 Hey, what's up everybody? What's happening? What's happening? Good to see you. I hope you're out there selling a bunch of real estate helping a lot of people Doing what you're supposed to do out there contacting people making friends building your database building your business treating people like family valuing relationships over transactions Guys to be honest with you The the agent that was gonna make calls with me here. She's just went in my a Yeah, she didn't show up Communicated today Just didn't show up didn't show up to the live So what I want to do is I want to take some questions from you guys I want to I want to have you call in so so put your phone number in the chat And I'm gonna just call agents here watching the live and answer questions and Do that today if you guys are cool with that so Feel free to put your number in the chat I'll call you in and we can have a conversation All right, and and I don't really feel like this agent is gonna show up To be honest with you. I don't think this agent is going to to show she hasn't responded anything so Yeah, yeah, I just want to take some calls and answer some questions I got some really cool stuff coming up for you guys as well just content-wise and also Announcement-wise some really cool stuff. So Working on a lot of things guys. Listen, I'm grinding right now harder probably than I ever have and You know a lot of it has to do with having my hands and a lot of different things right now But I got to tell you I'm super excited about 2022 not just for me and the businesses that I'm building but also you All right. I feel like 2022 is going to be Everybody's year. I think that you know, there was a lot of you know, the inventory was so down this year It's really it made it tough. I think next year We're gonna see the inventory loosen up and really give you guys a very good chance to Really do some business next year As the market continues to level out So I'm really excited about the direction of the overall market. Put your phone number in the chat And I want to call agents today If you're just tuning in the agent that was gonna do live calls with me literally Stood me up here like literally went in my a but I don't want to just not go live here I wanted to connect with you guys and see if I could get some of you guys on the phone Let me check the YouTube comments and see If I'm missing some comments somewhere Let's see. Ah, here we go. Yeah, I knew I was missing something somewhere Here we go Hey, what's up, John? I had a great call session today with your script man. I really appreciate you putting the content out Oh, no, my pleasure, man. Was it circle prospecting expired for sell by owners buyer leads? Just circle prospecting some geo leads down in Florida here. Okay. I got you man. How long you've been selling? Yeah, I just got back into it this week. Um, I was a professional poker player for two years. I just You know got back in the game this week Got back in the poker game No in the real estate sales game. I never really tried to sell. I just got my license and never did anything with it Yeah, yeah, no, absolutely man. Absolutely. No, that's cool. So but you haven't sold a single house, huh? Not yet. No, not yet, but I'm excited man. I'm confident. Got you. Got you I wanted to ask you though Let me think What has been the biggest challenge for you as far as like your you're like fun your fun time your relaxed time like You know, like I heard you talk about kitesurfing. Like how do you decide when you just want to go kitesurfing for a day? I'm excited. Just if you don't have anything going on or you set aside time or what do you do? Well, like right now I've got options, right? Because like I've been doing this for 20 years And I built my business up to the point where like I know how the game works. I've got my clients You know built up, um, you know my me and my assistant. We've been working together for eight years We've closed I've closed a hundred deals a year ever since I've had her for eight years straight And so we know each other front and back in terms of business how to how to do the transaction what the process is like What her role is what my role is so we have this down to a fine tooth like all the way down as far as you can Get it in terms of a very simple system And so like you're not there yet, right? And so like when you're in the building your business phase trying to like figure things out Um, we go out there and build your business and and create those systems and see what works for you And see what doesn't work for you and stuff like that there really is no fun time You know what I mean like when I was like when I was coming up in the business, bro I was working 15 hours a day for 15 years until I figured this thing out And like there were moments that I would go through phases where I didn't even work out I didn't go to the gym at all because I was just so focused on my business I wanted every waking hour to be building my business And then I would get to I would get to a good place in my business And then I would start working out again And then I would hit another place of growth where it's like wow Here's this opportunity. I got to go get this and I would go through the same thing. I would do nothing but work Um every waking hour until I got to another good place It's like you hop from place to place like you hop from You know successful. Let's just call it like a stone in the water. You kind of like hop from one to the other Um, you know through life You know based on kind of what gets you excited because like people get in the