 So, I think we have Ricky Caruth, is that who's coming off? Yeah, we're really not gonna let you guys leave because we're bringing on one of the top coaches in the country just for the transitional moment. Red X has brought Ricky Caruth in here, so. Come on, Ricky. Ricky, run. Good morning. How we doing? Good. So, I'm Ricky Caruth. I'm from Gulf Shores, Alabama. I've had my, thank you, I've had my real estate license, Alabama and Florida real estate license since 2002. So, it's been 20 long years. So, I was with Remax for a long time. I was the number one remax agent in Alabama for a while and two years ago it came to EXP. Let's make some noise real quick. I'm gonna see if you guys are awake. All right. So, from 2014, okay, to 2021, last year, I sold 100 properties a year as a single agent with one assistant. Okay, so eight years in a row, as a single agent, one assistant, 100 deals a year. A lot of people say, wow, but when you really think about it, it's two deals a week. It's just two deals a week. Really, anybody can do that, honestly. If you have a really good admin, it's nothing crazy, right? You need to stretch your mind just a little bit. This year, I put together a team, okay? And that's, I've moved from single agent to team leader. All right, and now I'm more into the coaching, writing, speaking, those kind of things, right? What I wanna talk to you today is how I got to where I was selling 100 properties a year, okay? And how I run in my entire team of five agents for just $400 a month for marketing, leads, the whole shebang, unlimited leads, right? So let me get a show of hands. How many people hear their main source of lead generation is social media, okay? How many people hear buy leads? Zillow, Realtor.com, Obsidy, Boomtown, all that stuff. Okay, what other leads, who else has, like what is their main source of lead generation? Open houses, referrals, prospecting, direct mail, sphere, now let me get a show of hands, okay? How many people here have ever closed a deal without actually having a real voice-to-voice conversation with someone? You've closed a deal with never talking to the person. You never talk to them at all, ever. All the way to the closing, never talk to them. All texts, okay? What's that? The client. Okay, we have one back there. How many deals did you guys do without actually talking to the person? Is this a normal thing? Is this your deal? You do it all the time, okay, anomaly. Anybody else? I've done one deal in my 1,000 transaction career where I didn't talk to the person, right? They were in a different country. We did everything through email. They communicated to the total company. Everything was done. I never talked to the person, right? So one out of 1,000, I didn't actually talk to them, okay? And this could be something, right? But my point is, is that for most of the transactions, right, the gatekeeper of that closing is a real conversation with that client. That could be digital, possibly, right? That's something that could happen. But in my world, right? Until I actually talk to someone and they can feel my tone and they know that I'm genuinely there to help them and I can make them feel comfortable enough with me to do business with me, I don't see that next step. 99.99999% of the time, okay? So do we all agree that conversation is the combative nominator regardless of what lead generation source that you use? Okay, so if you think about social media, open houses, referrals, fear of influence, all the different lead generation sources, okay? The way that I view it, this is my perception. All those lead generation sources are really designed as a funnel to create a list of people that we then have to talk to to find out what the next step is, what they're looking for, why they're looking to do what they're trying to do and then help them do it. So the point that I'm trying to make here is that everything comes back to the same activity. If you buy leads, if you get a Zilla lead, if you get a realtor.com lead, if you get Opsody, if you can do Boomtown, Instagram, Facebook, when you get that lead, KVCore, the first thing you have to do is call them. I mean, that's the golden roll and Zilla says you better call them within a couple of minutes and find out if there's a connection, if there can be a business relationship, right? And so when I look at all the lead generation sources out there, it all comes back to the same activity before that next step can happen. So for me, and I learned this a long time ago, I feel like I completely hacked the entire industry with this single thing. Instead of doing all these activities, spending all these thousands of dollars and spending all this time just to come right back to sitting down and calling a list of people, random people, let me just for two cents a piece, pick the exact property owners I wanna do business with, get that list and just call them right now. I can sidestep, I can go around, I can backdoor the entire prospecting world and just go straight directly to the source. So my team is set up like this. We have two brand new agents who are ISAs. They call six hours a day. We've got a VP of sales and then we have the manager of the team. Okay, we run the entire operation on $400, okay? Because with RedX, GeoLeads Plus, they give you 7,500 property owners in your market of your choice. You pick the subdivision, boom, with the click of a button, you get every single property owner and there's contact information. Cell phones, emails, the whole nine yards, right? This is GeoLeads Plus. So we have 7,500 a month right there. So what we do there, if we have a listing in a neighborhood, one of the ISAs has a project to call that subdivision and say, hey, how are you doing today? Listen, I'm enjoying the days and it's gorgeous. Look, we don't wanna take up too much of a time, but we have a listing right there down the road from you. We're just calling to see if there's anything in the world that we can do for you. You see, we're not calling people to ask them if they wanna buy or sell. We're calling to get to know people and create five new friends a day in our market. See, if you ask a buyer or seller at the end of a closing and