 What's up? What's up guys? How are we doing? Welcome to the live training today We're gonna be going through the listing presentation. I'm gonna give a couple minutes for everybody to log in and everything when we close the door Hope you're doing super well Let me get everything together here Give me a big thumbs up if you guys can hear me. Let's see here. What's up? What's up guys? I See everybody here Lot of people tuning in. Thanks for tuning in. We're gonna go through the listing presentation listing Appointment all that good stuff For those of you watching on the replay just real quick. I want to go through a Couple things for one zero to diamond the coaching program were over 4200 agents right now Super stoked about that so many people are finding success So many people are finding a different way to sell real estate other than your normal High pressure. Do you want to sell today? If not next? mentality So I think it's the wave of the future. I think relationships over transactions is is the new black if you will I think it's You know helping people is the new thing. I think with the way technology is going You know and people worry that technology is going to take over real estate agents I think that you know people that actually provide value and a real service Intercreating real relationships with people are going to continue to win And I think the agents who don't are going to get sucked into this technology driven real estate discount broker based business So, you know, it's very interesting that our commissions have not been compromised through this so far You know where there's so many industries that are actually going down and crashing over technology and I'm still making the same percent five or six percent is still the same as the day I started 16 years ago So it's it's really cool to see that and that the industry needs us the industry needs agents to Consult them through consult clients through buying and selling properties. This is not an easy process Everybody wants to try to make real estate out to be some easy process You know real estate agents make so much money. They just sign a piece of paper and boom, you know, they make all this money Not at all Not at all. There's a lot that goes into it and you know the fact that we're still here strong and still growing Technology has only helped us take our businesses to another level. So As far as technology goes, I think one of the greatest things that's happened to the real estate industry is red X and the dialers and how you can effectively communicate and and do so much damage in the market in terms of Contacting people and finding out and reaching out and do a voice-to-voice to find out how you can help them That is the name of the game is helping people. So I'm behind red X. I've tried them all Red X you find numbers that dials them for you It's really one of the cornerstones of my success in the later years of my Career, I think it's amazing So there's a link in the description. You can save the hundred fifty dollar startup fee and you can start getting owners phone numbers You can call them right there. I have a whole video tutorial Underneath also constant contacts for my weekly email. I've been using them since 2010 There's a lot of them out there. It doesn't matter which one you use But if you want to use constant contacts, there's a link in the description for that Constant contact will reach out to you get you set up and they'll send you my e-book How I made a million dollars in real estate using email Also, I work to deal out with my web designer if you guys want a real estate website just like mine There's a link in the description for that You just put in your contact my web designer or reach out to you customize your website He has completed maybe 10 or 20 for for some of the zero-to-diamond members and everybody's a static These aren't cookie cutter real estate websites. These are the real deal Over the top it's zero down at 69 a month and you pay the IDX feed for the listings But it's an incredible deal the guy made a really good deal for me I really negotiated. I'm really really low because I wanted to bring you guys as much value as possible So let me uh Let me go through the comments here and see if anybody has any questions right off the bat looks like everybody just saying hello And for and for those of you who are in the st. Pete St. Petersburg, Florida area. I'll be down there late November. I'm gonna do a meet-up So I'll let you guys know about that. But if you're anywhere close to st. Petersburg, I'm definitely a hundred percent gonna be there Late October like the weekend of the 27th of October. I think that's Saturday I'm gonna plan something with you guys if anybody wants to meet up while I'm down there. Oh See looking for any quick questions See somebody said hello red X is up and down but so worth it just got a condo listing absolutely That's awesome. Okay, cool. So let's get into this listing presentation listing appointment Quick question here. What are my thoughts on crime chime and real geeks Ruben? What's up, man? Absolutely not interested in it at all Property owners are unlimited. You can't call them all. They're the highest quality prospects There are known to mankind and so why would you do anything else? But that's just me and guys. Let me let me just say like a let me just give you guys a disclaimer real quick Everything that I'd say on this channel and in my videos and on my blogs and on Facebook and Instagram This is how I conduct my business. I'm not I'm not saying that you need to do it the way I do it I'm just giving you my perspective I want you guys to see it from my point of view and you'll see that with the listing presentation I do it a lot differently and so I'm not telling you guys to do it the way I do it I'm just saying look at how I do it and see if you can Figure out a way to make it work for you or incorporate this into what you do or that or take bits and pieces Or you might like to do it exactly like me. Okay, so Don't think that I'm here to tell you this is how you need to do your business because I'm not I just want to share what's made me successful and then you guys Can take and do whatever you want with it That's my goal and that's another reason why everything I do is free the zero diamond coaching program is free Everybody knows should know that by now and the reason it's free is because of exactly that I don't want you guys to to say oh Ricky said to do this I paid him and I don't want to have to hold back Hoping that you pay me later I want to give you everything and you go do what you need to with it I'm giving you everything exactly the way that I run my business This week a close seven deals 3.2 million dollars worth. I posted it on Facebook. So had a big week. I have a big week next week No, September is huge two hundred thousand dollars in commissions in September But I don't even want to hear anything about September because I'm thinking so hard about October October is where my mind is that's where I want to be that's October is what I'm really worried about right now Because I only have two pinnings right now for October So that's what I'm really focused on where am I going to get deals to close on in October September's done And that's the way you guys should be thinking, you know, what's next not you know, let's close it You know, they're gonna close or they're not gonna close. We can't really control that at the end of the day We'll do what we need to do to keep it going But we're not here to try to force things right we need to let things happen naturally and then try to find More things that happen naturally spend your time Finding things that happen naturally over trying to force everything because what happens is you spend too much time forcing and not enough time Finding things that naturally happen the way they're supposed to people want to buy and sell your job's not to tell anybody to buy or sell or Talk anybody in a buyer or selling your job is to connect with them and stay in touch with them forever For when they do decide they want to buy or sell you're their agent That's your job So Let's see. I got a couple questions real quick, and then I'm gonna get into the listing stuff Let's see Let's see. Let's see. Okay Let's see the email is killing me. I really need it spelled out go to zero to diamond calm I did an entire video tutorial on that I really break it down how built it and if that doesn't help please reach out to me I'll get on the phone, and I'll help you do it whatever we need to do to help you all do it Will it be sharing the material you use during this video? There's not much material to share, but yes I'll share whatever you guys want me to share Let's see Let's see. Yeah, I'll be down in st. Petersburg looking for I see there's a lot of people gonna be there So yeah, let's do it I