 You win no matter what the market does, okay? Prices go up. That means there was a lot of activity, not a lot of inventory, a lot of transactions. You win. You know, we're gonna have four million transactions this year. We had four million transactions in 2008. This is 2008. This is it. Pick your poison, right? How are you gonna talk to more people in the market that you've never talked to before? Create a great first impression and then what system on the back end are you gonna put in place to never allow anyone to ever forget that great first impression? But we do know this. A healthy market in the US is about five million transactions. We will get back to the five million transactions and it's gonna be a violent resurgence. People talk about the market crashing, prices coming down, I don't know. Where they didn't really have a massive business in the first place and they're still building and it's just, you know, it's easy to continue building no matter what the market's doing. You don't lay down with the market. A lot of you are laying down with the market saying, what's the point? Well, the point is you're building a career. Doesn't matter about today or 2024, 2023. We'll look at 2026, seven, eight. Good, good. Good morning, sir. How are you today? I'm doing great, great. How's everybody else doing? Doing awesome. We actually got a lot more people than expected that showed up for the Zoom today. So I wanted to thank you in advance for carving out some time to speak to us. We definitely have questions. You know, I know initially when we set this up, I asked you to go through one of your Zooms that I really found of value, you know, what to do when sellers don't want to sell. I've watched a lot of your content and connecting with you on social, you know, I'm on your email distribution and we haven't really spoken in person, but I wanted to, you know, share your insights and all the knowledge you have with the rest of United Real Estate. You know, we're a growing company, we're a large company and we, you know, we think that, you know, we could all work together. So we have about 30 people here today. As you know, we are recording this as you are. So we'll let you give you your introductions and go through, you know, your presentation and we'll, you know, have questions. We can talk about all the other stuff that's going on if there's time for permits. Absolutely. Where are you guys located? So we're in Northern New Jersey and Bergen County. So we're... Okay, North New Jersey. Got it, got it, got it. Upside of New York City, near the George Washington Bridge. Got it. We have offices all throughout the area, five offices throughout the area. So we cover here, now we have a new office in New York in Putnam, Dutchess County area. So we're expanding and, you know, we're looking to grow even further. So it's beautiful, beautiful show of hands. How many people are already following me online somewhere? Okay, cool. Most everybody, just for the rest of you. And my voice is a little bit messed up. I went to Vegas last week and I don't drink or gamble, but I did a speech. I was a little under the weather and then I did a speech where I screamed. Okay, so just a little background. I got in real estate in 2002. Okay, if you can imagine that far back, there was no social media, Zillow, you know, iPhone wasn't even there, YouTube, nothing was invented yet. And I got in in 2002 and that was right before the market really just exploded. A lot like what happened in 2021 and a lot of you are familiar with that. So it was a very similar market. 2021 was actually a little crazier in my opinion. Of course, that was a long time ago. So it's kind of hard to remember the exact intensity, but it was just very similar, you know, low inventory, you know, multiple offers, you know, more than asking price, you know, and it lasted a good year and a half just like this last market swing did. And I got caught up in that. I was in my early 20s. I made a million bucks really fast. And then I lost it all because I started flipping houses and, you know, all this stuff and I lost everything in the crash, went back to roofing houses, worked on an oil rig and just long story short, because I wanna get into some Q and A. I think that's where most of the value is gonna be here today. But I got back in real estate in 2008 and I took everything I learned, right? And what did I learn? I learned that you gotta build relationships in this business. In the first part of my career, I was just doing deals and the client was going that direction and I was going this direction. There was no need for either of us. That client wasn't gonna buy back into an over-inflated market and I could just call 10 more people, 10 more property owners and find somebody that wanted to make 200,000 a day. So I didn't really need them and they didn't really want me. So I didn't understand how the business was actually built. I understood how to do deals and close deals and make money, but I didn't know really how to build a career and I think that's the punchline is that we were so focused on 2023 and now we're getting into focused on maybe a little bit of 2024. I think some of you are still focused on 2023. Hell, 2023 has been over and what you're doing right this second really starting a couple of weeks ago is really all for 2024. I mean, you may get something happen, I mean, you have some closings in November, December, sure. But those closings were from work that you did back in June and July, more than likely. So what did I learn? So I learned that you gotta build relationships. I learned that closings happen every day regardless and I learned that business is unlimited. Competition doesn't exist at all. The only competition is right there in the