 What's up everybody welcome to the zero-to-diamond podcast. I'm your host Ricky I'm on a mission to help reduce the failure rate in the real estate industry by helping you master your skills on the phone Conquer your fears and change in your mindset Let's get into the show What's up? What's up? What's up everybody? How we doing? I hope everybody's well today. Um, I've been showing property all day myself Had a couple clients rolling into town showing some properties Followed up with some stuff did a bunch of stuff man. Today was a really good day for me super productive Welcome to this week's show I'm your host Ricky Coruth and today we got Zach Manic on the program. Thanks for your uh, thanks for coming on the program today, man My pleasure. Thanks for having me as always Zach is uh, Zach is not like a long-time agent the reason I wanted to bring Zach on is because He really gets the mindset that I'm trying to convey to the world About success in real estate success in general long-term actions long-term thinking for short-term gain and long-term at the same time but uh, man like Tell everybody a little bit about I guess your background how you got into real estate and let everybody kind of know a little bit about you all right, so um So quick quick quick overview. Let's see I I didn't have a job until graduating high school because I played Football and that was like a full-time job in high school. So my first job Was like at a as a barista for a couple years And then I moved to San Luis Obispo I tried to go to Cuesta college and that whole thing partied too much and moved back home And got a real job at a distribution parts distribution company connected to the uh commercial vehicle industry They do like wholesale distribution for electronics and stuff. I was there for six years So from I'd say I don't know 21 22 i'm 30 now Um, I don't know. Whatever the timing was I worked in every Uh department is like kind of a paid internship gig planning for me to go into sales there um, but after you know, the bureaucracy and the politics of the whole company I just kind of got burned out after working in every department and um Is is kind of a family-owned atmosphere. So There just wasn't really much room to grow unless it was like a regional sales job Which you know that the the life balance the work life balance is really out of whack here on the road like all the time So I decided to leave my sister actually got into real estate my last couple years. I was thinking about leaving And uh, I've been so it's been about four years now in march that uh That I've been in real estate. So right before I left I knew also one thing that turned me off from the job that I was at was I just hated the hamster wheel Feeling of it like every day doing the same thing or groundhog day, whatever analogy you want to use Where every day I feel like I was doing the same thing I had to answer the people whatever but You know, I was never like an inventive person and and once my sister got into real estate I just thought man, I I could do that like I could I you know I'm real confident in talking to people and it just kind of comes naturally. I'm not really that nervous all that stuff So I jumped in it. Um, I was actually working part-time at starbucks for a while And then the last brokerage I was at coldwell banker The sales manager took a liking to me and kind of brought me up as his protégé slash assistant Gave me a real good opportunity so I can quit starbucks and Um, pay me like 500 bucks a week to do like tc word transaction coordinating And kind of learn the business, you know, he'd let me put my son Writer up on his on his listing stuff like that Dude, what an opportunity bro. It was it was it really was and uh, and and honestly it really it Kind of it got me out of the starbucks. I went full time in real estate like pretty pretty soon Probably I'd say six months to a year after I started starbucks, which just was miserable by the way, but Yeah, so once I went full time, you know, I I started out Um, you know various coaches coldwell banker the one I was at was brought up through the mic fairy deal So they really pushed that so I was I was you know, I had no problem calling expired It's calling fizz bows cold calling and using those scripts and stuff, but um, you know, I just never really had a system to Like clearly track everything and funnel everything and that was the one thing I was missing and they were pushing You know coldwell banker at least the one I was at they were charging a seven percent franchise fee And they were pushing all their systems to capture all that and I and and it didn't work half the time And I I remember just getting paid and being so pissed because seven percent of every paycheck was going to something that didn't work, right? so anyway To move it along, um, I did okay my my second year. I sold about three million In real estate, which was I guess pretty good. Um, I don't remember how many sides or anything like that But then starting last year, um, I had a real real hard time I I didn't I didn't I didn't I didn't have like the consistency and stuff like that that I found ZTD so I felt kind of lost like I was trying all this different stuff And uh, it's not that the expires and fizz bows didn't work. It's just the way that it was taught to me I didn't it didn't feel natural. Yeah, and I and and then and then that coupled with the beginning of 2017 I had a listing I really started out strong where I closed and I felt good But then I had a listing that fell apart where I had the buyer too And the buyer would have been like a lot of future business and he thought it was my fault Even though I had nothing to do with it and I lost him and I just was like fed up so actually like kind of step back from the business never fully left but um I started a credit repair company thinking like I'm gonna I'm gonna blow this up And that's now become like passive income for me Actually started that company and it's doing well But then I started watching your stuff probably I don't know. I signed on in october so I probably started watching a couple months before that and following and stuff and then You know it's been life changing honestly since I since I joined, you know now here we are You know after signing on in october, so Yeah, that's kind of my story in a nutshell I guess Oh, yeah, um a couple things guys, um everybody watching on facebook and also we're live on instagram If anybody on instagram has any questions for me or zack feel free to type it in same on facebook zack is a four-year agent Um, he's still in the building stages of his business But I wanted to bring him on the show just to have a different perspective You know, I've had a lot of really top producers on the program and I really wanted to have somebody that Was kind of still in that that mindset of just like fighting through the beginning stages and trying to figure out find your way and figure out what direction you want to go in and You know trying new things and figuring out what works and what doesn't work and