Real Estate Happens

From Old Fashioned Drinks to Cutting-Edge Marketing: A Fun and Informative Conversation

• Aweigh Real Estate-Kenny Letner • Episode 49

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In this podcast episode, the host introduces marketing experts Erik J Olson and Matt Smith. Erik is the CEO and Founder of Array Digital, which helps law firms grow through digital marketing, while Matt is the co-founder of Crush Digital, focusing on digital marketing for businesses in Virginia. They discuss topics such as traditional vs. digital marketing, challenges faced by small businesses, the importance of scaling and targeting the right audience, and the role of AI in marketing. They also share strategies for dominating specific neighborhoods and the significance of providing valuable information to potential clients. Contact information for both experts is provided at the end of the episode.

Speaker 1:

Hey guys, welcome to away real estate. We got another exciting show for you this week. It is my pleasure to have a couple of people on the show today that I think fit right into what we try to do every day. I saw a TikTok video the other morning and it was very interesting is taking a test to be a real estate agent and it says, well, what are the degrees you need? And the guy goes to GED and passes exam. What a degree should you have? Economics? You should have one in marketing, you should have one in psychology. So it was very interesting to me that. So the gentlemen that are here with us today are here in marketing. I'm just going to go around. We have a Ray digital and the parent company of crush digital. We have representatives from both. So what you really good? I'm just going to go around the room and let you introduce yourself.

Speaker 2:

So what's happening? My name is Eric Olson. If you want to find me online, I am Eric J Olson. I'll talk about that in a minute to Jay. That was definitely something that I added later in life so that people could find me. But yeah, I'm the CEO and the founder of array digital. We are based in Chesapeake. We are on battlefield behind the home, deep and lows. At array digital, we help law firms grow so that they can get more revenue, find more clients and help more people, and part of our vision is to spin off different agencies that have different niches, so we focus on law firm clients. We have a second agency that focuses on HVAC contractors and now we have a third agency, which is crush digital, and I will hand it over to Matt to explain what crush does.

Speaker 1:

Wait, wait. Before Matt starts talking, let me just warn all the ladies this guy's got a better voice than Barry White, so go ahead, Matt.

Speaker 3:

We'd love to hear this Good morning or a good evening wherever you're listening. Crush Digital. I am the co-founder in Crush Digital, previously owned other businesses and agencies and finally decided to settle down and help more people grow their business through digital marketing, primarily in the Hampton Roads area of Virginia, and I'm glad to be here with Kenny and Eric and this beautiful glass of alcohol.

Speaker 1:

So, as most people know, I always make old fashions for the guests, unless they don't want one because they're on some stupid personal quest. Eric, no, no.

Speaker 2:

I appreciate that.

Speaker 1:

No, no, we appreciate it. I mean, we all have challenges that we do in life and that happens to be yours. Just sorry, you're missing out on this. So, as I ask, with all my guests that are drinking the old fashioned, you know, on a scale of one to 10, I mean, you've had a couple of drinks now and you say old fashions, one of your favorite drinks this is a today is our handmade syrup that we have with orange bitters, orchestras bitters, obviously, and wellers for the bourbon. What's your opinion?

Speaker 3:

Well, let me get a fresh taste.

Speaker 1:

So, that the audience can hear Okay, that's, that is completely fair. So we'll have to see he's, that's not a taste, you just drink half a glass. So while he's doing that and he's kind of pulling that back in, how long have you been in marketing in general? And it's maybe better question before? That is, we all hear marketing and then we hear digital marketing. Can you kind of give us an idea of what's the differences?

Speaker 2:

Sure, yeah, great question. So most people who are in the digital marketing now probably started off as marketers, meaning that they sold or worked or created billboards or they work for the newspapers or the TV stations or the radio stations. So we call those those kinds of media. We call them traditional marketing. So most people started off in traditional marketing and then when the internet took off, they also started to do digital marketing. I actually approached it from a different angle. So I started off as an IT person, as a as a coder. I would make custom software applications and then that led into making websites. But I wasn't really all that great at websites like marketing websites, so I needed to partner with other people and the person that I partner with my current co-founder at Ray Digital is Kevin Dacey, who's been in the Hanson risk community for a very long time. He ran a company called ID Web, so he brought that skill set into the company and we started to hire digital marketers. So we approached it from an IT perspective primarily, more so than a traditional marketing perspective or an advertising perspective.

