 I don't even have that call with people man. I don't even have that talk. No, I don't even have that talk with people I don't send any kind of expectations what I do is it's like the biggest takeaway man is to really kind of focus 50% or more of your efforts on average price point of your market, right? Because here's where people go wrong with that they'll just go after a million dollar stuff when their average price point is 400 and that million dollar market in the 400,000 average market doesn't move very fast at all You know what I mean you want you to get the biggest the best bang for your buck You want to be right there at that if it's 400 you want to be right there your three to 500. That's my market I'm literally talking about my market, you know, we're we're like 400 425 average price You know condos on the beach and so my bread and butter is three to 500 I mean that's where that's most of my deals. Well even 200,000 dollar stuff 200,000 dollar stuff I mean that's still five six seven thousand that pays a lot of bills You know saying so okay, so I think a lot especially newer agents that come in and they see these dollars They see higher-priced stuff and they think oh I'm gonna go after this five five million dollar stuff And then I realize days on the market and how long it actually takes to sell something for five million I mean it might be here's the thing to you want to be diversified So you want to focus on you want to get your foot in the door with that average price of your market But then what listen what I said 50% of your efforts You want to spend 25% on really high stuff another 25 on a little bit lower you want to be diversified That way you've got most of your business in the middle where you get the most bang for your buck for you know Most dollar per hour in terms of how much time you're putting in and the commissions you make Then also spend a little time on stuff that is a million 1.2 2 million whatever you're you know You may have you may be in one of these markets where a million is the average price Okay great so let's let's focus on a million 50% of our time 25% you know once we get some momentum going Okay, we want to get some momentum going before we start to diversify Once we'll get a few deals on our bell. We have some momentum Then we want to kind of diversify a little bit and do some half a million dollar Properties and some two three four five million dollar properties You know what I mean? So it just depends on your market But I always say man you want to start with your average price kind of worked out for a good three To six months and really get some momentum to get your foot it Football to the market and then diversify a little listen man You have a list of the under of the pending deals in front of you at all times You know every day you look out in the morning and say okay Do I need to call any of these people to let them know what's going on? Do I need to check on the title company or a lender or an appraiser or inspector Other agent do I need to check on any of these deals today? Oh, yeah, I do need to check on two of these and you check on that one and I'll call that sell There's more phone calls. You can do that in 30 minutes. You can do that in 30 minutes and you're done Now you got the whole may have yourself to go find other deals without worrying about anything to do with your pending deals You can literally forget Everything there is about those pending deals for the rest of the day Unless something comes up unless you get an email saying oh We got the appraisal back as low or a seller calls you and says hey you heard anything or you know It's case something pops up, but you can handle those pop-ups when they happen You know as far as what you're focused on you can forget all about anything under contract focus straightforward On where's my next deal coming from? Who else can I help? Who's looking to do what do I need to prospect some more? Do I need to get some more of a pipeline? Do I need to follow up with some people? Who needs some help? You've seen agents that spend all day with just two clients Yeah, I mean I have friends who do this too, right? Their clients are needy and they're they're allowing it And so if you do that you're kind of training your clients Hey, you know I'll answer the phone anytime in the day. Call me five times. I'll answer So you got to kind of let them know the expectations of I will give you an update in the morning You know every monday I'll give you a phone call or touch base or three times a week or whatever Because I've got other clients that I've also got to pay attention to I don't even have that call with people man I don't even have that talk. No, I don't even have that talk with people I don't set any kind of expectations what I do is is I handle the situation All right, so I get their property sold. All right, we'll go under contract. So I'll start working through the detail So, you know when you put something under contract, there's things that have to happen immediately, right? You got to get that contract to the top of company You got to set the inspection up or you got to get the paperwork to the lender You got to get the HOA docs to the buyer so they can review whatever it is You know, we knock out that beginning stuff that kind of gets the momentum going in the transaction So we're way ahead of the game and then from there, you know, you may have a talk with them and say Look, there's not much else to do. Mr. Seller at that point. We're just kind of waiting on the buyer to work through their financing And I'll keep you up to date. It's like your stuff. You know what I mean? I don't want to tell them that hey, I got other clients, you know Because then that may get into a thing where it's like, oh, well other clients are more important than me I got you. Well, look, this is our last deal. You know, I'll be picking me another agent I'll be picking me another agent on the next one. You know what I mean? So I want to be careful with stuff like that. But but yeah, man listen It's all about tone, right? It's all about tone and actions So people don't care what you say, okay? Because you can tell people all day long You're going to do this or that but if you don't actually do it or you don't follow up with action Nothing that you say matters They want to see action and then want to hear in your voice that you really care about That's it. It doesn't matter what you say. It's how you say it and how you act You know what I mean? So I'm not too worried too much when I talk to them. They know, hey, listen I am here to get you through this. They know that I'm in their corner and if something happens I'm going to knock it out so quick It's going to make their heads spin. They have problems come up in my transactions and my clients never even know about it You know, I handle it right then and there if it's a 200 dollar thing of yeah I'll take care of that my clients may even know about it. It just kind of depends on the situation But it's just all about service man