 If you're a struggling real estate agent and you're looking for some inspiration of somebody who started literally at the bottom and worked their way up, today I'm interviewing Rachel Warwell. She's out of Panama City, Florida. She's a longtime subscriber of Zero to Diamond, my free real estate coaching program, and she followed it to AT. She went from $25,000 to $500,000 in gross commissions, and she's doing quite well and she's really too busy to even continue to make the calls, and that's the whole point of this. Yes, she wants to continue making calls to continue to grow her business, but you get to a point when you follow the simple systems, the simple program where you can't make calls anymore because you're so busy closing deals. I can't get this through to you enough that my program is not a cold call for the rest of your life program. My program is a cold call for a good three to five years until you're so busy that closing deals that your prospects are cold calling you and not the other way around. Rachel is a clear example of what can be accomplished if you visualize what could happen over the course of your career, build it up, and then I'm trying to help her understand how to get to the next level. She's getting it from $500,000 to $1,000,000 automated residual business. She's already investing in rental properties. She has several rental properties. She's adding to her portfolio. She's setting herself up to where, guess what? At some point, she's not going to have to sell real estate because she has to. She's going to do it because she wants to and eventually not do it at all, which is where I am in the business, and I hope that for every single one of you. I started from the bottom. People started at the bottom. There's no reason why anybody watching this cannot accomplish anything they want to accomplish in this business. We're here to help you follow Rachel on Instagram, Rachel Warrell, Rilliter. Go there. DM her. Connect with her. Make friends with her. Ask her for advice. All that good stuff. She's happy to help and answer questions, and let's dive right into this one. If you enjoyed today's episode, hit subscribe, click the bell, and let's get into it. What's up, everybody? How are we doing? Rachel Warrell with us here from Panama City. She's talking about she's got a whole ton, a whole buttload of closings happening this week. Rachel is one of my favorite success stories of Zero to Diamond. One of the biggest success stories, really, came in when I first realized she was in the group. She was doing like 25K a year. She did 500,000 last year in GCI, just over the course of like three years, went from 25 to 500. Very remarkable. You guys have seen her on social media doing her thing, creating consistent content. She's a very huge advocate of making calls and building those relationships, doing the weekly email. All things Zero to Diamond, and that's what I find very interesting. So Rachel, how are you? I'm doing really well. Thank you so much for having me on here because like what you were saying before, I'm kind of the poster child for all of your coaching and I've implemented it and the success I've had has been insane. And I've literally, I've followed your coaching to a tee and I'm excited to be on here today because I get questions on Instagram all the time from other agents and they're like, does this really work? Do the calls really work? Does the email really work? And I'm like, yeah, it does. Yeah. Yeah. So I want to put that out there. I think too when you think about that question though, right? Like does the calls work? Does the email work? I think the first thing I think about when I hear that is, well, it works for me, right? I said this in Vegas. I might have said this in Vegas. No, I did say this in Vegas. I'm pretty sure. And in Miami last week was, I basically did the same talk in Miami Friday that I haven't really heard of a legion or some kind of strategy that doesn't work. I've heard of it not working for some people, you know, and it's like calls work great for me. Social media works for this person. You know, direct mail works for that person. Networking, you know, works for this person. The work becomes finding out what works really well for you. The thing for me though, with all this was that I knew that I had to talk to people and I knew that agents have to talk to people and all those things come right back to talking to people. So if you can get around mentally, the mental block behind, you know, having it come through a channel rather than just going directly to the person and having the confidence to talk to them, which you obviously have. Oh, and I wasn't that's it. That's not easy for anyone, right? It's always hard to start something like that. And it is really scary. And you're talking about cold calls, right? Correct. Or even social media. I am terrified even to the state of going live. And I always say this, there's no filter for my face. There's no filter for my mouth. So I always struggle with that. But I think with any struggle with going live, I hate it. But I do it. You know, I just I always have anxiety. So even if someone's having anxiety about calls or going live, those things that make you feel uncomfortable, they make you feel uncomfortable for a reason because it's an area you need to grow in, right? But yeah, I just OK. So just a little bit about me. Whenever I started off in real estate, I started off on a team and they did a personality test on me. And I was high D and almost dead even with I, so a high D, high I. That me