 What's up, what's up guys? I already see there's a lot of people watching So hello to everybody already watching give it a couple minutes for everybody to To log on give me a thumbs up if you can hear me good Give it a couple seconds so I can See if everybody can hear me and see me and everything's working alright today We're gonna get into lead conversion. This is a really fun subject for me. I'll see okay, okay? It looks like everybody can hear me Alright, we'll give a couple minutes for everybody to come on, but up. What is up guys? I'll tell you what the The market's been Exciting I love this new market that we're in I feel like it's a healthy market. I feel like it's Exciting You know the nobody can really argue with you the buyers can't really argue with you You know that the price should be low the sellers can't really argue that it should be higher It's kind of right there in the middle at least for me Tell me what you guys think but but I just I love this new market that we're in and It's kind of a situation where you got to work for it You know nothing is really coming to me really easy I'm working for every little deal last year everything fell in my lap this year I'm right where I was last year But it's not falling in my lap. I'm working much harder to get the same results as last year, which is fine I Didn't get into this to not work. I got in this to grind it out help people and See what in the world I can do for you So yeah, give it a couple more minutes let everybody come on here that's gonna come on here I'm gonna get into my spill Also this league conversion training that we're doing right now It's something that you guys voted on in the zero to diamond Facebook group I made a poll and overwhelmingly you guys Picked and voted on league conversion so You know that tells me that you guys Really want to know more about league conversion you there's questions in your mind about league conversion So please ask questions right here You'll get real answers for me right now about whatever your questions are whatever your problems are with league conversion Lee conversion is a lot of mindset. There's a lot of there's a lot of psychological stuff that's going on With league conversion that's holding you back. That's preventing you from converting So on and so forth, so we're gonna get into all that But like I said, obviously you guys want this so there might must be tons of questions So I want to hear all the questions you guys got also The zero to diamond coaching program, but this is the first time you guys are seeing me or whatever Zero to diamond calm free real estate coaching program You can ask any of the 5,000 members that are in it now how incredible it is. It's the real deal I'm not just saying that Agents are finding so much success with it and it's absolutely free So go to zero to diamond calm and sign up for that You know, what can I say I? I've been building that that course in this program for almost two years now January will be two years and It just keeps getting better and better and I'm just going to continue making it better and better and You know with the help of you guys let me know what you need To what what kind of help do you need? What do you need help with? What are your questions? What are your problems? What are you going through as a new agent in this market? See when I was a new agent that was 2002 totally different market, right? I'm now I'm an experienced agent in today's market. You guys are new agents in today's market So even though I'm still an agent producing and selling You know unlike many other coaches I'm still not brand new and I'm still not facing the same exact challenges as you guys So I want to hear from you. I want to know what's what's you know? How we can make things better what you're having problems with and what I can do to help you, okay, so Let's see let me go through and make sure there's no questions right off the bat Then I'm going to get into a little bit of the I'm going to touch on a little bit of psychological Lee conversion here We'll see what we got Let's see. How do you get from someone to open up? Okay, how do you get someone to open up that as a one-word answer type? I guess somebody who has the personality that they only answer every question with one word and I think I think that the way to make somebody open up like that is Like give them time right kind of be patient with them. Don't pressure them Obviously, they're sensitive obviously they're closed off for a reason something's happened in their life or whatever or it's just a personality And you just need to be there right and continue Providing value showing them that you care and then just be patient You know not a lot of this stuff guys with conversion doesn't happen overnight. It just doesn't Especially with with real estate. It's such a big Transaction, you know for a lot of people. This is the biggest transaction in their life It's definitely the biggest transaction going on in their current life And so a lot of times it just doesn't happen fast And getting people to open up to you sometimes takes sometimes as quick and sometimes takes a second, right? So I think just be patient and show them that you care Let's see Brandon Hansen says You're right on the zero to diamond program is awesome It totally changed my mindset and approach to my business and that's what is taught in the program I'm getting DMs and messages from all kinds of people hundreds of messages a day From people that are getting listings and sales and doing this and that or whatever From the tools in the zero to diamond program When calling geo leads and red eggs, I'm getting a lot of commercial business slash businesses on the phone Not homeowners. How do you approach calls like that UPS store gas station employees picking up? I say look is so-and-so there or is the owner of this property there I'd like to speak with the owner of this property or whatever and just go with the flow if you don't get anywhere Don't worry about it. Just keep moving Right Just keep moving if you get into a situation guys to where you're calling a subdivision or an area where you're just getting a lot of like just weird stuff happening like commercials and and like You know talking to a lot of like, you know the kids and just all the weird stuff switch it up Go to a different area because a lot of times it's just that batch of data from that particular area You know just might never man. I'd be that good also Who are you using for data too? We'll see she says geo leads and red X That's fine. A lot of times when it calls the the business That's actually the business the business owner or whoever owns the property. Normally. That's their job And so it's getting you in the right spot. You just got to know how to just go with the flow I'm a new agent just held an open house Sunday for another agent had two people sign my sheet I have not reached out to them because I'm not sure what to say. They provided email and phone number. Okay guys I'm gonna get into all this One of my come to st. Pete I'll be in st. Pete October 27th, it's a Saturday and I'll announce where I'm gonna be There'll just be a meet-up you guys can show up It'll be somewhere on the beach or a restaurant or something you guys are to show up And we'll hang out for a bit. What's your system for internet leads? What's your nurture and follow-up campaign? Okay, I'm gonna get into all that Let's see. What do you what do you do do? See to piggyback on that. Do you then approach the person you do have on the phone? Not sure exactly what you mean there when a homeowner says no, no, thanks And you're like I just wanted to see what I can do for you and they're like, well, what do you mean? What do you say? I say like in terms of buying or selling property. Is there anything I can do for you today? Let's see Daniel from California. Can you use boomtown as a weekly email touch? Not sure. I don't know all the functionality of boomtown or what all they do Got a handful of people on the phone who had a good conversation with and told me that they would think about selling in the near Future four months or less. Awesome. We're gonna get into that. What is your follow-up calls to these people sound like and how often? Okay, we're gonna get into that You have said that using red X and you called the do not call numbers What do you say when they're insistent that they are on the do not call list? I've never had anybody say they're on the do not call list Never heard that Never heard it When you call someone and it's a business Whoever inches the phone. It's not the actual person you're trying to reach. Do you then approach them with your script? Oh Okay, I got you. Yeah. Yeah, see if there's anything you can do