 All right guys, what is up? I hope everybody's doing super well for you guys watching the replay This is gonna be really exciting. I'm gonna go over my expired listing strategy I'm gonna take some questions all the questions that are in the comments. I'm gonna take I'm gonna call somebody live An expired listing live and I'm gonna call somebody watching live. I'm gonna pick somebody out I'm gonna call them and take a question live. So this is gonna be fun It's gonna be a good one. So I'm gonna give it a few minutes for everybody watching live to log in and say what's up Let me know if you guys can hear me good As I'm getting everything set up here. All right, you guys give me a thumbs up if you guys can hear me Hello, hello, there we go. Don't know what's going on with that Mike's not working or it's cutting out or something Anyway, yeah, good to see all you guys. Thanks for tuning in I'm gonna give it a few minutes here for everybody to log in It's a rainy day here on the beach. It's nasty. It's cold. I had to show property today in the rain. It's raining It's windy. It's cold which cold to me may not be cold to you guys But when the winds blowing 40 miles an hour It doesn't make it a little chilly Let's see here. I'm gonna go over how we're gonna do this today Real quick, I'm gonna give some announcements about me speaking tomorrow st. Pete all that good stuff then we're gonna go into the list the expired listing strategy and Everything that I do there what my mindset is what I say how I say it What I'm really trying to accomplish short and long term with these people I'm gonna call an expire I've got my red X pulled up and I'm just gonna call one until I run into somebody live talk to him Go through that and then I'm gonna pick somebody I'm gonna pick one of you guys I'm gonna call you and I'm gonna do one question live and I'm gonna answer everybody's questions that that's in the comments So that's kind of how we're gonna we're gonna do it today There's a lot of new members with zero to diamond and also I'm getting so many messages I just got one five minutes ago. I got another video. Somebody sent me a video like a two-minute video about an hour ago with Just gratitude People that we're gonna quit real estate and found me people that are brand new and found me people that have been Running into brick walls with other coaches and the high-pressure systems that are out there that have found me and have adopted this low pressure way of not only Like producing and surviving but but crushing it and so many people are reaching out You guys are reaching out to me and telling me how much it's working for you and that's what keeps me going So thank you guys so much for that. Keep them coming. I like to hear the results I like to hear you guys tell me what's working. What's not working and what I can do better So on and so forth. So if you see something In the training if you see something that I said if you see something that you think I can do better or I can You know make a video on this or make a video on that or anything I can do to to help you more Let me know and I'm gonna work on it Okay, cool. I think we're probably at the top of everybody this snow still got more people coming on Give it a few more 10 20 seconds Let as many people come on as want to Let me see if I got any quick questions real quick while we're on everybody to come on here Let's see what we got. Let's see what we got Did anybody cuss me out today not today Let's see Dylan says I heard the fortunes in the follow-up with your strategy when it comes to follow-up with the intention of building Relationships rather than just are you ready yet? That's what my entire system is based on is building the relationship and never really asking them if they want to buy or sell It's 95% low pressure 5% high pressure. You got to know when to pick your spots to go for it When you go for it fully commit, but it's all low pressure. It's like talking to your mom your dad your brother your cousin You want to talk to these people like they are your family and you want to follow up with them forever? Like your family and like family family sticks together together forever. It's the same thing We're gonna these people are now our family our clients are our family Let's see Rebecca says yes. I know what you mean about the coaching. It can be stressful Yeah, I mean when you're paying somebody a thousand dollars a month a hundred dollars a month or whatever and they're telling you to be Very aggressive and make everybody feel uncomfortable and give you ways to handle all these objections and stuff Yeah, it becomes very stressful because it's getting you out of that zone of who you really are and you have to portray To your clients who you actually are as a person wanting to help them rather than Comment them as in what can they do for you? I want to do a deal. I don't really care about what you want But I want to do a deal. That's the way I interpret mainstream coaching Hello, hello. Okay, cool All right, if my audio starts going out, I'm gonna ditch this mic and just go straight up to the computer Okay, cool got some more questions. I'll come back to them I want to make a few quick announcements real quick tomorrow in Atlanta at the explode conference I'm gonna be there. I'm gonna speak at two o'clock I'm actually gonna get interviewed on stage for about 20 minutes by a guy and it's gonna be super exciting I don't know what all he's gonna ask But we did have a chat the other night and very charismatic guy and it's gonna be a lot of fun So if you're all are in the Atlanta area and you have time to stop by there I would love to see you shake your hand And all that good stuff. It's gonna be fun The next day Saturday in st. Petersburg, Florida It's gonna be at my hotel. I'm doing a meet-up. That's it 5,900 golf boulevard Whatever hotel that is in st. Petersburg. I'll be there six o'clock Saturday just a meet-up a meet-and-greet in the hotel lobby. They have a really big lobby We're gonna just hang out for for a while see who all shows up And then if you guys want to go grab some dinner we can do that So that's Saturday six o'clock Next Wednesday live I'm gonna pick a winner from the raffle that I'm gonna fly somebody down to orange beach to to hang out I'm gonna pay for your flight. I'm gonna pay for two nights Uh in a hotel right across the street from my office on the beach And you're gonna shadow me for a day. Um, whoever wins this We're gonna schedule it. I'll work with you on your schedule and we'll make sure it's gonna work Um, but right now only have 10 people that are in this Okay, so chances are really high That somebody is gonna win. I mean somebody's gonna win. That's that's 100% But chances are high that you could win if you're involved because there's not that many people in the contest So there's a link in the description that tells you how you can become involved in that And if you have any questions, just let me know, but I'm really excited next Wednesday on halloween At lunch. I'm gonna go live on youtube instagram facebook and pick the winter So i'm really excited about finding out who the winner is and booking the trip and getting you guys down here So that's gonna be That's gonna be really cool. I hope somebody wins that can't can't afford it can't afford to come down here I can help somebody who couldn't afford to come down here come down here and hang out So looking forward to that Uh, let's see. What else we got going on That's really it at lana tomorrows st. Pete saturday and i'm gonna draw For the winner of the contest wednesday Let me answer some questions before we get into the expired strategy. Make sure I get all that caught up Let's see. What's my holiday calling adequate around halloween thanksgiving christmas and new years When do you feel it's okay to call okay not to call? I would say just don't call on the day of the holiday You know, that's really it. I don't really um everything's business is normal um, and you really don't need to be thinking about You know, should I call should I not call those little tendencies right there? Those little hesitance We'll really hold you back Bust right through that forget about all that stuff business as usual Okay, this is what holds people back and this is why a lot of people slow down the winner because they don't think people want To get contacted and stuff This is when you want to contact people Um, it's a really good time to contact people. You have all kinds of reasons to contact people How was your thanksgiving are you getting ready for christmas? How was your new years da da da