 Hey You've been following me watching my stuff read my books I have Listen to podcasts just started a couple weeks ago. Yeah, so Okay, so I've been in the business about years I started in January 2010 I was the best time to start 2010 was a very difficult year, but I did very well. I knew a lot of people I did okay. Where are you selling rocks brothers? I sell so mobile You know, we have an officer But I started with rock brothers did did enough well enough to where I thought I was doing okay But unfortunately, I think I learned a lot of bad habits. I didn't I didn't I Wasn't doing things correctly to get to where I want to be But just by the sheer volume of people on you and about my willingness to get out there and drive drive hard I made a good living and paid my bills, but recently Things have changed, you know, all the new agents coming into the off of the business. Yeah Hundreds and so people that I guess maybe I took for granted in the past You know or are you using other realtors? Just I don't know I've got to change my game plan And I read ready books. I've been watching YouTube videos I've been following them everything I can and what really resonated me above all else was The fact that you were committed to working with property owners. That's you know, you know, like in the past We said well, you should go after renters because maybe they'll be one day They'll be buyers or go out to sell my owners or expired or all this stuff and that's fine But it just it made a ton of sense to me about Developing relationship with property owners and further than that the script when you you call But in your book one of your YouTube videos where you said you just called and you said hi My name is Ricky Kareuth green maximum beach. How are you doing today pause? And then talk about the weather a little bit and then just wanted to say is there anything I can do for you Or something like that. I would have to find my script But it really resonated me, you know, I took Brian the penis course two years ago And it was a lot of exciting stuff. It was too much. You know, it felt to me like it was just a Little bit overwhelming. So what I need in order to be where I want to where I want to go is I need a structure plan to kick me off If you show me how to ride a bicycle I will get on a bike and kill myself getting good at it, but I need that first step Well first off a thing That so how do you get leads now? social media prior clients You know, I'm working with a couple people right now one I had I used to work out with The CrossFit I did and the other one was a is a friend of my girlfriend teaser to clients in front of working with a couple other ones that were friends references People you know in social media, how do you get it sit? I said, honestly, have you tried anything else? Like I said, I Started off I did well enough. You know, I bought some investment properties. I flipped them didn't work myself And so I've enjoyed some benefits there, but it's been enough to honestly for me to Those avenues were enough to give me back and it's just not enough Contradicted yourself. He said it was enough to get you by that's not enough, but not now Last year was the worst And a prime example of that is, you know, I know I'll be very blunt Dusty Cole is doing business people. I thought in the past would have done business with me, but through no fault of His you know, he's contacted words. I just assumed they were good with me Yeah Well, they're like my top 50 clients slash friends, you know I'm contacting constantly. I'm just I'm good with them. They all got Christmas cars They got postcards from Disney with me and my girlfriend Disney in October things of that nature and you know anything about the market Mmm, if they ask because it sounds like they just got a Christmas car Thank from Disney and there's really not much to do with real estate Well You know, here's the thing it sounds like you have a good foundation of like, you know Like the people that you how many sales did you have last year? It was probably Maybe 10. It was a little low. How many did you hear before? More When you when you rely on past clients or referrals your business plateaus or clients, yeah The only way to grow is a requirement new prospects every day, right? So if you just depend on like if I stopped Calling new people then my business would either plateau or decline, right? You know, they won't grow anymore, right? I mean your past clients or referrals only take you so far Unless you build a monster of business which I have and I think I mean last year was the year I made the least amount of calls when I made the most amount of money, right? It's because of all the calls and all the business I did It's it gets to a point where it is a monster and kind of just starts growing on its own Right. I think I'm there, right, but I'm scared because I lost everything to crash Sure, so I don't want to stop because I have a fear, you know, I never want to go back there ever again, you know So that's that's that's what quite very frankly. That's what I'm aware of that. I know I need to get out I need to call I need to I need to like exactly like you said. I'm very well aware that I need to structure Yeah, I need that I need that I need the like like your people. You know what stuff that's just cherry on top Right, that's not business. Sure. That's just extras and the social media That's to build your brand not not to get leads, right? You know I'm saying social media is to is to share your message and to build your brand who you are Right. And build that personal brand and what kind of person you are, you know, that's also in business, you know In this particular business, you know, so like I did a post yesterday And it was a picture of the beach and it said it