for them concerning buying or selling real estate Okay, okay. Okay, cool. I'm gonna get into I'm gonna get into lead conversion here I'll get back to I've answered all the questions up to this point really quickly except for the ones I said I was gonna touch on so real quick guys Just let's talk about psych psychologist the psychological, you know side of lead conversion And then we'll get into the actual tactics of lead conversion. Okay, so in my book list to last Okay, there was a chapter in here called lead conversion is a myth all right and I'll just give you the the short version of it and just the idea and the context behind it and The reason that it's a myth is because so many people put so much into lead conversion Right. They put everything in the lead conversion They get a couple leads and then they try to convert those leads and they quit generating more leads Okay This is not a lead generation training. This is Lee conversion. I'm gonna get into it, but at the same time I want you to understand and Year and how do you succeed really big in this business is not by necessarily figuring out how to convert every single lead Leads might convert might not convert. It's up to the lead It's their decision if they're gonna buy or sell not yours You're not gonna say anything that's gonna magically make somebody buy or sell something that's not your job Your job is to make them feel comfortable with you begin that relationship and then be stay relevant with them Until they decide to make that that move That's your entire goal. That's your that everything revolves around that so I'm gonna do a video on Exactly what a successful real estate business looks like I'm gonna do a diagram And I'm gonna explain this this this idea of all these leads out there and how they funnel into your sphere Okay, and the way that they get into your sphere is by you Contacting and then connecting with them and now they're in your sphere and then once you're in there your sphere You stay relevant with them Until they decide they want to buy or sell something. So let's just take this for example, okay in the book I had an example You know conversion rate is low, okay conversion rates always really low It doesn't matter if you if you improve it just a little bit. It's still gonna be really low, okay? So my my thoughts are this If you have a conversion rate of two or three percent, okay And you have leads coming in and then you really pound those leads You spend a lot of time pounding those leads and you get your conversion rate up to say five or six percent Okay It's let's say you have a hundred or let's say you have You know 20 or 30 leads and you really pound those leads Okay, and you get that up to a five or six percent Conversion rate. Okay. Now we're talking about what are we talking about two or three or four? Deals out of that we're talking about two or three deals, okay? Instead of pounding those People to try to convert them and you spent that time creating new leads and going after new business Okay, and you found another 60 or 70 leads during the same time that you would have been trying to just convert convert convert Right, and you keep your conversion rate at two or three percent At a hundred deals, right? You're still at that two or three deals, right? Still at the same amount of deals, but You have so many more people in your sphere for the future Right and over time you don't understand how invaluable those each and every person is Your job is to accumulate these people You know like like and just build that relationship, right and show them how much you care And then and then when it turns around Five years from now the guy that's gonna sit there and try to convert every lead I'm I just want to get through this I'm gonna get to what how actually convert leads But I just want to drill this in your head that that the agent is gonna sit there and try to convert every lead And doesn't really put much into generating more leads the guy that generates more leads It doesn't necessarily care about lead conversion, but has a system in place to convert like me I have a system in place I have I have I have a process that I go through to convert and I'm pretty good at converting I'll say that But I'm not gonna hound the people I'm gonna spend that time hounding Creating more business and also here's what happens the people most people appreciate The agent that doesn't handle and how them and how them and that's they that's the agent that they want to work with the low-pressure agent it all comes back to my philosophy of being low pressure and Not trying to just jam anything let them make the decision my The reason why I sell so much is because I Have so many people I'm letting them make all the decisions right But I just want to get to know and just become friends and create relationships with so many people So many people know me as the agent that they want to deal with and then over time It's snowballs, right? And so I want you to get this. I really want you to get this You know this this idea of accumulating clients not hammering so hard on conversion, okay? So I wanted to get that out because so many of us are so concerned with conversion Let them make the decision right just be there. I love the question in my script Is there an agent that you would deal with is there an agent you're working with on that? I Love that that question because it establishes everything Okay, it establishes where we stand with this deal moving forward whether it's a deal right now Whether it's a deal in five ten years, whatever if they have somebody they want to refer it establishes where you stand with that client Okay, very important question. Okay, it's a very important question in the lead conversion process if you look at my phone scripts and You watch me make calls You'll see that I'm starting the lead conversion process the very first time very first word that we speak to each other I'm making them feel comfortable. I'm finding out they want to do a deal I'm finding out if they have an agent there would deal with I'm going to capture that email see if it's okay If I stay in touch the whole nine yards. It's it's a complete lead conversion process That's the beginning of the entire lead conversion process now Let's say I'm going and I'm just see my job is just to just create relationships get into my sphere And then hit them with my system to say relevant the weekly email The weekly email is everything that's the foundation of my business. There's nothing else going on. There's nothing else. That's it Okay, and I'm dationally now what I want to build on top of that I can build Facebook ads Instagram postcards handwritten notes phone call here and there all that stuff But the email is the foundation without that. You don't have anything I mean the way that my business is ran and let me tell you this What I'm teaching you guys is is how I do my business I'm not saying I'm the God of real estate or this is how you should do it or that coach is wrong or any of that stuff I just want to share what I'm doing with you and then you could do whatever you want with it Right take bits and pieces do it exactly the way. I do it. I've said all this long, you know before I Just want you guys to know how I build my business I want y'all to be on the inside of my business to where you know, you can say, okay, cool That's how Ricky does it. I can do it. I can do it like this. I can tweak this. I can do it like that whatever So when I run into somebody who wants To buy or sell No, because my job is just trying to create these relationships the byproduct of that is that I run into people that want to buy or sell or I run into somebody who knows somebody wants to buy or sell Okay, and the fact that I make them feel so comfortable I'm like a magnet to the people that want to buy or sell once they meet me and talk to me and see that I'm just there to help them, you know, I love showing property to people that aren't ready to buy or Sellers that aren't ready to sell. I like spending time with those people Right. I think it's big because when you do something like that you spend time with somebody who's not ready to do a deal by our cell That goes so deep with that relationship. They're like, man, I Was not going to do anything and he knew that but here he was spent all this time with me giving me comps Taking me to lunch doing all this stuff showing me property Whatever it is I think that's huge, right? And it's a big Lee conversion tool because now that person is in your sphere again your weekly email Referring everybody they know to you and coming back and using you time and time again throughout their life It's crazy how this works So I run into somebody who wants to buy or sell as a byproduct