 What's up everybody, Ricky Caruth here, the only free real estate coach. Welcome to this week's training session. Today I'm gonna let you guys put your phone numbers in. I'm gonna call as many of you as I can and answer your questions directly right here. So I'm gonna give it a few minutes for everybody to log in and I'm still getting a few things set up. So give me just a second. Hope everybody's doing super well out there and making it happen. Let's see, give me a thumbs up if you guys can hear me. All right, you guys can go ahead and start putting your phone numbers in. What's up, Chris? Christopher, Chris Lane. Okay, so I'm gonna give a couple announcements real quick while I'm letting everybody log in. Let's see. Okay, a couple of things right off the bat. Some speaking events I'm gonna be at here later on this year. I'm gonna be in El Paso. Let me pull up the dates real quick so I can tell you guys exactly where I'm gonna be and stuff. Okay, so I'm gonna be in El Paso on June 21st. I'm gonna be in Minneapolis June 13th. I'm gonna be in Charleston July 16th and I'm gonna be in Naples, Florida May 13th. Okay, and then outside of that, I'm going to Brazil in two weeks. I'm gonna be the keynote speaker at R4 in Brazil. It's the remix of Brazil in São Paulo. It's a three-day event. I'm gonna do an eight-hour workshop the day before the three-day event and then I'll be the last speaker on the last day so I'm super excited about that. All right, all right, all right. So today I wanna help you guys with your problems. I wanted to do this Q&A session. I'm gonna call some people in. I'm gonna go ahead and get started. I see a phone number and I'm gonna dial it. Okay, let the games begin. Diego, Ricky Kruth. Hey, Ricky, how are you? What's up, bud? How are you, man? I'm good. I'm good. Good. What can I help you with? Well, really, I mean, I was just calling about, no, I love the videos that you're making. Sorry, I just got all the phone. I love the videos that you're making and everything and I'm starting to really get my business going to where I needed to be is to basically, for cold calling is always kinda, I started doing it when I was a younger agent, you know, I've been in the business for about eight years and then I kinda got out of it because I was kinda going off the referral sources and things like that. Yeah. And but I love the fact that you're doing those videos on Prospect, man. It really kinda gives me a better it just gives me a better idea of how you need to do it in a different way. Yeah. So yeah, yeah, that's the whole point, man, is I'm trying to, I'm trying to introduce a whole different way of approaching Prospects, you know, other than the mainstream stuff out there and it's helping a lot of people. So was there any kind of questions or anything specifically you're having trouble with? Well, you know, to be quite honest with that, I'm still to that point where I'm still needing to push through, you know what I mean? So like, for instance, when I get a customer on the line, you know, and I get him and I introduce myself and tell him, hey, this is Diego. I asked him, how are you doing today? You know, I kinda just wait for that response. And I said, well, the reason for my call is just because I know that there was a house and we just sold about, you know, just a couple blocks, you know, and I'm trying to find out, you know, if there's anything else that I can do for you, you know? So, but I guess, like I said, it's one of those things where it's a compound effect where you do little bitty things like this and obviously they start to get bigger and bigger as we're going in. But I guess what do you think or what could I do to get kind of past that point where basically I can start developing that relationship with the potential clients or just something like, you know, to the point where they can get to kind of trust me to kind of get that information out of them. You mean like for them to give you their email address? Right, exactly. Well, I mean, like first off, I don't know how many calls you've made, but it doesn't sound like very many, right? No, no, not really. So like that's the first step, right? It's just to make enough calls and to get better and better and better at making them. But at the end of the day, what you wanna focus on is not necessarily what you're saying, but how you're saying it in terms of your tone, speed of your voice, and like you'll start to develop the skill of making them feel comfortable with you with all within a matter of seconds. And it's just something that you develop over time, you know what I mean? It's kind of like a it factor, you know? Right. And you just have to start developing it, like, you know, and you will. The more you call and the more you realize that you get into these different situations with people on the phone and you start to realize, well, hey, there's only a number of different outcomes here, you know? They're either busy, mad, glad, sad, they hang up on me, they cuss me out. Like there's literally like only like 10 possible, you know, scenarios or less, you know? And like after you've encountered all those different scenarios so many times, you'll get to where as soon as they answer the phone, you'll know exactly about the tone of their voice and kind of how they're talking. You'll know exactly which scenario that they're in and you know exactly how to handle it to make them feel comfortable, you know what I mean? So it's just literally just putting more time in and being patient and continuing to put that work in. Yeah, yeah, exactly. You know, like I said, I used to do it when I was a younger agent, but I was pretty much taught the reverse of what you were teaching us now. Yeah. I was taught just to get them on the phone to hang up and keep on dialing and keep on dialing and trying to get, but you know that doesn't work. No, it doesn't work. It doesn't work at all, bro. It doesn't work at all. It doesn't work at all. Yeah, exactly. Cool. So I just got to keep dialing and just kind of keep getting repetition, getting more comfortable on the phone because I'm all about, you know, getting referrals and things like that. I mean, that's pretty much 90% of my business. Yeah. I stopped buying leads from Zillow. Like I just, it was just draining me, grinding at the end of the year. You know, of course you got nothing to show for it and then, I mean, internet leads are fine if you have the system to buy, to work them. But, you know, with being a single agent and everything, that, I mean, obviously, that's like throwing money away. Yeah. Well, cool, man. I'm gonna get on another call here. You know, reach out if there's anything you can do for you, bro. I'm here. I sure will, man. Thank you so much. You're welcome, brother. See you, man. Okay, cool. I'm going right into another call. Also, real quick, guys, if this is your first time, click Subscribe, hit the bell so you can get notified every time I do a video or a live training. Also, all the links are below with the free coaching where there's the course, the 90-day action plan, all the stuff there. There's also links for the Redx and to do the weekly email, to create a website, my books, if you wanna book me to speak. All those links are below this video. So if you need anything there and I answer every message on Instagram, that's the best way to get me. If you're messaging me, it's at Ricky Carruth. I have a couple of accounts. The one at Ricky Carruth is the one I answer more frequently as in every day. Okay. And look, all I want from you guys from this is for you to succeed. That's all I'm asking is for you to take something that I'm doing in my business and take it and run with it and go succeed. Literally all that I want. Chris. Hey, Chris. All right. On to the next. Kinda making calls, isn't it? Andrew. Ricky. Yo. Hey, man, how are you? Good, how about you, brother? Doing great. Good. I'm continue to be inspired by you every day. You know, I just became a full-time agent maybe two or three months ago and closed a couple of