 We're gonna call my main man Ricky Careuth to the stage this motherfucker listen listen listen. I Don't know how he does it 115 units a year for the last four years over a million dollars every single year in commission Plus he some way finds it like become a social media influencer Plus he finds some way to edit his videos himself sometimes and he does it with him in like two assistants all the way from Alabama mr. Zero to diamond himself. Let's wake. Welcome Ricky Careuth to the stage Alright good to be here. Thanks for having me first off If you're excited to be here make some noise So like Halton said, I'm Ricky Careuth from Remax of Orange Beach, Alabama. It's right on the Florida, Alabama line Right on the beach white sandy beaches palm trees million dollar condos Price range our average price about 450 and it's an incredible place to be I've been amazingly blessed for the last 17 years to do what I love to do not what anybody else wants me to do and The work that I do and people think oh, he's crazy running around You know doing all this stuff why he's doing this it's what I want to do and that is help people buy and sell real estate So I want to know how many of you actually love Like a passion not just at your job or you know, this is what you do to make money How many people really love helping people buy and sell real estate? Okay, well, I Am completely and utterly Addicted to the feeling that I get at the end of the deal When my client looks at me right in the eye and says thank you Thank you so much They know what I went through to put the deal together and they love me for it and This is literally my drug of choice. I Don't drink or do drugs. This is it and Really It's the reason why after all these years. I continue to be a single agent People ask me all the time When I'm gonna start a team don't think it's time to start a team and the truth is I did try to do a team at one point about seven years ago and Through that experience through that process that was the actual moment that I realized I just love sales You know, I think there's I think in real estate there's sales people and there's managers And people that want to like Danny said lead and I want to lead in a different way. I want to lead the industry. I Don't want to raise the bar of the entire industry, but when it comes to real estate, I'm just a sales person. I Just love sales. It's in my soul So I have one assistant I Have another part-time assistant. She just writes letters, but I have one main assistant that really is the backbone of my operation No buyers agent. No other agents. I show all my own properties I go to all my own listing appointments all my closings all the inspections negotiate all the deals Why? Because that's what I love to do That's what I want to do. I choose to do that and I feel very strongly in level of happiness And if I can make a million dollars a year and Still have time every day to answer every single one of your DMs without asking you for a dime then I could be considered the hap one of the happiest men on the planet and What I've been thinking a lot about lately is this balance between happiness and production We're all gonna have to come to this point at some some time in our career About balance and production. Where do we draw the line because I see a lot of people that are very productive and not very happy and A lot of people that are very happy and not very productive Where do you balance the scales? and for me I Said to myself well, I could probably make two million a year in Sales But I would be less happy because I wouldn't have any time to do the things I want to do which is like answering your DMs Or I could be a maximum happiness Make a million dollars a year and still have time to answer all of your DMs and I choose maximum happiness It's what drives me all of your DMs comments replies messages emails That's what that's what keeps me going When I got to a certain point in my career When I hit the hundred deals a year and started making the million dollars a year and stuff, which was a goal for so long When I finally got there It wasn't as great as I The feeling wasn't as amazing as I thought it was gonna be it wasn't you know you for it It had it was you for it for a moment and it's you for it to continue to do it to a certain level But I had to find something else And that's when I stumbled across you guys I Found a new passion that I wanted to give back to the industry rather than build my real estate business to the next level I wanted to build the industry to the next level And so you guys motivated me to write a book after I sold a hundred properties a year for three years not After two years in the business selling 19 properties now I'm a guru Three years of a hundred properties a year then I decided okay, I think I have something I want to share and So I write the book You guys motivate me to get up at 4 30 every morning You guys You motivated me to become the first completely free real estate coach With over 20,000 members, and I'm just sharing what I do in my business Which People may disagree with what I do or think it doesn't work or you may love it or you may like this part of it or that part of it But the thing is is it's free, and I'm just sharing what I do with you, and then you can do whatever you want with it. I Get messages constantly from agents I'm getting all these listings. I have all this business going on You've poured your heart and soul into this you haven't asked me for a dime. What can we do for you? And my answer every single time is just take something that I'm sharing Implement it into your business and go succeed Literally all I want from you in return is for you to just get out there