 I always wanted to be able to make a million in a year. That was like the big thing for me. It never happened until I actually focused on the people who sell the money. What do you recommend for a new agent? What are some of the things that needs to be done on a daily basis so that they can kickstart their business? Get up early, take care of yourself, and then meditate about your business and then make your calls. My calls may be prospecting new people. My calls may be following up with stuff. My calls may be past times. I need to reconnect with them. You may call for sale banners, aspiring circle prospecting by our leads, follow up, but you need to be on that phone from 8.30 to lunch every day unless you have an appointment. Okay, here's something that will really help you guys. Like, I want to make phone calls every day. Okay, great. Well, somebody wants to see property in the morning. Here's how you handle that. First, you try to push them off to the afternoon. That's the first thing. Okay, I have a meeting that we do this after lunch. You just throw it out there to see if they're okay with that. And then you still haven't lost your phone call session. You still get to take them to see the properties. If they can't, that's the only time they can see it. That's fine because the more time I waste on people, the more money I make. I'm okay with sacrificing the phone call session to spend time with the client. Okay, but where I don't want, this is where everybody gets messed up. They let that throw them off the rest of the week. And then the next day they come in and they're throwing off and they don't get right back on track and make those calls when they turn to the toilet. So if it happens and you get thrown off, only let it throw you off that one day and get right back on track the next day. Okay, don't get discouraged and upset with yourself. If you say, I want to make five hundred calls a week and you don't hit that goal, do not focus on the results of what you're trying to do because you'll only get disappointed. Make the goals, strive for the goals, but focus on the day to day actions that you did everything you were supposed to do that day. And if meeting with a client that took you away from something else that you thought was supposed to be your goal and now you're upset you didn't hit your goal, do not meet up sad with yourself. That was what you were supposed to do that day. Get right back on track the next day and keep crushing. I'm a hard time agent and my time in the morning is at the W-2. So my prospecting will be in the evening. But my question is between 8 and 12, who are we reaching? Because if people are working, they're working. Can I just say for real, like it does not matter what time that you call people. If you watch me make calls, I'm calling in the morning, I'm calling in the afternoon, I'm talking to people, I'm doing deals. If you're going to focus on when should I call, you're just making up excuses in your head not to call at certain times. And then what happens if you miss that time? Well, I'll just wait till tomorrow because I didn't hit that window. It's a horrible mindset. Maybe people have better pickup rates between 5 and 7 or on the weekends. Good for them, right? I think call anytime. You may have better results than other times than not, okay? But I have good results anytime that I call. So what do you think about doorknocking? I love doorknocking. I think doorknocking is right up there with all the rest. Anything that puts you in front and talking voice to voice to a property owner is fire, right? But is calling more efficient? Yes. Because I can call more people, you know, I'm walking door to door knocking. You know, by the time I knock on two doors, they weren't home to finally get somebody. I could have talked to three people on the phone, right? But you're face to face. So is that more valuable than on the phone? So there's a lot of opinions there. But danger question, I think it's great. If that's your thing and doorknocking is a thing, great. There was a guy in Michigan, Ben Steven. He was in the business of selling door to door solar panels or something. Great, great salesman. He didn't want to do phone calls. You know, he's following my program and he didn't want to do phone calls, but he's taking my exact script and using it doorknocking and crushing it. Then it snows. He's in Michigan. Starts snowing, right? So he's like, what am I going to do? So he's like, I guess I'm going to get on the phone since I can't go doorknocking. And the first time he got on the phone, I said, I messaged you, and I said, I bet you anything in the world you'll never doorknock again once you do this a couple times. And maybe three phone call sessions into it. He posted on Facebook, he was like, you're right. I'll never doorknock again. Because you can talk to so many people so fast in today's technology driven dollar world. Not people I've dealt with now. Yeah. And people don't give their numbers the way they used to. Like you used to have to get your number published or you have to pay. How do you get access to call these numbers? I use RADX. The RADX. GLE, do you put in an address to find all the numbers in that subdivision? 20, 30% of them are cell phone numbers. If you watch me on YouTube and blog calls, all of that is from RADX using their dialer. And you'll see that it's cell phone numbers. I'm getting people's voicemail and says, hey, this is John. Call me back. That's a cell phone. Okay. I'll be talking to people and we'll have a good conversation. I'll set an appointment up for lunch or something. And I'll say, and I need to know how to call back. Because now we're, now we're jogging. And I'll say, cool, is this your cell phone number? And they're like, yes. It's getting cell phone numbers. That's RADX.com. Go to my website, zero to diamond. It's there. Yeah. I know you mentioned something about investment properties and stuff like that. Yes, sir. As far as you're doing buying homes. Yeah. In case of emergency? I have, I don't know. I'm kind of a mess with this because I don't like counting stuff. I probably have like eight or nine rural properties long-term. I'm always flipping maybe five or six homes at a time. We buy one of the courthouse steps, meet the two other partners, we fix them off, sell them quick. So I've got, I've got properties I buy and