will be in town here between November 6 and 13 My web the website my website can set it up to do anything you want You can do what lead generation you can do CRM You can take it as far as you want to take it on the website So go to the link in the description and get set up talk to the web designer. Tell them what you want See what the options are Yeah, as far as the IDX the idea it's zero down 69 a month, and then you pay the IDX fee Somebody was looking in a perfect storm now by Joshua Smith. I think it's really good I know a lot of people that do it and they really like it So, you know Josh was a good friend of mine, and I really like the perfect storm now I don't have never used it, but I've talked to a lot of really good agents who do and I think it's a good I think it's good Okay, yeah, the links the how-do-the-links will be in that video tutorial but reach out if it doesn't help This will be available for replay. I'm not a big fan of bomb bomb for emails because because video and emails Goes to people spam folders a yahoo gmail hotmail They all red flag those video emails if you do an email bomb bomb that doesn't have the video then yeah You know, I think that's something, but I haven't really tested it I have tested the videos and it doesn't do good on Getting to people's inboxes See when I reach somebody circle prospecting and they're and they're already listed Let's see and they aren't ready to list as you only follow up your weekly email Do you have a call? No, it's just a five. It's just a weekly email They're not right unless they tell me if I talk to somebody and they tell me that they're thinking about it in the next month Or two or three or six months, then I'm gonna schedule a follow-up call with them But if they tell me they're good that they're not gonna do anything any time in the next year two or three or four Then they're just gonna get a weekly email. They can just call me when they get ready I'm gonna let that email do all the heavy lifting of proving to them that I'm hardworking consistent dependable Professional all that good stuff Let's see. It looks like the link that I added for the website development. It's not working. So I will look into that guys So just hit me up. Shoot me an email Ricky is your diamond commie for interested in that and the links not working and I'll see what What's wrong? I don't know why it wouldn't be working Let's see don't know anybody doing Facebook ads. I Don't really know anybody. Yeah, I know a couple of people doing Facebook ads and get leads But the leads are really low quality All right, cool guys. I'll get back to these questions in a minute. Let's talk about listing presentations Let's talk about listing appointments. I Did a video Tuesday on the pre-listing package If you guys didn't see that or did see it and basically I explain that I Actually did it for a while because I had a coach who coached me to do it and I thought man This is a great idea. So I started doing it, you know And what I found out really quickly was and I and I'm really I'm really good at trying everything I want to try everything and figure out what works, you know, like I'm never gonna judge something and say, ah, that's not gonna work You know, like I'm gonna try it see So I tried this and at the end of the day, I did it for maybe I don't know five to ten listing appointments this was four or five years ago five four years ago and What what I came to realize was that the work that went behind creating the pre-listing package and the time It took to get it to the owner Really took a lot of time out of more important things, right? And when I get to the appointments It really wasn't the deal maker break The deal maker or breaker was was me, you know Them feeling comfortable them knowing that I really care about them and really want to help them. That's the bottom line And so I quit doing it and I don't lose very many listings. I do lose some you're not gonna loot You're not gonna win them all By the way guys, I see some people are saying the real estate website link isn't working Shoot me an email Ricky is zero to diamond calm I'll get it to you and I'll fix it after the live and make sure the link is working. Sorry about that But like I was saying it takes so much time to do that it really didn't make a whole lot of sense to me and I lose listings not very often, but I do lose some listings here and there But it's not because the pre-listing package or I had one or I didn't have one or so on and so forth Okay, so I knocked that out the next thing like To me the listing appointment to get a listing appointment. There's three different Avenues that I see for listing appointments. Okay, there's there's when you're aggressive, you know, like you're cold-calling or You know, you're door knocking or you know, you've contacted somebody To say, hey, do you want to sell your house or whatever and they said yes, okay? And you're like, okay cool I need to come look at it da da da da da da and you set the appointment So there's there's the way of setting a listing appointment where you're the aggressor You're being aggressive. You're contacting and you set the appointment. Okay, or an expired or for self-owned or you're calling You're setting appointments. Okay, so there's the way of you being the aggressor then the second way is passively Where you're putting a lot of marketing out there and people just call you People just call you and You know, maybe it's a referral. Maybe it's You know, they saw your sign or maybe they looked you up on Zillow and liked your reviews, right? Whatever it is There they've contacted you out of the blue. You've never heard of this person. Okay, that's a passive listing appointment that you set Okay, and the third way to set a listing appointment and this is where I Really win and this is where most people don't they have a disconnect here the third way is Somebody who you've met and spoken with and connected with You stayed in touch with them until the point that they decided they wanted to sell and then they called you So they called you but it wasn't out of the blue. You've heard of them before you've talked to them before You nurtured that relationship Until they decided it was time to buy or sell. That's where all the money's at right there All the money is the people that you meet that aren't ready that you nurture until they are ready Okay, and when you can really crack the code on the system that works for you best To nurture these people to the point of a listing appointment. That's when you're gonna win What I really like to see out of agents is that they understand These three ways to get listing appointments and that they do all three of them. That's what I want you guys to do I want you to be aggressive. I want you to go get appointments, right? And just so you guys know I don't base my business on appointments I'm just using the appointment word because we're talking about listing appointments. Okay when somebody says yes I'm ready to sell but my my objective is not to set an appointment when I'm calling Unless it's a for sale, but you know for sell owners are different. They're ready to sell set the appointment or maybe expired certain situations It just depends but I don't base my I don't I don't judge my business on appointments I judge my business based on my communication skills To connect with people and my work ethic of how many people I'm gonna talk to right? How many people am I willing to talk to on a daily basis and then how those how many people do I actually connect with it? That's what I'm gonna judge my business on and from there What system do I have in place to stay relevant with the people I connect with forever? That's the key So I want you to I want you to understand these three ways to get listings to get listing Appointments if that's what you want to call it listing meetings meeting with sellers to talk about selling their property aggressively Going after people trying to create relationships find out what you can do to help them Passively where where you've put so much good karma into the the universe people know who you are people like you They see your stuff around they see you online. They just call you out of the blue and The third one is nurturing where you've met somebody that wasn't ready you nurture them into the listing appointment, okay? So once you find somebody that wants to sell or they've indicated they want to meet with you to talk about selling their property Or whatever the case may be now it's time to set that appointment Let's set a time to go meet with that person one thing I want you new people to understand really quickly is that you don't ever Price a property don't even talk about price With an owner until you've seen the property firsthand You don't know the condition right until you've seen it You don't know the paint you don't know the