 Oh good morning Good morning. I got Instagram. Good morning to you. I got two YouTube channels Twitter linked in Facebook Facebook fan page Facebook Zero to Diamond group. Good morning. Good morning. I Hope you guys are doing super well Let me put I'm gonna put a link here in the YouTube Comments That way you guys can actually come on to the live stream with me and answer questions if that's something that you want to do So give me just a second and I'll add that link Right here And just a second to get that link for you And then we'll get rocking it rolling guys Grab this link paste boom Let's see if all that worked that worked there we go All right, if anybody wants to come live on here and Chat it up ask me a question and so on and so forth. Feel free to click that link there on YouTube And come live with me. I love to have a conversation with you about the market About what's going on in your business and just anything that I can do to help you honestly I'm also doing my 2023 business planning session next Friday. It's gonna be virtual. There's a link in the description for that There's a link on my Instagram Bio for that as well That's gonna be next Friday 5 p.m. Eastern Super excited about that because the thing is is that next year is gonna be It's gonna be amazing guys So I hope you're ready for that I'm putting a lot of work in and make that incredible for you But we've also got cyber Monday right now Redax is doing their 32% off from life anything that you buy up from them Today is 32% off for life. So there's a link everywhere for that Instagram bio You know on every single platform if you don't see it just message me. I'm happy to I'm happy to get it to you but trees You're muted there good morning Ricky. How are you? I'm great I'm in my robe, but that's okay, right? Oh Yeah, I'm really looking forward to getting things going I've been watching you for a long time Okay, cool. What market are you in? I'm Denver. Oh nice. Nice Um, what what how long you've been selling? Oh My let's see First I was in I was a lender and then I got into real estate in 2004. Oh But I'm new I'm new here and I need to get things going Yeah, I did so I Figured this is a good way to do it. Got you. What what can I do to help? I'm just gonna I want to look into the discounts today that you have with red X. I just I started I started with the Expires, okay Yeah, dive into all the other features, you know, like you need to have the dialer I mean it it cuts your time down into you know, you could do things 10 times faster because you're just auto dialing Yeah, I want to do the dialer. I was thinking I needed to learn some of the online training options before Now that's kind of don't do that. Just get it and learn as you go like you can start with single You can you know get the multi line, but then start just dialing one at a time and kind of get used to how it works That's kind of the best way to do it, you know Do single for a while and then jump up the double and then you'll want to start doing triple line Our connection is good except your I turn it up all the way and I can barely hear you Yeah, I don't know It's echoing on my end But that's okay Let me think like like there's so many good things, right? So like Geo leads Geo leads plus 7500 property owners of your choice with email addresses So many things you can do with that, right? You've got for rent by owners right now. I think you're really incredible So are they okay? Yeah, let's see must still echo in Maybe turn maybe turn it back down with the tab. Okay Just so it's not echoing. Is that better? Yeah, that's not going but it's lower but anyway Is there a package deal that's better for me to sign up on for like, you know to get all this plus the red X Discount and all that or depends on what all you want to get I mean they got so they have Geo leads expired for rent by owners for sell by owners pre foreclosures You know, they've got all that stuff and then they've got Social media stuff. So that now they have ad builder. So ad builder it will literally and inside the platform you can do ads on Instagram and Facebook and they're they're gonna add tiktok and snapchat and Pinterest It's literally 50 bucks a month and you can you can literally design all of your ads right there within the red X platform You know if you want to run social media ad that really makes things super simple But you can also with the ad builder you're gonna run ads directly to the people That are in your red X database So you see me getting 7500 property owners a month for a while or you have like 10 years worth of expires You can literally run ads directly to those those prospects You know on social media through ad builder Right, and then and then they have brand builder where they'll actually They'll edit your videos for you and stuff. So like they yeah, I know there's lots of options I just yeah, because I kind of want to start with one thing like maybe expired and in the Fizbos and the geo leads so if I were to just do those three and you know get going on it I think that would be probably enough for starters. Yeah plenty for starters and Is the power dialer something different from the? Yeah, the power dialer is kind of like a single line dialer and It's a little slower because you actually have to you know go through each prospect and click click But the multi-line dialer, you know, that's that's where you can dial, you know more than one at a time But yeah multi-line dialer you can dial one at a time, you know dialing single line on multi line It's faster than the power dialer Okay, yeah, I started already with it with the single dial, you know just to kind of get used to it because I've never done this Yeah And then I thought I'd you know add, you know the multi-line later So that's good. That's good So should I go through you to to get these extra things or should I call? Yeah, you can click on the link in the description or you can just call them and tell them my name Yeah, okay. I've already talked. I've already talked to him and then I found out about this cyber deal So I thought okay better better get in on that. Yeah. Yeah, just go through my lean Or a column or whatever, but yeah, even if you're an existing customer if you add you know Products products that you don't have it applies. Sure. Yeah, cool. Good to see you and let me know what I could do to help Thank you so much. Yes I was wondering how to get ahold of you because I don't really do Instagram although I guess I need to start But if I want to message you how do how do I what's the easiest way to do that? You can email me Just email it. Okay. Yeah Ricky at zero to diamond calm. Okay. Well, I'm sure you're gonna have lots of questions I'll get off the line here for you. Yeah. No good to see you. Thank you. John. Hey, can you hear me? Yeah, yeah, how you doing, bro? Yeah, how are you? How are you? Good seeing you? What's up, so it was good seeing you at exp con in October Yeah, had a blast. Yeah. Good times. What's new, bro? Not much ramping up for next year. And so my question for you was kind of water. What is your? Go-to-market strategy with, you know, everything kind of shifting and I'm in the rally market, which is pretty, you know Good market over here Go-to-market strategy, what what do you mean? Like as far as are you changing any marketing strategies? No, dude, listen, it's all the same stuff. But listen, you need to be you need you need to be reading and paying attention Watching your MLS see looking at your monthly month-over-month inventory levels prices Pending stuff like that paying attention to it but working like nothing's happening the game plan never changes, bro It's go out there, you know build the largest brand in your market Make sure everyone knows who you are a weekly email on every single week You know every single day the same day the week forever To your entire database, you know social media it like it never changes, you know what I mean And honestly like with with the market right this second I tell you what's happening, bro. Like with 2008 and that movie the big short coming out Like everybody wants to be the next calm ass So like nobody saw 2008 coming except for him basically and like now he's deemed as a genius And so now everybody wants to be a genius So they're they're basically doing videos and blogs and everything else saying market crash market crash market crash You know like even though like with just the slightest signs of like this shift, you know Oh worse than 2008 and stuff like that. They're just trying to put Content out there so they can go back later if it crashes they can say oh, I predicted that I'm a genius You know what I mean like but when you look at the data like The worst is like all like I feel like prices are at their lowest right now honestly I think it's going to level out right here as interest rates have peaked And um, you know, we're kind of in the slow time of year anyway I'm saying and um, I think next year is going to be a nice little reset And but dude we this year average year transactions, right historically 25 billion more dollars worth of commissions for agents Next year is going to be absolutely amazing because We're basically at the bottom of prices and we're going to have maybe around the same amount of transactions. I think you know what I mean so Dude and also the banks they learned such a good lesson in 2008 like there's one reason why This crash isn't going to be like so bad and everything is because there's so many people are anticipating the crash Right and so they're they're preparing for the worst hoping for the best There's so much cash on the sideline right now right in 2008. Nobody had cash Yeah Now there's so much cash because people are so scared of what happened in 2008. They're over preparing for like a really bad crash And um all that cash on the sideline if Like prices and stock market really did go down quite a bit There's so much cash sitting and they're waiting to buy those those properties and those companies That it just there's so much cushion, right? And like I read an article yesterday America owes 42 of the total equity in the country. It's like a 12 year low As far as how much we owe compared to how much equity we have It's insane like how fundamentally sound and Concrete the market is right this second and like the future prospects of 2023 456 are incredible So I mean get back to your question man like the gameplay on doesn't change Now, what do you see with the do you working with investors? Do you see them buying one now since you know Prices are dropping or it's you know kind of even itself out. Heck. Yeah, dude investors are like They're making they're making low ball offers on stuff trying to see what sellers are actually motivated to let go of stuff Yeah, right now. It's a good time, especially if you're a longtime holder A long-term holder, but like for the people that flip for the people that flip Like we did go through this little moment where we didn't really know 100 what something was worth Right, like prices were dropping so fast You couldn't go by the conflict cause last week because that went under contract 45 days ago when the market was different Like you don't know what stuff's worth, but we're getting to where the prices are starting to settle out It's still there. There's still a little uncertainty on exactly where prices stand right this second and if they're going to go down another 1% or something like that, but um You know for the flippers, it's just like really buy things as cheap as you can like I've got five flips happening right now I just bought a commercial building to I bought five flips. I got a commercial building I just bought and rented out and I just put a piece of property under contract to build 92 units um, you know, so now is uh, I think now is like the best time you'll see Over the next 10 years What do you so you said you know, you started development. I have same. I have three developments underway ones like 178 units What do you how do you feel about new construction versus the resale market? uh, you know coming up it's going to be incredible because the um The builders have backed off like more than 20% like the number is 20 but the number is higher than that Like they've backed off more than 20 they're fixing a back off even more Because they're even more of a lag business than we are as real estate agents as like they're more of a lag than the normal market because you know, it takes some six months to build so Like they're real ugliness in terms of like earnings hasn't even hit yet and uh You know, they're going to pull back. I just think your question inventory Right. No inventory. I think building new construction Is um plus construction costs have come down now. Um, you know, things are really settling out and really favoring like honestly Like the smaller builders it's kind of like this like The big mortgage companies that went out and hired so many people to handle all the refines during the refi boom And now they're all crashing and burning because they over staffed and now they're just like Their expenses are so high that they literally have crashed and burned Same thing with these big builders. They ramped up building so much to take care of that To take care of that, you know, that that that surge And now things will pull back so much. They're just like sucking wind Like right now it's incredible for like the small guys to come in that didn't over leverage. They didn't over hire You know what I mean? Like guys like me and you who are out here just developing one