 What is up, what is up, what is up everybody? Today we're gonna have our live training session. This is your first time here if you're watching this on the replay. If you have any questions whatsoever, feel free to put a comment below or hit me up on Instagram, I answer every single DM. My name's Ricky Caruth, I'm a real estate agent for 17 years, I'm now a real estate coach as well. I'm the very first absolutely free, real estate coach completely free. There's close to almost 10,000 agents in the zero to diming real estate coaching program and it's growing by 50 to 100 agents every single day. So we've been doing this for two years now. It's, we've seen a lot of growth here lately and going harder and faster every single day. I'm starting to travel around and speak a lot. Already this year I've been to Miami, LA and Detroit. I'm going to Baton Rouge this weekend. I'll be in Birmingham and Vegas in February. So I'm lining up stuff for the rest of the year there. I'm going to give it a couple of seconds or even maybe a couple of minutes for everybody to log on and catch us live here. Today we're going to be talking about the market. Is the real estate market crashing? Of course the real estate market is not crashing, but the market is changing and it has changed a lot in the past year. So I want to discuss that, talk about it and I want people to call in. You're actually going to put your number in the comments on the live stream and I'm going to call different agents and I want to hear your two cents on the market. I want to get your questions and we're just going to have a good old fashioned coaching session here. Let's see, you guys give me a thumbs up if you can hear me. Getting all dialed in and set up. Good to see everybody. Cool, cool. So if you guys want to speak, put your number in the comments there. I can see the comments. I can see the thumbs up coming in. Put your number there and I'm going to call you in. I want to hear what you think about the market and what questions that you have. So I'm going to give it just a second and we'll get started and we're going to start with me talking about my thoughts on the market and then I'm going to take some calls. All right, pretty cold up north from what I hear it was like zero degrees in Detroit when me and Blake left there. But today it's really nice down here on the beach. So I hate it for you guys that are dealing with the really horrible weather. It's about 60 degrees here today. It's absolutely gorgeous. So I feel totally blessed about that. Cool, so like I said, I'm going to get into my thoughts on the market right this second. Put your number in if you want me to give you a ring and we'll just go like that. But let's talk about the market for a second. Has the market crashed? Absolutely not, okay? The market hasn't crashed. But has it changed a lot over the last 12 months even maybe 18 months or so? Absolutely, it's changed a lot. As prices went up for about seven years straight and interest rates started to creep up, it put a lot of pressure on the market. Put a lot of pressure on prices. Put a lot of pressure on first time home buyers. Even put a lot of pressure on investors who are looking for cash flow that are with the higher interest rates, it's tougher to clap cash flow properties. Like for example, me on the beach, it's people are looking for the rental income of the beachfront condos. Well, if they buy something for 400, interest rates are up about a point to a point and a half over the last 18 months. So if you buy something for 400, you bar 300 on it. That's gonna be about five extra thousand a year that comes off the top of your rental income that you would have had 18 months ago. So it's definitely put a lot of pressure on it. Now, as Anthony said, historically rates are still extremely low, okay? On top of the fact that mortgage rates have actually come down a little bit here in the last 30 to 60 days. And just this week, the feds kind of put the brakes on a little bit with raising interest rates at all. So there's a lot of really good things happening in the market, to be honest with you. And I'm not saying that the interest rates going up is a bad thing at all. It's not a bad thing. I'm still extremely busy. I still did my 100 deals last year. I'm on track to do more than that this year. It's very interesting because to me, here's my entire goal, okay? This is why I wanted to do this segment on the market crashing because this is the zero to diamond philosophy and the entire goal behind what I'm doing. I wanna reduce the failure rates, okay? In order to reduce the failure rate, one of my strategies is, is to spread the message of how to handle a market crash, how to handle a changing market. And then as the market does change and as the market decides to crash at some point, it's gonna happen, it's inevitable, less agents will have to get out of the business. That's my goal right now is to go as hard as I can to push my message of exactly how to handle the market crash and then less agents have to get out of the business if that makes any sense to you. So the message is this, when the market crashes, closings continue to happen every single day. Let's take any market, for example, if there's a market out there that has say 50 closings a day, okay? 50 closings a day equals 100 people that buyers and sellers, okay? There's two sides to every deal. So that's 100 opportunities to represent a client if there's 50 deals a day happening on average in your market, okay? If the market goes down 90%, that's still 10 a day, right? Or if it goes down 50%, that's still 50 a day, okay? There's still tons of business, even if we take a massive hit in the number of transactions, there's still gonna be closings that happen every day. Now, how do we become the agent that's handling these transactions that are still happening every day? Well, it's very simple. What happens is the first time home buyers, they kind of disappear. Most new agents that have never experienced a market crash, they come into the business and they start working with first time home buyers and stuff of that nature. And then when the market starts to change, those first time home buyers and people in those situations put the brakes on. They're trying to figure out what to do. Really any buyer that's buying towards the top of the market as it changes, they put the brakes on. And as the market's changing, they're thinking, what's going on? Should I wait? And then so they start waiting. And when they wait, and when you're a new agent and you've never experienced a market crash and everybody puts the brakes on, you start to get freaked out because all eight, 10, 20, 30 clients that you're working with are all now waiting. They're kind of in a waiting pattern. And you were sitting here thinking, I had 30 clients, now I don't have any of them that are ready to do anything. Nobody's motivated, what do I do? You don't know what to do. Here's what you do. The people that buy when the market changes are not the same people that buy before the market changes. So what you have to do is continue doing what I preach, which is calling property owners, calling anybody really and asking them what in the world you can do to help them. Talking to new people and finding the people who are comfortable with the market changes and want to take advantage of the opportunity that the market is changing. There's deals to be had. I've sold several condos lately that were lower prices than what they were six months ago. I know three in particular that I've sold that were a little cheaper than what they were six months ago. So there's deals out there, okay? And you just gotta keep working. You can't just stop. You can't just say, my clients put the brakes on, I don't want to do it. I guess I need to put the brakes on or even get out of the business. No, we gotta keep going. You gotta keep contacting people, asking them what you can do to help and build that database. You really do the same exact thing when the market crashes as you did before the market crashes as the market is changing. It doesn't really matter. You're gonna continue doing the same exact activities moving forward. You know, I circle prospect, that's my thing. I use Red X, Geo Leads, I pick subdivisions, I call, I conquer, right? I want to create as many relationships as I can with as many property owners as I can in my area, okay? That's how I'm winning. Then I have on the back end a follow-up system of a weekly email, right? That captures everybody forever and now I'll have this huge business over time, okay? That's how you build it. And, you know, you do that when the market's going up, you do it when it changes, you do it when it crashes. It doesn't matter. You're consistently building your business. Now what you have to do is you have to have a perfect balance of talking to an old client, some past clients, some clients you've already talked to or discussed with and new clients that you've never talked to before. This is what people don't really, this is what people miss. They're not balancing old and new clients, okay? They're just focusing on the old or they're just focusing on the new. They're not taking care of the old clients to stay in touch. You have to find the balance of both at all times and then your business will explode, okay? And you have huge growth over time. This is how I'm selling so many properties, okay? Because I understand the balance. That's what the weekly email does. It keeps me balanced with the older clients and I'm constantly looking for newer clients, okay? And as the market changes, you just help people do what they wanna do through these changes. The market's always gonna be changing. You know, a crash is just another cycle of change. It's nothing, you know, it's more drastic, but it's nothing different. You still get up in the morning, go to work, call people, see what you can do to help them, help them do what they wanna do. Build your database for the future and keep moving. That's it. It's really that simple. So I'm gonna take a couple calls. I hope this is really helping you guys because I want this message to go deep enough into the industry in a way that less agents have to get out of the business when the market does turn sideways. Now, we're in a changing market. The things are a little different. I don't