 Okay, they're going to sell their house through the discount broker, right? But then they're going to buy house, right? So if you do your job and don't make it a big thing and get mad at them for using somebody else, maybe you still get the sale when they buy. So it doesn't matter because you're not trying to do the deal. You're trying to help them. And if they feel like that's what's best for them, I want them to go there. It is when people call you, when they're ready to do something. And there's no competition. When people call me, they've been getting my email for five years. They're not going to call any other agents. They're only going to deal with me. And so it creates loyalty as well as build strong relationships. So I think that that's what you guys should really kind of think about. And it doesn't have to be a weekly email, but you have to stay in front of people on a consistent basis to stay relative. And just make sure that you're not trying to pressure anybody into doing anything, but be there when they when they get ready. Makes sense? Makes sense. Thank you guys. The emails that you're putting together, where are you getting the information or what type of information do you send out? I have a Facebook group, zero to diamond real estate agents. And I post my email on there every Wednesday for all these agents to just see it. But it's new listings, closed sales, a feature property, maybe an article about the area. It always has a big picture of something in my area, different links. You'll just have to look at it. It just has basic market information. Most of the links go to my website. Some of them go to ML last. It just depends on what I came up with that week, you know. And what has been tough for me in the past is how do I come up with content in this weekly email that keeps people interested in opening it up every week. But what I realized over doing this for 11 years is that people just want to see what's sold. They want to see the new listings. They want to see what you think is a feature property. They really, because like I said, closings are happening every day. Stuff's going under contract. And so there's always fresh information. And if they're getting that every week and it's showing that fresh information every week, that's really what they want. That's really what's going to keep them coming back. I have a lot of people that doesn't open the email. But then two years later, now they're kind of interested, now they're open in it. And so, you know, my list is over 10,000 people. 3,000 of those people open it up every week. So I got 7,000 people that get it that don't open it up. But I'll have clients to call me and tell me, hey, they act like I'm going to get mad that they don't open up my email. I'm like, I haven't really been reading it. But, you know, I'm calling you now and I want to do this or that. I'm like, okay, I don't care if you open it up or not. Do you use some kind of contact management data? You say you personally sit down and do it yourself. Constant contacts. Constant contacts. Yeah, I've used them since 2010. It's a really funny story because when I first started doing it, when I did the million emails in 2008, I did it all through Yahoo. Right? And so you can only do, I think, 100 per email in Yahoo. So I was using Outlook so I could time them. So it set up like 100 of them to like go out like one every five minutes or so for like 24 hours or something. Yeah, yeah. So that, and I didn't even have a website, that should be a statement to you guys that all that matters is that you're actually talking to people and creating relationships and stuff because I didn't even have a website when I started doing this. People are way too concerned with like what my business card looks like and what my website looks like and doing the details of their postcard and all this stuff. It doesn't matter at all. Just watching your presentation today, you have a great video presence, but when you use the telephone, you lose that video presence. And I was going to ask, have you considered having a video as far as responses to emails and things like that? The NAR convention a couple of years ago, people were saying how much more successful that is and also you can time it. You can do it and send it to them. They can open it and see your response. And it just solidifies one of your best features is your communication. But not doing that, I feel you're probably. So you're saying they send them videos? Are you speaking? You mean about the market? It's not so much or personal emails like bomb bomb and stuff? Well, you could do the podcast, say possibly a short five minute or 10 minute podcast for your weekly thing and then have all the detail associated. But that would make it much more and it would remind them, oh, look, Ricky's gotten gray or Ricky's doing this or whatever. And anyway, it's a great thing to embrace people more. So you're saying in my weekly email that I should do more video? Or have more audio or video? No, I think it's a composite thing. You want to be face to face on it. I'm a licensed mortgage broker, but I'm not practicing. You guys in California, every day they have a show or podcast. I think it's a great idea. And I think you have all the people that you have. A good idea. Go execute. Here's the thing, guys. I get you. Everything works. Everything, like for cell boners, doorknocking, internet leads, all of it works. Video and the email, let's mix that. Let's mix this. Who cares? Just do it. Just go do it and create results, right? Create relationships and do it. Constant contact does not have the ability