 you work hard? Of course. Okay. You feel like you're the hardest worker in the market? I do. Bingo. Bingo. Bingo. Here's the thing. Agents say, oh, you know, clients that want to see property at six and seven and eight o'clock at night and, you know, writing offers really late and stuff. And really, I look at it, and I say, how often does that really happen? You know, and I know that some markets in certain situations, it could happen a lot like you might have, you might be in the demographic where there's a lot of buyers who, you know, look after work, you know, stuff like that. I get it that there are certain scenarios. But generally speaking, this is not something that happens a whole lot. And when it does, for me, like if it's 11 o'clock at night, like you just said, I'm not even gonna see that. Like I'm not even gonna see that one. I don't really answer my phone or email or anything after five or six o'clock, unless it's one of those things where somebody wants to write an offer, if somebody wants to write an offer, and it's a serious situation, I'm gonna do that. I mean, I'm gonna do that, but I'm not going to answer like, you know, inspection repair addendum. Do you work hard? Of course. Okay, you feel like you're the hardest worker in the market. I do bingo bingo bingo. All right, you're the hardest working agent in the market. Listen, listen to me, man. Everybody loves a hard worker. Okay, right? And not only and let me take it a step further. Not only does everyone love a hard worker, which what that's what makes you different. Oh, Ricky, everybody can work hard. Yeah, no, everybody can say that they work hard. Very few people actually work hard. What I'm saying is is working hard with no bodies looking like I've been doing for the last 20 years. Nobody has to tell me to grind it out. 10 years ago when there was no red X, there was no dialer, you know, looking up addresses copying and pasting and spoke you on white pages.com to find 100 numbers took me eight hours. I like to find 100 numbers and another eight hours to call them with my hand. Right? Nobody had to tell me to do that. Nobody was watching me over my shoulder. Everybody knew I was doing that kind of stuff. Why? Because when I called them, they knew I had to look up their number on white pages.com to find them. Right? And now they're like, wow, this guy is out here really getting after it. People look at you a lot differently, man, when people know that you're working hard behind the scenes, and that's what's going to separate you. So taking it a step further, when you when you do become and merge as this person that people recognize as a hard worker. Alright, now that if you can stack your intentions, if you can stack your intentions on top of being not only a hard worker, but also caring about exactly what they have going on and being empathetic towards their situation, right? Empathy, right? Empathy that your biggest tool is to listen, right? To listen to what they have going on. Right? That's the biggest toolbox. It's literally putting yourself in their shoes, right? Of why they're buying or selling a piece of property. You understand what I'm saying? Like, let's let's go deeper with this. Here's the thing. Okay, I just I just put a property under contract for like 515. Okay, this this property is worth like 458 months ago. Okay, and now we're 515. Another one just went on the market for like 560 and went under contract in a matter of minutes. Okay, this is a two bedroom on the beach here in Gulf Shores, Alabama, Orange Beach, Alabama. Okay, like, okay, this time last year, as prices really started surging, you know, after we came back from the shutdown and everything was going crazy, you know, I'm sitting here saying, okay, the market is solid. Like the fundamentals of the real estate industry are solid. Why? Because most buyers, right, like probably in the 90% range or more are end users. Okay, people who are using the house is using the property, investing to buy and hold, not speculators, right? Not not people are speculating on the market to increase. Right? These are end user buyers. I'm thinking, okay, with the regulations on lending right now, how tough the lenders are compared to 2003 and four when they're literally giving money away for nothing, the regulations on lending, you know, the end users, like when you see a lot of speculation in the market, that's when you should start getting a little bit worried about a bubble and maybe a possible like crash, like a real crash. So I'm sitting here looking at, you know, a year later, right, and I'm seeing these two bedrooms that are now in the 550 range, right? And now I'm thinking, I was talking to the owner today that we're under contract and now we know one went under contract at a higher price or at least it was priced a lot higher price. And we're thinking, he's like, listen, I'm happy. I'm happy with getting my 515 and I mean, if it keeps going, I'm still happy because this is going to end somewhere. This cannot continue to go like this. I said, yeah, if it continues to go like this, it's going to be these two bedrooms are going to be in the 650 range here by the end of the year. We're going to be in the, you know, 700s on this two bedroom on the beach that's like, you know, now that's ridiculous for us down here. We know this is building and we know what the end results going to be. Now, what's going to happen when that moment occurs? What's that going to do to the market in terms of inventory? All right, I'll tell you that before I tell you what we need to do now to prepare for this. What it's going to do is we're going to get flooded with inventory that's going to be very temporary because when the market flattens out, that means we lose probably half our buyers. That's what made the market flat now, but we're still going to have half our buyers sitting there. They're going to be in our pocket and they lost out on 10 houses so far and now all of a