 Happy new year. Happy new year. Hey, hope you guys are excited. Let's see. We're approaching 300 on the call. There's still a lot of people coming in. Put in the chat where you're at, where you're from. If you're excited about 2023. Yes. I gotta say, this is the most excited I've been in a long time. Guys. Boom. See now we're approaching 400. We'll let that keep climbing. I was going to kind of start this out with what books I'm reading right now. Because I figured there would be a lot of people coming in a couple minutes after. We started so while we're kind of waiting and everybody to come in, I wanted to share. Number one, I went into zero to diamond and added links to a lot of books, not a lot. The books I'm reading right now and also the ones I suggest if you haven't. If you if you haven't. You know, I read the books that I always suggest, which is the slide edge, which is here, Jeff Olson. This is my number one book all time. And, of course, my book was to last, but I added a couple of new ones there. Some I read last year, some that I'm reading right now. Okay, so one of my new favorites. Is this one right here pitch anything. This is the one I'm having my team read, we do a book every month. This is an amazing book. Honestly, I'm inspired and I'm just soaking up so much out of this. pitch anything by or in class. I highly suggest this. I'd love to read it kind of as a group if you guys are looking for a book to read in January, you're going to read a book. pitch anything. This is one of my new faves that I'm going to start recommending. Still a lot of people coming in. We're approaching 500. I haven't read this yet, but I've heard all about it. It's called building a story brand. This is about clarify your message so customers will listen. I'm really excited about this and I think this is something everybody needs because it's clarifying your message so customers will listen. Okay, and that that's what you need in your business right you need to be able to build your story. Everybody has a unique story and you need to be able to build that story in a way that your customers will listen. I haven't read this one yet this is going to be my second book of the year. I'm starting out with pitch anything which I'm halfway through and blown away, and then I'm going to move right over to story brand. Okay. I linked a couple in the 60 day challenge, but elevate is a really short book by Robert Glazer. I love this book it's really short easy to read super inspiring, really good stuff. Another one that's a little longer but is incredible is outliers by Malcolm Gladwell. Wow. I mean wow. That one really open your eyes up to some stuff. All right. So again I was just wasting a little time for people to come in, throwing you guys some value right off the bat. So people pouring in let me know where you guys are at let me check the comments in close to 500. See where's a chat chat. Oh good morning good morning. Okay everybody saying where they're from but are you excited. Are you are you excited. I just wanted to go through just a couple of graphs and some market statistics and stuff, just to kind of help you guys understand why I think the way I think about the next six months of the market. And so, yeah, if you haven't seen this information already it's going to be super beneficial to kind of help you put things into perspective but remember guys. Whenever I threw out these predictions and stuff it literally means nothing. And the cool thing about what I do is I try to put you I don't try I do. I mean, the reason I say tries because I don't know if you're going to execute or not that's up to you I can't, you know, do the work for you. But if, but at least I can go to sleep at night knowing that I did my part to put you in a position where you win either way. You know, you go out there and build your business the way that I'm telling you to build your business. There's no way that nothing happens. No, there's no scenario where you lose, you just win win win. That's all the predict the predictions don't mean anything. But it's cool to kind of see what the trend is, where we feel like the market is heading and where the opportunities might be, because that that is a. You blow past your competition, let's say. Right, because you guys know, like, for me, competition doesn't exist. Yeah, so so but let's take that out of the equation for just a second a lot of us want to be number one agents in our MLS, the number one agent in your entire market. So that's where you can take things to another level is when you start to pay attention to actual market trends and try to be ahead of the curve on a lot of the stuff. Instead of just kind of reacting, you know, to the market as it happens. You're in a position where okay there's a good chance this is going to happen so here's how I'm going to develop my business plan. Right, and the small chance that what I'm saying doesn't happen it's okay because within my execution I win no matter what. But if it hits big then we I could literally propel myself to the very top of the market. If that makes sense, still people coming in, we're approaching 600. I'm just going to dive in here so first off, you know, I don't know if you guys are doing this or not but you know our group and I would say everyone is doing the 60 day challenge right now, especially if you've never been a part of the 60 day challenge right so let me take you there you're going to go to zero to diamond. And when you log in boom here we are it's a newsfeed this is a social media platform where you post, you can friend and follow people on this platform, there's over 18,000 approaching 19,000 members on this platform, as we speak. I'm saying super lags whenever whenever I'm live. But you can create groups, you can go to the different groups of your area or the weekly email group and all this stuff. Okay, this is where you can see all the members you can search members. If you're looking for a specific ZTD member you've got a referral in a different state go right here and search them. You can search the city state whatever and search ZTD member and then you can message them right on the platform. Right, or that has their information there you can reach out to them. So that guys use this platform to collaborate with each other, and it's going to do nothing but grow 100 or so agents are joining a day. And we're this close we've been working on it for 12 months but we're this close to to launch in an app that'll be on, you know, iOS and Android for you guys to download and it'll be right there as an application versus just a website. So it's been a grueling process to try to make this an application. Alright, but we're almost there, you'll have your newsfeed members groups, courses and events so let's move over to courses real quick. Okay I just want to kind of blow through this really quickly for those that aren't familiar, and then I want to move on to the market stats I'm going to give you guys some, some data, some charts and some opinions. Let me see mute. This thing is super lag whenever I'm screen sharing. Give it just a seconds. Let's see where we find your camera on off I mean if you turn your camera off. Cool. Let me try that. Let me refresh. See if that works. I don't know what the deal is there. Let me open it up one more time if that doesn't work I'll move right into the market stats which are just pictures on my computer it's not a website so don't have to worry about it. Huh, I don't know what's happening there. All right well we'll come back to it if I see that that I don't know what's what's happening there. I'm going to bring my picture back. We'll see. I'll keep an eye on that. All right, so I'm going to dive into this these market stats with you kind of walk you through this you can kind of see what's happening in the market and I definitely want to take some questions and do you guys have anything on your mind or anything you want to. Out of the conversation I definitely want to give you that opportunity here in just a second. As we approach 600 on the zoom call. So you got if you've been paying attention to my content I guess you should know exactly how I feel about where we're going in the market the market is 100% normalizing. We're entering into it what is a normal market which is four and a half to five million cells where it's a pretty balanced market between buyers and sellers. We'll see how prices perform this year. You know, I think we'll be up honestly, but we'll see somewhere around close to flats. But what's interesting is this. I'm going to work through these. These pictures. So this is inflation, this is this is inflation right this, this pink faded line and then this darker line is mortgage rates. Right, incredibly correlated, incredibly correlated, and you see how inflation dip down there towards the end and so did 30 year fixed. I can't think of a guru there's not a guru on earth that doesn't say that inflation is going down this year. And so me it doesn't take a rocket science to realize that as inflation does ease down so will 30 year fixed. Listen back to my point it doesn't matter it doesn't matter if rates go to 10% right now guys please understand that. That it doesn't matter if rates go to 15% doesn't matter that doesn't matter. How the market would react to a 10 to 15% 30 year fixed would be an opportunity for you because if that happened honestly prices would definitely crash, right. If that happened that would be a moment that prices definitely crashed. And think about how easy it would be to sell properties for half price 40% lower 30% lower. Oh there'll be last buyers to that's true. But they're going to be buying right well there's less buyers now than there was six to eight months ago. It's a circle of life right it's human nature, it's mother nature. Nothing you could do about it. All right, look at this, this is just more data to support the fact that interest rates are going to ease down. And it doesn't matter if it do who cares. I don't but it's but I'm telling you this because it's cool to be in the position where you have a handle on this, not because this matters to your success. It's just good to have it because if you can be three steps ahead of the rest of the agents, if you can be three steps ahead of say 95% of the agents in your market. With understanding how shifts and cycles and the market works, you could be in the position to surpass a lot of these agents in terms of the rankings in mls. That's what I want to see. I want to see you guys is rank and mls continue to move up into that top 10 range into that top five range into that very top range. Number one in your mls. That's what I want to see for a lot of you and there's so many agents in the zero to diamond network who are who have become through zero to diamond top 10 top five and even number ones several. Look at this. This is the market. This is mortgage rates and recessions. Okay. Look at their down, down, down, down, down, down, down. Mortgage rates went down and every recession. So everyone just about everyone I know all the gurus all the networks all everybody says we're, you know, heading into a recession. It's good for mortgage rates. Just according to history, just another data point just another data point that shows that we're headed towards lower rates. Okay, prices. Right. This is prices through recessions. The dark areas are recessionary periods. Look at prices up up up in a way there's only one right there. And there's one in the 90s. I want to say maybe right here where you saw it dip a little bit right there. And we see the headlines right now. There's a headline right now put it on Instagram just about an hour ago that said that you know us suffering us is suffering. Because this is the the second largest price decrease since the World War two. Well, yeah, there's only been three. Right 2008. And then right here in early 90s. See how insignificant that was in the 90s. And then we have this one, which depending on who you're talking to we're down 3%, 5%, 7%. Right we got to get down we got to get down like larger than 20 something percent to erase the the pre pandemic pricing gains from from pre pandemic. Like 20 something percent. Okay, but I'm going to show you in just a second here. It's going to be really hard to cross even get close to that threshold. We're approaching 700 on the zoom call today. Let me take a moment of gratitude. For you guys for being here and spending time with me. I love you guys. I can't say that enough. Moving on here. This is very interesting. This is basically supply and demand. The orange is new new builds. You know, completions of new builds and the blue there's demand. Right. So you see back in a four or 506 and when you get into 060708 look how much more supply, the orange line. Then we had of demand the blue. Look at that. Look at the gap. You come to today. You come into today's market. And you see we have way more demand than we have supply. Right. Demand is almost up there with 2004 or five not quite. Not quite. But it's up there. But look at look at supply. Right. It's ridiculous. We out of whack. And that's what's going to listen guys. This is what's preventing us from going into a huge pricing crash. If we had over supply right now, we would be hurting right now. It's not the case. And I want to say hurting. I'm just saying prices coming down. I'm not talking about your business would be hurting. Please understand. That's what happened and prices came down. We had a pricing crash. You would crush it. Just to make things clear to you. This doesn't have any none of this has anything to do with your success. Right. The only thing that has something to do with your success is if you're going to go out there and talk to and try to meet five new people in your market a day five plus a day. Add them to your database and then put them into your marketing