 So I think there's going to be some serious changes for the better. That's massive, considering the rates and the prices for first time homebuyers. Why is that? Well, I need you to know that right now it's slow. Yes. But I need you to know that this is going to be extremely temporary and you need to be putting the pieces of the puzzle together in your business. There's this thing that I've been thinking about a lot. And actually, Patrick Bet David and Graham Steffen both did videos on this very recently and actually did a video on the same type of subject back in April, April 10th. I went back and looked at it. And so what I said back in April 10th was that we're in the beginning stages of this reverse housing bubble, right, this reverse housing crash. And what they. Talked about it and it was the same concept, but they were more talking about it on a. Global level, a stock market, entire economy type level. I was just talking about it on the housing and the housing market type stuff. What they talked about was they actually did a couple of case studies between different countries, Germany's in Bobway, Argentina, several others, Germany and all these countries printed a ton of money and it ended up, it ended up really bad for them, but their stock market like, like crushed. Okay. It went up like thousands of percent and it was a reverse housing crash. And it's when you print a ton of money and then interest rates play into it and you have this reverse crash, but it wasn't good overall because even though these countries have this massive, you know, boom in terms of their, you know, stocks and stuff like that, actually compared to the U. S. Dollar, they actually lost value in their stock markets and stuff. It's crazy, but Germany, four of their, you know, their, their notes, whatever you call the Germany currency was worth $1. Okay. Through World War One, by the end of that, because they had to print a lot of money for all that one trillion of their dollars equaled $1. $1 trillion. Okay. In Zimbabwe, they printed a bunch of money and, you know, they were actually lying about how much they were printing for a while. It ended up very badly. $1 trillion of their notes equaled $0.40 in the U.S. Dollar. Argentina, their inflation went up like 142% inflation. That's due to printing money and their average inflation for a couple of years was 200%. Their stock market went up 1600%. So, we've seen all this. That was like overall economy, stock market, stuff like that. What I was talking about back in April is the fact that we have more pence of demand than we've seen in so long. Okay. So, put it in the chat right now for a couple of things. Put a one, if you have buyers, okay, like, okay, put a one if you have more than one, I mean, more than 10 buyers who are waiting on prices to come down. Okay. Put a one in the comments. If you've got more than 10 buyers that are just sitting there, they're chomping at the bits. They really want to buy something, but they're waiting on prices to come down. Okay. And then, you know, put a two, put a two in the comments if you've got sellers, if you've got people that own property and they're in this house, they feel like they're locked into this house. They've been in this house for a couple of years, maybe longer. Maybe they bought it back in 2015 and refinanced it at 3.5% in 2021 and they need a bigger house or they don't like where they are or they want to be on the water or they want to move. Badly, do they want to move? But they can't because they're locked in with their rates and everything else. Put a two if you've got any amount of sellers that are in that situation. Let's kind of gauge where we are here. Okay. Right. You guys realize that that right there is the definition of pent-up demand. It's when people want to do something, but they can't do it. They're dying to do something, but they just feel like they can't. The timing's not right. The market's not right. Prices aren't right. They can't afford it. They're whatever. They just can't, but they really want to. That's pent-up demand and we have more of it than we've seen in a long, long, like decades. Okay. You mix all of that with what I've been sharing with you guys for a while, this 50-year birth chart. Okay. Here's the spike in 1990, 33 years ago. We just found out that the average first-time home buyer, which by the way, first-time home buyers went up from 26% two years ago to 32%. Now, the average is 36% of overall buyers or first-time home buyers. That's been the average since 1980 or 83 or something like that. The percentage has been 36%. It went down to 26, but now it went from 26 to 32. Like it's climbing right back up. We're at a nine-year high when it comes to cash buyers. A third of all the properties sold are new construction, but the first-time home buyers. Can you imagine that first-time home buyers jumped up from 26 to 32% during this 7% to 8% mortgage rate year that we're having? This first-time home buyers made up 32%. That's up from 26%. Okay. But when was this done? Okay. 2023. Oh, you know what this is? This was 7,000 buyers and sellers from like June to June. So it was like a mid-year to mid-year. All right. So it wasn't like a calendar year. So there you go. So the percentage of first-time home buyers jumped up from 26 to 32% with this higher rate. That's massive. That's massive considering the rates and the prices for first-time home buyers. Why is that? I don't know. It's because we have so many damn first-time home buyers. We don't even know it. Like it's just underneath, just underlying demand. It's insane. We've got so much demand. It's not even funny. So Jerome Powell said that, you know, we're going to ease off. We might raise it again if we have to. We're not scared to raise it, but we're going to see what happens. They're kind of putting on the brakes a little bit. Where are they going to go from here? We don't know. We have no earthly clue. But as they continue to put the brakes on, if they continue to put the brakes on and rates come down, dude, you unleash the beast on the underlying demand that's in the market. Dude, it's going to be, if 2024 ends up the way that I think that it's going to end up, right now is, right now is like, we're in 2008. We're in the winter of the down moment in the 10-year cycle. This is like, it's rough. November, December, rough. January hits. It's going to be a whole different ball game, completely different ball game. All right. I just want you to know this because I need you to know that right now it's slow. Yes, but I need you to know that this is going to be extremely temporary. And you need to be putting the pieces of the puzzle together in your business. All right. You guys know home prices have done nothing but go up, up, up and away. All these people talking about it's going to crush. Prices are going to crash. Well, we just said that you guys got 10 or more buyers that are waiting on prices to go down. So prices go down. Guess what? You're going to crush it. Okay. It's going to happen, but if it did, you'd crush it. That's what I'm trying to say about all this stuff, the lawsuit, the market, any little thing. I just, I just had a, I just had a conversation with two agents that agree with the verdict. All right. And I'll tell you what I feel about the lawsuit, the whole thing, right? The trials and all that scam. Take money, grab scam, bullshit scam. The issue at hand with real estate agents and how we are operating and how we're disclosing stuff