 If prices go up, I'll get another deal then we'll upgrade to a deal and refer five people to them. We're literally at 2008 levels when it comes to the number of transactions. This is your 2008. Can I get a yeehaw? Yeehaw! Or was it the largest surge that we've ever seen? One of them for sure. And when we see a retraction of transactions, that's building up demand. So what do you think I think is happening right now? We're rookie! Nobody could afford houses. This is the worst affordability that we've ever seen. There's still plenty for you to double your business. Go look and see in the market what's happened. The difference in you being a multi-multi-multi-multi-multi-millionaire and making $150,000 a year. It is a legend in the real estate business that incredibly successful. I started his career, went on to do over 100 deals a year for eight years straight as a solar producing agent. Ricky has now gone on to impact the nation, impact the country, impact the world, the lives of real estate agents. His goal is to help reduce the failure rate in the real estate industry. You want to talk about a big goal? Big opportunity? That's why Ricky's created the results in the business that he's driving right now. Super excited to welcome Ricky Karoo to the stage. I got Anna here from Frozen. You want to tell them anything? He's showing you her cap. Slides a little too early, but that's okay. So, hey listen, this is really our first time to Houston. I just did the math and this is our 13th event that we've been to this year. So we travel two, three times a month. I bring them everywhere we go. Talk to real estate agents and investors all over the country and we have a good time doing it. So really living the dream. How many of you guys are already following me? Some capacity. Great, great. And the rest of you guys. Where you been? It's a nice vibe. We're going to come over here and tell us you guys. How y'all doing? Hey. All right, so we're number one. We're staying at the Galleria. We walked around for an hour and a half and they didn't even scratch the surface of that place. So what's the first fault you guys have when you hear the word Alabama? Roll football. Besides football. Ticks. What's that? Ticks. Ticks. Now we're getting so very tits. Beaches. Can you beat that? Beaches. Beaches. Sweet Home Alabama. Sweet Home Alabama. Okay. I was in New York and I asked that and they said, Mud. Next slide. This is actually where I live in Alabama. Did you guys know we had beautiful beaches like this? Yeah, of course not. But you're going to go there next time because it's literally an hour and a half shorter to go there than Destin. How many people go to Destin from here? Just an hour and a half shorter. Just take a right on 59 and you're right there. It's really nice. It's spread out. Destin's a really compact island. And Gulf Shores Orange Beach is a lot more spread out. And there's incredible restaurants. So I grew up right here and I sell mostly Gulf Run condos right on the beach. It's what I primarily specialized in. And I've sold everything. Department complexes, commercial lots, houses, everything. But I focus on the beach. But anyway, you guys should come there. Number one. Number two, if you want to buy a condo there, I know what good age it is. And if you guys have referrals over there, send them my way. All right. Next slide. This is going to be fun. Next slide. Okay. So I grew up right there on the beach. This is a screenshot out of my local MLS. This is eight years. This is 2014 January to December 2021. So I was the number one agent in my entire MLS out of all brokerages. And also this puts this lumps teams together. So I was just a single agent with one assistant crushing entire teams. And I did this for eight years in a row. I got into business in 2002. How many real estate agents do we have? Okay, good. About half the room. And out of the investors, how many invests a single family? Okay, nobody. Multi family, commercial. So long story short, because I want to get into actual the market with you guys and what you guys should be doing day to day. But I started in 02. I was 20 years old, made a lot of money, lost a lot of money, and got out of business. Went back to roofing houses, worked in an oil rig, went bankrupt, was sleeping in my car, sleeping on people's couches. I got back into business in 2008. The most amazing time to get back into business. Why? Why do you think it was the best time to get back into business? Everybody's leaving. What's up? Well, another small key point is that business is unlimited for every single person. Competition doesn't exist. Doesn't matter if it's in, out, how many, none of that matters. The reason why it was the best time to get into business is because property was 50% cheaper. And it was so easy to sell properties. It was the easiest time in the world to sell properties. And there weren't any, there was no agents there, it wouldn't have mattered anyway. My thought was, let me go crush full closures on the buying side and these buyers will become sellers in three years when prices go up. I'll get another deal, then they'll upgrade to a deal and refer five people to me. And my business will explode in three to five years. 2008 to 2014, literally, I sold 100 properties in 2014. And it was because of my visualization of what I could do in 2008 and how that would inspire a web into a snowball over the next couple of years. The same thing is happening right now. I don't want to go through all this stuff. Next slide. This is a nice little visualization, it's not 100% accurate, visualization of my business. And you can see I'm just treading water. When the business, when prices were coming down, I'm just kind of treading water there with my market share. This is market share. And I didn't do anything different from 08, 9, 10, 11, 12, 13, 14, I didn't do anything different day to day. The reason why my business exploded is that it expanded with the resurgence of the market. Right now we're looking at 4.8 million, 4.28 million transactions this year. 2008 was 4.12, something like that, million transactions. We're literally at 2008 levels when it comes to the number of transactions. This is your 2008. And I want to go through where the exact opportunity is for your business to look exactly like this. You with me? Yeah. Can I get a yeehaw? Yeehaw. Next slide. April 28, 2020. What are y'all doing? You're at home. They made every single person stay at home for 45 days. What did I do? I put out a video before the economy reopened. I said, real estate's going to surge as the economy reopens. What happened when the economy reopened? Was it the