 What's up everybody? Ricky, Cruz and Joe Rosen here. Welcome back to our channel. So we want you guys to call in and ask questions. So put your number in the comments, the live stream chat over here. If you would like to call in and ask us something, but Joe, what's up? Just living that dream and staying busy. I can't believe how busy December has been. It's people just coming out of the woodwork. Oh dude. Yeah. I mean, it's always like that. I think people are kind of like scrambling around to get stuff done before the end of the year. You know, yeah, and I was just, I was talking to a guy today and I think he talked to you too. And he said he was offering his services for free. I'm guessing it was Fisbos, but he didn't say and he got one. He was pretty excited. I think I saw it in your story, but I really think a lot of and it's not just real estate, man. It's everything people are just taking December off. So if you're working, I don't know what the real numbers are, but say buyers are down 5, 10%. I'm not claiming that at all, but let's just say they are. Realtors are down 50% because they're all sitting on their coach watching Christmas shows. So markets up, baby. Now, December is always a big closing month for me for sure. Like, um, most all my, uh, like I have a lot of closing. Like it's always a big closing month. And I think it's because people are just trying to buy and sell before the end of the year for tax reasons. You know, I think they're just trying to get stuff done before the end of the year. You get a lot of 1031 exchanges in December. Hmm. Well, I mean, you know, 1031s are all year long. Yeah. You know, it's not really an end of the year deadline. It's like, once you sell your property, you get five days to identify 180 close on your next property. And so, you know, it doesn't really fall with the end of the year kind of thing. But, but for sure, like always December is a big closing month for me. And like, I'm, I think God, it is because I needed it this year to hit that mill. Yeah. And you finally got there. I saw that. That's pretty awesome. Congrats. Almost. Yeah. I'm like to like, I got two closings later this week and I'll get there. Okay. Well, that's pretty excited, man. You know, third year in a row. Yes. Yes. Okay, guys, look, I just want to say a few things before we get into the today's subject. And also I want to take your call. So I see somebody already put their number in. So I'll call you in here in a second, but the mass texting platform webinars been pushed off to next week. Next Friday is what we're shooting for. We want to get this thing right. We're different. We're basically creating this platform for you. So it could be very affordable and easy and work really well. So, um, so we push that off a week just to make sure we're doing it right. Also between Christmas and New Year's, I'm going to do a 2020 goal setting and planning for everybody. That's I'll be live right here. And I'll do a 2020 live, uh, goal setting and planning where I'm going to go through the brand new 90 day action plan. I'm re, I'm recreating the action plan. I'm tweaking the scripts. I'm redoing the course. The entire zero diamond program is getting completely revamped by me personally. And between Christmas and New Year's, I'm going to do a webinar right here on YouTube and go through it for you and that way you guys can start off 2020 with a bang. So I'm really excited about those two things coming up. But, uh, did you see that video I did yesterday? Yeah. So many views you had on it. That was an interesting video, man. I can't believe the response you had on that, but I think you hit the nail on the head, man. That was, that was a pretty cool response. I mean, I don't know, kind of like what I was saying with December. I mean, you can think one, I don't know. I've had this conversation so many different ways in the last week or two, but I think I'm getting a little off topic here, but people just agents put things in their mind and just whatever they believe becomes their new reality. Reality doesn't matter. It's what's in my mind. What did that guy tell me or that guy tell me? And that's the new reality. And I just, I mean, I'll, I'll let you still, I'm not going to steal your thunder here, but, uh, it was just really interesting the perception you had on it. I thought it was pretty awesome. Now, I mean, it literally Joe, after 700 videos on YouTube, this was literally my first viral video as viral as it gets for me, like 40 something thousand views in a day. The biggest, the most views I've had in a video in a day so far has been like 3000. That's crazy. Yeah. That's crazy nuts. It was nuts. So what does that tell me? I'm going to do more videos like that. Exactly, man. I think people, I mean, but we've been talking about it for years. I mean, when did the market drop? Was it down and was it March of 09? I watched the financial markets more than the real estate markets. Well, really real estate started coming down like depending on what market you're in, like my market, it was 2005, like the first quarter of 2005. It started to really come to a halt and start going down. Yeah. 2005 was a down year. Prices were down six, seven, eight, nine, 10 was the bottom. 11 was the same as 10. So it kind of came down and 10 and 11 were the same. And then 12, 2012 was the first year we saw a positive increase in prices and appreciation and equity. So 2005 to 2012. So that was seven years. It just kind of slowly and it didn't just like crash, it slowly went down. Yeah. About 50% from where it was at the top and we're not even back where we were. That little top that happened at the end of 2004 was literally the top and we're not even back to those prices yet. Yeah. You know, so, but it was an imaginary price because it was so overinflated. Yes. So driven by, you know, no dock loans and interest only loans and no money down loans and appraisers that would go in and appraise their brother's house for twice what it's worth. It was crazy. It was crazy. Yeah. It was insane. It was the Wild, Wild West, man. You could do so. Yes. If you were smart enough to realize that it was going to crash, you could have got in there and made so much money and then got out and then just sat back, you know, and just let it crash and then bought a bunch of the bottom again. That would have been them. That would have been the major play of the century. Yeah. You've been sitting pretty good. Yeah. So I heard the other day I have not seen any of these, but someone was telling me there's still arms out there. Have you seen arms? Are you doing arms? Arm loans. Yeah. Yeah, they're out there. I haven't seen any of those. Yeah. Yeah. Most of them are through like a bank though. It's not like a Fannie Mae. Yeah. Freddie Mac. You know, it's, yeah, it's more like an in-house bank portfolio type product. You know, I haven't even had, I mean, so for those of you who don't know who I am, you know, I sold up in Minnesota and now I sold on in Florida. You know, I don't know how many homes I sold up there, maybe 200 and I probably had three cash deals ever. It was all loans, all of it. Yeah. It was different market. Now you're going to be closer to Florida. Florida, it's like 80, 20 cash deals. It's just the complete. Really? Yeah. 80, 80, 20 cash. We're, we're 50, 50, about half of our deals are cash. Yeah. Or you'll get a lot of the, you know, I want to buy for 300, but I'm going to put 150 down and the other 150. There's a lot of that. Yeah. And there's a lot of people that, that get loans that could pay cash. They just, yeah, money's so cheap right now. Yes. Yeah. They're getting 3.5% interest. Yes. You know, they're getting more than that, you know, on their investment. So why not borrow the money and keep your money where it is and yeah, make more than the interest that you're, you know, paying on your loan. And that's another interesting market is, is, you know, the banking market. I again, I don't know, and I don't claim to know what any market is ever going to do, but those rates have sat there so low for so long. It's crazy. It is. It is kind of a insane. When you think about the history of interest rates and where they are and how long, you know, the entire graph. If you look at the graph for the last 50 years, you know, it's like, it's in the teens right here forever. Like a new world. It's interesting, man. It'll definitely, uh, that'll change. That'll change. Yep. That's one thing that you