 You know there's people that make a million dollars? Man, let me share this. Write it down, write down the list. The more the merrier. Ladies and gentlemen, make some noise for Ricky! Karoo! He is an investor, a speaker, and soon to be remembered, in my opinion, as a legend in the industry. The cool thing about what he was doing was he was documenting everything. Like he would post his calls, his work he was putting in, the strategies. He was sharing everything. You've got two or three that's really working well, but you're scared of the business you might lose by not doing the other seven or eight. No buyers, ages, no listing. It's me, I was all that up. Why would you use social media to attract buyers to your business when you could attract sellers to your business? You can do more and less time with property owners. Not for listings, necessarily. They're the best buyers. Every time I moved it was because I just was bumping the top of where I was. We have a choice to create our own quality of life. And I don't believe everybody understands that. We're gonna be around four million transactions. This is 2008, ladies and gentlemen. You're here. Okay, so for the main attraction, I need everyone to get up. Get up, get up, get up. Let's get some Miami energy. Let's play that walkout song. What walkout song we got? Let's hear that song. It's coming through. I want everyone to give it to you. You! Woo! Mr. Ricky, the roof! And his daughter, Willie, the roof! Woo! He's restarted, made it, lost it, made it back. Now in this industry, he is the largest. A lot of these coaches are teaching you garbage. Ricky does it for free, doesn't charge you. Got the sauce, I can eat it, some tartar. He was broken homeless, sleeping in the car in people's couches. It was hard, and people doubted. Then he started flipping houses. Woo! And my beautiful wife, give it up for her as well. Thank you guys, make some noise. We've been to Sarasota, Vegas, and here all just in the last 30 days. So we have a seat, have a seat, have a seat. What'd I do with the clicker, here we go. Yeah, so we travel a lot. We've been to Vegas, Sarasota, and now here just in the last 30 days. So we're on the move. But we love Miami. All right, we left here. We went to the Sea Aquarium. Sea Aquarium? Yeah, Sea Aquarium. Went there yesterday. This is the only place in the world while we love it so much. This is the only place in the world you can leave here. Takes me 30 minutes to get there. And then an hour and a half to get back to the same spot. God, we love Miami. I was like, we gotta be a dinner at five. So if we leave at 4.30, we'll be good. It's a 30 minute drive. Now let's test you guys. How many people here wanna make a million dollars? Okay, so how many of you guys are following me already? Okay, he might not follow me. Okay, are you okay? So I got in in 2002, I'll make this short. Made a million dollars, lost it, and then built my business back to a million dollars a year. So you're gonna learn from somebody who has actually did it. And I think that's very important. All right, in 2016, I said, man, let me share this. Cause actually I hired a coach, and I was like, this sucks. I need to coach, cause I could do better than this. The way that I built my business is very unique. I said, I have to share this. Let me write some books. Let me start speaking, writing, coaching. And eventually became the first completely free real estate coach in the world, zero to diamond. And the entire mission was, let me teach everybody how to do this for free in an attempt to reduce the failure rate in the industry one agent at a time, right? Now, question, hands. How many people here feel like they wouldn't even be in the industry if it wasn't for zero to diamond? Stand up. I wanna see. Go ahead, stand up. How many, how many, how many? So we reduced the failure rate in the industry right now in this room, give it up for them. Now, making a million dollars a year, right? Let's think about it. How many people actually make a million dollars a year in the industry, right? Less than 1% of 1%, would you guys agree? The question is, is do you believe that that is the only amount of people that there's room for it to make a million dollars a year? That's what we have to wrap our head around. And I mean, okay. If you don't look at me and think, if he can do it, I know a million percent I can do it, okay? Every single one of you guys can make a million dollars a year. Can we put that out on the table? Can we believe that? So if we're gonna believe it, then how do we do it? And that's what I wanna talk about today, okay? The top 1% of 1% who make a million dollars a year, they've really nailed down this one skill, this one thing, and that's what I wanna cover today. Are you ready? Okay, calm down. First thing I want you to do is I want you to think about all the different ways that you generate leads, okay? Think about it right now. Think about all the different ways that you generate leads. Kind of make a list in your mind for a second. Cold, cold, sphere of influence, social media, right? Break all those down into, you know, sub-levels, you know, circle prospecting, expires, you know, Instagram, stories, ads, Zilla, whatever it is, right? Okay, you got it, you got your list. Take two seconds and write it down on your phone. If you're not taking notes, write it down. Write down the list. The more the merrier. How many lead-gen activities are you involved in right now to build your business? Just write it down. I'll give you a sec. This is going to be a semi-workshop to help you visualize, and I'm gonna change your entire business right now today, because as you guys are writing this down, just to let you know, this is life or death to me. That's how much I eat, sleep, and breathe trying to help people succeed. When I go to sleep at night, tonight, I'm gonna know I did everything I could do to help you go out and make a million dollars a year. Whether you feel for your end of the bargain of that over the next three to five years is on you. It's not gonna be on me. That's why when you guys hear me up here, hear me on a video, see comments where I'm slashing back at people, because when you get close to 100,000 subs on YouTube, the freaks come out. A guy on Instagram the other day said, you're a little, what was the word he used? You're a little aggressive one-on-one. I was like, are you kidding me? You've not seen my Zoom calls? Have you not seen me on stage answering questions? I'm the same person online, in-person, rich, poor, I'm the same guy. You got your list? Okay. How many people have one thing on their list? Two. Okay. Three. Four. Over five. A lot of you didn't raise your hand, what's up? Is that zero? Okay, you've got your list. This is how you build your business. You guys know, this is the front end of your funnel. Without this, there's no business. Of course, we have to get the next part of the funnel and the next part, and we have to get to conversion and we have