largest surge that we've ever seen? One of them for sure. Why did I think this? How did I see this? I'll tell you why. Number one, I've been doing this long enough to know that when we see a retraction of transactions, that's building up demand. So what do you think I think is happening right now? More than we've ever seen, ever. The pent-up demand is historical right this second. I'll show you why. However, April 28, 2021, opposed to this video, and we're all sitting in our houses, not knowing if our friends and family are going to die. If we're going to die, if we're still going to have jobs, if the world's even going to still exist, were you guys thinking, oh, real estate's about to blow up and explode? I was. Next slide. I'm going to say I'm more and more like Sean Connery every time. So what do I think is happening now? This is Redvid's medium prices in the entire country. We started the year at $349,000, $349,000. We bottomed out in January. In December, I said, I think we're at a pricing bottom. There's video. It wasn't quite the bottom, but it was close. Look how similar 2022 and 2023 looked. I had pretty much all the same trajectory. We're down 1% year over year, and guess what? That 1% down year over year happens to be during the same, close to the same time that we hit all-time highs last year. So what does that mean? That we're 1% away from all-time highs, prices. Meanwhile, mainstream media and dipshits on YouTube talk about how hard it's going to crash. And they say, we're down year over year. But wait a minute, Mr. YouTube Genius. We're up over the last four or five months. And not only up, it has skyrocketed. It's upon demand. It's simple economics, of course. But look at where we are right now, 3-in-1. The high last year was $387,000 on this chart. All this data comes from NLS, National NLS. Same place Zillow pulls their data from. This is where Repping gets their data. We're literally $6,000 away, less than 2% away from hitting all-time highs, which is going to happen and slide. This is Houston. You can see it's the same, same shape. Started at 329, we're at 343. Where's it headed? Straight past 2022. Not hard to realize. I'll just do this. Maruki, nobody can afford houses. This is the worst affordability that we've ever seen. Really? Let's dissect for a second. This is mortgage rates. You can see back in 89, it was $6,700 a month, right? You see where we are now? Oh my God. But wait a second. Let's adjust this chart for inflation. Now think about this for a second. In 1989, where we're at $6,700, but you adjust that for inflation, we're at $16,000 to $1,700 in today's money. What does this chart show me? It shows me, yeah, we're a little high, but you see where it's headed? It peaked out and it's coming down. But what this chart really illustrates to me is the fact of how spoiled we've been over the last decade. You see what's happened over the last decade? All we're doing is getting back to the 90s and early 2000s. That's it. Nothing crazy, but everybody's going to cry because they're used to this. Oh my God, my family can't afford a house anymore. No, it's just getting back to normal of what it was back in the 90s and early 2000s. I'm sorry that it's harder, but you're going through the same barrier of entry as we did back in the 90s and 2000s, which is where it needs to be. It was artificial because of historically, I'll show you a second. We went down in 2008, 50% for the first time ever. And historical rates at the same time that created this affordability that was just amazing and we didn't even know it. We thought this was the new norm. That's not the new norm. That was a temporary moment that we should have all taken advantage of more than we did. But now we're just getting back to normal. Are we on the same page? Next slide. Mortgage payment as a percentage of median household income. It looks the same to me. And when you really look at it, we're under 1989. And you see the same thing. We were just spoiled, ladies and gentlemen. You know why people are crying about affordability? Because they used to spend say 20%, 19% of their income on their mortgage. And now they're having to spend normal amount, which is 25%, 26%, 27% on the mortgage. You know why they're crying about that? Because they got accustomed to the 19% and they were going out and blowing the rest of their paycheck on stuff they don't even need. And they grew accustomed to that lifestyle. Now they're complaining about it. I can't keep up the same lifestyle ahead. It's time to make adjustments. If you want to build in this world, you can't control what happens. You've got to take what happens and do something with it. We're down 60,000 agents. But you see this wave that happens every year. What causes that? It's because agents that aren't doing anything finally decide to not pay their dues. Then they're not even agent for a while. But they don't take their name off the roster because the dues haven't become actually late enough for them to take them off the roster. That's why you see this steep decline and increase every year. Because that's just the dues coming due. But why are we down 60,000 agents? If in fact, we're about to hit an all-time high price-wise. The market's so good, Ricky. Why are agents leaving the business more than they have been? Because we're down to 2008 levels of transactions. And if they got into a COVID and they haven't made it yet, they're probably thinking, oh, the market's really bad. If I hadn't made it up to this point, then I'm really not going to make it. I might as well just hang it up. So we're losing agents because we have less transactions happening. But if they only knew, then it doesn't matter. All right, think about it like this. The entire industry, even in your local market, right, is everybody from Houston? No? Let's pretend like everybody's from Houston. Just the amount of business in Houston, your business as an agent, as an investor, whatever you do, is a microscopic dot. You can't even see it with a magnifying glass. Microscope compared to the overall market. The market could go down 90%. And 10% of what's left, your business is still a little bitty microscopic dot. There's still plenty for you to double your business. Even if it retracted 90%. That's just facts. Worry about all this stuff. It's not going to do anything to help you build your business. So this goes back to 2008. 1.4.12. A close to the same amount of transactions we're going to have this year. It's interesting, right? But look how long it took to get from 4.12 to 5. 