was a long post and it was like hey guys I just want you guys to know that I don't care if you buy our cell property on the ball You know, I work hard enough to where I have more than I can handle at all times My goal is it if you ever do decide to buy our cell I want to make sure that you're taken care of right, you know, and I said ask around I have a big reputation of handling clients like the family and going over the top to make the deal happen And stuff like that and I made a post like that which kind of like it showed my personality And it also showed that I don't care if they do a deal I just want to help them and the last of this was is is on top of the fact that I don't care That fact that you want to buy our cell I want to know why That way I can help you accomplish the real reason why you're doing the deal in the first place, right? Why are they buying or selling, you know, like who died what job did they get all the stuff? I say my stuff and so, you know like like it's a different mindset, you know And so if you can take what you're probably doing with your life's fear Which is like we're all personal the Christmas cards and all that stuff if you can mix that up with business And then get that out to new people right in your market like property owners, right? You know the thing is is you probably heard me say all this stuff for but like, you know There's an unlimited amount of property owners It'll do business with just you forever in your market Because of who you are and how your personality lines up with them and how like you're an awesome person or if you work hard You're dependable. You're all these things. You're a great agent They just don't know it yet because you haven't talked to them, right? The only thing between you and that is talking to them and let them get to know you a little bit over time until they get ready to do something Sure, and then when they decide you just happen to be there you you're like in the shadows You know, you're just there. You're not saying you need to buy you need to sell You're just saying hey, I'm here if you need something. So how often do you like so say you had You cold called me and on the property and you know I like to just be it was the timing was fortunate We did a deal and then in order to keep up with me, what is the mechanism to that are you emailing every month? Are you every week doing handwritten letters? I mean kind of give me a every week on the same day every week. Thank you I need it. Okay my whole day That is it is it is it market information or is it a template? Is it like a newsletter or? This concept like a newsletter, but I designed it. Okay. I decided what goes in there We have spent an hour on every week. I got you figuring out what goes in there You know, what do I really want to? Convey now this week. Yeah, how am I going to keep them interested in me? How am I going to keep them interested in the market? Okay? I like a big picture up top that catches our attention You know, and so I have new listings closed sales feature properties, you know Okay, an article or something and so some people open it up because they want to see the new listings every week Some people open because they want to see the closed sales Some people open because they just want to see the picture put up top Some people want to see whatever the art lives or whatever for sale or whatever a feature property is And so what happens is it has a bunch of different angles that people could be interested And some people interested in that some of this and so I try that body Just about anything somebody would want, you know If they were interested in something on the beach or in the area of the Orange Beach into an email to where You know, I don't just have closed sales on one week and then just new listings this week I try to have everything that way anybody that's addicted to that information, you know Like I want I got to see the new listings every week I can send it out a look at that new listings every week or the closed sales or whatever And so it just keeps them coming back. And so it's how I McDonald's, you know They've had the same price, you know since they were you know Since they were created and I try to keep the email really the same So that they know what to expect. Yeah, so I started it in 2007 Every Wednesday since 2007 this thing's went out when the market crashed it went up when You know when I crashed lost everything it was still going out when I changed companies Still went out when I was going through some of the hardest times of my life, you know It was still going so beyond the email Which is it's it wants to set that system set up the database is made And then it's just you spending an hour each week like Handcrafting that message for that week and updating with the relevant data. How else would you contact me? Joe who we just did a deal and now you're sending me an email. What is you think and Are you calling me every six months or quarter when you make your calls is a lot of times the calls Of those previous clients and if so, how often is that done? Just checking to me per your scripts and Ricky Well, I'm building my business. I never call on there again. Okay ever again They get my email every single week on the same day. Yeah, and so they're like, oh my god This dude is consistent hard-working dependable and knowledgeable the email builds the relationship for you, right? Yeah, you don't have to do anything else if the email doesn't win them over There's not much you can do because you're too busy calling new people Okay, because you're building your business I think if you waste that phone call on a whole person on a whole client when you're still in your building stages Then you you know if you do that and I like one's not gonna hurt you