business They're super excited about real estate, you know And then once they you know put a good five or ten years in and figure that thing out They kind of get like a little complacent and stuff and at that point you either ride life out right there Or you find something else to to to you know to poor fuel on that fire again To get you excited with that next thing like there's always another thing there's always another level There's always something else out there that you could be doing to take your business and take your life To another level. It's just where's your ambition level? You know what I mean? Some people don't have the ambition to actually go to that next stone so To answer your question man, like when you're when you're building your business and stuff Like for me, there was no fun time. There wasn't a downtime No, but like when when I was uh when I was but when I was coming up though I would take about a week. I would do like a week long vacation towards the end of the year every year Right, you know and like I would try to like hang out on sundays kind of thing But like I was working monday through saturday every day all day long and sundays a lot of sundays I would be showing property and doing open houses and stuff. So I don't know man. Like it just depends on what kind of business you want I just turned 21 years old. So it's like, you know, they go all my buddies are like, yo, let's go do this Let's go do that. I'm like, well, hey, I'm trying to do this thing now. So and I've been good about it But it's like, you know, I want I want to do something with you. I don't want to just be like never seen my friends again You know type saying I'm just I'm worried about that. Which is I don't want to be worried about getting busy or anything But you know, it's just sometimes you have sometimes you have to say goodbye to your friends, bro Yeah, yeah, I mean sometimes like like I don't like I don't know you I don't know what's going on You know what your situation is but like if you want to do like big things you can't like have both You know what I mean? Like you've either got to commit and your life has to be this for the next five or 10 years Or you just dabbling this and you go party. You have friends. You do all that stuff. You know what I mean? For me, it's like yeah, and so like what I did is I just switched my friends You know what I'm saying? Like I just I went from like, you know, like look at your friends Okay, and whoever your friends are and wherever they are in life in terms of business and success That's where you're going to be as long as you're hanging out with them And if they're not where you want to be business wise or happiness, it's not all about money happiness You know what I mean? If they're not, you know extremely happy, uh on top of You know having a great successful, you know financial business life as well You know, I don't know. Maybe they aren't maybe maybe find some new friends, you know what I'm saying? I don't know Yeah That's just that's just that's going to be like that's just a decision decision you've got to make And decide like what kind of life you want to live, you know what I mean? Nope Nope, I mean like I used to do that back in the day, but like I had to quit doing that to get where I'm at Right like I used to drink all night. I used to go out all every day I used to do everything you're talking about and like until until I made a decision in 2014 That I wanted to go to another level that was like I made it as far as I could make it under that under that type of lifestyle, right Right And then I decided that that wasn't that well that wasn't as high as I wanted to be I wanted to go much higher Yeah, and so I had to make it Yeah, yeah, I quit drinking in 2014 and that was the first year I did a hundred deals So the year before that I probably did like 60 70 something like that But um It's not just the 30 deal difference, right? You're looking at everything on a one-year increment Like you got to understand it's the consistency of the hundred deals every year and the fact that I said, okay I'm going to go write books now and I'm going to go do public speaking and I'm going to do social media And I'm going to make videos and I'm going to coach agents. I would have never done any of that stuff if I didn't continue drinking Never I would we would not I would not be here talking to you right now If I didn't continue drinking I would double just continue to make a half a million a year or whatever I was making at the time and that's all I would have been but I'll tell you this I wouldn't be anything because I'd be dead right now, right? And I or I'd be in jail like I'd be dead or in jail right now if I wouldn't quit drinking I promise you because you guys see how hard I go on social and on videos and in business and How like passionate I am about helping people and stuff like that Like imagine having that same drive at a bar to out drink everyone and to party harder and to go longer and to do And to do the craziest stuff and to out dance all the dancers and to do everything You know what I mean? Like that I was the same as I am now with you guys in the club and that's not healthy, bro Right, that's not healthy. Yeah Falling today in like two really big subdivisions that I really want to be in and it seems like there's an agent in there That's like super well established Yeah, yeah, and like everyone was saying when I got to the part of the script where I was like, hey Who would you work with they're saying this agent's name? Yeah, I'm like, okay Geez, this this lady's the queen