 These people never forget who you are. You talk to them like I just told you and they're like, wow, I'm never going to forget this agent ever. They were so nice. They didn't try to sell me. They were more concerned about me instead of them. They weren't trying to get me to sign a piece of paper and then boom, they started getting a weekly email from you every week on the same day of the week forever than ever forget about you. Let's say you got a brand new lead, Ricky. What would your follow-up process be? This person does not know you. In fact, they have no reason to trust you yet, right? They just came in as a lead. They said they're thinking about selling, they're requesting information about their home, looking to get that first contact with somebody. What would your approach be? Because I want to hear from you what you would do and then we can leave it to the floor. Yeah, so the first thing I want to know is how they're doing today. I know a lot of gurus are like, don't ever ask anybody how they're doing and that's because that guru doesn't care how people are doing. And if you don't care how somebody's doing, then don't ask them how they're doing. But if you care about how somebody's doing, then you can ask them how they're doing and actually care about how somebody's doing. So the first thing is how they're doing, right? And that I'm enjoying the days and they're gorgeous. I don't want to take it too much of a time but I saw you were looking online at some stuff or wherever I got the lead from. I'm just calling a follow-up with that and see if there's anything I can do to help you. So I'm trying to get them to open up to me, right? Until I can get them to open up to me and tell me from the inside out what's driving them to make this decision to buy or sell a property, then I'm really kind of dead in the water. I'm standing on nothing. There's nothing there for me to viably stand on to help them through whatever it is they're going through. I think too many agents just play on the surface whereas they just kind of like, okay, you want to buy this property, let's go look at it, let's make an offer or you want to sell this property, here's what we can get for it, let's put it on the market without really diving into what's going on behind the scenes in their life to cause them to make this decision to buy or sell something. So for me, I got to dig into what's going on with them that's causing them to make this decision to buy or sell. And then based on that, I kind of decide what the next steps are, because it's going to be different for everyone. Some people are more motivated than others. Some people have to do stuff right now. Some people don't have to do anything at all and everything in between. So understanding the dynamics of each individual prospect is really what's key to the deal, essential to the different me. And that's really what's going to differentiate you from the other agents who frankly either don't care or haven't been trained to go deep in the conversations to see what's really going on behind the scenes because this is where you actually secure clients for life, because when they know that you care to that level, it's kind of like if your dad called you and was like, hey, I'm gonna sell my house today. What do you think I can get for it? What's the first thing you guys would say to your dad? What would you say, Jake? If you're an agent and your dad said, hey son, I'm gonna sell the house. What do you think I can get for it? What would your first response be? No, that's a good question because usually I'm thinking about other people, but the first thing I would say is what is your motivation? What do you mean? Well, if your mom or your dad called you and said, I'm gonna sell my house, I'm moving. The very first thing you would do is say why, mom? In so many words, however you wanna word it, but that would be your quite, you're trying to genuinely, when she says that it triggers this genuine curiosity of wow, what's going on here? Why are you thinking about moving? You're in a really good spot, the house is amazing. You said you were gonna live there forever, what's going on? And this is the same way you need to be with your clients. When you hear them say, I'm gonna buy, I'm gonna sell, that should trigger something inside of you just being a human, caring about another human. What in the world got you thinking about doing this? This is a big move to do this. I need, give me some more information here. It's like, this place is amazing. Why in the world would you sell this incredible house? So that's how I started out. That's how I approach every single lead because I'm not trying to sell that property. I'm not trying to sell that buyer, that house. I'm not trying to list that for sell by owner, expired, circle prospecting. I'm not trying to do that. What I'm trying to do is use the property as an excuse to get into a conversation to see if I can get to know them and get them to open up to me about them, right? And then, I can take that data and go out and actually create a game plan for them to help them do exactly what it is they're trying to do. See, guys, we're not in the sales industry as much as the industry wants you to think. We're in the service industry. We're just helping people do what they want to do. Now, that doesn't mean lay down. That doesn't mean cut your commission to zero. That doesn't mean, you know, like, there's got to be a little bit of shark in you. You got to be, there's got to be a little bit of a aggressiveness to you. But for me, it's 95% low pressure, 5% high pressure. People are trying to