too. That was a D I, uh-huh. Like just dead even. There was kind of like almost, you know, like a high D, high I. Yeah. Yes. Like off the charts with that. So when my personality, they were like, oh, you're not going to be a virus agent. So there was no there was no plan B for me. I knew if I wanted to send my little girl to school the next year, I had to do it. So I was already mentally prepared for the cold calls. So that's what I was going to do. That was the only source I had. So I made cold calls on the team as their listing agent. See, I was just talking to a brokerage about this. And they were talking to me about call reluctance, right? And even on the interview with Grant, we were talking about creating content, you know, and how people don't really create content because they're scared of the, the haters, the negative comments, right? And then for calls, they're scared of people getting mad on the, you know, getting mad at them for calling, which is really the same thing. When I started to think about it, I was like, OK, negative comment from somebody you don't know. OK. And you're worried about how they're going to judge you. So it's stopping you from even making the content. And with cold calls, somebody that might cuss you out for calling them that you don't know, that doesn't know you and you're worried about what they think or how they're judging you when in social media, you've got the haters and then you have all the people that love you. And then with cold calls, you've got the haters and you got all the people that love you. Oh, yeah, I think I made cold calls. Somebody told me to f off. Right. The same thing happens to me. Same thing happens to me. Like the last time I made calls, it was a really weird call as a for sale by owner. I was coming for sale by owners live and they, you know, he was just kind of like treat me like I'm just some slimy agent or whatever. I could feel the the vibe. And I was like, man, this dude just don't even know. Yeah. But but my point is, is that what you're talking about with your daughter. I think really kind of amplifies what I was saying with Grant and what I said to these, this brokers today, like that negativity scares people from taking the action. And if they don't have a big enough Y to do it, then they're not going to even, like if you have a spouse that is, makes a ton of money, or if you have an inheritance coming, you know, in the next five or 10 years that's worth 20 million bucks, or if, you know, everything's paid for, or if you're satisfied with, you know, just enough bills to pay three, like whatever it is, if you don't have something driving you, that was like, when I started, I was scared to make calls, you know, like everybody else. But my big Y was, is I'm going to make real estate work and I'm going to be number one period, like nothing. So I told these agents, I was like, I empathize with being scared to make the calls, but I don't, I can't resonate with allowing that to stop you from being a millionaire. I just, I can't resonate with that part of it. You know, so it comes back to the big Y and that that's interesting that it was your, it was your daughter that kind of gave you that. I find that like anybody that does make the calls and like really grinds it out and gets to where we are, there's always something, you know, that's, that's driving them and pushing them. Yeah. And then there were some other things that definitely fueled me. Whenever I did decide to go into real estate, I have people like, Oh, you're going to get in a real estate really like you and every other because the failure rate so high, nobody took me seriously. And I then used that to fuel my Lamma show you, watch me. And so that's, that's what I've done. But at the end of the day, you know, someone was mean to me on the phone or if I didn't, you know, it's like they hung up on me. They were hanging up on my daughter. You're not going to hang up, you know, that's just not an option. So you just move on to the next person. You know, and as a matter of fact, I think it's, it's really rare when you see women cold call. And I think that there's, you know, some unique struggles that we have that male callers don't. For instance, our voices are already naturally a higher pitch. And when we get nervous or if we're scared of getting screamed at, our voices go up and maybe we start talking like this. I'm like, please don't yell at me, Mr. Seller. And then, you know, then I would get these how old are you? People would ask me how old I was or I would get hit on. And I'm like, well, here's the deal. Nobody's taken me seriously. Nobody's nobody's going to trust me with a sale of one of their biggest assets. If they think I'm a baby or if they're not taking me seriously, it's a professional. So I had to learn how to change my voice, change the tone of my voice. Try and lower the pitch. Talk slower, maybe a little bit more quietly and purposeful. And that has really helped me with that. And I will say this, OK. I think every woman, regardless of whether or not she has a child or not, she has a mama bear inside of her and you don't want to mess with mama bear. She's protective. She's aggressive, intuitive, you know, and even empathetic, right? She's she's taking care of something more. So I think that all women, regardless of whether or not you have a child or not, you have a mama bear deep inside you and the power of that that you can bring to the table with being protective of the people that you're responsible for. And being, like I said, it just, you know, a force to