deals already, but it's hard starting over every day. And man, you are just an inspiration and your energy is awesome. I think I saw you shadow bashing a little bit on the video watch this morning. Yeah. It's phenomenal. And I don't know, you're messaging. I get the message. Keep it simple. Just connect and help. Yeah, that's it. That's amazing. And go mainstream. Like talk to more people than anybody. You know what I'm saying? Like outwork every agent, you know? Yeah. Yeah. Now that's like the missing ingredient. Like it's hard to visualize just help people and then once you visualize that then a lot of people don't take the next step which is talk to more people than anybody and outwork everybody, you know what I'm saying? Yeah. I did it the other way around. Like I was outworking everybody before I figured all this out. And then when I figured it out, I was like, oh man, if I continue outworking everybody and add this philosophy of, you know, business is unlimited, closings happen every day, all that stuff, I'm gonna be unstoppable, you know? Yeah. Well, I mean it's, you know, all my angels, right? All the people in my life that have been, all the signs that have been pointing to everything you're saying have been telling me to do that, whether it's a person or, you know, a situation. And I've ignored them for so long. I mean, I'm 46, I was trained in sales since I was 13 and I've been applying those principles forever. And closing hard is hard to do. And, you know, cause I, you know, and you just, you simplify, man. So that's what I tell people. I spread the word about, you know, about you. I have a lot of questions. I can't remember any of them. Let's try to, just for the sake of me trying to get to a lot of calls, let's try to do one good question. If you can think of one. How do you do it? How do I do what? Mail. I mean, you have a lot of people that are running a contact database, keep the message simple, I'm sure, but how do you mail out each month? Direct mail? Yeah, just pick like 500 people. Yeah, yeah, yeah. I mean, you know, when you're, when you're starting out, you want to get that farm going, you want to send something every month. Don't make, don't overthink it. Just go on a VISTA print and just get a template going. Try to make it look, try to brand the way it looks every month. So they got the same look to it. There's a couple of different websites that'll let you, you know, go through a couple of real estate templates. And you know, like, like, you know, is there anything in the world I could do for you? Put that on one. And then the next one is just like a picture of their neighborhood. And then you list one. So the next ones are just listed and then they're just sold. And you know what I mean? Doesn't have to be anything fancy, you know? And do one with general market stats on there one month. You know, like just general for the whole area, not just that neighborhood. And then come back to specific stuff for the neighborhood, you know, just kind of mix it up. Cool. Thanks, man. I don't want to take the whole time. That's, that's, you know, I'm in the right path. I really appreciate it. Yeah, man. Just hit me up if I can help you. Later, brother. All right. Okay. I'm literally going to be flying through them today, guys. I want to call, I want to try to call every single number on this live feed. I'm going to do my best to make it happen. Hello. What's up? What's up, guys? Looking for phone numbers here. John White. John Ricky. Hey, Ricky. How are you? Hey, doing good. What's up, buddy? How are you? I'm really good. Just had a really quick question on RedX. Like, I did my first circle prospecting yesterday, did 60 calls, captured two emails, awesome, really awesome time. Nice. Two future buyers. So you had a bunch of them that were either not great numbers or incorrect numbers or old numbers. Do you just take those numbers and delete them out of your RedX? Like the bad numbers or whatever? Yeah. Well, I think you can just put I believe a few disposition them was not interested. It automatically puts them in a, I think it actually kind of takes them out of there for you. I think there's something you can disposition. There's even maybe a do not call. You can disposition them some way, but yeah, I can also just delete them. Okay. Yeah. Okay. For sure. All right, cool. So I'm just still getting used to it. So if that's a new question, I apologize. No, not at all, man. Not at all, dude. No question is too, too small for sure. And two, RedX has pretty good customer service if you want to call them about different things, they have a lot of things, but two, just develop in your own system as well. If, as you're going through those, if it's easy just to delete them out, delete them out, whatever works for you, you know what I mean? Okay. Okay, sounds good. All right, that was real my question. How many people did you talk to out of 60? I talked to 70, well, let's see, I had 17 connections about, I'd say about five or six of them had agents, few of them were ugly, and that's okay, I don't care. You got two, you probably took you an hour though, right? For 60, it took me about an hour and a half. Okay, and you got two future clients that's going to do business with you. And if only one of them do business with you, they're probably going to do multiple deals. You know, you just sold a lot of real estate right then, an hour and a half of prospecting, you know what I mean? Yep, yep. You just gotta think about the big picture, bro. Like the more of this you do, the bigger your database is, the more properties you'll be selling, the more people know who you are, the bigger the brand you have, and the bigger your business is. It's easy. Cool, man. Anything else I can help you with? No, man, I just appreciate all you're doing. For sure. Great so far, and I'm looking forward to the journey, man. Keep me informed. All right, later. Okay, guys, I'm taking calls today. Just put your number in the comments and I'm gonna call you. I'm just gonna be going through them here. I wanna try to get to everybody that puts the number in so I can help you with your specific problems today. Yeah? Natasha, Ricky Karuth. Hi, Ricky. Hey, how you doing? Good. Good, good. I did some circle prospecting. I did GeoLead using RedX, and it's my first time doing cold calls. I was very nervous. I did it for a little over an hour. I got a lot of phone speakers, so that was brutal. So I just did another GeoLead or GeoSearch, but I had some people ask me, like, how did you get my number? And I think I wasn't sure how to respond to that. Okay. If you just, like you can literally search just like Ricky Karuth, how'd you get my number on YouTube? I have a video on it. That's one thing. The next thing is this, but see, here's the thing. Nobody ever asked me that. You know why? Because it's because you were nervous, you said, right? Yeah. Okay, so they can feel that energy. They feel like they're nervous. You're nervous, so they're nervous. Okay, and so then they start backing up. They're like, what, where'd you get my number? But if you're confident, then, and you're comfortable with them, and you're comfortable in that situation, now they've become comfortable with you. And now they're not worried about where you got the number because they're enjoying the conversation, and now we're getting along, and now we're gonna start to connect. Do you see what I'm saying? Yeah, so I just need to make more calls and get more comfortable with it then. Bingo, because this is normal. This is completely normal part of the process as beginning your cold call journey, right? The first time you make them, you're really nervous, and you have a lot of bad results, and a lot of people get mad at you, and a lot of people say, where'd you get my number? And they're like, a lot of agents quit at that point because they say, oh, this doesn't work, you know? But the fact is, is like, that happens to every single person, and the winners in real estate, they continue fighting through that to get to the other