all the stuff that newer Realtors go through to try to find their way. I wanted to have somebody on the program like that. So man like back when I started and it took me eight months to make my first sale I uh, I was asking my um I was asking my my broker at the time. I said man, what can I do? Can I uh Like can I sweep the floors or like is there anything I can do here at the company that I can make like You know some money somehow or a job or something like I was like It would have been amazing if I could have been like a transaction coordinator from 500 a week and learn the business and Stuff like like you did man. That was an incredible upper. That was like an opportunity to have a lifetime, bro was it was It was And There's a weird transition that happened there where I was I I'm just a loyal dude So like the guy that gave me the opportunity I I was you know a hundred percent on board with him But I was so upset about the franchise fee because there was a lot of money I was losing for something that I I didn't think was worth it whatsoever and I'll still argue that but uh He ended up leaving Soon after I left and started his own brokerage and for whatever reason He never told me he was ever going to start his brokerage and it kind of blew my mind but um after after I left And uh is when kind of everything kind of I wouldn't say fell apart, but I kind of just started doubting You know because I didn't have the support. I didn't have the uh the systems and the structure of my business like I You know, I signed up for two coaching programs like soon after I thought I was figuring it out and it wasn't my style and Then I really got burned out because I was like well, I paid these guys and it didn't work man This this business must be just you know luck and and smoking mirrors, but uh Yeah, so it's kind of kind of interesting Where where I'm at now because I felt like I had to figure it out after my second year Like I said, I did like three million the negotiating Um handling clients uh communicating the deals that was never an issue for me It was it was always just the consistency of the hard work and and having the systems to get up and actually like Do it, you know and and I just didn't have the support, you know what I mean, so As I said, you know that that didn't come until I signed up with your stuff and now it's been like life changing It's pretty awesome to look back on So so you're saying like you didn't have like the drive like the work like what do you mean the hard work like what do you mean Yeah, because um I I just was I There there wasn't First of all that the coaches I think a big part of it was they weren't in the in the business anymore or they said, you know so I didn't really have a mentor to really look up to After I left cobalt banker and that the guy I was talking about and You know, I I guess I'm not I need that mentorship that You know for the self motivation or whatever to follow to really get me going And I was just overthinking everything reading too much signed up for too much And I think I just got information overload to where I just kind of said screw it to the point where I I literally would like get out of bed like Super depressed like not even wanting to do anything, you know, I mean, but Then I remember the simplicity is what really turned me on with zero to diamond because you like only recommended two books And I was like I already followed grant card down So I like that and then the slide edge is such a simple yet Just powerful book in general That kind of just put you know every day is just simple actions lead to huge results And and that was in line with what you were teaching So it was like a real just focused singular message to where I didn't feel overwhelmed anymore And it was like, okay I can get behind this because I don't feel like I'm going a hundred different directions, you know and And that's I I guess that's what once I realized that it was like little actions And and and I wasn't like thinking and I wasn't so overwhelmed with all this like other stuff of how I'm gonna get to my end goal It just all kind of fell in place I just started doing one thing at a time made like one phone call 50 phone calls 100 phone calls Got the dot, you know what I mean got the dialer and I just kept did it at it and and now It's just building it's just like building now, you know, I mean, so it's it's it's just kind of interesting now now I'd say the self motivation just comes from like i'm addicted to getting those emails and having good conversations like My mindset has completely shifted because I made Those commitments of just starting out doing the little things if that makes sense It's amazing whenever you you hit that point if any if a realtor ever hits the point where They get the concept of Not going after deals and not trying to pressure people and not trying to close the deal and not trying to set an appointment and the real goal is I want to make an impression on this person that they they they feel like i'm gonna i'm not the same as all the other agents out there Um, give them something different create a relationship long term. They're always going to use you forever They're going to refer their friends and family. It's amazing Like what happens when that mind shift happens But it's so hard for people to make that mind shift because they need money now And they think that the mind shift is going to put it to where they're not going to make money for years Well, yeah, you know, I know you're I think a big part of it though is is the the the old school coaches Uh, that's what they teach. They teach Close for the appointment right away. And if they don't give it to you then screw and move on I literally I've heard multiple coaches one of them In the program I signed up for before this one that would basically say that on the phone when I'd call him Is it was a similar setup and I'm not going to name names, but I would call him and I tell him things and he basically just Be like, oh, well, they're idiots like screw them move on like and to me it just is like I'm not I don't want to be a used car salesman. No offense to anybody or you know that that whole moniker analogy like I don't I don't it's it's not my personality You know and that's like I want to build relationships and and I kept just like Thinking this business can't be that way, you know what I mean I felt like I was just sold something that wasn't it wasn't true, but Once I realized it and I saw that someone as successful as you actually Were doing it built and and you were basing your whole thing off of building relationships and And I started just applying it. I mean, it's just it's such a huge mindset shift, you know, so That that's a big big thing that to to really to really grasp For sure. No, man. No, it's it's so hard for people to like understand because they're like I need now business, you know And it's like, okay. I'm telling you how to get now business you go after relationships and you you know, like when you when you don't like like so many coaches want you to