 What's up everybody? Welcome to our 2023 business planning session. Man, I tell you what, I don't know what they're in to be fired up about. It is a very exciting time. These are the moments right here that I live for. You know, what the way the market is coming down to the end of the year. Here we go. January 1st. Let's get it guys. So I'm looking at the chat. There's people from all over. We have been to have South Africa in the house, Australia, Canada, all over the US. Welcome. Welcome. Let us know where you're from in the comments there. Man, I just again, I just want to reiterate how extremely excited I am for this next year for you because this is the greatest opportunity that you have seen. If you got in the business in 2011, 12, 13, 14, 15, 16, 17 after the great recession and you've never experienced a market like this. I just want to let you know that this is the moment that you have been waiting for. And as far as recessions go, we've already been in a housing recession. Prices down, transactions down. We're already there. We've been there. So the good news is, if you're still here and you're still in the game, if you're still closing deals, if you're still busy, then your congratulations because you're not only going to make it to the other side, but you're going to be crushing it. As the market rebounds and it rebounds 100% of the time every time, but rebounds from what? Exactly. Nothing. Guys, this is business as usual. We need to pay attention to all these negative headlines and stuff, but it shouldn't affect the way that you're working. You should be working as if nothing is happening right this second. And I want to just say, when you see articles, if you are paying attention, read the body of the articles, every one of these negative headline articles, the body actually says the exact opposite of that headline. It's been very interesting. I want to talk to the solo agents, new agents, and just let you know that this business planning session is for you because I've been a solo agent forever. You guys know my story. I'll share a little bit about it here in a second. But for the team leaders and broker owners, this is for you. Why? Because my mission is to help as many agents increase volume as humanly possible. And that means your agent. So indirectly, I am helping the team leaders, broker owners build their business because I am inspiring. I'm giving their agents tactical actionable items. I'm giving them mindset, philosophy, and I'm showing them that there is a way. And I'm helping them visualize massive domination in their markets. And so this isn't about agent count, building a brokerage, building a team, systems, ISAs, buyer agents, listing agents, stuff like that. This is real estate agents. How to sell real estate? Starting from the bottom, I sent out a worksheet. It's the business planning worksheet, which I hope all of you guys have printed out. If you do not have that, I pinned it at the top. That's a pinned comment on YouTube. Or you can go to zero to diamond.com and go to the 60 day challenge. It's in the very first lesson of the 60 day challenge. And you can go there and print that out. Or if you're filling it out digitally, like I will. So we're going to fill that form out together. I want to know what your goals are. And we're going to calculate how many transactions we need to hit those financial goals. We're going to talk about those goals. We're going to talk about short-term and long-term vision. And we're going to fill this thing out together. That's what we're going to do. All right. So let's see here. I'm going to jump over and share my screen and go through some stuff here. Let me make sure I got everything right here. Let's see. Where we at? Where we at? There we go. Okay. I'm in the game there. I'm just going to share a screen. Boom. Okay, guys. Let's see. I'm going to slide show this. Let's get it, guys. Let's get it. I am excited. All right. So we're going to learn how to master our real estate business today. All right. If you don't know me, this is your first time seeing me. I'm licensed here in Alabama and Florida. I've been licensed since 2002. So going on 21 years, guys. 21 years. I was the number one rematch agent in Alabama in 2014, 17, and 18. Number one agent in all of Baldwin County out of all agents, 2014 to 21, eight straight years. I'll show you proof of that in just a sec. Thousand deals closed as a single agent. That's just between that period of time. That's not counting what I closed before then. Two-time author in 2017, first completely free coach in the industry, speak internationally, which I'm getting bombarded by speaking request right now. Really became big on social media, started doing that six years ago and have helped thousands of agents double and triple their volume without charging them a dime. So today I want to help you develop your 2023 business plan. Okay, that's going to assist every routine, your strategies, and I'm also going to go through some predictions for next year to really be taken with a grain of salt. However, it's good to know kind of what it looks like. I'm hoping to increase your confidence. Confidence is the number one killer. Confidence and impatience. Being impatient and having lack of confidence, you're dead in the water, guys. So I want you to be super confident, not only in yourself, but also the market outlook and the future of the industry. You have to be fully confident in all three of these areas, or your prospects are going to hear it in your voice, and they're not going to want to do business with you because you're throwing some kind of red flag at them and they can't quite put a finger on what it is, but I'll tell you what it is. You don't have confidence in yourself or the market, right? And maybe you're being impatient. You want the deal too soon, so you're not focused on the prospect. You're more focused on trying to close the deal. All these are factors that lead into lack of production, and for a lot of people, it leads them to quit the business. And let me just reiterate something I said on Instagram the other day, which is there's no failure in this business. There's only quitting too soon. Most agents come in and they, it doesn't help me quick enough. It's harder than they thought, and they're actually making great progress, but it's not happening fast enough, and then they quit. Right before they were really about to get going. It's nuts. The opportunities right now in the current market. Now these are the, you know, I've never been big on for sell by owners, but it's an opportunity right now. I want to talk about that today. I want to help you put your investor list together by just adding one question at the end of all of your prospects, your conversations that you're having with the leads and prospects, and also social media this year is going to be massive. So in 2023, we need to create our own markets, right? You don't need to be relying on anything or anyone or anything of the nature. You should be creating your own market and really be the master of your own domain and doubling down on what's working. Meanwhile, getting rid of the things that are not working. That's what you're going to have to do this year to really crush it. Alright, so I wrote the book on this list to last. Okay, but look at the subtitle how to survive every real estate market crash. I took everything that I learned through the 2008 crash, losing everything, going homeless, you know, sleeping on people's couches, eating out of people's refrigerators, roofing houses, working on oil rigs, serving tables, and then fighting my way back into real estate. That was in 2008 when I got back in real estate. So nine years later after I come back and crush it, I write this book. And so this book has a 4.8 out of 5 stars. So this book right here to me is kind of crucial right now. It's literally lays out exactly what's happening and