But if you do a bunch, yep, then that could be a dent in your future, you know five years from now business Okay, you see I'm saying so but when you get to my level Where you're already past the building stage now you're in the maintaining and continuing to grow stage now most of my calls now Are past clients and past people, you know in my in my circle because there's thousands of them and You know, I can't even call them back So that's a different set of dialogue because of their familiarity with you and just want to chat for a minute Not really not really. I mean I mean the initial call is a certain way and then but after that It's really the sentence similar that it's it's when you make so many calls You become skilled in like reading people on the phone And you start to get in the flow of people different personalities and you start to realize There's only a handful of different scenarios when somebody answers the phone, you know They're happy, sad, glad, busy, whatever and when you when you start when you start when you made it a call As we realized there's only so many different scenarios Then and you know what how to handle each different scenario You know, then you just get to where you kind of just flow with it, you know, it's all the same I mean even when I call past people, I'm still saying hey, you know, how you doing and you know It's gorgeous down here or whatever. So you have to go with the flow Right call and it's a chicken and egg that people want the skills to make the calls To be really great and make the calls whatever may calls But you can until you make the calls and practice So let's take this five steps back to the initial neophyte like myself who says look I've never really went into the time to solicit or call or or or break ground into a new area. So so You got to have the commitment I have to have the commitment how often that once week for you know, you need to make calls Yes, I need to do a hundred calls a day All right, so a hundred calls a day Basically, hey Joe you're a house down the road soul, you know, obviously this Yeah, more conversational net just won't let you know the market's really good right now I think that especially right now with the sales being like I'm saying hey the market really great house Just came on the market. Is there anything I can help you with is that kind of what you would want to do? Basically, basically, I wouldn't get too worried right there. Okay, because you start sounding like every other agent Okay, you know, you start sounding like salesman instead of a family member. Okay See, I mean you would say that to your dad. Maybe I don't know But you know what I'm saying different personalities are different. So keep it succinct I'm like hey a house down the road soul didn't offer something to do for you Our house down the road listed didn't offer something to do for you So you mean I'm necessarily giving the data like you're interrupting their day. Yeah, you got to keep this You got to keep it short and they don't they don't care about all that stuff You know, you're not trying to do if this is going to be a long-term relationship Then you have plenty of time to let them know what the markets doing it and you know all that stuff, right? We're not there to explain everything right now Okay, we're there to to make some statements and questions to get some feedback and here We're trying to read them to see if our personalities match up to where we have a working relationship for the future And you apply that to every property under your column that thought process. Yeah. Oh, yeah Oh, yeah, I don't and I'm not asking what they want to buy or sell See the thing is is you got it you got to sound different than all the other agents, right? Because if you don't then they're gonna just it's a red flag to them. They're gonna automatically shut you down Okay, you know, if you if you sound like if you have some hay didn't have to be interested in selling No, I told the last 10 it's I'm not interested, you know You know, but if you come say hey a house down the road sold or listed one under contract or whatever I didn't know if there's something I could do for you That kind of that throws a big and make some thing right now who is this? Okay, we're talking about you. I got you. I'm saying and then I like help me with what? You know, I don't know about or some real estate or something. You know, I'm just Conceived or something I can do for you. No, we're good. We're good. You know, which they're gonna say every time Sure. That's like, okay. Look is there an agent in the area that you work with? No, okay. Well, I'm sure at some point you're gonna want to do something I love their opportunity to work with you that they come so when you transition from that and you mentioned that What is generally your feedback is it usually at least receptive to answering or yeah, they're gonna say yes or no Okay, I mean they're gonna say yeah, yes, I do or no, I don't you know, okay? If it's like, yes, okay, cool. I hope you're good hands. If there's everything I can do for you Let me know hang up move on your free qualifying now is the door open For a relationship like it is the door open, you know Is there already a relationship in place with an agent or is the door open for me to become their guy for the future? Right because they're not interested now. They're never gonna be you know That's the 1% of people do a deal the first time to talk to them You're gonna run into people that want to do deals. Yeah, so you do deals with those people But the people that don't which is another which is 99% of people, right? Well, 20 or 30% of those people are gonna like you Enough to do a deal then just not ready. Okay That's where you got to capitalize on that group for the future because