the appliances the furniture the roof And you don't know any of that it could be horrible and if you see pictures Pictures can be very deceiving You don't you don't know even if it's a recent picture. They just took with their phone You still don't know unless you go see it so a very professional thing to do is Not to price a property don't even talk to them about price because if you mention a price and then they turn around When you get there and they have this price on their mind But then you show up and the property is in horrible condition You can't get anywhere near the price that you talked about You're in trouble because now they're have these expectations in their head about where they think the property should be priced at and You know you lost that situation now You have to try to figure out how to backtrack and backpedal yourself back and make them realize that you made a mistake So be professional don't price the property without seeing it, okay? And also that's another really good way just to create another reason to meet them because you got to see it to price it It's another good way to create a reason to contact them again, you know And there's there's two there's two deals here. There's there's the property owners who don't live in the property that you're pricing It's a second home. It's an investment property. It's a rental property, and then there's the property that they live in their primary Right, and then there's commercial. There's lots. There's all kinds of stuff, but we're just talking about residential We're talking about, you know second home vacation primary Properties So you may not see the owner Like in my market if I go to a condo, they live in Texas and I go to a condo to preview it I'm just gonna go look at it. Nobody's there. I'm walking through it I got to see it to price it right when they call me they say I want to sell it and I say okay good I got to go see it. That's the next step is me going to see it So, you know, let's set up for me to go see it. I go see it then I call you back We talk about price then we go from there and so You know It's a lot easier for an agent just to say oh, yeah, here's the comps. It's worth this without going to see it But when you do this You're putting in work and the client sees that you're putting in work You're making time for them. You're going to see their property. You care about that You're just starting to really grow the relationship quickly and show them how much you care and really want to help them and do a professional job, right? so You know and it gives you another reason to call them back and when you say you're gonna do it and then you do it and You call them back right when you said you would call them back They appreciate they respect that and now you really have some momentum in their relationship Okay, so it's a primary home. They live there. Okay got to come see it You know, that's that's the next thing is I need to come see it I need to come meet you I need you to show me the house so that I can evaluate it and then we can go from there So we're gonna set that appointment We're gonna set it You know, whatever day whatever time all that good stuff. Okay, so here's my listing package now know a lot of you guys have a Really detailed a lot of statistics what you're gonna do how you're gonna market the property So on and so forth, but I don't do that. Okay, and here again This is just another example of me doing things a little differently just based on my experiences What works for me to give you guys a different perspective of how you can do the business and I'll tell you something else. It's interesting a Lot of the agents that I talked to You know when we really sit down and dig into a lot of my stuff and they ask me questions, you know one-on-one It seems like Every step of the way all of my stuff. It really Creates a sense of calmness like you know my phone scripts for example when People are using other phone scripts. It feels like you're forcing it where you know Hey, do you want to sell you know and do you know anybody or whatever the scripts are? They sound very telemarketer and they sound very, you know Non-personal and then when you switch over to my scripts now It's like a big weights lifted off your shoulders because it's really really Layed back. It's really, you know low pressure. You're not you're just helping people, right? Same thing with this listing presentation a lot of people are worried and stressed out about how to do the listing Presentation what do we need to do, you know, they want to go through this big should we be going through this big 20 page? listing presentation You know, I'm not gonna forget some of the details and they stress their self out big time, right? And so I make it very simple for you, right? And you can do it like this or you don't have to do it like this, but this is how I do it, okay? I show up. I have a remax, you know folder. You put whatever company that you are. I have a Ricky Careuth pen right and So I show up with this folder, okay black folder. They don't know what's in it Right, I just show up. I say how you doing I shake hands. I go into the house Okay, the next The next move is Hey, how are you doing we talk, you know, see what kind of conversation is gonna happen there Then I'm gonna let them show me the property Now this is my favorite part because They want to walk you through the property and they want to show you every little thing about the property And they want to they want to tell you Why this is special and that's special and why this house is the best house in the neighborhood Right, everybody's house is the best house in the neighborhood always, right? So I walk through and I'm not saying anything. I'm just listening and I'm saying oh that is nice Oh, yeah, I love that. I love this all that stuff, right? I want to be very calm I want to be there. I don't want to talk a lot right here. I want them to be in charge I want they were in their house. I want them to be in charge The biggest thing with the listing appointments is making people feel comfortable with you This is the biggest biggest biggest thing is making them feel comfortable with you who you are What you're there for what your intentions are, you know, why you're doing this and If you can make them feel comfortable With you and who you are Then you have really won you have you have given yourself the best opportunity to win the listing Even if they're up if you're up against They're interviewing several agents and there's some really heavy hitters You know, some of those heavy hitters are not as personable as you're gonna be If you're following my coaching if you're you're listening to my videos and podcasts and watching my Instagram You you're you're in the mindset of how can I help this person? It's not about the deal It's about the relationship long term because if you help this person Really help them even if they don't want to sell right now But if you take the time and you really help them they are gonna see you as somebody who really cares about them And now it's done. They're never gonna use another agent ever in their life. You are their agent for life They're gonna refer everybody to you They're gonna buy and sell everything through you. They're gonna refer everybody that know to you So take this serious. Do not go after the deal be very very low pressure And let's just fill the situation out. Remember my quote that I did a while back be 95 percent low pressure and 5% high pressure Okay You have to pick and choose where you're gonna be high pressure at if you see the opportunity see they've already decided when they're gonna sell It's not up to you to decide when they're gonna sell But it is up to you to notice That they want to buy or sell that they want to sell and that they're motivated for some reason Okay, the big big thing in the listing the listing appointment is To make you make them feel comfortable with you and number two To find out why they want to sell What is the reason behind why they're wanting to sell? That is the second most important probably those two go together There's really not one that's more important than the other Being making them feel comfortable and finding out why those are those are two very closely related Situations that needs to be your biggest goal to find out why they want to sell What happened in their life because something's going on in their life. Did they get older? Do they want to downgrade? Did they lose a job? Did their kids go to college? Did they get a divorce or they just did they just want to invest? What what are they what's going on in their life? There's something else besides I just want to sell a house There's a reason and when you can get the answer to that reason and focus everything on that reason We're just taking another step closer to being their agent forever when