 Being an agent is is a is a leverage point to put yourself in position To do things much better and like you know a much easier passive income rental properties other businesses Whatever the case may be because when January first hit it went from a million on the year to zero for the year I was like, oh shit I'm screwed like I got I got to climb this million dollar mountain again Take your database put it in a system to send a weekly email on the same day of the week forever Until that foundation is set There's no need to get more leads because you they're gonna you're gonna get on top to them Maybe sell them something but then they're gonna forget about you. So when you put the property on the markets, okay? The property being on the market. It's the moment that property hits the market We're collecting data now if someone if a buyer calls you off the sign or off a Zillow Go to the ends of the earth to try to help that buyer buy that listing. Yes. Good. Cool. How you guys doing? Very good. Good. Good. Good. Um, I Would imagine you guys are here because you want to Multiply your business make more money, etc. Right? Yes, you want to learn something new you're looking for some Uh gold and nuggets some special little thing Some like one little thing that might change your business completely and take it to the next level That's good. Um, are you guys is I'm sure there's people here that don't know who I am, right? No, probably not Okay. Okay. Okay. All right Well, let me just go ahead and first off and just apologize because I'm really direct special in these kind of meetings because This is kind of a for me. I eat sleep and you know, breathe this As far as real estate the market agent success Etc. Um, and so for me to be able to sleep at night I have to tell you exactly how I feel at all times so that I Know that I did everything I could do to put you in the best position possible, you know Otherwise, what are we doing here? I have to feel that way or I'm going to walk away from there I'm just thinking I didn't do you guys justice. I sugar coated it. Etc. So let me go on record and just apologize up front Not here to hurt anybody's feelings But I am going to tell you what I think and I'm a very Get it done right now kind of person a Lot of people, you know, they look at you know Prospecting and cold calling and even making videos on social and all these things and they just kind of hesitate and think about it And oh blah blah blah and I'm like why Can't let's let's get the job done now The only thing between you guys and a million dollars a year thousands of one-on-one conversations with people in your market Can we all agree? Yeah so The question becomes How long do you want to spread those thousands of conversations out before you get to the million a year for me? I want to do it right now How quickly can I have these thousands of conversations so that I can get to the million a year so I can move on to bigger and better Thanks, I would I would assure you that you all don't want to be real estate agents forever. This is this is a Being an agent is is a is a leverage point to put yourself in position To do things much better and like you know a much easier passive income rental properties other businesses Whatever the case may be some people get stuck in Grinding their whole life. I know two agents that passed away making cold calls They died from old age and they may cause to the day they died That's not how I want to live and I believe it comes from a place of Not realized or not they they lost the ambition to go to the next level You know when I made a million dollars a year the first time I was like, how do I get out of this? Because when January first hit it went from a million on the year to zero for the year. I was like, oh shit I'm screwed like I got I got to climb this million dollar mountain again That's when I was like, okay, I'm gonna start coaching riding speaking building other businesses buying rental properties So today I want to talk about your career. Okay, because I can tell you how to get listings I can tell you how to have a great 2024 But what's even more interesting to me is what you what your accomplishments over the next five or ten years and The the your accomplishments over the next decade are going to be dependent on the seeds you plant now and next year So while we're thinking about the income we're going to make in 2024 That's great, but I'm thinking about all the seeds that you planted making that income that's going to make you ten times that in 2027 and and most agents don't even think like that and this is why they don't do things like the weekly email So when you think about your database, okay? And how you remark it to your database if there's not a simple scalable system in place to remark it to your database What are we doing here? Because you can't build up a Compounded business you don't make a million dollars a year from the leads you got the year you made a million dollars Doesn't happen it the million dollars a year comes from the compounding Relationships that you built five years ago four years ago three years ago two years ago one year ago that compounds into that sixth year Added with the new leads you got that six year got it And if you don't have something in place that helps you compound those relationships into this massive business over the next three to five What are we doing? You're not even trying to build a career. You're just a salesperson that's going to sell forever So you look at your database and you think okay? What are the different ways that I can remark it to my database? That's easy simple scalable, okay? Let's run through it. All right, you got email you got text messaging you got Direct mail You can call them you got social media. What else? What other ways can you remark it to your database so that they never forget who you are Client events Okay client events property values like your what your Property thing is birthdays anniversaries come anniversaries. How are you doing that though through text messaging email? Right, that's the reason why you're contacting them, but I'm talking about the actual method of contact. I Usually do it via text. Okay, so okay, so we're okay. I've already mentioned those direct mail tax You're gonna door knock your clients That could be that could be okay. I'm gonna go door knock my clients. Okay Door knocking here's my point Not very scalable, but yes, okay. Here's my point Let's look at all those all those different options to remark it to our database so they never forget who are If you look at door knocking well, that's not scalable What if you have five thousand people how are you gonna door knock five thousand people it goes for phone calls as well How are you gonna call five thousand people? So the point that becomes non-scalable so those are out direct mail if you had ten thousand people How expensive is that? Not realistic that's out text messaging is Possible, but it's kind of odd because to send out a bulk text It doesn't come from your cell phone number comes from either a five digit number or some other smart number, which is fine It's doable. It's doable, but you know text messaging has used in business I use in a business a lot of you probably get my text But it's still kind of an intimate place more than a more than a business place like email You get a hundred spam messages a day all from businesses trying to sell stuff to you versus text messaging You don't get that many spam text. It's more so for friends and family still Okay, social media. You can't upload your database to social media Make sure every single person in your database sees your content only about five percent of your followers actually see your content That's out So what do we left with? email Do we know of