of this place. Yeah, you know, do I just keep moving or is there like should I be like Hey, if you need a backup, I'll be I'll be your backup. If you ever do anything to me or like What do you think I should be saying and that's about when it's when she's just like the queen of this subdivision Number one bro, don't pay attention to the fact that she's the queen of she's not the queen of the subdivision Okay, number one and listen whenever there's these situations where there's a And by the way guys if you want to if you want to get on a call with me Just put your phone number in the chat And I'm going to call some agents and today the agent that was going to do live calls with me stood me up So we'll see how this works out. But like when there's a when there's an agent that's like dominating a subdivision um What like number one that's a great opportunity because a lot of agents are going to stay away from that subdivision Because they think that that agent has it on lockdown, right? Okay, so that's the first thing is like there's less agents farming that subdivision and calling that subdivision The second thing is the fact that if that one agent is dominating in there, I promise you there's a there's a there's a Large group of owners in there who doesn't want to do business with that agent Right, but they don't really have that many options unless they start like searching around online for an agent or something They don't have many agents like hitting them up because people are scared to make calls in there Whatever because that agent is dominating because like so you have this situation where less agents are dominant The less agents are calling the subdivision Right, and there's a group of age of owners in there who don't want to use that agent that's so-called dominating the subdivision, right? Yeah, so it's an incredible opportunity Number one number two when you talk to the owners and they say oh, I'm going to use the queen over there Whatever say cool. Well, listen, I'd say listen. Well, I'd still love to stay in touch with you That's okay Boom Do you think it is? It's not It's not it's not who says that she has the exclusive right to sell anything that comes up in that neighborhood who? Nobody You know what? Dude, listen if you're listen if you're not stirring the pot and you don't have agents calling you and getting upset with you That because they feel like you're going to steal their clients that aren't even there's then you're doing something right Yes Yes Yes, you know how many you know how many angry agents used to call me back in the day when I was just crushing the phones and sending handwritten letters and postcards and Agents were calling me like upset that I'm infringing on their their territory and stuff. I'm like Listen, I don't know like who's who like Allowed you to say that you can claim a territory But if you want to we can get on a three-way call with the border realtors and talk about it Yeah, you know tell the agent listen I don't know why are you trying to run me out of here and run other agents out of here But look what I mean since since this is the case You know, I'm sure you wouldn't mind if we just get on a three-way call with the local border realtors So we can really hash this thing out. What do you say? They're not going to get on a phone call with the border realtors because they know that what they're doing is against the code of ethics Oh, yeah, I mean still though. It's been going well. Like I got two appointments in the last three days and two buyer leads. So like I mean even still nothing gets me more upset Dude, nothing makes me more like Fired up then hearing about an agent who feels like the universe owes them an entire subdivision Yeah, yeah, it's it's it's the most entitled like It's you know scarcity Like, you know, like, you know, look listen Agents, why don't you do your job and go try to help people not just in this subdivision, but all subdivisions, you know what I'm saying I don't know man. Like are you just too late? Are you too lazy to venture out into other subdivisions? Like if you the thing is is this is fair game over here And like I can go after these clients. They're they haven't signed anything with you So they are absolutely fair game per the local border realtors and the code of ethics That you're supposed to be abiding by Right and so Listen, this is business. I'm out here trying to survive and provide for my family Unless you're going to start paying me a commission to stay out of that subdivision then I'm going to call the owners He was like, you know, I called some lady and she was like, oh, this is Excuse me. I shouldn't say name. This is this girl's this is this girl's territory. You better be careful. I was like, yeah, okay You know like She's going to send her hit man down there to break your legs. I'm like, damn, okay? This is what's going on out here. So it's not what's going on, bro. It's not what's going on Listen, the the thing is is like you get in there. You call that subdivision within a matter of an hour, right? How many houses are in that subdivision? That takes you literally Two hours maybe three at the most to call through that subdivision and boom you're on to the next one That subdivision is an afterthought for us Yeah, I got you Well, hey man, I appreciate it man. Like I you know, it's just you know getting into it Like, you know, everyone's everyone's so experienced and I'm you know, I'm just starting so I'm just you know Not trying to you know make too many waves But now I know I got to make the way as if I want to do what I want to do