convert before they connect and that's where a lot of people are kind of going sideways and that is where, ladies and gentlemen, you're going to have prospects who ghost you. When you try to convert before you've connected, people are like, okay, this is weird. I'm going to just act nice and next time they call me, I'm not going to answer. So when people ghost you, think about how you communicated with them, you know, because obviously they put you in a category that you didn't really, like, they don't even care that you exist anymore. Well, that's something like crazy is happening, like they got sick or something. That's a whole different conversation. But, you know, I mean, like, at this point in my career, I know that I've connected. I know that I've done everything I could do to help. If they're still ghosting me, I feel super disrespected. I'm going to try to call them twice. And if they don't respond, then they're on my weekly email. They can call me when they, if they ever want to resurface back to me, but I'm not going to chase ghosts. You know, I'm a human. They need to, that's just, there's no respect there. But yeah, that's a good one, man. Now, I want to ask you, my specific question is around advertising. Do you, because I know you use red X, right? Do you advertise at all where you generate leads? Are you doing mostly kind of what we would call cold calling? And what are your thoughts on generating leads to get to the point we have somebody to follow up with? No, absolutely. So every lead generation activity is designed to take one path, okay? The path is collect data, then talk to them, then remarkets to them. That's it. Every single. So when you get a Zilla lead, you're collecting the data to talk to them, to remarkets to them. When you do an open house, you're getting them to sign the sign-in sheet to collect their data, so then call and follow up, see if there's something you can do to help them buy or selling, and then remarket to them forever, okay? If you do expired, you're getting the data for sale owners, getting the data, circle processing, getting the data to call them to talk to them to remarket. It's all the same exact path, okay? So if it's all the same path, and we're just collecting data to talk to people to remarket, and there's a place where you can collect data for pennies of any property owner that you want that's out there, and you can collect that data, talk to them, remarket to them, and then why wouldn't you do that, right? If you can get it for pennies. Now, everything works. So to answer your question, you got to do it. You got to figure out what works for you when it comes to Lee Jinn. I'm not a cold call guy. I'm a communications guy. So here's the facts. You have to talk to property owners every day if you want your business to really thrive and grow and be real successful, okay? You have to be talking to property owners of really high frequency. The avenue you take to accomplish that high frequency of conversations with property owners, I could care less. I know guys that did $60 million on just YouTube last year, guys that did $60 million on just Facebook and Instagram, no paid ads, organic. Now, they spent hours and hours and hours on there engaging and answering and commenting and following and collecting data and calling people. But all those activities come back to the same exact funnel, data collection, conversation, remarkets, you know? So that, you got to answer that question. Every single thing works. You know, the guys that did YouTube figured, realized they figured it out and they realized that's what they liked and that's what worked for them. You know, a lot of agents just like me just call property owners because I know at the end of the day, I'm just making a YouTube video so then hopefully I can get into a conversation with somebody. Well, for me, I'm like, why would I wait to get into this conversation hoping they see a video and contact me or get their data? The way I am, I'm just like, well, if it's a data collection, conversation or remarket game, just go ahead and give me all the data. If you've got the data somewhere that I can get for a penny a piece and I could pick the property owners I want to talk to, just go ahead and give that. That's just how I am, right? Because I understand this, Connie, that if I am in, where are you at, Connie? She's coming, but she's in North Carolina though. North Carolina? Yeah, I'm in Charlotte, North Carolina, yeah. Okay, let's say you're in LA. You're in LA and you see somebody, you meet them, okay? And you realize y'all get to talking and they're from Charlotte. Now, how do you feel about that person that you're in California and you see them and they're from Charlotte? You've just met them, you're talking to them. How do you feel about them? Like we're neighbors, friends, I know, familiar, neighbors. Like you're best friends from high school that you've known them all their life, right? Just because, listen to me, just because the fact that you've seen them in Cali and they're from Charlotte. So my question is, is why can't you feel that way about, because that could have been anybody from Charlotte? Anybody? Yeah. Anybody. So if you feel so connected to them when you see them in California, why can't you just feel connected to everybody in your area while you're in your area and just call everybody? That's your neighbor, that's your friend. Those are your best friends from high school. This is friends and family. Guys, the chances that somebody lives in the same area that you live is like an ungodful fraction of the human population. There's like 