 I think everything is a practice run. Like you have to look at everything like it's a practice run because you're never going to be at the top of your game because there's always another level. And so if you look at it like when you're making cold calls, if you're scared to make calls, right, go ahead and make 5,000 calls, not expecting to get any deals out of it. Look at that as a practice run, right? These speeches I'm doing are practice runs for me. This is practice. Same here. Right? When I start speaking for thousands of people, that's going to be practice for me, from what I'm going to talk to, tens of thousands of people. Everything is a practice run for the real thing that never comes. What's up, everybody? Welcome to the Zero to Diamond podcast. I'm your host, Ricky Karoof. I'm on a mission to help reduce the failure rate in the real estate industry by helping you master your skills on the phone, conquer your fears, and change in your mindset. Now, let's get into the show. What's up, guys? Welcome to the next episode of the Chris Donaldson Project. This is your host, The Chris Donaldson, and I'm so glad that you guys are deciding to join us for another episode of the project. Now, I'm super excited, especially early on, to have my good buddy and Alabama's number one, former number one, multi-time number one, realtor, my good buddy, Ricky Karoof. So this episode is going to be a little bit different. We are both here live in the Atlanta Tech Village. We both literally just walked off stage, and now we are going to deliver a little bit more value to you. So as a reminder, this is your first time listening. If you're a realtor, this podcast is for you. If you're a solo entrepreneur, this podcast is for you. If you're running a household, thinking about running a business, if you're stuck with an obstacle that you need to get over, this podcast is for you. So if this is the first time you've found us, you're in the right place. Well, man, Ricky, how are you, dude? Good, good. Really good. Yeah. So we're both just fresh off the stage. Now, we're at a real estate conference. So we were doing our best to talk to realtors, you know, in two different rooms at the same time, which was, you know, kind of interesting. But real quick, why don't you just say hello to the audience and remind them who you are? Yeah, absolutely. Thank you guys for having me. Ricky Carruth, I live in Orange Beach, Alabama, the, the, the, Alabama is actually the, the, the country's best kept secrets is what we call ourself down there because beautiful white sandy beaches right on the Alabama, Florida line. There's condos up and down the beach. We have 6.5 million visitors to our area every year. And the population is about 20,000 people. So it's a huge resort area. I grew up there. I was blessed to actually grow up there. And when you grow up in a place like that, as a kid, you take it for granted. You don't, you don't know how good you got it until you, until you try to venture out and, and, and, you know, try to, to, you know, see what else is out there in the world. And then you realize, wait a minute. I grew up in the most beautiful place. I grew up in, in, in one of the best places you could possibly live, right? There's not a lot of crime. We don't worry about a lot of the politics. There's, there's, there's so much about Orange Beach that you don't worry about as a resident that the rest of the country does worry about if you want to worry about stuff. So super blessed to have grown up there, lived there, worked there, sell real estate there. And, you know, I've been selling for 16 years. I went through the ups and downs of the market, you know, I lost everything. I fought back, you know, and here I am. And now I'm just trying to make a difference in the world. So, yeah, and I love that about you because I think our missions are pretty aligned there. And so for those of you that are realtors, you know, you found your duo right here. But if you're not in real estate, I want you to pay attention because part of the Kristallnachtson project here is we're going to talk about similarities between when you're running any kind of business, whether you're an insurance agent, a real estate business, whatever it is that you're doing, if you're in the mortgage side of things, solo entrepreneur, there's certain things that people are getting right, certain things that they're getting wrong, and we're really interesting times right now. Because you're like me. I was just talking in my room, and I don't know what you were talking about over here, but I'm this generation they've recently identified as an ex-sinial. Have you heard of this phrase yet? No. So, think about this. Let's see if you can identify with this. So you grew up in Nintendo. But we still had to call girls on the phone. When we got to college, there was no Facebook. Cell phones were still analog. But then in our early adulthood came Facebook and the iPhone and all these various things. So we're not really generation X, but we were not really millennials. We're kind of smashing between. Yeah, that's true. That's true. That's true. I like to say all the time about how when I got in real estate, there was no