 We talked to all our past clients. We set up launches. Okay, boom! I want you to know that this is my life. This is real. Relationships are universal. Step one, what's the first thing talking to you? How many people? Well, it depends on where step one starts, you know? Are you brand new? Did you just get your license yesterday? Are you a year in? Have you closed four properties and you're trying to you're still trying to figure this thing out? Are you five years in? What stage are you in? You're at stage one, stage two, stage, you know? I think we're doing 20 deals a year. We're kind of stuck at 20 deals a year. Okay, the first thing I would do is get a weekly email in place to all my past clients and then I would work on gathering more emails from more people to get into that email database to send a weekly email that you create every week. It's custom content. Okay, that's step one, step two, and that should take you no let, no more than an hour, right? Like, we're like, we're not, I'm not talking about spending a week on this. I'm talking about spending a couple of minutes. See, this is, this is, this is something that that people see me like on the office and I'm like just moseying on through there, you know, like, you know, make a little cup of coffee and I look like, you know, I look like I'm almost in slow motion, but I'm getting so much done. Like, at the end of the day, there's so much production, but I don't look like I'm, I don't look like I'm like running a sprint here. You know, like I just, I look like I'm in slow motion. So when I say step one, step two, step three, I mean, get step one done right this second, you know, within a matter of minutes, an hour, and then quickly, see, there's no, there's no dead time for me. Like, when I get done with a task, I already know what the next task is and I move right into it that, that second, like even before I'm done with the last task, I'm already almost starting the next task. You know what I mean? That's what creates my speed to get so much done. I don't finish one thing and then say, okay, here we go. You know, let me catch my breath and let me see what's going on on Facebook or, you know, let's just watch Dr. Phil. I'm moving very quickly to, okay, boom, boom, boom, boom, boom. And that's the way you have to be. So step one, let's get the weekly email in place. Step two, let's call every single past client that we have. If we're, if we close 20 deals, it means we have a nice little list. And if we're in a rut, that means we probably haven't talked to them lately, right? So I want you to immediately call all those people and just say, Hey, how are you doing? What's going on? I'm enjoying the days in the Gorge. How's your daughter? How's your son? What's going on with that thing? Are you enjoying the, the condo or house that I sold you or, or, you know, wherever you move to? Just checking on you, man. Is there anything in the world I can do for you? Cool. Look, I'm here for you. You're going to start getting this weekly email, you know, just hit me up. Let's do some lunch. Where are you at? When can we, when can we meet? You know what I'm saying? And try to set up a lunch appointment with every past client that you possibly can. And what you'll do is you'll set your calendar up and you'll fill your calendar up with these lunches. Okay. But then like, that's only an hour of those days. Okay. So then you're going to fill your calendar up with more productive activities in the mornings and the afternoons of those same days, but you're going to spend an hour, you're going to buy that client lunch and you're going to spend some more FaceTime with them and go deeper with that relationship. Not talking about real estate, not talking, not trying to get them to do anything, just hanging out. And so that would be step one, email step two, past client step three. Okay. We went through all the, we got all the emails, got it in place, you're doing a weekly email. We talked to all our past clients, we set up the lunches. Okay. Boom. Now we're going to start circle prospecting, calling expires and for sale by owners. Okay. So, so when you're saying, don't call Fisbo's first, call your past clients after you've done, got your email sent out. If you're in your, if you're in the stage that you talked about where you're one year in, you've closed 20 deals in your business's stale, it should take you no more than a half a day to call those past clients, get through that small little list you got and set up some lunches and get some, you know, get another contact behind, you know, under your belt with those people. And yeah, I think that's important to get the weekly email set up, talk to past clients. That should like, we're now, we're literally, we're literally five hours into this. Okay. You know, we're literally five hours in. So when you say she shouldn't call for sale bonus first, we're still in the first day of this in my world, right? We're still day one of this. Let's, let's back up though, because I know how I get my day started. I know you're very similar. Like, how do people get so clear on there from one actual item to the next? What do you do to get clear to get so much done in five hours? I literally, and I like the way you said it when we, when you came on my channel, I literally have a like 15 to 20 minute meeting with myself, right? Where I sit down and I study my business for just 10 to 15 minutes and I make a list and I'm prioritizing what I need to do, right? And so I know like what my appointments are. If I have listing appointments, closings, a lunch appointment, you know, I need to do a zoom with Colton. I got whatever I need to do. It's there on that paper. So I kind of know where my appointments are set. Then I have this other list of things I got to do in between appointments, right? And so like prioritize those things and then I just, I mean, once I get through that and I feel good that, okay, I got everything here, then I don't even have to think anymore. I just, I just boom, boom, boom, I look, okay, boom, knock that out, that out, that out, just check them off the list and just go down that sucker, go to my appointments, crush more things, try to make calls and like when I'm driving from appointment to appointment, I'm on the phone making important phone calls. I'm not calling mom to say, hey, you know, how's your day? I'm calling clients, I'm calling developers, I'm calling agents in my coaching program. I'm trying to knock out things on my, on my, you know, on my drive from appointment to appointment so that I can knock out more, I can produce more, you know, I can get more done. So I'm just real productive oriented, you know, I grew up roofing houses and you get paid for how many shingles you lay. And so I'm just in the, in the mentality of, you know, I have to produce, I have to produce, you know what I mean? So that's just like, you know, and to be honest, I don't know what I would do if I wasn't doing what I'm doing. Like I don't know what I would do in between my meeting with Bob and, you know, my meeting with Ed, if I, you know, if I'm calling people in between, I don't, I don't know what I would do. I would just like drive and just stare at the road into space and think of, you know, I don't know. I don't know what people, I don't know what people do, bro. Yeah, I don't know what people do either. I'll tell you something else that really gets me mad is like people that have one, uh, like, like two, two buyers, you know, two pending deals, three active listings, and they're done. Like they can't, they can't handle it. You know what I mean? Like it takes them 40 hours a week to handle that. And they put no time towards new business, new money. It blows my mind. You know why that happens is people get lost in the trauma. Now one of the things I've observed guys that Ricky's really great at is he doesn't get, he doesn't get lost in the story of the bullshit because his, he lives this mentality of this is my life. Like he's obsessed with life and life is here in this moment. What am I going to do in this moment? I've got a mission to help as many people sell their property as possible. And now Ricky's is, is to reduce the failure rate of real estate agents in this industry, but you don't have a, you don't get lost in the Kardashians or what a client said that, you know, like three weeks ago that then you're helping to debate your head about, or you're not, you're not worried about some family drama or this or that. You're focused on what is it, what am I after? What is my purpose? What is my drive?