 It seems like I'm always a little ahead of myself on goals and where I really want to end up at the end of the year. That's why yearly goals to me are so dangerous because you're never going to hit it right on the head. The only time you hit it right on the head is if. What's up everybody? Ricky Kruth here, another episode of live with Ricky and one. We're going to change that name pretty soon guys. So you're ready for the reveal, but uh, yeah, I'm Ricky Kruth, your co-host. I got one B. We'll call him one. Let's go by want Carlos at this point. Come on. Well, Carlos, that's it. Keep it simple. So, I mean, what, what does the deal with that? Like Carlos, Ben, G, whatever. Like, what, what, like, is it two last names? Is it your mom and your dad? Is it your, what's the story, man? So listen, Juan Carlos is actually two separate names. We got the first thing, which is Juan. Carlos is the middle name. Okay. Keep it simple. Baronette, she's the last name. Juan Carlos, but I mean that you're branding yourself, though. I'm branding myself is that, you know why? Because the only one Carlos that's famous in history is the king of Spain. So I got to take his throne at this point. You know, we just got to make it literally going away with your last name and your, your, your new, like stage name is Juan Carlos. Yes. Like Kanye, you know, what's Kanye's last name, Wes, but you don't have to say that in order to know who he is. You know, so we're going to try that out. Okay. Juan Carlos, it is, bro. Everybody heard it right here. Ricky C. Juan C. And we got Daniel P. You know, yeah, yeah, for sure. Yeah, we got my guy, Daniel Perez down there. And where exactly are you? Are you in Clearwater or are you in Tampa Bay? You're in Tampa. Are you, are you in, uh, so St. Pete's right there, huh? St. Pete is about 25, 30 minutes depending on where you at in Tampa. Do you do deals in St. Pete? I do deals everywhere. St. Pete, water, Lakeland, Orlando. I love St. Pete. Yeah. Daniel, go ahead and tell everyone your, your Instagram handle. Best realtor in Tampa. Is that self-proclaimed or how did the other realtors feel about that? I mean, uh, I'm, I'm, I'm selling, I'm, I'm making deals, you know, so I think I'm the best realtor here. So they got to work with me. They got to own it, man. It is what it is, right? Got to take it from me. So tell everybody like how long you've been selling and a little background on what you did in the last 12 months in terms of volume and all that good stuff. And let's hear the greatness. So I got my license back in 2016. Um, uh, I got started real estate August 2016. I sold one house that year, only one. And believe it or not, my, my first deal came from, uh, an app called OfferUp. I went to buy some furniture from a lady I saw it for sale sign outside and I asked her, oh, you're moving. And she told me, no, I ran here. They're selling the house. I got to move out. I found a one bedroom condo in Brandon for 1250. I'm like, 1250, I can find you a town home that you can own two bedroom for less than 1250. And she's like, really? I'm like, yeah, you want to go see it? And she's like, yeah, let's go. I was my first sale ever. So you never know where your next deal is going to come from, you know? You really don't, man. You really don't think it's always going to come from somewhere. Yeah, you can. You, you don't know. So last year I made the switch to EXP with you guys. I got started with EXP in a March beginning of April. I sold, uh, 50, about 50 homes last year, uh, 43, 44 with EXP. And I did like seven or eight deals with my previous broker for a total of about 10 million. I, I made IconAgent, which is the, the highest production award with EXP in eight months, basically, because I got started, you know, April and, you know, by this, by November, I made IconAgent. You're crushing it, man. And what's cool is, like I said, a lot of people don't realize one deal your first year. And then last year you hit 50 transactions like nothing in a four year span. What changed from year one to year four that just made that switch happen? I mean, uh, I think that the thing that helped me the most, I started helping people with their credit. That's, that's the one thing that I did different in the, it's, you know, this is how I see it. I either get you qualified today or I put you in the credit program and sell your house in three months. One or the two, you know? So I don't tell no to nobody. I don't lose clients. Either I sell your home now or I sell your home in three to six months after I fix your credit. So you just got to find, find your niche, you know, and, and find something that works for you and credit repair and, and kind of like first time home buyers is kind of my thing. And, um, you know, as long as you do a good job and take care of the client, they're going to refer you business. And, and that's the best kind of lead you can get referrals. You know, so I tried to get referrals from every client that I close. Nice. Nice. So, so where do you get leads from? Like, where do you find these first time home buyers or these leads? I do a lot of social media, you know, posting. I don't even do as I just