of me just trying to build my database Okay, they're gonna go on a list okay now This is something that's really tricky about Lee conversion and that is that Not every deal is the same Right, not every deals the same not every prospect is the same not every situation is the same So whatever about he's looking for is that magic Equation, this is what you do every time. This is how you do it what you say da da da It's just not like that. Okay every situation is different Okay, so so what you have to do? Okay, I'll show you my my little thing here and see I don't I don't use technology for this. Okay, I Have constant contacts that I send my weekly email with Okay, and then I have a schedule book every week every page is a week Okay, I'm actually gonna make some of these with the zero to diamond logo on them I'll have them here in about a month or two For you guys for 2019. It's gonna be exactly like this Okay, every page is a week so I can schedule everything right here Okay, I've got my appointments if if I if I need to follow up with somebody in three months I'm gonna flip my page three months and put it in here Then I have this a legal pad This is my day-to-day stuff. Okay, this goes in My schedule book right here close it up. I'm down for the day come back boom. There's my stuff This is leftover stuff from today tomorrow. I'll rip this sheet up and I'll take notes looking at this This was all the stuff I was chasing today. These are all the leads. I'm following up on these are all the leads I'm trying to convert right now Okay These are videos. I'm gonna make these are negotiation deals. I'm negotiating these are things I needed to remember for certain deals, okay And so what I do is is as soon as Somebody wants to buy or sell and I feel like they want to buy or sell something really, you know soon They're gonna go on this Okay, now they're here now every day. I'm tracking them Okay, what do I need to do for this person? What do I need to do for that person? What do I need to do for this person? It may be a phone call. It may be an email. It may be a text I may not do anything for that person. Right. They made it. They might said look, we're gonna we're gonna be here Next Friday to see some properties. Call me Monday. And so I got them right here call Monday. I'm gonna go on my schedule book I'm gonna say call Monday And so what I do is I accumulate people that want to buy or sell soon Okay, and then I keep track of them right here on this piece of paper and then I just follow through okay, and now my job turns into a Situation where I'm just trying to maintain The people that are on this list to make sure they're taken care of in whatever fashion they wanted to be taken care of Okay, regardless if they want if they end up buying or selling. I'm not trying to pressure them I'm just trying to keep them in the game. I'm trying to give them what they need if they want more properties Send them more properties if they want comps comps if they're thinking about selling I think there might be ready to pull a trigger. I'll calm and say look guys. Are you ready? I might if I feel like now and here's here's where It's it's I teach right 95% low pressure right 5% high pressure So that 5% high pressure, okay when you're when you're lead converting when you're when you're on the fence When you got somebody on the fence, okay? You don't want to pressure them. You don't want to push them off too hard But you want to get in there and you want to If you if you guys have a very good relationship, you're feeling it everything's going good with a buyer You can say listen. I feel like we just need to go ahead and make an offer And just throw it out there and see what they say Okay, if it's a seller you're gonna say Listen guys, I think that we need to just put it on the market. Just let's just throw it on the market. See what happens Those are my two lines one for buyer one for a seller That I can throw out there just to see how they react right so No like earth shattering crazy systems in place no You know one size fits all lead conversion system I know there's a lot of systems out there That try to tell you, you know call them every day for two weeks and then you know All that stuff. Okay. It's bogus. There's no one size fits all Every person is different all their needs are different, right now Let's talk about internet leads Leads that don't call you back and stuff like that. Okay. What do you do with those kind of fleets? What do you do with those people? Well, just as a disclaimer, okay, I don't get internet leads whatsoever When Zillow first came out I Did it for three months and I can't so I it was a three month Contract to see how it went it didn't go good. I saw really quickly what that was about and I got away from it I think that It's fine like a lead is a lead it's a human being like there It's a human that wants to do something and you're here to help them boom the end of story, right? But me as a single agent I have to be most Efficient I have to be very very very efficient and so to do that. I have to go after the highest quality leads See when I realized that that the highest quality leads were right there in front of me and in a limited amounts I could never get to them all. I didn't want to do anything else I just wanted to just deal with the most qualified leads that the highest quality Highest quality leads to me are the leads that make you the most amount of money in the least amount of time Property owners buy and sell too many of you're looking at property owners. It's just listings. They're your best buyers There's it's just so efficient to work with property owners. They buy and they sell their friends are buying and selling Just the ROI of that over internet leads. It's just mind-boggling Okay, so why would you deal with anyone else? I'll tell you why you guys are scared to get on the phone and Actually create this these relationships and build this business You want it all just to come to you and the internet leads are easy because you pay the money and they just come to you But there's a reason for that Right, there's a reason that it's easy anything. That's easy is not worth it Just the bottom line if you're not willing to put the work in to make it happen Then what are we doing? Okay? I'm gonna teach. I want to teach you I want to show you everything that I do Is it easy? No, but will it get you to a hundred deals a year? Yes, I don't know any other way to get there other than Making contacts creating relationships building a database staying relevant and continuing to grind it out I told agent in my office the other day that if you're not making a million You need to be working your ass off to get there and if you are making a million you better be working I saw to keep it. I mean, I'm busting my ass this year To hit a million again like I did last year and I'm gonna hit it But it's not easy just because you hit it once doesn't mean you're guaranteed to hit it again Okay, I don't take it for granted at all. I don't take any of this for granted I'll take you guys for granted. It's amazing that there's this many people watching a live stream on my YouTube channel right now I mean this time last year. I had like 50 subscribers So I don't take any of this for granted At all I'm and I'm gonna keep on pushing because it's helping people I'm helping people in real estate by and sale and helping you guys learn how to buy and sell and all I'm doing is sharing what I do All right, so I'm gonna get into some questions here We're 30 minutes in I want to To get through get get through some questions and then we'll just kind of see where see where the training goes from there Let's see. Let me see if I can find where I stopped Let's see Okay internet leads Let's see Do I call people in the do not call list? I do call people that do not call us I'm not telling you guys to but I'm just saying I've made millions of dollars calling people in the do not call this and I've never had a problem Hey Ricky, what's your system for internet leads? What's your nurture and follow-up campaign to segment your list and build a relationship so you can convert? I would put them all on the weekly email campaign Immediately everybody goes on the weekly email campaign period. That's where they that's that's your foundation Okay, and from there I would call on the phone, right? I would call them a couple times see if I can get in contact with them if I couldn't get in contact with them a Couple times. I'm probably gonna move on and just let them keep getting that email if they come back to me great If I do get them on the phone, I'm gonna see what I can do to help them and then I'm gonna take it from there Okay, so that's what I would do. That's what I would