know that the number of agents has dropped at all since this has happened. Maybe, maybe not. Maybe very insignificantly, but I'm just gonna keep pushing. I'm gonna keep grinding. I'm gonna keep working towards my goal of pushing this as far as I can into the industry. And hopefully, it gets to a point where, and it definitely has reduced the failure rate because I get messages all the time from agents from you guys saying that you were gonna quit, you found my stuff, and now you're selling stuff. Now you're on a roll. Now you see the momentum and everything's going great. And that's the kind of stuff that keeps me going. So keep those messages coming. Keep sending me messages telling me how much it's working, how much it's helping, because that's helping me continue to push forward and come up with new ideas to create better content and help you guys to the maximum capacity that I can. I'm really enjoying the ride of being the very first free real estate coach. It's really been a blessing and an honor, and I'm just absolutely humbled by the entire experience. And I'm just gonna keep rocking. Okay, I'm gonna bring somebody in. Anybody wanna come on? Just shoot me a phone number. Looks like I got one here. If you guys aren't a member of the coaching program, go to zerododiamond.com. There's a link in the description. Free course, 90 day action plan. Hey, Ricky. Hey, what's up? Hey, absolutely, Mike. Yeah, how are you doing, bro? Good, you know, just watching the video right now. Oh, good, man. Great, great. What's your thoughts in the market and what questions do you have? Maybe in a crash mode, sort of? Do things happening though, slowly? It doesn't matter, man, if it is happening. You know what I'm saying? Like the market is gonna change whether it changes good or changes bad or changes, like it's never gonna be the same day to day. You know what I'm saying? So your thought process, your entire philosophy doesn't need to even worry about that. You need to be okay with changes. You need to be okay with if it crashes. You're okay with investors that you're ready to buy. Okay, okay. Well look, and with that in mind then, it's just patience now. Like it sounds like you're waiting on the crash, right? Yeah, it is. So look, you have zero control of when that's gonna happen. Okay? So don't worry about it. You continue grinding every day to take advantage of every last second of whatever market that we are in right now. Because if you're just sitting around waiting on the market to crash, say it doesn't crash for three years. And then you're sitting here kind of waiting on it hoping it would happen this year, but it happens three years from now. And if you would have been thinking, who cares about that? I'm gonna get mine right now. Then you would have crushed it now and in the crash. You know what I'm saying? Dude listen, take advantage of every single last second at all times. Never wish that something's gonna happen and you're gonna wait for this something to happen. You're gonna wait for the market to go up, down sideways, left, right, interest rates, come up, down, prices, whatever. Dude, go, get given all you got completely, go all in. You can't lose in this business. Yeah, thank you. You know, I'm still a little bit afraid of calling people and I never really done much. Oh man, dude, are you serious? No, honestly, I mean. Are you dead serious? What are you scared of? I'm just a paper to phone man. I'm just getting nervous, really, honestly, tell the truth. How many calls have you ever made? How many call calls? How many call calls I ever, how many have I made? Yeah, in your life. I mean sales, but it's different on live, I guess, you know. How many real estate call calls have you ever made? Call call, right? Less than 100 probably. That's your problem, bro. Everybody for the first like thousand or two or even 5,000 is nervous. So this is nothing out of the ordinary, bro. You know what I'm saying? I was super nervous my first couple thousand calls. Yeah, because I believe you. You're the pro, obviously. Listen to me, dude, like you're going through, like you're either gonna say, okay, Ricky had to go through being nervous, right? And like, but I have, if I don't make calls, I'm not gonna be all that I can be. And you gotta say, I'm tired of being scared. I'm tired of being broke. I'm tired of not producing to my fullest potential. Screw it, I'm just gonna make thousands of calls and I don't care what happens. Who cares, man? Listen, if that's a problem for you, filter the do not calls out and just call people that aren't on the do not call. Okay. That's an excuse, bro. Like, because you can filter the do not calls. Like if that scares you, filter them out and don't call them. I'm not worried about it, but if you are, filter them out and don't call them. Boom, it's, you're making excuses, man. You're telling yourself you're scared. You're telling, like, do not call. I don't have the excuse. You're either succeeding and giving me solutions or you're not succeeding and you're giving me excuses. You know what I'm saying? You're either giving me solutions or excuses. Yeah. So people like me haven't been calling people much. How many calls should I be making on the average? Are you using a dialer? Yes, I am. Call 100 a day. It should take you about an hour or two to call 100 a day. Okay, 100 a day, huh? Yeah, yeah. Yeah, do that. Basically. Yeah, do that. Do that three or four times a week. And if you find yourself, like, an afternoon where you don't have anything in your schedule, you don't know what to do, make another 100 calls that day. Make extra calls. 100, huh? Yeah, fill up your days, man. Like, if you're not busy on appointments, fill it up with phone calls. Right? Have your time blocks, three time blocks a week of calls. And then if you're busy the rest of the week taking care of stuff that's really important, then do that. But if you ever have a moment where you have like a two or three hour or a whole afternoon where you don't have anything to do, don't go home and watch Netflix. Turn the dialer on and call more people, dude. You got to get momentum going, man. You gotta want this. Just say, you know, every time I watch you, I get really motivated. You know, as long as I hang out, you know, stop watching, you know, when you're not alive, man, that's when it starts picking up on me and just saying, you know, I just get scared, you know, honestly. Just think, bro, just think, man, that I'm there with you. You know what I'm saying? Just say, okay, Ricky, he's in the room with me and we're gonna make these calls together. Okay. All right? All right. Do it, man. One more quick one. Okay. You know, there's a discount home right now in your area. Who? Listen to me. Stop. This is another excuse of yours. It's all excuses, yeah. Yes, there's no, don't worry about discount brokers. Just do it, man. Like, what is worrying about a discount broker gonna do for you and your business and your family? I take some of my business away, right? Okay, it's unlimited, brother. You cannot do all the businesses available to you. If somebody wants to use a discount broker, let them go. Let them go to the discount broker. You don't have time to mess with them anymore. Tell them to come back to you when they realized how poor the service is and they want a real agent. Tell them to come back to you when they get done, but you gotta move. You gotta keep going to another person. Don't be worried about losing people, man. You're not gonna win them all. Keep moving, man. Keep working. There's a lot of people, dude. You can't handle all the people that need your specific help. Okay, dude. All right, Dave, thank you. All right, buddy. See what you're doing. Okay, man. Later, buddy. Thank you. Okay, guys, put your numbers in. It's going down today. I'm getting wild. I'm getting wild. Let's do it. I'm calling people. Somebody says the market has slowed. Doesn't matter. Hey, what's up, man? Call appreciate it as always. Yeah, for sure, bro. What's your thoughts on the market and what question you got? Business is unlimited, so what's not to love, right? That's it, man. Busy as hell. It's talking about exclusive buyer agency contracts. I know you don't believe in them. I know you don't get anybody to sign them. Yeah. It's a good enough relationship with me to wanna work with me. If you don't feel comfortable, then that's lucky to go with the agent that you're most comfortable with. I get that that's the philosophy, and I buy it that as well. I have a lot of agents who do the same thing. However, the consumers aren't necessarily educated as to how the whole process works, I guess, as far as, you know, for example, my friend, he's an agent. He shows maybe 10 properties to these buyers, and they went and wrote with another agent, not knowing, just, you know, they didn't sign anything, I guess, from a consumer perspective, that if an agent is showing you around and you're spending all this time with you, you know, it's a good thing. It's kind of implied that you'll work with them as you have a good relationship. One of the top producing agents in my market swears by the feedback, and in situations like these where I'm like, maybe he's on to something, because these consumers, you know, they're going around working with multiple agents and not going any different. I guess I'm just wondering, do you specifically say to these people, listen, a lot of agents will get you to sign me. I'd love for you to work with me. However, you know, I'm not going to get you to sign the call, just to kind of explain it to the consumers. What's the e-back of our agency? Okay, well, look, man, it doesn't matter, dude. Like, have them sign it, if you want them to sign it, or not if you don't. It's not a big deal, bro. I'm not saying like, don't do it, right? I'm just saying, I don't do it. You know what I'm saying? Like, and where are these buyers coming from that are using all these different agents? Are you circle prospecting these people and finding them? Or where are they coming from? Talk to them, lose them through them, just work with them. Listen, bro, listen, listen to me, man, listen. There's not going to be that many people that like switch around from agent to agent, right? It's going to happen, right? And when it happens, say there's three of them, now you're like, oh