 What's up everybody? How are we doing? And welcome to our 2022 goal setting session. We do this every single year. And also we have the new zero to diamond platform zero to diamond 2.0. I'm calling it. So I'll give a second for everybody to come on board. And also I'm going to put in the comments right now. I'm just going to paste the zero to diamond 60 day challenge worksheet. That way you guys can download and print if you have not already. If you're watching this on a replay, you can just catch it below in the link and also where you can find the 60 day challenge 2022 goal setting session worksheet is in the very first lesson of the course. So when you log into the website, just go to the 60 day challenge, click on the course and go to the first lesson and it will be right there for you to download. Hope everybody's doing super well, man. This is exciting. 2022 is here already. I mean, it was just yesterday. 2020 was hitting. We're thinking, you know, the new decade, everything's going to be crazy incredible. And then bam, right? We got hit. But we have come out of this so incredibly well. I'm so proud of each and every one of you. You've shown me how much resilience that you have. The market has. This has just been this entire couple years here has been just really an incredible experience. And I'm just happy to be a part of it with you and to watch everybody grow. And that's what this year 2022 is going to be about growth, personal growth. I want everyone right by the end. I want you in the next couple months to become yourself 2.0, right? I'm becoming Ricky 2.0 right this second. And I want you to be next year yourself 3.0. I want next year in January 2023 you not to be ever be able to recognize who you were right this second because we're all going to grow together. I'll tell you this really quickly. A lot of people feel like you're born with a certain amount of intellect and you really can't improve on that at all. But it's absolutely false. You can improve your intellect. You can improve your mental capacity, your spiritual capacity. And if you do the things that you need to do every day to try to grow and to develop yourself into a new person, then you're going to grow. I have been in a position in the past say year I've never been in before in a position of leadership and I've had to grow in many different capacities. And if I'm not going to step up to the plate and grow, then there's no way that I can turn around and help you guys grow. So just know that I'm in the trenches with you trying to figure out how I can expand myself and become a better person. And that's what Zero to Diamond is all about. Zero to Diamond is not about go do this. That's not what Zero to Diamond is all about. Zero to Diamond is about you taking the program and figuring out who you are and figuring out what works best for you and molding yourself into the best human that you can be and the most productive agent that you can be. And look, let's go build other businesses together. That's what I'm about. So I'm embarking on a lot of different journeys here in 2022. As you guys probably have heard, I'm going to build a team here locally to handle my residential sales, which I'm already in process of doing. And I'm going to go out and start over from zero and tackle commercial deals. I want to do those $50 million dollar deals because I want to. I want to be able to say that I've done that. It's exciting for me. It's a new frontier. So I'm really excited about 2022 and what's to come. So if you would guys print the worksheet and also zero to diamond.com. Of course, if you haven't been on is a social media platform now. So let me post the worksheet again here so it can be down in the comments for you. It is a social media platform. So definitely go create your profile, put your profile picture up. Dress up your profile there, connect with other people, connect with me. You can also DM each other on the platform. You can create groups. You can join groups. You can invite people to groups there on the platform. This is going to be where we post our results daily, our call results, our listing appointment results, our buyer results, our life results. Right? Let's use this platform to connect. I want it to be a place where there's not a lot of noise with everything outside of what we're doing with ZTD. With all the other platforms, there's a lot of noise. There's a lot of algorithms. There's a lot of other stuff going on. This is strictly zero to diamond here. And I see a comment about needing an app. An app is on the way very quickly. So that is coming soon. So don't worry. It's right around the corner. So one step at a time. So what's new with zero to diamond 2.0? What's new is the fact that of course it's a zero to diamond platform. That it's a social media platform. And we have the new 60-day challenge. It's attached as a course. And I'm going to go through that with you. I'm going to lay out what that's going to look like for you here shortly. We're also going to run through the worksheet and we're going to plan our 2022 as we always do. The next thing that is new to the program is free one-on-one coaching. We're doing free one-on-one coaching. I have certified coaches under me. Zero to diamond certified accountability coaches. And all you have to do, there's the link in the menu there for free one-on-one coaching. And you can apply right there. And the way that's going to work is that we're going to coach you. We're going to be one call a week through the 60 days. So we're going to go through the 60 days with you. And