and succeed I Was gonna say this to the end, but when I get through I brought a hundred books. I'm gonna sign them all and just give them away I Don't know if there's more than a hundred people here or less than a hundred people So when I get through I'm going straight back there if you want one just come get it I don't know if there's more than a hundred people here or not But how many people here? Want to be a million dollar a year real estate agent? Okay step one is I think you need to realize that every single one of you are walking Million-dollar a year real estate agents right now Every single one of you have the opportunity the skills You're professional. You're dependable. You're hard-working. You're honest You're everything you wouldn't be here right now if you weren't everything that someone would want in an agent The people that bought tickets that didn't show up. I don't know about them But you guys are And what you have to ask yourself is every day when you look in the mirror Am I gonna do what it takes do I have what it takes? Am I gonna put forth the effort that it takes to get there because it's there the only thing in between you and there is effort in time and You have to ask yourself Am I gonna do it or not? I'll tell you another thing and this is dead honest. I believe this to my core. I promise you this if a roofer that Grew up in a trailer and Alabama can do it. I promise on everything in the world that every single person in this room can do what you want to do There's not a doubt in my mind for a second And that's what's so great about this industry too that I love There's so many great agents at the top For you to look at and say if they can do it. I can do it. There's nothing special About them whatsoever. I Know if I can do it. I know you can do it. I know you can do it All you have to do is be willing to do what I did to get here. I Started in real estate in 2002. I was 20 years old There was no Zillow Facebook Red X mojo none of this crazy stuff new agents completely have it made right now You don't even know what I went through to find phone numbers and die with my finger and you know No social media was nuts But it took me eight long months to make my first sale How many people here? Took six months to a year to make their first sale Okay you see The business hasn't really changed that much oh from 17 years ago to now it's still a process it still takes time to learn and Agents come to me all the time that have been in the business for two weeks a month crying and complaining about not having any Deals and I have any listings yet haven't closed 10 properties And my response is welcome to the club because The process is is the same as when I started For for new agents or if you're in that predicament. I think a few things to think about are You put your you you over estimate what you can do short term and you underestimate what you can do long term You're over estimating what you think you can do right now. You think you can you know do a hundred deals your second year I'll do 50 this year and a hundred next year. I'll be right there where Ricky is Doesn't work like that So you're over estimating what you can do slow down and realize this is a process Also, I think that we're the way that we're judging our businesses is backwards We're judging our businesses based on Things that I don't think are as important such as listings appointments If someone comes to me and says Ricky, this is what I'm doing in my business What can I do to improve? Where am I? Where am I falling short? Where are the holes in my business? They say here's how many closing listings and appointments. I'm setting I'm like, okay, cool. That tells me about 40% of the picture for me What I want to know when I'm evaluating your business is How many people are you contacting daily and out of those people? How many are you connecting with? I want to know that ratio. How many are you? Attempting not attempting how many are you talking to and out of that number? How many you're connecting with? Because those two things tell me How many people you're talking to tell me how hard you're working? And how many you connecting with tells me where your communication skill level is right this second And so based on all that Closings listings appointments Number of contacts number of connections now Now I can see where your business really is Based on the effort and the results Talking if you're talking to you know thousands of people, but you're not getting much results Okay, we need to work on your communication skill level Where's your intent? What are you saying to these people? How are these conversations going want to go deeper there? so and to me Let's talk about market share for a second because this is something that I feel I need to say People agents are looking at the market in terms of okay This agent has this many listings and does this many sales so they own this much market share Okay, well We trade stocks on future earnings of companies. I Trade market share of an agent on the future earnings of an agent and to me The future earnings of an agent is dependent upon the percentage of property owners in the area that you have a lifelong Real relationship with Voice to voice they know who you are you're building brand They've talked to you they see you digitally. They feel like you're everywhere The part of those three that most people don't want to do or missing is the talking to them part And it's so crucial The voice to voice is the reason why technology will not replace real estate agents The voice to voice in the process of the of the transactions or there is the reason why? Everyone has to be consulted through the market It's changing