sudden their agent has four listings. That's exactly what they want. So what's going to happen? We're going to double in a bunch of properties. It's going to be euphoric. We're going to have the buyers and the sellers and it's going to last about 30 to 60 days before that inventory gets eat up. So we're going to be right back where we were in terms of inventory. I don't think it's going to raise the inventory all that much. And then from there, I think we're going to be in a pretty balanced market. We may see prices decrease a little but then kind of settle out. We're going to be in a very... Could you guys imagine how incredible the market would be if we had a little estimate, prices were a little lower and we had more inventory? That's what I'm talking about that's going to happen once this bubble burst. We get that initial shock in the inventory system and then everything levels out. We're going to be in the most incredible market at that time. All right, right now between now the three to six to 12 to 18 to 24 to 36 months before this happens, this could happen tomorrow. Between now whenever it does happen, you guys need to be on the phone using social media, whatever your means of reaching out to people are and getting into one-on-one real conversations over the phone or in person. You need to be having hundreds of conversations with property owners just to make friends. Just to make friends, right? Just to make friends and see if there's anything you can do to help them. I'm talking about like 2023. You guys could literally take advantage of this moment right now and do exactly what I'm saying and quit caring about getting listings today and just focus on building relationships with property owners, getting tons of listings in the process, but more so focused on 2023 to become the number one agent in your market because you took advantage of this market cycle that we're in. If you're not just creating emails like generic information actually creating them, creating original content, giving your opinions on market, giving your opinions on new restaurants and so on and so forth, it's like if people can really get to know you through your emails like I was telling Devon earlier about being a hard worker, you know, like this email, okay, when it comes to your inbox every single Wednesday people realize how much of a hard worker you are because they open it and they realize you actually built it and it's actually you and it's actually your opinions on stuff and it comes consistent. It's dependable like they realize that you are this this consistent person that does what you say you're gonna do, right? It does all the heavy lifting for you guys, right? And it puts you in a position where people realize who you are and you can scale it. This is how you can actually scale your business, right? Scalable means, right, do more in the same amount of time basically to me, it means do more in the same amount of time. So if I spend 30 minutes a week on my email and I have five people 50, 500, 5,000, 50,000 it still only takes 30 minutes to get my to get to get my content out to my clients in a way that, you know, even though they realize it's a bulk email it still has a little bit of me in there. That's the trick to all this. People are doing these drip campaigns and automation and stuff. I don't do any automation at all. Listen guys, there's no cookie cutter system, there's no coach that's gonna get up here and tell you, oh this is how you do it. This is what everyone should do, alright? Everybody has different strengths and weaknesses. Everybody has a different story, everybody has different motivations, everybody has different ambitions, everybody has a different life, you know? Some people have, you know, seven kids. Some people, you know, there's so many different things, right? So I would say, generally speaking, number one, like hit me on Instagram, okay? Like hit me on Instagram and message me and kind of let me help you through like whatever, like always hit me there with questions and stuff and let me help you through whatever it is. But, you know, the next step is this. Go to zero to diamond.com. You said three months, I mean I have a 90-day action plan. You know, go there, grab that, do the 90-day action plan and take what you can't out of it. The whole point of the 90-day action plan is to take you through every single type of scenario in terms of lead generation, you know, like social media, open house, like it takes you through all the different things whereas, you know, when you get through the 28 days, which is inside the 90 days, then you literally can pick and choose, okay? What's the top three things I like? What are the top three strategies here out of everything that I did that are in 28 days? Now, the biggest thing is routine, okay? Every single, I just got off the phone with an agent who said he's just bored every day doing the same thing over and over again and I said, bro, like successful people can stomach the boringness of this, the monotonous of this, right? Not everybody can stomach doing the same things over and over again for a decade or two to get to the top and that's why a lot of people don't make it to the top. So one of the biggest things I want to tell you is don't over complicate it, keep it very simple, right? And just realize that once you've set the foundation for perspective in terms of realizing, closings happen every day, right? They're going to happen every day for the rest of your life, okay? No matter what the market does. Once you realize that and you realize business is unlimited for everyone, right? And then you realize, okay, competition doesn't exist. Then if that's the case, you know, once you realize these things and you start to get a better confidence in the industry that you're in and the career that you've chosen, okay? Now we're going to set a real routine around understanding that, okay, I'm going to be the best, okay? That's where it starts.