do with them if they're interested in doing something now They're gonna go on my paper and I'm gonna start following up with them accordingly to whatever their situation is If I never get in touch with them, they're gonna get my weekly email till they unsubscribe or whatever When a homeowner says no, no, thanks, and you're like I just want to see what I can do. Let's see. I answered that one Let's see I got a handful of people on the phone who had a good conversation with and they told me that they would think about selling in the New preacher for four months or less put them on your little paper here, right? Maybe call them in maybe a month or even two weeks, right? And then you're gonna flip in your schedule book You know, you're gonna you're gonna flip in your little schedule book here You're gonna flip Maybe a month and put their name down and kind of write exactly what property that they're thinking about selling Okay, and you're gonna check back in with them Within 14 to 30 days and let them know say, okay, cool I'm gonna call you next month and check in is there anything else I can do for you right now Okay, that's one way to approach it Here's another way to approach it Go deeper with of course why they're wanting to sell You know, what's causing them to sell? Why are they selling? What's the reason behind why they're selling? Okay? Very very important. Then we're gonna focus everything around that through finding out why they're gonna sell there might be a backdoor Possibility to go on ahead and listing it Okay, there might be a backdoor possibility listing it sooner than four months Okay, so always keep that in mind because there's a lot of Prospects to say I'm gonna sell in four months the agents like okay They follow up accordingly, but then boom it gets listed within too much with another agent So be real careful with that find out why go deep with it Make sure they don't have another agent that they're gonna deal with you know and all that good stuff and then just follow up What is what what is my follow-up calls to these people sound like and how often? It's just gonna say hey, this is Ricky. How you doing? Cool. Yeah, we spoke whenever Just calling to check in to see if there's anything I can do for you or just following up on them I just want to make sure you got that email Whenever you send an email. It's a really good idea To reach out it gives you an opportunity to reach out anytime that you can create an Opportunity or a reason to call somebody to reach out is a good thing If you send them an email call in the next day Make sure you got the email and It shows them that you care that you're thinking about them that you're that you're being professional that you want to make sure They got that information. They were asking for Okay Let's see you said you're using red X and you call the do not call. Oh Yeah, I answered this earlier. What do I say when they say they're on the do not call this? I've never heard that I've never heard that Okay here. I'm getting to the questions that When you get a new email to add to your database, do you just throw them in your subscriber list and do you send them an intro? Okay, or do you send them an intro email? Very good question Yeah, I like to send an intro email and say hey, thanks for your time on the phone You know, thanks for whatever great to meet you good to talk to you whatever You know, here's the information we're talking about let me know if there's something I could do for you You know have a good day and then so they start getting your email they start getting that weekly email But then there's plenty of people believe me that I don't get an intro email to that just start getting the weekly email as well So it works both ways. It's a little better if they get the intro, but I don't really have any statistics to go by that says every time I do the intro it works better That person always does business with me or more of a percentage of those people do business with me Or if they don't get the intro because a lot of times it's a long time before they do business And then how do I know remember that I sent them an intro email? But it is personal It's a personable thing Like one-on-one emails are almost like the new handwritten note It really is I mean if you take time to to type out a specific email for one person that means something in today's world Right, that's almost as good as a handwritten note. I'm telling you Be careful about your subjects too. Make sure your subjects don't look like spam subjects Do I have any suggestions for old slash cold leads on lee street? Put them all in your weekly email database Okay, by the way guys constant contact link is below You can start a free trial with them to start sending your weekly email There's a video tutorial on zero to diamond.com for that Also, if you want a website just like mine is what I linked my email to there's also a link below for that Zero down a 69 a month for a website exactly like mine for real estate So if you have cold leads or old leads put them in there Also call them put them on a triple dialer and red x and just call them away And say hey, how are you doing hadn't talked to you in a while wanted to catch up see if there's anything you do for me How's it going? This stuff is not rocket science guys. I had an agent from Panama city beach Come over here. His name is chad miller. He came over here two days ago and hung out in the office with me Um said he's scared to get on the phone and all this stuff by the end of the day before he left I made him make five calls out of his phone He's a pretty old really. He's not an old guy. He's a younger guy, but he's been in real estate for a while Had a lot of past clients he hadn't talked to I said you pick out five people on your phone and you call them And say how are you doing is you know, how's it going hadn't talked to you a while just one check on me And he did it and he got he set up like two lunch appointments with people and uh Learn a bunch of stuff about all these projects going. I mean it it's not rocket science guys You sit around and you call people and see what you can do to help them Get this weekly email out and just talk to people all day long if that phones up against your ear And you're talking to people about real estate and you have the right intentions Intent means everything you want to help people Um if all you're trying to do is deals It's not going to work if all you're trying to do is say do you want to buy do you want to sell Do you know anybody that wants to buy or sell it's not going to work if you're only Calling expires it's not going to work or only for sub owners. It's not going to work You got to call every you got to do expires for sub owners circle prospecting sphere of influence past clients You got to do all Stay busy talking to people Seeing what you can do to help them Making sure they know that you're here if they do want to do something If the phone is up to your ear, you're making money If you don't make a paycheck that day, it doesn't matter. You're still making money. I promise you Let's see. What's the answer rate on gl leads in my market? No idea. I mean, I don't know I just turn it on and start talking to people I don't look at numbers a lot You know, I don't have like statistics and stuff. I'm not real analytical I like to look here and there and see what this and that but I'm not like An encyclopedia of all the stats of my business I'm just not I'm very unorganized and I like it like that because It gives me time to breathe like I'm not like so worried about what the numbers are Now I'm worried about where my next deal is coming from Uh 80 something closed this year 14 or 15 under contract right now 50 active listings And I am trying to figure out where my next listing or deals coming from All the other stuff I don't care about I'm gonna do another video About how I handle so many pending deals at once as a single agent While I can still go get more business and run a coaching business run a free coaching business that's growing like crazy I mean, how do I do all this stuff as one person? I mean, I have a great assistant. I have a videographer But I'm I'm still one guy that's doing all this stuff How do I do it because I don't worry about all that stuff? And I'm not worried about the analytics and I'm not worried about the details. I'm not worried about staying so organized I just want to help more people That's the name of the game Do our call numbers that are on the do not call list from red x really Of course, I do Do I use red x or coal for circle prospecting really? red x red x guys I'm not going to say it but red x okay The data is far superior. I feel like I get a lot of bad numbers when I use red x for