every day. I can't even come to Dallas as As a higher produce highest producer I am in Alabama I can't come here and even buy a piece of property. I would have to consult with the local agents Even me so how do you think? Customers and clients and buyers and sellers. They're not even they're not even in real estate. They have other lives They need us so After the eight months, I make my first sale and it was actually just my grandmother's condo But I started selling to me to a month to a month to a month So I started when I was 20 took me eight months make a first sale start selling to a month the market explodes I take that money. I start flipping properties by 23 of my self-made millionaire I'm on top of the world. I had Cadillacs Hummers houses. I actually didn't know what the heck I was doing And eventually the whole house of cards fell The market crashed I lost everything and went bankrupt sleeping on friend's couches Went back to roofing houses and eventually landed a job on the oil rig, but I'll tell you this right now I'm on several podcasts every week and the most frequent question is What would you go back and tell your younger self? And my answer is the same every time I literally would not tell my younger self anything Because I would not want to alter Any of the lessons I learned anything about my life that has led me to stand right here on the stage right now I wouldn't want to alter it for a second. This is exactly where I wanted to be and when the market crashed on me I'll be honest with you. I was extremely happy about the situation because I was in my mid 20s and There were there were guys next to me that were in their 50s and 60s that were going through the exact Same thing. They lost everything They were going they were learning the same life lessons at 50 in their 50s and 60s and I was in my mid 20s And I knew this was a blessing So I didn't know how I was gonna dig out of this hole, but when I was on the oil rig I Started to become very curious and had all this time on my hands because I would work on the old rig And then I was just there on the rig and then I was off every other week And I tried to dabble in real estate But it was tough working on the rig and coming back and working night shifts and day shifts And it was it was a tough tough to do. So instead I decided I would spend my time reading. I Read over a hundred books over a two-year period And that's when I realized like something clicked somewhere in there that What I did wrong the whole time up to that point in my career was chase deals Closings transactions. I didn't care anything about the people. I care about them, but I was more focused. I was blinded by What was going on for them or how could I create better relationships with them by the deal and just trying to do the next deal and get The money The market also was completely different. It was moving so fast I mean you could everything sold in an hour You would listen it was selling an hour and so it was kind of actually hard To focus on the relationship when when things are selling so quick and you just moving so fast but At some point I realized that was where I went wrong and even though I lost Everything because of the debt I acquired through trying to flip so many properties and buy so many houses and do that I Still should have been able to maintain my real estate business through the crash If I would have focused on people And that was the big lesson that I learned So in 2008 I get laid off from the oil rig I'd already been dabbling in real estate a little bit I had a couple of deals in the works and luckily enough I closed a couple deals and then I was just I Was like thank you Jesus. I am back I never thought I'd sell another piece of real estate ever There was a moment where I thought it would just never happen So I sold a couple that year. I did What did I do 80,000 which was twice as much as I made on the oil rig the year before So from there I started building my business on people Not deals and the conversations I started having with people in the the closings I was having and the conversations I was having was like magical People were it's really it's crazy when you when you start focusing on the people not the deal And you start listening to your clients and you start to really absorb their situations And you start to become an extended part of their family and them to you and it's a whole different ballgame It gives you such an incredible feeling not only just as being a good person and loving people But also your business you feel like you have a solid business when you run your business like this So it took me from 2008 to 2014 to get to a hundred deals a year That year. I was a number one remix agent in Alabama Now think about this. I get in in 2002. I Make a meal. I lose it all I Go I work on oil rigs roofing houses come back in real estate Okay, learn all the lessons from that and Feel like I know what I need to know Okay, not a new agent anymore. I'm starting over, but I'm not a new agent. I Have all this knowledge. I'm willing to put the work in and it still takes me six years to get to a hundred deals Okay That should tell you right there that this business just does not happen overnight You have to focus on the actions not the results if you're taking the daily actions that you know We're gonna get you where you want to go tomorrow Right, don't worry about tomorrow. Let your actions speak Let let the let the results just happen Because you don't know what the results are gonna be you don't know what your full potential is until you've put forth the full amount of effort that you can possibly put in over time so I Started building my business like this. I hit number one