 Alright, what's up, what's up, what's up, guys? How we doing? ATL, good to be here. Thanks for having me. Super stoked. Don't come in. Have a fun seat. So I literally don't have a whole lot of time here. They're going to shut me down right at 1.30. I know you guys are going to have a lot of questions. I want to take a couple questions at the end of this. So I'm going to dive right in here. How many people here actually want to close more deals? Okay, 10. So for you 10 people, I believe that there's two things you really have to, it's a mindset kind of situation. One is you got to quit going after the deal, right? That's one of my big things. And I'll kind of get into that as I go. The second thing, though, is what I really want you guys to get. And if you don't walk out of here with anything else, I want you to walk out of here with this. And that is that business is 100% unlimited. You can't do all the deals that are available to each and every one of you ever in your life. There are more deals than you can handle. And regardless of market conditions, there's more loyal clients for each and every one of you. People that, once you meet them, they will never use another real estate agent ever again in their life because of the way that you connect with them. It's completely unlimited. Okay, so for a second, let's think about the reverse. Let's think about if it were limited, if it's not, let's say it was. If there were only deals, if one person could do all of these deals, trust me, I would have already figured out how to do all these deals and none of you would have a job right now. Okay? So the problem is that most agents don't know this. They don't realize it. Nobody's ever told them this. Or maybe they've heard it, but they don't believe it. They can't wrap their mind around that there's unlimited deals for everybody. Once you realize, once you finally have had enough experience and you've been through markets up, ups and downs, and you finally realize that business is unlimited, your entire life changes. Your business changes, the way you walk, the way you talk, the way you communicate with your clients, the way that you allocate your time, you know that once you realize this, you know that whatever deal you're working on right now in front of you, that there are unlimited amount of deals right behind you. And you treat this one deal that's in front of you a lot differently when you realize this. Most agents get so hung up on each deal they get so involved in each deal they have a scarcity mindset they only think there's so many deals and so they get hung up on this one deal and it takes up all the time. It's all they're thinking about. Whereas if you realize that business was unlimited you would handle each and every deal differently. You would save energy and time to take advantage of all these other deals, right? Another thing that happens when you realize this is that a huge weight is lifted off of your shoulders. Like you're not stressed out anymore. You realize that you know where your next deal, your next deal, your next deal is coming from. You don't have to worry about it. And so you have less stress. Another thing is you start to, if you follow me on social media enough you'll know kind of how I feel my philosophy is behind all this. But I think a big problem with the industry is that we're being taught to try to figure out what the client can do for us. There's a lot of training out there that's just geared towards seeing if somebody wants to sell seeing if they want to buy. Who do they know that might want to buy or sell? And this is all really designed to figure out what that client can do for you. Not what you can do for the client. And the prospect of yours that, they're just thinking this is just another agent trying to do a deal not really looking out for me. I want to reverse this. That's why I'm here. Spreading a message that it's relationships over change actions. And I want to teach agents how to figure out what the agent can do for the client. In terms of what the world can I do for you today? That's the magic question. When you figure out what exactly you can do to help this person, regardless of if you buy or sell a property today then the answer to that question, that's what the entire, that entire situation needs to be focused on. What you can do to help them. What they're trying to do. Not if they want to buy or sell. And too many agents, a lot of agents, when they're prospecting, they're going through all their stuff and they're looking for deals. Most of them go through their list and if they run into a prospect and that prospect doesn't want to buy or sell today then they kind of just throw them away. Throw them to the side and they just keep going. They're looking for somebody that wants to do a deal today. And I believe that less than 1% of prospects that you talked to the first time are ready to do a deal today. And that's what these most agents are looking for that less than 1% of prospects that will do a deal today. Where I win, where I feel is a much more interesting place to be is the 20 to 30% of people that you talk to that like you enough to do a deal they're just not ready yet. You're on the phone with them where you're talking to them in person. Too many agents are just throwing away if they're not ready. Where I feel like each and every prospect that you create a relationship with, life-long relationship has actually worked in the 20 deals to you over the life of your career through repeat business, referrals, referrals over referrals. Some of my best clients have never bought or sold anything. I created a relationship and they referred me so many people. They know that I wasn't there to do a deal. I was there to help me and see what I could do for them. Not do they want to do a deal and it's