post every time I show a house, I make a post and, hey, you know, showing this house in Tampa or, you know, St. Pete or whatever the case may be, I post, post, post social media. I'm consistent every day. You know, again, I have the credit repair business to fill my pipeline, get me clients that are looking to buy in the next three to six months. And then referrals to me, referrals is the one thing that, you know, I, I always try to get as many referrals as I can because buying leads, you know, the conversion rates on buying leads is bad. So I don't I try not to, you know, I don't buy leads. I either try to make my own leads by converting a credit repair client into a buyer or getting referrals from previous clients or, you know, getting new clients from social media. So you have the marketing, you have the personal circle and then you have the credit business. Do you own the credit business or do you have a partner that you send all the clients to? So I created an LLC with my own name, credit repair geeks. I don't do any of the work. I have a company that does the work for me because I don't have time for that. So they basically manage and nurture all of your future leads for you. I'm assuming you go ahead and you send it to them and then it's on autopilot and then they shoot them back to you when they're ready to buy. Right. Yeah. They clean them up for me. I stay in touch with them. And what I tell them is, listen, if you fix your credit with me and you buy the house with me, whatever you spend on your credit repair, I'm going to give you a credit at closing. That's how I keep them with me. You know, people want to get that credit back at the end. So they stay with me. Cool. Cool. Now, the way I see your business is that you're putting all and all this time and effort to work with her some home buyers to kind of establish your brand, if you will. But then what I see long term is that you're going to have so many of these people that you've helped over time that you don't even have to worry about where to get leads from. You're going to have so many people selling that first house that you sold them and upgrading, referring three other people to you over the course of two years. Like that's where my business is. It's all just past client referrals and stuff. So we're going about it two different ways, but it's the same result. You know, you help, help, help, help, you build a brand. So I mean, my next question is in order to really capitalize long term on the real to like really squeeze it for every last drop that it's worth. You have to have some kind of system in place to really cultivate that personal brand with every single person that you meet from here on for the rest of your life. What are you doing in that department? So that's that's where I'm trying to implement your strategy, the weekly email, you know, I'm I've never had a database. So I started creating my database and trying to organize it. I'm going to start doing the weekly email. But so far the past five years, I've just been, you know, really unorganized, you know, I haven't organized myself. Database, Durbkin campaigns, I've never done any of that. So, you know, I'm looking to do that now and hopefully that's going to lead to instead of 50 homes, 100 homes a year, you know, 200 homes. It just takes a lot of work. It's not it's not that easy and a lot of people don't know how to do it. How to do what do the weekly email or whatever organize a database and market to that database and do the weekly email. It's not something that you learn, you know, they teach you. So that's that's something that made me start following you. Yeah, I mean, you just have to have a central location that you put everybody right that you can use whatever central location that is to market to them, you know, whether no matter what I mean, there's a lot of different places and CRM's and different things you can use. You just got to pick one, put everybody there and then use that platform to to market to them. You're right. You're right. It's not as easy as like one, two, three. There's a lot to it. But at the end of the day, you know, you know, it's something that everybody needs to figure out because you need the two machines. You need the machine that you already have in place to get leads coming in. But then you need the personal branding machine on the back end so that you retain as many of those clients as possible. So that's the problem. Most of the agents are just a rotating door. You know, clients are coming in doing a deal and then going out and then they kind of lose touch and they use another agent whenever they upgrade or refer people. You know, just think about how big your business will be in two years. If you took all these people, whether they buy or not, you know, and have something in place where they never forget who you are, you know, like a weekly email or something. I don't know. I really don't know anything else. I mean, postcards are garbage. They're too expensive. You know, as far as that goes, like direct mail to me is good for farming. If you if you're hitting a subdivision, social media, the organic reach is so low. I mean, there's just