 What is up ladies and gentlemen welcome to 2024 let's get it. I got my fresco. I always every time I take a sip of fresco I get a new listing or an angel gets its wings one of the two Hope you guys are doing super well. Let us know where you're from where you're at in the comments Man, we all already got us a crowd here. Good to see you. Thanks for taking a time out of your day This is December 1st and you need to treat this like January 1st right now is your new year if you're a real estate agent really it's a couple months ago, but The starter right now. This is it December 1st is January 1st from now on that there is no new year. We're real estate agents guys Now good to see you hope you're doing super well I I sent out the the workbook and through a canva link and that that kind of maxed out pretty quickly So if you don't have the workbook, um, downloaded So you can follow along with this here to plan out your 2024 What you're gonna do I put a I put a link in the description there join ricky.com Um, let me actually let me pin that at the top here for you guys So you can uh get straight to the link what you're gonna do this is gonna be the new platform join ricky.com I'll actually point zero to diamond to this new platform. This is gonna be our new training platform Uh Let me pin this comment at the top so you guys can and I'll show you where you can go To download the pdf if you don't have the workbook Let's see join the new Platform Join ricky.com There you go. Let's see I'm gonna pin that All right, so that should be pinned at the top there So you can go right there And then let me go here and I'll show you so once you go in there and create an account It's gonna be right here. You're gonna see this, uh, just So this is literally what I wanted zero to diamond to turn into Okay, a social media platform with all the training and everything right there Okay, so that's what this is. This is a much better platform to do this on so I want everybody to go here And if you're looking for the business planning worksheet, all you have to do is go right here to business planning All right and go to business planning right there and then the first module right here download ricky's 2024 business plan You'll just click that and then it says here find and download the 2020 for a business plan Using the folder icon above. So there's a folder icon here You just click that and there's there's the workbook for you to download All right, so the reason why this is kind of blank is because I'm going to take the recording of this and put it In this module for you guys and then I'll add all the links and everything underneath So everything will be right here for you Okay, but this is where you're going to find the worksheet if the workbook if you did not Get to download it before it maxed out on canva All right, let's see. Let's see. Let's see. Let's see. Yeah Yeah, zero to diamond is no longer working. So that's an announcement and we're moving over to this platform here and and I will I'm in the middle of um You know creating a landing page for zero to diamond.com that will just transfer everyone to this new platform Okay, everybody's been hitting me up about Zero diamond not working and stuff. It's okay. We're good guys All right So just letting some time go by for some more people to log in Let you guys get the workbook that way you guys can follow along as we map out our 2024 You need to be so excited about 2024. It's not even funny. Let me show you why Let me get into this So this is why I'm excited right here. Okay, and this is just pure data You know a lot of people want to talk smack about the real estate market and all this and that and rates and all that stuff But look what happens every single year Right even in 2023 here the blue line. It's lower than the rest of the uh, the years here But we're catching up. You see right here. We're catching up to 2022 2022 was a down year as well. So that's nothing to brag about But we're not going lower. We're right there with it But look what happened in 2022 course rates were still low at the beginning of 2022 This was 21 the orange But look at 23 even though rates were higher and it was a weird year. Guess what happened the same trend happened Starts out low and then it just spikes up And so when this spike happens is normally in the first to second week of january is when we see pending deals Start to spike And so what I want you to realize is that around the first of the year is when people start looking at homes It's when they start looking at homes around the first of the year That's when people start, you know, the searches for homes for sale start to spike You start to get calls your phone starts to ring people want to see properties People want to list properties stuff is happening after the first of the year. This is national numbers Okay, so you can dig into your local market and look and see what these numbers look like on a more local level I'm speaking nationally Okay, so that's a broad You know, that's a broad statement here talking about These numbers dig into your local numbers and look at look at what you got locally and look at what the trends are When we look in this nationally This spikes first second week of of january Okay, then what do we see? Well because people start searching for homes Um january 1st They go under contract a week or two later after looking at a couple homes Then what happens 30 days later? 30 days later, what do we got? Home sale spikes, you see how it's going down with home sales and then it spikes at the about the same time every year It's like the first or second week of february Okay, that first or second week of february is not a coincidence Because pending deals spiked the first or second week of january So naturally 30 days later is when those deals close and the market Does like this in terms of number of transactions. This happened every year regardless of market rates prices, you know concerns GDP Presidents doesn't matter Every year. We're going to see these same You know trends with the market So just show them to you again so you can get a good visual here Right. Here's pending deals every year Even you go back to 2020 before the pandemic. Let's add 20 in there Same thing. It was down a little and then it started to spike same thing Home sold Same thing down a little spike and look at this 2020 before The pandemic it was actually down lower than it was even last year. We're not even we weren't even back to pre-pandemic levels last year um In 2022, of course rates were still low until about march 2023 was lower than the pandemic year pre-pandemic But um guys What i'm getting at here and what I want you to understand about what i'm saying is that January is going to spike activity deals Listings all the above and I want you to be prepared for this. How do you prepare for this? Well? December is going to be your month. So we just we just went through one full work week because Thanksgiving was last week And listen a lot of people are going to watch this video over the next year So if you're watching this after january 1st and after december this still