to get to the deals. But if this isn't happening, what we just wrote down, we're not gonna get there. Now, lead generation for the next generation. This mic is weird. I feel like I'm wearing a crown, I'm at like America's beauty pageant or something. Never wore the... What do you guys think is lead generation? Now, what do you think is the lead generation for the next generation? AI, talking to people. What's up? Belly to belly. Damn. Damn. You gonna buy a house? Like, do you have an agent? Social media, man, got to be. So when I was asked to speak about this for another group, I looked at that and I thought, what in the fuck? Do they want me to teach agents how to attract Gen Z to their business, to buy and sell? Or they want me to teach Gen Z how to generate leads? I didn't know. So I was like, I'm just gonna talk about what I wanna talk about. Here's my point. I felt like it was how to help Gen Z build their business. How to help Gen Z prospect, okay? And I feel like in this world, in this landscape, there's too many things. There's too many options, okay? So it brought me to wanna speak on efficiency behind lead Gen, okay? Now, this is the part I want you to get. Efficiency in lead Gen. For me, this is lead generation for the next generation because if you can get this, then you can actually build a masterful business. The ability to focus on just a few lead Gen activities, to produce more results in less time, sacrificing business, sacrificing business in other lead Gen activities. Now let's think about it for a second. If I'm doing five, the reason why a lot of you do five, 10 things, because why? You've got two or three that's really working well, but you're scared of the business you might lose by not doing the other seven or eight. And the time you spend on the seven or eight is taken away from the two or three that's crushing it for you and you stay average. If you ask a top producer at the end of his career, how did you do it? What was your lead Gen? How many lead Gen activities did they normally say? One, I did it Zillow. I did it Circle Prospecting. I did it Social Media. And by the way, there's not a single, name the weirdest lead Gen activity you ever heard of. Belly to belly. Belly to belly. Belly to belly. That is the strangest one I've ever heard. But you know what? You know what? I guarantee you there's an agent out there that made a million dollars belly to belly. And they could write a book on it, how to make a million dollars in real estate belly to belly. First off, eat a lot of hamburgers and pizza. Don't go to the gym, spend all of your time. Oh my God. My point is, is there's not a single lead Gen activity. People say, cool, cool, don't work. Social media sucks. They talk trash about these other lead Gen activities. You know there's people that make a million dollars with what you're talking about sucks? There's not a single activity that I've ever heard, even the craziest stuff, that has it, there's not an agent that made a million bucks a year doing it. Hundreds of thousands of them. Not a single one. Understand that, that it all works. It may not work for you. And this is where the work lies, is figuring out what works for you. I can tell you what my, you know, at the end of my career, what was it? Circle prospecting. One thing, did I dabble in expires? Did I dabble in social media? Did I dabble in for cell barriers and Zilla? Did I dabble? Did I dabble? Yes, I was always testing. But what was my bread and butter that I spent? 90% of my time on. What was working for me? Circle prospecting, call them random property owners, getting to know them, explaining my influence into the market, emails and postcards. That's it, that was me. That's how I made a million bucks a year. And guess what? I ignored social media. I didn't start doing social media until I started coaching. I still don't do social media in my real estate business. It goes to my point exactly. Here's what's working. Everything works. Here's what's working for Ricky. I know I'm probably losing business, am I not doing social media, but I'm okay. Sacrificing, I'm okay. Sacrificing that business in social media to focus on just a few so that I can produce more and less time. Efficiency. It's like selling 100 properties a year as a single agent. I did that for eight years in a row. With an assistant, no buyers, agents, no listing. It's me, I was all that of it. And towards the end of that, like the last two years, got so many hours, I was working a week. 10 to 20 at the most. Why? Because I did exactly what I'm gonna share with you today. And I built my snowball up to the point where I'm not gonna run the ending. But it's called efficiency and realizing efficiencies. Now, how many of you use social media to build your business? How many of you don't use social media to use business? Okay, how can you not either use or not use social media? The ones that are using social media, are you using it to attract buyers to you? Raise your hand to the people that did social media if you're using it to attract buyers to your business. Okay. The question lies, would you rather have 30 listings? Or 30 active buyers? 30 listings, okay. Would you rather have 30 active buyers? Not the listings, but 30 active buyers. You'd rather have 30 active buyers than 30 active listings? No, no, no, I said one or the other. Okay, anybody want the buyers over the listings? No one, okay. So why would you use social media to attract buyers to your business when you could attract sellers to your business? It goes back to efficiency. Efficiency to me is, who's my audience? Who am I prospecting? Make some noise real quick. I'm feeling something, I'm feeling something. Some type of way in here. It's the air, it's the salt. Efficiency, property owners, okay. Now, why did nobody raise their hand for buyers? Because you know that property owners are the most efficient. You can do more and less time with property owners. Not for listings necessarily. They're the best buyers. They don't need education. They just, they're just like, oh, I'm gonna borrow this, Ricky, will you do the contract? Yeah, I'll do it. Of course. As opposed to a Zillow lead, which God bless you, where I'm driving around town. We all are gonna make money at six, seven o'clock at night. I went to Michael Jackson in Vegas so I'm kind of, you know. We all make money at six or seven o'clock at night as in real estate. The question is, are you at home chilling with your family, eating dinner, relaxing, with not a worry in the world because eight of your 21 listings are being shown? Buy an agent that does YouTube videos to attract buyers to their business. We have a choice to create our own quality of life. And I don't believe everybody understands that. We just think, buyers, so money, do deals. No, it's unlimited. You cannot handle every single deal. Can you handle 100 pending deals at once? Anyone? No, there's a breaking point. So it comes down to how much can you handle? That's all it comes