man, all the buyers are doing this. And really it's just like three out of like 1,500, right? But it seems like it because you heard about the three. Dude, listen, when somebody does that to you, now you know how to deal with them in the future. When they come back to you, you're going to be like, you're going to hear them on the phone, you know what they did to you last time, and you're going to treat them a little differently. You're going to treat them like somebody who might possibly leave you. You know what I'm saying? And so you treat them differently. I mean, you know what I'm saying? Now, like some place, like some place, like if you want to get it signed, get it signed, man, and explain it to them, you know? I mean, whatever you want to do, like whatever works, like do it, see how you feel. And then, you know, like if it gets to where trying to get them to sign that turns into like a weird, awkward thing and you start losing people over it, quit doing it. But, you know, like the answer is it doesn't matter. How did it all, when you're dealing with your new buyers and things like that? I ask them, I always ask everybody if they're working with an agent, you know? Like, are you, is there an agent that you're working with on this or whatever? You know what I'm saying? And then I take people's work for what they say until they lie to me. So if they tell me that they're not working with an agent, then I believe them. And I say, okay, let's get to work. And then if they do something, or if they leave me, or if I find out later or something like that, now I know how to deal with them in the future. Okay, these people lie to me, you know? And I'm gonna deal, I'm gonna treat them a little differently than I would if I just met them and I don't know, you know what I'm saying? So thanks for explaining that. I guess I just said one more thing as far as my mail out content went. Do you have any tips or kind of things that you sent out in the mail for your, you know, your mail out that we can use in our business practice? Any tips or recommendations of good content or things that you send away to these clients like the postcards, you mean? Like you mean like print, print material or like emails? Okay, I don't do anything special, man. You know, like I might put a just list that just sold or if I did it or I might do just a picture of the front of the subdivision or complex and say, you know, hey, give me a ring if there's anything in the world I can do for you. Like nothing's special, you know what I'm saying? I might send like a market thing, like this is what things sold for last year to this year or, you know, there's been a couple of sales in your place. You know, nothing crazy, you know? It's not what they get. It's the fact that they get it every single month and they start to recognize the dependability and consistency of it, you know? Special, perfect. Nothing special, dude. Don't overthink it. Loving every minute of it, man. Thanks, brother. See you, man. Bye, buddy. Later. All right, guys, put your number in. I am calling you today. I want to hear what you think about the market. I want to hear what questions you have. We've got plenty of time here. Vladimir's drinking. Vladimir, Ricky Karout. How you doing, bro? Yeah, for sure, man. What are you doing, man? It's really helpful. I mean, I've just started following you a couple of months back and really paying off. I mean, I don't have the automatic dialer yet, but even just calling people, I've really started working on my sphere, but even that, man, just making the calls. That makes all the difference. Dude, when you start making the calls, man, it's so simple. You just call people. You ask them what you can do to help them, and you stay in touch with an email or however you want to stay in touch with everybody forever, and you build your business, bro. It's not complicated. I'm a pretty new agent. I've been doing this for a year now, but really, the way you've given the message is that's exactly the straight point with it. I think, for me, I was in my head a little bit at the beginning so much, just trying to figure out, oh, what is, you know, what's the best way to go about everything, and it's just like, you know, just be you and make the call. And you're gonna make the call. Listen, bro, it's all about your personality. That's what separates you from everybody else. So use your personality as your strength to win people over because you care about people. And when you show them that you care and you learn how to communicate that you care about people, they love you forever. They're never gonna use another agent, you know? And you're not gonna win them all. You know what I'm saying? You gotta be okay with not winning them all. So give me a question, bro. I just wanted to really just reach out and say, I appreciate what you're doing. And for the market, I do think the market's turning, but I'm taking your advice. I'm not gonna sit aside and wait for it to turn. I'm in the game. I'm in the game. I'm out of here. I'm making the call. Dude, man, I appreciate that so much. Whoever maintains their balance between the old clients and the new clients I've never talked to before is gonna win regardless of what the market does. You know what I'm saying? Definitely. Definitely, man. Cool, appreciate the call, brother. Later, man. All right, that was a good one. That was a good one. Let's see. We're getting fired up today, guys. We're getting fired up today. I wanna hear from you people. I want to hear from y'all. Hey, what's up? You're aging completely. No, I'm in the Indianapolis area. Nice, nice. Welcome. Thank you. I'll just sign up to your program. I got the vortex. My quick question is, I am going to GeoMe. Yeah. And I see where it says the do not call. Yeah. Yeah. I just call them. Yeah, I mean, that's me, right? I'm not telling you what to do, but that's me. I don't worry about it. If it scares you, filter them out and call the people that aren't on the do not call list, okay? Here's the thing. No one's ever been fined. I can't find anywhere where anybody's been fined. I hear tell people that have been, you know, lawsuits and stuff and people settling out, but I've never, you know, that's just scare tactics. I've never heard of anybody actually being fined. So, you know, I mean, I think the highest quality phone numbers are within that do not call. That's just my theory. That's just my opinion. It seems like when I call do not call, that's what I'm calling the cell numbers and stuff like that. So listen, if you're using my scripts, you're calling to see what you can do to help people. You're treating them like they're your friend or family member, okay? And the thing is, if you read the FTC rules about the DNC, you know, there's specific things in there. You have to do so much to actually get burnt. You have to call repeatedly the same person, you know? Yeah, I, to me, it's nothing to worry about, you know? But if it makes you uncomfortable, start out not calling them, you know? Cool. Anything else I can do for you? I have been able to get some prior leads just by calling these numbers and people who are renting and like, oh, how did you know I was looking? I'm telling you, listen, if people will just get on the phone and talk to human beings in their market and say, what can I do for you? You're gonna magically blow up. Keep it in the work though. Like when you get a couple of deals going, don't slow down, continue, continue, continue, pushing, pushing, pushing, pushing, working, working, working. Okay. All right. Hey. Thank you so much for your help, Rick. Reach out with questions. I will. All right, thank you. All right, thanks. All right guys, who's next? Who's next? Let's see what we got here. Let's see what we got here. Who's next? Who's next? I sold 1.2 million today under contract, got another listing on the week. Just straight blowing it. Hello? Hey, what's up? It's Ricky Carruth. Good, how about you? What do you think about the market, man? And what's your question? It's a bit of Atlanta. Yeah. It's not. We got two years. It's new construction everywhere up here. So the retail has slowed down some. Okay. Yeah. They were listed at 309. Okay. Price point. Got it, got it, got it. Of course, man, price is everything. People are like, what should I do? The listing's not selling, you know? What should I do? Lower the price, you know? And if the seller's okay with it sitting there, not getting shown, then that's okay too. It's whatever the seller wants. You know what I mean? Yeah. So where that goes, you know, our market's still pretty thriving, but we have a strong area with a lot of reliable spots because we're very close to Atlanta. Yeah. A lot of people want to be. Okay. I recently discovered you last week. So I'm still working on going through your, you know, give me a help with it, just like, still technically a part-time agent, but I just watched your advisor part-time agent. So I think one of the things you said in there was basically kind of find the time to focus in and get basically motivated. And when you try and split it up every day, it just gets away from you. Split up what? Time to make calls and time to work? Yeah. Yeah, but you got to do it. And I think if you really look hard at what you're doing in your day-to-day, you'll probably find that you're doing a lot of stuff that doesn't matter. So take a hard look at your day-to-day, man. Like if you're checking your email, like 20 times a day, you don't have to do that. You're probably wasting a good 30 minutes right there that you could just wait, you know, and check it once every three hours. Like you can literally carve out, you know, a two or three hour window, three days a week to make your calls. And cut off all distractions and just do it. That's what I need to start doing is cutting off, you know, like a three hour window, like you said, and just get it done. Cool, man. Well, look, I'm here if you need anything whatsoever. Again. Yeah, later, buddy. I love making these calls, guys. I want to hear from you. Nathan, Lily, I'm gonna call you. Hey, it's Ricky Caruth. Yeah. Tell me. I'm just a funny robot, my baby. You got me dancing over here. I just want to thank you so much. Absolutely. Glad to do it. I saw you in Miami, I was great, loved it. Oh, you were at the Miami thing a couple of weeks