you're talking to them anyway Like you're talking to them anyway Why not go ahead and get their emails start doing the thing and time's gonna go by anyway Yeah, so they're gonna eventually decide to do something why why you should there's no reason why you shouldn't be the guy So once you've got that and you're in their email and then that's the contact from then on for you Yeah And so that person that you might not have been a deal with but if I said no Ricky I know you like, you know, I'm not ready to do anything right now. Sure. Here's my email that I see a weekly posting Your weekly email that is that? Going forward the the gist of our relationship would you call up on me again? You know a year from there. No, I'm gonna send you an email. You call me if you need Unless you want to go have lunch next week. Are you busy? What are you doing next week? Let's go have lunch Me face-to-face. I mean since I'm gonna be your agent for life. Let's go ahead What go to lunch with people Sometimes Okay, I do lunches here and there I mean, I have a lunch with the client. He's I'm okay So so so all of this and the reason why I'm here today Ricky is I wanted to meet you and actually shake hands Hello, and it's also to go to the the formalized training, which was the 90 day I think I read 90 plan I read a lot of information and I'm starting to get a little confused, but there's a 90 day action plan Yep, there's two 30 day jump starts. Yeah, one is around Daily weekly monthly habits. Yeah, other one is about how to handle the winter time I don't know the market slows down. Yeah, this is the same philosophy as when the market crashes Then you got all the phone scripts, then you got an online course all I created all this Okay, it's all out of my brain, right, and then you got videos You got the videos and we make the calls three videos of me making live call calls in my office How do you report tutorials on all the stuff how to do Facebook custom audiences how to tomorrow we're having our Our culture session. I'm going to be going after old expireds Like how to get the numbers and then what to say how to capitalize on You know how to handle old inspires because really that's a gold mine, and that's your that's after your podcast Tomorrow I did the podcast at the war and then I'll switch over to the to the coaching session and that is for your Members of your yeah. Yeah. Yeah, and then that session will be recorded You know and it will be put on the website So a lot of the content on the website is old coaching sessions that we did Their height. Yeah, I mean they're super high there. It's crazy like how good all the stuff is on there But you know into the day I don't care if I can sign up or not You know, I'm gonna make a million and two million dollars a year, you know, so real estate Yeah, I really don't care I know that what I do works and I know that people like it and I know it's just a matter of time before it catches on it goes like mainstream and so I just I just in the stage where I Don't care, you know like And I did care when I first started down when it signups and stuff. I was desperate. I did things But that was good because I got the ball rolling I got some momentum going with the with those members and now I'm just in a place where it doesn't matter to me and You know, I want to continue building my real estate business You know and the coaching business at the same time I'm fixing to start getting paid to speak That's gonna be exciting and so, you know, and I really think that Eventually all this will bring to the just general sales or any industry. Yeah, it's really the same. It really I mean it really can help People in a lot of different industries, you know, this whole, you know relationship over transaction mindset You're gonna have long-term thinking For short-term gains, you know, because it's just the second you quit worrying about the deal You start thinking about long-term value Customers is the moment deals are falling in your lap. Well, here's where I have Here's where I have the disconnect that maybe, you know, it's we say We want to foster relationships. It's not about the dealers. Yeah, I totally get that but That's where I had the disconnect on so the relationship is is a phone call and introduction and establish that I don't have major you can be major and then a weekly email and you're saying that's enough. I think that's why I That's where I'm not down. Obviously works millions of word, but it just seemed to me like Maybe that was a little impersonal, but it has to be done that way. I mean, that's the email is impersonal Yeah, I mean, I'm just the email is Chris you spent an hour on it every week. Yeah, and They know it's a bulk email, right, but it has your personality in it Like it has a little bit of you. It's not it's not how to cook shrimp that to pay or what color of paint your walls in November, I guess right. It's not that all that that I see a lot of agents sending out that automatic It's real stuff you're drawn to the content Right, and you just happen to be the one giving them the best content So they're not drawn to you really right they're drawn to what you're providing them Right, but the byproduct of that is they're gonna deal with you when they decide when they say okay now I'm ready, you know, I'm gonna call Andrew, you know So okay another part of it is is in the emails. I'll do giveaways I'll say reply back for you know, I'll do a thing about awesome restaurant And I'll say reply back, you know, all you gotta do is reply to this email for a chance to win a $50 gift card So I'll get hundreds of people to reply back, you know, I'll pick a winner You know, and I'll announce the winner and stuff and I'll do stuff like that, too, you know Like that little paragraph I did on the