machine and build that up to thousands of people over the next three to five years. That's all that matters. That's all that's doing prevent you from doing that day to day. It could be the most depressing market in the world. You're going to go out there and talk to people and get to know them and add them to your database. See what you can do to help them. We got to quit going after listings guys right and you got to think I'm going after people. When I talk to a prospect I'm not trying to have had this conversation like three or four times in the past couple days with in the in my in my DMs with people. Talking about, you know, expired listings or for cellbounders and stuff like that and I'm like listen. I, I'm not trying to list that house. And that's why that's why I all the expired a lot of expired I did business with they bought something from me. Every single time I call expired it seems like every single time I run into a builder or a developer. I'm like, they want to do business with me. And I think most agents wouldn't even find out that that person was a builder or developer because they're so focused on trying to list that expired that they don't even have like a conversation with the person to try to dig deeper into what they have going on and what you can do to help them and stuff like that. They just kind of are so focused on just getting the listing and I'm I'm quite the opposite. I'm trying to use the listing as an excuse to call them with every situation. I just want to talk to someone and get inside their head and allow them to open up to me. I want to create a safe place for them to open up about what they're trying to do. So we need to start going out for people versus you know listings that now this is where things get super interesting right this is my favorite part right here. If you look at you know inventory right so you know we see inventories coming down you know November 21 is as far back as this chart goes November 21. And we're coming into 22 you see it's just coming down coming down and now it's coming back up with interest rates as interest rates came back up. And then things started to you know we saw more inventory hit the market which by the way in 2020 I said hey we're going to have that moment where everybody were all the sellers realize this is it and they're going to flood the market. That's what happened. They flooded the market overpricing listings because they were dreaming they were thinking that it was still 2021 but it wasn't and we saw that influx of listings that were overpriced and then you know things started to level out as people said they weren't going to sell it for last year's prices and then they either had to lower their price or take it off the market basically. And so now we're getting to where we've got some pretty good inventory out there. You know but inventories come back down you guys see right here in August at Pete. In August at Pete. And now we're down from that point now you see this wave like. You know shape. All right now look at this this is going to blow your mind if you haven't seen this. Okay look at every year now this is every year. You see how it goes up. It like shoots to the moon, like that's almost like straight up and then guess what straight down plummets. Same thing the next year straight up plummets straight up plummets all the way every year straight up plummets straight up plummets even in the year even in these years. 2020 and 21 the years of low inventory inventory still shut up like a rocket. This is what people don't want to talk about right here. This is what this is what the media. This is what people don't want to acknowledge real data. I don't want to acknowledge real data. Every year it shoots up and plummets. Now look at where we are here it shot up right and it shot up a little more than normal is shot up about level actually with last year's peak see that level. And now what see the trend coming down. Every single year it shoots up and plummets this time of year. And we're already in the cycle right now of it down trending and you probably you guys are probably already seen. You guys have probably seen that in your markets with inventory coming down. I know I have an inventory is getting tighter it's not getting looser it's getting tighter. Yeah we've seen it influx that was sellers that was unrealistic sellers flooding the market trying to catch that last little bit of the the tidal wave of the market serves try to get that high price. Honestly, sellers who didn't even care to sell they just would sell if. Right, you guys know the sellers I would sell if those sellers aren't serious right now they could change their mind tomorrow, but they're not serious right now. Sometimes they turn into a deal and all list them all day long, but I know who I'm dealing with I'm dealing with somebody who's not necessarily motivated. But this is what we're looking at we're looking at we're looking at inventory coming down right now plummeting now. Think about it inventory just historically speaking hey who not this could be this could be a this could be a off year inventory could go up. There's thrown that disclaimer out there interest rates could go up I'm throwing that out there inflation could go up I don't know what's going to happen, but based on the trends based on history, based on everything that we're seeing right here. Right, it. There's a good chance remember what I said earlier. Right, you put yourself in positions where you say okay there's a good chance that this is going to happen. Let me put myself in position to capitalize if it happens. Whatever I'm executing on I went even if it doesn't happen. That's the key right there to book to one of the big keys to really moving up in the rankings in your local MLS understanding that concept right there. So right now, there's a good chance that inventory is going to go down interest rates are also going to come down. Investors are sitting on the fence waiting on race to come down as they do what do you think is going to happen. They're all going to come out at the same time fighting over the same house because there's not going to be any inventory. And we're going to be right back to where we started a couple years ago with no inventory and high demand. This is an illustration of inventory. You know the inventory story this is the inventory story. The peak was 2007. Here we are 2022. About a third of the inventory with 50 million more people in the US 30 to 50 million whatever the number that the population has grown since 2007. We have tens of millions of more people in a third of the inventory. Now it's like a problem. Right. And if you look at it only based on active listings. So the 1.2 million is all of them including pendants you take the pendants out we got 750,000 listings in a country of 330 million people. And we're half of what we were listen half right now we're half of where we were pre pandemic or well yeah pre pandemic 2017 1819 were half. And it's and just based on history every year inventories about to go down and get worse what do what. So I don't know if you guys have seen all this or thought about this in this way and of course this is so general because it's the entire country. Your market is so localized do not do not share general information with your clients on your weekly emails. Share with them local information please go into your mls create the data on your own. I can I can show you really quickly how I do that. I'll do that right now. Let me get through these slides and I'll hop into my mls and I'll just show you really quickly. Just a quick little you know synopsis of what I do there. I need to share and talk about local data, please. The generic stuff is not is not, you know, helps a little but until you're giving them really specific local information. It's hard it's hard to get them to listen and to really think oh this this agent is really going above and beyond. Right they're giving me the real stuff stuff I want to know about. That's the foreclosure activity from 2010 which is the peak to now. Okay, we're not fixing to see a wave of foreclosure closures ladies and gentlemen. It's not going to happen and one reason is this right here, equity, equity. The average equity in homes is 58%. That's ridiculous. And if prices remain flat, we're still looking at 58%. Even if they go down a little we're still looking at what 50%, 40%. Prices have to go down below what somebody owes on their house to start short the short sell process. And then they have to get into trouble. So a lot of things have to happen for there to be like a ton of short sales. And I think the same goes for foreclosures getting close to 700 and the zoom. Okay, let me let me move over to MLA. Well, we might hit we may run into a problem with. Let me see if this works. MLS is working. Okay, so here's my MLS. All right, I'm going to go to search. All right, so I'll just do like a quick little something something here. Okay, let's see. Let's just do like closed. So I can fill pin things active like there's so much data right there in your MLS. Let's do close let's do condos. All right, let's do. Let's do all of last year let's just say. Okay, I'm just throwing this in here just to really quickly to just show you guys how easy it is to do this. And even if you're MLS doesn't do some of this stuff. You know automatically which it should. Okay, right here I have all the condos that closed last year. All right. So I can put these in alphabetical order according to complex there. Right or I can put them in alphabetical order, according to complex. According to, you know, when they closed or whatever. But right here, this data right here is very interesting right here. And you guys probably can't see this. I'm going to try to zoom in a little. Let's see. See. Okay, that's pretty good. You can see that there were 2200 that closed days on the market the average was 35 days. You know, the high listing price was 3 million. The, the sole price or the high sole price was 3 million. The lowest 32,000 the average. So I've got the average and I have the median and have total. That's all incredible data right there and what I can do is go back and search. If I go right here, and I just go back to criteria and I changed my dates. I don't touch anything I just changed my dates. Right there, then I then I'm looking at last year's data. Then I'm looking at the same data from last year and I can compare and then I can start saying, Oh, well, you know, I can, I can create a narrative and actually write an email out about that then you can get into homes and you can get into specifics. There's so much stuff within your MLS. Okay, let's see if I can get in here. See what happens so far so good. I bet it. No, here we go. Okay, so I added all these courses circle prospecting to 100 deals a year crushing on social media for real estate agents, new real estate agents. Of course, we have the 60 day challenge I made a course just for my script so they're easy to find start your weekly email. There's a two day cold calling tutorial where I made live calls and then when with new and old expires. If we pop over to the 60 day challenge if it'll let me. There we go. It's all laid out here for you intro this this gets into your business plan. You know there's the video if you guys didn't see that live where I went through the business plan. You can download the the workbook right here to, you know, map out how much you want to make how many transactions you need to to close. But then it goes week by week week one is your sphere of influence. You have some materials some courses some modules there week to a circle prospecting philosophies week three expireds and lead gen focuses. Branding is week four then you start the 28 day challenge, which is the last 28 days of the, the 60 days. Right so everyone is starting that today. Kind of going through the material there's so many golden nuggets throughout this and the other courses. Right. A couple other things I wanted to get into before I open it up to you guys with Q&A and all that good stuff was real estate investing. It's funny because I don't hear any real estate coaches that coach real estate agents talking about real estate investing. Let's see let me. There we go. And I want to open up that conversation, you know publicly for you guys so I can start, you know, trying to push you guys towards picking up a rental property here picking up a rental property there, because that's the end game for you guys. We're not going to sell till the day we die I've seen a lot of agents sell till the day they die. And it's not it's not pretty. It's not pretty at all. And I don't I don't want that for myself that's why I got into social media but not everybody can do what I did on social media. I lost $100,000 for two years spending 80% of my time on it, neglecting my multimillion dollar businesses. And I was like what am I doing here this is crazy but it did pay off because I had vision, and I was able to work through. I was able to work through that pain. Let's just say to get to the point where I'm now where I have really good momentum. I'm actually making money on that side of it. But not everybody can do that, but what is practical right for a real estate agent. What is practical for every real estate agent to be the end game where you can step out of sales. Okay, if you want to go the content route, you know become an influencer, and you know, do more than happy to help you do it it's just I think one out of 1000 people can actually accomplish that but I think 1000 out of 1000 can go buy rental properties and build a rental portfolio. And then, you know, be in a position to step out of sales, you know, 1015 years down the road. Now what's interesting and I just want to say this on, you know, as far as getting into your first rental. A lot of people look at their first