 What's up everybody? Ricky Kruth here. Welcome to our 2020 goal setting and planning session. I'm also releasing my brand new 90-day action plan of revise the 90-day action plan, of revise the phone scripts that I've used. So I want to give a little bit of backstory, just about one or two minutes. Give everybody time to log in and give people time to print out the new 90-day action plan because I'm fixing to go through it. I'm going to screen share my computer and I'm going to go through the new 90 days for you. Just so you're crystal clear on what we're trying to do here. I'm also going to be taking some notes and stuff if you guys have ideas through this. I'm answering questions. The whole nine yards. If you're listening to this on a replay or after the first of the year or halfway through 2020 it's okay. This 90-day action plan is set up to just make a goal for this year. It doesn't have to be January 1st. It can be May 1st, June. It doesn't matter. You can take this and just kind of place it wherever you are on the year. But when I created Zero to Diamond it was about three years ago. Most of the material on the website is a lot of it's maybe 20% three years old. I've tweaked it along the way but I've never done a complete revamp. This is Zero to Diamond 2.0. Really excited about this. Let's just say for example the phone scripts I was using three years ago when I created Zero to Diamond are not the same exact scripts I used today. I'm always tweaking what I'm doing and so I wanted to go in and completely redo the phone scripts and tweak them to you know the trial and errors and feedback I'm getting from different agents and different markets and different things kind of played into me doing this. I also created the 28-day challenge a few months ago and so I wanted to incorporate both the 90 days into the 28 days. You know make it one solid unified you know action plan and so that's what I've done there. You're really going to like what I've done with the 28 days because I've incorporated this text messaging system that will text you every day for 28 days at 7 o'clock regardless of what time zone you're in. It'll send you the link via text for that day's challenge so that's going to be very beneficial because you're going to get alerted every day. You watch the video and then you take action for 28 days so I'm really excited about that as well. So I hope you guys can hear me okay. I'm guessing you can because nobody has said anything about not being able to hear me and a little bit of background on me really quickly. I got in business when I was 20 years old it was 2002. You know prices doubled in the market from like 2003 to 2005 and that was kind of what I was born into as far as real estate is concerned. Many million dollars performed in 23. The market crashes. I lose everything by 25. I go bankrupt. I went back to roofing houses, worked on an oil rig, read 100 books, realized that what I did wrong was I was too focused on the transaction and the closing. And when I did a 180 and started focusing on the people and the relationships that's when I really started to build a real business. So 2008 I got back in the business, started to focus building my business on people not deals and then from there you know I just plugged along. I was just plugging along I did like 20 deals and 30 deals and 50 deals. By 2014 I did 100 deals and I've sold over 100 deals every year since 14, 15, 16, 17, 18 and I just hit it for 2019. I'm at like 105 this year. So I'm really excited about that also just hit a million dollars in GCI for the third straight year single agent. Really excited about that because I had a really slow summer. It was extremely slow and I was kind of worried but I just kept plugging away and I ended up hitting it. So we're going to get into our goals. Okay what you want to make we're going to take your expenses out. We're going to calculate exactly how many transactions you need to hit to get there. We're going to time block our day. Okay we're going to time block our day. We're going to do a lot of cool stuff and I think you're really going to enjoy what I've put together for you. So if you haven't already there's a link in the description. You can just go to zero to diamond.com and print out the new 90 day action plan. Okay it's right there for you. Just dive right on in there totally free and by the way everything I do is completely free. Okay so let's get that out there not charging a dime for anything whatsoever. If you guys have any questions I'm fixing a screen share my computer and go through the new 90 day action plan. I also want to go through the new course and just kind of explain how everything's going to go here. So we're about to map out our 2020 and I'm so excited for you guys going into 2020 because man regardless of what you think the market's going to do if it's going to go up down sideways left to right it doesn't matter. We're in the greatest time to be a real estate agent. We just are the ease of communication and how you can reach so many people is incredible even voice to voice you know with dialers and the data that's out there everything's at our fingertips it's just so amazing how many people you can reach voice to voice and digitally and when you combine the two to talk to people in your market and build your brand it's just amazing things happen. All right let's get into it I'm going to screen share my computer and then I want to get into this 90 day action plan the new 90 days let's see here boom okay here's the first page of the of the new 90 day action plan. All right give me one second let me pull up YouTube on my phone okay soon kind of keep up with the comments and everything right there all right so okay page one of course same as the the last one I really love this everything in real estate to win-win because it's true it doesn't matter if you lose a listing if the market goes down if you know somebody didn't like you or people hung up the phone on you whatever the case may be this remains true because when you lose it gives you future time back when someone doesn't like you that that's great because now you're filtering through the people who don't like you and who do like you that's the name