all those are great ways, uh, you can use that And replace the weather part of the script Okay, the weather part of the phone script is just aka anything except for real estate related There's two questions. How are you doing and i'm enjoying the day isn't it gorgeous? Okay, those two questions are designed to read the person on the phone and see how they're feeling and see what's going on With them and then flow the conversation accordingly with hey, I don't want to take up too much of your time but And go through the the script, but the weather part of the call can be replaced with something about the holidays Okay, and this is a great great way to get into the conversation to break the ice to break the tension um to relieve all that and and really just Take that conversation to another level and find out how you can actually help them by opening them up with those questions a lot of you I'm reading comments and stuff about um, you're not doing the weather part of the call and that's hurting you because It's designed as an icebreaker and if you don't throw it in there and you go right into the real estate part of the call Now you sound just like all the other real estate agents trying to do deals Right take your time ask these questions read how they're doing today And inflow the conversation accordingly. Do I do it every time? No But I do it 90 of the time. Okay So just fill your way through it and use the holidays as a way to to create the conversation Let's see. Let's see. What's your holiday? Let's see. Let's see How late do you recommend calling seems to be easier to get people uh at home from five to eight p.m Yeah, if you have a really good, um, you know people answer in the phone between five and eight You feel good about it go. Um, I don't really have a problem with you calling anytime I think after eight's way too late. I think maybe after seven could be too late Um, I don't know because I always call between nine and 11 When I first started and I was calling 24 hours a day I would call literally from nine to five And really five o'clock was you know, I was on to Looking up the numbers for the next day at five o'clock. See, I didn't have a dialer. I didn't have redx I didn't I wasn't able to just find numbers with the click of a mouse. I had to do white pages one at a time So it took me hours and hours to find a hundred numbers. So I had to start that process at five o'clock so that by Eight nine ten I could be done looking up those hundred numbers for the next day so I could come in and do it all again So but to answer your question Just see what you think try things see what works It might be different in your area It might be different for this person that person in different markets try and see what works Let's say Where can you find the best scripts for expires and for sale by owners? I would say that the zero to diamond dot com site The it's all right there for you if you want a low pressure script that creates relationships with people Short and long term if you want a high pressure objection handling script That's going to make people run away from you then then go to Another I don't I really know where to take to go there But if you want the low pressure relationship building scripts, that's a zero to diamond dot com And by the way guys comment below if you if you believe that Low pressure sales is the way of the future in this industry Because I think I think technology is going to replace high pressure sales people Because high pressure sales people make people feel uncomfortable Those people are just going to go buy online instead of dealing with the person that try to force them into doing something And I think you know at the end of the day high pressure people are going to be replaced Do I ask for an email address and not sound so pushy Like you're going to spam them Oh, how do I ask for an email address? Okay matt really good question the way I ask for the email address is I say, you know, I figure out if they want to do anything if not do they have an agent They would work with and if not I say I got you will look at some point in the future I'm sure you're going to want to do something I would love the opportunity to work with you when that day comes. Is it okay if I stay in touch with you? Once they answer that question, then I'm going to say Okay, cool, which email address So I get them to commit to let me stay in touch with them Then I ask for the email address A lot of people have it the other way around they ask for the email address Or they ask them if they could have their email address so that they could be on their big market report or send them some information or whatever I like to use it as this is how I'm going to stay in touch with you if they say no, I say, okay, listen, I get it Um, but here's the thing. I'm not going to spam you. I just want the opportunity just to stay in touch That's all I'm not going to do anything crazy And normally that second push they'll give it to me then and if they don't at that point I've been known to give it a third try a couple times But at some point you just got to say enough is enough. They're not going to give it to you Um, but definitely Get them to commit to staying in touch and then ask for it if that makes sense But all this is on the zero to diamond side with the scripts and if you watch me make calls and all that good stuff Let's see Am I going to video the speech in Atlanta? I sure will I don't know when i'm coming to miami I love the mentality of building relationships. Can you give me three quick tips on how to build relationships with people? by by Trying to figure out what you can do to help them. Okay, not just how they can help you Right not being pushy not trying to handle objections Actually focusing on what they want Right, which may not be to do a deal today Okay, and then provide value long term I do it through a weekly email every single week on the same day of the week forever daily schedule I have a video about that On bobby if I have time i'll come back to that Okay, a lot of questions here. So I'm going to try to come back and answer all of these questions Okay, I got one from mark watts. I'm going to answer this one I've been using how's your family a lot instead of addition Instead or in addition to the weather. I believe people like it when they know you're interested about their family What say me? Absolutely Absolutely, if you ask somebody or show them that you care about what's going on in their life other than just a real estate deal or Or or whatever the case may be and you want to that's digging deep when you ask them how their family is right now Ask us somebody how their family is that could get a little personal if you've never talked to them before maybe Right, so that may be better for past clients and sphere and People that you've talked to and have some rapport with okay But might not be bad for cold totally cold It just depends on the situation So just pick and choose try new things figure out what works And and go all in John says he used my uh He door knocks using my circle prospecting scripts and it's amazing What if you well, let's see Let's see What do you do if the email date falls on a holiday big ones are more like christmas for you send the email That's a great reason to send the email. It could be merry christmas or happy fourth of july That's a great day to send an email What you'll do there is you'll You'll create the email before and you'll have it go automatically You'll you'll schedule it to go automatically out with constant contacts and probably all the other ones Um where I send my email You can set it up where you make it the day or week before or whatever and it'll go out automatically So I do that a lot if I'm maybe on vacation or I know I'm going to be Showing property all all day the day. I'm supposed to send out my email I might do it the day before and schedule it to go out Ricky a cold called on sunday and left a voicemail and he called Me back and was super mad and called my manager So what give me a reason why that's bad Okay, cool. I'm going to get into these This expired strategy. Let me see what we got here. Okay. We got 19 likes right now If we get to a hundred thumbs up everybody hit thumbs up thumbs up If we get to a hundred thumbs up, I'm going to pick somebody here to call I'm going to call you right here live. I'm going to answer a question We're going to chat for a second. So while I'm going through my expired strategies um You guys hit the likes once it gets to a hundred put your phone numbers in I'll pick somebody Um, I'm picking to tell you