applies to you because of what? December comes back around every year Like december's it comes around every single year and it's the same stuff And so this week we had a full work week that you could have taken advantage of I don't know if you did or not I hope you treated it like it was life or death and you time blocked your your Prospecting uh times and and activities and your marketing and you're making your videos and doing your weekly email and all the stuff I hope you're taking it very serious right now because now we've got three more full work weeks with no holidays Which means no excuses Uh, I don't know nothing You got three full work weeks starting monday And then christmas is that following week all right So here's what I want. I want you to take these next three weeks and go all in on everything All right, and so We're i'm going to do a 30 listing chat not a 30 listing chain is a 30 day listing challenge And this is what we're going to do every Single month. We're going to have leaderboard. We're going to track everybody's stuff We're going to post all our stuff on the gold bar platform All right, so let me let me keep diving in here All right, let's see what we got So this is where this is where the market is and I hope you understand that if you Go all in to expand the influence in your market your database people to know who you are over the next three four weeks Do everything you do to pick up as many listings as you can get as many people into your database as humanly possible Then when the market spikes in january your business is going to blow up You're going to have so many people doing stuff You're going to be so busy and guess what even if you don't do anything between now and then you're still going to be busy Not as busy But you're going to look back and say man I wish I would have taken advantage of that slow moment in january in december Because now i'm too busy to to make calls to expand my influence to talk to new people to grow my database You're not going to have time to do it guys. You have to take advantage of the cycles of the market the yearly cycles The the decade cycles right now. We're in the the down part of the decade cycle and we're in the slow moment of the yearly cycle This is like God's gift to you to go out and expand your influence while it's a little slower and some of you are still busy I talk to agents all the time that are still really busy right now Um, so, you know, it's it's a hit or miss but for the most part people are slow Don't slow down with the market speed up right now work even harder right now because in january It's all just going to fall on your lap and you're just going to be working like servicing deals And it's all going to be easy But right now is the moment that we're going to find out Do you actually want to make a meal next year? Do you want to make a half a meal? What what is it that you want to make and right now for the next three weeks? We're going to find out. Do you actually willing to put in the work to do it? So we're going to map out our 2024 what we want to net How many transactions we're going to have to get to hit that net what our expenses are going to be How many listings we have to take how many appointments you have to go on how many appointments you have to set How many phone calls we need to make we're going to map all that out today And we're going to put together our daily routine. Hold on. Let me get a listing real quick um That was a double listing all right, so Let's see. Let's see. Let's see. Okay. So the first thing is is I want you guys to know this which you've already figured out Is that zero to diamond has You know partnered with the skull bar platform Me and my buddy won we've put this together and this is it This is where we want to be this platform Is everything I wanted the zero to diamond platform to be and it actually works really well And uh, it's just a great community. He's already built You know a community. There's already a thousand agents there throwing referrals back and forth the whole nine yards So the first announcement with goal bars that we have this goal bar live event in new york This is february 29th now. This is not a joke um, we have ryan surhand we've got 20 billion in career sales, you know eight million social following 20 million weekly impressions and ryan surhand is our keynote We have another key notes. That's just as big as ryan That we will be announcing in eight days All right, this is going to be right on time square and there's going to be a thousand plus agents at this event This is going to be a this is going to be an event you want to go to And we're going to do these goal bar live events once a year So, you know if you're interested in being part of our community This is it this is we're going to get together and we're also going to do a vacation once a year With all the silver members on the gold bar platform But yeah, this is it So we're announcing this And then on the gold bar platform you have all this stuff So you've got the news feed Right, this is where you know, you can you know hit all your stuff This is where you're going to announce yourself Introduce yourself. I mean Right here we have our in-person event. So I'm going to be posting all of my Speaking engagements here, which I've got three in new york already for next year. I've got la I've got I'm working on one in portland Cabo, I've already got some stuff and I'm going to post all the events here This is where the events are going to be referrals and deals If you got a referral you need to buy or you need to sell or somewhere you need to send You know, you somebody out of state whatever right here referrals and deals You're going to have uh my weekly email stuff is going to be here This is going to be the regular stuff that most of you guys have seen but I'm going to post all my weekly emails right here I'm going to continue to post those here All right, and then you've got my phone scripts A little video of me talking about it and then right here you can download all the phone scripts that you always could Download then you got the business planning. I'm going to post the replay of this video here if you guys to go through and Um follow along the workbook All this will be here. This is for our bronze members Then we got the silver members Silver members. We're doing the 30 day listing challenge Uh, we have let me get Right here Bam All right, the 30 the 30 day listing challenge. We have it mapped out step one two three Create your buyers list export the day to write the letters daily routine follow-up calls conversion when they call you on the letters everything We're going to walk you through the whole thing Listing presentation and tools. I'm going to be doing weekly coaching calls. The first one is monday at 4 p.m Central 5 p.m eastern I'm going to do a group call every week right here. You can ask questions here. You're going to post your progress here Right and then here we're going to have the leaderboard where every month We're going to keep up with everybody in the group. How many listings they have etc Okay, so that's what we're