of the game is finding the people that want to work with you and when you find somebody that doesn't want to work with you that's part of the process of finding the people that do want to work with you. Okay page number two here welcome to the zero to diamond 90 day action plan it's this house sold 100 properties year since 2014 is a solo agent and still going my goal is to reduce the failure rate in the real estate industry through being the first completely free real estate coach who also still sells full time okay I think this is really big not too many coaches are selling much less selling full time or at the level that I am okay here's a couple questions I get a lot how will I accomplish this goal all right I'm already accomplishing this goal to reduce the failure rate as agents all over the world are sending me messages all the time telling me how they were about to quit the business until they found me online all right I'm doing this by sharing how I built my seven-figure real estate business on relationships over transactions and everything I learned through the market crash to the late 2000s okay how does it work how does the coaching program work okay this is key you complete this 90 day action plan and then email me ricky at zero to diamond dot com you and I will then have our first coaching call to talk about your business and how to reach your goals okay the reason I do this is to weed out the agents who aren't willing to put the adequate amount of work in okay this is totally free therefore I can't spend my time on agents who who deserve my free coaching I can only spend my time on my agents who deserve the free coaching through their efforts you will then be promoted to gem okay when you complete the 90 days you email me we have a call then based on that call I'll promote you to gem and there's a separate facebook group for the gems and up okay so so this is actually a full-fledged coaching uh program this includes one-on-one coaching calls okay it includes accountability all right there's a lot going on here not just you go to this online portal you pull this pdf up you do this you do that but a bing but a boom no when you get through the 90 days I then want to step in see how those 90 days went use the data from what happened to you over the last 90 days to help you move into an even better position moving forward what all is included in the the course the the the coaching program full course 28 day challenge tutorial scripts tools daily weekly checklist and the four-point system created by Quintavius Burdette in Mississippi the very first thing I would do is fully commit to me in the zero to diamond program for these 90 days do not read listen or watch any other coaches or trainers during this time you could get conflicting information and we need full commitment and concentration you need to subscribe to my podcast youtube instagram right this second if you haven't already so you can go deeper with my content and the message i'm trying to share with you you can find all the links for that in the resources section of the completely free online course found at zero to diamond dot com whatever your goals and dreams you're reaching for I want to see you reach them just as much or worse than you do I feel like a lot of times I want you to succeed even more than you want yourself to succeed my daily content will keep you motivated in a form of what to do and if you have any questions just send me an instagram message I always answer every single instagram dm okay let's go through the timeline of the next 90 days okay this is where I switched up a lot right here okay week one through two okay the first couple weeks okay and it might take you one week it might take you two weeks okay I don't know but the first week to two weeks I want you to complete the new revised online course okay we're going to complete the next few pages of course I'll get into that in a minute with finding your why time blocking the daily checklist that I created and all that but I want you to complete the course okay you'll find so much value and understanding about how to build an incredible business fast and it will also prepare you for the 28 day challenge which is hardcore see the 28 day challenge is really really a hardcore situation it's a boot camp if you will 28 days of just straight work okay that's really the only word I can really put for it so if you're a new agent or if you're just easing into what I teach or how I operate you might not want to jump straight into the 28 day challenge okay I believe that you should know a little bit more get a little bit more familiar with the strategies and techniques that I use in my business before just diving into the 28 days okay so we have to complete this course which is not a long course it's very easy it's mostly videos okay and we complete this course to prepare ourselves mentally for the 28 day challenge soon as we're done with the course we're going to start the 28 day challenge now the 28 day challenge is a text that you're going to get 28 days it's going to start on a Sunday so whatever day that you text Monday Tuesday Wednesday Thursday whatever it is okay it's going to start the Sunday that next Sunday okay and there's a toll free number you can text 28 days so the toll free number there 877-647-6162 and that will start it'll ask you a couple questions and then that will start that will initiate your 28 day challenge and you'll start to receive one text a day for 28 days at 7 o'clock in the morning and give you that challenge okay I really like how I integrated this 28 day challenge into the 90 day action plan I like how I revamped the course to give you give you familiarity with what we're trying to do we're trying to accomplish how to actually create business and begin these relationships and grow your database everything you need to do okay that'll be the next four weeks okay and then from that point when you finish the 28 days now you've went through the entire course you've went through the 28 day challenge now you understand what we're trying to do and the techniques that I use to build my business now it's up to you to kind of mold into the strategies out of my program that really fit