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Malcolm Lui:
Welcome to the High Value Sales Show of Eversprint.com. I'm Malcolm Lui, the Managing Member of Eversprint, and today we're speaking with Joseph Chaplik, the President of Joseph Bernard Investment Real Estate, a multifamily brokerage firm in Oregon, Washington, and Arizona. Welcome to the show Joseph.

Joseph Chaplik:
Thank you for having me.

Malcolm Lui:
Joseph, you grew your company's revenue from $1.4 million in 2014 to $2.2 million in 2017, a 61 % increase, and in 2018 you hit around $2 million as well. Before we talk about how you grew your company so fast, can you briefly share what your company does beyond my quick intro, and how your company differs from the competition?

Joseph Chaplik:
Yes. We're actually apartment brokerage firm in three states Oregon Washington and Arizona which specializes in the private capital side of the multi-family industry so we're brokering apartments in those three states that are B.S. class. And when I say B.S. class that's products that have been around 40s 50s 60s 1970s 80s built some of it has been re furnished some of it has original parts countertops cabinets some have been cleaned up with plumbing and electrical roofing windows but really it's the existing product between anything from what we say to duplex really but five plus units is commercial. So really you know a multi-family product of five units to 100 units is the bulk of the sales that we handle on a yearly basis.

Malcolm Lui:
And how would you say you differ in the competition from the other companies out there who are doing similar sorts of multi-family brokerage

Joseph Chaplik:
Well I started the company in 2004 2005 and one of our our primary pillars that we call them there is three pillars and it's the professionalism the integrity and the service. And I brought that to the market back in 2005 when I felt there was a void in the marketplace and I left the telecommunications company as a executive vice president to start this business because I saw that void in the apartment market brokerage industry. And since then I felt like I've lifted up the bar of expectations for most companies. A lot of my competitors have followed suit in the branding that we have done and I feel that you're as good as your spoken word and your actions behind it. And when I talk about those three pillars professionalism and integrity and service you can say you have it but until you deliver it you don't. And we've been delivering it strong for over 15 years.

Malcolm Lui:
Fantastic. Now can you share your thoughts behind having offices in Oregon Washington and Arizona. Why those three states

Joseph Chaplik:
Well I was living in Portland Oregon when we started the business and I realized that you know you have to be in the state of Washington if you're in Portland Oregon because it's right across the river. And so we have those licenses for those two states we have an office in Vancouver Washington are our main headquarters is really Portland Oregon where we started the company. And about nine years ago I decided to expand into the Arizona market. And if you remember nine years ago we were having a mortgage meltdown in the real estate industry. And so Phoenix was getting hit pretty hard in the real estate world including the multi-family product and there was only a few select cities that actually had a pretty good hit to the to the valuations of the apartments in Phoenix was one of them and so when I saw that opportunity I created an office in Phoenix really in Scottsdale and started to expand the business. And since then we're in Tucson as well covering the whole state of Arizona. But we've seen the uptick of the market in Phoenix. And right now you're seeing a pretty good correlation between the three states when we're working with clients that are in one of the states that say Oregon and they have a lot of capital they have a lot of equity in their buildings and they want to continue to grow their portfolio or they want to sell and reinvest into other opportunities. We now can capture that client keep them with us as a firm and have his options or their options in two or three different states and we can get into the Tucson market the Phoenix market for him and help maximize their investment and that's what we do. We really are our brokers with a financial understanding to the apartment market to help them build wealth help them build their portfolio their equity piece their cash flow their tax benefits and we can keep those customers with us and make them clients for life

Malcolm Lui:
Now do you have people in each of those markets right now.

Joseph Chaplik:
You know we do. We have a high level of experienced brokers in the Portland Oregon market. There's five of us with two support in that market and that covers most of our. You know the state of Oregon most of the sales of course are in Portland Oregon as far as the Vancouver office. It's a satellite office down the street just down the other side of the river that gets us into the Washington market. And then in Arizona we have office in Scottsdale which is our main headquartered Arizona location with three brokers in one support. And then we're we're have an executive office down in Tucson for when we go down into that market and handle those sales. So again experience brokers most of the guys that have been with us have been over 10 years. We do a high level of sales volume I think in the last few years that you mentioned you know in sales revenue but the real numbers that we look for number of buildings and we've transacted about 55 to 60 buildings a year with the high point being around 70 75 buildings a few years back. So we count the volume and transactions in the buildings. And if you look at transaction volume a lot of times I would say maybe a third of the transactions were representing both parties as a company because of our experienced brokers so now you're looking at over 100 clients a year that we're working with.

