 I was already the top agent in Alabama long before I was officially the top agent in Alabama in my mind I was already even though I was nowhere near it. I was already in my mind the top agent You know the only thing about the only thing you should be focused on is how do I get to a thousand right now? How can I talk to enough people in my market and make these great first impressions to grab this data of 500 more people? That's all you should be that's all you need to be focused on Yeah, exactly No, no exactly it's all weekly email, right? So it's all personal brand built with that that that 15,000 It creates a situation where you don't it's not a must that we You know that we call those people every year or do that We're touching them with the email and since we create the email where we're custom building the email around our personality It's not a drip campaign automatic email generic content. It's custom content around who we are That builds a relationship with them. It does all the heavy lifting for you Okay, and when you when you're playing that game. We're playing a volume game, right? So, yeah, sure. I mean someone who has You know 700 people who you know and they call those 700 every you know year or every six months You know it really goes deep deep deep with those 700 people That could be the equivalent to 5,000 people for me in terms of production quite possibly You know, I don't know but when you play the volume game in the personal branding game It puts you in a position where you don't have to attend to them so much You still have that small percentage of your database Reaching out to you to close deals who love you and want to do business with you where you're not constantly in this mode of chasing chasing chasing chasing chasing So the thing is about like importing a ton of emails of people that you've never talked to before as you can Get your account flagged, right? So that's the first thing is like when you when you import that many emails all at one time Especially and it has a lot to do with the age of your account if you have an account that is a week old or a month old or a couple Months old they're really watching you and the older your account is the last day you're keeping your eye That you know, they feel like you are doing the right things They don't want to be in a position Melchimps not going to be in a position to you know Let you or allow you if they can help it send a bunch of spam out a bunch of bad emails and or people who Don't want your content. Okay, so what you have to do is you have to slowly drift that those emails into your database There's a couple things here one You know, you want to do this at you know, like a like a 50 emails a day type rate for a little while You know and kind of see if any red flags get thrown up because if a red flag is thrown up Melchimps gonna delete all those that you just imported you don't want to import 3,000 and throw up a red flag you call Melchimps and then they say we're gonna delete all These emails because we don't believe in the you know, we don't believe in the origin of these emails right you really put in your Your account at risk in my opinion now now let's look at the flip side if you have a let's just say owner directory that was given to you by somebody in HOA and another owner in the complex who acts accidentally slipped and fell and the owner directory fell out of their pocket and you just happen to come along and grab it Those are a hundred percent correct emails, right? That's a different ball game We know for sure those are good and we can put those in our database little by little being careful how we do it We might want to call them before we do it that kind of thing Right and kind of strategize there, but be careful guys with number one uploading a ton of emails Even if they are a hundred percent correct if you have a newer account, they'll flag your account and shut you down and number two the quality of the list that you're putting in there because These emails that are not valid can really jeopardize your your emails that are going to the valid email address is actually hitting their inbox because now They're saying spam spam spam and the filters are picking it up and throwing it to people's promotion and spam voters You look at a database of a thousand Facebook leads, you know, and you look at the data I mean what percent of that data is not valid, right? There's definitely a definitely I would say pretty good percentage I would think You know so yeah, no if it's what you're saying people that she met around town people she called clients stuff like that That is a gold mine. Do you have phone numbers? If she's giving you all data with phone numbers and this that notes on each person if you know a lot of data That is a gold Mind and you need to sit there for the rest of the year and call every single one of those people and Introduce yourself right if you if you if you if you take those two thousand and you throw them in constant Contacts and you start doing the weekly email great Okay, great that that's a good. That's good like we can we can retain some business there but you're looking at like a 600% increase in Conversion if you will also call them and get to know them and talk to them Right and you can even tell them. Hey, you know, whatever her name is, you know got out of business I know you you know you you did some business with her or whatever the case may be and you know She I'm kind of taking over her business for you know, I'm Dane, you know Is there anything I can do for you? I'd like to introduce myself and see if there's anything I can do for you today see thinking and knowing are two different things So we need to know their situation right so so we can't even answer that question until we know for a fact That they have the ability financially to buy before they sell well Listen when you're dealing with that close of price range 600 800 That's not a big difference when you go from like, you know 800 to 1.5 or 2 million then we're talking about some big fluctuations and Mark is doing different things and it might matter if you you know Wade and do this and sell that by now and all that stuff But when you're talking about 6 to 800, you know, I mean, you know, it comes down to for me When are