property um You know, it's the construction costs are down prices are leveling out inventory is nothing Are you seeing so admire what I see is you know, I try and Have clients go to new construction because what I'm seeing is by the time they're done They're still getting that instant equity, you know, even like, you know, like in 2020 21 they're getting in this area close to 60 70 000 equity not as high now But still, you know, after the six seven months of build time, you're gonna still see that appreciation You know in your in your new construction. Are you seeing everything man? Everything needs to be kind of looked at on a long-term basis, you know Like anything you build right now You're gonna have equity, right? Is it gonna be 60 000 or 20 000? You know, whatever unless you're gonna sell that property. It doesn't matter You know, I bought my house for 1.2. It's worth it was it was worth like 1.6 or 7 At the peak of all this stuff, but I didn't care how much it was worth because I don't plan on selling it You know what I mean? Yeah, so Unless you're a builder like a spec builder you're building homes to sell them Well, hell at that point you're making money as the general contractor. You know what I mean? Yeah, I'm making money. Yeah, the equity on top of that is is for either you if you're the builder Or that's just a bonus if you get equity on top of what you were going to charge as the contractor anyway I mean, I don't know man. Um It's a pretty like I want somebody to come on here and tell me something negative that makes sense like What do you see with uh, like I buy or like open door how you are treating those guys. I see like because again in my area They're they're taking a meeting right you can get a deal for maybe 50 grand. Honestly, honestly, I don't see how they're gonna make it You know, like they they they couldn't make money when things were like incredible like abnormally incredible And you know now, of course that third quarter billion dollar hit they took Um, you know it kind of like you kind of wonder with all that stuff Like could they be profitable like if they just snap the finger? Are they just reporting a loss because they don't want to pay taxes Is there actually money there somehow and they're just paying some I don't know all that stuff, but um You know, I know that now they're actually selling houses for actual loss in terms of Contract price of bought contract price of sold. Oh, yeah You know, like they were selling things for more than what they were selling but still taking a loss because of the expenses took that took and remodeling and and um carrying Yeah carrying costs and then closing costs They were losing money Even when they were selling for more than they bought but now they're actually selling for less than they bought You know, but I again when we were talking about flippers earlier like if We don't know what prices are like as soon as prices level out and we're like, okay This is prices now We know exactly what we got to buy something for because we know exactly what we can sell something for right now It's still a little unclear on what things are actually work So that being said, how do you because I was actually thinking about this last week How are you adjusting for like when you do a comp right so that you're like, you know Comparing like say like six months. You got to go as low as you can go because because Like like I said, if you look at a comp from like last month, well that went under contract 60 to 90 days ago Yeah, no rates were like five and a half percent You can't go by on that comp that comp even if it closed last week. That's old news now Yeah, who's got the new formula And so and so and so what you have to do is you have to you have to compile like a You have to compile like a um like a presentation basically way you're going to present this to the seller That that looks like okay. Here's what the comps are Okay, this closed in the last two weeks. This is what they were closing for two weeks before that and so the trend is this Right and then here's stuff that's on the market That's priced what you want it to be priced at that's been sitting there for 62 days I talked to the agent. Well, they've had three showings and no offers Right and so if you look at the trend of this and you take the data from the active listings and the pending listings It paints a picture, you know of where that new price is um Even though there's not a comp that shows that number. You know what I mean? Yep So and you still got sellers that are dreaming right now Oh, yeah, for sure. You know and it but it was a lot worse though, right? Like sellers are dreaming a lot worse like months ago now sellers are You know, there's a lot more realistic sellers There's a lot of sellers who would have put their mark their property in the market at a really high price That aren't even putting their house on the marketing more because they know It's not going to sell and they don't have to sell that's the other part of this A lot of these sellers don't have to sell Agents are like, well, what do I do? I reduce the price of doing open houses. I'm doing all this stuff And the seller won't come down anymore It's like we'll go get other listings because that one's probably not going to sell because the seller doesn't have to sell I don't even have to know the situation to know that if the seller says i'm not coming down anymore And you know, he knows that we're not getting offers and hardly any activity But he says he's not coming down anymore. That means he doesn't want to sell like he doesn't need to sell So we got to start like Categorizing, you know a little bit You know this person, you know has to sell. Here's the maybes. Here's the I will ifs All right final question. Yeah, yeah question. So red redx. What uh, what do you what are like absolute must-haves in the You know your subscription honestly, dude The multiline geoledes plus expires Go back 10 years worth of expires get every month get 7500 geoledes plus Even if you don't call them stack them up in your database on redx for the exact subdivisions and property owners that you want And then get ad builder For 50 bucks, dude ad builder you can run ads social media ads directly off the redx platform And you can run ads directly to those like if you've if you've had redx for three or four or five months You got like 40 000 sellers. You're running ads directly to those owners You know what I mean? Yeah, and say like like the the tier for like facebook ads is like The reason why people get crappy leads from facebook and quit is because they run surface ads So the general public with called action on the first ad Right and that's not how you do it. You run ads with no call to action Then you create an audience based on the engagement of that ad and then you run call to action ads Right, you're you're filtering through that you're getting through to the people that are actually engaging and then running call to action ads Well with this You're already running ads only to those property owners every dollar Property owner so you can run call to action ads day one Yeah, because it's already filtered. Yeah, so no fizzbows. I you prefer expired. I'm not big on fizzbows I just never have been I mean like That's just me like I know a lot of people crush it with fizzbows like don't crush it with fizzbows. That's awesome I like expires man. That's my favorite because like I'm like, hey, I saw your house was on the market What happened with that? They tell me a story. I get the like they open up to me And I get to hear everything happening It gets to know them and see what I could do to help them with anything buying selling most of my expires were buyers They bought stuff You know So they sold but they still haven't bought yet What's up they had sold and had not hit bought like you said most of your expires were buyers No, no, no a lot of them expired. They didn't sell that property. They didn't really care to sell it Right, but as we start talking I find they start telling me Hey, I really want to kind of buy this kind of property or that kind of property or whatever And I end up selling them something The thing is bro is I take every one of these situations g lead Expires for sell by owner for rent by owner free for closures. I use that property. I'm not trying to like list the expire I'm trying to use that property as an excuse to get into a conversation to get to know them I don't care nothing about listing the property. I just want to see if I can like make a connection You know Gotcha. Well, thanks for your time. Well, you get to the next person. Appreciate it. Good chatting with you, bro All right guys, if you want to come on the live stream, I got some guys here on the uh In the uh backstage if you want to come on I I tagged a comment on youtube That has the link where you can come on to the live stream. We can chat it up for a second Also red x is doing their cyber monday deals check that out and the 2023 business planning session december 5th Um next friday not this friday, but next friday It's gonna be absolutely amazing amir Hey, can you hear me? Yeah Okay, great. Yeah, I just wanted to give you a quick. Thanks because um back when I was in greensboro actually was watching your videos as brand new and uh, I got about Maybe three or four listings just in cold calling in about a month. So Thank you for that. Um, just moved to west palm beach here And um, I just wanted to know like if you were a new guy just starting off in a brand new area Just moved here yesterday Just been listening. What what walked me through. What would you do? You know, just I I know how to do red x and you know, just just wanted to get some guidance That's the words of the curtain. Yeah, for sure, man. Are you doing it full time or is this part? Yeah, yeah full time. Yes, sir So like every day, of course, I would map out my day, right? Okay, and like I'm going for like straight domination. I'm not coming to to partake I'm coming to take over right and so the next thing is I'm going to figure out who the top producers are in the market Like who who's the top like 50 agents in the market, right? I want to know that and I'm going to call all those agents I'm going to go see those agents. I'm going to show up at those agents house. I'm going to pop up at their lunch I'm going to say hey, how you doing? I'm a mirror, right? I'm the one that's been calling a text in you You got a second? So I'm going to try to have coffee. I'm going to try to have lunch I'm going to try to hang out with these really high producers the guys that are at the top of the market Um, I want to get around those guys and see kind of like what their energy is like how How they talk like what how they're dressing what what they got going on? I'm going to study them on mls I'm going to see how many active listings they got how many active pinnings they got How many listings they're picking up per month what type of properties they're picking up How much volume they're doing per month and per year? Right, I'm going to I'm going to look at all that stuff because I really want to try to figure out because I'm here I'm trying to be number one in the market Right, so I got to know what the number one of the market is doing Before I can create a game plan around because I don't know what I'm shooting for yet Right unless I do that research and then I'm going to go see these people I want to talk to them, right? So that's real important to me. Um, but outside of that I'm going to study mls every day in terms of oh, I'm sorry. I said the fifth. It's the ninth December night I'm sorry the ninth at 5 p.m. Eastern for the 2023 business planning Make sure you guys are registered for that. There's a link in the description okay, um Where was that? Oh, I'm going to study mls every day the hot sheet I'm going to know every active listing pinning listing expire closed Cancel I'm going to know all that stuff the day that it hits Like and I'm not trying to memorize it. I'm genuinely curious like I'm I'm looking at it and like stuff properties are going to step out to me um, and then um It's going to make me want to click and like understand. Okay. Let me see the pictures, you know, like What who's the agent? You know stuff like that when it's pinning. I'm like, oh, how long did it take to go under? I'm going to see it go active and I'll see you go pinning next week You're you're going to like automatically be like an expert on the market within like a matter of weeks just studying mls Right, you're going to subconsciously be an expert on the market. And so like I'm going to know my market I'm going to study my market. I'm going to stand on top of my market I'm going to know who the who the players are in the market I'm going to talk to the players And then I'm going to make calls all morning and I'm going to do social media and all my marketing stuff all afternoon Okay, right and so all my calls is going to be whatever I'm going to diversify every day One day circle prospecting one day social media leads one day expires one day sphere of influence one day I'm going to mix it up on friday every friday is going to be my follow-up day to make sure i'm following up with every single last possible Situation I have so that I can go into that weekend Knowing that I took care of everybody and I can sleep well at night knowing that everybody's taking care of the week I can go home. I can kind of chill. I can go show property. I can make calls. I can do whatever I want. I can continue I can continue on if I want to But