not, okay, see you later. So I like to live off the 20 to 30% of people who like me enough to do a deal just not ready, while I'm also living off the less than 1% just like everybody else. So I'm building my business for now and the future at the same time and if you think about it like this think about where your business could be if you captured all the people that actually took the time to see if there was a connection instead of just trying to figure out if they want to buy or sell something today. So that's kind of how I think about that. So once you realize all this and that business is totally unlimited you cannot do all the deals that are available to each and every one of you. Now our success is predicated on just three things. The first thing is what I want to know if I'm going to judge your business I want to know these three things and once I know these three things I can tell you exactly where you're going. I can tell you exactly what your business is going to look like in the future. The first thing is how many new prospects are you talking to on a daily basis that tells me where your work ethic is and where your determination and where you do you really want this. And a lot of agents they won't call or talk to new prospects or if they do they don't do it consistently. So those agents lose right there. The second thing is out of the prospects that you talked to how many did you actually connect with long term, short long term. That tells me where your communication skills are. Did you create a friendship? Did you make them feel comfortable? I think a big part of real estate is making our clients and our prospects just feel comfortable. If they don't feel comfortable with you they're never going to do business with you. They have to feel like you have a best interest and feel comfortable with you. The third thing is what's your system? What do you have in place to stay in touch with the people you connected with for the rest of their life? That's how we maintain our relevance with the people we connected with forever. So a lot of agents they contact, they connect but then they don't have anything in place to stay in touch and stay relevant. If you don't have a system somehow, some way to stay relevant with the people you actually connected with then how are they going to know to call you when they decide it's time to buy ourself? And by the way it's their decision when they're going to buy ourself. It's not our decision it's not our job to talk our clients into buying ourself they're not going to say any magical thing to make people buy and sell they're going to make that decision our job is to contact them connect with them and then have a system in place to stay in touch forever until they get ready to make that decision. And if you notice I didn't talk about how many listings you have or how many closings you have or how many, I certainly didn't say anything about any appointments there's another thing going on in the industry where most everybody is judging their business based on how many appointments they're setting. And I think appointments are good you go, you talk but I want to know what happens at the appointment, did you connect what your system looked like to stay in touch forever? Those are the things I want to know I don't really care how many appointments you set I really don't care how many listings you have on a daily basis, how many are you contacting out of those, how many you're connecting with and do you have a system in place? So I'm looking at work ethic communication skills and how you maintain relevance it's a three-part package without so if this is what predicate success it doesn't matter what the market does it doesn't matter if robots are going to replace us it doesn't matter you know, it interest rates price, it doesn't matter if you control these three things then you will be successful forever does this make sense guys am I helping some of here's another question for you guys maybe the nice haters you don't believe that it's unlimited have you ever woke up one morning and you get ready for work you go to office you turn on the computer you get on the MLS and you pull up the hot sheet for the closed sales to find that there are zero closed sales that day has anyone had a day where there were not a single closed sale on their MLS or their market? no because closings happen every single day closings happen every single day all of this stuff is really basic and really simple if you think about it it doesn't matter again what the market is doing up, down, sideways, left, right interest rates, prices transactions, supply demand, who cares I went through the crash and I lost everything in the crash and what I learned looking back and as I was watching all this happen closings were still happening every single day there were less closings but there were a lot less agents if you look at my market transactions went down 50% of my county there was like 20,000 in the county it was 10,000, that was the worst year but we went from 3,000 agents to 700 agents so we lost say 70% of our agents so transactions goes down 50% but number of agents went down 70% what does that tell me? more transactions per agent in the worst year of the crash if you have the right mindset and you really go all in with what I'm telling you then you're invincible you can't lose and it's all predicated on the three things and how much you want to put into it so that's kind of the mindset of how I think about it I mean I got a lot more but I don't have a lot of time I want to get into just a little bit of the actions that you should be taking to find all these deals right so closings are happening every day there's an unlimited amount of loyal clients for each and every one of you okay business is unlimited okay you said that 15 times so what