down to. I refer to it as my cup. How big is my cup? How much can I handle? I'll tell you what mine was. I could handle 20 to 30 active listings in 10 to 15 to 20 pending deals at once. That was my happy place. I'd stayed there for years and years and years. That's where I love to be right there. I didn't want any more. I didn't want any less. You gotta find your happy place. Some people have two pending deals and four listings and their week is shot. And I don't know what they do for 40 hours a week doing that. I literally scan through my pinnings and scan through my listings every day like, okay, do I need to call them? Do I need to do this? And I call a title company and we call the buyer and catch up on that or whatever. It took me like 30 minutes to go through all my deals and now I got seven and a half hours to get more stuff under contract and list more properties. Efficiency. Not letting stuff hang you up forever. We'll see, volunteer. Don't be scared. You, good-looking sir in the back standing up. Happ? Well, let's, I can't see you yet. How many active buyers and sellers are you working with right now? Got it out of the door. Park a lot, your car's there. Get the fuck out of here. This seminar's not for you. Shoot. All right. How many active buyers and sellers are you working with? Okay, the most common answer is four. Every time I ask that, the most common answer is four. Four, four, four, four, four, four, four, four. You guys realize statistically that's 0.8 deals? You think you're working on four deals? You're statistic. You might, two or three of them might buy something this time. Statistically, the average is 0.8. So you're working, if you're working on four, you're working on nothing. But it's a fact. If you wanna close one deal a week, who wants to close one deal a week? It's real simple. 15 to 20 active buyers and sellers at all times. You wanna close two deals a week, you do what I did for eight years. You have 25 plus active buyers and sellers that haven't moved forward, that haven't ghosted you, that aren't under contractor listed, that are thinking about doing a deal with you. It's real simple. So how do we get the active buyer and seller? We multiply that till we have 10 to 15, we keep it at that level. We'll close one deal a week. This is not hard, ladies and gentlemen. And trust me, I grew up in a trailer in Alabama. If I can figure it out, then you can do this. Make some noise for the Alabama tool. Beautiful over in the trailer. How many people are scared to talk to people? Why are you in real estate? I don't know how far I can just go to healing. This entire career, you've got a real estate license. It's 100% predicated on you talking to people you do and don't know, mostly that you don't know, to help them buy into a real estate. But you're scared to talk to people? This is your job. Now, and this is the reason why most people will never get to a million dollars a year right here. The only thing between you and a million dollars a year are thousands of one-on-one conversations with people in your market. Is that easy and it's simple to understand or what? It's really that easy and simple. I don't care how you do it. Use social media, use Zillow, cold call, direct mail, door, I don't care how you do it, guys. I don't know how to make that any more clear than I can. But you better figure something out because you can drag the thousands of conversations over the course of your entire life and never get there, which is what most people do, or you can cram those thousands of conversations into three to five years and get to the million so that then what? But good, this brings up a whole new thing. When you get to the million, then what? Nothing. Most people, most agents are only focused on getting to be the top and they don't even think about afterwards. When in fact, when you get to the top, guess what? You made a million bucks, woohoo. January 1st comes, what did it go from a million to zero? And now you gotta work and climb that million dollar mountain all over again. It's very daunting because you get paid only based on if you're only good as your last sale. So now we have to start thinking, what would that next thing be? Because I don't wanna be in this rat race forever, but you're never gonna get out of it if you don't understand, we gotta get there faster than we go to the next thing. A lot of you are thinking, I'm gonna make a million bucks to retire. So therefore you're basically setting your goal up to hit a million bucks by the time you're, what, 70, 80, 90? No, let's get there in the next three to five so that we can actually get to the part where it's fun. Oh, okay, real quickly this. And then I'm gonna talk about that. When I lost everything in 2008, I was sleeping in my car, I was homeless, eating out of people's refrigerators, bankrupt, roofing houses, working on an oil rig. I thought I was a real estate mogul and all of a sudden I'm sleeping in my car. But thank God I was in my mid-20s because I was learning the same lessons as people in their 40s, 50s, and 60s that were right next to me doing the same stuff. But what did I learn through all that? One, closings never stop. It's like right now, this is 2008. You guys realize this? Prices haven't crashed, but transactions are at 2008 levels. You realize this? How many people are keeping your head above water right now? And if you're not raising your hand, you're just not, you're about to quit the business? Right now it's so crucial because it's a rubber band and the further it gets pulled back, the harder it snaps. I'm gonna show you a diagram in just a second but the second thing was relationships over transactions. I didn't get this in the first part of my career. I was just calling 10 people who wants to make 200,000 a day. Oh, you will, one out of 10. I'll list it still on the day. Close, make 20, 30 grand, never talk to you again and just call 10 more people. I thought that was how the business was done. They didn't wanna stay in touch with me because they're not rebuying it to an inflated market and I didn't need them because I could just call 10 more people. It was a false sense of how the business actually works to build a career. And speaking of careers, in 2026, are you gonna care what you made in 2023 or four? At that time, are you gonna care what you make in 2026? 