 And when when you invest in training, it's not a one-time thing You're constantly investing in training. How often would you say Kodiaskins is? Investing in training or I've got to have some type of some type of investment every month in some way Maybe maybe maybe multiple investments a month Like I try to go to conference events conferences retreats like I pay to go to a lot of events throughout the year that I'm not even speaking at you, you know, and and I do that like I went to a conference In Chattanooga, Tennessee a couple years ago and sat front row I wasn't asked to speak later the guys like I should had you speak. Well, that's right. Maybe next year, right? I was front row stood clapped for every speaker No one else was standing up and I'm like, what is wrong with people? So I'm like I'm gonna sit on the front row I'm gonna set the example and the guy the leader of the conference actually came to me after and said my staff Was most impressed by how you showed up and led from the front and responded and we should have had you a part of the event He's like now if we would have nobody maybe would have stood Maybe we shouldn't but it was like I would you know like I would get excited for every speaker that was coming out and Ending and all that and then the rest the audience would respond and that was it was cool. I was just being me I didn't I wasn't even thinking, you know, like like you've been there You'd have been there like you've done the same thing. Yeah, and it was just it was just cool to see You know, so I love going to events something about there's a power in an event. You talked about it Yeah, you used to go to events every single month back in the day. Yes. Yes 800 years ago like that is incredible 100 years ago 832 young sir Yes, yeah, I mean they were life-changing for me I mean and here's the cool thing about when you invest in something like that and you go to an event now a lot of Virtual so you can access them virtually. Yes, and this one coming up on March 5th 6 is going to be a virtual deal I love how you're turning your mug to get if you haven't checked this out. There's a little Easter egg right here Just pointed out the straight so that took it away didn't it? There it goes. Okay, let's get rid of the coffee So you're like the dad that's like walking his kid through the the Easter egg patch and you're like, oh is that? What's underneath that? That's right, that's right because I'm the guy who wants him to pick up the best and then I'm running behind and stealing it Yeah so the I mean the best thing for me that I found about going to an event and Investing and being there being present showing up is the conversations that happen between the between the sessions Yeah around the sessions before the sessions after the sessions the dinner. I mean the connection time when we started planning our recent conference Ignite we were like very intentional. Okay. Where are the connection points in this conference? How do we get people to engage with each other and how do we also leave the time for them to engage with others outside? And Cody that's a great part of you know your 8% is you have that time And we met quite a few people there even at this event The amount of breaks, you know, we're taking that away from this event of like we need to have more breaks So there's more interactions more collisions because during the break of this event. I'm at three listeners of this podcast from New York and Pennsylvania like which is really cool. That's so surreal It's so cool to meet people. So invest in yourself invest in training. Yep Go to the events invest in the events and and grow your business What you're gonna take away? Yeah, gonna make you the best salesperson on the planet That's right boom period ever and what you guys are doing too is a tip number three is Maximize your opportunities. You guys are maximizing opportunities. Your transitions are impeccable. You like that Well, yeah, when you do it five years and 47 days, I said 46 days yesterday for you to I don't know I've spent I don't know exactly, but yeah, you learn how to transition a little bit That's important a salesperson too is the transitional piece like you can't make it awkward like okay, Miss Betty Now we're done warming up now You some questions like who does that right? Do we need to take a five-minute bathroom break real quick? Yes You guys are maximized opportunities because you're showing up you're spending we're spending time together You're doing a podcast with with myself. You're gonna podcast with coach bird like you guys are maximum. You have you know flipping Millions of dollars of equipment who knows what's going on in here, but you guys are maximizing opportunities given man That's why I respect the heck out of it, and I love it. How can agents maximize their opportunities? What's what's some areas for them to make the most of? Their opportunities and what are those opportunities even yeah, I mean the opportunities is every time you get a chance to Lead someone to talk to like maximizing your effort and getting in front of like I always teach There's three ways like everybody wants to make a hundred grand Well, there's only three reasons why someone wouldn't make a hundred grand number one is skill. Maybe it'll have enough skill Maybe you're not good enough. I don't know revert to tip to invest in training. Yes, exactly, right knowledge Most people don't maybe maybe not smart enough. Maybe you don't have the knowledge Maybe don't know what Roger does or you don't know you know I have the IT amazing and impeccable background like Austin does who knows right again invest in train point to that's right And then three is is a big e-word right effort. Yeah, if you think about it effort to choice. It's an option anyone can do it Also skill if we want to be as good as Roger is it sells we could put in the effort to have the skill a level up We want to know what Austin knows Boom we could choose to do it over time We could know almost as much as what you know a lot of YouTube. Yes, there we go put in the effort to level up Exactly it all ties back to the effort piece and so max my