Zillow. There was no Facebook. There was no Trulia. There was no really complicated CRMs. There was no social media period. And so when I got in real estate, I had to do everything the old fashioned way. Phone calls, emails, postcards, letters, all that. And then I grew my entire business that way. But once I made it to the top, I just put my head down at work. By the time I made it to the top, I got to catch my breath 15 years later, I look back at, wait a minute, Facebook and social media and all these things have been around for maybe five, six, seven years by then. And I was like, man, I think I might have missed the photo of something here by just being blinded by just trying to be the best. And so now I've incorporated all these old school techniques with all these new technology techniques. And now it's a monster. And so what's really cool is I'm at the age where, like you say, I was young enough not to have grown up with it, but I'm still young enough to know how to use it as opposed to like my father or people that are 60, 70 years old. By the way, they're really catching on quick, but I'm a little more tech savvy than they are. So to me, I think the Ex-Lineals are the most dangerous. I think Ex-Lineals are the most dangerous business people because we understand the old school methods. And we're young enough to appreciate and understand the new school methods of how to build business. Yeah, I think 100%. I mean, that's why I brought it up. I don't know if you've heard that term. But now you know who you are. Because the deal is, I'm just as comfortable on Facebook as I am on the phone, as I am in person. And I think that those junior generations, when you look at history, are the ones that have the big shakers and movers. Because we can put our arms on both sides. And we can identify with those Gen Xers and bring them along. We'll email and talk to you on the phone. And then for the millennials out there that want to do nothing but text us or hit us on Facebook or on Instagram, we're there, too. We're super dangerous, right? So I think that the second thing that you said was, it's never too late. Because both of us were late to the game at being way out there. There's nothing on the internet for me before 2015-ish. Right, right. I didn't hit social media until 2017. Yeah, exactly right. January 2017, if you go back to my Instagram, you'll see my first post of January 2017. I didn't have an account until then. And then after that, I mean, it's only been a year and a half that I've actually been working the internet to grow. So. I mean, of course. So you're not afraid to push the limits? Absolutely not, man. And I know that about you. Yeah. But so, just to recap real quick, I think the biggest, and we both talk about this, I say it as perfection is the enemy of progress. People wait for the right time, the right thing, the right medium, everything to be perfect. And then I'll do it, which never happens, right? It's a procrastination statement. For you, it's like, I'll just go do this and see what happens. So what's the number one reason, just boil it down to one, that you think people don't take action when you know they should. Like if you tell them you should do this on Facebook, it will make you money and they don't. What do you think's the reason? Fear. Fear, right? They're just scared. And what are they afraid of? I don't know. Me either. There's nothing to be afraid of, right? But fear is the number one thing that holds people back. And what are they scared of? They don't even know. Like what's gonna happen if you do that Facebook ad? What's gonna happen if you call that person who you never talked to? What's gonna happen if you, you know, whatever your, if there's something that you know is gonna grow your business and grow your personal, you know, development, you know, and it scares you, but you know what's gonna help you grow? Then you need to gravitate towards that. It's like today, us public speaking, this is not my forte. Public speaking is not my thing, although I'm starting to enjoy it more and more, but I get nervous. I mean, I get nervous before the speech. You know, when across the street in eight of the Indian place, they like two bites and threw it away because I'm nervous, right? Even though it's a small intimate group, everybody loves me, everybody knows me. It's still a fear that I'm getting over, but I know that it's gonna help me grow overall what I'm trying to do. Wait, wait, wait, wait. Everybody in that room knew who you were before you walked in? No. Okay. So let's start this over again. Probably have, probably have. But in your head, you were thinking that, which gave you comfort. A lot of them knew me that I didn't know knew me. Well, hold on. Like I assume, I assume nobody knows me, you know? And then, and then, and then when I find out, like afterwards, like I was talking and all these people were watching, and I'm thinking these people have no idea who I am. Yep. Right? And then afterwards, like eight people come up to me and tell me how I've changed their life over the last year. Mm-hmm. And I'm like, y'all are, I don't wanna play poker with y'all. You know what I'm saying? Yeah, no kidding. But it's