side where it starts to become comfortable, and then they start to create a comfortableness between themselves and the prospects, and then they start to create these relationships. It's just, it's literally a normal part of the process that you're going through, and the name of the game is to keep going. I was nervous. I was not super nervous. You know what I'm saying? I didn't like it at all. Yeah, and it's weird because I actually feel more comfortable door knocking than I do on the phone. Okay. Because you've knocked a bunch of doors? I have. Okay, see, this is the difference. How nervous were you the very first door that you knocked? Oh my gosh, I was terrified. Okay, you're proving my point here. It's like, you were terrified in the beginning of the door knocking, but now you're really good at it because you did it a bunch. It's the same thing with the cold calls. You're really nervous now, but if you keep going, you're going to become very comfortable with it, and you're going to just knock down deals. You're just going to find so many people to help, and you're going to know exactly how to handle every little situation on the phone to help people. See, you have to almost develop the skill of learning how to talk to people in order to let them help, let you help them. See what I'm saying? Like, they need your help. They need your help, but they are scared that you're just another agent trying to do a deal, you know? But if you can really connect with them and let them know that you're not here to do a deal, but you're more here to really truly help them with whatever they're trying to accomplish, whether it's to find out what their property's worth, or to show them some properties, or just send them a link with some properties, or come look at their house, or help them find a contractor, or whatever they need help with, you know, you're just there to help them do that, not necessarily list the property, or write a contract, or make them sign a buyer agency, or get them pre-approved, you know what I'm saying? If those are the things that they need, like if they need to be pre-approved because they're trying to buy a house tomorrow and they need that, then they need that, you know? So you just need more experience. Okay, so I just make more calls, make more calls, make more calls. Yes, yes, and you will grow to, and you will literally grow to love it. Like you would- Okay, yeah, right now it's just terrifying, and I dread it every day. I talk myself out of it, and then I'm like, okay, I gotta get on the phone. I gotta do this. Well, okay, here's my question to you. What are you so scared of? Over the phone, my biggest thing was, I really like door knocking because I can actually have that face-to-face interaction with them, whereas when I'm on the phone with somebody, I can't see what's going, you know, that their kid was just screaming in the background, like, you know, just before they answered the phone. Yeah, but you can hear it. You can hear it. You can hear it in their voice. And I don't know if they're annoyed, you know? You can hear that. You can hear them. You can hear that. Okay, well, then I guess I gotta just do more calls and get used to that. Yeah. For me, I don't hear that. I can't see their face. Because you're not, see, here's the deal. Since you're new, and this is again, normal part of the process, but you're not trying to listen. You're more focused on your scripts and what you're gonna say, and you're not listening to them. You can hear in their voice if they're annoyed. You can hear in their voice if something, if their kid was just screaming. You might not know the kid was just screaming, but you know something was just going on. Like, you can hear those little triggers in their voice, the speed of their voice, what's going on? Are they annoyed? Are they happy? Are they just, are they retired? So they're just chilling? You can read, and this is a big part of my program and what I want you and everybody listening to get is that a big part of what I'm teaching is learning how to read people on the phone and really listening to them. And this is how you help people, it's by listening. Like, you can't really help them unless you understand what's going on with them. You know what I'm saying? Yeah. And so start, and so start listening more. Okay. Because like, because... Yeah, and that's another thing too. I need to start listening more, because I'll just, I wanna keep talking. Yeah. Yeah, oh, exactly. Definitely, you want them to be talking. Listen, you want to be talking 20% of the time, okay? And then 80% of the time that you're talking, you want to be asking questions. You only want to talk 20%, let them talk 80%, and then out of the time you talk, you want 80% of that to be questions, to get them to talk. Because when they're talking, they're gonna, they're starting to feel comfortable. If you can get them talking, then you know you're getting somewhere. So just relax. You're doing something right now. No, pretend like it's a doorknock. Pretend like you're knocking on a door when you're calling. Okay. Another thing. Another thing, pretend like it's your mom or dad or brother or cousin. Like next time you're talking to your mom or dad or brother or cousin, I want you to take a mental snapshot of that moment mentally, and how comfortable you are, how comfortable they are, how the tone of your voice, everything going on. And I want you to take a mental snapshot, and I want that to be what you try to emulate in your prospecting calls. That feeling that you're getting whenever you're, they're feeling comfortable, you're feeling comfortable, that's the exact way your prospecting calls need to be. That's the exact way your voice needs to be. And everything needs to be in sync with that. And then, you know, if they come at you weird, but you just maintain that friendly family, you know, I call it FE, friend and family effect. When you're making them feel like, whether you gotta make them feel like they're your friend or family. And what do friends and family do when they're talking? They're listening to each other. Got it? Will you email me afterwards and let me know? Yeah, I will. Okay. All right, great. Thank you so much, Ricky. You're welcome. Okay, I'm gonna try to get right back on a call. Let's see. All right, I need a phone number. Who wants to talk to me? Let's see, let's see, let's see. Okay, put your phone numbers in, guys, and I will call you. Let's see, I wanna answer some questions in the comments. Robert, Robert, put your phone number in. Let's see, let's see. Monty, what's happening? Brandon, big fan changed my whole philosophy. Man, that's incredible. Thank you. Let's see, I'm looking for, let's see. Advice on, advice for showing and listing in rainy weather? I'm not sure at the adore. Wear a rain jacket. I don't let the weather bother me at all. I've shown property in crazy storms and everything else, so let's see. How do I handle people saying they want to die in their home? They're forever home. We have a lot of people in Florida not wanting to move because they've been in their home for 20 years. What can you do with those people? They literally bought that house at 75 with the intentions that they are going to stay there until they pass away. You can't do anything with those. You know, you can try to get in touch with the heirs and so that you can handle the sale after they pass away and all that, but that's an awkward situation, conversation, wouldn't you say? No, you just be nice to them and okay, I'll tell you this. There was a gentleman, Andy, that came to my office yesterday and made live calls in my office. He busted in my office. I recorded the whole thing. I'm gonna post it here tomorrow. Really good video and he had some people that said that and I loved his response. He said, yeah, I understand that. I hear that all the time, but things change. You never know, so if you were to do something, I'd love the opportunity to stay in touch with your email, da, da, da. It was brilliant. He did really well. Let's