then we're going to take a month off, regroup. And then we're going to do another batch of agents. Every quarter we're going to do another group of one-on-one coaching. This is going to be completely free. So spaces are limited because we only have so many coaches. And this is free, of course. So put application in if you're looking for that. Otherwise, if you put your application in and you do not make it to that free one-on-one coaching, then you can still go through the 60 days. Everyone can go through the 60 days. And if you don't make it this time, maybe you make it next time. So when we open up the application round for the next batch, which will happen every quarter, then boom, you put your application in. So you know, guys, I'm just doing everything I can do to try to come up. This is the kind of stuff I think about. This is the kind of stuff I think about as I'm walking my dogs and, you know, working out like how can I bring more value to you guys and how can I take zero to diamond to the next level where we can really achieve that goal. When I told you guys years ago, five years ago when I started this, that I wanted to reduce the failure rate in the real estate industry, that was not a maybe. That wasn't something I was just throwing out there. That wasn't something I was just going to try to do. It's something that I'm going to do. And we have been doing it. And we're going to become, we're going to do it more and more and more and more until we just can't go anymore. We're going to do it until we're exhausted. Which is going to be several decades, alright? So looking forward to seeing you guys' success with that. And that's what's new here. It's a completely different program. New 60 days. And the free one-on-one coaching, okay? So please give me feedback. When you go onto the new website and you're playing around, of course, you know, we're having a little bit of trouble right now because there's been thousands of people trying to register. So bog down the system a little bit. We are activating accounts manually in batches every 15 minutes. So if you haven't got any emails, just go back to the website and log in with the password and it will let you log in, okay? And then go to the menu there and you'll see the 60-day challenge and you'll see another link for the application for the one-on-one coaching. Okay, I see questions there. It's just in the menu for the application for the one-on-one coaching is right there in the menu, okay? I've already talked about the objective of Zero to Diamond and that is to help you find yourself through my philosophies. And maybe something that I say in one of these lessons really opens you up and makes you realize something about yourself and then you can slowly mold yourself into who you really want to be because if you want to get from where you are to where you want to be, it's not going to be the same person that accomplishes those goals. You've got to continue to develop yourself. That's why I created the challenge in 2022, 22 books in 22. That may be a lofty goal. I'm not sure. That's, you know, a book every two weeks, I guess, but at the end of the day, I believe that you've got to be serious about your self-development and it's something that I disregarded for a long time because I read 100 books in the late 2000s and it actually took me 10 years to execute everything that I learned and I recently felt plateaued out on my personal development. I went back to books and I'm reading like crazy. Right? I could show you several books that I'm reading, but I'll be done with those and reading more soon. And I'm really getting a lot out of it. I feel like I'm expanding as a person. The next part of personal development is being around people who are going to take you to that next level. You've got to get around different people, people that are working on a different frequency than you. And, you know, let that rub off. All right, but that's the objective is for the 60 days is I really want that to help mold you into the person that you need to be to accomplish what you want to accomplish. Right? And a lot of it has to do with how we communicate. Zero to Diamond is a communication platform that I really want you guys to learn how to communicate. I don't care where you get your leads from. I just want you to be able to communicate with them properly, connect with them in a way that they really want to do business with you forever. That's the thing. I really want to help you guys take your communication skills to a level that everyone wants to do business with you. All right, cool. So let's dive in here. Let's dive into the new program. I want to dive into the 60 days. I want to fill out the worksheet with you. All right. Let me just a sec. There we go. Here we go. All right. So here we are zero to diamond.com. So it's set up. It looks a little like Facebook here. Give me one second. Let me get the live stream on my phone. As you can see, there's already been a lot of engagement here. We're already well over 1,000 agents here and growing pretty quickly. I would imagine we're going to have about three to 5,000 over the weekend, I would say. And then just continue to grow from there. I see you guys are in ground level here. All right. Give me one second so I can see everything. Cool. So right here up top, you see the members. You can go here and search for members. Internet's working kind of slow. Okay. So here we have members. All right. Okay. And you've got the newsfeed. You've got the different groups. You can create groups. Right. Actually, the website's