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What powerful lesson can other Brazilian learn from your experience?

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How can you now take what you've learned through your experiences as an architect,

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as seeing the real estate marketing and marketing and stuff like that,

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and take that from that perspective to this is what we want to now change in the future?

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Well, it's very simple. The real estate industry has been focused on the agent and on the property,

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the physical asset. What I'm focusing on is the consumer. What's in it for you,

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the buyer? What's in it for you, the seller? How can I help you change your life and find a place

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that aligns with your life, as opposed to I have this three-bedroom, two-bath house in this location,

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it's for sale. Do you want to see it? Yes or no? Because that's a listing agent. I am a buyer's

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agent, which now I am persona non grata according to the NAR, because I represent buyers.

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That's the thing. At the end of the day, you can't sell something if you don't have buyers.

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Yes, exactly. You're making me think now. This is just me thinking.

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If that's the case, I completely understand what you're saying. For example, I bought my house,

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obviously, and the real estate agent was my agent as well. Now, I've seen in the past,

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and I have bought houses in the past, where you have a buyer's agent, one that's actually going to

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help you find a house, but then of course you have the seller's agent who is now going to sell you

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the house. They split the profit course for the commission. They said 3% each, use the profit

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as a typical way they do it. How do you push your way of doing things? Of course, for the

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client or the buyer, if you will, they're going to like that because you're saying, look, how do

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you pitch it to them to say, this is why you need me to work for you? Well, first of all, that,

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how do you say, that sales pattern is in development because right now we have a challenge.

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We have to get them to sign a buyer's broker agreement before they go see a house, but it's

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kind of like a fiduciary responsibility. If I am managing your money, am I managing your money,

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or am I managing the money that, do I represent you or do I represent the company that's selling

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you the stock or the bond or anything? Right? Exactly. Is there a conflict of interest, so to

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speak? Yeah. In other words, your interests are my interests. When you go to court, do you hire the

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same attorney to be your representative as well as the other guy? No. Exactly. Right? Again,

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conflict of interest. Conflict of interest. Right now, usually what we do is we represent buyers,

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and that's what we've been doing for 20 years off and on. We got started representing investors

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that were buying foreclosures back in the day. Then we morphed over to properties that were in

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the market. Then when 2008 came around, we went back to foreclosures. We've also had to pivot,

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but always, always thinking of you're the buyer and you're the investor. You're making the biggest

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purchase you're ever going to make unless you're Jeff Bezos. But most people, the average human,

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you, me, and the other guys, we're going to be looking at where are we going to park our lives

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and how are we going to make it safe for our children to go to school, to go to school,

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ride a bike, play in the yard, whatever. What's it going to be like for me when I grow up? Am I

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going to fall in the bathroom? Those are the kind of things that you think about. What age,

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what time of life are you in? I can do that. I can analyze that and I can say, okay, you guys,

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you have little children. You have a five-year-old that's your youngest. Do you have another

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one? Yes, it is.