see. Okay, how would I respond to a question? How did you get my number? I would simply say I found it online, but like I was saying, a house around the corner sold from you and I was just calling to see if there's anything in the world I could do for you. Or whatever the case may be, whatever the reason is that you're calling. Let's see here. How do I utilize other systems to manage my contacts, my database instead of outside of constant contact? And I do use RedX a little bit for that with my phone calling and stuff, but other than that, I don't. How do I reply when they say they're not selling or buying? I say, great, is there an agent in the area that you would work with if you were to buy or sell something? Okay, I got a phone number, a couple phone numbers. Here we go. Listen wireless, your call cannot be completed as dialed. Christian, hey Christian. Yes sir. This is Ricky Caruth. I just had a couple questions, like so right now I'm a freshman in college and I've just really been fascinated with real estate recently and really have been interested in it and that's what my dad does. So I have some experience with it. Yeah. And I'm getting my license this summer and just some questions was like, do you think me being young would have any like speed bumps and people wanting to do business with me or using my help? Or using your help? Yeah, for using my help with their real estate needs. Oh, not at all bro, not at all. Not at all, whatsoever man. In today's world, I'm telling you, like 10, 20 years ago, 30 years ago, it kind of was a big deal, right? It was a different world, you know what I mean? Yeah, I got you. But now it's not bro. Now you can come in as long as you work hard, you're dependable, you're professional, you know, like you get the job done, you're not playing around, you know, long as you perform, yeah. You know, if you're not performing, you know, if you're not working, you know, the hours that you're supposed to work, if you're not producing, you know, not necessarily the number of sales, I don't mean production in that matter. I mean, as long as you are doing what you're supposed to do for your clients, the few that you might have, and you're doing what you need to do to build more clientele, you know, as long as you're following the program and doing what you're supposed to do, yeah, it doesn't matter how old you are. I mean, I started when I was 20. Yeah. I was 20 years old, and that was 17 years ago. Yeah. You know. Which is awesome. And I came in blazing, you know, and it did, it took me eight months to make my first sale, but that was a different time. There was no Facebook or Zillow or there was no auto dialers. I had to like look up numbers by hand. It was crazy, you know what I'm saying? Like I feel like that old guy that used to like talk about walking like 20 miles in the snow and stuff to go to school. You know what I mean? Talking about this stuff. But it's true. Yeah, I just didn't know if like people would refrain from using me just cause I'm young. Some will. Yeah. Right? But see, here's the thing, bro. It's just like every other agent out there, business is unlimited for every agent. There's an unlimited amount of clients for every single agent. And here's the facts. Your job is to talk to as many people as you can because 70% of people are either not gonna like you because you're young or they already have a real estate agent they wanna work with, right? Yes, sir. But that 20 to 30% of people that you talk to that love you forever and wanna do business with you forever, those are the people you're gonna build your business around. Yeah. Like some people will like go the other way. You know what I'm saying? But there will be a percentage of people that want to do business with you. Like I said, dude, if you're the real deal, like if you're really performing, if you're making your calls and you're doing your emails and you're showing properties and you're answering your phone every time somebody calls and you're doing what you're supposed to do when you're supposed to do it. Plenty of room for you, dude. Plenty of room. Yeah, I mean, and I'm not looking forward to getting into it, just to do like doing a half ass, you know? Like I really wanna work hard at it, you know? Check this out. I'm gonna make a video about this, but as a new agent, if somebody asks you like what makes you different or how many properties you sold, you tell them that you haven't sold any properties and that's what makes you different and that they want you to be their agent because since they're your only deal, you're gonna put eight hours a day into just their deal. And there's no other agent out there that's gonna be able to say that. Which is awesome, because that was another thing I was thinking about, like for instance, yesterday I was meeting with my advisor and we were talking and he said he was selling his house now, but I obviously don't have my license yet, but he said the people he was looking at were people who have sold 100 homes last year and stuff like that. Yeah, and that's cool. And so if he goes with that person that sold 100 homes, great. Tell him good luck with it and then keep moving and find people that wanna work with you, right? Yeah. But on the flip side, but on the flip side say look, that's cool, but where do you think your deal is gonna be on their priority list? True. Right? Say look, your deal is gonna be my number one priority. I can look at you with a straight face and tell you that you're gonna be my main number one priority for eight hours a day until your property's sold. If they will tell you the same thing, then I would go with them. But if you wanna work her, I'm your guy. Honestly, that's a good point to point out because I mean, I've never really thought of something like that. I've never thought of what the objection would be to someone saying that they wanna work with someone who's sold a lot of properties. There it is, bro. There it is. And let me tell you something else. I don't care, like there's people that think they're too old to sell, right? Appreciate you. I've been watching the hours of YouTube videos, reading books and whatnot, learning as much as I can. So that way, when I do get my license in June or July, I'm as prepared as I can possibly be, you know? Yeah. Hey, what I was saying is, is there's people out there that think they're too old to sell. You know that? Yeah, no, I did not. Yeah, dude, there's people that think they're too old to sell. There's people that think they aren't tech savvy enough. There's people that think that, you know, they're introverts. There's people like you that think you might be too young. Like everybody has an excuse, right? Yeah. And my point is, is that every single one of those excuses is actually an opportunity and there's an angle to be had that could really, like that you could really crush. You know what I'm saying? Yeah. So never think that anything going on with you or any kind of excuse is ever a handicap because it's actually gonna be your strength because literally I cannot tell somebody that their deal is gonna be my number one priority for eight hours a day, but you can. That's the advantage you have, you know what I'm saying? Yeah, I guess just using whatever I have is my advantage. Yeah, because it's all you have and like you need to own it too, like own that you're a new agent. Like be confident that you're a new agent. Say, yeah, I'm a new agent and that's why you want me. You know what I'm saying? Yeah, I know what you're saying, that's awesome. Yeah, that's what they want, man. They want confidence and that's it. They don't care about age, they want confidence. And if somebody blames it on age, it's because they didn't see the confidence in you. They're just blaming it on the age. Cutting out on me, bro. I work to be more and more confident. Right now I'm just working. Well, I'm sorry, I was just saying I'm gonna be working on my skills this summer. I'm trying to be the best I can be to where when I get my license, the best. Hey, are you in