and how we're paid and all that. I'm in the middle. I feel like this is, I feel like reform to the business model of the, how we operate his industry is going to be massively positive for everybody, agents, consumers. We got to get to a place where everybody's happy. And I feel like there's so much, so many consumers that aren't happy with the way it is. Let's get to where they're happy because like, obviously they want to use our services, right? Let's make it to where everybody's happy. And I think we can get there where we're happy, they're happy, everybody's happy and everybody has representation. And I think that's where we're going. The other thing we talked about was 2030 to 2040, you know, being less real estate agents and operating completely different. Why? Because next generation, when the 16 year olds now are in their early 30s and first time home buyers, what does that look like? Because they've grown up in a completely different technological environment, right? The, you know, the 30-somethings now, the 40-somethings myself, 50s, like, we come from a different world. Like we want that touchy-filly, you know, shake my agent's hand, you know, make sure I'm taking care of type thing. I don't know that the 16 year olds, when they become 35, 45 are going to necessarily care about that as much as we do on a singular basis. So I think there's going to be some serious changes for the better, for the incredibly better. But we know prices as far as the market go. Do well. I've shown you guys this chart before. This is appreciation going back to 2042. You know, I mean, this is yearly. This doesn't mean it didn't dip during the year and end up positive. This is where it ended up December 31 every year from January 1 to December 31. You guys remember back in the 40s, right? A lot of you are around and there was five years of double digit appreciation. Everybody said it's going to crash and burn. I mean, look, look at, let's see, where, where is it at? Prices, mortgage payments, mortgage payments were up 13% year over year. All right. 13% year over year. Last year, last year at the same time, November, I said, you guys better buy, you guys better buy consumers. You better buy. And now mortgage payments are 13% higher than they were this time last year. It was like 2000 something a month. Now it's like three, like everybody was like, oh, this isn't going to age well. Ricky, you're just trying to sell stuff. You're a real estate agent. You just want to buy stuff. I might know I'm trying to help you. It's going to be worse later. How much worse can it get? It's going to crash. People can't afford it. Well, mortgage payments are up 13%. So do you wish you would have bought when I told you to? Everybody said it was going to crash back in the 40s. Didn't crash. Everybody says it was going to crash in the late 70s. Didn't crash. Nobody said it was going to crash in the 2000s. It crashed. That's the thing. When people say it's going to crash, it don't crash. When people don't think it's going to crash, it's going to crash. So remember that. Remember that. When everybody knows it's going to crash, that's when you know it ain't going to crash. Why? Well, there's actually fundamentals that go behind it. When everyone knows it's going to crash and everybody's scared it's going to crash, we still have a hangover from 2008. When everybody thinks or knows it's going to crash, all the big-time investors and stuff, they've got cash on the side of it and they want it to crash, which does what? Makes it not crash. Because the moment it crashes, the moment we see any kind of volatility, they put money in, which does what? That's like these investors. All these institutional and mom, Paul, and small-time investors, they buy little single-family homes and stuff like that, they down like 30-something percent. Investor buying like 30%. What does that mean? Well, those people are sitting on, they're just piling up cash, waiting on prices to come down or waiting on something to happen in the market. There's so much cushion in the market. Piling up prices. Now, just a few little stats here from just recent market data, not to say that it's any way to what we're talking about here, but pending sales rose to the highest level in a year in October. Okay, right here. This is 2020 and 2021, right there. Hey, Ricky. Yo. Hey, man. There's someone who's got their mic on. And how about that? I think I got you guys. All right. So right here, you see this? Like it's inching back up. We're not too far away from pre-pandemic right there. Not too far away. We're way down from this little boom. Not too far away from pre-pandemic. And we're definitely not too far from back here in 16, 15. Okay. Now, a lot of pending sales, but we got record high, you know, people canceling contracts. Okay. So they're going under contract, but they're also dropping. I'm showing you this to help you understand that when you lose a deal, if a contract falls through right now, just know it's happening to everybody. It's happening to everybody. Don't worry about that. Help them do what they need to do. If you're worried about a deal falling through, you're backing up. You're not in a good spot. Like you need volume of people that know who you are, that you're helping buy and sell stuff. Up your volume of people in your database and your sphere, you're not going to worry about deals falling through. You have so many going on. Don't matter. All right. This is prices. Okay. We're positive on the year. It's going to have to drop a lot to get negative. Look at that gap. I think it'll drop a little because it's so slow right now. It's got to be dropping right now as we speak. I know it's dropping. But for it to go negative for the year would be a miracle. All right. House payments. I showed you this. Okay. We got record price drops. Record. Like all time high. The last time we were close was 2020. See, no. What was this? 22. 22. This is when rates went up. 22. All right. So we're right here around where we were when, you know, rates went up about the same time last year or whatever. But we're a little, this is higher. This is a record. 6.7. That's a notable. All right. Now, what I want you to, I've shown you this. A nice visualization of my business from 2008 to 2014. The first year did 100 deals. This is what it looked like visually. The market prices bottomed out in 2012. I maintained my head above water. I was just treading water, busting my ass, barely making it, paycheck to paycheck, wondering how I'm going to pay my taxes. And then the market rebounded and all that work I put in in eight, nine, 10, 11, all that work I put into to get the weekly email in place and load people in there, get it to 1,000, get it to 2,000, get it to 3,000 and just keep building it. That made my business, that my hard work when the market was down, added with the market re-expanding, equalled my business exploding. And I'm telling you, next year, I believe next year is going to be a violent rebound year. Now, if it doesn't happen and I'm wrong, that's okay. It'll happen the year after. And that gives you more time to build up before the rebound. And it'll be even bigger if that happens. I'd actually probably like it if it happened the next year. I just think that the Fed's slowing down on raising rates. We've already seen a big drop in mortgage rates. If you guys have seen that, it went from 8-something. And now it's at 7-3, 7-4. That's a big drop, huge drop. Well, I think it'll inch back up into maybe the over 7.5, something like that. It's going to keep dropping. It's going to do this. But guys, right now, while it's slow, and you're thinking, man, this sucks, this is the opportunity right now. I can't stress this enough. Okay. I got some big stuff coming into Zero to Diamond. I'm redoing the whole platform. I'm going to do a big 2024 business planning session that I do every year. Make sure you're on my tech. You're getting my text messages. All right. 