 What is up everybody? What's happening? What's happening? What's happening? Welcome to the live training session today. I'm Ricky Cruz. Today we're going to be talking about how to get more listings in today's ever-changing market. The market is flattening out pretty much across the board. And this is what I want to talk about. This is a big thing in my two books about how to handle a shifting market. Because I've been through the crash. I've been selling for 17 years. I went through the crash, lost everything. And I'm going to share with you today a lot of what I learned and give you guys some actionable tasks that you can tackle right now to put yourself in a position to get more listings. So I'm going to give it a chance for everybody to log in. Give me a thumbs up or say something in the chat here if you can hear me okay. Getting a few things set up. What's up everybody? What's up? What's up? Hope y'all are doing well. We're fixing to get into it today. This is going to be a really lit session. Really exciting session. So I'm really excited about this. This is something I'm really passionate about. So we're really going to hit some really, some golden nuggets today. Okay, cool. You guys can hear me good. Alright, we're going to give it a second for some more people to log on. Let me know where you're at today. Where are you from? How's it going? What's the weather like? All that good stuff. Let me know what's going on with you. Yeah, we're going to tear it down today. I'm going to tear into a lot of the philosophies and, you know, how to handle shifting markets and what we need to be doing right now to continue to thrive and crush it through this market. This is the kind of market that I love where things aren't as easy as it was two years ago. So I'm just super stoked about this one. You guys are going to get a lot of value out of it. So I'm just going to give it maybe 60 more seconds for people to join the live before I get started here. Let me know if you have any questions before I get started in the chat and we'll get started in just a second. You guys are from all over the place today. I love it. Thank you guys so much for tuning in. I promise you I'm going to deliver. I'm going to get into a lot of what I've been doing lately to secure getting more listings. Let's see. Matter of fact, before I even get started here, let's see what I got in inventory. Let's see. Still giving people a chance to join the live. I'm just going to pull up my listing inventory, my active listings. See exactly what, how much I got right now. Okay, an MLS. I have 12 million worth of listings that's active. It's actually 30 active listings right now. I've got about 20 under contract, not all those are listings because I'm representing a lot of buyers. So that's kind of where I'm at right this second. Okay, so I want to get into a couple things real quick as I'm getting started here. One thing I want to talk about really quickly is something I'm really excited about is the fact that I'm doing zero diamond achievement levels now. I'm really excited about this because it literally takes you from zero to diamond. I'll put a link in the description to the document that shows the criteria for each level. The first level is GEM. GEM is where you've completed the 90 day action plan and the online course and then we have a conversation. I have to talk to you and approve of each promotion. So as you become a GEM, I'm going to promote, I'm going to approve that promotion. Then you're going to be, there's going to be a second Facebook group that I've already created. So people in the zero to diamond system who are GEMs and higher will be in a new Facebook group. So it will be a very, it was a smaller group full of people who have actually completed the 90 day action plan, who have actually completed the online course and are doing the weekly email and are really all in and fully pot committed on the relationships over transactions, philosophies and everything else that's in the zero to diamond system. So as you progress, I literally want to take you from zero to diamond. Diamond is the highest and that's a million dollars a year. So if anybody watching is interested in making a million dollars a year, that's where I want to take you. And I think this was something that was kind of a missing part of the puzzle for the zero to diamond system to actually get people from zero to diamond. So the first level is GEM, that's the 90 day action plan online course. Second level is Emerald, that's six months in the program. We're going to have another call and I'll make sure I feel like you're on track. The next level is one year in the program. That's Ruby. After that, it's going to kind of be according to your income levels. Okay, so we're going to have the next one is Sapphire, I believe that's 250 blue sapphires, a half a million black diamond is 750 and then diamond is a million dollars a year. So I literally want to look back in five years and say that the zero to diamond system has created 10 diamonds, 20 diamonds, 30 diamonds, 15 blue sapphires and black diamonds and so on and so forth. So that's the goal is to continue progressing and tweaking the zero to diamond system to make it better and better for you to actually move up the ladder and hit those goals that you want to hit. So I'm going to do everything I can do to help you get there. So the achievement levels are in a document below and I want you guys to dive into it and get with me so that I can promote you and put you in the second Facebook group of people who are gyms and higher. So really looking forward to helping you guys progress higher and higher and higher through the levels. Okay, next thing I want to talk about is now business, right? So there's a lot of talk out there about now business and circle prospecting may not be now business. And I did a video a couple of weeks ago about now business and the fact that nothing is now business but yet everything is now business. You know, expires may not want to do anything for six months. They might want to hold off. Buyer may not want to buy anything for six months to a year, two years, four years. Although they may want to buy something today. Same thing with circle prospecting. You may call somebody and they're not ready for two years, but you're going to call somebody who is ready today. So when you think about it in this perspective, everything you do is for now business and long term business all at the same time. This is the mindset you have to get into this. This building your business for short term and long term at the same time. That's where you want to be. Okay, the last thing you want to be is a high pressure. I don't know. I'm going to throw a term out there real estate bully. Who is just kind of forcing people into having appointments with them, right? And saying that that is sales. It's not sales. You're forcing people into awkward situations and you're being far too. You're just forcing people into doing things that they aren't comfortable doing. And I kind of, I don't, you know, I let my results speak for itself. You know, what I've done and accomplished. I feel like as a direct result from building a business based on relationships and low pressure-ness, 95% high low pressure, 5% high pressure and know when to apply that 5%. When you apply that 5%, you're