You know, listen, here's the thing Somebody's going to try to infringe you on the way that you're prospecting and the people that you're going after Then then then they can get it, right? But when it comes to being professional with the agents that are That are doing deals with you and stuff like that. Yes We're going to be the most professional the most easy to get along with Even if we're running into problems with agents and they get mad at us over a deal I'm still going to be nice. I'm going to kill them with kindness kind of thing But when it comes to this subject Bro, let's get on a three-way call with the local board of realtors so we can really hash this thing out Let's get on a three-way call. Tell them let's get on a three-way call So we can we can hear this for ourselves I'd love to hear the local board of realtors tell me that I can't prospect in there because you say you have it locked on lockdown If they tell me I can't prospect in there, then I'll quit prospecting in there until the local board of realtors tells me I'm breaking some kind of code of ethics by prospecting in there. Then I'll quit prospecting in there I'm going to continue I mean, yeah, you know, it was more of like, you know What's the best thing to say back to some of those prospects and be like, you know, it's better just to say Hey, like the here's what you say when they say, oh, I'm going with the queen You say great. She's a good agent. I've heard a lot about her. Listen. I'd still love to stay in touch with you Is that okay? Yeah. Yeah, sure. Cool. What's a good email for you? Great. Is this your cell phone? Cool. Well, again, my name is this I'm with this company and listen I'm going to stay in touch with you. Let me know if there's ever anything in the world I could do for you. We'll talk to you soon Gosh, yeah Excellent, man. Thank you so much, bro. I really appreciate it All right, bro. Keep keep at it I will take care of that, bro Okay, that was our guy john down in somewhere Let's uh, let's get somebody else on the call here Let's see put your phone number in if you would like me to call you and have one of these I would love to have some heated debate type conversations and that was a good one right there, right? Let's have some uh, let's get some good Good content here. I like this John John ricky caruth. How you doing? I'm good Good man. Where are you at? I was just listening to you listen to you live when I'm just at my house. I'm just hanging out I know but what market are you in bro? What side of the planet are you on? I'm in Philadelphia. Remember you? We'll call in session with me. Yeah. Yeah, man. You doing good? Yeah, I'm doing good. Yeah, I'm not the clothes on my fourth fourth property So I've been almost six months. That's dope, man. That is dope. That is dope, dude Four closings in six months. I'm telling you right now is fire Okay, because it's like it's not not even like what do you mean? Okay. That didn't sound good Bro, it's like are you is this a joke? Was that a joke that you expected more? Oh, no, it's not a joke now. See, what did you expect? Well, I'm not really sure. I mean, I wanted I wanted to do I mean the first year isn't over. I want to do three and a half million Who cares what you say you want to do you don't even you don't understand the business so like what what makes you to the point of What puts you at the point that that you can actually decide how much you're going to sell You don't even know how to and when you get in the business, you don't even know how to do a transaction So so so how can you put a number on how much you're going to sell and then get upset with yourself when it doesn't happen? But listen, listen everything in real estate bro is needs to be you need to be focused on year number two Right Okay, like year number two needs to be your breakout six figure year Your number one you did four in your first six months if you close another 10 Let's say and you get to 14 or let's say you even get to 20 That's going to be a lot more than three and a half million right there But The fact is is that who cares about that because the first year you're learning how to do a Transaction write a contract learn mls Learn how to talk to people create a database do all the follow-up put everybody in your cerium do all that stuff So that you actually have this foundation in place To really crush it year two like all your expectations should be year two Right after you actually learn the business a little bit and then you have a better idea of what your expectations need to be You know what I mean People are putting too much weight on year one When all the weight needs to go on year two after you've learned everything in year one and then people are like having like mental breakdowns and like um, you know complete like down spirals and Uh, you know depressions and stuff because their first year They didn't sell 30 properties or they didn't do what they thought they were going to do or whatever and it's like None of that even means anything Like you got in this business to be in it for 30 years Who cares what we did year one as long as we're learning how to do the business? Let's focus on year two three and four Right here. It makes sense. Yeah, sure the average agent that actually survives in the business sells their first property At month number six On average new agents sell prop sell the property their first property in six months, right on average Do you understand? For 90 of agents don't make it through the first couple years So here you are the average is six months to one deal You've done four