my program? Not because I don't have my license. Yeah, but you can go ahead and sign up for the program and start getting the emails and take a look at the 90 to Action Plan and go ahead and start preparing for the day you do get your license. Okay. Yeah, it's free, by the way. And also it'll keep me and you closer, like we'll be closer connected and just hit me up any time, bro. I'm here. Consider me your coach, man. All right? I appreciate that. Thank you so much. I got you. Thank you. Later, man. Bye. Okay. Moving on to another call. Put your phone number in, guys. If you want me to give you a call, I'm just spending time with you answering questions. Hello. Hello, this is Dennis. Anna, Ricky Caruth. How are you? Good, how about you? I'm looking for time to call me. Yeah, for sure, for sure. What can I do to help you? Well, here, guys, I'm talking today about Expired and Pistols. But I was looking for some tips on how... I've been doing this for 13 years. I just feel that I need a twist. And I'm trying to see a little bit more on how the network can come in from how do you start conversations, random conversations with people that you might... I moved recently to a new city when it's like starting again. So how do you start those first steps of starting conversations with random people about real estate besides your normal don't open houses and everything else? Well, I mean, like where... You mean like in public? I got a grocery store and stuff? Right, I mean, the city where I'm at is very friendly. So it's kind of where your store is. I'm not big on that, to be honest. I've never done that. I'm definitely not like a social butterfly at the grocery store because I've put so much work in at the office making calls and grinding it out. Like when I leave the office, I'm trying to like, you know, refresh, you know what I mean? And recharge, I'm thinking about things. I'm not still in prospecting mode when I leave because I did so much prospecting at the office and I crushed it, you know what I'm saying? So, but to answer your question, what I would do, if I literally wanted to do prospecting out in public, I would have a name tag, right? Yeah. Okay, boom. That's the first thing I would do. Second thing is, is if I really wanted to create those awkward situations where it seemed really creepy but try to make friends with people in public, I would just, you know, like say, hey, how are you doing? You know, and just kind of see where it goes. You know what I mean? It's kind of the same thing as a phone call, is you're going to kind of read them. You know, like you're going to read them and, you know, you can also, like, I've read a lot of books about this where you can literally, you know, like, hey, you know, I like your shirt, where'd you get it? You know, or, you know, like you say a statement and then a question, you know, like, like, like it, like they're at the grocery store and they got something in their buggy, say that looks good or, you know, or that looks really good, is it? You know, or, you know, like a statement and a question, you know, making a statement and then a question, like, hey, I like your shoes, where'd you get them? Like a statement and a question starts a conversation and then you can kind of go from there. You know what I mean? Yeah, if that's what you're trying to do, you know what I'm saying? That, not a big fan of that. I would rather sit in the office and call a couple hundred property owners and use my phone script and see how they're doing, see what I could do to help them, get their email for later and help people buy and sell properties. Like- How far would you go in your expires usually? Because in my city there are not so many expires every day and I know there's a lot of people doing the calls. I would go back like a year, would be good, like six months to a year, because a lot of times in an uptrending market, what was on the, what expired last year is probably a good price now. Not so true in today's market where it's flattened out, but at the end of the day, it doesn't matter about where the market is. Like it's all about, like, it's all about contacting people, right? So if you give yourself the excuse of, hey, I think year old expires or six month old expires are really good play, and that just, that fires you up and gives you an excuse to call people, then use that. And it's kind of like you're tricking yourself. You know, you're tricking yourself into calling them and saying, because really to be honest, it doesn't matter if they're brand new expired, six months old a year, if they're for sale by owners, circle prospecting, it, you know, old leads, past clients, it doesn't matter who you're calling per se, as long as you're contacting people and whoever talks to the most people is gonna win. And would you check for all those listings that are on the market or just go for the call and that's it? Let them tell you if it's on the market. On old expireds, I would probably just go with it. On old expireds, I probably wouldn't spend a lot of time searching market information because that's gonna take so much time away from your calls, so much time away from your calls. But if you're circle prospecting, you've got to go through the neighborhood and take those new, those active listings off. Yes. Yeah. Hey guys, you answered my question. Hey, are you in my program? Yes, I am. Okay, okay, cool. Yes, I'm watching the program and I'm just, I yeah, I'm subscribed to the channel as well. Okay, cause I've got phone scripts and videos of me making calls and all that stuff there. Yeah, I got it. Okay. Okay, cool. Very useful. Let me know what I could do to help you. You're welcome. Put your phone numbers in guys. Just having a good old fashioned ass rookie live. For those of you tuning in late, I'm gonna be in El Paso. I'm gonna be in Charleston. I'm going to be in, where else am I gonna be? I'm gonna be in Minneapolis, Minneapolis, June 13th, El Paso, June 21st. Charleston, July 16th, Naples, Florida, May 13th. And I will also be in Brazil in two weeks. Hey Ray. Hello. Hello. Yeah, Ray. Yeah. This is Ricky. I was calling you. You there? Hey man. What's up man? Okay, cool. Not much man. No, I actually had a question. I've been using your scripts and I get into a good flow, a good rhythm. And what's happened is after I made a couple of contacts and made appointments and whatnot, I tend to quit. Okay. I'm wondering, what do you have? I mean, what do you suggest for when I start gathering appointments and I start having a great deal of success with the contacts and I get in a real flow, you know, get like say three or four emails and then make a couple of appointments and I tend to like, you know, just call it a quits because I've had that success. And it's like, I get like, I don't know. I just get like, yeah, I get like satisfied too quickly. And I feel like I should be more hungry. Like, you know, I want to get more. Yeah. I mean, there's a lot. That's not a bad thing. Yeah, there's a lot going on there. I mean, number one, like what's your big why? Ray, why do you want to be successful? I model myself up to you actually, you know, I want to do what you do. Why? Why? Yes. What is your why? Because my why is I want to help people. This is generally me. I want to help people. But why? But why? Money doesn't drive me. Well, I just helping people satisfies me. Okay. Well, what good does it do if you stop making calls halfway through your session because you created a few appointments when the other half of your call session are full of people that need your help? Boom. You know what I'm saying? Yeah, man. I mean, I'm just, I'm asking you. That's a lot of fear. I mean, I'm leaving the rest of the people that need my help though. I'm going out to dry and it's getting me my why. Yeah, you're like your reason for what you're doing and your actions are not lining up. You're telling me that you want to help people but you're, you know, which is not results driven. Yeah. You know, like, because there's millions of people you can never help