 The more time I waste on people, the more money I make. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. You can say comedy crashing. Do you see it crashing? Do you see it like a storm? Who cares? I'm just asking. Who cares? Did you know closings happen every day regardless of market conditions? Were you in the crowd? Yes, I was. But my whole thing is... I don't think it's going to happen. You don't think it's going to happen? Slow down. I don't think it's going to be a crash. I don't think it's going to be a crash. It's inevitable. Slow down, right? Slowdowns, crashes, recessions, depressions. Ah, okay. I'm not saying next year we can have a slowdown and then a recession in seven years. We can have a recession and you know what I mean? Yeah, yeah. Like I don't know when all that's going to happen. It doesn't matter. That's the good thing about it. I know you want to help us succeed because the failure rate is super high. We all know that getting a real estate license is super easy. Yes. What is your two cents on education over experience? Because I'll tell you this... That was a balance. So my question is, when do you start prospecting and telling a buyer or seller that you are a professional when you just... Day one. Day one. Day negative one. Call your sphere before you get your license and say, hey, I'm getting into real estate. Do you have an agent you're going to use if you ever do anything? I don't care if you buy or sell. I'm not trying to get you to buy or sell anything. I'm just wondering if you have an agent. And if not, give me all your contact information. I'm going to stay in touch. Build your database before you even get your license. As soon as you get your license, start calling for sell by owners. Expire, circle prospecting, hosting everywhere. Like you start the process immediately and then you learn as you go, right? But a lot of people go to these seminars and never sell a house. They go to every seminar in the world and they never sell a single property. Don't be one of those people, okay? What we want to do is get the education that we need to get to this important. That's why I try to make my presentation very simple. We just talk to people. We have the best intentions and we build a brand. That's it. It's not super complicated. Now you guys never need to go to another seminar ever again in your life. Just go do what I said. See what I mean? And that's how I was. I went to a couple and I realized this early on. I never went to another seminar ever. I'm too busy trying to work. I have to leave work or I'm trying to sell stuff to make money and I have deals going on to go to a seminar to learn stuff that I already know. Maybe you'll pick up something. I don't need anything else. I'm trying to close these deals and make more. See what I'm saying? I'm at a stage when I feel like my production is not moving forward because I take all of my time with my class and I'm pulling it. The problem is you're talking so long to those people and that's it. You're not saying, okay, I've got an hour left on the day. I'm going to pound out 50 calls. Right? Yes. See what I'm saying? You can't sit here and tell me that I can't grow Ricky and all I'm doing is talking to one or two clients a day. I mean, just the numbers don't add up, right? So what you need to do is control your business. Don't let it control you. So when someone wants to talk to you for a while, that's fine. Now you know they're a talker. A little talky too. Now what we're going to do is when we're supposed to make our calls the next day and we see their call coming in on the caller ID, delete, deny and we'll call them back when we get through. So we'll start time blocking those 30-minute conversations of the talky tubes. You see what I'm saying? Start controlling your business. Don't let your business control you. How many people do you call together? Oh. Well, see, I've made 100,000 calls to get here. Okay, cold calls. And then after that, I really don't make cold calls anymore. I'm so busy, I've built such a monster that I wish I could and you know what will happen when the market crashes? I'll be cold calling machines because it'll slow down and then it'll open up my time to make calls. See, the market does this. Deals do this, but your effort stays here. So when the market's up here, we're busy closing deals. When it goes down here, we keep the same amount of effort going. We just flip it to making calls. We're either calling the closed deals or we're calling the fine deals. But you go to the flow of the market. See what I'm saying? And that creates a situation where you have consistent business. I do, like you know what you're cold calling it and then like the days that you have that people are just you know, me, say or ignorant to you with that and you have to get, you know, I know you, what do you do with your mindset with that? The thing is, is I don't care about the results. I just want to make the calls. I don't care if 100 people hang up on it because I know tomorrow five people are going to do a deal with it. I don't care about the results. I just want to do the work. That's what I mean. But I know where you're going with this thing is you need to get a lot of sleep, drink a lot of water, shut your mind up at night so you're recharged every day so you don't have those down moments. But then if you do have a bad call session, just chalk it up. If you're going to do it every day, one bad call session out of 30 is normal. You know, like be really happy that you had a bad call session because we've got that one out of the way. Now we can have a bunch of good ones, you know what I'm saying? I have a pretty big database, and I've lived in the same thing my whole life, but I haven't talked to a lot of these people in like a decade. How do I call them to reconnect, even though we obviously were friends years ago, without it being like, I'm calling you just to catch up. I've been a bad friend. I've stalked you on Facebook. Oh, yeah, my friend. No, one of the videos you do just starts Ricky Karruth past clients, and there's a really cool video on like scripting and stuff. There's also one that's called Sphere of Influence, Ricky Karruth. Okay, those are two really good videos for you because it goes deeper into scripts, talking to people you hadn't talked to in a while, not sounding salesy, not being scared that you're worried about them, you know, what they think about you, not calling them so long and all that stuff. Oh, none of that stuff matters. You are worried about something that doesn't exist. You hear me? You call them. You need to be confident in who you are. That's the problem. You're not confident in yourself. Am I right working on this? Well, no, I mean, I'll be honest. Like with new clients, I'm so much better with company strangers than I am. Show them how important this is to me because how big are those people that know who you are and do you have that list? You need to call them up and say, hey, how are you doing? They're going to hear your name and say, oh my God, blessed in the past. How are you doing? And then you're going to say, I'm doing good, man. What's been going on? Y'all are going to talk. You're going to catch up, you know. Hey, I've just been busy. I got into real estate. Do you have an agent that you might use if you were to ever do anything? You know, and you just kind of ease into it. And if the real estate part never comes up, that's fine because they're our friend. We're going to talk to them again in our life. See, that's another thing. Everybody's trying to get everything done on the very first call or the very first email or the very first, you know, post on Facebook. We're going to do this every day. So we don't have to do everything right then. We didn't even have to talk about real estate the first conversation. You know what I'm saying? You don't even have to. Let's just reconnect for a second. You know what I mean? And then kind of ease into it at some point. What's your email? You see what I'm saying? Every situation is different. But the main thing is don't be scared. Be confident in who you are that you're there to help people. And you know what I mean? Stand behind that. If they are mad at you because you didn't call them in 10 years, then they have some serious issues.