 You know what I think about time management? I think 20% of your actions control 80% of your results, right? And so your time management, you're getting clouded up by the 80% of your actions that aren't producing anything, see what I'm saying? And you got to figure out what that 20% of the most important things you're doing that's producing 80% of your results and then focus more on those activities. See that, if you carved out the times where you're going to websites that you don't have to check your email every five minutes, you should check it like once an hour or every two hours. Let the emails pile up. And that's the 80% of stuff that doesn't matter that you're doing, and you got to cut that out and then shave it down to that 20% of stuff that really, really matters, that makes you money, that puts you in front of people, that gives you an opportunity to help people. All right, so we're here in my hotel in St. Petersburg, Florida, feeling incredibly grateful down here for a big meeting tomorrow. And I put it out there that I was down here in St. Petersburg. I told everybody to, if they want to meet me, come on down to my hotel lobby. I'll be there at 6 PM. So we'll see who shows up. You never know, you know, is a lot of people going to show up? Is a few people going to show up? We don't know how many people's going to show up to this thing. So it's not a big deal either way. I just wanted to reach out and give people an opportunity to meet me if they want to, because here's the facts. I've helped a lot of people with my mindset and my books and my videos and my podcasts and my YouTube, the Zira Diamond, the Facebook group, all the stuff. I'm getting emails and text messages and DMs from all of you tell me how much it's working for you and it's turning your business and your life around. And like I said, I'm just incredibly grateful. So let's go find out how many people want to come meet me tonight. Nice to meet you, man. Nice to meet you. Hi. How are you doing? Great. Nice to meet you finally. What's up? What's up, man? How are you doing? What's your name? Chris. Pleasure, man. What's up, Jim? Good to see you. Good to see you. What's up, man? How are you? How are you doing, man? Good to see you. Your name? Jim Miller. Jim Miller. Okay, yeah. How are you doing? Cool. Cool. Let me ask you a question. What you guys got to say for a second. How long have you been selling? I've been selling for about 35 years now. And you've been doing it for how long? 60 days. You had your real estate license for 60 days? Yep. And you're the one with the podcast? Yep. Okay. And how long have you been doing the podcast? A couple years. Just released her agency. About investing? No. It's basic sales. Basic sale training. Sale training for entrepreneurs. What's up, man? How are you doing? Nate. You are? Nate Shirk. Nate, nice to meet you, man. It took me eight long months to do my first sale. The second one is actually the hardest. Yeah, I'm seeing that. How long have you been selling? About two years. Yeah, good to meet you too. What can I help you with? I don't know. What's your biggest struggle? Yeah? Consistency is the key. Yeah. You know? Because I mean, like, my thing was when I first started, if I could just get two people to have a good conversation with me a day, then I felt like I was killing it. Because I knew that was going to turn into 1,000 people in two years. People go out and do the shotgun approach and make 1,000 calls in a day and get 30 leads, and then they don't call for a month, you know? But if you'll just do, like, a hundred a day, you know, on that dialer for, like, an hour, you know, and do it every single day, you know, then you can literally be one of the number, you know, one of the top agents, you know? You're scared of... You're just scared of the unknown. You know what I'm saying? You haven't done it, so... It's like, how do you build social media? You just have to do it, you know what I'm saying? Try it. You know what I mean? Is it really worth the money? Yeah! It blows through the numbers, you know? Like, it used to take me eight hours to dial a hundred phone numbers. Now I do it an hour and a half. It's like, the best... It's the best technology for agents. I mean, finding the numbers is the best, you know, because that used to take me forever and nowhere near the data that you can find today. And then, to add on top of that, I don't have to dial them either. I mean, I'm like the 80-year-old grandpa that walked eight miles in the snow to get to school, you know what I'm saying? I feel like I'm taking for granted. Yeah, dude, you do. You do take it for granted, man. Hey, what's up? All right. Nice to meet you. Pleasure. So what can I help you with? Oh, gee. That's a little... What's your biggest... What's your biggest struggle? Time management. What do you do all day? I could never work out of my house. I'm finding out that I'm having a hard time. I tried it, and it doesn't work for me because, like, going to the office is like when I was in school, going to the library where I can focus and everything is focused on one objective, you know? And so all my energy goes into that because I'm there at the special place, you know, where I'm supposed to be doing