 Yeah, I mean if you want to have a great start of the next year you have to be Prospecting harder than you've ever prospected right this second That's the only way you're gonna have the highest yield the highest amount of closings that they reach your full potential for January 2022 if you're really see right now as the markets kind of slow in it No, if you're not prospecting right at the highest velocity that you possibly can right now This is the best time because the market has slowed right, which means that your prospecting should rise It's a seesaw battle at all times, but back to the fear thing. Yeah, I ask agents and I say, you know, okay, you're scared of what? Plead do tell and the answer I'm telling you it is pretty much every single time They say the exact same thing. They say I don't know What are you scared of I don't know and I don't know if they tell me that because they're scared to tell me what they're scared of and That's their default or if there's some kind of if they really don't know I hadn't figured it out, but I Said come on give me something and so then they say well rejection and I think well What's so bad about that rejection is not rejection number one? Objections aren't objections and rejections not rejection Okay, you're calling it that and you're using that as an excuse not to make calls for a reason. You don't know Rejection and objections are just your prospect telling you what they want to do Instead of thinking about that in a negative sense think about it as Direct orders. They're telling you what they want to do now take that information and help them do it Right. It's it's insane. What do you think? I mean, you're in the business and you you hear a lot of stuff. What do you think the biggest? feared rejection come back or not come back But what what's like a prospect you call and a prospect says what that that scares agents There's a sense of professionalism here, right? There's a sense of okay. We are a business And we all we do offer a service Then we do want to offer this service to as many people as we can to see what we can do to help them, right? And so it I mean, you don't know what to say tell them you're an agent you help people buy and sell real estate You just want to call and see what you can do to help them I mean, you could just default to that if you want to this whole thing about listen I'll tell you what it is Everybody has that same exact emotion in the beginning That's the problem and the winners Say okay, I'm gonna make calls anyway, even though I have this fear that I don't know what to say I'm still gonna make the calls because I know that's what's gonna get me to the top And so they bust through that little stage and then as they make calls They learn what to say because they're making calls. It's a chicken and egg thing Right, you can't know what to say until you make the calls But most agents are scared to make the calls because they don't know what to say You can't have both you have to make the calls, right? But let me take it a step further if you're not making calls because you feel a little bit uncomfortable about making calls You go home and tell your kids that that I am not living up to my full potential and helping you have the best quality of life That you could possibly have because I don't feel a hundred percent about making calls You know, I'm scared of alligators gonna jump out of the bushes and bite me if I if I make calls today or somebody's gonna You know shoot me with a with a dart or you know You know UFC guys gonna come punch me or something if I make calls none of that's ever happened Nothing's gonna happen if you make calls. Nobody's ever died for making calls And so if you're gonna go home and look at your look at your child in the eye Look at your husband in the eye look at your wife look at your co-workers in the eye and Say I'm not living up to my full potential Right because I feel just a little bit of discomfort to do the one thing that I know that's gonna put me at the top Then you got to be the one that lives with that at the end of the day. I'm not I can't live like that I got a I got a sleep at night knowing I did everything I could do to make sure that we have the best life that we could possibly have and then I am living up to my full potential That's just me. I can't tell other people how to live Do it now if you want to be the most selfish person Right in the business world go to your desk look at the phone Think about calling and not call because you feel a little uncomfortable if that's the most selfish Act that you could possibly have I feel a little bit uncomfortable So I'm not gonna make calls to provide the best life for my family and I'm gonna suffer myself as well What are You kidding me right now You know wake up Get up go get on the phone make dude I was making calls for eight hours a day hand dialing it took listen I dialed a hundred numbers so many days I know how long it takes to handle when I hear people say I hand dialed a hundred numbers in three hours I call BS. I've been there. I have done it I know how long it takes you need to wake up every morning to realize how much fun this is If you go in and think cold calling or calling people and you're thinking oh, no, you know, somebody might reject me This is fine. This is a chore. I don't like this then it's not gonna be fine But if you if you take the phone and you say I'm gonna go help some people today Right, I can't wait to get on the phone and talk to some people and see what in the world They got going on see how they're doing let them know how I'm doing to see if there's anything I can do to help them today Right and when you have those bad calls, which is gonna be you know a couple Then you laugh it off and you and you get now look at my calls I mean people hang up on me. I call them back. We're laughing the whole time having fun drinking tea It's it's not a big deal. Nobody's ever died from this, right?