doing and so to be a silver member. It's 99 a month Okay, you guys can go right here and do that So we're doing a call every week And we're pushing to get listings We're also creating a community because everybody that's part of the zero the uh, the silver membership Right, we've got the eight step training program the weekly coaching call the listing presentations ask questions post membership But you're going to get a once a year vacation invite Everybody that's part of that community. We want to get together outside of the gold bar live We'll do every year We want to get together on a cabo or kozumel or somewhere in the caribbean or something and have like a three-day deal Where we all get together in person And really create something special. You're also going to get first dibs on investment opportunities Etc All right Now let me take this down. Let me Get to my workbook and we're going to get through that boom Yes All right Here we go Let me open that up a little more To do to do to do okay sweet So This is it right here 2024 business planning for real estate agents um If you need to download this you can go to join ricky.com the links right there pin Go to the business planning session. You can download it right there All right Cool. Let's dive in here now Before we start I just want you to know if you you know hadn't been following me for a while I need to do like a you know reintroduce myself kind of video because a lot of new subscribers and followers probably don't really You know haven't heard my full story. So I'm probably going to do that the next week or so But I've been an agent since 2002 right and regardless of where you are I've been there. I was telling an agent the other day He said that he was about to have to like he might have to go back to his job and stuff like that He lost seven deals and he was feeling kind of defeated and everything and I was like bro like It's been a long time, but I just want you to know like you know when I went through 2005 And went you know back to roofing as I was losing deals And then like I went back to roofing and then had to go bankrupt and now I was sleeping in my car like all that stuff happened Sleeping in my car eating out of French refrigerator sleeping on people's couches. I went and worked on an oil rig I was serving tables like all after making a million dollars, you know doing real estate that I went through all that Right and think about what was going on in my mind during all that. I've been through all this Um, and I said it don't it's it's okay if you have to like go get a job But that's what you have to do take care of yourself. You're gonna come back bigger and better and stronger From it just like I did nothing wrong with that if it's what you got to do And that's why I keep doing what I'm doing Right the mission from day one was to reduce the failure rate in the real estate industry one agent at a time Right you guys send me dms and emails and all that stuff And that's what means the world team and keeps me going. So keep those coming All right, we've helped thousands of agents double trip of their their sales volume this uh this 30 day listing challenge You know, I have a girl they got 44 listings in the last 60 days 44 Another guy got 27 listings in the last 60 days since we started doing the challenge So what we have here this this process this method the strategy that we put together it's like Number one it works number two It's a one-size-fits-all if you're extroverted if you don't like cold calls if you it doesn't matter Every single person can do this challenge and that's what's exciting about it We finally have hit something that everybody can do to get results and massive results So let's take a second here. Okay, and I want you to fill in the blanks All right, why are you in this business? I'm going to kind of fill out like my thoughts from when I was a new agent This was literally what was on my mind At the time of being a new agent to make millions and then turn around and help other people That was my game plan since I was 10 years old Did I know it was going to be real estate? No at 10 years old. I didn't what I was going to do I didn't know what I was going to do when I left high school But I stayed true to what I wanted to do in life, which was make millions and turn around and help others Where do I see myself in three to five years? Let's see. Let me turn on the comments so I can see what you guys are saying here let's see Okay, so I'm just kind of falling along in your comments and stuff if you guys If you guys want to put in the comments like why are you in the business? You know put in the comments. Where do you see yourself in three to five years? I'd love to see what you guys are thinking on this I'm going to work through this and just to show you guys affirmations and the next one is our budget And our profit goal for the year Okay, so we're getting there but looking at where why you're in the business Where you see yourself in three to five years? You're short your long-term goals. That is important We're so busy. We don't have time to to to think about this stuff a lot of times You know, we're so busy. We're doing our thing um, it's so important once a year to sit down and actually Write this down and look at it and we're a lot of us only have time to do this You know, um Yeah, once a year when we're doing our 2024 business planning 2025 business planning, whatever it is Um doris, I see your comment. Um, go to the gold bar platform join ricky.com Just create an account and then go to the business planning and you can download it right there as a pdf Okay, so where do where do I see myself in three to five years from now? Let's see I'm gonna say and this is i'm thinking about myself when I let's say okay Let me think about myself when I was coming back in the business in 2008 Where do I see myself in three to five years from now? Number one agent in my market with 10 million worth Of rental properties cool Short-term goals. So this would be like what you want to accomplish over the next 12 months All right We'll see back then when I got back in I would have been happy with $300,000 300 big ins All right, long-term goals to have a more Zidual business using the weekly email and a 20 million dollar real estate portfolio Okay Whatever it is Let's see. Georgia says so you're charging now just to be clear. You are right, Georgia. I am charging now Absolutely, and it's a hunt. It's $99 a month So what's the point of it because I want to talk to the serious people that really want to get stuff done And it's $100 a month So we're going to have people like we'll have the whole group and I guarantee you we'll get the group to where we're picking up 500 600 listings a month with the group in there Because we're going to be pushing each other and this is a challenge We've got a leaderboard and we're in it together and we're going to create a real community long term And I want to talk to the people that are serious about doing that You know when I do all these zoom calls with a thousand agents for free 1% of those people probably go off and do what I'm