um, but I don't have to That's all your your decision of what you do, you know on your off time or whatever, but um But but that's what I would do and then uh And then I would crush social media like I would literally DM every single person that lives in west palm beach every one of them Right, right. I would DM every single one of them. I would like all their stories I was like all their posts. I would come in on all their posts. I would follow every single one of them and I would I would use social media as a way to um infiltrate like literally get in there and uh, see if I can spark some conversations that lead to something For anybody people. I do know people. I don't know just yes Okay, yes, you want to use it to try to create new relationships and I want to post I'm going to post a couple times a day Okay And that's what you're going to be doing the afternoon break some videos you made your calls you crushed it in the morning You crushed it in the morning So what you do what you do from lunch on because you make calls all morning is extra credit Okay, that's bonus money So you can spend your time on an hour or so like making a couple videos and and and doing a little research and DMing a few people and Working on your weekly email and your handwritten letters or whatever you want to do Makes sense makes sense. When are you coming down back to uh, order to do any trainings or anything like that? Do you have anything set up? I'm working on some stuff. Yeah, I'll be down there next year. Okay at some point Yeah, I'm thinking about doing like all day workshop type situation. Yeah, that'd be nice I didn't know if you had I know we had that hurricane coming up before you Come down Orlando. I was gonna go to Orlando. I'm still um, I'm still planning on Orlando We're still trying to get it all put together, but late january. Okay. I'm hoping I'm back in Orlando Those zero to diamond scripts that you had up back in the day. Um, are they still accessible anywhere? They're right there on the 60 day challenge in the second second lesson of the 60 days, but I'm revamping the entire uh ZTD Right not really revamping. I'm just adding some stuff and and upgrading and Stuff like that. Um getting stuff up to date But I'm gonna add like a course that just is called like ricky scrubs the way it's easy to find and get to and boom Right, so I'm gonna create a couple new courses. Okay. Awesome. Man. Well, you've been a great help I'm gonna hop on every time I see you on brother and again. Thank you just for spreading the knowledge Yeah, man. Good to see you. Yes, sir. See you soon. Have a blessed day, bro. Yes, sir Guys instagram what's up? I'm over here on youtube if you want to come on to the live stream and uh chat it up Just go to youtube. There's a there's a pinned comment for a link that you can come on to the live stream And if you guys want to come on youtube If you're on facebook instagram, I mean facebook linkedin Or whatever come over to youtube And grab that link and come on and uh, and let's chat it up for a second. Let's see is harry there What's up ricky? Hey bud Um, can you hear me? Yeah, okay. Sorry. I had to unplug my microphone. Um So there's a certain area that i'm trying to dominate. What do you think about using the single dialer instead of the triple? Doesn't matter either way Okay, because I found that like when I was using the triple they would answer they get the message I'd call them back and then they wouldn't answer That's okay. You're you're giving up a little bit of quality for quantity in that scenario Okay, so you know, um You know, it's pretty it's it's kind of like You know the thing the thing that makes it efficient is that like not everyone Is going to but let me put this in the comments. Let me see real quick. Hold on Join the live Yeah, uh, it's it's pretty rare Like when you think about the numbers of when you're dialing three people if two people answer Because most like, you know, you've got your you've got your bad numbers. You got the people that don't answer Right and stuff like that So we have a 10 pick up rate. Like that's what I've seen across The the board right regardless of market and all this stuff. So you got 10 pick up rate So statistically speaking, it's kind of rare Um, like it only it's only going to happen. What like maybe like five or six times within an hour Where where you have two people answer at the same time Or one of them gets that pre-recorded message and then it calls them back And then maybe like one or two of the six will actually answer that that next call um Right so so you think about that. Okay, you lost four of them right there But look how many more you gain because you're doing the triple line, you know what I mean? So okay, so there's there's uh There's this balance between quantity and quality um that we all have to Kind of like toe and we have to do what You know, it's a personal preference based on like where your risk and reward is personally, you know what I mean? And like some people they just do the single line um Yeah, I guess my question is if I'm doing the single line is it going to be a lot harder to get 10 emails a day Oh, I don't know harry. It depends on how long you're calling. How many dios you made you definitely going to get them faster doing a triple line Okay, you know what I mean because it's calling three people at a time Um, and it's weeding through the people that don't answer and the bad numbers so that's the power of Like the triple line because a lot of people are like, oh, you know It's you know, nobody's picking up. Well, you're hand dialing or using a single line So you're just sitting there for each person as you're waiting on them to answer versus calling three at once And when you call them three at once, it's kind of like you're never not on a call Like it just zooms right to the next person that answers. It just gets you to the next contact You know versus just sitting there waiting, you know going through four that are you know Don't answer or whatever and then the fifth one answers and you're like, okay With the triple line you don't power through those three didn't answer boom I got you right to the one that did you know Yeah And then um, my other question is like obviously nobody knows the real number, but like you had to guess The number one person in my market the thing I've been trying to figure out is like I know what they do what they close but like Of all the people in the town are they do they have are 10 percent in their database or 50 percent or 70 percent? What do you think? What do you say like how many people in the population are in the number one agents databases? Yeah, like is it 10 percent? Is it 50? Is it 70? I have no idea Okay I'm sure I'm sure it varies Like when you were number one, what percentage of your town was in your database? I had 10,000 people and um, we have I don't know 100,000 property. Well more than that 200,000 properties or something to 250 So five percent Okay, it's a lot less than I was expecting but You know, you know, it's you're worried about the wrong things man. Honestly You know, you're you're just you're trying to put like a calculation of this because you want to get to a certain result And what you got to do is enjoy the process and know that you're going to do this for a couple decades You mean like in the business or just to get to that point? It shouldn't matter Now this is your life. You know what I mean? You're going to grind grind grind for the next couple decades Okay, you know I'm saying yeah, I think I feel like you're trying to get to the end result Like how do I get there? What do I have to do to get there? And so then it's over But the thing is is it's never going to be over Okay, you know I'm saying Because like even even when you get there to where you amass that database and you now you're number one and stuff You're still grinding your ever-living face off Because now you're servicing deals like now you've got so many people Coming and coming at you to buy and sell and you're just full-time servicing clients Yeah, um, which is a real grind. It's just as grindy as building the database The grind is never going to end never going to never going to end I'm on a live right now like I mean I'm grinding my face off as we speak. It's just never going to end Yeah, I get it and then um, my other question for you is like eventually I want to like move to a different market Would you put all the work in to become number one here first or is that a bad strategy? Well, it depends on you know, what the situation is when you're going to move blah blah blah But um Like the general advice I give everybody is to really crush it see like what every single agent that I've seen That's moving markets. It seems like it always takes them no matter how great they are Right, they could be number one where they are and move to a new market It still takes them six months to kind of get to that first deal in the new market most of the time on average It's really been exactly six months every single person I've seen it took them six months to get to a deal because you know Like trying to build it up find the leads and then finding someone working with them for a month getting that listing or getting that You know starting to show property and then finally get something under contract within like You know four to five months, right and then 30 to 60 days to close so um, so my advice is is like really go hard in the market that you're in so that you have some deals Under contract when you leave that are that are going to be closing during that six months that you're transitioning So you got some money coming in off those past deals plus any other residual business that comes from the last market Then you can Turn around and have an agent that you want to refer that to Still make a referral fees off that unless you want to handle it yourself Right while you're trying to get in there and really try to get your footing at some moments. I'm going in the new market You know what I mean? Um, so that's kind of like the way I like to try to lay it out and then furthermore when you're about three months out from moving um Start really crushing social media in the new market, right? Searching the area searching restaurants searching places searching people and starting to follow like comment DM And really trying to like stir the pot and trying to get some connections going, you know in the new market three months out Okay, um, did did you ever get marked a spam when you were calling? Yeah, I just used the burner out Oh, okay Did use the burner out when the number comes up at spam switch it to another number keep switching it and you know Had to come up a spam. Okay Mm-hmm Cool, bro. Hey good to see you man. Good questions Yeah, you too. Um in terms of moving markets. Yeah, I mean it it's It's like a weird thing that i'm going back and forth with because it's like I wouldn't just do it just to do it like it's either I do it now or I become number one in my market And then I do it it's like if i'm gonna do it like I want to like say I was number one here first Mm-hmm Saying you're number one really doesn't do much man. It's all going to be in the tone of your voice That's all they care about They're going to be they're going to be judging you um within the first like 10 seconds of the con of any conversation And like if they have that feeling that you care about them and that you're a genuine person They could care less what number you are Does that mean they don't care how many listings you have or how much exactly they could care less and It goes the other way if they don't feel like you are genuine. It doesn't matter if you say you're number one They don't want to do business with you. It's all communication Okay All of it It's all about how calm Cool collected comfortable Confident that you are that's what they want to hear. They don't care about your deals They want to know Kind of like how you operate in terms of okay, maybe you aren't the highest producer but I can tell by the way this this person operates that they're going to get the job done They're going to do whatever it takes to get the job done You know what I mean? They have to feel that if they don't feel that it doesn't matter what your status is or how many deals you've done or or Or whatever your you know ranking is I and then I'm speaking from experience. I learned this whenever I became number one nobody cared Really Yeah, nobody Like just saying your number one didn't didn't win sellers over No, absolutely not. It kind of sounds um You know braggadocious Oh Yeah, it's uh Who cares the only person that cares about that's my mom I guess other realtors too, but I guess other than that not really Other realtors don't care either No one cares And that's why I uh You know like when I hit number one in 2014 for the state. I didn't even have social media accounts Interesting I didn't start social media till I started coaching and that was in 2017 2000 into 2016 into 2000 and in 2017 Um, I didn't even have social media accounts. I didn't have an instagram facebook Nothing Yeah The only other thing I wanted to ask you is like the market I'm thinking about moving to is like la beaverley hills People out there who are crushing it Yeah hundreds Okay, the reason I ask is like I recently talked to like the number three Agent in la recently and he told me it's like it's so cut through 99 of people don't make it blah blah blah That's the same anywhere. It's cut through it anywhere and 99 of people don't make it No different Okay Yeah, um