exactly what I want to do with expires and then I'm going to call an expired Okay, cool. So first things first What the expires is is getting the phone numbers. Okay, there's a lot of companies out there that'll give them to you You can look them up yourself. You can do all this stuff, right? so What the best is right red x of course Everybody knows i'm a red x guy. All right. Um before I got into coaching. I was a red x guy I tried all of them. I tried coal expresso agents, uh, vulcan I tried tons of them spokio I tried a lot of them. I've talked to a lot of agents who have tried even more than me And the consensus is that red x has the best data now red x has a step up on the expires. It's called onyx Red x onyx expired leads. Okay They it's a little bit more money because they spend more money on the data and the data is fire. It's really really good Um, so it also includes email addresses Okay So i've been using this i've been collecting the email addresses putting those people in my weekly email I've been calling the people I've had a lot a lot of success with it. So That's where I get the phone numbers. They they download them directly into your account every day So in the description below, of course, you can save the hundred and fifty dollars For the red x to start start that process and then use their dialer Right when I started I had to look up a hundred phone numbers by hand It took me five hours and then it took me eight or nine hours to To to call these hundreds So i'm spending 15 hours a day to call 100 numbers where now I can just click the mouse a couple times and start calling with the dialer And make all those calls and do all that work in an hour and a half. So i'm spending 10 times less Time on the same activity. It's insane. You guys have it made right anybody in the business That's brand new has it made with this technology where you can connect voice to voice with so many people so quickly Right and you're targeting the right people property owners of the highest quality prospects period right and i'm a single agent so As a single agent i've got to be most efficient. I don't buy leads. I don't want to buy leads. I don't want any leads Right because property owners are unlimited. I can't call them all right, so I can't call all the property owners Um, it's unlimited. They're the highest quality prospects. They buy and sell. Why would I do anything else as a single agent? Now if i'm a team leader and i'm feeding a bunch of team members leads, of course Let's buy leads give them to them let them nurture them and then make money that way if that's what my game is and there's people that are successful with that and You know, that's great. It's just not how I do it. Um, you know, I just want to be the most efficient I don't want to worry about other agents when my clients call me or refer somebody to me They know that they're dealing with me. They know that the referral is going to deal with me I'm going to show them property. Um, I'm going to list their property I'm going to deal with them and I'm going to give them my expertise not somebody on my team Right and so they know that it's going to be done right and they're more apt to stick with me and send me those referrals This is this is a big reason why I've got to 100 deals a year is because I understand this relationship building and how deep it really goes and what you have to really do And when I realized this I quit trying to build a team So that's the team story Let's see Okay, so that's where you get the leads. Okay, the expired leads. Now. How do we handle the expired leads? Okay, we're at 77 likes. Okay. We're almost there Um, we'll see what people are saying here real quick Let's see Okay, that guy that said that um Guy called back in custom mountain called his manager. He said I was so scared because I called and he said he was calling his attorney. So what I'm just I'm just asking you like what what can they do Okay, what can they do? You know, you you called him. That's I mean you can't they can't do anything From what I understand that do not call this you have to have multiple offenses for them to be able to do anything Okay Like they're just trying to scare you man. Don't play into it. Forget about it and move on nothing is going to come of that It doesn't matter where he said where'd you get your phone number? It doesn't matter where where you tell him you got it online You tell him you got it online. See you later. Don't talk to that guy anymore and don't think about it anymore Move on and make more calls That's one in a million All right, cool. Um Getting all fired up on the comments over here Watching them come in So expired I want to build relationships with these people. I do not want to pressure them I want to talk to them like friend or family. So I'm gonna call ring ring ring. Hello. Hey Is this so-and-so or whatever? Yes, okay. Hey, this is ricky kruth in a remix of orange beach. How are you doing today? Cool. I'm doing good too. I'm enjoying the day isn't it gorgeous or you getting ready for thanksgiving or Halloween or Right, okay after you get through with that I got you. Well, look, I saw that your property or wherever expired off the market And I didn't know if there's anything in the world I could do for you today That's the money line right there Look, I don't want to take it too much of your time today, but I saw that your property Expired from the market and I didn't know if there's anything in the world I could do for you today Okay, then you just let them answer you let them answer Okay, you're gonna take that answer and you're gonna try to figure out which way you need to go here Okay, maybe We want to start talking about why it didn't sell Maybe they're gonna start telling you why they want to sell which is very important by the way Why somebody wants to sell is the most important part of any transaction Why they want to buy why they want to sell is the most important part of any transaction Once you break through to them to give you why they're wanting to do this That's when you're going to start winning because if you can start focusing on that Okay, now you got them Okay, very few agents are going to a ask why They're selling be care why they're selling and see Focus on why they're they're they're selling So once you break through to that That's just a major breakthrough in the relationship Okay, and now we're gonna focus on that Okay, so we might so we could be we could you know, there's a different forks on the road here We could talk about why didn't sell we could talk about why they Want to sell we can talk about the property itself. They're gonna tell you all about the property What's great about it? Why it's the best property in the neighborhood and all that good stuff Okay But we really want to know why they want why they're wanting to sell where are they moving to what's going on in their life They're not just selling a property to sell a property. There's something going on in their life That's making them want to sell this or need to sell this property Okay, that's what you got to find out Okay, once you get through that Now we want to find out. Okay. Is there an agent That you would work with if you were to relist this property Okay We want to find this out want to see where they stand We want to see where we stand in the whole pecking order of agents in their mind Do they have somebody in mind? Do they not are they thinking of one or two Right. Where what's going on? Okay, we're just digging deeper We're digging deeper into You know their mind about what's going on with their property why they want to sell why it didn't sell What's going on with them thinking about relisting it with other agents? Maybe you who knows Okay, and so we're just having this conversation Right, this is a deep conversation That we're having with this person and and at the end of the day We don't necessarily care if we go see the property Or that we set the appointment that might be the result That might be the best thing that we can do to help this person is to meet them See the property go look at the property. Okay, that might be the best thing But maybe not and I think too many people are getting caught up in That being the main focal point is the appointment When really it's not it's the relationship and we help them Maybe it's maybe the appointment is what we need to do. Maybe not Okay, so keep that in mind Um when you're talking to people and thinking about what we're really trying to do our goal is to help them with whatever it may be and so every Call is going to be different because everybody's