can guarantee about the market. Is this always going to be changing, you know, it's going up down sideways, left, right. You know, um, but the good thing is closings baby every single day, man. Yep. That's what I like about what, uh, what I have going on with what I'm pushing is that you don't have to, like it takes the pressure off. You don't have to worry about, are you going to make it, you know, are deals going to continue to happen? Am I going to have to get out of the business when the market crashes? You know, what's going to happen? You don't have to worry about all that stuff. You just put your head down. Do the work work, talk to the most people with the best intentions, build that brand, keep pushing, keep fighting, keep grinding. Yeah. That's it. You're going to do fine. Keep it up a hundred percent. Yeah. And you know, even when markets dip sales go down 10%, the amount of realtors in the market go down 10% right with it. So it should have no impact on your business at all. It wouldn't matter if, if the, okay, it would like, let's, if the market goes down 10%, but we added 10% agents, it still would not affect you. Why? Because business is on limits in my brother. Yeah. I mean, I hadn't really thought about it. I don't disagree. I just, I haven't really wrapped my head around that. Can you talk to every single property owner in your market ever? No, I can't. Okay. You have, you have job security forever because that's your job is talking to property owners, making them feel comfortable with you, seeing what you're going to do to help them now and in the future, building that database, building that brand. That's your job. And there's more people in your market than you will ever talk to in your life. So and see, see the business is the relationships. Like what, what you're trying to accomplish is how many people in the market, property owners, can you make them feel comfortable with who you are enough to do business with you? Yeah. That's that. It's not to close deals. See, you're looking at it in terms of transactions. Yeah. You're looking at, okay, there's, there's 10% less transactions, but 10% more agent. So obviously less transactions per agent. Yeah. I'm looking at it that I'm looking at it from a relationship standpoint. There's no way I can create as many relationships out there that are available to just me. You know, in my entire life ever, even if I work 24 set, like I couldn't, you can't even scratch the surface. You will never scratch the surface of how many like deals and people, because when you, when you talk to people, that might be a deal today in this down market, right? That might be a deal today in the down market where there's more agents and less transactions in our hypothetical world, but you're going to talk to people that want to do stuff later when the market rebounds. See all the people you talk to, you're gearing them up for, okay, you know, 3% want to do a deal today, but the other 97% want to do a deal over the next 10 years. And that's how you build a big business. Yeah. And so like it doesn't like it, it shouldn't affect, I'm serious, like it should not affect a single thing about anything that you do. And if you have that mindset, what's so crazy is that it actually increases your income during these down times, even if there's less transactions and more agents. Yeah. I mean, I'm thinking about as you're talking and even so I'm making cold calls. Even if, and I'm not saying this happens, but even if the amount of people who want to buy or sell goes down, it really doesn't impact me a lot because I know take seven seconds. It's the yeses that take 5, 10, 15 minute conversations. So really you're going to fly right through all those noses. It's just not going to matter. And if you're talking about relationship building instead of transactions, I've, I've been in that horrible market and that's when the real conversations happen. Man, that's when you have the kitchen table, people crying. How do we do? What are our options? Yeah, those kinds of conversations. You're not having the kind of, I'm not having that kind of conversation in this market. It's all fluffy and fun and everybody's holding hands and buying houses, but that market, you're going to build some relationships. I mean, Yeah. Yeah. Yeah. That's true. That's true. Yeah. And two, you know, I mean, and there's so many different ways to look at it because there's so many different, there's such a diversity of mankind of humans of, you know, income levels of wealth status. There's, there's so many different avenues you can go here. You know, we can target the luxury properties, you know, the luxury properties get hit the worst in a downturn, you know, because, you know, 10% of 300,000 is 30,000. 10% of 2 million is 200,000. Yes. Okay. It's a lot of money, you know, you can take a $5 million house. You know, if it goes down 20%, that's a million dollars. Yep. 20% of a $200,000 house. We're talking 40,000. Okay. Yep. So the, uh, the, the luxury properties, you know, they're going to take a bigger hit in terms of the monetary value and the actual real money appreciation. You know, but those people are going through the same things and you know, they need to sell for whatever they can't afford this $5 million note they, you know, or they, they pay cash. They don't care that it went down. They're ready to buy some more at the bottom and these luxury property owners might want to buy an apartment complex at the bottom or, you know, a handful of single family homes or, or, uh, or duplexes or, you know, commercial properties or whatever, you know. And so I think diversifying your portfolio, I mean, diversifying your database like a portfolio, you know, with, you know, your, your higher end product. That's why when I say, you know, I'm talking to people and they're asking me about how do I pick a farm area and what, what, you know, what do I go after first? I'm like, well, first, you need to go after the average price point in your market. Yep. That should be your first avenue of attack. You know, if the average price point is 350, let's do something in a neighborhood that's three to 400. All right. And let's hit that for a good while. You know, let's make calls in there for a good week to two weeks to three weeks. You know, let's, let's get a, let's get a footing in there. Let's get a listing. Let's go to a get a listing in there or something. All right. All right. We hit that for a while. Let's do, now let's do something that's in that, you know, 150 to 250 range. All right. Let's do a subdivision there. Okay. Let's hit that for a little while and then once we have our 350, a three to 400 or two, you know, 150 to 250. Now let's do something. A hundred to a million or if that's too high for your market, you know, you know, six to 700 or one to 1.5. And so let's have, I like to be diversified in my price ranges for what I'm farming. Because sometimes the, you'll be glad that you had that million dollar listing that nobody wanted. You know, that market was, was cold for years. And now all of a sudden, everybody wants a million dollar house. Yeah. You know, or the million dollar house market is cold, but everybody, you know, these, these 150,000 dollar houses are selling like hotcakes. Yep. You know, and then you always got your bread and butter, which is the average price of your market. So it should always be adjusted by the average price of your market. And then just kind of work around from there to diversify your farming portfolio. Yes. You know, I got off on all that. I, well, that's all right. It's good stuff, man. I, uh, speaking of farming, I, I call my farm. I mail my farm all the time. And I got a call today, a nice little voice message. I don't know if you will. The last time I shared a voice message with you, somebody died. Yeah. Yeah. And, and, and for the record, that was not as funny as I was making it out to be. No. God rest their soul. I wasn't making fun of the death of those people. I was making fun of the, how the agent was like. The agent in years. Yeah, that cord. Yeah. He was like, we walked in, she was dead and Joe, I just don't know what to do from here as far as being an agent. Yeah, it's not. No. Yeah, absolutely. You're a hundred percent right. Like her death, obviously is not funny, but just the abnormal abnormalities that you come upon in the real estate market are like, you can't even, I can't tell you how many days like I'm a planner and I know