deals in six months and you're like, well I don't know. I just I was just hoping for more You know what I mean and you're doing like four times more than the average new agent On top of the fact that 90 of agents don't don't even make it. So the 10 who make it Sell their first you're like, okay Just think you're in the top 10 just to sell one in the first six months So out of the top 10 you're even four times higher than those people because you've closed four in the first six months Do you understand? Like what kind of caliber and like what the percentages are and like where you are and the percentile wise of that No, you're you're like top 1% of 1% of 1% and stuff like that right now. Do you understand? Guys, you got dude, you have to put this into like realistic logical perspective, bro You don't understand like how like far out there like, you know, how many agents I know that would die Die to even have one closing in their first six months And I get the ambition, right? I love the ambition side of it at the same time But what I'm what I've been trying to do lately is try to bring people down just a tad not all the way just like Enjoy the fact that you're top 1% of 1% like yes Let's continue to try to like sell 5 million in our first year 10 million first year I get that but like being upset because we closed four deals in our first six months I don't get that part out You sold four properties like slacking I just think if you would have just think just think if you would have went hard So it's like once you stop doing it and it's tough to get started. That's like, you know, it's been two months Yeah, I haven't even called. Yeah Yeah Well, cool, man. What can I do to help you? You what Just got you Got it, man. Got it, man. Cool. And anybody watching this, um, I'm making my last leg of the zero to diamond tour in connecticut Um, it's I'm going to be doing a lot of big giveaways there as well But I'm really excited. We want to make this the biggest event of the zero to diamond tour in connecticut at the foxwoods casino So there's a link in the description here or go to zero to diamond.com back slash events And get your free tickets. These are free tickets Um to the event. I'm hoping to see all of you guys in connecticut All right, cool. John will listen bro. You take care. We'll talk to you soon, brother Okay, guys, we have a special guest here. We have the agent that was going to show up to make cold calls angela Are you there? Can you hear me? Can't hear you. Let's see Well, I guess she uh, I don't know what happened there guys So i'm looking forward to seeing what the story was there with her And being late to the show and all that good stuff. Hey in the meantime, let's call another agent. Huh? What do you say? What do you say? Let's see. Who do we got here? Let's see who we got Okay, okay. Let's see. Pat. Pat. Pat bow Let's get it. Bow bow Bow bow bow bow bow bow bow bow bow bow bow Guys, I went and seen uh, cat williams Saturday pence cola. Holy smokes That was the funniest Chuck It's ricky I'm good. How you doing bro? Cool, man. Cool Yeah, I mean what do you mean as far as people not putting back for taxes? Oh, they don't even know what their business cost them. No, they pride the roller coaster. Yeah It's the nature of the beast, right? Because the thing is is like we're basically running these this this massive like business And we're really just one person or may have an we may have some may have an assistant and some people But a lot of people aren't running their business like a business You know as far as like keeping their books straight and looking at the p&l's every Month and you know seeing where everything all the money's going and how much is coming in and what the real profit was and You know where we can cut expenses and where we can even add more expenses to produce more. What's working? What's not working? And people don't really run their business like that, which is how everyone should run their business Um, hey, listen, I'm included there. I don't I don't necessarily I kind of ride the roller coaster to a certain extent However, I do look at my p&l's Okay, uh, and every so often every quarter My bookkeeper we sit down. We have a meeting We kind of go through everything but month to month, you know, whatever but the thing is is that If you're running one of these like massive teams where you're spending a million dollars a year You know, that's scary That's scary. But if you're running a single agent business like I am whereas You know, um, I don't really like the only expenses I have are like my assistant You know red x constant contacts, you know mls Uh, you know, like a few like some little fees, right? um, and that's why that's another reason why I Preach to run your business like the way I tell people to do it because it doesn't cost anything money You know, it doesn't cost any money $200 for red x Um, you know $20 a month for constant contacts right there. You get thousands and thousands of leads every month. Bam right there I mean, you know, listen, that's one way to build your business not everybody's going to talk to their barber about real estate I'm one of them. I never did the talk to people in public About real estate thing. That was never me never will be me. Um, you know, um, so But there's like there's different ways to do it. Okay, and listen if you're gonna do it the expensive way It's crazy because the amount of people that watch this That try to avoid making calls Okay, by spending thousands of dollars on leads just to turn right around and call them Is absolutely ridiculous and