you okay that really put you in a position to win and then we're going to get into a routine I think I think first and foremost a couple of things that should never be taken out are the weekly email and your three by three three hours three days three days a week of prospecting those are two things that are non-negotiable in my opinion if you're not doing that then you're not really doing this system but but after the 28 days we're going to finish out the 90 days you know with just whatever routines and whatever we learn you know we're just going to keep moving forward and keep building our business for the next 90 days another thing that you guys need to do is post your results in the Facebook group every day your call results your you know results of whatever you did you showed property you went on a listing appointment you got a listing you know whatever the case may be I want you to start posting those results that's a way of me holding you accountable because I approve every post and I'm watching those posts and I know what you're doing I know what you're not doing okay right here for those of you who have printed out this new 90 day action plan profit goal okay I want you guys to put your profit goal for the next year right here on this line okay and profit goal means after expenses after your split if you have an 80 20 split we're talking about the 80 percent minus your expenses okay what do you want to make yourself personally after all expenses are are paid what do you want to make I want you to write that right here in this space okay my profit goal for next year 2020 is a million dollars that's going to be the profit goal which means I have to make my split above that I have to make my expenses above that which we'll talk about in a minute okay right here I just jotted down a lot of my most important affirmations these are all ricky originals closings happen every day forever regardless of market conditions this is this is the biggest one I think because it gives you a sense of security with what you do that you don't have to worry about the market crashing or if you lose a deal it's unlimited forever you can't do all the business ever regardless of what the market is doing people are always buying and selling if you're working then you're going to be fine real estate is a win-win we talked about that from the beginning you can't focus on the results you can't control the results okay you cannot control what's going to happen you can't control if a deal is going to go go through and close you can you can manipulate it as far as you can but you know if a deal falls through and you did all you could do then obviously you couldn't control that okay so I want you to only focus on your actions not the results the results are going to happen if you're doing the actions the results that you want that you desire are going to happen okay if you do if you do the actions the results will take care of their self don't worry about the results if I wake up at the end of the year and I only sold 20 properties I'd be fine with that because I know I did everything I could do to sell those 20 properties and I was the best me that I could be I want to be the best version of myself I can be I don't want to compare myself to anybody else in the world I just want to be the best Ricky I can be and I'm gonna the next one here I'm gonna outwork every agent in my market every single day I'm gonna go hard nobody nobody can hang with me and that's that's the that's the mentality you need you need to be in a state of mind where no one can hang with you in terms of work ethic you're gonna put out more content you're gonna you know make more calls you're gonna work more hours you're gonna go to more listing employment show more properties you know help more people okay losing deals gives you future time back this is a big one people always sulk about the deal that got away when you lose a deal that means you don't have to spending more time on that deal and you can immediately go to more deals that's huge business is a hundred percent unlimited forever you can never do all the deals that are available to just you for the rest of your life you can work 24 seven you know 24 hours a day seven days a week 365 and never even scratch the surface the surface okay and I want you to start thinking of business and the unlimitedness of business in terms of the amount of relationships that are available to you not the amount of closings and listings and transactions but the amount of relationships that are available for you to go out there and find talk to and retain okay that is market share who has the most relationships with property owners in the area period not how many closings or listings you have how many real lifelong voice to voice relationships do you have a property owner in the area who you're also continuing to build brand with through your email through your social through your texting okay competition does not exist because of this because of what I'm saying relationships are unlimited that's what you should focus measure your business on and so because there's an unlimited amount of relationships and everybody reacts to different personalities differently it creates a situation where competition just doesn't exist okay the more time I waste on people the more money I make whereas if someone doesn't want to buy or sell anything today that doesn't matter to me I want to create a deep relationship with them find out what they do want to do later all right and I want to create that connection and begin to build my brand because I want to be their agent in five years and I want to get all their referrals in the meantime you're talking to them anyway why are we just going to throw away people that aren't ready to buy or sell today it's it's ridiculous okay we need to create a relationship with every single person we come in contact with and put them into our database to create to build brand and over time you'll have the biggest brand in your market therefore the number one agent in your market this is not rocket science okay and of course always put relationships over transactions every single time okay the economics here let me jump over let's see let me jump