 What is up everybody? How you doing? Look, I wanted to do this live real quick just to kind of discuss the current situation So I'm gonna give it a few minutes for everybody to log on here and join the conversation You're gonna be able to call in ask me questions. You can go ahead and put your phone number in now And I'll call you in but I wanted to talk about this current situation because I'm you know, I'm reading headlines, right and I'm reading headlines where I'm seeing, you know, Manhattan real estate has the worst second quarter since the real estate crash as the financial crash and On and another headlines. I'm seeing that the S&P is hitting all-time highs So I find this very interesting that at the same time that we're seeing real estate Start to slump. I guess you should say And you know, we're seeing headlines of you know, real estate I'll I'm gonna give it a couple seconds and I'll read you the article but I just find it so interesting and I Wanted to do this live just to kind of talk about like how I feel about it What I think is going on and what we need to do to capitalize on this Opportunity because every time the market changes every time the market shifts. We are we're entering into an area of opportunity, okay, so I Mean I think one of the biggest opportunities when the market starts to shift or starts to change is the fact that people get scared Okay So like the majority of people get scared and they started to freak out and do things that they wouldn't normally do Okay, and very few people understand that the market is gonna go up and down Okay, and we just need to keep doing what we're doing Right and so we stay calm But there's very few people that stay really calm during those scary moments But those are the people that capitalize on the opportunities, right? So that's why I wanted to do this because I don't want I don't want you to be scared about headlines Okay, I don't want you to be freaked out I want you to understand that closings continue to happen every day regardless of market conditions But what's going on with the market? What's going on with the stock market when the market crashed in 2008 closings were still happening every day Was it a completely different market? Yes, where there are far less transactions than Then there were before yes dramatically less were prices far lower. Yes, but however prices Transactions were continuing to happen Okay, so that's what we have to keep in mind It's unlimited for all of us. We just got to keep going. You know I'm saying so You guys put your phone number in if you want me to call you and you can ask questions or we can talk about what's going on In the market, but I want to read you this Article, okay Manhattan real estate has worse second quarter Since financial crisis, okay average sales price fell five percent to two point one million Okay, total sales in Manhattan fell seventeen percent from the prior year. Okay. These are real numbers Okay, so they're saying that There's a couple of different factors. It could be I mean some people are saying it's bad weather Some people are saying that there's a there's a huge pipeline of new condos being built You got the the volatile stocks that they were volatile right and volatility means up and down right right now They're up tomorrow. They'll be down You know, it's just kind of back and forth right now And so they're trying to blame it on a lot of different things. I mean at the end of the day what I believe it is Let me get back to my We'll deal here. What I what I believe it is at the end of the day is That like real estate has just been booming, you know since 2011 or 12 depending on where your market is The the real estate market crashed and then it's just been booming ever since what can't just keep going like this Right. It just can't continue continue continue to go up. There's there has to be corrections There has to be plateaus in the market. It has to be declines in the market. There has to be, you know corrections And there has to be increases right, so We're gonna see both. It's always gonna be moving, right? It's never gonna stay the same It's never gonna do exactly 5% increase a year It's never gonna do, you know the same thing year over year So we have to be ready for these changes and these shifts and I've been talking about it ever since last February Last February. I said the market is changing, right? I did a couple YouTube videos on it About the market is changing it shifting things are staying on the market longer Prices weren't necessarily being affected yet, but now we're seeing the prices are starting to become affected and What I want you guys to do okay people that are following me people that are in my coaching program I want you to realize that this is an opportunity Right to continue to dig deeper and continue making those calls and to calling these property owners Making these connections finding out what we can do to help people and we have to pay attention to what the market's doing so that we can Effectively consult our clients through what's happening in the market, you know, don't be blinded that Don't blind yourself from the fact that it's that it's changing. Okay? If it's changing, let's pay attention to the changes. Let's pay attention to inventory rising. Let's pay attention to You know prices flattening out. Let's pay attention to days on the market Okay, let's pay attention to all this stuff as we get listings You know listings that that a year and a half ago would have sold in them in 30 days I've had listed for six eight months now, right? Still not getting a lot of activity no offers yet Then I have other properties that I thought would never sell that are selling quickly. So it's a really strange market Okay, so I just I don't want you guys to be freaked out about this now at the same time the stock market's hitting all-time highs Now, why is this well? There's a lot of volatility volatility in the stock market. It's gonna go up and down But you have to think about real estate versus stocks real estate is such a process You know real estate is a very lag business to the market, okay, that's why That's why right now we're seeing what we're seeing because you know when they started raising interest rates the stock market I mean the real estate market has Started to flatten out when they started to raise interest rates That was the beginning of our market starting to show signs of shifting right and transitioning and now we're seeing That it's still kind of flattening out. It's getting flatter and flatter And the data for Manhattan from the second quarter this year shows that Okay, but but now we have stocks that are hitting all-time highs. Well, it's because they came out and said well now We're gonna lower rates. Okay, so then we're gonna raise rates raise raise raise rates now They're talking about lowering rates a little bit and so You know now everybody's back in the stock market. So the stock market's up again. It's not the only factor There's a lot of factors, of course But the stock market you can buy and sell today real estate not so easy It takes a process to sell real estate or buy real estate. So that's why there's such a lag But the main point and what I want you guys to get out of this is that I don't want you to freak out Okay, I don't want you to read some of these headlines and start to freak out that You know the sky is falling and we got to get out of real estate or that real estate might not be as good anymore No real estate is always always Unlimited it's completely unlimited forever for every one. Okay, you can't call all the property owners I don't care what the market does. I Don't care what the market what direction the market is going in the population is the population, right? The population could fluctuate Okay, there it may increase it may decrease a little but I don't really care if you have say a hundred thousand people and you're And your population decreases to 50,000 even you cannot call 50,000 people You know and if you if you can if you do call 50,000 people That's the goal I want for you say if you think you can do it, right? Because you can get geo leads and get 2000 a month and you can even add more money and you say okay I'll call all the people in X amount of months Okay, make that your goal to call every single property owner in your area if you really think you can do it And if you do it call me because I'm gonna fly you down here And we're gonna spend some days together talking about the journey of you calling all the properties in the area because I'll tell you right now You can never do it right and one of the reasons why you can never do it is because once you start to call property owners You begin you begin to get busy helping these people that you've talked to buy and sell properties And so then it starts to prevent you from making more calls the more calls you make the less Calls you're able to make because you start become so busy helping the people that you called so If anybody wants to wants me to call them right now I'm happy to get on the get on the phone with you right now answer some questions discuss the markets So on and so forth so just put your phone number in the comments here in the live comments And I'll be glad to call you in but You know when the market starts to shift Okay, and I read this and Gary Keller's book shift and I think all of you right now is a prime time For you guys to go out and get Gary Keller's book shift, okay? because I read that book and it was a probably 2007 okay, this is after I lost everything after I was sleeping on France couches. I was on the oil rig I literally read this book while I was working on an oil rig and What the book like there's a lot of takeaways from the book, but basically It tells you what to look for when a shift is happening Okay, which I thought was very interesting which I'll share with you and it tells you