 Was that closings happen every day, right? Are gonna happen every day, have happened every day for your entire life, will happen every day for the rest of your life, regardless of market conditions. And I mean by the truck load. The biggest thing when I watch your videos is really just when I look at your coaching is your marketing. That's like diving into your marketing and the coaching on how to get started. There's a lot of agents that are trying to revamp what they're doing to get more leads and to get more buyers and sellers. A little harder, I don't know, up in the panhandle and the Alabama, Florida line is having the same inventory issue, but getting customers right now is a problem when there is no house to sell them and there's marketing in this type of market. Got you. Yes, we are having the same inventory issues. We've got the same inventory issues around the country. Just the same problem everywhere. And so what you have to do is change your perspective on what you're looking at when you look at the market. Because if you're looking at the market and you're thinking, okay, there's no homes to sell and you're thinking, if you have a buyer, it's really hard to find them what they're looking for or they're competing against other buyers or whatever the case may be. What you're doing is you're putting yourself in a very, you're putting yourself in a box, okay, which is, it's reality, your perception is your reality. So if this is the way you look at it, that's your world, okay? But you can look at things completely differently, okay? So there's a couple things. There's a long-term outlook and there's a short-term outlook, okay? And they both go hand in hand, okay? So when I look at a market, okay, when I look at just a real estate market, I'm thinking about market share and I'm thinking about, okay, this many transactions happen and this agent did that much percentage of those transactions this year, okay? To me, that's not really market share. That was market share of closings that year. But to me, market share overall for a real estate agent is how many people in your market that you have a relationship with, right? The agents that are putting themselves in a box that this is a restrictive market, they're the ones not getting the deals because in their mind, they're thinking that this is a restrictive market when in fact, if you look at your market, there's more closings this year than last year. So it's a better market than last year. That's just, that's facts, right? If in fact, you look in your MLS and you see a higher number of transactions this year than last year, you can't sit here and tell me that the excuse of why you're not selling is because of the market or inventory or buyers or whatever, because that's an excuse that you're telling yourself, right? And when in reality, there's more closings happening. So am I speaking truth here? So the first thing you have to do, the first thing you have to do is you have to change your perspective about the market, because this is the problem that we kind of run into is we start to kind of categorize the market in our own mind, and then we start to believe this categorization and then we slowly start to let ourselves use it as an excuse and a crutch of why we're not producing when in fact, the market is as good as it's probably ever been right now, today. Agents that are saying it's tough right now because there's no inventory, all right? But they have a lot of buyers. When inventory goes up, okay, those same agents are gonna be complaining about inventory being up and that they don't have any buyers for all this inventory, right? When in fact, next year, probably gonna yield even more closings than this year, okay? Probably, you know, who knows what's gonna happen, but that's what you're gonna see. The ones that are complaining now about lack of inventory are gonna be complaining about the surplus of inventory next year, the same ones, and the same ones are gonna be using that as a crutch not to sell properties, right? And saying, oh, well, I would be selling a bunch, but there's just too much inventory, right? Or this year, they're like, I wish I could sell some stuff, but there's nothing to sell. It's gonna be the same old song and dance until you decide that you wanna change your perspective on the industry itself and say, you know what, I'm not gonna follow the crowd here. I'm not gonna look at the business like that, right? There's always an opportunity was that closings happen every day, right? Are gonna happen every day, have happened every day for your entire life, will happen every day for the rest of your life, regardless of market conditions. And I mean by the truck load closings. Even if the market retracted, let's say 80% number of transactions in your market, that 20% that's left is still a lot of closings happening every single day. So what you gotta understand is that all this blaming the market on this and that has nothing to do with your overall success. Can it potentially fluctuate you at somewhat here or there? Yeah, it could fluctuate you a little, but it's never gonna, it should never take you to zero. It should never put you in a position where it's just like, it's just so tough, I've only sold two properties this summer. Never, right? Unless you allow it to do that to you, unless you allow it to happen and then you start using it as a crutch. See that gets dangerous when you start using the market as the excuse of why you're not succeeding at the level that you wanna succeed at when in fact there's more closings this year than last year. So I'm not gonna beat a dead horse with that, but that's something you guys really need to think about when you're looking at the market. Time to get to work. It's just an unlimited abyss. You'll never talk to every single property owner. There's an unlimited amount of loyal clients, okay? Loyal meaning never use another agent until the day they die, okay? Other than you, okay? That's what I mean by loyal. Yes, we're gonna have clients that go cheat on us, let's just say, or we're gonna you have clients who only wanna deal with listing agents or whatever, but there's an unlimited amount, okay? Listen to me. Unlimited meaning forever, never hit the end of that list, unlimited amount of loyal clients in your market for each and every one of you, okay? The problem is the work that you have to put in to filter through the population, to find them, most people don't wanna go through that. Now, NARC came out with a study. The number one reason why people chose a real estate agent was because they had a great reputation, they had a friend in the business with a great reputation. That was like 35%, everything else was 1% or less, including what brokers they're with, including like, there was like 15 other reasons. It was all 1% or less except for this one. Great friend in the business with great reputation. And if you ask a buyer or seller at the end of a deal, how did you pick your agent? They're gonna say they had a friend in the business. That's the number one reason, buy a long shot. And so what you have to do when you have to take that in and say, okay, my number one objective every day is to create as many friends in the market as humanly possible, not listing appointments and closings and showings and this that and the other. That's a byproduct of just doing your job. And your job is to talk to as many people as you can in your market every day to have great first impressions with them, build a friendship with them, create a great connection with them, okay? This is how it's done. People are like, how do we get listings? Well, a seller has to choose you to be their real estate agent. That's how you get a listing. And the only way a seller is gonna choose you to be their real estate agent is if you're friends with them. And they know you and they trust you and they feel comfortable with you. When you're talking to people, your number one job is to make them feel comfortable with you. The only way to do that is by being comfortable with them. And these really awkward situations, you're talking to strangers about stuff and all that. If you can get to where you've done that enough to rebroke through the barrier where you can feel comfortable in those awkward situations, then they're gonna feel comfortable with you. And they're gonna feel like this person has their stuff together. This person is confident. They are a hard worker. They're honest, dependable. I like the way that they carry themselves. But yeah, when you move into a different market in different areas, it's all the same stuff. There's not like, you got to do whatever you have to do to get in front of people, talking to them, creating those great first impressions, finding out how they're doing today, what they got going on. You need to thank yourself as a politician. Thank yourself as a volunteer worker. You're just doing community outreach to see what you can do to help people in the community with your services as a real estate agent. People need our help. When you look at MLS and all the closings, those are all through real estate agents. Those are all people that bought and sold through real estate agents. There's tons of them. People do not want to do the deals on their own. There's a small percentage of the market that want to do the deals on their own or try to avoid paying commission and all that. Small, small percentage. The majority understand that they need a professional to help them through this process. And they need a professional. It's not like they even know it's like they need it. It's like if you need a roofer, like they need my roof sleek and I need a roofer now. It's like I want to sell my house. I need a real estate agent now kind of thing. And so when you're not reaching out and doing your job in terms of creating as many friends as you can in the market, you're letting everyone down. You're doing your community. You're doing all the people out there at this service because they're sitting around waiting on you to contact them, to create that relationship, to do business with you, because you know that you're a great agent. You know that you're honest, dependable, professional, hard worker, you've got everything it takes. And I mean, you know that you're a good agent, but the problem is hardly anybody know that because you're not talking to anybody.