 All right, let's do a role play, right? So you're property owner. Ring, ring, ring. Yep. Hello. Hey, Sean. Hi. Who's this? Hey, Sean, Ricky Caruth here, whatever real estate and whatever area. How are you doing today? I'm good. Cool, man. Me too. I'm enjoying the day. Isn't it gorgeous out there? Yeah, it's pretty nice. How'd you get my number? Oh, I found it online somewhere. Listen, I didn't want to take up too much of your time, but there was a house right around the corner from you that just sold. Just calling to see if there's anything in the world I could do for you today. No, I'm good. Thanks. Cool, cool, cool. Is there an agent that you would work with if you were to do something? No, we've lived here for a while. We're good. Gotcha, man. Cool. Well, listen, I'm sure at some point in the next five or 10 years, let's say, I'm sure you're probably going to buy or sell a piece of real estate, I would imagine, right? Yeah, I suppose. Yeah, I guess. I don't know. Cool. Listen, hey, I'm just here to help. I'd love the opportunity to work with you when that day comes. Would it be hard if I just stayed in touch with you? Sure. Yeah, I guess. Oh, I'm kind of late. What's a good email for you? What's a good email? OK. All right. Cool, is this your cell phone number? Great. Well, listen, man, it's been good to meet you, get to know you for just a sec. If you need anything in the world whatsoever, I'm going to stay in touch with you via email. So I'm just, again, I'm just right down the road, by the way. I'm like right down the road. I'm a phone call away. If you need something, you need help moving a piece of furniture. You give a rick a shout. I'll tell everybody I said, hey, and we will talk to you soon. OK. All right. And then you're just adding that to your database and just trickling them, I guess. Exactly. And so that's kind of a script. I mean, so that's the script. But what ends up happening is you end up relating with something. You find some common ground. And normally you get into conversations that spiral into just different areas of the conversation. But it all kind of comes back to the same place. But yeah, like, and the ones that are kind of standoffish, like you were, doesn't bother me at all. I mean, I'm just like, they're just, they have their block up, kind of like, OK, here you call me. And I'm just here to say, hey, I'm, nope, nope. You know, like, I'm safe. I'm a safe person. I'm not trying to give you to do anything or anything like that. I'm just using your property. This is what I'm doing. I'm using your property as an excuse to see if I can get into a conversation and get to know you. That is it. I have zero expectations if they're going to buy, if they're going to sell. I don't care about any of that whatsoever. Again, the number one reason why people choose a real estate agent is because they had a friend in the business with a great reputation. So I want to be that friend in the business with a great reputation. In a way, it can be that friend in the business, the great reputation, as if I call and talk to them and create that friendship and then have a great reputation. So coach me right now. What would you do tomorrow if you were me? What would you do today right now? Should I get up and leave this conversation right now and go somewhere else? What would you do? I would study my MLS every single day, right? The hot sheet. I would understand the new listings coming in. I would look at closed sales, pinning, expires. I would just glance at that every single day so that I could slowly become a market expert really overnight. Then I want to pick out some subdivisions I really want to zero in on and really learn them from front to back. Go look at all the active listings firsthand, walk through the houses, talk to agents that have sold in those subdivisions and stuff. And then I'm going to call all the owners. I'm going to hit them with everything. Direct mail, social media, phone calls. If I can get into, if I can do some open houses in that subdivision, I'm really going to crush that subdivision and really milk it for everything I can until I've just completely exhausted that subdivision. I'm going to do the same thing to the next one. And then we'll go from subdivision to subdivision to subdivision just absolutely just expanding my footprint. Because I'm going to pick up a few friends in this subdivision, a few friends in that subdivision, a few friends in that subdivision. And I'm going to keep on going until I've got a good 5,000 people in my market that own property that I want to sell that are friends with me. And that'll take me a good five years to do that. But again, I'm not going to sell anyone the dream. This is not the dream. The dream is after you've put that work in for a decade or two that you've got a database big enough to rely on for past client referrals and referrals over referrals. Whereas these people aren't, they're not interviewing three agents. They're calling you. They're calling one agent. And that's the dream to get to that part of your career. But there's so much bearer of entry to get to that part of your career that you might as well not even talk about it. You know what I mean? It's so true. So I would study my MLS every day. I would absolutely crush each subdivision one at a time, studying the history, studying every little thing about it, calling all the owners. So when you say send to the MLS, just so I can kind of get conceptually. What's that information you're trying to glean? I mean, obviously, than the obvious data. I'm going to the hot sheet. You going deeper? You talking about just the general market, the hot sheet and stuff? I'm going to the hot sheet. I'm just looking at new listings, glancing through them, seeing if anything sticks out. When you do this, you're going to see listings that you may have buyers for. And you're like, oh, man, look, this might be good for so-and-so. And you send it to them. Or you're also going to see things come up in subdivisions and condo complexes that you represented a buyer that's already