 I coined the phrase, relationships over transactions. It hit me like a ton of bricks one day. And this is something that you've really got to take to heart. Is that when I'm talking to a prospect, I absolutely do not care if they want to buy or sell something today or not. My goal is not to sell them a piece of property or have them sell their piece of property. My goal is to create a friendship with them and make them feel comfortable with me. Period. End of story. If you can't make someone feel comfortable with you, there's no chance at all for any business there's not going to be a transaction. The number one goal for you as a real estate agent, one goal is to talk to the most people. A secondary goal right under that and the reason of talking to so many people is to make them feel comfortable with you. Your goal when you're talking to a prospect is not to get a listing, set an appointment, stay balanced and take it one step at a time. Don't try to learn everything in one day or sell everything in one day. What I would suggest is spend half your time, 50% of the time you want to allocate to real estate on training and the other half on making calls and building your business. The problem is a lot of new agents spend 100% of the time they allocate to real estate towards training and they never start making the calls and never start trying to build their business. So start there. 50% calls, 50% training and then once you get through the first lump of training dial that back to 70-30, 30% training, 70% real estate building your business but break that 70% into 50-50, 50% calls, 50% marketing and you start to ease into the marketing side of the business too. So that's a little formula I like to use for new agents. 50-50 training and calls. After you feel good about your training, you've got most of it past you, dial that back to 30% and then you've got 70% to build your business, cut that in half and add marketing in there and that's going to be social media, that's going to be building your weekly email, that's going to be your SEO, your website, you know, dealing with your database, you know, postcards, letters, you know, whatever. Listen man, GL leads are great and all but I'm going to tell you where the gold is. Okay? You ready for this? Old expires, old expires, old, old expires. What we want to do is we want to go back two years, right? So get right ex expires, go back two years worth of data. Have that two years worth of data in your folder. Now you have that data to chip away at whenever you feel like calling expires, right? Whatever day you want to call expires. So now we're in a situation where we have two years worth of expires and all the new ones are getting added to the bottom of that list every day. And so we just have an ongoing list that continues to grow and these conversations, now why I call it gold, okay? The reason why I think this is the way to go right now is because of the type of conversations you're going to have because here's the script, hey Mrs. owner, this is whoever with whatever real estate, how are you doing? I'm enjoying the days in a gorgeous cool. Listen, I don't want to take it too much of your time, but I saw your house was for sale last year. Whatever happened with that? Boom. Booyah. End of story. Period. There it is.