5 million. It's 2013. That was a long haul, long haul. This time is going to be a violent, a violent V-shaped recovery of the housing market to 5 million transactions. It's not going to take 5 years to get to 5 million. It's going to happen next year or the year. It's going to be unlike anything you've ever seen. You think the 2022 serves with something. Why do you see what happens this time? When you take all the demand and hold it back for mortgage rates and lack of inventory and see what happens when that rubber band, the further you pull it back, the harder it's going to go. And it's being pulled back harder than we've ever seen in history. So this is inventory. Look in the 80s. At any moment during the 80s, we had 2 to 3 million homes for sale. 2 to 3 million homes for sale in the 80s. 4 million in 2008. Coach Michael Burke. The man, the myth, the legend. Give it up for him. Look at that. Michael Jordan posters, one of the things I want to see. A million listings right now we're really at about 700,000 active listings that aren't pending right now. In a country that has a third of the more population and a third of more households than we have after the 80s, 748. Now, we're down 6.28% inventory in the country compared to last year. This is a record for May. This is a record for May. Did we go lower early in the year in 2022? Yep. But for May, lowest that we've ever been. How are we going to solve that problem? I'll tell you. And Zilla just came out. So I've been saying for about 60 to 90 days that we're going to hit positive year over year prices. Why did I think that? Well, if you go back to the slide showing prices, you'll see that in June as prices went down, it created this wall. You could see several months ago that the trajectory of prices could easily bust through that wall in June. Easily. So I knew the prices were going to go positive year over year. What I did think about was the possibility that they could go to an all-time new high. That became way more interesting to me over the last week as I realized that. But Zilla was the first of the real estate data companies that has come out and said that we're positive year over year. Their latest report, they said, we're up 1.4% from April to May. Okay, sales rose really 10% April to May. Inventory reached a record low from May. They could put a period right there because that's historical, but the second part of the sentence is just as interesting as high mortgages deter sellers. Now, did you ever think we're going to be in a market where mortgage rates deter sellers instead of buyers? You think it's going to deter buyers? What's happening is extremely interesting with that conversation. Why? I'll tell you in just a second. Typical home value is at 346,000, up basically 1% over last May. We're up year over year right this second. Okay, you know how existing home sellers won't list because rates are so high and they're sitting on such low interest rates? Here's the opportunity. What do you think is going to happen in a couple of years with the buyers who are buying at 6% to 7% when rates are 5% in 2 to 3 years? They're going to be happy to sell and upgrade. The market's going to flip. Now, there's going to be way less because people are going to hang on those rates longer, but as rates start to come down, we're going to see people who are in the 6 and 7s that are buying now sell to upgrade. There's two more changes. You represent a buyer right now. That's going to be like 20 deals to you over the next 10 years. Why? Because they're going to sell it in 3 years and upgrade. There's two more deals. They're going to refer 5 people to you who also re-sell and buy something else. It's the relationships is what you need to be thinking about representing go out and stack your listings. That needs to be the name of the game, but don't sleep on the buyers right now because that's what I did in 2008. I represented buyers with foreclosures. No one there were going to re-sell and then buy another refer people to me. My business would blow up. Same things happening right now. God represent buyers on new constructions. They're going to sell it in 3, 4 years buy their dream home at a lower rate. Bingo. Zillow said that adding that it's a little cooler than the previous two springs, okay, but still hotter than 2018 and 19. You guys understand we're in a better market right now than we were in 2018 and 19 is it slower than the last two years? Yeah, we got spoiled with the last two years the same way the general public got spoiled with low interest rates and great affordability over the last 10 years. We can't sit around and cry about that. We're still in a better market than we were in 18 and 19. Shut up. This is one of the greatest opportunities that you have all ever seen. If you'll look at it for what it is and realize where you could be over the next couple of years if you take advantage of it. But if you're just blinded if you're ignoring this and you're just continuing on and you're just whatever you do then you're just going to keep doing whatever you do. If you want to go to a super high level you've got to be able to visualize where the market is where the opportunity is and how you can take advantage of it to exponentially expand. Right Ben? Another interesting point. Home values rose faster in those West Coast tech subs that got hit really hard. Prices rose faster than the national average for the second straight month. Hey San Jose, San Francisco, they got crushed. Now their prices are coming back faster than the national average. It just goes to show you guys you can't listen to all this. You've got to go up there and do your thing. Next slide. Okay. Zonda came out and did a study 98% of millennials, one of them got home owners. Because they want to build their equity instead of someone else's. There's 72 million millennials. Let's say this survey is off. So let's say they survey 1200, whatever. Let's say it's 80%, 70%, 95%, whatever. It's a lot of them. If they rent, their rent's going to keep going up. If they buy, their pain is not going to change for 30 years and they're going to build equity. It's an easy financial business decision. So when I read this, I thought, okay, let me dig in and see what's really happened in here. So the average first-time home buyer is 36 last year. 33 the year before. So I started thinking, okay, millennials are 33, 36. 