be reckoned with. Every one of us has that. So if I can do it, you can do it. Yeah. What was the difference in the tone and stuff? Well, you know, my whenever you're scared of making calls, right? So then, you know, you get a little nervous and then you start talking like this, like, please don't yell at me. I'm just, you know, and nobody is going to take you seriously. You have to when I was watching your coaching, when I found you on YouTube, you know, you always said you have to have the best intentions, like you need to know that inside of you. So that when you're calling, you're not coming across as you're not second guessing yourself and in the purpose of your call. Hey, I'm Rachel Warrell and the local agent over here in Panama City Beach, 30 a I was looking for the owner of this property once you remain straight. Is that you? Yes. Oh, good. Just go looking for happy Monday, by the way. Well, listen, I don't want to take up too much of your time. I just sold this house down here for this much. Sure. I saw your house was on the market a while ago. What's going on with it? What's the story? Yeah. So then you're you're coming not from a place of, you know, don't yell at me. Yeah. A place of like, hey, I'm just here doing my job, trying to see if there's anything I can do to help you. If not, you know, no worries. Yeah. Yeah. I think I think guys go through the same thing. They have to find that confidence so they don't sound like a scared little puppy when they call. But but you're right. There I do believe that there are like some additional challenges with, you know, with women, I honestly do. But at the same time, I think that it's it's it's different. But we all have like, it's the same thing, like even the guys, like, if Rachel can do it, you can do it. If Ricky can do it, you can do it. Like, you know, but yeah, you're right. Because it amplifies those problems when you're in the like you have a lack of confidence, right? And you walk in and you have a little bit high pitch. And so then you feel like, you know, it's really not working for you when it's not as easy to kind of turn that switch off, you know, as it might be for a guy. I don't know. I'm just going out there. I make cold calls in a zoom room predominantly by younger with younger guys, right? That's predominantly who's making cold calls. I find and when they're nervous, maybe they'll talk a little bit faster. But it's not necessarily their voice goes up to a higher pitch or they sound like a baby. I've never heard in in all of my hours of making cold calls with other with dudes, I've never heard someone say, how old are you? Right. So it's just something that but it's it can be overcome, obviously. If you can go from making twenty five thousand year first year to, you know, a half a million in GCI, your fourth year by literally just making as many connections, connections with property owners in your market. So walk us through that. So walk us through that. Like, how did that happen? How did you go from twenty five to fifty to five hundred? Like walk us through, you know, just the cliff notes process. I mean, real quick, I was on a team. I learned so much from being on that team, right? Like the it, you know, I used to be kind of bitter about the split. But then you told me, you know, Rachel, the tools in the knowledge that you learned and the skills you learned when you're on that team are going to make millions of dollars over the course of your career. So it's self-winding about that. But I did have to leave the team because I was seeing them seventy percent on top of forgot that. Yeah. On top of my brokerage split of thirty six percent. So even though I had done like thirteen deals, I had only so you paid the brokers thirty six off the top and then out of what was left, you paid them seventy. I gave seventy to the team and then thirty six thirty. There was love. Yeah. You're getting like you're getting like twenty percent total. Yeah, it was insane. You know, working, working like when I told you, like I was calling for my little girl's school like I'm like, you know, and we just had a hurricane. I wasn't able to live in my house for ten months. Like it was just it was do or die for me. But unfortunately, because the split didn't work out, I went solo and that is when I found you on YouTube. And I saw you and you were, you know, were you looking for coaching or were you? How did you find me? You were like searching like real estate coaches or what? What do I do? Like help me, right? And so there's a lot out there, but, you know, and I watch Tom Ferry, just a few others just on cold calling scripts. And then that's how I found you. And there was something so familiar about you. And I will say familiar in the root word of family. And in that, you know, I'm from Pensacola, Florida, which is 45 minutes away from Gold Shores. You had worked on oil rigs like my dad has worked on oil rigs. Matter of fact, he works at an oil refinery and mobile right now to this day. So there was that sense of like, dang, like he came from humble beginnings, blue collar, it's not like he came from money. If he can make a million dollars a year as a solo agent, I can do this too. And you just said, all you got to do is outwork everyone, have the best intentions on the phone. So as a solo agent, and then I implemented the weekly email, but I will tell you, I saw a result immediately as soon as I started using your scripts. I mean, I was picking up listings and making genuine connections with people. And I'm like, damn, like this works. I mean, this