ago? Yes, I was. Oh my God, that was a riot, wasn't it? That was wonderful. Holy smokes, that was a crazy day there. Yeah, it was. Well, look, let me get a quick question. I don't know, about 17 years. My face would do the same production year after year. It's over 60 years, and it's so crazy. I can tell you, I can just stop you right there. You're living off referrals and past clients, right? I'm a genius. Listen, this is what happens. You don't have to talk anymore. I can tell you all of your problems and solve and make all your dreams come true. That sounds great, I'm all ears. Okay, well, when people say that, when they're just doing the same production every year, that's because you're relying on your past clients and referrals. You worked hard in the beginning, you got your business up to a certain point, and then you quit working on new business and just concentrated on old business. This is what I've been talking about the whole video, is you gotta have a balance between the old business and the new business in order to grow. And what you've done is you're just focusing on the old business. And so that only maintains your business. So when you get up to 100 or 200 or 300,000, and then you quit going after new business, and you just put focus on your past clients for referrals and repeat business, you're only gonna continue to do that one or two or 300,000 every year after that. You're gonna plateau out. And so in order to grow, you have to maintain the balance between the old and the new clients. You see what I'm saying? Yeah, yeah. Okay, so now do you know what to do or do I have to go further? I think it's before Miami. Yeah. So I've been through all of your paperwork and your coaching and I'm just doing it. I'm not afraid to make phone calls. I'm not afraid of a changing market. So you know, I'm just gonna put my head down and do it. The first thing I'm just doing is the weekly email. Yeah, exactly. That weekly email is a beast. You're losing money if you're not doing that email because somebody in your past wants to do something and they're thinking about it, but they're gonna use another agent because you haven't been staying in touch. And that weekly email will capture them and bring them to you. And they'll just call you. When you're doing over 100 club transactions a year, how confident is your assistant? I mean, do you have one or two assistants? What are they doing every day and what are you doing every day? I just have one assistant and she does all the paperwork. She handles all the showings for other agents, for my listings. She processes everything and then I deal with all the clients. I deal with all the, huh? Do you go physically go to your clothing? Yeah, I go to every listing appointment. I show every buyer. I go to every closing. I go to every inspection. Yeah, so I'm just gonna have to go that road. I'm totally open to it, I'm excited. Here's the thing. You either wanna put the work in, or you don't wanna put the work in. You know what I'm saying? Yeah. I'm not scared to put the work in. I'm not scared to show property on a Sunday. I'm not scared to go to inspections or go to a closing. I'm not scared to do any of that. I want to do those things, right? And that's why I sell so many, that's why I sell so much because I'm willing to do those things. Why would I? Why would I? I have plenty of time with my, I spend plenty of time with my family and we go on as more trips than we wanna go on. Touch with you and as I grow, I have this with you. Okay, no, no, reach out to me anytime. I answer every single message every day. I'm on my Instagram. Yeah, yeah, like hit me up. If you have questions or anything I could do for you, let me know. Okay, Ricky, thank you again. Yeah, absolutely. Later. Okay, bye. That was a good one, guys. Y'all give me some phone numbers. I'm a little fired up right now. You guys are really giving me hype. Let's see, let's see, let's see. I wanna call Nathan Lilly if I can find his number. Here we go. One, two, three, two. Yeah, yeah. Y'all see the sign behind me? The harder you work, the lucker you get. How you doing, bro? Not good, how about you? Good, so you're not licensed yet, right? I'm not licensed right now. Well, Cole, we'll check this out. Let's not make it like a long storytelling kind of thing, because I wanna call a lot of people as many as I can. But give me your best question. My best question, man, I've been going through coaching and like, that's all I know. You'll make the calls, sit out the letters. You've been doing my coaching? Yeah, yeah, I like that. Oh, dude, you're a freaking light years ahead of me. You're so far ahead of where I was when I started, bro. Like I wish, I only wish that I had like the zero to diamond program when I first started with the philosophy behind business is unlimited, losing deals are cool, you know, closings happen every day, relationships over transactions, like the deals don't matter, the weekly email, the phone scripts, videos of somebody actually doing the call. Dude, I wish somebody would have had this put together for me when I was brand new, bro. I think I really end up selling real estate, man. You can't lose, bro. You can't lose. You can't lose. It's a win-win. Give me your best question, brother. Best question, best question, okay, all right. I'm in a rural type area. I think the largest near Memphis, but the largest metro to where I'm closest to is gonna be Jackson, Tennessee, and it has like a 70,000 population. Is that, you know, a good, you know, customer quality with that type of population? That's your best question, right? I mean, yeah, I mean, check this out, dude. Listen, man, my population is like 8,000. Of course we have like five to six million, six million visitors every year to the beach, but listen, bro, it does not matter. Can you call 70,000 people tomorrow? No, no, no. Okay, can you call that many in a year? I doubt it, man. Can you call them all in two years? I'm making it there. No, you can't. You cannot call 70,000 people in two years. Here's what happens, man. You try to call 70,000 people in two years, and what happens is, sure, you can make that many calls if you did eight hours a day for two years, sure, but here's the thing. You get so busy because you'll be selling so many properties, you can't make the calls anymore. You see what I'm saying? Yeah, yeah. Like, you need to make it your goal to try to call all 70,000 property owners, you know, as quick as you can, and see how far you get, you know, before you're so busy, you can't call anybody. And then- I think that guy, you know, just as soon as I start, I'm just gonna be in the room making calls. That's it, dude. Who cares about business cards? Who cares about websites? Who cares about social media? Who cares about what broker you work with? Who cares about any of that stuff, bro? When you get your license, start calling people. That's what I'm saying, man. And put them in your weekly email, start sending weekly emails every single week on the same day of the week forever, and start bawling. Man, I'm so fired up for you. You don't even know. I'm fired up, man. Josh, dude, I'm telling you, man, I'll wait. Ugh, all right, I gotta go. I'm gonna call somebody. Appreciate it, man. Later, man. Let's go. Let's go. I wanna hear from you guys. Put your numbers in. Steven. Hey, hey. Yo. Yeah. I'm just trying to cross the world, man, one day at a time. Give me speeches and tell every agent in the world about me and go succeed. Like really, all I want anybody to do is to go succeed. Take the zero diamond system, take whatever out of it you like, and go use it to crush your market and be number one in the world. That's really all I want. A long time ago, there's two markets. There's the real estate market, and then there's my own, wow, the market's really slow, and I think to myself, my market's not slow. Do you understand the difference between the actual market and my business market? You know what I mean? I like that a lot. I like that a lot, because yeah, the market is slowing down, but I'm busy as can be. You know what I'm saying? So people are like, how's real estate? And I'm like, when is it not good? You know what I'm saying? A bit of a slight downturn, because the government said, hold your horses guys, but I think it's a good thing. Yeah. So people might say, well, the real estate market is slow. Yeah, yeah. No, I see what you're saying, man. What's your question? I learned. You did it through, you did it through zero to diamond.com. I got the $150 discount. I did, yeah. Okay. I'm sure it didn't be automatic. Yeah. There's another program called Tele-Listing, which I like using it. Yeah. It's probably not calling for me, so I'm going to use that right now with my dollar. I'm only using it a couple of times. Here's my question. Okay. But I talked to you. Yeah. No, no, not at all. No, not at all. I forget all about them. Remember having that conversation with them six months? They don't realize that I didn't have the conversation with them. Oh, okay, conversation. Yes. That's what, I just worry about the details. I'm kind of jumping in with what you're saying. That's going to hold you back, brother. That's going to hold you back, brother. Forced a little bit. I appreciate that. Don't worry about that, ma'am. What's that? No. I don't want to know. You know what I'm saying? I don't want to remember everybody's birthdays and stuff. I just want, would they know that when they call me, I'm going to go over the top for whatever they need. I'm going to make it happen. See what I'm saying? Yeah. So for me, forgetting exactly who they are and what the situation is, I know that on the back end, I'm going to make it up to them by giving them more than exceptional service. I like it. And I'm confident in my service. Because there's a lot of people want to talk to you. Let's chat sometime. I'd love to talk about one of your Live Get Canada down on the Ricky Garoo train. Sounds good, brother. Let it be. Yeah, guys. If you want the Redx discount, the $150 discount, it's at zero to diamond.com. Geo leads, Onyx expires in the dialers, what I have. Love it. Kelly, hey, turn your video down. Yeah. How are you? Yeah, yeah, good to talk to you here. Welcome to the program and stuff. What do you think about the- Thank you, I love that I found it today. What, how