2026, we need to be thanking every single thing that we do. Needs to come back to how does this blow my 2026 up? Cause that's all I, I pay to be here. I didn't get paid to be here. I paid to be here. Why? Because I know everybody in this room is gonna do business with me in 2026. And I'm willing to invest my time and money on my 2026 self. You need to be thinking about the same thing in your real estate business. You heard everything that I've been talking about, three to five years to have the thousand conversations to get to the million dollars. I wanna help you guys build your career. I could give a shit about 23 or 24. I want you to have a great 24, but I want you to understand those are seed planting years. That's not gonna be the year. We're gonna crush it. We're gonna have our best year ever, but that's just, that's just, that's not even, that's just surface level. We're not even breaking the ice. They're such bigger things. And I want you to start thanking this way. When I got back in the business in 2008, which by the way, okay, when I got back in the business in 2008, how hard do you guys think it is to sell a property in 2008? If you think it's hard, make some noise, okay? If you thought it was easy, make some noise. It was the easiest thing in the world to sell property in 2008. Why? 50% off. You know how easy it was to sell property in 2008? Much easier than today at these all-time high, crazy prices that are gonna continue to go up, by the way. You've got YouTube gurus and even mainstream outlets who indicate prices drop in 20, 30%, right? What would happen? How many people here have buyers who are waiting on prices to go down? Raise your hand. Bridgette, that's right, I'm no dad. Let me just ask you, if prices drop 20, 30%, what's that gonna do to your business? Blow up. Your business is going to explode. So I say that to say this, you win either way. You can't lose in this business. And part of the reason why a lot of you aren't crushing it is because you weren't committed to the business because you don't know if it's gonna work. You're scared the market might crash. You're scared the NAR lawsuit's gonna go through. If our agents are gonna go away, you're scared that something's gonna replace us and AI is gonna come in and whatever. All of those things enhance the opportunities for you to crush it. And so, thanks mom. But I have that all over. And so if I could take that lack of confidence that you have in the market to allow yourself to go all in because you're worried about external factors, then you actually take that opportunity to go all in, you will be a force to be reckoned with. Why? Because hardly anyone does that. In 2008, I realized that nothing can take me out. That I'm good. That's when I went all in on the business and you're not going to crush it until you come to that realization. Makes sense, right? So did all of you come to that realization right now? Are you gonna go all in on your business? God, I hope so. God, I hope so. When I think about relationships over transactions, this is career building language. This isn't sales. This is service. This is helping. This is building a career where you can actually make a million. The only way to make a million dollars a year, guys, is from the compounding of your database over time, right? You're not gonna make enough cold calls in a year to make a million bucks unless you're selling 10 million dollar properties or something like that. When you build a business where your database is so large that you never have to prospect again in your life, what kind of business is that called? Do it yourself, I claim. Pipeline, referral, a sellable business. So the Alabama comes out of me every once in a while. What's your name? I can write it. It says, oh, that's. Jan Orational, a million dollars. All right. So it's called a residual business, okay? If it produces deals without prospecting, that's the definition of residual, all right? Now, what's the objective of a residual business? You don't make it funny, we don't worry. What's that? That's all pretty good. That's actually all pretty good. Not gonna make fun of anybody this round. The objective of creating a residual business is to invest into passive income such as rental properties, for example. Good, good. Now, we think about, you know, making a million bucks. Do you think about what you're gonna do after that? Work your ass off, try to make a million bucks again every year. You have to be thinking about this. There's gonna come, how many of you wanna sell real estate till the day you ever live a little, a die? Really? You wanna sell real estate, you wanna show property, you wanna go to listed appointments, you're gonna do all that till the day that you die? No. I watched two agents make phone calls till they died. Not a joke. Died of old age, in their 70s and 80s, found out they were dying. Legends in our area, incredible guys, mentors of mine, found that they were dying, guess what? In the office, the next day of calling and expiring them for sell by owners. We're like, what the hell is going on? Like, is this the ghost of Bob? Yeah, I thought of that. And my broker's like, he's doing that. He knows he's dying, but he wants to leave his wife as much as possible, right? Made calls till three days before he actually died because he couldn't get, that was the point where he couldn't get out of bed, and then he died. What? I watched it happen with my own eyes. And that was huge for me. I'm not gonna live like that. Let's see, I can't remember that exact year that that happened, 14, 15, it was in there. Couple years later, I'm like making videos, coaching, trying to build a brand, build businesses outside of real estate sales, buying rental properties, right? We have to be thinking about this because even if you want to sell real estate till they eat up, because I said, I'll sell real estate till they die, I love it. Until the day came that I didn't. I hope none of my past clients are watching this right to second, but... They would call me, million dollar deals. I look at the phone, I'm like, oh, God, didn't want to answer it, cringed when deals were coming in that would make me 20, 30, $40,000, and I'm cringing. And that comes from 20 years of grinding my ever-living face off to build this business. And all I could think about the whole time was a million dollars a year. But the day is gonna come when you cringe, when you see that client calling and you're gonna wish to God that you had number one, had thousands of one-on-one conversations with people in your market and built a brand, sent a weekly email on the same day of the week forever so they never forget who you are and they do business with you forever so that you can make a million bucks working 10 to 20 hours a week. And that you bought rental properties or bought into this business or bought some passive income somewhere where now you're not selling because you have to, you're selling because you, and that's the secret to the whole thing. Then eventually you're like, I don't even want to anymore. I'm done. Good thing I got a hundred thousand a month coming in and all this stuff because now I can chill. Good, good, good. I like this, this vibe is, this is the vibe. I feel the fangirls of me with the dancing. This is lit. I feel like I've made it. Now, now this next slide is gonna be a surprise for not only you, but also me. Ah, my favorite. The market never goes to zero. I told you, Juan. Had no idea what I was gonna say today. Don't laugh. It's not a joke. The market never goes to zero. This is what I learned, okay? Closings will happen every single day for the