 the business looks and seems very complicated okay but what I want to tell you is is that it's incredibly simple this is what I believe I'm sharing that with you for nothing just get out there and succeed would you tell a brand new agent where would you focus their efforts okay um I'll tell you the the biggest thing for me is is with new agents what happens is is you know the business can seem super complicated from from a new agent standpoint and some experienced agent standpoints you know you you can you can really believe that the business looks and seems very complicated okay but what I want to tell you is is that it's incredibly simple and I want you to start thinking about how simple this business really is okay in terms of how you build your business and how you actually develop and build a situation where you have clients that are looking to buy or sell and also build a personal brand okay so think about it like this okay what I want you guys to do what I would love to see you guys do is you know whether you have a CRM or whatever the case may be CRM is you know you're putting everybody in there regardless if they want to do something soon or not you kind of got everybody in there what I think would be really interesting to see is if you started a Google sheet and on that Google sheet all you did was you you put people on that Google sheet that we're looking to buy or sell something in the next 90 days okay so you have your CRM or wherever you keep your client database and that's everybody but this Google sheet or this separate sheet that you can make one of your favorites on your browser and you can open it up every day as you're opening up your email and you make a list of people who are looking to buy or sell in the next 90 days okay now how do we get people that are looking to buy or sell in the next 90 days get out there and talk to people right what I want you to be careful of is buying leads right and all these buyer leads and expensive leads what I want you to understand is that the highest quality prospect okay who what's the highest quality prospect the highest quality prospect is the prospect that makes me the most amount of money in the least amount of time now who is that who is the highest quality prospect it is property owners who own the exact type of property that you want to sell if you want to sell you know three to three fifty properties you know four hundred thousand a million whatever 250 what wherever your price point is in your market that you feel like is the sweet spot which by the way the sweet spot to me is going to be around the average price point in your market you find something in there and then the hunt and then you find a subdivision that has properties in that price point okay that subdivision is full of the highest quality prospects known to mankind for real estate agents nothing is better if anybody can can tell me something better than property owners that own the exact property you want to sell who not only sell but buy and know a lot of other people that buy and sell the same kind of properties if anybody can tell me a better prospect than that I am all ears okay so now what do we do we're going to call all those property owners and we're going to talk to them we're going to make friends with them forever you know I mean that if you think about who is doing all the business it's the agents who are friends with all the people doing all the deals all right and so as a new agent what I would do is is I would you know I don't have a cerium by the way I just have constant contacts I send a weekly email to my entire database every Wednesday since 2007 that's how I built my personal brand I think it should be the foundation of your personal brand but I want on the side I want you to have this Google sheet full of people who are looking to buy or sell in the next 90 days okay as as you feel that way you're going to talk to as many people as you can now who we're going to talk to for sale by owners expireds property owners these property owners the contact information could be gotten for two cents so you get the highest quality prospects known to real estate nothing's even close there's not even a close second place and you can get you can get those leads for two cents okay sign me up right now you know what I mean so what I want you to do is be careful paying for coaching right that's gonna you know be careful paying for coaching and paying for leads that's gonna save you so much money right there go to my website zero two diamond calm totally free 90 day action plan crush it but you got expireds circle prospecting is what I'm talking about you got for sale by owners there's for rent by owners you know those are the type of leads I think are the most of the highest quality and what you should focus on they're the cheapest they're the highest quality and outside of that work on your sphere of influence but you talk to people all day long all day long and you're gonna find those people that don't want to do anything anytime soon they're just gonna go in your database you're gonna send them a weekly email and build that build that personal brand for the future okay but then you're gonna run into people that want to do stuff in the next 90 days they're gonna go on that Google Sheet and you're gonna start to build this list of people who might do something in the next 90 days the people on that list okay we're gonna fill it we're gonna like thumb through that list every day see if there's somebody we need to follow up with if someone on that list moves forward to list their property or put a property under contract with you or another agent they're off the list if somebody on there you're following up and they decide you know what we're gonna hang on we're just gonna ride out we're not gonna do anything right now they're off the list and so if you can get that list up to 20 or more and work that list like I do I have I have my list my Google Sheet and I work my list you keep that thing between 20 and 30 people at all times you will close 50 to 100 deals in your first year I already have agents doing this