 This is fun stuff because you literally have the opportunity in your life to to sit in the air conditioned environment and just dial numbers with your finger, literally go like this and call people to see how they're doing and see if there's anything you can do to help them, you know, in terms of using your services as a real estate agent that they need by the way. You know, you have to, every single person goes through these stages, okay? So when you're scared in the beginning, that's totally normal. Every single person goes through that. So you just got to go through the stages as quickly as you can. That's what winners do, okay? So you have to look at yourself in the mirror every day and say am I a winner, okay? Because if I'm not, I'm going to make excuses and let my fears and insecurities hold me back from doing the things I know I need to do, right? And listen, there's no way that I'm going to be able to stop you from being a loser if you're a loser. You're going to make excuses to be a loser. You're going to say this year was tough, inventory was really low. And next year, the losers, the same agents, are going to say year is really tough, too much inventory. No matter what the market gives you, they're going to make it an excuse of why they're not producing, right? And then they're going to say they're scared or they're going to say, well, I don't want to call people because they might be at work or maybe they assume that the person doesn't want to work with them or whatever. It's all loser talk. Just have fun. Listen, you're looking at it like it's a chore, like it's some kind of really negative, horrible thing to do, a task. When really you should be looking at it like this is fun stuff because you literally have the opportunity in your life to sit in the air conditioned environment and just dial numbers with your finger, literally go like this and call people to see how they're doing and see if there's anything you can do to help them in terms of using your services as a real estate agent that they need, by the way. And there's people out there digging ditches and roofing houses and plumbing houses and doing nine to fives and cooking at restaurants and serving tables and doing all kinds of things that I'm sure you would maybe you would rather do those things than make calls and sitting at an office and checking on people to see how they're doing. Maybe you would rather go flip burgers or something like that. Maybe it's so bad to call people and check on them, see how they're doing. You would rather go do some of these hard labor activities, but I would rather focus on helping people and sitting in an air conditioned environment where I control my schedule. I can go spend time with my family. You guys don't understand. For you to sit here and complain about, I'm just not trying to be mean here, but I'm just saying for you to sit here and complain or say, you know, about phone calls and stuff. It blows my mind how you're not looking at it as the most incredible opportunity ever in the face of the plan and the history of the world. It's insane to me. So like I said, I can't stop a loser from losing and making these excuses. And on the flip side, I can't prevent or say anything that's going to stop a winner from winning. The winners are going to go out there no matter what I say, and they're going to find a way to make it happen. So what side of that coin are you on? Okay? Because at the end of the day, regardless of where you get your leads from, okay? When you get a Zillow lead for $200, what's the first thing you have to do? Okay? So now we're trying to pay money, okay? We're paying money to avoid making calls just to turn it right around and call them. Okay? It's absurd the, you know, hundreds of thousands of agents out there trying to avoid making calls by spending thousands of dollars on leads just to turn it right around and call them. It's nuts, right? If you get Facebook leads, if you do open houses, if you're doing a sphere of influence, if you're sending postcards, whatever you're doing results to the same exact action, right? That funnel, no matter what your lead generation source is, the funnel comes right back to the same activity, one-on-one conversation. So what you've got to realize is that if you want to build a million-dollar year real estate business, the only thing between you and that million dollars a year are thousands of one-on-one conversations with people in your market. How you have those conversations, I could care less as long as you're having them and you have a plan where, you know, I'm going to have five great conversations today or 10 great conversations today or whatever the case may be that you know over the course of three to five years you've had those thousands of convert one-on-one conversations with people in your market that's going to allow you to accumulate all those relationships and build your brand up to the point where you can make that million dollars. I don't care what your lead generation source of choice is as long as it's producing the adequate amount of one-on-one conversations that need to be had over the next three to five to ten years to build your business to the point that you want. I'm not going to argue the what lead generation source is the best because I don't know what's best for you. Maybe it is spending a hundred dollars per lead on Zillow. I don't know but at the end of the day I know that I've got to get out there and produce one-on-one conversations with people in my market or I'm not growing a business. You should have a system in place where anybody you ever talk to never forgets who you are