going for it. Okay. And you have to be confident about that. You've been so low pressure up to that point and building the relationship and you connect so well that you feel okay with actually trying to pull the trigger and saying, okay, it's time to make a move. It's time to, you know, write that offer. It's time to put that property on the market. So, yeah, I mean, let me just go into a few little messages I've gotten just in the last two days. Okay. These messages are literally from the past two days. Let's see. Let's get into it. Okay. Let's see here. Okay. I got this message just yesterday. Okay. This person got their first listing today. They signed up for the program two weeks ago. Started the circle prospecting. What in the world can I do for you? Ask them about the weather. Got their first listing. This is a new agent. Here's another one. So, Ricky, I just signed up on Red X. I've never done cold calling before. I just did about 20-something cold calls and got an email address for the near future listing. It'll be my first listing. This is a brand new agent getting prospects. Here's one. This guy's been in the program for maybe three months now. He says, how's this? 165 calls, three hours total, 27 contacts, 39 voicemails, two callbacks, both potential listings, and six emails, future business. Okay. Three hours, two possible listings, and six future clients. Okay. This is now business, in my opinion. Here's one. Just received my license and started circle prospecting one month ago. I have my first listing and listing appointment next week and two prospective buyers. Okay. Oh, and lots of future prospects and emails. So this person has been in the business for one month. This is a message from yesterday. I get hundreds of DMs every day, and I'm flooded with messages from agents saying how they're getting business right now off of the zero to diamond program and the scripts and following it to a T. This stuff is not brain surgery. It's not rocket science. It's really simple, and it works because it's building relationships and it's not bullying people into appointments. I don't base my success on appointments, right? I base it on how many people I actually connected with, right? And how I can help those people. When I say help people, hey, it could be helping on buy or sell a property. It could be helping them figure out what their property is worth. It could be showing them some properties or sending them some market information, right? Or maybe even sending them a contractor to do something, right? Helping them pick out a restaurant to eat for Saturday night date or something. Just helping, right? Just being there, being in the conversation, helping them, making them feel comfortable. This is the foundation of our business, right? This is how the zero-diamond system is going to continue to build as off this being friendly, right? Given that FE, friend or family effect, making everybody feel like you are a friend or family member, okay? And that's why I want to do the levels and create this second Facebook group because the main Facebook group has 16,000 people and there's people coming in there that we don't really know what's going on. They don't really know much about what's going on with the zero-diamond program. And so I want to create this second group for people who have completed the 90-day action plan who are committed to building their business to diamond status. And I want to help those people that are committed this second group. I'm really going to spend a lot of time with you, okay? So because I want to get you to diamond. And I want to be on stage in five years and say, I created 15, 20, 30, 40 diamonds, okay? Not so that I can just say that for recognition because I want that for you guys, right? So let's get into some more testimonials here. This is all in the past two days. This person says, I've had the pleasure of being at both your Miami events and I got to see a more intimate, more personal side of you. I just can't thank God enough for putting you and your coaching in my path. I've already got my first deal within the first two months of being licensed and can't wait to keep growing and growing, okay? This is not a joke. This is not, oh, Ricky's just saying this stuff. This is what works. Here's another one. First time Circle Prospecting Day. Use Red X to call Geoleads for two and a half hours, made 63 calls, left 29 voicemails, and got a possible first listing and an email. This is a brand new agent. First time Circle Prospecting. Here's one. I'm so excited. I prospected for an hour and a half. She's a beginner. It says, called 129 numbers, spoke to 17 people, left 59 voicemails, got five email addresses, and one appointment with a man that wants to sell a multimillion-dollar property, possibly her first million-dollar listing. She's ecstatic. She can't thank me enough. She wouldn't have been able to push her fear aside and keep making the calls if it wasn't for my advice and the live call last week, so on and so forth. This is real stuff. Here's one that, like I said, all from the past two days. Ricky had just signed on with Red X, never done call calling before. Let's see. Wait a minute, that one, I already said that one. Let's see. This person was just a message today. Thanks. Just got a listing because of listening to you. Gave me the confidence to do it. This person said that they had eight closings this month so far and closed his first Circle Prospecting listing last week and have 10 more active listings with two more this week. Before that, this person had never had more than one listing at a time. This person never made calls before, started making calls, made 142 calls and got seven new relationships slash emails, some buyers and some sellers. She's making more calls because it becomes addicting when you start to realize how powerful this is and how cheap it is. This is the cheapest, most efficient way to build your business. This person says they grossed in 17 and 18, $80,000 in commissions. Then he started following me, sending out emails and his gross commissions so far this year is $80,000. $80,000 so far compared to $80,000 a year for the last two years because they started doing the weekly email. This is powerful stuff. Anyway, those were just a few messages that I picked up and wanted to share with you guys. Just from the past two days. If I went back like months and months and months would be here all day. I'm only sharing this stuff with you because I want you to know how powerful this system is and that this is real. We are fully committed to becoming diamonds because not the money, it's because the amount of people that we helped along the way. When you focus on the people instead of the money, the money comes. Let's see what I want to get into here. I talked about my stats. I have about $12 million in active listings. I have $12 million under contract right now as well. I just closed on a property that put me over $13 million on the year closed. Not to mention that I have three developments in the works that is multi-multi-millions. One development's worth $20 million. The other one's worth $20 million and we have a 22-home development of $400,000 a piece, whatever that adds up to be. A lot of big stuff coming in terms of my real estate business in the future in terms of developments and just