 Number one, you should be happy for that property owner because they made the choice they thought was best for them and that is what you should want as the real estate agent in the equation. That should be what you're aiming for is for them to be in the best position that they feel is the best for them. You should be congratulating them by the way. You know I know my group is experiencing this and you know I started a new discord channel and I posted there a lot of people are experiencing this. I posted on the Facebook group. I made a poll on my Instagram story. The consensus is that most agents are experiencing somewhat of a slow down like a little bit of the steam is getting a lot out of the market right now and I'm not saying that this is true. I'm just telling you what agents are telling me. You know I listen I think it is true to a certain extent in my local market. I get the feeling it's more of a gut feeling. I haven't seen stats that show me yeah demand is down inventory slightly up. I haven't seen any of that yet but I'm sure we will you know but whether it is or not if we're entering into a shift some people say that we're taking a breather and it's going to pick right back up and be red hot. We're going to be getting 30 offers for every listing again here in no time. Who knows? Nobody knows where the market's going at any time. All I want to do is try to prepare you for where the market is going to go eventually. What can we do to prepare for the market shift that's going to happen and put ourselves in a position to really capitalize on that? Let's look at it like this. There's so many different avenues and different you know ways and directions you can go when it comes to building your business right? You know and there's so many people pulling us different directions. So many people saying oh we'll do Facebook ads and do direct mail or do this program or do nosy neighbor or do Google ads or make call calls and call expires for sell by owner or circle prospect you know work your sphere only just work your sphere and then you know there's there's so many things there's so many different ways okay and let me let me tell you like I'm here to tell you that everything works okay every avenue does work it works differently for different people. What we have to do is you have to figure out what what works best for you in terms of efficiency productivity scalability right those are the three things right there let's write those down efficiency productivity and scalability. How can we carve out the best you know lead generation sources for each of us? How can we carve out the best way to build our brands and stay in front of our base of people in our market right to continue to know who we are what we do and we're here to help right and then based on those systems right how do we scale that right in a way where if you guys understand what scale scale your business means it means spending the same amount of time on one specific or two or three or four on activity spending the same amount of time no matter how many people are in that audience or in that database or you know on that list right and this is why I'll give you guys mine okay I'll give you guys my entire playbook right here okay and I've yet to find anyone who told me that there's a better strategy than this so let me give you guys my entire playbook okay which is can really be bulled down to just one sentence and then you know let's explore the other options okay and let's really break this thing down because I want to again I want to simplify what you're doing and I want to break it all down into an easy daily routine and a weekly and a monthly routine for you guys whereas we can predict where we're going to be that's the whole point of this you cannot lose in real estate every single thing in real estate is a win-win go deeper go deeper and find the other opportunities within oh that expired expired off the market six months ago and you called them it was an old expired you asked them how it's going with that or what the stories behind that they tell you that they sold it they put it back on the market and sold it and a lot of agents are like okay well cool you know bye bye kind of thing listen it's like cool where'd you move to how do you like it you know if you're going to do something in the future do you have an agent you would work with there's so many more opportunities within every situation let's even break it down to something's incredibly negative and something that you guys really take offense to almost and that is if you go on a listing appointment where they're interviewing three agents and they don't pick you all right that's a good thing you got to understand whenever number one you should be happy for that property owner because they made the choice they thought was best for them and that is what you should want as the real estate agent in the equation that should be what you're aiming for is for them to be in the best position that they feel is the best for them you should be congratulating them by the way and telling them you know good luck with it you're going to try to help you're going to try to find a buyer right you're going to try to sell that listing and represent the buyer on it you're going to keep it in mind you know to try to help them out don't be sour because they didn't choose you that's not the point the point is to help that person here's what works for me okay here's what worked for me and it's still working for me when i look at all the different lead generation sources out there and i tried them all i bought zitto leads i did facebook ads i did open houses i called for sale owners expires circle prospecting i did direct mail google ads i did everything there was okay and i basically kind of just touched on all those things except for one activity okay and that was circle prospecting so when i look at the world of lead generation and i think about all the different activities and all the money we could spend all the time and energy that we can spend on those lead generation sources listen i'm a hacker i'm going to hack the system i'm going to find what the very best effective methods are okay and whatever i'm doing and when i look at all the lead generation sources what i realize is that wait a minute all those lead generation sources all flow right back to the same exact activity okay they flow back to the the exact same activity and this this one activity happens to be the exact common denominator common denominator of all closings so no matter where your leads come from it all flows back to this one activity that once this one activity happens then there's a chance that from that point we can we can be in a business relationship whereas we we move forward with a deal either now or in the future it does prolong the process between a them getting to know who you are and be the conversation that needs to be had before we can move forward with a real business relationship up to actually close a deal so this is what has worked for me instead of doing all those things all those different things and spending all that time and money trying not trying you know trying to literally you're literally just prolonging the inevitable here of actually talking to them voice to voice i would rather and this is just me guys again i would rather spend two cents apiece to get the exact property owners who owns the exact property i want to sell get their information for two cents apiece and just call them right if everything flows back to the same thing then the way that i'm built the way that my