 Okay. So in today's video, I literally had a zoom call with an entire brokerage in Detroit and I really let them have it. You're really going to enjoy this. There's so many nuggets. It was a massive Q and A, if you will. So all kinds of things were thrown at me through the entire session. So you're going to want to listen to the whole thing. Go ahead and put your headphones in at the gym or while you're headed to show property or whatever, whenever you listen to podcasts or watch videos, be sure to put this one on your list. All right. So I'm just going to jump right in here. You guys know how good this is going to be. So smash the like button, hit subscribe, leave me a comment. Let me know what you think. And here we go. Came back in 2008 and just started crushing it because it was so easy to sell properties back then, man. It was 50% off. You know, they're saying it's going to go down, going to go down, going to go down. And we may see that seasonal, we will see. We actually will see. We're already seeing prices level out and even come down a little bit. It happens every single year of this year, every single year, how it would be way great. Like you think 2021 was crazy? Like that's nothing compared to the underlying pent up demand we have right now. It was like contractors would come and say, Hey, if you send me somebody to get their house painted or whatever, I'll give you a kickback. I'm like, I don't want the kickback. What I want is you to take care of the client. Then we're going to talk about what happened in the calls. Then we're going to go through market insights. Then we're going to go through Q&A for like an hour. There's no system that's going to be 100%. You know, that's going to convert 100%. Nothing. The object is to make friends in the market. That's how people choose their agent, who they feel like as their friend. So you got to get good at being a good friendship creator. We got a special guest here. I'm not going to be very respectful of his time. So Ricky, why don't you take it away, man? And we're definitely excited to hear what you have to say. Hey, can y'all hear me? Yep. Oh, beautiful. Beautiful. How are you guys doing? Real good, man. Good to see you. Good to see you. And you guys are in Chicago. Where are you guys at? That's Chicago, man. Come on, Detroit. Like all that up there is the same to me. It's like cool. Well, good to see you guys. Um, I don't know if you guys are all new, experienced, which problems you're having in your business, all that good stuff. I don't know what you guys know about me, what you don't know about me and everything, but I'm here to help you. So I've been in real estate since 2002. Um, I crushed it as a really young early 20s guy made a bunch of money and then lost it on the crash, flipping houses and stuff. And then I came back. I actually went and worked at an oil rig, roofed houses, served tables, sleeping in my car, all that stuff came back in 2008 and just started crushing it because it was so easy to sell properties back then, man. It was 50% off. I mean, if you guys can imagine if prices even went down like 20% now, how crazy easy it would be to sell real estate, even though there was a lot of inventory. Um, it was cool because the buyers pretty much had their pick, you know, and trust me, you know, even if inventory got crazy high and prices came down, which just doesn't seem like it's going to be the case. But even if that happened, you might think, Oh, you know, there's going to be a whole lot of buyers. Yes, trust me, there will be plenty of buyers that want to get in at lower prices. It's so crazy because all we've heard about is crash, crash, crash for the last 18 months. And although we did see a little bit of correction there, prices are still up here every year. We're going to be up for the year. And all the big entities, realtor.com, Zillow, you know, K Schiller, you know, all of them, they've all came out with and revised their forecast to be up big, you know, like Zilla just came out and revised it to 6% this year, 7% next year or something like that, which the historical average is like 5% or something. So we're talking about some big years in terms of price increases. Transactions are down. Now, now what we have to think about is right now, transactions are literally at 2008 levels. Okay, we're we're we did with this is a crash, like we're in a crash. The only difference is we don't have any inventory and prices haven't went down with the crash and all the mortgages are so solid out there, as opposed to back in 2005, six and seven. So you know, all the people that have been on the sidelines, especially these YouTubers that say prices are going to go down 30%, they've been saying that forever, right? And if it was up to them, nobody will buy a house. You know, they were saying it last year, well, now prices are up. Now, what about all the people that listen to them that didn't buy a house and now prices are up even higher? You know, what are they thinking? Right? And now the same things happening right now, you know, they're saying it's going to go down, going to go down, going to go down. And we may see that seasonal, we will see, we actually will see we're already seeing prices level out and even come down a little bit. It happens every single year this time of year, every single year. And I would put that on social media and agents from New York and Miami and stuff, they