agent, you can work with a client for six to eight months, showing them houses every day, and they just say they want to rent. Okay, now what? You work with a seller, and they are they may not get the net that they want from the property or house may sit. And they're like, okay, well, a rent it out.

Then what? Like, it doesn't make much. Like, it doesn't help you out as an agent. Versus if you work with investors, if you get the numbers right, they don't care really, they're not emotional, they're just going to buy the house and you know, you can get paid a multitude of ways also to working with investors.

Trent Werner: Yeah, absolutely. And that's, I think, another reason why it's so important for broker brokers and agents to view this as a business.

Chris Williams: Yeah,

Trent Werner: because like you just said, you could be working with a client for eight months, and all of a sudden, they change their mind. And, you know, maybe you didn't waste eight months, but you're not going to get paid for those eight months. Yeah. Whereas if you were also focusing on how can you add to your portfolio, at least, you know, that that effort and that energy and the time is going to eventually pay you back. Exactly.

Exactly. Through the property that you you know, that you purchase. One thing that you just said too is you're focused on on continuing to buy creative deals. Another thing you said that not every property can be listed or should be listed. I view that as the same when it comes to investment, I guess just investment houses.

We'll we'll keep it with single family for right now, but it really rings true with any property. But

Chris Williams: Yeah.

Trent Werner: You know, there's certain properties that make sense, whether it's creative or wholesale or whatever. Each each investment has, I guess, the highest and best use, right? Whether it's flipping it, holding it long term, wholesaling it, whatever it may be. What's your process surrounding you know, someone comes to and says, Hey, Chris, I have a single family house. What is your, I guess, your order of operations or your timeline or your preferred investment strategy from top to bottom when you have someone come to you and say, Hey, I want to sell my house.

Are you looking to hold it first and then wholesale and then, know, flip? Or what what do you what do you look for in that, I guess,

Chris Williams: Yeah. Yeah, that's a great question. I think it just depends on certain times. Like, are certain times where it's like, Okay, I need some cash right now. So I'm gonna wholesale like I definitely need that.

But if I'm more in a regular time where I'm not needing cash, then yeah, I'm always looking to keep. So I have one right now under contract. I'm still deciding, what do I want to do with it? Because yeah, I could flip it, And it's like the rehab is easy. It's like a super cosmetic repair, nothing too crazy.

It's like, I can flip it and take my profit or I could refi to DSCR and take the equity out of it and then just keep the property as a long term rental. So it gets interesting. It just really depends on the property, man. So if it's like, if I'm looking for a buy and hold, I'm looking for a three, two at least, three bedrooms, two bathrooms. And if there's not currently, all right, let's say it's a three bed, one bathroom, because we have a lot of older homes in our area that back then they only had one or two, one bathroom, I'll say.

So if it's like, let's say 1,300 plus square feet, all right, do I got space in there to put another bathroom? All right. Does the cost make sense at that point? If I can and the cost isn't really too crazy, then yeah, I would do I would rather do that and, you know, keep it in the portfolio versus selling it versus flipping it. That's just my strategy with it.

Now, if I run into a property and it just needs a ton of work, then yeah, I'm just gonna flip it or I'll probably wholesale it to be honest with you. Just like I said, it just depends on the time. Like, I kinda get spoiled in the sense where flips just take so long, where wholesales it's like I can get paid pretty quickly from it, especially if I'm making a good amount from it, then why not? If I'm only going to make like 5 ks on the wholesale, then all right, I'll probably keep it to flip it. But if I'm coming out pretty good, why not just take your quick profits and you can put that.

What I do typically is I'll take my profits from wholesale and I'll put that into my buy and hold. It's giving me a larger leeway for a higher entry fee on some other ones that can cash flow a bit more.

Trent Werner: That's I like that. That's I mean, I understand where you're coming from on that. And I and so as someone that's never wholesaled, like, I flip or buy and hold.

Chris Williams: Yeah.

Trent Werner: It's just not a concept that I'm familiar with, but I understand where you're coming from. Yeah. Now let me ask you when it comes to, let's say you're gonna flip something and because this has happened to us a couple of times in the last twelve months. Got a great deal, good entry, good purchase, flipped it, list it, sits, doesn't sell. You know, for a lot of people, and I actually had a client that this happened to, but, and he owns long term holds too.

So I mean, he could have just rented it out at the end of the day, but the metrics weren't right.

Chris Williams: Yeah.

Trent Werner: But I think a lot of people that are just getting into it, you know, like you were a couple years ago where I want to start investing, I want to do a flip. All right, we flipped it, it looks beautiful and boom, we're screwed. Life's ending, it's not selling, we're losing everything.

Chris Williams: Yep.

Trent Werner: You can just refinance that rented. So I'm curious what your thoughts are on, you know, maybe you're not cash flowing like you want to on a on a hold, but at least you're not, you know, taking a bath on the deal, right?