since then since 2014 I've sold over a hundred properties a year every year since I'm almost there this year again And I hit number one in the state two more times So that was three total and this year I'm going for number four How many of you think I'm actually gonna do it? Okay, so what I want to do That's crazy three rickies There we go Uh What I want to do is talk about my business a little bit. I just want to share a few things about my business And I want to talk about Closing 40 million years a single agent every year. That's the volume. I've been doing for the past three years Um Let's see here. Let's see. Okay. Well, that's not working. Can y'all fix this Efficiency and scalability. Okay before I get into I want to give you five. I want to share five things about my business Okay, I'm going to share five things about my business. But before I get into that I want to talk about the way that you actually Can get to a level like this Is by understanding that you have to work on your efficiency And scalability of your business, which means you have to every day Think about how can I produce more with less effort for a cheaper price? I want you guys to to know about my four keys of success I came up with these a couple years ago after I really thought about it came to me The first thing is you have to believe 100 not 99.9 percent 100 if you believe 99.9 percent, you're not gonna it's not gonna work You have to be fully committed. No plan b You're gonna make this work. There's no other options A lot of people believe right a lot of people believe Very few people actually do the second part the second key point, which is work hard So you have to believe And then put the action behind What you're trying to do A lot of people believe Out of that group very few also work hard And out of the group that believe and work hard even fewer also the third key point adapt Adapting is very interesting because this is the part a lot of people miss They believe and they work hard and they don't know what's wrong But they keep doing the same thing over and over and over again They're not trying new things. They're not testing things out. They're not they're not venturing out. They're not exploring They're not experimenting You have to always Test things out try new things see what works see what doesn't work when you find something that works hang on to it Get rid of what doesn't work. Okay. Let's try some more things. You find something else. Okay. Now we got two things that work Let's keep these going really strong Try some more things. Okay found a third one boom And you filter through these different avenues Of success whether it be in real estate or life Of what works on what doesn't work and then when we start building these are the building blocks for us to build our success on But we got to keep believing we got to keep working hard as we're adapting But the the one I always believed I've always worked hard and I've always been pretty good at adapting What I always had a problem with and I'm still working on it is the fourth one and it's patience So if you're not successful Or as successful as you want to be I can have a five minute conversation with you and tell you which of these four things you're missing Because it comes down to these four things You got to have them all to be successful Maybe you're working hard and you're adapting well But you don't really believe in yourself or you don't believe you don't believe in what you're doing Maybe you believe in work hard And you're and you adapt well, but you're just not patient. You just need to keep doing those things And just let it happen. That's what happened to me in 2014 That was the year he had a hundred deals actually made 600 000 I wanted to make a million the next year Really excited put together this plan. I'm going to do this many calls get this many listings talk to this many people And boom, I'm going to make a million dollars January 2015 rolled around I started my plan January, February, March rolled around. I'm evaluating my business and I realized I'm only going to make 600 000 again And I became somewhat not deeply but somewhat depressed Because I wasn't I felt like something was wrong with me What am I doing wrong? Why can't I do this other people are doing it? Why can't I do this? And so it took a four month process for me to process this Reading researching actually talked to a coach Networked with people tried to figure out what what was wrong and I thought That there was something wrong with me fundamentally. I'm doing something wrong But what I realized was is that mentally I was doing all the right things. I just have to let it happen And just continue to put that work in So it took me two more years to hit the million dollars But what I realized was and it goes back to this balance of happiness and production There's what I learned is there's a gray area There's a gray area where You can be satisfied with where you are and still Extremely hungry to go to the next level And that's where you really want to be because if you're just a super productive person And you always have this goal that you keep pushing out further and further every time you get closer to it You just want to go higher and higher and higher and you're never really happy because you're never really hitting the goal Have the same mentality. Let's let's move our goals out. Let's keep trying to go higher and higher and higher But be happy in the moment as well And that's what I had a problem with and that's where the patience comes in So you got to believe work hard adapt and be patient Now I want to share five things about my business I do I do business a lot differently than than most people. I don't