a fear is what I'm getting at, that I'm conquering right now, okay? And then once I climb this mountain, there's gonna be another mountain of fear that I have to climb to get to the next level. For sure. Like if you don't- Look at this thing right here. How many people are afraid of that? There's a camera with a light on, right? Most. Most. Not the lady walking behind the camera, the camera itself, right? People are scared to death of it. Yeah. Which is a huge advantage if you're not. I did a video on how to overcome your fear of camera and that's a big thing, you know? It's the fear of camera, the fear of cold calling, the fear of whatever. And you ask the person, what are they scared of? Mm-hmm. They don't have an answer. That's right. Now I think that's a great point. That's one of the things that me and you talked about, talked about before and identify on is that usually the fear is something that hasn't been explored. It's an instant fight or flight reflex. And you haven't really thought it through. So once you ask them, well, what are you afraid of? What's the worst thing that's gonna happen? They almost get frustrated because they know that the answer is not that impactful. And just by you asking them, hey, so what is gonna happen? So you turn on the camera, what's gonna happen? Or you make that phone call, what's gonna happen? Yeah. You know, worst, I mean, literally the worst possible case scenario there ever could be. And then once you kind of just walk through that, you realize the fear is, I don't know. I'm nervous. And then we'll then practice. Right. You know, record a whole bunch of videos for everyone out. Right. You shouldn't be practicing your clients. Yeah. We'll come to that one in a minute. I think everything's a practice run. Like you have to look at everything like it's a practice run. Absolutely. Because you're never gonna be at the top of your game because there's always another level. And so if you look at it like when you're making cold calls, if you're scared to make calls, right? Go ahead and make 5,000 calls, not expecting to get any deals out of it. Look at that as a practice run. Right. These speeches I'm doing are practice runs for me. This is practice. Same here. Right. When I start speaking for thousands of people, that's gonna be practice for me, from what I'm gonna talk to tens of thousands of people. Everything is a practice run for the real thing that ever comes. Yeah. Well, I think that's a big mistake. And we've talked about this. And that is that as soon as you stop learning or stop practicing or stop honing your skills, you soon are gonna be there or like, oh, I've made it, then you become a depreciating asset. Like Michael Jordan practiced every single day harder than everybody else. In every single practice, he started with bounce passes. I learned this from his trainer gave a speech and he is awesome because he explains that Michael Jordan was the most talented and he was the hardest working and he wanted it the most. How are you gonna beat that guy? Right. So far too many people, they become Michael Jordan. They go, I got this. They don't show up to practice. We talking about practice. Right. They become Alan Iverson. They talk about practice. So I don't need to practice my phone calls. I don't need to practice in front of a camera. I don't need to practice my speech. Then is when you get caught. Right. Cause there's always somebody that is practicing that is hungry that will take that from you that will make more phone calls and will do better whatever the case may be. I don't think we've ever discussed this cause I know a little bit of your background but what led you into real estate sales in the first place? Efficiency. I'm a master at figuring out what's most efficient. That's why I'm a single agent with 32 pending deals right now. But why real estate got something else? Because it's one class. Okay. It is the most efficient, like I'm very good at figuring out what's the most efficient move to make at any given time. Why do you think that I'm a single agent with all these deals? Why do you think that I'm able to maintain my real estate business while building the largest coaching company in the universe at the same time? Because I'm efficient. I understand things that are efficient and the things that aren't efficient. I try things out and when I figure out what's, I'm like, oh, when I hit something that's efficient, I'm like, okay, here we go. I'm all in. And so when I was in college, I went to four different schools in two years and I was like, this college thing is not efficient. No. Okay. And for me, not for everybody. And then when I realized that the real estate class, to get your real estate license was one class, I almost fainted because I was so, because it was like I hit the nail on the head. I knew exactly right then and there that that's what I was gonna do. Now what scared me was when I got in real estate class to start learning the timelines. You know, like you get in the class, you pass the class, you have a year to take the test, you have 90 days to find somewhere to work, then you have to take a pros license class within 60 days. And this was a time in my life, I was 19 