over to an edible version editable let's see here we go that way I can kind of fill in the blanks with you okay now that desired profit that we that we talked about earlier okay we're going to put that here in the first line mine is a million yours may be whatever okay we're going to put that there this year my expenses were 300,000 for my real estate business that included um my uh my split with my company which is 5% that included you know all my marketing that included everything that I write off business wise this year was 300,000 okay so I'm going to put that there okay average commission rate all right I'm just going to go with 2.5 percent what it's actually let's see what would that be 2.75 about I would say maybe more of my deals are 3 than 5% that are split 50-50 but it's probably pretty close especially when I represent buyers probably a lot of 5% out there but right here average commission rate percentage is going to be the percentage that you get on the gross commission okay so I'm going to say 2.5 let me blow this up for you a little bit so you guys can see it better okay all right and the average price in my market 425,000 see see what I did there so we're just we're just going down this list to create situation where we know how many transactions we have to to complete to reach our goal okay so right here is going to be a million oh let's see let's do that okay and then my expenses 300 okay so we're going to add get that out there okay so we're going to add your profit plus your expenses to find the revenue needed so my revenue needed is going to be 1.3 right there revenue needed so on the next equation we're just going to bring that 1.3 down or whatever your revenue that you need is to reach your goal okay and then we're going to divide that by our we're going to divide that by our average commission rates so let me do that real quick okay that's going to give us our close volume that's going to be the close volume you need to hit your goal which mine looks like it's 47 million in sales okay so you're going to take your revenue needed divide it by your average commission rate that's going to give you the close volume needed so the next equation is going to give you the amount of transactions you need so we're going to bring down the close volume needed we're going to divide that by the average price in your market so give me a second let me do that 47 million divided by 425,000 okay that's going to be 110 transactions for me okay so there so there's my transaction benchmark the economics of my business next year okay so now now I know where I want to be and and what I have to do to get there I want to profit a million I'm going to budget 300,000 for expenses average commission rate 2.75 average price for and a quarter okay if you add those two together profit and expenses it brings it to 1.3 gross amount gross commissions if you do that divide that by the average commission rate that gives you your volume needed which is 47 million and to find the transactions needed you divide the 47 million by the 425,000 and that gives me 110 transactions okay so that's where I am you guys type in there and let me know what uh let me know what how many transactions you found that you need next year to hit your goals I want to see it in the comments what you guys are finding that you need to hit your goals the next sheet you can do this on your own at some points um this is just finding your why okay um you know you need to have a why you need to have a reason for you know what you're doing why you're doing it um you know basically I have two really big whys right now I'll go ahead and tell you um you know the first one of course is my wife and daughter and my family and secondly is is you guys to reduce the failure rates in the real estate industry those are the two things that really drive me and what my whys are what gets me up at 430 every morning and and uh puts me in a position where I feel like I have to answer all of your dms so I can continue helping you oh I see a lot of you putting down your number of transactions I see 50 20 42 23 22 70 25 awesome awesome good stuff it's good to know where you are where how many transactions you need okay where do you see yourself in five to ten years from now okay I don't really know I uh I see myself just being on a whole another level I didn't know I'd be here five years ago so um if that tells you anything I want you to write down some long-term goals and some short-term goals okay let's move on to the zero to diamond daily checklist it's a daily and weekly checklist so I uh I added let's see let me go back to the other one here see if I added you know okay so I put these these things on the daily goals and these things on the weekly goals but if you see at the bottom here I left a lot of empty spaces for you to kind of fill in uh you know extra things that you feel like you want to accomplish okay so of course my daily goals working out uh watch or listen you know you guys should watch or listen to one of my podcast or videos whatever the newest content is that I have out when you get to the office you want to have that meeting with yourself I talk about all the time and really focus and organize your business you want to prospect you want to do a social media post every day you want to get your four points every day which we'll talk about in a minute and you want to stay hydrated you want to stay hydrated okay our weekly goals to do our weekly email you need to go live on social media a couple times a week you need to do the three by three and we need to do our mass text to our database so this is uh my little daily weekly checklist I created for you guys just added a few things that are important to me and you can add your own kind of customize it right here you can time block your day I created this just for you guys to kind of time block your day okay so you can use this to to create the schedule that you want okay let's talk about my secret strategy here um I'll break it down really simple okay top producers do three things really well they talk to the most people this means you're out working everyone okay and you're talking to the highest quality prospects for the lowest price because