8.5 billion people, something like that on planet Earth, 8 billion. What's the chances that one of those 8 billion live in the same area that you live? Nothing. It's like 0%. It's like zero. It's like lightning striking that somebody lives in your area. So you got to realize how connected you are just to be in the area. You guys really need to open up your mind to just being free with yourself and kind of being relaxed and want to. You should want to call every single property on your area just to introduce yourself, see how they're doing, see what you can do to help them, develop those relationships, right? It's fun. Like, think of yourself as a volunteer worker doing community outreach to see what you can do to help people. That's when your business will start taking off. Otherwise, we're just sitting around waiting on 1,000-hour leaves to come in that we got to call anyway. Question for you, Ricky. I know a lot of people here. So we've been trying to actually, the last couple of calls I've done, we had people live calling their leads on the call to get feedback, to hear how their tonality, how they're approaching it. And I'm curious, what would you say to somebody who's afraid to get on the phone? Just to make calls. I mean, the way that I start breaking it down is, for somebody, they're scared to make calls. My question is, why? Right? So let's do that. Anybody here scared to make calls when I have a conversation? Let's be vulnerable, guys. Be honest. Oh, Ricky. Actually, I want to share my experience. I was afraid to make calls for a while. It took me, after ordering Vulcan, it took me a couple of weeks to start making calls. And then once I did, I got really comfortable making the calls and I still make mistakes, obviously, but it's like just getting in the rhythm of it. It makes it easy. But it's just making those first couple calls, but once you get in a rhythm and a routine, it becomes really easy. And also, I heard something where it's like, if you don't make the call, you're guaranteed not to meet the person, not to connect, not to list their property. But if you call them, you have the opportunity. That opportunity opens up. I tweaked that quote and I said, if you make the call, you've got some kind of chance of something good happening. If you don't make the call, you have a zero chance. Yeah, I've known people that literally were horrible on the phone, horrible. But they went out and they made calls and they sold properties and they were really successful. But they suck on the phone. I'm like, God, you're horrible. But they go out and crush it just because it's kind of like the old thing, that with relationships, that there's somebody for everyone out there. Listen, they're 20% to 30% of the population loves you and wants to do business with you. Who cares about the other 70% who either don't like you or have another agent? You're working on the 20 to 30%. You got to go, your job is to filter through the population to find that 20 to 30% and then build that 20, 30% up as big as you can build it. But who on the call is kind of scared to get started with calls or has this cold calling fear? Hi, Ricky. I think I have a cold calling fear when it comes to calling like expires or fizzbows. Like if it's someone like a lead that comes in, I'm okay picking up the phone because they reach out to me first. But if it's like an expire or physical, I definitely get like anxious every single time. So, and this is where like mainstream coaching and training has really just screwed up the industry is cause they've got you thinking that that's the script to use and the objective is to try to sell that house or relist that house when it's not. The objective is to use that property to get into a conversation to see if you can begin a relationship with this person. See the script you're using is focused on list, list, list, list, list the house. It's all focused on getting that thing relisted when that shouldn't even be part of the conversation. See, this is where you're trying to convert before you connect and this is where people are gonna start ghosting you and this is why you're nervous to make calls because you feel this isn't who you are. See, the mainstream coaching and training scripts what they've done is is they've created a scenario where now you go out there and you're not articulating who you are as a person and an agent to your prospects. The way you come off when you say that is, hey, Mr. Seller, you don't know me, I don't know you, but will you sell your house so I can make some money? And that's not who you are on the inside, but that's not who you are. Who you are really is, hey, Mr. Seller, I see you're trying to sell your house. I appreciate the fact that you're trying to sell it. I care about you. Tell me what's going on and tell me what I could do to help. That's the way you're feeling on the inside that you wanna help people, but these scripts and these mainstream training sessions have got us brainwashed into thinking this is the lingo that we gotta use is try to get some sales done. And what you're doing is you're losing clients that think you're just another agent trying to sell their house and you lose that long-term, that lifelong loyal clients that you could have that would have turned into 100 deals over the next 25 years. You lost that because you were trying to convert before you connect. What I want you to do is that the mindset that you get into when you have an inbound lead that you're reaching out to you, what I want you to do is to pretend like the expired leads are inbound leads that reach out to you. Because when