scares the hell out of me Right Some elaborate crm and whatever and then they call no one They're just they're just over. You know, you said in one of your other videos It's fear and when you ask people why they don't call they always say, I don't know And so exactly listen If we're if we're if we're coming back around to like fear calling and people that just won't call and stuff like that It's hard for me to relate To that to be I mean I can relate to a certain extent, but I can't relate to the extent that People won't call like I can I can relate to Like being scared to call like I get that I can I can relate to You know, like just like, you know, what moves I can relate to some of the anticipation Of some negative phone calls and stuff like that. I can relate to it I can't relate to that stopping you from making the calls at all. I cannot relate to that whatsoever. I had the the Hesitations and stuff in the beginning, but it didn't stop me from making the calls. I still dialed the phone and made the calls Um, why because I knew that That was the key to every single closing was going to be me talking to someone So we got into the what I what I want to ask people who are scared to make calls is Is what did you think this was going to be? Right, like what did you think real estate was going to be? Um, what did you did you think you were going to sell property with not talking to anyone? Did you think that like people you knew was going to refer you enough business to like make you a superstar? And you wouldn't have to actually work to find new clients Um, you know, I don't know. Did you think you were going to post on social media? And your phone your phone was going to blow up there again talking to people on the phone everything comes back to the phone Right So I don't know man. Uh, it's it's hard for me to relate It's always the follow-up and and I You know the last few weeks. I really came to the conclusion. So I read just not even real estate sales most times It's the rule of five You know, you got to call somebody sometimes five times to get them on the phone So you got to know that that first time they're not going to call you but so call them back A lot of us don't you go through that list. We don't get them and mark them off that we called them on back Yeah On back because you know, then what's the worst thing to say man? You're really persistent. You keep calling me Well, great Imagine what I'll do if I sell your house You know what I'm saying? So that's that listen You know, there's so many fish in the sea right business is 100 million unlimited And so, you know, just don't for me It's like don't get tied up on like one or two deals or get tied up on one or two clients or one or two bad calls Or even one or two great calls Continue doing the actions you need to to build your business Cool, man. Yeah, no, I I get it. I don't I don't understand the big boys that spend will have a huge expenses that you know I put back every check I get I put back for taxes Um, you know, so I You look at the big boys like zillow and stuff. I mean I heard I heard a story And then catch this number 20,000 dollars a month on zillow league. That's nothing dude That's nothing. I know teams that spend a million dollars a year on zillow It's crazy and they don't can't follow up on all of them. They just can't they just can't follow up on all the leads So it's like what's the point? Yeah, so let's bring a bunch of a bunch of new agents that don't know what they're talking about in here To call all these buyer leads and hopefully they'll sell something so we can make our money back. Hopefully Right. Yeah, it's just crazy But I think that's the other question just the the other thing that I've learned over the two years I've been doing this is the shiny objects. We get hit we get hit daily with Send us a dollar. We'll tell you how to do this. Let me ask you this Let me ask you this Okay with redx you you pick the property owner, you know, you get their contact information for two cents, right? correct Okay, then there's a 10 pick up rate. So now we're at 20 cents for the pickup Okay, then One out of two of those conversations end up being a good conversation. So now we're at 40 cents, okay 40 cents For the exact property owner that owns the exact property that you want to do business with For 40 cents a great conversation 40 cents per great conversation Right 40 cents. So would you rather a targeted? For the exact person you want to do business with great conversation with them voice to voice for 40 cents or $3 Facebook leads of random people that put put, you know, weird email addresses in there, you know 20 to 100 to 200 zilla leads for one lead For 20 dollars Okay, when you can have for 40 cents a great conversation with the exact property owner You want to do business with just to make friends forever to do deal after deal after deal after deal after deal after deal with I agree with you a thousand percent. I mean the the only the only tweak I've made recently and I'll go after this Is uh with the fizz bows what I do with the fizz bow now is I asked him this question I say that's great. You're doing this. So where are you going? Um, and it's funny. There's a stat. I was reading a gnar. It's like 75 to 80 percent of the fizz bows Guess what they do they use a real estate agent by the next house So So if you're not asking that question, you're kind of silly and then what happens is you build that trust with them And at some point they're going to turn around and say, you know what this guy's helping us find the house Why don't we just let