we take notice of why they're wanting to sell So let's get into my package here Okay, so what happens is is we're gonna we're gonna let them show us the house When it when I show up, I normally show up greet them talk to them and I normally set the folder down on the kitchen table and I'll leave it there and Now I'm gonna let them show me the house and we'll leave the folder there And so what happens every single time is is they show me the house We're walking around and all that we kind of circle back to The kitchen or living room and then we just start talking, you know because by then I have opened them up They feel comfortable with me by that time and I've probably popped the question of you know Why are you guys wanting to sell or what's what's causing you to want to sell or you know, I'll fill out Exactly how to ask the question And to the answer to the question tells you a lot It tells you how motivated they are when they want to sell if they really want to sell sometimes They may say, you know, you say hey, what's causing you to want to sell They might say well, you know, we're just kind of thinking about it right then in there You know that they're not super motivated Right or they may be in not telling you you can still fill the situation out You're always feeling the situation out. Don't ever believe anything you hear, you know, just go with the flow of it But we're gonna circle back around we're having this conversation and then at some point The conversation is gonna break and it's gonna be about the price, you know, like what is the price? You know like we're talking And you know, we're talking about you know fishing and stuff and then you know this and that and then You know start, you know thinking about well, you know what you know What's the house worth because that's what we're really there for we want to know what the house is worth We want to a meet Ricky See if he makes us feel comfortable. See if he cares about why we're gonna sell the property and then We don't know what the house is worth so we can make a decision, right? What's the house worth in the current market? Okay, so that's when I grab my folder Open the folder up first thing I grab is the comps Okay So what I like to do with the comps is I like to put it on one sheet of paper. I got the I got the the active listings here and the closed listings here. I Like to put it on one sheet of paper like this where I can just compare everything. I've got you know price subdivision bedrooms bath your bill Size selling price closed day days in the market price for a square foot. I Like to do it like that because it's easy to read you can look at all the properties right there You're not flipping through this long, you know, this long deal with all these properties It's one page boom Now a little side note if I'm dealing with a unique house and I need pictures I need to show them pictures. We need to come we need to We need to like compare like real pictures and you can't do that I want you to paper if it gets that deep or I feel like I really need to bring my computer I'll bring my computer hook up to their internet I'll pull up MLS right there and we'll go through everything if they want to see everything and it's a really really unique house then then we can do it but You know most houses are in subdivisions where the price per square foot is normally, you know We're you know, you can kind of tell what's up with the price per square foot or if it's a condo It's really easy because they're most all the same same floor plan and so forth So I like to do one page comps and so what I do and they start talking about the the The price I start I just say okay because I've seen the house and I know about it I also bring the tax. I like to bring the county tax evaluation of their property I didn't put that in this folder for you guys But I like to bring the tax evaluation that shows the square footage when they bought it How much they paid for it all that stuff that way they can't argue with me If they say they bought it for a different price or if it's a different square footage It's like here's the county information right here. Like this is where it what it says So I'm gonna go through all these comps and I'm gonna kind of formulate in my head What the place is worth what we could ask what we could get Okay, because that's what they want to know So we talk about that Then I just kind of take the conversation from there, right? Whatever direction they want to go in, you know Let's talk about okay. What is that what you thought? You know what where you know, what do you want to do? You know that it could go so many different directions from there based on what they say you go with the flow of it and just try to help them Accomplish what they want to accomplish Other things that are in my folder so they get to keep this entire folder the comps and everything in this folder The the pin. I actually leave it with them just like this when I leave. It's theirs Okay, so other things that are in this folder This is a one-page resume I Don't do this anymore. I just put this in here for you guys because I do think it's a good idea to have this I don't do it anymore because I'm just I'm such a people per I just want to connect with them Like it's just me and them and like our personalities. I Just want to show them how much I care based on how I'm acting and what my body language and tone is and and how How in tune I am with them and why they're wanting to sell that's my thing And I think it should be your thing, but I do have this one-page resume that shows some things Also I Bring a blank listing agreement Always bring a blank listening agreement because I don't know if we're gonna list the property or not if we don't list the property they can have this so they can kind of look through it and Then you know they can kind of know what's in the contract, you know And we can kind of go from there and then I always Have a $20 gift certificate to a restaurant Tacky jacks is the one I do because there's three locations down here. It's a pretty popular seafood restaurant my area So regardless of where they are on the island that could be in Fort Morgan Gulf Shores or Orange Beach There's always a tacky jacks close to them So I always give them a $20 tacky jacks card and I give these $20 tacky jacks cards when I show property every single time I show property to have a listing appointment. I take a tacky jacks card and they can have it I also do these folders for my buyers. I'll have all the properties. We're gonna see I give them the folder I give them little sheets every time we go to a different property and they can have everything when they leave Also, there's business cards in here Okay, so nothing fancy It's more about connecting with with my with my potential client than anything and You know, that's it guys that that's the listing appointment. I'm gonna go with the flow from there I'm gonna see what they think about the price. I'm gonna see How they feel about the entire situation and then just just see what I can do to help them from there that's really The whole process the biggest thing is making them feel comfortable and finding out why they want to sell and focusing everything around that and then just trying to connect with them Long term mean that that's the name of the game So we covered a lot guys you might want to go back and replay this we covered the three ways you can get listing appointments It's aggressively passively and by nurturing relationships. You need to be doing all three Um, we talked about at the listing appointment. You're gonna make a you want to make them feel comfortable and find out why and I don't do pre-listing packages. So I Think all that in a nutshell is is my entire process there From there, I'm gonna follow up accordingly and help them do what they need to do if they want to list right away Let's list it right away if they they want to think about it, you know, that's let's think about it If you know, I need to follow up with them in a week or three days or two weeks or six months Whatever the case may be I'm gonna start You know helping them however it is that they need to be helped. So I'm gonna get into some questions here guys Let me scroll back up here and Get to wherever I left off Let's see Coach Kaiser what's happening? Let's see Kristen says how do I jump start my business after a slow period? You really need to go to zero to diamond comment sign up for the course. It's all free and go to the 60-day jump start program It's one audio you listen to every week for eight weeks and it will jump start your business Let's see Let's see. Let's see looking for questions. You guys got any questions just type them in Let's see. Let's see If the link for the website designer is not working I will fix it after the live is over and you can email me at rickie at zero