regardless of the outcome of that immediate relationship. Whether they buy or sell something right then, whether they said they would and ghosted you, whether they looked at properties and said we're not interested right now whatever the case may be there's got to be a system in place where you gather all the data of everybody you ever meet or talk to. You've got to have a system in place that never allows them to ever forget who you are from that point forward. Now if they unsubscribe or block or whatever from that system then you can't you can't do anything about that. Okay allow them to do that if that's what they wish to do and that's going to happen and who cares right we want to we want to filter the population down to the people who love us. There's an unlimited amount of people in your market who love who will love you right as soon as they have that one-on-one conversation and get to know you and then and then see and feel that personal branding on the backside of that great first impression. Problem is you're not willing to put the work in to have all the one-on-one conversations that need to be had right to build that up and you're doing yourself your customers the community your market your co-workers your family everyone a disservice right every time you decide not to spend time you know trying to reach out to people in the community you need to think of yourself as a volunteer worker okay that and you're doing community outreach to see what you can do to help people in your community. There are closings happening every day and will forever for the rest of your life and those are in MLS people represented by a real estate agent by the truckloads and so these are people that need your help you got to get out there realize that this is fun and that people need your help and that you've got to get out there and push as hard as you can all of you on this call are in my opinion great agents right you're honest dependable hardworking consistent you know you do everything you say you're going to do you want the best for people right that's the definition of great agent but there's a big difference in actually having the the qualities of a great agent and being a great agent like I could probably trust any of you to do a transaction for me and you'd probably do an amazing job in the transaction right you're a great agent but a lot of you might be great agents who aren't selling a lot of real estate there's a difference in great agent that can handle the transaction the way that people you know want and give them a great experience there's a big difference in people who are just great agents and great agents who actually sell a lot of real estate and that's what I want right I want to take you from great agent who can handle the the transaction and give me a great experience to a great agent who sells a lot of real estate big difference there so all of your great agents that's easy be a good person work hard be dependable honest all that stuff cool let's put some systems in place where now we can scale that greatness to the place where more people know about our greatness and want to use our services to help them have great experiences in their transactions right buyers are everywhere you know I mean marketing is easy you know all these companies have have turned have made the world so small and you know that's not where we're needed on the marketing end you know we don't need to be you know pushing the fact that you know we can you know we're going to do this marketing and that marketing we're going to put it out here and there and everywhere and they don't really care about that because they can do all that on their own okay they don't need us for that part what they need us for is pricing it to make sure we're not leaving money on the table what they need us for is negotiating and being that third party that has their best interest to make sure it's somebody that's a skilled professional negotiator you know like I know how to squeeze people I know when people are just trying to play us for more money I know when we I know how to to maneuver through negotiations to squeeze the best out for my client if you've only sold you know two properties as a non real estate agent you've sold two of your own properties in your life the last one was five years ago I mean this is a whole new world you need a professional to help you squeeze the most money out of this property number one number two helping them through the the process of the transaction you know they don't want really want to number one they don't know all these things they don't want to even learn or deal with you know all the intricate parts of the transaction that we all take for granted you know like we do you know the financing and the inspection and the appraisal and the title company and all the different parts of the transaction we do this every day so this is like nothing to us but for somebody who doesn't do this this is treacherous this is this is this looks scary you know so they need us to help them make sure they're not leaving money on the table that there's not something in the contract that might be against their best interest okay there's a lot of things there that could get slid into the contract and to help them through the through the the transaction and make it a smooth transaction from their point of view you know our job is to take all that pressure of the transaction off their shoulders and take that pressure on for them and and sometimes not even inform them with some of the stuff going on on the back end just so they're not worried about stuff we want them to be as as least worried as possible