 Oh, what's up? Oh my gosh brother from another mother. Oh Look at this look at that if I didn't have a big head by now, and then I got one now How y'all doing? This is ATL EXP agents make some noise If you EXP agents not with the XP makes the noise oh Oh see she's hiding she's like See the thing it are you with the XP? No, yes. Yeah. Okay. All right see here's the thing if you're at a exp rally You're not a exp agent. You are not trying to draw attention to yourself at all. I know the feeling I'm gonna make it easy for you though. All right non exp agents All right, if you're open-minded To a really incredible opportunity. I just meet me afterwards. I got some really really incredible. I want to show you I'm just kidding Maybe All right, I'm here today to talk about your business. All right making more money making more sales doing doing more business, right? So I built my business up to I was making a million dollars a year single agent in Alabama All right, so who wants to build their business up to a million dollars a year makes a noise Okay Do you feel like Maybe a good path to that is I don't know getting more listings Getting more listings So what I'm hearing is is that you guys looking for a breakthrough? That's what you hear for breakthrough say yes, look for a breakthrough So breakthrough is that moment where you realize something right and really most people feel like a breakthrough is learning the scripts what to do What to say how to do it and That's what all of you I believe you think you're here come to these kind of events or you're searching for whatever it is You're searching for that's what you're really searching for but I submit to you that that's not really what you're looking for Do you want to know what you're really looking for? You're actually looking for a transformation a Transformation you you everybody knows what to do You can just Google how to get listings There's plenty of YouTube videos on how to get listings. You know how to do it. That's the easy part But have you have you transformed into the person who can do it? See that's that's the part right there. It's the transformation Transformation is extremely painful. That's why not a lot of people do it Why because you have to realize that the things you're doing right now are actually bad habits But you can't let go of them because they're working to a certain level But they're only going to get you to that certain level You got to let go of these habits that you think are good But they're really bad so the first part is realizing that what you're doing is actually bad habits So then you can start the transformation process Now a lot of you the reason why you're you're not can I say this the reason why you're not good at sales? Can I say that? Okay The reason why you're not good at sales is because you haven't transformed into the person Who accepts sales? You want your client to transform into someone who says yes to you But you you're not willing to transform yourself See we attract who we are Right everything in this world reproduces after its own kind If you're not the kind of you need to be type of client that you want a Lot of you how many of you and and be honest how many of you would list your house with you? Okay, okay. Yeah, right. Yeah, right Yeah, right Let me ask you a different way how many of you As long as we're being honest since everybody said they're being honest and they said whoo-hoo How many of you would not list I have your house with you? Ha ha we're just not being honest today at all either way it goes But do you guys understand what I'm saying? The reason why you're scared to ask for the business is you don't like when people ask you for business You got to be open If you want other people to be open When you approach someone and you have sales resistance every time somebody tries to sell something to you You're you are apprehensive when you try to ask for business and close someone and they feel it And they're like this is a red flag I'm gonna go pick one of the other fifty and hundred two thousand. How many agents are in Atlanta? huh 4,000 40,000 I was like 4,000 4,000 agents in my little town They don't go pick there's 40,000 options if you do the same energy that you said oh this my house of myself That's the same energy you have when you go talk to your prospects at the listing appointments That you believe in it so much that you're the best option or let me think about this Don't answer it cuz y'all ain't gonna tell the truth Out of all 40,000 agents in Atlanta Out of all those would you pick yourself out of all the rest of them to list your house? Your house that you own would you list your own house with you out of all 40,000? Are you the best option in your mind out of all the 40,000 agents? You don't have to answer because I know you're lying. I want you to just think about it See this is the mindset you got to get in because it all comes down to communication and how we're articulating our value That's what it all comes down to now speaking of transformation. Can I tell it? Can I know you a lot of how many of you guys follow me already? Is it okay if I tell you guys a piece of my story? Because this is one of the best transformation stories. I've experienced since yesterday In 2002 I got in the business. I was the worst salesperson on the planet It took me eight months long grueling months to get to my first deal I was roofing houses and trying to do real estate and and I was 20 years old if you can imagine eight months 