is. So were you, were you using the script word for word? Did you alter it a little bit for you? Did you start doing the weekly email immediately? Like what, what, like, how did you make this start working for you so fast? Well, I, I believed in what you were doing instantly because I just I'm like, if he can do it with like this, then I can do it like this. And so I would, I would delve into the conversation, know that I have the best intentions out there that I would be an amazing agent for anyone who would give me the opportunity. And I knew that. And it just gave me that, I guess, the, the, the mentality to approach phone calls like that, because I knew it was true. I just had never thought about it like that. Yeah, you were kind of caught up in the mainstream. Yeah, like said, go for the clues. Yeah, yeah, that was from and nobody else was saying what you were saying at that time. Now, you know, you got a couple of people out there that are definitely have stolen a page from your book. But to be honest with you, I mean, it works. So I, I, but yeah. So fast forward, you did the first time you came out with the 28 day challenge was October of 2019, right? So then I followed that to a T like I executed and implemented every time you say, okay, three hours. I want you to call fizzbows the next day. I want you to call expired, whatever. I followed it to a T that's pretty hardcore. Dude, I mean, if anyone for real does the 28 day challenge, like you need like two days to sleep, like you're so tired. Yeah, I mean, the 28 day challenge is like basically impossible to complete. Like it's, you know, I found when I was the new agent, it was completely doable now that my business is thriving for me to in more established for me to do the 28 day challenge is pretty much impossible for me at this point in my business. But when you're brand new, if you're struggling, you do you follow that 28 day challenge when he says go live, go live. When he says do social media posts, do social media posts. But that's just the groundwork for what any agent should be doing every single day. Now, if you have a big sphere of influence or right, or if you have a lot of friends that own the type of properties that you sell, then, you know, work your sphere, but I didn't have that. I didn't come for money. Okay. Nobody in my family owns multi-million dollar beach houses, right? But that's the property I wanted to sell. So the only way that I knew how to reach those property owners with the properties that I really wanted to sell was to call and introduce myself. I mean, there's just no other and I'll see, you know, even luxury agents will talk about, oh, join the tennis club, join this, join that. Well, the fact of the matter is that I am not, I don't come from that. But whenever I saw you do what you did and come from the background that you came from, I'm like, okay, so it's possible for me to do this. And I just, I was sold even though it was free. I'm doing this. Like there was no stopping me. Yeah, that's like, that brings up so many different things here when you talk because like just the free part where now you went from 25 to 500,000 and you didn't pay me a dime for coaching or advice or the challenges or whatever. Anybody can go do this. It doesn't cost anything. You just go do it. The next thing was very interesting how you're not like the, you know, at, you know, going to like play tennis and social and network and stuff like that. So I'm like a, I'm like a big introvert. Um, and that brings up a whole new, a whole like another direction that we could take the conversation, which is thank God for social media because it gave introverts like myself, who isn't going to go to the after hours, uh, community networking events and like talk to people at the basketball courts and in the gym and all that stuff, meet people out in public. Like that's just not my thing. Um, but with social media, like you can be an introvert. You can be in your room at the house, creating content in the car, in the field, at a listing, just doing your thing. And literally everyone knows who you are. I mean, it's just like me in the coaching world now, like for you to find me before social media, wouldn't have happened. I know, you know what I mean? It just wouldn't have happened. I mean, but, and that was the, and this is another thing that I definitely have to you address because when I said, whenever I saw you on social media and how you seemed familiar, I could totally believe how somebody from my area would say, okay, well, here's what I did. Here's how you do it. I mean, the thing is, it's like I knew you. It's like, it's just, it's just like, if, if I were to have a flat tire on the side of the road, I guarantee you, guarantee you, there'd be a good old boy that would stop, right? He'd either be wearing flip flops or work boots. He'd make sure I was okay. And he put my spare tire on and send me on my way. Like, that's just how the people are around here. And I'm just like, I totally believed that you knew what you were doing. And then also it was believable to me that you would actually give your playbook out because it's just, I don't know, it's late. You know, what's so crazy is when I did that, I was charging for coaching first. You know, when I had like 200 people, I was making like 10K a month, automatic payments coming in. I shut it all off and I told those 200, I had a meeting with those 200 people and I was like, all the stuff you guys been paying for, I'm about to just give it to the world for free and I'm going to make it