call and and and set that appointment and uh You know, you know, make that up make that you close the deal and all this stuff And really to me all that stuff turns people away from you, you know, here's the thing man, whenever like Whenever you're talking to a prospect and you're and you're going to close the deal all the time Sure, you're gonna close some deals here there, right? But see what you're missing man is those four to five people a day that you turned off That would have would have done business with you in the future You know, it weren't so pushy and you weren't trying to handle objections and you weren't trying to close deals They want somebody real and genuine and that's out for them one and what I've noticed too is You also don't get Far far enough along in the conversation, you know, like Since I've had the mind that what we're talking about with my mindset chef And I'm I'm so much calmer because I'm not putting so much pressure on closing the deal That I'm actually listening to what they're saying and asking tons and tons and tons and tons of questions, you know instead of like Going straight for the deal and if they say no, it's like, okay, we'll screw you by it's like, okay Well, no, that's cool. That's cool. Like, you know, I'm not here to sell you anything right now, but you know This are you thinking of this or why are you saying this or you know? And then those those questions are so huge. I like just just the amount of calls That I've made now, you know, since being in the program I've had so many conversations where The the conversation starts out with there you could tell they're like, please don't talk to me but then Because it's so calm and and you just kind of gradually just let it turn into a conversation all of a sudden They just start telling you stuff. It's like, hold on. Let me get my pen. I gotta write this down like super fast Or I can't even keep up with what you're saying, you know what I mean If you're always going for the deal You're not getting that because because you're you're you're closing yourself off to that, you know, you're and it's just I don't know it just doesn't make sense to me and This way is so much better Is all I have to say about that Well, when you're when you're trying to close the deal you sound like every other agent And when you sound like every other agent, they don't I mean they can find those are a dime a dozen anybody You know, there's millions of agents out there like that When they run across an agent who says Who doesn't say hey, have you thought about selling your house? And they run into an agent that says hey, there's a house down the road that just listed or sold or whatever And I didn't know if there's something that I could do to help you today They're like, well, what what is this? Like what is this? Is this my brother? Is this my cousin? Is this my You know, it's like a family like you got to get into the mindset that you're talking to like friends and family Being like make it a real conversation. Like you said go deep with those questions. Yeah, you know, they really do appreciate it You know, if you they really do appreciate it if you when I went you could if you can Properly communicate or I just say sincerely communicate that like it has to come from a sincere place And it takes it takes time I mean, I'm not I'm not acting like I got it all figured out You know, everyone knows that you know, I signed up in October But just by making thousands of calls now I feel so much more confident where that sincerity wasn't there to start and now Now all the all the fear and and the reluctance has gone away to where the sincerity is just naturally there now Like I'm actually myself on the phone call rather than Think I remember when I first started I couldn't wait to get off the phone So I'd just be like, okay, great and I'd be happy I made it through and I just wanted to hang up right away and now it's like I want to keep talking keep talking keep talking And so once that sincerity starts coming through is when they really start giving you the golden nuggets that you need, you know Yeah, yeah when when people when you have that sincerity People are like happy to hear from you like they want to hear from an agent that's sincere and wants to help and stuff It's like that's one way you can get over your fears of cold calling Is but when you understand this mindset and this concept and you and you apply it for a little while You see the results and you see how people react It's like your fear goes out the window and then you're in this mindset like Okay, I got direction And by being sincere not only am I going to build a bigger business that really means something I'm also going to help more people. I'm going to make more money And I'm going to go to sleep at night every night knowing That I'm helping people. I'm doing the right thing and I'm building a I'm building a huge business That's going to support my family for generations and generations. You know what I mean? Yeah So What's your goals and stuff for this year? Like what's your goals for 2018? I only need 12 million So 300,000 commissions Yeah, basically I don't have it in front of me But basically 12 million sales volume is kind of where once I break down from my brokerage split And the taxes like where I want my salary to be I can't remember off the top of my head I think it's around 200,000 after all that. Yeah But um, but yeah 12 million, which is like a huge huge jump, but uh, I think it's totally Was the 3 million your biggest year? Yeah, I mean that was my second year and then Business for four years. So your first year you did nothing second year did three million. What happened the third year? Yeah, first so first year I did maybe You know a few deals You know, maybe a million and then second and three million, but then last year was my third year. So 2017 and uh I only did Because I literally just completely stepped back from the business almost left the business but kept my license going I just I said I I told everyone I wasn't done But I wasn't active, you know, I mean, so I think I did no more than a million last year I don't even yeah Yeah, that was the year that like you kind of stepped back and did the credit repair for a second and tried to figure out What you wanted to do with your life about going into the chp like I was just looking at all these different, you know, maybe even electrician and I was and then I just you know I started doing all the research. I was like, there's no way that well You went from you went from making doing three million in sales your second year. I mean, that's pretty good for your second year I mean, that's pretty good, you know income. Yeah, it was no it was it just uh, you know, I I was being I was being uh, I was being soft, you know, and uh, I'm very very competitive and it really was it was a weird, uh Weird deal for me because my mindset it wasn't Natural but I just was completely in the in the dumps, you know Yeah, and I really just had to slog through it And um The only way that I got out of it was