buy leads I tried buying leads back in maybe 2012 or 13 or 14 whenever they first started doing it Did it for about three months? I recently tried facebook leads just testing it out. I'm always testing things out I don't have a crm by the way not saying I'll never not have a crm. I may at some point. I may change my mind at any moment Right. I'm always trying to figure out how I could be more efficient and do things better But with leads what I realized was this is what I believe I want you guys to think about this because I really want to help you become more efficient and scalable. Okay What I what I the conclusion I came up with is that these companies that are selling leads are basically Selling you random people's contact information in your market Just random people in your market. Oh, no, they're motivated. They're looking for they're looking to buy our sale Why do you think that because they were scrolling looking at houses? Everybody looks at that looks at houses You may not be interested in doing anything for a year two or three But you're just curious what sold in your neighborhood or what's on the market in your neighborhood Oh, they're motivated by our seller. No, they're not But they sold they they sold it to you for hundreds of dollars I think this is something that you have to think about really hard because Where where we allocate our money Can be the difference in us surviving failing succeeding Why would I spend hundreds of dollars on a random Person in my market's contact information when I can just get people's contact information for less than three cents Targeted people that live in a certain neighborhood They're the highest quality prospects. Anyway, they already own the property that I want to sell What I want some random persons Contact information now the reason why you're buying leads is because you're scared to get the contact information and then just call those people And what you're doing is you're just lying to yourself You're saying I'm gonna spend all this money. So I don't have to make this call I'm gonna wait on the lead to get to me and when it gets to me, then what I'll have to do call them So what I'm saying is is don't lie to yourself and say, okay, these buyer leads are motive. These are motivated leads I'm gonna pay all this money for these motivated leads In reality, they're just random people in your market Instead I want you to trick yourself in in the opposite way I want you to get random people's contact information in your market for less than three cents and pretend like they're motivated leads Oh, we've got a question point Or Down who is worth calling like the random numbers that you locate Like how do you realize this is a number that I should waste my time calling? versus Because they own property So just any number. Yes any single one anyone up and any any person in your market Is a lead Right, let's move to let's move to the second Part best intentions It doesn't matter to me if my prospect or someone that i'm calling wants to buy ourself property today Okay, what I care more about is Is there anything I can do to help them? I don't want to care. I don't really care what I can't do for them Or what they don't want to do I want to know what I can do for them Okay, nothing. Oh cool. Is there an agent you would work with? Now I will look I'm sure at some point down the road. You're gonna do something. Would it be okay if I just stayed in touch? Cool, what's your email? boom Now I'm sending them a weekly email every week now I'm using that email to target them on social media and now I'm building my brand with this person that I talked to and they trusted me enough because the tone of my voice And my body language even though I'm on the phone. They can hear your body language They felt comfortable enough with me to give me their private information Why because I didn't ask them if they wanted to buy or sell something I had dinner after the VIP night with my buddy that lives in Dallas. He's not a real estate agent And we were talking about this and He was I haven't talked to him in years and he was talking about we were talking about You know me speaking and how I'm coaching for free and how it all works and all this stuff And I was telling them the dynamics of the whole thing And he said, you know what that is interesting because there's a homeless guy right around the corner here and He you know, I was walking past and he came up and he asked me where I'm from He didn't ask me for any money. He just asked me where I'm from And then he said they kind of had a little conversation He said oh, I'm from Alabama and stuff mobile and the guy said, oh, yeah I know mobile the underwater tunnel and all that stuff and they had a little conversation the guy never asked him for a dollar My buddy said see you later and left The next day He saw the homeless guy and he gave him some money Why? Because the homeless guy didn't ask him for money like all the other homeless people He was actually curious about my buddy and he created kind of a little relationship with them And my buddy knew that he needed money. He's homeless. So next time he's seen him He's like I like that guy. I'm gonna give him some money So what I don't want you guys to do is sound like every other real estate agent How he how he didn't sound like every other homeless person begging for money. I don't need you people you agents Acting like every other real estate agent begging for deals I'm gonna take I'm gonna take one question at the end of this This is something that I realized Through the crash It's so abundant Okay, and here's the problem let's say Hypothetically, there's a there's a market that has 20 000 agents and only 5 