to embed a video. I can link videos. I can link videos to YouTube and I can do... It's not like bomb, bomb, bomb, and embeds a video in the email. You can watch it right there on the email. I just started doing social media a year ago. I'm one of those... I really like the position I'm in because I've got to build my business the old school way. Completely old school. And now, but I'm young enough to understand technology and now I'm all in. And so I've got the best of both worlds. I'm not just tech. And I'm not just making phone calls. Now I'm a combination of both sides and really killing it from both ends. I can't do everything. Do I want to try doing them? I've been thinking about doing videos on Facebook, linking it through my email and doing all kinds of stuff. I'll get to it. But very good point. Try it, guys. So Mr. Ricky, thank you for everything. I've got a question for you. As a part-time agent now and wanting to transition into full-time, what would be your suggestions to make that happen ASAP? And then once I do that, what would you recommend to really crush it right out the back? Well, I mean, going from part-time to full-time, my general advice is always replace your income with real estate until you, before you make the move. Because I don't know if you have a family that you have to support. Right? Yeah, so you can't just go cold turkey and just risk everything on real estate when you're not making any money in real estate. So you have to replace your income with your day job, with real estate before you make the switch. So what hours do you work your day job? Work pretty much nine to six, sometimes eight to six. So here's the thing. I sell real estate for a living, right? But I'm a part-time speaker, right? So how do I do that? I sell real estate all day and then I work on my speaking stuff all night, right? And so for you, what I would do is you get off at six. This is what I would do. I would have all my phone numbers ready and I would start calling them on my drive home from work. I would literally call people in my car on my way home because you don't want to wait too late. You can't call them at seven once you get home. Six is getting kind of late already. But you need to make like five calls at least, or five or 10 calls on your way home, right? Have them in your phone ready where you don't have to dial the numbers. Go ahead and dial them and hit send and then in. And that way when you get in there, you can just hit send. Okay, do the talk till I'm sent. You know, that way you're not getting in a wreck. But I mean being efficient though, right? Like winners don't, winners make it happen. They just make it happen. Like there's no secret or there's no like equation. Like they just make it happen. A lot of stuff, like the speaking stuff for me has been a lot of work for nothing up to this point, right? Same thing with real estate. You have to risk your time for the fact that you really want this. You really want to help people and that you're going to make it happen. And so you just got to tell yourself that I'm going to make this happen. Period, right? Like that I believe that there's four keys to long-term success. The first key is you got to believe, right? If you don't believe, you're dead right there. And when I say believe 100% fully committed, no other options. And so in your mind, you're already the number one agent. That's the way you should be thinking. I am the number one agent, right? Even though you're not there yet, you are in your mind. Like me, I'm the number one real estate speaker in the world already, right? I know that, right? The second part is work hard. So I don't know you, but believe work hard, adapt and be patient. See the people that believe, they're everywhere. People that believe in work hard, not very many. People that believe work hard and adapt. Very few people that believe work hard and adapt and or patient. The patient's part was my biggest straw because I always believed work hard and adapted. But the patient's part was the part that I had trouble with. I, in 2014, I did 600k. I wanted to do a million the next year. I did this huge plan. I'm going to do this, this, this and this. And I'm going to get there. The next year, January rolls around. I'm trying to put the pieces in place February, March. And I'm looking at my income and I'm saying, I'm going to make the same amount of money this year as I made last year. And I start really getting down on myself. Really down on myself. And that's really a bad place to be. So I started searching again. I want to know what I'm doing wrong. You know, what's wrong with me? Why can't I do this? And so I got a coach, long story short. I realized that I'm doing great. Yeah, 600k is awesome. But the thing from 600 to a million is, is patience. Like I'm doing all I can do. Guys, to reach your full potential is I refer to it like a cup, right? Everybody has a different size cup. Your cup represents how much you can handle. How much business can you handle? Because some agents have a couple things under contract and blows their whole day. And I don't get that. I've never understood how two listings and one pending takes up 40 hours in a week. So to me, like I keep 20, 50 to 20 properties under contract, 50 to 60 listings at all times. That's, that's kind of my cup. I can handle maybe a little more, but, but what you have to do is overwhelm yourself with business, make 2000 calls or, you know, whatever you do to get business. See, people are scared to overwhelm because they don't want to reduce their customer service, right? They're scared they're going to, they're