they ready? You know, when are they ready? If they can buy before they sell I would go ahead and get them in their new house now I mean like when I bought my house I could buy before I sold so I bought my house Completely moved in, you know, and then I cleaned up my old house and put it on the market I wasn't in a hurry. I wasn't like it wasn't like coming down to the wire I didn't have the moving truck ready the day of closing moving to the next one And if one little thing went wrong, then, you know, I paid for a moving truck for three days all of a sudden You know, it's a lot less stressful It's a lot less stressful for someone to not be pressured Time-wise to move into a place, you know, I'm a certain time frame and then sell their house real fast You know, it was a great experience for me So to do it slow move over and then clean up my house have a yard sale and sell the house, right? In your in your database, you're gonna have a group of clients who will never use another agent You're gonna have a group of clients who may or may not use you here and there You got an agent who might use you once again, right? I'm talking about that concentrated group of loyal clients Unlimited amount of those clients for each and every one of you in each of your markets The problem is you're thinking all these negative thoughts and you're not putting the work in necessary to get yourself in front of Enough people to find those loyal clients. You're quitting too soon You know, you're making 100 calls and then you're judging the entire process on the 10 people that picked up and you talk to Had two great conversations that aren't going to lead to anything in the next 30 days And you're judging the whole process on this one, you know test group of 100 calls it's um It hurts my heart is what it does to see you guys going through What a lot of you go through because I deal with it on a daily basis. I talked to tens of agents a day And a lot of it is complete self-doubt complete Self-sabotage complete lies and excuses that you start to believe So what I want you guys to do is completely reverse That entire situation on yourself look yourself in the mirror and realize that wait a minute Everything I was thinking about this is completely wrong All right, and then realize what it is Okay, the reality of the situation and then use that as motivation to get excited You know, wait a minute. There's unlimited business over here Right and I all I got to do is go get it and put the work in The first law of building a predictable business is visualization You got to visualize where you're going And believe that you can get there and understand everything I just talked about about the industry. Okay Before I was the top agent in Alabama I was already the top agent in Alabama long before I was officially the top agent in Alabama In my mind, I was already even though I was nowhere near it. I was already in my mind The top agent because I felt like I was out working every single agent in the state And if I'm out working every agent in the state, I don't care what the results say. That's not what I'm going by I'm going by who's putting in the most effort And so every day when I went to sleep, I knew that I was putting in more work than anybody out there And so in my mind, I was the winner that day. I don't care that they closed more deals than me I don't judge your business based on how many deals you close Right. I'm I'm going to take a close look into your business and and audit your business Based on the effort you're putting in and what your communication skill level is Right and what your personal branding machine is Right what system are you using to never let anybody forget who you are Yeah, like everyone needs to be going all in right now with accumulating as many relationships to property owners in your market It's humanly possible. I believe the day is going to come where Sellers turn around and say I'm ready to sell because I believe there's a lot of pent up demand of people who want to sell The market has slowed down a little but your sellers are still kind of holding tight, right inventory hasn't exploded Even though it has softened a little bit I don't think we've got to the point where Sellers are really because here's the thing even though the market is softened and demand has come down Just a tad just a tad not not a whole lot just a tad Even though that has happened inventory hasn't opened up See a lot of these sellers are still in the same boat even though the market softened They're still in the same boat of not being able to find something to move to because inventory hasn't you know skyrocketed So they're still in the same boat. That's why the market is softened But we aren't seeing you know sellers calling us to list their properties because until we it's going to kind of Be a chicken and egg thing which is going to come first, you know You know without the seller saying hey, I want to sell You know inventory can't really go up and then but because inventory doesn't go up They're not really wanting to sell. So it's one of those tug-and-pull things All right, so but I think um at some point something's going to happen and something's got to give In my opinion, but listen, here's the cool thing When you're out there and you're building and you're accumulating it doesn't matter what the market does Right, nobody can predict what the market's going to do Okay, the universe the universe is telling you that you haven't done enough to get the results that you are after Right when when you put enough effort in the universe is going to reward you with the results Until then until you've put enough work in and the thing is is you don't know how much effort that's going to be You have this expectation that it's this much effort when really it's this much effort Way more than you could ever imagine Right, so how did I get into a boss mindset because I wanted to succeed and I didn't care about anything else I mean, dude, if I sat around thinking about how am I going to make these calls or how am I going to muster up the Courage to make these calls and stuff like that. I wouldn't be worrying right now Give me something to do and I'm going to do it I'm not going to debate if I if I'm you know I'm not getting punched in the face