what to do When the market has shifted, okay, and so what he talked about with with watching The shift happened. Okay. What do you want? What do you want you to look for is? Days on the market buyers, you know putting on the brakes prices starting to flatten out Inventory going up all the things that are happening right now everything that is happening right now is exactly what What Gary Keller talks about in shift? It's exactly what he talks about what's happening right now in the market Is what he talks about in shift and then he goes deeper and Explains to you how this whole system works. Okay, so when the market's going up, everything's good Okay, then days on the market Inventory starts to go up prices started to flatten out. Okay, and then as it's going down Okay, this is when you acquire so much market share Okay, when the market has shifted this is when you get so much market share now Remember my definition of market share. Okay, it's the percentage of property owners in your area in your market That you've created a lifelong relationship with whatever agent has the largest percentage of property owners in the area Who you've built brand with? Okay brand Today I was shadowed by agent in Jacksonville, Florida. He drove five hours down here he drove five hours here to shadow me today and We had a heck of a time. We showed a million dollar condo. I went to a listing appointment 500,000 got the listing We got kicked out of a three million dollar condo. It was crazy. We got it all on film and But he asked me in another book that Gary wrote which I hadn't read is called the one thing And he said he was reading the one thing and he asked me he said Ricky. What is your one thing? And so I thought about it for a second and I was like I Was like well if I had to say one thing Okay, what would be one thing the most important thing that I could focus on? Alright, it would be this to create brand With as many property owners as I can as I possibly can through voice-to-voice and digital marketing But you got to have both right voice-to-voice and digital marketing So so it was that my one thing if I had to pick just anything right one If I could say one thing it would be to build brand personal brand with the most property owners that I possibly can Right through voice-to-voice and digital marketing because the voice-to-voice is the reason why technology will not replace Will estate agents right he was asking me all kinds of things about what about open door What about all these discount brokers? What about all the the i-buyers and the things trying to disrupt the industry? And I said that is absolutely nothing to worry about because they can't replace you and your relationship with your your clients They just can't replace that you see the i-buyers I've heard tell that that i-buyers are out there almost taking advantage of Property owners and buying properties cheaper than what they should be and the owner doesn't know any better Okay, but a real estate agent real estate agent has a fiduciary duty to get as much as they can for that property owner Okay, you're there to protect their best interest Okay So if a property owner or a client or a buyer or seller Runs into it has an experience of the really good real estate agent who really is looking out for them and trying to do The best job they can for them putting the client above their own interests Right and gets on that really good deal gets on the most for their listings and stuff Like that they're not going to go anywhere else right because it's so hard to find a real estate agent That really cares that really wants the best for you and once they find that they're not going to go anywhere else Okay, so you got to understand that the relationship is key so Market share when the market slumps and goes down Which we're kind of in that situation now even though prices haven't really plummeted Okay, for those just tuning in there was an article CNBC Manhattan real estate has worse second quarter since the financial crisis prices went down 5% year over year transactions are down 17% so You know It is starting right it's starting now Where does it go from here like is it going to go down? Who knows it's going to go It doesn't matter where it goes right our job is to realize that it's different than it was 18 months ago and What we need to do is take this opportunity while all the other agents are freaking out and running for the hills or Trying to do this or trying to do that and get back to the basics of Calling property owners to create lifelong relationships with them so that we can acquire more market share while everyone else is sleeping Right when the mark is down, that's when everybody's sleeping That's when we need to work even harder than we are right now To acquire more market share. I'm really passionate about this because this is literally how I came out of the ashes in 2008 2009 2010 when the market was down. I was creating all of my relationships during that time Right. That was when I was really creating a lot of relationships I was just getting back in the business and That's when a lot of agents weren't back in the business yet. They were still gone There weren't very many agents here and it left all this opportunity for me and I said I'm not worried about the transaction I'm going to create relationships with as many property owners as I can So if you make it the goal and this is what I told Jean today the guy that followed me from Jacksonville If you make the goal just to have as many good conversations with property owners as you possibly can Right just make that the goal. Okay, nothing else not deals not transactions if you just make the goal Okay, how many great conversations can I have with property owners in my market? Right, how many of those can I have right and I want to maximize that you're gonna do so many deals Right if you take the deal out of the equation and then you you you focus on okay I just want to have good conversations with some of these property owners find out what they have gone on what I can do to Help them if they thought about doing anything, you know, why do they want to sell do they have an agent? They would work with all the stuff I teach in my coaching program and just have these conversations You're gonna do so many deals and really to be honest with you when the market does finally decide to tank if it ever Does here's another thing. I don't we're not gonna see okay. I don't believe that we're gonna see a crash Because of this reason There's so much cash on the sideline You know I'm saying there's so much cash on the sideline because investors are scared of what happened in 2008 So so they're sitting here with all this cash. There's a lot of cash a lot of liquid sitting out there Okay, so what happens when this real upfront when the start market crashes? Everybody sells their stocks, right? And that's what creates a start market to go down. Well All the cash is you know, we're sitting on a lot of cash as as an investor You know as a country right as investors We're sitting on a lot of cash right now way higher than it probably ever has been Okay, so when they take their money out of that, you know We're sitting here with all this cash waiting for the market to crash So that we can buy and take advantage Well when the market goes down and we have all this cash and we buy more stocks It's gonna make the market go back up So I just don't think we're gonna have a very big crash or very long crash if we even have one I think it's just gonna kind of flatten out for a while and we'll see what happens now If something happens politically or something really tragic or something like that then out of our control Then that's a whole nother ball game, but the way I see it. We're in a very healthy position I love the real estate market right now And put your phone number in I don't see any phone numbers But I would like to talk to one or two of you if you if you want to call in just put your phone number in The comments and I'll be like glad to call you in to answer any questions You have or whatnot, but I love the real estate market right now because it's not as easy as it was But it's still really really really really good. Okay. It's still extremely good because I Actually have time to make calls and to make the connections and try to make it happen I don't know if you guys know this or not, but I made a goal a couple weeks ago I want to close out ten million dollars in sales within a 30-day stretch Later this year before the year ends. I want there to be a 30-day stretch that I closed ten million dollars in sales So I feel that's 30 deals in a 30-day stretch. Okay, because my average price is 350 or so So 30 deals about ten million dollars So I'm on this kick where I really want to get Something under contract every day for a little while if I get something under contract every day, okay at some point in the future I'm gonna close 30 deals. Okay in a 30-day period. So that's what I'm shooting for so this week. I did it I got one Monday Tuesday Wednesday I got one today and I wrote a offer today that I'm negotiating so I might have five this week So I'm really happy about that And all I did was I said, okay, I put my mind to it. I focused I know how to do deals How do you do deals you talk to people? Right? You just stir the pot and get the conversations going to see where we go All right, I'm gonna call Joe here How you doing brother? Good man. Good to good to talk to you Long as I can't hear it Just let me know my man. Okay, cool. So what's up, brother? What can I do for today? So Here's what I'm thinking I again. I fully I believe everything you're saying about the market man I agree a hundred percent. I think that you can look at different indicators and it might be a short-term thing It might be a long-term thing. You have no idea, but looking at you know a little bit about Oh, can you hear