any? Platform that we can stay relevant to our clients. That's simple scalable Other than email that's better than email Okay, so we just solved the world's problems when it comes to remarketing to our database, okay So now what do we do? Well, we do a weekly email on the same day of the week forever Okay, how many ever eight how many ever clients are in your database? This is step one take your database put it in a System to send a weekly email on the same day of the week forever until that foundation is set There's no need to get more leads because you they're gonna you're gonna get on talk to them Maybe sell them something, but then they're gonna forget about you if you're not doing something Just to make sure no one ever forgets you are those people in your database that are under contract with other agents right now Because they forgot about you not because they didn't want to do business with you just because they forgot about you So so yes do social media do text messaging do direct mail and all that all those things But make the foundation of your remarketing to your database the weekly email That's it now When you realize the power of this Say you have 300 people now It's a race to try to get that to a thousand people getting the weekly email when they see it on the same day of the week Every week they're like oh my god. This is the most dependable hard-working consistent agent I know I'm gonna use them every time I do a deal That's what happens with this now we talked about career, right? So think about this if the goal is over the next five years to get this database to five to ten thousand people in your market Who are getting the weekly email? Guess what you don't have to prospect another day in your life You've built your career So this is the dream Bust your ass to talk to thousands of people in your market the thousands of one-on-one conversations that need to be had to Make a million bucks a year get through that as quick as possible build the database do the weekly email Get to the point where you're selling the exact amount of homes you want to sell every year And then you never have to make another cold call again in your life How quickly can we get that done to where we can get to the part? We have residual business We're making the amount of money we want to make and now We can build other businesses by rental properties and sell because we want to not because we have to and then eventually phase out of sales all together right off into the sunset This is what I want you guys to be thinking about the big picture and right now With the market being down for the 10-year cycle We have it there's a 10-year housing cycle the last time it was down this low with the number of transactions was 2008 We're gonna have the same amount of transactions we had in 2008 this year Okay, we're at the down moment of the 10-year cycle in housing And we're at the down moment of the yearly housing cycle every fall Prices soften new listings come up days in the market go up every single fall So this is the like trifecta right now This is like the the greatest moment in your life when it comes to being an agent because This is the down moment of the 10-year and the down moment of the yearly housing cycle And you can actually stack a little bit of inventory Right 40% of homes are selling in less than two weeks, but what's happened into the other 60% They're sitting there longer Days in the market rising a little bit not back where it was pre-pandemic, but it's it's rising Happens every fall nothing to be alarmed about by the way if prices soften That's okay a lot of you guys like oh my listening is not selling great It means you got a listing that's gonna sit there for like you can stack your inventory a little bit We need a little breathing room guys all this stuff is positive Right now you need to be going all in on Stacking listings between now and the first of the year you should be your your January what most people get excited about January 1st You should be thinking that same mindset October 1st or September 1st like alright Here's my 2024 because it's a three-month-like business If you're gonna have a great 2024 it means you did great 12 months out of the year not nine if you start January 1st Then you're missing out on January February March You're not really gonna see the the the harvest of those of those actions till April You got to start now if you want all 12 months to be maximized and 2024 is gonna be amazing I don't know if rates are gonna come down because it's an election year and we're gonna finally beat the war on inflation I don't know if rates go to 10 plus percent. I don't know if they come down to five. I don't know but I know this people Have to buy and sell and investors will buy and sell and it never goes to zero ever goes to zero ever goes to zero prices never go to zero number of transactions never go to zero and If you're out there doing what you need to do to talk to people and get through these thousands of conversations You're gonna be the one closing the deals on the way to the million a year But if you're not willing to do what you signed up for When we get your real estate license like the whole thing is predicated on you talking to people you do and don't know to help And buy and sell real estate and like you you don't want to do that No, I don't I don't want to succeed. You know, I just want to like see you like if I could like, you know Do a deal a year. Okay? That's on you. That's not on me. All right. I think that's a good start. Let's let's do some Q&A Let's go around table or something. Let's do some Q&A because I want where I can bring you guys the most value is what you're having trouble with in your business I can sit here and blab and I can You know, I could go off for two hours straight about stuff But if it's not it's not pertaining to what you're having trouble with in your business, then it's not doing either one of us any good Right so feel free to unmute your questions Right so feel free to unmute feel free to tell me what you're having trouble with feel free to give me your questions and tell me What's going on in your business so that I can help you guys today? Are you going out and starting these conversations or are they coming up organically? Well, I mean if you're gonna sit around waiting on conversations to happen you're backing up You're going backwards. All right. I need to talk to people back to back to back to back all day long And you're not gonna do that organic Okay. Well, this is what I'm getting at. So then how are you doing? Yeah? Well, I okay I can tell you how I do it, but it might not be the best way for you to do it See this is where the problem is in the industry the coaches and brokerages want to say here's how you get leads Here's lead Jen. Here's how you should do it when that may not work for that person Me you guys can probably tell me personality. I don't care about anything. I'll call anyone at any moment Okay, and talk to him about anything. It doesn't I don't care I have I have zero lack of confidence when it comes to making a call making a friend And developing a business relationship with someone put them in my database Let them get the weekly email call me when they're ready to do something in two years I'm more than happy to do that. Not everybody is willing to cold call And I don't even refer to it as cold calling guys. These are people in your market Do you guys understand that you have something in common? Like you live close to each other during the same the same era Like like when you think about the eight billion people on earth What are the chances that one of those eight billion people live like within 30 minutes of you? Almost nothing okay almost nothing and when you multiply The everyone who's ever lived