Speaker 2:

So what's the difference between traditional and digital marketing? Well, with traditional, you're basically blasting out your message and just hoping that your ideal client just kind of runs across it. So they may run across it by driving down to 64, 64, seeing a billboard. If they still get the printed newspaper, then they may see an ad in there, they may see it in a magazine, they may hear it through a radio station. But with digital marketing, what we're really trying to do is not just blast the message out but actually try to find people that are looking for services that our clients provide. So for real estate agents, as an example, if someone searches in Google for something like home prices, virginia Beach, or something that is very clearly related to real estate, then we can get an ad in front of them or we can get an article in front of them and get them to click through to the website.

Speaker 1:

Is that a lot through SEO and paper click and Google paper click type campaigns? That's exactly what it is.

Speaker 2:

So people, when they are searching for a product or a service these days they may ask their friends and family, but they're definitely no matter what. Even if they ask their friends and family, no matter what, they are going to Google and they're gonna search for that. So at that moment that they're searching, they have high intent for a product or service and we wanna get our clients message in front of that person at that moment.

Speaker 1:

Yeah, we could go down a deep dark rabbit hole on paper click campaigns and how they work and what works and what doesn't. So amazing so. But you're doing all of that kind of on a a little bit I mean locally, but also on a national level with the attorney firms, correct?

Speaker 2:

That is right. So at Array Digital, we work with law firms across the country because we don't need to be geographically locked in. If you will like, we can help anybody in any market. So that's what we do at Array Digital. Across digital, we're doing a lot more local work. So the idea is that we started off actually as a local agency at Array Digital and then we found a niche, which was law firms, and once we found that, we expanded to national clients. So we have clients all across the country, but we wanted to get back to our roots.

Speaker 1:

So a little sidebar here on these, on these attorneys. We see these commercials, right, and I get to watch in these commercials and I'm hearing all of these commercials and all of a sudden I go to another market and I see the exact same commercial, the exact same actor. And you know, what I started noticing is that every time the actor says the law firm's name, it never shows the actor saying the law firm's name, right? So I kind of figured out what was going on there and I just found this to be funny, right. So here's what's going on. They have this whole thing done, all the same verbiage, all the same, everything else, and then they just overlay the name of the. So I can imagine that actor's in a room somewhere going Kalpasunakman, and then he's in a room going Barney and Fife, and then he's in a room going do we screw him? And how I mean you know? So yeah, is that pretty much correct, how that commercial's happening.

Speaker 1:

I can't speak to it because I'm not actually in that world but I have I mean, I can't say it because he can either confirm nor deny.

Speaker 2:

Yeah, yeah. Now, what I have seen is as someone who just travels the country occasionally and occasionally does flip on the TV when I'm in a different market. I have seen the same actor pitching a different law firm with very similar what we call marketing collateral right the look, the feel, the message and whatnot. But it's clearly a different law firm that they're pitching.

Speaker 1:

Yes, so, matt, how's that? Berman, you gotta give me a rating of a scale of one to 10. I'm gonna rate mine first. Right, I've had better? Sure, I've had better. So I'm gonna give mine today probably a 7.3 out of 10. Where, would you say, yours is?

Speaker 3:

You know I normally deal with whole integers, so no points. So I'm gonna stick with this seven, because I do agree I have had better. No offense to you, get the fuck out, okay. No, I'm just joking. I think my main complaint here is the ice. If this were a cube or a cylinder of ice, that would easily be an eight, and I might even stop using integers and go to 8.5.

Speaker 1:

You know as much as it pains me. You're correct Normally. Normally I have block ice, but I was unprepared for you guys today, so that is my bag and I would 100% agree with your assessment of that drink. All right On to Crush Digital. Let's talk about what you're doing, a little bit about your background and what you're really trying to kind of accomplish in our local Hampton Roads market, that is, I mean, who is your target audience?