actually kind of kind of slow because everybody is trying to log in at the same time right now, which is fine. You guys get the point. Okay. Here we go. Here's the groups. These are all groups that other people here already on the platform have created that you can join. Okay. Events. Okay. Zero to Diamond events we have announced our first stop at the Zero to Diamond tour. That's going to be in Denver, January 20th. Free tickets. Tickets are free. So do what you can to be there. Breakfast is included. We'll be there from 8 to 12, January 20th in Denver. All the details are right there. We're going to be in LA in May. So we plan on doing a couple of events there around the LA area in May. And we have, we're going to do four total events next year. So we will announce those when they do come out. You can DM people here on the platform. So if you guys need me for anything, feel free to just DM me right here on the platform. If you click on the 60 day challenge here, this opens up our course. All right. And guys, listen, I mean, this is a social media. This is a platform that I want you guys to use and connect and have, you know, referrals going back and forth, information, anything that you guys can do to enrich each other. I want you to use this platform to do so. So here is your new 60 day challenge. Okay. So I'll kind of break this down for you how this is broken out. And then we'll dive into the worksheet. Okay. But you've got your intro. Then you've got your tool scripts and lead resources needed. All right. So then you have your week one. So each week for the first four weeks, you have a different lead gen source I want you to focus on. Okay. So week one, you're going to focus on your sphere of influence. And I talk about in the video here why I chose sphere of influence. Right. And then you've got your script. You've got your training. Okay. Week one is his sphere of influence. Right. And then you have a series of lessons each week. Okay. Week one is focused around stages of your career. So when I created the new 60 days, I wanted this to be a one stop shop for new agents, part time agents, experienced agents, team leaders and brokers. You know, I wanted to be a little bit of everything for you. All right. And so this first week, the lessons are broken out as such. Right. New agents, part time agents, experienced agents, team leaders, brokers. Then I went into the stages of cold calling. It's a very good lesson and also the listing presentation and 10 reasons why agents fail. This is all week one. Okay. Week two, we're going to focus on circle prospecting. Then I get into philosophy. Why I coach for free my philosophies, big picture, three pillars of your business. A million dollars a year business. The Google sheet strategy, 22 books and 22. Week three, we're going to get into new and old expireds. And I really break all this out and lay it out for you, explain everything, give you all the tools and scripts and everything that you need. Okay. Then we dive into the different lead gen categories. Go deeper in these subjects. Week four, we talk about branding on the lessons. And we're going to focus on for sell by owners as our lead gen source. Okay. Designing your weekly email top 100 clients, follow up social media, bulk texting, direct mail. Okay. Then week five starts our boot camp. Okay. For those of you who are familiar with the old zero to diamond program, this is your 28 day challenge brought over to the new 60 day challenge. And we're going to end the 60 days with the 28 day challenge. So day one is going to start on whatever Sunday, whatever day Sunday is wherever you are in the course there. You're going to start day one on Sunday and boom here, your 28 days to finish out the course. Okay. So I spent a lot of time here redoing this course, redoing the, uh, all the little videos that go into each lesson. And I'm just hoping that it just brings you so much value and it just really kick starts you off into a completely different direction and just takes you to the stratosphere that you've always wanted to go to. It's always going to be, um, you know, the, the, the, the hard work and consistency and patience over time. You just got to figure out what your systems are, what your system for Legion, what your system for follow up, what your system for marketing and branding. Once you have those in place, listen, don't quit, don't continue searching for something better. Right. Don't continue searching for something better. Focus on what's working for you and take it to the moon. I think a lot of agents find what's working, but then they keep looking for other things and they spent a lot of time on some other things when they've got what works for them right in front of them. Let's go. Yeah. In 2022. Woo. It's going to be one incredible year for you guys. Just really, really fired up about how this year is going to go. Okay. Let's dive into the worksheet here and get into our 2022 goals. Let's see. I can pull it right here. Let's see. Let me get it right here so I can actually write on the document with you. Let's see. Here we go. All right. Here we go. Okay. So here's a worksheet. The 60 day challenge for real estate agents. All right. Before we begin, I want you to know that I'm a 20 year real estate agent in Gulf Shores, Alabama with my Alabama and Florida real estate license. I started in 2002 and worked my way to become one of the top agents in the country. And in 2017, I became the first completely free real estate coach in the industry. I'm still selling and coaching to this day. My mission is