Malcolm Lui:
So what you said the focus on the five to one hundred units per apartment market

Joseph Chaplik:
Well that's really the private capital side that that's going to be your your owners that have a core business for something outside the apartment market for their career and then they have passive investments working form with the apartments that stay mom and pop shop. We call it that. Own the building and manage it. They're there every day. That's their income stream. And then you have the people that own a good sized portfolio of apartments maybe they have professional management maybe they have their own management company and they have a pretty good interest in it and they're again working with us so the private side is a little different than the other side being institutional. We have more corporate money move in. The decision makers are or are buying and selling buildings that really aren't their money it's their corporation's money and they're the decision maker for that. They're not the actual decision maker of their own money. And so when you're dealing with the private capital side that our clients have their money that we're helping them invest they're the sole decision maker of their money. And that's the private side. So it's about 80 percent of the sales. So I'd rather be in the business where there's 80 percent of the volume moving through the multi-family arena then maybe 15 20 percent of it. So again we count the number of transactions. We're here to really serve the client. Help them grow their portfolio. Help them get their accomplished goals of what they want to get out of the apartment market whether it's passive income tax benefits cash flow or just build on that equity up over time with the principal pay down and the preparation of the new value over time when rents increase and the value goes up

Malcolm Lui:
And what's the thinking behind going after the B and C class apartments as opposed to the A class

Joseph Chaplik:
Well when there's more volume like I said in two there's you know we're dealing with a different type of owner. It's that private personal side to the business. Again we're helping the clients move their money and build their equity and build their portfolio for their future their growth their their family. And that's really what we strive on helping individuals invest wisely in the apartments to get the best return find the best product and to have a portfolio of growth over time. And so a lot of our clients that we've worked with over the last 15 years have done repeat business with us. You know the word of mouth the reputation that we have of people seeking us out to help them either sell or buy a property in those three states is quite high. And it's because we take that extra care to to understand the investment side to this it's not working with our own goals in running the decisions that we want to do that's best for us. We're really striving to parallel ourselves with our clients goals and make the best decisions that they need for themselves. So we put them first.

Malcolm Lui:
Right now. In regard to how you grew your business so fast. One point four million in 2014 and then to two million in 2018. What were the drivers behind that

Joseph Chaplik:
Well I'll even go one step further Malcolm in 2005 when we started I think our revenue was like two hundred and fifty thousand. So we've come a long way in this commission only business. However I think the drivers behind it is you know we understand the apartment brokerage side to this business more than most brokers out there. And it's really the investment income approach to the financing of these deals. You know when you purchase a building you can pay all cash for him but it's not the best decision. If you're looking to grow the investment with a return we work on something called four engines. That's what we call them the four engines of wealth building in the apartment market is cash flow tax benefits principal pay down and appreciation of the asset. So when when we're working with these clients and we're helping them build that for engines of success it helps us grow as a company because we're building more clients every year we're doing more transactions and a lot of it again it goes back to those three pillars of our foundation. Professional or ethical and we're providing a customer service above what most companies provide. And I'll give you an example on that we provide something called the property clinic.

Joseph Chaplik:
And so even after a sale we're working with our our clients the owners of these buildings to make sure that they're managing the asset properly. Now we have a long list of deep resources as a company. And so if they need a new management company we know everybody in town if they need new roofers or contractors or an insurance company we have that long list of people in this business that can help them. And this is at no cost to the clients so we stay connected. We'll help review their statements if needed when needed. And we will continuously check in with them to see how the buildings perform. And if they're looking to sell that property is it an investment down the road three four or five years down the road then we're helping them a year or two before that to really make sure that property is running well. And I'll give you an example. This is just a vehicle in time you're going to own a property an apartment building. It's going to be the bus going down the road. You're going to be on that bus for three four maybe five years maybe six and then you get off that bus move that equity into a bigger larger asset and go down that road again and the new boss for another four or five years that that's the strategy that we implement as a company.