you're a planner, but how many days you wake up and you think this is going to happen, this is going to happen and then just crazy like life happens. These are the biggest things people are going through. Yeah. Crazy stuff happens. So it makes for interesting times, but you know what? I can't play it because there's a lot of swearing in there. There was a girl. She just didn't like getting my mailings and she called me a month ago and she said, I don't like getting your mailing. Well, that's how she said it. Right. A lot of F bombs and I don't like your mailings take me off your list. And I was like, sure, what's your name or your mailing address? I'm not giving you my name you whatever. And I'm like, well, I can't take you off. I need something here. Yeah, give me anything. So stays on my list and every month I get a phone call from her either you give me your name and I can take you off my list. Yeah. Or there's there's two options here, ma'am. I can take you off my list or you can continue to get my stuff because I can't take you off my list. It's one of the two help you right under a big old Christmas basket, but I don't even know who you know, I can't even get her that though. Yeah, I don't know. I had a guy like that, right? You got a guy too. I had a guy like that a couple years ago. Yeah, he was he called me so mad about this postcard he was getting and and all this and and I was like, well, sir, what's your name? He was like, you should know my name. I'm getting mail from you. And I was like, well, I send it out to thousands of people. What property? What subdivision are you in? Let's start there. No, you know, I was like, all right, you know. So yeah, people are strange, man. People. I mean, it's how much junk mail do you mean? Like do you never like do you call every single you call pizza hut when they see exactly you call every single piece of junk mail that you get. I mean, that must take a lot of time for somebody to go through and call every single person that sends them a piece of mail. Well, I appreciate it every month. So if you're listening, ma'am, thank you. You keep your toes. Yeah, you got her number in your phone. I do have her number. I looked it up though on Red X and I it's not in there. Oh, she called you from a restricted number or something. I don't know, but I did her like a reverse search. I punched in her last four and I have nothing in the database on that. I know which subdivision she lives in. Right. But she called you from a number. Yeah. And you put that in your phone. Yeah. Let's call her. Dude. No way am I calling her? I'm just joking. I'm just, I just wanted to see I didn't, I just wanted to see your reaction. I don't even. I have talked to her. I've talked to her. I'm sure you have. It sounds like it. Yeah, because I didn't listen to my message. She had called me while I was on the phone. I called her right back after I got off the phone and it was just a whole bunch of F bombs. And I was like, you know what's going on, man? What's happening here? Yeah, it's funny. Guys, put your phone number in if you would like to ask me or Joe a question. We're talking about is the real estate market really going to crash next year? Joe, what's your thoughts on this? Every time somebody asks me, I mean, I probably get this question two, three times a week. And I say the same thing every time, you know, if you would ask me, you know, so you said the bottom of it was 2011. If you would ask me in 2014, man, it's been going so strong for so long. What do you think? Yeah, maybe maybe it'll drop 2015. I said the same thing. 1617 18. I have no clue. Right. Right. Go ahead. Well, I think that's the thing. Nobody knows. Nobody knows. If you can't buy or sell. But let me say it this way. If you buying or selling is going to be disrupted like so badly that you wished you hadn't done it because the market drops 10 20 percent, then you need a better plan be your don't buy or sell. But yeah, well, it's like I said in the video, you know, if you're buying a house and you're a single family home buyer, okay, then you should be buying. I mean, you're buying this house to live in for the next five or 10 years. Yeah. What does it matter if the market crashes next year? Yep. Do you wrap? Yeah, the market that goes down a lot is, I mean, this last market aside is what 10 20 percent? I mean, you're going to pay down so much over a four, five, six year span. On your mortgage and then, you know, even if it goes down for a year, it's it's generally going to come up usually. So that last market slide we saw was such an anomaly and it's not that we'll never see it again. I don't, I mean, the definitely see it again. You think we'll see one that bad? Yeah. I think we will. I mean, I mean, like like like when like when worse like when we're 70. Yeah. Dude, we don't know what's going to happen over the next 20 30 years, bro. You're 100% right. Facebook did not even exist in 2001 or whatever. Like it like YouTube wasn't even around in 2004 like just like 15 years ago or something like it was it wasn't even here. So I mean, like look at where we are. I mean, yeah, 30 years from now. I mean, dude, I mean, there's no telling what what could happen, you know, between now and then I think I think there's a good chance we could see another you know, really big crash over the next you know, 30 40 50 year or something like that. You know, yeah. But you know, it's it's so you go ahead and go you go ahead. Do you think all of the regulation that we had government wise because of the last recession. Do you think that that's going to help us hurt us or do nothing? I think it's helped this because you know banks have to go through a third party to get appraisals. Yeah, the banks cannot talk to the appraisers. Right. That's that's one thing, man, because like I was in this I was I was getting mortgages and you know, second mortgages and I was buying and flipping and taking out equity and doing this and doing that. And I knew exactly what was going on. I would call my banker. He would call his appraiser buddy and tell him what to appraise it for you know, based on what nothing there was nothing you know, it was not based on much at all. And you know, it and so here I am. You know, I owe this $500,000 note on something that's worth 350. You know, but I got the cash in my hand. You know, and so yeah, with the regular take the regulation against banks to communicate with the appraiser. I think I think has helped big time. You know, and also the underwriters are really strict on appraisals. Like when the appraisal comes back, the underwriter, they're looking at the comps really hard. They're looking at the the remarks. They're looking at everything on that appraisal and if there's something funny or fishy about that whatsoever, they're going to kick it back and ask the appraisal appraiser to go back and rework that report till they're satisfied. So to me, I really like that. Even though I've had some appraisals that came back lower and and it made me upset because, you know, now the deal didn't go through when it probably should have. Yeah, but still, that's the kind of the you know, that's that's what you have to deal with when you're in this world where, you know, we abuse the system for so long. We abuse the system for so long and now, you know, we're paying for it, but I think it's it's really keeping us in line. It's keeping prices in line. It's keeping values in line with where they need to be. We don't want prices to just keep on continuing to go crazy. Yeah. Oh, I'm glad that they started to raise interest rates a couple of years ago. And of course, now they've come back down, but I'm glad I'm looking back at the time. I was like, why are you doing this? But now I look back and I think that was a good move. Yeah. In my opinion. Yeah. Because it slowed down this heated market to where it didn't create a bubble. Yes. You know, I think now that we're I think now we're in a really safe safe place in the market. You know, as far as real estate goes, I think we're really safe. If it would continue to go up five or 10% a year like it was and we will be 20% higher right now than we were two years ago. Yeah. And I think that we would kind of be headed for a, you know, a possible decline. But now I think the I think the declines kind of built in. Yeah. Yeah. And I was looking up some numbers. So I did see the 2019 median housing prices. This was as of a month ago. We're at 316,000. That's a record. But I mean, it slowly got to that record. It wasn't like a yes. What are these numbers? This is the median housing price for 2019. So if you take the country, yeah, in the country. Yeah. Okay. 300. 