long you been following me? I'm going to be live and I'm like, this is what I'm looking for. Are you serious? Like you just found me right now? It was fake, yeah. Oh my God. Listen, you don't know what you ran into. I have like 500 videos on YouTube, a completely free coaching program. I'm the very first completely free real estate coach. I'm gonna- I love you. I'm going to reduce the failure rate in the real estate industry. I'm going to help you not fail and I'm going to reduce the failure rate right now with you. What's your question? Go. Is it a way? Don't do it. Is it a way? Don't do it. Okay. Don't pay Zilla for anything. Don't buy any leads at all ever. Okay. Listen to me. Listen to me. Yeah. A thousand dollars for a lead. Listen to this. With my system, with azirdadumming.com, if you follow the program, okay, instead of paying $1,000 for one lead, that you have no control of what that price range of that lead is, okay, a thousand dollars for one lead with red X. They want me to sign up for a month. Whatever, whatever. It's a thousand dollars a lead, right? Okay, for how many leads? Number. How many did I get any leads? It could be, right. Okay, whatever, whatever. Let's say it's $200 a lead, right? Okay. Let's say you get five in a month for a thousand dollars. It's $200, $200 a lead. If you follow, okay, what do you have to do with that lead when you get the lead? A lead. But how do you do that? How do you figure out if they're a good, viable lead? By speaking to them. You call them immediately, right? Dig it in on what they write. Dig it in on what they read. But you call them. That's, that's, How many get lead? Yeah. You call them, okay? So check this out. Right, but check this out, okay? So, so the whole process is of leads are you get the lead and you call the lead and that's the process, right? You figure out what you can do to help the lead, right? Yes. Cool. So instead of you paying $200 a lead, which is probably more than that, but let's just say 200 per one lead that you have no control what the price range is. What if I could give you 2,000 leads, sellers per month for $50, 2,000 of them for $50 and you pick the price point, right? Okay. That's what RedX is. That's what the geo leads for RedX is. You put an address in that search bar and it gets all the numbers in the subdivision, okay? It's $50 for 2,000 of them per month instead of paying $200 for one lead and you have no control what the price range is. And then what do you do? When you get the lead from Zillow, you have to call them and see what you can do to help. So why don't we just go ahead instead of waiting on leads to come in, why don't we just go ahead and get a bunch of leads and just start calling all of them, right? Doesn't that speed the process up? So yeah, we're just gonna speed the process up here. We're not gonna pay so much money per lead. We're gonna pay minimal dollars and we're gonna get as many as we want and we're gonna call in the price range we wanna sell in and we're gonna just start calling them like there's Zillow leads and say, hey, you're gonna use my script. I have a really low pressure script. We're not trying to sell them. We're just asking them what in the world we can do to help them. Our main goal is to see if they need help today or in the future. We don't care if they wanna buy or sell now or not. We wanna capture their email so that we can send a weekly email to our entire database forever on the same day of the week forever. That's the glue that's gonna hold our business together while we continue trying to get new business and we're dealing to build a monster business. All right, that's what I need to do. That's it. So if you go to zerodiming.com and sign up for the free coaching and then there's a link to RedX that'll save you the $150 startup fee, okay? Depending on where you are financially, I would start out with GEO leads and then if you want more, you can get the Onyx expires. Onyx is cool because it's expired. It racks up the expires in your expired folder and RedX every day. So if you wait two weeks, you got two weeks worth of expires to call and it gives you a lot of their emails but it also gives you the MLS data. It tells you who had it listed, how much it was, days in the market, all the information of MLS while you're calling them, you can see all that stuff on your screen. It's crazy. So I would get GEO leads, Onyx expires in a dialer if I were to get everything Ricky has but if all you can afford is $50, you just get GEO leads and then you dial them by hand. Right. So it's just like whatever you wanna handle financially but you gotta get those GEO leads and you gotta start calling people and if you do it consistently, nothing happens overnight but the main goal is to get those email addresses. When you get those email addresses, that's somebody that voice to voice felt comfortable enough with you to give you their email address and then that is worth 10 to 20 deals to you over the life of your career. Okay. So each email address you get is worth 10 to 20 deals to you over the life of your career. So if you didn't sell anything but you got two email addresses, it doesn't seem like a lot. Yeah, it does. You just did 20 to 40 deals over the life of your career. Right. And if you make a hundred calls and get two email addresses a day and you do that for like two or three months, you are gonna be balling. Yeah. It's a totally different market. So it seems like our market is slower. Listen to me. Stop, stop, stop. That's complete excuse. That's complete. Like because you're new and you don't understand. I'm not here. Okay, okay, five year. Okay, listen, that makes it worse. Listen to me. I know. But listen, it's great that, listen, markets are always changing, okay? Like they're either changing up or down or never the same. This is no different. Like if transactions continue to happen every single day, every day, no matter what the market does, if it goes down 90% is still a lot of transactions happen in every day. There's always, always more than you can handle. Even in 2008, six, seven, eight, nine, 10, when the market was the worst, there were still so many closings happening every day. And if you're the one out there using Radex to call property owners to see what you can do to help people, you're gonna be the one closing all these deals. Doesn't matter, doesn't matter what the market does. You got it? Yeah. Dive in and like, this is really gonna trip you out. I answer every single Instagram DM, email, Facebook message. That's awesome. Yeah, so if you have questions or something, just hit me up, dude, I'm your coach. Like consider me your coach. You're awesome. Cool. I love your attitude, thank you. All right, I'm gonna be watching you. Awesome. Later. Okay, bye. Let's see, I prefer Radex over Mojo because I had Mojo for a long time and Radex is light years ahead of Mojo in terms of data and now their dialer is better. When they came out with their dialer about a year and a half ago, it had some bugs, but Radex is always getting better. That's why I love them. They always get better. Their data is always getting better. Every month I see more better data coming through. Their dialer is getting better, the options, the features of their dialer, they're listening to people and they're getting it better and better and better. So that's why I like them. I haven't seen Mojo evolve at all, to be honest with you. Okay, let's see. I'm gonna do two more calls, guys. So put your number in right now because I don't know if some of the people that put the number in earlier are even still on the live. So put your number in right now. I'm gonna call two more people before we call it a day. This has been so much fun. I'm going to Baton Rouge. I'm leaving Sunday. I'm gonna be there at this restaurant called Rouge 61. Sunday, seven o'clock. And then I'm speaking in Baton Rouge at 10 o'clock Monday morning. If you guys want tickets to that, it's a free thing. Just hit me up and I'll get you the link. Let's see here. I have tried to express my agent. Hey, what's up? Hey, thanks for calling me. Dude, thanks for putting your number in and watching me on this live stream. I'm gonna turn it off here. I'm sorry, give me a call. Yeah, man. What you got? Oh, I'm a newbie as well too. To you, I've been in business a few years. You know, your approach is really fresh. I mean, I follow like every agent, a ton of gurus, not that you're a guru, but I seem to follow a lot of them. I try to gain as much knowledge as I can. And your approach is just, I mean, everybody out there is selling a shiny object. Yeah, yeah. You're like the opposite. I call before, it's like, what's your end of use? Even that, you're like, I don't even see your end. I'm like, whoa, you know? I mean, that's totally a fresh approach and it's great. It's just real, man. Like my whole goal is just to show the world how I'm operating my business. I don't care what you guys do with it. I'm giving it away for free. So like, I could care less, you know? Like if you guys, you know, use it or if you don't like it or it doesn't matter to me because I'm not charging. That's, yeah, it's just, it's not the fresh one, if it's sincerely. The best thing that just like sitting here and listening to you, the biggest point that I think you saw is, but to be really great in business, you gotta do two things. You gotta work with your past clients for referrals and you gotta prospect. And most agents, I think, do one or the other, right? Like you said, like that, well, I've laid that call before talking about, you know, instantly as she was working on referrals. And that's, you know, so true. It's like, why don't you combine both? Most agents I see do that to get to a point where they stop. But if you can combine both, continue to grab new clients, as well as grab business from past clients. You know, that's what makes an agent great. Yeah. So that's just, I think that's just the way to go. Unfortunately, I think I fall off, actually, in the former category, I like prospecting and I like calling. I'm kind of worried about that. But I don't follow up well or have it in the past and that's where I've fallen apart. Why don't you do a weekly email? Yeah, and I just, like, I just put my notes in here. I'm gonna start doing that, like, immediately. Okay, problem solved. That problem