251-312-8844. Make sure you're there getting my message. You can get it alerted on everything that I'm doing as we move forward. Cool. Let's dive into some stories, man. Anybody got a 30 listing challenge story? Let's hear a couple of those. And then we'll move over to communicating scripts and we'll finish out with maybe a little weekly email stuff. I have something. Can you hear me? Yeah. Okay. We've sent out about 300 letters. We have had three callbacks. First appointment is tomorrow and it's probably like, it's a big one. It's like 1.3 to 1.7 million. I'm running a CMA after this call, but so my buyer actually might be interested in it. Yeah. And they are looking, they have expressed interest on, they want to downsize. Yeah. The seller, they want to downsize. Yeah. And he's actually already like added his wife and the group chat and everything. I'm a duo with another girl. So we do a lot of prospecting together. So I guess when we go over there tomorrow, my thought process was to really get them excited about moving to their next place versus focusing on the buyer that I have. Because like chances are it probably won't work out, but I guess is that the approach that you would take, because they expressed that they're all of their kids are in college. I mean, this house is 6,000 square feet. Like, yeah, you have a lot of space. So, so they, so, so they've, they've basically given you like, hold on a second, let me mute everybody. You'll have to unmute. They've basically told you that this is like a, they have high motivation, right? Their kids or whatever and they want to downgrade. Like this is a serious situation. Okay. This is one of those, this is one of those deals right here. This is a deal. All right. So we want to focus on that. Did you, when you talk to them and they kind of told you the motivation, my first question would be, okay, you guys are going to move. Are you already talking to an agent? You know, do you have an agent you're going to work with on that? Do you, you know, blah, blah, blah. I would have went there immediately because I want to know what, I want to know exactly what my position is here so that, so that I can react accordingly. So did you ask that? I did not ask that because I just, yeah. Because sometimes, okay, two things. Number one, and part of the problem with consumers versus agents is consumers don't know as much as we think they know. Okay. And that's part of the big problem with this whole lawsuit and everything is that they don't know as much as we think they know because this is second nature to us. We're professionals. We do this every day. This is like, we're, this is like, we're breathing. Like this is easy stuff. But for consumers, this is complicated stuff. And a lot of them don't even realize like already have an agent. I don't, I don't need to lead this agent on. They don't even realize that they're leading someone on. They just think that, oh, they want to come see the house. They want to think, I mean, in the back of their mind, they're like, well, I'm always going to use Susie. I'm never going to not use Susie, you know, but they didn't say that. You didn't ask that. And now they're like, well, yeah, come take a look at the house. I'm going to sell it. And they're thinking you have a buyer, right? And so, and so all this stuff kind of starts to kind of form together where you may go there. They already have an agent they're loyal to. Well, should it be good to know that going in so that you can kind of know how to kind of frame the situation. You know what I mean? Yeah. And I also feel like some people just always think that they have an agent too, even though they've only talked to them once. So sometimes, yeah, I don't ask that because anyone can say, yeah, I typically like they would. It goes back, Michaela, but it goes back to what I said to John in the very beginning. You have to develop this superpower of reading between the lines. When I ask somebody if they have an agent and like I can, number one, I'm not just going to ask them that and say, OK, Susie, I'm going to say, OK, how long have you done deals with Susie? How long have you known Susie? Like I'm going to ask about their relationship and see what and fill it out. Oh, well, I met her at a party one time and, you know, I don't even really know her. OK, cool. Well, listen, I would love the opportunity to work with you on this deal, you know, myself and represent you on this. Right. Could I interview for that job? I would love to work for you, you know, like reading between the lines. But but also it's like, why don't want to put myself in a position where they say that they have an agent just because they just want to say it to say it. And then it kind of cuts me out of the deal. Well, the thing is, is I need to know. I need to know what the situation is, is their mom, their mom, an agent, right? They're not going to go around their mom. Not going to happen. Their brother, you know, the best friend from high school, the broker that sold them the house two years ago that comes to their Christmas parties every year and sends them gift baskets every month. They're not going to go around those people, right? I need to know that because I'm trying to determine if this is a place I want to invest time. Every single prospect I talk to you guys, I'm trying to collect so much data so that I could compute in my head. What's the ROI on my time spending with this prospect? I'm computing that when I'm talking to them, right? So to each their own with that question, but I want to know everything as I'm going into the situation. I don't want to be called off guard here. Now, you have a buyer, which is great. And all of you that are writing letters, you should be because I saw somebody post in the Facebook group, you know, that they wrote a letter. They talked to a client and then the client says, sure, what's your buyer going to offer? And she's like, I don't really have a buyer. I don't know what to do. I'm like, why don't you just write letters for properties you have a buyer for? Why don't have any buyers? Well, then you're not a real estate agent. You can't walk to Walmart and say, hey, everybody in the store. Attention, everyone. I'm a real estate agent. So anyone here want to buy a nice rental property with great cash flow, any, any takers? Okay, use good sir. Step up and give me your information. You, ma'am, come over here and give me your information. Now I got two buyers from just going grocery shopping. You don't have a buyer. It's like, what? Okay. All right. So back to your situation. Um, yeah. I'm like, are we planning to do like a listing presentation? Like, are we just going to approach it? That's, that's a funny you ask because. Yes, but I don't do a presentation never. I did it like once and it was the weirdest thing I ever did. Yeah. Some people don't. I sometimes, you know what? And like, I was sitting there at the table with the lady. And I was going through this presentation and like, I was clicking through it, telling her all