rental and say, Oh, well I'm going to make $200 a month. No, you're going to make $200 a month, but you're also paying the debt down. You're also getting depreciation or write off on your taxes and you're getting any appreciation that that property produces over the next 101520 years 30 years 40 years, you can pass that along to your family. This is generational wealth we're talking about. And most real estate agents aren't even thinking about this. You're not even thinking about end game. We need to think about the end game now. And you guys need to be investing now. Right. And just get started by your first rental property save up for a down payment and go buy one. And then may have a goal maybe to buy one a year, maybe two a year, get to where you're buying multifamily, you're buying duplexes and fourplexes, commercial, whatever you want to buy, whatever you get into at that point, but buy a property and have a plan to buy one or more properties every year for the next 10 years. Boom. You actually have something because look at what has it what it has appreciated to look at what it's paid down to what you owe compared to what it's worth now. At that point you can take you can refi cash refi out, take out 100,000 tax free 200,000 tax free. It's not a taxable event. And then it's still cash flowing you still own it is still appreciating is still paying down the new debt. You can pass this along to your children's children's children. You can't build a sales business and pass that down to your children's children's children. When you die the sales business is over that business is dead. But we aren't thinking about this don't want to I want to be one of the ones that loudly says hey guys, we're you're selling real estate how about buying a few pieces of real estate. I think it's incredibly important guys. I want to see you become a top, you know, a top tier agent in your market, but also want to see you guys be in a position where you don't have to sell to the day that you die which I've seen, I've seen happen several times. Let's see what else that I want to mention for you guys today and I hope this has been super helpful for you to kind of put things in her perspective and realize how incredible this year is going to be. My events this year I'm doing, I've got three workshops lined up one in Orlando one in Gulf Shores. Let's see let me mute you bam. All day workshops come spend a day with me and work out in the gym. I'm going to cover how to become number one in your market I'm going to cover social media. Everything all the little hacks and every little all my entire process and also real estate investing buying your first rental property expanding your portfolio syndication of big deals. Those are going to be incredible events. So all those events can be found at zero diamond.com bash last events. We can't hear you Ricky. Yeah, we lost you buddy. How about now. Yeah, now we got you back. I just, I mean, I wasn't muted I just muted and unmuted now I'm back. Anyway, it's called zoom. Yeah zoom. I love zoom hey it's better than most of them I'll tell you that I was on a couple of them last week and it's like geez man this technology is something else. But um, yeah I'm going to be in Vegas next week at Ryan Panetta's event. I love to see any of you guys there. Long Island, the Orlando event go shores I'm putting one together in Chicago. So, moving around a lot trying to do a workshop somewhere in the country every month for you guys so trying to think if there's anything else. I mean listen, I could get into a lot of specific stuff that you guys should be thinking about and doing, but everything's right there in the 60 days everything's right there in the in the courses on zero diamond and that's what it's all 100% free. So you can go there and I've poured everything I could out of my brain into those courses for you to go and just soak up all those gold nuggets and kind of use them to mold your own business and mold your own processes and mold your own systems to go out there and scale. And that's a full like training, teaching you all the micro details of everything that's what's going to be on zero diamond or that's what's going to be at my workshops. What I want to do today was say hey, read some books, right understand the market is going to be incredible, and then it has nothing to do with your success anyway to go out there and create five new friends a day put them in your weekly email system, and go crush it three to five and buy a bunch of rental properties. That's really all I wanted to say today so I'll open it up to you guys if you have any questions put your hand up on zoom. If you do want to ask a question or speak and happy to bring you in. Go ahead Stacey. Stacey you there. Yes sorry I was on mute. When are you planning to come to Chicago. What are you shooting for when March eight. All right. Okay, that was my question. We're over here. It's not 100% I mean it's pretty much 100% but we're still finalizing everything so I haven't been able to like, then not a late. Awesome. Thank you. Yeah. Cool. Thank you for having all of us here it's a wonderful meeting always look forward to you. You're on mute now you muted yourself. You're muted. There you go. Can you hear me now. Yeah, yeah. Yeah, so first of all thank you. And second I'm looking forward to meeting you when you come to New York on the 19. Yeah, very excited. It's going to be a really looking forward to that. And I want to get into investing. And I want to learn how to invest in rental properties without investing. A lot of money from my own pocket like how to do that. Well I think the first thing is is to actually buy some properties with your own money. First. Because you don't want to take somebody else's money when you're inexperienced and go lose that money right or get in a bad situation right you don't want to manage other people's money when you don't know how to manage your own money. So you really need to get in there and kind of own some of your own properties first. There's there's creative ways to go out there you should talk to your lender and look for creative ways to get in for a low down payments. You know, and good deals on the, you know, on the, the loan, the loan product that you use. Talk to, you know, three or four or five different bankers and lenders and loan officers and LO's and try to find really good, you know, a fit for you as far as what type of loan package that you use. And then when I bought my first rental I saved up, you know, for a down payment and I bought my first rental myself. Now did it again I've, you know, bought that one then I saved up money for my second one that I saved up money for my third. Right. So, these people that go out and they, they, you know, they're putting no money down and all this stuff. You know, they're, they're, they're taking investors on and they're raising money, you know, maybe from an aunt or an uncle or, you know, a colleague or something like that. You know, I, I was never comfortable with that. You know, until I became experienced enough that I felt like I really could take someone's money and go multiply for them, which I at this point, you know, very confident. I don't have the ability to take other people's money and go multiply it for them. But if you're not to that level and I don't suggest doing that. Okay, go to. It's okay. Listen, listen, you know why people. It's important to hear from you. It's very important to hear from you because I'm hearing with so many different people talking about investment that you can invest and buy property, even if you don't have a penny in your pocket. Yeah. So how do you do that there has to be some catch there has to be something. You know, from other people and going and invest in it and hoping that you can find a return. And, you know, you should do some deals on your own first, you know, I'm going to be doing like this year I'm going out to buy $100 million worth of apartment complexes, right. I'm going to be syndicating those deals where a lot of you guys can actually invest with me in those properties, but I'm a whole another level because I'm going to go out and I've turned down so many deals because when I do a deal like this. The people that invest with me in this deal. This is going to be the kind of property that that they are proud to own. Right. They go there they walk the property and are like wow, you know that this is something I'm very proud to own right. And so when you get to that level then you can start taking you can start investing, you know, money for people but in the beginning stages and the reason why people don't go out and buy rental property and this is why this is why a lot of people don't why because it's not sexy. If you buy a rental house and you're making $200 like I said earlier, a month you're like oh all this work for $200 no appreciation depreciation principle, you know, payoff, you know, and the 200. You know, even if you break even if you go negative a year, because the AC went out and you spin you all your profit on AC you're still ahead big time. Right, it's monopoly ladies and gentlemen. Right, it's just like monopoly the more properties you own the more prime properties you own than the better off you're going to be. But this is a slow this is how you get rich slow ladies and gentlemen. And so it's not sexy it's not fast it's not overnight. And so that's why a lot of people kind of put it on the back burner but I'm telling you, you need to start right now. Right, you need to start right now and this is how you start you save up money for a down payment and you go buy your first one on your own you buy a small property. The first one I bought was $68,000. And now I still own it it's paid off it's worth over 200 and I rent it for 1000 bucks a month it's a one bedroom. I lived there for two years before I moved on to another rental property. Right. Good stuff, good stuff. Good question. Mom's Tess. Mom Tess. Yes, hi Ricky thank you so much I have three questions if you're okay with that please your, your session in, I think it's Alabama on the February. Do you do hands on social media or how does that work. I'm from Canada. I'm from Canada by the way do you do hands on social media, or how does your workshops work. Hands. Oh, hands on hands on for social media. Yeah, is that what you said hands on for social media. Okay, so listen the workshops are going to be an interactive they're maxed out at 100 people and we're you're going to be working with the other people in in the workshop. Right, they're going to be grouped up there's going to be exercises and we're going to be working through how to communicate better we're going to be working through social media. I'm a lot of different things so there will be it will be very, you know, what's the word, very small group very intimate. Right, it's going to be your day right where you interrupt me at any point questions on anything you know I want you to walk away from this feeling like you got every little bit of value and some. For whatever it is you're one to accomplish so. Yes, I guess in so many words. Okay, great thank you and my second question is, I want to learn storytelling with data, how do I do that. We're telling with data with the data you present with data with data. It's something you have to practice. It's nothing that you're just going to get right so you just need to start. Are you going to are you want to tell stories via social media or via written or via voice via voice and emails, preferably, and then if I do social media I would send them to my website. Okay, so so with you say voice and email. Okay, so so that that is basically podcast and blogging, because when you write an email telling a story, then that could easily be turned into a blog as well. Right where it where it's a blog on on your on your website, as well as the email that you sent out, which is super important for SEO. And so if you're writing the email anyway you need to convert that into a blog on your website as well. Okay, but then but then do a podcast as well you know like record yourself talking about whatever the story is behind the data. And listen, your, your first one might be a little rocky. Right. But the second one will be a little better. The third one will be a little better. The fourth one will be a little better. You just have to start. I see. Is there a book or something I could refer to to do that. I don't know one as far as like storytelling with data. Now this one that I'm reading that I'm going to read the second book I'm going to read at the year it's called building a story brand. This is about building a story around you. Clarify your message so your so so customers will listen this. I haven't read this yet. This is the one I'm reading after the one I'm reading now which is called pitch anything. This could be this could be something for you, you know, story brand that could help you tell better stories around the data. Thank you. And my last question is, how do we invest with you. If we wanted to invest with you because you said you do that for people and what we invest with you. Oh, and once I want to have the property then stay tuned. I haven't I haven't found a property yet that I want that I want to I want to, you know, give you guys opportunity to invest with me on. And then I'm a Canadian. Can I do that because you're American. I'm Canadian. You absolutely can. Okay, great. Well, I'd be interested in that. I invest in Toronto myself. I have rental properties, mainly condos, but not apartment buildings but I would like to do something with you if that's possible. It's 100% possible. Thank you. Thank you so much. Absolutely. Somebody just say with the address of the Alabama then it's going to be at the clubhouse of craft farms golf course. Okay. It's really small. So it's not like, you know, I'm going to do it in