years old. I was so far away from wanting to be committed to anything that that scared me. I was like, you know, I'm just trying this out. I'm not all in yet, you know? And so I took the class and I was still apprehensive. And I was like, even after I passed the class, I was like, I don't know if I want to do this. I went back home and roofed houses for three days with my dad and I said, I'm going to take the test and I'm going through my real estate license. This is, yeah, this is easier than that. So that's kind of the story of how I got in it. Well, you know, for somebody that knows that process really well, I think that one of the advantages to a lot of industries, real estate's one of them. You know, insurance and some of these other ones. Look, the barrier of entry is there, but it's not this huge giant hurdle. It's the next hurdle that comes after that that most people forget. Yes. Right? Yes. So you go and you pass the test, you're like, okay, I did that. You do your post license and you go, okay, I got that. Then the real hurdle is what? Learning how to sell real estate. And I'll tell you. How do you get listings, right? Well, I'll tell you, real estate is like poker. It can literally, if you talk to the right person, it will literally take you five or 10 minutes to learn the entire game, but a lifetime to master. Yeah. Really good. You can learn poker. You can learn all the hands and what beats what within a matter of minutes. Right. But you start playing and you lose for five to 10 years. You may not ever win, right? It takes a lifetime to master because poker, you have to learn how to read the people you're playing. Same thing, real estate. You have to learn to read your prospects. Read the people that you're playing. And so, I believe real estate is one of those things. Now, what makes it an interesting dynamic and why so many people fail is because there's so much bad information and people get caught up in all the different avenues of success of real estate. And there's so many bad roads there that if they don't get lucky, this is almost luck to run into the correct way to do real estate, then they could be going down the wrong road really fast and end up in a bad situation, you know, but. And look, because of the availability of information because of YouTube, because everybody can have an opinion and publish a book or anything, regardless of their credentials, we see that a lot. So kind of how I think me and you ultimately came together was we're at war with the same thing, which is that idea of failure. That there's a lot of these folks that are failing that have every potential to succeed. They possibly can. They're getting bad info. They're getting bad coaching because what does it take to be a coach? There's no license. There's no license because I say I'm a coach. You don't even have to have sold real estate. No. And look, it doesn't mean, and this is a question I had for you, it doesn't mean that you have to have sold to be a great coach necessarily, but we're gonna come back to that. But what I will say is that if you can have an SEO optimized site, you're on YouTube with me as a new realtor. I'm searching for, how do I do this? And I find, and I go down this rabbit hole, I'm out of money, I'm out of time, I'm out of patience, I'm discouraged, and then I'm another statistic. So I call them the 19, that separation between the 1% that are really making it and the 20% in sales that should be making it, right? There's a big gap there of able and capable people. So I think me and you both know there's no shortage of success. There's no shortage of listings and the amount of business that's out there because there's gonna be a big chunk that's not gonna do anything anyway. You're not scared of it, I'm certainly not scared of it. And so I think that we almost feel the obligation that, hey, what can we do to help? And the number one thing is, let's get real information out there. Let's get this BS out of the way. Let's the idea that you're gonna pay for this program and it's gonna magically, anything that says it's instant or it's a hack or it's short-term or it's the magic or it's any of those things is a trap. Yeah. Don't get me wrong. There's a lot of coaches out there that are legit. Sure. There's some legit coaches that charge. There's legit realtors. Yeah, there's legit coaches that charge. Okay. But how do you know the difference? Cause they all look the same. And this is why I coach for free to separate myself from the entire pack. That way people don't have to make a judgment call. Is he legit or is he not? He's charging. So I'm automatically in that bucket of people who are charging for coaching, right? But then out of that bucket, now which is he? Is he legit or is he not? I don't even want that decision there. I don't even want anybody to even have to make that decision. I would rather be free, make money off books and speeches and actually provide more value than all the paid coaches put together. So. And did you, is that something that you modeled that you learned from or that you thought about with Gary Vee? Absolutely. Yeah. Cause it's the same thing he does, right? Absolutely. I think that the longterm and