talking about I don't want to do that anymore. I want to talk to people who are serious about getting To the next level Because that that's the language I speak next level You know, I'm very blunt. You guys know that I'm very To the point I'm going to tell you like it is and I want to tell people like it is that are serious that appreciate me telling it like it is And it's 99 a month. So I don't think that's crazy I um Yeah, I could go on and on about that but a lot of reasons I'm doing a lot of reasons I'm doing that But yeah now let's see All right zero to diamond affirmations these have not changed I didn't touch these at all All right I'm going to go through them Closings happen every day of your life forever Regardless of market conditions. That is rain true. I you can go back through any Time in history that you want to and you'll never find a day where there were no closings Period end of story So you have to look at that and realize guys. This is the cornerstone right here of the whole thing That's the one consistent thing about what we're doing And and I'll tell you it's the most consistent thing on earth. It's more consistent than a job You know, you can get fired tomorrow from your nine to five But you cannot get fired from an industry where you're an independent contractor where closings happen every single day No matter what you can't get fired from that The only way that you you lose is if you quit Because you didn't have what it takes to hang in there and You know try new things and get out of your comfort zone and figure it out figure out what works best for you That's why most people quit because they don't figure out what works best for them and go all in on it They just kind of like, you know, you know dabbling this dabbling that doesn't work in a week and they move around Figure out what works best for you and go all in I'm only talking to the top 1% guys right now Business is 100% unlimited forever. You can't do every single deal Out there in the market if if you could then, you know, one of these entities that want I mean, you know, if somebody could do all the deals Don't you think that zillo or you know, open door or red fin or one of these companies would be Just doing all the deals and we would just be out of a job. Don't you think that that would happen? Yeah, it's unlimited forever real and not only that those companies have such a small percentage of the market It's not even funny You guys are worried about other agents in your market There's no there's no competition man. That's the next one competition doesn't exist You want to come steal a listing from me? Go ahead if that person is going to go use another agent and not be loyal to me. That's fine I'm gonna I'm gonna have loyal people I'm gonna have a lot people that are loyal to me I'm gonna have that core group Then I'm gonna have another group in my database that are not loyal to me that might use me might use So I might come back my whatever and then I'm gonna have a big a bigger group of people in my database That never use me they have another agent. They don't like me whatever But I'm gonna have a core group that will never use anyone else because once they do a deal with me that experience with me Like really fit with them They're never gonna they're never gonna risk Doing a deal with someone else to to give up and risk that experience You can't lose in real estate You can't I don't know if you guys realize what i'm saying here, but closings happen every single day competition doesn't exist It's unlimited business forever. So how you tell me how do you lose in this business? All right, the only way you lose is if you give up period in a story There's no other way to lose unless you lose unless you lose unless you just lose That's it Other other than that you didn't you don't lose because the market because closings happen every single day So just because you hadn't figured out how to close deals that are happening every day all around you doesn't mean that the business That that's something wrong with the industry. It's something wrong with you You can't control the results only focus on the actions Thing about that one is is like it's for example, you make you do phone calls You know, I want to have so many conversations today. Why you can't control People that answer the phone how many people are going to answer what they're going to say? How long they're going to talk you can't control that you can only control. Hey, I'm going to make calls this many hours Whatever happens in those hours is whatever happens You may run into people that want to talk for 30 minutes You may run into three people that want to talk for 45 minutes a piece We'll get off the phone with them quick. No, I'm not because of one of these other affirmations right here The more time I waste on people the more money I make So the more time I waste on people another way to say that's the more time I invest in people I say way so you can relate to it when you're thinking you're wasting time showing buyers that May may not be interested or going to a listing appointment where you don't think the seller really wants a seller isn't motivated Give me a listing appointment with unmotivated sellers all day long Because guess what they decided to sell the next day and I'm their guy They decided to sell in a year and I'm their guy you let me do that for three four I'll I'll go talk to unmotivated sellers And not talk to no motivated sellers and build a million dollar business Why because they become motivated at some point? I don't care. Let me let me invest time into people and let me show you what I can do um Outwork every age in your market every day, which means talk to more people than everybody else And all about losing deals gives you future time back. You lose a listing You lose a listing And now you don't have to spend all the time you were going to spend on that listing on that listing anymore Do you realize that? You're crying about a listing you lost when I'm saying wait a minute. You just got god's gift and more time more future time It's in the future Now you can utilize that time to go get five more deals You can take that same time and initiate five more deals in the time that you would have spent to solidify that listing Do you realize that? And this goes back to like You can't lose in real estate You can't lose because even when you lose you win I'm trying to get through to you guys Especially if this is your first time here and what i'm saying All right, and and this is one of the most important ones You always put relationships over transactions every time until I got this I Not only sucked as an agent but I was never building a career I was only a sales guy Going from sale to sale I was not building a I was not building a business. I was not building a career. I want you guys to build a career Not 2024 is important Okay, yes, but you've already planted the seeds for 2024 this year last year And you probably can plant some more seeds for 2024. I'm not saying you can't you will We're going to do that all december on the 30 day listing challenge But what i'm saying Is that i'm