Speaker 3:

Well, I I have a background of home service marketing. So, like I previously worked at the other company, arrival Digital, and they mostly do HVAC, plumbing, electrical companies but even before then, before Arrival existed, even before Array existed, I worked on home service marketing. So, like painting companies and roofers and it's just the general gamut of people that come to your house or your business and they work on the property and helping those people get leads. Now, as far as Crush, we're opening up our market on who we serve, I would say small to medium-sized businesses.

Speaker 1:

Describe what you think a small to medium-sized business is Revenue-wise, Revenue-wise, employee-wise, touch-wise. What exactly are you looking for?

Speaker 3:

Sure, I think a general scale would be 250,000 in revenue and up. Wouldn't you agree, Eric?

Speaker 2:

I would, yeah, and certainly there's formal definitions for mid-sized firms and I would call those big firms, so small typically encompasses most firms that we would work with most of the time.

Speaker 3:

Yeah, and usually five or more employees. There's a local med spa that I work with. She does more than half a million I won't give away the exact revenue, but more than half a million and a good staff of over 10. She's an absolutely great client and being able to give her the opportunity to employ more massage therapists and estheticians, being able to give her business the opportunity to serve more of those customers Cause I wish I had a massage right now and gladly I will go see her and get a massage from one of her massage therapists and those businesses exist to help other people, so how can I help them, help more people? That's really the mission of visiting here is how can I help them help more people Pulled out the Jerry McGuire statement on me.

Speaker 1:

Help me, help you. No, I think that's a really interesting concept. The reason I ask about business size, right, it's because, hampton Roads, I look you can have companies here that their revenue is 50K a year and they have such a potential to do more. And I think they lack two things, right. The first thing they lack is Number one they don't know how to scale, right, that's the biggest problem, right? So you got a guy who the business is him right, because he is so good at what he does, but he needs to be looking at scaling.

Speaker 1:

And then the second problem is is being in front of the right people, and that's where obviously, marketing comes in. Is putting the. I tell people all the time you can have the best service, you can have the best product, bar none, but if nobody knows about it, you're never gonna scale, you're never gonna make more than you are right now. And I think that's where a good marketing company comes in. Is being able to your unique value proposition and getting that in a relatable term to the maximum number of people for the best marketing dollars. Does that make sense?

Speaker 2:

Yeah, totally so. When someone is starting out, say 25,000, $50,000 a year, maybe even up to $100,000 a year, one of the things that I always recommend is they should do the marketing themselves. Do it, if you will, on the cheap right. Be very cost effective, because a lot of these things you can actually get up and running on your own. So, as an example, if you do not have a website for your business, that's a big negative. If you will, people cannot find you, you're not indexed on Google and you're basically just missing from this digital marketing world, this entire landscape. But if you put a couple of hours into building your own website on a platform like Squarespace or Wix or GoDaddy there's literally hundreds, probably thousands of these and Squarespace is so easy to use.

Speaker 1:

It's drag and drop.

Speaker 2:

It's drag and drop, it's gonna look good and it'll get you from not being on the internet at all to having some presence, and that can carry you pretty far, actually. Right, so that's exactly what I did. I didn't pay someone to build my first website. I built it myself and then, as the company grew and I had a few dollars as profit, all of a sudden then I started to think about bringing someone else in. So that's what I would do for someone in that $50,000 range Do as much as you can until you are actually ready, prepared and you have the finances to go to that next step.

Speaker 1:

You know we have in my industry right, we have. You know, you have my company Away Real States, medium-sized firm in the area medium to small, I would say, and then you have within that firm, you have another 30 or 40 small businesses, because every agent is a small business and that's probably the biggest failure with agents is agents' ability to market themselves, and they all wanna fall back on. Well, I just need to be more relevant on Instagram and social media and I need to do more reels, and that's all great and that's all good, but that's not scalable in the sense of creating, you know, a larger version of yourself, and it's just not. You know, if you tie yourself, I think, to you're the person that has to be on Instagram every day, five times a day. It just doesn't work. So what are your thoughts on?