to reduce the failure rate in the real estate industry. One agent at a time by sharing the same sales systems I have used to close over 100 deals a year for the last eight years in a row as a single agent with just one assistant and I share it all for free. Why do I offer all this for free? Well, I was in your shoes many times throughout my career and I only wish someone would have shared all of this with me. All I ask is that you take it and execute. Is that a deal? Thousands of agents have doubled and tripled their sales volume using zero to diamond. Here are a few of those agents. All right. Let's start with our end goal in mind, guys. Let's start with our end goal in mind, your profit goal for the year. So right here, I want you to put your profit goal for the year. Okay. So this would be your real estate business. I'm just going to go with the same number that I've went with for years and years. Well, actually that's higher. That's now it's my profit. So let's go for a profit. Let's go for a profit of a million. I normally do a million revenue minus expenses. Normally my expenses are a couple hundred thousand. I normally net about 800. So let's go with a net of one million. Okay. And look at what I did here. I made this third sheet. This is the third page. Look at what I did. I made this to where you can print this out. You can put your profit goals right here and then you can put this on your wall. And it shows your profit goal for the year and it shows my affirmations that you can look at every day. Okay. My affirmations are closings happen every day forever regardless of market conditions. Okay. Closings are never going to stop guys. No matter what happens, you're safe. Real estate is a win-win. You cannot lose in real estate. Okay. When you lose a deal on real estate, great. We got future time back to go spend on other deals. You can't lose. It's unlimited. Right. You can't control the results only focus on actions. I'm not going to make a goal on transactions. I will make a goal and I will look at that goal. But my real goal is how many—how much action am I going to take? How many calls am I going to make? How many people am I going to add to my database? How much am I going to do? You know, whatever the results are, that's just going to happen because of a byproduct of the fact that I'm doing the actions. Right. One thing I can promise you is the next affirmation that I'm going to outwork every single agent in my market every day. Okay. Losing deals gives you future time back. It's okay to lose deals. Sorry if your cousin went and used another real estate agent. You should be happy for him that he did what he thought was best for him. That's what you should want. That's what family is. It's not like, oh, I'm going to be nice to you only if you buy for me and I'm making money. You know? Yeah. It stings a little bit and all that. I get it. We're just humans. So I get that part of it. But at the same time, you know, let's take a step back and realize why we're even here. We're here to help people. So don't get mad at people when they don't use you as an agent. Business is unlimited, which brings me to the next affirmation. Business is 100% unlimited forever. Competition doesn't exist. The more time I waste on people, the more money I make and always put relationships over transactions every time. Not every once in a while. It's not how that saying goes. All right. So what we're going to do is we're going to bring, this is the sheet. We're going to figure out how many transactions we got to do. Okay. So I'm going to walk you through this. Okay. So all you do is you bring your profit down. Okay. So I'm just going to bring mine. One million. And we're going to budget for expenses. So I'm going to say with the million, I'm going to have 250 and expenses at average commission rates. Okay. This is how much you get paid. The percentage you get paid on each deal. So my market, it's about 2.5%. Okay. And then right now my market, the average price we're averaging about five, let's just call it 500. It's actually a little more, but hey, things might level out a little bit. Right. You never know. All right. So I'm going to start my profit. I'm looking for as a million. My expenses are 2250 average commission rate, 2.5. And that brings the average sales price 500,000. Okay. So what you do is you bring these numbers down. So we're going to bring that desired profit down once again. One million. And we're going to bring the budgeted expenses over. That's 250. So you add those together and that gives you your total revenue needed. So 1.25 would be my total revenue needed. So then I'm going to bring that number down. Okay. 1.25 in these zeros in there. There we go. And the average commission rate. We're going to bring that 2.5% in here. Okay. And now we're going to, now we're going to divide that. All right. So let me get my calculator here. Let's see. Okay. So this is going to tell you volume needed. So what you do is you divide the total revenue needed and you're going to divide that by .025 if 2.5% is your average commission rate. So that tells me I need a $50 million year to hit that number. But this is basically telling us that if we want to make $1.25 million in commissions and the average commission rate is 2.5% and your average sales price is $500,000, then you got to do $50 million in sales to get there. Okay. So we're going to bring that $50 million down. Right. We're going to break it all the way down with transactions. Okay. $50 million. Average sales price 500. So we're going to do the same thing