better. And I was expecting them all to get pissed, but they were all like cheering me on and stuff like that. Because they knew how much value I brought them for literally pennies. And where was I going with that? Well, I'm a little boy. But yeah, very solid to the earth. I don't know. It's just, it was believable to me that that somebody from Goal Shores, Alabama would do that. Oh, I know where I was going with it. And as we're going with it, when I, when I changed to free, speaking of like opening up your playbook and stuff, I was the number one agent in my entire county out of all agents and teams and everything, smoked them all. And I started coaching for free and just giving out everything, making calls online, letting people hear me make calls. Like here's the exact playbook. Dude, so many people got mad. Like local agents. Yeah, friends and family. Well, they thought that I was my business, I was going to tell everybody my secrets and all my business was going to tank number one. So they were worried about me. They thought that my business was going to tank and that everybody was going to still on my business. Number one. Well, obviously that didn't happen. No, I made more money and I had more, I had way more respect from everybody at the end of the day. Um, not even more, not even more money on the coaching side. I'm saying I made more sales. Like I had more deals that I was doing, right? Commissions, I made more money and agents locally had this new respect for me after a couple of years of me doing it. They're like, man, this guy. And so, but when I did it, like it was crazy. The people that were upset with me, giving away secrets for free. And I was like, but listen, you, you don't understand when I say on a video, businesses unlimited and that competition doesn't exist and all that, I was like, I don't think you realize how much I believe that. Like I'm all in on that. Like I believe it to the core that it's unlimited and competition doesn't exist. This is how much I believe it. I'm willing to open up my entire playbook for the entire market that I'm in locally, not only the U S, but that I'm in locally my direct competition and say, here's what I do. Here's how I crush you every year. You know, here's my exact playbook of how I crush you every year. And, um, people didn't understand it. They were just, they thought it was just the dumbest, craziest thing in the world. And maybe it was to a certain extent. I don't even know anymore. Like if I should have built an audience around people who pay me for stuff. Cause now people are like, Oh, well now you just have a bunch of people that expect a bunch of free stuff from me. And I'm like, yeah, well, I'm going to build some billion dollar businesses on the back of those people. Right. That's my thing. And then you have people like me that you've totally changed my life and you've helped, you've helped me. You've helped my family. I mean, don't think like I got your back for life. You know what I mean? Yeah. And like, and the people like you, um, you know, that didn't pay me a dime that changed their entire life and everything. Um, I wouldn't have got to you guys if it, if it wasn't for free, you know, if there was some paywall or some kind of weird thing. I say weird thing, but I mean, for me, it's kind of a weird thing. You know, well, let me tell you my first year when I had just great five was 25,000. Like I didn't have a dime to my name. Right. I mean, I barely broke even after MLS dues and childcare and everything like that. But I think at the same time, why, you know, you didn't have your business just completely implode and, you know, by giving out your playbook is that is proof right there that so many people aren't willing to do the work because it's, it's, it's, it's, it's hard. Okay. When you wake up at four AM and you do your workout, then you do your social media posts, then you, whether or not you get cussed out at or feel like it, you make your calls and you send your weekly email and, you know, but at the same time there's, and it's sad to say, but I think that a lot of people aren't willing to put in that much work and consistency, but I wanted to just, I am living, breathing proof that what everything that you teach works and that anyone can do it. Yeah. Regardless, you know what I used to tell those people, they're like, well, okay, you got a point, only 1% is going to do it. And I would say, but here's the thing, because I had to run this scenario through my head, you know, they had me second guessing what was going on and I was like, but wait a minute, even if a hundred percent of the people actually did everything I'm talking about, I still believe that it's unlimited and there's no competition. Right. Like every single agent could call every property owner and I just believe wholeheartedly that they would have different results because you, you can't call every property owner at the same exact time when they feel the exact same way. So if even if you call them five minutes later, they may think something totally different and want to buy or sell now or not buy and sell that they change their mind every two seconds. Number one, number two, different personalities will drive with people differently, which you could call the same group, different people are going to answer, you know, in the ones that you do talk to that's this maybe the same as the other agents talk to, it's like expireds, you know, like 15 agents call the expire, but then one agent gets the deal, you know, who got the deal? Well, the deal, the one that