post yesterday about how I care if you buy or sell anything that was my main little Article thing on my weekly report. I did today, you know Wednesdays for my day that goes out That was that was my little article things. I don't care if you do anything I just want you to know I'm here, you know, okay, and you know, it's like People are gonna buy or sell They want to buy or sell, you know, there's hundreds of thousands of properties. They're going to do it. It's all timing You're gonna run it like just the fact that you're calling 100 people a day, you know, and you're approaching it as differently than all the other agents you're gonna stand out You're gonna run into people that are thinking about doing stuff. Okay, you know, like I closed on a million Monday It was two deals 15 and 460 The buyer Property five years ago. They didn't buy anything, but they started getting my email, right? So they call me like four months ago. It's like we're you know, remember us. I was like, yeah We're thinking about it again And they already knew what kind of buildings they wanted to stuff, right? So we started working with them got another contract been closed at Monday, right? And then that was five years ago show the property that buying I don't think they could afford it to buy anything but I showed property anyway because I'm about to relate I didn't care if they bought a soul. I wanted them. I didn't care about the deal I wanted them and then I call called her about three years ago She owns the Phoenix and she didn't want to do anything. You know, whatever got her email So she calls me about four months ago and her two sisters want to buy a bigger Condo for them. So she kept her Phoenix, you know, whatever, but they bought this Korean together And so that was from a cold call from three years ago, right? So the thing is is five years ago client couldn't afford to buy anything that I that I value So in five years your only contact with that guy was your weekly. That's it So so the guy show property, you know, I saw value in him because he's a human, right? And then the lady that didn't want to do anything three years ago, okay So those are two deals that I just closed on this week, right from three and five years ago So three and five years ago though when I was plowing all these calls and meeting all these people that are closing deals now I was also selling a lot of stuff off those calls at the time. Yeah that year You know, I was crushing it then it was it was the sheer volume of context And that's that's the linchpin the whole yeah, yeah, so that's your volume of contact is a Just by the sheer volume of calls You're gonna have a now deal just by the sheer number of people like yeah, we just started talking about some of this We have to move to my mother's house or whatever. Yeah, come see us. So that just my the sheer number, but you're also planning in contacts into your database that will Produce Even if you're given two three four five ten of these at some point in time You know, it's beneficial and if you're only follow up to them it's to help them when they ask for help and be the month of the weekly email that you're gonna do and put some heart and soul Into to make it a little different and that's not a hard step. The hard step is dialing and talking Here's the hard thing you make a hundred calls you get two email addresses and nobody wants to buy it so It took you Two hours if you have a dialer and all day if you don't right and so you just spend a whole day You have a hundred calls and you got two email addresses and no potential leads. Yeah That's the hard part people do that and they say true this right right, but if you do that every that's huge Sure, like like that every day is number one agent in your area in five years Because to a day is ten a week The 40 that's a thousand a year right a thousand a year now five hundred a year a thousand and two years 2004 years if you got two thousand if you got a thousand if you got five hundred Properties that you've actually had a voice to voice conversation with that you had this little thing You sounded different and they saw value in you and they started getting this weekly email from you Five even five hundred is huge right gonna be busy at five hundred a thousand to two thousand You're like number one. You're like number one in your market when you get that far Right, you know I'm saying sure off to email address as a day of a phone call session That was worthless to most people and they didn't see value in it And so they stopped doing it after the first day because they're like man, I'm not getting anywhere You got one email address. Let me ask you this do you think a lot of those are in your client database What percentage do you think are out of the area? a Lot of them. Yeah, because I'm in a second home. Sure. Sure. So how do you think it would know the same? You think there's no difference it like I want to focus on the eastern short residential no difference And even though the same thing you would do the same exact thing Here the only difference is is they're local, right? That's it You might see them more. Mm-hmm. That's it. You might be able to actually have lunch with them You know, okay. That's it. That's it. No difference. I mean Wanting to help and being professional and being consistent and dependable and hard-working and knowledgeable is across the board Right, like there's I mean, I don't know what you can do differently. You know, well I mean a guy said a guy said an agent said, you know, how many open houses do you do stuff? I'm like none, you know And like if it's an owner I'll do maybe one a year when I get that owner that owns a house of an insular That's like really wants me to do one, you know, and I'll do it for them Right, but like I