an inbound lead reaches out to you, your shoulders are relaxed. You're talking more calmly. Your demeanor is professional. You're not nervous. You know, you're feeling good and confident and you're comfortable, right? But when you call expired, your shoulders are tight. You're nervous. You feel like, oh God, and that's where it goes wrong. But if you walked into the expired call, calm, comfortable like you do with the inbound leads, you would have the same result because guess what? It's the same lead. You see the inbound leads, guys? They sold you 200 million leads in 2021. I don't know what the end result was of 2022. And in 2021, the industry sold you 200 million leads. Okay, there were 6 million transactions that year, right? So there were 6 million buyers, but 200 million leads were sold to you. Okay? We are suckers. Yeah. So what I'm getting at is that all the, what they did, okay, 200 million. Well, you take out babies and teenagers. That's the entire US population. They sold you every single person that's expireds or it's the same leads that they're selling you. So you've got to get into this, what I call community outreach type mindset where like your job is to be a volunteer worker. Like I am, what's your name, Sharon? My name is Sharon. I want to go out here and help as many people in my community as possible, get to know them, understand them, know their families. That's the way you need to be, that you don't care that you're nervous about expired. What you're doing is you're reaching out to the expired and saying, hey, I see you were trying to sell this property. What happened? It's not, it was on the market. It's not on the market. What happened with that? And then just let them answer because they're going to tell you a story. And within that story, now you have all this data to use to help them accomplish what they're trying to accomplish. Because here's what I want you to know. When you reach out to your buyers that are incoming or these colder calls when they're outbound calls, the objective is is use the property to get them into a conversation. That's step one. Step two is once we get them into a conversation and we feel comfortable, figuring out exactly what it is that you're trying to do. Whether it's sell now, sell in two years, five years, it doesn't matter. Our job is to figure out what it is they're trying to do. And if they have an agent they're working with on that, and then we start formulating a plan around whatever it is they're trying to do to help them do it, right? And then we have a remarketing platform infrastructure in the background that's always running where these people never forget who you are. You talk to them like I just told you and they're like, wow, I'm never going to forget this agent ever. They were so nice. They didn't try to sell me. They were more concerned about me instead of them. They weren't trying to get me to sign a piece of paper. And then boom, they start getting a weekly email from you. Every week on the same day of the week forever they never forget about you. They call you when it's time to roll. You may call them once a year to check in or something like that. But this is how you build really big business and you really build kind of a legacy style business. But you got to quit segregating these inbound leads or different from these outbound leads. It's all the same leads. They sold you 200 million of them a couple of years ago. They've got you just like they've got you brainwashed on the scripts. They've got us brainwashed on not you, everybody, brainwashed on what a lead is. And they want you to think a lead is something that you paid a million dollars for. You paid 35% referral fee for. You paid $200 for. You can get these people for one cent a piece, exactly who you want to talk to and go out there and get to know them. But that's actually something that we preach here, Ricky. Like we're trying to build relationships, right? We get a lot of our people in our program are getting seller leads too. And so our seller leads come in and they raise their hand and they say, hey, I'm interested in knowing how much my home is worth because I'm thinking about selling, right? And so our process is we have our agents actually go over to their house with a gift bag and a market analysis to build that relationship. And that is where the most connections our agents are building to get that done. And so that's kind of our process and our system in addition to that follow-up. So after you create that connection, you go to their house, you meet them. You're not trying to sell them anything. You're merely just trying to give them the information you provided, build that relationship face to face. What is your follow-up after something like that? Depends on what they want to do. When I'm there at the house, I want to know my goal is everything you said, but also what do you want to do? Why do you want to do it? Until I know that my man, I have nothing. I got nothing to work with, man. I have, if they say I want to sell in six months, I'm like, why? What's going on in six months that's got you thinking about selling? Oh, your daughter is graduating in four months and you guys want to upgrade to a smaller house on the water. Makes perfect sense, right? Now, let me formulate a game plan around that, okay? This is what we can get for your house right now. We'll reevaluate that later when we decide to list. Let me go ahead and start sending you houses on the market now. Do you guys want to go ahead and start looking and driving around and seeing some of these houses to kind of get an idea of what you can