situation is different about why they want to sell Why didn't sell everything's different? What their timeline is do they need to sell do they not need to sell they just want to see if they can sell There's so many different scenarios So But we want to find out about the agent Do they have an agent in mind that they would possibly use if they were to relist it? Okay, and then from there again, we're just going to take the conversation where it goes But the end of the call we need to make a statement about how we're going to further help them from here Okay, is it to check back in with them tomorrow next week next month next year Is it to send them this weekly email to stay in touch with them? Is it to set the appointment and go meet with them face to face? What what are we going to do? We have to make a statement at the end of the call To um to figure out what we can do to help them the most at that point Hey Little coffee delivery Okay, so let me answer some questions that I'm going to call and expired Let's see where we are on the likes. We're at 95. I need five more likes five more thumbs up And then put your phone number in and I'm going to call somebody Live we'll see I'm going to answer a couple of questions that I'm going to call and expire By then we should have a hundred likes. I'm going to call one of you guys Let's see. Let's see. Let's see Let's see. What should you say when a person asks how we got their number? Um, I had said that I got it from them signing into a remix website. Yeah, you can say that I say I found it online and then I move right into whatever the conversation is I don't let see see that to a lot of people is a roadblock And to me it's just a little road bump and I'm going to smooth right over and keep going into the conversation A lot of people they get hung up on little things like this Words you get my number and then they just Make that the focal point of the call when really you should downplay that and say I found it somewhere online I'm not sure but like I was saying there's a house right down the road that just sold I didn't know if there's something I could do to help you. I was just calling to see if there's something I could do to help you Right, so don't play into it too much. Just tell me found on online somewhere and keep going And if they say if they if they start making it a big thing and say Well, we're out online say I'm not sure sir I have there's like a million websites out there that give people's phone numbers So I'm not sure which one to be honest with you But like I said, I'm calling to see if there's anything I could do to help you Let's see Let's see Let's see my red X expired has like six numbers per expired. It's a pain when most aren't correct Guys, let me explain something to you and why I don't focus and why my business is not built on expired Is because there is a limit There is just so many right with circle prospecting. It's unlimited That you can't call all the property owners ever And so with expired you can go back to old expireds and call all the old expireds in your in your area Right, but I mean unless you're in a big city with you know I mean there is a limit and even if you're in a big city and you have you know A thousand or so I mean you can go through that, you know within a week or two If you had 2000 that's probably a month, you know, now you're back to Whatever comes up new so there is a limit to it. It's a reason why that I I never really got real excited about expireds Let's see Okay, this is a good question. Would I rather the single line over the triple dialer? Okay, this is a really good question I want you guys to listen on this Right now in my career. I like the single dial because I want to give more quality Um, I want to give a better quality experience to my prospects um You know with the automatic, you know, uh Message dropping and if it's a triple line and they answer there's an automatic boy, uh, you know me saying Hey, I'm in a bad area. You know, I'll call you right back That makes for not a great quality experience for the prospects. Okay I want to give the highest quality experience I can to them. So I'm I've divulged back down to the truth the single dialer now if I were brand new Okay, totally different ball game if I'm brand new and I'm trying to build my business I'm going to go triple dial and I'm going to go big. I'm going to go hard. I'm going to try to go for for quantity Right, so you're still going to be given quality But I'm trying to talk to more people If um, if I'm you know, if I'm brand new and I'm still trying to build I've already built mine so I can afford to give up some quantity for quality at this point in my career So that's a really good question. Thanks for asking it and I hope that helps you guys Chris Lane, I answered that above. I hope that helped you Let's see Let's see. Let's see Who do I listen to each morning to pump me up daily? That's a really good question too. Um I like Gary v I'm reading the book right now. I'm listening to an audio at the gym the four hour work week Really good. I always dismiss that because the title I thought it was going to be Some kind of get rich quick. You don't have to work thing. But no, this is actually Tim Ferriss. This is actually, uh It gives you such detailed Strategy on being efficient, right? It's not about because you want to work for four hours a week To to go to the islands. It's about being efficient and and and producing more and less time Okay, so like checking emails is a big thing you check emails periodically through the day If you really think about how much time you spend doing that one really you could ignore that Let the emails accumulate and then check it Less less times a day, maybe three times a day or four times a day instead of 10 or 15 You would save a lot of time that you don't even realize that you're spending and you can spend that time On the 20 percent of activities that produce 80 percent of your results So, yeah, I like to listen to uh audio books and I'm working out or a podcast of some sort I like louis howls um, gary b Um, you know pat hybins podcast is good. I like some of the real estate stuff Just whatever I got going on Uh at the time Um, I just listened to expert secrets. Uh, russell brunson I was an interesting one. It really was. Um, I just kind of just went with it Next question Oh, michael says he listens to my podcast and books and stuff before the day gets started Let's see Let's see Next book title is there anything in the world I can do for you. That's good Let's see Melissa just got redx yesterday Had mojo swiss the redx first day. She called 38 people and got five email addresses awesome redx is way better Congrats, melissa let's see At what point would you actually want to continue the call if the person is angry about getting the call? You don't really want to do business with them. That's a really good point And I'm glad you brought that up if they're asking you how they got their number And they keep coming back at it more than likely is somebody you don't want to do business with absolutely Let's see Any suggestions for how to get fired back up? This is my first year I did okay so far selling 21 houses in your first year Holy smokes But I only have one listing right now and not many buyers been in a funk. Well brandon I have a question for you my man What do you do all day? What what is your process? What what do you consider work? What is what is going on in your eight to five o'clock of your day? Um, because here's the thing if you're not selling properties, you're not talking to people You're not trying to sell properties. You're staying busy doing things that don't Don't turn into results So My question is is what what are you doing all day? That's the first question I have for you and secondly about how to get fired back up Man, if if the fact that closings are happening every single day Right regardless of what the market does crashes up down interest rates closings are happening every day right now Um, if that doesn't fire you up For the fact that it's unlimited And all you got to do is go get it and you can have all your dreams and everything you want could come true If you just put in the work and that doesn't fire you up Then I don't it's going to be hard for me to fire you up if that doesn't fire you up So brandon, um, please comment. I would love to know what you do from eight to five every day Okay, I don't know. I mean there's a lot of stuff here Okay, what's my listing to buy ratio 50 percent right now? I'm at about 50 50 buyers and sellers You know Years, you know for the past