 Market share is the percentage of property owners that you have relationships with whatever agent has the most Relationships with property owners in the market owns the market share How do they how do they start realizing holy crap, they're really like there's no limit to how much business I could do I Think step one would be to look in your MLS, right and watch the closings every day and see how many closings are happening every day And you're in your specific market, right and then go back in time and look at the listings this happened Look at the closings this happened every single day go back to 2008 go back to 2007 go back to 2010 9 When the market was at its worst, right and see how many closings were happening every single day, right? So I think that's the first step is to actually look at the data, right? I think everybody's Basing this on their opinion. They're basing it on emotions and they haven't even looked at the facts, right? They're just they're just taking what they think out of thin air and think and just saying oh well This is it and they're not even looking at reality, okay? So step one is look at it because it's black and white, right? That's the first thing the second thing is to realize that every single closing like you said is Double-sided. There's a buyer and a seller there And so what you do is you take all those closings and multiply them by two and that's how many clients closed Okay, so you have a market that has 30 closings a day Well, that's actually 60 opportunities every day of buyers and sellers who sign purchase agreements agreeing on a Contract to close in 30 days 30 days ago, right? A buyer and seller got together and Decided to agree to this price not offer not a listing and agreed upon negotiated contract was signed that actually closed Okay, so you had 60 of those people sign those kind of contracts 30 days ago that closed today And you got you got 60 of them today 60 of them tomorrow 60 of them the next day and people are complaining about You know, I can't get any deals. There's no deals Well, there's 60 of them happening every single day and the thing the problem is the mainstream training and The ways of the internet are distracting people into so many different directions They don't know which way to go could not agree more with that. They don't they don't they don't know which way to go Okay, and and so many of them are such BS Training programs that are taught by people that never sold real estate Maybe sold real estate and closed two or three deals their first year and then started coaching Maybe somebody that closed 20 deals in their whole life and that's fine and dandy I mean the number one coach in real estate never sold a property in his life He's the he's the hustler of the century. It's it's so interesting to me And I think that you really have to sit down and listen to what I'm saying about The the fact that closings are happening every day and who are the most efficient prospects as property owners that own the type of property You want to sell and I'll think about this Can you call every single property owner in your area ever? No, you cannot call every single property owner and that's in your market ever in your life period Yeah, end of story come and go Not even that not even that you could never call every single household You can even get through the list one time if everybody stayed where they were put never moved Okay for the rest of their life for the rest of your life They every single homeowner stayed where they were you could never get to the end of that list Right. Well, and even just being in the business being out there showing homes scheduling showings like looking on the MLS I run like I'll hear about these mega teams in my area, but I've never even come across before Like it's just such a big frickin market and like they're selling hundreds of homes a year I've never come across one of their listings. I've never heard of them. Hmm. It's uh, it's crazy. It's Salt Lake City's big, but nonetheless Let's talk about your your coaching program. So first off why it's it's 100% free Which I think is incredible for many reasons. Why are you doing that number one? I want to reduce the failure rate Okay, why don't want to reduce the failure rate. Well, I got bored selling real estate because I've been the number one Remax agent the state three times. I love selling real estate. I'll continue to sell real estate. I'll keep selling hundred properties a year I'll stay at the top once I hit that goal and made that million dollars a year. I was like, huh, you know This this isn't this isn't what I thought it was gonna be. Okay, so so now what's next? So I've had this monetary goal for my whole life I want to make a million want to make a million want to make a million So I almost made a million any year and lost it all went broke I was sleeping on my on my in my car and friends couches went back to roofing houses worked on an oil rig Read a hundred books fought my way back took everything I learned during that time and now I'm crushing it But everything was a monetary value, right? Like a monetary goal. Okay, so but when I got back in the business That's when I realized relationships over transactions because that short-term mindset is what caused me to lose everything So I had to turn that around first. Okay, so now now I'm basing my found in my entire business on relationships Now I get to the top now making the money that I wanted to make my entire life Now realize that didn't really fulfill me like I thought it would right and so now I had to make an even bigger goal That actually meant something that that I that I really believe can fulfill me And that is to help agents that are that are going through the same things that I went through right and try to get to Them before they have to quit and help them realize that it's about people not the money And when you and when you think about it that way and you operate your business that way your tents in the right place Then you're going