told the guy on the on the feed on Facebook if If I were in a market where that was the ordinary where where open houses were just I was just given like when he was the property They're you're expected to do an open house. I'm gonna be the open house master Yeah, see the mindset of like just kind of help you. That's it, right? All the little extra stuff like to adapt to different markets that that's on you guys. Okay, I mean you got to figure out what Differences in like what works or doesn't work. See, see, see here's the thing now What I what I'm like worried about is the fact that you haven't tried anything new right this time That bothers me because because You can't succeed if you're not an adapter Yeah, like if you're not somebody who is willing to try new things figure out what works what doesn't work and Then okay out of these 10 things to work. So I'm gonna keep doing this and throw those eight things away I'm gonna try a new more thing, you know more, you know new things Yeah, and maybe I'll get a third thing truly working and then a fourth and then a fifth But you've just done the same thing Which which is well in all fairness, and that's why I'm here today You know, that's yeah, that's why I drove to here today because I knew that I know I need to I'm just making you aware that you need to have a mindset of I'm gonna try new things all the time Yeah, I figure out where you can't do the same thing all the time But you gotta but you also have to be good at seeing what works Yeah, because a lot of stuff that works takes time Yeah, and so you can't take the first week or something. It's like making calls You know you make a hundred to get two miles you think this doesn't work A lot of people say this doesn't work because I didn't get a deal today, right? Well, I mean, it's the same thing with With I mean, but it does work over time So you got to be good at differentiating that thing that like didn't work the first time you tried it versus It'll work over time versus the thing that didn't work the first time you tried it that you could see Probably won't work over time. That's tough Yeah, well, there's no question about it. What you've done works. Yeah, you can't argue that so so there's no So it's pretty simple in ways. Yeah, it's like it's like you tell people that are that are out of shape or that Wanting it healthy. It's not a it's not a Magic formula. It's not raps. It's not any of this stuff. It's simple diet and exercise Fundamental things are Unchanged so what you want is somebody to lay out a plan saying this is what you diet It's what you eat. Yeah, and this is what you exercise because those two and so what I'm asking and what I want to do is see I know I need to make I can't rely on that sphere I know I need to make context and now we know specifically it's property owners and this is And this is what we're gonna do. So that's that's it. That's that's why I'm here today That's it. And you just do the strip over over again And then everything else is secondary. Yeah, social media is secondary Puss card secondary right spearman fluent secondary all that stuff is secondary to this right this is it This is how you build business. This is your diet and exercise. This is how you feel This is the meat and potatoes of the real estate business, you know, all the other stuff is just cherries Yeah, you know, I just started doing social media this year in 2017 I didn't even do social media in 2016 at all, you know I saw 100 properties in 1415 and 16 and that's without a presence on Zillow or yeah, I still have a presence on Zillow Yeah, so The reason why technology won't replace us is because there has to be that voice-to-voice Yeah contact and and technology just can't do that. It just can't have voice-to-voice Communication and console people of the market stuff like that. It just can't do it Okay, they try to figure it out. Maybe one day they will but for now they can't it's it's the difference maker of between us and bookstores us and travel companies who have been wiped out by technology because They're happy, you know, you can go online and boot book a trip or buy a book, right? But you can't buy a house because a house is several hundred thousand. It's a big decision You don't know the market. There's a lot of moving parts if you've never done it before you have to be consulted There's a lot of stuff going on, right? So there has to be that voice-to-voice conversation, you know to consult through the market and what to do and how to do it so because of that It makes it to where we're in such a, you know, a great place You know because because we have that but we've got to understand it and then we got to take advantage of it And just have these voice-to-voice conversations, you know, what people they create that relationship and get that rapport going and Show them that you really care. You don't care if they buy our shelf. It's whatever because you're working so hard to build that Database and see at some point people lose the they get lost in the quality You know, they want to give quality service They just want to give so much quality and they spend all this time You know, you know, they spend a lot of time on a little bit of people when they need to spend a little bit of time on a lot of people Right and that's what the email does. I spend an hour and it goes up to 10,000 people and then boom I've contacted 10,000 people and that hour I spent a little bit of time on a lot of people Right now maybe we can keep on doing my thing whatever whatever I'm working on whatever deal I'm trying to do or this or that You know, so you have to be at some point. It's got to be about quantity not just quality Right, you know get quality when you're front of people like I'm giving you right now But when I leave