mirror. There's unlimited opportunity for every single one of you to do as many deals as you want. All right, the only way you're gonna get to a million dollars a year, okay, is not from figuring out how to close more leads or figuring out how to convert better, okay? Converting better makes you money this year. If you're only focused on converting and closing deals, you may or may not have a great year this year. But again, the only way to make a million bucks is to create a snowball of people, right? A large mass of people in your market that know who you are and continue to remember who you are. That's the only ways to accumulate relationships and keep those relationships ongoing. Most agents, if somebody's not interested today, they would disregard them. They only wanna focus on people who are motivated to do something now. That's a huge mistake because there's probably only about 5% of people who really actually do something now out of the people you talk to. Well, there's 95% of people who will do stuff later that you're throwing away. So you're only capitalizing on 5% of the possible business over the course of your career. We have to get into this, you know, I wanna gather everyone, whether they wanna buy or sell or not into my ecosystem. That's how you build a massive business and have a great career. So I had to go through learning this through losing everything, going bankrupt. I was sleeping in my car, sleeping on friends' couches. I was eating out of people's refrigerators, you know, all that good stuff. And roofing houses, serving tables, worked on the Ulrich for a year. But I got back into 2008 and guess what? It was the easiest time to sell real estate. Everything was half off. And there were listings everywhere. People talk about the market crashing, prices coming down, oh no. Inventory shooting through the roof, you know, this whole thing's gonna reverse and instead of no inventory, we're gonna have too much and prices are gonna come down, great. That would be incredible for us as real estate agents in the industry. I hope you realize that. A lot of people see that and it, you know, that it makes fear, creates fear. You shouldn't be scared of anything. You win no matter what the market does, okay? Prices go up. That means there was a lot of activity, not a lot of inventory, a lot of transactions. You win. If prices go down, prices now are cheaper. How? Okay, show of hands. How many of you have a buyer who's waiting on prices to go down? You know. Okay, probably a long list of people who are waiting on prices to go down. So, okay, if in fact the market crashes in terms of prices, your business is going to explode. Now, some of the people on that list, whatever calls prices to go down is gonna scare them. They're not gonna buy anymore. But a lot of people on that list will buy. I'll tell you buy and sell no matter what the market's doing and that's investors. You need to build a massive list of like these small-time investors, okay? That are just buying and selling all the time, little rental properties, apartment complexes, you know, four-plexes, duplexes, commercial stuff. They buy and sell no matter what the market's doing. I'm an investor. I'm buying above about five, six, seven, about seven properties in the last three months. Prices are all-time highs right now. If prices go up, guess what? I'm still buying. If prices go down, guess what? I'm still buying. There's always gonna be deals no matter what the market's doing. So, I had to learn all that. I came back, I crushed it. I got to where I was selling 100 properties a year. I did that for eight years in a row from 14 to 2021. And then early 2022, I stepped out of production just to go all in on this, helping you guys crush it. I got into coaching in 2017. I became the world's first completely free coach. And the mission statement was to reduce the failure rate in the industry one agent at a time, which I've done in a massive way. I get messages all the time from you guys saying, I would've quit or I wouldn't be in the business anymore if it wasn't for you. So, we know we're accomplishing that goal. I don't know. I could ramble about so many things. It's insane. So, I don't wanna go in all kinds of different directions here. We don't have a lot of time. I've got about 30, 40 minutes. To really spend with you. So, let's get into some Q and A because that's really gonna be where, you know, working really, probably provide the most value. Really dig it into what you guys are having problems with and what you're running into. Hey, what's up Ricky? Randy Williams, manager partner from the Edgewater office. I was working on Wall Street in 2008 when the crash happened in the financial sector. And I see some of the same, I guess, financials and implications about where things are kind of going. I'm not saying it's gonna be as severe as 2008, but what I would like to do is maybe expand upon your experience that you've learned from in 2008. And I would like you to share maybe some of the top three things that you think agents should do to prepare for this market reset that can set them up for success because people that went through the crash in 2008, like myself, like yourself, we know what's coming and we know that there's gonna be ample opportunity for you to really capture more market share as agents as real estate professionals. So I'd just like you to share some light on that part. Well, what do you think's gonna happen? And what are you seeing in the data that's causing the concern? Well, I wouldn't say necessarily concern because like I said, I've been through the crash in 2008 which I think is gonna be a lot more severe than this reset, but I'm seeing that obviously there's not enough homes on the market still, right? Which