Speaker 3:

that. I'm glad that you asked, because I was about to speak anyway. I like this guy, if you are an agent and you're serving luxury markets, you are gonna be more relevant based on the fact that you're showing things that are aesthetically pleasing. You know, a luxury home is usually far more aesthetically pleasing Whether somebody can afford it or not.

Speaker 3:

Whether they can afford it or not, absolutely, whether you're in their target market or not, all of those things. But you're still gonna have other people involved, most likely, because if you're making what $30, $40,000 on a commission check and you sell one of those every month or every two months, what's the chance that you're actually gonna be sitting down and editing that video yourself? What's the chance you're gonna buy your own drone? What's the chance that you're gonna put in those captions and respond to the comments? You can, you absolutely can. But I would highly advise that you focus on building better and more relationships so you can bump that number up from one or two every one or two months.

Speaker 1:

Well, you said something very interesting and then you kind of backtracked a little bit. So I would like to know how to reconcile this right. You said you're probably not gonna be the one doing those marketing things and materials and responding to those things. So how do you reconcile, like a marketing company like you responding for you versus me being able to build that relationship with that person? Because unless I go back and read all of the text between your two, I'm just gonna be kind of a little bit lost. And that's one of the problems I find.

Speaker 1:

And it's one of your major competitors right now is AI. But I think AI is here to stay. It's not going away. It's here and it's gonna kick your ass. So you either are gonna have to use AI to really beef up the marketing that you're doing, right, and I think that's kind of how it will go, because, being a marketing expert, you know what to ask it to do in order for it to help you build those things. So I think it becomes a tool for me. Like you said, if you've got somebody, that's a $25,000, $50,000 a year, they can use that AI to kind of help them. Where you can use AI to really take it to a whole new level. Is that how you see this being implemented? Sorry, I just jumped tracks all the time.

Speaker 3:

Yes, it is. I would not expect to be able to sell or buy a home on my own and do it well and not mess up paperwork. And so, for the same reason, like I wouldn't expect, you know for a rate, digital, I wouldn't expect to do my own legal paperwork on my own because that could get very messy. And so usually for anything like you would say the same thing to your own clients, like you need to hire a professional to get it done right. As long as you're in the market, that makes sense to be able to afford that. Now back to your other question comment. It really depends. Like we can respond to comments on general info. Like we can send the information out or just respond to positive comments Like the comment is oh my gosh, I love this, and then we respond thanks, we do too, or whatever. But if I'm interested in this property, then there's a little bit more of a triage involvement send it over to a CRM, kind of thing.

Speaker 2:

So, if I could, let me touch on something that Matt was talking about, which is how you allocate your time, and, as you're building your business and let's focus on being a real estate agent, all right. So in the beginning, do what you can. At some point you're going to start dropping balls, so you may not respond to all the messages. You may focus only on TikTok, but you ignore Instagram and you ignore LinkedIn and you ignore Facebook. You can only do so much. So then you go look for a tool, maybe, and that tool pushes all this information out, but now you're missing the messages that you need to respond to, and so, as you continue to grow, you typically add more and more and more to the point where you are dropping balls, and then, all of a sudden, you may get a reputation for not responding to people, or you may drop an opportunity.

Speaker 2:

When someone messages and says there's a house on this corner, can you show it to me? And you don't even see the message for a week because you're busy doing other things. But in the end, as an agent, you definitely need to build your network and you need to cultivate that network, and so you need to be very present in the lives of the people in your network, and the bigger your network the better. And that takes just a lot of time to either show up in person to these events or be on a line so that you can respond to these kinds of like inquiries. But then there's also the actual business of being a real estate agent, and so, trying to balance all of these things, at some point you definitely need some help.

Speaker 1:

I agree with you a billion percent, and I think most agents get caught up in it. Look, it's much easier to sit down and play with it on a computer all day than it is to make 20 phone calls to strangers and people you don't know. One of the things that we're seeing a resurgence of in real estate agents marketing and I'm actually doing a class on it tomorrow and I would invite you guys to come. If you want to put together, would we call that earlier a deck, a deck, a deck. If you want to put together a deck for tomorrow, I would love to see that, because I think farming a neighborhood is going to be extremely relevant. And I'll give you an example.