LA and it could be like an hour away. Guff shores is literally like 10 minutes from one side to the next so you don't have to worry about if you're in Guff shores or orange beach you're close enough. Let's see. Okay guys I'm seeing questions about the events go to zero diamond.com backslash events. That'll tell you everything about the events. Thank you so much. You're so welcome. Hey Ricky. First I want to thank you for your content. I started taking listings that I guess are too high I guess, and I just got one by owner last week, because I just wanted to list it and figure it out as it goes. But as far as a question, I plan on moving markets so I was just curious like what you're, what you would do if you were to move from like gold shores to, let's just say like Chicago or so just anywhere I guess what you would do in my shoes I guess. And how far are you moving away. Probably San Antonio from Cedar Rapids, Iowa. And why are you moving. Long story short family issues, nothing on my end just I need a fresh start. So it's just something you have to do basically. Yeah, yeah. Because my first advice where I was going with that is is if you don't have to don't do it. You don't have to don't do it because starting over you're basically a new agent again. Right, you know, it takes agents normally six months to get to the first deal. Same thing is going to be for you in the new market. I don't care how great of an agent you are. It's going to take you about six months to get to your first deal in the new market. You're new again. You're going to be brand new. You're all the momentum that you built is lost. And you're going to start over from scratch to build that brand build your name get to know people. Learn the lay of the land and really build that infrastructure and foundation so that you can build a type of business you have now. And that's really a lot of work. So I don't wish that on anyone. So, you know, step one is do we really have to. Okay, next. The next step is if we do really have to have to. The way that I advise people on this is that since it does take six months on average to get to that first deal and you can tell me all day you're going to sell something quicker but I've seen it over and over and over again. That's what it is. And so, even if you get a quick deal, it's only going to be one pop. It's not going to be like deals every month. But if the way that I since it's six months what I advise is to really crush the market you're in now till the day you leave, because you want to build up so much momentum in that current market that you have deals literally closing during those six months from your market to carry you through that six month law. Right. Does that make sense. Yeah. Okay, so that's the first. That's the first thing to wrap your head around. And that means making the calls and following up and really pushing hard hard hard. Okay, but you guys know that my perfect daily routine for an agent is to make calls all morning and do social media and marketing all afternoon. Right. What I would do three to, you know, what I would do like six to eight weeks out from you leaving is make calls in your current market in the morning till the day you leave, but then in the afternoon start messing around on social media for the new market to reverse the area and start DMing liking commenting and engaging with people on Facebook and Instagram that are that live in the new market you're moving to and go ahead and start those conversations. Let them know you're an agent you're moving from Iowa to you San Antonio you say. Yeah, I love San Antonio, but I'm moving to San Antonio, you know and I do real estate here I'm just trying to get to know people like be very vulnerable and honest with people, people love that. And you're going to create some connections there. And by the time you actually move there like look up the mayor look up restaurant owners look up, you know, everyday people and like spend an hour or two every day literally connecting with them on social media. I don't know you're coming and you're gonna be ready to help them. You know, so that's kind of how I advise people to play that. You know, bust your current market as hard as you can to where you have deals lingering and closing during your transition period, and go ahead and start trying to build a presence on social, long before you actually get there. And then you're just kind of like roll right into the routine, making calls all morning and social media all afternoon, busting through those, you know those locals. Yeah. And then just grind grind grind just start building rebuilding. Yeah, I tech or I mess you on Instagram but my son's finally getting better. He's still in the NICU. He's making some progress and it's it's been hard a month and a half for us but. But yeah, thanks for for being there. Yeah man, and when you're going to do something like that do it just add all that extra pressure and everything. There were times when I was going through, you know, let's just say life moments, you know that are, you know, tough like that. And one thing that was always consistent through the hardest times was my weekly email. My weekly email never missed and there were there were like there were times when I wasn't making any calls, you know, I was totally down on whatever it was going on there were definitely moments like that. And, you know, that but that weekly email stay consistent so on the outside looking in my clients were thinking oh Ricky Ricky Ricky he's balling he's selling he's juke and he's jiving. Right, but on the inside over here in real life. I wasn't so much, you know what I mean. So, try to keep that try to keep that consistency with the email no matter what that's what's going to keep that image that you need, you don't want to lose that momentum. You don't want to lose that momentum. Everybody. Here we go. Hey good good. Good talking to you bro and good luck with that and just keep reaching out let me know what I could do to help. Thanks Ricky. Andy. Ron. Hey, hey, hey, sorry. I have my camera off because I'm driving to an appointment but I'm fairly new agent four years in California, and I'm a dual career so first career as teacher, I'm going to teach for two more years. But I'm really trying to turn up the volume on my business this year I've done well the last few years just fear and deals that kind of came through my network of friends, but I'm looking to really grow it into a machine. So if I was going to spend $500 a month. Where would you suggest I spend that to get the most bang for my back. Okay, and any specific thing you would start to do first with that. I would do I would do Julie's plus I would do expired plus I would do the multi line dialer and I would do ads builder. Okay, and then the next question I have for you is I currently using my brokers website I've been told over and over again like start your own website like kind of just detach from that because who knows where you'll be. What is one of the best companies that you can recommend for CRM and email campaign. That's two different things right I mean I know there's companies that do all of that, but it's hard. Yeah, it's hard to like the ones that I see that do everything aren't really good at all of it. Right they're kind of okay and all the stuff. And then you know there's people that just specialize in websites that are amazing people that just specialize in CRM that are amazing people that just specialize in email campaigns or whatever that are amazing. And so it's hard to find an all in one. Honestly, so I mean I use web innate for my for my custom website and then I use constant contacts for to do my weekly email but I don't do like. I don't know what you mean by email campaigns like if, if it's like a. If you're talking about like like I custom build each email and send it out. You know that's like my text met like everything that I do guys just so you know. Like I'm doing it right when you see a post on Instagram I wrote the copy and posted it right then when you see an email I wrote it and send it right then when you see a text. I wrote it and send it right then replies all that stuff is me in real time. And so I don't like set up a bunch of emails to go out automatically some people have these like 30 day and 60 day 90 day email campaigns and all that stuff I don't do that. That's what you're talking about. No I wasn't talking about that I was talking about just a really good platform that's user friendly and reasonable and cost that I do now design my own emails and I send them out but I'm using what's provided by my company, which, you know I just want to establish all of my own and kind of have control over that I'm paying for it so I get to keep it, as opposed to if I moved on I lose it. Yeah. And that and that's really smart so like for new agents. You kind of need to use whatever you can use for free I'm going to put a link right here. Boom. Right that link right there that's the link of my Instagram bio to right that takes you to all the events that takes you to red X discount that takes you to constant contact to get my template for the weekly email. Let me find that web and a right here. This is who did my zero diamond website this who did my real estate website, put it right there. You guys get discounts on all this stuff. So you said let's go back to the 500 for a second. Okay, kind of brushed over it like for $500 like you know there's like team leaders spending a million dollars a year on Zilla leads. It's nuts. I for $500 you get Julie's plus which is 7500 property owners of your choice. Right, with a 10% pickup rate that's 750 people you talked to the only exact property you want. And that's like 120 bucks for 750 conversations with property owners if you called them all. Then you got expires, go back 10 years where you got 10s of 1000s of expires with drawings cancels. And those are my favorite leads by the way. And then got the multi line dialer to auto dial all these then add builder so add builder you make the Instagram and Facebook ads right there on the red X platform, and they run the ads straight to your geo leads and your expires where the people getting your phone calls are also running ads on social. And you can put your past clients in there too and run the ads to them. Like I don't know what else you would spend money on, honestly. If you guys know something better more efficient more effective that would expose yourself to more people digitally, social phone calls, etc. I'm all ears. Sandy were you done. I'm sorry. Yeah, thanks for all of your advice I appreciate it. Welcome. I'm from South Africa and I've been following you for the last two months. Oh, nice. Nice to connect with you brother. I'll be I'll be I'll be in South Africa in October speaking at the private property event. Okay, I'll be there. What's that? Where will it be? I think it's in Johannesburg. Johannesburg. That's where it was this year. Yep. You can if you can make it there bro. I'd love to meet you in person. I must probably be there and you must make a turn in Cape Town to to experience a table mountain on all the lovely stuff. I'm hoping to man. I'm planning on staying there for like 10 days. I'm hoping to experience as much as I can of the country. And I don't mind taking you around in Cape Town. Okay. Cool. But my one question is what I want to put forward is. I'm busy building my network in Cape Town. And I would like to use some of your material through my mastermind groups. Would that be a problem? No, no, no. Go ahead. Go ahead. South Africa is just a little different, right? No red X and stuff like that. But you guys do have I forget what it's called where you can look up the numbers. It may be private privacy. Which one was that? We've got private property and properties, private property and property 24. Property 24. Let's see. I can't remember what platform it is that you guys can get the numbers for pretty cheap. But you guys should be doing the same thing right pressing the phone calls all morning and then pressing social media all afternoon. One of the things is what I've been following you is looking for the nose, not just the esses. And that's working quite nicely because one of the things is what I've learned from you is when you say, look, I know you don't want to sell, but can I be your realtor and see and let you know. And that works quite nicely because you feel the seller or the buy feels part of the process. Yeah. Yeah. Yeah, exactly. So as I was saying, like in the middle of my little presentation with the charge and the data, we got to quit going after listings and just start going after people. Yep. People telling you that's where it's at. That's where that's where it's at guys. That's when your business really explodes and you start closing so many deals you don't you can hardly keep up. Going after listing going after listings like actually slows your business down, ladies and gentlemen. And really, you're 100% correct is like fences and I just use one of your, your ways of working with a drive past potential sellers property is going to pay to us. You know, you can make your property sell for sale, essentially, but I've listed with two other agents. I said, yeah, but I've, I'm looking at the development you're taking, which is on the west coast. And it's a lower income group. I've got an idea I would like to share with you. Would you, would you mind if I share it with you says, and it turned around to me says, yes, come through because nobody's got the same way I'm thinking because that's a market owner penetrate. It's not related to 300 units, which I'm going to start marketing. Yeah, but it's, but it's through the steps are follow what you put forward. And those are the steps that works. Yeah. So I just want to say thank you for that. No, no, dude, I, I'm humbled, and I'm so glad that a piece of