me? Yeah, like I've sold already for five years But I'm getting back into it after taking ten years off I was in the army and so now I'm getting back into it and we have a pretty good cash reserve set up and I Man, I am so bought into your thoughts on relationships over transactions because I think Even if you're greedy, that's a great answer. If you're not greedy, what like it's just such a great answer If you're focused on people and their problems, that's why people want to do business with you Because you're the problem solver you're helping their situation and I also understand building up your inventory When the market gets a little bit slower that makes a hundred percent sense My question is as a guy who like I have to live I don't have 40 50 60 listings to sit on right now. I have zero when I start on day one Yeah, do you still fully believe that the answer is just go out relationships over transactions And like is there anything you would do different as a new guy versus Ricky Karuth? No, dude It is exactly the same stuff, bro Like I like I literally am waking up every day like worms. Where's my next deal coming from? You know I'm saying like I'm literally waking up and I'm going through my notes and I'm saying who can I follow up with? Okay, I'm out of people to follow up with okay Now I need to start calling past clients seeing how they're doing see if there's anything in the world I can do for them. Okay. I'm out of past clients now I need to start calling cold people, you know, like I'm just stirring the pot man You just have to continue just moving and and like It like here's the thing man like the closings are gonna happen every day And so what you have to think is is okay, dude, like I didn't I didn't sell anything today So but I know people are putting stuff under contract today So it drives me crazy knowing that there's people out there that are doing contracts and Like listing properties and accepting deals without me, you know I'm saying and the only reason the only reason They're doing it without me is because I Didn't put in enough work to talk to enough people to find those people, you know I'm saying that's it You know and like the only other factor is is that 70% of people you talk to or either not gonna like you or already have an agent Okay, so so but the 20 to 30% of people right that like you enough to do business and don't have another agent That's what you build your business on and you just have to go through the filtration system of finding that 20% and just keep at it keep at it keep at it and keep building building building that database and Keep building that brand. I think personal brand is Is it man in today's world personal branding and building a brand around Relationships of our transactions and being the hardest worker in the area, you know saying I think I think it's like the key to everything and personal brand is Hard work like personal branding Like personal branding is like doing the weekly email every week and like doing Facebook ads and making phone calls and doing all Stuff that people see you doing Right and so then like it's funny because you build personal brand by building personal brand. You know I'm saying Yes, yeah So anyway, yeah, you do the same exact stuff that I'm doing man. There's nothing different You want to talk to you might the most people you can possibly talk to Yeah, do you mind if I give a quick shout out to one of the recommendations you gave me Yeah, go for it you Major website and I called down there and I got Danielle. Yeah, she was phenomenal She has done so much work with me already their prices are amazing and It's so custom like I'm gonna be with Keller Williams and they've got a great site and everything just like just about every other company Yeah, but you can't customize everything. Yeah And it's frustrating because I want it to be amazing. I want to provide the best everything for all my clients So I'm mad. I'm not giving my clients what I want to give them so I said hey, I'm gonna look at this and it is so affordable and Those guys are amazing to work with I'm so happy already. So I just want to say thank you man. Oh, dude Yeah, and the thing is is this your website, you know, like if you change company if you change companies for some reason, right? Like you haven't lost any data whatsoever. They just change that you know You can change the change the logo change it up all your clients are still in there You know I'm saying and everything just keeps on rolling. You know what I mean? So that that's what I like about it is is it something that you own instead of having like a big box, you know website, you know I'm saying so No, I'm glad it worked out man. They are incredible They've done tons of websites for zero diamond people and they they do they have done a really good job So I'm glad it worked out for you Yeah, go for it Question no anything So Before I met you I built my prospecting plan Based on my past experiences a decade ago, and I know what I was strong with I was strong with open houses I was strong with expires and I also wanted to spend time specifically on social media And what was my fourth one? expires opens social media I Can't remember what the fourth one is I'm not playing in front of me, but I was going to also farming I was going to add your red X like I already I'm doing the red X thing I'm 100% on board with the red X and getting the 2000 leads every month And I'm gonna call 2000 and I'm gonna try to focus them on my farm and all around my farm first but I guess my question is One of the things that you said one time, and I don't know if I look too far into this or not This is my question is it Should I be on the phone all the time? Or is it worth getting out and knocking on doors in my farm and holding big events in my farm and doing expired listings and And getting out like that like with my open house is the open house is the least of it It's everything building up to that. It's all the flyers the door knockings the handshakes Afterwards the the raffle that I do in the emails I go to mention the raffle like the open house is the least of the open house Do I want to do all that stuff knowing that it takes more time? Or do I just want to be on the phone the whole time because it's way more efficient. I think you do it, man I think you I think you take a subdivision that is just like just Primo right just like You know, I don't know what the average price point is down there But you know like something that's like five hundred thousand something that just not a lot of inventory Stuff's flying off the shelf something like that something that's just a really good Product right And I think you do what you're talking about because your personality, right? You're like like like if you are more like me see I'm not as like outgoing as you you know I'm saying like you have this real high energy Real personable, but yet low pressure kind of thing going and like I literally do I really think you need to use that I think I think and and then if you get like so much out of it in terms of Relation you need to ship some property owners not necessarily deals But like if you just get so many good contacts and have so many good conversations because of it, you know Do one every quarter, you know or do one every month or whatever, you know what I mean? Or even sooner, but just try it out is all I'm saying, you know Getting back in the business from when you were aging before it's a whole different ballgame, and I think I think you literally because Not a lot of agents are gonna do what you're talking about And so you're gonna you're gonna And if you like a not a lot of agents are gonna go door knocking and stuff You know what I mean? They're scared and so like if you take your personality did you see the interview with Ben? Stephen yeah, yeah, yeah, did you hear his doorknock script? Okay? I'm gonna Okay, I'm gonna post it tomorrow. I cut that part out and made a video of it Okay, and I'm gonna post it. It's just like a three-minute video of his of his Doorknocking script and I'm telling you man. It's so good and if you if you take that approach with it Then you're gonna crush it and I want to hear all about it And I can use that approach him and the only doors I plan on knocking on are Right around my open houses and in my farm. Can I use that script? What I want to use it on both or just one. Yeah, dude, it's universal man. It's universal you can use it for anything Yeah, when you when you listen to it like you can you can like you can tweak it for different scenarios, you know what I mean? Yeah, yeah Can I give you one more shout out for something that you just blew up in my world? Yeah You gave us the and I don't remember where you brought this up I think it was just a short like five ten minute YouTube video you made you brought up your Facebook strategy, okay? I know I've written to you a couple of times on Instagram talking about this. I am all over I'm just guessing it's over a thousand friend requests that I sent out to people in Port St Lucy, Florida and I'm getting I don't even know but I would guess it's Maybe 60% of people are Approving them. Yeah, and I send a personalized video that's 48 seconds with everyone just saying hey, my name is Joe I'm moving to the area. I'm gonna work with Keller Williams. I'd love to get to know you I don't know anybody down there and so many people are reaching out and setting up times to meet with me to have lunch With me. I've already got I got one girl who said I want to meet with you to list my home I've done watching all your stuff and I love your energy. I want to sell now, but I'm gonna wait until you get down here And I'm like man that is awesome. So I just want to say thank you for that like so simple incredible idea I Think you're gonna be one of those guys that comes in and gets 30 listings in a month, but But You never know No, you don't people