 especially if you're a newer agent you don't have any deals you need to do everything I mean you need to do everything you do to get to that first deal work every lead from every angle try every gadget every shiny penny do it all right but at the end of the day when the dust settles and you start closing up a couple deals you've got to narrow down to what your top two or three things are and really commit and go all in and be willing to sacrifice the deals you're losing on those other 15 things because everything works you know they say you know you know if you really want to do stuff you got to work for it so now everybody wants to automate everything make everything easy and just like you know create like an ATM or money just flows into your account you do nothing kind of deal but that's not how this work this is a very sweat equity business you've got to put the work in you have to put the work in for all those individual conversations you guys to get to the level that you want to in your real estate business you've got to have thousands of one-on-one conversations with people in your market right and that's going to take you years to do but you've got to start the process and you've got to have thousands of one-on-one conversations with people in your market number one and that takes a lot of time work money energy like you can't buy your way into market share here even if you bought your way into market share like bought a bunch of Zillow zip codes and put a bunch of billboards up and paid a bunch of Facebook ads and stuff when you did generate all those leads nothing's gonna happen there until you actually have conversations with those people so even when you spend all that time money and energy to try to acquire all that market share and you acquire all that data you still got to talk to those people one-on-one before anything's gonna happen and so we're right back to just sweat equity right no matter no matter how you slice it up you've got to put the hours in to have all those one-on-one conversations same thing with the weekly email you've got to put in the time to really make that thing special and indifferent and unique or it's not gonna work it's just it's just gonna kind of be average and they they get plenty of average right they don't want average from you they want above average they want to get to know you they want to know what's happening and and you know in terms of like content they don't want national statistics right like here's things that they want local stuff they want to know what's going on in your local market right price per square foot listings inventory supply demand all that stuff they want to know about local restaurants a new local restaurant opens up go there eat do weekly email say I went to this new place bam here's what I had it was amazing the waiter was great reply back for your chance to win a $50 gift card there you know giving your experiences and trying to make these these emails very engaging also like small very few words big font I use I use big font and small words because I want people to open it up and just like boom get all this value within like three seconds and then be gone if you do like small print novel type stuff they're gonna open up one of your emails never open another one or unsubscribe because people don't have time to read like a novel of stuff listen there's new listings every day so honestly you could put out an email an email every day you know with just that here's the new listings today you could be the new listing agent whereas every week you just have like a list of the new listings for that week in your area people love breaking news type stuff new listings is breaking news this is a new listing in the market or a new pending or a new closed sale people love that kind of stuff right and that's something that keeps people engaged or they open it up every week because they want to see what those new listings are they want to see if what they're looking for has hit the market or if something in their subdivision has hit the market this week and they're gonna pay attention and stuff like that so that's really good but yeah that the email something that it's easy it takes you 30 minutes a week or so and you can scale because it doesn't matter if there's 500 5,000 50,000 people there it's only still only gonna take you 30 minutes and so way it's a safety net on the back of your business that really doesn't let a lot slip through the cracks like when you show a buyer and they ghost you right this is half of me so many times show a buyer they ghost you you know you thought it was going good they ghost you three years later five years later eight years later I'll get a call from that buyer right and now they're ready to buy you know and I just never I just never took them off my weekly email I don't take anybody off the weekly email and they continue to get the email you know I have like I'll sell a property this happened to me earlier this year there was two listings I got it was it was a 1.3 million dollar house we're closing in a couple weeks and a $700,000 condo that I closed months ago I got them both about the same time and they both called me it was like we're ready to sell or whatever and I sold them those properties eight years it was eight years ago it was like one of them was eight years another one was like seven years or something I went back and looked and I have had zero contact with those clients ever since I haven't called and checked on them no Christmas cards just a weekly email right and then when the time came they called me to sell those properties so really put it really puts you in a really power position as far as nurturing goes it does all that heavy lifting for you because again you're shut you're giving your personality in these emails and they feel like they are still very connected to you even though it's on a mass basis and and two one thing to note is that when you're in the deal with these clients giving them the best service possible like going above and beyond like being Johnny on the spot and super dependable like keeping them updated making sure the transaction goes smooth that's the best closing gift you can give your clients