exactly how you need to think going into the new year. So this would be a good read if you're looking for a book right now. Also, join my group text please just text the number here 2513128844 if you're not already on my group text. Alright, and this this is cool. You know, we were making calls last year we try to do calls on discord discord is great. The ZPD discord is great for connecting and asking questions and collaborating and I do events in the discord. You know, every so often, but it wasn't really conducive to making calls in that room in the discord. So zoom is great for making calls and getting together and making calls together. So here we are Shane's zoom room calm Shane novel and has that zoom room open all day every day with loads of agents. It's an incredible community and you guys can go in there and listen to other agents make calls get feedback on your calls hold each other accountable. This this is a really incredible place that's growing into something and I'm really excited about just sharing this with you and giving you the opportunity to go in there if you want. If you need somewhere to make calls need people to make calls with. Here you go Shane's zoom room calm. So zero to diamond calm is the social media platform or free coaching program for real estate agents worldwide. Let me show you what I've done here. I just really quickly to kind of get through the, you know, the additions I've made to the website this year. Of course, this is the members center there's well over 17 almost 18,000 members on this site. It's a social media platform guys you can create a profile and you can follow people they could follow you back you can DM people you can connect with people right here on the platform you can also search ZTD members right here if you have a referral for somewhere. Yeah, you have a referral for Florida. You type it in the search. You could even put in a city. Let's see what happened there. We go boom. You could even put in the city as well. If you wanted to really narrow it down. But it looks like we've got 806 agents in Florida so you can really easily search people in different areas here right on the platform. The news feed right here. This is where you post taking a second to low probably because I'm live streaming as well but right here is where you can post like comment. All that good stuff right here. People are posting their weekly emails. YouTube videos listings collaborating with everyone. Okay, then you've got groups you can go in here and create your own group so there's groups in different areas. There's there's groups with people just sharing their weekly emails. YouTube stuff California agents. You can create a grouper or you know join a group join as many groups as you want. Then we have the events page that shows all the events I'm going to be at right now. I have Vegas I'll be in Vegas in January 9th through 11th with Ryan Pineda and I'll be in Long Island with Joe Sonona January 19th. And then I'm doing an all day workshop in Gulf Shores February 10th. That's all right there on the events tab. And then right here is going to be where you see the additions I've made to the courses. So when you click on courses there used to be only a 60 day challenge there taking a second to low. But now you're going to see different courses. In addition to the 60 days you're going to see circle prospecting weekly email social media. So I added social media and I got pretty detailed on social media and refresh. I got I got pretty detailed with social media for you guys I created a little course for you with a couple videos. Let's see having a hard time loading. But when you go to courses you'll see there's multitude of courses now there's about 10 8 or 10 where now you don't have to go to the 60 days and scroll down to make a weekly email or do expires. You've got the different courses right there and easy to get to with everything that you need. I did a course for new agents. Here we go. Circle prospecting course crush it on social media course new agents course 60 day challenge my scripts. I made a course just for my script so they were easy to find you just go to courses and bam get the script start your weekly email. A two day cold calling tutorial where I screen shared red X and did circle prospecting one day expires the next showed you exactly how to do it and of course the expired course. I'm going to add more courses here I'm going to add real estate investing and so on and so forth so I can add as many courses as I want here. Okay so those are the new additions to. Oh, let me get through here. All right. Could the mission for zero diamond to reduce the failure rate in the real estate industry one agent at a time. Now I want to go through this this is this is important. Okay, our zero diamond realtor affirmations. So I really want these to sink in these have been the ideas from day one that started zero diamond. Now listen to the first one closings happen every day forever regardless of market conditions. Okay. Let that sink in for that closings happen every day forever. So no matter what the market does regardless of market conditions closings are going to happen every day. So what do you ever have to be worried about nothing you get out there and work you grind. That's what you do. Real estate to win win the only time that you lose is when you quit. That's it. You didn't fail. You quit. Once somebody says, Oh, I didn't make it. I failed. No, you didn't. You quit. You gave up. You were doing great. You just didn't realize it wasn't happening fast enough for your impatient. You can't control the results only focus on the actions. I can't control. We'll talk about this when we make our yearly goals. I want to put a little bit of weight on what that yearly goal is for me. I want to close 100 deals. Okay. Don't put so much weight on that though. Put more weight on our daily actions. What we're trying to accomplish daily. Okay. Outwork every agent in your market. Okay. Losing deals gives you future time back. Every time you lose a deal when somebody goes and use another agent congratulate them. They'll come back to you and use you later and realize you don't have to spend any more time on them right now. You can take that future time and go do five more deals. You can multiply your business like this. I used to take one lost deal and turn it into five deals that I closed. I multiply my business by losing deals. Hello. Business is 100% unlimited forever. Therefore competition doesn't exist. And the more time I waste on people the more money I make. A lot of people say I don't waste my time on this buyer or doing this or list this overpriced listing. The more time I wasted a.k.a. invested. I use the word waste because I want it to relate to the people who think they're wasting time. But really what it should say is the more time I invest in people the more money I make. And the last one is really the punchline to the whole thing is to always put relationships over transactions every single time. So seven out of 10 agents get more listings and close more deals that went through the program. 