the stuff. And I looked at her while we were going through it. And I could tell she was just like, gosh, damn, let me get out of this situation. This is horrible. And then I afterwards I left and I was like, okay, let me go back to, you know, Ricky for a second. Like if this was my mom or dad, would I do a listing presentation like a full on like PowerPoint or whatever? And I was like, no, I wouldn't. So why am I going to do it for anyone else? I want to treat everyone like they're my mom or dad. Right. That's how I want, I want to treat everyone so special and put them at like the very top of my food chain, you know, the highest, you know, friend or family member, I possibly can. And so I quit. I did it once, never did it again. Um, but yes, I'm walking in there with a blank listing agreement of the end of a nice folder with a Ricky Careuth pen, a $20 gift card to a nice restaurant and all the comps all in a folder. Yep. Okay. That's what that was my plan. And I'm walking in there and I'm saying, guys, this is beautiful. Show me around. Right. And then I'm walking through and as I'm walking through, they may be saying stuff, I may be asking whatever. And through that process, I'm trying to figure out exactly what's going on here. Do I have a shot at listing this? Do they want to go to market? Do they just want to see what my buyer's willing to do? Where are we going with this? Right. If they do list it, if they don't sell it off market, when might they want to put it on the market? Do they have an agent they might work with when that day comes? Right. I'm trying to figure all that out. Then once we go through the tour and I kind of have a good idea of what they want to do and why, then I'm going to sit down with them at the kitchen table or at the couch and go through the comps with them. I'm going to price it right there with them and have them be part of the pricing process. We're in, you know, we're doing this together. We're going through this together and trying to put, trying to make heads or tails of the comps versus this house, you know, and all that. Are you coming up with a place that like your buyer would pay? Like, is the buyer supposed to pay full market price or how is the approach here? Is it like the approach that I take with pricing is what I would list it for. Okay. So what I would list it for. So at this meeting, what you're trying to do, the entire goal is to get an established listing price and commission agreed on. You can't present it to a buyer without those two things, even if it's just verbal from them. If you can get an email or a text message confirming that's great, even verbal is great, whatever. Something from them, some kind of communication with the listing price and commission. Now you've got something because you know when you present it to your buyer, hey, they want $900,000 and they're going to pay if I bring the buyer 3%. And right then, when you're negotiating your commission with the seller, this is how I did it. I would say, listen, okay, $900, here's the comps. This is, okay, you good with that? Yeah, I'm good with that. Okay, cool. Great. So on the commission, let me tell you kind of how I do that in these situations. I normally charge 6% since it's off market here and I could maybe find the buyer. I'll do it for five. So I'll cut you a break there if we can do a quick deal. And I'll tell you what, if for some reason my buyer doesn't move forward with it and we end up going to market with it, I'll just stay at the five for you. Just so, what did I used to say? Just to help you out or something like that. I forget exactly what I said. I had a line. So what happened was, I was like, it made them feel like, wow, he's going to take a percent off to do a quick deal. And then damn, he normally does six if it's on the market on MLS, he does all that stuff. But then if he goes, if his buyer doesn't work out, and we go to market, then he's going to stay at five. Wow. I'm starting to really like this Ricky guy. And then what does that do? It's already setting up the listing now. I'm already, I'm already giving them the expectations that there's a possibility that my buyer is not going to work out and that the next step would be to go to market. And I'm already establishing what the listing price and the commission would be if that were to happen. So now you're in really good shape. Okay. Because you set the expectations with the seller that your buyer may not buy this. They might, they might not. You've given them a discount on the commission either way. And if at that point they're happy with everything, now it's time for you to go present it and talk to your, talk to your buyer about it and see if they want to come look at the house. You go to the buyer. You say, here's what I got. You get their feedback and then you take it to the seller, whether it's now we don't like that. Now it's too much. Now we like this house over here. You tell them whatever it was. You tell the seller, hey, I showed it to them. They said it's a little too high for them. I showed it to them. They said, no, actually we found this other house and we went and looked at it and they made an offer. So that's what they're doing. Or whatever, whatever they say, you go back and tell the seller that's what they said. If they say, oh, that sounds good. Let's go take a look. Okay. When do you want to see it? Okay. Friday? Great. What time? Boom. Call the seller. They want to come look at it. I think we might have something. Let's go. Let's go. No. I'm going to show it Friday at 2 o'clock. Is that okay? Cool. If you guys want to leave for the showing so we can kind of just look, that would be our best situation. If you guys aren't there to kind of let us freely kind of look around, that'd be awesome. Yeah. Yeah. Yeah. Yeah. If you guys aren't here to understand. You know, like these are the kind of conversations you have through the process. And you just play it out as. Smoothly as possible. Well, thank you. Did that help? Yeah. No questions. What? No questions. I feel like I can figure it out. You've got it from here. I'm like Dr. Phil. Well, trial and error. It is. It's got to do it. You know, this whole letter, this whole letter strategy, you get so good at converting those because the sellers call on their first like, oh, bring me a buyer or what your buyer going to pay. And it's like, okay, let me come take a look. And I'll see what he wants to pay. You know what I mean? Like you just get used to the process of how this whole thing lays out, learning motivation. If they have an agent, how it's going to go, price it commission before you present it. You just, when you get this process down, it's a great process. And then here's the thing a lot of you are missing. Call the people that you wrote the letters to. That's what you guys are skipping. I don't, I see a lot of, oh, here's a hundred letters going out. I don't see a lot of, hey, I called the hundred people and talked to 10 of them. They were happy to get the letter. Not interested right now. I got their email. They're going to do business with me in three years. I don't see a lot of those posts. Okay. Calling behind the direct mail increases your conversion by 600%. It goes from 3% to 18. That's 600% increase in conversion. You don't want, you don't want more than, you just want to keep it at three and just minimize it even though you're just twiddling your thumbs at your desk all day. When you could be making the calls to the hundred people in like