the question, I have two specific questions for you cause we know each other well. One is, do you think people value free coaching as much as if they paid for it? In other words, do you think there's a percentage of people that because it's free access to you, that will either take advantage of it or not value it simply because they're not investing? I think it goes both ways. If you charge for it, there's going to be people that say it's BS, you know? And if it's free, you're going to have people that say it's, it's not worth anything because it's free. You get what you pay for, right? So, you know, you can look at it either way it goes. Here's the thing. When it's free, see, since I'm legit, since I have good intentions, since I actually want to reduce the failure in the real estate industry, since I actually want agents to succeed, here's the thing. When I'm free, there's no expectations. If I give you everything that I do on a platter and tell you to go do it and ask questions as we go and do live sessions every other week and you do those things and it doesn't work, you can't come back to me and say, Ricky, you suck. You know, your stuff doesn't work. Okay. I didn't charge you for that. So go do something else. Go pay a coach if you think that's what you need to do. I'm just trying to help you. I'm trying to teach you exactly how I do it. And then you can do what you want with that information however you want, but I'm not going to charge you for it, right? On the flip side, when I'm giving everything on a silver platter, right? I can give you every single thing I know on a silver platter without expecting you to pay me. Right. And so now there's no expectations of you paying me. You know what I'm saying? Yeah. I'm not worried about that, you know? And so there's no expectations on either end. I'm trying to really help the industry. If you don't like it or if you think that I don't bring any value, that's fine, but here's the thing. You get a free look at it. Interesting. So the second question is that, do you think somebody to be a great coach has to have been a high producing realtor person? No. Can you explain on that? Because there's some people that believe if you haven't done it, that you can't be a great coach. And so I'm just curious. I don't believe it. I don't believe it. I think that there's a lot of coaches that have never sold real estate that do suck. Yeah. That mean coaches. Sure. But to answer your question, do you have to have sold real estate to be a great coach? No, you do not have to have sold real estate to be a great coach. And I'll take it a step further. People who are super successful in the real estate coaching industry who have never sold real estate mad props to you because you are the hustler of the year to be a top coach in the industry that you've never even participated in. That is hustling to, that's the definition and beyond of a true hustler. So I actually like the guys that have never sold real estate, that coach real estate, that are super successful at it because it's kind of inspiring that they're able to do that, A. And but to answer your question, no, you do not have to have sold real estate to be a great coach. So, and the reason that I like to ask that question for those two reasons, because number one, everybody here is free and they're gonna dive in. The second is that, for instance, Vince Lombardi, I would let him coach anything and he may not have been able to tackle a soul but the guy could coach, right? But I think that when you're coaching, the principles and why I ask about why you got into real estate, at the end of the day, real estate's a business. At the end of the day, the way you're operating, you're within the sphere of real estate, but the same principles apply if you're selling insurance. If you're on the burger's living side, if you have a hardware store, whatever the case may be, right? So I think that actually those principles can be tailored specifically to real estate but where they may have an advantage is understanding that it's kind of universal, it's business principles, a lot of it. We're giving them free coaching, that's what we're doing. But yeah, mad props to them and I think it's really interesting because the reverse is there's a lot of companies out there that make a huge mistake in real estate. They take their top agent and they make them into a manager or try to retrofit them into the broker or a top agent thinks that by being a broker I'm gonna be better off and it's different skill sets. Management and sales and coaching and those things that they all have their place. So I think the reverse can also be true. Somebody can be great at sales and be awful as a manager or a coach and they should not have taken that. So it's knowing what you're best at and just triple, you know, just going all in on that. Absolutely. So I don't think I've ever asked you this. What's your biggest weakness? Organization. Organization. I've seen your office. I'm so unorganized, it's not even funny and I don't care anything about it. Now, do you set specific goals every year? Like various specific as in transactions or dollar amounts that you're gonna sell? I really don't know. Now, so