couple years. It's been like 80 20, but this year has been more 50 50 Okay, I'm going with the flow of the market and also I don't consider myself a listing agent I'm a real estate agent who's willing to help anybody do anything they want And so You know if that's just the way the market flows that's and that's what that's what the customers want Is there's more buyers or buyers are or it's you know inventory is lower or You know people don't want to sell because of this or that And there's just more buyers or the buyers or just where the money's at whatever the case may be That's where I'm going to be Because I don't I don't discriminate against you know being a buyer's agent or being a listing agent I like doing both. I want to show you property. I want to show you property and you not buy anything That's what I want because I want I want I want to put in the work. I want people to know that I'm willing to do anything to help you Thanks for sharing the scripts ricky great Uh calling is great and I've been able to add more content tax Is there something else we should do to create transactions now Absolutely call more people Closings are happening every day. That means people are choosing to buy or sell something every single day Okay, your job is to find the people that are buying and selling stuff every day Somebody is signing a purchase agreement, which means there was somebody else that also signed that purchase agreement So every contract is two people coming together a buyer and a seller So every transaction is actually two possible clients two two transactions per deal two agents So think about how many transactions are in your mls on a daily basis that closes multiply that times two That's how many clients per day in your market is buying and selling So if you're not it's closing enough deals right now Then then you're not talking to enough people and doing what you have to do to find the people that wanted that are doing these deals Because people are doing deals today Yesterday the day before tomorrow the day after tomorrow Okay, cool. I might have missed some questions because there's so many comments Let's see. Can you give us an example the script you use angie? It's on my website zero two diamond dot com Let's see. Let's see How do I promote myself to get buyers? Is it from your listings? Listen property owners are buyers The property owners are buyers. They're the best buyers So don't think of a of an owner as just a listing It's a buyer that is a buyer or a seller. Don't think one dimensional with property owners That's why I like to say is there anything in the world I can do to help you as opposed to Have you thought about selling lately because now I'm kind of classifying myself with somebody who's just trying to get a listing Not necessarily trying to help them because they might want to buy It's really cool when they want to sell and buy so My buyers come from either Owners that buy or referrals from owners that want to buy Let's see if we got to a hundred likes. Yep. We're at 110. So I'm going to call somebody. I'm fixing a call on expired Okay, Brandon commented. Yeah, I do my calls from the morning from 9 to 11 was getting a lot of fast business to seem like For sale owners expires finding the right people ready to do something now. It seems like I ran through that my question Brandon is is a are you following my system? Do you do a weekly email? Are you staying in touch with all your past clients the 21 people that that did a deal with you? And what are you doing to retain these relationships? Um, that's that's the first question. Okay. I love the 9 to 11 But here's the thing if you're not doing any deals And and here's my next thing I said from 8 to 5 you told me what you did you're doing from 9 to 11 I actually said what are you doing from 8 to 5? So what are you doing from 8 to 9 and what are you doing from 11 to 5? So you didn't you didn't fully answer the question Let's see Aside from the email. Do I do any kind of follow-up? Yeah, I did a live training on that called lead conversion I write them down on a piece of on a sheet of paper Whatever my my um hottest prospects are at the time and I follow up with them accordingly I may call them once a week. I may call them once a day. I may call them today I may call them in two weeks. I may shoot them a text. I may it just depends on the situation not every situation is the same Okay, Brandon. Okay. He says but I would admit I haven't been as driven now Switched into a long-term relationship business has been an interesting switch Are you saying Brandon that? That the that the long-term relationship building switch has been good or bad Or or and when did you make this switch? Okay, cool How do I approach showing homes to clients that are not pre-qualified by a lender? I show them the house I don't even ask them if they're pre-qualified Right, that's that's my like go-to Now if I'm talking to them I can get the feeling of that they're about ready to buy or they they think they're gonna buy based on me finding out Why they why they want to buy? Oh, we want to buy because we just moved here We're renting somewhere and we got to be in a place that we own in in the next 30 days Okay, cool. We do need to get you pre-qualified right those there are situations where you want to get them pre-qualified But you don't want to put so much on that you don't want to do it every single time Um, I don't worry about getting people pre-qualified and I definitely have never had them sign a buyer agency agreement ever If somebody don't want to work with me. I don't want them to work with me I want them to go to another agent who they feel comfortable with if they don't feel comfortable with me I want them to go to somebody else that they feel comfortable with So all i'm trying to do is help them once I decide i'm going to take that client on now I don't care about anything as far as if they do a deal today I just want to make sure that if they just want to go look at houses for the fun of it Let's go look at houses for the fun of it. That's the that's the responsibility. I took along when I said I'm going to take this client Now I can talk to them and try to figure out if I think that they're Not going to buy and then I can make a decision. Do I want to refer them out or not? But if I make the decision I'm going to keep them Now I have to go all in with the relationship and just help them do whatever they want Regardless if they want to buy or sell or anything right now That's how you win is that mentality. That's how you win long term and short term Because because they they're going to use you if you if you have the the attitude that I don't care if you buy or buy right now See If not pre-qualified then how do we know that they can afford it? You don't know if they can afford it if they're pre-qualified The pre-qualification is not the set in stone You know document that says they can absolutely I've seen a lot of pre-qualified people get turned down for loans Okay, don't use that as a crutch because It makes some people feel uncomfortable like all you care about is if they can afford the property and you're not Going to deal with them if they can't afford the property How would that make you feel somebody did that to you? Okay All right. I'm gonna call an expired time is Not on our side. All right, give me a sec Let's see what we got here Here's one. This is these are old expired Let's see. I'm gonna call this one. Let's see Terry Devaney Hey, Terry ricky karuth remix of orange beach Give me a ring if you get a chance two five one seven five two eleven thirty eight. Thank you Actually, that was the landline Here's a mobile Here's another mobile Hey, mr. DeVaney, it's ricky karuth down at remix of orange beach Give me a call when you get a chance two five one seven five two eleven thirty eight. Thanks, ma'am Cool. So it didn't get him on the call, but That's all right. So The moral of the story there is is that that was his cell phone number that came right off red x onyx geo leads And that was the property owner of that property was 600 000. There's a duplex in guff shores All right, now's the time for me to call one of you guys got 112 thumbs up So i'm fixing to pick somebody Let's see. Okay, everybody. I'm gonna give you 10 seconds everybody anybody that wants me to call and put their phone number in 10 seconds, and i'm gonna call one of you after I call one of you guys if um I'll I'll try to call another expire, but I definitely want to get a call in with one of you guys too We're coming up on an hour Let's see. Let's see. Let's see Let's