98% of them, according to the survey, want to become home owners. They have the desire to become home owners. So I said, let me go back and look at birth rates. And see if there's something happening here. What did I see in 1990, 33 years ago? Massive spike. See it? You see the spike? It's not a joke spike. It's not like a beep. It's a massive spike. We have more 33-year-olds, people turning 33, than we've seen in decades, since the baby boomers. And you see that we're there. We actually have a couple years higher than now later, but we're there for a good decade and a half. Now these people are turning 33 this year. They're going to be 34 next year, 35. Then we've got the next batch of 33s coming in. At the end of the 16, 17 years, that's just 33. Then the year after that, they're turning 34, 35, 36. Which remembers, 36 this year, 33 last year. This in itself creates so much pent-up demand that we don't even know it. We've never seen anything like this for a long time. And we're sitting here in the position that we're sitting. Prices through with recessions. The shaded areas are recessions. The white line is prices. I get in so many back and forths with the keyboard warriors about you know, recessions and home prices and stuff like that. And I'm just thinking, have you even looked to see how home prices actually do during recessionary periods? By the way, are we going to have a recession? Oh yeah, it's going to be the worst we've ever seen and stuff. It's crazy and stuff they say. Back in the late 70s when we saw 18, 19% interest rates, what happened? Prices went up. The only time we saw a decrease was in the 2008 situation. Is that it? You ready for this? This is home. This is residential home appreciation every year since 2000, since 1942. They say, what goes up must come down, right? That's what they're saying right now. Oh, it's went up so much. It's went up so much. What they're doing is they're two things. They're comparing it to stocks, which can go up and down and lose 50% all this stuff. And they're also thinking about 2008, which is not that it's kind of still fresh on people's mind. So they're just mixing all that and getting super confused. Back in the early 40s, we had five double-digit appreciation years. And they're all like, it's going to crash and burn. Prices are going to just crash and burn. What happened? It never went negative. 2%, 0%, 4%, 6%, 4%, 12%, and 1%. If you go to the late 70s where we had six years, four of those were double-digit appreciation years. The huge run-up before we had the 18% interest rates, 19% interest rates. There was a huge inflation problem back then, just like we had now. They compared the inflation last year to the late 70s. Same situation. We had six years, double-digit, four of them were double-digit appreciation years. That's going to crash. No, 7, 5, 1, 5, 5, 7, 10, 8, never went down. Collectively, two years, we had a negative 1% in 90 and 91. Okay? Then you had the run-up in the early 2000s, the four double-digit appreciation years, and then the crash. Here, most recently, we had two years of double-digit appreciation. Two. And one of them was barely double-digit. It was 10. And they're saying it's going to crash. We're at 6 now. And right now, you remember the chart I showed you? Fixing hit all-time highs. We're up like 9% right now. We're almost a 10% double-digit appreciation this year. I've said since December, February, we're going to hit double-digit appreciation this year. Why do I think that? It's not hard to see where it's going. Now, what all does this have to do with your business? Anybody? Go ahead. I'm waiting. What's up? You just keep going. The market is growing. That's Alabama talk. The way you're going. This is blind demanded of your market. It's a blind demanded of your market. What the hell does that mean? Now, I'm saying like, what does all that stuff have to do with your business? It's a blind demanded of your market. Hell, what does that have to do with anything I'm talking about? Anybody got a logical answer? Just because the media and all the different things they're saying, this is going to happen or this is going to happen, you shouldn't get caught up in all that. That's good. That's real good. That's actually close. Now, let's see a hand raise over here. That's good. That's good. Let me tell you. Nothing. So why don't I go through all this stuff so that I could give you confidence in the market and tell you that it doesn't matter. Go out there and do your thing. Go out there and crush it. Nothing stopping you from crushing it at all. What's your biggest excuse for why you're not crushing it? Just give me one. You. I want you. Nothing. We know this. The market's going to surge back 110% of the time every single time with the vengeance. Go ahead. And we know this. Closets are going to happen every single day by the truck loads regardless of market conditions. It doesn't matter what the market's doing. Go in your MLS right this second and see how many closings are happening while you're complaining about no closings or whatever it is you're complaining about. Look at the data. Don't just say it because of what you feel because you're not doing what you're supposed to do to create business. Go look and see in the market what's happening. If you go back to 2008, 8, 9, 10, 11, all those down years, if you go back to that time and you look at the data, you see how many closings and the prices and the inventory and you look at all that stuff. You look back to know it. You kind of have a biased opinion because you know what you know. You know how it all played out. But try to take that out. When you look at that data, you're going to say to yourself, you know what? It wasn't that bad. It wasn't that bad back then. It wasn't that bad at all. And when you compare that to now, you're going to say, wow, this is really amazing right now. And when you look at this year, five years you look back at this year, you're really going to say this year was amazing. And this is going to be a lot of people's turning point because this is going to be when you actually build your market share and create that snowball that turns into whatever it is you're trying to do. This is the year right here. This is your 2008 next slide. Okay, what's market share? Don't look at the screen. Tell me what you think it is. Most people think it's how many listings I have compared to the rest of the market. How many deals I'm doing? Oh, no, no, no. All the other agents. Not me. I'm thinking about what agent or investor or whatever it is that you do has the largest percent of people in the market who know who you are and never forget you. That's market share. If you take a guy that's doing 20 deals a year, but he's crushing his database and he's meeting people and these people love him and he has a system in place where nobody ever forgets who he is. I'm taking that guy over the guy that's doing 100 deals who's not building the database. I'm going to have to look into the businesses