overall just because I'm out there helping people. Let's see. We talked about the levels. Really excited about the levels, the testimonials, my stats. Let's talk about the... If there's any questions real quick in the comments. What's up, everybody? People from all over. Thank you guys so much. I definitely want you guys to network with each other. If you have referrals posted in the Facebook group or reach out to other zero-diamond members to see if there's somebody within the program that can help you with those referrals. I love seeing you guys swap referrals back and forth. That means a lot to me. Let's see. Hey, Ricky, how do you time block your days? I'm a new agent trying to set a good schedule, but I'm struggling to organize everything. How did you figure out the best use of your time? Great question, Hailey. I would say that the first thing is that you have to have a morning routine. I get up really early, I work out, I do all that stuff. Whatever your morning routine is, that's fine, but I like to be at the office before eight. Then I sit down and somewhat meditate about my business and make a list of priorities for the day. Then from then, I just start crushing whatever I had time blocked. Now, if I'm new, I'm going to make calls between nine and 12, Monday through Wednesday, every single week. If I miss a day because I had to show property, I'll make that up on the back end. That's kind of how it'll roll. If you make those calls three hours a day, three days a week, then you're good. Do everything else on the side of that, your social media stuff, your postcards, your business cards, your website, everything else revolves around the phone calls. That's where your business is going to come from. Who are we going to call? Just follow my 90-day action plan. When you finish the plan, we're going to have you on a call. Every time you hit a new level on Zero to Diamond, then we get on a call and I promote you. I'm going to send you your certificate in the mail and you're going to be accepted into the new Facebook group for the Zero to Diamond coaching members who are gyms and above. This is going to be powerful, powerful stuff. I'm so excited about this. Let's see. Ricky, what's the best time to circle dial in a working class neighborhood? Probably like four to six and on the weekends, possibly. Try different times. Watch my video and what the best time to make calls is. That'll tell you it really doesn't matter. Just go. All right, guys. Also, if you're new here, if you don't understand what's going on with the Zero to Diamond levels and everything, there's links in the description. There's a document below that tells the criteria of the levels and I want to get everybody, if you want to be a Diamond agent, which is making a million dollars, that's what we're shooting for. If you want to be a Black Diamond, which is 750 and up, that's fine. I want to get you there. If you want to be a Blue Sapphire, half a million and up, I want to get you there. Not everybody wants to make a million dollars and I get that. But whatever your goals are, I want to get you there if you're committed and how do I know you're committed? Because you've completed the 90-day action plan and I've talked to you and I feel like we're on the same page, right? And you're accepted into the group. That's how I know that you're committed. Now I'm going to spend some quality time with you to help really get you there. And what do I charge you for this? Zero. I'm not charging anything for any of this. Okay, cool. Let's get into listings. We want to get listings right now. First, I want to talk about mindset. What I want to do with telling you when I get listings right now, there's the different avenues of listings. There's the circle prospecting. There's the for sale by owners. There's the expires. Then we have the sphere of influence. We have the online leads, the Facebook leads and all the different seller leads that are out there getting sold to us. So I want to get into those different avenues. But first I want to discuss the mindset behind this new market that we're in. Okay, and I talk about this in my books. I talk about the shifting market and things that you have to do, things you have to look for and what you have to do to adjust your business to this new market that we're in. We're in a new market. We're in a brand new market and I love it. I love this market because, you know, nothing's ever easy. Everything's always changing and I love it when things change because it offers opportunities. Okay, it's like, for example, when the Facebook algorithms change and YouTube algorithms change, everybody's all upset about it and everything but I see it as an opportunity because there's something within those algorithms that nobody has really touched yet. You know, when they came out with stories, that was a big thing. When Facebook live, when Facebook live first came out and you went Facebook live, you could literally have like 20,000 views where now you get a couple hundred views but the same video would have got 18,000 views within the first, you know, if you did a live within the first week or two that they were doing it because they were testing it out, they're really pushing it out there. So you just have to think when things change, there's opportunities that everybody else doesn't see, doesn't realize, okay, but you do. And that's what I want to share with you guys today. I want to share the opportunity that is presenting itself to us right now as this market is starting to flatten out. Where the market is going to go, nobody knows, right? It could go down, it could go up, it could stay the same. It doesn't matter to us where the market's going to go. And I'll tell you right now, never ever try to predict where the market is going to go. Never tell a client that this is where the market's going to go. Never go Facebook live and say, we think the market's going to do this. Never do that because you don't know where the market's heading. Only talk about where the market is right now where it was yesterday, okay? Don't talk about where it's going because nobody knows. Let everybody make decisions based on where it is today. Where it was, maybe there's a trend going on, but let's not try to predict, okay? Every time you try to predict, it makes you vulnerable to the fact that your prediction may not come true, right? Or somebody made a decision based on your prediction or you made a decision based on your prediction and then it didn't happen that way. Now where are you, right? It's a tough situation to be in. So don't do that. Don't base your decisions on what you think the market's going to do based on what's going on right now. But as the market starts to slow down, we see less transactions in the market, okay? Less buyers pulling the trigger. The buyers are still there. They're just not pulling the trigger. They're sitting on the fence, okay? Listings maybe sitting on the market, more days on the market, okay? And in my market right now, there are properties that I have, that I thought should have sold months ago that are still there. I also have properties that I thought would never sell that I'm selling in one week. So it's a very, it's a very mysterious market. It's very, you can't really pin it down on exactly how long something's going to take to sell. In my market, I