 Wow what's up guys all right cool so so you guys are not real estate agents yet right okay okay well let me just kind of go through my little spill real quick and then I want to take some some answer some questions okay so basically I started out in real estate in 2002 I was 20 years old there was no Facebook Zillow any of that stuff you know I was roofing houses before that with my father so it took me eight months to make my first sale okay so in today's world you can make sales pretty much immediately if you if you're quick enough to to put two and two together and put the pieces of the puzzle together real estate's a lot more simple than what you're thinking you're gonna get a lot of stuff thrown at you from all kinds of different angles people telling you that they this is how you should do it that's how you should do it this is how you should get leads and I'm telling you it is so simple don't let all the all the distractions and the shiny pennies and all that stuff bog you down okay you want to keep it really simple so when I made my first sale things weren't really good by the time I started when I was 20 by the time I'm 23 I'm a millionaire the market blew up and the and by the time I'm 25 I'm broke I'm bankrupt I'm sleeping on friends couches I'm sleeping in my car I went back to roofing houses and I was working on oil rig for a little while so it was during that time when I lost everything and I had nothing that actually learned the most it gave me a great opportunity to learn learn who I was and give me an opportunity to learn how to move forward but I read a hundred books I studied the markets and I wanted to know why I failed and what I came up with at the end of the day long story short was that I realized that the first half of my career the first half of my career was all about the dollar about the closing about the transaction all I cared about was the money and I realized that that was my problem and when I flipped it from the money and the transactions to the people and the relationships that's when I started winning so it for some reason it just clicked that it's about people right like when the market crashes people don't go away you know the number of transactions go down but but people don't go away and closings continue to happen every single day so as a new agent I want my entire goal and the real estate industry now is to become the number one coach the number one speaker I'm the first completely free real estate coach and my goal is to reduce the failure rate this is what I want to do and how I'm gonna do it I want to get to the new agents as quick as I can to explain to them that when coaches and trainers try to come to you and say that you know you should be you know going after motivated sellers and that you know you should ask them if they want to buy or sell and who do they know the one to buy or sell and all that stuff that's why most agents have to quit when they get on the business because that language is just set up to figure out what the client can do for the agent okay and the prospects don't like that and you don't know what you did wrong you know they they run away and you don't know why you haven't sold anything and now you have to quit if you if I can get to every all the new agents as quick as I can and explain to them that it's about what in the world can I do for you and it doesn't matter if they want to buy or sell today or not the goal is just to create as many relationships as you can not how many closings you can have if you create their relationships and you do it on a massive level and you put the work in you're gonna have plenty of closings trust me I've sold a hundred properties a year since 2014 as a single agent I'm gonna do it this year 2020 2021 22 I've got it down I understand like I had to lose everything to figure all this out so I want to get to agents and let them know it's not about you know do they want to buy or sell right now or not because a lot of people tell you if they don't not ready to buy or sell move on but for me all the money in real estate and all the success in real estate are within those relationships with people that you create that aren't ready to do anything today because they will later down the road every relationship that you can create with the property owner or possible buyers worth 10 to 20 deals do you ever life of your career the repeat business referrals and referrals of referrals so when I realized all this when the market crashed I got to work I got back in real estate actually got laid off from the already got back in real estate and just started working my way up and every single deal from there on was about the people I didn't care about the the transaction at all I just wanted to help them do what they wanted to do when people want to buy or sell they're doing it for a reason bigger than they just want to buy or sell something they're doing it because their mom died their kids went to college you know they got a new job they got laid off you know they're relocating for this or that something's going on in their life it's not that they just want to buy or sell a piece of property you got to find out why people want to do what they're trying to do and then focus on that so you know as I got back in I then started realizing other things okay like when the market crashes closings continue to happen every single day and business is unlimited there's zero competition I send out my coaching emails to every single agent of my MLS and my direct market teaching them everything I do and I sell more than anybody in my county and I'm teaching them every little step of my business all the intricate details and I haven't lost a single client in two years doing that because I've been all in from day one that business is unlimited and competition doesn't exist if I lose a client I'm going to turn around and go get five more clients you can't do it all so don't be worried about competition don't be worried about losing deals losing deals are the greatest thing that could ever happen to you you get future time back that you don't have to spend on that deal anymore and you learn something you became a better agent right then you can take that new future time and this new knowledge and go get five more deals if you think about losing deals in that perspective because you're going to lose deals there's going to be sellers that you have an interview with that don't choose you to do the to list the property you're gonna have buyers that go under contract and and have to back out at the last minute because of financing or an inspection or something like that you're gonna lose deals there's no way around that so why not recognize that's that it's inevitable and use it as a way to multiply your business right so there's all these little things that I want to push into the market like when the market crashes closings happen every day I'm literally going to reduce the failure rate in the industry by a getting to the new agents before all these other people do to show them the right way to build your business and B to spread my message about when the market crashes so less agents have to get out of the business when the market does decide to crash it's going to crash at some point but buyers that buy when the markets down they want to buy it right now before the market goes up okay and the people that want to sell they have to sell because they're in trouble the market crashed so there's so much urgency in the market you guys can be very rest assured that you have job security like there's there's enough business for everybody forever as much as you can handle like if you want to make a million dollars a year two million dollars a year it's there for you for all of you each and every one of you you just got to put in the work and go get it the biggest thing is building your database full of property owners in the area who love you that you actually talk to voice-to-voice everybody's into the social media and online stuff but I'm telling you the reason why technology hasn't replaced real estate agents is because the voice-to-voice there has to be that voice to voice contact that interaction that consultation through the market you know local markets are so different like I can't turn around and sell something up there where you guys are even though I'm a master here I can't sell anything where you are because the market is so different and so because of that people need real estate agents on top of needing them to consult them through the market they also need