on earth and everybody that will live on earth How many billions or trillions of people is that? So what are the chances that somebody not only lives close to you, but during the same time that you're alive? It's ridiculous. It's like you have this connection with every single person in your market And you want to act like This is a stranger. They're not they're your friends. They're your neighbors. They're part of your community You need to think of this as you're a volunteer worker doing community outreach to see what's in the world You can do to help people. You're you're a this is a service. This isn't sales This is what it is that you want to do ma'am or sir And How can I help you do it? This is what I do for a living. I help people buy us a real estate Are you looking to buy or sell something? Do you have an agent that you're already working with? I would love to help you through this. You don't want my help. That's okay Have a good day. Call me if you do. I'm here. If you ever have questions. I'm happy to help um I travel three times a month and speak to agents Most of those I pay out of my pocket. I'm paying money to go speak. Okay. I'm not making money I'm paying money to speak why Because I know that these agents will do business with me in five years on what I don't know But they will And so I don't care about money I care about brand I care about My business I care about every single person knowing who I am what I do and that I'm here to help It's the same thing with real estate. I on my weekly email I always did uh like it's still there. I have closed sales all the closed sales And agents used to look at me like I was crazy for sending out the you Feel like it's warm. It's because it was through a lead channel But if you had the same confidence that you use when you talk to these buyer leads When you talk to sellers matter of fact, if you just if you just cold call sellers and pretend like they're buyer leads that you paid for You'd you'd crush it It's it's just your mentality behind it That's really easy stuff um Oh next question And you have a question It did she get back on here? I am back. Yeah Well, I was curious how you fit all this into your day. I mean What am I fitting into my day? The consistency and where do you get the uh content for the the weekly emails? You know what it is angela It comes down to efficiency So for eight years in a row. I sold a hundred properties as a single agent with no buyer agent No listing agent just an admin and me. I was the listing agent. I was the showing agent I was the everything agent right and went to all the closings and did all the stuff But I only showed property like three or four times a month Why because I'm focused on property owners It's it's see even the fact that I chose property owners Makes my life easier and my quality of life better. Why because I'm creating an efficiency in my business Why did I not do social media for my real estate business? By the way, I would now if I were starting all over in today's world But why did I not because weekly email and and direct mail and phone calls worked great for me And I didn't need anything else jamming me up A lot of us are trying to do like 15 things and our quality of life sucks Plus we're going after only buyers Which really makes our life suck Because now we're just riding around town all day. See Everyone's making money. Every everyone on this call makes money at seven o'clock at night The question is are you at home eating dinner with your family chilling? Because you know without a worry in the world because eight of your 21 listings are being shown by agents who do youtube videos Or are you the one on youtube trying to attract buyers to your business showing property all hours of the night? Or have buyer agents that you have to get 50 of the commission to these are all your choices So I could dig into your specific business angela and I could say I could I could ask you a ton of questions. I could understand everywhere you are and I could say oh Well, you should mark this this and this off because it's incredibly inefficient and it's completely sucking all of your time And it's not moving the needle Get rid of that go all in on these things and your life would be a million times better So I was really good from day one of of of recognizing Inefficiency activities versus efficient activities and throwing away things that were inefficient. Why because I wanted an easy life I wanted to make a million bucks a year and not have not be You know losing my mind at the very end before I stepped out of production Like for the last three years of production I was literally working 20 hours a week in my real estate business doing the hundred deals a year You're like, oh my god The thing is is it's only two deals a week number one And these are all repeat bit repeat clients at that point. I was not prospecting. Remember guys You prospect to you build the database and then you don't prospect anymore All I did was a weekly email and getting two deals a week two deals a week So like all this stuff I'm telling you I've done it and I've seen other agents do it You you really bust your ass you work 15 hours a day You know for five years and then you build it and then you're done Now you can drag those thousands of conversations if you want to do it organically You can drag those conversations out over 30 years and die making calls Never get out never be able to get out of sales because you make 250 a year and you never make more than that Or you can say, you know what give me a phone book I'm just going to call every single property under my market and let them know. Hey, I'm here I don't care if you buy or sell or not. I'm here to help you if you do I'd love to stay in touch with you What's up that that's it. I'm your neighbor I'm just reaching out to see what I could do to help you today. If nothing I get it I'd love to work with you in the future. Is it okay for staying touch? Cool. What's a good email? Bam build that weekly email to the moon. This is so simple guys. It's ridiculous It it just it make you cringe. It's it's so simple, but we but we over complicate the process Oh, no, um Do you have any suggestions on content for the weekly email as I feel like that's Generally a struggle for those that are not gifted gab Um, go to go to it. It's super simple. I have complete training free training four-week weekly template where you can use The four week the four different templates just over and over every month. Just go to start my weekly email dot com You can see you can see every email. I actually did for the last year So you can see exactly what I'm doing There's a link to get the four week template. There's a there's a video of training We're actually doing email in front of you screen share and actually create the create the email right in front of you Real simple stuff that the reason why the weekly email wins is because it's every single week on the same day so it shows consistency and dependability and It's my opinion number number two. It's local information only It's not generic. It's not National it's not how to cook shrimp at touffet It's local real market information And it's my opinions on it So you have to sit down and you have to write this email. Sorry. You have to work a little bit You know my bad, you know, you can't use chat gpt or like some like generic company to write You know a bs email that's not going to get any action for you People want to get to know you through these emails show them your personality Right. Tell them what you think about the market. Here's the market stats. Here's what I think about it Here's a great restaurant. Here's my experience there. Here's a new development coming in. Here's what I think about it Tell them what you think That's what wins