way more interested in what you're the outlook of your career based on the Number of relationships and how deep these relationships are That's what's far more interesting to me because I can actually look at that situation and say I know where you're going to be in five ten years versus if you're just selling Now you're susceptible to market fluctuations. Now you're susceptible to Different things in the market the way I was see that's why I lost everything I was a sales person. I was not trying to build relationships That's why I lost everything and when I had to learn that lesson when I came back Guess what then I built a career then I got to a hundred deals I did a hundred deals for eight years in a row number one remix agent number one in my market, blah, blah, blah But it's because I focused on relationships lifelong relationships over transactions You know how many sellers I told not to sell? Like based on their situation. I'm like just let's just give it some time Instead of trying to get them to sign and get the deal done I was listening to what they had going on in their life and I said let's just hold off And we'll come back and guess what those people held off they came back They sold it for more money than we were going to list it for and at the listing appointment when I told them not to sell They were like, oh my god. I've never had an agent tell me not to sell But you got to realize guys. I'm not I'm not focused on the deal I'm listening to my prospect and trying to understand what they're trying to do and how I can help them Regardless of what I'm going to make out of it and this by the way guys This by the way is How can I say this this is like Let me get another listing real quick I'm out of listings switching over to coke zero man. You guys do you do coke zero? Coke zero is fire All right, I don't know where it was. I'm gonna die back in here. I was kind of getting on my soapbox. Anyway, okay So let's go to the uh, your net profit for the year What do you want to make next year profit wise? All right, let's go with where I wanted to be Let's say I want a net 300 I want a net 300. I want a net 300 Okay, I don't want to make 300 gross. I want a net 300 before taxes Okay, let me move this so I can see what you guys got going on See if you guys Oh, I'm not Susan you don't have to tell me like I knew everybody's gonna be like, oh, he's charging a hundred dollars The reason I'm charging so I don't have to talk to the people that complain about paying a hundred dollars Like I want to deal with serious people All right Now let's think about this 300 000. This is my net. Let's go down to the brokerage split So your broker spit is whatever, you know, I don't know what your broker split is, you know, my broker split I'm gonna do 16 k That's what I'm gonna pay per year All right Redx now look redx has get this redx did the uh I put it in the description Let me pull this up. There's cyber monday deal I talked them into letting you guys have that still Let me do this All right, here's the number. Where's the number? Here it is So but you can't get it online You can get the bundle that they were doing for cyber monday, but you cannot get it online. You have to call them There's no link or anything. You have to call them and say, hey, let me get ricky bundle So you have to call 800 731 7339 I put that into the in the description as well You guys can still get that bundle that they were doing for cyber monday Okay, I talked them into letting you guys Keep that So when you do that bundle, all right, that's 300 so that's 36 So there's a question here. Um Let's see. Are you going to be showing a redx systems? Yes. Yes. Actually, it's already in there And the gold bar system and the uh 30 30 day listing challenge There's a video that goes through how to pull the data How to export it how to put it on a spreadsheet so that you can do all the stuff that we're telling you to do in there So null Go to join ricky.com the link there create a profile and go to business planning and you can download the workbook right there Okay All right, let's continue here. So that marketing So let's say you spend 20,000 marketing Okay And then admin so everybody has kind of a different um I see you guys asking for the redx number if you go in the description of the video this live video right now If you just go in the description, I've got the number right there Or you can just google redx's phone number or whatever Just tell me you want the ricky deal So with admin Some people do transaction coordinators for this where it's like 300 dollars of transaction So guys i'm just putting in here like examples. I hope you know You're going to fill this out of what you you're a broker split if you get redx You're marketing you're admin now left a couple of blank ones here you can add like licensing and Whatever video editing whatever you want. Okay. I have a personal assistant She makes quite a bit, but i'm just going to say Let's see right here. I wish probably let's see. Let's just say 40k I'm just throwing a number out there. It's kind of in the middle. All right All right, so let's add all this up Let's see what my expenses are going to be because we got to know our expenses before we can move over to uh To the next sheet to figure out how many transactions we got to do to get this get get to our goal So we got 16 000 plus 3600 plus 20 000 plus 40 000 Okay, that's 79 79 600 all right. I like this question. So i'm gonna go ahead and answer this You you got my attention with that how many deals Uh, were you at when I got my first assistant? So what the deal was when I got my first assistant was that I was at um 30 active listings 30 active listings is when I got my first assistant the reason I got my first assistant It's because with 30 active listings I had so many agents reaching out to show my listings and that was a lot I was literally doing that full time And so I was like going crazy because I couldn't build my business I couldn't prospect because I was setting up showings and they were just coming in So I hired my first assistant to take that over immediately and then I taught her how to do the transaction coordination Then I taught her how to put stuff in mls Then I taught her how to set up showings for for me when I was show properties so on and so forth So what you've got Is um What you have is is when you build your business up to the certain point where you need an assistant You're gonna have a bottleneck in your business that is kind of holding you back from continuing to grow Okay Um, and so that's what you're gonna have them do and I don't know what that's gonna be for you Let's see My wife she said almost showtime thinking that I start I'm gonna start this in 20 minutes I was like I've been on for 43 minutes now Okay Yeah, man, that was a good question. Thank you for that All right, so so we know what we want to net we know what our expenses are Okay, so Let's see So we're gonna bring our profit down so we got the 300k. That's what we want Oh, I'm sorry. You can't guys can't see it. There we go. All right, so we're gonna bring our profit down All right, so