316. Wow. Yep. Um, dude, to me, that just sounds extremely low to you. Is that what you said? No, to me, hi. Oh, hi to you. Yeah, because you think about the average. Yeah, average. Scott, I'm just guessing to you said median price. Right. I said median. What's the average? I don't have average. Okay. Well, let's just say median price is 316. Yeah. You think about the average working man. You know, can they can they afford a $316,000 house? You know? Yeah. I mean, that's a lot for just an average Joe. I mean, I know, I mean, dude, I live in basically a $316,000 house right now myself. You know? Yeah. I mean, I don't know. That just sounds high as far as like just averages and medians. You know? No, no, I believe that it's true. I'm just saying me questioning it. No, I believe that it's true. I'm just saying that that it doesn't sound like unrealistic. It just sounds. It just sounds like, wow, I think the market really is high. Yeah. You know, if that's the case. So I just looked up median household income is $63,000 in the U.S. Okay. Which sounds about right. So 63,000 and you're buying a 316. I don't have this number, but I wonder how far averages off from the median. I know in my market, it's 8,000 a year. What is that a month? That's a five. Yeah. Fifty three. Yeah. A little over 5,000 a month. Yeah. And that's before taxes. Hmm. It doesn't say. Yeah. So I mean, I mean, if you're making 5,000 a month, then you can probably afford you. It would be tight. Yeah. You're right at. Yeah. You're right at the numbers there. Yeah. I mean, it's like that would be tight. But I mean, in my experience, a lot of people are tight. Yeah. They say that the biggest group of buyers is Millennials right now making up 37% of all sales this year. That's anybody born between 1980 and 1998. And when I see Millennials come in, I mean, whatever amount they're allowed, whatever percentage of their income that they're allowed to spend, these guys are within a pointer to a bet every time they'll come in and they'll be a, you know, they'll say, I want to spend whatever it is $2,500 a month. They get approved for three grand a month. What do they do? They don't stick at 2,500. They go up to three grand a month. So I, I see a lot of that. I mean, I don't know if everybody's seen that. And I remember when I sold 10 years ago, I saw that too, man, people would come in. I try to let's figure out what you think you can afford before we get talked to the lender because the lender, a lot of times has a higher number for you. You know, that's interesting. We got a pre foreclosure update here. Rachel doing good. How about you know that voice? Yeah. Hey, Joe, how are you? I'm amazing. How are you? You're crushing tic-tac, but I love it. That's good. Okay. So have you gotten any listings or any leads or any possible buyers or anything? Like that. Nice. So pre foreclosures from Red X are doing well for you. Right. That's a good, that's a good point. That's a good point. It gives a, there's a, there's not a lot of competition there because people kind of like, oh, it's going to auction. No need to even talking to them and then here you come swoop in and get the opportunity to be one of the only agents to talk to them and actually care about their situation and be sympathetic and have some empathy towards what they're going through. And, and, and step in and be able to help them out and create that bond and, you know, put those 10 to 20 deals in place. I think the biggest thing is, is not approaching anyone, anyone in this salesy, salesperson mentality, you know, like, like when you, when you approach, I mean, everybody, it's like, what's going on? How are you doing? What can I, what, what can I, what, what's going on? What are you doing? What can I do to help you? You got somebody helping you? What, you know what I mean? Yeah, everybody. Exactly. Okay. Now, now, take that mentality. You're getting, now you're seeing the magic of it. Now take that and now mix in the expires and the circle prospecting with the same mentality that you're using on the pre foreclosures. You just, you just upped your game by doing the pre foreclosures and understanding the mentality there. See that you just took your game to another level. That's an awesome point. Now go, now go back and use the next level. You just learned about human beings and how to be a good person and how to really, how this business really works and go apply that to all these other sources of leads as well. Don't stop the pre foreclosures. Just be diversified in your, in your avenues of business. Yeah. Well, cool. We'll keep, keep rocking it. Yeah. Yeah. For sure. For sure. Just keep going. You're going to do great. See ya. Have a good one. I just have a, I just have a feeling that she's going to absolutely crush it. I like her a lot. You know, you, this is probably two weeks ago-ish and I remember you mentioning her name and you said, yeah, she does social media kind of like Joe. Like what? So that had my interest and I looked her up. She is so much better than I am. Like she is crushin' TikTok. She really is. She's got a phenomenal personality. She's just genuinely one of those people you warm up to so easily, you know? He really is like crushin' the social media game. I'm telling you. Yeah. She just will just keep going and not worry about views and likes and all that and just keep posting like she's doing. I promise you. I don't know how, yeah, she's at 332 followers. I have no idea how, because I think she is, I'm going to throw her Instagram out there. It's Rachel Worles, W-A-R-R-E-L-L, Cells, S-E-L-L-S, and she like, this is one thing I love too. Rachel, if you're still watching, put your Instagram handle in the comments so that everybody watching can go there and follow you and see what you're doing, because I think it's really kind of a, I think it's something that people should kind of follow your lead on. Yes. I really like what you're doing there. So definitely, you know, and what is it? You go ahead and say it again. Yeah, Rachel, W-A-R-R-E-L-L, W-A-R-L, Cells, S-E-L-L-S, and she doesn't do like, Hey, look at my new listing. Hey, come to my open house. Right. None of that. Right. Like the other day, her daughter was sick and I was like, oh, I feel so bad for you. I just want to give you a hug. Like you, you just, you've, I think anytime you just forget about the fact that you're a realtor and just talk about your life, talk about you're like, you're grinding, you're working. I met with this person. This went really well. I absolutely failed at this thing and it went horrible and you just, you know, people love that. Yeah. Yeah. No, for real. Um, I'm serious. You guys need to, need to go follow her. I want to bring somebody else on here. Put the phone over in, but uh, definitely like the direction that uh, that that's going in and I just have this. I don't know, dude. I just have this strange feeling that she's going to wake up to, you know, Hey, it's Ricky Carruth. How you doing? I'm doing just fine. Welcome to the show. Yeah. So tell everybody your name and where you're from. Nice. What question do you have for us? All right. So you don't remember your question. No, no, I didn't see that. There's a bunch of messages, but that's okay. Good to talk. Good to talk to you. Yeah. Yeah. Wow. Five closings for the next two weeks. Are these are these single family homes or condos? Or what are these? Two condos and three houses? Yeah. Wow. Oh, all buyers. Where'd these buyers come from? Okay. Okay. Okay. Yeah. When did you meet? When did you? When? When? How long ago did you meet these buyers? Okay. Okay. Okay. How long ago though? Did you meet the people? The last couple of months. Yeah. So you really, you really like you really sucks, you know, put your hooks in, right? And just kind of rowed them out for two, three, four, five months. Yeah. And it's like, right. Yeah. For sure. Yeah. For sure. Well, cool. Well, hey, good talking to you. Let me know what I could do to help. Come on. Yeah. Have a good day. Bye-bye. So anyway. Yeah. We got a question. That's all right. You did put her number in literally like the very first second that we went live. Life of a realtor. That's that schedule I was talking about earlier, man. It's crazy. Yeah. But anyways, yeah, let