so many emails like the only thing to me that is really solid, you know, that I can really use is going to hit most everybody. But think about how big your business would be. Like that's how you get to 100 deals and retain. See, nothing's going to retain every single client. Right. There's no system out there that's going to retain every single client. I still have clients that go use other agents. I mean, you can't stop that. It's just going to happen. There's no way around it. But we got to put ourselves in position to where we have something in place that we feel like will retain the most, the biggest percentage possible. You know, we're never going to hit 100. But let's at least go get as much as we can, you know. So I think that's the next step for you. What's your goals for this year? 100 homes this year. Let's go. Yeah. I hear you, man. Are you doing anything different to hit that? Or you just feel like the natural progression of your business is just going to make that happen. I think I have the the clients in the pipeline to, you know, to get there. It's just a matter of executing. But this month, I think I'm closing like seven or eight deals. So I'm just trying to shoot if I close at least 10 deals a month, you know, then I should get there. But, you know, some months are better than others, you know. So you just got to keep going. You know, a lot of times, like a lot of the times when I was trying to hit 100 deals or a million dollars and stuff, like it's like I would always make that a goal a one year, two early. Like the year before the year that I had 100 deals, I was like, I'm gonna hit 100 deals. And I had like 70 or 80 or something, you know, because the year before that was like 50 something. And the next year, I'm like, I'm going for 100. And then I hit like 70 or 80. But then that next year, I hit 100. We're like when I tried to hit a million dollars because 2014, the first year I sold 100 properties, like I want to make a million dollars the next year. And I hit 600 again. But then I hit 750 and then a million, you know what I mean? So like it seems like I'm always a little ahead of myself on goals and where I really want to end up at the end of the year. That's why yearly goals to me are so dangerous because you're never going to hit it right on the head. The only time you hit it right on the head is if you see yourself getting to the goal, you know, sooner. So then you start kind of chilling out and pace yourself to where you hit it directly. And that's dangerous because you paced yourself. You could have went harder or most of the time if you go as hard as you can, you don't know what's going to happen. You might go past the goal or you may go under the goal. If you go under the goal, it's like you're disappointed. If you go past the goal, sometimes you don't pass it because when you feel yourself getting close, like you say, I like, like I just said, you start like giving yourself permission to slack, you know, because you're like, oh, I'm going to hit it. It's just like the yearly goal thing to me is so overrated and people put so much weight behind their yearly goals. And it's really a dangerous thing to do because you're never going to hit it exactly. You're either going to be disappointed or it's either going to give yourself permission to slack or you're going to be disappointed. It's like, let's look at the five year goals. You know what I mean? Yeah, but I think it's important to do that goal because then you have something to shoot for. If you don't do the goal, then you're not where you had it. You know, a hundred percent, a hundred percent. But here's the point. I'm all about making the goal. It's about how much weight people put on the goal. Yeah. You know what I'm saying? Like I make the goal and I just look at it from afar. You know, like, OK, that's what I want to do. And then through the year, I'm like, I'm getting closer and closer. But at the same time, I'm being cautious, cautious, conscious that I don't want that to dictate if I'm going to slack because I'm getting close to it or that I'm disappointed because I'm not getting close to it. Like I don't let that dictate how I operate. I don't put a lot of weight on it. I want the goal. Like my goal this year, you know, is is there. And, you know, I'm like, OK, yeah, here we go. And but at the end of the day, I don't care if I hit it or and I would like to go past it. Yeah, like my goal is like I want to make a goal and I want to crush it and like go a lot further. That's really the goal. Yeah, no, I understand. Like last year when I joined EXP, I told myself, listen, I'm going to join EXP, but my goal is to make Icon agent. So I calculated I needed at least 30 deals. But I just don't, you know, I didn't even pay attention at the numbers of deals that I was doing. I just went as far as I could. And at the end of the year, I saw that I was at 50. But, you know, I put my head down. I just went to work and I didn't even count the deals. I just focus on helping people. If you focus on helping people, you know, the money and the goals are going to take care of itself. Now, Daniel, in order for you to double up next year, what