diamond calm and I'll hook you up with that Let's see Titus Titus linen. Tell me what you thought about the listing my listing presentation. I Know you always have some pretty good opinions about my stuff I want to hear what you think See, how do we handle when someone says they already have a family member in the field? Great question great question So if somebody already has their mom or their cousin or their dad or brother is a real estate agent. There's really nothing you can do What can you do? You can't do anything there. You just move on to the next person guys listen business is a hundred percent Unlimited so just continue going down the line and seeing who you can help There's thousands and thousands and hundreds of thousands and actually millions of people That that are available for you to reach out to and ask if there's anything you can do for them Do not get hung up on one person Especially if their mom is a real estate agent. You can't waste any more time there Now if you you know something may happen they may get mad at their mom and say oh, I'm not going to use her anymore I'm gonna use a different agent. Yeah, that's fine. Look if you want to get their email address and put them in your database And see if they come back to you later fine. I'm not telling you not to do it I'm just saying don't waste any more time there move on Let's see. What do I use a set of bomb bomb? I use constant contact to send my emails I've been using them since 2010 the open rate is amazing the templates are incredible There's a link in the description to get signed up with them And they will reach out to you and they will send you my e-book. How I made a million dollars with email Let's see Let's say Sorry guys, I'm just reading through here trying to find questions. Okay, what about Property valuation sites where they get a twenty to forty thousand dollar range on value. How do you feel about? Using those Thomas really good question. I guess you're referring to zestimates or something like that where some online Website decided they know how to price properties when they haven't even seen the property Remember what I said you got to see the property to price it There's a lot that goes into price in a property. There's there's the condition. There's the location There's a lot of things going on Technology hasn't really figured that out yet So I think what you need to do is just make the let the the client the owner understand That that that is you know an online. That's a website Spitting out numbers, you know trying to figure out what your property is worth. I am going by the market That's right here in front of me. Here's what things you're going for per square foot. Here's what this house sold for Here's what your neighbor sold for boom. This is what your house is potentially worth this is what we should ask this is what we should potentially look at, you know trying to get as a contract and You know, that's that. I mean don't don't dwell on it too much Go buy what has sold in the area in the subdivision in the complex You know take off or add to the price for Improvements and so forth and so on and and that's what it's worth You know, it's worth what a buyer is willing to pay And so based on what other buyers have paid for similar properties is what this property is going to be worth So just educate your owners See Let's see. I was listening to a video of yours about pricing. It was really great You have a huge insight on which price ranges reach the most qualified buyers nice Let's see Let's see. Let's see. Sorry guys just trying to find the questions here Okay, Fred says is this as the comps for my MLS or is it a spreadsheet I made? It's actually a spreadsheet I made from MLS MLS I pulled the comps and then I created a spreadsheet from there and then I just I Altered the spreadsheet. I deleted the columns. I didn't want and I fixed it all up exactly how I wanted it And then I printed it Kenneth says I give sellers two numbers first I say that the more dependable value is blank and the listing price should be blank and Blank should be between blank and blank pretty tight range. Good. Good deal Let's see far off says are you talking the CMA? Are you taking the CMA with you as well? Yes? Yes, I had well. No, no, no, no. I don't have a CMA. I Don't have a CMA guys. I just have the comps with me. I don't want to do a CMA because the CMA It could be wrong. I don't want to give I don't want to give them false hope I don't want to give I don't want any numbers out there I want to see the property first and then I want to evaluate it based on the comps I brought and then tell them a number You know and then once I tell it to him I could write it down on the page that has the comps and they can keep all this and they'll know that that's what I suggested when they look at it later But I'm not all about the CMAs because it could be wrong. I got my remix folders online from some website Not sure exactly where I'm sorry Um Christie what what what website we used to get those folders? I'll let you know in just a second should a new. Let's see Lost it or is a good question There's some good questions here guys. I'm fixing to be getting to here a lot of questions Let's see. Would you do a resume if you haven't listed a house yet? Yeah. Yeah. Yeah guys listen as a new agent You have a lot you have an upper hand over a lot of older agents because you have time Right, you have time that you can spend on their deal Right. You've got time Experienced agents don't have as much time So don't be scared as a new agent See that see the value you have you bring so much value you care about them You're gonna work hard. You're gonna make this happen for them. Don't be scared to be a new agent You know make a resume that you You know, whatever you've done But there again guys listen, you don't have to do a resume. I don't do it anymore I didn't do in the first part of my career. I did it halfway through because I figured it would help But then I realized it didn't matter. They just want to know who I am and how I act So just concentrate on your personality and don't worry about much else How do you deal with someone who needs to sell fast? That has an investor property that needs work They also want top dollar. You have to tell them what the market is and then if they want much higher You just tell them look at that price. You're gonna own that property for a while. That's just the reality and Then they need to make a decision and Then sometimes they don't believe you they think you're just trying to get them for a lower price and what can you do there? right All you can do is be as professional as you can be and say look here's the numbers Here's the numbers. This is what it's worth You know if you want this much more Then we can do that, but it's but we're not it's not gonna sell You know in my professional opinion. I don't see it selling There's a lot of listings that just sit out there because they're overpriced and yours is gonna be one of them And then they either make the decision or they don't Christopher says do I do electronic documents? Yes all the time electronic signatures like tronic signatures like tronic signatures Somebody said twenty dollars even if they don't list. I'm broke as a joke already coming into this Do five dollars do a five dollar Starbucks card Something of value is my point But yeah, I give everybody twenty dollar gift cards to restaurants if they list I give every buyer I meet twenty dollar gift cards every single one of them What about reviews or testimonials versus resume inside packet? Absolutely try it. I did that for a while I had reviews in there That was part of that used to be part of my package reviews and testimonials and stuff like that Yeah, go for it Absolutely cool nice and simple presentation. Thanks Martell See I'm broke too right now But but I see that could really make them remember you and make you stand out You do this even with buyers you show every single one of them Do you always wear a polo or do you get suited and booted? Not at all. I wear flip-flops every single day. I Wear flip-flops shirt shorts every day Unless it's cold now I will put on some dress shoes and some Cackies if it's cold Here's the thing about dressing guys. You have to blend in with your customers. You got to blend in with your customers I used to dress up I used to go suited and booted and that made everybody feel awkward because I was suited and booted and they were dressed They were wearing polos because we're at the beach if I'm in Atlanta selling commercial property. Yeah, I'll be in a suit and tie every day Blend in with your surroundings See what do I put in my resume? I just put you know like how many properties us sold Um Let me see I Haven't used it. I haven't used it in like two years How long have been an agent? I'm Alabama for the licensed, you know