Don't let me scare that. Don't let that scare me away is what you're saying exactly man It's the same in every market. You got to get in there Who listen it's a race to who can who can Um, who can create the most relationships the quickest Who can build the largest brand and and build the the most influence in the market The fastest right and the way to do that is is to be likeable If people like you and then you can talk to enough people Right and actually people if they like you and you talk to enough people and use your powers of you know people liking you to You know to have people like you and do that on a high frequency and a really you know high quantity And then you have something on the back end like the weekly email to stay in touch with everyone You know that's the name of the game Yeah, it goes back to this bro like would you rather have 10 10 million dollars or 10 million friends Friends because when they refer you you're gonna make a lot more than 10 million Exactly So if that's the case then why are why are we all chasing dollars and transactions? Why aren't we just focused on the real currency which is people? Yeah That's what i'm doing. I mean that's why i'm doing what i'm doing right this second for nothing Because i'm trying to help as many people as I can I'm trying to create as many relationships with as many of you as possible Because that's currency Joe Hey, ricky. How you doing? Thank you, bro. How you do it? Yeah, for sure man. Can you hear me? Yeah So hey ricky very new to the business Uh, just started literally four or five months ago You started four or five months ago. Yes, okay I'm getting a lot of back noise. Sorry about that I don't hear it on my end Yes, well my question is to you I right now I have a full-time job. I'm trying to get my spirit You know built up. I'm actually in cells right now And started in cells like five years ago. So i'm comfortable in the position but What what is the best advice you have for me starting up? okay, so you're um so you're um You're brand new you're doing part-time Right, what's your hours? Uh, I'm pretty much I work from home if I'm not traveling So I put like four hours of doing the real estate right now Four hours a day for not traveling. So you have four hours a day to do real estate. What are the hours? What are they? uh Pretty much throughout today. I I it less if I don't have a call. I go back into real estate. Okay. Is there any way that you can actually Create a routine like I'm going to do real estate during these hours every day and it's 100 no distractions That would be really hold for me at this point. Okay. What's your days off? Uh weekends. Okay, cool. So let's start there, right? Okay, so like saturday every saturday is a solid call session. No um no negotiation Okay, solid call session every saturday You know, that's like from like nine to twelve like every saturday no matter what and if you want to do nine to two Nine to three whatever it needs to be like a solid call session. That's in stone Nothing's going to prevent you from doing that ever. Okay All right Okay, that's step one Go ahead. Go ahead. Is there any what? Uh, like you're showing this red X. Is that something that is being too much for me right now? Or is that where are you look at? I'm in uh, fennis florida. So southwest florida. No, you need it right now Okay Get geo leads plus and the expires is the way you're talking. Yeah geo leads plus expires plus and the multi-line dialer That's like bare minimum the must And multi-line Okay, um Okay, so so that like and that and you definitely need the multi-line because you want to blow through it's because you're only making like one solid call session a week Now now throughout the week you've got your training like being a new agent you got post license You got mls. You got contract. You got maybe some stuff with your broker. You got mls training um Let's see Nancy The link is pinned at the top of youtube. Let's see. Maybe you're on the second youtube channel or something go to my main youtube channel Nancy Ricky career if not ricky career real estate coach go to the other maybe that's maybe that's what you're not seeing um Okay, so through the week what we're going to do is we're going to start like really trying to cross that those Trainings in the beginning of your career that you got to get through right mls contract, you know post license all that stuff, right? so um, and then what we're going to do during the week is We're going to like um You know organize our database Right, so we need somewhere to to put our contacts. So do you have a crm? Yes, I do What is it? It's the one that comes with exp KV core. Yes, KV. Okay, cool. So have you put people there yet? Yes, I got about six E of them in there right now. Okay, cool. Um Okay, so um Like you've got 60 there now. Is that have you have you like depleted your like sphere to go there? Do you have more to go on like your sphere my personal sphere? I have And I guess I have a lot more Especially being in cells as I said earlier, but I have to be very careful Putting certain ones in right now until I get more comfortable in real estate where I can actually then make the full switch over So, you know, I can't just go out and send all my contact to those So the ones that I can I've already taken out and put into that Got it man. So this is okay. So this is what else I would do Right, so I would make the Saturday call session mandatory And then if you can squeeze more call sessions in during the week like an hour here and now we're there two hours here Those are bonuses So the problem and the track people get into is that they start making the call sessions throughout the week mandatory And when they don't hit one because their other job or whatever Then they become down on their shelf because they didn't hit their target for what they said they were going to do Right, but if you do it my way, then you're making the Saturday call session mandatory And then when you do so, let's look at both scenarios If you said I'm going to make an hour calls every day throughout the week and and the calls on Saturday It's all these are mandatory All right an hour Monday through Friday three hours on Saturday Okay throughout the week if you only got three of those one hour call sessions Then you're going to be like, oh man, I only got three out of five and you're going to fill down Right, but if you do it my way you actually hit Um two out you actually hit the three out of five which were all bonuses So now in the same scenario you feel like you went above and beyond See what I'm saying is you're making a psychological um play on Making yourself feel incredible about what you accomplished Versus feeling down on yourself. You know what I mean? Um, so play that game right? Mandatory on Saturdays and then what you can do when you can do throughout the week And then just grind man. Just try to learn from as many people as you can You heard what I told the guy that that uh, that was moving to the other market in south and west palm You know with mls and right, you know studying mls every day and stuff like that. That's really mandatory for some I like it It's kind of funny you say that because the number one person around here liza my uh development and we pretty much talk every other day Uh, and I've already went out with a bunch of different drill tours from the area You know that I know on the top. So I've done that a little bit. So that's good advice. Thank you Yeah And like when you're looking at um When you're looking at mls every day and you're watching the hot sheet and active pinnings clothes You become a market expert and literally like a week or two And then you continue feeding your mind of those breaking news Yeah, because this is breaking news when a new listing hits mls. It's like breaking news right and also you become like People view you as an expert because now if you If you take a listing that was just hit the market this morning and you blast it out to your database And you're like and they saw that listing by you first Um, like like when a listing hits mls. It takes like a day or two to hit zillow Right and so if you're if they're getting the listing from you first within that first like 24 hours before it's even on zillow They're gonna be like damn joe is on top of his game. You know what I mean? like, oh no Let's see My pen post says the wrong day. Let me look Um, but you know what i'm saying? Yes, well, I thank you for all the advice. I really appreciate it. Yeah, I jump on a lot of your calls So I I thank you again for everything you do and appreciate all your time No, absolutely man. Hey stay in touch with me and let me know. Oh, I'm sorry. I do have the wrong one there Night. I'm sorry guys. It's the night um Hey stay in touch with her man. Do we do we chat on instagram and stuff? I haven't started doing the instagram. I'm a little old school on that So I got to get a little bit better, but I absolutely will have we chatted at all though on any not to this point No, this is our first interaction Pretty much. Yes. Cool. Cool. Well good to meet you man. I'm excited to To you know, hear how you know, please stay in touch with her and let me know how Everything is going. I will do. Thank you. Ricky. Have a wonderful day. Yeah, man. You too. Thanks All right guys. Hey, I got a couple people uh backstage if you want to come live i'm i'm just going to be here until you guys Stop coming live I stopped wanting to come on but definitely there's a link at the top of my main youtube channel Where you can come live right here chat it up ask questions Whatever you whatever you want to ask me about the market um About your business About the redx cyber monday stuff Whatever I can help you with though. Hey zoos Jump me in this call. Yeah, there's a link at the top On my main channel just hit the link and I'll I'll bring you in All right, let's see Cassie and Nancy. Hey, can you guys hear me? I'm gonna hear you Cassie. Yeah All right, I'm gonna let you guys chat for two seconds. I'll be right back Yes, just just get to know each other, you know, it's cool. Are you located? I can't hear you I'm in spring hill, florida. I'm having issues with this I know you can hear me I think you have some reverb What's that? I think you have some reverb like I know And I don't know coming through the microphone Yeah I think I want to get out and come back in and see if that fixes it So Let ricky know I'm getting bail. I'll be right back Okay I'm not Did you guys get acquainted? Mine screwed up. I'm gonna get out and get back in Oh Could you not hear her Nancy or something? It's like It's like on the loop Okay, so who's who's leaving? Nancy I'll be right back. Oh, Nancy's leaving. Okay. Cool. I'll get back in. Okay. We'll see you in a minute Cassie, how you doing? Good to see you Good good um, I hope Yeah, thank you. I saw you at the golden nugget Oh, okay. Cool. Yeah, good. Yeah, that was fun Apparently it's me with the reverb I don't really hear it on my end. I think it's more so on your end um, you guys can put in the comments if you hear it I don't think anybody's hearing it except for you so you can probably um Turn it down a little bit. You know, it's where you can barely hear it. I don't know Is it is it echoing now right this second? Oh, okay Definitely something on your end But I don't think anybody here hears it. So if you can just deal with yourself, I think you'll be fine Hey, Ricky. Can you hear me? Yeah, I figured it out Somebody thank you whoever said that on the The comment is I had to close out YouTube because Oh, okay. Yeah. Yeah. Yeah. You moved on StreamYard and then it was echoing through YouTube So it was like on a loop. So I'm sorry because I think Nancy thought it was on her end and apparently it was on mine She's back in so I'll bring her on next um, so I um really love uh video and Oddly because I've got all these technical difficulties apparently, but um, I really love video And I'm trying to and I've been Watching a few of your things on instagram. I'm not typically on instagram. I'm more of a facebook person. It's probably my age, but anyway, um But I got that like I really want to do a lot with like social media and video and youtube and things like that and StreamYard But the thing is that I guess I keep getting overwhelmed with all the options and like what do I post and then um You know like thinking of content especially for the shorter videos Yeah, I I I do a lot of um Like lives that are like where I'm talking on a topic for a while like just onto facebook But I really want to do more and with the the reels and the youtube shorts and things like that But I guess it's just like hard to put it I haven't been able to put a plan together because there's so many options What do you mean so many options? Like do you focus more on? youtube or instagram do you just do one video and post it to all the places and then like As like I said, particularly with the short videos. I have a hard time coming up with like Topics to talk about in a short period of time Yeah, so, um It's really something you kind of build into You know, um, you got to you got to realize like I've been putting out content for six years now And this is kind of like what it has turned into and it's like I'm still like so I'm constantly tweaking what I'm doing I'm coming up with new strategies new um You know formats and styles you have to right you have to continue like evolving as you go Um, so you just have to start somewhere So you say you're doing good on facebook, right? And so if you have