 Everybody's in a panic. It's nuts man. You've been blowing up though man. I have to give you a lot of props to you I've been following your social and following your journey It's just amazing and then you practice what you preach just the value just all about relationships How you respond to everybody? So it's been amazing to see because I mean how many people you have in your coaching program now? It's it's it's almost a 30,000 That's unbelievable That's unbelievable. Yeah, I guess what's the advice, you know, everybody's in a panic right now, right? Because they're looking at the market, especially with real estate I know some states have made real estate in the central business Others haven't what what's the advice you're giving to agents what they should be doing right now? Specifically because they can't seem you know, they can't do open houses They can't go face-to-face with people. What are some of the things that you're trying to implement in your business and advice you're doing? Yeah So, you know, I think the biggest problem out there are agents are focusing on what they can't do You know, they can't do open houses. They can't do this. They can't do that and they're focusing on that They're saying I can't do that. What do I do? I can't do it So I think the first step is is to stop focusing on what you can't do and then let's start trying to carve out the things that we can do Okay, and then all we can do at that point is just go all in and focus on what we can do, right? And completely forget about what we can't do. That's irrelevant right now So, I mean, this is just the basics of success man. This is just the ABCs do that the bottom level of okay We're gonna do great things, you know successful people. They stay busy. They stay productive. They're always looking for an edge They're always looking to adapt. They're trying to learn new things all the time The market's gonna always be changing You know, it's gonna go up down sideways all around all the time. It's gonna be changing You know, you can't get shocked when the market changes. You just have to go with it You know, so I've always talked about it for years and years and years you know when I lost everything in the crash and came back and you know got to where I was selling a lot of properties and You know always talked about the fact that you know once I got to a million dollars a year You know, I kind of I didn't really have to make cold calls anymore It was more so just I had so many past clients and I've got so many repeat customers and referrals coming in From the business that I built over the last decade and a half They're not really cold calling anymore You know, but I always said that if the market every crashed or slowed down like I can't cold call during those times when I'm selling so much stuff because You know, I'm too busy selling like I'm too busy closing stuff so I Always said if the market slowed down or crashed You know It would give me the time that I needed to get back on the phone You know and so the name of the game is this in my coaching program I like to do the three by three three hours of calls three days a week And I like to do that Monday Tuesday Wednesday So you do it Monday Tuesday Wednesday so that if you have something that comes up Tuesday You can't make the calls you can make that up Thursday or Friday, but enough the next step in the process is is Outside of those nine hours a week if you have any downtime, we're gonna fill those up with calls You know, we're gonna we're gonna stay busy We're not just gonna run into Thursday and we showed property all morning now all evening We don't have anything to do. We're gonna make calls all that evening Okay, even though we did our three by three. We're still gonna make calls because we don't have anything in our schedule Thursday We're just gonna fill that up with calls That's what top producers do they they stay busy They're either handling people talking to people closing deals showing property going list of appointments all those things Or if they don't have anything to do They're gonna get back to prospecting and ramping up more business and trying to build their database and take their business And life to another level It's the same thing when the market shifts the market shifts It just gives you more free time to make more calls So I've literally been making calls eight hours a day Since this thing started have been at my house just pounding the phone Just calling everybody and anybody that I can that I've ever talked to ever see I'm at the point where I have so many past clients and referrals and repeats and all that that yeah I have thousands of these people So, you know, it's gonna take me forever to get through that entire list of everybody I've ever talked to before in real estate To check on them see how they're doing see what's going on How are they taking this how are they feeling what can I do to help them? You know all that stuff and that that's really gonna mean something to them when this is all said and done They're gonna always remember that Ricky called them during the pandemic to check on them see how they're doing and They're also gonna realize that I'm not ever gonna get out of real estate. Like this doesn't scare me I'm still here. I'm gonna be here. Let me know what I can help you It just kind of solidifies their choice as you as their as their agent, you know They're your loyal clients and it kind of solidifies that relationship and it really means something that you called and checked on them So that's kind of my strategy right now As far as that goes if you get through all your past clients You know and you don't have a big list your brand new your one year in the business And you get through all those people you talked to and everything and you checked on all those now What do you do? We'll go back to what we always do We have an unlimited amount of property owners in the area to call and check on and continue building that database The real the world top producers are gonna emerge out of this with a much larger business than they came into this Crash with you know They're gonna they're gonna come out of it with a lot more business Then they came into this situation The ones that are working the ones that are continuing to try to build their database and build those Relationships and check on people and see what you can do to help you know and all that good stuff all the stuff I talk about all the time No So many cold nuggers one is Ricky called me during the pandemic. Yeah, I love that like be the agent that's remembered that you called during the pandemic I think right for you Yeah, they really mean something What's that I Said it makes you stand out and make sure. Oh, yeah. Yeah, cuz no other agents are calling. They're scared to call They don't want to do anything. They think people are upset You're not calling to sell a piece of property right now You're calling to see how they're doing through this and check on them see if there's something you can do to help Let them know you're thinking about them. You know what I mean The response been Ricky from your clients and from your your list and what are they saying? I guess what's what are they going through? Oh, dude, it everybody's like, you know, the older ones are kind of scared because they have you know Yeah, this is the thing and it's not it's not just old people You know, I mean there's young people that are getting this and you know getting affected big time I mean there's younger people dying and stuff. So it's not just older people, but the older people with underlying health issues, you know They're scared. They're just staying at home. They're just hunkering down, you know, they're ready for this whole thing to be over You know, that's really all all it is, you know, I mean Everybody is staying at home trying to stay away from this thing until it blows over hoping that their family is not affected That's really the general, you know, the general conversation that I'm having with everybody. You know what I mean? Activity right now in your area like are people have you have you picked up any clients or listings during this? Like what are you saying from that? Not really mad at different in different areas. Yeah, not really It's pretty much dead. I normally sell a good 20 30 properties every March and this month I put two under contract. So it's a big big big slow down But you know It's fine like I've been preparing for this moment all my life, you know what I mean? Like this is yeah perfectly normal, you know, you this is you wrote a book about it Yeah, this is completely to be expected. This is a