 I'm gonna go for a safety words What we'll continue Appreciate it man appreciate that no no appreciate that bro What's up, man? How you doing man? We'll give her a safety words Hey So just turn the mic on Okay Hello, hey guys How we doing good to see everybody Did we really just clear this place out? This is just us right y'all give it up for Whitley and Carlin They pretty ain't it? Now guys, I just want to say thank you from the bottom of my heart You guys know the the effort and time and energy I put into just trying to help you guys increase volume Doesn't matter what Area you're in brokerage. You're with none of that stuff matters to me Right everything is so far down on the whoa Everything's so far down on the on the ladder for me in terms of what I'm trying to accomplish Except for one thing increasing as many agents income as I possibly can Everything else is so far down here. Everybody's like oh, what about this? What about that? It's like that stuff doesn't even matter Right. I'm up here thinking about this what I could do to Maximize the entire industry But I want you guys to realize I'm gonna always stand up To increase volume of as many agents in the industry as I can I don't care if somebody says You shouldn't be coaching for free Why are you coaching for free? That's a ridiculous question in my mind, right for somebody to even challenge that But for somebody to say I'm here to increase I'm here to because I care about the industry, but they're trying to tear me down Like I'm a fraud Right somebody who has made a major impact on the industry That tells me you don't really care about the industry honestly But that's neither here nor there I figured a lot of you guys might have watched that debate and I urge you to that just so that you can see The fact that I'm gonna stand firm on my core principles And the foundation that I put in place in terms of just caring about you guys Right So I want to answer some questions in a minute. Maybe take a couple questions, but Honestly, I Wanted to kind of talk about this for just a second the fact that we are in a different market than we were 90 days ago, right? This is super exciting This should be super exciting to you that we're in this different market because How many people here felt like the market last year was really tough nobody Like like like how hard was it to go out there and get a listing? Right, and then if you had a buyer, how hard was it to compete against seven other buyers to win the to win the the deal? That was a really hard market I was telling everybody last year if you can make it through that market you can make it through any market That's as hard as it gets Right now it's getting easier and easier and easier But you got the people who were complaining about no inventory last year. They're slowly going to start continuing to Make the excuse that there's too much inventory right Okay You guys know that the reason right now why inventory is rising, right? It's because we're in a seller denial stage of the market, right? And this seller denial stage is Slowly deteriorating as we have more and more data behind Things sitting on the market not selling at certain prices that our next seller wants. Okay, so understand this Demand is still extremely high Right, because if you look at historically five months of inventory is a balanced market That that's balance between buyers and sellers Okay, so we're We're nowhere near close to five months worth of inventory and if you take out the listings that are overpriced due to the The new market climate that we're in we're really below if you look at viable listings We're way way way under now. We're even close. It's still a sellers market You guys understand this and it's gonna because it's gonna stay a sellers market for a while Before inventory reaches this five months of inventory level that is going to take to balance the market Then inventory has to go higher to become a buyer's market, which is going to happen But it's gonna take a while This is the sweet spot right now where you can go out Sellers are more apt to list their properties right now than they were last year and Demand is still extremely high Do you guys understand how how what kind of opportunity this is right the second? And if you're not if you're not changing your your if you don't realize that and you're not like going Harder right now, then you have been then you're missing the boat Because this isn't gonna last either and then we're gonna be in the next market the part of the market cycle And then the next part in the next part You guys got to be going all in right this second now Let's talk about recessions for a minute because that that's the moment that people that that the future top top top producers That's where they build their entire business That's where I built my business right you guys know my story in 2008. I got back in the business That's when the market crashed to start market crash. That's when I got back in I was out from 05 to 8 When I got back in There were foreclosures everywhere and I went all that's when I went all in on people you guys know know how blessed I am to have been born in 1981 Because the fact I was born in 1981 put me becoming an agent in 2002 that that that made me go through the the The last peak and then crash and lose everything and it took all that to make me realize that it's relationships over transactions And then when I got back in at the bottom of the market, I was able to take that philosophy that I learned To apply to that down market and just gobble up market share That that moment took me to number one in in Alabama right by 2014 The the fact that I was born in 81 and how the whole thing worked out You guys got to understand that I kind of had an advantage because I was born in 1981 to put me through the market during that time to learn Those lessons to take advantage of the down market now. What happens? This is what happens The future top producers take a recession