don't know about everyone else's, but it's very unpredictable. You don't really know. But that's fine. I also had, for example, as far as unpredictability, there was a house that I thought should be priced at $250. And especially with the way that the market is heading and with the way that, you know, the slow down that's flattening out, I was thinking $250, like tops. The owner wanted to price it at $299. I said, great, let's price it at $299. I'm going to set the expectations for the seller and say, look, don't think it's going to be shown too much. Definitely don't foresee any offers coming or anything. Sold it for $290 cash within like four days. So it's a very unpredictable market, but you got to be in it. You got to be in it to win it. You got to be in there making it happen, make yourself part of the conversations. The more conversations you can be a part of about what's going on with people, what you can do to help them, you know, what's their plans, the better. So when the market starts to slow down, now I talk about champions are one in the off season. Champions are one in the off season. When the market goes up and down through the seasons, right? Everyone has a busy season in the slow season in their market. I've always continued to build my business year over year. Okay. Where, where I do better each year because of this one thing, because when it slows down in the wintertime for me is when it slows down, when it slows down, that's when I kind of switch from selling so much because I'm so busy because it was the busy season to prospecting heavy, heavy, heavy prospecting. Okay. So what I do, and I made an Instagram post about this, spend every second of downtime making calls. So if, if, if you're, if you're going hard and there's your sales are just coming at you and you're just closing deals, you're showing property, you're writing contracts, you're getting listings, people are calling you, you're getting referrals and you're just busy and you're just doing deals, great. Right? That's awesome. But the second that that slows down and you're sitting here and you're just kind of looking around like what's going on, you need to be picking up the phone. And, and, and by doing that, where, where your actions, the level of activity for you doesn't slow down. You're going to keep that momentum, even though the market goes down, you're at your activity, your, your actions, your daily actions continue. The market goes down, but your actions stay the same. Your business is going to stay the same. Right? And you're going to acquire more market share, which is lifelong relationships with property owners in the area because you're continuing to make those contacts and create those new relationships. So when the market goes down, you may or may not sell as much as you did in the summer when it was busy, but you're going to sell a heck of a lot more than you would if you didn't make the calls and you're planning more seeds for the next busy season. Whereas you will have a bigger busy, you'll have a bigger busy season, next busy season. This is how I've grown my business year over year where I've sold more property each year. Okay. So the same thing applies when the market starts to flatten out or crash. If the market decides to completely crash, this is the same thing we're going to do. This is the same philosophy. We're going to fill that dead space up, that dead time. We're going to fill it up with phone calls. Okay. So this is something I really want you to think about with this slowing market. If it's slow, it's making your business slow. If it's giving you a lot of dead time and dead space, you don't know what to do, you need to think, okay, cool. I need to go into prospecting mode. The market has switched. I need to start time blocking and doing my three by three. Three hours a day, three days a week, Monday, Tuesday, Wednesday. That way, if you miss one on Monday or Tuesday Wednesday, you can make it up on the back end and still get that three by three in. Three by three is crucial. So crucial for your growth. And then remember what I said too. You got to balance the new clients and the old clients. You have to balance your past clients and your new clients. You have to have continuous prospecting for new clients and maintain those old relationships, those past clients, your referrals, your referrals of referrals. You got to keep both going if you want to exponentially grow. So how do we stay in touch with those past clients? That's where the weekly email comes in. It does all the heavy lifting for you. And then we're going to prospect for the new clients, okay? So that's how you get listings right now in today's changing market is by filling up your dead time, going after those listings. How do we get listings? We get listings because a property owner decided to sell and then they chose us to sell the property for them. So how does that, how do we become that agent? Well, we have to create a relationship with that owner and we have to have that relationship in place before they decide to sell, right? And if they decide to sell and they don't have an agent and they start shopping for agents, we can still get the listing but now they're shopping for agents and there may be a lower possibility because there's going to be three or four agents or even just two agents that they're going to choose from. They may like you the best, they may not. But if you start creating those relationships and put those relationships in place before they make the decision to sell, they're not going to shop around for agents, chances are. They may still, but chances are lower and you have a much better shot. Even if they do shop for agents after you've created the relationship and maintained that relationship for a while and they shop for agents, chances are still a lot higher that they're going to choose you in the end because you have that relationship in place. So just keep all that in mind, guys, as we're moving forward here. There's a lot of mindset stuff behind this. As far as what to do when the market starts to slow down, never slow down yourself. Like people say how's the market, Ricky? And to me it's on fire all the time. I'm having the best year right now that I've ever had up to this point and it all comes down to what I'm telling you. I don't slow down. I don't take any breaks. I'm not going home for a nap. I'm not taking a day off for this or that. I'm constantly, every day, pushing my business higher and higher. Why? Why do I do this? Why do I not want to take some time for myself? Because I know that what I'm building is so incredibly huge in the even short term that I will be able to afford at some point to take off as much as I want to and still have the money rolling in. So I'm building something that's bigger than just a job. I'm building an empire. I'm building a legacy. That I want to pass down to my children, which, by the way, we're having a child. It's going to be in November. Super excited about it. Cannot wait. So looking forward to this new journey. I don't know if it's a boy or a girl yet, but I'm just super stoked. Can't tell you how excited we are for all that. I want to touch on another thing in building the relationships and I want to touch on social media for a second. I love the branding side of social media. Because when you brand