Joseph Chaplik:
This is how we help people build their wealth and really we take the emotions out of it. And so a lot has come to that conclusion of our success which is you know we're experience brokers. We do a high level of sales so we have the experience behind that with knowing the buildings not just doing one or two large transactions and beating our chests that we're where the big players. We do a high level buildings. So when we're selling 50 60 70 buildings a year haven't over 100 client transactions on some of those both sides transactions. We're building that 100 times over every year. And then when you look at the pillars of our foundation and the four engines of building wealth we capture those clients. They stay with us. We continue to do more transactions every year. And we continue to have that success that we have. So it's a it's a hard process because not everybody can run a business and everybody can get up every morning and really go swinging for the fences every day. But but we hit ground balls every day. That's

Malcolm Lui:
Right.

Joseph Chaplik:
What we do. And

Malcolm Lui:
Yeah well

Joseph Chaplik:
Then those ground balls move the players around the field and we score a lot of runs

Malcolm Lui:
Yeah. Yeah. We're watching movie Moneyball. Right. The key statistic was a getting is the on base percentage. Has all that mattered.

Joseph Chaplik:
Yeah. Great movie.

Malcolm Lui:
Yes. Fantastic movie. So number one driver understanding the apartment the apartment investment side of things and you covered a lot of details in there during your discussion of that. Are there drivers 2 and 3 embedded in those in that conversation we just had. Are there other drivers that you have talked about that fueled your growth.

Joseph Chaplik:
Well you know the market conditions actually play into that as well. So that's a good question. I mean we can talk about my company for for a long duration but let's talk about the market for a second. Market conditions are always changing. The cap rate is the percentage of return that someone wants to get if they paid all cash but a lot of people finance the properties and so they get a cash on cash return after they service the debt. And you know people are moving money into the hotter neighbor as the hotter areas. And so in Portland Oregon for example in the late 2000s early 2000 10 12. There was a lot of properties that were being sold and purchase is rehab opportunities so people were put in in new vinyl windows new roofing insulation low flow toilets and so that that kind of rippled through the town and a lot of people were trying to find that because if we call value add and they're making a lot of opportunities to gain more equity in the building once they cleaned it up of course rents will continue to climb as well. Once you have a better product that's happened in Phoenix mostly from 2012 on because in 2000 10 2009 I would say was the low years of Phoenix valuations. And so that timing came around and people moved on the Phoenix market. And right now I'm seeing the Tucson market in those early years of being cleaned up maybe some value add or rehab opportunities or popping all over the city.

Joseph Chaplik:
But but again you also have neighborhoods like cleaned up and so when those properties get sold and those neighborhoods get cleaned up that ripple effect goes a little bit further out. And now the lower end of the market where maybe it's not as desirable to move into for maybe location or buildings start to have a lot more activity because now the investors are looking for those for value out opportunities and again it just continues to ripple out so that the timing of the market where the pricing points are where the rents are because this is the income approach to the financing of the valuation of these deals all play into this. And so we're in three states where regional size and we can help move around. I remember when Salem Oregon was a very inexpensive market to invest in and now that became a very high priced market. Eugene Oregon which is where the University of Oregon is that has always been a high priced marketplace. Portland you know the worst neighborhoods in Portland are higher than most markets in Arizona. So you see a lot of this happening where the timing the market conditions the locations and then again where the buyers and sellers are in. I always like to say this Malcolm it doesn't really matter which way the wind blows apartment brokers will always be needed because someone's always selling for a reason and someone's always buying and that will ride through all the conditions of the marketplace high end low

Malcolm Lui:
Right. Yeah. Is needs change right. So they will buy and sell to adjust to that. Now do you find that the Oregon Washington Arizona markets are or are decoupled enough that when one market slows down another market can be picking up and your clients your investors can easily find opportunities in the other markets you serve.

Joseph Chaplik:
You know. Yes you know we do have a good correlation a good pipeline between the states and interoffice workings. I've stayed out of California for a few reasons California is overpriced and we do get a lot of buyers from California moving into these markets. All three of them and I'm sure they're moving into other states as well. But you know it's that trend people are selling high in overpriced markets. You know if we're talking just west coast it's California and they're moving to markets around the West or central side of the United States and so I've seen Las Vegas explode in values I've seen you know Boise Idaho is getting larger. It's one of our future markets. I've watched the Phoenix the Portland Salem's the small markets two sons I've seen Albuquerque increase a little bit. So Denver Colorado has exploded. You know we're not in some of these markets but we will be and I think you're just seeing people move their money to smarter investments wherever the city is if it makes sense. But it but it helps us when we have a presence in these markets because again we're offering more solutions to the client as a firm we become a full stop one shop. Here you go we can help you with all your investment needs on the department markets in that that's what we strive for although we're not in the third party side of doing the financing or doing the management or the construction or the demo or the rehab. We do have those resources through our A list of people that we've worked with over time so we can help them with a lot of this. And of course our specialty is the apartment brokerage and that's what we focus on daily and that's what we continue to grow.

