 The reason why I do 100 plus deals and most agents don't is because they get caught up on one, two, three, four clients and they don't try to talk to enough people basically. You know they don't they don't talk to a large enough volume of people right and see what they can do to help those people create those relationships and then there's not there's really I mean very few people have a really good back-end system to follow up and stay in touch with people forever so I think the problem is we're not talking to enough people like we're just trying to convert every single lead and we're just spending so much time on each lead like I showed property yesterday by the way I still show every single property go to every closing every inspection all that stuff every listing appointment I do all that and I was showing property yesterday it was $200,000 homes and to some buyers that probably I don't know if they can like I don't even know if they're if they can buy or not it's crazy but they you know like I was thinking about it like most agents would have taken that two or three hours they spent with that buyer and that would have been their entire day like they wouldn't have done anything else you know they wouldn't have went back to the office and made some more calls and tried to figure out some more things to try to reach some more people to see who they could help and you know you continue building their database and doing all the little things like behind the scenes you know like being a hard worker it means being a hard worker when nobody's watching you you know and I think that's the problem we're just doing what we need to do to kind of look like we're hard worker or look like we're a successful agent but we're not actually doing the behind the scenes work like that it takes to get to the top you know what I mean so as far as building relationships go I believe in not caring if this prospect in front of me wants to buy or sell anything today or not you know like oh only go after motivated people okay well that's about 1% 2% 5% 10% of the people you talk to it's really motivated what about the other like 20 to 30% of people who like you enough to do a deal they're just not ready yet they would just throw those people away no that's how sell 100 properties a year I have captured everyone whether they want to buy or sell or not yeah I'm taking advantage of the people that are motivated but I'm also taking advantage of the people that aren't motivated for the future because I know those relationships will turn into 10 to 20 deals to me of the life of my career the repeat business referrals and referrals of referrals so I mean I could go on and on and on and on here bro you know I'm saying