them to take care of the deal for them you know all the intricate parts of the deal this is this is some people's biggest you know decisions and financial moves of their life and so they need somebody they need a professional that does this every day at real estate agents are not going away closings are going to continue to happen every day forever and you have to put relationships over transactions every single time you know like I you know I cut my commission a lot here and there I I take care of inspection items that come up in the inspection you know like I do all kinds of little things that a lot agents say not to do because I understand that that relationship is worth way more to me than any one commission or any couple hundred dollars or even a thousand or two dollars I mean I would even trade like two or three commissions for a relationship with somebody that I know is going to be worth 10 to 20 deals to me over the life of my career so there's a there's a lot of things so I think market share is not how many listings you have how many transactions you're doing market share listen to me is what agent has the most lifelong relationships with property owners in the area in the market okay the agent that has the most real voice to voice lifelong relationships with property owners that they're staying in touch with whoever has the most of those owns all the market share you have all the future business your job doesn't need to be how many closings it needs to be on a day-to-day basis how many new relationships did I create how many great conversations did I have so it brings me to my next point which is what's the number one skill for real estate agent it's literally how to communicate who you are as a person that you care about people with how you're with you know line that up with how you're communicating with your prospects and making them feel comfortable I call it the FE effect you know giving them that friend or family effect like they're your mom your brother your cousin like really talking and getting that same mindset that you have when you talk to your parents or your brother or siblings that same mindset needs to be exactly how you're going into these conversations with your prospects because you know like if you if you watch me make live calls on YouTube there's tons of videos of me making live calls people that I've never talked to before you know hundreds of calls you'll if you see my tone it sounds like I've known him forever because that's how I'm going into the conversation and it makes them feel comfortable if I'm nervous then they're gonna be nervous if I'm just trying to do a deal you know and if I just sound like every other agent and say hey have you considered selling your property they're probably not going to be interested in talking to me anymore because I sound like every other agent a and B I'm just I'm trying to see if they can help me and they notice that it's like when you when you don't know an owner and you call them and you say you know would you consider selling you know that's basically saying hey I don't know you but you know can you sell your property so that I can make a commission can you help me make some money and if I and if you don't if you if you if you're not interested do you know anybody else that can help me so the whole conversation is based around them helping you what I'm doing is I'm flipping that to teaching agents how to communicate that they care about their prospects and trying to figure out what the agent can do for the client regardless if they want to buy or sell and within that is how I'm selling 100 properties a year also my follow-up is a weekly email every single Wednesday since 2007 I've sent a weekly email out to my entire database and that is the glue that holds everything together I have people that I talked to or show property to 10 years ago that didn't buy anything that bought something last year and referred four people to me right and if you don't capture those people and have a system in place and stay in touch with them forever then you're not going to get those 10 to 20 deals out of them over the life of your career so you have to a be really good at communicating who you are that you care about them you don't care if they buy or sell you just want to help them and then B have a really good follow-up system in place they hit some up every very consistently you know mines every Wednesday you know doing it every Wednesday people like well don't people opt out and unsubscribe but no they don't some of them do and they're gonna they're gonna do that even if you do once a month those people right but the fact is every week shows that you're the hardest working person in the area they want to see consistent hard work professionalism dependability that email shows my clients how dependable I am so you know and its original content I created every week it's not a drip campaign it's not an automated deal I sit down for 30 minutes every week and create it what does this do for me it allows me to scale my business I can I can spend the same 30 minutes regardless if I have 5,000 people on that email or five million people it still only takes me 30 minutes to create that content sending out every week so I spend that 30 minutes you know that's my baby that's what that's that is a representation of me I do it so you know like that is how you that is how I've scaled my business to where you know I don't have to worry about following up as much and I have to worry about past clients as much I can't call up my past clients have too many so this is a way where I catch I still capture most of those people and am I going to win them all know you also have to be okay with not winning every single situation you're not going to win them all and a lot of people are crippled by this they try everything they can to win every single situation and what it does is that you put so much time into one thing trying to trying to capitalize on that and it's taking so much time away from all these other people that you need to be helping when you need to be kind of okay with losing things here and there for the sake of efficiency and time management and growth so I think replacing everything as far as do you want to buy or sell who do you know all that garbage with is there anything in the world I can do for you today and base everything around that base the whole entire relationship moving forward around that get their email address and send weekly emails every single week on the same day the week forever and just put 15 hours a day in for 15 years that's what I did like if you really want it that's what you have to do nothing's gonna be easy nothing's gonna come quick and I'll tell you to I circle prospect which is calling all the others in a subdivision and seeing you know at saying hey I don't take it too much of your time a house around the corner sold then if there's anything I could do for you know okay well look I'm sure is there an agent you would work with if you were to do something cool I'm sure at some point you're gonna want to do something would it be out of a state in touch okay cool with your email and a lot of people stay well you know how do you get now business that's all futuristic stuff give me something that is now business because when a zilla elite comes to you you call them you show them property and they say you know yeah we're kind of looking we're kind we're looking at maybe six months out right or for sale by owner you go you go talk to them and they say we're not right you know we're not ready to list right now we're gonna try to sell it on our own for a little while okay or even expire we're gonna wait you know all of those can be long-term deals and all of them could potentially be short-term now business as well everything has a possibility of being something now and everything has a possibility being something like there's not a source of leads it's like this stuff happens quicker and so circle prospecting for me is is there's no agents calling them everybody's calling expires or for sell by owners but this is something that nobody else is doing and the owners are receptive to you and they they're open to begin this relationship and it's unlimited you cannot call every single property owner in your area in your market ever in your life and so it creates a situation where you have unlimited business to tend to closings are happening every day regardless of what the market does it's just your job to get out there and start creating these relationships