Speaker 1:

I was talking to one of my agents that I do coaching calls about three to four coaching calls of different agents every week and kind of get them working on things. And one of the agents is like, look, I kind of want to take over my neighborhood and I'm like, okay, well, that's a really good idea, it's a beautiful idea, I said, but there's some things that you're going to have to accomplish, I said, and it's going to have to start with print. And we all go print, what the hell. But print drives to digital, right, that's where that has to go. And so one of the things that look, you need to start out with doing some kind of a monthly thing, right, whether that is a November food drive for the food bank or a December pictures or Santa Claus or something every month, right, I said. But it has to start with a mailer where there's a QR code that drives them to a Facebook page. It's just for that neighborhood. That allows that audience. Now, your target audience is that neighborhood. Then you start condensing and marketing.

Speaker 1:

So is that in the preview of Crush Digital, to go an agent, come to you and go hey, listen, courthouse of states has 1,073 homes in it and I want to dominate courthouse of states. I want to dominate it. So what can you do to help me put together a marketing package that is going to include mailers, digital Facebook and monthly activities to kind of do so that I become the resident expert, not just because it's look, it's more of a becoming a celebrity kind of a person than it is about becoming. I'm a real estate agent and I know courthouse of states. Right, it's more about becoming the celebrity in courthouse of states than everybody knows. Does that make sense. What are your thoughts?

Speaker 3:

on that You're absolutely right. You need to be a celebrity in the area that you want to target and, as far as from a digital perspective, you can target advertising in an area, both in stream ads, like on Hulu or on Facebook or what have you YouTube there's a lot of. I'm sure some of you watch YouTube at least once a week. What's YouTube? Yeah, I don't know. I don't know. Or it's search ads. There's a good chance that people are searching for. If they're in the market to buy a home, they're going to search for homes. But if they're not actively thinking about it but they may be qualifiable right, they have the income, they have the assets, they have the other criteria then you can still market to them based on their demographic, like they're probably 30s and 40s. As far as print, we don't do print in-house, but we do have friends and partners that can help take a strategy to their hands.

Speaker 1:

I think what I was kind of driving is a neighborhood, right. So this is. And I tell everybody, if you're going to farm, that's a marathon, right. This is not that low-framing fruit of where you're going to target, like a demographic or somebody with a certain amount of money. It's let's target this group because eventually every house in there's going to turn over and eventually everybody's going to be buying.

Speaker 1:

So anybody remember Mr Campsville? Oh my God, there was a real estate agent. He marketed himself as Mr Kimmsville and it got to the point where if you wanted to do anything in Kimmsville, he was kind of the guy to call, right. So he did so much business just on the simple fact that he marketed himself as Mr Kimmsville, right. So that's kind of more what I'm talking about and I get it on Facebook. You can kind of drill down into an area, right. But if I only want courthouse estates unless you guys know of another way, the only way I know is to get that print out there to them to go hey, join our page and then be part of the group of fake. Does that make sense?

Speaker 2:

Or maybe I'm off base, so it makes total sense. So let me share a related story with you in the audience. I have three digital marketing agencies, but for some crazy reason, I fantasize about starting a landscaping business. It's a terrible idea, I'll make no money at it, but I want to do it, and so, as a marketer, I'm thinking about what would the approach be to get the kind of business that I want? And so what you're talking about is dominating a neighborhood, and that is exactly the plan that I had.

Speaker 2:

So, first and foremost, what neighborhood do I want to dominate? So I had to think about the demographics. Do I want small yards? Do I want really big yards? Do I want something in the middle? And who are the kinds of people that I want to serve? So who would need this particular service? Someone to come by and cut their grass, as an example? And I landed on people that probably have a couple of kids suburbia, for sure, not massive yards, but good sized yards. And I live in Chesapeake, and so I'm in a grass field area of Chesapeake, so you don't want wood or dsmail.

Speaker 2:

So I did say that, but what I do want.

Speaker 1:

Two acre yards and they're awful of leaves, yeah, so that's a lot of.