fully committing 110 And then just doing the little actions every day just and and what you teach in your program, you know Honestly, that's why I say it's life changing and and that's all it is. It's just little actions. I mean even Even and it's bled into everything else that I've done like, you know, just like you say like an active lifestyle I was 30 pounds heavier probably last year at this time And uh, you know, I I just thought to myself, I'm competitive like why am I not Doing more competitive things, you know, I need to reactivate that in my head And then when I saw the way you attacked business, I was like, that's where I should I should look at real estate Like I see all these other guys doing it. I'm like, I know the way they were in high school I grew up with them. I would blow them out of the water if I had the resources or, you know, just got just figured it out Yeah, and so I kind of clicked back into that and made a full commitment I lost 30 pounds and now, you know, my business is really just starting to take off. I mean, I know I know once once once the escrow actually closes. I mean, I know I posted that I got my first listing from cold calling But once it once that first escrow, I know the floodgates are gonna open and then it's just game over and Because there's so much lined up from the calls I did like before the new year like probably 15 20 listings that I'd Yeah, yeah Yeah Yeah It's all about momentum, man You know, uh Yeah, once you get the momentum going, you got to keep it going You got to push harder and harder and harder and harder, you know, you can't Yes, that'll the opposite is true if you let it completely die then it'll it'll literally kill you You know, I mean like oh, yeah Yeah, literally kill you. I mean people commit to this. I could you know, so So I mean it's it's literally that that fine, but that's what the slide edge teaches, right? It's like It's it's it's as easy to do the right thing as it is the wrong thing And so you can get in these bad habits where you're doing the wrong thing just slightly every day And all of a sudden you become someone you're not and it's just a complete opposite is true just like what you teach and Yeah, that's basically The way it's worked for me. Yeah, I mean You know Like I say like for me the best policy is is just to stay as busy as I can stay You know like just stay busy doing deals talking to people You know putting out fires closing stuff listing stuff You know and now I'm doing a show writing books speaking coaching You know videos I'm just stay busy man. You just got to stay after you know I'll tell you why one one big reason why people don't chase their dreams I think I figured it out but because of this coaching program I'm doing and like how much like heart and soul and effort I put into it I think I've realized why people don't chase their their dreams because You have to like if there's something you're real passionate about You have to literally Like go after it like fully commit and give it everything you've got all your resources for like a couple years for free You know and that's tough like you have to work your finger to the bone and really give it all you have And get to the point where like there were a lot of like really low points for me last year In my first year doing the coaching Because you know it's like why aren't people signing up or why aren't people buying my books or you know blah blah blah and You know It's the same thing with real estate being brand new real estate is a passion You know, it's like you have a dream you want to help people buy some properties Right, it's the first two years. You got to think man Like you got to think this is if this is something real that's going to be big for you You really have to think the first two years is this is huge learning curve And you're probably going to work your your tail off for basically free Yeah, you know I mean any any successful business. I mean like one of my favorite shows is shark tank and And any successful person, you know, they're leveraging so hard on capital To where they're literally not profitable until like three four years or even longer And they're they're hedging all their bets. It's going to work and it's just such it's so hard To not get anything and still do that the the hard work every day. You know, I mean, it's it's crazy That i'm even here talking You know what I mean because I didn't really I always I always kind of doubted that it was like really realistic, you know, but it's But at the same token, it's simple though, you know It's just simple daily actions making the calls and doing the work, you know, I mean going to the gym and working out like just Don't be don't be a little bitch. Honestly as grand card down says It's like that same man. This stuff is simple but not easy like the fundamentals of it all Yeah, it's really easy. Like really simple if you lay it out. It's like, okay. This is who you call This is what you say. This is what you do afterwards. This is what you do every day. It's like, okay, that's easy But it's hard to do it Over the course of years and decades Yeah, yeah, I mean and and you just you keep breaking through these levels where you have to it's like what you say I think you said in one of your youtube videos, you know, and then it becomes a whole another level of It gets it gets it's a home. It's a whole another level of not hardness but You know, there's there's more barriers once you get really successful and you still have to make those calls because You know what I mean? Like to keep pushing your business further even though you've got a lot of business That's a whole another level. It's like you keep reaching these new levels So it's never ends. But no just got to keep doing it and staying staying busy, you know Dude when you there is no such thing as the top Like the like the top doesn't exist man. Like like where I am. Oh yippie, you know all that stuff Dude, there are people that are questioning my numbers out there Um, you know like in life, you know, like there's some real I mean dude, there's people that do you know, there's a lot of people that do like 80 million a year You know in revenue not not realtors. I mean, I don't know and maybe there's some real But there's like people that do like 10 million 20 million 30 million a year 40 million 50 million You know, there's some serious You know heavy hitting people out there and uh, and there's even higher levels than that. So you just can't You just can't think oh, I want to get here and then that's gonna be that and then And then you know, I can slow down or I'm there or whatever Now once you get to where you want to be That's really just the beginning. You know, I mean it really is man. There's just the beginning Yeah, this guy Sergio said he reached out to you. He said uh, he joined the coaching program And he reached out to you and had you had nothing but good things to say about the program and Um, I remember awesome. Yeah, he's he's happy to be a part of the coaching program That's absurd. Yeah Yeah, he