is an interest in space because every property that we put up for sale in North Jersey, we're still having multiple bids, but interest rates are relatively high and then we have a large group of buyers that are not pulling the trigger to purchase properties as well. So we're in a kind of a weird space. So being that this is probably uncharted territory for most of us, I would like to know what you think agents should be doing to move forward and put themselves in a position to not only survive but thrive. Well, it doesn't change from what you should have been doing last year or 2021 or next year. You see the market's different every single year was the market conditions the same in 2017 to 18 to 19 to 20 when COVID hit to 21 when the market was blowing up to 22 when rates started going up on and on and on. You know, we're gonna have four million transactions this year. We had four million transactions in 2008. This is 2008. This is it. We're literally to rock bottom right now in terms of buyers. It's only the people that need to, I'm sure you guys would agree, only people that either need to buy and sell, they're not just doing it because they want to, okay? I want 8% rates because I want to. They're doing it because they need to. We have a lot more cash buyers than we normally have. We have more people buying new construction than we normally do because they're offering incentives and buy downs and all this. It's only people that need to and investors. That's the only people doing deals right this second. This is rock bottom. This is it. If you're keeping your head above water right this second, then hallelujah, you've made it. Now you have to understand how to take advantage of this opportunity to build your career. And how do you do that? What does that mean? It means more people in the market that know who you are and never forget who you are. How do we do that? Talk to more people in the market, get to know them and let them know who you are and then have a system in place where they never forget who you are. It's real simple stuff. So, you know, there's cold calling, there's social media, there's door knocking, there's direct mail, there's, you know, meet people in public. Pick your poison, right? How are you going to talk to more people in the market that you've never talked to before, create a great first impression and then what system on the back end are you going to put in place to never allow anyone to ever forget that great first impression? It's real simple stuff. And so what happens is that as we have four million transactions this year, okay, and the next year, who knows what we'll have? Will it be lower or will it be higher? Could go either way. A lot of uncertainties with rates and wars and, you know, elections, who knows? But we do know this. A healthy market in the U.S. is about five million transactions. We will get back to the five million transactions and it's going to be a violent resurgence. In 2008, 9, 10, 11, 12, I did all right. I got up to about 200,000, something like that. But then 2014 was the year I sold 100 properties for the first year. Now, did I do anything different from eight, nine, 10, 11, 12, 13, 14? No, I made my calls. I did my direct mail. I did my weekly email. What happened was that at that point, a snowball had built of people that know who I am in the market and a combination of the market resurging. So this is what happens in markets. When the market retracts like it's done and it went from six million to five million to four million transactions, right now we're down 20% last year, right? Number of transactions in the country. I don't know about your local market in the country. And he talked to agents. Some agents are up on the year. Not very many, but some agents are actually up. Most of those agents are still in the building stages of their career where they didn't really have a massive business in the first place and they're still building and it's just, it's easy to continue building no matter what the market's doing. If you don't lay down with the market, a lot of you are laying down with the market saying, what's the point? Well, the point is you're building a career. Doesn't matter about today or 2024, 2023. We're looking at 2026, seven, eight. In 2027, let's say, okay, when we get there, are you going to be thinking about, you know, how much money you made in 2024? Are you going to care? Or are you going to be more worried about what you're making in 2027, the current year? The current year. You're going to be thinking about that year, but that year is going to be determined crazy as it sounds based on what you do now in 2024 and 25 and kind of how you take advantage of this surge. The people, go back to what I said in the very beginning, 95% or more of the people you talk to aren't going to do a deal this year, but those are the people. I built my entire career on people that did not want to buy or sell. Why? Because I made friends with them, stayed in touch with them through the email, and then they called me in two years, five years, seven years to do all this business and refer all this business to me. That's how you build. And so the opportunity right now is no different than it ever is. There's really no difference in what you do. You pay attention to the market. You stick and move. You understand, okay, we may take a little hit. So when you have a massive business and we take a retraction of transactions, like we've seen, you can take a 10, 20, 30% hit on your business. Say you're making a mill, now you're making 800, okay? But going all in when that retraction happens to expand your influence, when the market resurges, that million that you were making now looks like 1.3 million after a couple of years and letting