get for your money? Or do you want to wait closer to the time? And you start asking these questions and start digging deeper and deeper and deeper until you literally have the follow-up plan mapped out for that specific prospect. You know, if you ask them, you know, they're like, okay, I'm ready to sell. Okay, why? Well, because the market's so high and if I can get this price, then I'll sell it. So this is a would sell if seller. You know, they want $100,000 more than market value, okay? In the back of my head, I'm thinking, all right, this guy doesn't really need to want to sell or at least that's what he's portraying to me right this second. I've taken so many overpriced listings and either sold them quickly because I'm not the God of real estate. A buyer could, I could be wrong. A buyer could actually pay more than what I think it's worth. That's happened plenty of times. But also the seller may wake up and say, I got to sell it. What do we got to get it down to? They could wake up in two weeks and say, let's reduce it to whatever you need to get it sold. That's happened plenty of times as well. You never know what somebody really wants to do. But man, like, I know you keep trying to dig this cookie cutter follow-up plan like out of me, but what I'm trying to say loud and clear is, is that until I've went deep with what this prospect is trying to do and why, I don't know what that follow-up looks like. Any other questions, guys? Yeah, hey, Ricky, you're doing objections. So I've got this meeting tomorrow and I'm trying to answer, like, how to answer people when they ask me about the high interest rates. Whether it's a buyer or a seller, how would you address someone that's very concerned about the high interest rate? Well, again, I would want to know what their concerns would be. Why are they concerned with the higher interest rate? Well, making the payment. Okay, so we're talking about a buyer. So it's okay, Mr. Buyer, we can get the seller to pay for a two-to-one buy-down, a 1% permanent buy-down, have you even talked to a lender to even see what it looks like and see what you could actually qualify for based on your income? Because here's the thing, you can't qualify for something you can't afford. So let's go see what that price range is that you can afford and then let's see what that price range looks like if we were to to get a 1% permanent buy-down. I mean, you have to get approved for today's rates if you do a two-to-one because it's going to step back up to what the rate is today. But I mean, here's the thing to know, Mr. Buyer, that 32%, which is the highest in 12 years of sellers, are paying for the buyer's closing costs. That's the highest in 12 years. So we can go out here and negotiate on some deals. 75% of builders right now, 75% are actually paying for the buy-downs for the buyers right this second. You can get into a new construction home. For far less than the market rate right now because the builder is paying for the buy-downs. So there's a lot of things to really combat with the buy-downs in place. There's a lot of things to kind of combat and I saw the comment can refinance and the rate improves. That can be a little risky because if prices go down and then you try to refinance and you can't based on appraisals, then you could be stuck. So that's a risk right there, right? So I would love to say, oh, it's as easy as just going to refinancing and when rates come back down. But it's not necessarily as simple as that because you don't know what's going to happen with prices. Prices could go down another 15%. It could put you in a negative place when it comes to refinancing and you could be stuck with that rate at the end of the day. We know long-term rates are going to come back down, but we don't know what's going to happen in the short term, meaning 12 to 18 to 24 months. So, but still, like, and then it comes back to why? Why are you buying? Like, if they're buying because they got to buy, they don't really have much of a choice. Rates aren't going to plummet anytime soon, my man. We're pretty much in a normal market. Like, they're going to be around 6 for a little while. You guys saw they went down to 5.9 and now they're at 6.34 or 4.5 or 3.9 or something like that. We're going to be hanging out here for a second until we kind of get a gauge on how this supply and demand thing's going to play out because, you know, rates got down to 5.9 and you guys saw the rush. We had 28% more mortgage applications. We had pending deals were up in December, 2.5%. You know, 50% more people are looking for houses online. Like, we've seen a little mini, like, little, you know, positive push there. They kind of died down a little bit, but, you know, multiple offers. I'm sure you guys have seen multiple offers, you know, in the past, like, couple weeks. The market's kind of reheating up. So, guess what? Interest rates went up a half a point. That's what we're going to kind of see because they've got to keep this market under wraps because if it gets to another overheated position, it's just not going to be good for anybody, especially where rates are right now because if they have to raise rates, if it gets overheated at today's rates, heck, what do they got to raise rates up to to combat that? That's not going to be good. But I think where the rubber's going to hit the road is affordability, like you're saying. It is an issue. You know, mortgage payments are a 54% year over year. That is an issue that has to be resolved. And how that's going to be resolved, we'll see. But I know that household income is increasing, right? We're seeing an