that I think you're gonna come in and like completely just crush it never sell anything and people I think will never sell anything. I've seen them come in and completely just crush it I'm like, what is the deal like there's no rhyme or reason of it. You know what I mean? So but I have a really good feeling about you, bro. I Appreciate it man. I appreciate everything you've been giving you were such a generous guy. I hope you're the happiest man alive I am dude much years. I am bro. I am I'm I'm there's I'm like so happy. It's ridiculous That's awesome that that makes me smile Cool brother. Well, I'm gonna get back at him a call a couple more of these people Yeah, thanks brother All right, Grant you're the next one up. I'm gonna call everybody that puts their phone number in Grant Yeah, are you in a restaurant or something? No, I'm not there for it. Oh, there you go How you doing, bro, good man, are you good? What can I do for you? Snowboard I was just there I was just there in December Yeah, I just want to say thanks Little success story from yesterday. I got a call. I had a call with the VP of like a housing association in Houston, Colorado and Yeah, we're gonna meet for lunch in a couple weeks. So Had a bunch of a bunch of calls like that the past few weeks is going good. That's good, man That's really good Anything you're having problems with or anything specifically I can help you with No, no, just me trying to say thanks. Oh man. That's awesome, man. I really appreciate that Yeah, it's cool. Well, let me know if there's something I could do for you, man. I'm always here All right, brother. Have a good day. Okay, man. I'm coming to you. Hey, what's up, man? Yeah, for sure. What can I do for you? Calling Yeah, yeah Yeah, I mean I wouldn't change up anything about What we're doing the only thing is gonna be like for an agent like me who gets really busy and so busy I can't make cold calls Now as the market slows down it gives me an opportunity to make cold calls because I slow down which I love that I love that it changes because I can actually switch over to making some calls But like for an agent like yourself who's already making the calls you just keep making the calls now if the market slowing down You know gives you more time to make more calls. I want you to take advantage of that time. Okay You know and I want you to I want you to fill that time up with some more calls or you know Something very productive, you know what I mean reaching maybe maybe reaching out to past clients maybe, you know, I don't know what you do with your past clients, but You know reaching out to them and staying in touch with them and just keeping those relationships going and stuff like that But no, I would just keep doing what I'm doing No, I haven't done any door knocking And it for like, you know, there's a there's a debate there's a debate going on about door knocking versus Versus phone calls. I'm on the phone call side of the fence, but I can't really say I don't really have a say in that debate Because I've never doorknock Never wanted to knock I never needed to doorknock because when I started making the calls. I just you know, I saw Excuse me, I saw where the I I saw where it was going like I was starting to have really good conversations and I saw like the openings for opportunities and I could just sit in my office and just call person after person after person so You know, but you know, like Ben Steven up in Michigan, you know, he's crushing it You know, he's gotten over 400 emails door knocking, you know over the last six months, you know And he's he's closed like three million dollars this year. He's you know I mean, he's basically a new agent. He's only like a year and a half in the business So, you know, he is really doing well with it. So it You know, it's just a personal preference type thing. I think phone calls are more efficient, but You know, like I say, I don't even really have a dog in that hunt because I've never doorknocked That's what I'm saying, you know, I sort of listen to you. I think back in March It is amazing to call people once you've heard to them that you're not actually trying to sell them How willing people are talking dude? It's the secret to everything. Matt, bro it's why it's why there's over a hundred people watching this live right now because When you offer yourself for free without expecting anything in return people Let their guard down and then you're able to actually have a relationship and then you can actually find out what you can Do to actually help them soon. I'm saying But if you but if you just come out on with hey, you know Do you want to buy do you want to sell or if I was coaching and telling you guys hey buy my program? You guys will go the other way and in the prospects that you ask if they want to buy or sell They're gonna go the other way Right, but if you say listen, I really want to help you right. I'm not looking for anything I don't want anything out of this. I just want to help Then you're able to actually Start the conversation and see if it's a good fit, you know what I mean for a business relationship because the fact is is that People need a coach and people need real estate agents. It's just the bottom line So, you know, why not give yourself the best opportunity to help the most people, right? Because that's what's gonna make you the most successful Doesn't that doesn't matter when the market's changing it that shouldn't change You know I'm saying like you're right Or you're right when the market changes It's like okay because man when the market changes it's like a free-for-all man like it's like anything got man There's so much market share sitting on the table. There's so much market share just sitting there, you know for the taking You know and nobody nobody's nobody's snatching it up So that's that's mean Yeah, you're right in turn like that is the biggest opportunity To acquire the most market share in a market is when the market has slumped Exactly, and that's what I did I don't care who the buyers are That matter to me who the buyers are Relationships, okay. Yeah, whoever they are. They're gonna be buying my listings or I'll be representing them buying stuff Yeah, man, absolutely absolutely here to help man Okay, who's next here Hillary Hillary, hey Hillary, what's up doing fine? What can I do for you today? Yeah, thanks for calling. Yeah for sure So I've been following you for a while now and you know, I love your message And I really love that it seems like you've been getting a little bit more into some of the mindset stuff lately And you know, I gotta say you're very motivating and you also Seem a little bit, you know invulnerable, but you know, I'm wondering. What are your most like human moments? when you falter You know have those moments changed over time as you've been in the business and how do you handle those moments? Well, I've always had pretty thick skin It took me a while of like losing like, you know, I used to when I lost the deal it would hurt, right? But then over time losing so many deals I realized that those were just real like really opportunities You know and then like I just started to realize that everything's a win-win Like there's not it. There's not a situation that puts me in a spot where I lose if I if I You know build my business correctly if I have the right intentions if I set myself up if I have the right mindset behind handling situations that could make me vulnerable so It has been a work in progress But that's why I'm doing It's a special quality to not worry about stuff, you know to not care if you lose a client or lose a deal What I'm doing, you know, it is a special quality and I really kind of you know It's really a big reason why I'm where I am and that's that's one thing. I'll really try to push Is the fact that I just don't worry about a lot and I'm not worried about a lot I don't care about a lot. I tell you My motto has always been that I don't care about much of all, you know, I don't care how hard it is I don't care if somebody doesn't like me. I don't care if I lose a deal. I don't care if I do the deal I don't care. I just I just don't care, right? What I love is What what makes my endorphins go off of my my brain that makes me really happy is Is like being so exhausted at the end of the day because I put so much work in There's just something about that where it's just like you push you push you put It's like when you're doing the wind sprints, you know And you're sprinting and you're running and you get to the point where you have to stop because you're so tired And then you run like another, you know, 10 or 20 seconds, you know When you really didn't want to that's the kind of stuff it up. That's the kind of stuff that I love Is like it's like that feeling that I get that I pushed a little bit harder than everyone else would have pushed And it's the same thing in business, you know So I don't know that's it's just a quality and I just I think that I think I have vulnerable spots for sure But at the end of the day, man Those vulnerable spots are so deep down in there Because I have such a thick skin To all this all this surface stuff that people are worried about and that really hurts them and gets them down and stuff Doesn't it doesn't even it doesn't affect me at all You know Because I know that it's just an emotion And I know that it's just that's just how that person perceived it like people see Losing a listing is like the worst thing that could ever happen to them today And like I'll lose a listing and like Be like man that sucks and then just go right to okay. Where's my next person I can help because Sitting around worrying about stuff You know and what happened and why you didn't get the deal Is a huge waste of time. I mean think about it for for five seconds You know what you could have done better and then move on You know I'm saying and and learn that