that. There's a lot of successful agents that work out of their house, so it's not like it doesn't work for every... It's like everybody does it differently, right? But if that's a problem, then you got to do something about that. I do. You know what I think about time management? I think 20% of your actions control 80% of your results, right? And so your time management, you're getting clouded up by the 80% of your actions that aren't producing anything. See what I'm saying? And you got to figure out what that 20% of the most important things you're doing that's producing 80% of your results and then focus more on those activities. See that? If you carved out the times where you're going to websites that you don't have to check your email every five minutes, you should check it like once an hour, every two hours. Let the emails pile up. And that's the 80% of stuff that doesn't matter that you're doing. Then you got to cut that out and then shave it down to that 20% of stuff that really, really matters, that makes you money, that puts you in front of people, that gives you an opportunity to help people. And then you have a problem generating leads? Well... There's human beings everywhere. I know. It's just getting out there and talking to everybody. You're scared to talk to them? No. I'm not scared to talk to them. Then what's the problem? I don't want to push them a real estate agent to people. But you know my scripts? Yes. It's like so... It's like such a non... And that's why I followed it. It's because I don't... I was a car away from the agent for the longest time and it was... Hey, what's up? How are you? I'm good. Nice to meet you. I'm listening to you for at least three months. Pleasure, pleasure. Hey, nice to meet you. Pleasure, pleasure. Thank you. We're doing like a round table talk deal. You guys just bring chairs over. How many calls have you ever made? And one day? No, in your life. I don't know. No, I'm saying like cold calls for real estate. Yeah, cold calls for real estate. I just started doing this two weeks ago. Okay. So how many total in your life cold calls for real estate have you made? 100, 200? Yeah. 100,000. No, not like that. Okay. Like get to 5,000 and then come back and tell me that you're having trouble because you get through that first couple thousand. You're going to be so, you're going to be driving so well. You're going to be y'all laughing and cutting up and getting emails and making friends and selling properties. Everybody has to go through that little weird stage of not feeling good about making the calls and feeling weird about this or that. And if you're not willing to go through that, you're not going to get to the other side where all the good times are. That's what people think whenever they see a new real estate agent or a real estate agent that they, like they see a card or postcard of a brand new one they've never seen, they think, oh, this is nice. We'll keep our eye on this person to see if they keep it up. That's what they're thinking when they see a postcard or an email or a phone call or something of a real estate agent they never, they never heard of. They think, that's awesome. I'm going to keep my eye on this person and see what happens. You know what I'm saying? And that just goes back to consistency, you know? Like if you don't keep doing it, so you think it didn't work because they didn't call you. You know what I'm saying? Or there was no interaction, no engagement, but you don't realize that they did notice it and now they've got an eye on you. And if you keep it up long enough, they're eventually going to realize you're in the game and you're here to help and you're going to do the thing. It's like you got how many people liked it, but then look at the impression. Like the impressions is what like matters. You know what I'm saying? Like that, like if you have 500 likes but 2,500 impressions, 2,500 people saw that. If it's an open house, you know, you're doing an open house, you put it on Instagram and you got 50 likes, but another, but 400 impressions. 400 people know saw that and saw the open house thing. See what I'm saying? It's like it's so much more powerful than the open rate or the engagement and all that stuff. It's like the impressions. People devalue that, you know? That's cool. What's up, man? How you doing? Titus! What's happening, man? Oh, Titus here comments on all my YouTube videos. Hi, nice to meet you. Good to see you, big guy. So my time management sucks right now because all I'm doing all day is what's the peak of Rick doing today all day long? Where's Ricki? I only post like one thing a day. He drinks his sweet Ricki. What's up? What's up, man? How are you? Ricki, nice to meet you, man. Pleasure. Have a seat, dude. Grab a chair and there's one inside maybe. Do a little round table talk. What's your biggest struggle? What's your guys' biggest struggle? See, the thing is you can do whatever you want. You know what I'm saying? Because when you make that call, they forgot who you were five minutes later. You can call that same person in two weeks and it will be like a cold call to them. They don't know who you are or what you're doing. They won't remember that you called. So you can actually make