rest of eternity, regardless of market conditions, ladies and gentlemen. You realize interest rates just hit, mortgage rates just hit 8%? Who cares? I don't. Why? Okay, look at the chart. In 2008, we had 4.12 million transactions. This year, this is even off. We're gonna be lower than 4.3. We're gonna be around 4 million transactions. This is 2008, ladies and gentlemen. You're here. This is it. Which is as bad as it's gonna get. Now, what you need to understand is that prices go up and down every year. Every year. You see that? To the moon, down, to the moon, down, to the moon, down, every year. They're going down in the fall, they're going up in the spring, blah, blah, blah. Every year. It's not hard to predict what's gonna happen in the market or the prices are gonna come down this fall or the days in the market we're gonna shoot up, inventory is gonna shoot up. It happens every fall. And so the reason why I did the 30 listing challenge, you know, for the fourth quarter, was because if you walk into 2000, if you take advantage of what's happening now with inventory rising, days in the market going up, when days on the market go up and inventory is going up, you should be saying, thank you Jesus, because I can stack inventory. I want 30 active listings right now so that when I go into 2024, I'm on fire. It's a three-month-like business. So who wants to crush it in 2024? But I'm not doing shit till January 1st. It's a three-month-lag business. You're gonna start 2024 and January 1st, you're not really gonna get much out of that till March. If you wanna crush 2024, it's gotta be all 12 months, which means, well, you gotta start three months before the beginning of the year, really getting after it. Life or death? This is life or death. I gotta go. I gotta make a million bucks right now. Up down, up down, up down, take advantage of it. It's never gonna go to zero. Does this chart, does it go to zero anywhere in here? Even 2008, the worst, great recession. Go back to the depression in the 20s. Did prices go to zero? No, did transactions go to zero? No, did prices go down when interest rates went to 19% in the late 70s, early 80s? Did prices go down? Was their year of price decreases? There were maybe some ebbs and flows. Nationally, we didn't see any negative years. We see ebbs and flows every year. This is just an illustration of my business. I got back in 2008 because of what I did eight, nine, 10, 11, 12, 13, 14. What I did on those down years is what got me to 100 deals a year. I didn't do anything special in 2014. I did the same activities, eight, nine, 10, 11, 12, 13. The same thing, every day is the same stuff. I didn't change my business at all. How to get to 100 deals, two things. Snowball of people who knew I was getting the weekly email and market resurging. See the red, that's the market. When the market resurged, my business exploded. This is your 2008. I don't know how to get this into your head. Good enough. This is your 2008. The market is going to rebound violently. We're gonna go back to five million transactions violently. The question is, are you spending the time now to plant the seeds, build the relationships, put them into your database, nurture those until the sellers who, the only people buying is selling right now are what? Well, people that have to, okay, they have to, for whatever reason, and investors. That's the only people buying to sell it. What you're doing is you're taking people who don't really need to, and you're trying to turn them into a deal. Guys, quit trying to turn people who just want to, that are probably saying they would if they could type stuff. Quit trying to figure out how to make them a deal and realize their deal when the market rebounds. Stack those people up. The way I made a million bucks a year was off people that weren't ready to buy or sell. And understanding the value of those people who knew me. The more people I can get that aren't ready, the bigger my business is gonna be. Because remember, I'm working for 2026. I don't care about this year. And through the process of me trying to have the thousands of conversations with people in my market to find the people that don't want to sell, I'm gonna find so many people who need to today and my business is gonna be even larger than it would have been if I wasn't having the conversations. That's where I live. You guys know Alabama had beaches? I grew up here. I grew up selling all these condos. That was my specialty. My dad's still there running the listings of sales business while I'm on the road. Shout out to dad. Shout out to my mom. She had me and her hair salon answering the phone when I was eight. So I was like, I don't know what I'm doing. I don't know what I'm doing. I don't know what I'm doing. Eight. So I was like basically making cold calls. All right. Come to Gulf Shores. Hang out on a condo. Come have some coffee with me. I might sell you a condo or two. You know what I mean? Okay. I got one more slide and then I'm gonna take two questions before we bring the panel back. Okay. So you've got a question. Think about it. Hold it. We'll have a mic runner. Who watched the 30 Listing Challenge? Okay. Who wants it? It's cold calling. It's direct mail. It's social media. Right? I tell you how to get 10 listings in each category. Right? That's 30. And it went... Who doesn't believe they can get 30 listings in the next 90 days? Okay. One. Really? Everybody here is that confident? Okay. How many people here do not believe they can get 30 listings in the next 90 days? I haven't even got three. Five in my whole life. I'm gonna get 30 in the next 90 days. What the hell is he talking about? When you watch the training, the replay of the training, you're not gonna be able to unsee it and you're gonna walk away and you're gonna be like, wow, I actually can do this. Anyone can do what I talk about in this training. Okay? You ready for it? All you have to do is text me right here. Put your contact information in and you can have it. You don't have to take a picture. You can just text right this second. Well, I'll do it later. That's like a real estate agent's famous last words. Let me just take a picture. I'll put it on my to-do list. You okay to see it back there? I can't see you. Are you ready? Two, five, one. Three, one, two. Eight, eight, four, four. Two, five, one. Three, one, two. Eight, eight, four, four. Got it? Yeah. Okay. We got a mic runner. I'm gonna do two questions before bringing the panel up. Just raise your hand. Gio. I can't see anything, so I don't know. Yeah. All right. What have you done? I have repulsion. All right. All right. Yeah. Yeah, afterwards. Yeah. I'm gonna be here as long as you guys want afterwards. Everything. Well, a lot of your trainings, the things you stress during the day, the weekly newsletter or weekly email. Just go to startmyweeklyemail.com, bro. What's up? Yeah, startmyweeklyemail.com. You can see every email that I sent to my clients for the last year. And there's a