lesson. So was there something specific you were talking about? Well, you know just kind of You seem so unfazed and I'm wondering, you know at the point that you're at now You have those moments where you have to check back in with yourself and and you know Kind of recultivate that same attitude Again and and like reinforce it again And you know, I'm sure those moments are different for you than they are for a lot of us at different points in the business You know one thing about it was Is I've already been here and like lost it all Yeah, like I like I made a million dollars And I lost every single bit of it And was in the hole I had to go bankrupt because I didn't want to pay off the rest of the debt that I had So I just bankrupted And I was sleeping on friends' couches slept in my car a couple nights Um And a lot of people say oh you could have stayed at your mom or dad's well. Yeah, but I was I was drunk You know and I was out till four in the morning and I fell asleep in my car a couple times and I worked in an oil rig and I've been through all that and even through that I was happy then and like if I made it through that And I was even happy through that moment in my life And now I'm where I am now where I learned the lessons of that and I've built like an empire You know like Like there it would take something pretty massive to take me out now Like like the market crash that happened before that would do nothing but help me As far as like I don't want it to happen and I know a lot of people suffer if it happens So I don't want it to happen, but if it happened To me that's I I know where the opportunities are And my net worth may go down for a second, but when it comes back I'm going to come back 10 times bigger so I don't know. I think it's because I've been through so much, you know And I've even been through a lot of stuff that a lot that that nobody knows about You know like I've been through a lot of different stuff um, and there's people that have been through worse stuff than me of course but No, I just think I've I just think I've been there and done that and I'm just not worried about there's not too much I'm worried about you know what I mean now I'm fixing to have a baby girl Yeah, I'm fixing to have a baby girl. Thank you. I'm fixing to have a baby girl in November And that's liable to change a lot of stuff for me in terms of this. I may start really worrying about stuff, you know I may really start worrying about her and You know, what's going on and is she okay and you know Stuff like that. I may wake up in the middle of the night like run in there make sure she didn't you know Roll over wrong or stun stuff like that So, you know, things are always changing in life and just do the best you can do but as far as business is concerned No, no, yeah Yeah, I get you. I uh, I I love your what you just said about you know That pushing yourself to the point is like absolute exhaustion that being so satisfying You know at the end of the day I uh A couple years back. I hiked the pacific crest trail and so I kind of I kind of know about that a little bit You know after doing 25 mile days for nearly six months. It's it's a really satisfying feeling I'm working on getting there in my business life now too. Yeah Well, cool. Is there anything else I can do for you No, no, I just really appreciate everything that you're putting out there and uh keep doing what you're doing and Good luck with everything and thanks so much. Absolutely. Reach out any time We'll do thank you. Bye All right, shaharda I think I'm saying your name right could be slaughtering it Sharada find out in a minute Hey, what's up? Okay, how do you say your name? Sharada Sarda What can I do for you? And uh, I thought I'm fearless when I first got it But it's just totally different when it actually goes down Yeah I was able to like, you know in in the past I have been able to speak 2000 crowd or 3000 for crowd I didn't flint but then cold calling to one person. I my mind stopped racing So I guess with experience is going to be there. I will keep on working It's all it is. It's all it is. You just got to keep making the calls It's always like that for everybody in the beginning, you know, you're it's a tongue-tied situation You don't know you get freeze up whatever That's just part of the process. You got to go through it Included all that do not call this also. Yeah and um A lot of them did not My pick up rate is kind of not good Don't keep on jumping to the next call and I have it set up to five ring Do I need to increase that? um I mean five ring is good Five ring is not bad you can I mean what I would suggest on little things like this Is just to tweak it and try it, you know, try it for a hundred try it for 100 or 200 calls and see what happens You know what I mean? Okay. Yeah, like little tweaks like that. Just do it. Just test it out, you know and see And another thing is that like there there have been a few folks where uh, like one of them is like didn't your mama teach you not That you have to follow federal law and I'm like, I knew what he was talking about. I pretended not to know The the federal Yeah, the I mean the law there is is that you're not supposed to call them twice So you that was the first time you called them so You know, you tell them that yes, my mother taught me very good manners and that I should obey the law And I am with them. I write sir You have a good day And just hang up on him Yes, yes hang up on those kind of people No, I just I just say you have a great day and thank you No, do you know you tell him say yes, sir. My mother did Teach me to obey the law and I'm well within my rights I want you to try to have a good day And then hang up on him Okay We don't we don't play that stuff zero diamond people do not play This stuff where people that were cold calling get smart out like with you like you're there trying to Trying to sell them something or trying to do something wrong or trying to scam them We don't play that because we're here to build relationships Right and we're here to help people Right and if someone comes at me sideways and says You know that tries to act like I'm here for the wrong intentions. I'm going to get hot I'm going to be upset with them because that is I'm sorry, but that is not why I'm making calls I'm making calls literally to try to see what I could do to help people You should be offended. You should be offended if somebody comes at you like that I understand I understand but the thing is is you're there to help someone true or false Exactly so if they accuse you of being there not to help them Then I'm going to have to put them in their place real quick And you don't have to do that. I'm just saying my mindset behind it You know, I am so all in with helping people that it makes me upset when someone Tries to act like I'm not trying to help them. You know what I mean Yeah, and I appreciate you for saying that and here's what I'm doing Yes, I you know Everybody has experiences. I have past experiences too, but then right at this moment I have put you as my mentor And I know that you're successful and I'm going to use you to step the ladder The way you say it the way you do it until I get to Where you are or I will never be where you are because you're going to keep on going Yeah True true But you know what I mean get where I am right now though Yes, yes, and that's what I want for all of you Yeah, and question on that Where you are, you know When you were down and you went back up Around the roller coaster For 15 years of my In gum I happily gave it away to my dad To take care of my siblings and all that which was all happy good At that time I did not even have the concept of Future and worried And none of the stuff I didn't have that. Yeah, I gave it away and that's very happy then second round After another 15 years is Of course family situation went through a nasty divorce and well gone. Yeah I had the business set up to it was already doing close to two million dollars and so Those two round my fear level were very low. Yeah this round I'm very afraid. Uh, I don't say action. Now you're very afraid Okay, you you I mean you've already been through this twice. Why are you afraid this time? You kind of know how how the game works Because I had two young kids, but I'm responsible for every single parent. Yeah, but you know how the game works now Yeah, and you know, you know, you know how to lose it because you lost it twice So you know how to protect yourself from losing it If you learn the lessons that you needed to learn from losing it twice, right You should be in much better position and far less scared of anything than anyone else because you've already been there and done it twice I'm kind of lost at this point. Like why am I so scared? What are you scared of? The first thing I thought around like it took me a few weeks of sitting down just just trying to think every day Like why am I scared different scenarios? So one thing I can come to is when I get out and get busy. I'm not at home for the kids In uh, they are by themselves Hmm You're scared of not spending time with your family Um, that's one thing. Yes. They're young and uh, they're right now teenagers and uh, and It is it can go either way Uh When somebody is not supervising Yeah Well, you you should do you should be time blocking your day where that do they go to school? Yeah, they do boom you should do all of your work while they're at school and then be mom when they're not Okay, period Problem solved Shut work down at three o'clock whenever they get out of school or four o'clock or whatever it is Shut it down work is done. Maybe you answer a phone call here or an email there if you have to But as far as anything else goes you shut it down And then you and then you get it and then you get into a position where you're okay With whatever production comes out of that See what i'm saying like, you