7% have better time management 75% read more 98.8% enjoying being a real estate agent more look at these stats seven out of 10 get more listings close more deals. This program is free. Ladies and gentlemen, it has been from day one day two. But look at this last stat point 0000047% found their significant other on ZTD. Yeah, right here, Ricky. I've got 30 active listings under contracts and coming soon right now after 12 months of your method. And I'm at the love of my life through ZTD. Will you marry us? Thank you, brother. I said, are you kidding me, bro? Are you guys engaged? He said, I'm dead serious man. Not yet. But soon we met six months ago through ZTD. I said, yeah, I'll marry you. So you guys know what I went out and did. Bam. Married him right there on the spot. It was a beautiful ceremony. They were a lovely couple. They didn't want their faces to be shown on the webinar today. But and the haters are going to say this is fake. But that's us. Cool. So here's just a couple agents that have crushed it. Semi messages and stuff from this young lady. Milan Ashley down in she's a KW commercial in California. She picked up a $40 million listing using my script, which also turned into a $650,000, $650,000 listing. She messaged me all the time with new listings. She's getting Brandy Marshall from selling sunset. She picked up a $6.5 million listing using my script. Hello. I credit my real estate success to your advice. I'm a third year in and sold over $12 million this year so far. Couldn't have done it without you. This guy said he used my listing presentation, followed my listing presentation video, and got a listing a week ago, went live, and sold it. So you guys know I get hundreds of these messages like this every week, and it humbles me down to the core. But I wanted to share a couple of them with you just so you kind of get a glimpse of the messages I get daily from you guys. And I'm speechless. Absolutely speechless. This is a screenshot of this out of my MLS today. If you look at the date range, it is January 1, 2014, to the end of last year, to the end of 2021. So eight years in a row here. This is just all the volume for all eight years in our entire MLS. And you see where I'm at, number one. The top one there is non-member. That's people that weren't members of MLS. So right here, number one, me. Then number two, you have this team, which is about 20 agents. Number three there is Bob Schell. He's like a legend around here. And you have all these other incredible agents here. But you see I maintained this spot for eight years in a row. Number one in my market. So just wanted to, I know you guys hear me say that a lot, but I wanted to actually show you that I was literally the highest producing agent in my entire market eight years in a row. Now I've coached several other agents who became the top agents in their market. Nadine Blakely in Virginia. She, last year she broke the record for the most volume in her entire MLS for the year. And this year she broke that record. She's number one in her entire MLS two years in a row and broke the historic record both years. She's a message to me all the time. And, you know, we go back and forth, but she follows my program. Colin, he's the number one rematch agent in Mississippi. This guy is a single agent, sells 100 deals a year. He said Ricky was the only coach who consistently closed 100 deals a year as a single agent. And his philosophy gave me the path to do the same. This is one of my dear friends here, you know, through coaching and everything. This is a guy that took zero to diamond and boom. Now he's the number one rematch agent in Mississippi, closes 100 deals a year. Rachel Warrell in Panama City, top five in the state of Florida. Shane Noblin and Dan O'Connell, they both individually hit 100 deals within their first 20 months in the business. Both of them avid zero to diamond followers from day one, followed it to a tee, sold 100 deals in their first 20 months in the business. Two single agents right here, Sean Getty and Ben Calgary, closed $65 million in his second year in the business, all organically on social media. So I share some of these tips that he used in the social media part, the social media course on the platform there. But he's been following me in the zero to diamond principles from day one in the business. He's a person. She went from 150,000 a year to 650, the very next year following zero to diamond. She eventually did 800,000 a year after that, and she closes over 100 deals a year. So, and there's so many stories, guys, over and over and over again. There's so many stories of agents who are closing 100 deals a year, you know, top 10. I talked to three or four agents today in my MLS, and they're all in the 50, I'm in the 15 range. I'm in the 10 to 20 range in my MLS. They'll be in the top 10, they'll be in the top five, and some of those agents will be number one over the next couple of years. All started with zero to diamond. So this is something I want to share with you, is that all these agents I've coached to be number one. I've been number one in my market. I'm literally want to take you through the entire process of becoming number one in your market. And so what I'm doing is all day workshop. I'm doing an all day workshop in Gulf Shores, Alabama. This is going to be February 10th. It's limited to 100 seats, and I've already sold half of those seats. It's an all day interactive. Breakfast and lunch is included, and it's optional if you want to lift weights with me at five o'clock, and then also a beach run at six o'clock. So I want to spend the entire day with you. And I want to sit down and go through my entire process and really break everything down because hanging out for an hour, doing a 2020 business planning or doing an hour long webinar on weekly email or circle prospecting or doing a Q&A or something like that. I can't really get into the finer details of every little thing, whereas I break down the exact formula I use to get to be the top agent in the market. I break down everything with communication, prospecting, weekly email, social media. And I'm even going to take some time during the day to literally break down how I build Zero to Diamond and build my presence online and build my personal brand to the point that now I can literally go anywhere and draw 500 to 1,000 agents. And I'm getting requests to speak daily. I want to share all this stuff with you guys. So if you're interested in that, workshopwithricky.com also put a link in the description. But this is what Gulf Shores looks like. You can make a vacation out of this. Come down and see me. I want to hang out and share everything I can with you and make it super worth your time. I've sold units in all these buildings. I've specialized in Gulf front condos. So jump on that if you're interested before tickets sell out. So let's talk about the market. Back in April, 2020, when we were locked on our house, I posted this video. Now we were locked in, if you remember. The economy hadn't opened yet. And I said, real estate is going to surge when the economy opens. Why did I think that? I didn't know that. Nobody knows anything. They think it and they try to predict it. But why did I think that? I thought it because I've seen so many cycles in my 20 years. And I realized how transactions drop 20% during that time. And I said, that equals pinned up demand. And I said, when this thing opens back up, all that pinned up demand is going to explode the market. Now I didn't think that. I didn't realize that, you know, the government printing money and doing the stimulus and everything that's happened since then. I didn't realize that surge was going to happen like that for two years. But I knew that we were going to have a surge. Earlier this year when rates were at 3.5%, I made a video prepared for the upcoming housing crash. It wasn't like hard to see what was happening here. As hot as the market was with raising rates. I also did a video while we're going to lose so many real estate agents than we ever have before. And we are. We're going to lose a lot of real estate agents who haven't even, they're not even in the game. They haven't even showed a property. They got their license and they just, they haven't done anything, right? NAR sent out, did that show that data where, you know, what was it? Half the agents haven't even sold a single property, like 800,000, something like that. So what I want you to know is here's my next prediction. 