Speaker 2:

It's a lot of production, that's for sure. Right Now, what I did settle on is Marsh Creek and Sawyer's Mill, those two neighborhoods which are side by side. The homes are probably somewhere around like $400, $500,000. And so that was gonna be my target market. I don't want anyone outside of those two neighborhoods. Why? Because I have to balance all around and I need to learn those neighborhoods. I just want to learn one neighborhood and I want the network effect as well.

Speaker 2:

So when I roll up and someone sees my trailer and it has my sign on it, which marketing right there, and they drive by that trailer with the sign, now, all of a sudden I just got a lead, I don't have to pay for it. So there's the network effect. Also, the neighbors talking to one another hey, who do you use? Oh, I use Eric and his crew. So, first and foremost, pick the neighborhood that you want. Now, secondly, I would go by and the plan is door hangers. All right, so Beautiful. So not necessarily mailing, but having like, and I don't have to do it, I could pay someone to hang those flyers, absolutely.

Speaker 3:

So there's a local windows and doors company and what they'll do is the week that they're doing an install, they'll put door hangers up to say we'll be in the area on this day. Would you like us to come and talk to you?

Speaker 2:

Yep.

Speaker 3:

I think that's really good.

Speaker 1:

My agents do an open house and before the open house they go to the open house. The open house at 11,. They start at nine o'clock. They walk the neighbor, knocking on everybody's door, simply saying to them hey, we're gonna be holding up an open house in the area. If you have any problems with any traffic issues, please let us know. Here's my card and it's again. It's not trying to sell them anything, it's just getting your name out there.

Speaker 2:

Right, you're trying to help them, educate people, right, tell them something that they may be interested in so you can do things like the door knockers. You do the mailers like you're talking about. That's another great way of doing it. There's another postal service has like the walking routes I forget the actual name, but it's a very inexpensive way of getting mail into a route that a particular postal worker drives or walks. It's a couple of hundred and it's very cost effective.

Speaker 2:

All the things that we've talked about so far that I just mentioned in this plan, are not digital at all. Now where would digital come in? Certainly there's a website. Certainly I would be worried about or concerned about or design it for the user experience and I want them to convert, meaning that they go from some casual visitor on the website. I just see that there's someone on my website and they convert by putting their name and their phone number and email address into a form, because they're going to either request a quote or they're going to download something, and really, if it's a download, I want it to be very informative and free. Now, it's free from a cost perspective, but it's not free from an information perspective, a data perspective. I want that data so that now they've converted from a unknown visitor to a known person with the first name, last name, email address and phone number, and I can do something with that.

Speaker 1:

We say it all the time in real estate If you want somebody's information, you have to give something of value in order to receive something of value. And I do it in my class. I was like, look, if you just walk up to a total stranger, go, hey, can I get your phone number, your email address? Right, yeah, they're going to look at you, like you. I mean, seriously, you're about to catch a charge. Right, I mean, that's just what's going to happen. You're going to catch a charge.

Speaker 1:

But if you were to say something like standing in line at McDonald's, you're having a conversation, you go hey, you know, I've been in real estate now for about, you know, 10 or 15 years. I come across a lot of really great information because I'm an industry insider now and I share that with a very select group of people. Would you like me to, would you like to receive some of that? And they, who doesn't want to be on the inside? Right, right. So then you say, great, you know how would I get that to you? And you don't necessarily ask for the information, you ask for help of getting that information. And it works the same with a squeeze page or a landing page hey, I have this information, I would love to give it to you. How would you like to receive it? Email text? You know what I mean, so I understand that and I think that's a great, great to your point. I think that's it's incredible.

Speaker 2:

I really like the idea that you just proposed, which is something, something like a VIP email list.

Speaker 2:

So if, if, if I could get, if I was looking for a piece of property, if I wanted a house or I wanted an investment property, then what I really want is, or what I need to do first and foremost, is establish a relationship with a realtor, right? Or some sort of agent or broker. I need that relationship, and why do I need that at all? Because I know that if I go to Zillow, it's just not good enough. So I need someone that is in the industry. But even that is not great, because what I actually want is to have that information before everyone else does. And so if I could have a great relationship with you, kenny, and you give me a little tip, like a one hour heads up that this piece of property is going on the market or a one day heads up whatever you're allowed to provide to your VIPs, that is of great value to me, because I'm searching for something and you know what I need and you have the information. You can give it to me beforehand.