yourself, when you do go to these listing appointments or they are interviewing several agents and so forth, when you've branded yourself through the weekly email, through Facebook, through Instagram, through all the different avenues to brand yourself through, there again, it ups your chances to be that agent when you've created that brand. So big, big, big, big thing there. I like to do the weekly email. I like to use the weekly email. The email addresses to do Facebook ads and Instagram ads and really kind of hit them from all angles to continue that branding through all those different channels where it just ups my chances to be their agent when the time comes. And it makes it a lot easier to win listing appointments and to win, you know, when they're interviewing for several different agents. So let's just touch on the different avenues real quick. I think I've already really hit the main course of this as far as the mindset behind what to do when the market's changing and the fact that also lead conversion. I mean, how many people here watched my lead conversion video a couple of days ago? I mean, it was so spot on because so many people are spending so much time trying to convert every lead. Whereas if you can still, you know, work on staying in touch with that lead, but don't put so much into it and spend some of that energy going after new people. Therefore, you have more volume of prospects and you have a bigger opportunity. You have a bigger chance to nail a certain percentage which will be more deals if you have more prospects in the pipeline. So growing that pipeline and not trying to convert every single lead so hard, trying to convert every lead but not so hard and letting that weekly email do most of the heavy lifting is really key. So circle prospecting. Everybody knows my circle prospecting, you know, philosophy here. We're going to pick out a neighborhood or complex. I like to pick out something close to my office and I'll have to drive too far close to the average price point in my market and I'm going to call them using my circle prospecting script. And the entire goal with the circle prospecting script is two things. One, to see if there's anything in the world we can do for them in terms of buying or selling right now. We're trying to find now business. Okay, and then secondly, if they're not ready to do anything, we want to figure out if they have an agent and want to stay in touch with them via the email. If you haven't seen me make live calls, link in the description. Go download the scripts and give it a try. But want to get as many email addresses as we can. Want to capture all email addresses as we can. Want to use constant contacts to send weekly emails every single week on the same day of the week forever. That's going to nurture those relationships. Original content on the weekly emails. So I don't want to get into too much of that, but it's really key, the original content. There's a link in the description for that, the live training session we did where I screen share my computer. For sale by owners. Help for sale by owners for free. I think this is the quickest way to get a listing right now. If you literally called every for sale by owner in your area and told them that you wanted to help them for free, now we're not going to go into the conversation telling them we want to help them for free. We're going to go into the conversation and say, hey, it's Ricky Crews from XR and Speech. How you doing? See your houses for sale, all that stuff. Tell me about it. What's the story? And we're just going to let them talk. And they're going to talk, talk, talk, talk, talk. They're going to tell us all about the house. They're going to tell us all about the story behind it. Why are they selling? What's going on? We definitely want to find out why they're selling. Okay, want to find out why everybody's doing the key. That's one of the secrets to real estate. Finding out why, focusing on the why, and then making them feel comfortable with you that you're here to help them accomplish the bigger goals. But what the for sale by owners want to get them talking about the property, you know, and then when it comes down to the end of that part, then we're just to say, look, I want to, I tell you what, I want to help you out for free. I want to help you try to sell this on your own for free, no charge. And this is how, okay? And they'll say, why are you going to do that? If I help you, maybe you'll buy something with me or refer people to me, your friends and family. So look, let me just try to help you, and then we'll go from there. Fair, fair. Okay, help them get it on MLS. Make sure they got good pictures, good remarks. Help them with the price. Help them, help them, help them as much as you can and watch what happens. Three months down the line, they want to list it, who are they going to list it with? You, because you helped them for free and then you stayed in touch with them until they decided to list it, boom, listing. Who are they going to buy the next property with? You, because you helped them for free, right? If they refer people to an agent, who do you think it's going to be? It's going to be you, because you helped them for free. So you see how this works? This is, I believe, one of the biggest breakthroughs for me when I got a listing by doing this. It was incredible. So I want all of you, if you don't have any money and you're totally broke, you can go on Zillow or forsellbuyer.com and pick up all the forsellbuyer owner phone numbers and information, start calling them all and use this strategy. I didn't say the testimony for that, but I've been getting all kinds of messages from people saying, hey, I've been helping forsellbuyer owners for free and I've knocked down three pending deals and I have two more listings. I'm getting all kinds of messages from people saying they've been using my free forsellbuyer owner tactics and strategies and knocking deals down. If you did this with all the forsellbuyer owners in the next 60 days, you would have deals pending and new listings, guaranteed. I see a question about how to put them on MLAs. There's companies out there that will let forsellbuyer owners put their properties on MLAs. There's called flatfee.com. There's like 30 or 40 of them, I think. So just figure out which one is in your area and check it out and start using it with your forsellbuyer owners to help them. They don't need forsellbuyer owners for exposure anymore. The internet does that for them. What they need us for is the work that goes behind selling the property, getting it shown, setting up scheduling, negotiating, doing the contract, all the legal work, setting up the closing, lenders, appraisers, title companies, all that stuff. They don't realize how much work it is until they try to do it on their own and that's when they say, they throw their hands up, throw the towel in and say, Ricky, I'm going to let you take it from here. So put that on that a little bit and go after it and put that relationship over the transaction. I promise you, and if somebody sells it on their own and doesn't contact you anymore, how is that any different from a buyer that you show property to that never called you back or a seller that you went on a listing appointment that chose a different agent? It's not. You're not going to win