2023 is going to be absolutely insane. And what I think is going to happen is, I think springtime we're going to see a massive rush. I think springtime is going to be the time. Now between now and spring is going to be incredible as well. I want you to understand that. But I do want you to kind of understand what I think and that is springtime is going to be incredible when the weather starts warming up. Here's kind of where we're ending up for the year around five million transactions on existing homes. Price is slightly up year over year. Redfin has us at about 3% over last year right now as we speak. So we'll probably end up around somewhere there. I think prices have leveled out for the moment. So maybe we end up 2%, 3%, something like that, higher than last year. We'll see how it ends December 31. But look at these predictions, which again, to be taken with a grain of salt because nobody knows. And all these entities that predict at the end of the following year that they predict, they're always off. So keep that in mind as you're looking at all this. When you look at this, think, OK, that's cool. That's cool to know that that might happen. But it doesn't affect what I'm going to do day to day. I'm going to go out here and talk to as many people as I can to create a relationship, see what I can do to help them, add them to my database, do weekly emails and social media. And I'm going to keep trucking. I don't care what people say is going to happen. I know what's going to happen. For me, I'm going to go out here and work, and I'm going to be super successful. That's what winners say, ladies and gentlemen. So when you look at this, Fannie Mae has prices down 2%. Transactions at 3.9 million next year. That's the darkest prediction in terms of number of transactions. National Association of Realtors has prices up 1% and 4.6 million transactions. The Mortgage Bankers Association has prices down 2%. 4.7 million transactions. And Redfin has prices down 4% and 4.3 million transactions. So when you look at these numbers here, hey, you average them all out and say, that's probably what's going to happen. It's going to be incredible next year, guys. The historical average is right there around 5 million. 2008 was 4 million. That was the worst year in terms of transactions. We're going to be somewhere in the middle there. 4.5 to 5 is what I think. But let me reiterate, it doesn't matter what it does. We're going to go out there and work just like we would if there were 6 million transactions. Go work as hard as you can. Don't focus on the results. Remember, focus on your actions. And if you focus on your actions and work as hard as you can, then the highest amount of results will happen. And that's going to be your full potential. That's all you could have done. If you put in the maximum amount of effort, whatever the results are, that is going to be your maximum amount of results. All I can say is that you're going to be living good. You're going to be making plenty of money, and you're going to be doing just fine if you go out there and work. Now, if you look at... Go back here. Now, look at this for a second. Number of transactions, but prices. They've all got prices pretty much flat, right? Pretty much flat. Now, what does that tell us? Well, look at this. Now, the blue represents the housing gains since March of 2020, right when the pandemic started. So from March 2020 to now, we've still got this much gains. This chart shows 38.3% gains. And since the market has come down, we've only lost 3% of those gains. So let's say that this is going based on the data from, say, a couple months ago and say it's a little worse now. Let's say we've lost 10% of the gains, right? Let's say we've lost 10% of the gains and we're still up 30% from pre-pandemic. Well, look at all the predictions. Even Fannie Mae, who had the bleakest prediction of 3.9 million, they've all got prices pretty flat, which means what? We're still going to remain incredibly higher than we did pre-pandemic, equity-wise, price-wise, which means what? It means that we're not going to see a wave of foreclosures. Prices have to come way down. When you see short sales, that's because the property is worth way less than what they owe. That's what short sales are. You're selling it short of what they owe on it and the bank agrees to it. But when they've got equity, so I read the article from, who was it from? Realtor.com. And the delinquent properties right now, they're doing delinquency, and 93% of them have equity in their property. There's $29 billion worth of equity in the country right now. And prices are going to remain flat, so you mean everybody's going to basically keep that equity in place, and now they have options? Because if you're delinquent, the reason why there was a surge in delinquencies is because the foreclosure moratoriums that held back for the past year and a half, it's all coming to a head now. That's what that is. And those owners have options. They can refinance, they can sell it and make money, and they can rent the property out for an ungodful amount. So we're in such a solid, incredibly strong market right now. It's not even funny. It's not even funny, guys. The amount of transactions, the amount of equity, the amount of the position that we are in, now as interest rates fluctuate up and down, maybe they go up into the eights and nines and come back down. We don't know what they're going to do, but we're just going to play the game. We're going to play the game, right? And everything is going to work out on our favor because we make a commission regardless of the price. All we need are transactions, and we know transactions are going to happen every day of our life, no matter what. Here are a few more predictions from Redfin that I thought were interesting and wanted to share with you. Prices will post their first year-over-year decline in a decade, but the U.S. will avoid a wave of foreclosures. Why do you think that they're saying that? It's because they know that, since prices are going to be pretty flat, sure they might be down a little, but they're going to be basically flat. There's so much equity out there, right? Another problem with the foreclosure theory that there's going to be a huge wave is inventory. Inventory is what is going to keep prices up. It's supply and demand. You follow along with me here, guys. Rents will fall, and many Gen Zers and young millennials will continue to rent indefinitely, and I believe that. That's why we're going to see a lot of builders go to start building multifamily projects. Instead of building single-family to sell, they're going to build multifamily to keep. That's what you're going to see builders start doing is building single-family and multifamily and apartments to keep, because that's what the market is telling us here. It's going to happen, and some of these Gen Zers will go out and buy as well. Then as they rent for five to 10 years, eventually they're going to want to buy. It's a cycle, and it's always in our favor as the real estate agents and investors. It's always in our favor. Investor activity will bottom out in the spring, then rebound. Now listen to that one. What did I tell you guys? Springtime, we're going to see a rush. What are they saying here? Investor activity will bottom out in the spring and then rebound. We're going to see a rush in the spring, and I want you guys to stack your list of investors, which I'm going to get into. Buyer agents commissions will rise. You hear that? Buyer agent commissions will rise slightly as fewer agents broker fewer deals at lower prices. Now that, ladies and gentlemen, is an interesting statement that I fully agree with, and I mentioned this like a year ago when there were all these articles about commissions getting crunched. I was saying, yeah, they're getting crunched because prices are going up so high, and it's so easy, you list it, and you don't have to advertise it. It sells in a day for 50,000 more. Of course, the seller is going to negotiate with you and squeeze you down on your commission. Of course, but this is what I said a year ago when I made that video. As the market switches around and there's going to be more work that goes into getting a listing, advertising, and it's going to take 60 days to sell and all that, we're going to see those commissions come back up a little bit. It cycles, guys, it cycles. This is where we were on the historical average last year. This year, we're right there with the historical average. Nothing. And listen, this is what's interesting about this chart. Look at 2012, 13, 14. This is where we're going to be this year in 2023. We're going to be right here between 2012 and 2014. We're going to be somewhere in that range. Let me tell you something. I was selling property in 2012, and 2012 was an amazing year. That was the year of the rebound. That was the first year we saw appreciation in the market. 