Speaker 1:

That's exactly what I have a struggle to get these agents to understand, right. So, exactly the struggle, right? And because, look, we do a great job. We have several companies that do Google pay per click, and you know the reality is is what's a buyer looking for? I asked that question on Tim what's a buyer looking for? Looking for a house? That's what they're looking for. So you can flash your pretty little face all over the screen all you want to. They don't give a shit about that, right, show me a house, right? So you show them a house and then you know, you show them a little bit about the house and go hey, if you want some inside information on this home, please inside information being the optimal word right? So, and then that leaves them to getting something valuable, receiving something valuable. And then the agents do such a great job. They get on the phone and they spend 90% of that conversation on the phone. Now we're getting into some.

Speaker 2:

ISA stuff right.

Speaker 1:

Talking about real estate, and it's the stupidest move they can make. 90% of your conversation should be about them, what they do and finding out about them. In 10% should be about real estate.

Speaker 3:

Yeah, you've got a family of four, all right, so you need how many bedrooms? Oh, does your wife like to cook? I'm sure she would like an island, all those things.

Speaker 1:

He talks like he's been around real estate before. A little bit right, yeah, so real quick. If somebody so they've had a law firm and they're listening to this and they want to take advantage of some digital market from Array Digital, how can they get in touch with you?

Speaker 2:

Well, I appreciate the question. I'm happy to answer it. So our website is Array Digital. That's A-R-R-A-Y, followed by digitalarraydigitalcom. You can go there. You can check us out. If you'd like to get in touch with me, my name is Eric Olson E-R-I-K-O-L-S-O-N and my email address is Eric either one either E-R-I-K or E-R-I-C. You can email either one of those. Actually, that is at thisisarraycom, so Eric at thisisarraycom.

Speaker 1:

Awesome, Matt. What about you? How can we get a?

Speaker 3:

hold of you. You can show up at my house, but I would prefer that you don't. You can go to tricrushcom C-R-U-S-Hcom. You can give me a call at 75799crush Got a nice phone number there or you can email me, matt, at tricrushcom. You can visit our office if you're in the Hampton Roads area at 660 Independence Parkway, 310c.

Speaker 1:

Let's be completely honest, when you say tricrush, the only thing that runs through my mind is watermen's and watching the tourists from out of town come in and start to drink the crushes and they get absolutely crushed. We used to go down there in the summertime and literally bet on who was going to fall out when they got up or not. Right, and it always happens. Right, Because those if you're not a local, you don't understand a waterman's orange crush will absolutely destroy you and they just sit there and watch them. And they're about the fourth one. I'm like, oh, he's falling down.

Speaker 2:

So we would never steal someone's idea like that, but I do think it's a fantastic idea and we do support local businesses and we know that orange crushes are a big thing in Virginia Beach.

Speaker 1:

It's crazy. No, I think it's a great. I think it's a great, matt. I think it's absolutely marvelous. Matt, how would you guys like to come back tomorrow and talk to my agents? Tomorrow? We're talking about the class I'm teaching tomorrow is on farming a neighborhood and why it's important. If you guys want to come back and talk to my agents tomorrow about this, put a little something together. I'd love to have you back in here tomorrow.

Speaker 3:

I would love to see you again.

Speaker 1:

Oh well, hey, that's you. That's the orange, that's the orange crust mix with the bourbon. Right there talking, right there. All right, guys, look, thank you so much for being on the show today. I really appreciate it. It's been, in my opinion, very informative. Really loved having you guys here. We will. We'll be back very soon with more content for all you people out there listening to us. I found out the other day we actually have some listeners and we have a listener in Zimbabwe. Yeah, that's what I said. I'm like really. I mean, so we use a company called Busprout and they give us all the statistics and where it was downloaded from, and I've got some friends that are, I found out, that are deployed in that kind of a region. So I don't know, maybe one of my buddies happened to be out there listening. But anyways, guys, thank you so much. Kenny Letner, with the way real estate signing off and we will catch you guys soon. Thank you for joining us on Real Estate Happens.