going to give up some of their customer service, but things that scare you, you probably need to do, right? So overwhelm yourself, find out where your breaking point is. How much can you handle, right? And then once you know that until you overwhelm yourself, you don't know how much you can handle. So you have to take that leap, overwhelm yourself, figure out how much you can handle and then stay there. That's how you reach your full potential, keeping as much as you can handle at all times. So, and it's author, right? Yes, it is, sir. Um, I just think that making it happen with no excuses is the big punchline for you, but making calls in your way home could be really big. And, um, put everything you got into it from that six o'clock to eight o'clock work, you spend time with your family, you make calls, you get home, you spend that time with your family, you put on the bed, now you have an hour to develop the email, write some letters, do some postcards, strategize, study the market, see what the new listings were that came up to these, see what's under contract, target the neighborhood that you want to go after, right? Plot, right? Closings are happening every day, every single day. So, it's not the market, right? They're happening. It's you. You haven't figured out how to make it happen, right? And it's all about relationships. What was your, you say four keys as it says, I got believe in yourself, work hard, adapt to patience. Is it two more or is that the four? No, that's four. Okay. Work hard, adapt to patience. Two, three or more. Yes, yes, yes. Believe, work hard, adapt. Most of you guys, I can talk to anyone in here for five minutes that is not successful or not as successful as they want to be. I can have a five-minute conversation with you and tell you which of these four things you're lacking in because it boils down to these four things, period. And most of you, it's the adapting part. It's the patience, of course, but you don't get to patience until you learn how to adapt. That's after adapt. Most of you get here, here, but the adapting part is the part that most people stumble. I've always wanted for you to adapt. I've always been an adapter. I adapt immediately to everything. I could come in this market right here and crush all of you guys. See how it goes. Here's the thing, too. Here's the thing. The agents, I have 1,000 or 2,000 agents who follow me and all this stuff and ask me questions. The most question I get is about voicemails, which is silly because it's just like telling who you are and what you're calling about and calling you back. Use voicemails as a branding tool. Don't think of it as, I gotta figure out how to say something special to make them call me back. Don't worry about calling back. Just use it as a branding tool where they heard your name and number and everything. But another big one is open houses. Open houses aren't big in my market at all for whatever reason, but they're like, oh, you don't do open houses. They're thinking, you're not even a realtor. If I were in a market where I'm losing listings because I'm not doing open houses, I'll now be the open house king. If I'm in a market where horse farms take two years to sell and you gotta spend $3,000 to market it, I'm gonna be the horse marketing pricing king. I'm gonna price it just right. I'm gonna spend $3,000 to market that property. I would, adapting is just in my blood to answer your question. Your background, you didn't really share everything, but as far as, have you ever been like a, you're a broker associate, but you've not had any agents working with you or for you? I try to do a team one time. If they've gone out of the rest of the story. Your remax experience, obviously you have the big franchise and the tools and so forth, but before that you operated without the big franchise. Yeah. Could you sort of tell your thoughts about the pros and the cons and what advantages? Nothing. Nothing? Nothing. Nothing. It doesn't matter where you work, it just matters how hard you work, right? And so like, with a small company, you're gonna eventually plateau and you're just gonna feel that pressure on your shoulders. Like I gotta go somewhere else to learn something new or to have more exposure or so forth and that's when you move to the big brand. But until then it doesn't matter. If you're building your business, who cares where you're at? It doesn't matter. You have to learn, you have to learn how to make people feel comfortable with you. That's it. That's it. Tone, body language, what you're about, who you really are as a person, that's what matters. Not the company. They're gonna like you for you, not because of where you work. They don't care how much you sold, if they like you. But if you come to them kind of nervous, how much have you sold? That's when you get that question, when they're trying to evaluate who you are because it sounds like you just want to do a deal, right? So people think, oh, how can I break into the market and have it sold or anything? Well, if you're doing your job of making people feel comfortable with you, you don't have to worry about that. It's not an issue. They tone up each of visiting. Thank you for being here. Thank you all for having me here. But on your telephone calls, in that pre-qualification stage, when you said, you know, I ask them if they have a relationship with another realtor. If they say yes, my mother's in it, or yes, you know, the girl that sold me the house, you did a pretty good job. Do you end the conversation right there, or do you probe them a little further to see if it's a crime? Just depends on the