2013, amazing. 14, amazing year. 14 was the year I sold 100 properties. 14 was the first year I sold 100 properties. I'm telling you, 2012 was crazy good, and that looks a little, that looks about where we're going to be possibly next year, depending on what rates do and all this stuff. But again, guys, let me reiterate. Doesn't matter. Doesn't matter. We're going to go out there and work hard. That's what it's all about. Everybody's seen this chart about 15 times, haven't you? Agents made 25 billion more than they made in 2019. People are sitting around complaining. Meanwhile, we made 25 billion more dollars. Next year is going to be just as good. So sit tight. You guys are so blessed to be in this business. It's not even funny. And remember, the market always surges back 110% of the time. Surges every time. Not some of the time every time. Now, this is interesting. If you haven't seen this, this is a chart I made of my business as the trend. This is, and I told you, 12 was that first year where it kind of bottom balance started coming back up. This is prices. The red bars is prices in my market as it rebounded. And you see my business is the blue bars kind of just maintain my market share, maintain, maintain, working, grinding, trying, helping, selling, and then what? As the market rebounded, my business exploded. And that 14, 2014 was the first year I did 100 deals. And of course, if you don't know the story, I did 100 deals every year since till last year. Eight years in a row. Single agent, one assistant. Now, the reason why I sold 100 properties in 14 and every year after is because of what I did during 2008, 9, 10, 11, 12. Everything I did right then was the reason why I did 100 deals in 2014. This is your moment to take advantage of your, this is your 2008. This is your 2008. In 2008, I made $80,000. And the year before, I made $40,000 working on an oil rig. And I said, man, I made twice as much money as I made working on an oil rig doing what I love to do, selling real estate. 2009, I made $100,000. I said, we doggies. The next year, I made 150. And that was during the year of the oil spill. And we had a mini recession. And I took everything I learned, everything I'm sharing with you, everything I wrote in the book, everything is zero to diamond. And I made 50% more money during a mini recession when everybody was scared to death. Because I said, oh, great. Same thing I'm saying now. Oh, great. The market's crashing. Great. This is what we need. This is what we want. This is what we've been waiting for. Please, guys, I'm begging you. I'm begging you here to please understand this opportunity and even if you're a new agent trying to figure this thing out, don't stop. Keep working baby steps every day, every day. All right. Let's go through the worksheet together. Let's see what I'm going to check the comments while you guys are pulling up your worksheet. I don't see nothing crazy in the comments. I'll take a few questions at the end if you have any. And I see Rock and Rolla says mortgage rates in 2012 and 13 were about 4%. Now we're way above that. It doesn't matter, guy. Lady, whoever Rock and Rolla is, it doesn't matter. If you're going to make that an excuse, then you have a complete wrong percept. You're not thinking clearly. You're not looking at just simple math that closings happen every day and our job is to create relationships. The rates going up and down create situations where people have to do or need to do or want to do things. Closings are going to continue to happen. All this market stuff means nothing to your business. All right. Let's go through this. Hope you guys have this printed out. I pinned it at the top of the comments on YouTube and it's in the 60-day challenge, very first lesson there. This just kind of goes through my story a little bit. All right. But this is the first page. I want you to start working on. Here we go. I want you to put your profit goal here. This is going to be what you make after your business expenses. Pre-tax. It's going to be after your business expenses. Let's see. Bam, bam, bam. All right. I'm going to go with my million dollars. And so what's cool about this sheet is you can print just this sheet out right here that has your profit goal for the year and it's got my affirmations here. Same ones that I went through in the beginning. You can print this sheet out and post it right on your wall. Boom. It's right there. So put your profit goal for the year right there. All right. And these are the same affirmations as earlier. Now, let's really talk about this. Identifying your why. Listen, it's really important to take this serious because you're basically feeding your subconscious here. You might think, oh, I don't have to. I know I'm in the business to help people or blah, blah, blah. I know where I'm going to see myself in three to five years and my short-term goals. I already know all that stuff. Yeah. Sure you know it, but you need to write it down and you need to look at it every day because you're feeding your subconscious. Here's the problem, ladies and gentlemen, is that there's so much negativity out there, not only in the media, but also in your peers. Your peers, when you have goals, your peers don't believe you can hit your goals and they're going to try to hold you back from hitting your goals and that beats down on your subconscious. You need some positive reinforcement in your subconscious of what you're working towards. That keeps you on track and it's good to revisit stuff, you know, like why am I in this business? Heck, I got in the business. I was a dropout. I was a college dropout. I didn't know what I wanted to do. I took the real estate course. I didn't know if I wanted to do that. I came back home. I roofed houses with my dad for about a week and I said, I'm going to do real estate. I'm not going to do this roofing thing all my life. I need to go with this opportunity. I went, took the test, I got my license and my thought was first time home buyers. I want to help first time home buyers, you know, and what happened was I worked with some first time home buyers and then I got caught up into a whirlwind of money. You know, the market exploded. We have beachfront condos. I got into selling beachfront condos and it was a very cold, just, just money. The clients didn't care about me. They just wanted to make their money and run. I didn't care about them. I just wanted to make my money and run. And I got, I lost sight of why I got in this business was to help people. And it's good for me to revisit my roots right there and to remember and to think about where I came from. So I'm going to put helping people for the sake of time because I don't want to type all that out, but, but I'm just being transparent with you about, about me and the things I think about. Okay, where do you see yourself in three to five years? I did this with my team the other day. But on Mars with Elon. I say that in a figurative type manner just to be funny. But the truth is, is, you know, I never thought it would be where I am five years ago. And my job is to help as many people as I can