 The most efficient way to build your business is to call property owners. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. The first thing is that this business is completely unlimited. I don't think of market share as, you know, how many listings or closings. I'm thinking, what's the possibility of the number of relationships I can create with human beings in my market? How many opportunities are there out there for me to talk to a prospect and create a relationship? A lifelong bond. It's limitless. Can't talk to everyone. There's an unlimited amount of loyal clients that will never use another agent ever in their life except for you. Okay, there's an unlimited amount of those clients for each and every single agent in this room. The only problem is you don't believe it where you haven't put the work in to find those people. They are needles in the haystack, sure. Is it easy? No. It goes back to being unstoppable. We have to keep going. Now you're gonna talk to 100% of the people that you talk to, 70% are not gonna like you already have another agent, but there's gonna be 20 to 30% of people who love you forever. That's who we're gonna build our business around. We're not gonna worry about the people that don't wanna do business with us. We showed them property and they used another agent. Good. We need to congratulate those people because they made the choice that they thought was best for them. See, if your intentions really are to help people, then why would you get mad as someone for using a different agent? They made the decision they thought was best for them. You should want that for them. If you are who you say you are, but no, you're mad, why? The money, right? You didn't get the money you thought you're gonna get. So were you really there for them? Were you really there for the money? I want you to think about this business differently and I want you to understand that it doesn't have to be about the money to get a lot more money. When it's not about the money, you make more money. The more time I waste on people, the more money I make. I don't do buyer agencies. Never had a buyer sign a buyer agency. Certain situations I don't even try to pre-qualify them. Now, if their situation is that they gotta have a house today, they gotta move in, there are certain situations, of course, let's pre-qualify them, so on and so forth. But if they're just looking, I'm not trying to pressure them into going, let's talk to a lender. Well, they just told you they're not ready. They just want to go look. See what I'm saying? A lot of agents are very focused on pre-qualify, buyer agency, get the listing, handle objections, get the deal, sign the closing, and it turns people off. Especially in today's world, it's getting worse and worse and worse. People more and more and more do not want to be sold. They want value. They want to feel like you care. And so that's what I'm trying to get through to you is that if we will turn the page, if the industry will turn the page away from the 1980s high pressure sales and follow me on this journey of building a huge business where competition does not exist. We're not competition with each other. It's the client's decision who they use. If they want to use another agent, you should want them to use another agent. Obviously there was something about you they didn't like. There was a red flag. You said something that threw them off. You didn't connect. Something was not right or they would have done the deal with you. Realize and also realize the future time you just got back that you don't have to spend on that client anymore opens you up to go get five more clients that want to do business with you. Second reason why the stage is set for you guys to win is the advance in technology and communication has made everything so easy and we're making it so complicated because I think it might be a bad thing too because there's so many things and so we don't know which way to go and we're getting confused on what really works and what doesn't work. That's the great thing about me. Number one, I'm not here to sell you anything just so you know. And like Jason said, I'm here to prove. You can instantly talk to thousands of people, communicate, digital marketing, dialers. There's so many things that you can do with a stamp of a finger nowadays. We got to keep it simple, all right? So let's dwindle it down. Let's get it all the way down to the very simplest most efficient actions because I am a single agent. I have one assistant, always have. Tried to do a team once, realized that was not for me, I just love sales. I don't want to manage agents, I want to sell. I quit trying to build a team after about 12 agents. I said, I want to focus on my clients. This is getting the way of my clients. I want to focus on my clients and my assistant and let us work as a team to just drive more sales. And that's what we did. The most efficient way to build your business is to call property owners, circle prospects. Now there's many different avenues to build your business and I think they all work. But when I look at circle prospecting and expires, those are the best to most efficient avenues. They're the cheapest. See Zillow is selling you a random person in your market's contact information for several hundred dollars, you can have that at one moment. That's not ready to buy anything. No, no, they're a lead, they were looking online. Everybody's looking at properties online. That doesn't mean they're ready to do anything right now. Now, it's not a bad lead. They're going to do something later. The problem is too expensive, okay? And it's a random person. You don't know really what they've got going on. Circle prospecting, you're picking the properties you want to sell and you're getting the contact information for two and a half cents instead of a couple hundred dollars. You're picking your price points, you're picking the, I want to sell that house over there on the golf course. Cool, let's go after it. Instead of spending a hundred dollars waiting on a lead to come in that's not right, you know what I mean? It doesn't make any sense. I could go on and on and on about this. Please understand that their competition doesn't exist. This business is a hundred percent unlimited forever regardless of market conditions. The market you crash today, closings are still happening every single day. That's what I learned through the market crash when I lost everything. You go back to 2007, eight, nine, 10, 11, the worst markets that we've seen in our lifetime. Closings were still happening every single day. Less closings, sure. But how many do you need? There's enough closings that each of you could do closing every day. If you really wanted to.