 So what I realized in another way that I'm reducing the failure rate is when the next crash happens, which is inevitable, it's going to happen, I'm spreading this message of what I learned through the crash, which is closings happen every single day, regardless of what the market does. No market condition can take away the fact that closings happen every day. What's up, everybody? Vicky Kreet here with the half-per-past agent moment. All right, the energy is actually crazy insane. This is super amazing. Nice to meet you. So I've been following you for a little bit and everything. I love the stuff that you do. Yeah, you're doing great things. Yeah, man. I'm trying this. I started cold calling. My wife also doing this just because of you, because it feels so simple. Right, right, right. I'm not asking for any sale. Like, okay, I hope you. Walkout song comes on. That's when you head up on stage. Okay. Is a superstar solo agent working on his own easy by only a part-time assistant? Vicky, Karoo. Hey, if you're excited to be here, make some noise. It's about the people, the relationship, because I realized if I were to maintain those relationships through the crash and help them through the crash, I would have sold them property. They were still buying and selling at the bottom. Selling bad assets, buying new good assets. It doesn't matter what the market is doing. I learned that business is unlimited, completely unlimited. Competition doesn't exist. Forget competition. How many people are you going to talk to today? How many people are you going to connect with today? How much effort are you going to put in today? What's up, guys? Ricky, you're the man, man. I hope that they walk away with the fact that, like, competition doesn't exist and that they can truly succeed if they really want to. And that this business is so simple. Agents are going to come in here. And we're just going to add, they're going to ask me questions for about an hour before hopping a plane. But, uh, man, that speech, that was probably the most energy I've had on stage yet. I'm crashing. Do you see a crack? Do you see, like, a smoke? Who cares? I'm just asking. Have you seen my coaching program and strips and stuff? Holy smokes. It's all right there. Are there videos of me making calls, phone strips, everything, right there. XirterDiamond.com. It's all there. Free. I'm not worried. I'm not sitting around worried about how to sell this listing or if this deal's not going to work out or if they like me or what they think about me. I'm just not worried about anything. So it puts me to say where now I'm mentally freed up where I can go get more. See what I mean? I'm not worried about the 20 deals under contract, the 40 listings I have. I'm worried about whom are going to help now. Those people are helped. That's done. See what I mean? How do you service all that? Not much of service. The buyer wants to buy the seller wants to sell. You negotiate it. You call about the inspection report. The buyer wants to get some repairs. You want to do them? No, okay. Screw you, buyer. You know, it takes five minutes to go through your under contracts and paintings. If you have 20 deals under contract, it takes you all morning. That's okay. You know what I mean? Go 20 deals under contract. See what I mean? The problem is you got one or two under contract and then you're letting that take up the same amount of time that I use on 20 deals under contract. Because I'm not worried about if they're going to sell, when they're going to sell, what they think about me. See what I mean? I'm a real estate agent that helps people buy and sell properties. See that's part of the problem I think with a lot of agents. They get the listing and then they try to figure out how to sell it. It's like just let it sell. You know what I mean? Like let's go get more listings and help more people. We've already had the conversation with that seller of like what price, why they want to sell, what their motivations are. We've already made the game plan for this seller. Now the market is the market. We can't control the market at that point. You know what I'm saying? And so we just got to let the market do its thing. See we don't have any control when that listing is going to sell. You know what I'm saying? We don't control that. We can only control what we can control. What am I going to control? Going to help more people. I've already helped him. I told him what the market was. He made a decision on what he wanted to do based on the information I gave him and the advice I wanted to give him as a professional agent. And then he made a decision on what he wanted to do. That's done. That deal is done. Now it's time to go help somebody else. And forget about that one. Let it happen when it happens. You know what I mean? Everybody's trying to tell us something. Especially when a new agent, all the coaches, all the crawlers, they're like, I'm going to tell you this. You're going to be successful. Because I generally want you to succeed. That's why. We only have the same amount of hours in a day. You have the same amount of hours as I do. As Brian Sirhint, as Grant Cardone, as Danny Kerry. We all have the same amount of hours in a day. You know what I mean? And when you think about that, it's like, well, I can talk to more people than anybody else. We all have the same amount of time. I'm going to beat