here, I'm going to get quantity right and I'm trying to figure out where my next You know or my next hustle is I'm we're gonna like sell a million properties today I think that's part of that why I got caught up on a little bit, you know was really really really taking care of the folks that I've done business with I just maintained your plan to you got to do that Right, but that doesn't take 40 hours a week right now. It's a week, you know, that takes 30 minutes a week an hour a week now We still got we still got 49 hours 39 hours 60 hours Whatever how much ever you work to work with the new stuff to build your business So, you know, you know when you when you expand that and you make that excuse that I'm just giving everybody that quality You know, and you're just you're using it to procrastinate There's no question that there's absolutely no question that I Learn bad habits and I happen to so a lot of I learned bad habits in 2010 specifically in 2010 sellers on a cell All the foreclosures, so there was a buyer market, especially for a new agent when you're naturally going to be leaning towards buyers Well, that's really who was doing a lot of the buying and so I fell into that who Routine of dealing buyers. You know, he was buying people buy foreclosures first time over. Right. Who were they? Friends friends and quanes is my prior network from I'm saying generally As far as just friends property owners No, these people I'm just telling you No, the people are pretty. I'm just in unity. I'm saying generally right property owners, but that's what the market crashes You call property owners who say yeah, what do you want to buy today? I was doing it totally back And and and that was not Unusual because most new realtors are gonna be on buyers versus just the nature of it Well, when that's all you do you make a living and then you get those bad habits. That's what I'm trying to break Seven and a half eight years of of buyers and then an occasional listing from friends family people you trust me whatever but but I Want I want to rip that apart. I want to rip all that up. Yeah, I want to blow that up And and start and go okay. It's like day one And I should be better at it because I've got experience. I've gotten all I don't understand how the process works, you know It's for his actual transactional of the selling the real estate, you know the moving parts there But I want to rebuild that bit and they say okay It's what you used to or scrapping that or you can do that in your office. You can do it But it only takes an hour a week. I'm saying you got another 39 hours to do Yeah, much more productive stuff. That's what I want to do, you know You got to spend that hour because you gotta keep those relationships going or you're gonna lose them to Dustin Yeah, you know, and then you got to spend an hour to do that report, you know That's that's your baby. That's your baby. Yeah, that's got all that's laid out step by step So it's it's almost dummy proof. It's dummy proof Where if you would just do it, you know, and if you'll just listen to those videos like when you're driving to work Mm-hmm driving home, you know listen to those videos and get and get inspiration and understand the mindset behind everything What we're trying to do You know doing that listen to the videos and coaching calls and stuff to and from work Mm-hmm working out and stuff like that and really just take in all that content that's on there You know put all those puzzle pieces together and fit it into what you're already doing with your with your sphere You know Really to me everybody's your sphere, you know, even the people that you call that didn't want to do anything They're not getting that email they're your sphere to the people that bought the soil. They're your sphere to me It's just one big sphere, but I got out and then your job is to keep you get that Spheres big big big things that can beat right, you know, that's the thing. It's a snowball Okay, because the sphere keeps going and then they start sending you business and past financial referrals And it's kind of starts growing on itself a little bit, but you got to also keep it going You know with with the new people so so you're People did you have that are participating now? 170 or so How much of those are local and how much are cross-examination there's only a couple that are local so you got anybody I need some shore There's a girl Thanks her name. I don't think she's big time, but she's she's super nice and she's selling stuff I think she's gonna be dead Um See I had a guy named For a little while and destiny is is he I say he's a year Yeah Very good thing about it. Yeah, he's a good guy. He's good. So he is a success story that came in Is he because he's followed your program? Yes, and now He sold See what did he do last year? I mean he sold over 10 million Last year, you know, it's like his third year or second year or something. Yeah, I say Yeah, I see a sign all the way Outside of this area. He was He was he was with another company and they came here. I played high school football with him Is that right? And then we and then we just kind of connected when we moved over here and then you know We just kind of just I've helped you so And he would tell you the same thing that the genesis is making the calls. Oh, yeah So it's cool. It's really cool proof. I mean, I Listen man real estate is win-win. Yeah, like you can't lose the market crashes you win because the cards are Bought of four posters. I mean you win no matter what when you're making your calls If you do a deal great if you don't you pick up two email addresses you want either way It's just put in every day. It's doing it every day for years until you get where you want to be. Yeah, man It's a bottom line. There's no secret