the property interliked the most in my opinion, right? They kind of have their stuff together and it was kind of the perfect package behind personality and professionalism. It's not just professionalism. It's not just sales. And it's just not personality. It's like the package. How professional? How can you be the, the full package of professionalism and have this personality around having great intentions? Yeah, I just think everybody's different. Agreed, agreed. And I think too, on the same line, and this is something that I've done in my business that you didn't do was the social media aspect of it. Yeah. So if someone, you know, Googles my name, you're going to see me everywhere, Instagram, YouTube, LinkedIn, whatever. And they're going to know what I sound like, what I look like, what I do every day. And they're going to be able to tell from my social media as to whether or not that they want to work with me. Yeah. Cause it's not generic. It's very personal. Or not want to work with you. Exactly. Yeah. It's like, this is who I am. You know, you want to work with me? Great. If not, as you can see, I'm busy doing stuff. Exactly. I'm helping people, I'm working out, I'm doing this, I'm doing that. So what advice do you have for people on social media? How often should they post? What kind of content? I think that's what a lot of people get hung up on. Like, I don't know what to post. I don't know what platforms. I don't know what to do. Right. Well, I would just say just start doing it. First of all, right? Um, because one of the things that I had to do with the 28 day challenge was you got to make a social media post every day. They can't, they're not all going to be knocked out of the park, but at the same time, focusing on that personal brand and your personality. And really, there is only one Rachel Warrell. There is only one Ricky Karrouf. Competition doesn't exist. Just make sure that you start to put your voice and your personality behind your content and make it valuable, which is something that I'm still working on. You know, I'm not, I am one person, I am one woman through running this business, trying to, I'm the head marketer. I'm the legion business. I'm the janitor, I'm doing all of these things. And so I'm trying to get better and figure out a way to really figure out how to get people to start helping me because there's only so long, I think that someone can keep up the pace of doing it all themselves. Unless you find a good pace, like, like you build it up to a certain point and then at some point, minimal effort keeps the momentum going. It's like when you make all those calls in the beginning, build your business up to a million bucks a year. And then it was just like with just the weekly email, I kept a million bucks a year going. So sometimes, you know, we get into this place where we build it up to a certain point and then it's not so hard anymore. We can kind of, you know, handle it. I'm always trying to get better, right? Yeah. I want my social media to be better. I'm always trying to figure out how to make, how to make more calls, how to, you know, and keep all my deals together that I've got going on. But honestly, that was another thing that it did attract me to the coaching was that it was so simple, right? It's calls, a certain hour day and a weekly email and not having to remember everyone. There was no CRM. I still don't have a CRM to this day. Wow. Yeah. I know. I've never learned myself. I don't know anyone's birthdays, but they still love me. They get the email and they're like, Hey, Rachel, it's Amy. We're ready to list. They like the authenticity, right? They like the originality. They like the, they like your two cents on stuff, you know, and the email and on social media, like that's where you bring the value. It's kind of like what I was saying in Vegas about you got to pick what lead gins you want and throw everything else away so you can focus on what's really working. Remember people's birthdays to me was never a real value. So that was one thing I could like spend a lot of time putting people's birthdays and putting people's birthdays in. I'm like, I could take all that time and do all these other things to multiply my business and still give them the warm and fuzzies because I took such good care of them on the deal and, um, you know, called them back, you know, answer my phone, send them the email when I was supposed to send it to them. Now with social media, honestly, you know, I've been doing it for six years, literally, literally in the last 30 days after 1600 YouTube videos, literally, I feel like I finally understand YouTube just a little bit, like just a little bit. Um, in the past 30 days, I've had videos hitting 20,000 views and stuff and I've consistently had them hitting, you know, like five to 10,000 to 20,000 like every video. That's the first time since I started posting that I've had consistent, you know, views. Well, can I just say your, um, your coverage on the commission trial? Oh my gosh. Like I'm like getting the popcorn out. Like I'm enjoying every single one. I think it's better than Real Housewives, which is my guilty posture. I'm like, oh my God. It's so funny that whole lawsuit thing is so hilarious. What all is happening? You know, it's so weird that the plaintiff's lawyer is really like painting a weird picture of the industry. Like agents are such scams. Yes. It's, it's horrible. He's a good attorney though. I mean, he's doing his job, right? He's doing his job. But geez. Oh, man. Like, oh, but what, what, what frustrates