Malcolm Lui:
Your clients your investors they typically just buy the units and then farm out the management to another firm.

Joseph Chaplik:
Yeah it's kind of all of all the above in the private side of this business. You know private capital aside some people managing themselves some people have their own team of people that will manage their own properties. Some people take the third party management professionals that are in each market and interview him and hire the best one for the building. So it's kind of a mixed bag. This is an imperfect market the way one person owns and manages a building is different from the next guy.

Malcolm Lui:
Any

Joseph Chaplik:
And you know go forward you know every building that we've sold there's always been a different strategy in terms of just you know slightly how they've managed it or operate the income and the expenses.

Malcolm Lui:
Right.

Joseph Chaplik:
And so it's kind of a mixed bag.

Malcolm Lui:
Yep. So your investors may potentially be with a willingness to travel between Oregon Washington and Arizona.

Joseph Chaplik:
We have a lot of out-of-state clients in every market we're in. And again it's the one common factor is once they're in the apartment brokerage or the apartment investment where they own the building and they're in the apartment game they usually stay in it for a long time. And the reason is they avoid capital gains so they do 10 30 one exchanges with forwarding they're there additional equity into larger buildings and you continue to do that into a bigger better faster building. And so we've kept a lot of clients. That's the one commonality is once you're in the business you're going to stay in the business and I tell that to my first time investors too you know we get a lot of people that reach out to us that have one hundred two hundred thousand dollars and they haven't owned an apartment before and they're interested in getting into the investment because it's it's the hottest thing out there is everybody's been talking about it since 2010 it wasn't involved with the real estate crisis. The apartment market's always been the darling. So everybody's getting into it now. I get those phone calls. I meet with the clients and we'll help the person that has 100 150 thousand.

Joseph Chaplik:
They may be in a smaller building but at least they're in the game they're playing the game and they're building their wealth. And so we love helping the first time apartment investor. We do tell them you know this is a long term play you're going to have highs and lows you're going to ride out the year you're going to look at this as an annual return not monthly because you're going to have a bad month here and there with the building and then you're going to have good months. So we've got to look at it as an annual thing. And when we start helping clients you know quick example I had a first time investor spend but he had more than two hundred and fifty thousand but he only decided to spend two hundred fifty thousand on an apartment and in the last three years he has thank me where this has been the best return he's ever had. Beat the stock market beat everything else he was playing and really wished he had spent more than two hundred fifty as a down payment because he did have it to buy a larger building because the returns would have been greater. You know in terms of dollar amount

Malcolm Lui:
Well near always future transactions that you can participate in.

Joseph Chaplik:
Oh he's he's going to continue on and continue to build that portfolio and again wherever you enter into the apartment market it doesn't matter if you're in a 10 unit or 100 unit you're in the process of building wealth trading that investment. Having some cash flow and then we work on the goals that they want some people want to retire in 10 years some people want to have their college for their children paid for some people want to have that extra passive income and so we help them meet their goals and we help them exceed those and we're very conservative on our numbers were very conservative on our projection. We're very conservative on how we go to to market with our properties and helping buyers buy buildings. And when you go forward for five years you know we're always always better than what we projected and that that's what we'd rather do is over perform in under promise. And these clients have seen that since we've been in business 15 years we've made quite a few millionaires out there and just equity

Malcolm Lui:
Nice looking forward a little bit. 2019. What are your revenue targets.