and then our budgeted expenses that's gonna be the 79 6 Average commission rate. Let's just put 2.5 even though, you know, whatever it is in your market You know, if it's three, that's great if it's two, that's great So mark with admin it's gonna be if you have a transaction coordinator if you have a full-time assistant, you know the admin stuff All right, the average price Uh, like right here. It's like 450 It's like the average price point. Okay, you're gonna put all your stuff here, obviously Okay, so you got all the information here you need to try to figure out how many transactions you're gonna have to hit To get to your goal So we bring the desired profit down again 300 The budgeted expenses All right 79 6 Okay, so that's going to give us the total revenue needed. So that's going to be 300,079 379,600 Okay So we're going to bring that down 379 6 We're going to divide that by the commission rate, which is actually 0.025. So we're going to divide Let's see So i'm going to take The 379 6 I'm going to divide by 0.025 Okay, that's going to tell me the volume I need The volume I need is 15 million 184 thousand dollars That's the volume I need to close to hit my goal 15 million Remember I want a net 300 my expenses are about 80 grand Okay Closed volume needed we're going to bring that down. That's going to be the 15184 Right there. We're going to divide that by the average sales price of 450 and this is going to tell me how many transactions I need divided by the 450 Okay, that's going to be 34 deals So for me and my market to hit my goal of 300 net Okay with 80 expenses 2.5 450 an average price. I got to do 34 transactions Okay, now I want to focus this 34 transactions now some of you guys maybe buyers agents and all that stuff Okay, and if so, that's fine. Do what you do. Okay for the purposes of this I'm focused on listings and I want these 34 deals to be listings if I get a buyer. That's a bonus Okay, so I'm going to focus everything on how many listings I need to get So we need 34. So we're going to you're going to close about 80 of the listings you take Okay, so let's let's run the numbers here 34 listings divided by 0.8 So that means we need to take I see what you're saying Alex has three listings per month, but that's closed three listings You're only you're going to close about 80 of the listings you take people change their mind people um You know people decide not to sell whatever Mark, I know I need to add taxes for a line in my expenses, but We're looking for pre-tax what your pre-tax net is You know, everybody has different tax situations. You have state taxes You have this that the other and I left there I left there two blanks in there So if you want to add taxes it wasn't as one of the blanks and figure in for your state and federal and all that go for it All right, so let's let's run through this one more time 300 net Broker split your marketing your red X your admin total yearly expenses We bring all that here. We add the total net The 79 000 2.5 commission average in my market see what your average is 450 average sales price Put your market stuff there Right, then I'm going to go right through all of this So to understand how many transactions I need to hit a k a Aka listings somebody said why wouldn't I consider the company split in there? It's right here brokerage split first one numeral uno So if I close 80 of the listings I take because the other 20 decided not to sell or something happened Or they whatever I need to take 43 listings next year Okay, now i'm going to close. Let's just say I close 50 of the listing appointments I go on Okay, that means I need to go on 86 listing appointments Okay To be able to list 43 proper 43 properties Okay 86 Let's see i'm going to i'm going to uh And i'm gonna i'm gonna go on about 70 percent Of the listing appointments that I go on let's say 86 So I need I need or that I that I set I'm going to go on about 70 percent of the listing appointments I set because People are going to set appointments with me and then they're going to ghost me or they're going to um You know, they're going to you know decide not to or whatever it is Um, so then this is a this is for the year by the way, right? I'll put it right here this is for 12 months. Okay, I'm not talking about for you know All right 43 listings taken 86 appointments that you go on which means you need to set about 122 if you go on 70 percent Of the appointments that you set Okay, you're going to set out of the leads leads are people that said that they're interested in selling and interviewing you So you're going to you're going to set about a fourth So let's go here 122 Okay, so you need about 488 leads Right, which is going to be about it if you're calling expires and for sell by owners And you're dealing with the 30 listing challenge and the things the 30 the 30 day listing challenge the things that we're teaching you in there then about a third Of these contacts because we're dealing with warm leads So that's 1464 contacts Okay, that you that you need 1400 contacts And then you talk we know on average we talk to 10 of the people that we reach out to when we're doing cold calls So we'll just go buy that number So we're going to have to make 14640 calls All right, so it sounds like somebody some of you guys are confused with this so if I make 14640 calls Okay, I'm going to talk to 1400 people Okay, I'm going to talk to 1400 because I'm going to talk to 10 of the phone calls I make All right out of the 1400 Right about a third of those are going to be interested in possibly selling Okay, and then about 25 of those I'm going to set appointments with Okay, 70 of those I'll actually get to the appointment before they cancel it or whatever And then I'm going to list 50 of those I'm going to list 43 properties And I'm going to sell 80 of those listings for my number of 34 to hit my goal I hope that is clear Now let's break it down monthly, weekly, daily Okay, so we got 14640 calls we got to make Let's divide that by 12 So monthly this is calls we need to make we got 1220 calls we need to make per month Okay divide that by four So weekly calls 305 calls I need to make per week Divide that by five I got 61 calls I need to make per day So if I make 61 calls a day Five days a week I'm going to hit my goal If I can cram the 300 calls I need to make per week into two days great Long as I'm making 300 calls a week. I'm good Because I'm going to set I'm going to get this many leads. I'm going to set this many appointments I'm going to get this many listings It's just math This is not hard But you have to do it every week every week every week every week Okay Did I just make up the listing number? What do you mean susan susan? I don't know which which listing number you're talking about With calls made it's not it's not people talk that you talk to that you speak with the 1464 are the number of people you spoke with Oh The 43 so 43 so I'm going to sell 80 of the listings that I that I take Because 20 of listings are going to back out or listed and then something happens, right? Or they they they're overpriced and they expire whatever So if