me go back and if you guys have any other questions or want to call in, please put your phone number in. We'll be here for another 15, 20 minutes, answering questions and calls and comments. But going back to like the market crashing, like this never going to happen. You know, you should always be set up for long term anyway for the long term. Like if you're going to buy a house to live in, you're going to live there for five or 10 years. It shouldn't matter to you if the market's going to crash next year or not. You're buying this based on what your income is right now, what the note's going to be right now. You know, interest rates are lower than they've ever been right now. It's not going to be a bad thing to we'll see this person says, have you negotiated them? Oh, she's talking about something long time ago. You know, like you do everything based on what's going on right now, because you don't know what's going to happen in the future. And you know that when you set this up that you're setting, you know, this is something that you can handle for five or 10 years regardless of what happens to the market. If you're not in real estate, you know, if you're in just, if you just have a job, if you have a, you know, if you're in a different industry, you know, because some industries, I mean, I guess possibly you could get laid off if the mark, if the market really crashes, I guess, and people lose jobs and stuff like that. So I guess that could affect you. But if that happens, I mean, you lost everything anyway. You can't really like plan for to get laid off. And that's why I like several streams of income. Like I've always worked two jobs, man. Every single, like every stage of my life, I've always had two jobs going on. Always, always, always, always when I was roofing houses, I was serving tables at night. You know, now I'm really doing real estate sales and coaching. Yeah. I've always had two jobs and several streams of income, you know, as much as I could put together. So you should always have like it's not, it's not like you should always have options. I don't want to call it a plan B because like, if you have a job, you're like, okay, if this one goes away, then I have this one. It's like, not a plan B. It's more like, you know, you're just adding to what you have. Yeah. And what's so cool about what we do, and everybody watching in the real estate industry is, is it doesn't matter if the market does crash. See, we're in an industry where we can't get laid off. We're our own boss. So, you know, we're, there's no way to get laid off. Like all the way we can get laid off in real estate is if we lay ourself off. Yep. And we quit the business. And there's no reason to ever quit because even in the worst markets, closings continue to happen every day. Every closing represents two possible clients you could have represented. You know, so if you're, if you're single, if you're buying a single family home to live in, you know, we're buying it based on what's going on in your life today. We don't care if it crashes tomorrow and the price, you know, the value of our house goes down a little. It doesn't matter. We bought it for, we're going to stay here for five or 10 years anyway. Yeah. If we're investing, we want to buy rental properties that are paying the note plus a little bit of cash. Couple hundred bucks over the note is great because it's paying the loan off and you make a couple hundred dollars. And if the market crashes, rent traditionally generally goes up during a crash because people are getting foreclosed and now they got a rent. Now, so rental properties I think are something that are very recession proof. People always need a place to live. Yeah. So let me ask your stance on this, both in this market right now with like, if I'm a realtor heavy into new construction, say 40, 50, 60 percent of my sales is new construction or look back at the 2008 to 2011 foreclosure slash short sale market. When people were just married to Fannie Mae or they were married to Freddie Mac and that was all they were doing. What would your advice be to an agent who just gets all the way into new construction in a strong market or in a bad market just gets completely into foreclosures and short sales. I think that regardless of what stage of your business you're in, regardless of what stage the market's in, like I did about 50 to 100. I don't know how many exactly I did about 50 to 100 short sales between 2010 and 2013. Okay. You know, you know, I mean, I was hitting those pretty hard, you know, because that that was easy money. It took a long time to do the deals, but at the end of the day, it was easy money. Yeah. But like for me, if I'm going to hit short sales hard, or if I'm going to just do builder sales really hard, you know, I got to realize that this is just a stage in my career. You know, number one, this could change. So what do I do if it does change? Well, I always want to be growing my database. Okay. So if I'm in new construction, every buyer that comes in the door and buys those houses, I want to create relationships with those people and put those people in my database, getting my weekly emails, getting my weekly texts, seeing my social medias, whatever I'm doing to build my brand. I want to continue building the brand with those homeowners of the new subdivision. Okay. Because they have brothers, cousins, moms, dads, friends that want to buy and sell. They are going to sell that brand new house in five years and buy another one. You know, or in 10 years or in two years or in six months, they're going to sell that house and buy another house. Okay. So I think that what I don't like is when you get into the situation where you're working exclusively for a builder, you know, and the builder does not let you sell anything outside of that development. Okay. That's something I just don't understand. I'll never get it. That's just not me. You know, I don't, I don't, I don't advise that to anybody because you just, you're just cutting yourself short from all that. I mean, if somebody comes in, they don't even let you represent, you know, like if somebody comes into your model unit, you're, you're representing the builder. Somebody comes in and your model unit and is buying and they have to sell their house first. You can't even list their house that they're selling two subdivisions over before they can buy the one they're trying to buy from you in the new subdivision. You got to refer that out. Yeah. So on the flip side, I think that everybody watching this, not an exclusive builders agent should go meet and be friends with every exclusive builders agent so that you can be the one that lists those houses that that exclusive builders agent cannot list. It's a great point. It's a very great source of referrals and stuff. I've done that a lot. I kind of gotten away from it just because I'm been so busy, which is not a bad thing, but you know, that is an angle that you can take with with that. But take your question. If you're doing builders homes, you know, just make sure you're, make sure you're retaining the clients for life. That way the next phase new home builder might not, might not be the thing, but now we're in this different market where these same clients are still buying and selling. You know, now you're just doing resells instead of new construction. If you're in sales, do the short sales, create the relationship, stay on them forever. They're going to do more deals in the future. You know, so just stick a move with the market. It's like last year, two years ago, I was 80, 20 listings over buyers. Yeah. Last year, I was 50, 50. Okay. This year, I'm more like 70, 30, but last year when I was 50, 50, why was I 50, 50? It's because I'm flowing. I'm scum. I'm flowing with the market. You know, like whatever the market gives me, I'm going to take, I'm not going to make it hard on myself and continue beating my head against the wall of something that is now not as easy as it was. I want to, I want things to be, there's too much, there's too much easy business out there. It was like this, this agent messaged me from Israel today. And she said, you know, Ricky, you know, I love what you're doing. I'm following your stuff. Do you have any agents in Israel? I said, yeah, there's some agents in Israel that are following me. She said, well, you know, is there anything comparable to red X over here? And I said, no, there's not. And I said, red X does not work over there. I