Joseph Chaplik:
You know 2019 we're we're moving pretty quickly through the year we're looking to at least break 80 million in sales volume and have over two and a half million of revenue I feel we can achieve that this year we're tracking about those numbers right now for the first quarter. I would like to hire another one or two brokers in the Arizona market one more in Washington and one more in Oregon. I don't hire a ton of people. Typically this is a tough industry to get into it. Yes you can make a lot of you know income in this position and build a career but it is commission only and you do have to go on hunting every day. So. So the person that fits this profile for this type of industry for a career is someone that has a few years of maybe sales experience or at least business experience it's somewhat a mid-level career position it's not an entry level it's a little bit harder to start out as an entry level. This is really mid-level career so someone needs to be able to understand how to manage their time best how to structure and organize their day. That will help them with our training and help them every day. But you really got to have an understanding of you know some business experience to get into this. And so we're looking to hire two to three people in our in our markets. I'd like to expand a little into maybe the Colorado market and I'll give you another thing that we did. We've expanded our our reach through owner independently franchise system where if a is in the Denver market and he wants to have his own firm he can have a Joseph Bernard branch connected to all the other branches and be an independent owner of that location and I can expand quicker that way with that type of business model because it's what it's going to do it's going to allow people to have their own company the independent ownership and then still have our structure our company platform to continue to build their success.

Malcolm Lui:
So this should be a franchise model or

Joseph Chaplik:
It's

Malcolm Lui:
About

Joseph Chaplik:
Really I guess it is a franchise model. But but we've already have all the licensing for it. We've already filed everything and we're setup for it. And so what what it allows me to do is again it it's a franchise model it allows people to have the Joseph Bernardin have their own independent ownership but but still have our corporate model for success.

Malcolm Lui:
Right. Yep. We have the systems and processes that work right. No need to

Joseph Chaplik:
That's right.

Malcolm Lui:
Figure it out on your own.

Joseph Chaplik:
That's right. And you know and then it also has the the the regional size that will continue to grow and eventually hopefully we're nationwide in the

Malcolm Lui:
Yeah.

Joseph Chaplik:
Future.

Malcolm Lui:
Awesome.

Joseph Chaplik:
Yeah.

Malcolm Lui:
Now

Joseph Chaplik:
Thank you.

Malcolm Lui:
What would you say is the biggest obstacle to get from two million in 2018 to over 2.5 million jobs in 2018. Is it the hiring that you mentioned or is this or is it something else.

Joseph Chaplik:
You know it's really just having everybody hit on all cylinders. There is a double edged sword to this business. You can you can have a really good year as a individual broker real estate agent you know in this business where you make four five six seven hundred thousand dollars and maybe you don't need that much to live on. So you know your next year could be a little less because you really didn't push yourself as hard because you're financially stable. And so you know fear and greed are the two things that motivate people. When you're driving on all cylinders as a company and all my sales associates all my brokers real estate brokers and their different names in each state so I'll throw these names out loosely you know Phoenix we're called associates Oregon we're called brokers and then of course I'm the managing broker principal broker. So when I have all my my real estate brokers out there making those contacts hitting their marks every year with their achievement of what their successes are looking like every year we have a good year. Collectively you know all boats rise in a high tide so it would hit 2.5 with the number of folks we have right now. We all need to hit our marks and I feel like we will because we're tracking that way right now.

Malcolm Lui:
What can you do to help them hit Denmark's

Joseph Chaplik:
We'll continue to do what I do every day which is you know where 100 hats and you know keep promoting the business keep working hard as a leader to help them with what they need on a daily basis. Having a great support team that I have in place and supporting them to always be there for my folks to get there. You know contracts written help them with what they need on some of the marketing. Help them with sold comms. What we pulled together really work as a team and we have a high level of synergy as a company. Very very trustworthy folks. We never break the honor system and we have kind of although we have closed door offices so everybody can focus and be you know individual within their their main structure of their office. Because I don't believe in the open forum model because it's just too much going on and you get distracted. You can't make phone calls and think when you talk with clients and we do have an open wall system I like to say virtually where we do share a lot of our information when talking with folks we're working with buyers or sellers. Do you share that within the office. So everybody has an opportunity to come together and help in complete sales because we have such a high volume of transactions and such high volume of clients that like I said a third of our transactions are coming from inside our company because we have a strong core of experienced brokers talking with a lot of people and we usually go to the market pretty quickly on transactions unless a specific client wants us to hold back a little bit. So even though we're moving fast with our marketing sales we just have opportunities always in our footsteps. As a I guess experienced company 15 years in business with high level of seniority is as brokers in the market. So we're working with a lot of people

Malcolm Lui:
Right. So how will you track that people are driving in all cylinders are there particular metrics that you're looking at.