say, oh, yeah, not our market. And I'll go right to the data. And I'll show them how for the past two years, prices went down in the fall, even in 2021, the year of the boom, prices came down a little bit. It wasn't a lot, but they came down a couple thousand bucks and everywhere. It's just the seasonalities of the market. So what you have to get really good at as a real estate agent is, you have to get really good at playing the cycles. Okay, so we have yearly cycles and we have these big, huge market cycles, you know, like once every 10 years. Okay, you got to get really good at playing the cycles and understanding how these cycles flow and how to take advantage of them, you know, so like in the fall when things slow down, that's when you should be really prospecting. That should be your prospecting season where we're trying to build the database up to where when you go into the next selling season, your database is twice as big as it was last year. So that this selling season, you sell twice as much. Same thing when the market goes down the way that it has in terms of the number of transactions, you guys should be eating this up. Yeah, you're gonna do less transactions, but who cares? It's like a rubber band. The more you pull it back, the harder it's gonna pop. And like we have more pent up demand than we have ever seen for housing ever, ever, ever, ever. And it comes from a lot of places, you know, one of the biggest places is honestly, the people that have had these handcuffs on their on their arms, not not willing to sell because they're sitting on low interest rates. Guess what? They hate their house more and more and more and more every single day. They hate it, but they feel locked in. They want to move. They just can't. And that that's a rubber band that's just getting pulled and pulled and pulled. And when it releases, it's going to be like an atomic bomb going off inventory and buyers. Then on the other side, you have more 33 year olds and we've ever seen like in decades right now. In 1990, we had a birth rate spike that was that was just massive. And that birth rate spike has led to more 33 year olds this year than we've seen in our lifetime. And guess what? Those birth rates stay at that level for 16 years. And that's just 33 year olds, not to mention 34, 35, as these people get older and older. So the average age of a first time home buyer is 33 to 36. Okay. And 98 percent of millennials, they did a they did a study 98 percent of millennials want to become homeowners. So when you got 98 percent of millennials who want to become homeowners, there's more 33 year olds right now than we've ever seen in our life. And that's just going to get bigger and bigger and bigger as they become 34. Then the next age is 33. Then they're 35. Well, these people are 34 than another batch of 33s. It's just it's so massive you can't even imagine and we don't even know it in terms of the amount of historic pent up demand for housing because of interest rates. Like we're like we're going along and we're thinking, oh, you know, it's, you know, the market was this and now it's this because of rates. But you guys don't even realize like if rates would even just stay around like five, how it would be way great. Like you think 2021 was crazy. Like that's nothing compared to the underlying pent up demand we have right now. It's absolutely ridiculous. So when you think about the long tell of demand for the next couple of decades, it's unreal and you really have so much job security. It's not even funny. Now, once you realize that it's up to you to go out and build a foundation of a real database of thousands and thousands and thousands and thousands of people who know who you are that, you know, that you that you have a system on the back end where they never forget who you are that you can then, you know, build this business that's super residual where deals are just falling in your lap. Right. That's what you want. You want to build your database so big and you have a system in place where nobody forgets who you are that at some point deals just fall in your lap and you never have to prospect another day in your life. First year made a million bucks was 2017. I never prospected a day after that ever and I continue to make a million every year after because of the systems that had in place to stay in touch with people and the database that I built up and really part of it was just being a being more focused on the person not the property like making the human the priority over the transaction. You know, because through that they're going to love you but then you're also going to do a lot more deals. You know, when you really understand what's happening behind the scenes of them wanting to buy or sell a house, you know, a lot of people just kind of brushed over the reason. It's like, no, let's sit here for a second and go really deep on why they're wanting to buy or sell something so we really understand what's happening behind the scene psychologically and then you've got a client for life. You know, you're there anyway. So anyway, got back in in 2008, learned all this, started crushing it and by 2014 I was selling 100 properties a year and then I was the number one rematch agent in Alabama for a long time and sold 100 properties a year ever since. It's eight years in a row, single agent, one assistant, number one agent in my entire county out of all agents and teams and