I'm going to close 80% of listings I take and I want to close 34 listings I got to take 43 listings to get there. I hope that makes sense Okay, just let me know if you guys have questions in the comments. I'm watching the comments now let's And and again guys monday at 4 p.m Central 5 p.m. Eastern. I'll be in the silver Group doing our weekly call going through whatever and going through the 30 day listing chat. We're we're doing this all right So we're we're going to put together our day right here. Okay. This is our daily schedule Can't put our day together unless we until we know our activities so, um Locket real estate is 61 calls a day. It's not contacts. It's 61. This is daily calls This is calls guys. So if you talk to 10 percent The sick and you make 60 calls you're going to talk to six people Okay, you're going to talk to six six people per day Okay, all right Now read this. I want you to understand this part Your top two lead gen activities that work best for you and a third one on the side I don't want you to do you know Eight different things. I want you to focus on two things and a third one you do on the side for me Mine first one would be expired. Why because Because they're uh, what's going on here They're they're easy. I can go back, you know two to 18 month old expires or gold I love them love them easy cheap good leads All right, my second one is going to be targeted Circle prospecting Okay targeted because like I'm calling with intention You've got you've got to call with intention in today's market These people are sitting on 4 interest rates 5 interest rates. You've got to call them with a situation You know, you got a buyer you call people that own homes that they might want to buy That's a situation. I've got somebody who's really looking for something just like what you have Calling absentee owners calling people that don't live in the property you're calling about Hey, I see you have this house. I see it's a second home I've got somebody that would be interested in that those are that's a hot lead to me. That's a hot lead Because you can still sell those for a good dollar And if you've got somebody interested you're calling with a situation I want you guys to call with situations When you're circle prospecting And a third one that I kind of dabble with um I mean, I would make a whole career out of this right here expires and targeted circle prospecting um, but I'm gonna go with for sale by owners Okay, maybe yours is networking events. Maybe yours is door knocking. Maybe yours is uh three four closures. Maybe yours is uh Whatever social media. Maybe yours is DMing people. Maybe yours is I don't know Okay But we know but I want you to map out the two The two Legion activities that work best for you Right throw everything else away guys Let's go all in you got to go all in in 2024 and it starts today Okay, now your top three marketing activities for me Weekly email I'm gonna do letters And I'm gonna do Social media um Making videos every day every day. I'm gonna make a video Yes cancel with drones expired saw the same stuff Yeah, jordan right now you got to call with a situation You can't just call and say hey is there anything you do to help you They ain't doing nothing. They're sitting on 4 interest rates. You got to call with a With intention in today's market So now we know what our top two Legion activities are third when we do on the side We know what our top three marketing activities are and again. This is just mine. You write yours in there Now we can map out our day All right, let's map out our day six o'clock, you know where I'm gonna be I'm gonna be at the gym Every day Six o'clock on the money at the gym Meet my dad there Coke zero Little pre-workout. Let's get it. I'm gonna be at the gym eight o'clock and look Like right here family time Because that's what I do I spent time with the family when I get home from the gym About 7 30 I'm hanging out with a fam All right eight o'clock Office All right, I'm gonna schedule my day Map out everything Check mls hot sheet The check in the mls hot sheet guys Is so important to do every single day Okay 8 30 I am Let's see. I am preparing to make calls I am looking up who i'm calling why i'm calling the numbers everything everything i'm preparing to make calls Okay, then before I actually make cold calls nine o'clock. I want to do my follow-up people that I've been Working with yesterday last week things I need to follow up on to make sure i'm good The follow-up calls gives me a It gives me a Like warm up to the cold calls, right? I'm calling You know people that I've been talking to You know, it's a good it's good vibes now. I'm gonna jump right into my cold calls Right and so cold slash More I don't think there's anything. I don't think there's a such thing guys by the way as cold calls Everything is a warm call like these are your neighbors I'm gonna do that all the way till 12 Right and call session Okay In my call session so from 9 to 12. I'm on the phone or I ain't selling nothing I ain't selling nothing 12 o'clock I'm at lunch When I get back I'm gonna do my Handwritten letters. I'm gonna make my videos I'm gonna do my weekly email All other marketing Activities, okay I'm gonna do that from three on Appointments Right and then somewhere around five or six personal family time Okay, this is just gives you guys an idea of what I would do This would be my this would be my schedule if I were you Guys do whatever you want to do Cool now the end game All right, I imagine your goal is not to list and sell real estate until the day you die Okay, you might think it is I definitely thought it was When I was selling you guys know how much I love to sell Dude, I loved I was like so happy just to do get in there make calls get listings go and listen to appointments do deals like I was I was in it. What's going on? There we go. Um, and you might think it is but I promise you There'll come a day when you're cringing every time you look down at your phone to find one of your clients calling Most agents don't plan past making a million or becoming number one Hmm I know I didn't All right, so let me lay this out for you if you give me five hard years of following my lead Making your calls doing your thing You'll never have to to to prospect to make another cold call a day in your life Why because you're gonna build a database so big And you're doing the weekly email you got so many deals coming in You got you don't have to worry about where deals are coming from anymore. This is what happened to me um So this this is what I want for you guys like five hard years. Love what you're doing Build it up build the database get to where you you've got this beautiful business and you're not even Prospecting anymore. You've just got this huge book of so many relationships. People are just down to do business with you I want you to get there where you have more of a residual business, right and then buy some rental properties Buy some rental properties We can even buy some properties together Like i'm getting into that Right, but remember you're building a career. Let me highlight that