Joseph Chaplik:
You know I keep

Malcolm Lui:
Are

Joseph Chaplik:
A mass. Yeah I keep a master log of all our listings all our sale paintings and all our closed transactions and them and that law goes into detail per person. And so I do weekly calls with everybody with my three offices again I create a good synergy amongst the offices with how we work together and how we share leads. So it's rewarding for both sides of the of the transaction if someone is going to give up a client for another state which they're not licensed in. We've got to be able to have the referral program in place but we also have a high level communications every day. I'm active you know I'm in the office 7:00 a.m. A lot of times I leave five five thirty six and we're here presently working making those phone calls having our metrics of our weekly to do without I'll give you all my company secrets but you know we just run it as a business. I came from a Fortune 50 company when I learned how to be a manager in sales. I worked for sprint in the 90s selling long distance the businesses I probably had over 60 to 70 trainings as a sales representative and a regional manager of a Los Angeles branch. And so you know I have a lot of these matrix in place just as a business person. And so I've experienced that over my career and I've brought that to this company. So I like to say we're a small business but we're really operating at a Fortune 500 level.

Malcolm Lui:
Right. Fantastic. How about in terms of marketing and sales you talked a little bit about how you help your brokers with marketing. How are you doing that

Joseph Chaplik:
The marketing is key. You could spend a lot of money in advertising. And we just again we put a matrix together on a checklist of items that we need to do for every sale that we bring in for every closing of the sale. You know I have the support girls that make up our postcards makes up the flyers makes up the the closings we call it of the key items of the property that people need to have. So you know we're linked with a lot of the third party resources that we pay for on the on the real estate service side. And so you know we track everything not just our closed deals. We track the market. We track you know what's happening in every one mile two mile radius of every property that we're participating with. If we're selling it or buying it and we know the rents we know the rent comps for the neighborhood we know that two bedrooms rent for X and one bedroom rent for x. And so again we're bringing all of a full data of knowledge to our clients when we're working with them. And in a lot of that comes through my support folks that really are focused on supporting us and following our our matrix our checklists our guidelines that we've put in her position that we have in the company and through that collaboration of everybody working together and having that synergy we strive we strive to to exceed our numbers and we strive to have a successful career for everyone.

Malcolm Lui:
So for the postcards and the flyers that you mentioned. From a marketing perspective what's the what's the objective of those is to find buildings owners who are keen on selling or find building find private investors who are looking to invest. What's the objective of your marketing

Joseph Chaplik:
Again all of the above. We used to do a quite a bit of advertising when we started just name brand recognition. We do have that reputation now for being a solid firm that can help clients selling and buying apartments. But but again it's it's very basic. Malcolm when you look at this business you own a property something sells down the street. You want to know about it. You want to know what it sold for maybe what the rents were what the condition was. We reach out to all those owners around every property that we sell and whether it's a phone call a postcard you know an email. We built quite a large database and so not only are we doing the brokerage side we're also a key company for market data. We're showing people what's going on in the marketplace again. I have brokers do the brokerage work I have my support team do the support work and collectively we succeed and we work hard every day.

Malcolm Lui:
Right. Not take a look at your online profile your company's online profile. And I didn't see a whole lot of paper click activity or SEO activity. What's your thought on that. What are your thoughts on that

Joseph Chaplik:
Well I have a marketing company that handles my website and we actually are constantly working on the SVOD behind the scenes and I believe we're in the first page if not the first five spots in most markets on Google search or on a multi-family search. Now that's always changing and the more we do in transactions the more obviously that that SVOD works. But you know if you go to the property page on our Web site you'll see in Oregon we have quite a bit in Washington not as much because it's just not a large activity. Vancouver Washington just doesn't have that activity like Portland does but. But we'll grow the Arizona page. We have quite a bit out there. And then if you go to the sold page we put everything that we sold on our Web site. So from day one to current every property that we transacted is on there whether we're the buyer or the selling side of the transaction. And so we're continuously growing that we do have a blog that we post most of our updates on. We do have a Facebook page. Everyone has linked in and if you want to email one of us you can find us right there on our website.

Joseph Chaplik:
I really don't like the companies that have a Web site that you just can't find who works there and you can't find the broker in it. And if you're trying to find the employee you got to type in their last name. Well if you're trying to find somebody you don't know who they are. It's the tough time trying to find them. So we put everybody up on our Web site. We show everybody's email and you can easily contact us if you have questions and then we also have a couple of links on our Web site that you can actually request a market survey if you own a property if you're interested in property. You can request a callback. You can request a free rent survey if you again if you're in the market wonder what the rents are. If you want to know what's happening in the neighborhoods for the size of units you fill out the form on our Web site and you'll get a callback within a couple of hours.