then in 2017 I kind of got a little bored with that and I just was like, well, you know, let me start trying to teach people how to do this. You know, so I started speaking, writing, coaching. I became the world's first completely free real estate coach and it's been exciting. I've now traveled and speak a lot and just try to say everything I just said to you guys, you know, and over a course of an hour long talk and we've helped thousands, tens of thousands of agents, probably hundreds of thousands of agents we've helped. You know, the overall mission is to help reduce the failure rate in the industry. You know, there's so many agents that quit. It's like, there's no reason to quit. There's, I mean, leads are humans. Leads are everywhere. You know, it's like, I don't have any leads. Well, no, there's, how many people are in your market? What's a population? 1 million? We got 1 million leads right there. You can just get their information for a penny and call them. People are stuck on, these are warm leads over here because I paid a thousand bucks for them and these are cold leads or what it's like. No, they're all the same leads. The people that you bought for a thousand bucks is the same person you could have got for a penny. Actually, the one for a penny is better because it's the exact person you knew to do business with, you know, property owner. You know, think about it like this. We're all going to make money at 7 o'clock at night, right? Right, people are looking at properties at 7 o'clock at night. So we're all making money at 7 o'clock at night. The only decision you're going to make is, is am I going to be the one showing property at 7 o'clock at night? Or am I going to be the one at the house eating dinner, chill and relax and no worries at 7 o'clock at night because 8 of my 21 listings are getting shown. You know what I mean? Like, it's all about efficiency. That's why I was able to sell 100 properties a year as a single agent for so long, kind of effortlessly, if you will, because efficiency, right, and leverage and understanding that. That's why you're not going to see me do YouTube for real estate agents or Facebook ads or boomtown leads or Zillow or any of that stuff because that's buyers for the most part. I don't want buyers. I want, I want sellers. I want leverage. I want a life. You know what I mean? So I could get into all kinds of stuff, guys. That's just a little bit of background on me, how I operate, how I think. I think the best use of our time since it's late in the day. See, you guys are there. So you're on central time. Oh, we're on Eastern. Eastern, yeah. Oh, so you guys are even later. It's 6 o'clock there, 613 or whatever. So yeah, I mean, it's late in the day for you guys, late in the day for me. I normally shut down at 5 o'clock. I'm done. So this is overtime for me, but I'm happy to do it. Happy to be here. Let's just do some Q&A. If you guys, you know, what's what problems you have in your business as we have just a small group and what value can I bring to you guys? You know, what do you have problems with? I think that's the best way to do it. Hey, Ricky. Hey. Hi, I'm Stephanie. I've listened to some of your coaching. I'm listening to your book right now. I really like a lot of the things that you do. I know that you're really big on your email list. How many people were on your email list before it really started working for you? Well, the first year I did it, I picked up a thousand people in the first year and I sold 20 properties that year. So on the email list or? Yeah, I mean, I was I was emailing them. Yeah, it was all email. So, yeah, I got actually, to be honest, what happened was is back then you could actually really it was the Wild Wild West back then. Okay. So I literally bought a million emails and I emailed every one of them and a thousand of them responded and 20 of them bought. These were cold emails. So you can't do that in today's world, right? You can't do it at all. Not even close. They'll shut you down immediately. Back then you could do it, but that's what happened. Emailed a million people, a thousand responded, 20 bought, and then the thousand who responded, even though they didn't buy, they still stayed on my list. They still got my content, my weekly emails and stuff, you know. So it's funny because one of the people on that list, the 20 that bought, that was the very first property I sold coming back into the market, and all I've done is the weekly email, right? I don't do client appreciation parties, check on them on the birthdays, nothing. I just do the weekly email, keep them informed, but where the real magic happens is during the deal, giving them great customer service. If you can make the deal go smooth and really go over the top during the deal, they'll never use another agent. Chances are really low. So that's kind of where I won, you know. It wasn't that I went above and beyond in between the deals. It was that I went above and beyond during the deal, and then I did the weekly email so they never forgot that feeling. But what's so cool is, is last year we actually sold that first property that I sold when I came back, you know. I emailed those million people, you know, 20 people responded, you know, and bought. Well, well, a thousand responded, okay? A thousand responded, 20 of them bought something that year, and out of the 20 that bought, the very first one, her name is Lori, she