20 year old who doesn't want to be on the roof and the hot son who badly wants to become a real estate mogul and I'm on that roof every day All right. This is how bad I was at sales. I hit my first deal and I'm just gonna make this long story short because I don't have a lot of time and I got a lot of stuff I won't talk about I was 20 the market exploded This is two thousand two three four five when the market exploded before the market crashed I made a million dollars before I'm 23. I'm like I got humbers Cadillacs You guys are talking about in Atlanta, right? Humbers Cadillacs. I had humbers Cadillacs houses I'm riding around dirty Real dirty. I didn't care about nothing because guess what? I'm a real estate mogul. This is how real estate is done and All I had to do was call 10 property and say hey who wants to make a hundred thousand two hundred three hundred thousand a day and One of those ten would say me and I would sell that property Listed selling a day and never talked to them ever again. Why? Because they weren't they didn't want to talk to me Were they gonna buy were they gonna buy another property for for two hundred thousand more than what they bought that one for Just a couple years ago. No They were taking their money and running for the hills. I sell vacation properties. So it's not primary homes They're not they're not trying to buy the next stone. They're buying properties. They don't need Caching out and running for the hills. I didn't need them. I could just call ten more people make another 2030 call ten more people make another 2030. It was easy until it was I Started flipping properties and then I lost everything I had when the market crashed So now I'm bankrupt sleeping on friends couch is sleeping in my car that my friend gave me I'm gonna I'm skipping a lot because I got a lot of time because I want to get to the point of the transformation. I Got back in the business. I went back to roofing houses. I worked on the oil rig. I got back in the business in 2008 Which it was so easy to sell real estate in 2008. It's not even funny. Why? So far from It was so cheap and there was so much for sale. It was like a buyer's dream You mean to tell me I get my pick out of a hundred properties and they're all half off That was 2008 the greatest time in the world for real estate agents So I came back and I learned the principles of the business that never changed There were principles of this business that will never change They've been that way from the beginning of time and they'll never change regardless of what happens You shouldn't care what Nard does lawsuits plaintiffs class actions Zillow brokerages Anybody other agents If AI came out and said we're gonna take all y'all's jobs. Sorry, and there's two agents left in the world. Guess what? I'm gonna be one of them and I'm gonna outsell the other agent That's the attitude you need to have who can I saw that real Any real fans Real brokerage. Come on guys. You're gonna be quiet now Y'all been loud every time They paid 9.5 million for the settlement. You'll see that You'll see that. Yeah, I know who will real brokerage. I know who My point at my point is saying that is is that it's on headlines and it's everywhere, right? And we see that our settlement thing everywhere, right? That that should be private information that we don't even get to see in my opinion Wait, it doesn't matter to real estate agents at all The principles never change. We're gonna have a year in the next decade where we hit 7 million existing home sales Mmm, why do I believe that? That's an audacious prediction Ricky. Why do you say that we had 6 million in 2021? I wasn't at the ear of the boom. That's the record No 2005 we had 7 million transactions existing home sales. Did y'all know that and if you didn't know now you know And if you know that and you realize what the demographic is for the next decade of people that want to buy homes trade-up sellers are ridiculous How many people you know that hate their home that they're in that want to move more than anything in the world? Y'all lying again everybody does The first time home buyers ridiculous We hit seven million before we're gonna hit it again, and it's gonna be a glorious You're gonna wish to God. You were in real estate when this happens You'll care if you're getting one two three four five six seven eight nine ten percent Who cares? You're gonna you know what you're gonna get You're gonna get not the value that you that you provide nobody's gonna trade you ten dollar bill for a ten dollar bill, right? They still got a ten dollar bill People don't pay for the exact value. You know what they pay for You may tell you They pay for more value than they're paying for If you can't articulate that you that you're worth more than you charge whose fault is that? We're moving into a world where well, I believe we are out. I don't know where we're going. I don't care Because closing is gonna happen every single day regardless And we'll hit seven million transactions, and I'm gonna be right here. I'm right here closing these deals every day While people worried about stuff that doesn't even matter that should be private information behind closed doors But yet it's on it's on Front Street. I got off track I told you I get carried away where I was going with this is That I got back in in 2008 We had the oil spill in the Gulf in 2010. I sell Gulf front condos It was a mini recession agents were leaving the area sellers were dumping their properties, and I was