my content has helped you, you know, have a better business and, you know, peace of mind really that's what this is guys. It's a peace of mind. Right. When you understand that this business will never stops and every goes a zero. It's unlimited. It's as much as you want as much as you want to work for. You have a peace of mind that you have job security forever. And then nothing matters you walk into a listing appointment. You don't care if you get the listing. It's crazy. It's crazy. Is it CG. Biggie. Hello Ricky. Thank you for everything. I have two questions. So, first of all, when are you coming to Canada. I'm trying to put something together. Honestly, I'm, it's, you know, it's tough, but I honestly am trying to put something together. I bet. Thank you very much. The second question is maybe a lot of people can relate to it's my ninth year of real estate. I've been pretty successful. I have systems in place. For the first time in really nine years, they have no closings in the new year. I have few balls in the, in the air, but I'm really a bit frightened and I'm just feel confused now if there are two or three things out of everything you recommend, you would do now to kind of recharge the business. What would be those two or three things to do. Okay. Well, there's a lot of things to think about. Right. Number one, are bills taken care of. Yeah. Okay, your bills are taken care of right. I have bills, but I've, I'm always putting money aside and do those things so my bills are taken care of for the next. Your bills are fine. Right. So you don't have anything to worry about there. Like your bills are fine. So the next thing is, is what are we doing that today are we making calls every day. Not now between Christmas and New Year's, but I'm trying to follow that. Yes. Okay. Okay. What about before Christmas? I did. Every day. Yeah. Yeah. Okay. Guys. Time goes by. Okay. And then we wake up one day. And we're either in financial trouble, or we're financially well off. One of the other. There's no, there's no, we're in the same place. You're going to be one of the other. Okay. Now your day to day. Okay. Your day to day looks no different there. All right. So like if you, if you one day made calls, right. Versus if you didn't make calls that day, your business doesn't look any different that day. Okay. So it's real easy not to make calls that day, because that one call session is not going to change your business. It's not going to be a big difference in your business whatsoever. It could have been that one call that somebody bought, you know, $5 million worth from you, but let's take that off the table. It's not going to be that big of a deal if you miss one call session. Sure. But when you miss a call session, you know, three or four call sessions a week after three or four months, you're going to do that. That's when you wake up and you say, man, my business is suffering. I don't have any deals in the works. I don't have any listings. I don't have any prospects. I don't have any hot buyers or sellers. And so, but if you make the calls that whole time you wake up and you have this very thriving business that's very robust and plentiful. And there's just deals are raining from the sky and you got prospects calling you and everything's working and it feels like everything's spinning on all cylinders. You know, day to day didn't look that different in your business didn't change that much day to day but you woke up one day and you're either financially hurting or financially well off. Right. It's the little things over time like you didn't get here. All of a sudden, this is a this is a compounded event that came that's come from your lack of prospecting. Right. Am I right. Yes. That's what it is. And so what I want to see is a compounded event where your business is overloaded with buyers and sellers closing deals, because you've made the calls every day so what I want you guys to get out of this is that the like that one call session that you miss. It didn't mean a whole lot that day, but it means so much three months from now. That's that that's like the punchline. Because if you miss one call session you're going to miss another call session then you're going to skip another one it's like oh no big deal I'm already skip three let me just skip four and it just you down spiral. And all of a sudden you wake up and you have no business you're like what happened. Well I quit making calls that's what happened. You know what I mean so you got to get back on that train so this is this is a turning point. This is the moment that you can wake up and say, you know what, every single day matters that I make calls every single day. And so when I wake up and I have a decision to make whether I make calls or not. I need to make the calls because I don't want to end up in this situation again soon I'm saying. And you have to now now now now you have to regain the momentum. Right and now it's going to take three months of solid calls every day to get to the point where you've got some momentum and feel good about the direction of your business. But if you don't go through that three months of solid calls, or you give up three and a half weeks in, or something like that we're going to be right back where we are now. You know what I mean. Yes. Thank you. Yes, thank you. Was that it. Yeah, it's just, I have a couple of deals I have a couple of listings I have a couple of things coming but nothing specific yet and it's just. Okay, okay, listen to me. Stop waiting on deals to happen. Now I got some things in the works. No you don't. Those people could change their mind and never and ghost you they get all your deals could ghost you right now that you think might happen could ghost you, then what. Yeah, you're absolutely right. Thank you very much. I'll never depend on a deal. Jeffers. I don't want to beat a dead horse. I'm in the same boat as the other gentlemen earlier. I'm from central Arkansas. I've been in real safe for two and a half years. And I've actually been the top producer of my firm the past two of those years, and I have my broker's license and wanting to move, you know, to Florida thinking South Florida to expand my market. I currently do about 1213 million a year and that equates about 60 units here. I know if you don't have to move don't do it but for personal growth and also being 23 years old, come and get your input on. You know, I already got it already got your input from the other guy on you know what to do to get started in that new market but I also want to ask them. I have an opportunity to get my CCIM as well and didn't know you thought about you know getting that commercial designation. Well, I don't know anything about it number one. You know I know you don't need it to go sell commercial real estate. I mean, so I'm not really the one to ask about that I've never been one that's big on designations I don't have any whatsoever, and I've never tried to get any and I don't care about them. I only care about one thing helping people in the niche real estate sector that I want to that I want to dominate in and getting to know and developing those relationships. So, you know, I'm going to go gung ho to talk to people if you want to get into commercial. You know, you know it's like what sector you know multifamily strip centers, you know development properties what is it, and then let me go find every single property under the market I want to dominate and talk to all of them. Yeah, and see who I can really connect with and start building from there also want to collaborate with commercial brokers who are doing the same type of deals and try to learn from those people as much as I can and kind of squeeze as much information and data as I can out of them to try to learn how that game really works you know what Yeah. And yeah and I guess and I guess what I'm trying to say is you know, you know for two and a half years and I feel like I do have a substantial amount of business it's like a snowball and I feel like if I don't leave now, you know trying to move into new market just for personal reasons as well. You know, get to a more lively area I guess you'll say nothing bad about central Arkansas but there's a couple different items wanted me to you know kind of grown to new market but my plan would be to have people here to handle my new constructions. I have a development here I have builders, I have rentals and own flips you know but you know moving down there it is kind of scary like you said especially the more saturated market. Saturated market doesn't mean anything at all. It creates a lot of opportunity. So, you know walking into a market saying oh it's saturated you're shooting yourself in the foot right there with a really bad mindset or bad you know perception. perspective on what the situation is at hand right nobody has met you nobody has talked to you yet. You know it's going to come down to do they connect with you as a person they don't I don't care about other agents right every single person on planet Earth could be an agent and it wouldn't matter to me. You know so get that out of your head bro because you're just kind of like you're kind of already given yourself excuses right off the bat. Of course of course thank you. Okay let's speed this up just a tad. Not too much I don't want to you know. Get too crazy with you guys but not like a lightning round or anything but definitely let's speed it up just a task as we have so many people with their hands up and you know how long we've been on here already. Robert. Yeah just a couple quick questions. I know you preach that you don't not preach but you state that you don't use a CRM and I know with the since going to exp they the KV course included are you still not using. A CRM I know you're just big on that the weekly emails and make it well listen man the thing is is why would I use a CRM. Right what do I need it for that this is this is my point exactly ladies and gentlemen right here. Well because I know I get crickets every time I ask the question. Right well I know they mean everybody like all these ones become an agent man you're getting emails like crazy I don't really care about all that I'm asking you what do I need a CRM for like practically practically speaking. Again. What's that. Automation. What am I what am I what am I automating. I guess it'd be just your email campaigns but I guess you set that up on I created every week that's why it wins. Okay. Right when it when it's original content that I create out of my brain that week. Based on either breaking news in the area or market data I want to share I can't automate that bro. And then I'm giving my two cents on that data to give them a little bit of Ricky within the email that's the problem we're sending out data cold data with no opinions behind it so they're getting that from like five different agents. If you want to stand out you have to actually spend time on your content and give people real value behind the data, not just the data, and you can't do that automatically you have to sit down and actually do it. But it takes me a whole whopping 15 minutes a week to do that. Right and this is my baby this is what allowed me to scale. It's where I was selling 100 properties a year working five hours a week I'm a real estate business. Because of the weekly email and because it was original content every week as opposed to something automated so let's go back to the question. Right, what do I need a CRM for you answered it 100% so you thought that you needed a CRM to automate emails. No I just want to see what no no no like I just what your opinion is on the CRM I know and I just curious if you if you started using one since going with ESP because they provide it with $89 every brokerage offers a CRM. Sure. Okay, every brokerage offers a CRM the I've said this before, you know and listen the people that you surround like awesome. That's your thing. It's not my thing that you're that that but that's your thing that's great. I don't need to remember when their dog's birthday is, but while a lot of people are out there taking time to input data into the CRM I'm close I'm out here closing deals. Right. Well they're typing games into a CRM. Well and I can you can type notes in that kind of stuff into your email. What do I need the notes for. Good sir. Again, it's more it's more cricket. I don't need notes. I don't need to know when their dog's birthday is. You know what Sam. Yeah, yeah I got you that yes one question. Listen dude listen listen here's what people are trying to do with that. They're trying to create a situation where they can personalize the the the conversations right like if I remember that their daughter was going to graduate in like 10 months I can call and congratulate that at that point right um And that's a great way to build your business by the way to like personalize life events and send get like that is that's awesome it there. Honestly it's one of the best ways to do it, but I couldn't scale that it wasn't scalable for me. So how did I give people the warm and fuzzies without doing any of that and it's literally one word tone. Just the way that I talked to him like they're my mom dad brother cousin. They had that feeling like wow and then like I would jump right on whatever it was they needed. You know like handled whatever the situation was like they're my mom. And they're like wow this this dude cares about me it's not about that I remember that their daughter was graduating in 10 months it was about how I handled whatever the situation is that they needed handled and how I talked to them. And in this, you know, not caring if I get a deal attitude, right, literally just trying to learn more about them. So the fact of my genuine curiosity. It snays on the fact that I might need a serum to remember the dog's birthday, because now it's all about for me how I