bought a condo on the beach for 200 grand. Now, I didn't stay in touch. I mean, she just, on my weekly email, literally last year, that was 2008. Last year, she called and we listened and we sold it for like $5.50 or $600 or something like that. But isn't that cool, you know, like the whole full circle thing? But that weekly email is like the safety net on the back of your business that never allows anyone to forget who you are, you know, how you treated them. It kind of keeps that bug in their ear, and it's a reminder, you know, your name in their inbox every Wednesday or every Thursday, whatever day you decide. To me, I haven't been able to find a better way to do this in terms of making sure nobody forgets who I am because I know 90% of the people on my email list are going to see that in their inbox, you know, versus social media, you know, 5 or 10% of the people following me will see my content, you know, mail is kind of expensive, like, I mean, I'm happy to like listen if you guys feel like there's a better way to stay in touch with people. But I just haven't been able to find it that it's the most efficient, cost-efficient, effective, you know, way to do it today. My email list is $19,000, $7,500 to open it up every week, and we still sell 100 properties every week. My dad handles the day-to-day so that I can do things like this. I stepped out of production and glory to God. Like, you guys don't want to be real estate agents forever. I can assure you. Just one more question. Sorry. You said that you, when you're working with someone, that you make sure that they feel really special and you have a good connection with them. Do you do a special personalized gift for everyone for closing? No. No, no. I don't. I don't. You know, like, everybody has different love languages, right? And like, mine is like, take care of me. You know, it's like when lenders used to come to me and say, hey, you know, use me or whatever. Like, what do you want from me? Like, how can I get your business? And I'm like, or can I pay you a referral fee or something? I mean, no, I don't want the money. It was like contractors would come and say, hey, if you send me somebody to get their house painted or whatever, I'll give you a kickback. I'm like, I don't want the kickback. What I want is you to take care of the client. You know, it's like, I don't care about gifts and money. I want people to be taken care of. And so that's how I operated. That's just kind of like my love language. Like, I want them to have a great experience through the deal. So it comes down to more not so like thoughtful, you know, gifts, but more so answer my phone. Okay. And like, stay on top of the deal for them. When things were happening in the deal, I was fixing those situations immediately to work and turn into a big situation. Right. I was negotiating the best deals for them. I was always taking their side. Like, if they have, if they, if they, you know, if we're in the middle of a negotiation and they wanted to do something and personally, I didn't feel like it might have been the best move. I'm still going to, you know, say yes, like that's what you want. And then I go to war for my client. No matter if I think it's right or wrong, you know, that's customer service. Right. So many times you see agents talk their clients out of deals because they personally wouldn't do the deal. It's like, this isn't your deal, bro. This is your clients deal. This, this is their deal. They want to do the deal. Don't talk them out of the deal. You know, later on down the road, they walk out of the, they walk away from that deal later on down the road. They're like, man, I wish I'd have bought that. You know, it's like, don't, don't talk people out of stuff. Right. Help them do what they want to do. So I've got a question. I mean, and we, this kind of goes back to what we discussed a couple of weeks ago when we had our, you know, one-on-one, you know, how you, you know, as of right now, we're, you know, we're on a perfect storm. We got, you know, drips going and all that stuff. But I know you're a firm believer and I think you're right of how the weekly newsletter is way more effective than drips because everybody just, that's what people are expecting, they're getting drips from 15 other agents and that kind of differentiates yourself. As far as the, like the structure of your, of your, of your newsletter, like, what does that look like? Oh man, dude, I'm glad you asked. I'll actually show you guys right now what I'm working on. This will actually be available here. I don't know if I showed, did I show you the four, the four-week template things? Yeah, I didn't know if those were, were out internet. Did I show those to you? I saw like the very rough beginning draft of it. Yeah. Let me see. Let me see if I can get that pulled up right here. Let's see. Where is that? Here we go. All right. So I can give you guys the link for this, but this is what we're working on right here. So we're working on like a four-week template. So it used to be this, just the general weekly email, and this was kind of just like what was in there where, you know, agents just come in and kind of just plug and play with this, this kind of general template. But now what we've went to since it's been really hard for people to come up with content, what I've done is I've built like a four-week template. So week one, week two, week three, week