increase in household income. And we saw it last year. We'll see it this year. So that's going to combat it just a tad. Inflation is going to come down just a tad. We'll see how it all plays out. But I think for you in the short term, buy downs, get the seller to pay for a buy down. If you're not comfortable with a 2 to 1, then go out and get a 1% permanent. That's permanent for the life of the loan. Go out, like get a quote for 5.75, get the seller to do it for 4.75, to pay for you to have 4.75. And now you're in the ball game. So Ricky, I got a question for you too, because I know a lot of the stuff that I see you guys, you post about on social media is a lot about mindset, things you're supposed to be doing, right? So I'm curious, this is actually a question David Carver, I think he's in here somewhere, asked me to ask you, which is, what would you say your top daily activities are to grow your business that we should all be doing every single day? So every day, I think you should organize your business on one sheet of paper, like here's mine, like one sheet of paper, this is everything you got to do, appointments, places I got to be, prospects, deals, projects, everything's right here. So once I do that, I can just look down and execute all day. And I'll have to thank from there, from 9 to 12, I'm going to make calls, solid calls, cold calls, warm calls, inbound calls, spear of influence, I don't care. But if you're not talking to someone, you're not doing any deals. So I'm going to make calls between 9 and 12. And then all afternoon, I'm going to make video, whatever my marketing looks like. If I'm a content creator, I'm creating content. If I'm an email guy, if I'm direct mail, if I'm a SEO, if I'm writing blogs, if I'm doing pop buys and networking events, whatever my marketing looks like on the back end, I'm going to spend all afternoon working on that. So I'm living in a world where I can make calls all morning, see a lot of people only do one or the other. They make calls all day or they do social media all day. And if you would combine the two, because even if you do social media, again, you got to collect the data and then call the people. So you've got to have time set aside to make these calls to really blow your business up. So no matter how you slice it up, with how you want to build your business on YouTube, on Zillow, you know, circle prospecting, whatever, you're going to have to take that time to make those calls. And if you're doing it for three hours a day, you're going to be closing deals and building relationships and then spend all afternoon doing admin, marketing, content creation, you know, things of that nature. I mean, now you just have to dig into what works for you. Okay. What's the best lead gen for you? Okay. And then build your business around that. You know, what's the best lead gen that works best for you? How can we go all in there to talk to a, you know, have a high frequency of conversations? And then what's the best marketing strategy for you to make sure that all these people you're talking to never forget who you are. That's the secret sauce because that's how you actually scale. That's how you can, you know, because you accumulate relationships. If they're getting a weekly email from you, let's just say every week on the same day of the week, forever, then people you talked to five years ago still know who you are today, you know, and all the people in between, you got thousands and thousands of people and then never forget who you are. And then every day you just steadily on this mission to see how many people you can talk to to build those relationships, get them in your weekly email database and continue trying to help as many people as you can and become as most well-known, create as much influence as you can, crush social media, all that jazz. So what would you, I know a lot of people here and people have actually spoken to kind of get like decision anxiety over where to go and what to do. Yeah, it's a real thing. It is. And so what would you say to someone that has decision anxiety about which avenue to go down and how would you overcome that? I would test. That means you haven't found what works best for you or you haven't found what you feel like works best for you. And so you're still in the testing stage. And so you need to continue testing until you find, there's only, there's only like, if you sat down and wrote down every single legion activity there was no mankind, okay? You come up with about 20 and then you would start kind of reading, writing a different version of the same 20, right? It's about 20 plus 20 or so. I mean, that's it. And so, you know, sit down, like you guys as a group should like sit down and as a group mastermind, you know, for like 10, 15 minutes and say, okay, let's just name every legion activity and avenue that we can think of, get it all on a piece of paper and then say, okay, here's your target. Here's your checklist right here. You got to narrow this down to the two that work best for you, right? And if you haven't figured out what those two are, then you're still in the testing stage of that. So you've got to narrow that down. I can't tell you what that is. Jake can't tell you what that is. Nobody can tell you but you. But you got to get there as quick as possible to what two legion activities work best for you. And then you're going to go all in on those two things and throw everything else away. Now, you're going to take things that organically just come in from wherever, sure. But you're not going to focus your legion energies on anything except these two and