all my little awards number one and stuff Top ten You know I put that I've grew up here Put that I love, you know the outdoors and I live a healthy lifestyle You know all that good stuff See that on ask About how you will market the property. No see Tory. Here's the thing Some of them do ask that but the the answer to that is this when it goes on MLS it gets syndicated out to the world Okay, beyond that. I'm gonna do I'm gonna have it in my weekly email that that goes out to 10,000 people every week I'm gonna do social media push. I'm gonna do a postcard campaign and I'm gonna make phone calls right so Yeah, I mean Whatever they want, you know, I mean In nowadays when it hits the market everybody sees it in the world Somebody said I imagine you're not paying $20 per car do a partner with the restaurant. No actually pay $20 per card It's a good idea though. We need to call we need to talk to them Hacky Jax Like partnering with this because we give out so many cards people split it with us or something We'll work on that. Okay, Rachel says about the comps. Do I ever show pictures of comps? I did talk about that if I think it's a property that needs it I'll bring my computer and I'll pull MLS up right there and we'll look through all the pictures of all the comps Joan says objections. What are my most common objections? I Mean give give me some example because I don't really get any object I'm not looking to try to force anybody to do anything I'm there to help them do what they want to do. So there's never any objections because I'm gonna help them do what they want to do I'm not trying to get them to do anything else, but what they want to do. So there's never any objections Mario says what I what I take an overpriced listing if they want to list it if they want to overprice it if they Understand it's not gonna sell. They just want it out there. Yes I'm not gonna say I'm not gonna take the listing to say this is gonna sell I'm gonna take the overpriced listing to say this is not gonna sell But if you want to have it on the market just to have it on the market, let's do it I'm more than happy to take an overpriced listing, you know guys I've sold a lot of overpriced listings that I thought would never ever sell ever sell Brian Chapman. What's up, Brian? How do you talk about your marketing strategies when asked? I answered it above I hope you caught that If not just comment, I'll tell you again Nada says What if they say they don't want to list it, but we are we're welcome to bring buyers Here's the thing about that guys Whenever if they're not willing to list it then that tells me they're not motivated to sell it and I'm scared to tell buyers Because if I tell a buyer and then they the buyer comes and they think they have this property They're gonna buy but the sellers really haven't committed You know, I got to see some commitment before I actually try to work on the property Now if I have a buyer That wants that property really likes that property then sure I'll show it to them I'll try to sell it and all that stuff, but I'm not gonna tell buyers about it Just random buyers that I have If I think a buyer would really buy the property really then I might try to work that angle But I'm not just gonna go looking for buyers for a property. That's not listed because That tells me that they don't really want to sell And it's hard for me to work on a property for somebody that they don't really want to sell And that's what I'll explain to them. I say listen, here's the thing If you don't list it that tells me that you really don't want to sell And it's really hard for me to work on it if you don't really want to sell You know, if you do the listing you can back out in any moment. You can back out any time I'm not gonna hold you to it But you got to sign this for me to work on it at all, you know, because I just I don't feel like you're you really I don't feel like you want to sell it even though you're telling me you would sell it and all this stuff I just don't It's hard for me to move forward and get a buyer involved If this if this is not real Okay Let's see Should new agents wear a suit and tie or just business casual just blend in with your environment, bro You should establish value without cutting commission. Don't negotiate what my dentist charge me. We're professionals I've heard that one a bunch. Don't you know, I'm not gonna Negotiate my dentist because you know or my doctor's fee or whatever. Yeah, of course man. Listen, trust me I stay firm. I stay super firm You look up my listings six percent six percent six percent five percent six percent six percent six percent five percent I'm really firm and I get six percent most of the time Um But here's the thing you have to be flexible and this is this is a big reason why I sell a hundred properties a year because I am flexible I will do what I have to do to get the deal done and make everybody happy and that's my job In in building the relationship. Do you tell any story? Or if you had the same experience, do you share? I think you're saying like outside of real estate like to build the relationship like personal stories and stuff Absolutely, I want to go deep with the relationship about personal stuff. I want to really connect. So absolutely if I see an opportunity I'm going to go for it I've primarily been a buyer's agent so far How can I make a seller feel like they should use me to list their home when I don't have a lot of listings? I can say i've sold Lynn it's not about how many listings that you can say that you sold it's about how a If you make them feel comfortable that you want to help them Get the job done and that you care about why they're wanting to sell That's it Nothing to do with your sales nothing to do with your experience They want to know that you care about them that you make them feel comfortable that you're going to work as hard as you can work To get the job done That's it if you can prove that to them. You don't have to worry about how many listings you have or haven't sold Do you ever mention the features? That your brokerage has to offer. No, I don't craig Titus I think your listing presentation is great. It's all based on feel that benefits both the potential client and the agent So it's easy for an agent to go into a presentation without the pressure. Yes Guys like I said from the beginning if you're just tuning in or whatever A lot of my stuff makes you makes you feel so much like So little stress it's like all this stuff you're worried about and then you learn how I do it and then you're like Oh god, great. I don't have to high pressure people. I don't have to have this big listing presentation I don't have to do all this stuff that i'm being told by the rest of the industry I can actually do it my way. I can be myself And I can be even more productive than than the guys that are that are out there doing it the other way, right? So that's a cool thing that um, I feel like is really a zero to diamond thing this that's really helping people helping you guys When they ask what you're going to do different than other agents What's my response because i'm going to call every single person that I think might want to buy your property till my ears bleed Looking for a buyer Joan says what's my clothes pitch if they say that they are ready to sell or thinking about selling or and I think I need To push them over the edge I'm not going to try to force them But if I feel like they're ready and I need to give them a little push I'm going to simply say hey guys look I think we need to go ahead and put this on the market And then i'm just going to see how they respond to it You know, I think we need to put this on the market See how they respond Then i'm going to go with the flow from there Okay, let's see Besides redx do I advocate any technology? I like constant contacts and I like web and eight um that built my website Those two are the ones are I mean that for the weekly email redx to find the numbers in column for sell owners expires geo leads and um Web and eight to build the website and constant contacts to send the email out You can get all that in the description below Let's see. Hey ricky carry here. What other than your weekly email. What do you do to nurture? I like to take all the emails put them in a facebook custom audience and do facebook and instagram ads to those people And then I may I may try to call them once a year Or once every two years just check in and say hey, how you doing? They love to hear from you because they get your emails. They see you on facebook. You're kind of like a You're a little kind of like a Celebrity kind of status with them and so when you call them and they know that you're busy And you took time out of your day to stay. Hey, how are you doing? What's going on anything? I could do to help you They really really like that So if you can