 until you get where you want to be. So three years ago, I hit a million in commissions and that's really where I wanted to be. So I started to dial back on new clients and just focused on past clients and I've hit a million every year since. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. So I believe very strongly that how you exponentially grow is by spending time on both your new clients and your past clients. New clients you never talked to before adding them to your list of people that you have talked to before and growing that sphere. And if you do that every year, a lot of people don't do one or the other. They only work on new clients or they only work on past clients. They don't really do both. And if you can do both, then you can exponentially grow because you're continuing the relationships with your past clients while creating new relationships to maintain and it just turns into a snowball. But when you build your business up to a certain point, say you wanna make a half a million a year you build up to that point, then you can just rely on your past clients and you'll plateau. See a lot of agents, they get up to 100,000 a year and then they quit going after new business. They just rely on the past clients and they just do 100,000 a year every year and they wonder why their business isn't growing. You have to continue talking to new people you never talked to before, adding them to your sphere until you get where you wanna be. So three years ago I hit a million in commissions and that's really where I wanted to be. So I started to dial back on new clients and just focused on past clients and I've hit a million every year since. And so you have to understand how this game works. Short-term, long-term, you gotta understand that a market crash is something that is cyclical and will happen and that it's gonna come back and that there's all kinds of opportunities at the bottom just like there are at the top. And real estate agents have such job security. Like a lot of agents are worried about a couple of things right now. Technology taking our jobs and replacing us which will never happen. The same way that legal Zoom didn't take lawyers out of the game. And technology replacing real estate agents is a big thing. And also people are worried about the crash happening. What happens there? Well, closings continue to happen every single day. Business continues. It's just kind of a different environment. Prices adjust to what people actually pay for the properties and business continues to move forward. So when you realize that we're not going away, real estate agents are gonna be around forever. It doesn't matter if the market crashes. There's just so much job security and opportunity in the business. I think a lot of agents feel like they're at war with Zillow or Redfin or the market or competitors. And really the only person thing you're at war at is yourself and the beliefs behind understanding what I'm saying and the competition doesn't exist. There's more relationships in every market than you could ever get to. There's an unlimited amount of people to talk to to see what you can do to help them. I mean, you can work 24 hours, seven days a week and never even scratch the surface. Yeah, that's so, so true. And that's actually perfect because we have a couple of questions that Dan wants to ask as well. And that's really impressive, man. If you're doing what you're doing and you found that sweet spot and exactly where you want to go and you just nurture that system, I mean, consistency is key and you're obviously showing that's exactly the case. Awesome. Yeah, thanks Ricky. Biggest tech tool you use to help scale your business. What would you say would it be the biggest tech tool? I mean there's a couple things. One thing is, you know, I've done a weekly email since 2007. So now we're running up on 13 years. 13 years every single Wednesday forever. So that's been the single most important part of my business, which has built my brand with my entire database. You know, I kind of showed somebody property, you know, six years ago, they didn't buy anything. A lot of people just let that kind of slip through the cracks. Well, they're getting this email from me every single week and it's original content. That's the biggest thing too, I think about, you know, marketing is that people want original content. You know, they want original, consistent content. And a lot of people are doing generic drip campaigns, you know, a lot of this stuff. It's just, that stuff doesn't work. People know that it's automated drip stuff and it just, it's gotta be original. It's gotta come out of your brain. It's gotta be, have a little bit of your personality in there. It's gotta be something you think, you know? You have to put a little time into this stuff. You know, none of this stuff is easy. None of it's automatic, you know? You get out what you put into it and if you'll spend time to create original content that people like, you know, they're gonna open up that email every week. It gives them a reason to open it up. So the email's been a big thing for me. I use constant contacts to do that. And then I think the single most invaluable piece of technology for real estate agents that ever came to be is these automatic dialers. These automatic dialers, you know, like RedX and Mojo, you know, you can literally click a couple buttons and find thousands of phone numbers and then click another button and just start dialing those numbers. And then if you, you know, get by our leads, which I highly strongly advise against because you're paying hundreds of dollars for a random person in your market's contact information, you could have met it. A gas station, you know, whereas Mojo and RedX, you're paying just a couple cents for targeted property owners, contact information. But if you do have this long list of buyers that you know, just, you used to buy leads or you just have this list of random people in your market, you can download that list into these dialers and dial those numbers, you know? And it's just, you know, it's through your computer, you click dial and it just starts going through the list. You don't push, you don't dial the numbers by finger. It's just like da, da, da, da, da. Dude, when I was, when I was coming up, it would take me eight hours to look up a hundred numbers, copying and pasting addresses. And then, yeah, eight hours to find a hundred numbers. And then it would take me another eight hours to dial those numbers with my finger and it was horrible data. Nowadays, you click a couple buttons and you get thousands of numbers within a second and it's really good data. It's cell phone numbers and stuff and you click another button and start dialing them and you can call 150 within a two hours where it was taking me like 16 hours to look up and call a hundred. You know, you literally do things 10 times faster in terms of communication. And for me, one reason why technology won't replace agents what I was talking about earlier is this voice to voice. Like the voice to voice consultation between agent and client is something technology can't replace. And I think one thing new agents coming in the business need to realize is that, you know, you grew up with technology and it's all great and you know how to get in front of people and you're a good marketer and stuff like that. But if you can't talk to people, you're not gonna make it in this business because that is the, that's the X factor for real estate agents and why we're not gonna be replaced by machines. So you gotta mix the technology and all this digital marketing with this voice to voice. When you combine those two, then you build a really big business.