conversation, but I'm normally ending it right there because they've already said they're not interested in doing anything right now. Now they're saying that they got an agent, whether they're lying or not, it's like, well, they're telling you there's two negatives there. They don't want to do anything and they got an agent. Sounds like they just want to get off the phone. So what can you do there? You can't really do much. So what I normally say is when they say they have an agent, I'll say, hey, well, who is it? Oh, I know that agent. You're in really good hands. Look, if there's ever anything I can do before you let me know, have a good day and I'll move on. And maybe some people change agents all the time. So maybe they see your sign and they see this and they see that. And then their agent didn't call them back that one time. It really made them mad. And they say, I'm gonna call Ricky. So yes. You have a brand new agent. First day in the business, they sit down in front of you. What's the first thing you tell them to do and what goal settings do you have them make? I'm telling them to make calls, call property owners, create relationships, start sending weekly emails. Are you talking about force out by owners or just property owners? No, property owners. Yeah. For self by owners that expires, look, I'm not against them at all. Right? I am. I'm not. I don't call them. I don't think it's the most efficient way. Yes. Right? But, you know, it's a high pressure situation. For self by owners that expires, it's a high pressure. Two other agents are calling them. It's high pressure. If you're calling random owners, very low pressure. They're open. They want to talk. They want to know what's up with the market. They want to get to know you. But when you call for self owner, they're like, oh, you got another villager. You know? So it's two different ballgames. A lot of people really succeed with for self owners and expires. I know a lot about them. Not my game. I feel like I crush those guys because I'm long game and I want width. I want quantity of clients who love me. Right? Because I didn't try to pressure them. So they love me now. Right? And now when they decide they're going to come to me. So I think the biggest thing for new agents is learning a couple things. One is that losing deals is the greatest thing that can ever happen to you. Right? Too many agents take a loss and get down on their cell because they were looking at what the closing was going to do to the bank account and then they lose the deal and they think they lost the money but really they never had the money. So what a loss actually does, a seller decides to use a different agent. A buyer backed out of a contract cold feet. No reason. Whatever the case may be, what happens is is very incredible. The biggest thing is, well not the biggest thing but you learn something, right? That's the cliche part of losing deals but let me tell you the biggest part of it. People don't even realize what's more valuable than money. Time. You can replace your money if you lose it all tomorrow but you can't get yesterday back. You can't replace time. It's more valuable, it's your most valuable asset. When you lose a deal, now you get future time back that you don't have to spend on that deal anymore. This is where people really, they lose them a little bit. The future time that you get back that you don't have to deal with signing that listing, meeting them, taking the pictures, putting the sign up, putting the lock box, dealing with the agents want to show it, negotiating the deal, going on the closing inspection, financing. You don't have to do all that anymore on that situation. You get all those hours, hours back and now you can take that new knowledge you got from whatever you learned why you lost a deal. Now you're a better agent because you learned something but you got hours of your life back where you can take that new knowledge and go get five more deals in the same amount of time, right? If you realize that everything everything in real estate is a win-win like there's no way to lose that's when you really start to understand if I can get that inside new agent's head then I think I could really have a shot at helping them succeed because they can just power through okay I'm doing deals, I lost that one cool okay I got that one okay I lost that one you know and just keep moving forward and you get and you understand and you take advantage of the future time you got back instead of moping you can always notice a losing agent always talking about the deal that got away the inspection that went back the financing that fell through that's what they're talking about in the office when I hear that I'm like oh lordy they're not going to make it right so concentrate on the deals that are working forget about the ones that fell fell apart and use that future time it's the most valuable thing in the world and you just got some of it back for newer agents or people who are trying to implement their goals and everything is there a sort of self-health type thing where you're taking care of yourself in those moments of weakness those overwhelming moments in those sort of moments where you like just go to my YouTube and do this every time you feel bad seriously though I see what you're saying and yeah it's all about being around people that are minded like me like if you can find someone to be around like me like follow me on instagram and youtube whenever you feel bad literally I go there because all the stuff that I'm saying is right there and like you look and be like oh oh oh you know yeah I'm good I'm