 people who are consistent and dependable and answer their phone and do what they say they're gonna do. Those are all traits that people are attracted to so if you can sit down and write a list of all the traits that people are attracted to and then just be those things you know every day and live those live by those traits then you're gonna have your people are going to be attracted to you you're taking it as a personal like insult you know like you're taking it as like a attack on your character and the fact of the matter is is how can they even judge you it's been 2.7 seconds you know what I mean they don't really know you they don't know your intentions they don't know anything all they know is you call them and they're just reacting in a way that they feel like they're supposed to react you know what I mean and it has nothing to do with you that they would cuss out anybody that they called that they didn't know it's not you you know what I mean it's them that's just how they are they just cuss people out for no reason so I mean you just got to understand that they're not judging you and like here's the thing your intentions are to help them right right so in your mind when you stand behind the fact that you're there to help them it shouldn't matter what they think or if they cuss you out or whatever they do because you know you were just there to help them and so when you get into the mind that mindset it turns into a situation of whoa whoa whoa sir you know hold on just a second there before you get too crazy and everything can ask you why you're getting all crazy and stuff all I did was at call and ask you how you're doing today you know I mean like what's up here like I called I was nice and you're being real hateful to me you know can I just you know just out of curiosity ask you what's wrong with you there's people are gonna be nice there's people are gonna be mean that's that's business you know what I mean but the fact is is that if you put five hard years in of calling and making a goal to make five new friends of property owners every day you're gonna have 5,000 people on a list of property owners who you're friends with how big is your business at that point and at that point in five years when you have 5,000 property owners who love you and want to do business with you do you care about the hold on do you care about the you know you know 2,500 people who cussed you out and hung up on you no you don't care in five years because you're selling 50 to 100 properties a year in your sleep standing on your head because you've created an automatic business through your personal brand through the weekly email and you put that work in to build your name up in your local market you don't care about the people that cussed you out because now you have so many people that didn't cuss you out that are now friends with you and want to do business with you whatever happened and now you're at a point where guess what you don't have to make calls anymore people love honest people right what are some other traits people of hard workers and people who are consistent and dependable and answer their phone and do what they say they're gonna do those are all traits that people are attracted to so if you can sit down and write a list of all the traits that people are attracted to and then just be those things you know every day and live those live by those traits then you're gonna have your people are gonna be attracted to you but you're gonna have people cuss you out I don't care how good you are if I made calls right now people would cuss me out right it doesn't matter how great you are I'm not saying I'm great by the way I'm saying it doesn't matter how good you are people are going to you know you're gonna have negative responses and positive responses but you don't focus on the negative you focus on the positive and you build off that you build your little foundation of people you know you build your little tribe your audience your database if somebody cuss you out on the phone are you gonna recognize them in publics are they gonna recognize you you didn't see each other you just talked on the phone so you gotta understand no they're never you are never gonna talk to that person again and whatever they said does not matter what matters is that you're doing everything you've got to do to build your business as large as you can possibly build it up to your full potential to provide the best life for you and your family that's what matters not what's not the person that cussed you out who cares about that we're over here trying to build a business see what I'm saying look intent only 90% of agents fail you know that right yes sir so you got to be in the top 10% just to squeeze by so every so everything that enters your mind you need to be thinking okay what way is the 10% of the industry thinking and what way is the 90% because if I take okay scared to get cussed out and I think okay what are the 10% you know the winners in the industry doing with that scenario and what are the 90% losers of the industry doing right I would think the 10% people don't care about getting cussed out at all it's not even it's not even like on their radar right and then 90% of the 90% of people more than likely they're scared to get cussed out you know what I mean right so every situation you're encounter I want you to be on the 10% side of the of that situation you know what I mean as your career progresses this changes okay as your database grows like you can't call like when if you have you know 10,000 in your database can you call those people no you cannot call those people because here's the difference when you call Pat when you when you're cold calling you could call 10,000 people in a matter of months you know using a dialer but that's cold calling where some of the numbers are bad you've got people them into the average cold call when you talk to someone is like three minutes okay when you're calling your Pat your people in your database number one these are all correct numbers so they're good numbers you're gonna have a lot higher pickup rate some of these people did business with you or know who you are they're gonna see you on the color D they're gonna answer you're gonna have a lot bigger pickup rate because I'm so busy closing deals right helping people and working deals and I got to work and do the Christmas card at all I mean I was just too busy it couldn't do it and like what I realized was the weekly email does the trick I mean the weekly email the week of Christmas is the Christmas card right and I can include a little gift there nowadays you can include you know things digitally you can have digital gifts you can give people Starbucks you can do all kinds of things digitally now gift wise so yeah I mean it just depends on where you are in your career you know in the in the size of your database the house right around the corner that just sold from you just call to see if there's anything in the world I could do for you today you know like you just follow through there and you keep going like it is the right person until they start to act like it's not the right person and then you start doing your whole you know well that's weird here's your name right here well let me ask you looking for a good real estate agent so like commercial guys I've went through this before you know they have like 50 you know you know clients like a residential agent needs to have like 5 to 10,000 you know clients in their database in a weekly email to a commercial guy you know he can have like you know 30 to 50 clients and that's all they need and growing it's a bubble that's growing and growing these sellers want to sell they want to sell bad but they can't sell because they're nothing to buy and they're scared they're gonna leave money on the table so they're just waiting they're waiting for something to shift with the market in terms of inventory they're waiting to see where the top of the market is gonna be so they don't leave any money on the table what's gonna happen is we're gonna go go go go here and then something's gonna happen either interest rates or you know economic you know downfall or something you know who know nobody knows what those what that thing is gonna be that scares everyone I think it's gonna be honestly maybe the feds raise interest rates unexpectedly like if they did if they're like right now they're saying oh they're gonna be low for a couple years if they actually came out and said we're gonna raise it a little here that's gonna scare everybody half the death it's great right now as it is you know but to know that that's right behind it is just gonna be something incredible then I think we'll go to just kind of a normal more balanced market at that point maybe even start leaning towards a buyer's market to a certain extent we'll see you know that's yet to be determined you know but that'll be it will be a great market I'll tell you that after all the death settles gonna be a great market great market to be in incredible market to be in so everything points towards just an incredible next couple years for real estate okay just so you guys know a lot of people are talking about this crazy crash and stuff that could happen and if it does it's going to be a great moment for real estate agents right come on investors right come on investors there's like there's a there's a somebody told me there's like 26 new billionaires a day or a week or a month or something like that there's like tons of like the wealth is there's so many people like with money okay and when this thing goes down everybody learned their lesson from 2008 people are gonna be waiting for the market to come down I'm waiting a lot of people are waiting with cash waiting to you know if and when the market crashes