them all. But you're telling me when you get a little bit of positive results, you quit. See what I'm saying? Yeah. So what? I start punching the air like you do, man. And then get out of my chair and leave. Right, but what goes through your head when you get up from that chair and walk away? I got appointments to go to and all that. And all of a sudden I start scheduling them and putting them on my agenda. Okay, so do this for me, Ray. Can you do this for me? Yep. Can you make full call sessions? Every time you do a call session, can you make the full call session for me? Yeah. Just do the full call session. If you set up 10 appointments, that's great. Let's do it. Let's set up 12. Yeah, I saw a video of yours earlier today with one of those little hacks, I think, where you came up with a three by three. And that was pretty helpful, because that kind of set the tone for me, because I didn't really have a formula to that point. So now I know that I can just dial for three hours, three times a week. And now I know, okay, I'm gonna set my timer for three hours, three times a week, regardless of what results I get in just three hours. Yeah. There you go, dude. Three hours, three days a week. It wasn't until this morning that I saw that video and not this man. There it is, there's my hands. Yeah. Yeah, and then like three hours, three days a week, that's 12 hours a week, right? Yes, sir. Three, nine hours. No, nine hours a week. Nine hours a week, dude. I'm a 40 hour work week. You still got 31 hours to do all this other stuff. That's if you work 40 hours a week. I'm working 50, 60, 70 hours a week. So I got 50, 60 hours after I made my calls, I still got a full week. So you can make the largest impact with three by three, three hours a day, three days a week. Do it in the beginning of the week, Monday, Tuesday, Wednesday, so that if you miss one, you can make it up on one of the Thursday or Fridays. That way you make sure to get that three by three in. And then you're golden, man. If you do that every week for a couple of years, you'll be the number one agent in Naples. Oh, man, all right. From your mouth to God's ears. Straight up. All right, bro, thanks, man. Later, buddy. Okay, guys, put your phone numbers in. I'll be hanging out here for, until you guys decide you don't want, you don't have any more questions. Top tips for locating buyers, call property owners. Property owners are the best buyers. And they also sell, right? Let's see, the Sandman has joined us. Brandon Sandman, Ricky, my man, your advice is priced so that I can't tell you how much you've helped me grow making, keep making videos and I'll always keep watching. The Sandman, Sandman actually edits my videos. Renee, what's up, Renee? Uh-oh, hit a button. Okay, scrolling through some comment questions here, looking for phone numbers. If you guys have a question, just put your phone number in. When am I gonna do another live session around the country? Mine is calling the retirement community last time. I'll do one next week. Somebody hit me up. If anybody wants to do it, just hit me up and we'll set it up and I'll call people. In Chicago, New York, California, Miami, wherever you guys think that this stuff doesn't work at. How do I take active listings off when circle prospecting? Is there a way to do this on MLS? You have to go through your MLS and find them and take them out. So when you do the Geo Leads and Red X, just do a subdivision. Don't do a whole area. Just do a subdivision with 100 people or however big a subdivision is and that way it's easy to manage. When you look at your MLS, you can pull up that subdivision and you can take them out. But a bing, but a boom. Okay, Chris, let's do it in Philly then. Got a phone number here. What's up, Evan? How you doing, man? Good, how about you, bro? Man, just trying to stay dry. It's raining up there. Oh, for sure. Yeah, we're about to get a heck of a storm here in about two, three hours. You do a lot of good stuff, appreciate it. You focus on the Red X and the Geo Leads and that sort of thing. I tend to do pretty well. I have a couple of PPC campaigns coming through on Facebook. Just curious, when they call or they don't call, when they register at 11 o'clock at night and they register like three in the morning, things like that. It's question one, what do you call? And then question two is, how many times do you call them? And you think it's okay if I lead off with a text message like, hey, is this Ricky? And Rick Stokeback said, yeah, it's Ricky, who's this? You say, hey, and Evan, I got your name from Google on my website about whatever. What do you think about calling the overnight leads? And then how do you think about leading with a text message before you dial? And we're talking about specifically buyer clients. Well, I mean, answer your own question for a second. Sounds like you've tried it, right? Absolutely. Okay, how has it been? What's the success? 50-50, but I don't tend to, you know, hit them up that many times. I tend to hit them once or twice and kind of split on them. Yeah. Oh, I'm definitely about that. Put them in your, are you doing the weekly email? No, I haven't been able to do that yet. It's something that I've got a brain lock on. Yeah, you definitely need to do it, man. You're losing money as we speak. Right, well, they're all getting properties from me regularly. I'm using, I don't know if I can tell you, but I'm using Boomtown now and they do pretty good with the property drips, but they're not getting the content, that's for sure. Right, they're not like, everybody's on a property drip. They're probably on three or four agents' property drips. Yeah, that's true. From the same, from Boomtown. No, you're probably trying. No, it is right. What I'm saying, dude, is the weekly email is your original content. And if you're not doing it, then you're losing. You're gonna lose. Right, okay. Straight up. As far as what to do with the overnight leads, call them, like, when you get to the office and then you've set up your day, that should be the first thing you do is call those leads. Gotcha. Yeah, immediately. Okay, I saw you were looking online at, you know, three o'clock, a couple of hours ago, saw him late on the call, but what can I do for you, right? Yep, yep. And then as far as texting him first, I'm not about that either. No. No, and actually, I've had a guy, he tried that and he actually, like, he got reported and like his iPhone got locked out for like, he got locked out of something because he got reported from texting a bunch of people. So I text individually out of the CRM. Right. Seems to work all right, but would you export all your leads out of your CRM and put them in a constant contact or just email for the CRM? What CRM is it, Boomtown? Boomtown, Boomtown. I don't know how their system is. I don't know how it's all set up and everything, but if you can design an email that you can create custom content and do what you want, it's real user-friendly and you can create links and you can do all the stuff that you wanna do, then, yeah. Huh? No, it's a good, perfect. Yeah, if you can do it from there, do it from there. Now, I'm not telling you to use constant contacts. I'm saying I use constant contacts. I love constant contacts. It has an incredible open rate because they don't allow, like, they don't do like bomb bomb with embedded videos. Yep. And little things like that that they keep, they keep it simple for a reason because that's what creates the best open rates and it goes to people's inboxes the most. You know what I'm saying? Right. So just watch your open rate, you know? All right, man. Do you think, one more question. Do you think that constant contact, if I export my, you know, 2,500 emails, will they flag them as spam or do they like- No, it shouldn't flag 2,500. Like, if you have 5, 10,000, they're gonna say something, maybe do like 1,000 a day, like do, you know, do 500 a day for a week to get them all in there or something like that. You do want to be careful with that, you know what I'm