a fool of yourself with the same people you're practicing for. Why do you feel like you're going to make a fool out of yourself? See, man, the thing is your truth, they will relate to you regardless of you not being from here. Your story of being wherever you were, selling modular homes and then coming here, that is your thing. That is what you can talk about, literally. You don't have to pretend like you're an expert. You know what I mean? Because that's not what's going to win them over. What's going to win them over is your intent that you really care about helping them. And that all comes down to tone and speed of your voice and how you really feel about them. Are you talking to them like you're a friend or family? Like it's your mom, your dad, your brother, your cousin? See what I'm saying? Where I came from and what I did, I did. No, no, no, no. I'm saying right here, right now. I haven't connected with that many. But that's what I'm telling you you got to do. You got to relax. You know, a lot of times it's just like, hey, how are you doing this, this, this and this? Hey. Hey. How you doing? Good, how are you? What's your name? Amber. Nice to meet you. Pleasure. So, yeah, but then you get those conversations that go really well and it's like, this is like a family member. That's when you can get caught up in these conversations about where your life has been and how you got to where you're at. You know what I mean? And then they relate to that. Use it. Don't think of it as a, as a, as a negative. You know, you got a great story. Titus. I want to hear about the Titus. So, yeah, I just got licensed. But my biggest issue is I had a full-time job. You know. You got half a day Sunday and all day Saturday, right? And you need some time to recharge because you're working. You're sleeping three hours a night, right? You feel the same way I felt when I, before I made phone calls in the same way she feels right now. Sensitive. Like, who, who, who feels, who felt awesome? I feel comfortable knocking on the door. Like, who felt awesome to make their first call? Nobody. Nobody. It's totally natural. Something else we should be doing? No. Like, you love for sell-by-owners. Yes, I do. You love the door-knock them. Yep. You love to keep up with them and wait until they do something. So, what's your biggest struggle? Like, what can I help you with? The phone calls. Why do you want to do them? You're door-knocking and you're loving it. Everything you said. But you're door-knocking, but you, but you find what works for you. But then what did you realize? What do you mean? From losing the deal. What did you realize? This is a Ricky quiz. I gave my time back. It's like the best thing that could ever happen to you. That's me. Huh? It is a number. Everybody hear that? Whose phone is that? Mine. Okay. Do it. Do what? Well, you know what? You know why I circle prospect? Because nobody's calling them. Nobody's calling them. They're so open. They want to know what's going on in the market. They're like, oh my God, a real estate agent is calling me. You know what I'm saying? Happy you called. Yeah. And then you ask, you say I'm enjoying the days in a gorgeous and they just want to tell you all about the weather. You're just a straight beast is what you're telling me. Yeah, I will be when I'm trying to be. No, you are now. After 5,000 calls. No, you are now. So what? Like you're systematically, strategically like I'm going to do this, this, I'm going to do this, 1,000 people. I've practiced my script on past clients. Like you're, you're putting the piece like you're already a beast. It's just, it's amazing because my wife tells me all day long that quit wasting my money buying Zoli. You have to make calls. If you make calls, you'll be successful. I'm telling you, it's the truth. That neighborhood that you, that you saw that sold them to, you know, they're talking, oh, he's the man. Or, you know, you listed their house. Now you're signs up in the, in the neighborhood. Oh, but so many agents like, like came in and wanted to ask me stuff and meet me and say thank you for that. It inspired me and all this stuff. And that's when I had my aha moment that I needed to finish the book and really push this stuff out there because it's really, I thought it was really going to help people when it has. So thank you guys. Thank you for your time and everything you do for us. Absolutely. All right. I'm, you want to go eat something? Yeah. Let's do it. They're talking my language. Stone crab fan? I'm a mustard fan actually. Mustard fan. Yeah. One pound of stone crab claw served cold with our house made mustard sauce. That's just, playing with my heartstrings over here. Maneys. Maneys. Yeah. See, I can't stand mayonnaise. Get that out of here. What you make mayonnaise out of? What you make it out of? Egg. Sorry. I don't know. How many agents do y'all have? What it has done is make video. And that's random, huh? Does it have a pattern of naps? Tuesdays and Thursdays. There you go. There's the call sessions twice a week. And then schedule everything around that. Hey guys. Thank you all so much for coming out and meeting me tonight. Thanks for having us. Look at Blake. He's just a beast. Yeah, he's just a beast.