facebook down where you feel pretty good about the momentum and how everything's growing and What the engagement is and you're connecting with people and stuff and you've got that down pretty well um, then you can kind of focus the energy from Um, you can kind of focus the energy from like trying to like You know figure out facebook because you figured it out and then move over to instagram And now you got facebook going where you don't have to really put in a lot of effort to keep the momentum going because you've spent so Much time there trying to figure it out Now you can move over to instagram and like start trying to figure that platform out Um, and then once you get that platform, you know in a good place then you can add another platform You know what I mean and you kind of keep going now What i'm doing is uh, i'm posting five times a day on instagram and with instagram You know the algorithm is kind of set up that way where like not everybody's looking at instagram all throughout the day Some people are some people aren't some people are looking at certain time Some people are looking once every other day At random times and so when you post five times a day Then you're literally hitting every single person You know because they're when they open their phone You know if you posted like four hours ago chances are they're not going to see it because instagram is going to show you more recent content Unless you're four hour ago post was like kind of went viral or something But if you posted, you know within the same hour let's say that they're looking there's a chance they might see it So if you're not posting consistently, then you've got a big part of your audience who aren't even seeing your content Just based on the fact that you're not posting all day long and they're looking at their phone Whenever that you know, you might not be posting. That's why I feel like five times is such a crucial um A crucial number for for instagram with youtube is different, right? It's you know You could post once a month if it's fire. It's going to go viral and it's going to get two million views um You know doesn't matter on instagram. I mean on on youtube But you have to have some kind of consistency whether it's once a week on every friday Or whatever what i'm doing on youtube is is i'm doing like two Like long form videos You know where i'm trying to teach something or educate or market update and then i'm doing a short You know at least i'm doing i'm posting on youtube now every day Whether you know if I don't have a long form video, then i'm going to post a short Right and if I have a long form video that'll be in the video of the day Um, but this is my groove So you have to kind of get into your groove and it just takes time to build that foundation and kind of continue The the journey, you know like I got a long way to go like i'm nowhere near You know like it's a it's a it's it's constant motion So do you think at least in the beginning when i'm kind of getting the momentum like Quantity over quality Like I don't know something than the I don't necessarily think so. I think um, I don't I don't I don't think so I think um right now. I think you should focus on as high quality as you can You know, I think it's okay to post less in the beginning stages higher quality And then as you build up and learn the algorithms and learn what your audience likes and doesn't like then you can start ramping up the volume Right, you know Yeah So I mean like I was doing I was posting whatever whenever And it got me to the 200 000 followers, but I was stuck there for like a year and a half It didn't really grow. I was growing I was gaining I was losing as much as I was gaining for like a year and I was like this isn't working So I literally quit posting and I did research. I talked to meta I talked to other social media guys like I did a lot of due diligence trying to figure out. Okay What is like the algorithm like how can I really tap in now like in the last 60 days I've picked up like 8 000 new followers On instagram, you know, just from simply posting five times a day And really working it like it's a job and I think that's the problem. I wasn't treating it like a job I was just I was just putting out whatever whenever and I was just kind of like whatever And it got me where I was but it wasn't going to get me where I wanted to go Right, right Yeah, it's just something you just have to start. Um, you know youtube shorts only let you do 60 seconds You know, um, you know reels will let you do 90. Um, you know, um the uh The uh You know tiktok will let you go longer So but if you want to create content that you can put on instagram reels tiktok and youtube shorts It's got to be 60 seconds or less so that you can post it on youtube shorts. Otherwise YouTube will cut you off after a minute. So you gotta take, you know, it's good to try. I think good to try to keep it under a minute um Right and then that way you can post it everywhere. There's a question. I'm not posting the five times a day I'm post I'm actually physically posting so this will really blow you guys's minds So like every single post I post and every single post I'm writing the the caption And I'm also answering all of the comments myself and also all the dms I have zero people working on the back end of instagram Um, I have people editing the videos but as far as posting commenting responding to you know posting the stories posting the post All that stuff is all me That's amazing Well, like I say, I'm treating it like it's a job Right, you know, this is my job is to put out content to create and try to Build and build as much influence as possible. The same thing goes for real estate agents in the market You know, but you got to kind of start small maybe stuff your way into it learn as you go You know, you'll get better and better, but as far as like what to post um You know watch other agents, you know that are crushing it on social To see kind of what they're posting and then kind of start to kind of do the same thing But put your spin on it and then you'll eventually kind of create your own um You know kind of kind of your own style, you know what I mean? Yeah, yeah, I appreciate it. Yeah, and that's what I have um I was thinking is maybe if I could find some people particularly on instagram because I think I want to make that my next focus Who are really, you know doing it and then kind of start getting some inspiration from them? Yeah, yeah, I appreciate it ricky. Thank you so much No, just keep keep pushing along and um You know just know that it's a long journey like you're not just gonna just all of a sudden just be creating incredible content That's gonna, you know, that's gonna really hit, you know, I mean like like on instagram I'll have videos that have like 100 likes and then I'll have some that are like 3000 likes, you know what I mean? um You know sam I just I don't I'm just I'm I'm you know, it's a volume game and also it's a trust game, right? So when people see you consistently, it's just like a weekly email When they see you consistently they start to build trust and the more consistently see you the more the more trust is built You know, um So it's it's important. Let me know what I can do to help. Thank you so much ricky Have a good day. You too hola Hello You are live Okay, let me put my cam on there. Yeah, so I have a couple questions for you. Do you have a twin? How do you get all this fork time? I wish that'd be nice Okay, so a couple quick questions and then one would take a while the challenge is being updated. Do you have any date in mind or Quarter the challenge the 60 day. So I'm going to release everything at the 2023 business planning session on December 9th so that'll be kind of where I just release everything and It'll be you you guys is to go through and start, you know on the first of the year Okay So you were talking about algorithms. Is there anything that you could tell us that might Um, help boost our social media or is it if it's complex? Can you send something out? It depends on what platform, right? So each each platform has a different um algorithmic, um You know process and so, um Um, like I'm actually I'm putting together like at some point next year I'm going to start doing like massive workshops to literally teach people how I build zero diamond. Awesome. Um Like from top to bottom like every social media platform, you know You know the free course writing the book everything the whole thing how I've done this entire thing So I'm going to start teaching on this Um, but It just depends on what platform you're talking about and what you're trying to accomplish. You know what I mean? Okay, so do you know that? I do mostly on facebook Facebook's pretty easy. Um, you know like, uh You know posting to your profile with your friends, you know your actual personal profile. That's really great. You know Um, you know, those are people that have friended you you friended them back and stuff like that that's a really strong influence you have there Um, you know with posting there you can like really say agents literally you can have 5 000 friends plus people can follow your profile like You can do so much, you know within your local market just on your personal profile Um, friending your clients and you know engaging with people through your personal profile. It's huge You know, you got to have the facebook page the business page to actually run ads and to do stuff You need that too Um, you know and you want to post up there, but man people are sleeping on the the profile itself, you know Okay, so do you um post business stuff on your personal page? Do what do you post um business things on your personal page? Yeah time to time. Yeah Yeah, so I think it should be the 80 20 roll, you know 20 business in your personal 20 personal in your business Okay, sounds good So here's my real challenge. My pipeline is full of buyers and 90 percent maybe a little higher are already pre approved um So They want to know like they're waiting And so are um sellers so like when I call so just kind of Rodding that when I make my phone calls Whether they're buyers or sellers They want to ask me or they do ask me, you know, once a good time To buy or sell and I know what you are saying about them, you know the market knowing the market stats, but I'm afraid to say anything because it's um changing so quickly Um, I mean, it's a good time to buy and or like it's always a good time to buy itself It's never a bad time Because we know the market at the moment um Well, I mean when I mean like if they say when's a good time to buy yourself then you want to ask them When do you want to buy yourself? Right, and then they're like, well, you know next month. Okay, great. Well, that's that's a good time See it it all depends on when they want to or need to buy or sell. That's when the best time is The market should never try to be timed Um, you know, it's like people right now. There's a lot of people right this second who think prices are going to crash So they're waiting for prices to crash. I don't believe it's going to happen I think we're down as low about as low as we're going to go right this second I think we're down about those we're going to go um And so people that are sitting around waiting And let listen waiting is not bad either because it's not just going to go to the moon tomorrow Right, it's going to level out for quite a bit and then really slowly slowly increase um You know, we're going to be back to a normal slowly increasing market For a long long time. So it's not horrible to wait and see if prices do dip down a little more but What's the point of that especially if there's a house in front of you that you love You're going to miss out on the opportunity to get this house that you love Um, you know thinking prices may come down and they go down one more percent and you lost the house that you love You know what I mean? When do you want to buy when do you want to sell? Do you see this house that you really love? Are you tired of where you are? Do you want to take money off the table? so, um It comes back more to like what they want versus What what what's the best timing in the market? Okay, all right, that's it. Thank you You're easy Thanks paula. All right. Yeah Yeah Nancy hi How you doing? I went on my phone because I could keep hearing everybody being off. So I just went on my phone. Yeah Yeah, what can I help you with? Well? You know, um, I have the I'm getting the dialer today I've been doing it by hand, but you know, like when somebody um Like when one of the robo calls calls you and you hear that little noise when they first get on I just hang up if it's a real person. I'll talk to them. But if it's a robot, I just hang up So when you're using the dialer, whether it's single or multi Do that what are they here when you don't hear anything? It sounds like a regular call Okay, that was what I was worried about because I didn't want people to there's no there's no weirdness Yeah, there's no weirdness. It just sounds like a regular call. Whether it's a single or multi. Yeah, it's the same either way Okay, well, that was my main concern. I just Didn't want people to assume I was going to be a robot or something Now now now where it gets sticky is is if you hesitate If they answer and you're like, oh, you know, you're trying to find your name You shouldn't you should be looking at their name before they pick up And you should be thinking okay, mr. Johnson mr. Johnson mr. Johnson they pick up you're like, hey mr. Johnson They're like hello, you're