on this planet before I go. And at the rate that I'm going, I don't know where I'll be in the next five years. It's going to be somewhere crazy because I couldn't, I couldn't believe where I came in the last five years. But I do have specific goals there which I can share with you on the long-term goals thing here. What are your short-term goals? All right. So this is interesting here. Let's talk about it, right? Short-term goals. Let's just say daily, right? I don't care what the market's doing. I'm going to talk to 10 people in my market every day and make five new friends, send a weekly email to on the same day of the week, forever, along with brushing social media. That's it. That's my short-term goal. Okay? I know that if I do that one, that's just one sentence. It's so simple and it is literally all you need right there. You talk to 10 people in your market every day. You make five new friends, send a weekly email on the same day of the week, forever, along with just crushing it on social media. What else are we doing here? What else do you got? Nothing. You can't tell me nothing. Long-term goals. I wrote this up the other day because actually, let me find it. I got the slide edge. I wrote it down in chapter number 16 of the slide edge. You want to see it? I wrote it down in chapter number 7, figure a month, passive income. Two was create my own document. Number three, let's see, three was take my family anywhere we want. was write a third book number five was hit a million YouTube subs that's just mine I'm just I'm literally filling this out with you guys cool alright so it's good to revisit that every once in a while let's move down here to the calculation to see how many transactions we need to hit so we're we need these four things before we can do this we need our desired profit which I had a million dollars you need your budgeted expenses which me is around 200,000 a year so you take your monthly expenses multiply times 12 boom you get your budgeted expenses your average commission rate minus about two and a half percent sometimes we get three sometimes we get you know less than two and a half it's probably more than two and a half I'm going to go with two and a half it's pretty much what we get on every deal two and a half get three here and there get two here and there no two and a half and then on my average sales price of my market is 550,000 right now for a beachfront condo so now that we have these four pieces of data here now we can get into the transaction benchmark calculator so we bring our desired profit down a million we bring our budgeted expenses down 200,000 so we're going to add those two together to get the revenue needed so for me to for me to net and profit a million dollars I'm going to have to do 1.2 million because of my expenses okay now we bring that revenue needed down that's the 1.2 right the average commission is the 2.5 percent and then what we're going to do is divide so I'm going to take 1.2 I'm going to divide by 0.025 and that's going to bring me to 48 million that I have to close next year to hit that goal so you see how we came up with that take the total revenue needed divided by the average commission rate in your market if you're in New York it's probably lower than two and a half you know if you're in some of these markets Phoenix you know I don't know what the average commission is for all the different markets but whatever it is that's how you're going to calculate the volume needed now we're going to bring the volume needed down to figure out how many transactions got hit so we've got the volume needed we're going to divide that by the average price in our market so I'm going to divide by 550 and that's going to give me 88 deals so for me to go out there and profit a million dollars pre-tax I got $200,000 worth of expenses they're going to make 1.2 2.5 percent commission I got to sell 48 million dollars worth my average price is 550 so I got to do 88 deals to hit those numbers so now I know how many transactions I got to hit to make to hit those numbers now this is great it's good to know it's good to see it's good to look at again if I put maximum amount of effort and I go sell 120 units awesome if I get close to 88 I'm not going to quit working because I'm hitting my goal I'm going to always put forth the maximum amount of effort if I put forth the maximum amount of effort and I come in at 53 I'm just as happy because I wasn't putting so much weight on this transaction goal my weight is on my daily actions let me repeat it it's right here this this should be your daily go talk to 10 people in your market make five new friends to send a weekly email to on the same day of the week forever along with crushing social media that's it it's pretty good stuff this is a daily checklist if you want one you can print this out use it every day check off you know work out listen to something motivational read meeting with yourself prioritize your business prospect follow up social media stay hydrated post results boom I want you guys to post your results somewhere either on the zero to diamond discord the zero to diamond platform itself or in the zero to diamond facebook group okay post your results somewhere have a place that you go to and you post your results the weekly goals are the weekly email you want to go live on social at least once a week a nine hours minimum of prospecting okay and then you can add things to that now let's let's do our uh let's let's let's time block our day let me check the comments real quick to see if we got anything anything popping oh we almost got 500 viewers at one time that's exciting if you're just tuning in welcome we're just going through our 2023 business planning session here um if you are just tuning in you can rewatch this on the same link when we're done it'll be right here for you guys to watch and and share this with as many agents as you can um that that need this motivation structure um and let me know what I could do to help there's something I could do to help you guys help your agents all right I'm going to work through this with you guys and show you my schedule so I'm going to wake up and I'm going to read read and answer DMs that's my morning every morning wake up 4 30 5 o'clock I read 10 pages of a book and then I answer my DMs six o'clock jim with dad he's there every day six o'clock every day you don't miss go there and lift then I come home and I jog two miles and then I shower okay eight o'clock I'm working work I'm gonna have that meeting with myself meeting with me prioritize everything I got going on eight o'clock I'm gonna figure out who I'm calling by nine I am dialing and I'm on dial all the way to lunch all the way three hours four o'clock I'm gonna hit lunch now this morning here super structured it's the same every morning the only thing that throws me off is I have to show property or something or whatever but I'm not gonna let that throw me off the next day I'm gonna keep this routine right here super structured now after lunch it can be whatever but this is gonna be your marketing I'm just showing you mine you guys can structure whatever time block you want marketing and social media you know I'm gonna be you know engaging you guys need to watch the you guys need to watch the social media video I did in the social media course crush it with social media on the zero diamond platform so that you can you can really grasp what I'm talking about here with with engaging and everything that you need to do to produce some organic leads on social engaging with people in my market okay posting I'm gonna brainstorm I'm gonna film I make videos I'm gonna create contents I'm gonna write blogs I'm going to do handwritten letters I'm gonna do research on the market and one thing I want everyone to do and I want you to do it over here during this eight o'clock session I want you to hit the MLS hot sheet 15 minutes all