neighborhood data chat i'm wondering exactly um How are you using the filters? Who are you filtering out? Do you call the do not calls? Brian Warren says listen listen to list to last on audible Guys list to last how to survive every real estate market crash It's just a short book that I wrote. I'm not really a writer I just wanted to get my thoughts out about what I learned through the crash and losing everything and sleeping in my car for a couple nights and going bankrupt And how I came back and how I'm dominating now Let's see chat absolutely man. Yeah, I see sherry davis's comment Focus on the people that you talk to don't worry about the bad ones Let's see looking for questions What the million things to do would you recommend just designating time every day for calls? Before the day just gets ahead of you absolutely make your calls in the beginning I come to the office and take 15 minutes to go through my business That's what I did in that video day in the life of real estate agent and then From there I make my calls I'm making calls till lunch unless I have like showings or appointments or something but But I'm making calls from that moment till lunch Then after lunch now. I'm just handling whatever is coming my way. Okay. Gina answer the question for you Focus on relationships and conversations not transactions and setting appointments exactly. It's not about appointments. It's not about deals It's about relationships period And what you can do to help them and why they want to do what they want to do and really finding out what they What's going on in their life that you can help them with Rob har a good emailing system is constant contacts. There's a link in the description below That'll get you the free trial for that That's what I use. I've been using it since 2010. There are other ones out there. It doesn't matter what you want to use But get one Let's see. What do I get my numbers from red x red x geo leads or on x expired leads on red x or for cell owners on red x All that stuff go to my channel. There's a video I did or better yet go to zero to diamond dot com become a member It's free and there's a lesson about how I find the phone numbers let's see A lot of a lot of comments How to stop a bully when they attack you I love this question As soon as they start attacking you a bully on the phone starts attacking you you attack back Right because your intent is you're here to help them and if they start bullying you okay, I get upset I'm gonna get real upset with somebody if they start coming sideways of me Then I'm gonna give it right back to them because I just don't play that I'm here to help somebody if they don't want my help. That's fine, but don't get crazy with me You know what I mean? You tell them look I'm not I don't want to take up too much of your time But I was just calling because a house right down the road from you sold I was just calling to see if there's anything in the world I could do for you I mean, that's just the bottom line Let's see My morning routine 4 a.m Running by five run three four miles Big breakfast then hit the gym with power lift at the office before eight Pat Howard What's up, man? Let's see David, what's up, man? What is my open house Follow-up look like same thing as the internet leads. I'll call them if they don't answer if they never call I'll try them a couple times if they don't I move on if I have their email I'll put them on my weekly email. I'll move on Forget about them until they call you John g what's up my guy? Even my mother is on my weekly email. I love that I love that carol lopez. What's up, hawaii aloha Chad says ricky if you're not buying any leads. Are you just dialing? Expires and for sale by owners along with spear chad I am circle prospecting. I don't do expires and for sale by owners. Yes. I have yes I have training on it. Yes all that But to me the most effective is circle prospecting go to zero to diamond calm sign up for the free course and watch the Watch the lesson on circle prospecting And get after it put the work in make it happen Where do I get my content for the emails I send out tom go to zero to diamond dot com go to the lesson on weekly emails There's two videos of tutorials Uh for you on that I use uh mls and I use My website I link back to my website And uh, then I just come up with what I want to to relay to my clients that week How would I handle an expire that that lets you view the home but does not want to meet? He wants my prize slash thoughts. I prefer to walk through with them Cynthia question. Why do you want to walk through the property with the seller so bad? I hope Cynthia is still watching because I really want to know why She wants to walk through the property with the seller so so bad But to answer the question I would just go look at the property and give them my thoughts on price I'm going to give them what they want. I want to help them do what they want to do I'm also going to ask the question. Hey, if you relist this is there an agent that you would work with There's anybody that you thinking of working with and try to establish where I stand in that mix Yeah, yeah, yeah Do you do an email service or do you write your own emails to send out I make I create all my own emails Anybody who's doing a drip campaign for emails? You're going to be one of the agents that gets left behind in this tech This tech world where they're going to replace agents. Well, they're not going to replace me They're going to replace you guys who are doing drip campaigns about Like how to cook a pot roast or what color to paint your walls in the winter time Nobody cares about that stuff So how long do you keep people on the notepad for the follow up until they buy or until they tell me they're not ready yet Or it just it's every situation is different. Omar Every situation is different. It just depends on what's going on with them I'm going to keep them on there until I've helped them all I can help them and I can't help them anymore Tom is in new Orleans and trying to get started in prospecting. Nice Tom Go get it man Do any of your clients Fill a weekly emails too much or unsubscribe because they feel it's too many emails victor listen to me right now If you're not doing it every week then you're irrelevant Every other week is not frequent enough every month is not frequent enough Every week is just right. They're getting hundreds and probably thousands of emails every day Do you think your one email per week is going to make them go crazy? And if they do unsubscribe see you later I mean Now if you have bad content and they're unsubscribing because your content's not good That's a whole other issue Trying to make my process more efficient. What are you? What is your process? Once you get your listing entry form pictures signs lot box I just get the listing sign then I order professional pictures And then I then I figure out how we're going to show the property isn't it a rental program? Is it occupied? Is it vacant? Okay, and then I figure out how we're going to show it Then if we need a sign or a lot box or how we get in and then put it in mlx Cynthia says he has a key outside So we have not met so my question is do you go into pricing on the phone? Yeah If you can see the property if you can walk through the property And you know You have your opinion on what the price is absolutely talk about it over the phone Why wouldn't you talk about it? Um over the phone? If that's how he wants to do it It's all about the client Not you It's not about how you want to do it. It's about how they want to do it And you making them feel comfortable with you if you do all the work and you risk all that time and then they don't use you Well, that's a risk you have to take That's just a risk you have to take that is the business our business is to help people and not worry about transactions Right. It's called karma. How many believe in karma? Right. How many believe in the energy you put in the universe you get out? The value you put out there you get back Trust me It's real If people don't you if people don't use you but you know here not everybody's going to use you And some people are going to use and abuse you that's part of the business you have to Say to yourself, okay, that's going to happen sometimes And get over it, but you can't stereotype everybody and go into every single Relationship thinking that that's what's going to happen We'll see how often you follow up with email contacts that unsubscribe never if somebody if somebody unsubscribe They unsubscribe for a reason I don't follow up with them Nikki answer that one for me What do I put in my weekly email? Um Itasha go to zero to diamond.com There's a free course in the course. There's a lesson called rikki's