else do we need to take advantage of all these businesses out there we need an unlimited supply of leads of prospects in order to have unlimited business you got to have unlimited leads unlimited clients to work with to filter through there's there's people out there that'll tell you that leads are limited you got a valuable piece of that time or you don't have any leads are unlimited two words property owners you can never ever ever ever ever ever ever sell talk to you every single property owner in your market ever in your life does anyone here think that they can call every single property owner in your area in your lifetime and talk to every single property owner so you guys are proving my point here it's completely unlimited you can sit which is what I did for 15 years I sat off this door close by myself just calling to my gears play property owners day and night to build my business so here's my strategy okay the three things contact connect, relevance I'm going to give you guys my quick little strategy everything that I do real quick just a real quick short synopsis of it and you guys can use bits and pieces of it you can use all of it you can say that sucks I don't want to do any of it I'm going to give it to you and hopefully you can take something out of it and use it in your business but my strategy is to call property owners okay it's unlimited can't call them off property owners by the way are the highest quality prospects they buy and sell they're the best buyers they already know you don't have to educate them they already know everything about home ownership they don't educate them at all they already know that so you take the education time out of that equation to me the highest quality prospect is the prospect that makes me the most amount of money and the least amount of time I'm a single agent as a single agent I have to be most effective I have to pick and choose the actions that are more more efficient than anything else I have to figure out what's most efficient and what I'm telling you is the most efficient way to build a really huge business not everybody wants a really really huge business I don't know what everybody wants individually but I can tell you what I did I called condo owners for years and years and years okay I'm calling them in a low pressure manner am I asking them if they want to buy or sell okay if they do want to buy or sell great that's that less than 1% I'm just going to live off of right now right but I'm looking for the 20-30% of people who like me and we connect long term okay I'm going to have this conversation I'll tell you my entire script in just a second I'm going to get their email so I'm going to call I'm going to contact, I'm going to connect I'm going to get their email and then they're going to get a weekly email every single week on the same day of the week forever it's been going on since 2007 11 years this email went out every single Wednesday through all kinds of crazy stuff right never missed a week and the email shows my clients how hardworking, dependable professional, knowledgeable it does all that for me on a huge scale while I continue trying to connect with more people to get them into my relevance system so that's what I do she said I just got 10 minutes so real quick I want to answer a couple questions but I want to tell you just kind of give you a brief story of how I got where I'm at I grew up roofing houses with my father I got a real estate when I was 20 it was 2002 the market blew up I became a millionaire by 23 the market crashed I grew up by 25 sleeping on Prince College and even slept in my car a couple nights went back to roofing houses I worked on the oil rate for a year it was during that time that down moment in my career which I wasn't down I was actually happy everything had just worked for me so whether I have money or don't or whatever I'm doing it's all the same to me but during that time I was so curious so this was the moment that I had the most personal growth in my life I read over 100 books I studied the market I watched the top producers, low producers and what I realized was exactly what I'm telling you guys business is unlimited closings happen every day and where I really went wrong isn't the first half of my career it was all about the deal all I wanted to do was the deal I didn't care about the people and something made me realize it and I flipped it from transactions to relationships and I realized that every prospect that I created a relationship with has worked 10 to 20 deals to me over the life of my career so the more relationships I can create the bigger my business is I'm stacking up 10 to 20 deals every person I connect with that's the way I look at it so from there I climbed up I made more money that year than I did the year before I went to RE-MAX I kept climbing and I combined this relationship over transactions with one of the most powerful names in real estate from there 2014 I sold 100 properties number one in the state of RE-MAX 15 I sold 100 16 I sold 100 last year I did 129 deals 42 million single agent also wrote two books for free and the reason I'm doing it for free is because I actually want to make a difference and on my tombstone it's going to say he reduced the failure rate in the real estate industry okay so I want to take a couple questions thank you guys for listening does anyone have a question what's the best way to manage all of those people because they're an estate company I think just provide value if you say you have a group that's where all your clients are or whatever just provide value in the group like showing things that are for sale showing events in the area showing a list of closed sales press the square foot compared to last year all the stuff people really want to know like the stuff they really want