on social. That's what wins an email. That's what wins in marketing because why people want to hear a story All right, they want to follow your story after they've been getting the weekly email for like three years like they followed your life How do you feel about um Dude, I just lost my train of thought and we go back to um Oh, how do you feel about niche marketing? I hear a lot of people talk about niche marketing and I kind of go back and forth because I feel like we're a small area And we should be doing broader marketing More so than niche but also listening to your emails that would help with niche marketing because if you have a certain interest or something like that that would give you a talking point that you can kind of Gear your emails towards and around that would be like plenty of talking points You don't have a you could do an email every day like there's no lack of talking point But it feels like a struggle though It feels like a struggle because that's what you're telling yourself You know, there's new listings every day You know how much people love new listings people would open up that email every day if you just send out new Listings every day people would open it up just to see new listings. They would be like. Oh my god. Thank you They'd watch it like a hawk If you send out new listings and like your thought of the day every single day You'd crush it But you don't have to do that. You can do the same day of the week every week once a week. Let's make it real simple It's not do every day. This is you once a week Once every seven days Right. That's not hard Here's the restaurant of the month. Here's the deal of the month. Here's market stats of the month Here's news of the month. Just do that over and over and over again So it's not consistent in what you're sending out. It's just consistent sending it out 100% And you can be consistent my four week email template week one stats of the month market stats I've got it. I've got in the template. I've got number of chains actions new listings price all that stuff. I have it Therefore you laid out Stats of the month restaurant of the month for week two You know picture the restaurant great restaurant. I went there. I had the I had the shrimp edufe It was great service is great. Reply back for your chance to win a gift card Tons of people hit you back you get into one-on-one conversations of those people via email Pick a winner people love it do it once a month Week three deal of the month a great listing that you feel like is just a good deal Send it out. Um Week four is news of the month like a festival coming a new development something happened politically Something subdivision whatever great ideas It's all there in that four week template thing. It's just laid out for you where it's just really easy just like pop pop pop I put the link to that in the chat and then we have a question in the chat Anish is asking if you use constant contact. Yeah, that's what I use How do you feel that's different than mailchimp? And why do you prefer that much you much more user friendly makes a much better looking email? Just easier to use Jerry you know you use Jerry is a zero to diamond right here. Yeah, I went through your coaching the first Time you put up that group coaching now or the one-on-one coaching. Yeah So I went through that cool Very oh, oh, oh with one of my coaches or whatever Correct. Yeah. Got you. Yeah. Got you. Cool So that was awesome and follow you All that yeah, oh mine not a creepy way. Yeah Yeah, no like back in the day that would be like i'm gonna call the cops but today in the days We're on us like oh, thank you so much for you know being such a creep But he does do the weekly email So he's kind of our ricky keruth in-house experts So we ask him questions about the emails and stuff. So wow you guys have a ricky keruth in-house expert That's also we do that's jerry and The weekly email is pretty successful because Dude, I've got I've got agents that make millions of dollars using it I've never heard of anyone that uses it that that that's like, oh, this doesn't work or no But you know, you hear these coaching programs like that this doesn't work This doesn't work and sure people said that about cold calls and stuff but the weekly email I've never had anybody say oh this this This is stupid. This doesn't work. Go ahead Angela Just curious if there's a day of the week that you think is best to send that or if it just depends on the same one every week Doesn't matter which day just the same. No, whatever you like I like Wednesday because I feel like they're they're back from the weekend After the weekend, they're trying to get going towards the end of the week They're like, you know, let's hurry up and get to the weekend I think midweek is like they're kind of like in the groove a little. I don't know people have different opinions It doesn't matter Is constant contact like the weekly email so it it's automatic. You just set up that email. Don't you wish Don't you wish it was automatic? Yeah, you have to go in. I'm sorry kasey But you have to go in. What's that? Like we make the email but then of course you do how how else are you going to put your thoughts On an email about how you're feeling that day about the market or about this or that How else are you going to do? How are you? How are you going to do that automatically? No, absolutely. I get that. What's constant contact? Is this an app or just it's a platform It's a platform where you put all of your contacts in and then you make the email right then and uh Let's see Well, we can I'm sure maybe we do a class or I can just turn into it Look check this out Check this out. Let me Let's see. Is this a meeting group chat? All right here go to this right here Kasey check this out this link. I just put in the chat Go there. There's a there's literally a an hour plus training video on that link Where I tell you everything about it how to do it. I make an email right in front of you There's a link right there to start an account get the four-week template There's there's there's one year worth of my emails at the bottom Which you can look and see everything that I've done over the last year every week Awesome. Okay. Awesome. Thank you. That's what I was thinking. I figure it was on your link too So I'm just didn't say anything. It's all right there Hey ricky So we've been talking a lot about methods if I can just talk about attitude and maybe you can comment on this but I see so many agents that when the market changes they don't change with it Yeah, and what they do is they fight it they fight it and what I've been doing has been working So I I'll do more of what I've been doing. Yeah, it's not working now And then they get discouraged they turn into yours And they quit coming to office meetings and participating And then they say I guess I'll go get a real job So can you can you talk about that aspect of people's Thinking stinking thinking and yeah, but well, here's the thing though. Is it scott? Yeah But here's the thing if you're if you're a novice If you're inexperienced if you've never been through a big market swing If you feel like you know if you've only been in the business for a couple of years And you never experienced a big like hard swing like we're going through then you don't know that you have to You have to you have to uh, you know go with the flow of the market You feel like you can keep doing the same thing. This will blow over and it'll be all good um So you have to go through a moment like that before you learn that that you have to go with it's like, you know When I went through 2008 I got licensed in 2002 lost everything in 08 I was homeless sleeping in my car bankrupt roofing houses serving tables always had two jobs I've always had some of these