000 transactions a year You look at that and you think it's not unlimited. There's no way There's only so many chains. There's not even enough for one transaction. That's 0.25 transactions per agent on average But I guarantee you that there's an agent out of that 20 000 that understand this They're probably doing several hundred of those deals Okay, what I want you to to look at when you're looking at a market is not The opportunity of transactions I want you to think about it in terms of the opportunity of relationships in the market Remember market share It's the percentage of property owners in your market that you have a relationship with what agent has the most Real relationships with property owners in the area Okay, so when you think about it in that perspective There's no way in the world ever in a million years that you can talk to every single person in Dallas never So there's an unlimited potential of relationships for the rest of your life forever. You'll never even you never even Get to them all Okay, transactions come from a conversation That got converted into a relationship that was then converted into the transaction We're focusing on the transaction when this is where the magic is It's the conversation that got converted into the relationship And then From there the prospect either wants to do a deal today next month next year five years ten years. It doesn't matter And then it goes back to okay. How many people are we contacting? per day and out of that how many are we connecting with? You can't do all the business ever But you got to think about it the right way Not transactions. It's people Which brings me to my next Keep point about my businesses that I learn closings happen every single day You can go back through the worst of the markets through your mls And recognize that there were closings that were happening every single day So what does that tell us it tells us what I have to worry about the next crash If it ever happens when it ever happens doesn't matter Because closings are going to continue to happen every single day Okay, so think about this when a market transitions. This is what happens I want you guys to really pay attention to this. This is important When the market's going up like it did from 2012 to 2017 18 When the market's doing this, okay The people that are buying and selling when the market's doing this they are they they put the brakes on when the market does this Which I don't know about Dallas is where my market is and I know a lot of Markets in the country. They have it has it's a different market over the last say 18 months than it was the previous five years So when the market transitions the clients that you have that you're working with all of a sudden put the brakes on Because the market shifts, right the prices, you know, things are staying longer on the market inventory goes up, you know Things are changing. They're like, oh, I don't know what to do here and it scares agents out of the business Because your clients that you're working with right then currently stop. They just put the brakes on And you're like, oh, no, I need money. Uh go get a job Here's the reality of it. Here's how you Transition with the market, okay number one, you don't freak out And you understand that closings will continue to happen every day the people that buy when it's going like this Not the same clients that are buying when it's doing this two different kinds of clientele The ones that buy when the market's going down or transitioning. They were kind of dormant as the market was going up Okay, now they're coming out of the woodworks when the market transitions. Why well the buyers when the market is down They want to buy right now before it goes up And sellers that sell in the crash got to sell right now. They're in trouble So there's all this urgency in the market now right now We're not in a down market that prices haven't plummeted. So we're not there But what do we have to do? As the market transitions we have listings Well, when we get caught in the middle of a listing when the market transitioned Now we have to go back to our seller and say hey We got to go down on the price because the market transitioned and they think yeah, right, you're not going to pull that one over on me I heard that a million times So so you get caught with some listings of some sellers that don't want to believe that the market is shifted Okay And so you start freaking out you really start freaking out because your buyers put on the breaks and your and your Your sellers won't reduce the price where it needs to be because we do the market chains all of a sudden Now what we have to do from here is now that we know where the market is Now all we have to do is consult our sellers moving forward We're going to get maybe half of our current listings to reduce the price because I need to sell Okay But moving forward the new listings that we get moving forward We need to consult them on this new market and we need to be more aggressive on our prices with them because this is why Mr. Seller. Oh, you want to price it here or your neighbor is at that same price And it's been sitting there for 200 days. Do you want to sit there for 200 days? I didn't think so. This is where we need to be It's up to you, mr. Seller But this is where we need to be Because the market has changed over the last six months three months year 18 months whatever it is You see what i'm saying So the new clients coming in are going to get a different consultation with you moving forward So there's going to be a lag your business is going to suffer suffer temporarily I don't care how great of an agent you are or how Bigger production is when the market shifts