here. We're going to take the $50 million. We're going to divide it by the $500,000. Right. And that's going to equal the $100 deals. All right. $100 deals. So I need 100 transactions, average and $500,000 to hit $50 million at a 2.5% rate to make $1.25 minus the $250 budgeted for expenses will give me my $1 million. Okay. So that's how you fill out that part of the worksheet to figure out how many transactions you need to hit your goal. Okay. Now here's something I want you guys to spend a little time on. You can do this afterwards. Okay. I really want you to sit down maybe even after this webinar now. I want you to sit down and really think about this because at the end of the day this is right here is where people go wrong. They don't make their long-term goals and they don't know where they're going. They don't know what their life needs to look like in five years. They're just kind of just throwing everything out there and seeing what sticks and they have no direction. And then they just get into this phase where they're just working, working, working, but they don't know why. And they say stressed out. They don't have any end goal. They just, they're just really just kind of floating and nothing's really making sense. I was in this place and this is not good. You've really got to break out what your five year goal really is. When you know where you want to be in five years, then you can break it down. Okay. I got to be here in two and a half years. I got to be here in a year. Okay. And then I got to do this per month to get there and then you break it down to a week and then you break it down to what you need to do every day. See, this is what you have to do here, guys. This is very important. Why are you in this business? Where do you see yourself in three to five years? What are your short term goals? What are your long term goals? You need to know these things. Some people think this is insignificant. This is very, very important stuff. Okay. I created this. You guys can print these out. Okay. This is zero to diamond daily and weekly checklist. So your daily goals are going to work out every day. Okay. You're going to listen to my podcast. You're going to read. Okay. You're going to have that meeting with yourself at eight o'clock in the morning or whenever you start working, have that meeting with yourself and really visualize and strategize and make a list of everything you need to do and what's most important in your business. All right. You're going to prospect. We're going to do that every day. All right. We're going to do social media every day. You need to post. You need to post once a day. Stay hydrated. Drink a lot of water. That's where a lot of people go wrong. They make mistakes. They make bad decisions and it's from dehydration. All right. And then we're going to post our results daily. All right. Some of our weekly goals are we're going to do our weekly email, of course. We need to go live once a week. We need to get nine hours of prospecting in every week unless we're a part-time agent when we're going to, you know, we're going to work around that. If you see the lesson on part-time agents, um, that's going to illustrate kind of what you need to be thinking about if you're a part-time agent. And there's some spaces here that are left open for you guys to fill if you want to fill out some more things. Kind of make your own little checklist. Okay. Here we're going to time block our day. All right. And it's good to have a schedule book. I've got a one-week per-page schedule book. I open it up and there's my full week right there in front of me. Next week, I turn the page. There's the next week. So that's what I keep and that's how I keep track of everything. So you need to have your day. You need to kind of have a routine here. Um, and you need to sit down and really time block your day. Okay. And everybody's day is different with different things going on, different stages in your business. You know, I can tell you. Right here, I'm waking up and going to the gym. I wake up. I go straight to the gym. Okay. And I'm there till seven. I'm there for a good two hours. Seven o'clock. Family. Shower. Try to answer a few DMs. Try to read. All right. Eight, eight, 30. I'm going to have that meeting with myself. Really structure my day. If I take 15 minutes to really structure my day, I don't have to think about anything after that. I just execute. Okay. From eight 30 to 12. I'm prospecting. Okay. 12 o'clock. I'm going to start my coaching calls and zoom calls. Okay. And then, you know, later on the afternoon and stuff, I'm going to work on some marketing stuff of that nature, some social media, making some videos. SEO, stuff like that. Maybe have some appointments around three. Okay. And then five o'clock. I'm done. Done. Family time. And that's really the most important part for me, guys, to be honest with you. I mean, why are we in this business? You got in this business for freedom. You got in this business to enjoy life. You didn't get in this business to be stressed out like a lot of you are and, you know, have your life basically shipped away from you. I mean, it's worse now than it was when you're at your nine to five. For a lot of you, snap out of it, man. Take your life back. Take control. You know, run your business. Don't let it run you. You don't have to jump every time somebody says jump. You don't have to jump every time somebody says jump. All right. Agents ask me all the time, Ricky, how do you close 100 deals every single year? The answer is hard work, patience, and a long-term