know that that production might not be as good as if you work till six o'clock every day But you're sacrificing that extra production to spend time with your family But you're still gonna have a really good living if you were if you work from eight to three every day In real estate if you're doing the right things Got it. Okay. I want to hear all about this. So please keep me informed on your on this Okay The social media too frequently. So that's another new habit. I'm trying to learn. Okay. All right, cool. Um Anything else, let me know stay in touch Thank you Oh, are you are you gonna go to the event come see me I said i'm gonna be speaking at a big event in dallas in september Okay, email me and i'll email you the link I was i was saying email me and i'll email you the link Okay, thank you All right. Bye. Okay. Let's see. I got Miss anderson it looks like Can't tell the name here And global voice will try to connect you looks like we got a no answer Hi, you reached the voice motivation anderson. Unfortunately, i'm unable to take your call at the moment But it's going to be your name number or even a brief message I'll definitely get back to you as soon as I can until then travel safe Hey, it's ricky cruz. I was trying to call you on the live stream here. Hey to miss you. It's all too soon All right, let's see renai Coming for you, man It is straight pouring down here two guys. Hey renai. What's up, buddy? You know what I can see here. Hey turn your turn. Can you turn the video down? Can you can you turn the video mute? Can you mute the video in the background? Okay, cool. How you doing brother? Absolutely, man. It works really good too Yeah, where do you I guess You give them as much as you possibly can Don't hold back any data from the owners Is that what you're saying? You could go into Live in more detail as far as uh, you know, what how do you know how many buyers versus sellers are out there? I'm a less right Oh, I got you Yeah, man, you give them all the data that's not a lot of data that's here's the actives Here's the listings. Here's the closed sales. Here's the days on the market. Here's the price per square foot Why would you hold back any data? Okay Well, it depends on who I'm talking to and what we're doing So are you so am I circle prospecting a neighborhood? Am I showing up to do a listing appointment? um, you know what What is what's what's the scenario? See what I mean like okay. Yeah, if I if I'm just circle prospecting I have the comps in front of me and I call the people and then We have a conversation and then if they ask me for more info I'm going to give them whatever they want and if they if I see that they're really interested I'm going to just pour it on and give them everything. You know what? I mean Because I'll have all the data writing. I'll have all the data right in front of me I watched a couple of other videos and you maybe you had mentioned about Who said that? No, you didn't hear me say that I mean, uh, okay. No, I'll send you Yes, give them everything bro. Listen, I'm cut you know, I coach for free, right? You know, I'm telling you every single little thing I do for nothing, right? Right. I'm not holding back any information whatsoever. I'm giving you my entire game plan on a platter Right. That's the same thing I do with sellers or buyers I want them to know everything and I'm not expecting anything back and because of that That's why I do business with these people No, it's okay. No, I'm perfectly fine. Yeah, we got it. I mean there's gonna be dude. I've got thousand I've got 17,000 people in the program So there's gonna be somebody that that you know There's a miscarriage. You're gonna be miscommunications here there that we need to clarify. So no no worries Went into a little bit about where I needed like another like, you know taking a bud or another motivational You know, you know speech for someone or how do you put yourself in a position where you just want to just You know start making calls every day By By giving myself a new challenge If I'm bored If I'm not making calls anymore because I'm down or I'm not motivated It's because I'm not I'm not giving myself a challenge that makes me excited See what I'm saying So like so like I used to not get up at 4 30 in the morning, right never did But now I do now that I now that I'm coaching See the coaching I had to add coaching into what I'm doing is because that was the next challenge I had to give myself something Right to get myself excited. See what I mean And so if you're just sitting around and you can't really get going you're not motivated It's because you don't have anything to get excited about you don't have a challenge in front of you That makes you excited to try to tackle this challenge And make it and produce this this result that you're looking for right So you need to give yourself a new challenge you say listen I want to be excited about getting five more listings over the next 30 days You know or over the next two weeks or whatever it is. I don't know what it is for you. I'm just throwing examples But you have to you have to give yourself like it's always going to be changing You're always going to be having these ups and downs of motivation And when you get down Or you feel like you're kind of bored with what you're doing You got to give yourself another another challenge or something that excites you, you know what I mean Yeah My thing is that like I'll give myself a challenge and you know, I'm all I'm all fired up and then next you know I'm just like I did and I've done it and I just like perfect sense You know, I really appreciate it. Um, thanks for all that you do on all the free coaching Um, thanks brother appreciate it All right, let's see here. I got it looks like Eric Let's get it. Let's go Let's see Hey, what's up, buddy? How are you? Very good yourself doing good, man. We're in the lightning around here We're going to make these uh real quick calls. I got about three more to make here. So what's your question? Well, you know initially Um, do you send them an email right away basically? Yeah, most of the time. Yeah, and then subject line as far as do you say following up or once you put the subject line Uh, could it's probably it's going to be whatever the name of their subdivision is or complex Okay, that that way it stands out that way it stands out and they're like, oh, you know what I mean? They're definitely going to open that Um, and then a bunch meeting or coffee meeting Like if they say they're not going to say they're not looking to do something say for a year or greater You probably don't go do a coffee or lunch with them. Why wouldn't I? Why why wouldn't I? Well, I'm just curious. I know that you want set up in the point. Is that no Okay, and I don't care if they want to do I don't care if they ever want to do a deal Yeah, when you're doing your circle prospecting how do you transition into the lunch that Well, it's a fill thing and it has to be a really good conversation And You know like I'm we're really feeling it. We're talking about like, you know Back in high school or you know, like we're really like buddies and stuff You know, and then it's like, you know towards the end of the call. It's like, hey man I'll tell you what um, you think you might have time next week for a quick lunch or something or maybe a coffee And just say hey, you know want to you know um, what you know Let's put a face with the name, you know hang out for a bit You know because I mean it sounds like we're gonna it sounds like we're probably gonna do some business in the future So You know be good to just to just to meet you face to face Real quick. Uh, you're called if you had I watched one word the guy basically told you to f off I had one yesterday calling to go down Oh Yeah, oh, yeah, I've had a lot of those man. I've had a lot of those Absolutely brother reach out anytime Let it buddy Yeah, I mean, yeah Good, how about you? Ricky Cruz, right? Yeah, your face moving. So I'm sorry about that No, it's a lag from live to You know from from live to people watching, you know, it's it's about a probably a 10 second lag Sorry about that. That's hard. I know you're really I see you uh doing this show buddy. He must be getting exhausted. I've done a lot of this stuff in my past Dude, I'm just are you kidding me, bro? That must be a joke or something No, you got a lot of stuff going on your life. You gotta I don't want to take a lot of your time, buddy What can I do for you? Oh, I think on there. I signed up with Derek over there at mbt. I've only been in this for two months And uh, I'm just really trying to wrap my head around what to do Um, I I found you about a month ago after you went down there to go see Derek and those guys. Yeah So he got excited hearing about your Your uh trainings and everything and I've been listening to you almost every day since but I'm still So new at the business. I'm trying to get figured out on what I'm going to do here So a couple questions I had for you that I wanted to ask you one is time of day when you do cold calling um It seems to me like a lot of people aren't going to really want to talk early in the morning. Is there a time of day that you? Was prefer or recommend a cold call? Well, let me ask you let me ask you this. Have you looked at the 90 day action plan? Okay Here's the thing man. Here's the thing about time of day to call I have a video that says best time of day to call But um, I've always made my calls between nine and 12. That's been like when I make them. Um, I mean, I've made them all day Right, but like the thing is Is it doesn't matter when you call? Okay, uh You know in the afternoon you may have a little bit better pickup rate Okay, but I don't think that little bit better of a pickup rate is worth making an excuse to hold off calling to wait for the perfect time You know what I mean? Uh-huh call anytime you want to