 When this thing does turn around, you're going to have a ton, and I mean a ton of sellers that come out the woodworks that want to list their property. Once they realize we're at the top and it's kind of leveled off. Like how else do you handle like the ups and downs and the frustrations and the disappointments? There's no other way to handle them except for to just keep moving forward. You can't go backwards. I mean backwards is quitting. So there's only one way to handle them and that's just to move forward. And here's the thing. Every single person is going to hit those moments. Every single person. So if you look at the top producer in your area, you need to look at him and think, he went through what I'm going through right now and probably even worse because think about it. Whoever the top producers right now, chances are he didn't become the top producer overnight and he didn't have a lot of the advantages that you have technology wise. I know I didn't have any of these advantages. Hell man, I don't even want to tell you what I had to go through to get where I am. You guys have it made to the nth degree, you know, and you're talking about how do you handle toxic situations? You know, I don't know, I don't know, you know, dial 100 people in three minutes flat and do what took Ricky eight hours, really 15 hours to do in a matter of an hour and a half. You know what I'm saying? You can compress your time and what you, your productivity can be pre-compressed into, into 10 times faster than what it took me. I get this question like, what would you tell your 20 year old self? And the answer is nothing because the way that everything played out, right, was absolutely perfect up to this point, right? Because if I wouldn't have lost everything and went through what I had to learn through that moment, then I wouldn't have appreciated it enough to build the foundation that I built after that, right? And I wouldn't be worrying now because I wouldn't appreciate success enough to not take it for granted enough to actually build a real business, right? That, see, when you build your business the way that I'm teaching you guys to build your business, it doesn't matter if a market crashes or if it explodes or it doesn't matter if people don't want to use you as an agent or if your buyer goes ghost on you. It doesn't matter if you, you know, screw up your social media or make some people mad at you or, you know, sound dumb or make a mistake that cost somebody 10 grand, you can just pay it, none of that matters. So if I could go back, right, I really wouldn't tell myself anything, I'd be scared to tell myself anything because if I didn't go through what I went through, I don't, I don't know that I would be where I am right now or I don't know that I would be pushing as hard as I push at this point. There's so many things swirling around in my head. Next year, okay, 2022, I feel like my only responsibilities career-wise are going to be creating great content, continuing to spread my message, traveling and speaking and taking care of my family. Like I literally think that's going to be my life next year is just social media and speaking. And if you notice, I didn't say sales in there because I honestly don't think I'll be in sales. I mean, I'll be honest with you. I don't think I'll be in sales. Like I told you guys before the end of last year that my goal this year was to do 70 deals, right? So I've done 100 deals a year every year since 2014 and this year my goal is to do 70. Why? That's actually a challenge for me because I have so much business just falling in my lap from the brand that I created that to do 70, I'll literally have to turn business down. And for me to do that is the hardest thing in the world to do. But the thing is, is the reason why I want to give myself that challenge is because all my other businesses are really adding up to be like monstrous. It's like a monstrous situation. I thought my real estate business is monstrous. And by this time next, by the end of the year, those of my other businesses will like, you know, my real estate business will be literally like, well, the other businesses will overshadow my real estate business so big, so much that I'm really not going to have a choice at that point, you know? And then I'm going to have to go, okay, where's full value out here, right? Well, how can I give the world the most value? Because that's what it's going to pull down to. And the value that I bring agents through my social medias and coaching calls and speeches is really where I bring the world the most value. And so that I think that's really kind of where I'm going to land over the next 12 months. They get really excited during this great new business, skies the limit, get excited. A couple of weeks go by, they get frustrated because they can't learn everything in a day. They see this amount of knowledge you have to learn. Then they become disappointed, right? Because they didn't sell anything in two months. So like they're excited and then boom, they crash with disappointment and frustration. It happens every time, right? Even the ones that do get a quick sell, then they have a false insecurity in the business and then they start, then they think that's how the business is done. You can get a deal that quick and then they don't get a deal for like six months, you know, and they're like, wow, you know, this, this, you know, that here's my frustration and you're going to hit those peaks and valleys of the emotional roller coaster and just realize it's completely normal, right? So just chalk up the first, first year to, if I get five, 10 deals, that's amazing because at the end of the day, a first year agent, they just look at the bottom line. They look at transactions like, okay, I did this many transactions, you know, that's my win or loss, you know, here's, here's what I made in commissions, but there's this whole other world, right? You learn how to write a contract worth a million dollars to you. You learn how to use MLS worth a million dollars to you. You learn how to talk and you added a few people to your database worth millions of dollars to you. You literally made millions of dollars that first year through the knowledge that you gain and nobody's even talking about that part of it. They're just saying offsold five properties, wow, wow. And it's like, dude, five properties is incredible, along with the millions of dollars worth of knowledge that you acquired. You know what I mean? When this thing does turn around, you're going to have a ton, and I mean a ton of sellers that come out, the woodworks that want to list their property. Once they realize we're at the top and it's kind of leveled off, you know, because that's the higher they're not selling because they're like, it's just going to keep going. Why would I sell? It's going up, you know? But once they get the idea that things are starting to level off and it's not really going up anymore, we're going to see the market get flooded with people trying to make sure that they get that highest price before it starts coming down a little bit. In regards to that with market trends and kind of the market being crazy right now, naturally you've been an agent for a while. So like you mentioned earlier, you don't really get to start off with all the fancy technology and dollars and all these systems for someone who's newer or maybe, you know, there's agents who are in the works of becoming an agent right now, studying for their tests, perhaps, what do you think is worth our time and worth actually putting money toward? Or what do you think, you know, are things we should stay away from? Or do you have any opinions on that? I honestly think this, man, I honestly think that, that you like, if you're a full-time agent and even a part-time agent, you can take this and kind of rearrange it around your schedule, right? But I think if you're a full-time agent, I think you should be looking at eight o'clock, answer emails, organize business, schedule your day, 8.30, figure out who we're calling from 9 to 12, we're just making calls, we're just making calls, listen guys, that is technology, that is finding phone numbers and a snap of a finger, that is hitting a button and auto-dialing numbers, just ta-da-da-da-da-da-da-da-da, like a AK-57, I didn't have this when I was coming up, you know, you're going to get some internet leads, you know, from somewhere, right? And you're going to want to incorporate those into your calling sessions from 9 to 12 or like Monday, you might do all internet leads that you picked up over the weekend. Tuesday, we're doing old expires. Wednesday, we're doing circle prospecting. Friday, we're following up. I don't know, you guys got to figure out the formula that works best for you on how you're going to structure and who you're going to call. All I can tell you is that if you spend half your time on the phone and half your time on marketing and social media and stuff like that, you will be the most dangerous agent out there, right? Because when you combine the fact that you understand that voice to voice is the common denominator, real conversation is the common denominator for all closings, when you realize that, when you realize business is unlimited forever and that you can't talk to every single person in your market, you really combine the fact that you're young and great at social media, when you combine the fact of voice to voice and digital marketing, that's when you become the most dangerous, dangerous agent out there and then when you put all that on the back of building relationships over transactions and building your database on the front end of a weekly email, it's over, it's over, it's done, it's over, your career is done, now it's just a matter of will you do that for 10 years to get to where you're doing a million dollars a year, to where you can, at that point, rely on your weekly email to continue making the million dollars a year and go build other businesses. Like I've been kind of a part-time agent because I'm spending, I'm a full-time entrepreneur, like I'm building other businesses and people can take that extra time and they can go spend more time with their family if they want to or they can do what I do, they can go build other businesses and spend more time with their family, I'm kind of doing both.