you're building a career Not just another great year. All right, whatever you do. Don't quit Somebody said to see the schedule again. I think Here's the schedule gym family time office Calls 9 to 12 marketing stuff appointments personal time. Let's go all right next steps Join the new zero to diamond gold bar community join ricky.com You got the link introduce yourself to everyone right there find all the free resources scripts weekly email templates business planning And then you can become a silver member join the 30 day listing challenge I showed you all this stuff the eight step training program weekly calls with me listing presentations ask questions post your progress We're going to have a leaderboard every month and we're going on vacation together Everybody that's in this part of the silver membership every year Right and you can also DM me on the gold bar platform. You can message me on the gold bar platform Um, if you have any questions about any of this stuff All right, i'm going to hang out for just a sec to answer any questions rolling in And then i'm going to let you guys get back to your day Yeah, man word of mouth business Absolutely, man Business plan template is trying to download. Is that on gold bar? Is that on the new platform? You should be able to just download it right there The three marketing activities or whatever you want them to be Um carina so like mine is like weekly email um What I put weekly email letters and social media making videos every day You having a error on creating a gold bar account okay So osmond when i'm not getting rid of the zero diamond website, but it's going to link back to this I'm creating a landing page And the zero diamond dot com will just go straight to the landing page Where it has them create the free account on the new platform But yeah, the the website as you know it is gone Indiana it includes a dialer the bundle Um, I don't know if it's the triple or the single or what? The new york event sure I can talk about that real quick. Um, man, is it going to be something? Uh, right here boom So if you go to gold bar live com I'll put a link in the description, but gold bar live com And it's going to be really something it's right on time square literally you walk right off time square And uh, it's going to be myself ryan surhand another Celebrity agent just as big as ryan. We'll be announcing the next speaker in seven days next week Um, we've all got me. We've got won. We've got veronica myself Um, it's it's a beautiful venue. It's right on time square. They did they did the grammy's and stuff there I'm pretty sure it's one of those type of uh venues So we're making gold bar The thing it's going to be the biggest real estate community Out there period it's going to be full of people that are serious about building their business together and healthy competition and getting together at these events down in the caribbean I want to spend time with you guys. I want to continue to develop the relationship with you with people that are dead serious And uh, yeah, I've been doing the free coaching for seven years and it's been great But honestly one percent of the people that I coach do what I'm saying Why because it's free and so everybody can come in I want to talk to serious people that really want to build their business. That's it So we're going to build a community of serious people And so I'm excited next month Next month we are going to I don't know how many listings we're going to get as a group with the silver members But we're going to be tracking it and I'll be posting it It's going to be exciting because december is the month that you build your inventory To explode when the market rebounds in january And you better get ready for an amazing january a really hard hitting rebound So happy lobster. That's a good question. Let me let me go back in here. I'll show you this so If I'm here, let me log out as myself I'll show you how to sign up You just click on any of the silver members stuff So here I'm a non-paying member. I can just go down here. Let's see Oh, you're not seeing that. Hold on one second. Let me stop that. Let me present Share screen we go Let me go here. Bam. Okay, so I'm right here If you go down to the silver members Area if you just click on like 30 day listing Like it pops up unlock silver membership And then you can hit subscribe right there and then boom tells you what you get You can actually get a 25 discount if you get a year. It's 899 for a year or 99 a month You just do it right there and you immediately get access um Yeah, and you should get it should it should be a little pop-up as soon as you become a member That kind of gives you the button to Become a silver member All right No, josh flag is not on the new york venue I said somebody just as big as ryan, okay? All right Okay, all right Let's see Yeah, so is it joe joe illa joe illa Um, whatever you guys want to talk about in those silver member calls. I'm going to be there every week So if we want to talk about how to do videos social media We're going to be focused on the 30 day listing challenge and have the leaderboard and all that stuff But like whatever you guys want to talk about i'm going to be there to help you with whatever So if you want to talk about social medium videos or whatever Jordan, it's me. I'm the coach of the silver program And we'll have we'll have speakers come in Let's see What about the free versus paid coaching debate to do with bam, what about it lane? Bronze membership is just a free membership. You're just on there. You can DM people you can post you can get the free scripts Free templates free business planning all that stuff Appointment set number, um, I took uh 25 of the leads I got a lead is considered somebody that Said that they want to sell and they're you know, they're thinking strongly about selling. That's a lead All right, cool guys Oh, lane. Yeah Debated why free coaching is better than paid coaching. Absolutely man. What's your question about it? What about it? Lock it. No, they're not but they get more they get more than what's on goalbar Denise yes me and wan are partners on goalbar It is our it's his program our program whatever All right Hey, let's get it boys 2024. My goodness. I'm gonna get some coke zero Like I need any more caffeine in me And I'm gonna take it to the house You guys DM me on instagram DM me on the goalbar platform actually Just send me a message there if you need anything whatsoever I'm looking forward to seeing all the silver members monday 4 p.m. Central and uh, let's get some listings in december Let's hit 2024 right in the mouth and by the way for for you guys watching 600 people still here Um, I don't know if you guys saw that video I put out in 2019 2019 I put out a video november 2019 and I and I said 2024 is gonna be my year what I really should have said is 2024 is gonna be our year But 2024 I was talking about 2024 and 2019 in december That's how passionate I am about 2024 So anyway, I hope you guys are ready for this. I know I am it's gonna be an exciting year and I hope you're fired up Uh, talk to you guys soon. Love you so much