what guides your actions? Like how do you know you're at the right level of activity? Because I give it everything I got every day. Like I'm all in. There's never a moment where I'm sleeping at my house or like I don't take a day off and go do stuff, right? When I'm on social media, I'm trying to grow social media. I'm not browsing, you know, like every second of the day is occupied with something that's productive. And so I'm not hard on myself. Like the results are the results. You can't control the results. Whenever I used to try to make goals around results and you wouldn't hit the results because you made the goal too high or whatever and you become depressed. See, I've been through all this. Yep. And so I learned really quickly, like you can't control the results so there's no need to really make a goal. You can have like an underlying goal that like I would like to do this or whatever. Like this year, you know, like I made a goal to do 1.5 million commissions this year. Oh, hold on, so you did make a specific goal? No, no, no, I'm telling you, there are underlying goals. There are underlying goals that mean nothing to me. See, like I said to myself, you know, that's what I would love to do, love to shoot for. But here's what you can't do. You can't make that 1.5 million dollar goal, right? And then the market slows down this year like it has and you can't control that. All I can control is my daily actions that I'm contacting, I'm connecting and I'm staying relevant with all my clients. And so as long as I'm doing that, 10 hours a day, 12 hours a day, eight hours a day, nine hours a day, then I'm happy. See, there's a thing, there's a really, there's like a gray area with goals and happiness. You know what I'm saying? Because people wanna hit goals and that's just gonna make them happy, right? You know, and if they don't hit the goals then they're unhappy, you know what I'm saying? And so I think that there's a gray area where you can be happy, but still motivated. And you know, you can be content, but still hungry. You see what I'm saying? Whereas you're not, like, I made the 1.5 goal and just see, I'll throw numbers out there. See, the thing is, I'm not gonna hit that. Why? Not my fault, I put the work in. I didn't hit it because the market flattened out because of interest rates, right? That's the reason, okay? That's the reason in my mind, that's what I'm gonna tell everybody, right? So, but I can't control the results, okay? So, but here's the thing, I'm still happy with wherever I'm going to end up because the results are gonna happen the way the results are gonna happen. Well, what if you looked at it a third way? What if you looked at a goal as a percentage of market share? Whether you were growing your share within your office, your board, your region, so you can't control the hard numbers, you can't control the transactions, but maybe it's how many listings, what my percentage is, is it going up or going down? I would disagree with you, only because I think that you have half of that right, that people attach their happiness to the achievement of goals or not, and they've gotta realize that the pursuit is the fun. And so it just gives you something to run at. Check this. To me, market share equals what agent has the most real relationships with the most property owners in the area. Like say there's 10,000 owners, whatever agent has the most real relationships, lifelong relationships out of those 10,000 owners owns the market share, because they own all the future, they own all the future business in the market if they really have those relationships in place. How do you measure that? You don't measure it. You can measure it by results. You can say, okay, I have most of the real relationships in place, therefore I'm going to sell more than everybody in the area, and then at the end of the year, you say, okay, I sold this much, everybody else sold this much. I've got most of the market share. I mean, I don't know how to measure it. I'm just telling you what my philosophy is. How to measure it's a whole nother conversation, but the fact is is that I'm measuring market share on how many real relationships I have with property owners in my area. No, I think that's really, it's interesting way that you look at things, because what I would say is that that's a unique quality that you have that a lot of people need that target to shoot for so that they at least know how many phone calls they need to be making, right? How many people they need to be connecting with? How many relationships they need to start building? And I think if they don't set a number, it gives them an excuse to go, well, I try, or whatever the case may be. I think the goals are good. Like when I got back in, in 2008, after the crash, after I lost everything and all that, I sold a couple things, okay? I had a goal to get 15, I wanted 15 listings. And I remember I had a board, I had a number of 15, and then I got, I had like two or three, I had like three listings, but I had the numbers going down the board, where I was ready to fill them in, you know what I'm saying? And like that was my thing. I was, everything was focused around getting those 15 listings, you