training. You can get my templates. All nine yards. Startmyweeklyemail.com. Start my George. So I'm curious, we know buying it don't want to buy it right now. What do you think buying it don't want to start buying it? I don't know. And I don't care. I can care less when buyers want to buy. That's not, it's out of my control and it has nothing to do with the growth of my business. I'm building my 2026 business and anything I sell between now and then is a byproduct of what I'm doing to build my 2026 business. I know one thing. Transactions will never go to zero. And there'll always be more business than I can ever do myself. Right? There's more, there's more deals available to me than I could ever handle. That are available to me. They're available to you. They're available to you. Every single agent in here. There's more deals available. The reason you want, you can't get to all of them. Because why? You have to talk to the people, create their relationship, go through their nurturing, get to the point where they're ready to do something. You know, show them property, list it, go listing appointments, negotiate. It's a process. You can't handle it and you can't do it, but so many. So there's more than you could ever handle. So quit worrying about when buyers are going to buy. They're buying right now. There's 4 million transactions happening in the country right now for existing home sales. There's plenty of business happening. Is that what you're worried about? That lack of business? What are you worried about? What the fuck was that? That holy shit. Wow. Oh my God. This AI shit's getting wild. Damn. I'm going to let it answer the next question. Well, what are you worried about? I just quit wording all my renters right now into... You do rentals? Oh shit. The door's right there. Man, listen to me. Listen to me. Listen to me. Listen to me before I'm going to go to one more question here. Renters don't buy. Maybe a lot of renters rent forever. Let me ask you something. If you have the opportunity to talk to a limited amount of property owners that already own the property that buy and sell stuff all the time and there's a limited amount of them to work with and talk to and create relationships with and build your business around, why would you talk to a renter? Listening. Okay. Like transactions like buys and buys and sells. What's that? You could have done 250. But you could have done the same work for 250 deals that make you $15,000 per deal. It's called efficiency. Yeah. Well, that's what I'm learning now. That's why I'm here. There you go. Yeah, by the way. Good. Good. Good. Build it up. Build it up. Build it up. One more. One more. Okay. Yeah. Hey. Yeah. So, my question is, we're talking about 20 clean sex, right? And build the 20 clean sex. Yeah. And all the things that's going on. Okay. Now, there's many ages like you said that are dropping off, right? Right. Maybe there's a bunch here that are wondering how are you going to get it to next month? Okay. And how are we going to get to the end of the year? Yeah. So, for all of those that are wondering right now, they're considering what you're going to do right while they're being in these fear to make sure that next month, I can close at least one deal and get back. And then the following month, the same thing. So, I think we're ending that to 2020 or in May. For me, step one will be to get a job. If I'm dependent on closing a deal that's not under contract to pay my bills, I'm getting a job tomorrow. I've always had two jobs, by the way. When I was roofing houses, I was serving tables at night. When I was working at the Origaver the week, I would come back and work in my real estate business. Always had two jobs. I've been a real estate agent and a coach, same time. Always had two jobs, always. So that's like, if you're in the financial situation where you can't pay your bills, time to get a job. I'm too good to work at McDonald's. Well, you might not make it if that's your attitude. I'm willing to do, it comes back to the question, are you willing to do whatever it takes? Because a lot of people say that. But do they really? No, I'm not going to do that. I'm too good for that job. Give me the job then. If I'm in financial dire stress, so that's the first thing. I'm speaking generalities. I don't know your situation. I don't know the other agent situations in here. But that'd be the first thing. To your question, what do I do to go out there and get a deal? I don't know what works for you. That's the work of the business. Every single legion activity works. But what works for you? Only you can figure that out. And that's the work in the business. That's why so many agents fail. Because they fail to figure out what works for them in the business. Something will work for each and every one of you. But you fail to put the work in necessary to get to the point where you figured out what works well for you. And sometimes that takes a while. Sometimes they could take months or years to do that, to go through that process. I know agents, I took me eight months to get to my first deal. And that's still to say, I hear agents all the time that go eight months without their first deal, six months, something that deals in their first month, which is dangerous because then they have a false sense of security of how the business actually works. I see a lot of people do deal their first or second month and then leave the business in eight months because they only sold either no more or maybe one other one and they could get any momentum because they were like, oh, I made it and they don't do anything to try to actually build a business, which is a recipe for disaster. I don't know. You're going to have to figure out what works best for you. But I can tell you this, you better be aiming to work towards talking to as many people as you can every day. You're either going to be called, you're going to call somebody, guys. You're going to call prospects or you're going to call bankruptcy lawyers. You're going to call the utility. You're going to call your landlord. You're calling somebody. Thanks, mom. All right. Thank you, guys. When it comes to you getting more experience as an agent, start shadowing top producers in your office. Ask them if you can go on the listing appointments with them. Ask them if you can go on showings with them. Whatever you want to do right now in your business, in your local market, someone's already doing it. So you don't have to figure it out on your own. That experience, that clarity, that comes with time. It comes with repetition. No one becomes amazing at basketball or baseball or any sport for that matter without doing it over a long period of time. And it seems for real estate. So don't think of it as like you being in a place where you're at a disadvantage. If anything, you have an advantage because you have more time. So if you're a new agent in this market, it's the best opportunity, in my opinion, over the last 10 years to get started