saying? Yeah. For sure. Because they'll think you bought a list, right? Yeah, they'll think, yeah. You know, and then you'll have to go through this whole process and it's just not worth it, man. Just put them like 500 at a time in there for a week and then start firing away. I appreciate you calling me, man. Thank you. Reach out anytime, man. You got it. Thanks, bud. Let's see, yeah. What we got? What we got? Okay, Chris Lane wants to do calls in Philly. That's done. Email me, Chris, rickie at zero-to-diamond.com. And we will set that up. I'll see what day next week we can make it happen. Just please do me a favor and don't hook me up with a 55 and up community. Not that I have anything against it, but I would rather call a regular neighborhood. So it could be a true test to my scripts. Let's see. Stephen says my scripts work perfectly in his market, North Carolina. Yeah, Stephen. I'll call there one of these days. I'm gonna lock in with Chris here in Philly for next week. Tatiana! I don't know anything about line desk. Never used it. Have I ever refused a listing due to a seller wanting to overprice? No, I've never turned down a listing over the seller wanting a more price. I'll tell them what the realistic price is and then they'll say, let's not list it. But if they wanna go ahead and list it after I've told them the right price, boom. I will list it. What do I think a good call-to-lead-to-deal ratio is? That's tough, because it depends on your skill level and stuff, you know? I mean, there's so many factors and quality of phone numbers. It's really an impossible equation. Really is. There's people that make thousands of calls and don't get any deals. And there's people that do 50 calls and get two deals. So, I think the biggest thing is, and I really stand by this, I think all of you should be using redx to find the numbers. I'm still talking to agents all over the country and I'm telling you, the people that are not having great success with their pickup rates, they're not using, they're using other companies. Ever turn a seller down ever commission? I think what I do is I negotiate that commission and I may take a lower commission. I don't think I've ever turned a seller down ever commission. It might have not worked out because they didn't want to pay a commission. What is a common call-to-contact ratio? I would say, if you call 100 people, you should talk to, let's say, five to 15 people. The discount with webinar, there's no discount. When you go there to create your website, it's already a discount built in. Okay, Nick, I'm coming to you, bro. I don't see any more phone numbers, so this will be the last call unless somebody else pops a phone number in. Hey, darkbeam, Nick, what's happening? My son, he provides absolutely free. I've been a member for the past two months and you actually want to be very first agents. I started learning from when I started to real estate and so I'm a few weeks away from getting my license and I'm really excited, really excited to help people. And the question I had for you is about virtual tours. I know, especially in my area, I live over in Long Beach, California. Yeah. There's a lot of people who like to do virtual tours. I want to get your opinion on it, whether it would be beneficial for my listings, you know, where I should go with that. That is literally a per market kind of thing, you know what I'm saying? Yeah, yeah. Like some markets, you know, like the sellers expect it. Some markets, every single listing has it in their MLS and then other markets like my market, you know, like we're in Alabama, we're kind of behind the times on all that stuff. So like there are some that have it, but not all of them, you know? You know, I don't know. It literally depends on your market. I think that's more of a question for like the local agents. I think you should look in your MLS and see how all the other agents are doing it. If everybody else is doing it, then it's something you're gonna have to do as well. You know what I mean? Yeah, yeah. So I think that's the biggest thing is like, is everybody else doing it? Are the sellers expecting it? Are you gonna start losing listings if you aren't offering it? You know what I'm saying? It's like open houses are not a thing where I'm at. But other areas, it's like the seller, like that's part of the listing agreement is, you know, that we're gonna do open houses on, you know, this and this and this. And if I didn't do open houses in other areas, I would literally lose listings because they're gonna go with agents who are doing open houses. So if I were to move to one of those markets, I'm gonna be the open house king, you know? Same thing with the virtual tours, you know? If it's a thing, then I'm gonna be the virtual king there. The virtual wizard. Yeah, yeah, yeah, I'm gonna do it. So it just- I can see if that's something that would work out for me. And hit me up too and let me know, because I'm interested to know if that's a real thing over there. Yeah, absolutely. Because also I reached out to you earlier on Instagram, I would still love to do a cold calling session with you. Okay. And I'm a few weeks away from getting my license and I've pretty much made it a habit. When I wake up in the morning, what has Ricky posted on his YouTube? What has Ricky posted on Instagram? Because I've been trying to just acceptably study as much as possible because I really wanna do it. My goal is to call everyone, call as many people as possible, find the people who need my help, find out 20 to 30% of people who actually need my help. And so- That's it, dude. Your philosophy was one of the very first ones that I found, I've stuck with it. I'm excited for the future. So I can't thank you enough. Absolutely, dude. I can't wait to see you blow up. So on the live call thing, I would say go through that 90 day action plan. You got it. And then as soon as you get done with that 90 action plan. And by the way, guys, I'm gonna make an announcement. On Friday, we're gonna have levels of the zero to diamond program and getting through with the 90 day action plan and the course that's gonna rank you as what's called a gym. And then where there's gonna be rankings all the way up to diamond, which is a million dollars a year. But when you reach that, everybody who reaches gym gets a call from me and I have to make sure I feel like you really understand the zero to diamond philosophies before I promote you. But once you hit gym, then we'll do a call session. Free coaching program, go to zero to diamond.com. It's 100% free. Every resource you need is there. Everything from scripts to a 90 day action plan. It's all there at 100% free. Ricky is the real deal. And he will take care of you. I appreciate that, bro. Yeah, I appreciate you everything you do. You know, I'll let you go. I really appreciate you taking your time and I'll reach out to you. Especially when I get my license. I'd love to do a sort of prospecting session. I think that'd be awesome. Sounds good, brother. All right, you do take care and you keep doing what you're doing, all right? Thanks, Nick. All right, take care. All right, bye. Okay, I'm gonna call Chris. My Philly connection. Already tried to call you once, bro. Bitter. Well, I guess I had the wrong number in here. I don't know what happened there. You, this Ricky. What's up? I don't know. I might've had the wrong number. Let me backtrack. Let's see. I might've put in one number off. You know what I mean? I mean, but I was like, wait a minute. My phone didn't ring. I was sitting there prospecting, but I was like, wait a minute. My phone didn't ring. I was sitting there prospecting, but I was like, wait a minute. Let's see. Let's see. Two, one, five. Let's see. What are you? I was up towards the top. 61, 552, bro. Yeah. Let's see, two, six, oh. Yeah, somehow I mixed it up with another number. So yeah, I didn't, I didn't call you, bro. So, um, so we're gonna do some calls. You know, I develop here regularly, man. I can always pick up some stuff from you, man. I'm listening to you all the