see. I'm gonna call chad manas After I talk to chad, I'm gonna try to call another expire before we go Hey, chad Hey, buddy. What's up? Oh good, man. I'm glad Okay, yeah, absolutely man every day Yeah Sometimes I get fumbled out by that because then I'm getting mad about me You know what I'm saying? Yeah Okay Okay, so if I say Hey, um, don't want to take it too much of your time today, but a house around the corner just sold Didn't know if there's anything in the world I could do for you today And they say like what I say, I don't know I say I don't know like maybe buying or selling a piece of property or something. I'm not sure Right, you know what I mean? Like you you put it in a way That it's not so Blatant, you know that that it's about the buying or selling it's just like I don't know Buying or selling something, you know selling a piece of property or house or something You know just anything I could do to help you. I don't know See what I'm saying You know don't let anything take you off your game, bro I've never heard anybody ask you how you how you handle that question Well, if you notice in the phone script and that's why I put this in the phone script It actually says I don't want to take it too much of your time today But there's a house around the corner that just sold and I didn't know if there's anything I could do for you today Concerning buying or selling real estate. That's actually in that phone script printed out like that And that's why I put it in there, but that's not how I actually say it I actually say it like is there anything in the world I can do for you And then if they say like what? Which happens to me too. I say, I don't know like buying or selling a piece of property or something I'm just you know anything I can do to help. I don't know Right. See what I'm saying All right, give me give me one more give me one more question and I'm going to try to call another expired So I can try to get a live expired on the on the horn For sure. For sure. Oh my farm area. Yeah So just for one day to help you today. So I'm like that. Yeah with market staff Is there any other place where you kind of draw ideas from? Yeah, I mean you can do you can do general market stats, you know Like like you did the specific like mix it up with with specific marketing straight about that subdivision or complex and then mix it up to To general stats about the market in general, you know, like like one says just listed You know This property in your neighborhood or whatever You know, and then the next one is, you know You know 500 homes have sold and in you know Baldwin County This month You know what I mean? And so and so the the content for postcards is just unlimited because You know, you mix it up to where it's not all about that subdivision, but you're playing a long game Where you're providing value on their on their specific subdivision level and the general market level And it's kind of like, you know jab jab right hook, you know Roundhouse kick like you're hitting them with all different kinds of information You know what I mean? And then and then you're just sending out stuff and then when you get that when you get a listing now It's a go time we do the postcard about your listing and then you go under contract We do the postcard about it going under contract Then you sell it we do the postcard about it about you selling it Um, you know And you know, you just and then you you know once that all blows over then we're back to You know the general market stats or maybe just a picture of you in front of the Entrance saying what in the world can I do for you? You know what I mean? Um, just kind of mix it up, but don't think too much into it, you know, definitely just Let it fly because here's the thing about postcards. They're going straight in the garbage Right And really all they really remember is is your name You know try to brand the postcards to have the same colors to kind of look the same so they can start to know that When they see that color that size postcard and all that they recognize that with you I have some marketing that I do on a monthly basis where it's basically home value inquiry for the entire market Not just for my farm. Yeah And so I segmented that list of people that have asked for that information into You know Certain price points, but I want to also farm to those people on a monthly basis just to stay in front of them And so, you know, I guess I could come up with stuff, but I guess that was kind of one of my questions Who is this? Who is this? What who is this? Who are the who is this group of people? So every month, um, I run a campaign of me. It's just an ongoing Facebook ad that basically people opt into weekly email To get their home value They that they just go into your weekly email database. You're not going to send them postcards Their email or their phone number Then what then then what are you going to then what can you do with them? Well during the mail. Yeah In front of them because a lot of them are just thinking about it, you know about selling their home So so what you have I mean what information do you have to find them their their home address? Okay, put the okay make a spreadsheet of those people, right? right download that into Download that into red x and then boom get all the phone numbers and hit the dial button Yeah Yeah, I'm pretty yeah. Yeah. Yeah, I've done that. Yeah. I've done that. I've done that you can you can import them That's cool. And I think it goes against your geo leads or something. I think you have to have geo leads maybe Or something like that. Sure. Yeah Yeah, I mean, I forget what exactly but I've done that where I just download the Spreadsheet into red x and then boom and then so then I'm calling them So use that data instead of going through all that and if you want to put them on your postcard database You know if you want to put them there put them there, you know what I mean I mean, that's fine. You have their addresses and stuff, but definitely throw them in red x and and call them Yeah, I love your stuff man. And that's uh I'm in a new market for myself I'm surrounded by a bunch of women in my office. No sense legs out there but You know, I just follow everything that you say to do and they think I'm breaking lost my mind They just take us nuts I mean, they'll be like how many costs did you make today? You know, and they're they're like I made like two or three and I'm like I made like 400 Anyway, they just think I'm crazy, but Yeah It's it's worked. Well, man. I'm adding a ton of people to my database. So I really appreciate your help appreciate The free coaching and I love it man. They think you're crazy in a good way or bad way Okay, okay I didn't know if they thought you're like just like retarded for making that many calls and stuff Back to the mind Well, man, keep crushing it good talking to you And um, yeah, just stay in touch with him you hit me up. I will. All right later Okay, guys, I'm gonna get back on here. I want I want to make a I want to connect with somebody here on one of these calls Let me get back to my list Let me find one. Let me find one We'll see Let's just see Okay Here is one. Let's see Kara One six zero one is not available press one for more options Kara ricky keruth remix of orange beach give me a call if you get a chance two five one seven five two 11 38 Have a good day All right, let's see. I'll try one more to see if I can get somebody on the horn Let's see Mark ricky keruth remix of orange beach give me a shout if you get a chance two five one seven five two 11 38 Thank you. Okay guys. I tried to get somebody on the phone there All right. I'm gonna get into these questions Give me 20 seconds all right, so Um I'm gonna answer all the rest of the questions. We're gonna call it a day Um, sorry didn't get anybody live on the phone with expired. I think I've tried three different people Um real quick before I get into all the uh q&a here I just want to reiterate tomorrow. I'll be in Atlanta at the uh explode conference speaking at two o'clock Saturday st. Petersburg, florida 5900 golf boulevards my hotel. I'm doing a meet up there at six o'clock Wednesday halloween. I'm gonna draw a live winner. There's only 10 people in the contest right now somebody's gonna win Uh free trip to orange beach for two nights Staying in a hotel on the beach right across the street from my office to shadow me for a day Really looking forward to that all the links for all that stuff is in the description below Also expired if you want to do expired if you want a dialer if you want geo leads, which is what I live