you'll have a temporary Slowdown in your business You won't be slowed down because any downtime you should fill up making phone calls and contacting people and helping people You should never have a moment of downtime ever But as far as your transactions, that's going to slow down temporarily But then the this is what separates the good agents and the great agents The great agents understand this they transition with the market. They get right back on track where they were That's what's happened to me my business slowed down earlier this year Spring and summer it's kind of dead now. I'm right back to where I was or better Because I understand this philosophy because I've been through it and i'm trying to tell you So that you don't have to so you have some kind of idea that way when it happens, you know how to handle it Make sense the fifth thing is personal brand I think this is the way of the future in all sales This is what's going to protect you from You know something taking over industry, which will never happen But this will separate again the good agents and the great agents When people see you everywhere, they feel like they know you this is going to help you be more efficient and scalable Because when you go to listing appointments, they're already going to know who you are They're going to feel like they know you Now how did I build my brand over the last 17 years when I got back in the business 2007 right at the end? That's when I got back in real estate I started a weekly email I heard it over and over and over again from my prospects telling me to send them a weekly list of foreclosures So it started out a weekly list of foreclosures because there's so many foreclosures Well, I started sending it and I was like, you know, I'm just going to send this to everybody So I started sending it to everybody Eventually in a couple years the foreclosures went away and morphed into a market report And it's went out every single wednesday since 2007 regardless of market conditions Hurricanes me changing companies vacations doesn't matter. This is this is the this is the single most important thing in my business And and what it does and this is true with social media and any any form Of of marketing that you do this is this is the the reason behind it The consistency of it and the content of it Is what's going to prove to them That you are dependable that you are hardworking that you are consistent that you are knowledgeable that you are professional If you post on instagram every day and your clients see that every day It's a professional post. It's knowledgeable. It's good content and it's consistent. They're going to see you as consistent And that's what my email did for me over the years So I don't care how you mark it. It has to be consistent. It has to be frequent enough a lot of people say You know every week is too much That was not it's it's almost not enough Every two weeks they kind of started for they I don't know if I remember who this person is every month is no good at all so I want you guys to to really put some thought into personal branding making videos facebook instagram email However, you want to do it But you have to put a plan together to build your brand Of the customers that are in your markets So that they know who you are forever Real quick my law five I think that We spend way too much time trying to convert every lead And you're taking time away from other prospects that need you Trying to convert a lead that will never convert Okay, and you're trying to convert so hard because a you're trying to do the deal You're not really listening to the prospect of what they need what they want why they're buying why they're selling and you're just kind of You know trying to make it happen But at the end of the day you don't want to lose the deal You're trying to convert it because you don't want to lose it either You think if you don't convert if you don't keep on following up and trying to get them to do something Then they're going to use another agent or something You're going to lose deals. What I want you to do is realize a couple of things when you lose a deal You learn something a right everybody knows that you're going to learn this lesson. Okay. Yeah, Ricky, but it still hurts Okay, but what I really want you to understand is the future time that you get back From losing the deal that you don't have to spin on that deal anymore moving forward When you understand this concept and you lose a deal you're like, okay great I have more time that I can go get five more deals. I want next time you lose a deal I want I want you to give yourself five minutes to think about What happened why it happened what you learned from it and sulk about it On your phone Five minutes on the clock after the five minutes completely forget about that deal and go get five more deals With the time you just got back This is a way you can take losing deals and multiply your business Where most people take that future time and just sulk about it talk about it I can always tell a Nonproductive agent because they're always talking about the deal that got away I have a hundred signed copies of my book. I'll be signing them giving them what giving them out. I only have a hundred I don't know if there's a hundred people here or not Um, okay. Let me ask you this Would you rather a coach who doesn't sell or never sold or someone who is in the market right now selling a hundred properties a year zero to diamond.com completely free online course Um, we do live training. There's a 90 day action plan and I have achievement levels Once you pass the 90 days you get a call with me and you go to gym Put you in a separate facebook group Trying to get as many