we want to be the most efficient we want to work the hardest but we want to be the most efficient as well okay the second thing to do really well is to have the best intentions with everyone they encounter right our goals to make our prospects feel comfortable with us then and only then will they do business with us we don't care if they want to do a deal we just want to help them okay this is how you build a big business all right I know it's contrary to to what a lot of coaches say you know but it's how you build a big business right I think a lot of the coaches are out there teaching you short-term strategies on how to build a small business but I'm teaching you how to build a big business and that brings me to the third thing top producers do really well they build the largest personal brand around being the most honest hard-working dependable professional and caring agent in their market this is it this is the three step process if you do these three things then you know and put systems in place to accomplish these three activities that's all we have to worry about so if you notice a lot about what I do is really simple I want to keep things as simple as possible okay I don't want to confuse you and give you a million different techniques and strategies I want to give you two or three things that you can focus on and absolutely crush okay that are going to be the cheapest way to find the best people to do business with and build that brand let's see okay all the logistics of this are in the course okay I don't want to put them here in the 90 day action plan it'd be too much too much stuff but and we're fixing to go through the course I'm going to jump through the course with you real quick okay here's the tools of course we've got the red X discount and guys red X is still doing their end of the year deal okay you have to call in so I'll put a I'll put a phone number in the description for the end of the year red X deal they're not open today or tomorrow so you have to call in Monday it's I believe Monday is the last day but you have to call in you have to mention my name to get the deal and it's an incredible deal and people are getting stills on this stuff they're buying a whole year in advance and it's uh it's really incredible but if you're listening to this after the first year and you miss this year-end deal there's always a hundred and fifty dollar discount through my website or through me if you mention my name or if you use my link they waive the hundred and fifty dollar fee um so either way it goes you win and this this is the best thing that ever happened to real estate agents I used to have to spend hours looking for phone numbers and then hours calling these phone numbers that weren't even that great in numbers now you could just click a mouse a couple times find thousands of numbers and then start dialing them automatically and call a couple hundred in three hours I mean this this is the best thing that ever happened to agents in my opinion and you get the property owners are less than three cents a piece this is better than zilla lead this is the stop paying for zilla leads stop buying facebook leads stop getting any leads at all that you're paying for okay spend three cents less than three cents a piece on this and just concentrate on these property owners who already own the type of property you want to sell they already own the type of property you want to sell they're the best buyers they're the best sellers they refer to the best people there's no better thing in the universe for real estate agents okay constant contacts what i use from a weekly email you can start a free trial right here the mass texting service i started using you can start your free trial here if you want a website exactly like mine you can see my website here but um chris over at webinar is doing an amazing job for the zero to diamond agents on their custom websites this is custom you own the website if you have a box website uh made you know in the box website for one of these big companies to me not the smartest thing it's better to have your own custom website where you can control everything and if you leave the company the website comes with you along with all the data if you haven't got one of my books you can go here get one of my books youtube and instagram the podcast if you're not listening to the podcast go to soundcloud itunes or one of the other podcast platforms and subscribe give me a five star review on itunes if you're an itunes uh person give me a five star review i'd appreciate that and also an amazon review for my books there's the facebook group okay and that's the 90 day action plan it's really simple okay we're gonna take the first two weeks to do the course the next four weeks to do the 28 day challenge and then we're just gonna at that point we're gonna be molded into kind of the the routine that we need to move through the rest of the 90 days and get to that coaching call between me and you okay um in real estate you get paid to learn which is so crazy to me because college you have to pay to learn in real estate you go through basically the same thing but you get paid to learn so i'm really excited for for everybody for new agent if you're experienced if you've been in my program for a while whatever this is a fresh start 2020 we all start at zero everybody starts over at zero on to on on january 1st we are on the same level we're starting over at zero so i'm really excited about the fresh start okay the course let me jump through that real quick this is the new course so once you create a free account and log in here's the course here's the new 90 day action plan here's the new phone scripts here's the achievement levels okay so this kind of the first uh we'll see i'm not logged in okay so the first lesson here just tells you why this is free and gives you a little my background um the second lesson has all the phone scripts and so let's talk about the phone scripts for a second um there's the 90 day action plan here's the circle prospecting roadmap um my message about prospecting the reality of prospecting here's the circle geo script i revised this okay i took a lot of stuff out of this and added some things that