call them every year or two after that, that'd be good Send them a christmas card if you can You know stuff like that And if you get into the deal with them really go over the top Really just call them a bunch about it. Make sure they know that you're working hard for them and all that stuff They'll love you forever I've been so nervous about doing a listing presentation because so many presentations you come across online from experienced agents Are so fancy on top of the line exactly And that's why I wanted to do this video is to show you guys That it doesn't have to be like that and you don't have to stress out about this stuff be yourself And people are gonna love you because you're a good person you care about people when you work hard Bottom line the only difference is you haven't put the work in to find the people that want to work with you That's that's that's the missing piece of this equation Do you ever tell them that you will call them the next day with the price if the property is unique or hard to comp? Yes, if I see the property and it's hard to comp. I can't really figure it out. I need to do some more research I will tell them listen I'm sorry, but I have to do more research to figure this out now that I saw the property I'm gonna do my research. I'm gonna figure it out and we'll call you back You know tomorrow or later today or whatever with the price and then we can go from there Sure A lot of questions here A lot of questions Guys, I don't really have enough time to answer all of the I'm gonna I'm actually gonna try I'm gonna try to get to all these Just to clarify when you say I'm gonna call people to buy tell my ears bleed What list are we calling your sphere? No, what you're gonna do is you're gonna get redx geo leads You're gonna target a subdivision or something of houses that whatever you're listing is will be an upgrade So if you have a four bedroom call the three bedrooms in the same neighborhood and say hey Do you need a four bedroom? Do you want to upgrade to a four bedroom? If you're Got a condo on the beach call the people have condos directly across the street from the beach right there by the condo Say hey, I got one in this building. Do you want to upgrade? Um stuff like that try to figure out what property owners might want to upgrade to what you have And call them. That's what I mean I have a seller leads. I purchased that won't answer the phone. What's the best way to cut make contact have them sending me I have sending emails. Well phone call. Should I go by the house? Tori, you can't go by the house But I would say, you know, if you want to go door knock on the house fine But if people want to answer the phone or email, what else can you do with them? And listen, tori. It's completely unlimited You you can't call all the property owners ever ever ever you can't call them on your area So why would you worry about one property owner that won't answer the phone? You're wasting a lot of time here Don't have money for advertising Most most is bs. I guess you're saying sucks at advertising Restaurant struggle for guests ask for $10 card. Hey sellers talk about it over dinner tonight. Here's a gift certificate Montana, I don't know what you're asking me there. Let's see Mike says just got your website. So Mike, I think got a website by my web designer And he loves it Appreciate that. Mike. I'm glad you like it. I hope it does really well for you What's my favorite fast food place? I don't eat fast food at whatsoever I'm trying to sell One home a month Would postcards be the way to go john? No phone calls are the way to go Go to my website zero to diamond sign in for the coaching take the course do the 90d action plan and the 60 day jump start program do it right now start If sellers ask me firmly to take 5% I asked them to meet me halfway and it's all and it always has worked great get five and a half that extra half goes a long way Let's see Do I believe flat fee brokerages may take over seller side of the market not at all nick not at all Flat fee brokerages are actually probably going to be out of the business soon because they don't provide enough service Let's see. I make sure that i'm i'm the one who brings up commission first. Yeah good good deal there Do you do you still give 3% to buyer's agent if you take the listing of five? No, I do two and a half two and a half I split the commission 50 50 Um, there is a deal i'm doing right now for four and a half where i'm going to give the agent two and a half And I take two because it's a really close friend of mine So i'll do deals like that But no when I take five it's two and a half two and a half, but that depends on your market Some markets are different how they split commissions and stuff Do I have listing cancellation fees? Absolutely not like I will never charge you to leave me Like if you want to leave me, I want you to leave me. I want you to go quickly Let's see. How would you weed out buyers that waste your time? Tony? I do not weed out buyers that waste my time I spend as much time as I can on buyers that want to waste my time because i'm going to develop their relationship And even if they don't buy today, they're going to buy in three years and they're going to refer me everybody They know the more time I waste on people the more money I make Let's see If sellers not ready to make a decision because they're interviewing other agents Do you kick in your five percent rule and what do you say? I don't really care about interviewing other agents They want to interview other agents fine if they pick another agent fine I'm going to do the best I can do to connect and let them know i'm here for them And i'm going to do everything I can to make it happen as if they were family as if they were my mom and dad And if somebody else want them over because they connect it better. I can't help that I got to keep moving call me back and then we get into a negotiation That could happen I could go down on my commission then to make it happen, but i'm not not going to automatically start going down I want to keep it up not down Mario is it It is my market there It is my market there is a lot of low cost brokers and agents in my area agents listing as low as one percent plus the co-op You know you just have to compete um, you know When you go to the listing appointment go and see what you can do to help them try to connect with them to where They don't want to use another agent because you connect so so well um But you got to get in there and compete if they're doing it Then you got to compete with them somehow so you got to figure out some way to compete with them Right, maybe you do You know two percent plus, you know, I don't I don't know how you're going to do it I'm not in your market, but i'm saying this the deals are there The clients are there that want to pay you your commission. You got to go find them Let's see Okay Is your crm to put their email and constant contact you have anything else to house your member details when with call the reminders And where do you put past clients for follow-up? Everybody goes in constant contacts and get the weekly email I have a um a notebook that I keep notes in and that's it. I'm not very organized I don't have a fancy crm. I don't have a way to keep up with all that stuff I kind of go by memory and I just go I take more action than I probably should But it works out for me. So, um, I'm sorry guys, um that are looking up to me for this organization thing and how to stay in touch but The thing is this if somebody's wants to do something i'm going to write their name down And i'm going to stay with them. They're on a list. Okay, and you know, um They get the weekly email so they're getting that and i'm just going to stay with them on this list and You know I'm going to stay with them till they either do something or tell me they're not ready or whatever the case may be I'm going to keep them on my list of people. I'm following up with I always have a list of people that I'm following up with all the time Like here's here's my list right here This is a list of everybody that I'm following You know, I have a list of everybody I keep checking who I'm following who I have that I need to follow up on all the All right, y'all still there. Oh no, what happened there? All right, let's see Do I give a seller a net sheet to show them what they'll net after closing costs? I do that with the listing When I do the listing How do I prospect for leads on investment properties? Do I target them separately or just adjust on the fly? Adjust on the fly. I'm just calling people to see what I can do to help. I don't care if they're an investor or primary home Do I stage in my properties? No, I always sell properties as is I price it as is I sell it as is. Let's go So you really just do one appointment So you really just do one appointment, which is when