four, right? And so week one is stats of the month, week two is restaurant of the month, week three is deal of the month, week four is news of the month. So if we go to like stats of the month, you know, what they do is they'll put, they're going to customize this with your stuff. So your name, your organization, your phone number, your logo, and this yellow is just training material that you delete, you know, but this tells you about the subject. Most people have the mistake of using it, like they try to use the subject to hook people in when the subject should be branded like mine's Gulf Coast Market Report and the date. And then I use the preheader text to be the hook. That way the subject is branded because if you're trying to hook them on the subject, they could get lost because the subject isn't the same. You're not really branding anything, right? And then it's a different picture here, something local in the area. And then boom, average sales price in your area, number of transactions, number of new listings. And you give your expert opinion on that. And then you put links here for new condos, new home search, whatever, right? And then you've got restaurant of the month where you put a restaurant here, you give your experience of the restaurant, you know, what happened when you went in there and then, you know, say, hey, reply back for this email for a chance to win a gift card, you know, $100, $50, whatever. You've got all your listings right here, all this stuff. Then you got deal of the month, like your favorite listing of the month. And then you got news, like could be a development, could be a bridge coming in, could be a festival happening, whatever. So this kind of gives everybody kind of a foundation of how they could do this really easy. I'll put this link right here. If you guys want to utilize this, if you go here, they will go ahead and create a custom template for you. And then when these templates are done, like they're going to be done this week, they should be in the on the website. You'll be able to utilize those four. And I'm going to do a training on them as well. Oh, and get this. Here's what you guys need to do right here. Let me give you this link. This is going to be career changing right here. Okay, right here. This now that is an all day virtual workshop. I'm doing via zoom next Friday on the 18th. Now I'm going to take you through your morning. I'm going to take you through going on MLS, looking at the hot sheet. We're going to role play. Well, then I'm going to teach you how to find your numbers. If you don't have numbers, then we're going to role play. Then we're going to make calls together. I already have an 1100 agents registered for this. So I'm shooting for 2000. We're going to make calls together. Then we're going to talk about what happened in the calls. Then we're going to go through market insights. Then we're going to go through Q and A for like an hour. So this is going to be a big, big, big training event. And I'm actually going to make everyone make calls with us and make sure everybody has everything they need. So it's going to be a really, really good. Training. So and also anybody who invites, so Derek, you can invite the five people here. Like anybody that then invites five people who actually register. I want to, I want to read, like email me or DM me on Instagram so that I can put you on a list to be on another Zoom call because I want to kind of reward the people that are referring this out. So if you guys know five agents or the brokerages or whatever that you can invite to this thing, do it because I'm trying to get word of mouth going and then do a Zoom call with the people that referred so we can build a relationship deeper with you guys and see what I can do to help you guys deeper what questions you're having what problems you're having all that because the Zoom call they'll be like a thousand plus agents I'm sure and it'll be kind of hard to answer every single person's question. That's a cool thing about this Zoom though right? Like there's like five or six of us here so you guys got me. More than that but yeah here we go 12. I can't see everybody. Okay here we go we're at 10 or 12. What else you guys got man? Anybody else having problems in their business? Because like I'm I'm like the doctor Phil of real estate. Yeah ask away guys yeah I mean I'm I can sit here and ask questions to Ricky for the next three. Yeah I want to know what you guys just problems you're having you know in your business where's your where's your bottleneck in your business you know is it Hey Ricky for me I'm Damon for mine um I kind of don't go out of my circle so I need to we used to do a newsletter like all the agents we used to do it at the office and then we kind of faded away from a little bit and so we went to just doing emails and I know that I stopped doing my emails a while ago I still have their email addresses but I was getting frustrated with only like the same group of people should I go back to my old list and just make a combo list with everybody or do you differentiate your list as far as these are the people that I really know and these are the people who I kind of know or do you just do all of them at one time you mean send two different emails out yeah like when you do your newsletter and your emails are you doing the same list or are you doing two different sets of people so the thing is is about simplicity