like, hey this mr. Johnson really quick Right the awkwardness is going to come from you If you're kind of like hold off guard that they answer now you're trying to figure out who they are Figure all that stuff out like you can see who it is While it's dialing and you can kind of be prepared and you kind of got to get in the zone a little bit Right and that's the thing I love about the dialer It makes you get in the zone if you're hand dialing you're just kind of like lollygagging and you're kind of looking at information You're doing the whatever But when you're when you've got like three three calls going on I want you're you just zone You're looking at the all three of those names like who's going to pick up what their names are What properties they have so and so forth so Okay, um that that's what I love about the dialer it really locks you in and keeps you focused You know throughout okay All right sounds good. I'll be there friday so Next friday to the business planning. Oh, no this friday. Yeah, yeah, we're gonna come up to it Yeah, that'd be fun. Okay. All right. We'll see you then. I want to work on the emails too Can you give me some tips on what you do then like the weekly emails? Have you went through my training on it? Okay, that might be the first thing is go to zero diamond go to the 60 day course and then just go down to the Start your weekly email or design your weekly email. Okay, like just kind of go through that training module there Okay, it really has like weekly email ideas. I create an email right in front of you You know, it really has a good and then go through that and then get back to me with questions Okay from from there see if that answers everything if not I'm happy to sit on a zoom call with you and help you put it together. Okay sounds good. Thank you Yeah All right, let's see what we got here guys ben Ricky, what's up, man? How are you? Good. How you doing bro? Good, man. Great catching you in vegas. Is that always grateful for you all the content all the information you put out Um, one of the question I had was it seems like fixing in a little bit of conversation around real estate investing Talking about, you know, rentals and things like that. Um, what can you kind of About the importance of diversifying your retail business with the kind of real estate investment business and working retailing investors that looks like Like, uh, hold on a second. I'm I'm listening No, it's okay This hat up Oh, shoot. What happened there? Okay All right, um Let's see. What are you asking exactly like diversifying? What? So well, no just diversifying and kind of wrapping in real estate investing working with investors and then working with the retail market Just kind of hedge or be able to work both places as we go through kind of uh slower Kind of the slower season during the year because I know working with investors typically they're buying more often than the retail kids Just kind of wanted to get your take on, you know What that looks like to balance the two or work with one or the other of both Gotcha. So you're asking like how to kind of balance like your investor clients as a real estate agent versus like retail clients as a real estate agent, right? Yeah, and the importance of working both and yeah, so kind of finding that balance between the two It's all about finding your niche. Um, you know, when I was coming up, um I had the luxury of working in this beach market right where, um It's the real like gray area between um, you know, like end user retail Owners versus investors because like they would come down to the beach And like 50 of the reason why they're buying is for investment reasons They're going to rent this condo out. They're hoping it's worth more later But then the other 50 of the reason they're buying it is to have somewhere really nice to come with their family So it was really cool that the market that i'm in With the type of purchasers because they're kind of like 50 investors Right, they're looking at it from like um from like a monet like like the income, you know versus appreciation and and tax deduction point of view But then there's also this emotional side to the purchase Because this is where they're going to come with their family to create memories with their kids and all that stuff, right? And then you get into the people that buy condos strictly for investments who are never having plans on ever visiting the condo whatsoever And you know renting it out and then reselling it You know later on down the line, which i've done many times by the way um And so it is really interesting to think about the dynamic there that i'm literally like working like investment slash um, you know retail um And and so there's this cold number side to every equation every transaction and the emotional we really want this To every transaction, you know really cool um And so i have that luxury now now you know for you You really have to figure out what your niche is You know like that was my niche like i wanted like i really enjoyed that um You know, it's like do you love working with investors and retail guys? You know, do you love working both? You know angles see then this becomes more of a um personal preference slash customized around specific agents and what they're You know what they love And so it's not like a kooky cutter general answer You know because some people may really hate working with investors some people really may hate working with retail and vice versa. So um I think I think that like if you love working both You know what I mean? Then then you work both but in terms of like how to do it and how to balance it I don't think there's much difference there because like we have our You know our active buyer seller list of people that might do stuff with this over the next 60 90 180 days On that list You know one guy may be a investor and the next person may be a retail the next lady may be a You know investor And so you're just working that list just like you would and I think it kind of goes to this like When you say investment are these investment people buying residential Units to invest or are they buying commercial properties? Yeah, more more so on the single family like rental home. Okay. So it's really kind of the same thing Like like like I know we can categorize it differently and this is an end user They're going to move in there versus these people these person is going to rent this rent this property But it's almost like we don't even like separating them as far as like leads go You know, they're just like another lead because like you take every retail buyer, right? And you figure out why they want to buy or sell and then you have that storyline right there Of why they want to buy or sell and then you know Why they want to buy or sell and then you credit game plan around trying to help them buy or sell Whatever that reason is same thing with the investor And so really and like every retail person's story of why they're buying or selling and what their motivation is is totally different So so there so that investor is just another person on the list Buying a residential property because and this is why and this is this is the game plan I'm trying to put in place to help them So I don't even know that I would split it up now when they get into commercial Stuff, you know strip centers apartment complexes you know Industrial warehouses stuff like that then that then that's where you start tethering into a whole different market You know, and that's where things can get a little bit You know sticky. It's like okay You know and like I know people that work residential and commercial um You know, but they really have like 90% those people are normally doing 90% of one or the other 90% residential or 90% commercial And then they're just like handling whatever a little deal is kind of like You know come their way on the other side, you know Yeah, yeah, and I think that Yeah, I think that's a good point just keeping that active list working because Some of those investors may come back onto the list multiple times as soon as they I won or I help someone buy one they could fall off the list but they could pop back on in a lot shorter time period Then working with kind of the retail Investor well, yeah I mean like if you have an investor that's buying multiple properties throughout the year There's somebody that's like never really leaving that list because like you should know the whole thing like they're coming to you saying Hey, I want to buy three You know single family homes this year and you know as rental properties I'm gonna buy one to march, you know one mid-year and one towards the end of the year You kind of know what that layout is and so they never really leave your list because they're an ongoing buyer or seller, you know what I mean Yeah, no, that's great. That's awesome. No, it's so good. Thanks, man. I appreciate you Yeah, for sure man. Good to see you Yeah, absolutely always grateful. So thank you for the time. Thank you for the opportunity Keep pushing and keep me informed bro Absolutely. Thanks, man. Thank you, man bra You're muted. You're muted like a mug Yeah, but there we go. Sorry about that. Hey, thank you for and grateful to you for all you've done for me Uh, just had a household. I sold like, you know, the coming curve of the downtrend this one sold for like 50 000 less than all the others and I still want to kind of I door knocked 140 doors in that neighborhood Uh, I met a lot of nice people some of them let me in their home I met some possible, you know buyers from that But uh, and maybe some sellers too, but when I go back to approach them To call them up again and say, hey, you know, we sold the house. I you know, I got the listing postcard the Just sold postcard out there now. Let's go into them. They should be hitting them this week but I didn't mention the price because it's uh We started at 479 we came down to 430. So what I'm asking you is how do I go about getting them to Uh, you know not say, hey, oh, you're the realtor that you know lowered the price of all our homes You aren't the realtor that lowered the price on their homes. I get that I get that but A lot of them are going to be like, well, it was the sellers No, it wasn't even the sellers Doesn't think the seller wanted to take that less. No, they didn't okay. So what their fault either Kind of a perfect storm though The buyers really wanted to buy this thing and the sellers really kind of want to divest of their investment property that they Yeah, it's the market Listen, the here here's the problem we're running into here. Okay We're thinking too short term When you're thinking about when you're when you're talking to people That you're trying to build a relationship for the next 15 years Right that you want that you want to work with them over the next 15 years It changes the whole dynamic because right now you're thinking about the market right now The market's down right now from where it when it was And you're thinking well, how do I get around this somewhere that could possibly work with me Blah blah blah when in fact that's not the game The game is Can I use this situation to start a conversation that gets to know this person who more than likely doesn't want to do anything in this down market Right and then procure that relationship for the future That's the game So what what do you do in the meantime just say either just kind of keep it light or what? What do you mean in the meantime the conversation? Yeah, well the conversation is the same as it always is. Hey, this is raw local real estate agent How you doing whatever if you've talked to or whatever the case may be I sold your neighbor's house I don't know if you saw that but is there anything I could do for you today. I'm out here working Yeah, okay, right. They're like no cool. Is there an agency you wouldn't work with blah blah blah I get their email the whole zero to diamond strip If they say, oh, what did it sell for and all that or hey, I saw all that sell and all this stuff say, yeah Everybody was motivated You know plus the markets down. You know what I mean? Like you just listen Like being real like straight up with people You know real blunt about stuff is really um, it's a high roi Super high roi. We can do that. You know like yeah the seller. This was the situation with the seller He wanted to diversify and you know, the buyer was really motivated and you know, they had cash or whatever and blah blah blah whatever the situation was Yeah, you know, tell them what it was and say hey, I got it done and um You know whatever but You really are approaching these prospects You know 90 99% of them are going to do deals with you in three to five years Just keep coming keep yeah much The email a lot of them are getting. Yeah, the emails are coming. I'm pretty good I get I'm getting a lot of them and there again. I'm the weekly email goes out I get a 42% open rate, which is great uh But I don't you know, it's like I'm not really like I've even used the list to call Those that are engaged with the list From constant contact like you can see who's engaged So I call them up just say hey, thanks for opening, you know, not for opening up the email But for hey, thanks for subscribing to my emails. I hope you're getting something out of them That's that's a good angle. I think too, but it hasn't really done much yet. I haven't been able to get Anything more from that, but it's I would just let it ride I think you're being too impatient with that All right, just say you know I wouldn't even say anything or