people that say, oh, I can't afford a house. I'm priced out of a house Do you have two jobs? Because if you don't then don't come talk to me until you have two jobs and then let's let's talk I have two jobs now. I've always had two jobs I was making 300 a week as a teenager roofing for my dad Okay, nobody's going to see her and tell me. Oh, you know the middle class or you know, blah, blah I don't care about any of that if I can get where I am. Yeah, does it take time? Sure But going through 2008 I did the same thing. I kept trying to fight it. I just kept doing the same thing Guess what? I lost everything Well, I left real estate. I didn't sell anything between 05 and 08. I got back in 2008 which was the best time It was the best time. Why? Because prices were 50% off. You know how easy it was to sell real estate in 2008? It was ridiculous. Buyers were everywhere. You want to say they're not? There was four million transactions Same amount of transactions as this year happened in 2008 They were the buyers were everywhere and they were like, oh, I can take my they're running kidney candy stores Like, oh, well, I could let me pick out the best out of these 30 properties and I'll make a low ball offer and I'll get it um But I had to lose everything and go through that to understand how to handle a big market swing And so some of these agents who aren't adapting to this to this shift There might go through some it might be really rough on them But it's much needed For them to understand how this really works in the real world And then make adjustments and get ready and prepare because ever since 2008 I've been preparing for this swing I didn't know what's going to happen, but I've been preparing for this for over a decade So when you guys that are struggling when you come out the other side, you'll be like, okay I know how to handle this next time closing's never stop and you know deals never stop and business is unlimited and all that Nothing ever goes to zero You'll start preparing for the next swing that's going to happen in the next 10 15 years and you'll crush it When that swing happens, right? So it's hard to tell somebody Oh, you need to go with the flow of the market when they don't understand what that means They're going to have to go through it theirself and learn From the life experiences and sometimes they leave the business and they never come back You know a lot of agents create their own market just by what comes out of their mouth and what they tell their clients You you in this business you create your own demand You can create demand out of thin air guys You know like talk to five people that you see walking down the road and say, hey, you know what? Nice to meet you. If I had a really great smoking hot deal on a rental property, would you be interested? I guarantee you one or two out of five is going to say, yeah, what you got? Oh, well, I don't have anything right this second, but things come across my desk constantly What do you like single family multi-due plexus four plexus commercial industrial? What do you like? You know take down their criteria go find them something call them sell it to them like you create you can create out of thin air business But we're too scared to talk to people even though that's why you got that's that's the reason you got your license To talk to people and help them buy and sell real estate Am I not here am I am or is there nothing happening or am I just not hearing you guys? I have a question. I'm like, what's going on? Go ahead. I'm I'm new in the market. I mean three years So this is the first time I've ever been in a down market and when I came in it was crazy um, so I Have my a listing that has sat longer on the market than anything I've ever had and it just makes me squirm because I feel like I'm Not, you know somehow doing enough Um, what else can you do? I don't know, you know social media posts. This is the game. This is the game that we play This is the game that we play with ourselves, right? It's a very dangerous game because it's non-existent Once you price the property and we put it on the market on ml ask us what every single buyer sees it They're looking on their phones. They search online They drive around every single buyer that might could be possibly interested in that sees it right then It's not about us doing more ads and running more postcards and making more calls for it. They all see it It's right. So now what's the problem if it's in front of every buyer. What's the problem now? Not low enough for the current market. I guess bingo bingo So when you put the property on the market, okay, the property being on the market It's the moment that property hits the market. We're collecting data now Okay, if it's not being shown that's data if it hasn't sold that's data if it's being shown twice That's data if other listings around it have listed and they're not selling or maybe they sold quick data Data in the market is happening within the listing and around the listing the moment you put it on the market that we have to pay attention to We uh listed a house I wanted to listed at 599 We listed it for for 614. I think big mistake, right? I told them big mistake, but we did it. That's what they wanted to do At the time there are only two listings much bigger houses in the 800s Nothing else in the neighborhood. Well, I thought well, you know 600. It's a smaller house. But hey That sounds good looking at everything plus interest rates were like 6% back the or not six Yeah, yeah, yeah, six percent six and a half percent and um You know, there wasn't a sell for two years. We didn't have much data to go by but guess what since we did that We haven't had any offers several people have looked at it other properties have come on way cheaper and sold within a couple weeks Now I have data. I didn't have when we listed it Same thing with you with this listing you now have data. You didn't have when you listed it Right, you test the market. Okay at this price now. It's been there for so long. It hasn't sold you go to the sellers and say Hey, here we are now. We know what do you want to do? Right. I mean the truth is the truth That we're at 600 and really based on They've got it down to 590 now and based on everything I'm seeing we should have listed it at 550 Based on everything around it. So I don't know if we'll get there or not They'll probably you know, take it down real listed with another agent or something like that Who knows which way it'll go But please don't get so emotionally attached to a listing Listings are gonna come and go clients are gonna come and go you do your best to take care of them treat them like family Do everything you can do but that's all you can do You can't do anymore and if they decide you didn't do a good job Then I mean, you know, you did the best you could do you can't do anymore So if your best isn't good enough for them, then maybe they need to go find another agent. You know what I mean Yeah, well, I I send them emails and you know explained that They're still high for this market But they just keep you know, oh, we'll go down just this little bit just this little bit So, um, I guess you're right It's it's in their hands because I've been very honest with them and it is in their hand. Are you are you are you suggesting a price? Yes, I have suggested they reduce their price. Um Yeah, so yeah, and like I said, they've they've come down like in little inchworm segments Yeah Because they're continuing to test the market, you know, they want to keep seeing you know, like well If we lower a little bit will something happen will something happen will something happen? Listen, you know, how you sell that listing The best way to sell that listing Have you figured it out? Uh, no, I mean, I I'm trying to get people