hold, which then I'll have till I die, leave to my kids. I've got properties I'll keep for a year or two. And beside, that's, that was my strategy. And then I'll have some that I turn and burn. Am I paying a higher couple of gains on the ones that turn and burn? Yes. Right? But you do it all. You diversify yourself. Thank you. Program for mailing. That's an interesting topic. Okay. Like Direct Mail. Yeah. It's interesting because the way the world is, right? Where's your money best spent? Direct Mail, I think, is becoming more and more relevant as time goes on because less people are doing it because they're putting their money into digital. Right? It's becoming more and more relevant. Like as it became less relevant, it became more relevant. Right? But it's still expensive compared to other ways to reach people in today's world. Right? So it's a very interesting, like, dynamic. Sorry. What I would say, like, my advice for me, like, it's farming, you mean? Like, farming a neighborhood? Yeah. I would say do a postcard or a letter every month. What did you do? I used to do every month. I spent, like, $3,000 a month for the longest time. Right? It was massive. But as time went on, I took a look at that and I said, this money can be, I can reach even more people with just a fraction of that money. Okay? So now what I do with Direct Mail is I send a postcard every time I list, put something pending, or sell something to the neighborhood. That's my Direct Mail thing right now. Okay? That's where it's evolved into. Where does it go later? I might go back to the month of my life. You know, like, if the post office decides social media is really a thing, and they need to lower the cost of postage. Right? They'll lose the money because, you know, it's a subcontinent thing, right? Maybe it becomes to where now it's actually weren't like the price, you know, lines up with the value, right? So right now in this market, pricing property, correctly, is super important. How do you price property? I got to see it first, right? I never, ever, ever want to price a property without seeing it. So if somebody says, you know, I want to sell this property and stuff, my first thing is, how do I see it? How do I look at it? Do I meet you? Do you live there? How do I look at it? We can't even have a conversation about it until I see it. I see a lot of agents who just try to price based on comps and they don't even really look at the house. Even when they go look at the house, they're not looking at it. They just show up with the comps and say, oh, this is what it is. You know, look at the house. Pay attention to the condition of the house, the location of the house, property, condo, whatever kind of property it is. Really pay attention to it. And then use the comps to your benefit based on that, like we're in a sliding market. Okay, last year when I had to adapt, okay, when I noticed the market was flattening out, it was really easy for me to get those listings priced right because from 2012 to 2017, you could price the property 5% higher than the last sale and it would sell. And that strategy worked. It was working, working, working, working until it did work. And last year it quit working. Okay, so now we got sellers wanting to price it 5% higher in a market where it's slowing down and that's not going to work. So when I show up to listening agreement, I'm looking at the comps and I say, hey, look, here's your next door neighbor that priced it where you want to price it out. They've been on the market for 250 days. So if you want to be on the market for 250 days and still haven't sold, let's go. But if you want to sell it, you've got to realize this change you want to wear in and look at days on the market, number of listings, inventory, supply of man, how many closings, press, press, press, press, press, press, press. And this is where you're at. So you use it to paint a picture of the market to the seller. And then you let them decide. If they want to price it higher, that's fine. That's what they want. And you're trying to help them get what they want. Now, everybody's going to price it where you think it needs to be priced at. Do you see a new agent should look for it like in a brokerage, like what would be something that... I love that question. I think the number one thing is, is that they're going to teach you something, mostly like how to write a contract. I think that when you're new, you have no idea what brokerage you want to go to. You have no idea anything about the game at all. So it doesn't matter like about your split who cares. You have a selling thing. Probably not going to sell anything immediately, right? The split doesn't matter as much as are they going to teach you something? Are they going to teach you something about contracts? Are they going to teach you something about how to build your business, which they probably won't, right? But you at least cannot have new contracts, right? And you've got to... You've got to... Just somebody that's going to help you is the main thing. After you get your feet wet, if you do some deals, you get a little bit of experience and knowledge, now you can go where you want to go. Or renegotiate your split or whatever. You know what I mean? The split doesn't mean anything in the beginning. You can do 50-50, whatever. Right? Go somewhere where they're going to teach you something and then once you've sold some properties and you feel like this is going to be a thing, you're not going to be statistic, you're not going to fail. And you kind of know the game a little bit, like you know which brokerages are good, you know what's going on in your area and stuff. Then you kind of can say, okay, where do I want to go? Remex is the seventh company I've been with because the biggest reason why so many is because when the market crafts are kind of swirling around a couple just to stay alive. But I knew it was where I wanted to be in the end. But it took me a while to get there. So you can always leave whoever you go with. You can always leave anytime. So don't be scared. Or think you've got to pick the perfect one first. I've got a question for you. I'll turn it into the news. How come you don't open your own office? I want nothing to do with owner office and liability of dealing with agents, right? When I started the team, the reason I didn't like that is because I was