bro. That's the point Yeah Another question I have for you is When you use that storm dialer with red X because I just signed up with them a couple weeks ago and I haven't used it yet Yeah It seems like being an agent if you get somebody on the phone But you have to kind of know what you're dealing with as far as their property if you get somebody on the line That storm dialer to just keep dialing dialing dialing and if you don't know about their property You could actually get caught like you don't know what you're talking about So I'm just what are you are you not are you not are you not using my scripts? Okay, well then you're talking about something that you don't you haven't done yet So I think the first thing is is just to do it and see because it's not what you think Like like whenever they answer the phone Like you you can see who you're calling You know what I mean? And then it doesn't just keep calling a calling a calling when somebody picks up it quits calling people while you're While you're talking and then it starts back up when the conversation's over See what I'm saying Yeah, and if you're using my scripts, we're not even talking about their property We say hey, mr. Johnson hates ricky keruth remix of orange beach. How are you doing cool? I'm enjoying the days and a gorgeous look. I don't want to take it too much of your time But a house around the corner sold didn't know if there's anything I could do for you today No, cool. Is there an agent you would work with all right cool. I'm sure at some point you'll do something I love to work with you is it okay for staying touch cool with your email address I never said anything about his property in that whole conversation Never said anything about what the property is Who you know any of it So I don't have to know anything about the property. I'm calling literally to let them know A house around the corner sold and I want to know if there's anything I can do for them That's it If they start getting into a conversation about yeah, we're thinking of doing this we're thinking of doing that Then I'm going to say okay cool. What you know, what uh, how many bedrooms you got what you know It just depends on where the conversation goes, but I don't have to know everything up front We're filling out the situation. We can kind of we can kind of wing it It's more about your intent and your tone See what I'm saying, I guess That's the problem that that right there what you just said is the reason why a lot of people never succeed They're worried that they're going to look dumb Why why should you know everything about every property are you are you are you supposed to be a property excite encyclopedia? Are you supposed to be a wikipedia of every single property, you know every single detail You think people really expect you to know every little detail of their property? No How could you? There's no way no one does no one knows every detail of every property nobody Thing is you haven't even made calls and you're going to find out when you start making the calls People aren't upset when you call them early in the morning People aren't asking you weird questions about their property trying to trip you up and make you look dumb just doesn't happen You calling them up like they're your mom or they're your your dad You know i'm saying they're your best friend from high school Calling a check on them See what we could do to help them See what i mean I knew you were going to ask to do that. I knew you were going to say that bro. I could have predicted this I mean i'm serious. I could have predicted this. This is just Very predictable moment. Um You're not going to call them twice Boom you didn't break any rules When you're calling with the right intent when you're calling not to try to sell people stuff when you're calling to see What you can do to help them Right, you're not going to have any problems man If you don't want to call if you don't want to call dnc check the dnc filter out the dnc. Don't talk to them You don't have to call them man. So boom took care of that excuse You don't have to you don't have to call them if you really don't want to I don't care because i'm not breaking any i'm not breaking the rules. I'm not calling them over and over and over again I'm not calling them as a robo-caller I'm calling them as a real human being calling with the intent to help them see what i'm saying And if they don't want me to call them anymore, I won't call them anymore I'm all see a lot if you look at my coaching program. I i'm only calling people one time I'm calling a neighborhood once. I'm moving to another calling them once moving to another. I'm not calling the same neighborhood twice And that's just because I don't want to call the same neighborhood twice not because i'm worried about the dnc but That does help us with the dnc because that's one of the rules can't call them twice If you call them once and they say if you call them once and they say oh, I'm gonna do not call. I'm gonna turn you in and all that Say Okay, good luck. Talk to you later Because they can't do anything It's just facts That's another area where I feel a little bit Um, okay. Check it out, man. Check it out. Go to youtube go to my youtube channel or just search youtube ricky caruth listing Presentation, okay, and then there's another one ricky caruth Um seller says yes Okay Just watch there the seller the listing presentation video is like three minutes long or four minutes long And the seller said yes video is like 10 minutes long. It's it's it's what you do when they say yes There's also how to negotiate price with seller. There's also um How to sell your listings there's all kinds of videos there That go into depth about what you're talking about It's on the video. It's on the vid it's on the video I literally take a folder With a with the comps and a blank listening agreement a gift card to a restaurant or ricky caruth pen That's my listing presentation No, no, it's okay. It's okay. It's fine. No, I'm I'm glad you did. It's just that I don't have a presentation I'm more about connecting with them and creating a relationship. I'm not trying to wow them with some kind of weird You know pie graphs and you know fancy You know colorful paperwork and powerpoint presentation. You know what I mean? I'm trying to wow them by the fact that I actually care about why they're trying to sell this property What I can do to help them accomplish that goal See what I'm saying Cool. So go watch those videos and get back to me with more questions Okay Yeah, well all the markets are localized all the markets do their own thing If it's going up really good right now get ready. It's gonna come down like what goes up must come down. You know what I mean Yeah, yeah Well, whatever the case may be, you know what I mean, whatever the case may be um You know a lot of transactions a lot of people moving there You know, whatever whatever the case may be. It doesn't matter what the market does is what I'm saying Just go with the flow of it. You know what I mean Cool brother Yeah for everything you're doing and and you're a big judgment. I really like the fact that you're free It means a lot. I've said a lot about you, but absolutely man. Glad to do it Thanks buddy. See you All right, man try to get through these last two right here guys Hey, buddy here from you. Yeah, man. How you doing? I'm doing well. Uh, so last uh, I think it was like two weeks ago when I uh Reached out to you when I was just doing some, you know, circle prospecting in the morning and you know We know how it goes. There's that one guy. He's like, you know, what Robert yet? Why don't you come on over? It's I need your help and uh, so it's really cool Oh, yeah, I mean you just you just keep it going and good things happen, you know Yeah, it's definitely the truth. So, you know, and just getting on the phone and and making those phone calls and developing those relationships So it's definitely what it's all about. Oh, yeah, do bottom line bottom line snowball Create that Yeah, like I remember like, you know before I started watching you Uh, you know just getting focused on the results and yeah, things weren't going well Then you know getting those depressed thoughts and feelings. You're like, oh man, you know, it's working for everybody except for me Mm-hmm. Yeah. Yeah. Yeah. I know dude. I know and and I was caught up in that too Um, I was caught up in that for a long time, you know, why can't I hit these results? Why can't I You know hit the goals and and you know, it took me a while to realize man It's just you got to be happy with what you got You know I'm saying and like the fact that you're pushing harder and harder and harder to try to get to that next level That's where you're happy. You should come from not A goal, you know what I mean? Because you can't control the goal man. I don't care how much you try Like you can say, oh, I can calculate it if I talk to this many people This is what happens or if I spend this much money on facebook This is what happens or this much on zealow or you know, I knock on this many doors. This is the results. No No that change that will change almost daily because you uh Facebook changes their algorithms next year or You know changes their whole ad spend deal or zealow You know goes up in price, you know a thousand dollars like there's so many things You just can't control it. The market slows down speeds up I mean, you know, you just got to you got to get in your groove. You know what I mean Yeah, and that I find that You know to get rid of those kind of thoughts is just double up the phone calls or you know get out there and And get some conversations going if it's not working on the phone for a little bit Then I just get out and go doorknock and they take that same conversation and face to face and And develop those relationships with those people and they really appreciate it