inside of it because It's the best way. Here's the best way to sell it The best way to sell a listing is to forget about it You've already done you've already done the work The work is over the market is what the market is. It's just they're going to sell or it isn't That's not that's not in your hands anymore. It was in your hands to convert them into a listing But now it's not it's out of your hand. If you could convert that you'd have already done it That's not in your hands. So why are we worried about something that's out of our control? Now, let's get back to what we can control So so what we do the way to sell that one is to forget about it and do what get five more now Now yesterday And five more the next day five more the next day That's what you should be spending your mental capacity on instead of how do I sell this listing? You're never going to sell that listing If someone if a buyer calls you off the sign or off a zillow Go to the ends of the earth to try to help that buyer buy that listing. Yes But trying to like make the market be something. It's not it's never going to Do you any good? But you know what will do you good five more listings Ricky, do you see do you say 70 about 70% of the your listings will sell Angela and about 30% of them won't They'll decide not to sell it or it's too high or they back out, right? So don't walk into every listen thinking this is a deal It's a deal 70% of the time and you better have more listings Very true. Very true. But but with that being said You know, you're saying talk to a thousand people if I don't have an assistant That just gives me so much anxiety to think that I won't be able to fulfill my You know promises to all those people you've already fulfilled the promise. What do you mean? What promise are you? What are you telling these people? Just to give you know, my best to each person you did. What else can you do? I guess if I I am concerned if I have so many people actually returning my calls that I wouldn't be able to keep up Oh, oh, this is this. This is this is the class. This is classic here. This is the classic Number one, that'd be a good problem to have if you have more people calling you then you can handle, okay You're gonna cram your river because you have too many leads okay, um, but the second thing is it's like When I used to put out on my email because my email goes out to 19,000 and 7500 open it up every week And I used to put out there. Hey, I want to have lunch with you Like just let me know when and like i'm there. I'm paying for it. I want to have lunch I want to hang out. I used to send that out all the time and all the agents and stuff They're like, oh my god, I'm never gonna do that because I can't afford 100 lunches. Guess how many lunches I used to have zero Zero Nobody called me on it Just the fact that I offered it though makes everybody feel like wow ricky's here if I want to have lunch with them Yeah, I had some lunch with some clients and stuff, you know here and there But you you don't like nobody ever like they don't call you at once It's just enough to hear here. Okay. I want to go to you next but angel is just to finish up You can handle you can handle so many deals at once. Okay I would imagine you're not full yet like you can handle more deals, right? Oh, no Angela are you there? Yes, okay Okay, okay, you you can handle. Oh my internet might y'all can hear me Yeah, okay. You can handle so many deals, right? Okay, could you handle more deals than what you have right this second? Yes Okay, can we make enough calls to where we get to the place where you're as much as you can handle and then talk about maybe slowing down a little bit Yeah, it's where you Get to where you filled your cup up where it's as much as you can handle And then think about okay. Let me just stay right here I don't really want more than this because this is much I can handle but let me just let me at least stay right here Anasha Anisha Anisha So I'm with Angela like I have listings I have some higher end ones around here that if that they've pulled and there's nothing I can do after a year of sitting And they're not taking my advice But what I still do is once a week send a message and just say hey I'm thinking about you guys and maybe once a month I call the older gentleman and we have coffee together So I don't care when they list next time. It could be in a month or next spring or I mean, I'm still keeping that relationship Good, but I have to kind of like forget about it. Like you said, do you suggest like a once a week Check in just a hey, how are you doing for people that aren't listed or are listed? Um, they were listed with me This comes back to the weekly email you're talking about a weekly text The weekly email does all this for you Okay It does all the heavy lifting where you could have 5 000 people That canceled their listing and you still hit them that they 90% of those people will see it in their inbox You know 5% of the people that follow you see your content online 90% of the people that you email see it in their inbox um That does all the heavy lifting for you if you want to on top of that Tax them and say hey thinking about you. Let's have coffee. Awesome If you want to call them once a year call your top 200 Send christmas cards do client appreciations. Do uh make videos online great But do the weekly email have that be the the cornerstone? That's the foundation And then and then and then everything else is like extra credit Do you split your emails because where we are at all it's not scalable then Okay, if you're getting a different email to this list than to this list now, we're right back to not being scalable Yeah, okay now we have to make two different emails to take some more time next thing. You know, you're doing three no one email To your entire database that way it's one. It's done. It's easy. It's scalable Ricky, did you talk a little bit when you went back and started at 2008? Like how long did it take you To get to a million from there 2017 so nine years and got And just so I can get a by 2014 I was doing a hundred deals a year though Just the price point wasn't high enough to yield a million out of the hundred deals Price point was like 400,000 uh 400,000 350 400,000. So it was like 40 mil um Guys we got 20 people plus whoever's in the office and stuff like what problems are you guys running into? You know, what questions do you have in your business? I think a lot of us have kind of similar questions when we started like what do we do? How do we get through this and you gave us a lot of information? Which was basically you put it in a nutshell do this stay consistent And this is something you can measure and something I've always been told was don't do an activity in real estate That you can't measure because you can't measure it. You can never see what the results are You're just spinning a hamster wheel So I think you solved a lot of things in a very short period of time Like you said, you're very direct and I think it was to the point. So it might be a little bit like, okay, let us absorb process and implement just so I can um Get a size ability How big is your mark? I know you're in Alabama, but Are you? But they also have a ton of agents there What do you what do you like what are y'all talking about? He also he wanted to know how big your market was when you were selling 100 Oh, um, I'm in Gulf Shores, Alabama. It's where I live and grew up and I still live here Our population is like 25,000 people Everybody's gonna love this. Yeah, so you still think outside of Insuming you're selling outside that town as well just no Um, you like when I picked subdivisions to call I would pick subdivision condo complexes that were like You know five 10 15 minutes from me You know, I wouldn't pick