maybe a third as a little side backup or something. Door knocking, Rebecca says. Yeah, if you love door knocking, there's one. Let's get one more there and go all in and just ignore all the other shiny pennies and different things people try to throw at you. Just be numb to it. Just ignore it. Stay super focused on those two things that work really well for you. Listen, if you create two new friends a day with property owners, 250 working days a year, that's 500 people in a year. In two years, that's 1,000. Three years, 1,500. Four years, 2,000. Five years, 2,500. After five years, just two. Just two property owners you had a great conversation with. You've got 2,500 that are getting a weekly email or whatever your follow-up, whatever your marketing looks like to stay in touch with these people forever and make sure they never forget who you are. You got 25 people there. Your business is massive at that point. Now, I always preach five a day. At five a day, you're looking at 6,000 property owners at the end of five years. Your business is massive. And all you did was go out there and concentrate from 9 to 12 every day to create five new friends of property owners in your market. It's not that difficult. It just takes a long time. Guys, we've got 10 minutes left with Ricky. Anyone else want to ask him a question? Kamal, go for it. Hey, Ricky, how are you then? I've been following you for a long time. I love your content. I pretty much know your style. And so I don't really have a question on how to go about my business. But I'm curious, CRM, what do you use for CRM? And also, what would a CMA from Ricky look like? What do you use for to prepare a CMA? Cool, man. This is such a funny, funny question because I don't have a CRM and I've never done a CMA. Love it. So like, so I use constant contacts to send my weekly email. Have a lot in common. I send my weekly email with constant contacts. So I just throw everybody in there. So it's not really CRM though. It doesn't remind me to call people or tell me when people's dog's birthdays are and all the stuff that people want to make you think that you need to know. I just send them really great content about what I think about the market and the local area and stuff like that. You know the spill there. As far as a CMA goes, never done one. Never going to do one. I've closed thousands of deals. So how do you do that without doing a CMA? Well, I walk in the property. I've never done a lid. I've tried to do a listing presentation a couple of times. I've tried to do the pre-listing package. For me, it's just a complete waste of time. So I quit doing them. Nobody wants to sit at the table with you at the kitchen through some really awkward PowerPoint that they know that is just BS, honestly. But they want real, right? They want real. And when they get Ricky, they get real. And so that's what you guys need to find. The real, you know, CMA, is a CMA. But the CMA part of it is, as I walk in there with the comps, I'm trying to figure out why they're selling has way more to do with how I'm going to price that property than the comps. So like a lot of people are just like, here's the comps and here's the price. No, not really. I need to know why you're selling because if you just want to sell if, right, if you can get this high price, then I'm going to price that differently than somebody that's telling me that they got to sell because it's the second home and they don't use it anymore. That's two completely different price points that I'm going to price that same property. You know? So like the comps play into it 50% and their motivation and why they're selling actually plays into the pricing of the property. 50% for me. And so until I've sat down and talked to the seller and looked at it, figured out why they're selling and then look at the comps together and say, well, here's what I'm seeing based on what you're telling me you need to sell for. Here's what I think we should price it out. What do you think? What are you seeing? Tell me what you see in the comps, you know, and have that conversation until we get to a place where we agree. Cool. Commission. Cool. Want to move forward? Cool. Let's roll. So you're still bringing the comparables, right? Might not be a traditional CMA, but you are still bringing those to the table. Not trying to even think about pricing the property before I've seen the property. You're using, we use the comps too as a way to engage in that conversation, to start talking about it, to actually engage and build that trust. So guys, last, we have a couple more minutes left. Does anyone else have a question? Don't be shy. Basically, I think, yeah, this is Alvin here. Anyway, you know, it seems like, you know, it's on how each different market, they're a different way. Yeah, it sounds like, but it's all on how you basically get in front of them and try to get as much information as possible from that person in a short one or two minute, you know, or even the five minutes as best you can and try to go on from there. That's what seems like it. Yeah, exactly. I've got agents all in every market. And it's all the same stuff. You may have different mannerisms and tonality. You may even tweak the words that you're saying, but at the end of the day, it's up to you to break into how people communicate in your area and to build that rapport really quickly in the first couple seconds of the call, whether they're inbound or outbound, it doesn't matter. And then at the end of the day, I mean, I've got agents in South Africa and Brazil and Canada and India, I mean, everywhere. And what I realized is that