good you see what I'm saying all right so for agents that are like new to an area or just new agents period where do you think the majority of time should be spent phone calls as far as phone calls yeah she said as a new agent where where should your time be most spent or even just like near to the area study your market okay if you're great if you're new to the area all right if you're new to the area you don't know what's going on what you need to do is study MLS for about a half a day figure out what's going on in the market like pull up all the sales from the last year figure out which price rangers are selling the best and all this stuff right and then target a subdivision say that's going to sound pretty good it's three four hundred range it's sound pretty good there's a hundred houses there I want to I want to start here then you're going to go to all the listings call all the listing agents and go look at all the houses drive through there talk to as many people as you see really become familiar with the layout and the geography and everything of that subdivision then we're going to go to red x we're going to get all the numbers we're going to start calling the owners we're going to have all the comps in front of us and we're going to go to town start developing the relationships get the emails send weekly emails for any of the emails so you can talk a lot about building new relationships and do as much as possible in the volume of building a new relationship yes so when you have ten thousand relationships yes how do you still have hair on your head if they get a weekly email from me so I don't have to do anything they call me when they get ready to do something so when you have a lot of those interpersonal relationships working when they all start hitting you how do you have any advice I should say for agents that find themselves with a large volume of good quality I think it's a good problem to have yeah I mean please please give me you know a hundred people call me at once I'll be glad to to sit down and make a list of all those people and start calling them one by one it may take me three days to call them all back but I welcome that scenario you know and like I told author winners just make it happen doesn't matter right just do it like whenever I had my coach I was trying to get to a million because I hired the coach because I wanted him to show me how to make a million dollars because I was I was going to make 600 again and so he set up this plan for me you need it's kind of similar to the one I had before I called it you need to make this many calls you need to do this much you need to do that much right I'm like okay cool cool cool so I set it up I'm going to go Monday I'm going to make this many calls too I'm going to make this many calls the stuff got the way right because I am making 600,000 I do have a lot of deals going on so I'm working on my deals I can't get to the calls so when I have my coaching call I said I couldn't make all the I couldn't do the calls and I'm too busy I'm like what do I do how do I how do I do this how do I manage the stuff that just comes up with deals that I have to do versus time blocking to make the calls I need to make to hit my goals what how tell me magical coach and he said he said what all that other stuff oh I said yeah I said yeah what he said just do it as in just do the stuff that you have to do because you have to do that stuff right so when a hundred people call you at once you sit down you make a list of all the people that called you start calling back and say how can I help you you know it does get hectic at times like you will find yourself in some very you know tight situations like last Wednesday my report goes out every Wednesday last Wednesday was a little while because I had all kinds of appointments pop up and so you know I was like it was really getting down it was like four o'clock and I still had like a lot of people had a call back and deals I'm negotiating and I'm like ah but I made it happen and it went out like five fifteen or something right so that's your question you just make it happen all right it's that simple I mean this stuff is really more simple than you say yep how many admin people do you have one one she's an absolute animal she's a beast so yes or no when you say how can I help you today and what can I do for you yes it comes across is really being genuine and authentic yes out the box so how do you really handle if someone's like okay well I need my garage clean something off the wall or something not related to real estate you know because I think I would have a problem with people pretty nice fella you know taking advantage of my time I know you say time is the most important thing so how do we as professionals draw the lines of his feet yeah with that I think establish yourself as the real estate agent not the contractor right I think that that's a big like part of it is people know you're a real estate agent and not a contractor and so they draw a line a little bit of sand theirself about that but I do get people to ask to ask them a stuff kind of off the wall I have contractors that you know I'll say I'll call so-and-so and I'll just refer to somebody you know it's a garage guy or they want their house clean they need something painted they need floor redone or whatever I have people in place I've got contractors that will do that kind of stuff and I'll just pass their number along now I'm out of it the problem with it is is if you're a firm with somebody who does a really bad job and now it's kind of like it's back on you so if I don't have anybody I'll