 The common denominator of all closings is a real conversation. Tell me one closing that's happened without real conversation. None. Nada. What advice would you give to agents who have fears of really just picking up the phone and making phone calls consistently? I hear a lot of agents say too, as far as, hey, well, I can just put posts on social media. I can do Facebook lives, Instagram lives, or just do other type of repost from other agents on social media. Two things. One, look at the specification that told you that, and go to MLS and pull up their sales and see how impressed you are. Number one, OK? Number two, if that person really is working social media the way they should be working social media and grabbing the data, what are we going to do with that data? We're going to call those leads between 9 and 12 every day. Listen, guys, here's something you should really stick with you today. The common denominator of all closings is a real conversation. Tell me one closing that's happened without real conversation. None. Nada. So if that's the common denominator, OK, let's reverse engineer as many closings as we can possibly have. Because remember, it's unlimited. So if we want to have the maximum amount of closings that we can have personally, then we have to have as many real conversations as we can humanly possibly have. That's the key to having as many closings as you can have. That's the key to reaching your full potential right there. Whoever has the most conversations, because that's the common denominator, because it doesn't matter where you get your leads from. Zillow, Facebook, open houses, sphere of influence. I don't know where you get them from, right? It comes right back to what? Calling them. Got to call them, see how they're doing, see what's up, see what we can do to help. What are they looking to do? Why are they looking to do it? OK, if that's the case, here's what we should do. As a professional, here's what we should do. Here's what I think we should do. Here's my consultation to you about a game plan moving forward based on what you want to do, why you want to do it, and when you want to do it. That's what you've got to learn from people when they're looking to buy or sell something. What, when, and why. Based on all that, then, as a professional agent, this is our job, it's what we use our career as a platform and a vehicle to help people. So we're just out there scrounging around, just beating the bushes, trying to talk to the mean people who's here to see who needs our help today. Oh, you thinking of doing something? Let me see if I can help you, OK? Tell me the situation. Why are you looking to do it, when are you looking to do it, and what are you looking to do, OK? Is there an agent you're already working with on that? Cool, well, listen, based on all that, here's what I think we should do moving forward. I'm going to send you some properties. I'll text you when I send it. I'll call you tomorrow, see what you thought. Let's go look. Maybe I should come by and take a look, because your house will see what it's worth, so we can try to figure out what angle we want to take. And every situation is different. That's why I hate a lot of these coaching programs that talk about, this is how you follow up. You follow up exactly the same way every single lead. How can that be? Every situation is different. Everybody has different motivations and reasons and what they want to do and why they want to do it. You have to custom build a game plan, a follow up game plan for every prospect. If you want to be a professional, it's like a doctor, right? It's like a doctor giving a surgery. Do you just come into a walk-in clinic and they just take you back and just put you to sleep and cut you open? No, they come in and you have a consultation. You talk about what's going on. It's the same thing with real estate agents. We got to know everything going on. We got to run some tests. We got to look at the data and then once we have everything we need, now let's create a game plan. How do you, when you're juggling, we're not juggling. I know you saying you got nine to 12. You still have personal life and all that. How do you maintain that level of that level without getting tired or even when you do get tired? How do you keep yourself motivated and going? The reason I think they get burned out is because they're going too long in the day, right? They're going to like six, seven, eight, nine o'clock and their mind is just literally shot the next morning, right? They're just, and you can't keep that up. So I believe in five, six o'clock I'm done. I'm recharging the rest of the afternoon, just chilling. Like going to vacation mode. You know when you go on vacation, you're just not worried about where you come back and you're like recharged and on fire. That's what you need to do every day. Like at five o'clock, now you're on pretend like you're on vacation at the house. You're doing all the stuff that you would do if you were just on vacation, you know, or you're chilling with the family or you're watching a movie or you're literally completely relaxing. Now, if you got to show property, that's different, but that doesn't happen every evening. Okay, a lot of people say that, oh, you show property. No, it doesn't happen every day. If it happens here and there, yeah, I'll go show property. I mean, that's fine. As far as like a routine, I get up at 430, which is probably extreme, but by eight o'clock, I go through the same stuff. I just told you guys while I go. And then by five, six o'clock, I'm totally done. I'm just relaxing. And you have to get into this. It's all about pacing yourself where you can, cause like I could go to a midnight every night and really like crush some stuff between like six and midnight. Dude, I could complete, like it would be a whole different level, but how long can I keep that up? You know, before I just completely crashed. And so yeah, I could be doing more on a daily basis because I do stop at five, but I can maintain this pace for years and years and years. That's the difference. And so a lot of people, they go through these ups and downs where they get real excited and they're probably producing more than me for a couple of weeks, maybe even a couple of months, but then they don't get the results they want or they're working too hard and they start getting burnout and then they start coming down. And then they literally don't produce anything for like two or three months. And I won't hear from them. I'm like, what happened? You know, I've been kind of feeling down and this, I was like, man, you were on fire two months ago. You were crushing me two months ago. You know, but see, I've got the point where I'm just steady. It's like a turtle, you know, the tortoise in the hair. I'm just steady as she goes and we'll see who wins kind of deal. Nobody can outpace me. You might be able to outwork me in one day or even in six months, but can you keep that up for decades? But as far as, you know, for agents who struggling like in this market, you know, who was trying to transition from normally like working a lot of buyers to trying to get listings, like what would be your advice on that to kind of help change the mindset of agents who was kind of just getting frustrated because, you know, working with buyers, you can't find them nothing like right now. So what else can I be doing to still try to close deals and help people, you know, with transactions? What would be your advice on that? Well, the thing is, is that it is hard right now, especially for new agents. That's kind of how I started out the meeting. And here's at the end of the day, when you talk to a buyer and seller and say, hey, how'd you pick your agent? Right, the most common answer is going to be, I had a friend in the business. Before internet, that's kind of what it was. And then internet came along and then it was like people were picking their agents online. We went through that phase. Now we're entering into this next phase of the cycle where people are leaning back towards wanting to know their agent before dealing with them because they've had bad experiences just picking an agent online. So now we're right back to who has the relationship in place and they're going to go to their trusted agent to help them through the transaction. And that's just going to continue to be a trend that continues to move upward. And so if that's the case, let's put it all together, right? If the fact is that people, especially sellers are choosing their agent because that's who they feel like is their friend. And then the common denominator of all closings is a conversation, real conversation. Let's put all that together. Let's have real conversations with the most sellers to just to make friends, just to make friends, not even to try to sell them anything. Let's just make friends in the market, collect that data, start sending them info on us on a weekly basis, let them get to know us through the email and then let the chips follow where they fall kind of deal. Right now it's tough because so few people are listing because they can't buy anything so they don't want to sell. They don't want to miss out. They feel like the market's going up. Why would I sell now? I'm going to leave money on the table. It's tough right now for newer agents to get listing. So you're kind of forced to work with buyers as a new agent and then you're in this situation where you're competing against 15 buyers. So it's tough for new agents. I would say just focus on database growth. Can we add five a day? Can we add a hundred a month? Can we add 1200 in a year and not care about income right now, right? And if you do that, you're going to do some deals here and there and squeeze by. And if you squeeze by and you end up squeezing by with a massive database over the next 12 months, then you win because when the market flips, you're going to have all the listings.