them all. But as a percentage, if you do this across all the forsellbuyer owners, you're going to get business expires. So with the circle prospecting, we're not necessarily looking for the appointment necessarily unless they say they want to do something or unless we see the opportunity and we feel like we've connected and we feel like we need to set up an appointment to do something, to see something, to look at the property, to do a CMA, whatever the case may be. An expired may be a little more so appointment. Not necessarily all the way. We're not going for the appointment. We're not why they were trying to sell if they still want to sell again. If they still want to sell it, why they want to sell it and what we can do to help them get that accomplished, why they think it didn't sell. We're going to go through all the normal expired lingo and then we're going to try to see how we can help them based on that. So if they really want to sell really bad, you may even ask them if they have an agent they might consider if they were to relist it. We see the property. When can I meet you to see the property kind of deal, right? This stuff is not brain surgery guys. I think the biggest thing is the mindset behind putting in the time to make the calls and to make the contacts. I think just bottom line, if you're not making enough sales, you're not getting enough listings, you're not closing enough deals, it's because you're not talking to enough people and you're trying to convert this little group of people instead of spending half your time with people on the other half trying to find new people to convert and continue to build that sphere bigger and bigger. We want huge databases and this stuff, like I said, it creates now business right this second. Sphere of influence. I'm coming out with a video next week. I already have it done and edited how to convert your sphere of influence. Really, really good. We're really going to enjoy it. So be on the lookout for that. Facebook leads, online leads, online seller leads, same deal. When we get them, we got to try to call them, try to follow up. We're going to put them on our weekly email system for sure. Outside of that, we're just going to do what we can do. If we get them on the phone, it's going to be the same conversations, right? What do you got? What do you want to do? Tell me about it. What's the story? Why? What can we do to help you accomplish those goals? We're going to go with all that. So let's see. I think I covered everything I want to cover. Okay. Let me hear some questions in the comments here. And maybe I'll take one call. I'll call one person. If you want to put your phone number in, I'll do one phone call. I'll take one question here live. Outside of that, I'm going to Brazil next week. So I won't be in the country. I'll probably go live from Brazil. I'm the keynote speaker at R4. I'm also doing an eight hour workshop the day before the event. It's a three day event. So I'm doing a workshop the day before it starts and then I'm speaking on the last day, last speaker of the last day. So I'm really stoked about it. I'm just super excited and humbled to even have the opportunity and feel extremely confident about the delivery of the information I'm going to give those those agents down there in Brazil. And if you're in Brazil and you're watching, I cannot wait to see you guys. When I get back, I'm going to be in El Paso, Charleston, Naples. Where else am I going to be? Dallas, one more, one more. Minneapolis, Minneapolis, Charleston, El Paso, Naples, Dallas all over the place for the rest of the year. So really looking forward to seeing all you guys in those locations. Okay, here I got a phone number. I'm going to do one call. One call here. Let me know if you have any questions in the comments. I'll answer a few questions after the call. Okay, I'm going to call Hailey. There's a link in the description with all my events and the dates. So you guys can check that out. If you want to book me for an event, you can do that as well. Hailey. I'm doing good. How about you? Good. Yeah. So what can I do for you? Be focusing on other than calling. So calling is basically my time block for the morning. So what should I be doing after that other than following up with those leads that I get? Yeah, for sure. And you say you're a brand new agent? Three months. What are you, so you are time blocking to make the calls in the morning? Yes. Okay. And then how are the calls going? Yeah. You can email and follow yours. Yeah. Okay, cool. Cool. Are you circle prospecting? Are you expires? Are you for sell by owners? What are you? Circle prospecting. Yeah. Well, that sounds really good. It sounds like you have a lot of confidence and you are trying to help people. You've really dove into the zero to diamond system. Are you doing the 90 day action plan? Okay. Okay, that's fine. Yeah. Well, I don't know if you heard from the beginning but I'm doing the new achievement level. So once you get through the 90 day action plan, we're going to get on a call and talk about where you are. And then if I feel like you're really committed to the zero to diamond program to become a diamond at some point, then I'm going to promote you to Jim and then you'll be in a different Facebook group, right? And then I'm going to start spending more time with the people in that group to really help them get to that diamond level because they're showing me they're committed to the 90 day action plan. And then I had the conversation and I feel like they're really committed. So I would love to see you get there as well. Great. Cool. So as far as like what you should do after the calls, it's whatever, right? It's like whatever because the calls are the most important thing. And so like after the call, like after you've made your calls, you won, right? Like you win. You won anything. You won. You're a champion like your number one today, right? That's the first thing you need to realize is when you do those calls then you're number one. If you don't make the calls, you're not. If you do, then you are. So that's that. And afterwards, what you're going to do is you're going to continue to be as productive as you can be until the end of the day. So that's whatever that consists of. It might consist of you making that weekly email. It might consist of you doing postcards. It might consist of you, you know, meeting a buyer, showing property. It might consist of you looking and really going through the market to try to figure out, try to find some properties for a buyer to send them some properties. It may be, you know, I'll tell you one thing big for a new agent that every new agent should be doing because you have time on your hands that new experienced agents do not. And that is studying really going deep with the information on MLS, right? Yeah. I think... Yeah. Yes, yes. I think you should really because if you know the, if you know the market like the back of your hand, okay, the experienced agents do not have their pulse on the market as that good as somebody who has really spent in 30 minutes a day on really studying the new listings, the pending sales, the closed sales every day and you know every, and it's like, it turns into a thing where when you're out in public or you're talking on the phone as somebody asks you a question, you know off the