Chris Williams: Yeah. Yeah. 100%. So I always say you don't make let's talk about a flip. You don't make money when you sell a deal.

You make your money when you buy the deal. So you have to buy smart. That's the biggest thing. And I think a lot of newer investors, they make the mistake because they get, like, the shiny object syndrome. They're like, okay, cool.

I finally found a house in which I can buy. But you know, sellers, they always want more for the house and they lose on negotiations, because they're like, Alright, well, I just really want to get this property under contract. I really want to flip this house. So seller, you want this fine, I'll give you that. Well, their margins are tight.

So they're already getting into the deal, hoping everything goes perfect just to meet their minimum profit margins. And some don't even have profit margins. Unfortunately, they're just like, all right, we're just gonna buy them and just see, hopefully we make money. Hopefully you shouldn't be doing that. But yeah, so when something does happen, the inevitable, then they're in a rock and a hard place.

And that's how people do lose money on deals. So whenever I'm analyzing a deal, I always look at what's the very worst case scenario. So if it comes to a flip, I'm already assuming I have to pay a 3% buyer's agent commission, 3% agent listing commission, and 3% or 3.5% for the closing costs. I'm already assuming that. Now the great thing, and this is just a small portion of it, great thing is if the deal sells quick, it sells quick, it's got good competition, I'm not gonna have to pay the 3% buyer's commission.

I can drop that down to two or 2.5. I own brokerage, so either I can be the agent on it, or I can just pay agent to list it for 1%. And then let's say best case scenario, I don't have to pay closing costs. Well, I've already factored in, you know, I think that's what 10% I'll say. I've already factored in 10%.

So if I only have to pay three, five. If I only have to pay four or 5%, great profit margin on the deal. And also too with your rehab, you always just gotta assume high numbers. Like, I made the mistake before of assuming too low and something unforeseen always comes up. Like literally always, no matter what.

You can have the nicest house where you think it's just a cosmetic repair, something's gonna come up, unforeseen costs. So you just gotta just be super conservative, I'll say, on your numbers. Don't be aggressive and yeah. Just budget for worst case scenario.

Trent Werner: And don't do a deal just to do a deal if it's not Yes. Beating your numbers. Please.

Chris Williams: Yes. Correct.

Trent Werner: Just walk away.

Chris Williams: Correct. Yeah.

Trent Werner: Well, Chris, did I miss talking about anything today? In terms of your brokerage or your investments? I mean, I loved hearing about your progress from diving headfirst burning the ships behind you and just going all in, in real estate. And now being an investor and and working on creative deals, is there anything else you wanted to touch on?

Chris Williams: Nothing too necessary, I would say. I mean, more so, like, kinda what I'm focused right now is just giving the information back out to people. Because I've been blessed to learn a lot myself. But a lot of times when you're trying to figure out things, you've to sort through millions of YouTube videos, read hundreds of Before I even did my first flip or creative finance deal, I probably read 20 investment books. I was like, dang, this is kind of a lot of stuff.

So my goal now is just to make the information very accessible, very easy for people to understand it. So what I do now is just I'll just make videos about these topics, just put them up on YouTube for free for people to indulge in them. And if somebody does a deal, that would be amazing. But even if somebody doesn't do a deal, if they just watch the content, now at least you're somewhat educated on it and you can give that information to somebody else.

Trent Werner: Absolutely. And where can people connect with you on social media and YouTube?

Chris Williams: Yeah. It's @iamchrisawilliams on all platforms. @iamchrisawilliams.

And, yeah, like I was mentioning, YouTube, we're leaning heavy into that. So me as a real estate agent, my goal is really because there's so many agents who have investing opportunities that they just don't.

It's like you guys are working with investors. You're getting, like, at least 20 deals a year from your investor. Why don't you just invest yourself? But I don't know if it's because they wanna work their job as a real estate agent or they just are scared. I don't know why they don't.

But I just really wanna preach to them, like, use your commission money to make money. You gotta see money as a tool at the end. That's really all money is. Whether you got $1, whether you got a million dollars in your bank account is nothing is just an object. But what can you do with that money?

So you have to use it as a tool to make your money make money.

Trent Werner: I love it. And that's, I mean, think about it like a stock market, right? If you get a dividend, most of the time you're reinvesting that anyway into the same stock that you're getting paid from. So use your commission money as a dividend and reinvest into yourself, into your financial future.

Chris Williams: Literally, exactly.

Trent Werner: Awesome. Well, Chris, thank you so much for joining us today.

Chris Williams: Well, I definitely appreciate you, Trent. Thank you for having me on. And yeah, I'm excited to see the episode and I hope somebody was able to get at least one valuable gem from it that they can apply to their business today.

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