uh, he called me one day and we talked for a while and uh He signed up and stuff. He's brand new that was like When was that? That was like a couple days ago, I think Yeah, I think I talked to him a couple weeks ago. So That's cool right on welcome Yes, Sergio. We're uh, glad to have you dude reach out to us Yeah, so your goal is 12 million this year What do you take us through a day? Like what's your day look like? What's your what's your daily routine and like how do you lay out what you're going to do? so the uh I make my calls first and usually I not usually I want my calls to be done by one o'clock and then That's how my learned in the past is is a time block in there. I want to I want my afternoon clear to set appointments so from like nine to 12 just like what you talk about I generally am making calls and Depending on where I'm at in my call list, you know, I may spend a little bit of time like getting ready I really do a lot of research before I jump into a call list by creating a You know my cma and and doing, you know, what's actually going on around the calls. I'm prepared So that would be like the beginning first. I work out in the morning Usually unless I'm playing tennis at night, then then I'll then I'll just play at like five five thirty But generally that's the way my morning goes a workout, you know coffee Make my calls and then If I don't have an appointment, I usually will finish my list make more calls or Follow-up with all the follow-up that I do so write my handwritten notes send out my emails Do my follow-up but now now that The afternoons are also safe for follow-up So now that all the all the calls that I've done, you know before the new year I have it linked from my budget to my google calendar and whatever reminders telling me to call this person so now that follow-up starting to like really stack up because Um, you know, I'm calling everybody that said they they want me to call them Even if they didn't necessarily say they were interested in doing something But although there were a lot of people that did so That's usually how my afternoon goes if I don't have appointments. It's real basic, you know I try to keep it as as simple as possible and then at the end of the day um at the end of the day I've started At the very beginning of the day and I learned this through slide edge Actually, one thing I do is is just real simple stuff. So I make my bed Which I never used to do I I I saw that from a navy seal guy You know, I do a few things of gratitude Uh, and then I kind of write out just real simply what my plans are and I'm not as busy as you yet So it's it's not much to write So I just kind of get to that and then and then I jump on my calls So that's that's that's actually real important. I want to make sure to add in there because um, it's just Little habits make everything else kind of fall in line And keep you just in a really good mindset. So it's really important and uh Yeah, and then so afternoons are for appointments and then if I'm gonna work out play tennis and I then I do that But or or I get ready for my next list So I'm doing a lot a lot of a lot of market research too like in my MLS like since I joined this program I'm like a wizard on my MLS now, which is huge Yeah, yeah, it's all I mean you got to know your market man You got to know See like that's the thing that separates a lot of agents is is if you're studying the new listings every day and The fresh closings and what goes under contract and all that stuff It's like you're right on top of the market and with some when you're talking to people on the phone You already know a lot about all this extra Market activity that's going on, you know, yeah, yeah, that's that's something that I highly recommend is That's made me really comfortable on the phones is is don't spend a ton of time Just get really good at MLS to where you can pull a CMA really quickly Around your thing like no basic things like when you're calling into a neighborhood that you're calling into a specific gated community Or a specific subdivision Because that subdivision can sell A lot different than right across the street to this other subdivision, you know, or condos, whatever you're dealing with Do that research beforehand because Sellers will ask you and if you and they'll ask you to test you you could tell the test in you and you want that in front of you Or at least to feel knowledgeable And the more you do that before every time you call And the quicker you get at it your skills get better um The confidence just changes and it really just helps a ton with your calls and You know, I actually Like when I'm I talked to my sister and my cousin who they do fine in real estate But they're they're doing it a different way, you know, there's different ways of doing it And I tell them like I never felt like I had my finger on the pulse in the market more than I do now And I'm almost and I love it. It's made me appreciate real estate in the whole new way like You know being able to Go from call us to call us from neighborhood to neighborhood and see the different trends I mean, it's crazy, you know and and people ask like how the market is and and you could literally say well It depends. I mean over here you're looking at da da da da compared to over here That's good money for what you're paying over there, you know, I mean and the more you do that The confidence just swells, you know, I mean and it just really once you have that confidence, you know Then there's nothing stopping you so I think that's that's that's really important That I do every day I guess to answer your question the long way Dual purpose, man, right, right exactly like you're making the calls to learn the market to create relationships To get a deal done today To find out who doesn't want to do business with you like there's so many reasons outside of just doing deals If everybody would open their mind up to all the real reasons you're making these calls and all the benefits dude, it's it's addictive Right and that's why and that's why I wanted to And to go along with what you're saying about the deals and about how I was taught before I've always my dad's an attorney like I always and and I always want to feel like a valuable resource I don't want to just look like a salesman. I don't want people to look at me It's just so here's that guy like turn away like I want to be someone that people come to If I can help them in a way, but be a real valuable resource, you know, and if If you're looking for that deal, then you're never going to appreciate like The actual value that what we do is agents or what we're supposed to do by providing Market information and knowing actual trends and stuff that's going on, you know Not just doing it from deal to deal to deal to deal. You don't learn anything that way Yeah, no doubt guys if you have any questions from me or Zach, feel free to type it in So do you do anything besides calls to create business or what do you do outside of calls? Um I mean not necessarily I hate open houses. I I know that they're they're