and see how they really build the business and stuff. But just generally speaking, I'm going to take this guy over here that's building his database and creating new relationships in the market and has systems in place where people never forget who he is. After that great first impression, can I get a yee-haw? Yee-haw. Yee-haw. Let's get loud. One good time. Yee-haw. That's how I thought Texas was... Don't talk any bigger than Texas. Okay. We'll go back to Alabama. Just kidding. Yeah, nice to meet you. I love Texas. Okay. Does this make sense for a second? We'll sit here for just a second. So we've got three buckets of your business. Lee Jin, follow up. Let's dissect this a little bit. I'll get through all of this and I've got one half-time for two questions after you. Lee Jin! I'm not going to tell you to not do social media, to not call calls, to not do or not, to not do open houses, to not do networking events, to not do direct mail, to not do all the stuff that you do. I'm not going to tell you not to do any of it because guess what? It all works. I don't have a coaching program I'm trying to sell you to try to tell you how to do this or that. I'm here to tell you that you've got to figure out what works best for you and go all in on those few things and be okay with the business you're losing from the things that you're ignoring. Like me, for example, I did a just call-calling property owners and doing direct mail and a weekly email and I ignored social media and I ignored door knocking, I ignored Zilla leads and I ignored all this stuff because this was working for me and I went all in with that. You've got to figure out what your all-in play is with Lee Jin. I'll tell you, I'm going to go through what works best for me and tell you why next. So let's think about it for a second. If existing property owners won't sell because interest rates are high and they're sitting a low interest rate, then me as an agent, if I'm trying to get listings or even if I'm an investor trying to wholesale or finding property owners that would sell, what's going to be my best bet for that? Probably going to be people who don't actually live in the house that I'm calling about or that I'm trying to target absentee owners. Second-home owners, investment owners, long-term property owners, Airbnb's. They can sell that property, they don't have to move. They can keep their low interest rate on the house they live in but they can sell this property for an all-time high. Take money off the property, bless you. Take money off the table and go buy something else or do whatever they're trying to do. People sell for a lot of different reasons. Absentee owners. For sell by owners, they've said, hey, I'll sell, I don't have an agent, I don't have anybody representing me. I'll sell. Expires, new and old. We like one to two-year-old expires but new and old, they've said, hey, we'll sell itself whatever reason, boom. Now understand something. When I'm calling a property owner, I'm not calling, I'm using the property. I'm not trying to sell the property. I'm not calling about the property. I'm calling to use the properties and excuse to talk to the property owner, see if I can connect and get to know them and see what it is I can do to help them. What are they trying to do? What kind of game plan can I help them put together based on my professional experience in the game to help them do whatever it is they're trying to do? Taking notes, taking notes. Texting everywhere I say, okay. Like I just dropped one on you right there. I'm using the property. So like, for example, the most of the expires that I sold, I represented them as a buyer because I'm calling not to sell the property. Most mainstream coaches and brokers will try to talk, they're so focused on that listing. It's all about that listing, getting the appointment, getting the listing sign, blah, blah, blah, bullshit. What if they want to buy something? You're turning them off with all this objection handling, robotic talk. I'm trying to talk to them like they're my mom or dad. Hey, I see you were trying to sell this property. What happened with that? Oh, okay. Well, in that case, let's do this. Let's do that. You're looking to buy something. What can I do to help you here, man? I make live calls on YouTube all the time. I've got dozens and dozens and dozens and dozens of videos. I think this is the greatest opportunity to write here at Stack Listings. I've got an agent with 26 active percent of analytics. Another agent with 40 active old expires, one to one and a half year old expires. She actually just sold a $3 million plot of lands in the state of Georgia. It was an expire. It was a year and a half old expire. Next slide. You're turning them into listings? Yeah. So, yeah, so I want to turn it into a listing. Yeah. Yeah, an active listing on MLS. So, if you want all these leads, you can get them from pennies at redxdiscount.com. Get GLEs plus. You get 75 property owners of your choice in your market. Phone numbers, emails, expires plus. Go back 10 years worth of expired, withdrawn, canceled data. Multi-line dial and call. Use AdBuilder to hit them all on social media. Literally for like $500 a month, you can have tens of thousands of leads, call, text, email, and hit them on social media. And you guys are spending like $1,000 on one lead. I'm saying take half the money and get a lifetime of leads. Until somebody tells me something better than this, I'm not going to tell you guys to do anything else. Can anybody tell me something that is better than this? You call the exact property owner you want to do business with. Developer relationship. Don't even try to sell the property. See exactly what it is they're trying to do to a wife. They have an agent they normally work with. What can I do to help you today? Good sir. Or ma'am. Women on property too, right? My scripts. Free. RSCscripts.com. In 2017, I quit prospecting altogether. That was the first year I met a million dollars as a real estate agent. Quit prospecting altogether. Up until that point, I just prospected my ass off. Build my database up to the point. 