don't know what, I don't, I don't know if there's anything comparable to red X or not. And she said, well, you know, how I'm just having a hard time finding expired listings, contact information or whatever she was trying to find. I don't know. I don't even know if they have MLS or if she she can even find if they expired or I don't know what exactly she was asking me. But my question was, is there any leads out there that are easy to find? Yeah. You know, because she's sitting here banging her head against the wall to try to find leads that are hard to find. Yep. You know, and I'm like, well, don't worry about those leads. There's got to be some easy leads somewhere just laying around somewhere. So she replied back because she said, yeah, Zillow, I guess Zillow is over there. Zillow. Yeah, that's what she said. She said Zillow. I think I think I think what she was trying to say was Zillow for sell by owners are all over the place. And I said, well, have you called all every single one of those? And she said, no, I said, well, let's focus on the easy to find leads first. And when we get through all of those, then we'll see if we can find some more easy to find leads. Yeah. And more easy to find leads instead of sitting here wasting all the time in the world banging our head against the wall to find some leads that possibly will never even find. Yeah. You know what I mean? Yeah. People think of the business way too hard. Yeah. Yeah. I agree 100%. You know, something I've seen a lot lately too. I've had a couple local agents reaching out to me asking, you know, how do I get my business going? I haven't gotten anything going lately and I have one gal. She's got better ideas than I have, but she doesn't implement them. She doesn't execute them. So I asked her because she said months ago, she was going to doorknock and I said, how's the door knocking going? And she's like, well, you know, this was months ago. She's like, well, I ordered some door hangers off of this to print. I'm just waiting for them to show up. So I talked to her again a couple weeks ago and I said, hey, how are those door knockings going? I, you know, I did a hundred and I got rid of those door hangers. Now I'm waiting on my other door hangers. So they should be here in two weeks. I'm like, what are you doing taking two weeks off? That's crazy. But I think a lot of people put so many hurdles in their way. Yeah. And like just do it, man, like I do not have a plus ideas. In fact, honestly, 80% of what I do is literally what you've said. It's simple stuff, man. Yeah. Keep it simple. Let's go for the easy like, let's take the easy way out, but let's work hard. Let's work hard, but let's make it as we're going to be working hard. You know, rich. Yes. Hey, Rich, Ricky Careuth. How you doing, sir? Good, man, you're on the show with me and Joe. Yeah, man, are you on a Bluetooth or anything? Okay. I can barely turn to my phone. There you go. I can hear you a little better now. What's your name and where you from? My name's Rich Gant and I'm in Tampa, Florida. Oh, nice. Nice. Love Tampa. Love Clearwater. Yep. The four county Tampa Bay area, you know, right. Can you hear him good, Joe? Yep. Okay. What's your question, man? Simply a Cyber Monday thing like you had recommended. Today was the first day that I finally started looking in there. Downloaded your scripts just actually while you were talking here, trying to figure out what's my best first steps as I go with the red X. And the biggest question is how soon shall I start to see a return on investment for doing the red X? Yeah, for sure. I think the first step is just what all features did you get? Did you get Geo leads and for some owners expires? What'd you get? Yeah. You got those three. The deal of that day. Yeah. I think I saved, I don't know if it's a permanent savings, but what $60 or something like that. Yeah. But by doing that. Cool. So I think it's kind of dealer's choice, right? I think you should pick one of those three. I think you should do maybe like spend like one week on each, you know, like spend one week on Geo leads, really try to nail down the mechanics and, you know, there and then the next week do expires only for a whole week and then do for sell by owners for a whole week. Just to try to get your feet wet, get the mechanics down and try to understand how it all works. And then from there, you'll have a little bit of experience to where you can say, okay, I want to on hit Geo for a while or, you know, hit the expires or, you know, you new expires are going to be popping up into your file, your folder every day. And so you could pick one, you know, after the three weeks where you tried all three, then maybe week four, you could designate one day for expires, you know, because you know, you can do the whole last week of expires in one day and then you could do the other two days circle prospecting. And then if you have a little more time later in the week, do some for sell by owner, you know what I mean? But that's what I would do. I would just do one week of each, you know, to try to get it down and understand how it all works and understand the mechanics of it and, and all the, the technical ends and outs. And so that's how I would do it. And as far as like a return, I mean, I've got guys like Quintavius that did 106 deals this first year, just call 200 people a day on Geo leads and meeting 15 people a week at Kroger's. And then I've got people that, you know, do this for a year and never sell anything. So, you know, I can't, I can't tell you where you're going to land in that spectrum, you know, off as far as wage through the years where I've just always been locked in at about 80,000. Finally, last year I did, did really well 135 after expenses. But then this year I was on the Zillow bandwagon and absolutely killed me. So I've got to reorganize how I'm doing everything. And the big deal is it looks like this holds better promise of getting listings. I have been the, you know, the low hanging fruit are buyers. I wouldn't say, I wouldn't say that. No, I wouldn't, I wouldn't say I would say the low hanging fruit are humans. Like any person walking around in your market or that you call and talk to is low hanging fruit. I mean, every single person is thinking about buying or selling something every single one of them, whether it's not going to do anything for a year or I'm going to do something next week or reduce something in three years. It's the same thing as the buyer leads that you're paying $400 a piece for that you could have met at Kroger. The, some of those people aren't going to buy for a year. So how is that low hanging fruit? No, I'm asking you how, how is, how, tell me. Well, it just what I meant by low hanging as far as my own experience, I spent about a thousand a month and of course with the Zillow lead I had a lender helping me with that. But with that it was it was just a numbers game. As long as I called everybody when my phone ranked, I I didn't really well with it. I got an eight eight to one return, but then when they changed and they started all this concierge thing. I got zero from it this year. So it went from being low hanging fruit. And what I mean by that is simple to to suddenly it wasn't there at all. And it my family starved for for several months before I was bright enough to realize, well, this isn't working anymore. So it went from a eight to one return to what? To zero. Right. I changed nothing. I changed nothing. Well, hey, you know, when you're when you're buying leads that you could have met at Kroger from a company that's losing millions of dollars, you know, at some point they got to figure out how to make money somehow. Yeah, I guess I guess I don't know. I don't know what's going on over there to be honest with you. But but what I do know is that for that for, you know, what do you spend in now per month with with red X? There are offers like it was supposed to be like two forty nine, but I got it for one hundred and eighty six. I remember. Okay. Okay. So you're going from a thousand dollars a month. Okay. And how many leads were you getting from Zillow a month? Well, last year crude. Probably about the eight hundred leads in the good year this this year nothing. I mean anything I got was me and the wife were evicted last week. No, I understand. So last year you got you spent twelve thousand dollars and you got eight hundred leads. Correct. Correct. Okay. So for hundred eighty nine dollars that you