everybody in terms of how many people I'm going to talk to. The daily routines are literally where I'm at. And the 430 was in addition to what I was already doing. I was like, where can I find another hour to produce? And I was like, oh, nobody's following me at 430. So I decided that was going to be my extra hour to outwork everybody. And that's what's going to take me to even higher levels. You can't sit here and tell me that, you know, I can't grow Ricky. And all I'm doing is talking to one or two clients a day. I mean, just the numbers don't add up, right? So what you need to do is control your business. Don't let it control you. So when someone wants to talk to you for a while, that's fine. Now you know they're a talker, a little talky too. Now what we're going to do is when we're supposed to make our calls the next day and we see their call coming in on the caller ID, delete, deny, and we'll call them back when we get through. So we'll start time blocking those 30-minute conversations of the talky tubes. You know what I'm saying? Start controlling your business. Don't let your business control you. The days that you have that people are just, you know, meaning, say or ignorant to you with that. And you have to, you know, I know, I mean, what do you do with your mindset with that? Like, because you can have a day like full of that and then go on the next day, you know, try again tomorrow. I might finish my call session and say, you know, it didn't go great, whatever. The thing is, is I don't care about the results. I just want to make the calls. I don't care if a hundred people hang up on me because I know tomorrow five people are going to do a deal with you. I don't care about the results. I just want to do the work, you know what I mean? But I know where you're going with this. The thing is, you need to get a lot of sleep, drink a lot of water, shut your mind off at night so you're recharged every day. So you don't have those down moments. But then if you do have a bad call session, just chalk it up. If you're going to do it every day, one bad call session out of 30 is normal. You know, like be really happy that you had a bad call session because we got that one out of the way. Now we have a bunch of good ones, you know what I'm saying? I'm a single agent, but my team consists of a title company that I've used for 10 years. A mortgage guy I've used for 10 years. You know what I mean? I have a professional photographer. I have a handyman that knocks out all the inspection items. Everything is just like, boom, it's just so easy. You know what I mean? And I think that that's a tough question when you're starting out and you don't have the infrastructure in place. That could be an interesting debate. But as far as me, if I'm seeing it now, I'm in real estate in New York City. I see a lot of wealthy people. They're moving from New York to Florida because of taxes. So these are high net worth people that started their business in New York and are doing it. When they get that tax from people that own property, $5 million and higher, the thing is that's an opportunity. Network with agents in Florida make it happen. Start sending referrals to people that want to start cold calling people and say, Hey, do you hear about the tax? Start cold calling people that have properties over $5 million and say, Hey, you want to move to Florida? I got an agent for you down there soon. I'm saying you want to help us succeed because the failure rate is super high. We all know that getting a real estate license is super easy. Yeah. What is your two, what are your two cents on education over experience? Because I'll tell you this balance. When do you start prospecting and telling a buyer or seller that you are a professional when you just day one, day negative one, call your sphere before you get your license and say, Hey, I'm getting into real estate. Do you have an agent you're going to use? If you ever do anything, I'm not, I don't care if your buyers, I'm not trying to get you to buy or sell anything. I'm just wondering if you have an agent and if not, give me all your contact information. I must stay in touch, build your database before you even get your license. As soon as you get your license, start calling for sale by owners, expire, circle prospecting, hosting everywhere. Like you start the process immediately and then you learn as you go, right? But a lot of people go to these seminars and never sell a house. They go to every seminar in the world and they never sell a single property. Don't be one of those people. Okay. What we want to do is get the education that we need to get to a certain point. That's why I try to make my presentation very simple. We just talk to people. We have the best intentions and we build a brand. That's it. It's not super complicated. Now you guys never need to go to another seminar ever again in your life. Just go do what I said. See what I mean? And that's how I was. I went to a couple and I realized this early on. I never went to another seminar ever. I'm too busy trying to work. I'm too big. I have to leave work or I'm trying to sell stuff to make money and I have deals going on to go to a seminar to learn stuff that I already know. Maybe you'll pick up something. I don't need anything else. I'm trying to close these deals and make more. See what I'm saying? Has this been a good breakout session or what?