 So I started when I was 20, took me eight months, make a first sale, start selling two a month. The market explodes. I take that money, I start flipping properties by 23 and I'm a self-made millionaire. I want you to know that this is my life. This is real. Relationships are universal. People ask me all the time when I'm gonna start a team, don't think it's time to start a team. And the truth is, I did try to do a team at one point about seven years ago. And through that experience, through that process, that was the actual moment that I realized, I just love sales. You know, I think in real estate, there's salespeople and there's managers. And people that want to, like Danny said, lead. And I wanna lead in a different way. I wanna lead the industry. I don't wanna raise the bar of the entire industry, but when it comes to real estate, I'm just a salesperson. I just love sales. It's in my soul. So I have one assistant. I have another part-time assistant. She just writes letters, but I have one main assistant that really is the backbone of my operation. No buyer's agent, no other agents. I show all my own properties. I go to all my own listing appointments, all my closings, all the inspections, negotiate all the deals. Why? Because that's what I love to do. That's what I want to do. I choose to do that. And I feel very strongly in level of happiness. And if I can make a million dollars a year and still have time every day to answer every single one of your DMs without asking you for a dime, then I could be considered one of the happiest men on the planet. And what I've been thinking a lot about lately is this balance between happiness and production. We're all gonna have to come to this point at some time in our career about balance and production. Where do we draw the line? Cause I see a lot of people that are very productive and not very happy. And a lot of people that are very happy and not very productive. Where do you balance the scales? And for me, I say to myself, well, I could probably make two million a year in sales, but I would be less happy cause I wouldn't have any time to do the things I want to do which is like answering your DMs. Or I could be a maximum happiness, make a million dollars a year and still have time to answer all of your DMs. And I choose maximum happiness. It's what drives me. All of your DMs, comments, replies, messages, emails, that's what keeps me going. When I got to a certain point in my career, when I hit the hundred deals a year and started making the million dollars a year and stuff, which was a goal for so long, when I finally got there, it wasn't as great as I, the feeling wasn't as amazing as I thought it was gonna be. It wasn't, you know, euphoric. It was euphoric for a moment and it's euphoric to continue to do it, to a certain level, but I had to find something else. And that's when I stumbled across you guys. I found a new passion that I wanted to give back to the industry. Rather than build my real estate business to the next level, I wanted to build the industry to the next level. And so you guys motivated me to write a book after I sold a hundred properties a year for three years, not after two years in the business selling 19 properties in Alamoguru, three years of a hundred properties a year, then I decided, okay, I think I have something I wanna share. And so I write the book. You guys motivate me to get up at 4.30 every morning. You guys, you motivated me to become the first completely free real estate coach with over 20,000 members. And I'm just sharing what I do in my business, which people may disagree with what I do or think it doesn't work or you may love it or you may like this part of it or that part of it. But the thing is, is it's free and I'm just sharing what I do with you. And then you can do whatever you want with it. I get messages constantly from agents. I'm getting all these listings. I have all this business going on. You've poured your heart and soul into this. You haven't asked me for a dime. What can we do for you? And my answer every single time is just take something that I'm sharing, implement it into your business and go succeed. But how many people here want to be a million dollar a year real estate agent? Okay, step one is I think you need to realize that every single one of you are walking million dollar a year real estate agents right now, every single one of you have the opportunity, the skills, you're professional, you're dependable, you're hardworking, you're honest, you're everything. You wouldn't be here right now if you weren't everything that someone would want in an agent. The people that bought tickets that didn't show up, I don't know about them, but you guys are. And what you have to ask yourself is every day when you look in the mirror, am I gonna do what it takes? Do I have what it takes? Am I gonna put forth the effort that it takes to get there? Cause it's there. The only thing in between you and there is effort and time. I'll tell you another thing, and this is dead honest, I believe this to my core, I promise you this, if a roofer that grew up in a trailer in Alabama can do it, I promise on everything in the world that every single person in this room can do what you want to do. There's not a doubt in my mind for a second. And that's what's so great about this industry too, that I love. There's so many great agents at the top for you to look at and say, if they can do it, I can do it. There's nothing special about them whatsoever. I know if I can do it, I know you can do it, I know you can do it. All you have to do is be willing to do what I did to get here. I started in real estate in 2002. I was 20 years old. There was no Zillow, Facebook, Red X, Mojo, none of this crazy stuff. New agents completely have it made right now. You don't even know what I went through to find phone numbers and die with my finger and no social media, it was nuts. But it took me eight long months to make my first sale. I trade market share of an agent on the future earnings of an agent. And to me, the future earnings of an agent is dependent upon the percentage of property owners in the area that you have a lifelong, real relationship with, voice to voice. They know who you are. You're building brand. They've talked to you, they see you digitally. They feel like you're everywhere. The part of those three that most people don't want to do or missing is the talking to them part. And it's so crucial. The voice to voice is the reason why technology will not replace real estate agents. The voice to voice and the process of the transactions are the reason why. Everyone has to be consulted through the market. It's changing every day. I can't even come to Dallas as a highest producer I am in Alabama. I can't come here and even buy a piece of property. I would have to consult with a local agent, even me. So I started when I was 20, took me eight months, make a first sale, start selling two a month. The market explodes. I take that money, I start flipping properties. By 23 I'm a self-made millionaire. So it took me from 2008 to 2014 to get to 100 deals a year. That year I was the number one remix agent in Alabama. Now think about this. I get in in 2002, I make a meal, I lose it all. I go, I work on oil rigs, roofing houses, come back in real estate, okay, learn all the lessons from that and feel like I know what I need to know. Okay, not a new agent anymore. I'm starting over, but I'm not a new agent. I have all this knowledge. I'm willing to put the work in and it still takes me six years to get to 100 deals, okay? That should tell you right there that this business just does not happen overnight. You have to focus on the actions, not the results. If you're taking the daily actions that you know are gonna get you where you wanna go tomorrow, right? Don't worry about tomorrow. Let your actions speak, let the results just happen. Because you don't know what the results are gonna be. You don't know what your full potential is until you've put forth the full amount of effort that you can possibly put in over time.