like, okay Here we go. I can test out my new theories of How to survive any market crash because when the market took me out once I was like You ain't gonna do it again You only got to teach me something one time when my dad taught me how to lay shingles on a roof He taught me one time my football coach told me how to tackle one time You know if you teach me twice that I ain't gonna learn it The market took me out once and ain't gonna take me out again. So when we had the oil spill, I said here's my chance to See if what I believe I learned through the crash will work through anything and I sold more property I sold I made a hundred. I made I made I made 50% more that year than I made the year before and I said great And I went to the second best company in the world remax the second the second oh man so I went there 2010 and Funny story This is where I met my wife And so I Begin there in September of 2010. I show up. I see her there down the hallway. I'm like I was thinking I wonder how long she's been working here and The little did I know she was looking down the hallway thinking And she was thinking I wonder how long he's been working here and when we finally started talking We realized we both started in the same month So we started talking and all this stuff and we were best friends because you can't date people in the same office That's against the rule. That's against the law So we were friends for a long time And we were having so much fun because it went out and what we do would go out Drank and it was so fun laughing dancing. I mean y'all Y'all don't even want to see that I wish we had videos and it was so much fun for so many years until it wasn't and Then we go out. We're drinking. We're drinking and we fight And now we're fighting every night. We're fighting fighting fighting and it wasn't fun anymore And eventually got to the breaking point where we decided to break up So we broke up and guess what I did Hey I'm going out to the club So I went out went crazy Crazy for about a week actually exactly a week It was it was Saturday to Saturday. I remember specifically and that last night I was laying in my bed and I was about to die. I was about to OD and I was laying up and I was looking at my in my Sillen and I swear on everything. I'm seeing Jesus and I said Lord If I wake up tomorrow If I wake up tomorrow, I'll never touch another drop another sip another puff another nothing ever again for I didn't get there yet You know if I woke up so that next morning I woke up y'all's hands are gonna get out I'm not even through the story So wake up. I throw everything away All right, I throw everything away and I called her and I said hey, I said no been fighting all that stuff, but I'm what's died last night and I Woke up and I threw everything away. I'm never gonna touch anything ever again. I was like, let's let's meet up Let's talk. Let's get back together. If not, I understand We meet we talk we get back together and Since then we got married. We've got a four-year-old daughter. We travel we speak. They're here. They're in the hotel They travel everywhere. I go with me, etc. Okay That night March 30th this year a couple weeks ago Mark ten years from that night and I haven't touched a single drop a single sip now Where I'm going with the story for you is For years and years and years and years and years. I promise you years. I tried to quit Drinking wasn't really the biggest problem by the way and I tried to quit for years never could But then there was that one night that one instant that created a immediate transformation See the transformation itself was instant It was immediate It didn't take any time When you when you have a transformation, it's an immediate decision to Transform and execute on that thing that you're transforming into and to become that next best virgin for yourself That moment happens instantaneously What takes so long is is is making the decision to transform For years and years and years I tried to change my bad habits But until I got to the point where I was sick and tired of the way I was living then I wasn't going to make the transformation Which happened instantly same things going on in your businesses There's all these bad habits that you're doing that are kind of working but not going to get you where you want to go and You want it you want to change You want to change but you're not tired of your situation enough to make the decision to transform immediately and To execute on your next chapter and only your next chapter never going back to the old chapter Can I get a? Way to go All right, hold on. Let me get a time check here five minutes. I got about 20 30 more All right, do we realize that we need to make a transformation if we want to get to the next level do we realize that if we want Heads of people lined up around the corner that are saying yes to us Yes, we want to list our property with you then we have to be that person that we want Problem is we're not You'll send letters out for a buyer that you have to property owners that own the property that your buyer wants and You're worried that the seller Is going to think you're lying about it Why? You have the buyer Why why why are you? Why are you walking into this? with this tone Giving them all kinds of red flags that you are lying even though you're not it's because When people try to sell you you think they're lying stop assuming people lying Be open-minded to the value that other people can actually provide you If you close off to 100% of