an hour. That's fine. I don't care if you do this, but I want you to. Hey, Ricky, really quick. What would that script look like? Just like a quick run down. Hey, Montana, how are you doing? Ricky Karuth here, whatever real estate and whatever area. How are you doing today? Oh, I'm doing well. I didn't know we were. Good. Good. Yeah. Me too. I'm just enjoying the days and the gorgeous out there. Yeah, it's beautiful. Cool. Well, listen, I want to take it too much of a time. I actually sent you a letter about your home there, whatever on whatever street. And I've got a prospect that would be interested in buying something on your road. Just calling to see if you got the letter. If you could be interested or kind of what the situation could be there. Yeah, I got it. My wife, my husband and I looked at it and so we're not really interested in this time, but thank you. Cool. Well, let me ask you this before you go. If you were to, when you guys decided to sell later on down the road, five, 10 years, something, is there an agent that you guys already have that, you know, you'd be interested in working with? We actually had an agent that sold us this house, but we possibly might work with him in the future, but we're, we're not 100% married to them. Oh, cool. Yeah. What's his name? I might know him. Derek, Derek Jeter. It's a beast, man. Used to have home runs from way back, but let me tell you though, I'd still love the opportunity to stay in touch with you. Is that okay? Yeah, that's fine. You have my number. So just if you have anyone that's interested, we'll obviously sell it for the right price, but right now we're pretty comfortable. No. Like I said, 15 years down the road, just want to stay in touch. I'll give you one even better. What's your email? Okay. It's 123 at gmail.com. That is super generic. I guess that's like, all right. So, but you see where I go with it? Yeah. It makes it easy so they can't really be like, oh, whoa, whoa, whoa. Like they're already having a conversation with you for them to turn around and backtrack. It's, I don't know. Usually people like that, you don't want to end up doing business with any ways because they're kind of annoying. Yeah. What I'm trying to do is get some immediate rapport. Tell them why I'm calling because of the letter. See what's going on. You don't want to, I'm, I'm waiting for them to tell me they're not interested in something. So I can say, cool, is there an agent you would work with if you were great. I know that agent or great. You don't have an agent, whatever. I'd love the opportunity to stay in touch. Is that okay? Cool. What's a good email? Boom. You're done. Move on. Okay. Perfect. If you can get, if you can get guys into a chit chat situation with these, these prospects, all the better, all the better, the more you can get them talking, the more they're comfortable with you and, you know, the better you become at communicating and extracting data, you're extracting data. And then we didn't know it. Go ahead, Dave. Hey Ricky. Sorry about that. Dave wanted Dave to. Let's go with Dave Marvin. All right. Thank you, sir. Question on when you have a buyer where you're going to take a look at it, writing an offer where it actually works for your buyer. So do you just write that up with like in this, you know, I'm not saying that you represent the buyer only in a representation for the seller. I'm going to represent both sides. I'm representing the seller too. So, and it may be different in where you're at. It's different per state. Some states don't allow due agency in that case, you represent the seller and the briars, the transaction broker, whatever. So you would slide over to represent the seller and you would refer out the buyer that you actually have. Is that that you have the relationship with? Is that what you're saying? We cannot do it. Well, we can't do due agency in Texas. Okay. This is a broker question. I don't know how you guys operate in Texas. That's fair. I was thinking that you would just try to get the whole 5% as the buy side and the seller wouldn't be represented. But listen, yes. Yes. If that's how I have to operate, then yes. The answer is yes. Thank you. Andrew. Hey, so back to where the other lady when you were talking to her about the listing presentation, you said you never do a listing presentation. Yeah. What about in situations where you know you're competing with another big dog in the area? Would you ever make an exception on that? No. Why would I? I'm going to make that big dog look like a child. He comes in there with this kindergarten presentation and it's fancy whatever's. You know what I mean? I might listen. Some of these other agents might come in here with these pre-made packages and weird presentation things to try to wow you and stuff. But I'm digging deep into who they are as a person. You know what I'm saying? So like the thing that separates me is, is I'm talking to them like they're my mom or dad. And I'm like, if you like another agent, please, like that's awesome with me if you go use the other agent. It doesn't matter to me. But if you want like the hardest working guy, that's me. I don't have a presentation, but I could sell your property better and treat you like family. If you get that family experience somewhere else, awesome. I don't know. These aren't the things that actually say, this is just what's running through my mind as you're asking this, right? No, I appreciate it. And on the record, I have said some really wild stuff to sellers. I will say. I've said some really wild things. Nice. I appreciate it. Personally, I've never really had a listening presentation. And as I'm ramping this thing up, I know there's some really big dogs here where I am. And they all have this real fancy stuff going on. But I like your approach and a little bit more question based selling. You know what's funny and why there's so many agents out there because everything works. And so I'm typing this in and start my weekly email dot com. I, you're going to lose listings in those situations to the big dogs. And then later on, they're going to lose some listings to you. It's not like they're going to beat you 10 times out of 10. It's probably going to be five and five. You know what I mean? Or you may even beat them seven out of 10 or whatever. You know what I mean? You're not, if you're doing listening presentations, you love it. You're crushing it. You're getting listings. Keep doing it. It's all about what works for you. But you're going to lose deals to agents like me. And I'm going to lose deals to agents like you. And that's OK. That's, I mean, there's plenty for everyone, guys. Even when the, even when, let's just, let's just call it for what it is. Even when the real estate agent market crashes, right? When technology takes over the Gen Z become 40 years old and blah, blah, blah. And the agents go from 2 million to 500,000. That could happen. That's pretty, that might even be pretty realistic. Do you know how much market share there's going to be per agent? It's going to be ridiculous. You're probably going to be making less per deal, but God, are you going to be doing a bunch of them? And I was talking about this on the conversation I had. You guys need to watch the video I'll post it tomorrow. That I've never really liked the whole tiered commission pitch. I'll do it for five, do this for six. I'll do these extra things for seven. I'll do all this. Which one do you want to do? Well, I never liked that because what