2007, like 2007 when I got back from the business, started tinkering back, I started doing it weekly email. So I've been doing it every single Wednesday since 2007. And by 2017, it got me out of prospecting. I was still in production because I was still servicing the deals, going to list employment, showing property closing deals. I'm still an agent but I wasn't having to prospect anymore. Or go fine leads, or buy leads, or do anything else. Not even social media. I still want to do social media to this day. Because think about this. And I preach social media. Social media is the reason why I'm not in production now. Thank you, Jesus, for social media. But for a real estate agent, what's the purpose of... What's the end goal of doing social media as a real estate agent? Big clients. Selfies. Selfies and stuff. The entire goal of any lead-gen activity comes right back to one thing. To have a real life one-on-one conversation with them. So if it's a YouTube video and they see that they're calling you, or they're falling out of form, you're calling them, you're talking to them on the phone. Every single lead-gen activity is set up to do... The system is this for every single one. Same mechanism. Create a list of people, call the list of people. A bunch of Facebook ads and Instagram ads or organic reach, whatever. You're hoping they fill out the form. List of people to call the people. Do an open house. A bunch of people come in and fill the form. Make a list of people the next day. Call, follow up. Right? Can you guys make it something that you can do lead-gen-wise that doesn't come right back to the goal being to have a one-on-one conversation with someone to have a consultation to see what it is they want to do and why and how you can help them do it. No. So for me, I felt like I hacked the system. Because instead of, I figured it out real early, instead of going out and making a bunch of videos and doing a bunch of marketing and stuff, then I know results right back to just talking to people on the phone. I was like, I'll just talk to people on the phone. I can get the number for a lesson if any. And just talk to the exact person I want to do business with and go ahead and create that relationship. Why? Because I'm talking to one after my mom or dad. I'm not calling like every other jackass real estate agent out there. Right? 30 of you guys have called me the last three days. Yeah, but you haven't talked to me yet, sir. I'm calling to actually just see what I'm not trying to sell you anything. Get you to sell or buy. I'm just trying to see what you want to do, why, and if I can help you. I don't even care if I make money. And then that's what happens. But anyway, the weekly email literally got me to where I didn't have to prospect anymore. Start my weekly email.com. You can go back and see every email I did from since November and use my template. Just use it. Here's a couple screenshots. I got 19,000 people doing this. 72, 74, 7,300 people open it every single week. And this is all I do for my real estate business. And I close 100 deals a year. Now this is the dream that I want to sell you right here. That if you work your ass off of the next three to five years to take advantage of this market, build that database off, let it all snowball. You can get to a place where you don't have to prospect anymore and all the deals just come and just fall in your lap. When people call me off this, they're not interviewing three agents. They've already done business with me or they've been referred to me by somebody that's done business with me. They're only calling one person. In the beginning of your career, you gotta fight for it because you've got two other agents trying to get it as well. You've got two other agents trying to get that listing as well and you'll lose some in the beginning. Not over here. Very, very rarely are you going to lose a listing when you're on this side of the business. So if you'll just put that lump sum of sweat equity into your business up front as fast as you can, instead of trying to prolong it by doing all these shiny penny activities, then you can get to a place where you've got the business of your dreams where you can stop prospecting and do what I did. Go build other businesses if you want to or you can just go spend some more time with your family. Okay, here we go. You ready? This is going to be like a just this is what we're going to do every day. It's real simple. And you're going to say, oh, well, it can't be that simple. No, it is that simple. If you make things really simple, then your life ends up being super simple. My life is super simple. I was talking to the investment guy. I don't know if I don't think he's in here right now. But he was talking about, you know, because I buy a lot of single family and multifamily and I like to buy things already built. And he's like, you ever thought about building? I'm like, yeah, I built a couple houses. But I'm not going to get into that space because now I've got to go out there and deal with paint colors and contractors not doing their job and deadlines and all this stuff. That's creating a new job for myself. When I can just buy it already built and just start making money day one, I'm going to pick the easiest route, the path of the least resistance. Okay. And that's how I built my real estate business. You know, I don't follow up with anybody. I don't call them on their anniversaries. I don't check in with them on their dog's birthday or any of this stuff that a lot of you guys are worried about. I don't have a CRM where I keep up with what people said when their kids are going to college, none of that stuff. Does anybody, is anybody worried about that kind of stuff? Can you give me an example that actually would matter that I need to remember? No? Then why are you worried about it? By who? Somebody that doesn't sell. Did he ever sell? Oh, he does sell? It's fine. I'm picking on you for that situation, but most of the time advice comes from people who never sold or doesn't sell or isn't really, my thing is, is I care about people, but if somebody's mother died within the past five months, I don't remember that. I don't need a piece of paper to make me remember that when this person calls me, I need to be sensitive about that subject. But in five years, they don't want to talk about their mother dying five years ago. I don't need to remember that. And all the time we spend on trying to remember all the stuff, you think about that. If you spend just 30 minutes a week, that's 26 hours in a year. What could you do with 26 hours? And you think, oh, it's just 30 minutes a week that I'm updating my CRM with all this bullshit. What can you do with 26 hours? Now, think about it for spending more than 30 minutes a week. Time compounds like crazy. You can really, that 26 hours could be the difference in you being a multi-multi-multi-multi-multi-millionaire and making $150,000 a year. Yes, ma'am? Yo. Yo. And I sent it out to my entire database. So guess what? Scalable, simple. I created, I sit down and actually build it. I come up with the content. That takes time. But damn, is it worth it? Because they know it's not