 So by 2017 I hit a million dollars when I hit that level of income I wanted I was able to step away from Prospecting and going after new business and just focus on my past nicer referrals and my business. What has happened? It's plateau Email sell a hundred properties, but nobody wants to talk about the hundred thousand calls I had to make You know what I mean? Nobody wants to talk about that part They just want to talk about the weekly email a hundred deals. Oh, it must be nice to be you Ricky Must be nice to be you guys most people couldn't walk five minutes doing what I do every day Dude, I had 19 properties under contract when the storm hit, you know, and now I'm trying to piece these deals back together I know I'm losing deals. I haven't put anything else under contract I'm trying to get these deals to the closing table. There's properties that got damaged There's sellers and buyers and sellers that are fighting. It's like a circus down here right now You got insurance companies involved and it's it's a mess But when you when you mix everything I do in my real estate business with the fact that I answer every single Instagram DM I'm coaching thousands of agents. I'm doing zoom calls with you guys. I'm fixing a drive to a closing I'm coming back to get on another call like this. You know what I mean? A lot of people couldn't handle the mental capacity Everybody has a different size cup your cup represents how much you can handle personally You got to figure out how big your cup is. Okay, which means how many deals can you handle at one time? That's what each of you need to ask yourself. Do you even know how many deals you can handle at one time? That's what you need to know because if you don't know that then that means that you haven't Overwhelmed yourself with business enough to figure out where your breaking point is with how much you can handle Once you figure out how much you can handle then you got to do what you got to do to stay right there With as much as you can handle long-term and then you'll reach your full potential and it has nothing to do with how much Production I'm doing how much production anybody in your office is doing how much production anyone's doing no none of that matters All that matters is you it's you versus you You know what I mean? You guys are probably all in the building stage where you're trying to build your database Here's what I see in the industry and I talk to Thousands of agents all the time agents will come into the business and they'll be very excited They're hungry. They want to work hard They want to do this the real motivated and they work work work They build their database up to a point where they make let's say 150,000 they get to the hundred fifty thousand and then they say Oh, yeah, you know, I'm good This is just gonna keep going and they stop doing the building the database part of the business going after new business Making calls doing the marketing all that and they just rest on their past clients because that's keeping them busy It's keeping them busy, but there's not really any more growth. And so what happens the next year the deal 150 150 150 I see agents that come in and build their database up to where they're making 250 300,000 and then they stop building it They rest on their past clients and referrals. What happens their business plateaus? 300 300 300 300 so what I'm saying is is when you're in the building stage You have to continue building that database up to the point of the income that you want every year Once you hit that point of income then you can rest on your past clients and referrals and maintain that level of income So that's what I did. So in 2014 I did a hundred deals. It was 600,000 in commissions So as the market continued to go up price wise my price point went up I continue I've sold the same amount of properties But I was making more money each year because the market was going up. And so by 2017 I hit a million dollars So 2017 when I hit that level of income. I wanted I was able to step away from Prospecting and going after new business and just focus on my past clients and referrals and my business what has happened It's plateaued a million a million a million a million and what does that do? That gives me time that I was prospecting to go build other businesses spend more time with my family That's what I want for all of you guys You see you have to you have to see this whole thing and the big picture of it And you have to see it on a three to five ten-year Time frame and you really have to say okay once I get to this particular place Maybe it takes three five eight years then this can happen It's it's a chain of events and what agents don't realize is they don't they don't understand what the benchmarks are and they Don't understand What level they need to hit see here's what a lot of people think especially with cold calling and stuff They're thinking cold calling. I don't want a cold call for the rest of my life I'm not gonna cold call forever The thing is is that once you've made an adequate amount of calls that yielded the adequate amount of Relationships with property owners in the area. You don't have to make any more phone calls You're you're building it up to a point that you don't have to do it anymore That's why you're working so hard to get to a point you don't have to do it anymore So it's all about the clientele guys and building those relationships and getting that database up to a point But remember what I said you got to have a system on the back end that builds that personal brain and for me It's just the weekly email people see me every week. I create the email every week. It's personable. It's heartfelt It's informative. It's professional. It's consistent, right? So for me the weekly email literally is my social media for real estate my real estate business It's a place where I post original consistent content with your content through your social media platforms or your emails or even like direct mail and you know different things that you do the Consistency of it and the originality of it is what's going to it's gonna show them how much how Consistent dependable are working you are you know what I mean?