your business mature. See that? We all want business now. We all are impatient. We want to make a million, but we want to have a million-dollar-year business, you know, the next year or whatever, but it takes time for your business to mature. It's like being a teenager, okay? When you're 11, you're like, I want to be an adult. I know, I was like, I'm ready to be an adult. I'm 11. Well, next year you're still a teenager. It takes time to mature to the point that you're an adult, same thing with your business. So the opportunity is mass communication one-on-one because the only thing between you and a million dollars a year, the only thing between you and a million dollars a year are thousands and thousands of one-on-one conversations with people in your market. Now, what are you doing to have these thousands of one-on-one conversations with people in the market over the next couple of years? Are you going to drag those thousands of conversations over the course of 20 years? Not me. I'm going to squeeze those thousand conversations into a couple of years so I can get to the million as quick as I can so I can move on to bigger and better things. Like having a residual business because so many people know who I am and they just call me and I do two deals a week just off doing a weekly email and I can spend the time I used to prospect building other businesses and take the money I'm making and invest in passive income, like rental properties. So that one day, one day I don't have to sell because I have to, I sell because I want to. And then eventually I can just say, I don't feel like selling anymore. I feel like a high school football coach and we're about to go out for a... Thank you, Ricky. So looking forward, if you're speaking about looking forward to the next couple of years, I know there was some conversation in our office and a lot of the offices about the two lawsuits that are going on, the buyer's broker, the buyer's agent commission. Nothing's going to happen, ladies and gentlemen. Do your research, all right? Look at the settlement that Remax just did, okay? Read through the business policy changes that they made. There's eight of them. What do six of them say? And the very first few words of those eight, six of them say what? Says, Remax will continue to... Six of the eight say, Remax will continue to blah, blah, blah. Which means what? They're already doing the stuff that they're saying that they're going to do. They're going to continue to do it. Which means what? Nothing's going to change. The two that don't say continue say we're going to create more educational material to abide by transparency to buyers and sellers about commissions and blah, blah, blah. And the eighth one is, is we're not going to require any Remax brokers or agents to be a member of NAR like we have been. Outside of that, all the different policy changes and business changes they made where we'll continue to, which means we've already been doing all this, which means nothing is going to change. Now, if you talk to real estate agents about this lawsuit and you ask them about it and ask them about the details, what do they say? I don't know what's going on, right? Agents don't even know what this is about. Now, do you think that the general public knows what this lawsuit is about or even has heard of this lawsuit? We've heard of it because it's a buzzword in the real estate agent community, yet agents don't even really understand it. If you're outside of the real estate agent community, you definitely don't know what's going on. Which means when you go to a listing appointment or you're showing a buyer a property, they don't know about this crazy thing going on. We're creating fear around it when nothing, I repeat, nothing is going to change. Now, let's just say there's a 1% chance something could change. I can't even figure out, I can't even, I can't even fathom what world something would change and what that change would be. What, there's no buyer agents, buyers have to pay their own commissions, yada, yada, yada. I can't even imagine how that all would even come to be based on what I'm seeing. Even if it was, let's just take Australia, for example. That's how they operate. That buyers pay their own agents if they want to buy an agent. Otherwise, they go through the listing agent. Guess what? The listing agent gets 3% and the buyers come to them and they basically handle both sides for 3%. If that's the world that we wake up to tomorrow, then bring it on. Let me go, I'm gonna show you how to go out here and list 100 properties. I'm gonna sell them all for 3% represent both sides. If that's what I'm working with, then let me go crush it. I'm not gonna sit around worried about this. But anyway, nothing's gonna change in my opinion. I mean, even the anywhere settlement, same stuff. We're gonna continue to do what we've been doing. Okay? What are you changing? Nothing. We're just not gonna make it to where our brokers and agents mandatory have to be members of NAR. Doesn't change anything with the way that we operate in terms of representing buyers and sellers. Yet, I saw that Redfin is not gonna continue being a member, is that correct? Yeah, well, the thing is, is they have to continue to be members in certain cities and areas where you have to, if you're not a member, you don't get access to MLS. So they can't erase membership of their entire company. They're gonna erase membership of the entire company where they're not in areas where you have to be a part of NAR to have access to local MLS and be a part of the state and local boards. But yeah, they step down from the board. They say, we're distancing ourselves, whatever. And then the next day, NAR came out and said, we're gonna go from one penny. You