I always did was no matter what they paid, I gave them the highest level of service. I included everything regardless if they were paying four, five, six, whatever it was, right? And however, I think in the future, next year even, two, three, four, five, 10 years, whatever, I think that when we get into this world where, and I believe this is where it's going, where the consumers have so many options, they're going to have so many options. There's going to be so many different options, right? With agents and companies and commission splits and marketing campaigns and everything. I think that the tiered commission pitch is actually going to work really great then when all these options come to light because it's going to be like I'll handle just the paperwork and make sure that you're not getting screwed for two, right? I don't leave my office. I just look over the paperwork and make sure you're good and kind of watch the closing for like two. And then for three, I'll do this. For four, I'll do this. For five, I'll do that. I think that's going to be the future of how we actually operate because there's going to be these different tiers of owners and there's going to be owners that say, I don't even want to mess with it. I don't want to touch it. I don't want to deal with buyers. I don't want to see them. I don't want to set up showings. I don't want to deal with anything. I just want you to handle it. Cool. 5%, whatever, 4%, 6%, whatever it's going to be, whatever the market is. And then you have sellers that are like, I'll handle all the showings. You handle the paperwork and stuff. You know what I'm saying? Like I think that's what the world we're going to move into as disclosure and transparency becomes more and more rampant. Go ahead, David. Hey, Ricky, this one's about overpriced listings because I have one myself and I saw that you posted an Instagram broadcast about taking them. Yeah. As a realtor, it's my job to get the home sold. Why? Why is that your job? Well, that's the whole reason they've hired me. Your job is a service to client. You can't make them go to the price that will sell. That's up to them. Right. Your job's not to sell the property. This is where we get really confused as an industry. We don't even know what our job is. And I'm not picking on you. Our job is not to sell the property, ladies and gents. Our job is to help our clients do what they're trying to do. When that property is on the market, we're collecting data now. There's two types of data that we collect as a property hits the market. We're collecting the data within the listing, how many days, how many showings, what the feedback is, et cetera, and the data around the listings, other listings that popped up, listings that were there, what's their showing rate, what's their feedback, how quickly did they go under contract, et cetera. We have inner and external data points once the listing hits the market that we have to pay attention to and report back to our clients. Our job is to report the data to the client, let the client make a decision. We can advise the client on what we would do, what we think, but ultimately it's their decision. That's our job is to help them make decisions not to sell the property. We can't make them go down to the price that it needs to be. That's their call. So that becomes not our job. Gotcha. Gotcha. Thank you, Ricky. Yeah, ma'am. Sean. Yeah. Thanks, I appreciate it. You had just mentioned, you said more of a question for a broker, but I found it to be a really interesting statement that you can represent your seller as a single agent and then have a transactional with a buyer. Yeah. So that would really help. I think a lot of agents who are in the States where dual agency is, you know, a real issue with the buyers though, because now they're not being represented with fiduciary responsibilities and now you can only advise your seller and only basically be the middleman for the buyer. And it really puts them in a bad spot because you're really working for the seller to get them the highest price. You're not trying to help. You're not trying to give hints to the buyer about what you think the seller will do and blah, blah, blah. You know, people do it, right? It's not legal, right? You're not supposed to, but people do operate in that manner. You know, whatever I represented both sides, it was always a dual agency because we allow that here in Alabama. Yeah. And my perspective on my duty in those situations were to make everyone happy. You know, you're happy Mr. Seller with this and the sellers and the buyers are happy with how this happened. Then that's the best I can do that everybody's happy at the end of the day. Right. Okay. Awesome. Thank you very much. John. Hey, Ricky. So. A lot of great information. I'm definitely learning a lot right now. And so I appreciate you guys, you know, all chiming in the, one of the things. So you had an interview with Jordan Cohen, which like really fired me up. Like that was a, that was an incredible interview. And I'm reading his book right now. And some of the stuff in there, like, he talks about, you know, the listing presentation, you know, the way that you can do it in some ways that you can market and whatnot. That's kind of where like me being more aggressive and allowing the weekly email to be kind of more of a passive safety net to like capture people. Cause I agree with you. It's like, you know, if I do the work on the front end. To know what, what's pending, what's active, what's sold. You know, I don't have to worry about if the property is going to sell or not. It's just, you know, a matter of, of when and if we price it So my question is like, you know, I guess I just feel super uncomfortable. Like I'm giving all of this free information away. And so now I'm in my mind, I'm like, okay. Financially, how do I, and I know part of it is getting a part time job, but it's like, how do I survive, you know, feel longer on that way, you know, giving away all this free information doesn't, you know, make me go completely bankrupt. Giving away free information to make you go bankrupt. Can you give me like a one sentence explanation of what you mean by that? Yeah. So you give it away for free. Everything. I mean, like real estate information, weekly email, YouTube videos charging for the weekly email. Is that what you're saying? Like, could you be charging for that? What do you mean? No, no, I'm just, I'm just saying like, you know, staying in the game for the, for the long haul. But I have a pretty, yeah. I get it. I know what you're saying. I missed the question. It's okay. I know, I know what you're talking about. You mentioned it in the past, you know, getting two jobs, working hard, all that stuff. So, yeah, I just, I just have to stop over. Listen, listen, when we get down financially to where we don't have a choice, we got to go get a job. I mean, we have to. There's not, it's either that or living our car. And which I did. That's what happened to me. I literally just got, I, like, so I got foreclosed on some homes and just, and I hung on until I had nothing because everybody said, oh, the market's going to be back in two years. So I hung on and then two years later they're like, oh, it's going to be another two years, another two years. That's how the 2008 thing was. And so I kept paying the mortgages until I couldn't. I literally, all of the cash I had disappeared into mortgages. Then foreclosed and just had nothing and even had to go bankrupt