diamonds made as possible. If you email me rickie is zero to diamond.com I'll send you my 2020 marketing plan I answer every single dm on instagram every day youtube Okay, I want to take one question I'll let them pick who it's going to be Looks like there's two questions. I'll take two Hey ricky, would you share your business plan with us or at least give us a snapshot of what that looks like? Say again your business plan. Would you share that with us? Yeah. Yeah, just email me ricky at zero to diamond.com You'll get it. Is it a great breakdown of how to do a hundred million? Yeah. Yeah Yeah, yeah, or zero to diamond.com. There's a full online course. I share everything about my business Perfect dm on instagram and ask me any questions. I I do all this for nothing Thank you Actually, he had the question Yeah so Excuse me So what I heard from you is that your business is really all about relationships, right? Right. My question is how do you do a hundred deals? And maintain sanity And maintain relationships Well, um, it's because I've been doing it so long, right? I have such a such a huge business I have so many past clients and referrals um, I think I think something that's really cool. I've said this before but You guys should build your business and go so hard to build your business and make so many calls that your prospects start cold calling you And when I get something under contract, I don't worry about it anymore See you're taking something taking a pending deal and letting it drive you crazy Whereas I take a pending deal and I forget about it. I'll check you on I'll look I'll look at it on a list Of the 20 pending deals that I have and I'll say that one's good. That one's good. I need to call them That one's good. I don't need to do anything there. Okay. I need to call that title company I'll make those three calls in 15 minutes and I'm done with all my pending deals for the day I now have seven hours and 45 minutes to try to find more business and help more people See what I'm saying maintain those relationships and do all the things that I do So the weekly email is something that I create every week. It's original content and and that Does the heavy lifting for me? To continue to build that bond. So I've built something that's efficient and scalable One more one more upfront get a microphone You talked a lot about Short tail and long tail or or what's in front of you is very clear We all know what we want to do. What a compla want to accomplish the next year But we're not as clear or not as focused on the long tail. Uh the relationships. Yeah, right So what are you doing or could you share with us? If you may or if you can what you want to do in the next Five years, what do you see yourself? What are my goals in the next five years? Yeah goals. They don't have to be real estate related but just holistically relationship wise. Yeah, where do you see yourself in five years? Dude like on mars somewhere. I don't really don't know man Like I didn't think I would be right here five years ago Or I guess I guess to better phrase a question for more actual items we could take What would you recommend us to to create more clarity? for the next five years, I think that that the What I really believe is that you know when you think about long tail short tail I think that the problem is you're separating the two And I think the real answer is is that The way that I've built my business I built it long term and short term at the same time like what like Everything you do should have dual purpose You should have more than one reason for why you're doing each each action every everything that you do should have more than one reason Please don't be laser focused on i'm calling this subdivision about this listing I just got to try to sell the listing But you're being closed-minded to the fact that you could create more relationships of people that might want to buy Stuff or sell things see what i'm saying and so You know if you have a buyer that wants to buy in a subdivision you can't find anything in that subdivision And you tell that buyer oh i'm going to call the subdivision And the buyer is like oh don't do that don't do that just for us. We're not that serious We may or may not buy we don't know like okay cool. That's fine if you don't want to i'm going to do it anyway In case you do But if you don't that's fine. I may get listings i'll get new clients I'll get new buyers and so when you're talking to prospects What you have to understand is closings happen every day and that that process People that you run into some of them are going to be ready to do stuff now Some are going to be ready to do stuff in a month two years five years Right And so what what you're doing is you're building your business for now because you're finding people that want to do deals now But you're also finding people that want to do deals with you later at the same time Most agents I'll leave you with a couple things most agents live off the less than one percent of people Of prospects who want to do a deal right now the only the only talk to people if they're motivated right now Less than one percent And what's more interesting to me what I want you to build your business on is not I want you to I want you to make money off the one percent But then I also want you to capture the 20 to 30 percent of people who love you enough to do a deal They're just not ready yet See what i'm saying And so now you got it all you got it short term and long term the reason why I win in real estate Is because no one loves my clients more than me And the reason why i'm going to continue To win in coaching is because nobody loves you guys more than me Thank you guys for listening