every period They go all in with what? Creating more relationships with people in the market than anyone else. That's market share And so if you raise your market share from say point zero zero one to say one percent in In the in the retracted market Okay, as the market re-expands, which it will in a massive massive way that 1% Doubles quadruples 5x is 10x is still 1% of the overall market But it's a lot bigger because the market's larger. Do you understand? I'm going to be doing so much content Through this recessionary period about what we need to be doing as an industry in your individual businesses To take you to the next level because when we come out of this thing, it's going to be amazing It's going to be amazing for a lot of you that understand what I'm saying but if you sit back doing the same stuff and you say, oh, I'm not going to make calls because You know less transactions this year. It's not going to do us any good. You got to be thinking about five years from now not this year This is a major opportunity for your five-year from now business And let unless you just don't if you're not thinking five years out if you're thinking this year You're thinking less transactions. Why make calls? Great. Let all the other ones let all the other agents think that we know what we're going to be in five years Kind of get a hallelujah Cool. So I'm just I'm excited to to be here. I'm excited about the direction of the market We all knew this was going to come and if you guys look at my videos if you go back to I don't know if you go back to the pandemic Right or for so long I was talking about different things, right? Like closings happening every day regardless of market conditions What happened during the pandemic? 80% of the same amount of closings 80% of the same amount of pending deals During the pandemic and during the 45-day shutdown I do a video We're fixing to see the largest real estate surge We've ever seen it's still on YouTube in April 2020 before the the reopening of the economy What happened the largest real estate surge we've ever seen I'm not saying I'm a fortune teller or a genius or a Profit or anything like that, but I'm saying this stuff after you've been through so many market cycles It's really easy to see what's coming next Right before interest rates went up 2% I mean they're up like 2 and a half to 3% now from where they were But before that before that started to happen. I put out a video that said Prepare for the upcoming market shift or crash or whatever I said I was talking about exactly what was fixing to happen and I'm telling you what's gonna happen right now Your business is gonna blow up if you'll take what I taught teach you in zero-to-diamond and go make five new friends or property owners every day And and collect their information and remarket to them so they never forget who you are. It's real simple stuff Does anybody here? Think the mark the business is super over complicated. Does anybody think this business can be super simple? Right this this is real simple stuff, but people want to come want to make it complicated a Lot of people that make it complicated Want you to pay for their program so they can make it uncomplicated for you, right? This is what I want you to do and Then I'll take some questions I want you to really think about what I say about putting your systems in place Around figuring out what works best for you in terms of prospecting. I don't care that you if you make cold calls or not It could be video. It could be open I don't care what you do do I think sitting in a room and calling property owners is the is the greatest hack in the history of the game. Yeah because every single Legion Avenue that's out there right is all comes back to creating a list of people there was a guy who I'm not going to say his name But he he's part of my group right and and I've coached him and try to get him to make calls And he just can't get in the swing of making calls, right? Well, he came at me and said hey You know, I'm really good at content. I want to do content. I want to build my business on content I'm like great What do you want to do? He said I want to jump out of a helicopter do a video coming up to an open house And I said that's awesome. I think you should do it. How much is that going to cost thousands and thousands thousands dollars? I said cool. I said but and listen, I want you to do that. Okay, I said, but here's the thing. I want you to understand When you do that You know, he wants to make a viral piece of content. I said when you do that here's what's going to happen You're going to make this file piece of content if it goes viral, right? Number one about what is viral you're trying to hit your local market for something to go viral It's got to be like, you know nationwide or worldwide But let's just say that it does hit locally of some sorts. It hits I say what next there's got to be a call to action with that video Whether you're going to run that thing as an ad whether you have some kind of call to action in the in the copy There's got to be a call to action somewhere. That's going to collect your information Right and then and then that's going to create a list and then what are you going to do with that list? You're going to sit down for a couple hours and call that list I said, so you're going to spend all this time money and energy to create a list of people To then sit down and call because you don't want to make calls Right I said, but here's the punchline It's the same activity either way except for you want to spend thousands and spend hours and hours and hours When you could just spend those same hours and no money just calling people You want to spend hours and thousands of dollars to build this list of people to call I said, but here's the thing if making that viral piece of video about you jumping out of a helicopter Get you jazzed up about calling that list Then then great If that's what it takes to get you excited enough to call