weekly email There's two video tutorials full of that information Tisa says I honestly feel like most people feel like or forget that they're on the do not call list Okay. Yeah my weekly email. I do post my weekly email to the facebook group every week example of intro subject subject Not sure what you're looking for there Ben says I imported all my contact email addresses from linkedin Would you recommend emailing them and asking if they'd like to start with getting my weekly email or just plug them in as subscribers? I'll say would I recommend? The one problem there Ben is that constant contact might red flag you If you upload all these contacts in there that didn't subscribe And then you send an email and a lot of them start unsubscribing or start, you know Saying we're reporting you and stuff. That's not good. That's not a good look So I might actually email them all And ask them. I think that's the best policy there Let's see David or tease three two one club guys three two one club is alive and well Three two one club means have no fear if there's something you're scared of Just say to yourself three two one and just do it because you know, it's what's going to make you successful But three two one club is just to bring awareness that we have to we have to Conquer all our fears if we want to get or want to be in this life So created that on instagram follow me on instagram at ricky keruth turn post notifications on and comment hashtag three two one under all my post I'm picking two or three winners a week And we're having calls I call you and we talk about your specific problems your specific situations And whatever I need to do guys speaking of that I want to call somebody right now that's watching this So you guys plug your phone numbers in if you want me to call you i'm going to pick one person here um In just about maybe five i'm going to go through all the rest of these questions Plug your phone number in i want to pick one person to call just have a quick five minute little coaching session See how that goes Ricky for someone who hasn't done much calling. What do you think a circle prospect the neighborhood is to invite? So an open house good place to start. I think it's a great place to start Do you approach people in person regarding real estate? What's the conversation starter when you're just out and about I never do this never ever do this But it's a good that some people really crush it doing that Okay, but I don't i'm very low key very low key when i'm out in public and stuff Nobody knows it's me and nobody knows it's ricky out there at the grocery store and stuff like that unless they recognize me or whatever so I'm not i'm not the best one for that, but if I were gonna do I say hey, how are you doing? You know, hey look i'm in real estate. I just feel we're doing that. So I don't do it Karen I do have an assistant very good assistant Your system sounds very intuitive and straightforward with the emphasis on servicing the individual's need cool Yes, internet leads are great for zilla, but not much for the agent. Yes, I agree steve Ricky I know you've been in real estate for like 16 years I was uh In a different market my first four years and did fairly well calling me expired for sub-owner circle, etc Now i'm in a new market to be continued nice chad keep it going man Let's see Let's see. I lost where I was there for a second so many people were Putting their phone number in Have I used property shark? No haven't used property shark richard. What's up? Richard says I'll tell you out of all the companies that I ever use redx stands alone It is the number one. They have the best information available Let's see What is your lead conversion strategy? Nicky says I'll just explain that whole thing just watch this when it's over What can I do to help you has been a has been a game changer for me great stuff Barbara you meant you did miss the lead conversion session, but yeah, it's going to be right here on this youtube channel It's going to stay here forever Let's say chad Let's say where do I get the content for my emails go to zero to diamond.com take the free course. It's it's a lesson in the course Let's say picked up a buyer at Publix just talking about the red tide offering my services How do you come up with content for the weekly email? Yes, real estate related articles about the area go to zero to diamond.com. It's there Opinions on working at office versus home. I work in the office. I'm an office guy I can't say enough about the production the The production level at the office is way far higher than at the house too many distractions at home Plus I want to separate my home life and my office life Let's see How did guys scream at me on the phone that he was on the do not call this and every agent at kw called him I asked if I could take him out to lunch or coffee. He totally changed his tune. See there you go guys Jeanette has somebody who was mad. He's on the do not call this was screaming He's and then she said hey, can I take you out to coffee or lunch? Boom. It changed his entire outlook E4 electric I'd like to see you on the phone with someone that is ugly and threatening on the phone Just to see how you handle it go and watch my videos There's four videos of me making calls and each one of them. There's somebody that's very ugly and cussing at me and stuff Let's see Let's say you're looking for questions and I'm gonna call somebody I'm gonna call somebody in three minutes If the customer says yes, I do have an agent. I'm thinking about using once my my response is okay great. Who's the agent? I might know And then if they don't know who it is, I'm like, well, how do you not know your agent? If they do know the agent, I'm like, okay, great. Well, that's a good agent. You're a good hands Look if there's ever anything I can do for him ricky crook remix orange beach. Have a good day I'm gonna move on Let's say move to a new area. How do I get the remix brand out in the new community? Okay, marla moved to a new area. How do how does she get the remix brand out in new community? Marla, it's not about the remix brand. It's about you You got to get you out of the community and show them how much you care about them and want to help them My client does not allow me to do open houses because of his valuables. How do you go about? A seller like this. Okay, if your client doesn't want to do open houses, you just don't do open houses I don't understand what the um, I don't understand where the disconnect is there sandy I had an internet referral that went from saying he's he's going to for cellowner To having him talk taking me over for 30 minutes and then asked me to please come over and get back in town to list their home nice Let's see If they unsubscribe do you remove them from your database if they unsubscribe the unsubscribe Removes them automatically out of my database Okay, cool Cool So i'm gonna answer there's only a couple more questions and i answer that and get somebody on the phone How often do I call through my sphere? Whoo, not very much because my sphere is so big But if you have a small sphere try to do it once a year If you call this once and then call it again Is there a way to filter those out that you've already spoke with yes constant? I mean red x you can filter out everybody, you know, there's there's a way to filter them Different categories and then it'll filter them out and then you can filter those people out when you call that list again If I were in chat shoes moving into a new market, would I just start circle prospecting daily? Yes, I would just start circle prospecting daily and column expires and for sell-by-owners and sphere and everything Stay busy talking to property owners That's what you can do to help them and create your database and just get get get it Oh and guys listen, please Click like and comment if you can if you can just click like that's fine on every single youtube video So that youtube will get it out there in the social media world to help new agents find me This will help agents find me and and help change their lives So like and comment everything if you can it just really really helps YouTube algorithms push my content out there so we can help more people Ray says do I have time to look at your weekly email? Sure Let's see chat. I love how straightforward you are. No BS kind of guy. Yes How often do I call the same list of circle prospecting once I call a circle prospecting list one time and that's it forever You can't call all the property owners ever. So why call the same people over and over again? They're not going to answer Let's get a new list going All right Who am I going to call? Who am I going to call? We're going to call them. We're going to call I'm going to