time. I wanna see what you can do up here, man. And I'm filling with this tough company I got here, man. I got plenty of leads. How you, how you been doing with it? Business 12 years. My story is much like yours, Ricky. I was doing that downturn and crashing the market and everything and stuck around. That's really what it took me to stay here. I wanted to stay here and keep pushing. And you know, you're not gonna go anywhere. You're gonna be successful. For me, as long as I make my call, I can get leads. I admit, I get sidetracked by all the stuff that you sell. You talk about all the time. So I try to make sure I stay on top of and get my calls. That's why, even while you were, you were on, right now, I'm dialed. You know, and I can listen and if I'm talking with the lines, it's muted. You know, but I gotta get my dials and that's the most important thing. What's distracting you? I mean, I do do a significant amount of deals. I do a lot of off-market stuff and we got a lot of hotels there and some of these new deals. I'm constantly getting pushed and pulled with developers. You know, a lot of different things that I'm doing. So realistically, I've been just trying to stay focused and making my call in the morning as much as possible. I noticed that when I get past that, it definitely gets screwed up. You know, you talk about it all the time and it's the truth. You know, I mean, I learned really, really early on. I mean, I was, I'm exited, I'm actually about to switch, but I know you were exited early on in your career and I learned very early on to prospect, making those calls and I mean, I've had as many 80s and 90s listings on my, you had my belt at one time. So I can't do it. It's a matter of me sticking to it and being diligent. That's my thing of accountability, you know? So when you make your calls in the morning and then you get through, you say it all kind of goes to hell. What are you talking about? Well, I don't know what I mean but I wonder how I'm finished. If I don't get to my calls in the morning, it will go to hell. I gotcha. I'm not gonna make my call. Yeah, oh yeah, yeah, yeah, yeah. I'm telling you, man, you need to get on my program where you get up at 4.30, you do a little work or you meditate or whatever you do and then you go to the gym and then you come home, you get ready, you're at the office before eight and then you study your business for a little while and prioritize and then by 8.30, you're kind of like preparing for the calls, getting all your info ready, getting your dialer all set up and by nine o'clock you're dialing in between and from nine to lunch, just Monday, Tuesday, Wednesday, from nine to lunch, you're dialing. And then like if something comes up and you have to show property on a Wednesday or a Monday or Tuesday, that morning, make it up on Thursday to where you put those three call sessions in a week. That's the key, dude. If you could do three call sessions a week, you're good. Okay. Well, let's see what we got. Let's see what we got. Let's see what I got. Let's see what I got. Let's see. I think I'm gonna do Instagram training next Thursday right here on YouTube. I'm gonna go through Instagram and talk about Instagram and do a full training on Instagram. So, I'm pretty open, man. Like Tuesday and Wednesday. Tuesday and Wednesday, I'm pretty open. Anytime. So you tell me and we'll go with that. You know what, let's do this. We're gonna do it on Tuesday because I know I have a meeting with my new coach. I'm gonna go to school. Okay. On Tuesday, I'm gonna do it early. Like I normally do my class. No, because people in California won't be up yet so they can't really watch. Let's do like, let's do, let's do four p.m. Central, are you in Central or Eastern? I'm in Eastern, so that would be five for me. Five for you? Let's do three. Yup. So four for you. Yeah, that's a good time to call. All right, be sure, email me immediately. So I got your contact and I got you down. Three o'clock next Tuesday, I'm gonna cold call Property Hunters and Philly. So I'm gonna get with you early so we can get all of our, we can test everything and make sure everything's working. Yup. So, but shoot me an email so I got your contact and I'll hit you up Tuesday. That was good, man. I'll get that out to you. Come on, dude. Later, bro. Yes, yes. I'm gonna call Property Hunters and Philly. Can't wait. Renee, I see your, I see your comment would love to do Circle Prospecting Session with me. I guess you're talking about you making calls in Dallas or me making calls in Dallas. Let me know which one and we'll get it set up. That's gonna be pushing it into May because I'm going to Brazil next week. It's my last week before Brazil. So it's definitely gonna be sometime mid to late May. But Renee, shoot me an email. Monty says, thank you so much, Ricky. Your coaching has been so helpful. My growth is an agent and I appreciate everything you do. Look forward to our next interaction. Absolutely, Monty. Let's see, what advice do I have for new agents who work full-time jobs and do real estate on the side? Take one of your days off and do a four-hour call session once a week. If you do that every single week, you're gonna soon be full-time and then you can make three by three, three hours, three times a week. Then you'll be crushing it. Okay, Renee wants to make calls and have me give her feedback. I love that. Shoot me an email and we'll set it up for mid-May, somewhere around in there. We'll start figuring out when we can do it. As a new agent, how would I get into commercial real estate? I would literally call commercial real estate owners and tell them who I am and ask them if there's anything in the world I could do for them and start trying to create those relationships. Shana, Shana says that I'm her favorite, number one choice as a coach. She started with Mike and Tom and went to Brian Casella and I guess she's saying now she's with me. How do you reply, it says reply. How do you reply if they say, I don't understand why you're calling after you say you're calling to see how I can help? Say, I don't know, like maybe selling a piece of property, buying or selling something or just anything I could do to help. Let's see. Ricky at zero to diamond.com, Chris. What's the best digital marketing strategy for real estate agents? To keep in mind that I believe social media for real estate agents is best to build your brand. Build your brand and then create the engagement and when you get inside the engagement with these prospects on social media, really go deep with it and see what you can do to help them. How do you get phone numbers of commercial real estate owners? That was a good question to be honest with you. I don't believe Red X does that. That's a good question and there analyze another reason why I love residential because it's so easy. It's right there, boom, you just do it. Okay guys, that looks like it's it for, oh and dark beam. I didn't see Chaston's last for sell by owner video that you keep asking me about. I'm gonna watch that as soon as they get off here. So I'll see what that's all about. I think I answered everybody's questions. I think I called every single person that put their phone number in. So thank you guys so much for your love and support. This year is the year of speeches for me. Two years ago, put the program together, wrote two books. Last year I learned how to grow on YouTube and Instagram and created the Facebook group. This year I'm traveling around the world, spreading my message of relationships over transactions and we'll see what happens next year. So I'm just enjoying the ride, enjoying the journey. I'm enjoying helping you guys and I get messages every day. If you are watching my Instagram stories, I'm posting just a few of the messages I'm getting from agents who are just finding so much success with valuing relationships over transactions and just the entire Xerradite philosophy. So I couldn't be more humbled and blessed to be here. I love you guys so much. I can't say it enough and we'll talk to you soon.