literally tell them hey I don't have anybody for that I'm sorry I can't help you with that so there have been moments like there's been plenty of windows of time where I didn't have a contractor that I felt good about and so if there was somebody that needed flooring or something done I couldn't refer them to anybody and I would just tell them hey I don't have anybody and here's the thing when you're honest they appreciate that like the fact that you didn't give them somebody right doesn't really matter if you're not giving them somebody because hey I don't feel good about anybody I wouldn't feel good about giving you anybody so and they're like okay yeah please don't give me anybody if you don't feel good about them see what I'm saying but on the flip side when I do feel good about somebody I say listen I don't refer people unless I feel super good that they're going to take care of you the way that I would take care of you if I were in that business so I'm going to refer this person to you so you just say no when you got to say no and you never put your reputation on the line as much as you can even if you refer somebody you feel good about and they do a bad job you felt good about but they did a bad job that's not a good situation to be in so you got to be careful right yes ma'am why do you get the numbers and what is the best time of the day to make the call redxvredx.com if you call them it'll tell them I sent you they'll weigh the $150 startup fee and get geo leads and geo leads you put an address in the bar and then it'll find up to 300 addresses I mean phone numbers of the owners around that address it'll find 25, 50, 100, 200, 300 the different tiers but it's $50 a month and it finds them in a split second you put a address in and it finds 300 owners numbers around that address you just click a button and boom they're right there vredx.com who said that yeah vredx.com and if you call them and tell them I sent you they'll weigh the $150 startup fee and then you can just start paying 50 a month and all you need is geo leads they have a dialer you can use their dialer if you want or you can use mojo's dialer or you can call them from your cell phone jamel you're saying geo, geo geo yeah yeah yeah geo, geographical geo leads it's geo leads yeah it is awesome because a lot of the numbers not a lot some of them are cell phone numbers the quality of the numbers that it finds is the best and I've used everything the only thing it had to really use is coal resources if anybody's ever tried that but uh I don't know how good their quality is but I've tried a lot of them and this one is really really good they've already screwed up against the do not call list they they they make a note next to it mm-hmm dnc so some of them say dnc next to it that's do not call so if you're against doing that I don't really care is it for so there as far as the do not call list do you already scrub it for yeah they scrub it they have it labeled there next to it so it's um for the they don't they don't scrub it like it's still there you can still call it but it's just labeled dnc be your rebuttal for uh a seller on the phone that says they already have an agent that they might work with that is willing to do it for one percent one percent yes I would tell them good luck these are agents that um are about the quantity not the quality is this uh is this uh like a red fin or uh one of those tech technology based no actually it's not yeah just some agents I know in the market here because the market here's the thing on discount brokers let them go use them and find out how horrible the service is so is that what you would say to them yeah go use them find out how horrible the service is and then i'll see you in a month right here's the thing too like like the discount brokers like like okay they're going to sell their house through the discount broker right but then they're going to buy a house right so if you do your job and don't make it a big thing and get mad at them for using somebody else maybe you still get the sell when they buy so it doesn't matter because you're not trying to do the deal you're trying to help them and if they feel like that's what's best for them I want them to go there and you go do that now I have extra time on my hands because you went there I'm going to go spend my time with these people that pay me three percent right and I'm going to help you when you buy something because you love me because I didn't get mad at you because you went to a discount broker right that's how you handle it but at the bottom the bottom line they're going to come back to you most of them that use discount brokers find out the service is not where it needs to be and it's definitely not what I'm going to give them and so they find out I'm worth my money some of them don't care about the service they'd rather sacrifice money for service and for those guys that's fine too there's unlimited deals for everybody like it's unlimited as much as you can handle your cup like there's your cup's always full who cares if something spills over how do you handle overpriced listings overpriced listings I try to set the expectation with the seller hey it's not going to be shown at all probably it's not going to sell you need to be here I try to get them down or at least get them down as low as I can and just make them understand that this is going to be tough probably not going to happen and then but I did I do list it if they want to even though they if they understand that and they're good with it and they still want to list it I want to list it because I again don't care about the