really good But right now I'll do them like for my my new listings coming up until I get really busy then I won't but I I've done those My sister's real good at those and we we work together for a little bit So she she has all these little tricks on how to capture clients and you know throw open houses and stuff to get leads that way So I'll do those From time to time on the weekends, but generally no, I like my weekends clear to do my my hobbies The other way though is is I'd say Facebook ads I sign up for for a company that I'm sure people have seen jason war drop in arsalaam kg And there's like another one agent leads calm whatever and it's essentially the same thing like once you learn the fundamentals of it It's basically just a landing page Um, and then you just follow up with you know capturing those leads So I've messed around with that too. I feel really confident in doing those type ads but since signing up with you I Wanted to just keep it as simple as possible and I said I'm only gonna do I'm gonna just get really good at one thing That's another book that the one thing, you know, just really focus on one thing and master it and then down the road I think I mentioned this to you is just use the market report as like branding It's the same strategies, but don't worry about a landing page Just let them click right through and see the market report for branding whatever and just Focus only on the calls like to me I'd much rather have someone tell me no than do You know a ton of follow-up and have someone Messing with me through facebook messenger, you know, so I'd rather just get really good at one thing So essentially that's that's pretty much all i'm doing right now Dude, I can say man you you've got it like the mindset your actions Like you all you got it the only the only thing between you Where you are and where I am it's just time now And see dude, I wish I wish I had somebody telling me all the stuff that I'm teaching you guys Back when I was in your shoes Because I would be like I it would be crazy if I would have started if I didn't have to go through all this and learn it on my own I mean it took me From 2002 To 2008 Let's see that's six years it took me six years to kind of like to where I like kind of got it And then it took me another Let's see a Another six years to like perfect it Took me six years to like figure it out and another six years to like perfect it to get it to where it's really You know something that really You know Produced the kind of results I wanted to in terms of creating those relationships with people Yeah, I'm gonna say man is that you're in a super good position Um, you know me and I'm sure everybody else is really proud from where you've been and where you are now With the direction of your life. You got a really you got a really good thing going man I appreciate it and that's really reassuring because I'll tell you that year that Last year felt like eternity and so to hear you say that you know You went that those many years where you're figuring it out that really That really is reassuring. So I appreciate that a lot for sure Oh, yeah, man. I mean you're in your fourth year. It was six years before I even like figured out I was supposed to be Um, creating relationships and not going after deals Wow, you know and then by the time I figured it out I still like didn't fully commit because I was like everybody else scared Scared because I needed a paycheck and I thought the relationship route was a long-term play And then it took me another six years to realize Wait, the relationship route is the long and short term play at the same time. Yeah, you know, so That's good man. So Okay, so you don't do anything else really besides just make phone calls, which is all I did I did postcards and letters and stuff. But um other than that That was it right now. It's all I can afford my budget. I mean The next step With my first escrow I'll close because it's been a while like I just shared my story but as I I already have my My area where I have my high turnover and everything where I'll start doing the monthly postcards but I decided right away because I was going back and forth should I get the dialer then it was like Should I do the extra 50 for the trip when I was like screwed? I'm going all in That's going to be the highest producing dollar for for my time right now And decided on that I was like, I'll worry about the postcards when I when I when that time comes And then with what I was saying with the facebook deal, I'm not opposed to to doing that But the way that I think that it makes sense for me would be to have like an isa Just like one person that worked only that, you know, other than that, I only use it for branding, you know and just pump pump it like crazy and then just You know kind of just share what I'm doing on a date But totally just keep it simple But until I can until I'm doing enough business to where I I need someone to capture those leads and where it's actually making sense dollar-wise and I'm putting all my time into something that's producing money for me, which is phone calls, you know What uh, what at what level is that because I'm not there yet I've no I would say I mean, I would look at you if you're not there yet that I mean I've got a ways to go I just think well, I just think that you know, I find it interesting because I've studied teams and stuff and You would know more than me because you actually see the money come in and out of You know, you see the million the million dollar agents whatever on on the shows and stuff that that you know, they're doing over a billion or 500 million. I don't know exactly how those numbers break down, you know I I kind of get it on a business sense. I know there's expenses and and all these things So I really don't know what when that time would be I basically I'm just going to follow your model to a tee like what I tell people when they ask me in the problem like Don't think about anything else. Just do it. Ricky does so, you know When the postcards come they'll come then I'll just do the assistant Until I feel like if if I'm ever completely overwhelmed then maybe I'll expand, you know Just kind of but right right now. It's just simple make calls Marker report. That's it, you know, I would say gets where you have 30 listings And then and then hire an assistant Okay You know, not an isa somebody that just processes Your deals and sets up all the showings for agents that want to show your listings Right Yeah, and then and then your assistant also does tc stuff too. Obviously Well, well a little bit like she sets it up with the title company of stuff But um and she sets up inspections and stuff but I anything with the client though I handle, you know, like Like for like for instance, we in our brokerage I could pay 250 because we have a guy that does tc and he'll Basically be the go between passing like getting documents signed from the other agent or the disclosures You know, he does all that. Is that what your assistant basically does? Yeah, she yeah, she just she does that but