right I want you to hit that MLS hot sheet for 15 minutes um I want you to I want you to look at the I want you to look at the new listings the the closings of last 24 hours the pendings the expires the withdrawals the canceled all that stuff just glance through all that and when properties stick out to you go deeper with it you know try to um learn more about it what who the agent is how long it's been for sale how long it took to go under contract learn more about the subdivisions and everything you're gonna start to see subdivisions you're calling or that you're hitting or that you show property you're gonna start paying attention to certain subdivisions and streets and you're gonna see things happening you're gonna become an expert within a matter of weeks because you have your finger on the pulse of the market and it's just gonna just gonna naturally subconsciously come out of you when you're talking to prospects that you know of this house that went on the market it went under contract in a day and that this other house is on the market might be a great fit for them um you're gonna see properties come up that you know or in the subdivision that you represented a buyer you're gonna you're just gonna make you think I need to call that buyer check on them hey mr buyer how you doing how's it going how's your house everything going good I saw something come on the market in your neighborhood did you see that yeah it was cool it's just gonna create activity when you're watching that hot sheet and it's gonna increase your intellect of the market your market IQ is going to expand rapidly when you're watching the hot sheet and now you're a market expert within a matter of weeks and this is a huge advantage that new agents have over experienced agents who don't have time to watch the hot sheet the new agents do and they're way more on top of the market than the experienced agents you hear that new agents all right so if you can see here the the morning is very structured and the afternoon is kind of like whatever I'm just I'm just grinding it out I'm gonna do what I got to do to stay busy and and make things happen right uh we'll see where am I here admin work following up showing property etc all that stuff at five o'clock I'm done now let me let me talk a little bit about the five o'clock done for it because some people um some people don't you know they're like I'm in a market where I have to show property after five a lot great I go show the property I'm not saying don't go show property or don't enter your phone after five o'clock what I'm saying is don't stay in the office working on emails and research and and and you know sending out stuff and doing admin and stuff like that that stuff can wait till the next day dealing with repair denims you can do that the next day if somebody's calling in you know um and it's something urgent take the call you know I'm on call now you know when I was building my business I would show property anytime on the weekends you know there were plenty of weekends I showed like four buyers on saturday four buyers on sunday you know but if I ain't showing I ain't working if I don't have a listing appointment I'm not working I'm relaxing I'm enjoying the quality of life that I got in real estate four same thing at five o'clock I'm gonna enjoy the quality of life I got in the real estate four if I have to show property I'm gonna go show property if I have to show property five days a week after five o'clock I'm fine with that but I'm not gonna do office work now you're gonna get more done before five than if you work till 10 o'clock because when you give yourself that deadline you're gonna be in super hyper fast production mode because you know you only got two hours before five o'clock and you better hurry if you get stuff done but if you're giving yourself till 10 you're just gonna lollygag and and not even get everything done think of the 80 20 rule okay 20 the 80 percent of your production is gonna get done in the last 20 percent of the time allotted to doing that task and so if you give yourself wherever and you don't have a deadline you're never gonna get to the 20 percent where you do 80 percent of the work of that task hello so that's the worksheet here's some more motivational stuff for you it's um you know go to zero to diamond do the 60 days you know all that good stuff all right so let's talk about the opportunities in the current market right now investors let's talk about it for just a sec all right and I'll stop sharing so you guys can see me we're mad so with them with investors so I want to talk about investors I want to talk about social media I want to talk about for sale by owners just real briefly with investors you guys saw what repvin said that it's going to bottom out investors are going to rebound in the spring also and I think the real opportunity this year is going to be big commercial multifamily big commercial deals that are on these adjustable rate mortgages with the where interest rates are I think that's where the play is not only over the next six months but also over the next year or two years because rates are higher than when they bought three years ago even two years ago so that that five-year arm is going to come up in 2027 like there there's deals that are going to happen I think in them in the commercial space multifamily that we're not going to see in residential I don't see us having these amazing deals of a lifetime in the residential sector but I do see that potentially happening in the big commercial sector but I'm talking about more small-time investors as well as big-time investors but with the small-time investors listen you need to stack your list of investors this is what I'm just telling you what you should be doing and what I would be doing every single lead that you talk to every prospect every circle prospecting lead every expired every internet lead every single lead when you get to the end of the conversation you're going to part your ways whatever the case may be if they're not pursuing a deal if they're pursuing a deal you're going to go there but if you're parting ways listen before you go let me ask you this one last thing if I had a great deal on a rental property investment property would you be interested see what they say it might take a conversation that went dead and revive that conversation now they're really interested in what you have to say now you've got an investor on your investor list investor clients this is big if you can stack those investors and you know exactly what they're looking for yeah I'm interested in rental property investment property what you got cool I run into stuff from time to time especially with the way the market is what do you like single family duplex fourplex commercial multifamily what are you into take down all their criteria as detailed as you can get it and guess what boom they're on your list now go find it for them but I'm telling you stack these investors this could set you up big time over the next two three four five years because these investors they don't just buy one property they're buying multiple properties all year long all year long they're buying they're selling they're buying they're selling doing a lot of deals and you could run into some big money that way the next thing is social media you guys all need to go to the social media course and run through that that I created there that goes through organic and paid there's a big big big play with social media I believe more than ever in 2023 especially as we see a lot of agents slowing down with the market they don't understand that this is the moment to go all in I want zero diamond agents to be the ones out there really crushing it on social building their name building the largest names in town for sale by owners I'm not a big I'm not a big for sale by owner person never liked them but right now they're a really great