 you know that's so far away from you know what you actually accomplished you know it's just not even funny but that's the only thing they look at so no man it's very instrumental because there were guys that were 40 50 60 years old that were going through the same exact thing that I was going through like they were flipping properties and selling real estate right next to me they lose everything just like I didn't had to start over in their 40s 50s and 60s and here I was in my mid 20s going through what they were going through in their 40s 50s and 60s and I knew that that was going to be a very monumental like major you know blessing if you will so I was happy during that time because I knew that that was going to be kind of the the transition if you will from you know really getting like the taste of business you know between like just skimming the top and kind of just getting a taste of it between that and actually knowing how to actually build a business a lot of it's learned through experience which takes years you know so you're really excited then you become a little frustrated with you know the learning curve right and then comes the huge disappointment when you don't sell a property in the first three months four months something like that you become very disappointed you feel like you know I put on all this work but I haven't even sold a single property you know I should have sold a property by now well who's who's to say that the effort that you put in equals a property sold you know why why do you assume that that amount of effort equals a deal right obviously it doesn't because it didn't happen people are only looking at tax returns and I'm like wait a minute that's like not even you know that's so far away from you know what you actually accomplished you know it's just not even funny but that's the only thing they look at and I'm like well in 2024 you're not going to care what you made in 2021 all right you're only going to care what you make in 2024 but you know the amount of money you make in 2024 is going to be predicated on what you do this year to build your business in terms of how many people you talk to right to create friends in the market right and then build your brand on the back of the data you collect from those people it's really the bottom line like we should be data collectors first right data collectors and friendship creators first that should be our main goal every day and then real estate agents second our goal when we call and talk to people should just be to make friends and see if there's something we can do to help if they need to do something today great let's do a deal if we're talking to enough people we're going to find deals but more so we're really building this base and accumulating you know the people that we need the future customers that we need to really have a have a really large business and something that's going to withstand you know market cycles market swings you know the number one reason why someone picks a real estate agent in today's market is because they had a friend in the business we went through a cycle of digital where people chose their agent online right we've went through several cycles where people are like well i'm not going to just pick a random agent online anymore i had a bad experience right i picked a bozo right so now they're like i'm going to find my properties online but i'm going to call the agent that i i'm friends with that you know i have a relationship with that's where it's at and so just think about instead of like you're calling these people anyway so if you call them and just say hey mr cellar you don't know me and i don't know you but will you sell your house so i can make some money that's that that's what those scripts are saying it's saying hey not too concerned about you really don't really want to be your friends i just want to see if you want to sell your house so i can make a commission i just want to see what you mr cellar can do for me the agent right the only way to do any of what you just said is through one thing real conversation hearing your voice hearing how you breathe body language speed of voice tone of voice right that's the only way you're going to get to the point where they actually touch that you can do social media and message people and and do videos and all you want to but until you actually talk to them you know they're not completely sold right you can warm them up with all that stuff but then if they talk to you and they don't get a good feeling they're not going to they're not going to move forward your your your your number one job is to be a data collector friendship creator your number one skills to make people feel comfortable with you so just define that for people that don't quite understand what you mean by data collector created like emails phone numbers names right talking to people yes talking to people right you know making a feel comfortable with you right enough to stay in touch and giving you their email giving you their phone number giving you all their data so that you can put in your database to then build personal brand cold calls is not the common denominator you can build your business without cold calls but you cannot build your business or have closings without real conversation you have to understand the philosophy here behind you know you got to understand the foundation of the perception here right so then you can start to break down you know how to reverse engineer yourself into as many closing because you want to have go to zero to diamond calm free course lesson called rickies weekly email there's a tutorial i screen share my computer there's a weekly email ideas and there's a link that goes back to every email i've sent for the last three years the exact email copy it verbatim the exact template put your stuff in there right don't change it at all and send it out every single wednesday but the numbers look like this for me i've closed you know one to two percent a year so if i have five five thousand i'm closing fifty two hundred deals a year you know ten thousand i've closed a hundred deals a year my database is like fifteen thousand right now but again i'm very passive i don't call and follow up and check on people i'm very passive with it because hey i'm doing a hundred deals a year it's it's hard to keep up with two deals a week and run these other businesses and the weekly email produces those two deals a week and that's all really i want out of that business so i'm happy with that if i wanted to ramp it up sure i could go through my database and call and check on people and try to ramp things up but you know i'm at a different place right now i quit cold calling five years ago you know and and i made a hundred thousand calls without a dialer all by hand in the fifteen year period if you take today's scenario where you have automatic dialers and you can get as much data as you want with the click of a mouse you could literally make those hundred thousand calls in two to four years right and do the same damage that it took me fifteen years to do in two to four years and you could be done you could be done if you really hit a hard a lot of people in your position you know that get to that kind of production bring on traditional team members have you ever thought about taking your business in that direction or what's kept you from doing that well i tried it one time i went through about 12 agents in a year and a half and what i realized is that that traditional team model is really broken i guess it uh number one the worst part about it is the really good agents come in and learn everything they can and leave right who's going to give somebody part of their commission if they don't have to unless you're an average producer but i'm different but i wanted to learn the process some of these teams take the they do they handle the transaction coordination and for you and all this stuff you know but as the new agent you're not really learning that part of the process which you probably need to learn now there's an argument there because i know an agent that started their own brokerage and their their part of their deal is you know and i said well they're not learning they're like well they don't need to learn just let me handle it i'm thinking well that's that's a good point i mean yeah i can see your point there but at the same time i thought about it ever since i talked to that broker and i think no i still i still would want to know how that process works so that if something happens i know that i can i understand at least that process so everybody's different man that that's why these teams exist and that's why there's team members on these teams that stay there because everybody's different basically 80% of my time on a business that i was losing money taken away from a business that's making a million dollars a year and so i had i had a serious complex about it you know uh you know is this what i should be doing you know and i had a lot of um you know frustration points and self doubts you know about it you know but you know the agents reaching out to me and telling me how much it was helping them i just couldn't help but to believe that you know that it was something that uh i don't know changed the industry or you know end up being something really big so and you know it's it's got to the point where you know it's it's uh you know that business is by leaps and bounds more successful than my real estate business i'm going to miami you know in two weeks i'm kicking off my own tours there's uh you know there's i don't want to say the number but there's over a thousand agents registered for this thing you know that's humbling to know that more than a thousand agents you know want to come to and be in the same room with me you know and let me spit you know what i'm going to spit out them you know so it's got to the point where now i'm doing my own tours with a thousand agents showing up and so is it as big as i think it can be no is it is it really massive to the point where some really incredible things are happening absolutely