is solved. So the question I have for you is, I guess it was partially answered before, but it was mostly just on scaling up. You know, I'm just sitting here just in amazement, like everyone else, doing that kind of volume, you know. You know what the problem is, bro? You've already answered this question in this conversation. You're not doing a weekly email. You're not following up with your old clients. The reason that I'm able to scale my business is because I put this weekly email into effect in 2007 and it's 2019. This is, that's why, that is how I've scaled my business. Just on that, and you attributed it all to that. Well, obviously to your, you know, your dedication to your clients and relationships. Yeah, like, it's the fact that I'm a single agent and when people come to me or refer to me or whatever, everybody knows that I'm gonna be the one showing them property, going to listing appointments, handling the negotiations, at the inspections, at the closing, it's gonna be Ricky. And when people know that, they love coming back to me because they know I'm not gonna just put them off on a buyer agent or somebody that is less experienced than me because Ricky don't wanna do listing appointments anymore, right? You're 120. Okay, okay, let me take it a step further. Like, with the weekly email, okay, that's how I maintain my old business. And so that's automatic. I spend 30 minutes a week on that to focus on all my old clients. That 30 minutes can be if I have 1,000 clients, old clients, or 5 million, it doesn't matter. Still the same 30 minutes, right? Oh, no, that's 100. Right, so I can scale my business like that. Doesn't matter how many people are there, I can scale it that way and spend my time helping people, dealing with, you know, finding new clients, making my calls, and continuing to build that sphere, build that database, build my business up, continue moving forward. And like you are just seeing, you're getting new people in your business and then they're going right back out the other side. You don't have a security net to catch these people on the backside and keep them attached to you. That's what the weekly email is. It's a security net to catch your clients on the back end so they don't leave you while you can continue building your new business. Do I lose you? Yeah, you're back. Okay, so... That's, you're like, my neck is hurting because I'm nodding so much. All right, brother, does that help you? Yeah, 100% and I'll be signing up for you, so thank you. Hey, listen, as far as my weekly email goes with some of you guys, if you go to constantcontact.com backslash ZTD for zero to diamond, constantcontact.com backslash ZTD, there's a thing that Constant Contact may where you can start your free trial, but there's also an e-book, how I make a million dollars a year using email that I wrote that goes into a lot of detail philosophy behind the weekly email. So you can start your free trial there, you can get that e-book and they will give you a template exactly like mine. Okay? The market's great, I've had, I don't know what I had the best month of January and the best month of January. Yeah. The market's great, the market's great, the market's great, the market's low, but you know, I always tell, I've got two things, my sellers, it's a great time to sell, there's no competition from other properties, buyers, great time to buy, there's less competition from other buyers, right? It's always a good time to buy, it's always a good time to sell, right, bro? Thanks for your help. You sound like a real estate agent. Oh, no, I didn't sold you. I'm just kidding, bro, appreciate it. Thanks for everything. Wait a minute. Okay, guys, I got one more, I got one more Emmy, one more Emmy. Let's see here. Who was it? I wanna do the first two. When I said two, I wanted to get the first two. I might do one more after this. He's gonna do one more, one more. This one and another one, I'll do one more. Hey, how are you doing? Yeah, I know, I know, I saw that, that's why I came back to you. Hey, turn your video down, please. Of course, we've talked once before, great. So, I guess today you posted on your story, like a question and you responded to someone about, he was saying he just has listings, sitting on a market, and your response was, get the listings if they wanna sell great, if they don't, just keep it. So, I guess I'm a broker for five years, I've been here for five years, I own my company now. I have this fear now of just getting listings. I have 30 exclusives, I got four new this week. That's 34, I'm not excited to get listings anymore because they sit. I guess my mindset is starting to shift with your help. I'll take your listings. Not selling, like a good friend of mine called me this week and I actually, I know what you want for her house, it's not possible to get that number. So, I told her just give it to another broker. It sounds dumb. Yeah, that is. Yeah, so I need your help with being okay. Listen, you're focused on the wrong things. Like a seller, an owner believed in you enough to choose you out of all the hundreds or even thousands of agents in your area. They picked you. They picked you and you're sitting here thinking of the negative side of it of what if this listing doesn't sell, right? Now, what if the market shifted dramatically? No, no, no, no, it is what if because here's the thing. You're not the real estate guide. You don't say what sells and how much it sells for. That's not up to you. You're not the real estate guide. You don't decide when all this happens, right? Yeah. So quit trying to be the real estate guide. Yeah, because that was my thought. So I'm sitting down now. I have to call the, instead of calling sellers and presenting offers. Yeah. What I've been doing the past month and two months is calling sellers, telling them how the market shifted and why I need a price reduction. That's ridiculous. No, it's not ridiculous. How can you, how is the market shifting in your control? How is that your fault? It's not my fault. Okay. You held months ago and you literally saved me. So I know it's not my fault. Right. But I feel like if the house is just sitting on the market for five months, I spend money on marketing. It's costing me. It's not like I just put it on MLS. What do you spend money on? To media. Quit doing that. Quit doing that. Why? Because it's on MLS. Every buyer that wants a certain- No, not in mind the listings don't hit MLS. And half of my marketplace don't have access to internet. Okay. Really different marketplace. Okay. That's fine. Then here, then here, okay. So if you're in a different situation like that where you have to spend money for listings, now that the market shift, now you have to price your listings accordingly. Like if you can't afford the advertising behind the listings to get them sold, then you, then when you get a listing, you have to know for sure it's gonna sell, right? Right. Okay. That's one side of it. Where you're upfront with the seller when you get the listing and say, listen, here's the thing, Mr. Seller, this is how much money I have to spend out of my pocket to help get your property sold. So for me risking this money, this is the price I feel good about listing it at. Okay? Okay. Okay. That's basically what I'm doing now. But since it's changing so dramatically, the price that I gave them three months ago. I understand. I understand. I'm getting to that. I'm getting to that. Great. Okay, but I'm telling you what to say on the front end. Now let you know what's going on, right? Exactly. Okay, cool. So that's what we do now. Going back to the people that have their listings for a while that the market has shift, you gotta get in there real quick and explain to them what's going on. Say, listen, you know, here's articles, here's stuff going around, you know, here's a national article, here's the market trends by the New York Real Estate Commission, you know, here's the national trends by NAR, you know, you can give them all the data that shows that the market has turned sideways. And say, look, it's a different market right now. So here's the thing, Mr. Seller, do you wanna sell or do you not wanna sell? Because if you do, this is what we gotta do. And if you don't, then we're gonna have to take it off the market because I'm spending X amount of dollars to try to sell it. And if you really don't wanna sell or don't wanna sell for the price it's gonna sell for, then we gotta, then, you know, it's costing me money unless you wanna start paying for my advertising. See what I'm saying? Listen, don't be scared to tell sellers that the market's changed. Unique marketplace, sometimes they get a crazy number that it could happen, but for me, I guess the hardest part is the house sitting on the market. I used to sell homes in a month. That was the kind of job I'd done. So for me, four months is like four times how long the house is on the market, which is insane. That was my claim to fame. So now I need to reinvent who I am. That's exactly cause of what's bothering me. You're always having to reinvent who you are. You know what I'm saying? Like every year the market is different than it was the year before, you know? Like from 2012 to 2017, yeah, you could pretty much have the same strategy during those years, cause it was going up like five or 10% a year for six years straight or whatever, five or six years straight. But 2018 has changed a little bit. I've been through the crash. I've been through several little mini recessions and crashes and lost everything. And I understand that it doesn't matter what the market does. Our job is to help people. And so your job is to go to those sellers and say, look, the market has changed. This is what it is. How can I help you do what you need to do? Yeah. Thank you, that's what I do. Thank you. And one more point, can I ask you? Yeah. You mentioned a few times that you're the solo agent. Like you list, you show, you do, but is that normal? Like I have, I'm the only agent in my office that brings the listings. Yeah. I have a showing agent. I have a red sum that only does rentals. Yeah. Then I have four admin staff. Yeah. And I'm busy the whole day on the phone. Yeah. I have physically half time in the day. How do you get your leads? For referrals and I don't prospect anymore. I should, but I don't. Let me drop this