right and and scalability okay so think about it for a second if we're if we're going to send out two emails now we're doing twice the work right or if we have five different lists and we want to send a different email out to this subdivision and that subdivision and these people and those people you're just doing five times the work when you could all when you could send them all just the same thing here's a here's here's my restaurant of the month here's the stats of the month along with all the new listings here's the best listing I can find the best investment opportunity out there or the coolest house or the most expensive house or whatever here's a here's the festival that's happening next month that's going to be really cool or a new development that's coming into town or whatever like I don't know how you would separate it you know what I mean like the same stuff can go out to all the same people whether they're buying they're selling whether they're hot cold whether you they ghosted you they you showed them five properties and they ghosted you five years ago you know how many you know how many buyers I sold to that ghosted me that I sold to three to five years later they came back because of the weekly email I didn't like they ghosted me and I'm like okay whatever they kept getting the email then they called me five years later and say hey remember me and I'm like I remember your ass and they buy something from me I mean happened so much that's why I say it's a safety net where yeah you're not going to get everybody and listen guys like you're going to lose people using my method to other agents who are way more personalized who do the client events and do the happy birthdays right you're going to lose some but you're they're going to lose some to you too see the thing is is there's no system that's going to be 100% you know that's going to convert 100% nothing so I'm like how can I have the largest database right and because it's got to be about quantity at some point a lot of you guys spend a lot of time you know dealing with one or two buyers you know I'm giving them great quality quality quality it's like okay that's great but when is it going to be about quantity because if you if if you want a massive business like you say you do then at some point that you got to have a large volume and you're not going to have a large volume messing around with two buyers over here two buyers over there right you want to ask a buyer or when I ask an agent how many active buyers and sellers they're working with the most common answer is four right I didn't ask you guys that because I want you to think about my answer and you guys know what your answer is of how many active buyers and sellers you're working with right now but the most common answer is four well statistically that is 0.8 deals so guess what you got four buyers or sellers that means you're working on nothing you need 15 to 20 if you're going to close one deal a week write that down because 15 to 20 active buyers and sellers equals one deal a week 25 plus is two deals a week and trust me I did it for eight years in a row two two deals a week two two two every week for eight years because I had 25 plus active buyers and sellers on a list at all times and I've coached so many agents who keep 15 to 20 and they close one deal a week one deal a week one deal a week it's as easy as this guys easy as this your pipeline's not big enough you think it is because you're working with five people that might do something and statistically that's one deal so back to your question Damon it's uh you don't want to add jobs for yourself it's kind of like for me when I did when I'm thinking client events I'm saying oh my god I don't want to have to do a client event every year that's a whole new job that's like that's like saying I want to call my clients once a year although all these things you're talking about are good it's still adding a job but think about it like this can you do every single marketing activity out there no way right no way but we try to right we try to do facebook and instagram and cold call and open houses and client events and email mark we try to do all these things and guess what we don't end up great at any of them right and we still don't get to all the marketing so the reason why we try to do all these marketing things is because we think oh we're leaving money on the table over there and we're leaving money on the table over here and the very the top top producers what they do really what they're really good at is saying okay I'm going to go all in with this one thing and I'm okay with the business that I might lose not doing all these other things over here see what I'm saying because your cup your cup is only so big which means you can only handle so many deals at one time so think about what your number would be right so let's just think about it for a second let's say you right as a single agent I don't know all of your situations but let's just say as a single agent could you handle 50 active listings and say 30 more pending could you handle 80 deals 50 being active and 30 more being pending could you handle that no okay so where's the breaking point right is it 20 active listings and 10 pendings is it is it 25 active and 15 pendings right so there's a number is what I'm saying and everybody's number is different okay and that's the size of your cup everybody's cup is a