play Shane Noblin that I talked about earlier he picked up five this week over two million dollars worth of stuff you already put one under contract why because they're not getting any showings the for sale by owners aren't getting any showings right now and so he goes in and he really creates our relationship all right he also um he has a drone he'll go on take a drone picture of their house and he'll send it to him and say hey use this on your advertisement and he gets a really great connection set you know he follows up boom they list the property but another strategy he's using to say hey since you know you don't have an agent and we're if you if you if you have an unrepresented buyer that comes through call me I'll come by I'll show it to him I'm licensed like you know background check all that stuff I'll show it to him and so now the for sale by owners literally sending you leads like you're going to show the house they don't really like it boom you pick them up as a buyer you go find them something else so as much as I don't like necessarily for sell by owners I think it's actually a good play right the second in the market that we're in so I think those are two I think those are those are those are really three things you really need to dial in for 2023 just throwing some stuff out there for you guys let's see what else I had here on my slide deck opportunities in the current market oh here we go NAR has 1.6 million members as of last year and you guys all saw this only 8% of the realtor in the population saw more than four houses in the first six months now you saw you see this and I saw this number four and I know that when I ask an agent how many active buyers and sellers they're working with the most common answer is four every time 444 which statistically speaking guys is 0.08 deals it's nothing you're not working on nothing you need 15 to 20 active buyers and sellers to close one deal a week if you're working with four active buyers and sellers you better get to work to find some more to add to that list but the most common answer is four right only eight percent of the realtor population sold more than four houses in the first six months and every time I give a challenge to a group of agents thousands hundreds or even just a couple every single time after after the challenge is over only four people have completed the challenge every time so I thought four four four I keep seeing the number four and I thought there's something to this and I thought here's the power of four and if you guys have any questions put in the comments I'm almost done and I'll answer a few questions as I as I wrap up here but my my my question to you is that who's going to be one of the four agents on this call right now who is going to go out there and execute for 12 months and not treat real estate like a gym membership that you buy January 1st you work out for two weeks and then you just quit doing it that's what making calls are every day that's what doing social media is every day it's the grind it's the consistency but only four people are probably going to do this you're probably only going to be you know out there crushing it probably only going to be for y'all so is it going to be you put in the comments right now if you're going to be one of the four that's what I want to know because all this market stuff don't matter resources today you got zero diamond.com you got workshop with ricky guys I'm really excited about the workshop full day I'm buying you breakfast I'm buying you lunch you can come work out with me in the morning we're going to spend all day together I'm going to teach you how to become the number one agent in your market and I'll share anything that you want to know redxdiscount.com to get your redx stuff start your weekly email.com Shane's zoom room if you need somewhere to make your calls join my group text 2513128844 and of course Instagram I still answer every single message on Instagram believe it or not a lot of people don't believe that they think somebody's answering them for me or something that text messages from the 3128844 I actually send those when you get those it's me sending them and you when you respond I'm reading them and if you get a response from me it's me nobody has access to any of this stuff believe it or not all right sure you guys might have some questions I'm going to look at the comments and see if anybody does I'm just saying like I'm just excited about this next year man like I just I see so many of you guys being my next my next success story as far as like being a number one agent let's see the link's not working for the workshop let me get this let me grab it right here and give it to you let me put it right here copy bam I'll just put the link to the workshop right there for you all right um let's see where was I going he threw me off with that but oh success stories like I showed you the people that are number one in the market that I've been coaching for years I want to see I want to see more of that I want to be able to come here next year and show you like 15 number one agents in their market you know next year year after whatever it's just a grind ladies and gentlemen and listen I'm all about quality of life and just taken off when at five o'clock on the weekends like I'm not about grinding your life away I'm about being super efficient super hard worker and enjoying life that's what it's about all right let's see if I can see a couple questions here here we go uh a cold call let me let me just put on the thing a cold call all day good days I get about five on average some days get nothing any advice on how to smooth out those results I don't I don't know man I have to I don't know how many dials you're making how long you're calling all that good stuff let's see Kenneth that uh that business planning doc is right there on on uh on zero diamond dot com and the 60 day challenge first lesson let's see let's see what motivates me to help people because I know exactly what everybody's went through I've been there I've lost everything I made it came back struggle like all the stuff that I teaching zero diamond was nothing that I've regurgitated from another coach all the scripts are completely original you've never seen it anywhere and if you have they copied it for me um I literally I'm an introvert and I literally focused on real estate and I figured it out and I know everything I went through and how hard it was and I don't if I can ease the pain for you to hit the same results that I hit then that's what I want that's what motivates me is knowing that you guys I went through the same exact thing that you guys went through same exact thing that you guys went through if for some reason you can't get the uh the workshop to to link to work I don't know why it wouldn't work it works for me let's see if I go to workshop with ricky.com boom there it is 100 seats available oh no I don't know why it wouldn't work for you all right cool guys if you need something hit me up um instagram is the best place you know I'm still answering all those messages there um and just keep me informed let me know about your business post your results I'm watching all the platforms discord facebook group zero to diamond I love seeing the the results posted um but you know stay in touch with me personally I love the connection and collaboration with the guys and outside of that I don't know what else there is to say we said it all so I'll see you guys soon the workshop is in person the workshop is in person hanging out with you guys there's 100 seats half of them are sold unless some people bought them since we've been talking and um I'm looking forward to seeing all you guys there and any of the other events that I do throughout the year like a sand getting speaking request every day all right I love you guys let's have a great 2023 and let me know what I can do to help talk to you guys soon