call jane from century 21 Jane ricky keruth Hey, how are you? How are you doing? Doing well good So I don't want to make this like a super long like tell me your story type thing So let's just do something quick. Give me tell me give me something like what's your biggest challenge? What can I help you with? Well, I'm kind of new to real um just over two years I just found you online. Yeah, probably four or five weeks ago. Okay So I've been doing the jump start and just been doing the circle prospecting and kind of following along with your program. Yeah Are you having trouble with anything or there's is there anything in the world that I can do to help you? I think my challenge right now is just getting some solid leads. I've been doing the circle prospecting Again, I've just started the constant contact campaign Are you using redx to get the phone numbers? No, I've not used that yet. I've just been calling the title company and getting local phone numbers around a couple of listings that I've got right now Right. Oh, oh, oh, oh, are you in are you in Canada? No, I'm in Phoenix. Okay. You need to get redx I'm gonna help you blow through phone numbers a lot quicker Yeah, red X red X finds the numbers and then use their dialer to call them Like it's it's it's the greatest invention for real estate agents in the history of the world You can you can have so many conversations With property owners that you couldn't have before This technology came along Yeah Yeah, just stay on the phone just stay on the phone and ask people what in the world you can do to help them and um You know use my phone script get them in your sphere Start getting them the weekly email and then just continue building building building building and just grow that sphere, you know until it's just crazy I think um, you need to have the same subject every week like I have golf course market report and the date I think branding that um I think branding that that subject I think is big Because they know that subject. Are you are using the same subject every time? Yeah, okay, so just continue doing that and they're going to start to notice your name and as you're calling people and adding people to your list um, they're like your list is going to become more and more concentrated of people who Want to open that report because you're getting them through the circle prospecting and stuff And so your your open rate will pick up, you know, just just continue doing it be consistent and just be patient Just keep putting the work in it'll get there Cool awesome talking to you. Yeah. Have a good day Awesome call there. Um, actually guys, I'll do one more here I'm gonna answer a couple questions. We'll do one more call and then we'll call it a day Let's see Uh What about when you have a new listing in the same neighborhood? Do you call homeowners again? Yeah, call them again. Call them again. You have a you have a listing in the neighborhood. Let's call Even if it's a even if it's a neighborhood you just called you got a listing call them all again Tell them I got a new listing call them to let you notice if there's something I could do for you Absolutely David has mojo triple dialers redx dialer better I like it's the same if you really look at it and and I've compared both And they are identical. They're they're different functionality. Like it takes a second if you switch To get the hang of redx, but it's just as it's the same thing Right. There's not really a There's a difference in how you like how you use it and all the buttons you push and all that But as far as dependability and how it operates It's the same. I like it better On mojo, it seemed like there was like a paw sometimes. I haven't had that with redx Let's see David if he feels like redx is better Reds somewhere in a mo that an emoji is in your subject line. It will help with your open rate Yeah, an emoji in your subject line may help with your open rate. Try it out. Let me know Which redx call us do you recommend first geo leads or expires? I have to manually import. Should I circle back around to expireds? I think um I think it's a I think redx geo leads is probably what you should get if you if you have if you're trying to like decide But if it were me and I were brand new, I wouldn't want geo leads and onyx expires Don't get regular expires get the onyx expires But if I can only do one it would be Geo leads because you get 2 000 of them a month whereas expireds You're kind of limited to how many expired listings you have unless you can get go back and get the old expireds Either way it goes you win Can you track on redx? Yeah, you can track everything on redx Yes, nicky. There's a digital version of my book on kindle or audible if you want to listen to it or paperback paperback audio Kindle Sherry onyx expires is just a feature that redx offers that's far better data and it has email addresses and everything It's really really good I want to make one more call guys and then we're going to call it a day. So Let's see. I called a guy. I mean I called a girl. I'm gonna call a guy. I'm gonna call daniel capel Daniel get your question ready. I'm coming in Daniel Yes, it's ricky caruth Good. How about you my brother? Cool, man. Well, I want to make this like a long like Tell me your story and thing just Tell me tell me what I can do. Uh, tell me what I can do to help you real quick Just talking about with the ge only yeah, I called about 27 today. I got it off of redx and uh, It's working a few people just hang up and say it's not that you can do for me. Don't call, you know, yeah That which I'm kind of used to Did you get any positive results? Uh, yeah, I got a couple of emails. Um, I set up my Um, constant contact you answered my question this morning. So I got constant contact Uh, a trial for 60 days. I got that today. So I'm gonna start inputting them into there Dude, you made 27 calls. You got two emails? Yeah, I got Four emails off 27 calls Yeah, some of them wasn't that some of them didn't answer. So I'll say I spoke to about maybe 16 people You know most you know most agents you talked to 16 people off 27 calls Yeah Okay, guys anybody watching this right now that thinks redx has bad numbers or this or that or whatever This guy just made 27 calls and talked to 16 people and got four email addresses You know what that means that means four people Like that he never talked to like he made them feel comfortable with him enough to give them their private information Of an email address to stay in touch with them forever You know how powerful that is Every single each each one of those persons do Daniel. Listen All four of those people are worth 10 to 20 deals to you each you just did you just did 40 to 80 deals today Wow, yeah, you just did 40 to 80 deals Right over the over the life of your career through those four people Wow, because they're because they're gonna use you in two years, right? Uh-huh, and then they're gonna refer their cousin to you, right? Uh-huh, and then they're gonna use you again to sell that property and buy another one That's three. That's four transactions through repeat business and referrals, right? And then that cousin they're gonna buy another property and refer their sister to you now. We're at seven This is all gonna happen over the next five years, right? Right, dude. You just did like 40 to 40 to 80 deals over the life of your career today Wow, yeah Where are you located my man, uh, california, i work kella williams into mac and the california. Nice. What time is it over there? It's 2 12. Nice. Nice. Dude, that is killing it, bro Golly, dude, where'd you find me? Uh online just messing around online. I've been to okay. I've been to craig proctor seminars. I've been to Um, I've been to a lot. I've been to a lot And you landed on me and You what where do I stack up with all the other coaches? The low the low pressure the low pressure The uh, I've talked very and you know on the mountain. They it's more pressurized than and people don't like that Yeah, they don't Help me to know how to how to get to people like you say if they hang out for whatever they do It's just next just move on to the next one. And I used to worry about okay. I gotta try to I had one buy it one time I was going out of them big taking calls 11 o'clock at night 12 o'clock night. This guy kind of crazy But the low approach I think people like that much more the low pressure approach. I should say yeah They like that much better And that's the type of person I am. I'm not one of them hard pushy guys. Yeah, you know A lot of training a lot of training with different people and I only been doing it I went full time in just january this year. Yeah Dude low low pressure you win more like you win bigger with low pressure