deal I want to do what's best for them and so what happens is is a very cool thing listings I think will never sell sell in a day and listings I think will that will sell in a day never sell right so like I listed one for 550 a month or two ago last sales 485 when I tell the seller I'm like never going to happen it's just you're just crazy right but I sold her the condo for like 462 years ago and she's like this is just what I'm like okay cool let's do it or whatever sold her for 530 closing on it in a couple weeks something I thought would never sell so here's the thing you're not the real estate god of pricing right buyers are you know what I'm saying like you don't set the prices just because you you know what makes you the god of pricing like what you look at the comps and now oh that's what it is because Ricky said so no actually the person that's going to buy it will set that price and you don't know what that price is and so what happens is a really cool thing you overprice it then the market catches up a little and the seller reduces a little now we're now we're close in three months or a year or two years I have listings for two years that sell because I over because I overpriced it but I stayed in touch with the seller because I was I didn't care about it not not being shown I cared about maintaining that relationship so they just let me keep the listing it sells in two years all right so concentrate on the relationship not the deal you speak a lot to listings and prospecting on listings and motions yeah listings do you work with a lot of buyers times the buyers 50-50 this year so far buyers my buyers come from property owners that's my source of buyers zero buyer leads zero whatever buyer lead they I don't do any of that I concentrate on the property owners for my buyers and my sellers it's the most efficient way to work right they're dual they can buy or sell or both and they're unlimited you can't call them all in your area I mean this is this is like the biggest county in this side of the equator like you'll never call every single one of them so it's unlimited so you have an unlimited amount of prospects to buy and sell why would you even talk to a buyer lead right unless they're a seller too right but there's people that crush with buyer leads and I love them for it right but I feel like the most efficient way to do is to build long-term relationships with property owners who buy and sell so like I say my ratio this year is 50-50 is there a reason why you send your emails out on Wednesdays no you can send them out any day of the week you want Saturday Sunday Monday too it doesn't matter what matters is that whatever day you pick you stay with that forever that's all that matters they want to see consistency how are you going to stand out in the market because they got that email from you for five years every single Tuesday every single Thursday that's how you're going to stand out that's why they're going to pick you because of that yes do you anything different to break into the higher priced market yeah just start calling higher priced property owners no ma'am I wouldn't say anything different to them I wouldn't say anything different to an expired I'm for sell my owner a buyer lead or any of them I say hey this is Ricky Chris we're answering how you doing today yeah I'm enjoying the weather there's a gorgeous outside hey yeah well look I'm taking too much time today but I saw you look at something online I saw your house expired I see you have this property is there anything I can do to help you it's the same exact script that's why I love my script because it's interchangeable with really not only all the different avenues of real estate but really business in general you really use it for anything it's building relationships and it's not going for the kill you know it's loosening them up reading them what's going on with them today and then respecting their time giving them a market info and find out what you can do to help them same thing yes sir two questions one how do I get that five minute conversation with you what's that get that five minute conversation with you and how do we get into your coaching zero to diamond.com you just go there it's free you just sign up 100% five minute conversation you can call me anytime my business cards are on the table back there you guys can grab one and call me to Tom email me text me whatever me anything else guys yes sir your farm area is it just the county that you're in or yeah he's asking my farm area if it's just the county I am or what my county is like you guys it's pretty big so there's a whole other world on the north side of our county the south side of our county is the beach and Gulf Shores Arms Beach and all that I grew up in Arms Beach Gulf Shores with the Gulf Shores Elementary and Fully High School so Fully Gulf Shores Arms Beach is kind of like the same area to us locals and then when you get into Florida it's pretty do-key I've got my Florida license so I could actually I could actually just move down here start crushing you guys right but anyway I there's so many condos on the beach you know and houses right across so and that's where my office is and that's where I grew up right there so I just kind of focus on the beach in terms of my farming now I'll sell commercial lots apartment complexes houses I sell it all just from being in the business and people seeing me and coming to me and stuff but as far as my farming prospecting efforts I really want to be you know mid to high-end Gulf front right across the street you know that kind of thing I really enjoyed this guys