because I had, like, death that I couldn't pay. So I, I can't say, I probably, yeah, I waited too long to get out of real estate and roof houses and get, and work on an oil rig and serve tables. So don't wait too long, right? I was like in denial that this ship was going down and I went down with it. That it's the same thing as if I'm a captain of a ship and it's going down and I'm like, oh, I'm going to bring this thing back up and then it just goes down and takes me under with it. That's what happened when I should have just jumped off the boat a little earlier and I might have been able to handle the impact a little better. But like this part of your journey is going to like define who you are over the next decade. And you're going to be able to look back and tell the story, you know. No, I agree with you. And that's where it's like, you know, finding a balance between being like, like enough pressure to get people moving forward without like losing the sale and not necessarily thinking about the money as much as it is like just being motivated to like get the deal moving forward. Because I mean, I do want to get paid and I know we all do. And it's just finding a way to do it in a healthy way without like, without it being like the constant pressure on my back that just is sitting there. Got it. Yeah. Dude, I've been there, bro. So it's, it's, it's not, um, see, it's got, it's not a, uh, what do you, what do you have? Do you call this? It's, it's, um, it's not like uncommon. I guess it's good. We're like, it, it, I wouldn't be sitting here. We're like, you need to be having like, whenever I lost everything was going to do that. You know how much fun I was having? Like I was, I was like a happy person. I wasn't depressed. I wasn't like, Oh God, I was just working every day. You know, I mean, same, same thing I do now. Just work all day. I mean, like, I'll say this and then let's move over a little, move on a little bit. But part time people that want to go full time and they, they hate their job and they want to go full time so bad in the real estate. I'm like, but if you go, okay, right now, what do you do all day? You wake up, you work your ass off, you go to work, right now, what do you do all day? You wake up, you work your ass off, you go home, go to bed, do it again every day. Right? Okay. When you go full time real estate, what are you going to do every day? And they're like, Oh, okay, wait a minute. I'm going to wake up, work my ass off all day, go home, go to bed, do it again. I was like, okay. So what you're telling me is your life isn't going to change at all. You're telling me that you hate what you're doing so bad that you want to move over to doing the same thing. It's the same thing. So then it comes down to not hating what you do but loving why you do it, whether you're, you know, roofing houses, serving tables, washing dishes, selling real estate, whatever, you're literally living the same life. That's it. So enjoy every single moment because like this moment for you isn't going to last in 10 years, you're going to be a successful real estate agent and you're going to look back and be like, man, you know what? Those were actually some pretty good years when I was learning all that stuff and like going through it. Those are actually more fun than they are now. Damn. I wish I would have enjoyed them during that time. You know? Cool. Does anybody, does anybody need Red X? Put a one in the chat if you need Red X, need a discount for that. Also put a two in a chat if you need, if you need like my email stuff. Okay. So here's the discount for Red X. Red X discount.com right there. And then here is every email I've written. Start my weekly email.com. This is every email that I've written since last November, so a year now I have it. Let's see, is that a correct spelling? Let me see. Start my weekly email and Red X disk. Yeah, that's right. Let's see. Where does it go? All right. Let me, I'll give you this link for Red X. There we go. That's the Red X one and weekly email.com actually goes to this link right here. Oh, shoot. I think something is wrong with that here. I'm actually working on all my domains and stuff right now. There you go. There's the weekly email stuff. So Red X, that's where you get all the property owners, but a bing, but a boom, get expired, go back 10 years worth, circle prospecting, all that, auto dialer. The email, I've got a four week email template system. It makes it so easy. All these CRMs make shit so complicated. I've got four week template. Dill of the month, restaurant of the month, stats of the month, news of the month, just plug and play, put your two cents. Boom. Super easy. Let's talk about some, damn, it's late. Didn't realize that. Let's get into a little bit of maybe, if you guys are having problems like on conversion and communication and stuff, let's kind of go there and then we'll wrap it up. Go ahead, Joe. Can't hear you bro, for anything in the world. Can't hear you. Okay. Can you hear me now? Yeah. Yeah, Rinky. Well, I've been following you for a couple of months. I've been working with a broker there in Florida. We do luxury property. Been working with him for about seven months now. And I'm the one doing the cold calling for him. So doing circle prospecting. The thing that has happened to me recently is that before I used to get like around 10, 15, one time I got 26 emails in one day. Yeah. But like a month, like a month back and now on, I haven't been getting as many as emails as before. So I'm kind of like thinking, is that the way the market it is right now? Or the other thing that I think that has influence is that we're calling the people that I talked to six months ago. Do you think that's something that has to do with it or you're calling people you've already talked to? Yeah, I call them about six months ago. Okay. Yeah. You, you're definitely not going to get emails if you already have their email. And yeah, that's that's what I was thinking, you know, because actually I did get some emails again, but they're repetitive. So what do you think? What's your advice in this case? Because I mean, you know, I, yeah, yeah. He's sending the weekly email every Wednesday. Yeah. And how many people are getting the email? I think right now we have in the database about 5,000 people. We have a 40% people that do open. What are you worried about exactly? Because it sounds like everything's going good. Not getting enough emails or not getting a lot of response. How many, how many you think you're getting right now? Average wise. Yesterday I got five emails. Okay. And that's your low, right? That's on the low side. Yeah. Okay. But I did get a client that they were interested in buying in an area. So I didn't get a buyer yesterday. Joe, if you get five a day for five years, 250 working days a year, that's 6,000 people. Okay. People you talk to, got their email, they're getting the weekly email, right? Yeah. How big do you think your business is going to be at that point? Oh, it's going to grow for sure. It's going to be really, really, really massive. Okay. So if five, and that was just five a day, if five is your worst day, okay? You're just fine, bro. You're going to be just fine. But just keep grinding? Yes. Keep grinding. Got it. You don't really have another choice, right? Get better, right? Continue to sharpen your skills. Don't just get into a rut where you're just doing the same. It's just getting to where your plateaued and you're not really like growing