i felt was really important so you guys dive on in there um okay the for sale bowner script i tweaked this for the new strategy of helping for sale bowners for free you know i didn't tweak that script once i came up with it so um i revised that also i added this voicemail script right here at the bottom in the middle okay and i also revised the sphere of influence script the other scripts are the same i went through them and i was happy with with the way that they were as they were so i left those the same okay all that's right there for you okay this is just a little strategy about how to become the number one agent in your market the next lesson is circle prospecting there's the uh circle prospecting webinar and everything you need to know the next lesson is to watch me make live calls you got get over the fear making calls circle prospecting for sale owners expires in a live role play session all right there here's my weekly email and also i added this link that goes to my facebook page and my facebook business page here my real estate is where i post every email every weekly email so you can go here here was last week's you click on it boom there's the email um so you can see all my emails there i would probably go to my facebook business page and just click to receive notifications or whatever so that you don't miss okay here's the webinar on the mass texting the next lesson is how to use redx to find property owners phone numbers the next lesson is the four point system i mean not the four point this is the free coaching call okay talks about the completing the 90 day action plan but the next one is the four point system and i put the four point system uh video here and also my full interview with quintavius who invented the four point system there so if you haven't seen those really beneficial and also here this was very interesting i created this this lesson which is literally just all of my best videos so if you if you have a question of like here's the door knocking past client scripts how'd you get my phone number taxes for real estate agents if i were new facebook leads following up marketing strategy closing deals now my earnings i mean i just put all my best videos right here for you to kind of have as a reference okay here's the 28 day challenge you text 28 days to the toll free number and you get started there and that's it here's all the the resources and we're good to go so let me get back all in here let's see here okay so that's it that's the 90 day action plan the new 90 day action plan with the with the course incorporated and the the 28 day challenge implemented in there as well and i want you guys to share this share this video share the pdf of the 90 day action plan with your office um you know share it with anybody that you can possibly share it with also if you if your company would like me to do a zoom call with you at your next company meeting just reach out to me and ask i would love to do a zoom call with your company and uh answer questions and just help that's all i want to do is just help you guys get to the next level that's all it is competition doesn't exist it doesn't matter if everyone's doing my system in your market you have to understand that it's it's a relationship business and your personality is going to attract different people than anyone else it's like a fingerprint everybody's is different so you can't really worry about the competition you know you have to think there's there's X amount of people in my market property owners you know i'll never get to the end of that rainbow and also if an agent calls a property owner and you call them the next day they may like you better or they may have changed their mind about buying or selling there's so much opportunity it's ridiculous it doesn't matter if the market crashes i don't know what to say i mean guys if you have any doubt about real estate or you know the longevity of the business or the unlimitedness or the abundance of it then i don't know what to say because it's absolutely a fact if you go back through the market crash you'll see that there were closings that happened every single day every single day through the 2008 crash from 2005 to 2012 which is when we started a rebound there were closings that happened every single day every day so it's just incredible to me that agents don't recognize this and get on board with what i'm doing and create your business the right way based on people not deals and watch your business explode and become the number one agent i want all of you to become the number one agent in your market i want i want like five number one agents in every market you know in my system when we do our coaching call when you complete the 90 days uh promoting you to jim we're going to do another coaching call three months from then that'll be uh that'll be emerald then six months from then we'll do another coaching call that'll be ruby okay and we're just going to keep progressing and giving you goals helping you with your problems and really pushing you to get to diamond diamond is a million dollars a year and that's where i want all of you guys to be i want you to be where i am okay so what better way than to learn from someone who is where you want to be okay so that that's all i want is for you guys to get where i am so i'm going to open it up for you guys uh i've got about 10 15 minutes here to answer some questions if you have any questions just type them in now and i'll go through those but i'm just really excited about 2020 i think it's going to be an incredible incredible year and if we do see some kind of market downturn it's just going to make me so excited because i'm just going to turn around and use that downturn to create more momentum okay so if it does happen if if if the market does slow down if it happens not saying it will i don't think it will but if it does and when it does it will happen next year the year after the year after at some point then you know i want you guys to follow me to a t when that happens because i'm going to i'm going to show you step by step through the crash what to do through a downturn through a slowdown exactly what to do exactly what to say exactly how to be exactly everything