have to offer at least one penny as a buyer agent fee commission. We're gonna go from that to zero, which that was one of Redfin's complaints because they offer, they advertise for sale by owners on redfin.com. And that's kind of against the NAR policies because there's a lot of those, there's no buyer agent fees. And then the next day, NAR comes out and says, okay, you can offer zero, which could it have something to do with Redfin or it could have something to do with the lawsuit where NAR is trying to position themselves as, hey, we're already changing policies. It's like they're already trying to conform to the lawsuit and everything because NAR says they're gonna fight it to the end. Yeah, it's wild. As far as agents are concerned, who cares? What's your job? Your job is to go help buyers and sellers, connect buyers and sellers, continue to do your job, who cares? And a lot of you on that note are only doing half your job. You're finding a buyer and then you're waiting on another agent to list the property, put it on MLS. You're just watching MLS every day, looking for a property. Why aren't you talking to sellers who own the type of property your buyer might want and find them a seller? You're not doing your job. Same thing with listings. We get a listing, put it on MLS and wait on the buyer to come through, through another agent. Why are you not trying to find a buyer for the listing? You're doing half the job. Now, there's dual purpose there because if you have a listing and you call the neighborhood with the same listing, say, hey, I got a listing, do you want to pick your neighbors? You're not only possibly gonna sell the listing, maybe, maybe not, but you're building more relationships. So you got two reasons of doing that. When you have a buyer and you're calling in subdivisions to find a seller for that buyer, you may not, may or may not find the house for that buyer, but look at all the relationships you built. Those seeds that you're sowing are worth millions to you guys over the next 20 years. But you're not doing it. You're sitting on the couch waiting on other agents to do it. I've heard of agents literally taking a buyer's contract that didn't get accepted to the doors of neighbors and showing them that they have a qualified buyer and seeing if they want to sell. I've heard of something as aggressive as that. Door knocking with your buyer's offer. Obviously a good offer, a qualified offer. So I don't know if that's as aggressive as you would recommend, but I've heard of that strategy. Listen, here's the thing about what I recommend and stuff. There's not one single strategy, not one single strategy that I've heard that someone hasn't went out there and built a million dollar year business on. You know, high pressure cold calling, low pressure cold calling, door knocking or door knocking with an offer. Social media for sell by owners expires, old expires, new expires, sphere of influence, direct mail and all the different ways to do everything I just said. Every single thing works. The problem is, is that a lot of you guys are doing like eight different lead gen activities. At the end of the day, after a top producer's career and you say, how'd you do it? How did you generate all these leads? What was your bread and butter, right? How many lead gen sources do they normally say? What's that? Two maybe three, two maybe three. Most of the time it's one. They might have dabbled around with another one, but there was normally one that was the real like the backbone of the entire lead gen business. Like for me, I could say direct mail and stuff like that, but really circle prospecting was just, that was it. That's how I built my entire business. My point is this, when you're trying to do eight things, nine things, 10 things, you know, you're doing all these different things. The reason you're doing all those things is because you've got your bread and butter, one or two lead gen activities, but you're scared of all the business you're gonna lose by not doing these other seven. And so you do the other seven because you're scared of, you know, you're losing business there, but the real, the people that really excel, they're okay sacrificing the business that they might lose in these other activities to go all in on the two that are really just working fantastic for them. And I was naturally somehow really good at this because Zillow came along and I tested everything. As soon as Zillow came along, I bought it. I spent like 20 grand the first year and it was horrible. It's still horrible. Now I know people that make millions on Zillow, right? Not everything works for everybody. Some people make things, you know, everything works. But for me, it was horrible because I'm like, oh, I'm spending like thousands when I could just call property owners for a penny. What am I doing? So there was that, there was social media, there was, there's all kinds of lead gen things. There's all these stuff that came along while my career was like, you know, growing. And but I was really good at just focusing on what worked. Weekly email, direct mail and circle prospecting. That was kind of just my bread and butter. I just did a 30 listing challenge. I don't know if you guys saw that. How many guys saw that? Just a couple of you? Oh my gosh. Let me grab this and put it, I got a replay of this. 30 listings by the end of the year. I laid out exactly, even if you don't, even if you're like, oh my God, 30 listings, no way. There's no way. I've gotten two listings all year. When you see this, it's gonna go from, there's no way to, I think I can actually do this. I just put a link right there in the chat if you wanna grab that and give it to the group. When you watch it, at the end of it, you're gonna say