just keep sending them the weekly email. They'll call you Yeah If you want to check in with everybody about once a year and say, hey, it's rob. How you doing? Okay, as well, you know, you know, how's everything going? You still getting the email anything you could do for you What's your real estate plans? You know next year? You know, we'll listen. I'm still looking forward to working with you if you need anything. Let me know Um, they'll call you when they're when they're ready to do something, you know All right, you know, I'm saying yeah Um, yeah, that would be that would be good. I guess and maybe I am being a little impatient on that Absolutely, like I never looked at unsubscribes. I never looked at I never looked at people that opened the email. I just never looked at it You know, I look at it now I go back because I have all my emails going back to whatever 2000 whatever um I go back and I kind of look I kind of look at the data a little bit now since You know, I'm past the stage of building my business So I find it interesting to kind of look at the data. But when I was in it, I was never looking at it I just a great way to get people to you know That I know that they're opening the email. So I know they're not but they're opening it because they're like in the information They don't they're not opening it because they want to buy from you right this second You know what I mean? Just because they open it doesn't mean that they're interested They're just keeping and they're just keeping up the date with the market. Good. All right All right, so All right, I won't read that much into that then I'll just exactly there it is you're reading too much into it You know This is this is a long play. All this is a long play Cool. All right ricky. Thanks a lot. You've been great. Hey, enjoy chatting with you, bro All right. Take care. Hey man Let's see a couple more people here lucas. You there Yo How you doing bro? I'm doing good. I'm gonna pull over because I don't want to even talk at the same time Yeah, that wouldn't be good man right here. What's up So I've been waiting to get on the phone with you. I know I saw your name there for a minute, bro Yeah, I left earlier. I had another meeting. Um, hey, well, thanks for everything man Like I've been in real estate for about a year and two months Um, okay, and I found you I found you like in the very beginning Like I watched your hot how to make a hundred thousand dollars in the first year in real estate Yeah, watch all the time inspiration to continue to go forward and uh Make the calls right so I make the calls. Um, I guess my question is right now with the market shift once it shifted Man, I was getting listings galore. Yeah, like and and uh Before very confident very like hey, we're gonna sell it the next weekend and we did right now right, how do you go about Being confident but not being like over Promising I guess you would say like how do you do that without sounding like you're not the agent for the job Does that make sense? Like lack you have you're saying that like lack of confidence in the market itself that the listing will actually sell Yeah, yeah, so before you know, we were like It's gonna sell by the weekend and and it would it would you get offers and everything Now walking into a listing appointment pricing it right making sure it's right But kind of knowing in the mind in your mind like It's you're not going to get an offer with like you may not you never know But right now I have listings that are kind of like sitting and I'm continually putting them out there making the calls around the neighborhoods And uh, I guess what do you tell sellers to make sure they know the reality of the market? but also So that they don't think like well, let me get another agent who can sell it quicker. Does that make sense? Listen, it was like I said on the last call being really straight up with people You know, it's a super high ROI. They really appreciate the So like a lot of sellers I would tell them that like my job is to Be very realistic with them, right? And so you can ask them say listen Do you want me to be like extremely realistic with you so that you can make the best decisions possible? Yeah, right. Do you want that for me? You know go ahead and ask them and get that verbal confirmation, you know that they want you to be extremely Um realistic with you about what what the expectations should be here and they say yes I want you to be extremely realistic because I don't want to make decisions based on up high in the sky or smoke Right And then when they give you that verbal confirmation like okay. Well, here's the deal Like we don't nest. I don't know 100 what your property is worth Like yeah, you may not say it like that, right? But that is the reality right the second because we are catching a falling knife right the second steal even though I believe prices I have Basically floored Like I don't see them going down At all anymore, but I don't know that right. That's just a prediction. I don't know I know that the trend has been down. It's not going down as fast as it was And I think with interest rates leveling out I think we're there But I don't know that so I can't I don't want to ever predict to my seller Right. I don't want to tell them how I know that prices are leveling out I know prices are going down or they're going to go up or interest rates You're going to do this I'm never going to tell them that I know what's going to happen because then they're going to make decisions based on my predictions And then when those predictions don't come true and they made a bad decision based on your predictions Then they're going to come back to you and say hey You you told me this I made this decision because of it and now look at where I'm at You know, you don't want to put yourself in that position, right? So that's world number one when we're setting expectations What we need to do is is make sure that they want us to be totally realistic and say listen Here's what some here's here's a prop house just like yours that just sold All right, so so let's just say that that's kind of the The foundational point of pricing mr. Seller and we know that prices have down trended since that property Went under contract so we are lower than that house right this second Okay, the question is how much lower and how can we maximize what we're going to get out of this house for you? Well, let's go to the pending. Let's go to the active listings And that's where you're going to do a little research and call those agents who have the pending deals Who have the active listings and say hey, what's been the activity on this active listing? How many shows have you guys got and if you got any offers What are people saying? What's the feedback and see now you're getting inside market information That you can take back and share with your seller that he probably he could call the listing agent You know, but he probably hasn't thought of that or done that but you have so now you're bringing him inside information from the market You want to above and beyond to show him real data of what's going on on the active market That now you can take that data and say this is probably where we are Right this second. You know what I mean? Yeah, definitely. That's good That's that's better than a basic just CMA. You know, that's talking to another agent. I think I'll start doing that Um, you really have to do it now in the day's market where there's a lot of uncertainty about exact pricing Um, you really kind of have to do a little due diligence on some of these houses Yeah, so okay, so then how do you go about and I know it's like a simple letting them know But right now I've had I've had listings going to contract and then You know, hey, unfortunately the buyer backed out like those are things that happen Um, how do you go about letting the seller know? So for example, this is the second one that the buyer backed out of my seller on the contract And I mean, I I want to I want to let them know Um, how do you go about letting them know without? Because I know it's not my fault but making sure they know it's not like My fault in the say I call the lender to make sure they're pretty qualified for your proofs and everything But it's some buyers don't want to go forward. How do you like let them know and then stay confident in like, hey We're going to sell the house. Does that make sense? I wouldn't oversell the fact that it's not your fault Because when you start overselling the fact that it's not your fault, then they start wondering Why is he overselling the fact? Why is he telling me all this stuff? I know it's not his fault So that when you walk into the situation assuming that they might think That it's your fault then you're you're losing right there because the the fact is is They know it's not your fault like probably like five or ten percent of the time somebody actually doesn't understand how real estate works And they'll they'll kind of blame you somehow like I trust me I've seen it but for the most part people know it's not your fault going in you're on their team. Remember Y'all are on the same team here. You talked about why they want to sell you created a game plan around it Are there going to be ups and downs and you know frustrations and disappointments along the way? Sure That's always a possibility But at the end of the day All you can do is all you can do right and all you want to do is the best you can do Right to provide the best service for them. So it always comes back to what do you want to do mr. Seller? Right, so it's like, okay. Here's the second one that fell through. Here's why it fell through Right. I did everything I could do to save this. I was going to throw in some commission I was going to go, you know, I was going to drive four hours to drop a document off I try to do everything I could do to save this deal But at the end of the day it was unsavable here's you know, and that's another thing Like when they'll start to fall through Start to try to figure out how to keep it together Right if you got to throw in a little bit if you got to go do something yourself If you got to go do the age other agents job, that's okay Like you're you that's in that that's in the name of providing the best service you're doing this to help the seller, right? um and so whenever uh Whenever that happens and you know, you're like here's here it fell through I couldn't say but here's why All right now What do you know we can put it back on the market go find us another buyer, right? That's what I always suggest What do you want to do? Okay, you know what I mean? It's always going to come back to the ball in their court. Like, you know, this is their property This is their decision. This is their thing. This is their deal. What is it that they want to do? Remember we're relationships over transactions. We don't care if this property sells or not All right, if if our if our entire livelihood is riding on one deal And we're we're going to be this really super successful agent over the next 20 years One deal is not our make it or break it We should be pounding the pavement to go get five more listings as we speak You know what I mean? Like that should be happening now Um, you should always be on the hunt for for for you know for massive pipeline and things happening and possibilities of transactions and new relationships but As far as the specific deal goes and like how I always play it It's like listen, I would suggest let's just put it back on the market and let me go find another buyer You know see what he says Yeah, okay Let let them react Okay, no sounds good and uh, if they want to pull it pull it You know what I mean? Yeah, no skin off you because you're gonna go you're you're you're you're getting five more listings tomorrow and you're gonna get five more next week No, that's good. So just keep circle. I do circle prospecting. So keep circle prospecting get on the emails Send an email out. Just keep it simple. Just do the daily work and it'll it'll grow, right? Are you doing social too? Are you doing? Oh, yeah, I mean so so I'm I'm on facebook Um, so I make videos every day put my face out there every day to kind of build the trust Um, I a lot of my stuff has come through facebook if it hasn't done do a cold call. So Yeah, I still do that every day also Got it But I appreciate you ricking. I mean I mean I've read your books like three times You're like the guy that I follow man. So I appreciate all that you've done Uh, even for me from afar. So thank you so much Good hanging out with you for a second man. Have we chatted on instagram? Never never. I don't even have an instagram. Oh, okay. Cool. Cool Well, um, that's the best place to get me honestly But um, if you do ever start an account like hit me up there so we can kind of stay in touch Okay, I appreciate you man. Have a good one bro. Be good, man. All right guys This has been incredible. What's up? Kayla? Hey, how we doing ricky? You doing all right? Yeah, doing good. How about you bro? Good, man? Um real quick. My niche is just strictly laying timber properties Um farms all that kind of stuff. Yeah, so I talked to redx and they're trying My biggest thing is what you talk about is just trying to get faster in the calls. Yeah, but Since none of these really have addresses And a lot of them are absent landowners. I mean I can get their numbers But I can't get them into the dial or anything like that You can upload you can upload the spread spreadsheet and you can dial them on redx. Oh, you can? Okay. Yeah Like if you have