and really that's why these clients came back to me because it was like we were talking about earlier Joseph how you know once people love you they're never going to use another agent they're just going to use you they just want to use you this is a prime example you know this is eight years later I never call to check on them but they came back to me right and it wasn't because I didn't want to check on them it's because I got too many clients and too many things going on I can't you know you get to a point where you can't call everybody right and so the email gives you an opportunity to stay very closely connected you know but you got to spend time on it why would we spend money on ads to get fake emails when we can click a button to get a little you're gonna get to get to get the list either way so with with red X you can just click and get the list and these are the exact people and do business with right you got a time blocks and time to call these people anyway you know to me it just makes more sense you know because all you're trying to do is develop a list and then find time to call them so for me instead of developing an expensive list of people who you know are putting fake emails out there I'd rather just pay the cheapest amount of money for the exact people want to do business with the exact price range the exact type of property and just call those people make friends with them right so that's kind of my thing but listen I would do both you know I would do both I would doubt me especially if you're a newer agent you don't have any deals you need to do everything I mean you need to do everything you do to get to that first deal work every leaf from every angle try every gadget every shiny penny do it all right but at the end of the day when the dust settles and you start closing up a couple deals you've got to narrow down to what your top two or three things are and really commit and go all in and be willing to sacrifice the deals you're losing on those other 15 things because everything works right let's say 20 things work but you need to narrow down to three and concentrate there you got to say I'm okay with losing the business that I'm not going to get from these 17 things because I'm not doing those things anymore I'm okay with sacrificing that so I can go all in here because I know that this is the bread and butter you know that's the kind of but right now you kind of just do the 20 things because you just want to just get there you know and do a deal so that's my thoughts I don't think that the lead thing is the most efficient for real estate you know because it's all funneling back to a conversation anyway that has to be had you know and I just think they're too expensive for bad data at the end of the day you know but people do close deals off of them and as a new agent you should go down that rabbit hole people like hard-working people you know like hey I work at the whatever down here and I'm doing real I'm trying to get my name you know I'm trying to get my real estate career going as well like people like that kind of stuff people like the underdog hard worker you know stuff and people are scared to say they're part-time and stuff like that no no no no no no listen it's not about that the only reason they're gonna say something like that is if they're gonna you're gonna think that that's the real excuse but really the fact is they don't feel comfortable with you you haven't made them feel comfortable and then they're using that as the reason but that's really not the reason the reason is because you weren't good at your communication to them right that that you know that you can have like if you communicated them correctly that you're here for them you're gonna make it go smooth like you know the hospitals like whatever like you know like I mean it's it's all about how you talk to them you know but don't let them trick you into thinking that that's the real excuse that's kind of like that's kind of like sellers that say oh I picked this other agent because they're brokerage that's not true that's not true at all they just didn't like that agent they just didn't like you I mean that's that's what the real truth is they didn't like you enough to pick you they like this other agent they like the way they talk they like the way they carry themselves it wasn't because the brokerage now when NAR did that study about friend in the business number one reason why people choose a real estate agent brokerage as the reason why they picked their agent was under 1% was less than 1% yeah like people picking a brokerage or whatever the reason is sometimes you got to see through some of this stuff that's like when you're prospecting and they say oh I might do something in six months call me then they're just telling you what you want to hear most of the time they're not really their intentions aren't really to sell in six months they're just kind of telling you what you got here to to get you off the phone and then they ghost you they don't answer the phone in six months or they don't whatever you know and and it's like you got to understand you know their people are nice and they don't want to hurt your feelings you know and it's all about communication you know and them feel feeling good about you so just if you're a good person right and you can communicate that to the people you're talking to that you're just a good people that's that's when you're gonna start really winning you know we start talking to people like their family you know like next time you talk to your mom dad or brother or cousin or whatever kind of pay attention to how that conversation is going and how comfortable they are with you and how comfortable you are with them and the speedy voice how relaxed your body is and just the whole nine yards your tone really pay attention to that and try to emulate that exact communication to your prospects because if you notice when you talk to your prospects you're talking to your parents it's two different tones right you know and like if you if you can if you can if you can if you can make the way you talk to your parents if you can take that and talk to all your prospects like that I'm telling you that's it