automatically generated. It's not talking about how to cook shrimp at Too Fae, or what color to paint your walls in the fall. I can Google that shit. I need my agent to tell me real-time market stats of my local market and what he thinks about it. Or here's a nice new restaurant. I mentioned it all about this. I went there with my wife, and we had the whatever. It's amazing email back for a $50, a chance to win a $50 gift card or something. Real value. Listen, your daily goal needs to be to make five new friends a day with property owners. Period. Narnia to study. What do you think the number one reason that people choose real estate agent? At the end of the deal, you ask the seller, you ask the buyer, you say, how did you pick your agent? What do you think the number one agent was? That they had a friend in the business with a great reputation. And that was like 30 something percent. Everything else was one or below. What brokers they're at, online, blah, blah, blah. They had a friend in the business with a great reputation. You create friends in the market, next, hit the next one. You do that 250 working days a year. You got 6,000 friends or property owners over the course of five years, getting a weekly email the same day and the week forever. So consistency, dependability, professionalism, knowledge that you're in the market doing your thing. How big do you think your business is? You're probably the number one agent in your market or even investor. This could go for any industry. You build those relationships. You give that great first impression and then you never let them forget that great first impression by them seeing your name in their inbox every single Wednesday. You're locked in. There's a good chance that you're going to win. Yes. Why did you choose Wednesday? Is that a curiosity? No reason. Okay. I didn't know if there was a reason. I figured like, you know, after the weekend they're trying to get caught up. Yeah. At the end of the week, they're like, I'm excited about the weekend. Midweek's like, let me get some information. I already covered this. That's watch the MLS hot sheet every day for good 15, 10, 15 minutes. New listings, pending, closing, expires, withdrawals. You'll be a market expert. Just it's just second nature. It's just going to be subconsciously. You're going to become a market expert like that. You're going to be spit not numbers and price or square foot and that properties come in the market in this subdivision and that subdivision. You're going to just start spitting out stuff. You didn't even know you knew when a client starts asking you, talking on the phone, you're showing property, whatever. You're going to know this stuff like the back of your hand. You're going to see properties come on. You're going to see the pending in a couple of weeks, what the agents were. And you're going to see properties that spur memories of other clients. You're going to see some come on. You're going to be like, oh, I need to call this client because I sold him a house in there a couple of years ago. Check on him. See how he's doing. Let's see if he saw this property come on. And then you're deepening relationships. This does a lot. Day of the routine. May calls are not 12. I don't care who you're calling. Call Zilla Leeds. Call for sale ban and release. Call Facebook. You better be calling somebody. Somebody in your organization, if you have a team, or if you're a single agent, it's you. Somebody has to be having a conversation to build a business. Yes. You may call us from out of the swell, use social media all afternoon, go all your marketing stuff, handwritten letters, weekly emails, make your videos, direct mail, SEO, blogs, whatever you do. Now is this simple? It's real simple. You do this, you're going to be a multi-millionaire. It's just a matter of time. Okay, this is a good one. Go ahead. One deal a week. All you need, this is trying and true. This isn't like a theory. I've got multiple, multiple, multiple agents that do this. If you want to close one deal a week, by the way, you're an agent. How many active agents do you have? You're an agent? How many active environment sellers you work with right now? Five. How many investments? Five. You're an agent? Agent? Agent? Agent? How many, how many are you working with? None? Huh? 15? How many deals you're closing? Four a month. What did you say? 15. One a week. Okay, some point. The most common answer is four. Statistically, that's 0.8 deals. If you've got four active buyers and sellers, you ain't working on nothing. Zero. Statistically, maybe two or three by, whatever, you get lucky. But statistically speaking, you average that out over time. If you're working with four, you're working on basically nothing. You'll squeeze one out here and there. You need 15 to 20 to get to one deal a week. That's, you want two deals a week? That's what I did for eight years in a row. Two a week. Two a week. Two a week. Every week. 25 active buyers and sellers. Super simple. And once you build that database up, when I got it up to 10,000, that was 2017. I was closing 100 bills a year. I was able to quit prospecting and continue selling 100 properties a year just from the weekly email. Again, this is a snowball that was built just to visualize it and to do anything different. Calls, marketing, weekly email. Calls, marketing, weekly email. And my business, research with the market. That's it. I'll give you a copy of these slides. Text me here. And also we can stay in touch there and all that good stuff. Stay on top of my live trainings, my live calls, everything that I'm doing. You do your videos at home? Do you own anything? Uh-huh. I don't, I don't, I don't I don't online in my Instagram. Yeah. So I added about half of my YouTube stuff. Pretty intense. Pretty cool. Yeah. But yeah. Text me here if you want to copy these slides and stay in touch with me. Here we go. All right. Number one, I know you guys all mean just to show up to one of these things and stay on day. Means you're pretty dedicated. And I know you're looking for something. So whether you got it for me or another speaker up here or whatever, I hope you found whatever it was that you're looking for in the business that you can really take and implement. But you know how I said the most common answer is four, right? I saw all that number. Also, last year, I don't know if you guys saw that slide where, where NAR came out and said 8%, 8% of agents sold four or more properties up to halfway through the year last year. Did you guys never seen that slide? Four, four or more properties. And I said, there's four again. And then every time I do a speech