just spent, you get two thousand phone numbers from Geo leads. You get expired into your folder daily lie a live stream like just throws expires in there and all the for sale by owners for a hundred eighty nine dollars you get more way more leads than you got all year with Zillow for twelve thousand dollars. Okay. And and these people are even more low hanging fruit. Why? Because they own the exact property you want to sell. They own it and they want to buy more of them and they know other people that want to buy stuff and they have other people that already own the properties you want to sell. And so if you can get out of this transactional mindset and say buyers make you money now faster and start to get in this mindset of hey, how many of these property owners can I make friends with then your business is going to explode. It's like for example me and Joe were talking on the phone this morning and he was talking about this networking group that he put together and he told me it was really brilliant. He said that dude, I'm not even he put this. He put this mark. He put this networking group together different people in different industries in his area where they get together every so often, right Joe? Yep. Okay, so he does that and what is it designed for? It's designed for each industry that's in there to give the other industry's referrals. And so he told me and I don't think he even I don't I don't know if he told the people there or not, but he told me this morning. He was like, I don't even want I don't even want to try to get referrals from them. I just want to try to help them grow their business and I said that is brilliant. You know why? Because now you'll just organically naturally business will naturally just flow to you because of that. See what I'm saying that and so if you if you do if you use that mindset with these leads that you're getting for the cheapest in the end like what is cheaper than this? What is better than this? Well, if you now what I want you to do is I want you to pretend like these red X leads are Zillow leads from last year. I want you to treat them exactly like it. Like I want you to call them immediately. Like they just they just looked on Zillow and you got alerted. I got to call them real quick. I want you to treat them exactly the same as you did Zillow leads last year and then you're going to succeed. You're going to you're going to you're going to 10 extra business doing it that way. That makes sense. Yeah, let me add in for the expired. Do you also do you have like regular mailers that you send or do you what do you what's your pattern look like for those two? No, I'm not doing mailers. Why? That'd be more money. Too expensive. Too too expensive. You know, okay. Mail is still relevant. All right. People get stuff in the mail. They look at it. They call Joe. They cuss them out. So it's still relevant. People still see it is still there's still some attention there. Okay, but it costs so much, you know, it costs you a dollar, let's say, or even 50 cents, depending on if it's a letter or if it's a postcard or what you're sending them. Dude, that is so extremely expensive compared to a text compared to texting them a link to the website to the to the property to the new restaurant around town to the new event that's happening this weekend to whatever your new listing, you know, the the the the markets, you know, data. It's it's it's so much cheaper. It's almost free to text or email that same information. It's literally almost compared to a postcard. It is free. You know what I mean? And so, man, I've really gotten away from farming with postcards and stuff. I'll just say it publicly. I've really gotten away from it because it's so it's I was spending like $5,000 a month on postcards farming, you know, and like after years and years of that, you know, I got some deals out of it. Sure. But when I look at what I spent compared to what I could have done with that $60,000 that year. It's like, holy smokes, dude, I could have reached millions of people for 60 grand instead of the same 2,500 or how many how many were I was I sending? You know, 10,000 or I don't I don't know how even how many I was sending. So falling the right intentions, the right tone, you know, making them feel comfortable with you and they get in getting their contact information, man, their their email and their cell phone number. Now you're going to build your brand through email, text messaging and social media with them and you're going to do it way cheaper than Melling. You know what I mean? That makes sense. Yeah. So again, again, this is a classic. This is a classic making things not hard, but but let's do let's do let's do the activities that are very high producing and very cheap and very easy. Make sense. Joe, anything to add? Yeah, well, I was just thinking about when he had brought up, you know, do I do expireds, fizz, post-geoledes, whatever. I love geoledes and I wrote down a whole list of why I like geoledes. Number one, if you do your farm right away and I know you just beat up sending postcards, but I still send post cards, but listen postcards are fine. I'm not saying that it's bad. I'm not like do them like it is mention. I'm just saying think about it, you know, from the perspective of where technology is now what you can do with the money and if it still makes sense, like you're doing it, do it. I still send just listed just solds. Yeah, I still send letters. I still send handwritten letters. So I'm still doing things in that in that department. I'm just not farming and I'm not trying to hit expireds and for sale by owners with mail. Are you hitting for sale by owners and expireds with mail? No. Okay. No, right. I would. I just well with mail. No, I wouldn't. I'm not even calling like I don't have time to. I've got it's not even 2,000 numbers you get with Geo leads. It's 2,000 houses. If you're getting that 6,000, like I can't call all those numbers every month. Right, right. And some people do, right? So let's talk about that. You call all 2,000 contacts. Yeah, you pay 40, 50 bucks to get another 2,000 50 but yeah, you can do that or you can just switch over to following up with all the crazy business you got out of those 2,000 calls and then following up with your sphere and phone up with the buyers you showed last month and then calling the expireds and then calling a few for sale by owners. Now all of a sudden it's the first of the month again. Yeah, you know, percent. So my list Geo leads you can and it's not just for the mailings man. It's just like knowing your farm like I know. I know that's that's Barb and John right there. That's Tim and Sandy like I know where everybody is and you start to know the people in your area. So you know that guy owns that grocery store that guy owns that restaurant you can when you have an open house. I know all of those. I'll just go on create a little circle and I'll call all hundred people at 9am and then I'll go knock on their doors at 1030 and then I'll actually have the open house at noon but you can do that because you get the Geo leads so you can pick wherever you go if you get like you said Ricky a new listing new pending new sale you've got the whole list and you don't even have to mail them. You can call them which is way better than a mailing and you can call them so quickly and then if you've got a buyer for a specific area what a great way not just to pick a business but what a great way to wow your future sellers to wow the buyer you're working with listen you want a house in here and there's none for sale that fit what you're looking for awesome. I'm going to call the closest 200 people to this area and I'll let you know if I can find anybody and now you've got an even better pitch when you're calling people like I literally have somebody I'd like to show tomorrow at noon can I look at your house. I don't know of a better pitch than that. That's pretty good pitch. Yeah. What is that? Is that helping my brother? Yeah, that makes a lot of sense. All right, man. You know what are you know where to find me if you need it. I got any other questions. Okay. Thank you very much appreciate that a man appreciate what you're doing. Yes, sir. So real quick I want to say a few things real quick and then we can we can wrap things up but Chris ever Webinate. He's extended his Cyber Monday deal all the way to Christmas. So the no setup fee that's going on. Also everybody that knows me get gets the $150 