to yourself, I believe I'm gonna get 30 listings by the end of the year. And that's what you need to do because this is a three month flag business, okay? We're in 2024 already for agents, but we slack off and we don't really get go until January 1st. That's when we get excited about our business and get back in the game. Well, you're not really gonna reap the benefits, you're not really gonna harvest those seeds of January till March, April, right? The bulk of that work. So if you want a great 2024, you don't need from April to December to be great. You need from January to December to be great. How do you do that? Well, you gotta start right now. If you could build inventory of 10, 20, 30 listings by the end of the year, you're in the driver's seat moving into the next year and you have time to do it right now. Why? Because the market is slower. We're in the fall, which is always slower, of a 10 year down cycle, lowest transaction since 2008. We're in a double whammy right now. This is the perfect time to build your inventory and go into 2024 on fire. What was the question? Yeah. Anybody have any questions? Yeah, I mean, I don't wanna... Man, you go ahead. Listen, Ricky, can you talk about, because the volume of deal that you're talking about doing, in my experience, it takes the ability to develop a certain routine. Can you talk about time blocking, routines, morning rituals and things that you've done to position yourself to grab a large number of listings? Well, I'm not gonna spend a lot of time here because it's real, just simple stuff. So I think the best perfect day for an agent is to get up and do whatever you do, you know, work out and eat and whatever you do. And when you get to where you're sitting down working, you know, take 15 minutes to go through your email and text message and all that, and on literally a sheet of paper, write down everything you have going on for the day. Schedule, hot leads, listings you're going after, where you need to be, when you need to be there. Take 15 minutes to map everything out, all right? So let's say you started at eight, 8.15 you're done with that, 8.15 to 8.30, study your MLS hot sheet, new listings, close deals, expires, pendings, whatever, all that stuff, scan through it every day, scan through the new listings. You become a market expert overnight and you'll see properties that spark ideas to call clients. You know, you see something come up at a neighborhood you sold something in or, you know, something a buyer looks like something a buyer is looking for, whatever. But you also become a market expert, you don't even realize it. This is your job, guys. This is stay on top of the market. Look at that hot sheet every day, 10, 15 minutes, 8.30 to 9, who are we calling? Why? Get the data, everything you need. 9 o'clock, dialing, call Facebook leads, call Zillow leads, cold call, expired, spirit of influence. I don't care who you call, but if you're not calling, this is where you just run into trouble. They'll message me, oh, you know, I've only had a couple of closings. It's not really working for me. You know, what should I do? I'm doing social media. I got seven deals off Instagram this year. You know, what do I do to ramp it up? I'm like, how many calls are you making? None. Well, how do you expect to sell properties if you're not talking to people? The whole premise, the whole, this entire career is predicated on you talking to people you do and don't know, mostly that you don't know, to help them buy and sell real estate. That's your job. Right? My second broker, he said, if you treat real estate like a job, it'll be the best paying job you ever had. What did he mean? He means if you put the hours into real estate, clock in, clock out, like you do a job, and work the whole time, no breaks, it'll be the best paying job you ever had. He was right. But I think you should make calls from 9 to 12. All right? Take your lunch and then all afternoon, all afternoon marketing, create great videos. You should be doing a video a day. Instagram, Facebook, YouTube, whatever. A video a day. One minute video, whatever. And then what do you do? How do you capitalize there? Well, when you post videos every day, it builds engagement on your profile. If you're doing one a week and you look at your profile impressions for the month, it's really low. If you do a video every day, even if you're only getting 200 views on a video, that 200 views adds up over 30 videos, right? So now your impressions look pretty big, even though your views aren't great, your impressions look impressive. Now what do you do with that? You take it to the next listing appointment and impress your seller. Hey, I'm getting this many impressions per month on my social. I'm gonna be pushing your property on my social platforms. And they're like, oh wow, any agent can put my property on MLS, but you're gonna be put on MLS and pushing it on your platform where you're getting 12,000 impressions a month. I'm going with you. That's how you utilize social media, ladies and gentlemen. And then you create a great listing video for that listing and try to attract a buyer to it. Again, trying to do your job, 100% of your job, which is find the buyer for the listing. And then do, you know, try to set your appointments later in the day from like three to five or three to six or whatever if you possibly can. It's not rocket science, guys. Yeah, that's real. That's good. Can you talk a little bit in the last couple minutes before your heart stopped about call reluctancy and agents who have not made calls at that three hour per clip and how you coached your agents in the past to jump in at first and to stay consistent is really, I guess, the key. Yeah, it's kind of tough love. It's kind of tough