Malcolm Lui:
Yeah. To your point about Web sites not being useful. Drives me nuts when you look at a restaurant website for example and you want to find their location you want to call them. You want to see what the menu is and make it so hard to say come on. That's what people use a website for.

Joseph Chaplik:
Well

Malcolm Lui:
Same

Joseph Chaplik:
Exactly and for you know some of these global companies I guess they have a ton of employment you know employees and it's hard to list everybody. But there's got to be a simpler form and in the real estate market with what we do we're a small company and there's a lot of small companies in this business or either you know a division of a large company but they're just a month family so there's a lot of ways you can filter down to find the people that you want to. It seems like it's the larger the company the harder it is to find somebody and you don't really know

Malcolm Lui:
Yeah

Joseph Chaplik:
Anything about their leadership or who they are. Some do better than others but I've been on plenty of real estate Web sites and it's so difficult to find the people you're looking for. And again this comes from my training and in the past you know we respond quickly to people. If you're if you're going to reach out to us and leave us a voicemail or an email or click on our surveys to get some feedback we're gonna respond and we're going to do it within a day period you know 24 hours if not sooner. Same day.

Malcolm Lui:
Right. Yeah. No one likes the wait when they have a question right.

Joseph Chaplik:
Exactly.

Malcolm Lui:
Three last questions for you. If Joseph Bernard were to have a billboard somewhere along a freeway it's movie what would be the message in the message. Keep in mind should be fairly short because people only have six seconds before they drive by the billboard.

Joseph Chaplik:
Well we're probably working with a small sliver of the population that own apartments so we're not really marketing to everybody out there but if you are in the apartment business and you did see the billboard I think the quick drive by would say ah force our our company name but know we use a tagline that's pretty simple a professional approach to apartment investing and I think that spells it out if if you're going to do some apartment investing whether you're already in the business you're not and you want a professional approach to it. You call us we'll help you above and beyond what you have seen in the past. And I've heard people say that before. I've heard other you know apartment brokers in the industry say you know you're one of the sharper guys I've met you know. And so when you're in these markets and you're competing and you're working with clients and again it's the apartment niche you know we'll deal with those folks that are in the apartments. I think the tagline says the best professional approach to apartment investing

Malcolm Lui:
Yeah it's a get one and to ask questions for you. Who are your ideal clients either on the buying side or the selling side and what's the best way for them to get in touch with their team

Joseph Chaplik:
You know the best clients are the ones that well again in the apartment market. It's the people that have the apartments you know they're already in the business where we're a niche market. So if you own apartments you probably know who we are. And so the best clients are the ones that are are open to understanding how to maybe maximize their wealth. And again we have it's such a broad spectrum. We have some folks at really don't know too much about the apartments maybe they bought something and they're just not getting the best returns that they've had it for 15 years and it's paid off and they think they're doing great. And they are you know they're doing well but there's so much more that they could be getting. And so the clients that are in the apartments that want to maybe know what's going on in the marketplace and be open to learning maybe something that they don't know about the apartment investing that that's a good client. And then the other best client is the ones that have heard something about the apartments have some money on the sidelines and are interested so they reach out to us and they want to learn. And so we take a great pride of helping our clients whether it's their experienced investors who are the first time we're there to help them every step of the way.

Malcolm Lui:
All right. And that's the best way for them to contact you and your team.

Joseph Chaplik:
Well the Web site is going to be the best contact because he has so much data on there on how to reach us. It's Joseph Bernard that net just out sounds really the name Joseph. And then Bernard the E R and R D dot net we do have a toll free number. If anybody did want to reach out because we have multiple locations the toll free number is very easy to remember. 8 6 6 5 4 6 ninety three ninety and again that's just the toll free number that will ring into our headquarters and then we can route the call depending on which market they're in. And that's why we have a toll free number.

Malcolm Lui:
Joseph it's been awesome having you on my show today. I really enjoyed hearing how you agree your company so fast

Joseph Chaplik:
Thank you for your time I appreciate being a guest on your show and thank you very much.

Malcolm Lui:
We've been speaking with Joseph Chaplik, the President of Joseph Bernard Investment Real Estate, about his company's rapid growth. For interviews with other fast growing, high value sales companies, or to learn how we can accelerate your firm's high value sales through automation, visit Eversprint.com.

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