Yes, yes, it's crazy and and dude and it's totally unlimited It's 100 You can't do it all man. You can't call every single owner. You cannot help every single person. That's why there's millions of agents Dude, dude, you see the seed man. That's what I'm talking about. So Well, is there like a specific thing you're having problems with or you feel like you've got it and you just need to just put in the work I think my well when I speak to people I'm really fine with that Starting conversations engaging the conversations. I think what I need help it is once I really get to it And that's why I joined teller Williams because once I get to the listing presentation I do study how to do the cma and everything like that, but I think that's where I have my little problem I did an open house last weekend and I had a couple and you know, I sent them over cma I did a quick cma of the MLS So you need to work on what now a listing presentation Listing presentation. Yeah And I need to tighten up on my cma's too, you know, your cma's. Yeah Okay Look man, listen The listing press the listing presentation is all about you connecting with them finding out why they want to sell And then focus in on that That's it That's it dude. I don't even have a presentation Dude, I did live training. I did a live training session just like this one on my listing presentation Did you see it? Okay, it's on my youtube channel. Just watch it Okay Yeah, yeah, that'll help you because it's more about like you connecting with them Because they're going to pick the agent that they like the best You know, they're going to pick the agent they connect with they feel comfortable with they feel like it's going to work hard for them And get the job done, right? And so if they get that personal connection with you deep And that you show them that you care about why they're wanting to sell That's going to differentiate you uh between but you know against all the other agents You know i'm saying Yes, yes, that helps a lot and this and the cma is whatever the cma is man. Just take some comps over there You know and then just kind of look at their house and compare the comps to their house and come up with the price I was looking at one thing and you were saying you take your low medium and high And depending on the upgrades and stuff in their house you go towards the high end or if it's not upgraded Stay in the middle or towards the low end. Is that correct? Yeah, but what you need to do man is since now now I kind of see what your problem is your problem is pricing properties, right? Yes, okay You need to practice pricing properties You need you need to you need to like you need to like study the market man You need to know the market front and back You need to know days on the market. You need to know You need to know pending. You need to know active. You need to know everything man You need to be able to walk into a house and then look at the comps and be able to just spit it out What what's the best thing is my uh The cr mls is that the best place to get that from or is there a better site? Because I really like to know like where to look up I would like to get up in the morning Know where to look up with the radius for the day, you know for some people say, oh, what's the rates? What's the rates right now the interest rates? Who is asking you what the interest rates are on a daily basis? Not on the daily basis, but just you know, yeah Yeah I don't I don't have any uh, I don't I don't I don't really like pay attention to the rates on the daily basis and stuff so I don't know about that but um, I would uh Study your mls daily Like when you when you when you put when you get up and then when you get to the office Pull up closed sales new listings pending's watch the market like a hawk until you feel like you've got it. You know what I mean And should I do that for the entire state or just the area that I work just the area you're working in Specific to your area and your market and where you're where you're representing people Okay, so I put the zip code on and then I pull that up to see days. I'm off the average all prices Yeah, yeah. Yeah, look at specific sales not just averages. Look at specific deals. Look at the pictures of the properties listen You are are you are wherever you're making these calls? You need to be a specialist in that neighborhood Okay So you need to pay real close attention to that neighborhood You need to look at what's listed what's closed how many you know You need to you need to really look at the pictures pull it up on a map and see where it is in the subdivision You see what I'm saying Yes Yes, okay That's what I'm gonna do every morning. I'll do that. I'll get up. Yeah Be a market specialist with whatever subdivision you're calling Don't even worry about like the other neighborhoods. Just focus on that neighborhood One at a time as you're calling them And then and then and then when you have a buyer that wants you to show them property Learn the rest of the market just by the natural You know going to look going to show in a bunch of houses and start to learn the rest of the market naturally That's a lot Cool, man. We'll do a good talking to you bro. Yeah, same to you. Thank you very much and I'll be coming to your uh Whenever you have your uh Speeches, I'll be there. Okay, man. Hey reach out it reach out anytime bro Okay, all right Yeah, everything's there Yeah, okay. Thank you very much for the call. Yeah, man. See you Okay Prime example of what zero to diamond is doing to help people. I'm so freaking excited about the direction of this All right, I'm gonna answer the rest of these questions to get on out of here guys Let's see Onyx leads. Yeah, that's a that's a feature on red X for expired Uh onyx will include all the options for red X also can't seem to tell the difference And it doesn't show price Let's see melissa. Thank you so much for helping me in my business I got six emails from 36 calls today using g leads using ricky script. Yes Let's see 19 emails and last four days for me boom Let's see if I'm already getting my expired data through red X. I am getting the onyx expired No, not necessarily Chad. It's a I think it's a little bit of an upgrade to get the onyx Let's see share. I had so many people say oh ricky stuff won't work in california. I said yes, it will here's proof. Yep I've had people say it's not going to work in new york people are up there crushing it Let's see Regular expiration from red X is still good, but they pay more for the other data, right? They pay more for onyx their self It's better I'm a new agent and found you a few months ago I actually didn't watch or read anything until I stumbled upon your live training last week and it's the best training I found All about connecting briana. Nice to have you on board New agent here just joins ztd last night tanner. Nice to see you bro Sign up for constant contacts creating my first week email and plan to start making calls tomorrow. Thanks for all you do ricky Thank you tanner guys. Thank you so much. I'm gonna get out of here. It's been a good hour and a half I hope you learned something. I hope you Got something going for a league conversion. That's really going to help you moving forward Don't put so much thought into it. Just go just just create business just do stuff Every question that you ask most of the time. It doesn't matter how you what what answer it is It's normally going to be right. You can go either way Um, and it's it's it's going to be fine either way. You're a winner either way if you're making If you're taking action if you're moving forward, you're always going to win Let's see. I want to go door knocking But this fear stopped me. What do you advise? Listen, man If something scares you That normally means that something you need to do Save yourself three two one and just do it If you don't do it, you're not going to succeed if you do it, you're going to succeed Give your chance. Give yourself a chance to succeed Right, you have to decide do I want to succeed or am I just not going to Door knock and not make calls and not succeed. It's your choice You can succeed or not succeed. It's your choice If you're going to let fear hold you back, then that's the choice you made If you're going to conquer your fear and move forward and bust through all those barriers and stages and get to the other side I was scared when I first started making calls scared to death So why shouldn't you have to go through the same thing that I went through to get where I'm at? There's no reason So with that I'm going to leave it with you guys. Thank you so much Reach out if there's anything I can do for you And uh have a good day tomorrow friday finish strong We'll talk to you guys soon