 and this is like the mother load right this is the best time in history to build your business number one people are just sitting at their houses and just can't wait to talk to somebody this is what I believe I'm sharing that with you for nothing just get out there and succeed cool so where are you guys at Idaho falls nice is there like a bunch of waterfalls or something smallest smallest wow that doesn't sound too exciting cool cool so do you guys know my story kind of give a little background no go ahead please okay um I've been in real estate since 2002 uh went through the uh I made a million dollars before I was 23 lost it all in the crash went back to roofing houses worked on an old rig for a while that was 2006 and 2007 and I read a hundred books during that time and really tried to figure out why I went bankrupt and lost everything I was sleeping on Prince couches 2008 I got back in real estate because I was laid off from the old rig and um I started I like I realized somewhere in one of those books or something that uh the reason why I lost everything and the reason why I didn't have a business that could withstand like a market downturn or market crash was because I was so focused on the deal and the and the closing and getting the contract signed I wasn't even really paying attention to the people you know what I mean the like building the relationships I didn't have to because back then you did a deal you knew this is something you have multiple offers in a couple hours and then you sold it and that person wasn't even interested in rebuying they just made 100,000 on something they bought six months ago and they weren't definitely going to buy something for 100,000 more than they just bought something for so they were kind of out of the market anyway and I just went and did it again over and over and over again so I was kind of introducing that market and it kind of ruined me a little bit but it was a blessing in disguise because it made me go through all the stuff I went through to learn what to learn so long story short got got back in in 2008 and started just building my business on people not deals not trying to go out for deals just seeing what I could do to help people and I built the database I started doing a weekly email and by 2014 I was selling 100 properties a year okay I'm just a single agent one assistant and since then I've sold 100 properties every year since and I was the number one remix agent in Alabama three times and what else I wrote two books a couple years ago started coaching for free I've got the fastest growing real estate coaching program I'm the only coach and it's a free program and I'm basically just sharing what I learned you know through this two decades of madness and a roller coaster of a career so and it's kind of led me to this point where we're in this little market downturn I've really kind of been preparing for this ever since 2008 when I got back in the business and I gotta say I'm set up pretty well so that's the gist of it um if I could get maybe a question or do from you guys I can see what direction to go with this it'd be good right honest what do you obviously you said you said yourself pretty well but what are you seeing um people that are having success what do you seem to do differently in this time well well I mean one thing you don't understand is that we all have to play by the same rules you know so the people that you know the areas where you can't show property and you can't do this and you can't do that well so I mean that's it goes the same for all the other top producers so you know it's not like somebody has an advantage over another person so now what do we do well we've got to figure out a way to be more productive than everyone else using the same rules that everybody else has to abide by so like right now there's not a lot of transactions going on there are some transactions it's not dead um it's definitely the market is definitely alive I'm still selling a few things here and there but it's not like it was normally in March I'll sell about 30 properties in this March that's all two I've sold one in April so far I'm trying to get a second one under contract so it's definitely slower right but the thing is is everybody wants to grade their own paper based on their transactions and showing properties and going to listing employment so stuff like that and to me that's a very small piece of the puzzle for me market share is is how many property owners what percentage of property owners in your area um that you have a lifelong relationship with that know you that you've talked to verbally that you're building a personal brand with through whatever avenue that is like think about it for a second if you have a population of a million okay how many property owners out of that million know who you are and you know probably may consider you as their agent right that's market share to me because whoever is building that and trying to you know build their name in the market you know whoever owns the most percentage okay we're talking about market share whoever owns the most percentage of that is who owns the market you know even if an agent only did in 10 deals last year but they picked up a thousand new relationships with property owners I'm going to put my money on that guy over the guy that sold 50 properties this year you know because I know I know where his career is going see it so if you look at that and just based on transactions and you say oh 50 versus 10 I'm going to go for the 50 guy but you don't realize there's this underlying factor of how hard that guy's working you know when nobody's looking to make those calls and build those relationships so right now during a market downturn you know and this is like the mother load right this is the best time in history to build your business number one people are just sitting at their houses and just can't wait to talk to somebody I did live calls on YouTube two Thursdays ago you guys should go watch that the people just talk forever it's hilarious but people are just dying to talk to people right now and if you were the if you're the agent that called them during the pandemic to check on them to see how they're doing you're not trying to sell them anything you're trying to talk to them like they're your mom dad brother cousin you know like what kind of how are you doing through this how you guys doing I've been working at the house for three weeks this is crazy isn't it like talk to them like they're your mom dad or brother and that's when you really start to get through to people that's when people start to notice who you really are not the scripty you know all the all the regular training stuff out there just sucks you know just throw it away put in a pop art it because all the objection handling and the uh uh you know like you know if they're not motivated to do something really soon then just you know discard them kind of bill is ridiculous you know any human that you can talk to and create a relationship they're going to buy or sell something at some point in their life you're there spending that you're in the moment where you're talking to them anyway why are we going to throw this person away you know let's build a relationship with this person you know the more more time I waste on people the more money I make I mean it's just been the case like for now example for example I'm wasting time I'm talking to you guys right but this is going to in turn help me build my personal brand more and more and more because now you guys are going to join my free coaching you're going to start following me on social medias and stuff like that all that stuff adds up I mean it just adds up to something big so a lot of people won't do what I'm doing a zoom call with some ages they never heard of for free you know they won't do that kind of stuff but I'm willing to do these kind of things it's you know it's the same thing in real estate I'm willing to sit in a room I've been making calls eight hours a day right now calling checking on people seeing how they're doing and people are going to remember that you called them during this time you know they're going to see you as their agent I mean they're going to be like that's my it's my agent right there you know they didn't call because a lot of agents like I don't want to call right now I think it's insensitive because people are going through stuff and you know they're not going to want to buy or sell something right now you're not calling them to try to get on a buyer to sell something you know you're calling to check on them to see how they are doing you know and to build your brand right so you're trying to you're trying to grab market share now is the best time I've ever seen to to build your market share in the market in terms of what I just said the percentage of property owners who know who you are and like you feel comfortable with you that's your number one job is to make people feel comfortable with you how do you do that by being comfortable with them you know like talking right at the right speed you know with the right tone you know with the right relaxness with the right intentions right so next time you're talking to your mom dad brother cousin um take like a take a moment in your mind subconsciously and realize how comfortable they are with you and how comfortable you are with them that's the that's the exact like feeling you want to get when you're talking to prospects so pay attention to the tone of your voice the speed of your voice the how your shoulders are relaxed the whole nine yards take a mental snapshot of your entire you know body and and feeling and then start to try to implement and emulate that exact moment when you're talking to your prospects you know that that that that feeling of you know I mean you're not trying to sell your mom a house you're just trying to check on her you know it's the same thing and when you do this and you build that brand these people are going to buy and sell properties who are they going to buy and sell with the agent that cares about that's going to work the hardest that's dependable that you know this stuff in rocket science you know what I mean the problem is nobody wants to do what I'm saying nobody wants to go through those hundred thousand calls