know what I mean? So I believe, like for real, like there needs to be numbers involved in goals and all that, you know, I may have took the question a little too deep, you know, early on. No, it's all good. Yeah. This is how you feel about things. There's no right or wrong. This is me talking about goals after 15 years of setting goals and hitting goals and not hitting goals and being depressed because I didn't hit goals and hiring coaches. And this is my conversation about goals after a 15 year career of losing my ass, you know what I'm saying? For sure. So it looks like the sessions are about to let out. So we may have a little bit of noise in the background, but I think it's really interesting. And I think the part of what the project is about here and about what's interesting for me is that there are similarities between successful people and successful agents but there's also, there's gonna be things that are unique about them, right? What's unique about you, I think, if you pulled 100, a lot of them would probably at some point have very specific goals, right? It's gonna drive them, whatever that may be. And I think that your goals are actually wrapped up in there. You just call them something different. I'll tell you what I'm saying. Because you gave me two or three of them that I could repeat to you. What I ended up making a goal when I didn't make that million dollars I wanted to make that year and became overly depressed is I said, okay, now my goal, because the number one agent in the state of Alabama for rematch is in my office. And so now my goal was just to beat him because I felt like if I could beat him, I would be number one. And so my goal every month, each month was to get more listings than he got for 12 months in a row, which I did. And then I was number one that year, right? And so it depends on how you look at it. Be careful with the numbers. Be careful, have relationships in there. Have people that you're like, I have targets. I have coaches, real estate coaches right now that I want to beat. And so those kinds of things drive me. Also, what I really think we're talking here is the same language, targets, goals, short-term, long-term, whatever it is. People use different terms for similar stuff, right? Like I know if we get into YouTube and your Instagram and these various things, I know you have targets, I know you have goals, I know you do. So this whole idea that I don't, it's all fine and dandy, but you can call it whatever you want. But I know that you do. It's the philosophy behind, are you happy? Are you creating a goal because of what people think? Are you doing it for you? Why are you doing the goal? And what does the end result of the goal do for you in terms of who you are as a person and where your happiness is, where your work ethic is? I'm just saying, it's not just a goal, right? It's not a goal that we do and then that, it's a part of your life, right? And the goal needs to be a lot a little deeper than I want to make a million dollars, or I want to get a hundred listings, or I want to, whatever. It needs to, there needs to be purpose behind the goal. Exactly. And that's where people get it wrong. They don't attest their dream, their purpose, their vision first, and then start setting goals. Your goal should be things that fulfill you and make you happy. Right, right, it should be money. Money can be a part of it once you realize what I'm saying, but it can't start out with money. And that's where there's a lot of people who have a lot of money that commit suicide. Yeah, no, I don't disagree. I mean, look, the affluent communities have the higher rates of suicide than those that don't, right? I mean, it's statistical. And I think a big reason for that is keeping up the Joneses and all that stuff. So I think it's interesting that when I say the word goal, you immediately think money. And I think that that's part of the issue is that people don't understand that there's different things you can be shooting for. And there's different guiding principles. And if you start backwards, what do I want to be? What do I want to become? Yeah, I think that that makes it much more relevant. And I think it's really funny when we get on that conversation because the reverse is definitely true. There's so many people out there that use the term goals and this and that. Set smart goals, this is how you do it. People don't even understand why am I doing this? Where does this, $100,000 is my favorite number? Yeah, yeah, yeah. Where did that come from? Yeah. I ask people that all the time. If a employee comes to me and asks for a raise and they ask for this number, my instant reverse question is, where did you come up with that number? And if they give me a religious reason why, like they tell me this will be able to afford my mortgage so I can get out of my parents' house. That number makes sense. But a lot of times just like sellers, that number just came out of nowhere. And if it ends at a zero, it's definitely weird. Right, like where did that number come from? And so I think that it's important to understand that if somebody was to go backwards, like look, I need to pay off my student loans and they're this much.