something an hour away I did deals that I did deals that were an hour away. Sure. Well when you're new you take whatever you can get You know, you get you're gonna you're gonna wave a check in front of my face I'll do it. I'll do whatever I gotta do. I used to roof houses. I don't care. I'll hang from a ladder upside down It doesn't matter to me. I'll drive two hours to do something Um, but as you build your business and you want to become more and more efficient, you know Then you kind of stick around the house I remembered my question. Do you guys still have usda loans available around there because your population? I was curious if that's made to any sort of effect in the market. No freaking idea. No clue Ricky I'd be interested I'd be interested in hearing your dialogue when You go on a listing appointment and they've interviewed another agent who gives them a false higher price to get the listing Well, I mean sometimes the um, it just depends on the property owner because sometimes the Property owner is going to go with that higher price because they're like, oh, let's just try it out Um, sometimes I have to listen at that higher price to get it because they're going to go with Sometimes somebody that goes to the higher price if I want to take that listing The thing about overpriced listings are I take them all day every day. Why? Well, I'm setting expectations with the seller number one that this we're just testing the market I'm pretty sure that this is not going to sell. I tell them when we list it um But with over you know how many listings I sold that I thought would never sell Like I sold listings in a day. I thought would never sell and listings. I What's the saying I came up with Listings I thought would sell on a day never sold and listings. I thought would never sell sell sold in a day Like listings I net there were silver price. I never thought they would sell literally sold in a week several of them and like agents would turn those listings down or whatever like I'll take it and then boom They're just happen to be a buyer that wanted that property and sold in a week. You don't know. You're not the god of this guys You're not the god of prices comps and comps are comps or comps, but how do you think prices go up? There's always something that sells more than the comps It's up to the buyer, you know in the seller and what they agree to and really strange things have happened um You know, I could tell you so many stories But normally what happens over time is the seller reduces it and the market kind of goes up a little bit It meets in the middle somewhere and you do a deal um One thing I always did was never let a listing expire I never let listings expire unless I tell them when I get the listing I'm this listing lasts forever And you can cancel at any time for any reason You're in control you cancel it tomorrow the next day next week whenever Um, but until you tell me to stop I'm going to continue trying to sell it They're like great. I can cancel anytime cool Put it on mls for two years at the end of that two years extended another two years I've had listings for three or four years and then boom they sell and then that client buys something else all the time It's a good way to stack listings too but um But like I'm not going to tell you so many stories, but like there was a listing we took for 1.2 It was worth 750 we took it for 1.2 Okay, and uh, they they came down little by little this is over the course of two years little by little by little You know got down to you know 1.2 something 1.1 something all the way down We got an offer for 800 which was higher than the than the comp It was like this is a good offer. This would be this would be the new record and that seller wouldn't take it Continue lowering it now. He's down to 899 Right and we had an offer for 850 That he turned down right so at one point so like we're almost there It's been like two years, but we're going to sell that property. You know what I mean? It just comes back to What the seller wants? Um, but to answer your question like listing appointments and stuff The way that I look at this is if my mom were trying to sell a house Okay What are the questions I would ask her? And would I would I have a listing presentation that I went over with her if it's my mom? Would I do a pre listing package if it was my mom? How would I treat my mother? If she was trying to sell her house And then I'm like no, I wouldn't do a listing presentation with a power point and marketing tips No, I wouldn't do a pre listing package. No, I wouldn't do a lot of this Stuff that mainstream coaching teaches you to do. It's my mom And then I started thinking well, why am I not treating everyone as if they're my mom? That's the way I would want to be treated if I were doing a deal like I'm family And so that's how I always treated people Um at listing appointments. I never did listing presentations or any of that stuff I walk in like I'm their son And I'm I'm asking questions about what's going on in their life Why are they thinking about selling this amazing place if it were me? I wouldn't sell it at all Why the heck are you guys selling this house? Um, and really understand what's going on and relate to them on that deeper level Um, that's what won me all my listings was they knew that I was there to help them And I didn't really care about the money. I was just trying to help them Um at the end of the day So if they asked me what my commission was they didn't really know me that well And they weren't interviewing three agents and they said what's your commission? I'd say lower than anybody else's They're like What does that mean? I'm like, well, normally at six, but if you find somebody lower, let me know Then what happens they interview the other agents the other agents said I'll do it for five They're like, all right, we'll think about it. They call me now I'm in the driver's seat because instead of it just popping up on mls for five and me being like, oh, I lost it Now I can say yeah, I'll do it for 4.9. And now all of a sudden I have the listing You know how many listings I took for 4.9 how many millions of dollars I made off 4.9? It's insane Nobody says you can't do 4.9 4.99 4 whatever I mean the lawsuit happening right now Did you take the hit or did you share the hit with with your? No, no, no, I always gave the agents two and a half Never went below two and a half. I got if I get six I'm three three and three if I'm if I'm five or more It's split 50 50 if I'm under five they get two and a half. I get the rest For me any listing agent that takes more than the buyer agent is a thief Okay, y'all are on the same page because some people like Turn on me all of a sudden and they're like, oh my god listing agent Deserves more because of all this stuff and I'm like, are you kidding me? Would you rather have buyers or listings ma'am? And she's like listings. I'm like, well Why because it's easier. It's fun. It's exciting. It's other people are doing all the work and they're getting less money It's like the buyer agents are the listing agents peasants or something No, I'm sorry. It's equal playing field buyers agents in my mind work just as hard I'm not gonna say they work harder I'm gonna say they work just as hard and they deserve equal pay and I always pay them more if I had to We we do have an agent that will occasionally not in our group, but put up a buyer's Pay for like 1.5 percent Or one or one. Yes So I it's be hard to tell somebody in our area that we would always be the Oh, no, you mean no, no, no What do you what do you what what's the deal there though? What um What's the total on that deal that you're talking about? What's the total commission? Six it's I'm sure it's six. Yes. Okay. So what are we talking about then? He's getting