me is I haven't got the feeling that the defendant's lawyers are doing a good job of rebuttling. And like, I'm only like seeing the same thing you all are seeing. Um, I don't have transcripts of the, of, you know, inside the courtroom. I'm not there. So maybe I'm getting a misconception of what's happening. Maybe there's, maybe at it, maybe they're doing a great job. I don't know. It just, I get the feeling that we're not being represented as real estate agents. No, we're getting here. You know, it's just like the general public is just eating it up. Like, oh, that's 6% thing. They're just thinking, bunch of money gotta be a scam. Yeah. Um, it's like, you don't have to use an agent. Go do it yourself. Like this is an option to use this service, you know, um, the whole thing's insane. I don't think anything's going to change, honestly. I mean, I don't know what's going to happen, of course. I mean, but just listening to your take on, hey, if something does change, then this just means that, you know, focus on your listings. Here's the game plan. Here's how to, it's just whenever the pandemic happened and the shutdown happened. Yeah. It was two years in the business. And I just, you know, I remember being on these calls with you and you're like, stay off Netflix. Like I'm telling you, stay on the phone, stay on the phone. Yeah. Same thing with people now. Yes. Right this second. But if the law were to change and it made buyer agent commission more of a kickback, I think there would be this surge of like, I think we'll lose a lot of agents, number one. But number two, I think that buyer agents that specially, that specialize in only representing buyers, like they will not take sellers will emerge. And I think you'll have these agents who only roll that only work buyers and they get paid a retainer up front, like a lawyer. And then they have some kind of compensation schedule, whether it's at closing for a certain percent or it's half now, half later or billed by the hour, like a lawyer, I think you're going to have a surge of these buyer agents. Yeah, buyer only agents to pop up because there's going to be a need because if a buyer, buyers aren't going to be represented that well. So there's going to be this massive need for these buyer agents. And like all the listing agents are like, all the buyers are going to go to that person. So they're going to have all the buyers. Okay. And then agents are going to be best friends with those buyer agents, saying I got this coming up, like, I think it's going to be a massive opportunity, but I don't think that's going to happen. I think what's going to happen is that it's going to be kind of like a settlement type thing where like Remax said, we'll continue to keep doing this and you know, anywhere said, we'll continue to keep like disclosing and like, you know, you don't have to be a part of NAR. So I think it's going to be more like that, where everything's going to kind of stay status quo and the general public is going to hate it because now, but most of them don't even realize what's going on. But anyway, get into the weeds there, social media. So if you're brand new, right, brand new, no sales, don't know anything about real estate, like what, what should a brand new agent try to do on social media? Okay. There. Um, so well, what I did was and it took up, listen to Gary V, if you're brand new and you don't have experience document your journey, right, show what you're doing, show, and that's what I've done. I mean, you can go look at my archives on my Instagram and you can see what I was doing three years ago today, which is making calls and posting to social media or move in furniture or whatever, you know, I like to share my story. And I think that that's a creating a connection with potential clients or people in your market or and other real estate agents. Yeah. And I think that that does pull a lot of weight and it's not something that can be quantifiable, your ROI on social media, but it is something that little little something extra that people just start to know you. Yeah. I people you'll be like places and people say I've seen you on social, if you're posting consistently, people will know you and agents who see you, they just will see you as a hustler, respect you want to do business with you want to sell your listings, want to you know, want to want to, you know, want to help your deal go through when you're represented the buyer on their listings, send you referrals. Yes. Right. 100% and magic happens and they feel inspired when they see you work and just kind of like when I felt inspired whenever I saw you work, you know, you take us on those single appointments on Instagram and all that kind of stuff. I'm like, right. So what is that million dollar real estate agent say to his clients in this email I've been reading that stuff and everything and this on the commission thing just kind of going back. Yeah. There is no way as a listing agent, if an agent brings me a buyer, we get a deal done. There is no way I'm not paying them. So, you know what I'm saying, like, until. Well, I think, though, I think the I think the thing there, though, is if they make it a law. Whereas you can't or you could lose your license. If they make buyer agent commission and they turn it into where it's viewed as the same way that you will view kickbacks. Yeah. Right. That that's like a 1099 thing. Like what if you could what if you could like work it around where you could pay him like a 1099 or. Yeah, there may be there may be some workarounds. Right. But at the