or a Zoom call or a training, there could be thousands of people or four people or a hundred people. And I say, hey, here's what we need to do. Here's the challenge for the next week. Go do it. We meet back. Guess how many people did it? Four. And so my question is, is who's the four people going to be? All right. Who, who's the four in this room that's going to take something I said or another speaker as you're trying to mold all this information into your own business to go do something really special over the next decade? If you're one of the four people, make some noise. That was weak, but there can only be four of you guys. So just four this time. Okay. One, two, three. Thank you guys for listening and I want to take two questions. Yes, ma'am. Are you an agent or investor? What do you do? Okay. What's up? What do you mean by make a friend? Yeah. Same way we're friends right now. Like we're friends now. Right? Yeah, I did. Do that with five sellers a day. You can go on redactediscount.com like I showed and just get geo leads. You pick out the property owners. You get expires. You can even do for self-owners. Call them. Make friends with them. Go to RCscripts.com and download my scripts and then go to YouTube and watch me call prospects live and just understand the flow. Let's roll play real quick. Okay. You're the property owner. Okay. Okay. Ring, ring, ring. What's your name? Again, I'm sorry. Miracle. Miracle. Miracle. Okay. Hey, is this Miracle? Hey, Miracle. Ricky Carutham with EXP Realty right here in Houston. How you doing today? I'm doing great. Cool. Me too. Me too. I'm enjoying the day. Isn't it gorgeous? Yeah. Great. Listen, I don't want to take you too much of your time but I house right around the corner for you. Just sold. And I was going to see if there's anything in the world I could do for you. Yeah. Yeah, yeah. Now, it is awesome. It was a really nice house. It sold really fast. And I didn't know if you thought about buying or selling anything like these. So I'm just calling to see if there's something I could do for you. Again, I'm in real estate. Click. I'm going to hang up on you. Is there something I could do for you? And you would say, probably not. Right? Maybe not now. Yeah. Cool. Is there an agent you would work with if you were to buy yourself? Okay. Cool. Ben? Ben who? I might know him. I'm an agent. He's an agent. Ben? Ben dealing me? Yeah, Ben dealing me. Oh, I heard he's a big deal. Well, let's say you're in great hands with Ben. Of course. He's an amazing agent. I still love the opportunity to stay in touch with you. Would that be okay? What's a good email for you? Cool. And is this your cell number? Great. Great talking to you. I'm going to stay in touch with your email. There's anything you ever need in the world for you to reach out. Again, I'm Ricky Kruth. You're right here in Houston. Tell everybody to send a letter. We'll talk to you soon. Anybody else want to do something like that? You guys have been quiet over here. Just kidding. I'll have to wait a little longer. I got time for one more question. Anybody else want? Hey, you got a mic? Are you using AI on your emails? I am AI. No, no, no, no. I'm not using AI. Let me get one more question. Since that was a short one. But yeah, I'm not using AI. I'm going to do my emails. I'm okay with like spending five minutes to make something really amazing, like really on top, like cutting edge and stuff. One more before I dip. And let my G come up. So I'm going to have to help somebody ask a question, right? So you're going to help somebody ask a question? Yeah, I know people here. They're going to need this. So for people right now, they don't realize they're right. They think the market is tanking and stuff. What is the practical step that they can go out here and implement today? That when they look back, by the end of the year, they were like, damn, thank God I did that. What can you share with them? Well, the first, I mean, the entire presentation. That was my entire slideshow, right? But let me summarize it, right? Number one, the market's not tanking. Did you get that part? I know that. Right. Like, did you guys get that? Yeah. Like, we're about to hit all time high in prices right this second. And we're going to bounce back. There's more pent up demand. I showed you the proof there that we've ever seen in history, right? With the lowest image where we've ever seen in history, right? As soon as mortgage rates come down, every little increment that it comes down, we're going to see a surge of buyers and we're going to see a surge of inventory, right? It's just going to continue to, it's going to take a long time to filter out to where it balances out, but it's going to continue to do amazing over the next couple of years, right? So everybody understands that, right? Even the people that didn't understand that before they walked in the room, correct? Yeah. Okay. And what can you do to implement something today? Make five new friends a day. We're property owners for the next five years. Build 6,000 new friends by calling them and bypassing the entire marketing process, just talking straight to them and saying, hi, I'm an agent. I'd love to be friends with you today is there something I can do to help you, right? And you're going to look back now, now what, right? Let's become the most efficient. Well, I can't call all eight million people in Houston. So I have to be very specific about calling the most, the highest quality leads, right? Who are the highest quality leads? They're going to be the exact properties. I want to do business with one, but two, based on today's market, people that don't live in the house I'm calling about, people that are already trying to sell their house, or people that tried to sell their house and couldn't sell their house. Those are people that said, hey, I might sell, right? Is that enough specifics? Just making sure. I covered it all. You want me to summarize? Yeah, okay. Thank you guys. See you after really anxious. I'll take one more. Right, so I'm Jill Leeds. You go down, you pick this, you get all donors of the subdivision, go down to filters, and then go to listing, and then click the, check the box for not, owner occupied, and then click done. And it filters all those people down to the people, the owners that don't live in the house. Also, high in luxury. If you wanted to sell just two million at home, you can do the same thing filter by price, and just, you can go back with, you can go back with expires 10 years worth, and then filter down to just two million in up houses, or one, you can do a lot of different things on there. Thank you guys.