talk to them, like they're my parents or something, you know what I mean. And so it gives them the warm fuzzies that a lot of people try to a lot of people try to personalize the conversation around events that might happen in the future. And I'm trying to personalize the situation based on the way that I talked to them just just as if they're my family. And so guess what my way allows me to scale faster, because now I'm not having to remember all the stuff. I can just talk to people like they're my mom or dad, and it does the same thing. It's super efficient, super scalable think about the way that operate guys, weekly email, boom, scale it to the moon dude you can have like 50,000 people on an email, you're still only spending 15 minutes a week to touch everybody. Fair enough man. Yeah, just, I know, I know you're trying to get it, get it going quick here. You said the no designations. So I live near Coast Guard station and National like a National Guard base with a lot of people moving around, and they get a lot of government government funding moves transfers and stuff like that. And I had a client that they basically went with an agent that had a designation for government transfers like that. I guess it's one deal. Don't I mean, but if you want to hit that niche. Would that be, I guess man, my niche is people in my market humans. All right. That's it. I don't care about that. You know what I mean. Right, right. Okay. You don't need a designation or don't worry about it. I'm not trying to deter you from going to get a designation just to be clear. You don't need a designation. Not saying not to. I'm just saying Ricky is not going to. Okay, okay. Are you using a birth strategy when you get your properties or you go, are you buying turkey? What's that? Turkey or birth strategy. Are you buying distress properties getting fixed up refinance out. That's actually pretty, that's actually pretty risky. Right. It's like, it's good for like a t-shirt, like a logo and stuff, but that's actually kind of a risky move. Yeah. That's kind of a risky move, but I'm buying huge apartment complexes, man, 1020, 30, 40, 50 million dollar buildings. So you're not buying. Okay. So that's a single family deal. Okay. Yeah. And then our last question, as far as you're, if you're going to syndicate, are you looking for only accredited investors or are you going to be put it out to everybody? I can really kind of go either way, or I can go both, honestly. But I haven't really made a decision. I'm still mulling that over my mind, you know, of how I want to play it out, you know, I may go strictly accredited, or I may do both. I hadn't really decided that honestly. Okay. Thank you. I appreciate your time, man. This is awesome stuff, man. For sure, man. Is it Diane? It is. Hey, good morning or good afternoon. Good morning. Thank you for being here. I am new to all of this. And this is my first Zoom. So my question is, will you be coming to the West Coast? I'm putting together an event right now in Sacramento for May. So, yeah, it's pretty much locked in. I'm just kind of working out the details and stuff. So yes. Okay, that's number one. And then, second, I have not owned a home now for five years. So I'm considered a first time home buyer. I've been selling realistic for about five years. Yeah. So I have not purchased a rental. And, and beings that I would be considered a first time home buyer. What would you suggest I do to start as if you were, I know you're doing multi. I'm, I'm not going to buy my own money and. So you're, so you're renting right now. No, we have family issues. So I live with my parents. Yeah, no, same advice. I would save up a down payment and we'll go buy a cheap rental property. You know, when you're talking about a cheap rental property, are you talking about a two bedroom, one bath, three bedroom, two bath, but what do you, what are you considering? It matters too much. A lot of people say, Oh, well, three bedrooms going to be high demand and this that and the other, I think all properties are high demand. You know, I, I've got my duplex. I've got a duplex that is a two bedroom, one bath on each side. Let's see is a two bedroom. Yeah. Yeah, they're two bedroom one baths on on each side. They ran out like crazy they ran out great. But yeah, what I'm saying is it's something you can afford. Right. Something you can afford something that doesn't need a lot of rehab on your first deal you don't want to get into a deal where you have a lot of rehab on your first deal. You know, try to get into something that's fairly turnkey. You know, on your first deal, you know, just find the cheapest smallest best location you can, you know, that you feel really good about. You know, just take the plunge. Thank you very much. Okay, I found SE second generation. Amy. Yeah. Hi, I'm Trinity from New York, how are you Long Island. Doing just super well super well good to see you. I joined your, your service about three months ago I'm a little nervous. Thank you so much. Yes, again, you have changed even though I've only been a realtor for about three months. I did sell one house so far. So that's good. And I got a question and a comment. So I see you're using constant contacts for weekly emails. So I'm doing that every one day as well. I also want to add up the text messages because um, you know, some people don't want to give out their emails they say just stay in contact with my phone number. Yeah, so I see that you because you send me text messages to I see that you're using community Is that what that up text messages. Yeah, absolutely. You can absolutely use community for that because now they have a feature haven't used it but now they have a feature where you can actually input the numbers it used to be that they you had to, they had to subscribe basically text you another info but now they have where you can input numbers I don't know what the process is there if they at that point have to agree to something at that point I'm sure they do. Yeah, I mean constant contacts also has it. You know they also have the texting feature. That's kind of what I've been. That's kind of what I've been kind of pushing is you're already using constant contact for for the email, you know, just added the SMS, you know, a constant contact that's why it's all on one platform you can just text out the weekly email as well. I did I added that service on but it's like like $10 a month extra for like 500 text messages sent out. However, I work through a brokerage leading edge real estate services in Babylon New York. They want you to ask your employer what the brokerage for the EIN number and then also something like their information for their tax forms your brokerage don't want to give out so I want to know how you do that. I think you can use your own LLC though as well. Okay, you know, so if you have an LLC for your business you can use that EIN and then use all your own, you know, tax information and all that stuff, you should have an L you should have an LLC that's an escort anyway escort. Anyway, you know for your real estate business I mean you should have that anyway. That's going to protect you on social security taxes. And, you know, as you grow your business you're going to want everything to be in through the LLC anyway so something you want to do, but that's, you know, that's, that's what I would do go ahead and set up an LLC and kind of work it through there. Okay, great and then also, I know you get your numbers through red X right and like I said I'm a real new real touch so basically broke pockets here. Yeah, go ahead. I found that you can actually get free numbers and address information right through your MLS in New York to our service called Remind. Okay. Now with that that's been actually working out pretty well because I do the circle prospecting to and you get thousands and thousands of number and export that and you can get their property information the onus information and the names and all that with their email addresses as well. But you still got to call you could use their email you know. Yeah, yeah, yeah. So, um, so that's good. Definitely use that right. But somebody said something earlier about oh you know it's going to cost 4000 a year for red X and a webinar or something like that and listen, here's the thing right. Now if you don't have money, right, let me tell you something. Okay, doorknock for sell by owners, social media, open houses, networking events, sphere of influence meeting people in public. The list goes on and on and on here of free ways to go out and build your business. Completely free. And so people are like, I don't have money for the. Okay, are you knocking on doors. Right. I like if you pay for red X that's not going to magically turn you into a ambitiously hard worker, and you're going to start go prospecting and stuff. It's not. So anyway, I wanted to add one last thing you're totally right. I started with one contact from my weekly email about what two months ago, and now up to almost over 100 people that said yeah we can keep in contact, you know, just in case you want to do something so I call call every almost every single day about a day and the list just keeps building so I just want to say thank you very much. You're more than welcome and that's incredible. Yeah, incredible Ricky. Hey, nice to meet you. Come, come see me in Long Island. You coming to come to the event. I saw it already. Okay, get you a ticket and come see me. Definitely. Well, thank you so much. Have a great day. And what can I do for you. Just go out there and crush it honestly. Just go out there and keep being you and keep making them calls and keep building that business. Thank you. You're welcome. Okay guys, I really got to go and like just a second I still we got, I don't know 15 hands up or so. Let's do some serious lightning round type situation if I want to hit everybody. So Travis go ahead, just a quick pop. Just real quick. I was going to add you mentioned about the texting. A lot of agents, I know they sleep on is WhatsApp is a great free platform for texting because you could do sad stuff. What's up. Yeah, I've been in the business for 23 years I made an etiquette last year. I don't know if you remember but I was telling you my whole platform. Yeah, I remember that. Remember that whole platform is just texting I use texted leave for my close clients that I've closed over 25 years, but the what I really use on the day to day I send out maybe five or six status updates. And just from that last week I got two new listings have nine closing schedules three weeks. And what's happening. It's really really effective because a lot of international use WhatsApp for international free phone calls and texting. And if you look at the most popular networks in 2022 Facebook was number one, YouTube was number two, and what's out was number three and it's still on my Facebook so when you status up. It feeds over to Facebook automatically which is pretty cool. Well bro thanks for the comment. Good to see you again. I'm sorry I'm sorry I muted you man I'm muted you go ahead and come back. No no January is long Allen for you. Yeah, January 19. Yeah, I'll be there. Cool. Thank you bro. Thank you for the sport. What's up Ricky. Just a quick question man. You know I'm licensed in Jersey and I got my license in Florida as well, doing pretty well for myself I finally I left the team going on by myself so I've been six months doing a lot of calls, a lot of follow ups going to this year. The interesting thing is you know my brokerage lets me have the New Jersey in Florida. And for me I'm really trying to hit like a couple of deals in Florida would be your best way of how to designate your work from obviously my main business Jersey and then Florida to what are you doing in Florida you're living Jersey. So what are you doing if are you do you go there every six months. Yeah I could yeah I travel there every once in a while yeah. I have one market that I that I just absolutely is my like primary market that I crush. And then I wouldn't really mess with the other market I would just kind of take whatever comes my way and the other market. Yeah, yeah. I would decide which market is my primary that I really want to crush and focus 100% on, and then you just kind of, you just open to do deals and the other market, you know, yeah, yeah, that's what I've been doing. I talked to a few people here there and you're kind of open to do deals or somebody wants to move from Jersey to Florida, or whatever the case may be but that's what I would do. I wouldn't really, I wouldn't really delicate like time block okay I'm going to spend Tuesday on Florida Wednesday on New Jersey I would, you know, focus on one market Jersey yeah because that's because of me just doing a lot of cool calls last year, what I found is like obviously Jersey to Florida there's a, you know, big retiree market. I mean just getting on the phone having just talking to people usually learns and like okay I'm moving to Florida. So it kind of like starts to like a family moving down there as well. So it's kind of like deals that are just coming little by little so yeah I think that makes sense. Yeah. Thanks for the question bro. Yeah, thanks boss. All right. Okay Stanley, and let's let's do it like literally like question answer question answer. I'm about to start doing co call a few hours a day and my biggest three is listening presentation, because I don't have any. So that's my question here on that. And before you answer this though. I know you join exp. You've been amazing you don't promote yourself of everything you said don't do any promotion about anything try to sell anyone. What about you turning exp. Tell us how people can join you and how to improve what you are doing currently because you've been amazing man and yeah, I'd love to hear you talk about you at exp help