uh, She does all that she gets stuff signed and stuff like that But like if like if there's an inspection done and we got to negotiate some stuff Then uh, you know, then I do that, you know Anything that's that has to do with the client because I want the client to know that they're getting me whenever they Whenever they call in whenever there's a situation I want to know that there it's me that's going to be handling that directly And I'm gonna make sure that that that goes the way it's supposed to go And then I'm not gonna hand it off to somebody else That's a big reason why I retain a lot of clients because I don't have a team Or even everybody all these other jobs that you know, those other people aren't me You know people do business with me because they want me So I really believe the team thing waters your relationship building Uh part of the business down But teams are more predicated on volume You know they focus more on closing a ton of deals And and and so It does water the relationship part now because a lot of times the client doesn't know who they're gonna talk to when they call in You know or who's handling what? Right. I I agree man. I mean so let me ask you do you Um like your work-life balance. I mean I see you kitesurfing and doing what you love to do I mean and it seems like you go home in a regular hour. You don't feel overwhelmed like with the Listen man, there's no such thing That's the thing that I see you doing it And I'm like, why do you hear the other side of it from these team guys that they they always say? Oh, well, you know But I'm my life, you know, I like having this and that I'm like, well, I'm seeing this guy do it You know, I just don't Here's the thing man. Here's the thing Those guys are working Just as hard or harder than me And they're making like 400,000 like they're doing like 1.5 But they're making like three or 400 and they're working just as hard or harder than me Here's the here's the thing they they started doing a team when they were at whatever level And they weren't they weren't that efficient at that level And so and so when they were at that that stage in their business They saw the inefficient side of the business and they thought this is this is where this is like real estate It's inefficient And so if they were to continue going on that path of the inefficiency Then yeah, you will work 80 hours 90 hours a week to produce but if if you were if you if you Like so they started building a team But if they would have that point not built the team and continued being a single agent and work through those inefficiencies and got to the level where they're working on a very efficient level See the thing with me the reason why I can live the way that I want to live And be a single agent is because everything I do is 100 efficient You know, that's why I only focus on property owners. That's why you know I don't go I don't do buyer leads. I don't advertise for buyers But I get a but I get a lot of buyers and I love buyers, right? So like like today I show property twice and then tomorrow I'm showing property I think three times and so sometimes you run into the situations where you have some stuff you got to do And you got to show property, but that's just part of it, you know And I work on the weekends sometimes but those guys that have teams they're working on the weekends and and if they're not Then they're taking a half a million dollar pay cut I don't mind going in on the weekends and showing some property because here's the thing, dude It's not a work-life balance. There is no such thing, dude. It's all life Like what you love what you do like it's all life. There's no like for me. There's no like in the middle There's no like breakdown point, you know, like yeah No, I think that's that's huge that I've learned from you is is exactly what you just said and also You could correct me, but it's like you if you just integrate it, but When you're away from work You completely separate, you know, and you're able to at least like completely Have freedom from that then you can do everything as long as you're not at home on your phone 24 7 or whatever then Either way, it's all intertwined and in real estate. It's like you may work on a Saturday But maybe like you like I've seen you you take off Wednesday afternoon for kite surfing because it's because it's open on your calendar Or if I want to go play golf, you know what I mean? But I work Saturday We have that we have that freedom. So You know, yeah, there's there's no need to really Like force it to be structured Monday through Friday and I have a team and it's it has to be a certain way that that totally makes And here's the thing too, man. It's all about using your resources, right? So like I have an assistant Right, you can do a lot of things, right? Okay But then like if I have a buyer that I don't want to handle, you know, I got it's an internet lead I got for free somewhere or whatever I can give it to another agent in my office that still pays me Still pays me 25 but I didn't I don't have to pay their expenses. I don't have to train them I don't have to deal with all the stuff that all the responsibilities of a team leader But I can still operate like a team because I have all these agents even agents not even in my office I can refer the buyer to anybody Let's do that referral fee for for nothing Yeah And you don't have to go on on appointments for them. You don't have to do any work for them Yeah, and I I'm 100 up board. That's another thing that sold me on Signing up with zero to diamond too is because that I in my head I always knew there's got to be a way, you know, I like I feel like I was being fed something that It's not that it doesn't work. It's just not the way that I would see it Working for myself, you know, so I remember seeing your stuff and kind of I was like once I embraced it. It just made total sense for sure And I'm not against the team thing don't get wrong I'm not either Yeah, no, if you're if you're good at it And and you want to like that's how you want to live and that's how you want to structure your business And you want to sell, you know, you want your team You want to you want 20 people you want to sell 60 million and make 300 400 000 And that's good for you and you're happy. That's what I want I want everybody to be happy and satisfied or where they are You know, I can't I can't dude. I cannot inject my ambition into everybody Like, you know, my drive and where I want to be and what I'm doing is on a whole other level You know and everybody just doesn't have that scene drive inside of them And some people are happy with that 250 a year And if that's the case, dude, I mean it's I'm all about it But at the same time I got to express myself as in you can be a single agent I just I want to make the statement that you can be a single agent And you can still live that same life as everybody says that you have to have a team for You can live that same life as a single agent if You use your resources. You're efficient. You're smart. You adapt You know all the