it doesn't matter where you're from. People just want to know that you care and are going to work hard. You're dependable, you know, you're trustworthy, you're honest, and you're professional. How do I remember details about people without taking notes in a CRM? What notes would I need to know about my people? That would kind of be my question back to Kara. Because a lot of people think you need to remember birthdays and which, listen, if that's your thing, I'm not going to, I don't want to veer you away from that. Again, it comes down to what works for you. For me, what worked was giving people great service and them always remembering that and being like, okay, I'm never going to risk not having this good a service by trying out a different agent. I have to go back to Ricky and refer everybody to Ricky. Otherwise, I may not get this level of service ever again. And so that was always kind of how I locked people in for life is the service during the deal. But as far as their address, conversation points, I mean, I never really needed to remember any of that, honestly. If you guys could give me some examples of what you think would be needed so that I could kind of help you walk you through that. Because a lot of people spend a lot of time in putting information into a CRM. And while they're doing that, I'm out there closing on deals. You got to realize how crucial every single second is. And when you're taking a moment to fill in information of a CRM that 99% doesn't matter, you're taking time away from helping someone possibly buy or sell something. And those little seconds add up to be so massive over time. I have to remember their situation. What's that? I have a lady that's... I have to remember their situation. Like I have a lead that's had a long conversation. She's getting divorced. She's got a property at the beach. I told her she should try to keep that. She wants to buy something in Frederick. And so I was able to connect with her by understanding her situation. But I have to remember that's the lady here so that when I call her, I know who I'm talking to and if she calls me, a lot of times they call me and I'm like, who is this? And then as soon as they mentioned their situation, then I remember the conversation that we had. That's how my brain works. So when I have that conversation... But I can't do it in a CRM. I have to do it on paper. So that's how my brain works. When I see their name on the caller ID, after I had that initial call, we talked about the beach condo. You told her not to sell. She wants to buy something else. I put her name in my phone. I put, you know, Margaret. That's what I do. Whatever. And then at the end of her name, I put what property she has. And then when she calls me, the her name pops up, the property pops up, and it all comes back to me, that conversation. And then I answer and I kind of know where I'm at. Now, even if I've forgotten that conversation, let's say it was two years ago, that's okay. Like, it's two years ago. They're not going to hold it against you that you don't remember the call exactly from two years ago. They're going to refresh your memory. They're going to work with you. These people want to work with you guys. They're not looking for a reason to not work with you. They're looking for... They want to work with you. They're not looking for anything else. They want to work with you. So don't be so hard on yourself to remember. They don't expect you to be an encyclopedia of their life or properties. I never memorized, like, lot sizes and room sizes and how many beds. And I never memorized any of that stuff. If somebody wanted to know something, I would look it up and tell them. So I didn't spend my time trying to, like, become super familiar with properties. I spent that time trying to build more business and talk to more clients. So a lot of the stuff that people, the agents do to try to become more knowledgeable and more, you know, you know, and remember stuff and, you know, put stuff in CRMs and study properties. Is almost the reason why... I'm more interested in the pool and the neighborhood. It's almost why they stay a very average agent and why I ended up being a superstar agent because I would spend 100% of my time focused on business development, growth, relationships, and service. Ricky, dude, thank you so much for your time, man. It's been absolute pleasure. Everyone drop a one in the chat for Mr. Ricky. If you guys don't follow him on Instagram, Facebook, Ricky Karuth, Zero, it's a diamond. Ricky, thank you, man. Yeah, absolutely. And I've got tons of free courses, scripts and videos of me making calls, calling live prospects, everything at Zero2Diamond.com. So you guys go there and check all that out. And, hey, I enjoyed hanging out with agents all over the country here on this call. And I answer every message on Instagram. So if you guys need to reach out to me or have any questions, I'm happy to connect with you there as well. Awesome. Guys, thank you so much for your time today. Hope you have a great weekend, Ricky, dude. Thank you so much again, man. It's been an absolute pleasure. Yep. Thank you, Ricky. Yep. Have a good day, guys. Thank you. Okay. See you. Yeah, absolutely. And I've got tons of free courses, scripts and videos of me making calls, calling live prospects, everything at Zero2Diamond.com. So you guys go there and check all that out. And, hey, enjoyed hanging out with agents all over the country here on this call. And I answer every message on Instagram. So if you guys need to reach out to me or have any questions, I'm happy to connect with you there as well.