in there, that owns in there. And you're going to say, man, that's cool. Something popped up in there. I'm going to send this to them and check on them, see how he's doing. Reminds you to call certain clients and stuff. But not only that, you become very hands-on with the market. You've kind of got your pulse on the market really closely. And when people start asking you about the market, it's good that you're going to spit stuff off the top of your head. I remember when I was doing this, when I was at the top of my game, like in my market, like in it, people would say, oh, well, what about this building? I'm like, oh, there's four for sale in there, ranging from, I could just sell all the stuff off top of my head because I'm watching the hot sheet every day. I see the listings as they come on. I see the same listings go under contract in a week or two. Then they close at whatever price. When you're looking at that every day, you just subconsciously become one of the major market experts of the area really quickly. So you become this market expert. Then you're dominating each subdivision. You're spending all morning calling on the phone, making calls, having conversations at a very high frequency. And then all afternoon, you're doing your marketing, whether that's written word, SEO, blog, making videos, emails, direct mail, handwritten letters, whatever your marketing strategy is, you're going to implement that in the afternoon. It's real simple stuff, bro. So when you're calling, because I've talked to a couple of people who've done it. And obviously, I'm not afraid of the phones, but that's back when I was selling mortgages and stuff and calling people at dinnertime. When you say banging and clanging in the mornings, like, A, what's a good number? Like, how many people do you call it, too? What are you talking about? Are there like scripts? I mean, we're just going to pretend I'm at ground zero here, because I am, right? So yeah. So all my scripts are on zero to diamond.com. Everything's totally free. You just go there and do it all the same. You're really totally new to me. Like I said, I just kind of stumbled across you. And I was like, I heard, I don't know. I think somebody else who a friend of mine was watching you. And so I kind of was like, OK, I'm going to see what he's watching. So I'll check it out. I've got courses here. I've got tons of courses there. They're all totally free. You can go there and download everything, the scripts, how to get numbers, videos of me making calls, the whole nine yards. But when I'm calling, seeing if it's who I'm supposed to be talking to, right? Like Mr. Johnson, for me at that point, it's time to get after it. Because once I realize that this is the name of the game, how many property owners can I talk to, then game over. And that's what it was. I did this until I was selling 100 properties a year and I didn't care about anything else. So basically your method was just that. You started your morning off just dialing. I want to organize my business at 8 o'clock. I really schedule my day on a legal pad. And then I want to study MLS for a good 15 minutes and really wrap my head around what's happening new in the market from yesterday. And then I want to start thinking about who I'm going to call about 8.30 and really get all my ducks in a row with the numbers and the dialer and scripts and data that I need for the calls. And then by 9 o'clock, I'm dialing 9 to 12. So I don't care how many numbers I dial. What I care about is how many hours I dial. So I may have a three hour session where I call 100 dials and talk to five of them talk to me for 30 minutes apiece. And then the next day I may dial 250 numbers where I had only one person that talked to me for 20 minutes. So I can't dictate day to day how many people are going to pick up, how many people are going to want to talk for a while, good call sessions, bad call. I can't predict that part. So I don't care how many dials I make. What I care is that I was on the phone for those three hours that I dedicated to my business to do for that day. Now, if all of this is on the zero to diamond then. So because I'm kind of clueless to all this. I've got some great people who have mentored me. I know you probably know how EXP works. I've got some great people who have mentored me. The downside, I guess, to my mentors is they've been it just forever and so they've got such a great database. They've got such a network that they're not dialing. They're not even doing social media for that matter. They literally just kind of live in that database that they have and so I'm like, hey, what do I do? And they're like, you're really good at social media. I'm like, that's so great. I guess I don't care because it's good. You get a lot of people who see your face and I think Facebook gave me $31 last month and I'm like, yeah. What you have to do with social media, bro, is you have to engage with other people. So you have to use it like a social media platform, which means you need to look up people that are in your area and follow them, message them, like a comment under their post, try to get them to engage back in the DM or something like that. Have a really clear bio that shows who you are, what you do, where you're at. A lot of real estate agents in their bio, I can't even tell what market they're in. You know what I mean? It just says real estate agent. I'm like, well, where are you? I can't really tell. You need to have it really clear where you are, what you're doing, and that way when they go to your bio, they know exactly who you are and what you're doing. But you need to be engaging and try to create those back and forths and then that could go to the same place, like how are you doing? Enjoying the day, I sell real estate, something I could do for you. Great, you have an agent you might work with. Okay, cool. Can I stay in touch? Great, what's a good email? It's all the same stuff. Right. No, that's awesome. Hey, I appreciate it. I 35 with the top down, could you tell a hater that you're getting like?