startup fee waived for Red X. So if there's something you want to do if you haven't jumped on board, just go to zero to diamond.com and you can save the $150 startup fee. It's $150 in your pocket. You can use to do something else and also it's month to month. They don't even try to lock you into a contract or anything. Just try it for a month. Get Geo leads for $50. Try it for a month. Dollar with your finger if you want to and then but you're going to want to get the dialer because I had a message from a guy today who said, Hey, you see a lot of you get a lot of wrong numbers with with Red X. I was like, yeah, I get some. I was like and I already knew the answer. I was like, you got a dialer. He's like, No, see the people that dial with their fingers and have to dial every wrong number. You notice it. That's when they ask me. They're like, Hey, get a lot of wrong numbers. Yeah, pain man. Yeah, have the dialer. It cuts right through them. It just goes straight. Just boot, boot. Okay. That's a bad number. Boop, boop, boop, and then boom. Oh, here's again. Boom, boom. You start talking to him immediately. It just cuts right through him like butter. So you guys have to get that dialer for this thing to make sense. I don't care where you get your phone numbers from. If you're getting bulk numbers, there's going to be a percentage of them that are bad. Red X is the best I found and you know, that's that but to wrap up the show. If you guys have any other questions, we got time for one more caller. If anybody does want to call in, but a man, I've enjoyed this one. Yeah. Yeah, I really, I don't know. I like, I like the way you think because I am so used to hanging around people who think average thoughts and that's literally 95% of the people that working are maybe not 95, but it's a lot. It's a high percentage and you get caught up in that stuff. I like to be surrounded by say again. No, I agree. Yeah, I like to be surrounded by monstrous thinkers, man, people who challenge you do challenge everything I say. And why do you say that? Why do you think that? What and you don't just go with the flow, man. You're like, cool, great. Like why? Why do you and it's like, I don't know. I'm just saying stuff. So I love that and I think that that's one of the big things that people got out of that video that you just put out was it yesterday is quit thinking what everybody's telling you, whether it's the news realtors, your broker, whoever just make your market, man. Who cares? There's never going to be a shortage of human beings that need and want to buy and sell properties. You know, it's just never going to happen. I don't care what the market does. If prices are lower, the price is going to adjust according to where buyers will buy. What does that mean? It means that people are always going to be buying because the price is always going to be adjusting to what people will buy for. Yeah. You know, I mean, this is not rocket science. You know what I'm saying? So like a big thing for me and like something that's like, you know, down to my core and like part of like my heart, part of my heart and soul here is reducing the failure rate in terms of less agents dropping out of the business when the market does decide to turn like, I don't know when it's going to turn or how about it's going to turn or if it turns, you know, slightly and then comes back and then there's a big crash in 15 year. I don't know what's going to happen. I just know that we're going to have ups and downs and every time we have a down, we lose agents and I want agents to not be afraid of a market shift or a crash or a downturn or, you know, a decline. I don't, I don't want them to even worry what so ever about it because it's just, it doesn't affect you. Like I was one of those agents. I lost everything in the crash. I went back to roofing houses, worked on the old rig, you know, lost it all. Like I was definitely one of them didn't sell anything for several years and, but that, that's where I learned all this stuff and that's why I just want to give it all back to people before the next big crash, small crash. I mean, even a small crash could like you said, if 10% of the market, if it goes down 10%, maybe 10% of the agents get out of the business, you know, but the thing is, is like, I'm not here to like worry about competition. Like I want the market to go down 20% and the number of agents stay the same. Like I want that, you know what I mean? Because it's all, it's always only going to be like the top 10 to 20% of agents that are doing business anyway. I don't know how all the other ones pay their, their, you know, their licenses and like their continuing education and all that stuff. But needless to say, I just want to see, I just, I want to wake up when the market does decide to crash. I want to wake up to messages from people, from agents telling me that if it wasn't for me, then they, then they definitely would not still be in business. That's a pretty good commission right there, huh? Yeah, exactly. I mean, that's just going to light me up, man. That's, that's everything that I'm working for right now is to build my brand and get my message out there enough to where I get messages from agents in 10 years when the market completely collapses, saying that they're still selling at a high level and making millions of dollars. Yeah. You know, and taking that money and donating it and, and, and, and like doing great things with the money, not just making the money, but doing, you know, doing, doing volunteer work and giving back to kids and, you know, all the things that you should be doing with your money, you know? Cool, man. Well, any last minute thoughts or anything else I can do for you? No, I can't host. You can't do any more for me, man. You're amazing. I appreciate everything you've done, not just for me, but for everybody, man. I hear it. I hear it all day. I got people calling me asking me, what would Ricky do if I do that? I don't know. Go ask Ricky, man. He'll get back to you. Yeah, but do people love you? I hear it probably more than you hear it, man. You're doing amazing things and we all appreciate it. Yeah, man. And also I'm going to be in Long Island. Okay. I'll work and I'll put this link. I'm going to update my page, the zero diamond back slash events page. I haven't updated that in a while because I haven't taken any new events, but I'm going to be in Long Island. I'm going to put a link to the event bright for that January 29th. Looking forward to that. I'm also going to make the hike from there that same day up to the Inman that's in Manhattan. I'm actually just going to go there and just make an appearance. So I'm looking forward to that. I'm also going to be in Phoenix on January 16th and I'll also be at the R for the rematch convention in Vegas. They've got me on a social media panel that Monday, the Monday of the R for. So if you guys are going to that, I would love to see you there as well and I'm working on several several other events. If you guys know of any events that you would like me to come speak at or if you want me to fly in and talk to your office of 100 people or something like that, just DM me or put a comment below this video or just hit me up, email me, do something and let me know and we can absolutely arrange it. And also I'm doing zoom calls doing zoom calls just like I'm doing here with Joe, not live, but just private zoom calls with companies all over the the the world. I've done them all over the all over the world. But if you're if you want me to do a zoom call with your company, I'm glad to do that and just kind of do Q&A and talk and, you know, tell everybody my philosophies and do what I can to help people get in the right mindset, you know, relationships over transactions, closings happen every day, worry about nothing, competition doesn't exist, outwork everyone. I mean, that's just the that's just the foundation, you know, you got to work hard, believe, adapt and be patient. And you know, that's just what I'm here to do. So I love you guys. Let me know what I can do for you. We'll see you guys next Tuesday. 4 p.m. Central will be here live again with another great subject taking your calls. And if you're listening to this on a replay or something, we're live on YouTube, youtube.com backslash Ricky Careuth, where you can find all my other 700 videos and just here to help you guys take your business and your life to another level. And I love you. See you guys soon.