as a conversationalist, as a communicator. Continue to broaden your skills, man. Read some books, like increase your skill level of communication and connection rate. Do you have another script for people that you already talked to? Yeah. A specific one? Yeah. Yeah, you ready? I'm ready. Yeah, this is Joe with... Hey, Joe. It's Ricky Karuth down here, whatever real estate, whatever area. How you doing, man? You remember me? Yeah, I think I do. Yeah. I'm the crazy guy that sends you all the emails, man. I called you about six months ago. How you been? Yeah. Well, you know, I'm not interested in selling, though. Well, I said, how have you been? Not do you want to buy or sell? I've been good. Why are you trying to turn this into a business conversation, Joe? I'm just calling to see how you doing, man. Okay, so... Matter of fact, click. I'm going to hang up on you, bro, because I feel like you're the cold caller now. Saying you don't want to do anything. You know what I mean? Yeah. Dude, I'm calling people as a human being. Not a number, not a deal, not business. I'm trying to see how the fuck they are doing. That's what I want to know desperately. I see now. You see? Yeah. Pretend like they're your mom or dad, and you'll be just fine. Thank you for your advice, Ricky. Appreciate it. Jimmy. Hi, Ricky. How are you doing today? I'm doing great, bro. How are you doing? Doing pretty good. Just sharing one success with the letter campaigns I've been working, getting about 2.5% response rate. So at least I've got about 500 out right now. So successful there. One thing that I've been kind of curious about is having great conversations, being very focused on just building rapport, building relationships up. And sometimes they're like, yeah, stay in touch with me. And I go to, oh, what's a good email address for you? But I don't have any. I just have my phone or something like that. And usually, like I love my weekly email because it keeps people engaged. But should I be probably exploring just kind of having that go out to my text-only based people? Having what go out? Huh? Having what go out? Similar content like my weekly email, because if they don't have an email, there's no way to send it to them is kind of my thought process. Right. Right. And if they tell you they don't have an email, what do you think the situation there is? It's either they don't have it and they're just being kind or maybe it's an older demographic that just might not have it or never use it. If you're calling 50, if you're targeting 55 and up neighborhoods, let's veer away from those. Okay. That's fair. I'm just kidding. When they say they don't have an email address, say, well, I actually drove Pat through your neighborhood the other day and I could have swore I saw an Amazon package on your door. Okay. I see where you're going with that. Just challenge him a little bit. You have to have an email address to do anything in today's world. True. That makes sense. I would say, okay. Well, that's fine. We can stay in touch another way. But have you seen that new Netflix movie? Um, blah, blah, blah. Right. Like just kind of veer away from that. Okay. That's all right. I'll just call you from time to time or whatever before I go. I was going to you remind me of this person on this Netflix show. Have you seen Dada? And they're like, oh, yeah, no, I saw this other Netflix. I'm like, well, how did you log in if you don't have an email address? That's true. Absolutely true. You can't even watch TV without an email address. You can't get packages. You can't watch TV. You can't even. You can't do a lot of stuff. So they're lying, bro. It's the bottom line. Why are they lying? See, this becomes the deeper issue. And that that's fair to where it's like, I thought there was maybe rapport, but maybe it, I think, I think that there is a 10% of the population that probably doesn't have emails. Maybe I saw statistics like eight or 9%, something like that. Maybe that's true. I don't know. That was probably old and maybe I don't know. But let's say that they do have an email because it's probably like a 90% chance they do. And you're getting, if you're getting that a lot, then you have to think some of these people are lying to me. Now, why are they lying to me? Okay. And if they're lying to me and they're, and they're willing to go to the depths of lying to me to avoid giving me their email address to stay in touch, they don't only just not like me a little bit, they hate me. Right? So now I have to dig deeper into, okay, what's going on internally here that I can work on to try to sharpen those skills to where I don't run into that anymore? There's something subliminally going on. I'm not saying this is true for you. I'm speaking in generalities. This could be true for anybody. It may not be for you. It might be for you. I don't know. I'm not there. I don't know. I don't hear the conversations. I don't know what's going on, but I'm telling you what a possibility it could be and what we need to be thinking about because what I want you to do, Jimmy, is it become such a great conversationalist? Did you hear what I said to John the very first? Were you here from the very beginning? Yes. Understanding how to read between the lines and not taking everything at face value with what people are telling you and creating that superpower around that. I'm telling you, it's so liberating to have conversations and kind of have so many of them that you get so good at understanding what's really going on past what they're telling you. And this is part of it right here. This is another good example. You know, so just think about that when you're having your conversations, but. No, I appreciate it. And it's another, it's an angle which I can kind of just pay attention to and just kind of look deeper into it, but I appreciate it all, Ricky. Yeah, man. And if. If you have a text platform. That doesn't require their email address. And you say, well, I'll just text you. I don't know. It depends on what that text platform really is and what it does. Does it say stop at the bottom? You know, and stuff like that. Yeah, I've been I've been using a lot of texting lately and you got to be real careful too. Cause they're really cracking down. Texting is okay. It's a more personal space. In my opinion. Good point. Okay. I've always been okay calling DNC. Okay. DNC is really tough to get in trouble with because there's so much gray area number one and nothing is really these calls really aren't recorded. You don't really know what was said. I don't know if I called conducting a survey or whatever. But with the text message, that's really clear cut. That's like, here's what he said. Here's exact time he said it. It's really no, and there's really strict laws against cold texting texting people that didn't opt in. There's a there that is a place I don't even want to. I'm not even going to venture into that world and try to live in the gray area like I do with DNC. I'm happy to live in the gray area on DNC. But when it comes to text messaging, I'm not even going to flirt with the gray area when it comes to DN when it comes to texting. So anyway, cool. We went way over. Hope you guys got a lot of value out of this. Make sure you get my text messages because I am redoing the entire zero to diamond system. I'm going to do a goal setting session early December is somewhere in there. I'll let you know and hit me on Instagram. If you guys need anything whatsoever and keep crushing it. Love you guys.