 Because the thing is is if you want to grow year over year over year and you want to leapfrog your competition Then you have to take advantage of the down moments in the market the time that it affords you to build your database And take your business to the next level Through that personal brand so many people get to know who you are and they recognize you as a hard worker Everybody loves a hard worker right and and what is a hard worker a hard worker is someone who works hard even when no one's looking And it's like right now when you're at the house. You can't go to the office Okay, you can't go to the office, but you're at the house. What am I doing? I'm making calls eight hours a day I'm making calls eight hours a day right now And I'm doing it when nobody is watching me Nobody's standing here watching me make calls. Nobody's nobody's telling me to do it Okay, that's a hard worker and people know when you're a hard worker They can see it through your content on social media. They can see it in your actions They can see it in your results if you sell a hundred properties a year for six going on seven years straight people know You're a hard worker and they're drawn to you Right and it's not about the sales because I know a lot of people don't have those kind of credentials It's when you show up when you said you were going to show up when you answer the phone every single time You know when you when you sent that email that you told them that you would send, you know When you said you were going to send it, you know Those are the kind of things that really add up little by little It's the little things that add up to show them that you're not going to miss a step Okay, so this is the kind of this is the kind of experience you want to give your clients Okay, I also one of my core my core techniques. This is nuts and bolts. This is the foundation of my business This is how I sell over a hundred properties a year for the last six years And it's literally a weekly email I mean it sounds so simple, but this weekly email is the core of my business and it's literally why People ask me how do I get so much done? Because you know, I became the first completely free real estate coach. I've got 30,000 members I post content on all the platforms every day. I do that myself. I show everybody or I go to every listing appointment I do shows like this. I do podcasts. I do all kinds of different things and everybody says So how do you do all that and sell a hundred properties every year? And the answer is literally a weekly email All right, the weekly emails went out every single Wednesday since 2007 2007 the weekly emails went out every single Wednesday never missed a Wednesday no matter what happens I could be on vacation changing companies Hurricanes market crashes. It doesn't matter every Wednesday that that email goes out. What does that do? That shows my clients how dependable I dependable I am how hard-working I am how Professional I am how knowledgeable I am it does all the heavy lifting for me with my clients and my entire database Buyers I showed to that never bought five years ago that end up calling me seven years later Saying I've been getting your emails. I'm ready to buy now Right that's the kind of thing that happens and it keeps everyone connected so tight and the reason I like the email over social media and I think I think the email should be the foundation and then stack Social medias and direct mail and all the other things on top of the email The email should be the beginning the foundation of your business. It's because the the organic reach is so high You know social media you're looking at you're looking at 1% to 25% organic reach if you're lucky Okay You know that's your followers that are following you you know 1% to 25% of those Followers are going to see your content with email. You're looking at like a 90% organic reach Right a 90% organic reach not that they're all opening it, but they see it in their inbox and that matters If they see it in their inbox for two years straight every Wednesday, and then they become interested They're going to start opening it then it doesn't have to be an open rate Right the impressions matter the impressions matter an email the impressions matter on social media So anyway, I could go all day long about the importance of my weekly email and everything that it's done for my business But I want to get back to before I start taking some questions I want to get back to what we're going through right this second, okay? We're at the pause period in the market. There are some transactions going on I normally sell 30 properties every March this March I sold to April. I've got two under contract So right now I'm at about two a month. We'll see what happens towards the tail end of April and we'll see what happens going into May But so the market is not dead However, it is it is extremely slow Okay, so so what we have to do is to put all this into perspective and realize that we're only 30 to 60 days away from the market breaking loose which ways are gonna go we don't know but if it goes down Okay, we're gonna have investors come in we're gonna sell really good deals on properties Okay, if it stays the same that means we're pretty balanced, you know between investors and first-time home buyers You know that if the prices stay the same that's for a reason because supply and demand are pretty equal Okay, and if the prices go up then that means you know, there's a lot of demand and hardly any inventory Which inventory is low and interest rates are low and that's actually a good thing for real estate That that might even help us hold firm a little bit on prices and the market in general But it's yet to be seen the good thing is is it doesn't matter The top producers right now the top producers are taking a full advantage of this situation and They're calling as many people as they can call Okay, they're calling past clients first and getting through that entire database and they're switching over to cold calling they're calling Circle prospecting they're calling Expires they're calling old buyer. They're calling every single person they can possibly call Because they know that right now is the moment of time where you build your database You don't have time to build your database when things are moving and grooving and sales are really going great You don't have time to do it then So you have to turn around and you have to do it when the market is down This goes also for when the market slows down during the year like in the winter time in The winter time when it slows down at the winter time slows down in your in your particular market Or maybe the summer times your slow time whenever that slow time is Switch your business and get right on the phone Get right on the phone take that opportunity to get right on the phone Don't go to Halloween parties and Thanksgiving parties and slack off and say oh I hit my quota this year because the thing is is if you want to grow year over year over year And you want to leapfrog your competition Then you have to take advantage of the down moments in the market the time that it affords you To build your database and take your business to the next level See right now is when you can literally leapfrog the highest producers in your market You can leapfrog the entire market and be the number one agent within the next year If you take a full advantage of the situation that's right in front of you Or you can be like most of the agents and you can use this as an excuse to just lay low That's what a lot of agents are doing right now. I found I'm getting a lot of messages about ricky You know, we can't show property. We can't do this and we can't do that I'm gonna tell you right now. There's nothing that i'm more tired of hearing about than what you guys can't do If somebody else tells me what they can't do Then i'm gonna go i'm gonna go crazy on them right because I don't care what you can't do I'm only concerned right now at any moment with what we can do Right, I want to know what we can do and I want to go all in with the most the highest productive activity that I can do That's what i'm going all in on And i'm not really going to deviate i'm not going to try to do a ton of things at once If you watch my career if you go back through you'll notice that I I really harp and I really stay Really consistent and firm on one thing at a time until I feel like I've really got to a really safe place in terms of momentum Okay, I got in the business. I made a million then I lost it Okay, after that I came back in the business and I built the business back I got to where I was selling 100 properties a year Okay, still at that point. I haven't tried coaching. I haven't tried to write a book. I haven't tried to do anything yet Okay, then I go three years at 100 100 sales per year before I write a book You see I really harp on one thing and really hit it hard for a long time before I start trying to do other things Same thing in my real estate business Right, I feel like the most efficient thing that you can do if you don't have a database or you're done calling your past clients The most efficient thing you can do is circle prospect Circle prospect you can get you can get contact information for two cents a piece It's the best leads money can buy they already own the exact property you want to sell They already are they already own not even the type of property, but the exact house that you want to sell They they own it in the location you want it It's the exact client that you want for two cents and you call and make friends with them See what you can do to help them let them know you're here for them if they want to do something now or later And through this you're going to find so many people that want to do deals now But you're going to find even more people that you're going to build a connection with that do deals later And when this thing snowballs when you do it like i'm doing it and you call property owners and create friendships with them And put them in your weekly email database And you let that thing snowball Once you get that up to a good five to ten thousand emails you're done making cold calls And you're going to sell fifty to a hundred properties every year just on your database Past clients referrals and referrals over furls Right closings happen every single day. Okay. I don't want you guys to to worry about What's going to happen in real estate if you're worried about this moment in time I don't want you to worry about You know if You know if if technology or zilla or somebody is going to take us over It's just not going to happen. Okay, and as the market does change because things will change Our job is to adapt with whatever it is and take full advantage and go as hard as we can go