on Um with redx save the hundred and fifty dollars startup fee and the link in the description for that And if you haven't signed up for the free coaching I'm gonna literally We together are going to reduce the failure rate in the real estate industry by This is how I'm going to do it when the next market crash happens Less agents are going to have to drop out because they're going to understand what I'm teaching about Transactions continuing to happen through a market crash and we're going to reduce the failure rate in the real estate industry That's the strategy. So I'm really excited about it. I'm proud of you guys for Continuing to push and working so hard and trying this stuff out and finding success So I love you guys for that All right, let me get into some questions. I'm gonna start at the bottom Well, let's see. I'm gonna come up. Let's see. Where did I end up? Let's see. Let's see. Let's see. Where am I here? Here we go Let's see Tyrone just set up two appointments while he was watching this Let's see Let's see Should new agents begin In low land areas. It doesn't really matter. Here's the trick to it Find the price range that sell in the best if two to three hundred is really selling good Go there. Don't if if if two to three hundred is selling really good in your market Don't do four to five hundred if that's not selling is great um Find out what the highest price range that's selling the best and then pick neighborhood subdivisions Complex is in that price range. I call it the sweet spot price range in the market Kilby, what's up, buddy? Shout out to you up in new york, man Chad Watson should new oh already answered that. Let's see rebecca. Thank you ricky You come from contribution and your actions are purposeful for both agents and your homeowners. You're a truly great person. Wow Thank you for that Let's see chris lane says storm dollar was the best addition he uh Ever to my to his red X He's been hand-dialing He's been hand-dialing from red X for the past five years now. I got storm dialer and he loves it Let's see New to ztd made 200 calls today already. Wow nice, man Let's see. I'm actually gonna call I'm gonna call one of you guys. This is a bonus call Jason ricky caruth How you doing, man? I'll hear you, man And let me kind of give you some context if that's okay. Well, let's well for the sake of the show Let's just we'll do that later if you want to really get to down and dirty. Let's just give me like a flat out like question I've been really focusing on the circle prospecting and committed to it Um rather than taking away time for my family in the evening hours doing like community events Am I on the right track? Just straight up circle prospecting Building relationships that way rather than being involved in the community um Like it had been extensively so you so you have been doing it through um Like locals face to face a lot. Yeah, but with two little kids Um, I just feel like I'm sacrificing and you're wondering and you're wondering if you should just start doing it my way Yeah, yeah, I mean Obviously, I'm going to tell you to do it my way Um, because I've already been there done that I've already put the work in to figure out What works and what doesn't work and if you notice on one of my podcasts. I don't go to those social events Right I mean the people that are at the social events are they're not buying anything from you You're networking with other real estate agents and mortgage brokers and title companies. They're not buying anything from you If you really think about it, that's business Meetups, you know Um, you know, if you have the clients, they're going to come to you whenever y'all need to do a deal You don't have to go to those social events to get to know these people. Just do business Yeah, there there's there's there's two there's two different kinds of people in the world, right? And when it comes to real estate, there's the people that are going to buy and sell from you and then there's everybody else Right, there's your there's there's like when you walk into your office In the mornings, you're in the lobby The front desk person and the other agents that are getting coffee and eating donuts and stuff that want to chit chat and everything They're not going to buy anything from you Right They are real estate agents if they're going to buy something they're going to buy it through their self Okay, those people are not going to buy anything from you. You have to spend your time on people that might possibly buy and sell through you Okay, now that that's kind of okay. Well ricky. It's about relationships. Why do you care about that? Yeah, but What do I also care about more than that is being super efficient? And knowing what works and what doesn't work and what's going to get me if The thing about building relationships is is if I don't make enough money to help other people If I didn't make a million dollars last year, I couldn't do this for you right now And the only reason I made a million dollars is because I didn't talk to many people That couldn't buy or sell through me. I had to sacrifice that so that I could get to a point where I can talk to you now See what I'm saying And so just spend your time talking either doorknock if you're going to do the social in face thing it needs to be doorknocking You know Those are the people that you have to concentrate on and build your database around property owners That's what I need to do man. I just need to I like working just like you do man So I just need to put my head down and and focus to it, you know Yeah Yeah, good deal man, you know all the other questions you've answered man I just want to commend you on for us and the whole group and you're you're amazing man change my whole mindset Man, that makes me so happy man as I guess does that make sense? Yeah I mean, I've listened to a lot of other people but you you nailed it on the head So thank you on behalf of everybody. No, man. No, thank you. Thank you man I just I want you to turn this around though I want you to I want you to start doing the actions that actually produce the results that you want So that you can live that dream for your family Right dig it. I dig it. So how do you how do you balance everything? You know being a good husband? How does that how does that come into play? You know, I know this isn't straight business, but how does I'm sure your wife is your backbone, right? So how does that balance work? But everyone else that has a family or a wife because I'm doing what I want to do You know and so I could retire right now and not worry about any of this I could just call it a day and live off my investments and we could just travel the world, right? But but this is what I want to do every day On top of the fact that I love her so much That when it's me and her time, that's what I want to do You know I'm saying like so so when I'm with her it's all about her You know I'm saying and then and then on the flip side she understands like she She sees the big picture like she understands the goal the big the big picture Long term of where this thing is going and she's just so supportive and like 100 behind me on Where this thing's heading, you know, because we all know where it's going And it's just a matter of me continuing to put the work in and she she just She's just a hell of a supporter, you know, so there's definitely there's definitely I definitely have an understanding wife But at the same time I give her a lot of myself too, you know So I think it's a matter of when you're there be there be present Don't look at don't be looking at your phone. Don't you know what I'm saying Like don't like be there don't be thinking about work When you're at work think about work when you're home think about home You know and even if it's less time if you have 30 minutes Give give a hundred percent of that 30 minutes to your family, you know But I think with a family and kids you got a time block and I tell you a good book to read Four hour work week. Have you ever read it? Dude, I'm telling you man. It is a game changer. It's so it goes so deep into efficiencies And the little things man that you can we spend 20 percent of our actions produce 80 percent of our results And so that the 80 percent of actions that aren't producing 80 percent of our results are things like checking your email too much And you know looking at facebook when you know like a little too much and on websites You shouldn't you know really be spending time on you should be doing the productive things Like your phone calls and following up and meeting people and like if you really