like you have a spreadsheet of like the data You can import it You know into redx. Oh, you can you can use the multiline dialer So if you have your own data, you can just get the dialer. You don't have to get all the other products Okay, you can just get the multiline dialer and then upload your own data and just use the dialer to call You know to make those calls Okay, awesome. All right. Yeah, and and just let me know if you have problems with that Okay, and I can connect you with um the customer support of redx or you can call them They'll walk you through it to make sure you're aligning all the data up just right On the spreadsheet and like so it transfers over to wear a boon you can hit that dialer and get right to work Gotcha. Okay, perfect. Where are you at? Upstate south carolina Nice man. Nice a lot of the stuff I do my dad was a forester And so we end up doing a lot of the timber sales like You know, that's my wife like everybody asks me like, oh, do you do homes? I'm like, I can't do neighborhoods I just I just like being in the woods. So yeah No, I can get it man. Like that's your niche. I know guys that sell like timberwood and large You know large tracks and hunting properties and stuff like that Um, it's it's a goodness to be in like it I mean it's a goodness. There's there's a lot of uh There's a there's a market for that, you know, like There's buyers and sellers for that and there's not really a whole lot of agents I mean there is like a community of agents that work that but Not a whole lot. No, it's some 90 percent of my clients are 80 years old I mean those are the ones I'm listening. So it's just like salt of the earth people you're talking to and Yeah, a lot easier. So Cool. Well good. Good chatting with you, bro. All right, appreciate it rick. Good Robert pay You're muted Hey ricky. Hey, I just got a quick question. Uh, I know just on a on a platform of software to use I know you're a big fan of red X um, but I already have Uh, batch leads And I use mojo Start just the the data you get and the ease of use of the software and you know, obviously making most You know efficiency of your time Uh, would you recommend pausing the batch leads and trying? Obviously trying red X or could you just kind of touch real quick on the? I guess the uh Frozen counts, I guess Or just uh, just pick one and go with it. Well, I'm not familiar with batch leads I don't know what all they provide but um But you know red X has all the different features with a geo expire for some owner friend by their pre-proclosures all that stuff So it's easy to kind of segregate different lead sources You can pick any set of vision you want and then everything's on one platform, you know, you download you like boom You upload the data and then bam hit another button to start dialing right there within the platform Instead of taking them from batch leads uploading them to mojo and going through that process You can skip that part of the process and just go straight to calling So I don't know what batch leads. I don't know what they do. I don't know the quality of the data I don't know how it all works, but I think it would be worth the test You know because you can cancel red X at any time So, you know get you know get one month, you know and take a month and like test it and see if you like it better You know and then if you like batch leads mojo better stick with that You know let red X go if you like red X better Then stick with that let the other go if you need two months to try to figure it out whatever But I would definitely test it because that when I was um doing this, you know, I tested All of them, right? I don't I'm not going to name all the different names, but I tested all of them that were available And um red X was had the best and the thing that's Vulcan because I've tried Yeah, I've tried I've tried all yeah, I've tried all of them I think it was yeah, yeah but um But the thing that's cool with red X is they're a company that's always evolving like they're always getting better data looking for better data They just added the ad builder that you can you know make the Create the the ads on social and let literally run ads directly to all the people that are in your In your red X account like it's like it's crazy All right, yeah Where are you at? michigan Okay, cool MS a Detroit msa Got it. Nice. Nice. Cool, bro Um anything else I can help you with no that was I was putting in a chat and I didn't get a response So I was gonna hit you up on instagram, but I figure since you have this platform. I hit you up real quick and uh Oh, you appreciate it. Appreciate you. Yeah, everything to offer For sure, man. You let me know what else I could do to help you Fantastic, man. Thanks. Cool, bro All right guys, I don't see anybody else on backstage So I'll give it a minute see if anybody else wants to pop up ask a question chat it up about the market or whatever Um, hey, good to see all you guys Um 2023 is going to be absolutely amazing. So again, I got the 2023 business planning session. That's going to be Uh, December night. That's of the fifth December night If I p.m. Eastern, there's a link there in the description to register for that I'm going to go through the new zero diamond modules And also help you guys with your actual business planning For next year and kind of things to think about moving into the the new year with uh You know the new market that we're going to be in we're going to kind of start with a fresh start next year As opposed to starting in this, you know, the the increasing market and then halfway through turning into this market We're really really going to be in this market all year next year So, um, it's something to be super excited about Roger Hi How you doing? Yeah. Well, I'm I'm actually doing Pretty well now. Um, I'm coming off a two-year stint I tried in the middle of things. Um, I joined I was with long and foster for a number of years And I just needed to change so I joined a remax office I've been going after me and then they said well, hey, you can make more money by joining a team And the lead agent has all this data. They spent tens of thousands of dollars a month Send leads and this is right at the time when buyers Were having their contracts lost like crazy when you get 20 contracts on a house Right And the only money I really made was any of the listings I brought in but because of the team thing We didn't make the same amount of commission as we normally would so that was frustrating and I ended up subsuming my my brand under the team brand So, um, I just uh, I got a real good offer from Caldwell Banker and decided to join them and then right away like that You know five five new new deals come through so I've been with them for for a couple of months. So I just wanted a chance to come on say hello Um, did did have a question on the on the ad on the ad platform I'm just curious if you know this is a question for red X obviously Can I segment my database into different groups and send different ads? Yeah. Yeah. Yeah. Yeah, so Absolutely. So I have a lot of farms. I'm doing a lot working a lot of farms. Yeah on on red X So when you do the ad when you do have the ad build or every you create the ad and everything right there within the platform And then um, it asks you which Databases it'll have all the databases of red X there and you just literally checkmark Which ones you want the ad to run to? Facebook can't run an ad if it's like less than a thousand people or 2000 people or whatever it is. Ah, okay, um, right? So it can't be like a small group It's got to be You know, but you could if you have like a group of like 5600 you earn an attitude You can just add another database of a couple thousand that you have that you can just run the same ad to or whatever Okay, okay. Yeah. So that's that probably will start to make sense as I expand Um, my my local local I live in a conduit community I I pretty much have A pretty good lock on that or getting it back. Anyway, just just finished two listings I've got another one coming up. Don't make a whole lot of money out of condos Put enough of them together and it starts to look like real income. What do you mean? You don't make a lot of money on condos. $200,000 $200,000 condos. We make three percent, right? Nah, two and a half around here. This is DC. DC metropolitan area So it's $5,000. Yeah, that's $5,000. That's what I'm saying Together and it starts to look starts to look real besides follow up fall out my front door And there's my listing one of them will pay my bills I've got I've got I've got a lot of bills left over for some legacy legacy stuff. Yeah Yeah, stuff like that. So now I built my on my whole career like not like here lately You know as the market increased like we got up into like in 2016 2015 16 it got to where it was like average price 350, you know and but before that it was like 250 You know 300 for a while and then And then uh You know and then here lately when it just spiked up now we're like, you know 550 So and this is mostly condos of course, but yeah, like I built my whole career on just little, you know $200,000 deals. Yeah, you know, and I would do eight or 10 of them a month That was my thing with the local the local housing community around me is um Mid to late 60s vintage houses, you know, five-level splits and that that style of house and there's one gal who's kind of taken a a um um A huge market share took it from somebody else who was who'd been there for years and years and years and years by handing out things like apple butter So I've got my little my little calendars, so I'm going to go door knocking handing out calendars and uh You know, I just I've I've lived in this area since 86 So I don't know a lot of the people so I'm just going to go after it There you go, man. I'm gonna make that make the make the phone calls with people Uh, I condos condo calling hasn't been all that that great, but I think single family homes are are much better So um, let's see, but yeah, I just wanted to take an opportunity to say hello I've been circling around you for a while getting back to the 60 day challenge Looking for I'm really looking forward to the business planning workshop. Yeah. Yeah. Yeah. I'm excited about it too. Where are you? I'm in the washington dc metropolitan area. I'm in monk. Got it We're on the uh, realtors are um They are uh subject to the swinging dead cat syndrome Swing a dead cat anywhere in montgomery county. You'll hit a real turn in the head Really? Yeah, so so so what is the uh, what is the how many agents are there? In the area eight thousand Eight thousand. Yeah, and then um, what's the population? Well, montgomery county's over a million Yeah, so you had eight thousand versus a million people. Yeah That really is really is no excuse, you know It's just laziness on my part that I haven't done better than I did Yeah, I've been I'm doing this for 18 years and sometimes it gets gets a little see people take that, you know Um, they oh, you know, you know, like I did a post um a couple days ago about how There's eight billion people in the world, right? There's 20 million agents worldwide for my best estimation. That's point zero zero two five percent That's a quarter of one percent of the population of the world are agents Um, and people are commenting. Yep, and they're all in atlanta or they're all in, you know, wherever Seems like they are anyway. Exactly. See it it's perceived that way because agents advertise, right? They're signs around town their own social media. They got billboards and you think oh my god You you call people and they say, oh, you're the second agent I've heard from You know in the last month or whatever and you think oh god the agents are just everywhere and how can I get in there and all that stuff But it's so far from reality because you take the eight thousand people We know that uh, we'll take the 80 20 80 20 rule. We know that only about 1600 of them are actually producing You know, so you you take those eight thousand you move it down to 1600 divide that by a million people I've just and remember roger. It's it's how many people in your market know who you are Right and would love to do business with you that you remark it to on a continuous basis. That's market share Yeah, I mean the other thing too is that I love about this business I've I've made so many friends of this over at the Thanksgiving weekend I had dinner with two clients that are like family extensions of family So it's it's uh It's it's powerful and yeah for sure one on Thanksgiving day. So he's got he's got three people He's got three people. He's referring me to There you go plus plus a cousin who he wants to in female closet cousin wants to introduce me to since I'm I'm single so Two birds and one stone man. You know what I mean? Yeah Silly anyway, listen, it was great talking to you. I'm glad to finally connect Diving in. Um, I'm also I'm also doing some some work with um, andy roses Yeah Yeah, the andmeister Yep. Yep. Yep. Cool. It's called. Hey good. Good to see you man. Happy holidays. Hey, you too See bro. Be well All right guys I enjoyed that again 2023 business planning next friday 5 p.m. Eastern link is there in the description All the redx cyber monday stuff link in the description. Let me know if there's anything else I can do to help you guys Enjoy hanging out with you for a bit today. It's been two hours two hours. We did this live q&a and stuff so Had a lot of fun doing it. We'll do it again sometime real soon And happy holidays to you guys. I love you guys so much And talk to you