different size mine was massive I there was one point I had 70 listings and um total right and like 25 or something we're pending at one time that was the highest ever got was like 70 listings and then I remember there was a time I think it was like 2000 I don't know 18 19 something like that I had 34 pending deals something like that was like 30 something pending deals and that was the highest ever got was like 30 something pending deals and I didn't have that many listings because things were selling pretty quick and um I uh that was pretty much my breaking point right like I was pretty much that was pretty much much as I can handle but the point is is that when we're looking at marketing and we're looking at Lee Jin and we're looking at all these things which you have to realize is that or what you have to think about is that okay if I were working on 100 capacity on each avenue if I was maximizing Instagram if I was maximizing Zilla if I was maximizing open house if I was maximizing all these things could I even handle all the business that would come in from that from all those avenues put together no right and so then you start kind of we got to start checking things off off the list and we need to get down to the one or two things that if you went all in and had 100 capacity on what would more than likely have you at your 100 capacity of how many deals you could handle and so I realize this really early on that if I can only handle so much then why am I going to do all this stuff if I can just make calls and do a weekly email and that keeps me at my full capacity because all I ever wanted to do really was close two deals a week and make a million bucks a year that that was all that was as high as ever wanted to go I didn't really have any aspirations to go any higher than that so that's kind of what you have to think about but don't give yourself another job two emails is doubling the workload doing an event every year now your clients expect that every year now you have to do that every year calling your clients you know once a year it's like another job what I want is how can I have a simple activity that I do that takes 15 minutes a week that just brings me two deals a week and they just fall in my lap that's the dream right and that's what the weekly email is so if you prospect prospect prospect you get all the emails and you're you're you're working and you're closing deals you're having great years and all that over the years you're going to develop this database you're going to have been doing this weekly email for so long that at some point you don't have to prospect anymore I told you guys while I go like I cut the prospecting off back in 17 when I made a meal for the first year and I made a meal every year since no prospecting no social media no open houses no checking on clients none of that it was just one thing weekly email 15 minutes a week go out close two deals 15 minutes a week go out close two deals that's what you want and when you get to that place in your business people aren't interviewing three agents they're calling one agent you because they did a deal with you already they were referred by somebody or whatever the case may be get it thank you yeah man and uh and I'm and just so you know Ricky where they everybody here here's your name every single week at these meetings because I'm always always name dropping you and and what your method and in fact for you know that's what we have implemented here at the office we got two different kind of like daily operation systems that people can plug into and yours is one of them so but uh essentially like what what you're what you're coaching is is circle prospecting using that zero to diamond script I don't I don't know man like honestly expires are my favorite oh really and you may be thinking oh god expires you 15 million people are calling expires what I really love is like one year old expires six month old expires two year old expires five year old expires my absolute fave because what happens is is when you call these people and you know you say hey you know I see you were trying to sell this property what what happened you know what happened with that you go from a cold caller to a detective to them now trying to help you solve the solve the mystery now they're trying to help you so it's like hey Mr. Johnson hey Mr. Johnson Ricky Kruth over here whatever real team whatever area how you doing today cool me to him enjoying the days and a gorgeous listen I don't want to take it too much of your time but I see you were trying to sell this house at one point I'm just trying to figure out whatever happened with that it doesn't matter if that house sold doesn't matter if they you know still have it or if they rented it or whatever doesn't matter because we're just trying to use that properties and excuse to get to know the person to see what it is we could do to help them well it turns into these amazing conversations because they're just they're now they're trying to help you they're like oh yeah we sold it or we still have it or here's the story behind it or we moved over and it's like great where'd you move to how do you like it you do you like do you like rental properties so you you're going to move anytime soon again do you have an agent you normally work with you just have such incredible conversations and with it being old expired it just gives you such a great avenue of