one on you. I don't worry about anything at all. Like right now I'm spending time coaching you guys when possibly there's a buyer or seller I need to follow up with, right? Cool. You have to return because you're on this live. I'll return the calls when I get off the live. It's not a problem. I'm not, I'm not worried about anything at all. Like there's nothing you can say of what if this or what if that, what if I double book three buyers at the same time? Well, I'll pick out which one I want to deal with. I may refer one out and tell the other one. Let's reschedule. Like, I mean, there's not a situation that scares me and I'm not going to worry about it because here's the thing, my intentions are so pure and all I want to do is help people. I really literally do not care about the deal. Like since I'm where I've made it to this point in my life, I really don't care. I just want to help people. And through that, you actually are more successful. That's what I've learned, right? And so because my intentions are so pure, I don't care about the repercussions of not worrying about every little last thing because if something bad happens, I can make up for it because the fact that I really care and I'll make it right. I know that on the back end that if something gets screwed up and it costs my client $1,000, I'll turn around and pay it, you know? Or whatever the case may be. So... And none of your clients tell you like, oh, you're using it back to me or you're too busy. I haven't ever heard that. Not at all, not at all. See, people try to say that too, you know? But it's, I mean, I'm still, how many deals do you... How many deals do you guys do per year? Do I do like 40, 40 buy a list or then that's 80, let's say 40. This year I did like 50. This past year I did like almost 50. Okay, well, I'm doing a hundred and, I did 118 or something like that, 112 or 18 or something last year, just by just me. So I'm definitely talking to just as many or more people than you are, you know what I'm saying? So I mean, I don't think it's the market, you know what I'm saying? I think it's my, I think it's how efficient I am and how I set the expectations where they need to be with my clients. They know how I operate. They know I'm gonna get it done. You know what I'm saying? If I don't call them, that means nothing's happening. You know what I'm saying? They want you to, if every showing you have to give them an update, you set the expectation that's reasonable for you. Yeah, exactly, exactly. If that's the case, I'll set them up on that automatic thing where, where they get the automatic email when the agent leaves the feedback. You know what I'm saying? Right, so we don't have that here, right? That's fine. Listen, listen to me. You have four admins. One of them can pick that job up. Yeah, and if I had, if I had a seller say that, I would tell my assistant say, hey, every time something gets shown on that property, email me the feedback and I'll call the seller. Done, it takes me five minutes to call that seller and tell them what happened every showing. Thank you. All right? You're welcome. Amazing, okay. See ya. Thanks so much, guys. I'm gonna do one more. I'm gonna do one more call. Put your number in right now. First person that puts the number in, I'm calling you, this is the last call of the day. I'm fired up. I'm ready to go to Baton Rouge and completely crush that classroom. I'm waiting on somebody to put their number in. There it is, Brian, got him. Let's see what I got going on tomorrow. Got a couple calls in the morning. I got an inspection to be at at 11 o'clock. I got lunch with the client and I got another conference call after lunch. Saturday, I'm gonna drive around the county and put signs on properties. I'm going to pick signs off of properties that I sold or don't have a listing anymore and I'm gonna put them on other properties that I just listed. Tammy was before Brian. I don't see Tammy. I don't see Tammy's number. I don't see Tammy's number, guys. It didn't come through. If Tammy wants to put her number in, I'll call Brian and Tammy. I don't see your number, Tammy, put it in. Brian, I'll put your number in right here, buddy. Okay, there it is, Tammy. This is Brian. Brian, what's up? Hey, hold on a second. I'm gonna three-way Tammy in. We're gonna do a three-way coaching call. I'm all about that. It's gonna be wild, hold on. Tammy, what's up? Hey, I'm gonna, I've got Brian on the other line. We're gonna do a three-way coaching call to end this session. Wonderful. All right, stand by. What's up, guys? Can you hear me? Cool, all right. I'm gonna start with Brian, is it? Correct. Brian, what's up, buddy? So, give me your best question, bro. Just a brief synopsis. I just got out of the time share game. Not enough control in that industry. Trying to break out into the wholesale. I've been driving for dollars. I've got a pretty extensive list of distressed properties and owners. And what I'm trying to find out is how do I get my foot through the door with investors, cash buyers, buy-it holders? Do you have any advice on how to go about acquiring the capital? For you to buy those properties, you mean? Yeah, for the cash buyers, the investors, you know. But you're wanting the cash buyers to just sell it, make a commission, or you're trying to get them to invest with you to buy the properties? Over to them to reassign the contract. So you're gonna put pre-foreclosures under contract and flip the properties to cash buyers? Correct. I wouldn't do that. Because just helping people buy and sell property is far more less risky. It's unlimited. You don't have to worry about finding an investor and trying to make some deal happen. Like, you know, closings are happening every single day. It's unlimited. You know, did I say closings happen every day and it's unlimited? I mean, like, if you wanna do all that cool, whatever, but like, here you are trying to figure out how to do it. When, at the same time, I already have a complete roadmap lined up for you to make a million dollars a year just helping people buy and sell property. We don't have to worry about how we're gonna do it or how we're gonna find the people and try to put all the puzzle pieces together. You're trying to put a puzzle together over here that you don't have all the pieces to. When right in front of you, I have an entire beautifully laid out puzzle that's already put together. I've been listening for quite a while now and you don't know offense to anybody who's listening, but what I hear is a lot of scared people. I'm a lot of people that... Yeah, listen to me, man. Fear is the number one issue in this. And really, probably in life, people are scared of calling people. They're scared to do videos. They're scared of what people think. They're scared they don't know everything they're supposed to know. They're just straight up scared. You're right. I hear a lot of weakness and a lot of excuses, you know? Oh yeah. Well, it's the market this. It's the market that dominated every sales industry I've been through 08 and 12. Yeah. That was cool calling vacation packages and selling $15,000 cruise as the people I'd never spoken to. Yeah, yeah, yeah. So I don't think the market has anything to do with it. No, not at all. I think it all boils down to fear and everybody's just using these excuses while everybody else that it's a crap market. So it must be a crap market. Here's the thing, man. If you're going with the crowd, you're probably getting called up in something. Like you have to stand out. You have to be doing something different. You know, you gotta go against the grain. You know what I'm saying? Like that's me with my free coaching. Like I'm doing something different. I'm going the other way than all these other guys that have been in business two years that sold like four properties and now they're a real estate guru charging people thousands of dollars. Those guys aren't gonna make it, the coaching. You know what I'm saying? They have no credibility and they're trying to charge people. So back to your question about the cash buyers. I wasn't necessarily like trying to completely shoot it down. I was just trying to paint a picture that why would you do something when you, you know, it's like you've got this right in front of you and you can like go all in forever, never run out of stuff. But if you want to find cash buyers, you know, you can look up in your county records. I don't know what system you have and find the people who pay cash. You can find people that own like, you know, absentee owner, you know, properties that paid cash for them, people that own multiple properties and you call those people and you say, hey, look, I've got this property over here and I didn't know if there's anything in the world I could do for you. You know what I'm saying? And then that hurts their ears and they're like, okay, cool. Yeah, what is that property? You know, and you kind of get into it that way. So if you really want to go that route, you know, then you can definitely do it and that's the way I would do it. Give me a question, bro. I want something, man. Give me something good. Is that a question for her? Yes, I have a question. Tammy, I want to hear from you. What's your question? My name is Madison D.C., I'm underneath Cala William and I've been in the healthcare industry for over 18 years. I'm new to sales. My question is, everyone always say, study the market, study the market. How do I study the market? You go on your MLS and you pull up closed sales, new listings, with drawings. You know, like you study the market. What do you, I mean, have you ever heard that one before? Recent, and I'm looking at recent sales to see how much they sold for, how quickly they sold, things like that. Yeah, everything. You want to know, like pick a subdivision out and do it subdivision by subdivision. Pick one out that you're going to call all the owners in and just start studying it. Go back like two years worth of sales and look at the trends. And then look at what's on the market. Try to figure out the inventory, the supply and demand, how long they've been on the market. Look at all the pictures. Go call a couple of the active listings and go look at the properties if you want to, just to get a good idea of what's going on. And yeah, and then from there, you know, like you know