are your plans as far as your routine goes? Are you going to change anything up or what's your schedule like at the moment? So, I mean, I started now that I hit Icon agent. It's like Ricky said, I kind of relaxed a little bit because I already got the goal and now I'm focused more on bringing, recruiting a little more and bringing team members to my team. So now I'm going to, you know, my goal is 100 this year, but I'm going to also use the team that I'm building to hit that goal. So, you know, that's what I'm thinking. That's how I'm planning to get to 100. And I like that you brought up the whole team thing because when it comes to you building your actual sales team and then like long term recruiting and possibly building your broker job, it gives you an opportunity to build a business long term that you can essentially automate and walk away from. So this whole entire fact that like your self-conscious about three, four, five years from now, while you still have your 12 month goal in mind, it means you're paying business to what you're doing. You know, oh, I have a five year plan. I want to retire in five years. So my goal is to go as hard right now, you know, selling and recruiting, building the team, because I want to be retiring in five years. You know, a lot of agents don't understand, you know, real estate is a transactional base business. If you don't sell a house, you don't get paid. And I don't I hate the feeling of chasing a commission, you know, a commission check. I don't like that feeling. So my goal is I joining XP to grow that passive income and the revenue share and the stock options. And I'm going to go as hard as I can for the next five years. And in five years, you know, hopefully my plan is to for my revenue share to be like 20, 30, 40,000 a month. And if I want to sell real estate, I'll do it. But I don't want to work. I don't work. So, you know, I'm planning on retiring very soon. That's the plan. Ricky, that's a pretty bold statement. How do you feel about that? Well, I mean, there's a lot of things that I feel, you know, I don't know if I can talk about it right here. But like, but like, I mean, a couple of questions pop up by my mind. It's like, number one, like, what does that look like? Like, what, like, what does retirement look like? And then like, because I feel like I'm retired right now. Right. So like, I am retired, basically. Like this is, I'm doing this for fun at this point. So like, what, what does that look like? And, and, and, you know, be like, how much, like, how do you, how do I ask this? Like, like, what makes it to where you can retire? Like, what goals do you have to hit, I guess, on a financial basis? You know, like in your mind, how can you retire financially? What in five years is going to enable you to do that? And what does that look like? Yeah. I'm, you know, I, I got to sit down and write those because I haven't even, I'm, you know, I don't know. I don't know what retirement numbers are going to look for me. I haven't gone that far. I'm just thinking, you know, go as hard as I can for the next five years, build that passive income, you know, where if I don't want to work, I can take a couple of weeks off, you know, or a couple of months off, you know, because I don't, you know, real say is a top business. Not everybody, you know, can do good in real estate. You've got to hustle. This is not the kind of business that you can't wait for customers to come your way, you know, you got to go out and get the business. And, you know, it's, it's, it's just a matter of, to me, I don't mind working hard, working 70, 80 hours a week, 100 if it's, if I'm working for myself. I used to be a mailman before real estate. I was working seven days a week, 70 hours a week. I was making like 3000 a month and I was killing myself. I had no life and I'm like, I, there's got to be a better way and I'm working hard. I work every weekend, you know, I wrote two deals this weekend. I don't mind working hard for myself if I'm going to see the fruits of my labor. So, you know, hard work doesn't scare me. It's just a matter that I also have a family. So I want to spend time with my family. So there's got to be a balance, you know, and I'm trying to find that balance for me, it might be different for you or one or everybody, you know, retirement might look different for me than for everybody else. So you just got to define what that means for you and then go, go get it. Yeah, that's what I was trying to figure out. Like what, what is it? What is it defined up for you? So, okay. Um, so what, like in the perfect world, you retire and you want to take a couple of months off. What do you do during a couple of months? Like what are you doing? Like what do you, what do you want to do? Like I really want to know. Travel, travel, travel the world, go, you know, I don't know, go live in the beach by the beach. Thank you. You already live by the beach, man. You're in Tampa. I'm always working. I don't get, I haven't been to the beach in like years, I think. I don't know. No kidding. I went to the beach. Yeah, bro. There's no time for the beach when you need to make icon agent or you want to