you can join you VXP. It's not really a focus of mine as far as growing that's why you guys don't see me talking about it on social and stuff like that I'm more focused on helping as many agents as possible, and getting into the syndication business and buying these big apartment complexes and stuff like that. But I do spend a lot of time with my group that's, you know, part of my exp organization, and we do coaching calls a lot of one on ones a lot of group stuff, and I pour in pour into that group as much as possible. And some right so that's pretty much it in a nutshell anybody that's interested in that, like I say I don't talk about it and I'm not, you know, because recruiting is really at the bottom of my list. But if somebody's interested in joining me on that platform I'm more than happy to have the conversation, you know, with someone that can message me on Instagram or whatever I'm happy to connect. Was that as Stanley. Oh, listen about this thing. Listing presentation man like I want to know why they're selling I want to know. Yeah, if they have an agent and all this stuff but when I go to the listing appointment, it's really focused more on them and why they're selling, and I try to. I don't have a presentation bro because if I showed it if my mom was trying to sell her property, then, you know, I wouldn't give I wouldn't show her a listing presentation oh well these people need convincing you're the agent to go with yeah well showing them with a presentation and a horse and pony show, which is what the next agent is going to show them as well is not going to be the way to win them over the way to win them over is talking to them like they're your family. And then understanding why they're trying to sell really relate on that but in my folder that I bring I just bring up of the comps a listing agreement gift card to a restaurant. That's it. I'm just trying to have a conversation with them and then once I understand why they're selling then that gives me the direction I need to go with my comps to help them price the property accordingly. And again why they're selling factors into how I'm going to price the property. And once I have all that data and I can sit down and really map out a plan of how they're going to accomplish what they're going to accomplish. That's my listing presentation, right mapping out that custom built plan based on why they want to sell. Right, so it's just about treating my family dude I don't have a presentation, if that's what you're looking for you might have to go to one of those paid coaches or, you know, old school, you know, brokers or something for that. We should answer. Thank you. Is it run. Runata. Oh, hi. Good morning here in Vancouver, BC, Canada. Yes, I've been a realtor for the past 13 years and it's been super easy if had lots of referrals coming to me they're just to help people and give them information and it's never really felt like a struggle. This year has been a lot different, whereas, you know, I've made the phone calls I've send out the emails and it's just things just didn't seem to come together. So based on that, or maybe top three things to do to get back on track. You say you're making the calls you did the postcard you did all this did all that and it's not working. I mean I could do the more, but in terms of phone calls and newsletters and just communicating with past clients, those things so it's got to be something different because, like you said you got into a slump. I think I think what it is is that it's not that, you know, because because conversations are the only thing that leads to closings. Okay, so if you're having the conversations but it's not leading to relationships that manifest in the closings, then we have to go back to the conversation and see okay what's going on here because there's a there's a breakdown in communication between you and the prospect. Right that's causing something where the connection is not there, you're not connecting somehow some way. So as long as you're having conversations, then that should lead to business. But if you're having the conversations that have a high frequency and you're not having the conversions. Then we have to look and see what those conversations look like and we know what what is it like your the intention that your intentions on the inside may be different than what's communicated, and you don't even know it. You could be coming across as desperate, but you don't even realize that you think it's going great but they're thinking oh my God, get this how do I get out of this conversation. I don't know I'm not there, but I'm just saying this. Don't say that the phone calls aren't working and that column past clients isn't working and that all these I'm having all these conversations and nothing's working I need to go try something else. What else is there. Right. What else is there nothing. When it comes to, you know, building business conversations King. It's the highest level of building your business past, you know, whatever the infrastructure is sustain in touch with people after the fact. So are you doing the weekly email. The email, but to change it to weekly for for sure and you know what monthly email. Why is that. It's just a preset in the database that it goes on monthly but I also send out holiday greetings. And why not a weekly email that brings value to weekly email now for sure I'm going to follow your system to your city. I'll get me back on track. What I was going with that guys is that if you're doing a monthly email you're going to lose clients to guys that are doing guys or girls that are doing a weekly email. They're going to engage in more frequently and they they're associating them with a harder worker a more consistent worker a more dependable worker than somebody that sounds out a monthly email. And then if the if the email isn't customized around your opinions and thoughts on the market and stuff then again you're going to lose to somebody who is giving that custom personal experience. And I think it's going to come down to you ironing out your communication skills. I don't know what's going on on the back end there on the inside, but there's some there's something going on there that you know that needs to be ironed out. Honestly, I don't know what it is because I'm not there. Thank you for that. Okay, honestly, was how can we make this a lightning round guys because I'm literally going to have to cut you guys off in just a second seriously. He's muted. Josh. Ricky. Hey, a Rick man. Some of your investor content. Are you planning to bring that to the zero diamond platform this year. I don't know. I thought about making a course on it in the courses section but I had. Please do do like I'm questioning out here with the investors do like we need some more content like that bro. Yeah, well that's why I'm opening the conversation, you know, on these platforms, and in these forums. So, I'm definitely going to be pushing the conversation. I don't know if I want to make a course around it. But I might I haven't fully decided, but thank you for the push. Sylvia, or Justin, did you figure out your mute. There we go. So, five new people a day. I'm walking around from my office, talking to people. What's the best simple script for everybody to get their email, tell them I can, I've got a weekly email for real estate mortgage how would I, how would I get that conversation going. I don't know man I think it's like everybody wants a magic script that's going to give them the confidence to go up to somebody and talk to them. And honestly, it's just, you need to start just going up to people and talking to them. Right. And one thing like like I heard a strategy one time it was like give a compliment and ask a question. Right. I like your shoes where to get them. Right. Oh, those are nice shoes where to get them. Give a nice compliment ask a question is a nice little conversation starter, you know, like in public and stuff like that. I thought that was really sharp. But it just depends man like there's there's extroverts and introverts and extroverts are just, they're just conversation starters naturally right and as introverts aren't so it isn't so natural. We kind of want to hide and stuff. But like are you talking about in public at the grocery store are you talking about on a phone on a cold call you talking about I was I was most you know thinking you know, local businesses in the area to my office they're all property owners, most of them they're easier to talk to you then then approaching people door knocking. I just think business owners are a good source to network with and it's an easy thing to do. I don't know man business owners like, cool, like, how you doing. Like, I don't know if we've met, you know, my name's Ricky. I'm a local real estate agent my office is right there. I don't know if we've ever talked before I want to come over here and introduce myself and see how you guys are doing see how business was. See what they say. See what they say. If they're business people, then they're going to get in they're going to engage into that conversation with you. Right. And then, you know, you go back and forth and they're going to. Those are easy emails to get business people because they want to do business right they're business people. Yeah, thank you. Well, Sylvia, you there. Sylvia, can't hear you. Hello, can't hear you. Can't hear you don't know why. Keep on working on that. I'm going to go to somebody else but just keep working on it. Is it share. Hi Ricky. Hey, how are you. Good. Good. Thank you so much for your knowledge first of all, and I can see that you're really like done. So I don't want to take too much of your time but your opinion is very important to me, and your advice. I bought a property and investment property in 2011. And I'm renting it out in January of this year I was thinking of pulling out the cash, and because I have a full equity in it 100% and buying a second property. Interest is very low prices were very high. I depend on some of the income. So the last minute, I kind of change my mind. I'm kind of regretting it a little bit. What they're only going to give me 65% of my equity so I wasn't sure if I can purchase anything and I didn't want to hold on to all the money. What are you thinking like what do you think right now I'm thinking of getting out of my comfort zone to grow. What would you do, would you still go for it. When you take out 65% the rent on the property is going to still cash flow the property even with the 65% taken out right with the new debt. The rent was going to cover the more the payments yes actually I'm going to have still a little bit more left but now with interest rate being higher. I think it's going to probably cover and looking at the chart that you put up earlier. Just for the sake of time here. Like, generally speaking, you know you can take that money's tax free when you take it out. If the rent is taking is paying that note and giving you cash flow on top of the note. Right, there's no reason why you shouldn't take that that money out and let that property continue to pay for itself and have that money sitting in it you can have that cash sitting in an interest bearing account a CD or an or money market account or interest on top like you're you can have that money drawing interest while the property's paying the interest on the notes while you're waiting to find a deal to buy with the money. So your advice is go for it right now to. I would. I mean, I mean, you know, you can always wait and find the property. And then, you know, refi at the same time as you're buying the property, you can always do that. I mean chances are really high as we've talked about that interest rates are going to come down. You know, so I feel really strongly about that. So, you know, you can buy some time right now or you're kind of trying to look for a property but I wouldn't wait too long. The property value is probably starting to go down to the best bet is right now I got you. The only reason to be honest that I kind of like was a little nervous is because I do depend on some of the income that comes in for myself. Understand. Maybe that'll maybe that'll help you. All right. Yeah. But if you guys and if I don't answer something like feel free to hit me on Instagram you guys know I answer all my questions there Caleb. Really? You got five seconds. Ricky red X. I did it a month ago. Can you hear me? Yeah. Um, so I'm a land broker up here in the upstate of South Carolina. And you pushed me to do it. I put it on Excel Street put it in 95% of these people I've already talked to but they're only do not call us what's your thoughts. Well, you know, like, generally speaking, you know, ask your lawyer, I'm not going to give legal advice and all that stuff all I can say is is that I call them. Okay, because I know that I've already talked to him and I'm just already having established relationship but red X says it's do not call so I don't know if they flag your file or what. No, nothing happens. Okay, thank you. Daniel. So, going back to what you said on that CRM that you don't follow up with with people, you know, finding out when their dog's birthday is the stuff like that. Yeah. So, when you're putting your weekly email you're pretty much just doing that to the point where you want these people to contact you when they're ready. Not so much to follow up in months or half the time. Exactly I want to create a machine that just produces just spits out people that are ready to buy and sell. People used to say why are you why are you putting all the closed cells on the on the weekly email. You know, don't you want them to have to contact you for that I'm like no. I want them to contact me when when they're ready to buy or sell something. Gotcha. Because I'm using follow boss and why local and I sent a seller alerts for valuations