to continue building your business and keep that momentum going and keep those transactions coming in so you don't have to get out of the business let's see any questions for for rent by owner listen the for rent by owner script is the same as a circle prospecting geo script same exact script same script no difference grant texting the new number question mark don't know what you're asking the four point system okay if you talk to someone about real estate that's a half a point i don't care if they you got their email or if they hung up on you doesn't matter to me if you talk to someone right about real estate i guess if they hang up on you didn't talk to them so if you actually talk to somebody doesn't matter if the connection was there or not if you talk to them that's a half a point we got to get we got to get four points so if you talk to someone about real estate regardless of what the outcome of the conversation is that's a half a point so you got to talk to at least eight people every day okay that's bare minimum eight people if you don't get a listing don't get a contract don't get any appointments you just got to talk to eight people you can talk to eight people anybody can talk to eight people okay so that's a half a point one point is an in person so a showed property to a buyer went to a listing appointment or had coffee or lunch with a client or a future client that's one point two points is a sign listing agreement not if you send it out and didn't get it back once you get it back that's two points same thing with a purchase agreement which is four points if you get a purchase agreement sign where you represent the buyer or seller okay it's the day that it actually gets ratified that gives you four points okay so the four points gives you so much breathing room in your business because I can get four points before 10 o'clock and then everything else is gravy right it just takes so much pressure off of me where I can actually focus better I just love the four point system man that's why incorporate it into the the into the the 90 days in the course here in the program because it's just it's been so incredible for me and everybody else that's tried it I just want to give a huge shout out to Quentavious Burdette who invented it you know who made a half a million dollars in his first year in real estate made a half a million dollars in his first year in real estate okay I don't know anyone who's ever done that I never heard of anyone who has ever done that so and he's in small town Mississippi he just gets four points a day four points a day and he might have a day where he gets 18 points that's okay it starts over right a lot of people try to accumulate the points and say oh well I got 16 so that's four days no that was just that day you start over the next day okay so don't get it twisted also part-time agents I linked a video about part-time agents below and also agents in Canada that can't use geoles there's also a video below for that just dive into those two videos if you if you fall into one of those categories and just make it work for you just make it work for you relationships are universal it works in every there's agents all over the world I get messages from agents in every country out there that are using my systems and philosophies they may not be using the exact system if it doesn't exist in their country but they're using the helping people and building your database and building personal brand strategy to build their business and I even have other industries people in car sales that are in mortgage mortgage brokers travel agents insurance companies that are using my strategies so all this stuff works across the board let's see how many hours a day is per day is healthy to work how many hours do you need to not be thinking about work I think eight hours a day is a really healthy hour amount of hours and I think you should not think about work for several hours a day as well what if you had a planned time away for a week during the 90 day challenge can I still start on the challenge knowing that I'll be away for that week absolutely absolutely absolutely it's just hard to do the 28 day challenge part if you're going to be gone 28 day challenge is kind of a non-negotiable four-week period where you can't do anything it's got to be total focus on real estate during those 28 days it's like a boot camp if you will 90 days fine if you leave for a week on you know the 10th week not a big deal there's a lot of comments so I'm trying to get through to the questions what's the best way to get to ask for help from me the best way is really Instagram DM that's the best way to get me to be honest with you that's been the very best I can know I get back within 24 hours and that's really been the best emails can slide through you know other messages and other platforms can slide through and I can miss those um so we like to know how you handle objection overcome objections I you know with for sale by owners objections from for sale by owners you know I'm not saying anything to get an objection see that that's the thing that you're missing I'm calling it for sale by owner and just saying hey how you doing is your house still for sale tell me about the house get them talking then once they get through talking I say well that sounds like an amazing house why would you sell that house you know and then I get them talking now I know why they want to sell I know all about the house now I can say well look you know I tell you what is there an agent that you you would work with if you were to list it well yay or nay or whatever okay cool well look I tell you what I want to try to help you sell it on your own I don't want to charge you anything who's going to object to that so you got to understand the philosophies here there's no objections to anything that we're doing we're asking people what we can do to help them that's why there's no objection handlers in my course because there's not going to be any objection to what can I do to help you see that that's the beauty of it there's there's not going to be any objections when you when you when you approach the business like this quick question here do we need to post on zero to diamond