spending more time. The time that the agents were taking away from time with my clients and it was just killing me. I loved the clients part of it. I want to be in the game. I don't want to be on sidelines, you know? And to me, I feel like I'm happier, like mentally, like financially. I feel like I'm in a better place as a single agent working for a big brand than I would if I had my own company as a partner or a team leader. Hi, I just want to add do you have a strategic method of reaching clients that are in default? Because I'm finding that they're in denial and they're quick to let it out. Yeah. If you want to go after those people, just call them and say, hey, I'll see that you're in default. Is there anything in the world I can do for you? The thing is, is that you don't have to limit yourself to that. Call every property owner in the area and say, let's do something. I'm here, you're here, we're two humans, let's do something. I want to help you. If you want to go after the pre-foreclosures, go after them. But don't make it like how do I do a thing? I told you what to do. Everything is what the world can do for you. And let it open up. And then when they get to a part where they want to do something, why do you want to do it? And then not going to accomplish that. What's the best thing about being a millionaire and it's money or money? We're not asking this question. Got it. The best thing about being a millionaire and what? And it's money or main motivation in your business? No, absolutely not. Money means nothing. To be here if money means something. It costs me money to be here. If I cared about money, I would have tried to charge and I wouldn't have been here. Right? Right. The thing about being a millionaire is it doesn't mean anything. Once you get like, I always wanted to be able to make a million in a year. That was like the big thing for me. It never happened until I actually focused on the people instead of the money. Okay? But once you get there, you realize what you thought was the top was a mirage. This doesn't mean anything. This isn't even close. I'm still at the bottom of the mountain. You just thought you climbed the mountain and you did. But it turned out to be a little molehill. Once you get there, you turn around and see there's the industry is this big and we're microscopic dots. I'd like for you to save the pitch that you say when you're a good cook on me. Because it's more easier to have someone around you. And you can get it. It's free. It's on my website. But I say, hey, this is Ricky Kruthry. It's the Orange Beach. How are you doing today? Let's role play. Ring, ring, ring. Hello. Hey, Miss Johnson. Is this Miss Johnson? Yes, it is. Hey, this is Ricky Kruthry. Three mixed of Orange Beach. How are you doing today? I'm doing great. How are you doing? I'm doing good. I'm enjoying the day. It's fantastic. Great. Well, look, I don't want to take it too much of your time today, but a house around the corner just sold. I was just going to policy if there's anything in the world I could do for you. Well, thank you very much. I appreciate your call. I think I did. I'd like to know what my house is for. And how much do that house around the corner sell for? I got you. It's sold for. And I'll be glad to help you with finding out what your house is worth. Let me ask you something real quick. If you were to actually sell it, is there an agent that you would work with? No, I've been living in my home for the last 25 years. Great. Well, look, at some point when you sell it, I'm happy to work with you. I'm going to stay in touch with you. Let me send you that CMA. What is your email address? Thank you so much. Bye. I have a question for you. It's about the mindset as well as the work habit, right? I have the mindset of the work habit with disconnecting and I have a lot of trouble doing. My time is 3.45 in the morning, 10 a.m. I'm at 10 p.m. That's it. And then like a machine. But my kids are a little older and they're like, dad, you have to disconnect. Sometimes when we're talking, they're like, hey, dad, come back. So that's where I'm having trouble with disconnecting. When's your, do you have designated family time? I do. When is that? It's normally the movies or dinner. Right. Things like that. Six o'clock. On the weekends. Not during the weekend. Yeah. It's hard, right? Our phones are so, there's so much going on on our phones. There's phone calls, tags, emails, five or six social media platforms, whatever platform you use to process your deals. You got just so much going on there. And any minute that you're away from it, you feel like it's just going to pile up on you for later, and it's just going to get worse and worse and worse. I like a book called The Four-Hour Workweek by Tim Ferriss. Right? It's an incredible book. And one of the big key points I got out of it was that I never read it because it was called The Four-Hour Workweek and it sounds like this scheming kind of thing like you don't have to work and be lazy. It's nothing like that. It's the real deal. But it's about compounding your time and giving yourself more time to do other things like spend with your family. And one thing that he does is he doesn't check his email but like twice a day. He lets it pile up and then he checks it and then he takes care of all of it, you know, on a good little, you know, 15, 20, 30 minute, you know, time block. You've got a time block. And if you, like, if you, if you're going to have family time at six o'clock, okay, if that's your designated time, it's going to be six o'clock at the dot. You're going to have dinner, you're going to go to the movies with your kids and stuff. I would say from five to six, or if it's five o'clock from four to five, that needs to be your decompression time, where you totally focus on getting all that out of your system. Look at your phone and answer all the stuff and call everybody, right? And that's your decompression time. You've got to do that for your family so that you can give them all of you when it's family time. Get all that out of your system. That way, at five o'clock or six o'clock, you can literally almost turn your phone off. Guys, I appreciate y'all having me and stuff. Everything in the world reach out to me. Like email me, text me, call me, message me, whatever. Just hit me up. That's what I do. I respond to every single message.