because we're headed for a complete reset where everyone's leaving and now you have this opportunity to make your name and get more market share. Does that make sense? Why have you decided to... moderate? Hey guys, I'm gonna say something about my great-grandmother's estate. I'm going to go attend the National Routes Day, where I work in the New York Army in Mayanna and Tando. And one of the things I've heard everybody here talk about, just a little bit, was that it sounds like everybody had full involvement in the idea. And one of the things I've been struggling with with the idea is that I've had a kind of spirit to... I met horses that were enough to To punch it. And so, yeah, believe in your careers. Do you realize it's like, all right, it's trying to get different comps, like in what were those things, what were those indicators that you said, it's time to like seek a change, and then what was that change? Whenever you plateau out, I heard half the question, but whenever you plateau out in your business and you feel that pressure on your shoulders, like, oh man, I could grow some more if I did, if I changed brokerages, changed coaches or got exposed to different people, when you feel that pressure on your shoulders, because I was a seven different brokerages, and every time I moved it was because I just was bumping the top of where I was, and I became the top agent in that company, and I learned all I could learn there, I was like, I'm not learning anything else, I'm not growing, my income isn't going up, I'm drowning, I'm suffocating myself, so I went somewhere else where there were some more hired producers and more to learn, doing pre-construction, doing whatever, right? So I just think when you, it sounds like you feel that pressure right now on your shoulders, like, man, I could really do some stuff if I just knew some different things, that's with it. If you need accountability in this business, you're not going to make it. As far as when you need to take coaches, the day your coach becomes your friend, you're in trouble, yeah. In my opinion, does your coach, your coach is not their bigger friend, your coach is your coach, there's a big difference. That's the thing, right? And in the time I was literally like, I felt sometimes like, we set this goal, and in the next conversation, I'm waiting to get the question, and the question that we're calling is like, I'm trying to prove the truth, so. Also when you're uncomfortable, and you have to be uncomfortable, so if you're complacent and you're comfortable, you're not going to grow up, so. Thank you. This is time to give a big to a student, they might agree. Hello. And you know, you need to complain, okay? Because sometimes, for example, you do need the foundation, the validation, I'm going to use Juan Bolbar, okay? Because he had this short term, so it's like you're from Seattle, and we're rekey to that. And it's part time, boy, if you are making more than 300,000 a year, Ryan Serhan is old branding, but you are not going to work on branding, you are not having money to eat, right? So he's apparently never invented. So my name is Haroldo, we're glad and slack, first and foremost, I want to thank every single one of you, this is incredible. I will, to be honest with you, my main motivation coming year was to bring you to a room. I'll be in a minute, sorry. And this, do you ever want to talk to the week, you've been, right, with, he's going to have to have a hard time about it. He gives us a little training of how I see it, right? It's kind of like you say, and won't worry about it, I just don't want to have all this in my body. That's my son, I'm a real person, okay? It's good to have a cup of tea. And apparently he said the moment back, if the coach becomes a friend, you know, that's when you're in trouble because that used to worry about being nice to you, right? But we'll get full transparency, right? Now, without saying my question, it's geared to, I'm trying to recognize him in line. Basil? Yeah. Okay. So, you know, at the time when it comes to school specimens, we see that the beautiful numbers out there, right? Recap cost, you know, $40,000 or $60,000. And, you know, everybody says to see, that is not where the thing was, $40,000, right? So, how do we control the cost where you make these rehab projects realistic? We know we can not just be calling random companies, do, you know, these clients. So, where we have gotten up to here is through experiences, through developing different teams, okay? It's, what you are seeing is a result of over this period of number of years, the experiences that you have gotten. And again, you know, it's funny that Ricky was saying, talk to people on in real estate, talk to people when, if you are, if you want to get into establishing your own team, you know, talk to people who are in the same business. They say, what do you do? Do you repair? You know, this is how you will build your connections. Again, relationships and connections. And that will get you figure out, you know, what is the best price for what kind of work that you do. Yes, the construction cost has escalated a lot. So that's why the example that I showed you, the second case study, it was a two-bedroom, one-bathroom house and it cost, it had cost us $61,000. And the first case study that I showed you, it was back in 2008, it was a 4-3 that had cost us $40,000, you know? So there is, there are some things that you really cannot do, but through your relationships and through your experience, you continue to build the teams. And then there, you know which team, sometimes what you're gonna have is, you have a team who will do a high-end work and sometimes you'll just do a work that is just good enough to make sure everything is done right, you know? Sometimes you're not looking to knock it out of the park. You're not remodeling a million dollar home. You're just remodeling a simple two-to-three-bedroom house that is made for mid-level income or low-level income, okay? So yes, it's difficult to control the cost of construction, but you have to build the team and it will come over a number of years and you have to talk to people, build relationships. And that's how you will know when you are ready to build your team and when you go to go for the best price. Thank you. Well, we have a lot of people to get estimates right. Right? I'm sorry? It's a lot of people to get estimates right, right? Well, once you have... Well, now we have like four or five teams and we know how much every team will cost us. So once you have established that structure, you will probably don't have to go as much out out of your teams. But yes, you should be always on the lookout of, hey, see if I can get any better because that's where the profit margins are for your investor. I'm going to give it to you. Hi. You guys are all amazing. Thank you for doing this, Ricky. I've been following you since I got my license and I'd probably... I thought you were going to say I was since