if you really Dysected your day and what's going on throughout your whole day You can you can actually carve out those 20 of activities. It's producing most of your results Now we're going to double up on that 20 of activities. We're going to spend 40 of our time On what's the most productive now we're doing twice The results in less than half the time See what i'm saying Yeah And see with the family and so like i have to start thinking about this because we're talking about kids And so with that that's what you have to do you have to say and it goes back to henry ford You know he did he did an experiment where Where he took his assembly line and he gave them 60 hours You know to do their job for like several weeks and then he came back and he gave them 40 hours to do the same job. Well, guess what? They did the same amount of production in the 40 hours that they did the 60 hours and they were happier because they had more sleep And so what the moral of the story is is that if you give yourself four hours to do something You're going to take all four hours to do that task But if you gave yourself two hours to do the same task, you're going to figure out a way to get it done in that two hours And so what i'm saying is is with a family What you have to do is carve out those hours that you can a hundred percent dedicate to your work and then make that time like Produced so much like you have to go so deep with that time that you have To produce even more than you would have if you didn't have kids and you worked eight hours a day See what i'm saying? Yeah Like and saying so like what i'm thinking is is okay if that's true Then i should be able to do two million dollars next year and half and half the time per day See what i'm saying? Yeah, we have a lot of distractions right? Yes Exactly exactly and if you can block those out and i'm telling you four hour work week read that book Listen to it on audio or read it It's a game changer. I mean it goes so deep into so many things and He really takes it to another level like he doesn't check his email But like once or twice a week and he does all this weird stuff that there's no way i could do but The mindset behind what he's doing Is what takes everything to another level, you know I have two active on the two active listings on the market to Just from your mindset and i have some other ones as well But two active ones from your mindset two coming on the market from your mindset and then just a plethora of other people That I think are going to be doing something so Again anyone thinking that you know wondering if this works or not it definitely does man Hey, are you gonna are you going to do the contest and come try to see me? Hell yeah, I'd love to man. Okay click click the link and and do all the stuff and email me and i'll put you in there Next wednesday i'm going to pick the winner Sounds good, man. All right, man Halloween gift. Hey, thanks for the call. Yeah. Hope you have a great day. Thanks bud All right, i might answer these few last little questions What happens if you call or do not call nothing happens because from what I gather and I've done a lot of research You have to have multiple offenses for them to even start bringing stuff up. So just don't call them anymore The reality is this you get out of Get a lot when you call new expires And that is why we circle prospect the whole day. Nice Let's see Let's see brandon. Yeah enter in the contest, man Let's see just called a homeowner that said they moved to alabama from my area. I asked where they Where and they said there was right next to orange beach probably gulf shores or foley Should circle prospecting fill the small handful of hours I have available a day as part of as a part-time agent Yes, it's the only thing that should fill up your hours circle prospecting works, but I had to add an extra step of sending every contact a handwritten note with the business card to reinforce the conversation I'm all about it. I'm all about the handwritten uh notes afterwards to to go deeper with those relationships. Absolutely we'll see Let's see ricky as a wife. I can agree with your advice about giving your time to your family when You're with them is priceless. Nice Let's say I just finished submitting for the trip to orange beach. Let's work together dillon I hope you win brother. If you entered now, there's 11 people there were 10 before this I'm sure by next wednesday there might be I don't know 20 or so or 30 or something like that, but think about the odds there One in 20 or one in 30 of a chance for me to buy you a trip to orange beach to hang out with me for a day So looking forward to it Let's see. John says I skipped the sales meeting at the office because I'd rather prospect it just too much about chasing leads John yes, I don't go to a single training session in there. I do go to our monthly sales meetings because I don't want to be a complete hermit. I don't want to be a complete Just you know You know, I want to show some kind of signs of a little bit of a team because I do I care about the agents here in my office so much. I would do anything for them They don't even know how much I would do for them because to be honest with you Some of them come and talk to me and this and that I know a lot of them watch my videos But they don't really use me for a resource the way that I would help them out They don't I don't think they realize how much I would help them out But anyway Kind of got off the subject. Yes, don't go to that stuff man Don't go to any of that stuff. Just circle prospect expires meet people do deals go to listing appointments show property Do the things that make money How can a new realtor That can't afford redx get expired phone numbers by Looking on your mls at the ones that expired and then cross referencing them at whitepages.com or spokio.com Or one of those just google how to find phone numbers and use one of those sites But it's very not it's not great data You want to get redx as soon as you can afford it and it's not that much money for how much time it saves you and how good the data is luis says if i'm local, can I do the contest? Absolutely luis If you're local do the contest if you win then Drive over, you know what i'm saying? Seriously, but if somebody local did win the contest I would I would let you shadow me for a day But then I would draw another name because I want somebody from out of town But luis if you do it and you win you can come you can come shadow me And I will I'll still get you a room on the beach too if that's what you want When I win the contest as my wife. Yes guys the contest i'm paying for two This is a plane ticket for you and a friend. It could be another agent It could be another it could be your spouse So if you get as many other agents to do it as possible because then they could pick you to be the one to come with them But yeah, if you if you want to bring your spouse or a friend. I'm going to buy two tickets Ricky when you prospect you call mobile and landlines as well I'm assuming many of your pros potential clients are out of town condo owners, right? Yes, right? And yes, I do call mobile and landlines Let's see Oh, I see what you're saying chris I know man. It's crazy, isn't it? All right, cool All right I'm going to give it maybe I'm going to give 60 seconds for anybody that has a last minute question I want to thank all you guys for for tuning in. I hope you're getting so much value out of everything uh facebook instagram instagram three two one club The podcast the zero to diamond course these live trainings Anything and everything that I can do I'm answering all of your dms um I'm trying to think of everything and anything I can do to help you with any questions you guys have Anything I can do to help Let's see dylan How much can you bench press? Why don't you just throw it out there? All right, cool. I'm going to give 20 more seconds. See if any questions pop up I'm going to call it a day. It has been an hour and a half on this live training session I love you guys very much um Also, this is your live training. You guys voted on this to do this expired training today so The facebook group. I normally do a poll there about the different subjects I'm considering and I'll let you guys vote on it. So that's how I came up with this I might do a for sale by owner um strategy Training session next time. I don't know But you guys let me know what you want in the next training session That'll be in two weeks You should be making 100 plus calls a day 100 plus calls a day Cool, that's it. I love you guys. We'll talk to you soon. Peace out