facebook page every day for 90 days not necessarily but every call session would be good just as long as you're consistent if you do it four days a week I'm good with that you know it's hard to do every day especially on your days off if you know spending time with the family what do you know what do you what do you got going on there but but as much as you can so that I can just see that you're staying active fred said is the 28 day straight through including weekends it's monday through saturday so sunday as you take off the four point system is not written in detail it's just a video it's a five minute video that's easy to watch what steps do I take to help for cell owners listening selling their house without listing their house make sure that they have professional pictures that they're on all the syndicated websites they can be on that their remarks are good that showcases the selling points and that their prices in line with the comps same thing I would do if I listed it except for just not put it on mls and the four point system what I consider getting the email and prospecting half a point yeah I would consider it a half a point and if you didn't get the email but talk to somebody that's also a half a point should I change my farm to get a higher average price I think that you should go with the average price of your market your general market and that should be your base and then you should also farm stuff in a higher price range and a lower price range I think you should be diversified what do I recommend to do on new year's day for real estate call expireds all day long because that's going to be the biggest day of the year for expires do I think a youtube videos on buying vacation homes is a good idea yes I do and you can use those videos and put them also on instagram and facebook and all the other platforms so it's like you're making a video and then you can put it on all the different platforms best way to pick a farm area something's close to you physically that's in the average price of your market Brett should he start over since he's three weeks into the 90 day yeah just start over he's been sick you know christmas yeah just start over it's a it's a brand new 90 days where do I draw the line on happening for sell boner for free um I'm not going to list it so as soon as they want to list it and let me represent them then I'll then I'll draw the line okay guys I guess that's about it if I didn't answer a question just DM me on instagram or comment under this video after it goes live into the real comments and I'll I'll see that too um so I just want to say how much I love you guys and how much how incredible 2019 was for zero to diamond for my real estate coaching business for my real estate business I had a daughter um just everything in my business and personal life I spoke at about I think I spoke at about 20 different cities including Brazil and about 18 or so in the US so everybody that I that I went to an event and met you there and you guys took pictures with me and all that stuff thank you so much for the love and also if you go to zero to diamond.com and click the events tab I posted the new events I have coming up I'll be in Phoenix uh January 16th Long Island on January 29th and I'm going to be at R4 Vegas uh for the remix convention so I'm really excited about those and I have so many other speaking events coming up that I'm working on all over the place South Florida uh just all over the country and abroad um so I'm really looking forward to uh to seeing all of you at all those different places 2020 is just going to be so incredible I just don't even know what to say so what I'm guessing is is that all of you are going to do the 90 day the new 90 day action plan and email me in 90 days to do a coaching call and then I'm going to spend probably like a whole week just calling you guys and talking about the 90 days um the successes you had the problems you're having help you through those problems and then give you a new goal moving forward for the next three months before our next call that you can shoot for and so I'm just really excited to watch all of you grow in 2020 and build your business the right way not this sleazy sales person way of only working with people who are motivated right now or you know handling objections and talking people into doing stuff they don't want to do and all that garbage we're gonna we're gonna build our business the right way we're gonna build the name we're gonna build the name of real estate agents we're gonna put that up on a pedestal people are gonna start thinking of real estate agents when I'm done with the industry they're gonna start thinking of real estate agents as just good people right that's what I want good people people they can trust people that they feel like a family um you know that that they that they just they love you know man that that's the thing this is it is our clients and prospects should be an extended part of our family that's just a bottom line just like you guys are to me every one of you are an extended part of my family that I just love so much it's ridiculous so I'm gonna let you guys go so you can go through the 90 day again and make sure you have all the data the way you need to have it start on that course um get all the stuff you need all the tools and and everything um other than that you know I'll see you guys next year me and Joe will be live Christmas Eve I mean I'm sorry New Year's Eve that's going to be Tuesday 4 p.m central so the last day of the year literally of 2019 we will be live doing our talk show for you guys to call in and ask questions so I'm really looking forward to doing that we're gonna end 2019 out with the bang bring in 2020 with the bang so um just kind of babbling on here just because I don't want to leave you guys so quick I'm just really excited and I love spending time with you to be honest with you and I know that what I'm sharing with you is really helping you and um it just means a lot to me to see all of you uh you know supporting each other in the group supporting me me supporting you it's just what it's all about so I love you guys talk to you soon um here's to here's to an incredible 2020 let's get it