top of your head exactly what something sold for or what this happened or that happened, right? Yes. Another... Yes, yes, but it gives you so much more confidence too when you're making your calls because you just know about the general market so well. And then another thing to take advantage of is that you can like the new listings they're brand new this second, right? And so you, if you put that out there in the public first then everybody's going to see you as a specialist like as an expert, you know what I mean? Yeah. They're going to see you like as far as picking out the subdivision to call in. Yeah. So should I just make a call around the newest listing like every morning I see a new listing and just call around that one? Yeah. Yeah, if you want to. See, here's what's so interesting about calls and like trying to find reasons for calls, right? And I noticed this really early in my career. It was really just an interesting philosophy but it's like it doesn't matter you trick yourself into thinking of really cool reasons to call neighborhoods, right? Like, you know you could call them about this or that and then you could call them and you could call the next neighborhood. There's always like something to say to every neighborhood even if there's no sales, you could say hey, you know, I didn't want to take it so much of your time but nothing has sold in your neighborhood in the last seven months and I didn't know if there's anything in the world I could do for you, right? I mean you could literally do that and there's always a reason and so if that's you're excited about calling that neighborhood that a new listing came in there today, then use that to trick yourself into being excited about calling that neighborhood. You see what I'm saying? Yeah. Yeah. So, to answer your question like to answer your question, nothing don't do anything like just keep doing what you're doing, continue to be productive and you know, don't let anything hold you back if you have those down days where you feel like you're not productive, that's okay I have those as well you know, every once in a while so just drink a bunch of water you're probably dehydrated, pick yourself up and hit it again tomorrow. Cool. Hey, good talking to you. I want to see you on that 90-day action plan I want to talk to you once you complete it so just email me once you complete it if anybody watching has completed the 90-day action plan hit me up at ricky at zero to diamond dot com set up a call and then I'm going to have a call, make sure that I feel like you guys are in the right spot, the right mindset the right frame of mind to be fully committed to the program I'm going to promote you and move into that new group and then boom, sky's the limit from there because I know that tells me that that's basically giving me permission to spend more time with you. See what I'm saying? Yeah. Cool. Hey, where are you by the way? Yeah. Wow, you see here we go guys people think my stuff doesn't work in California and New York and other parts of the country and stuff and here you are, you know? Yeah. Right. Nothing happens overnight and everybody makes excuses, you know? Yeah. See, one thing cool about it is with this, you can see your future because you know how many email addresses you're getting from the business, you can see your business building and then you can even visualize what it's going to look like in a year, in two years, in three years you know what I mean? Yes. Yes. That's exciting knowing where you're heading and it doesn't matter if the market crashes, right? You get that No. Doesn't matter Closings happen every day You are getting me fired up Seriously, I'm really stoked right now for you Cool, well look Cool. Okay, we'll talk soon Alrighty. We'll start the line you did right now. Thank you Bye. There we go guys Agent Allen and Sacramento brand new agent that is crushing it, like and not in terms of selling a ton of stuff but knowing where you're heading seeing the business, visualizing step by step the process because nothing happens overnight. Like she said the first couple of days were rough but then it levels out, you start to get your groove, tweaking it a little bit for the different tonalities and the different, you know personalities and so forth and then boom, you're off to the races and that's when it becomes addicting that's when this business and talking to people and helping people becomes incredibly addictive Okay, let's check out a few questions in the comments and then we'll call it a day if you have any questions just throw it in there let's see when I said an appointment with an expire, do I take a folder listing contract etc. with you to see the house absolutely I take all that just as if a normal listing appointment also a gift card to a restaurant let's see I'm having, let's see I'm having that same problem as Sean let's see what Sean says okay, calling right now, circle prospecting a random to this twice, good conversation they say they can be in touch I don't want to give email, any suggestions would it be bad to try to find it online Sean, look and uh, Santa or Lauren, here's the thing um more than likely it's how you're asking for the email and there's a little thing in there that's spooking them a little bit right there's just a little thing you're doing you don't even realize it, okay so I want you to really pay attention to how you're asking for that email um, you know you just say, hey, cool, look um, I'm sure at some point you're going to want to do something in the future I love the opportunity to work with you would it be okay if I stayed in touch? okay, cool, what's your email address so I don't know if you're doing that approach we're asking to stay in touch and then asking for the email or if you're just asking for the email I don't know if you're saying I'm going to send you a market report or can I send you emails I don't know how you're asking for it but um, it's going to be in the delivery of it now some people just won't give you that email they're not going to get it, okay so just keep it moving, keep getting better keep working on your craft and making people feel comfortable with you and things will start to happen, okay so don't worry about it and you do have their phone number so if you want to continue um, if you want to continue um, you know uh, calling them if you want to call them back you know, and put them on your postcard list do that, okay so that's a few things there let's see how do you study the MLS by pulling up MLS, looking at the new listings new pinnings, new clothes for the day okay, that's one really strong way if you do it every day you're going to keep up with the market but then you can pull up certain neighborhoods and see last year's sales this year see what agents are selling what and just study it front and back Elle Parks, how do I schedule a call with you, Ricky the best way to do it there's two ways you can follow me on Instagram at hashtag 321clubunderallmypost as I post for your chance to win a call and and or do the 90 day action plan and then we get on a call about where you are in your business and how much understanding you have of the system and then I promote you to Jim and you go into the new Facebook group so there's one of two ways how do I have all that energy where does that energy come from amazing