sell a hundred homes, you know what I mean? So you got to prioritize your goals. Um, I think what I see for you is like kind of being, if you'll, if you'll start to build your personal brand and look at it from a branding perspective for your business, it will actually enable you because like I literally spend so little time on my real estate business at this point is ridiculous. Yeah. You know what I'm saying? Like, if I wasn't coaching and building a team and doing videos and doing all this other stuff, if I was just doing real estate, I would literally be doing nothing like I would wake up and spend like 30 minutes every morning making sure everything's good, which is what I do. And then nothing the rest of the day. And I might have like one or two days a week, maybe where I have to like go somewhere, go to a closing or show a condo or something like that. Yeah. So rare, so rare that I have to leave the house kind of thing. So because it's all past. Well, it's all past kinds of referrals. You know, we know what we know how each other operates. We know we've done this before. You know, we we know how to do the deals between me and my clients and my assistant. And I have this machine in place that's running on autopilot really, you know, it's crazy because it's like a single agent business to like, but it's really automated to such a point in like fine tune to where I'm literally in a retirement stage with my real estate business still closing 100 deals a year. You know what I'm saying? So you could actually this is something that you could actually accomplish in the next five years. If right now you start actually looking at it from a branding, a personal branding perspective and really go hard with the weekly email with you're already doing social media. If you just add the weekly email to it to kind of tie everything together and let it be the glue, you know, that really holds it all together. Then I can see where when you get to the point where you want to retire that it's retirement in a way, but you're still closing the same amount of volume, you know what I mean? Yeah. Oh, yeah. And that's definitely where I want to get to, you know, to where it's automated. And you don't, you know, I don't have to work as as hard as I'm working now. You're busting in on. Yeah, I work the whole weekend. You know, I'm at the office Monday through Friday. I mean, if I'm not showing I'm at the office tomorrow, I'm throwing a half a million dollar home in like an hour and a half away. Please, you know, I just I just go whatever, you know, wherever the client wants to go, I go, I show the house, I put the offer and, you know, get the deal done. So let's talk a little about that because I always wanted people's takes on this. So Ricky, how do you feel about show engagements, meaning you actually get the client, you introduce yourself, they know what you're about. And then you say, hey, I'm going to go out my assistant opened the door for you. How do you feel about that versus agents actually going down there showing themselves? I mean, I'm I'm I'm OK their way, right? So like real estate, such an interesting animal. That's what it is. It's an animal. It's mother nature and every like there's so many different ways to structure your business. And everybody has a different way. It's almost it's like a fingerprint, not a single agent builds or business the same way or structures their team or their business the same way. It's just there's, you know, how their clientele, their team, how they operate, what their principles are, what their what their systems are. It's a fingerprint. Everybody has a different way. So, you know, for showing agents, you know, it just depends on where you are in your career. Right. So like, if you're early on, I think you need to show all the properties. I mean, we're trying to build. We're trying to build relationships. You can't build a relationship with someone you don't see. But then there's a lot of different schools of thought on that because there's a lot of people who'd say, you know, that build a team from day one and build this sucker up. And, you know, so there's a lot of different, you know, schools of thought. If you get to the part where the point where Daniel wants to get where he's actually retired and still running a business that is producing a lot of volume. I like nobody needs to compare their self to me. All right, when it comes to this, right? I somehow can do it. I can, I'm still going to show the properties and all that stuff. So I'm not one to compare your business to. But for just general real estate agents, when you get to the part where Daniel's talking about, hey, you know, get you a couple of showing agents, let them handle the showings and, you know, you go drink my ties on the beach, you know, right outside your front door, you never go to. And, you know, let them do all the work and we'll, you know, split the money, whatever, you know, whatever works. It's all about whatever works for you makes you happy that you feel good about. Nobody can tell you what that is, you know? Nobody can tell you how to run your business or what's best for you or how you should do it. Nobody, you