dna is the way that i was brought up right i just want to go straight to the source i don't want to play around with it i just want to go straight there and i want to call the exact person i want to do business with just to make friends with them i'm not calling to ask them if they want to buy or sell anything i'm not asking them if they want to sell their house right i want to know how they're doing if they're enjoying the day i don't want to take too much of your time but here's some market information let me give you some value right here's a here's some market information a house right around the corner from you just sold and i didn't know if there's anything in the world that i could do for you and we're going to stick to this routine where we can literally predict where we're going to be maybe not this year but we know where we're going to be in two years three years five years so on and so forth right so from from eight to eight thirty i'm planning from eight thirty to nine i'm figuring out who i'm going to call today and by nine o'clock i'm dialing i'm dialing back to back to back to back to back till twelve making calls between nine and twelve every day i eat lunch twelve to one and then from one to then a day marketing social media making videos weekly email direct mail handwritten letters websites blogs seo um no setting up open houses all that stuff maybe even getting out and about you know i don't know you guys this thing everybody has a different thing okay but nothing should come between you and making those calls every day except for these four activities you can write them down there's only four activities that should trump anything that i just said and that is this showing property going to a listing appointments negotiating a deal or writing a contract you are on your way to becoming the number one agent in your market within the next three to five years it's really that simple how ricky like this five a day is a hundred is twenty five in a week that's a hundred in a month that's twelve hundred in a year twenty four and two thirty six forty eight hundred in four years let's call it five thousand let's say you got two hundred extra somewhere in there you had a couple days you had a couple extra five thousand property owners you had a real conversation with that you made friends with that are now receiving a weekly email from you on the same day of the week forever that you create every week with original content based on your opinions where they're getting to know not only you but they're also seeing how consistent you are hardworking you are all right honest you are dependable you are professional not not about the market they're seeing you in a whole new light you make this great first impression and then you back up what you say with this incredible email that is original content not a drip campaign about how to cook shrimp at touffé guys if i want to know how to cook something i'm going to google it i don't need my real estate agent and tell me how to cook you know uh chicken alfredo all right think about it please and every deal represents you can multiply that times two because each deal represents a buyer and a seller that you could have represented um so there's actually multiply the closings by two and that's how many opportunities are happening every single day in your market go back to 2008 the worst real estate crash that we've seen in our lifetime go back to you know the dot com the nine elevens the the oil spills down here in my area the the pandemics look every day and see how many closings were happening during that time and what's so interesting is that even when we go through those moments where there are less transactions what is that doing it's building up pent up demand it's building up pent up demand which means what now we're going to have an explosion which is what we saw in may last year when we came through the shutdown we had the largest real estate surge that we ever saw month over month ever since they started taking down the statistics in 1996 um let's just talk about um you know kind of preparing for a market shift and then i want to take any questions you guys might have um you know so the way that i see it is that you know whenever the pandemic happened and we saw this slowdown of transactions which just created a pent up demand that exploded once the whole thing was over with we're seeing the same exact thing right now with sellers right there's a very very huge like the worst shortest of inventory that we've probably ever seen okay think about it whenever we have a a a a slow and it's whenever we have a downturn of something what is that doing is creating pent up demand every day the bubble is getting larger of sellers who want to sell they would love to sell at today's prices two problems one where are they going to move to you guys probably hear this every day when you're talking to sellers where we're going to move where are they going to move all right and then are they leaving money on the table right is their property going to go up another five percent next month so they're scared to leave money on the table they don't know they don't there's really nothing to buy there's really nothing to upgrade to so just like listen i'm just going to stay put and just let my house keep going up in value and just kind of see what happens here okay but they do want to sell and human nature is that they do want to live in a nicer house all right and so we have this environment right now in the market where so many sellers um have been living in the same house for longer than the normal okay people normally upgrade at a higher rate than they are right the second okay so this is this is elongating um you know the the turnover rate here of people who want to upgrade this is the way i see it playing out could be totally wrong influx of inventory that's going to get eat up in 30 to 60 days the agents who have been working hard with little and unresults are going to reap the benefits here and capitalize on that getting the listings helping the buyers they've been working with double ending a lot of deals the buyers are still going to eat up all the inventory but when all the dust settles we're going to be more and more of a balanced market where prices may come down a tad demand is definitely going to be down inventory is going to start creeping up and it's going to be this guy's one of the easiest markets you've ever seen it's going to be one of the easiest markets you've ever seen because i've got agents who are out there complaining right now because they're working with buyers and they're putting in so many offers not getting any deals done right because too much competition per listing those same agents are coming to me to say the market's slowing down and they're worried and they're thinking and i'm like guys stop looking for the excuse in every market you know the okay the market's over here you're complaining because your buyers are too much competition now the competition is starting to slow down and now you're complaining still because i don't know it's crazy to me guys right if you do what i told you to do five new friends of property owners every day right work your daily weekly monthly schedule you can predict where your business is going to be right and i want you guys to be 100 prepared for any market so please reach out anytime and let me know if you guys have any questions i'm here to help you i don't have any products to sell i don't have any courses i want to sell you i don't have anything to sell you i just want to help you