opportunities from an effort standpoint like getting in front of leads asking for referrals maximizing opportunities of events that you can go to maximizing the opportunities of leveling up right and starting to think about this whole thing differently like I believe I Know that only 4% of companies in the US earned 7 figures a year I'm telling you every single person listening to this podcast can build a 7-figure business Because there's more millionaires 7-figure earners In our industry than any other industry in the world. Wow. Sorry real estate. That means you're in the right place You're in the right vehicle if you're listening you're like, I'm struggling. I don't know what to do Keep moving forward Well, there's a there's an interesting before we go to go to the next point Before we go I want to let you guys know there's there's an opportunity Cody you just pointed something out You're like, I don't know what to do. I don't know how to I don't know how to move forward Like when you guys go to your your the company secure agent marketing marketing. Yeah Does Legion that marketing for agents websites and CEO websites all that kind of stuff and You know, one of the things that agents are Constantly trying to justify or trying to cut down is their investment in leads, right? Yes Like you got to give yourself as many opportunities as you can when I first got in the business. I bought 40 Age leads I think I told you this story. Yeah, the age leads It was in a McCreary County, Kentucky Southern Kentucky in the hills There was like two little hotels one of them burnt down. They never built it back There was the other one had 27 rooms like I stayed there and when I get there I pull out these leads and I realized they're all PO box leads. Mm-hmm. None of them have address So I'm like I can't see anybody and half of them don't have phone numbers. I want to ask the audience right now You're Roger What do you do? Okay, he's gonna tell us what he did but I'm curious you what you listen What would you do in that moment? I like this sauteing. Yeah engagement Cody. So you're presented with a dilemma So here's my naivety was like, I'm gonna go down there and figure this out. Yeah, because that's just the way I think I think I'll figure it out. We'll just do it and we'll start I mean Austin, you know me well enough for that like let's just start and we'll figure this out Hold on. We need to have a little plan, right? And so I'm glad I got people like Austin in my life However me on my own. I'm just like let's just run and we'll figure it out Oh crap. We just ran into a lake. Yeah, so but anyway, I'm down in McCreary County, Kentucky I'm at this and I'm pulling out my leads. I haven't got them routed. I don't know about routing yet I'm trying to figure this stuff out. I'm pulling them all out. I can't see it. There's phone numbers There's no one's answering the phone. There's PO boxes. I'm like, how am I going to figure this out and I thought well all these people have a PO box address and There's got to be a post office in town So I drove around and all these these there's so many little towns and I drove to this little post office That was smaller than the size of this room and I would have to talk to the postmaster in there And I would show my little lanyard, you know that I had made for you know senior benefits final expense Whatever my picture on it my state license number and we all use those. Yeah, and I said listen Mr. Robert Jones, you know filled out this card and all I've got is a PO box And he's not answering the phone and I'm supposed to get him this information Can you help me? Well, we're not really supposed to do that. I said, I don't know how to I don't know how to help him Right. He wants you can clearly see. Yes. I see it Well, he's actually if you go down snake lick road and up around and down over the creek past the big tree that got hit by Lightning it's jump on the horse. Yeah The house behind the one that you see from the road, but there's another one up there in the back That's where it is. And so we did this and all week. This is what I had to do I had to go to these little post offices and figure out where these people lived The end of that week, you know, I was down there for three and a half days Because that's what I had scheduled because I had family and I had some other things that I had to do But I think I wrote like 2,880 bucks Yeah, 2,880 bucks off two-year-old leads peel boxes. I came home Rose said, so what do you think is this gonna work? I said not this way. We got we got to figure out a more efficient way than this can't do this forever Yeah, but I said I think we're on to something here. These people definitely need something these there's definitely a market here If I can figure out how to tap this thing and then get a system around it We can scale this up into a viable business and do something great And you know, so you got to lean into opportunities another thing that I will I will leave with before I know you got a couple other good points to give us is that I decided I was never gonna pay for leads Mmm. A lot of people try to justify lead costs and I just decided I'm not paying for leads There's someone on this stack of leads They know somebody else whose name is not on the leads and I'm gonna sell that person a policy And that policy call the referral is going to cover my lead cost And so every week my my number one priority is who's the referral that I'm gonna write that's gonna cover my lead cost I was only in the business for about three or four weeks before I made that decision From that point on I never pay for leads so all my leads were free because there's opportunities in the leads You just got to work them. Hey, if you enjoyed this, I got another one You're gonna love it's right there click on it. See you in there Today's show the five tips to become the best salesperson ever on planet Earth period boom. There you go. Let's do that Come on. No, man. Let's see what you got for us Cody. Let's do it. Well, thank you for having me man I love the show. Love you guys. We've been hanging out for the last few days and it's been unbelievable