to know what's the best way to manage all of those people like real market information that they want to know and just provide the value just be there is that an extra question do you allow other agents to be on your email list if that doesn't want to no you can go to my real estate website working for real estate.com you should be able to sign up for that what have you found to be the most important thing I think don't ask them if they want to buy our sale you know here's the strip real quick because I've got five minutes green green green hello hey Mr. Johnson yeah Mr. Johnson this is Ricky Kruth now he makes large fees how you do good me too I'm just enjoying the day it's been gorgeous cool well look I don't want to take up too much of your time but the house right down the road from you just sold I do nothing in the world I can do for you today now cool is there an agent in the area that you were to do something no cool well look I'm sure at some point in the future you're going to want to buy our sale something I would love the opportunity to work with you when that day comes we are going to stay in touch with you great what's your email see how it flows see how it does it slow pressure see people are scared to make calls they're scared because they've been taught to do it all and they've been taught to just call and say hey you thought about selling your mouse yeah that's uncomfortable for everybody but when you have a script it gives two questions it's designed to throw them off loosen them up and read how they're doing today and then flow into marketing information and hiring and what can I do for you now you really got something you got a real conversation going on and they feel like you're like a friend or a family more than a real estate agent right does that answer your question is that what you're asking and then from there the weekly email does all the heavy lifting building that relationship deeper and deeper because they start to realize this guy is real he's going to do it every single time when he said he was going to do it that is a great thing to happen because now you don't have to make your time on that person see here's the problem most people have this great conversation with the prospect and they think I have this dude client we're going to do all these deals together but they don't realize their mom's an agent or their cousin or their best friend from high school will never use you so I think that is a very crucial question that you have to ask pretty much up front if you say hey what in the world can I do for you and they say oh we're thinking about buying or selling you immediately say great is there an agent you're working with on that that way there's no miscommunication there's no anybody getting let on we know up front where we stand and then we can decide if we want to just let it go stay in the game with it or how we want to handle it but if they do say that I say great who are they maybe I know them and I try to get them to tell me their name because it's real funny when they can't remember their agent's name and that's fine if they don't want to be bothered I don't want to bother I want what they want not what I want because it's unlimited just keep on calling do you go to closing A and B do you do social media your closings with clients I go to all my closings if my client is at the closing I sell a lot of restored properties so a lot of times it's by mail so they're not there but if they are I go to every one of them and no I don't do the just sold pictures yeah I don't do those but not a bad idea how much time do I have okay you made a couple of comments you said something about the lessons from 2008 crash and there was two things you would give us and you said leave their own limited and under that I put property owners and that was like a tad fee and I was waiting for it and I think it was kind of good for the next scene to ask a question or do it to another topic and I don't know if you would call kind of put me on the spot I'll call you I'm not trying to do that the first thing was that you got to quit going after the deal is that what you're saying you're not going to do more deals quit going after the deal concentrate on the person and what they need and then realize that it's unlimited so now you allocate your time differently because you know that you don't have to go all in I've never understood people that have five pending deals and four listings and they can't do anything else that's all they do it's been 50 hours a week on pending deals I've never understood that because I spend about 15 minutes I spend about 30 minutes a week on just figuring out if I need to do something I have an assistant that helps me but she at the same time is working on trying to figure out how to do more deals if you do a deal you get a listing and if you have a pending deal that deal's done it's kind of out of your hands they don't want to buy, they want to sell and it's going to happen or they're going to get cold feet back out when you realize it's unlimited you don't worry so much about all these little things how am I a single agent and I can have 32 pending deals and over 50 listings because I don't worry about any of that I'm thinking about where the next my next name is, who else can I help I've already helped these people relevance what system do you have in place it could be anything and guys too, one last thing I talked about property owners, this applies to everything it could be buyer leads you have a long list of buyer leads in your column still what can I do for you it doesn't have to be cold calling I mean if it's internet and you're messaging back and forth, you still don't need to have a mindset of what can I do for this person it applies to any realm of real estate not just what I do thanks guys