conversation a great reason you know to reach out and I've just really grown to love those old expires actually did a I'll put the link here I did a full demo on on old expires how to go back 10 years worth I'll grab the link for you how to go back 10 years worth oh dang scripts and I think I actually called a few of them live on this on this training I'll put it right here for you guys that was just really really good training but I did a it was basically a demo on redx for how to go back 10 years worth and then scripts and then I believe I made a couple calls there at the end awesome and and really if so and unless things have changed or I'm wrong on this like when you're any any kind of dial that you're doing your whole if you can get the appointment get the appointment but where you're really going for is the email so that you can put them on your list and then just keep following up every single week forever correct uh yeah I mean the number one ultimate goal is to find out if in fact they're looking to buy or sell right and why are they looking to buy or sell and if they have an agent they're working with on it that's the ultimate like step one of the whole thing then then based on that then it moves over to you know you know do you have an agent you work with no great I'm sure at some point you're going to buy or sell something in the future I love the opportunity to work with you and that day comes would it be okay if I just stay in touch with you right great what's a good email for you so it does get there but it's kind of a it goes through a path you know where I really want to understand if they're looking to buy or sell now and if not do they have an agent they might work with and if not I'd love to stay in touch and if they do I'd love to stay in touch but yeah I mean like if you could if you could pick up NAR did a study right and and basically 33% of people at the end of a closing said that they picked their agent because they had they they had a friend in the business with a great reputation okay wasn't because they found them online or brokerage or or you know millers or whatever it was that they had a friend in the business now how to become friends they made it become friends through social media or millers or cold call or met them around town or knew their mom or whatever however they came in contact with them had a conversation and now they feel like they have a friend in the business you guys get it the object is to make friends in the market that's how people choose their agent who they feel like is their friend so you got to get good at being a good friendship creator okay and if you can make five new friends in the market that give you their email addresses and you do that for five years you got 6,000 over a 250 working day year you got 6,000 people that are getting a weekly email that you talked to that gave you their information that owned property in the area or whatever you are more than likely the top agent in your market at that point see if somebody would have told me all this from day one I would have been number one a long time before I was I had to learn all this on my own and now I'm just giving it to you on a silver platter Chris Curtis you look very studious and quiet so I got to hear from you before we leave here yeah in fact I'm just taking some bunch of notes and also trying to multitask so I appreciate the time Ricky I follow you on Instagram and have for a number of years Derek and I are connected through a fellow mastermind group that we go down to in Arizona a couple of times a year and so I really appreciate the opportunity to hear some of the things like Ricky knows Josh you're good oh yeah yeah Josh Smith yeah oh yeah yeah do the beach yeah he'd be intense yeah he's good people a small franchise operation smallish franchise operations I'm also still in personal production so some of the things that you're getting on it just it's kind of like keep it simple and don't overthink it and I've already sent your link that you gave us in the chat to a couple of my agents who are interested in trying to get their stuff off the ground so they'll be attending your your live yeah it's going to be the super bowl of prospecting so I'm excited about it yeah it's awesome anybody else have any questions or anything else I could do to help you guys all right good deal well I hope something I said really hit home and kind of changes a little bit of your philosophy around your business I hope hopefully you can see more long term see the big picture of what this thing could really be I hope the very first remarks about how much pent up demand we have was something maybe you've heard that maybe you hadn't but we have the market is just so so good this is this is this is as bad as it's going to get right this is it this it's just going to get better and better and better and better there's going to be more and more and more opportunities so really go all in dig your heels in and make a stand you know to really build that database do that weekly email and let me know what I could do to help I hope to see you guys on the workshop next Friday but you guys can always reach out to me on Instagram I do my best answer all those messages and good luck good luck to you guys thank you man really really appreciate you so much yeah thank you so much for uh for joining my pleasure you guys have a good rest of your night we'll see you soon see you man