you view it At that time you show them the comps So as a new agent, how do you recommend pricing on the spot? If you need to if you need time to research and get back to them on a price Tell them I need to go research. I'll get back to you today or tomorrow on a price After I get the listing do I still use colorful flyers or do you just use a property? Website with tour digital photograph or what? I have a professional photographer go in and take the professional pictures put it on mls And they'll let all the syndication websites do their thing for that Hey rickies your crm separate from constant contact. How do you integrate your email list from your crm constant contact is my crm basically If they're interviewing several agents and they tell you they've received different price than what you came up with How do you handle this? I tell them here's the numbers. This is what I think. I'm a professional. This is what I think you know I may even say if it's a really higher price that they got I may say hey, you know that agent They're blowing smoke. They're they're they're just trying to tell you what you want to hear I'm telling you the reality And if you want to go there that's fine, but this is reality and that's my job is to tell you reality When if ever do you compromise or cut your professional commission? What about a builder developer with potential for many many deals? Yes, like I have a development now 80 units, then we're going to open up another hundred units. I'm doing five percent on all that So yeah, I'll cut my commission for a developer Cool. I'm almost to the end of these questions the property is in bad condition Shall I ask the seller to fix or remodel it first? No, I don't I'm not telling you what to do a lot of people say tell them to fix it before you do it I want to sell it as is because I think that the money that you put into it You may or may not get that money back for what you can sell for as is today So it just depends on the market and the property in the certain markets You might want to do that certain properties. You might want to do that What is the basic advice you give the sellers to get their property prepared to list? Not much if it needs some paint touch up they need to unclutter stuff like that easy stuff. Let's do it Do you give the buyer $20 every time you show them property or just when you meet with them the first time? Normally, right when I just just the first time I meet with them Let's see Montana. I got you man Let's see Frank says I'm glad I found your system. I know it's gonna blow up soon. This is just fun. It is fun Let's see Can you pass them out to build report? And ask the restaurant to pay for them to distribute. Okay. Yeah about the restaurant thing, you know, I just get the gift cards I give them out and that's that Kenneth takes many listings at 5.9 That's very interesting Nick says thank you so much for all the value give you helped me figure out what was wrong in my business I signed seven listings in august using your strategies Wow I've had success with zillow. Is there something comparable that is less expensive? Yes It's called redx geo leads and you call every owner in your area and you make friends forever Put them in a database send them a weekly email every single week on the same day of the week forever Your business will explode There are so many numbers on redx that are on the do not call list It really gets me depressed is your market different not at all and I call them You know guys, there's certain states if you look at the do not call this thing There's certain states where real estate agents are exempt from the do not call list Uh situation so look it up and find your state And find out if you're good or not What do I think about max max well not sure if I know max max well Craig more craig says Do more luxury property owners expect more of a presentation here in boston some folks don't want to hear That all you're going to do is call. I didn't say all I was going to do was call I said it's going to get syndicated to all every website out there. I'm going to do a postcard Uh campaign it's going to go to my weekly email that goes out to thousands of people Um all that stuff. I'm going to do social media campaign. I didn't just say I was going to call I said I said all this kind of stuff I was going to do So keep it in perspective if they wanted me to do an open house, I'll do an open house You know keep it in perspective craig and also if Um, you know watch the other agents. What are they doing? What are they saying? Right. What are they what are they saying? Like what are they saying that's so like up there in boston? You say what what's so different in boston? What do you what do you think that they want to hear? Do I charge a broker admin fee in in the addition of six percent? No My company wants me to but I don't because i'm not going to charge my client an extra fee That's just a thorn in their side. It's going to give them a reason not to use me later I'm about to become newly licensed agent. I'm a little overwhelmed with making a decision on broker Should I hang my license with I don't want to make the wrong decision any suggestions van? Listen to me really loud and clear here It doesn't matter who you go with the first time um go with somebody who you feel like's going to help you learn and What's going to happen is after a year or so and you actually get to where you got your feet wet a little bit Then you decide where you want to go You're probably not going to end up where you start you're going to change companies a couple times probably before you find your home Um, so don't worry about in the beginning It doesn't even really matter about the split because you're not going to sell that much property in the beginning Go with someone who's going to teach you everything that you you know Go with somebody who you feel is going to teach you as much as you they can That's the most important thing Do I have a checklist for uh listing process? I don't Why weekly emails because weekly emails is frequent enough to to to stay relevant with them a and b show them how dependable You are and hard working if it's every other if it's every other week. It's not enough They don't they don't think you're working every they think you're not working one week working one week not working one week When they see it every single week on the same day of the week forever and you got that consistency It creates the relationship deeper for you without you having to do And contact them The 101 item listing presentation is probably too long correct. Yeah, because I got like a five piece listing presentation Do I call expires and for sale by owners? No, that's not my preference. I will I can be successful with them I like them. Um, but it's not my preference. I like circle prospecting How do I keep contract of my leads? I just write it down in a notebook on a piece of paper That's it For buyers. Do I do broker um buyer broker agreement? Never never have never will If they don't want to use me, I want them to go somewhere else if I show them property They don't like me. They don't want to do business with me. I want them to go somewhere else I don't want them to feel like they're tied to me I just got mail chimp for my weekly email constant contact might be better, but for now um cool Craig absolutely, man Great stuff got red X got constant contact going to start hitting it After researching the script over the weekends and our first weekly email today nice Cool. Well, look guys looks like I've answered all the questions It's been about an hour and a half that we've been live. So I'm going to shut it down I just want to give a big shout out to all you's year to diamond members out there Um for over 4200 people right now. We're growing at about 50 people Um 50 people a day It's all free. Um, I don't want to die. I just want you guys to succeed When I come speak in your town or close to you. I want you to come see me I want to see you want to shake your hand or I have dinner. I want to sign a book I want you to read my books. Um, and I want you to just take what I'm teaching you And just get out there and just make it happen winners Just make it happen and people that do not Win they lose because they make excuses. There's an excuse of why they lost, right? Um, they this or they that or whatever their market's this or whatever the case may be don't make excuses And here's the last thing I'll leave you with Adapt figure out what works and what doesn't work if something's not working after six months Don't try something different Right try a different approach And when you find the approach that works for you the best go all in all in I love you guys so much. You have no idea I I actually, uh, you know, I probably want you to succeed worse than you do so Till next time guys. We'll talk to you then peace