 Communicating with people that you don't know who they are. I mean, that's you're not going to grow unless you're reaching out beyond your sphere Right, your sphere is only going to maintain your business Listen, there's a lot of people who build their businesses that way, right? There's a lot of people who build their business on the back of Facebook and Instagram and YouTube I mean, there's people who literally crush YouTube and like their whole business is built on like YouTube and these different platforms And that's all fine and dandy. Like there's so many different ways to to succeed You know, I will never judge anyone who is doing something that works for them And I'm definitely never gonna say oh the way that I do it is the only way, you know, I'll never hear me say that I mean, you'll you'll you'll actually hear me say quite the opposite like I'll say listen I don't this this, you know, I don't know if this is the best way I just know that this is the way that I did it so like so like my purpose is just to share What worked for me and if somebody can take like little bits and pieces of what I do and Mold it into something that works for them great If they do every single little thing the exact way I do it great If they take one little thing or if they look at the whole thing and decide that's horrible That's never gonna work or they try it and it doesn't work and they go do something else It does work. It doesn't matter to me Even the people that come through and look at my content and coaching program and try it It doesn't work and then they go try something else that does work for them great My little my coaching program was a step in the part of their process trial and error Right to get to the thing that would work Okay, so I helped them get there, you know quicker by giving them something else to try and test out There was this huge Easter egg party or like Easter egg hunt that an agent put on and at the Easter egg hunt The agent did like, you know registered to win something like some big giveaway or something, right? And he asked for their name their phone number their email all this stuff, whatever it was and This new agent, right? She went there. She's like, oh, I'm gonna register for this just to see what happens Just to see what he does with it I'm gonna register for this just to see what he does with this and she said that all he did with that data Was friended her on Facebook. He didn't try to call her. She didn't get any emails. Nothing It's like that guy has names phone numbers emails and all he did was friend her on Facebook He's trying to like automate the business and slide around the fact that you actually have to talk to people to make anything happen I don't care what you do as long as whatever you do is producing enough phone numbers of people in your market to call from 9 to 12 every day That's all I want and if not then just get red X geo leads and get Property owners in any subdivision and then call them all day from 9 to 12. You know what I mean? I don't care if you use Facebook as long as you it keeps you on the phone every morning You're not gonna grow unless you're you're reaching out beyond your sphere, right? Your sphere is only gonna maintain your business that you're it's only gonna make if you're just messing with sphere and past clients and referrals You're not growing. You're just gonna maintain. You're just gonna make that same all hundred thousand every year hundred hundred hundred hundred hundred Until you branch out and actually go after new people to bring them into your sphere and create a bigger sphere a bigger sphere Right, you need a larger sphere if you want a larger income That's such a small percentage of people that become agents man people act like Agents are on every corner and stuff like that. You look at the number of agents There's like 1.5 million agents in the u.s. And there's 350 million people okay What is that like point zero three percent of the population? Come on guys Don't even focus on getting offers accepted focus on one thing How many people you're gonna call every day from 9 to 12 and create relationships with in your market? Thank you I don't care about offers and listings in 2023 you're not gonna care what you made in 2021 You're only gonna care about what you make in 2023 and the amount of money you make in 2023 is only gonna be predicated on What you do now in 2021 to build your database and get your name out there you're planting the seeds now for 2023 But we're sitting here focused on how do we get offers accepted? We're entering into Very uncharted waters because normally at this at this point in the market Builders are and we do we do see an a huge uptick in new home starts right permits to build new homes are up And needs to be up and needs to continue to be up to supply the demand And what's gonna happen there because we have new home starts up is it's gonna create inventory later because we've got people Who are gonna upgrade to these new homes and then they're gonna sell their home So like you know six eight months down the road towards the end of this year You know theoretically we should see a nice little bump in inventory right now, but that's that's just a slight little bump It's not gonna like take care of the the overwhelming demand that we have you know what I mean But we're just in an interesting place because as the market cycles happen when we're at the top of a cycle when a bubble starts to happen, you know One one key sign that we've always been able to look at is the fact of how much money Builders are making on their houses that they're being built right but what's so interesting about this moment right now is lumber Went up 200% since last year right lumber went up 200% since last year You know inflation on lumber is through the roof So we're in very uncharted waters right now plus we have a monetary policy and interest rates look You know they're talking about not doing anything for a couple of years They could change their mind tomorrow, but I mean this is like this is wild man This is like watching a soap opera to me man. I just I really enjoy watching this whole thing go down Right, let's create those relationships so that we can possibly gun on the other side of that equation where We're representing the seller looking at the 15 offers instead of being one of the 15 offers But you are you do get in the position where you have to represent the buyers too So there's no way around that part of it as far as mental toughness there it's like take you got it you got to redefine what your definition of like results are or Succeeding like what is what is your definition of success on a daily basis or a monthly basis or yearly basis? You know you really got to kind of redefine that because for me it's not and I mean it used to be Transactions, but if I could go back that's one thing I think I would really you know switch is the fact that you know I should have been more focused on just building my database and like not care through your journey of saying okay I'm gonna add five new people to my database every day that I've actually talked to through that journey of doing that you close So many deals just by default and the reason why I'm going so deep with that is because That is such a key component to your growth It is such a key component to your growth and actually being able to go from 50 to 100 deals You know without that strong backbone of your business, you know handling all the back-end stuff The way it needs to be handled opens you up to go do more business if you don't have that in place You cannot get to 100 deals. You know what I mean? So as long as that is solid then here's what I would say whenever I hit 600 I wanted to make a million right so it was more dollars for me for you It sounds like it's more transactions like you're at 50 and you want to go to 100 So it was like three more years after I made six that I got to a mill when I wanted to do it that next year And I became frustrated but the thing was is I was doing all the right stuff I just didn't realize that I needed to just keep going and be patient and it would come It is a gradual thing. It doesn't shoot up like as far as getting to 100 deals I mean, I want to say I was like I want to say I was like in the 30 40 range and then you know, it was like 6070 kind of deal and then I might have had another year like 80 and then 100 so it was gradual It wasn't like a boom kind of thing. It was definitely gradual