stuff when 60% of it was legit you lost Yeah, there's scams out there Absolutely, but guess what you're not one of them quit thinking they're gonna. Thank you're a scam when you're not an agent texted me Last week last week. He texted me. He said Ricky. I just lost a four million dollar listing. I'm devastated It was a lot longer text of that. I said I called him and I said I said do what? I've been working this neighborhood. I was actually talking to this property owner. I Sold so many homes in this neighborhood, and I'm just devastated my wife even nicknamed me the name of the subdivision. I said, okay, I Said bro Don't you realize that you can take that listing and call the other property owners in them in the subdivision and tell I'm about the listing plus it gives you an opportunity to find a buyer Okay, everybody knows everybody knows this already, right? He's like I hear you. He sound like you or I said, okay, bro I said but listen to what I'm saying. I said right now that properties are on MLS or not. Nope. I Said well listen to what you could do you could take that list You could take that list and you could call the owners and say hey I know of a property coming on the market soon. I can't tell which one it is But if you or anybody you know is interested we can get a position to get a head start on this thing I can even call the agent that I know And actually get get in there first if we want it But that's a small window Between the time that it's listed and the time it hits the market And you're wasting that opportunity to bring so much value to the property owners in that subdivision by weeping that You didn't get the deal when in reality the deal is more opportunity You see we think we live in this World where there's only so much to go around All right, you got an apple tree You take an apple off the tree You got less apples or more apples You eat the apple you got less or more Hell The seeds grow apple trees that produce apples that produce apple trees that produce apples that produce apple trees When you take something out it creates more of When you when some when you lose a listing To another agent number one. I'm gonna go through this Number one you get future time back. You don't have to spend on that deal anymore You can use that time to sulk about it or go produce five more deals in the same amount of time But are taking you to do all the stuff it takes to list the property Think about how many hours it takes to to to handle a listing from start to finish You just got all that time back God just said here And you're like oh, thank you for that time. I'm gonna go over here and cry about it That's what agents do Because they don't realize that that there's opportunities within So when you do is listing number one you get future time back number two You learn here's the difference in me and most people when they go to listing appointments I'm not going to get the listing I'm going for two reasons to see what their pain point what their problem is so that I could figure out how to solve it And the two to get better at listing appointments That's it If I get the listing girl rate because if I don't get the listing I got future time back I learned how to do a listing appointment better and now I'm going to take the opportunity that that listing provides me And I'm going to go find a buyer. I can call the people to have smaller houses around it and say hey You need a bigger house. I got what I'd love to show you You know how many relationships that I can create out of a listing that's not even mine with property owners and around it Oh my god, you know how much future business that is for me over the life of my career because I'm building a career I don't care about 2024. I'm going to crush 2024 How many deals can I can I squeeze into my 10 20 30 year career that I've committed to You guys get what I'm saying Every lost opportunity is not I posted this on instagram and an agent said Temporary defeat is really another opportunity in disguise I said the problem is is you think it's temporary defeat And I'm telling you it's an opportunity now Thanks mom. Yeah, do you guys feel the energy here? Do you guys feel the love that I have for you? And how badly I want you to succeed Now when you think about going to list appointments and losing listings that needs to be your mo that needs to be your uh Your entire objective. Let me get out here lose so much of listings Because it just spawns more activity for you And it teaches you so much and guess what you get listings How many of you think setting more listing appointments going to Melissa appointments could be the key to you going to the next level in your business I feel like I'm starting to feel like a politician or something up here like everything I say How many of you guys feel like I am the guy That can help you set limitless listing appointments Yeah, yeah I'm doing a four day challenge at the in april four days set more listing appointments Challenged at set more listing appointments.com That's it set more listing appointments.com. Why because I feel like understanding how to communicate to your prospects Understanding the entire process crushing the anxiety of the phone I'm gonna crush all that I'm gonna teach you more about getting listings in this four days And you ever ever learn in your life And you ever learned in your life Because if I could do this in 25 minutes think about what I could do in a four day session It's it's only an hour or two a day by the way, it's not