 But you gotta realize that when this whole thing does happen, there's gonna be a moment of euphoria, right? There's always a moment of euphoria right at the top and right at the bottom. And it's when it's, it's after the fact that, hey, what's up everybody? Ricky Caruth here and I'm coming to you from my office at my house and I'm here today to prepare you for the massive market shift that we are going to experience in the near future. And right after I get through filming this, I'm gonna film another video on why I believe that this year we're gonna lose more real estate agents in the industry than we ever have before in history. Now right now as we speak, I'm really getting that 2004 feeling when prices were at all time highs, gas hit $100 a barrel, which we just saw. We've got zero inventory, inflation is through the roof, interest rates are rock bottom. And we have more real estate agents than we've ever had in history. Now, if you've been in the business like me for 20 plus years, okay, you've been through so many of these market cycles, you can see them coming from a mile away, totally telegraphed, all right? You see the signs, you see the writing on the wall, it's super crystal clear of what is going to come. Now, timing is another issue. Nobody can necessarily time when things are going to happen and when the shift is going to start making its way and how bad it's going to actually be, but we do know that things are going to change. That is something I can tell you for a fact. And my message today is pretty clear and simple, and that is this. Right now, as we speak with prices at all time highs, you need to be squeezing this market for every last drop that you can contacting every property owner in your market to see who wants to take advantage of these incredibly high prices. Because when the market does shift, it's going to literally take place in one instant, in one moment. And we're going to look back at everything's going to be different and you're going to look back and think, man, I wish I would have. Don't look back and wish you would have, do it right now so that when it does happen, say this is why I did what I did. Now, earlier this month I met with a brokerage in Colorado and I told them exactly what they need to be thinking about moving into the next market cycle. And I want to share that clip with you now. Please put your comments below. Click subscribe. Let me know what in the world I can do to help you and enjoy this clip. The market, right? The market's at all time highs. We're at the highest. Will it go higher? Sure, probably. It's not going to do this forever, though. It's Mother Nature. It's going to come down. People are going to get scared for one reason or another. We look at the market and we say, okay, you know, all the restrictions on mortgage and all this and the fact that most of your buyers are end users right now. There's no speculation happening in the marketplace. Very little in my market and from what I can see, you know, nationwide, there could be some speculation happening. But I would fear to say at today's prices, especially after we went through 2008, we know what happened then, that there's not a lot of people speculating on this market that they can buy something and sell it next year or in six months or even next month and make a profit. So you've got your buyers or end users for the most part. That's a very healthy market. And so you look at the real estate industry, the market right now, and you think, man, you know, the banks are so restrictive on who they give loans to, okay? So we know these people can afford the properties. You don't have a lot of speculation happening. Whereas when the market flips, these people bail like what happened in 2008. So you got to think this is literally the healthiest market we've ever seen at these levels. And this is the highest levels we've ever seen. So you think this market's invincible. Listen, all it takes is something scary enough, right? And devastating enough to just scare people into just sitting tight for a second before this whole thing turns. You think this market can't go down? It can go down, right? And the point of my saying all this is that it doesn't matter. It doesn't matter if it goes down or not. I want you all to realize that regardless of what the market produces, okay, closings by the truck loads are going to happen every single day for the rest of your life. Okay, so as a new agent, a lot of us start to correlate the market to our success. Like they feel like if the market's down, then the business is unsuccessful during those times. If the market's great, then their business is successful. And it's just so far from the truth, right? Because we get paid on commissions regardless of the price. Prices are going to fluctuate. So our commission rates, commission rates are probably somewhere around all time lows as far as commission rates. But we're making more money per transaction because of the prices, right? So when we have market increases like we had, we're going to see downward pressure on commissions because the dollar amount of those commissions end up being a lot of money, right? So we're still making more per transaction. And when we see the market turn around and go the other way, we'll see commission rates float back up because now we're in a situation where the sellers are more desperate. There's fewer buyers. We're having to work harder to sell the listings. Right now, you just boom, put it out there at sales on a day. I mean, of course, sellers are going to ask for a discount on their commissions because they feel like, you know, we're only having to work one day after we get the listing to get it under contract for this high price. And, you know, so yeah, just, you have to put all this into perspective and realize that you're in the one of the most solid industries out there, right? If technology could take us out, it would have already taken us out. Everything that's come along technology-wise has done nothing but increase our productivity and help us. Zillow, for example, I used to have to, you know, talk to a buyer, learn criteria, search criteria, send them stuff, let them look through it, send me what they want to see out of that list and go through this whole process. Now they call me and say, here's a list of everything you want to see. They just look it up on Zillow or one of these sites. Zillow literally knocked my entire buyer the time I spent with buyers down 20, 30, 40 percent because I don't have to search for the properties anymore. That was incredible, right? A lot of people don't even realize how incredible MLS is because we're born into the industry with MLS. South Africa, Australia, Brazil, they don't have MLS. Those sellers pick eight agents to list their property and whoever finds the buyer first wins. There's no exclusive right to sell. We list properties and put it on MLS and go to sleep and get an offer in 30 minutes. We don't realize how good we have it and all the technology and infrastructure that's in place here in the U.S. is, I don't know how to say it, we're just, it's like we're overly blessed to be in the position that we are, to be in this country, to be a real estate agent and to be in an industry that is so solid that it doesn't matter what the market does, right? Technology does nothing but help us, right? And increase our productivity and it's going to continue to, you know, as we see crypto take a front seat to a lot of this