love with that because for me, okay, I empathize with the fear of it. I do not understand and do not relate to letting that fear prevent you from having the most successful career you can have as quickly as you can. I empathize with having the fear because I had it. I do not relate to allowing that to put you in a position where you're going home to your family and look at your kids in the eyes knowing that you didn't do all you could do to succeed at the highest level for them. That's tough love. So the question is, there's two questions. One, what are you scared of? And the second question is, what else are you gonna do? Sit there? So that's my two questions. What are you scared of? And what else is there to do? Is there another activity that I'm missing here that I need to be doing? Yeah, I don't know. I haven't found it yet. So maybe I could ask somebody who's scared. What are you scared of? Anybody scared of making calls? So I think as a whole, just mentoring younger agents in the industry, I think it's obviously, fear of rejection, we know that. Also maybe not being totally prepared and having enough market research and enough data to give to these potential sellers or potential buyers. I think really just the preparation of it. Yeah. That's my guess. Yeah, the rejection, okay. What's so bad about that again? Exactly. Not knowing everything. What else do you need to know? You're trying to help people buy and sell real estate. You don't need to know anything. Hey, Mr. Property Owner, are you looking to buy or sell something? Are you already working with an agent? Tell me what you're looking to do so that I can help you do it. What do you need to know? You need to stand behind your agent. You need to have your intentions to help people. Not let the fears of not knowing something that they're probably not going to ask you, but stand behind your intentions that you're there to help someone. The confidence needs to come from how badly you want to help people. You ask me a question I don't know. Let me go find the answer. You don't want to work with me because I'm new? Great. I'll go find somebody who does want a hard worker. How many properties have you sold? None, Mr. Seller, and that's why you want me. Why is that? Because I'm going to work on your deal eight hours a day. If you want Mr. Hunter deal a year, Ricky, go down to his office, look at him in the eyes and say, hey, where's my deal going to be on your priority list? It's not going to be number one. For me, it's going to be number one. I'm going to spend eight hours a day making sure that it goes smooth. And guess what? I got backup. I got other agents helping me making sure this thing goes through. I'm not going to let this thing, you know, I'm going to make sure this is very smooth transaction for you. Listen, you're young. You're like, people are going to work with me. I'm young. Guess what? There's old people in the room that are saying, I'm too old. People don't want to work with me because I'm too old. They're going to want to work with somebody younger. So where does it end, ladies and gentlemen? Now we're going to go out here and we're going to beat, you know, Kelly, hi, we're going to put it in here. One, two, three, team. Hi. Hi. Hi. Hold on a minute. I'm going to put it in here. Yeah. That's the truth, Ricky. That's the truth. I'm going to put it in here. No. Any other questions? Just go down there. No, Ricky. Ricky, thank you so much. I think what I'm seeing and I'm hearing from you is there's a driving force behind the reason why you're willing to do the things that's necessary to be successful when you were an agent. And I think one of the things that we have a challenge with in the industry from a management standpoint is helping agents happen to that driving force and that why. And just constantly keeping that in front of them as a reminder to do the things that are hard so that life could be easy for them once they get to the point they're trying to reach. And so I'm seeing that from you and I just want to thank you for helping that echoing what we coach and train and just share as a sentiment across the brokerage and across the industry with the agents. It's apparent to me when I'm listening to you speak. Yeah, you just have to keep going. It just doesn't happen overnight. You just got to keep. You just got to visualize that three to five year outcome and keep pushing. It's not going to happen quickly. I'm sorry. It's just not. So if you can get past that and realize on the other side of that is I'm just going to have to work my ass off basically for free for a while to get this thing going. Most businesses lose money guys in the first couple years. You own your own business. Most businesses lose money in the first couple of years. This is an opportunity for you to own your own business that doesn't lose money. You might lose money the first year. You know, if it had a little rocky start, but man, the money you did lose is nothing compared to what a lot of businesses lose in the first year. This is a massive opportunity and it's not for everybody. You know, I can go on record and say that 90% of agents fail. It's not for everyone. It's tough, but damn, is it worth it? Yeah, man. Thank you for that. Thank you, Ricky. Yeah, guys. See you guys. Enjoy. Did you guys grab the YouTube link? Yeah, we have it. Yeah, we're going to send everything out. You can email that to me also. I'm going to send it out. I'll put it on our Facebook private page. I'll get it out to everyone who's in attendance and while I am. I am doing a just a just a group training public coaching call tomorrow at 4 p.m. Eastern. All right. The zoom link for that is join Ricky dot com 4 p.m. Eastern tomorrow. Thanks for taking a look. See you guys.