them list ours? So well, that's exactly my strategy with for sale owners I want to know why they're selling where they're moving if they have an agent they're working with on the next buy That's my that's my Go-to strategy for them And then from there. Hey, like you said if they decide to move forward with an agent Maybe it's us Cool, man I'm gonna let you go good stuff brother Okay Okay guys Good conversations today. Let's bring angela back on. Can you hear us? We can't hear you Let's see There's nothing on my end. It's something on your end your microphone may not be working or Something's not working on your end All right guys while she is hashing that out. Let's see who else we can call today That just muted yourself Let's see you there Oh, let's see what happened there Hello testing you there No, still not working, huh? All right, let's see. Let me jump on a call Let's see Looking for a phone number guys. If anybody wants to hop on a quick call Put your phone number in the chat Let's see got one right here Angela continue to figure out her technical difficulties Hey, christine It's ricky. How are you? Awesome. I'm doing great. How about you? I'm doing fantastic. Good to hear from you. You're down in miami Yes, I I have just started your 28 day challenge and I'm on day three guys get this speaking of the 28 day challenge I am revamping the entire thing. I'm gonna make it a I'm gonna make it a 60 day challenge instead of like the 90 day action plan the 28 day challenge It's just gonna be one 60 day challenge. So I'm really excited about that. But yeah continue Yeah, so so far. I mean I've started with red ads and um, I've been doing my cold calls today and Today was actually the first day where I felt very excited and motivated Um, and I think I watched like your video of how to get over that fear of doing the initial cold calls And one of the things that kind of stuck with me was where you know, you're like You're not able to get that experience unless you do the calls. So now I'm like just like sticking through it I'm like, you know what? I can build it and just you know, know how to Exactly flow the conversation just by taking my time But um, one question I wanted to ask you is let's say if you are like, what do you do when you feel like you're losing that motivation? and You know, you kind of want to kick things up a notch When you've lost your motivation you need to kick it up a notch Yeah, like um, as a new agent there's been moments where you know, I just kind of get discouraged because I'm hearing all the Nose and nose and then um, you know, I'm I'm trying to just motivate myself to just keep pushing And I know there's someone out there that is excited to work with me and I can help But you know, like sometimes from the up period to the next I'm kind of like You know just falling a little bit short and a little bit afraid, I guess I'm a little short. What what are you falling short on? Um, I don't know sometimes I just get a little bit discouraged. I got you. I got you Listen, it's a hundred percent normal to feel discouraged, right? That's completely normal. That's going to happen to every single agent Right, so know that know that that is one of the natural stages of a real estate agent And so now hopefully just knowing that one thing right there helps you kind of, you know Calm down, I guess like, you know realize that it's okay Right, so that's the first thing is I want you to realize that it's okay to feel the way that you're feeling Because it's totally normal Like and and like now hopefully you realize wait a minute if this is a real stage that every single agent goes through Then I'm fine Right, this is what you're supposed to feel You what you're trying to do is you're trying to create this life for yourself You have this dream of becoming a real estate agent and then living a life Um You know that's not the nine to five anymore, right? That's you know, you're free of a lot of the Things that most people aren't free of and and and and like, you know Like clocking in at work, you're free of that You don't have to do that when you're a real estate agent To a certain extent you have to work and you have to work hard But you know, you're not tied to somebody saying you have to be right here at this desk eight eight hours a day doing this That and the other that's not what it's going to be It's going to be whatever you want it to be and you can go as fast or as slow as you want depending on your ambition so understand that like Disappointment is part of the game and you should embrace it and say cool This is exactly what I knew was supposed to happen. It's happening. I'm feeling disappointed So the faster you can get through that stage, you're going to go through stages where it's like disappointed excited frustrated disappointed excited Frustrated disappointed you're going to go through those stages over and over and over again, right? So what you need to do is just pick yourself up and say and look around and say, okay Self this is harder than I thought it was going to be sure But is it impossible? No, look at all the other people that are selling Look at all the other people that are successful in real estate if they can do it. I can do it And when you start to realize that you start to get this overwhelming sense of excitement again And now you're like, you know what? I can do this And now you're back to the excitement stage and then you work work work for a couple weeks You start to become frustrated Right, and then you go to that disappointment stage again that you're at that you're at now But every