 you know just treat everybody like their family. This is what I believe. I'm sharing that with you for nothing just get out there and succeed. And and you know treat them right you know and don't really try to sell them anything. They're gonna do business and they're gonna do business with the person they feel the most comfortable with period. So I started you know building this new kind of business founded on people not money and deals and transactions and all that good stuff. And you know long story short 2008 to 2014 was kind of the the you know that was kind of when I built this little empire and by 2014 I was selling 100 properties and I sold 100 properties ever since. So the real magic to it all is in 2000 at the end of 2007 as I was getting back in the real estate I kept hearing from a lot of people because there was a lot of foreclosures they wanted a weekly list of foreclosures weekly weekly weekly list of foreclosures please send me a weekly list of foreclosures. So I started sending this weekly list of foreclosures to these clients and at some point I decided you know I'm gonna send this to everybody and then as the foreclosures went away it kind of morphed into this weekly report email thing that I make every week and I didn't know it at the time but what I was doing was I was building a personal brand. A personal brand is built on original consistent content so I was making the email every week it was original it's not a drip campaign or some automated email BS thing anybody that's doing that needs to stop right now and it was consistent because I did it every single Wednesday it's went out every single Wednesday since 2007 okay and it's literally now now that I'm where I am I haven't made a cold call in four years I've made a million dollars every year I've sold 100 properties it's because of that personal brand I built with the email and now I'm at this point I'm not in the growth mode anymore I'm in the I'm satisfied with where I am mode and now I can live off of my database mode right um and so that that's what I would wish for all of you guys you know I would love to see you take your business and turn it into an automatic business whereas you're not chasing business business is chasing you through your personal brand that you built it takes a long time to do it and it's a lot of hard work but when you get there you know you can maintain the income whatever income that you wanted and then you have time to go do other things like I build other businesses or and I spend time with my family and different things like that so let me just give you the theory okay and it's been proven over time and and then I want to tell you how how you can get there okay I'm going to give you the theory and I will give you the exact thought process and actions to put it in place okay so just visualize all this whatever you want your income to be let's say 250 500 a million whatever it is one and a half million whatever your income you know 100 000 some people just want to make 100 000 I know agents like that they don't want to make a million you know they want to make 150 and they're happy whatever you want your income level to be what you have to do is you have to build your database year over year until you're making that much money okay so this is what I call the growth mode of your business the growth period is when you're calling a lot of new clients you never talked to before okay well what you want is you want a good balance between new clients and old clients you have to maintain the relationships you have and you have to you have to go after new relationships you've never talked to before you never talked to these people and you want them to enter into your spirit your database okay the bigger your database is the larger your income is going to be okay if you notice there's agents that there's agents that want to make 250 okay they work work work they get up to 100 and then they stop trying to create new business and they just kind of rest back on their database those people continue to make a hundred thousand every year they want to get to 200 but they can't get there because they're not talking to new people ever again they're just focused on their past clients see when you when you stop going after new business and you just focus on your past clients your your income will just plateau right there okay so think about where your income is right now and think about what you're doing in your business and if you're not going after new business then your income is just going to stay the same and you at the same time you got to be working that database you got to be really getting in there but but if you're not adding to the database your income is not going to go up year over year over year i always wanted to beat my last year every year i want to beat beat last year last last year um that's how i've always been and so to beat last year's income your your database has to grow from last year to this year okay so if you want to get up to 200 you you work work work build your database up to 200 and then boom we're just going to live off that 200 with our database we're going to and you guys have to start implementing a weekly email to your entire database that's the foundation of everything