things that I teach Right, right Now I totally agree and I'm not I I'm not against the team either just like I'm not against you know, these uh These I guess teams that that their sole way of getting businesses through Facebook ads are people that There's so we're getting businesses through open houses. Everyone's got their own way But for me what makes sense is I want to make the most I want to I want to maximize the dollar for the value of time I'm putting in and And what way it makes sense for me if it can work, you know, I mean like again I keep referencing my sister because we're close and she's in the business I watch her she's starting her own team. She actually just left the brokerage. I was at so I'm watching her Kind of like get it off the ground and try to hire agents and stuff and I'm like that's interesting. It's just Like I'm not wired that way. It just doesn't to me. I'm like, that's cool I just have no desire to do that whatsoever and that's fine, you know Like if I if I can make the most amount of money per hour And help the maximum amount of people and actually impact their lives make a difference That's what I want to do. Right. Let's see Let's see. I got a question here From Nora She wants to know what's your last phone call like before you get the listing um I want to sell. Okay. Thanks. Yeah, I mean if so, I guess um I'm I'd say to answer that with where I'm at in my business and and not to sugarcoat it Is I'm still figuring it out But one thing again making tons of calls and thousands and if you just commit to doing You know as much as much call volume as I've committed to in a short amount of time You get you get really quick on triggers, you know and hearing uh motivations that you may not have heard if if you're not doing as many calls, so um, you know asking Okay, well, they may say oh, we're not thinking, you know Maybe a year from now or whatever Then you keep digging digging digging and saying well, look, I just want to come out and and see And and see the house and give you a fair estimate of what your house is worth Would you mind if I came out this week? Let's just set a time and talk Things like that and then when you go out there, you just come fully prepared and you just close the deal and you're there, you know So I think to answer your question It's just listening to the triggers and then just go and you know asking the right questions, you know And every situation is completely different But if if there's a smidgen of opening go for it, you know just ask for it and then You close for the listing once you're actually there, you know um One thing that I and I this this with with my lack of experience. Maybe there's other I think also the way other people do sales is different But I was also taught through older systems and other people you ask all these pre qualifying questions before the listing And I'm like I just think I I always go back to and there's the same thing on my market report Like what would I want to receive on a weekly basis? Well, how would I want the conversation to go like we get solicited all the time? There's nothing more than I cannot stand and when someone calls me And they keeps repeating the same thing over. I'm like dude, I'm not interested I'm giving you the time of day by not hanging up on you, but This is why I'm not interested like right right. I may even say right now, but they keep repeating repeating That just doesn't high pressure doesn't work And one thing I've learned is like don't close for the listing On the phone call before you get there like play it super soft And then when you go there come with all your guns blazing and don't like hard sell it when you're there But just be overly prepared, you know and then just Know when the right time to ask the question, you know just really listen and then when the window opens just You ask the question So if this all makes sense, you know, are you ready to do the deal right now? You know I don't want to know what my take on is open houses. Do I do them? Um, I don't do them unless my seller just really wants me to do the open house Um, but I will say it's all about adapting to your Your market like if I wasn't a market where open houses were the thing And I was losing listings because other agents were doing open houses. I would be the open house key You know, I would be the master of open houses. I would throw the best open houses of anybody around So it all just depends on your market. What does sellers expect? So on and so forth, but no, I don't do them because it you know, it's just not a thing down here But rarely maybe twice a year. I'll do one for a seller that just really wants me to do one And I'll do one Jonas wants to know one thing I don't get is how you deal with so few buyers It seems like in my market it's somewhere between 64 or even 50 50 split for top producer most of which are teams Here's the thing Jonas Those uh teams are buying leads You know, they're buying leads. They're not working efficiently. See I work efficient Right. So the thing is is I I want to work buyers But they're not they're not as efficient to work with and they're even more efficient if they're if they're property owners So my goal is is just to work with property owners Primarily for buyers and sellers And the thing is this man, take a look on your market at some of the single agents Look at some single agents that are high producers And call them up and ask them and text me or something or let me know what their buyer to seller ratio is Because it's going to be it's you can't really compare it to teams man because Teams buy leads for their team team members. I mean, that's just that's how a team operates It's expensive. Oh, yeah. Oh, yeah So guys man, this has been a heck of a show dude. I really uh I really appreciate you taking some time out man to uh to share with this my pleasure. It's I'm fired up for it um Any last thoughts or uh You know anything else you want to say before we call it a day? um Not I mean nothing too profound just just do do what ricky teaches. I mean do the work If you do it at least make a hundred phone calls a day You know if you if if you can't one day, it's okay. Don't don't beat yourself up over it You don't have to necessarily make a thousand calls the next day like don't put too much pressure on it But just do the work You know, um, and and one day at a time one one minute at a time You know every phone call at a time, you know, don't put too much pressure and it's gonna just snowball I promise you a little snowball Because I I started out as reluctant as you are if you're there and you haven't started yet If you haven't got your first listing at whatever it may be It'll come you just got to you got to do the work and just commit That's that's the biggest thing, you know, just just commit and do it, you know That's that's all I'd say and yeah take pride in what you do Man, we're gonna end it with that dude. I appreciate it so much bro Thanks, man, you're the man everybody appreciates you so we'll talk soon. All right. Appreciate it. Take care