stuff and blockchain. It's going to do nothing but help us over the next 20 years as that becomes a thing. It's going to really help the process. It's going to help us from all angles, but people are still going to need consultation. They're still going to need help through the process. They're still going to need to deal with the inspector, the lender, the title company, the appraiser, all the different things, right? They're going to need someone to help them negotiate the contract. They're going to need to make sure the contract has nothing in it that doesn't leave them hanging out there, any kind of liabilities that might work against their favor. So I'm just excited to see this next chapter of the industry as we move into what I'm calling the fourth quarter of this market. It's got to be, right? Something's got to give and who knows if they'll really raise interest rates. You know, they say it, they change their mind all the time, guys. I'm not out here telling clients, interest rates are going to go up next month, even though that's what they say or this month or in March, they say they're going to raise rates and they, they, they should and they might, but you never know until they do it. They could change their mind that day. They could vote it down, but it is inevitable that it'll happen at some point. And when it does, when you look at the entire, you know, prethera and the situation at hand in our market, in terms of all industries and what's happening, you know, in the world and everything inflation wise and so on and so forth, this market's going to take a massive hit. And where are we going to be right here to catch, to catch it when it comes down? I'm excited about the opportunity of a new market where we have inventory. Can you guys imagine a market of inventory? Can you imagine a market of, of, of properties to sell with a slightly lower prices? How great of a market that's going to be, right? Your sellers are going to have to sell at a cheaper price, but they don't really care because now they're buying at a cheaper price and they've been dying to upgrade for three years now. And they're just motivated to get out of this house and move into another one or you guys may sell a lot of second home properties like I do, same thing. You know, they use those second homes as vacation properties. So even though they don't live there, they still go there and they still see the same walls and the same TV and the same view and they want to upgrade their family grew. They want to upgrade to a bigger house on the mountain or a smaller one, so on and so forth. Then they really haven't had that opportunity until this market loosens up a little bit. It's going to be incredible, but there's going to be less buyers. Let me warn you and it's going to, it's going to have this facade that it's tougher. But the truth is, it's going to be just as tough as now. The only difference is we're going to have options. We're going to have options and it's going to be, in my opinion, I'm just, I love this market and here's my advice and I'll take some questions. You need to squeeze this market for every last drop that you can until it runs out. Prices are so high right now. There is people in your market right now that if you would start reaching out to and trying to find the people who want to take advantage of these insanely high prices and take some money off the table, they're out there and if you would spend more time trying to target subdivisions and complexes to find the people who are like, man, you're right, this market, we've been thinking about it and I'm ready to go. I'm ready to take this money off the table and then see what happens as the market plays out. Maybe it'll go down and I'll rebuy. Squeeze it for every last drop because what's going to happen is you're going to turn around, the market's going to go down and you're going to be sitting here thinking, man, I wish I would have went harder when it was up. I wish I would have went harder because you could be doing three times the business right now if you would just go harder and realize we're in the fourth quarter and the clock is ticking and you need to go as hard as you can to find as many people as you can that want to take advantage. So that's kind of where I am. I'm trying to squeeze it for every last drop right now until it runs out. Maybe it could turn on a dime any day. There's going to be one day where everything changes and then we can't go back to yesterday. That's what happened back in when the market changed dramatically in the mid to late 2000s. It was literally one day where our life was totally different. That's what's going to happen this time. You're going to wake up and it's going to be like, okay, interest rates are here and all my buyers ran away. Now what? Now what? You need to start developing your list of investors. Who wants to take advantage of the fact that this market, we're going to be in the other way around. The buyers are going to be sitting there. Here's the thing. Right now, sellers, you're thinking they don't want to sell because prices are going up, right? So they want to leave money on the table. So they're just going to keep waiting. When the opposite happens, your buyers are going to say the same thing. Well, if I just give it a month, I can buy it cheaper. If I just give it another month, I can buy it at a cheaper price because the market's going to be slowly going the other way, right? So it's at these moments where we kind of hit the peak and everybody knows it, is when, boom, euphoria happens because when all the sellers realize that we did reach the top, that's when they're going to want to put their property on the market. And that's when the market's going to get flooded and demand went down overnight. And we need to be the ones listing those properties, which means when you're out here making calls and communicating with people to talk to as many people as you can. Yeah, we want to find the people that want to take advantage of the market, but let's create relationships with everyone and let them know, hey, when you do decide to do something or we'll watch the market. And when you get ready, you know, I would love to work with you, right? Is it okay if I stay in touch, boom, and be that person that's developing the largest database in town? Because when this thing turns around at its inflection point, that's when everybody's going to call you once. Same thing the other way. When the market goes down, down, down and buyers are saying, well, just give it some time and it'll go down lower. When they realize that that moment right there, when it starts to go back up, that's when they're going to hurry up and buy right there. And we want to have the most relationships in place so that we can take advantage of those two moments. In between those two moments, we're just hustling, trying to build our database and help as many people as we can. The whole thing does happen. There's going to be a moment of euphoria, right? There's always a moment of euphoria right at the top and right at the bottom. And it's after the fact that the general public realizes that we're going the other way. Oh no, I got to hurry before it goes down even more. Same thing with buyers. So yeah, man, I'm just excited to be here and be here with you guys and share my thoughts with you about the market and what's to come and hopefully help you realize how solid of a business we're in and that it's fixing to get real fun.