every month. You can do a set of automatic emails to go out through MLS properties in their subdivision. Yeah, what my local does is it attracts every single analytics how many times they open it. How many times are coming back. How many times they open it. What are you going to do with that data. I feel like it kind of rises the cream to the top. I mean you see people more active that are ready to transact now. You're going to see you know who to call. That's a good marketing tactic for why loco. I mean, listen, you think it's a good marketing pitch for why loco. Oh, you're good to see it. You know, so our services. Listen data team. I love data. Right. That's useless. I mean all data is useful to a certain point. Okay, not going to say it's totally useless. But I don't even pay attention to who opens my weekly email. At all. I don't really care. They're going to call me when they're ready to do something. Until then, bro, I'm going to be following up with people that have been calling me ready to do something I'm too busy showing property going to listing appointments negotiating deals. So look and see who opened up their why loco report. And then maybe they're hot because they open there. They're opening it frequently. Maybe they're just really interested in what's going on. They're not really interested in doing anything. They just want to see data. Okay, so in that sense when you're doing your weeklies, do you send out any video content out there to just so people can build rapport with you visually see you rather than just a text. I don't. You can do that on social media and stuff. I like just images and and text on the email personally. So for us to copy your weekly email is that getting posted. Is it up now or do we have to wait for you to post it and then we get alerted weekly email. Yes. So I've been posting. Let's see if I can find it here. I went to the link you posted earlier and and it said to come back later or wasn't available yet. I don't know what I don't know what you're talking about. But I can put this link right here. This has the last six weeks of of my email and I'm actually adding. So I'm hoping right here on this link that I can just like add every week and eventually have like, you know, 50, 60 weeks worth of the email that people can go and look at. And that link right there. There's six of them now and I'll add it every I'll add one every week when I do them. I'll add the link there. Okay, appreciate it Ricky. Thank you so much for your time. Happy new year and all I can say is everything that you post on social media. It's super high motivating to me because as markets change, it creates doubt even for anybody that's been in the business for years. When you say when you go up there and you say stuff but I just want to say it's very valuable to me and it means a lot. I'm sure the rest of the group can agree with with that. I appreciate that bro. Happy new year. Play. Hey Ricky thanks for everything. My struggle is I make I'll make the calls right. It's then I feel like I need to follow up with them again on the phone to build more rapport. Okay, that's, I think that has hurt me a bit. I'm not doing the weekly email that I see is going to be incredibly valuable. So you would, so you would, you would call them to follow up if you won't do weekly email so you want to do something that's totally not scalable, but not do something that is 100% scalable. Yeah, the weekly email needs to happen. I've got them on some other emails but that needs to happen period. Second thing, your past clients. Do you try to call them once twice a year, because I think that's like you said the referral business huge. Yes, you can. And I'm not, I'm not, I'm not begging guys for referrals. No, just now I'm not. Yeah, I mean they get my weekly email, like I don't know what else like it does all the heavy lifting for you, you know what I mean put your faith in it, you know, it's not going to get everybody but it's going to create a situation where if you listen guys if you go all in on the, on the scalable activities then your business will scale. Yeah. But, you know, like the weekly email is going to continue those relationships if I'm spending time on my email to make it very personable. Really show them who I am through that email. It's going to do its job where I don't have to call people all the time and check on them and stuff they'll call me when they're ready to buy or sell. Yeah, I love that and that's actually. And maybe they'll go use another agent. That's fine. There's no system guys that's going to capture 100% of everybody. Yeah, so then you have to think okay what system do I want to put in place that's going to give me the highest percentage possible. And the one thing I, at least I remember seeing a couple of times in your weekly email that it's enough just for us to take a look at is at that bottom like you said, call me today or whenever I can help you buy or sell it's just like, when you're ready, I'm ready and then I guess that's kind of ceiling all continue to be here every week until that time comes. Thank you. Thank you, bro. Daniel, or did we already see Daniel Daniel's already been gone right Daniel's gone let's see, Jonathan. Hey Ricky. So real quick, what do you get your information from your emails like your stats and so and all that stuff. Yes, it's MLS. MLS and then I can also Google, like what market are you in. I'm online. Where long island. Long island real estate stats. Redfin you got the redfin data of course but let's go it's a more something a little more specific we'll see here's data here long island look at this. Long Island data from November 2020 right 2022 medium price medium home close sales activity this is the number this is going November October I mean it's going it's showing you the percentage change month over month like I just good I just found this in two seconds bro. And you can literally turn this data right here this is the one page just boom right there. I could turn that into a weekly email and tell a story on this and then throw a little story about a showing I did, and what a buyer said one day right. Okay, let's see let's do let's do that was the second link here is the first link. So much data. So much data. It's just like data galore data galore. Right here's some links. Here's some links. It's ridiculous. You know so I can Google, but I'm going to use my mls as well I'm going to create my own data, tell my own stories, what I think what I'm seeing, but also I can, you know, search the internet and find all kinds of other places too. Okay. Thank you. Absolutely bro. See you in February by the way. Oh yeah bro. Oh, you coming to go up shores. Yeah I'm coming. Oh my god. Let's go bro. Can't wait to see you man. Robert. Yeah Ricky so my question is, walk me through real quick just when you're co calling co calling you grab a lead you put it into your Excel spreadsheet, and then from there it goes into your email blasted my correct. So no, no, no, no database. I don't put any I don't have a spreadsheet only use the Google sheet if they're ready to buy or sell in the next six months. So where do you keep that track to send out to your emails to send the weekly emails. Yeah. If I get a lead where do I put a constant contact got it. Yeah, yeah, yeah, any lead like whether they want to buy or sell today or 10 years from now or never they growing in my constant contact to get the weekly email. And then if they want to buy or sell something in six months I'm going to put them on a spreadsheet kind of keep up with them from there. Got it. Are you. Are you doing any mailers or no postcards what's worth. I used to I used to spend five G's a month on postcards but it really wasn't a high ROI compared to the weekly email so right at that you know once the email started to produce like 98% of my business I was like I'm not going to spend five grand a month to you know on the 2% of my business that I get you know it wasn't you know and the weekly email cost me you know. 10% versus five grand a month, you know, yeah, it makes sense anymore. That's where I'm at that I'm teetering whether just to drop the postcards are not digital man in listen email Facebook Instagram, you know, go digital. Got it brother. Thank you very much man. Have a great day. Sylvia stand by one second. I got to change my battery out here one second. Sylvia you there. Robert. Yeah, go ahead. No, no, no, we're ready to talk brother. We're done. Let's see Elvis, you got five seconds. Hey brother so I went through a struggle last year trying to figure out you know what to say how to say it sell skills and build all that it build a lot of like anxiety and coming back to you after after a while, you're like man like this is just a way to do it. You know, we've got to build conversations build relationships with people. And so, here I am now getting ready to get started. What's your point and I mean your perspective in regards to wearing suits every day and and being I mean it's, it's fine mentally right you know it's fine to me look professional and LA area by the way. So what's your what's your point you know with regarding the dress. Dude, that that's a good one I always contemplate like am I am I screwing up, you know, by being so casual all the time. I think about that you know, um, you know, I really do. I don't know. I don't think I'm the best to talk to you about about this honestly because I'm super casual like I got flip flops and shorts on right now, you know, I'm the market to your market to right I mean it. Yeah, like, you know, like different markets are different and stuff like that. You know that that definitely plays into it. But then like, I see like YouTubers like wearing suits on YouTube right and I'm, you know, but I think I think it I think it comes more down to like who you are right and trying to portray yourself for who you are. And that's what I've always done is just I'm just me you know like love it or hate it you know I'm gonna wear board shorts and flip flops and I'm going to go out sell everybody right so it comes down to me for based on who I am but then there's there there is something to be said for perception of others, you know that your big business and stuff I don't know man I honestly I'm not the one to talk to about that. All right, cool. I say do what makes you feel good man what makes you feel comfortable. And, and the biggest thing I'll leave you with on it is try not to care whatsoever what other people think. Yeah, all right. Okay, okay Sylvia you're back. Oh, thank you Sylvia and I'm gonna get Mark and then we're out of here. Go ahead Sylvia. Thank you very much for having me have two questions please the first one is when is one ready to have their own independent brokerage. And my second question is, if you have your own independent brokerage and you have a question, who do you tend to please. Well, I mean, honestly, I wouldn't wish anybody to have an independent brokerage because it's a lot of work for nothing basically you lose. You have independent brokerages, you know brokers lose money and they spend a lot of time on stuff that doesn't make them any money it's not very efficient. Unless you're going to build it out you have like this grand vision to expand and franchise and, you know, you know, go all over the southeast or even nationwide to actually build like a you know a billion dollar corporation and have a board of directors maybe one day go public and all that stuff then you know I'm not you know that but if you're going to have one individual independent brokerage. You know, I'm not a big fan of that business model, honestly, but who do you go to you go to the the real estate commission. If you have questions, you know the real estate commission of your state, and they'll be glad to answer any kind of questions you have, you know, regarding any of that but I would say if you to the point where you don't, where you still have a lot of questions and maybe it's not time to take that take that leap. Okay. All right, thank you very much. Absolutely. Mark, for our last question of the day. Hi Ricky, how are you. Good. Just last question please. Do you recommend any speed dialer system. Um, anybody want to put it in the comments. Yeah, and using one. Yes. Yes. Red X has it. Let me put a link here. This will save you 150 bucks. What you want to get is geo leads. Expires the storm or the multi line dialer and add builder that's what I would get and I would just crush social media on there. All the property owners would know who I was, I would utilize the dialer so on and so forth. Does it serve Canada. Oh, you're in Canada. Yeah. So you can still use the auto dialer and the add builder. But they don't do geo leads up there. So you have to do tele listing to get the to get the phone numbers, but then you can just upload them to red X to dial them. So with red X just get the multi line dialer and get add builder. And then get your numbers from tele listing, import them to red X to dial them and then you can run ads to those people as well through the add builder. Okay. Thank you very much. Oh man. All right guys, this is a two hour and 12 minute session. Can you believe it. I can't because I only blocked out an hour for this. I didn't realize we're going to, it was going to go on like that. I figured there'll be a couple questions and but a being but a boom so thank you guys for spending some time with me on this beautiful first work day of the year. And look forward to an incredible year hope you got a lot out of this. Let me know if you have any questions anything I do to help you look forward to seeing you guys at my next event, and the next time I go live on whatever platform. Yeah, no, it's exciting. Honestly, so let me know how you guys are doing keep pushing keep me informed and we'll talk to you guys very very soon. Love you guys. Bye bye.