same time, if that happens, chances are you're getting 3% on the listing side. OK, so now what are you going to pay the buyer agent? I mean, it's got to be something. I mean, just the value of a really good buyer. In that scenario, the buyers to represented by you, you're paying that person a referral. So you're still handling both sides. They're walking out. They're just giving you a name and walking. They're not. It's not like the buyer agent in that scenario. Another thing is you could pay a referral, right? Because you can legally pay a referral, right? You get your broker, your brokerage to write their brokerage a check, right? For whatever you want to write a referral agreement, right? But at the same time, now it's a referral, you're representing the buyer. You're still doing the work for both sides. It's not like a buyer agent. You're the buyer agent. Like they're not representing them like the current scenario, right? So it's just a totally different dynamic, right? I just don't think anything's going to change because like they did a study. You probably saw this in the in the video that I did the other day or whatever, like where buyer eight listings were buyer agents were offered less than 2 percent. Seventy five percent of those listings never sold. They remained unsold and the lower the buyer agent commission went, the longer it stayed on the market or whatever. I don't know how much I play into that survey or that study done by that university. But right. If it is, in fact, true to some extent, you're going to do away with buyer agent commissions, go from like, you know, two or three to nothing. And now nobody has incentive to sell that house. A lot of people argue, well, buyers don't need agents to, you know, well, you don't know how much you need the agent, but it's one of those things. You don't know what you got until you don't have it anymore. As soon as they if they were to pull the plug on buyer agents, they would the sellers would be the one filling the pain because the buyer agents are the ones consulting the buyer through the offer. Here's all the houses. You know, a buyer unrepresented just running around looking at listings. They don't know when they should make an offer, if they should make an offer. They don't understand that they talk to the seller and they're like, OK, we're going to kind of think about it for a day. We'll get back to tomorrow. And then they get the seller gets an offer from another from somebody else, accepts the offer that night. And now that buyer that looked at it, missed out on it. The buyer or the buyer is like, dang, right? They don't understand that when you see something you like, you got to make an offer now. And you need to be consulted on what price to come in at to have to be the best in the best position negotiation wise, what all the terms should look like to best protect you with inspections and financing and this and that and the other. You don't know you don't know about like insurance and how like you could be protected there. You don't understand how, you know, HOA assessments if it's a condo. I mean, oh, my God, you want to open up Pandora's box to lawsuit happening? Yeah, you know, any lawsuits if if buyers go unrepresented and have to pay their own buyer agent that people will like not to that end up in bad situations where lawsuits pop up. Lawsuits would skyrocket if this were to happen, you know. That's why I just don't see it happening. I think what they'll do is say it's everybody's choice. You know, like you can still pay the buyer agent on the hood if the seller agrees to it, which they're already agreeing to it in the listing agreement. Exactly. Right. If, you know, if he agrees to it, then you can do it if that's what he wants to do, you know, and I think it'll be status quo, honestly. Yeah, I'm definitely like I said, I'm just speaking of your YouTube channel and the content you're putting out right there. Like I've got my popcorn with that truck. I know I've covered all last week. Today's happening, so I'm going to cover it tomorrow. So I'm just going to cover it all the way till we get a verdict. And I'm like, let's go. It's been pretty fun. Oh, cool. Cool. Anything else you want to share today? No, I think that about covered it. I just I'm definitely thank you so much for everything you've done for me personally, you know, like with all of your coaching and like I said, it's totally changed my life. And I just wanted to put it on the record that this will change your life if you actually put in the work and actually follow it to a team. It works. I'm living proof of it. And if I can do it, anyone can do it. So that's kind of my line, right? Because like people look at me like the Alabama guy that lived in a trailer that grew up roofing houses and stuff. And I'm like, dude, listen, look at me. OK, like if I can do this, there ain't no doubt. This is like what I said on Instagram the other day. It making a million bucks a year is not that hard. It's just that it doesn't happen year one. It's got to be looked at as like a career goal, you know, like you can do it in five, seven, eight years. You can get there. If you really grind it out. Cool. Now it's a good jamming with you. Everybody can hit you up on Instagram or where do you want everybody to hit you up at? Instagram's the best way. Rachel Warrell, realtor. I'm pretty active on there. So follow Rachel and check out what she's posting on social. Shoot her a DM. Tell her you enjoy the interview if you got anything out of it. And we'll see you guys on the next video.