couldn't have said it better myself, man When they like phone calls solve all problems Yeah, absolutely and then you get more business off of those people that you know now you're gonna sell their house So tomorrow all day is kind of like you know watching your videos So I got to meet with the stager at that guy's house the photographer from the afternoon and list that baby live on monday And then just getting that neighborhood and make more calls. And so it's pretty exciting Is there anything I can help you with Man, just keep doing what you're doing. All right, cool It really helps out. So I was a pleasure and keep up the great stuff. Appreciate you, ma'am All right, well you too talk to you soon. Thanks again later bud Okay, terry. I got you. I got you 702 Okay guys last call here Let's see what terry has going on today Hey terry. How are you? Good. How about you? Good. What what can I help you with? so our market seems to be middle range prices are selling quick I have a high dollar listing at We started at 850 we're at 830 and there's two other listings in the neighborhood and nothing's moving Okay, no no calls No showing after Saturday Me and the two other agents are doing a neighborhood open house. Yeah, I'm offering for things because it's all the same problem What do you suggest? Like, okay. Okay. So let me let me let me understand this so you've got A neighborhood where things have been selling for 860 and you have something listed for 830 I was listed at 850 and we dropped it to 830 and The model market where our price is the same but it's just like These houses are built in 2012. They're single storage with pools They're totally upgraded. They show great but it's Just for whatever reason that price range is not moving Because that price range is almost the first one of the first price ranges that starts to get hit as the market starts to slump, right? Right, right. So what you have to do is you have to be super aggressive on your prices Right and so what you have to do is you have to talk to the owner and you have to say listen Here's the situation the market's changed And we're not getting anything. So we need to be at 799 and we need to do it yesterday Right, right and if they don't if they don't want to do that Then you have to understand and you have to say, okay Well, if you don't want to go to 799 because of either a you don't have to sell you're not motivated to sell There's nothing that's You know, you're not in a bind, right? So you have that factor or you have the factor where they might have to sell but they don't they don't believe the market is Slowed down that much to go to 799, right? and so when we're in this transition period where Prices are starting to slump And you have a listing that it gets called up in this slump or you price it higher than it probably needs to be Because the market has adjusted It's kind of hard to go back to that seller and say We need to go down. We need to get down, you know under 50 000 under where we originally listed it at It's really hard to have that conversation and then not look at you like you're crazy And so, you know, that's a hard conversation but say listen, I understand but this is the facts You know, we can do this you can do this however you want to You know, you can even go change agents and try it with a different agent. It's not the agent It's the market and if you if you want to sell this is what we need to do And i'm telling you as your professional that's trying to advise you the same way it would advise My my parents, you know what I mean? right so I was looking gays on market in that neighborhood I originally did not want to even list about 800. I wanted to be 800 behind because I seen it happening And they're under contract in a different city out of state So that should be their motivation right It's not And they think the house that they're under contract on it was on the market 211 days And that seller had nothing else So they think he's just going to sit down wait as long as it takes them to sell their house I don't see that happening. Yeah. Yeah. Yeah You just need to have a serious conversation with their seller now. Let's think about it on the flip side Okay, you should be getting out there talking to more property owners and trying to get more listings May or may not work out. You know what I'm saying? How many listings do you have? We need to get that to then Yeah Would you circle prospect of like around the other listings I have You can do that or you can just call you can just circle prospect random neighborhoods as you don't have any listings in I would start where I have listings And I would call those neighborhoods and then I would branch out to other neighborhoods So ramp it up to at least get 10 listings Here's a comment from somebody who has the same situation and uh, he told his seller that that they need to reduce the price Um And the and the neighbors are telling them that it's a great price and don't reduce it Well, this is why the neighbors are saying it's a great price and don't reduce it because they don't want the prices to Go down in the neighborhood You know I'm saying Right, they don't want price. So of course they're going to say oh, that's a great price Don't reduce it because they don't care if that property sells or not They just don't want the price to go down the neighborhood. They're trying to they're in denial They're in denial of the market and the fact that it's in that particular spot has started to soften and uh And so their motive that why wouldn't they want the price to stay where it is they don't care if it sells or not Um, and then the the seller who has the property they're buying into it. They're like, oh, yeah, you're right That is a great price But it's not selling nobody's looking at it so Where's the buyers at this great price? You know what I mean? Listen, the thing is is the market doesn't lie And the market speaks to you You take the data of a listing that's been on the market See how many times it's been shown what the feedback's been You know the the the sales in the area the market speaks to you and you take all these factors into Consideration you say look here's where we are mr. Seller Now this your choice mr. Seller what we do, but here's the data and the data doesn't lie So right show on the data tell him what he needs to do based on the data And then let him make a decision. I think the bigger issue here Is the fact that you only have three listings That's the bigger problem because now you're because you only have three listings You're so focused on this listing trying to get this listing sold Or one of those three listings sold instead of spending your time getting more listings Which is what you need to do those listings that you have They're going to sell or they're not going to sell or whatever is going to happen You can't really control that to a certain point What you can control is putting in work to get more listings From my other two listings um Well, actually one listing We were under contract everything was done. We were due to close on july 3rd And on friday last friday the buyer lost his job So can't control it. We're back at Yeah, we're back on the market. That's it's a great listing and you move up a million showing them We're supposed to get in a couple offers every so i'm not worried about that Yeah, and then the other one is a short sale. Yeah That's at the bank. So it takes time, you know, I understand. I understand Cool You do you do yesterday Yes, you should be losing your mind trying to get more listings All right Let me know Thank you so much. Thank you. Bye That's it guys. I've spent nearly two hours with you Nearly two hours with you answering questions talking about the market So on and so forth if you missed the first part go back and watch the first maybe 20 minutes where I talked about the real estate market in manhattan and the real in the stock sitting all-time highs and um What I think about it what I think you should be concerned about with this and where the opportunities are Uh ronnie says well, how can I reduce it if there's no showings to prove it? I try to explain to them, but no luck listen ronnie If there's no showings, that's the proof Like that's the proof that it's too high if there's no showings Right the price is too high. So no one's looking at it. There's zero showings. That's the proof um But at the end of the day man, I kind of have the same advice for you as I did for her and that is that Quit worrying about that listing and go get more listings Like you need inventory man quit worrying about that listing But I understand trying to get the details of how you handle certain situations. So not knocking that at all Definitely ask questions All right, cool guys. Well, uh, yeah two hours in I think this is one of the longest, um lives I've done here I'm in the new studio by the way. That's why this is just a bare wall And I just had my one little picture One little art piece of art right there But uh, yeah, I like it up here. We're upstairs in my house and uh, just getting all settled in and Trying to make it all cool. So If there's anything in the world I can do for you guys, let me know I'll be in Let's see charleston. I'll be in charleston next month in july july 16th Dallas is september 20th 21st. That was going to be an incredible one. Um august 26. It looks like atlanta august 26 is atlanta I'm also going to be in vegas september 26. Okay, so I have all that locked in Super excited to see all of you there And yeah, I just wanted to like I said from the beginning do this live talk about the market Let you know, there's nothing to worry about if you are in a market that is slumping Um that is changing that is in transition find that book the shift not the shift shift gary keller shift Everyone should read that book all right Okay guys, I'm out. I love you so much. We'll talk to you soon till next time