know? So I don't really have an opinion on it. I'm just, you know, depends on where you are, what stage your business. And I don't have buyer's agents. So nice. Cool, man. Well, listen, Daniel, good to have you on the show. Really enjoyed it, man. I think we, I think everybody enjoyed here and your little story, how far you've come, what your goals are, what you have going on. I think it's very interesting how you built your business on the credit repair versus the new home buyer situation. And it's going to be really fun to watch your journey from here as you grow and try to hit those big goals. And I'm excited to be on the team with you and help you and watch you grow. Where can everybody find you? They can go to Instagram, best realtor in Tampa is my handle or in Facebook, best realtor in Tampa Bay. What's your website? My exp website is Daniel, Daniel, a press.exprealty.com. You've got to get the best best realtor in Tampa dot com going. I had to do my best realtor in Tampa dot com, too. So either or. Yeah, they can find me there. Nice, man. Nice, man. Well, good chat with you for a little bit. This is us signing off. If you guys would give us a five star review on this podcast, me and Juan would appreciate it. We're going to be back next week with another killer, high producing real estate agent. And if you guys know of any really high producing or interesting agent that you would like us to interview, just hit me up on Instagram at Ricky Caruth, where I answer all my DMs. And Juan, where are you found? You could find me at Latino agent and we will be releasing the new platform for this podcast and for more real estate agent training tips. If you yourself find yourself in a situation where you feel you completely crushed last year or you have some unique system or model when it comes to your real estate business, reach out to us. We're open to having new guests on the podcast. We want to hear about how agents are disrupting their markets, how agents are scaling their business and what you're doing to stay relevant in today's world. So reach out to us. We're friendly. Shoot us a DM. Have you ever, Daniel, have you ever seen an Italian real estate agent make their handle Latino real estate agent or whatever he said? That's what you have now, bro. We'll see you guys. Have a good one. We'll talk to you guys soon. Take care. And we're finito. That's funny. That's good. That's good. So you're Italian Juan? I'm not Italian. I don't know where Ricky gets it. He just liked meatballs. So what are you? Parcerito, not Spanish. Colombian. Colombian. Yeah. I'm not single. Let's go. Kotados. We got to teach Ricky some Spanish. Un poquito. That's it. Hell yeah. Hell yeah. So you can kill it in the Spanish market, too. Daniel, before we go, what can Ricky and I do better to help you grow your down line and just make this entire experience better for you? Just answer the phone when I call you with somebody on the phone, ready to sign up for you. Give us something else, man. There has to be something we could do as far as something that EXP is fucking got, you know? What, you know, what I really would like to do is an event, you know, get you guys out here and that would help me a lot to grow the team even more. There's no team in Tampa. There's no dummy in an EXP team in Tampa. OK, there's a huge one in Miami and they're doing really well. You could go that out there. Yeah, there's a big one in Orlando, too. OK, as a lady called Veronica Figueroa, the Figueroa team. Yeah, like 900 age and she has a big team. But I'm trying to take over Tampa. You know, that's my goal. So so listen, give us some awesome dates in the future. Obviously, it's a little weird right now with what's happening. But like I said, if you could put something together for five, six, seven months from now, Ricky will go ahead and do a real estate training. I'll go in on the back end. We'll try to build something out. But we'll see how the whole event thing plays out. Daniel, can you get all the all the emails for all the agents in Tampa, Clearwater, St. Pete, all those areas that you want to crush? How? No, I'm asking you. No, I don't I don't know how to get them. What about your MLS? Well, I guess I can I can go to Jitar and see if they give me that information. I don't think they will. But you could go into each agent and have like pay somebody a pay a high school agent and high school student, eight dollars an hour to copy and paste all of them. Ricky, I got three dollar hour VAs, man. You're overpaying over that. Well, anyway, bro, here's what I'm saying, man. If we could somehow advertise to to them about me. OK, do a do an online event just for them, right? And at the online once we once we get close to like the vaccine being over with. Or fuck that. I mean, as soon as the vaccine's over with, we'll just do a huge live event. We'll just blow that shit up as soon as soon as like a vaccine comes into place and like we can have events and shit, bro. Just I'm there. Like, well, so well, so rapid testing at the door. Yeah, I'll be there with a little laser momometer and shit. I'm there, bro. All right. Later, guys. Guys, we'll talk. Take care.