to make more money and you're going to be able to provide for your family You're going to be able to survive the business and create a business where you don't have to worry about anything When you when you do your business like me, then you don't have to worry about the market crashing You don't have to worry about losing deals You don't have to worry about any of the stuff that most agents are worried about They put so much pressure on the shoulders, you know about is this buyer going to buy is the market going to crash or people going to think I'm dumb and all that stuff and Everything that I'm doing is is is focused around how do I get that pressure off of these agents and let them know that? They can actually be theirself. They don't have to be somebody that they're not They don't have to high pressure people into these awkward situations where you're going to scare off the prospect and never never not do The deal anyway, we don't have to do that. We can actually be ourself, right? Use our personalities as our strengths and close more deals awesome dude so so much great perspective here that agents Absolutely need and I mean look I love watching your Instagram stories or YouTube videos because you you just have a perspective That it we all need to be reminded of from time to time like because we all get frustrated We all were like damn it, you know This isn't growing as fast as I want and sometimes we have to remind ourselves There's plenty of deals out there. You just have to go for it and get them and don't get me wrong I feel the same way. I'm always frustrated about on my growing fast enough I mean I did the thing is man is is a lot of people see my content They think man this guy is just something else da-da-da. No, I'm going through the same exact struggles as Everyone else. I'm trying to figure out right now where my next deals coming from right and you know Why don't I have a hundred thousand subscribers yet? You know like like there's a lot of there's a lot Patience is the biggest thing in life Besides working hard believing in yourself Adapting trying new things figuring out what works and what doesn't work But then when you understand all that and you got you got everything moving in the right direction Just be patient, you know, and that's the part people Neglect they want it right now. Are we in a real estate bubble nationwide or is this not a real estate bubble? I don't think so because a couple of reasons I mean the first big reason for me is That there's a lot of cash on the sidelines, right because everybody's scared You know from from how everybody got so hurt that big crash in 2008 everybody's so precautious There's so much cash on the sidelines, right? So when a market crashes what happens? Well, everybody's selling they're pulling their money out of stocks or pulling their money out of everything And that's what makes the market go down because everybody's selling and nobody wants to buy all the money's already out You know, I mean sure there's a lot of money that we could still take out However with all the cash that's on the sidelines that cash is just waiting for the market to crash You know saying and so like when the market crashes that money is gonna go right back into the market Which is gonna make it come back up and so When we had the first the last big crash it was fueled from the real estate It was fuel from the no dock loans and the interest only and all the money They were basically given away and you know people were letting their uncle repraise it for this crazy high price and all this stuff Well, well that was that was then it would the stock market crashed because of real estate Okay, this time I think that we might see a blimp from the stock market crashing instead of real estate crashing It's gonna be the stock market crashing that kind of affects everything else, but I think it's gonna be a really Small crash I don't I mean just because there's so much cash on the sideline waiting on the crash to put money back into the market I just don't see I don't see anything massive happening on the horizon, you know So I think we're in a state of flattening out right now because we're definitely seeing less Transactions we're seeing prices slow down We're seeing more days on the market and that's just a market adjustment We needed the market was going up too high And I think that this adjustment that we're in right now is really super healthy because if we had to continue to go up Up on up then absolutely we would be in a bubble, but because we slowed down I think that that's preventing us from getting into a bubble, you know what I mean? So I think that we may see a correction, but I think it'll be a small correction And it'll be a time for everybody to to buy I think people need to be ready for a small correction You know not like tomorrow or anything. I mean you should never try to time the market, you know You should always be investing constantly consistently. You should have a long-term game plan, which is what I do and However, always have a lot of cash on the sideline ready for something that way in case it does happen You're ready to to take advantage of it No, I think we're in really good shape And if we do see something it'll be really small to come back, you know fairly quick and It'll be a good opportunity to To create some more relationships, you know when the market crashes and agents get scared and leave the business It's time to create relationships Which are which are Dustin the definition of market share market share is the percentage of property owners that you have Relationships with whatever agent has the most relationships with property owners in their market owns the market share And when the market crashes is the best time to create those Relationships because nobody else is doing it a you need to do it be Right just to stay alive to try to find the people to do want to buy and sell right when the market comes back You're gonna be you're gonna be on top. That's what happened to me