the market in that subdivision. Now, when you call those owners, you're very well-knowledged on that. You go to the next subdivision, do the same thing. And after you do several subdivisions, you start to get a better picture of the market as a whole. And then as you get buyers that contact you and you start showing properties and yet other subdivisions, you start to get a better picture of what you can get for your money outside the subdivisions you've been, you know, like it just takes time. You just got to go through the process. Yeah. Does that- Thank you, I really appreciate it. Okay, cool. Good talking to you. Reach out any time. I'll do. Cool. I appreciate you right here. Brian, you done? You done, Brian? Yeah, I believe so, man. I'm gonna go ahead and I just kind of- That's weak, dude. That is weak. I'm just kidding, man. I'm just kidding. I got one person here begging to call. So I'm gonna call one more. Good. I appreciate you, buddy. I'll keep in touch. Okay, buddy. All right, I got, I got Ms. Winter. Want me to make one more call? Somebody make one more call. Okay, how do you know? What's up? You've definitely changed my game in the short amount of time I've been in business, so. It's wild, isn't it? A new approach to just show people that you care. It's totally mindset. I'm Jean, and I'm working at the ISA with Taylor-William. Yeah. So my question is, you know I'm working underneath a team. Say if I did go out on my own and I was meditating myself to call in four to five hours a day, while I'm doing that and kind of building my farm, should I be doing, is it gonna take about a few years of that until I get to 100 deals a year? Oh shit, yeah, it's gonna take you, it's different for everybody. You may never get to 100 deals a year. I don't know. See, if you will maintain the balance between old clients and getting new clients until you get to 100 deals a year, then yes. If you get to 50 deals a year and then you just start focusing on your past clients and referrals, then no, you will not get to 100 deals a year. Does that make sense? Yeah. You have to continue maintaining the balance between new and old for your business to continue growing. Make some time to make the outfall to keep the growth of business up to 100 deals a year. Yes, well the thing is is this, the weekly email puts you in a position where the weekly email can take care of your past clients for the most part. You can still try to call some of them here and there and stay in touch and do all that stuff. But for the most part, the weekly email is gonna be what keeps them in tune with you. And so like that takes a lot off your shoulders and worrying about how you're gonna handle that situation. All in the meanwhile, you can spend the rest of the week showing property, making calls, going to listing appointments, doing all the things for a new business. And then all those people come into your sphere and now they're part of your old client and your old client base continues growing and you continue going after new business. And then after a while, all the old people, they start coming back, they start referring people to you and it's a snowball. So do they have a mobile app for like iPhone because they know Mojo has the mobile app? Yeah, Mojo has it, but Red X doesn't. Work with these Mojo dialers? Yeah. So that's what you've been using. And it's kind of annoying because there's so many bad numbers within that system. I know, right? That's the problem with Mojo. And that's what I keep trying to tell everybody. And that is the reason, see I had Mojo for a while and it was really bad numbers. And somebody told me about Red X and I tried it and it was like night and day. And so I just immediately jumped over. And like I haven't looked back. And the thing is, it's like about a year and a half ago when I made the jump, they've gotten so much better than what they were back then and they're getting better every single day. Whereas Mojo continues to basically have the same data. That's why their data is almost unlimited. And Red X charges $50 for 2000 because it's worth more. They pay more money for the data. So they have to charge a little bit for it. But for $50 for 2000 where a Zillow lead is $2 to $300 for one, it's like a no-brainer. Yeah, I've had some hilarious calls where on Mojo where it was no name, no address. And somehow I ended up getting an appointment. I had to like wing it through like, oh yeah, what's your name? Oh, you're on the corner. Like it would say two street names. So I had to totally wing it. And it was a awful thing because then the client's like, well, do the hell are you if you don't even know where and if there are anything, but it's kind of, it's frustrating, but I'm on the triple dialer, I call every single number. Yeah, cool. Well, is there anything else I can do for you? No, that's it. Thank you. What was your question, by the way? Yeah, what was like, what was the question? The question was how many deals were doing a year. Listen to me, just listen to me here. Do not focus on the results. Right. Focus on the day-to-day. The results are gonna happen. Closings are happening every day. If you're doing what you're supposed to do and you're talking to people, you're going to do lots of deals. Right. Don't worry about it. Once you get to the point when you're doing a hundred transactions a day, you don't have to make the calls anymore. Yeah, exactly. Like you have to make calls, but you don't have to call so many cold calls. Right. You know, like when you get, like this is my theory, okay? Like when you get up to wherever you wanna be, then you can just rest on your past clients and maintain that. Right. So if you get to where you're doing a hundred deals a year, you might have to do a hundred deals a year, a couple years before you, you won't just like quit making cold calls that year. You'll kind of like wean yourself off of it. You know what I mean? Yeah, but like the first year I did a million dollars in 2017, I didn't make any cold calls, not one. But I sold a hundred deals, 14, 15 and 16. You know what I'm saying? And then 17 was basically the year that I had weaned myself completely off. But then 2018 was really tough, right? So I actually got back on the phone, I was making cold calls. You know? So like when the market, and then that's another dynamic, like you can rest on your past clients and referrals, but as the market slows down, then you gotta get back on your calls to keep the momentum going until the market rebounds. Right. Yeah. What's that? Those are the agents. Yeah, yeah, whoever's making the, yeah, whoever like notices the market changing and then switches their strategy over to making more calls and contacting more people and continuing to build their business, they're gonna thrive through the market crash. Right. Thank you so much. And I got your stuff on order, so I look forward to reading that. Which one? You're a good diamond. Okay, cool. When you get through with that, read list to last. It'll blow your mind. Hey, have a good day. Good talking to you. You too. All right. Bye. Okay, Tony says he has a quick question. So I'm gonna give it to him. It's gonna be quick. It's gonna be real quick. Tony. Hey, buddy. So I wasn't gonna take another call, but you said you had a quick question, so. Yeah, when you're making your calls out. Absolutely. That's sometimes I struggle with, leave a message or don't leave a message. Leave a message every single time. Don't think of it as you're gonna magically get them to call you back. Use the voicemail as a branding tool. Like you just want them to hear your name, hear your company, hear your phone number, hear your voice, and then they're not gonna call you back, chances are, but they heard your name. And so now they're gonna see your signs around town and then they're gonna get your postcard and then maybe you call them again in six months and all that combined, they're gonna see on Facebook and Instagram and all that stuff combined is what's gonna win them over. Well, thank you very much. I didn't want to pick up too much. Don't miss the opportunity to brand yourself, especially with voicemail. Okay. Reach out anytime, bro. Thanks for the question. Thank you, buddy. All right, guys, that is it for today. It had so much fun. We went over, man, we're almost two hours into this thing, it's crazy. But all I can say is I love you guys so much. Thank you all so much for your support. There's not, I can't say enough about how motivating you guys are for me and it's really keeping me going. So thank you, thank you, thank you, thank you for that. I'll see you guys in Baton Rouge this week, Saturday and Sunday and Monday. If you're down there, hit me up. I've got tickets to the event 10 o'clock Monday. It's a free event. There's still a few seats left. I'm doing dinner at Rogue. I think it's R-O-U-X 61 restaurant, seven o'clock Sunday. I'll be in Birmingham in two weeks for the Remax Awards banquet. I'll do a meetup the night before somewhere if you guys are in Birmingham and I'll be in Vegas at the end of February for a whole week at the R-4, the Remax International Convention. I will also be doing a meetup there. And really from there on out, I don't know exactly where I'm gonna be, what I'm gonna be doing, but just stay tuned. If I'm not in one of your areas soon, I will be at some point. The next training session, I'm literally gonna be calling for sell by owners and trying to help them sell their properties for zero commission. I'm gonna give them all the advice and put everything on the table to help them sell their properties for free. So I'm really looking forward to that. That'll be the next session in two weeks from today. So reach out if there's anything I can do for you, any questions. If you haven't signed up for the free coaching, it's at zero-to-diamond.com. If you haven't signed up for R-X, get the $150 discount at zero-to-diamond.com. You got the constant contact in the e-book. If you need a website, let me know. Also Instagram strategy. I'm getting all kinds of leads on Instagram and the agents that are doing my strategy are too. So that's another thing that I'm offering. So whatever I could do for you guys, please let me know. If there's a speech or an event I could come to in your area, hook me up. And other than that, I'll talk to you guys soon. Peace.