diet, exercise mindset, all the above you got to have everything you got to be a full package what's my best open house script how you doing enjoy the day isn't it gorgeous what do you think about the house you know, hey what you guys plans, anything, what can I help you with right, is there an agent that you're working with I think is there an agent you're working with is a crucial question during that time let's see, okay, the event we're going to be talking about let's see, okay the event I'm going to be speaking at there's a link in the description, I think it says Ricky's events, go there it tells you dates of everything let's see come to Chattanooga sure, let's set it up there's a link in the description to book me if you want me to come to an event to speak at an event hey Ricky, how do you handle do not call registry, thanks in advance there's a lot of things there, I'm actually making a video on that about the guy in California that's suing Caldwell Banker for the expired you know, things so video coming out very soon about that I'll see you guys congratulating me on the new baby coming up so excited thank you guys so so much let's see do I put together the content for the weekly email myself or do you outsource it I do it myself, it's got to come from me it's original content from my brain about what I think about the market I show every property, go to every closing go to every listing appointment myself I'm a single agent, so I have my pulse on the market so when I'm talking about what's going on with the market in that weekly email it's real because I'm in the market I'm right there in it and so that's how I handle it, I don't outsource it I'm not scared to be the one that puts that together because I want it to come from me and that's what's going to create those relationships hold those relationships you know, deeper and deeper for you is creating that content yourself and putting that work in let's see, let's see, okay I don't let's see okay I'm a part-time agent still working a full time so I've been calling on my lunch which is an hour on Saturdays I call for four hours because I can't call three hours a day is that okay, yes I think part-time agents should call about a three to four hour call session once a week take your day off and do a one three to four hour call session once a week absolutely Ricky is it better to drop off and pack it to the seller after you talk with them on the phone I don't do that I'm not a big fan of that because it takes a lot of time but not a bad idea it just depends I think that's beneficial I think that maybe try it and see how it goes after you talk to them and then you drop the package off and send it to them and see if they got it see what they thought and continue that conversation do I still send direct mail marketing before prospecting I don't anymore that's something all new agents should do not every call session though send direct mail and call them but also call people that you're not sending direct mail to don't let the fact that you haven't sent direct mail stop you from making more calls ever but my direct mail consists of just listening just souls to the neighborhoods and subdivisions and complexes that I've listed and sold stuff in can success be found as a part timer absolutely take your day off and do a three to four hour call session once a week and crush it let's see let's see okay guys I think I've answered all the question that I can find I have let's see go down to the bottom how often do I preview properties I don't preview properties at all but it's a good idea in the beginning of your career to kind of get a handle on the market and what's out there and try to get a feel for it you know guys you can't necessarily compare your business to my business you know because I'm at this higher level than being a new agent right so that's what the zero to diamond system is about is I'm trying to take you through the levels to get to the progression to get to the the diamond status so yeah like at this point I don't make preview properties but for you you may want to go preview properties I hope that makes sense let's see I say monthly market report and some say no I'll just look on Zillow exactly exactly do not say you're going to send a market report do use my scripts to a T don't talk about market reports don't say I'm going to send you sales say look I want to stay in touch with you I want to stay in touch with you let's see Joseph yes I'll be in Charleston there's a link in the description I don't know if tickets are ready for Charleston it might be check the link in the description Ricky's events let's see let's see do I have an assistant pre-qual buyers and seller leads first or do you do it no not at all I pre I make all the calls nobody pre-qualifies anything for me I make all the calls I do all the work of talking to people and figuring out what I can do to help them there's no ISA there's no nothing let's see okay Natalie just got another listing from Circle Prospecting how do I study the market again you just look on MLS new listings new close sales new pinnings withdrawn expired you study that every day you can also go back and look at there for subdivisions what sold look at the history everything that sold in the market over the last couple years just kind of go through all that stuff look at pictures square foot price all the above how do I handle the do not call this I got a video coming out in a couple weeks on that so be on the lookout for that okay I'm gonna kind of give you my opinion on the lawsuit that's happening and all the big scare everybody's talking about because really not a big deal to be honest with you let's see how do you find off the market properties for cash buyers is called Circle Prospecting is there anything that you can do for me just succeed that's all I want from you guys is literally just to succeed I want to take you from zero to diamonds why credit the levels and the people that finish the 90 day action plan and join the the next level the the gym level and want to go to emerald and ruby I'm gonna help you get there I'm gonna spend more time with the people who are committed enough to finish the 90 day action plan that want to get to the diamond level I'm gonna start singling you guys out into the second group and I'm gonna help you get there charging you nothing what is my spam percentage on email blast don't people dislike emails every week from you not at all man not at all every they get they get spam emails every day hundreds of them what's once a week from their real estate agent that wanted to say in touch once a week means that you're being relevant and it's the right frequency to show that you're a hard worker that you're dependable and that you're in the game anything less than every week is actually saying that you're a slacker you know cool don't seem more questions it's been a little over an hour here had so much fun I hope you guys got tons of value out of this all I can say all I can say is is to the moon we're gonna take this thing and run with it wanna create so many diamonds out of all of you and just can't wait to see you at the top with that I guess I'll see you guys next time hit me up Instagram DM if you have any questions still answering every single DM fix and answer a bunch right now so let's go let's go love you guys