someone to say hey, I was the guy that jumped out of the helicopter Man, how you doing? I'm I'm in real estate is anything you could do to help you if that jazzes you up If that's what makes you excited about making the calls Then i'm going to play off that so what I have to do is I have to figure out What jazz is you up about sitting down and making calls because every single lead gen opportunity zilla leads You just collect in a list of people in your market to call Open houses do the sign-in sheet collect the list of people to call Right obsidian realtor.com Every lead gen activity Right if you do if you do a massive giveaway, right if you do a raffle if you do a networking event All this is set up So that you can then follow up with a phone call to see if there's an opportunity to do business with them There's nothing's going to happen. Conversation is the gatekeeper between you and a closing It's the gatekeeper no matter what your lead gen source is it's all going to come back to the gatekeeper before anything else is going to happen And so all i'm saying is I don't need to jump out of a helicopter to get jazzed up about calling somebody that actually Demotivates me because now I spent thousands of dollars. I know I didn't have to spend to get the list of people It could have got for two cents a piece and just call them up to say hi. I'm ricky How are you doing today? What can I do to help you? right So then it all comes back to just communication who you are as a person Can you effectively communicate and show people who you are as a person? right, can you communicate that? because a lot of people who especially newer people or people that are longtime advocates of the traditional prospecting methods When they when they're talking to their prospects They're not sounding like theirself. They sound like somebody that's just trying to do a deal And the prospect smelling a mile away So one thing I want you to take away is is that you got to go all in And you the the amount of conversations was the gatekeeper of all closings the amount of those gatekeepers Situations that you have the more closings you're going to have it's real simple math And so if you can hack the system, this is a hack You don't have to do all this stuff to create a list of people You can just boom get a list of the exact people you want to do business with to call them For less than two cents a piece. Why would you do anything else? Because you're scared to or you know, you don't like it So I'm going to go over here and do this to spend all this time money and energy So I can come right back to doing the same thing that you're saying Skip that let's hack the system boom direct to the source I'm trying to drill this home for you because I did an email yesterday about it And it's just something I think about quite often. It's how this is the greatest hack in the history of the real estate because Listen, obviously I believe in social media and video, right? That's why we're all here Obviously I believe in that but you use that to go build a brand with real estate agents like I did Do a little something something with the real estate business if you want to But we don't have to go out there and create all this stuff to try to attract people so that we can just sit there and call them I can just call them up and make friends with them right now for nothing This makes sense I don't want to be a dead horse, but come on guys All right, cool. Um, again, I love you guys so much. Thank you guys for coming I'm gonna hang around for a while take pictures and all that stuff But can I get a couple questions? Maybe If you guys have any if not, I'll just Okay You don't you don't make someone do anything Right, you tell them what the facts are and say what do you want to do? Um, I get this all the time. Um Uh, there was a deal happening and it was under contract and You know the buyer basically was going to walk away. It was like a million dollar deal was a hundred thousand dollar swing and And the agent was like, how do I make my my seller take this deal because at 900? It's actually a good deal with what's happening in the market. They need to take this I'm like, yeah, but it's their choice They don't have to take it if they don't want to Right, it's their choice. It's their property. They could do what they want to if you show them the facts The data and say, okay And this is probably People talking about Stuff that's listed trying to get them to reduce the price We're doing it. We're we're getting reductions. We're getting tons of reductions every week, you know on on our listings Because we're going back to the seller saying here's the data. All right Your property's been on the market this long. No showings. What do you want to do? We're way off on the price, right? This interest rate thing is a real thing Here's other listings in the same area same civil division same complex that's been on the market of x amount of days No showings. They're even priced lower. This is our competition. They're priced way lower. They're still not getting any showings What do you want to do? Um, and then you let them make the decision, right? Here's the punchline to the that whole equation Get more listings Go get more listings Right, you can't make this seller do anything that deal is already done That seller either really wants to sell or he doesn't That's out of your hands. That's already played out. The future's already played out on that deal. It's done. You've done your job Now you need to go get 20 more Right, and then you'll sell, you know 13 of them and then seven of them won't reduce their price And they don't really care if it sells or not and that's their choice Right Okay, cool All right. I hope you guys are jazzed up as I am I'm going to stand over here. You guys can come and take pictures and say hello or whatever And uh, yeah, let's keep crushing it guys. Let's just keep working together And uh, all our dreams are going to come true. Thank you