vision and plan in place to execute. I knew that I would be a top agent in my market long before it happened. Just based on the amount of work I was dedicating to the right activities. It took me 15 years to build my database to the point of producing a million dollars a year in gross commissions. And of course, as a single agent, I have very little expenses. Okay, and that's the thing. I'm lean and mean. I don't have a lot of expenses. Now I live off my database. I have built capitalizing on past clients and referrals. Once you build your database up to this point, I refer to this as the motherland for real estate agents. Again, it took me 15 years to get there, but with my help through the zero to diamond program, you can get there within three to five years if you go all in. That is why I created the program so that agents don't have to learn all this information the hard way like I did. In today's high speed world of technology and communication, there's no reason why you can't take your business to levels you never dreamt possible. Okay, the next steps are to go fill out this worksheet, move to the 60 days. Right? Take advantage of the tools, scripts, lead resources section. Get to work. Take it all in. Find the systems that work best for you. Develop yourself. Develop your business and provide the best life for you and your family that you possibly can. My goal every day is to do everything I can to reach my full potential. Reaching full potential is my main priority in life and helps me feel fulfilled and happy. I hope all the tricks and hacks that I share with you in this program help you to the moon and back. Good luck. Please keep going and keep me informed. Never give up as anyone can do this. Cool. Also, just a quick reminder here about the Discord. The Discord is still live and well. We're going to be making our calls together in that Discord. If you're not part of that, it is right there in the program. Or you can just message me for a link to the Zero to Diamond Discord server. We're going to be making our calls there with each other. I'm also going to be ramping the Discord back up and I'm going to be doing events in there. Also, we're going to be doing role-playing. We're going to have scheduled role-play sessions in the Discord so that you guys can, you know, connect there. So, we are going to have a Zero to Diamond app as I explained earlier. That's coming soon. So everything you see on the website will actually be on an app that you can download with Android or iPhone. So that's really exciting stuff. And, yeah, I see some questions about Discord. You can just email me or message me. But it's right there. If you look in the tools, if you look in the tool scripts and lead gen resources, which is the second lesson of the course, it's all right there. You got your Discord. You got the podcast. You've got everything that you need right there. Actually, I can put the, I can put the Discord link right here in the chat for you guys. So you got it. Boom, boom, boom, boom. And there we go. Bam. Okay, you can DM me right here on the Zero to Diamond site. That would be a good place to get me. And I want you guys to post all of your results, like you've been doing in the Facebook group. Go ahead and just post it right here on the Zero to Diamond platform. That way we all see it. Some of the stuff gets lost in the minutia of Facebook. But over here, you know, we're going to see every last little thing. Okay, so that's about it, guys. I can't say how extremely excited I am. If you do want to partake in the one-on-one coaching, be sure to put your application in very soon because we're going to be delegating those agents. We're going to be starting that coaching on the first. We're all going to have your little individual introduction calls before that with your designated Zero to Diamond certified accountability coach. And man, I'm just, I'm kind of speechless of how good the website looks. I know we had a little hiccup with so many people trying to come on today and yesterday, but that'll die down as everybody kind of gets settled in. The website is working great. It's just bogged down just a tad. So if you did put your, I see some comments there. If you did try, just go back to the website and log in with the credentials that you tried to sign up for because it's not giving you like a verification email. It's just allowing you to log in. So you can go back there and log in. And yeah, I'm just excited about this new year. You guys keep crushing it. Please let me know what I can do to help. I'm going to be documenting my journey as I build my team and get into the commercial world. I'm hoping to do some business with you guys. If you are in the commercial world and also I'm getting into mortgages. Of course, you guys are probably seeing a little bit of that. So I'm going to be getting into that business as well. Very excited to build a huge company on that side and just continue to grow as a person and try to become a better and better leader. I'm looking forward to seeing all you guys on the zero to diamond tour. When we come close to you, please come out and see us. I'd love to meet you. Shake hands face to face. It means a lot to me to see you and to hear your stories and everything. It just hits me. I mean, it's literally the gasoline that keeps me going. Alright, so I can't think of any other announcements or anything else to share with you guys today. I think I've said it all. So just keep crushing it. Let me know what I can do to help. And we'll go from there. Let's go, guys. See you soon.