say, hey, Mr. Buyer or seller, how did you pick your real estate agent? What do you guys think the number one answer is? Anybody? That's pretty good. They're gonna say, I had a friend in the business, which could be a referral, which could be a past client that they worked with or an agent that created a relationship with them that they felt comfortable enough to do that deal with. That's the number one answer. So if you wanna have as many closes as you can possibly have, then you gotta get really good at creating friends with property owners in your market. It's really that simple. So if you have a goal every day to create five new friends a day with property owners in your market, you do that five days a week, 250 working days a year for five years, you got 6,000 friends with property owners in the market that you talked to. This isn't a Facebook lead that put in a fictitious email. This is a viable client in your database. You follow that up with a weekly email to your entire database every week forever on the same day of the week, you're the number one agent in your market and everybody's gonna say, how'd you do it? All I did was create five new friends a day in my market with property owners in my choice that I wanted to do business with. It's real simple. What you gotta do is figure out what works for you and go all in with those few things that you can really visualize how this is gonna take you where you wanna be. For me, it was weekly email calling property owners. Now, I had to reverse look up, get the addresses, copy and paste in a white page of SpokioBigFoot.com and it took me five hours to look up 100 of them because I had to do a bunch of different ways. Okay, put in their last name, that didn't work, take it out, okay, put their zip code in. I had to try five different ways to get them. That's the way I had to do it coming up. Now with RedX, you can go boop, boop, bam! 1,000 people, bam, hit another button, automatically call three at a time. What? And nobody's doing this. And it's literally the hack of the century for this industry. You can skip all the other stuff you're doing just to create a list. Let's just spend that same time just calling people because that's what we're doing anyway but we're not trying to sell them. We're trying to get to know them and build a relationship. See what we can do to help them, right? So G leads plus, then we have expires. What do we do with expires with RedX? We go back 10 years worth. Hey, it's Ricky at EXP, how you doing? Cool, me too, I'm enjoying the days in the gorgeous. Look, I don't wanna take up too much of your time today but I saw your house was for sale a couple years ago. Whatever happened with that? Bam! They tell me a story. They say, oh, well we did this, we did that. Then we sold it and they bring, the story comes all the way to present day and they tell me exactly what they're looking to do now. And I'm able to help them. That's what, the old expires is like gold. So here's what I want you to do. When you get expires and you call RedX and say, hey, can you walk me through how to get 10 years worth of expires? You're gonna say, give me expires with Johns and Cancels. All of them. And hey, don't fill throughout the ones that came back and sold, I want them all regardless. I'm just wanna use this property as a reason to have a conversation with someone. I'm not, when I call up for a sale owner or an expired or a circle prospecting or an internet lead or anything, I'm not calling them to try to sell that house. I'm calling them to use that house as an opportunity just to open up a conversation to see if we like each other. That's it. When I call expires and I get leads of people that wanna do stuff, it has nothing to do with the property that we, that I called about. Most of the time they wanna buy stuff and it has nothing to do with that property I called about, because I'm just calling and talking to people, right? And so when we have Geoleds Plus and we have expires and we have 100,000 old expires with Johns and Cancels, we get 7,500 property owners a month that we can create projects around our listings, pendings and solds or if we have buyers looking for stuff in specific neighborhoods. And I have a triple dialer to blow through this for my ISAs. I'm talking about $400 a month. Our entire operation of unlimited leads, people calling all day long and we're picking up deals every day. Listings, pending, sells every day. So I'm just trying to open your mind up to the fact that I want you to do social media. I want you to go all in on social media but I want you to understand that that's great to build brand and maybe when you make the calls they recognize who you are but at the end of the day it's all gonna come back to how well can you communicate on the phone, who you are as a person. When you look at mainstream scripts that just try to get you to sell a house, right? And handle objections and turn it around so you get a deal done. That's the wrong way to operate. When you get an objection, it's not an objection. What you think is an objection is your prospect telling you what they want to do. You gotta listen and the reason I've sold so much properties is I let them do the deal on their terms. So I think it's my time but this QR code will save you $150 on RedX, right? It's today only. You're gonna wanna get GeoLeads Plus, you're gonna wanna get Expires and you're gonna wanna get Stormdiler, okay? Now, the next thing you're gonna do is you're gonna text me at this number. You ready? Get your phones out. Text me at this number and I'm gonna send you my 60-day challenge that's totally free that has my scripts, has my marketing, it has my entire strategy. You ready? 251-312-8844. 251-312-8844. Anything, I'll text you right back. It's automated. But listen, but listen, from that point on, you're gonna get motivational texts from me that are not automated that I create when I send them and I see every reply, okay? I've also been coaching for six years. I was the first free coach in the industry. And my mission is to reduce the failure rate in the industry one agent at a time and I wish I could talk for like three hours to you guys but I can't, so I love you guys.