six percent the he's giving the buyer's agent one percent or one and a half percent Yes, so but the total is six So what would they have to do with the total commission of the seller saying I'll I'm lower than everybody I don't know. I was just I think Maybe thinking he was getting the two percent listing or something. I'm talking about the total commission Yeah, I was thinking he was taking a lower commission. I did not realize he was an angela Let me let me clarify for you since I don't believe you quite maybe some of you didn't catch this I say I'm lower than anybody else or like really I'm like, yeah, normally six or five and a half or whatever want to say But if you find somebody cheaper, let me know I didn't say let me know and I'll beat it I said let me know which means I'll look at it and if it's three for both sides, I'm not going to do that deal But if it's five and I can do 4.9, sure. So it's like, let me know And and and in so many words, I'll look at the situation and see What I think see what I'm saying. I'm not committing myself to taking a listing at 2.9 percent Um for both sides. I'm not committing myself to that. I'm just saying You know, I'm willing to go lower than just about anybody else. Let me take a look at it When you when you're up against other agents, right if it's past clients, long-time clients, they're going to give you whatever you want They're just gonna sign the paperwork So what do you ask for from The person that they're speaking to him? Like another agent. What would you be asking for to see? To see what? like another listing contract for them or For what do you just take their word for it? Like oh, I thought something literally doesn't sit Absolutely, I'm going to take their word for it Absolutely, why would I why would a double-checked out? Well, you're saying that you're gonna review something like I'll take a look at it. Yeah, they can just tell me Okay, if they're lying then, you know, they're a piece of shit If they're lying they're a piece of shit they got me for point whatever percent and they'll go to hell Yeah, I don't I don't know what to say like I I'm not gonna talk people. I'm not gonna call people a liar Just I'm not gonna be like, oh, I have to double-check you because I think you're a liar. I'm not gonna do that You know Thinking like a principal broker here if Ricky's gonna post this on the internet We need to have a disclaimer here that commissions are not fixed. They're fully negotiable It's up to the seller to offer a buyer's agent commission if they wish to or not Well, I think I think I clarified that pretty well, too. You know like talking about all go lower You know, I choose what the buyer agent's gonna get I'll put in the listing agreement That's also really weird stuff. That's that's going on up there in Missouri right now. What's that? Do I need a Red Bull? They must be miserable. Oh, yeah, I wish to God I was a fly on the wall in there, dude I swear to God Yeah I'm gonna I'm gonna go to the Illinois one. I Plan on going to the court case on the more the molar court case Trial, I hope you plan on being as direct as you are in normal life What's that? But I hope you plan on being as direct as you are in regular life up there I'm the same person everywhere. You see me in person on a zoom on stage online. I'm the same person Um What's that? That's what I don't doubt this. I I've actually been covering the trial day by day Every day, I've been covering all the notes and everything going on in court I've been covering that and giving my two cents on it every day. Oh Nice, where do you do that? Is that on your Tik Tok or Instagram or it's on my YouTube? Let's see, let me think about the best place to send you guys um Let's see Here you go text me at this number, this would probably be the best Text me right here and put your contact information. I'll send you the 30-day The 30 listing challenge and I have a call I'm doing a coaching call in Two hours. I'm doing a coaching call in two hours Just I'm doing a call every two weeks on the 30 listing challenge the 30 listing challenge can consist of Direct mail handwritten notes that I've made millions on sharing that Cold calling for cellbounders expired and also social media. That's the 30 listing challenge activities I've got agents that are on track to do to get 30 listings and some people are like, oh, you know I've only got five listings my whole life. I'm not gonna get 30 listings in the next 90 days, but after you watch Watch this You'll be like, oh, okay, I can get 30 listings I just finished watching that. Yeah, and that's Gonna be started next week Monday Already started writing the letters Yeah Do you have like a time-blocking schedule that you do with all this or is that all included in all your different trainings and such? Yeah, it's it's in there So, you know real agents we have a real hard time being consistent the perfect schedule for an agent is as followed eight o'clock you're Making notes on your business you go through your emails text messages your schedule and you map everything out on a sheet of paper Everything you're working on and what your schedule is for the day 815 you go to the MLS hot sheet You go to the MLS hot sheet and look at all new listings close deals pending deals You scan through all that so your fingers on the pulse of the local market and you get all that Do it every day look at the new listings and the new market data every day Then at 830 we're gonna figure out who we're calling for the day. We're gonna figure out who we're calling get the data get the phone numbers Do the research everything we need by nine o'clock. We're dialing Listen this could be Zilla leads Facebook leads cold calls Past clients. I don't care who it is if you're not talking to people. You're not gonna do deals. This is your job 9 o'clock. We're dialing 9 to 12 we're on the phone back to back to back building more relationships building deeper relationships 12 o'clock lunch From 1 o'clock on is marketing and appointments make your videos to your SEO your blog your website your whatever you do for marketing Handwritten letters, whatever you're doing do it after lunch And or if you have any appointments if you have an appointment during the day like show property at 10 Try to push it off till once say hey, I have a meeting. Can we do it at one? They're like, yeah, sure most of the time then you can make your calls and still hit the meeting If they're like no 10 o'clock's the only time I can do it be like cool I can move some stuff around I'll be there and then just miss the call session that day It's okay guys to miss the call session to go show a property or write a contract or go to a listing appointment You know what I mean, but days you don't have that you should be on the phone It's your job. Did you do this the phone number detects you with our contact? I okay, it must be a check Okay, thanks. Sorry. What's up? Oh, I had missed the phone number in the chat. Sorry. It was my mistake. Let's see. Let me I'll put this here too This is the zoom link This is a zoom link this that's a zoom link. I'll be on in two hours doing a coaching session. They'll be like 500 plus agents there Okay, you guys need anything else today? What's that an agent said she just want you to come in for another week in a row Like you you didn't get enough yelling yelling at I Just love getting abused Thanks a lot Ricky for taking the time valuable stuff. Thank you so much My pleasure guys my pleasure Thank you Do to help you and maybe you guys will be on the coaching call later Shoot me a tax that way you can keep up with all the trainings and stuff and just reach out any time The best place to get me is Instagram. Just DM me there answer all my messages So you guys go crush it Thank you. Thank you