wave that happens you're getting a little better little better little better Your database is growing little by little by little you're running into more motivated buyers and sellers and you have things going on Every little cycle that you run through and you get to a point where you you you stay leveled out This is what I would say All right, how many active buyers and sellers are you working with right now? Right now I have Two active buyers and one seller. Okay So the most common answer is four Now with you working with two buyers and one seller How many deals do you think that's going to equate to I guess A few more down the road like each one and think about like four or something maybe 16 No, I mean like how many deals like in the next like two or three months Oh, okay. Um, I guess Probably um two Yeah, no, my daughter came in here. I wanted to show me. She got me something. Um, you said two deals Yeah false No, sir, not gonna happen Statistically speaking four active buyers equals point eight deals, which is zero You my friend are working with zero deals right now Do you understand? So what happens is is we concentrate on the three buyers and sellers we have And after none of them work out maybe one works out maybe two but statistically speaking none work out And we're like that's point five deals And like after none of them work out then we're sitting here like okay now what Understand that if you want to close one deal a week One deal a week you need to have 15 plus Buyers and sellers active buyers and sellers that you're working with Okay, gotcha. If you want to if you want to if you want to close one deal a week Get 15 to 20 buyers and sellers on a separate list from your database that might do something in the next four months Maintain that number whereas if one of those buyers or sellers moves forward They're off the list if they go ghost they're off the list if they decide if they tell you they're not ready right now They decide they're gonna hold off. They're off the list only buy only active buyers and sellers So now you have 15 Some of them are gonna come off the list here and there And you're gonna you've got to have a machine in place that's adding to the list to keep it at 15 Yeah, you understand Yes, so your problem is pipeline You have no pipeline Yeah, I mean, I'm working on building it right now. I started about like two months ago. So I'm I'm still just trying to like build up my Um Just just pretty much trying out the cold calls and getting into it and I like how you focus on relationships over transactions and not seeing just like the deal instantly because that was Where I felt like I was kind of like, you know losing myself where I would try to you know get that Listing immediately while I was having them on the phone and now I'm I'm seeing like, you know, it's not just only right now It's down the road. So right For sure, let's keep this mindset. But listen to me Don't get so caught up in that that we don't recognize the immediate deals. They're right in front of us Okay So yes, true The majority of the people you're running into are future deals, but there are some immediate deals in there Don't be don't be so focused on Relationships that you're not paying attention to the fact that they're ready to do something now Okay So so listen, you know where your pipeline needs to be You want 15 people on that pipeline and every day you scan that list and see Look at every situation on that list and decide what you need to do for each of those situations to move those situations forward Maybe you don't do anything. Maybe you have to call somebody. Maybe you send an email Maybe you send some properties. Maybe you're showing property to this one today Maybe you need to call about this one or follow up with that one. Whatever You you'll take notes and you'll know where you are on all of them But do a good job of keeping up with them and keep it at 15 plus And if you do that within the next say three or four months, you will start clicking one deal a month one deal a week That's how you have consistent closings. You keep your pipeline full And and a lot of people don't understand what that benchmark is They'll work with three, four, five buyers and sellers and think they're good. No, you're not that's one deal at most Short term now those may turn those are going to turn into deals long term. Yeah, but I'm talking like we need closings now Yeah, right Cool Okay, awesome. Thank you so much for your help truly I promise you I 100 appreciate you. I am a big fan and you're just killing it No, thank you so much and listen keep up with me and keep me informed of your success Hello Yeah, did you hear me? No, I lost you there. I said I said I said I appreciate that and keep me informed of your success 100 well, and I look forward to our call 90 days from now. Okay. Got it Awesome. See you. Bye. Bye Okay guys, we're gonna give angela one more chance. Let's see what we got here You there No sound Nothing working This is this is I wanted to talk to you to figure out what happened because you know We started for and I sent the email to be here five minutes early So we could do sound check so we can make sure this worked and then we can make the calls But that's okay. Well, uh, we'll reschedule guys. This is angela. She's gonna make calls with us one day So just send me a message and we'll reschedule cool Okay, guys Enjoyed this little q&a session a little call in session really enjoyed it We'll do this again. I'll do this again sometime soon. I appreciate you guys so much and we'll talk to you next time be good Let's go