I was born. I feel like I was just in her back. Sorry about that. It's a little good. I've been up in the middle of the year. My custom is for any of you actually. I'm in a transition phase from a leadership role going back into production full-time. Boy, this one piece of the bikes. Leadership role from a team leader perspective back to production. I'd have to know the whole backstory, why this is happening, you know what I mean? To really advise you, you know what I mean? There's not really like general advice. It's kind of like when you're like, how do I convert this buyer? Well, I don't know why they're buying. This seller said, I'll sell in six months. How do I convert them? What do I do next? I don't know. I don't know why they're waiting six months to sell and what's going on in their life. If they're just telling you what they want to hear, I have to know what's going on. It's like being a doctor. You show up, you say, my stomach hurts. They don't just lay down and just cut you open and be like, okay, let's do some surgery right here. They run tests, they ask questions. Same thing we should do as professionals. And so that's the same thing for you. Like, what do I do? I'm going back to production. Well, I don't know why you're doing that. And I have no idea what your goals are and what you're trying to do, what your current production is. There's a lot of questions that have to be answered to be able to answer that question. You know what I mean? It was a high-end producer years ago. Learned a dynamic and I was given an opportunity to get. An opportunity to be a team leader? Wow, who like offered you, normally team leaders like do it theirself. How do you, who offered you that? But how do you, a lot of questions. I'm just gonna, you want to talk later, we can, but. I know you decided to double your stress There it is. There it is. Yeah. They start from the stash again. They'll activate it. You'll play in by their league sources and it'll just done it. Don't get me started on teams though, okay? Don't get me started on teams because there's some team leaders in here and team members. I'm not even gonna go there. As a former team leader, I had, I skilled out of production. I was one of those teams. I can tell you this, when it comes to you building a successful business, you could actually make more money as an independent solo agent versus managing and training and hiring other people. The issue with traditional team models where you're paying the buyer agent 50% or the listing agent 60% is that it's almost like you're giving away half of all the revenue that comes in before you even touch it. And you're the one putting in the blood, sweat, and tears to build this business when in reality, it's your business but now you're giving out half just in sales. And if you build a good business the right way, you still have to pay for staff, you still have to pay for marketing, you still have to pay for all these operation expenses. You're going to walk away with 10, 15% when all is said and done. So my advice to you is your database is going to be your goldmine to go out there and get more clients, treat it the same way you treat your bank account where you're adding to it every single day, you're nurturing it, you're staying in touch with every single person in there. And the second you get overwhelmed, hire an assistant but pay them a salary. And the second you get back to that point where you want to start rebuilding and the market rebounds, hire someone on a salary to show the houses. And that's in my little switch to kind of flip everything all around. Thank you so much. One general thing I would say is, first, you need to make sure you love what you do. If you are going back into it, you need to make sure you still have a passion for it and then have the right kind of attitude because what I have learned over the years is you can learn anything because what we do is not rocket science, but you have to have the right attitude and then you will be successful in anything that you will do. Thank you very much. All right, good afternoon. My name is Sophia Walsh. I am with the Bingham Realty Group in Coral Springs, Florida. And then the two-fifth question, a lot of gold wire you mentioned that we're at the main during realistic legislation and that was something cool. I am a part-time agent working through a full-time and I don't have a lot to put as far as real estate on a resume. And I was just wondering what creative ways can I borrow your resume? Great question. You could always use your resume from your past career. You could always use your background and your initiative as far as your core values. You could put that on your resume and they could always use your broker statistics. I always tell everyone that at the end of the day you join a brokerage because of their brand, their support, their training, all that stuff, but you also get their local credibility. And you could always go to your producing broker and ask them, can I go ahead and leverage some of your statistics and some of your listing on that stuff? And then you could go ahead and say, you're partnered with XYZ company and then you could put all of their stats on that side. And then as you grow and as you build your own business, you could obviously replace their stats with yours. Yeah. Next, encourage you to use the term co-career rather than part time. All of that, I think that up actually. So let's call it as long as you can. And fight the life by sending all the message and the ego or the usage. I'm afraid of that, right? At times, you know, over and under, all these super, you know, and we call all such shadows of people but in the process and you know that and like you mentioned, whole sellers are embarrassed to those. Tell, like, how do you navigate that? We'll recommend that. Most of your reviews are gonna be with people that actually haven't transacted yet. So if someone takes the time to actually be with you and go through the entire process and they change their mind, you could actually ask them, listen, I know you're not ready to do something right now but how's my service up until this point? And they say, it was awesome, you're so great, you're so responsive. Would you mind leaving me a quick review? So you don't have to think of these reviews as closed sales. Just think of them as testimonials of other people locally that appreciate you going out of your way to be a good agent and then you can leverage those to get more reviews also. He can, he can. What? What's this? And we got a great scene after this. I'm gonna run the shoes. I don't get me a pair. You're doing this? What? That's the way I'm at. And I'm like, yeah, that's awesome. Woo! And then I may be a senior citizen but I still do it around. Ha, ha, ha. And I have been mad. But you, thank you so much. You've inspired me today more so than I can even imagine. And all the buzz tells me, well, that didn't end up good. You have to understand, I haven't said it's a kingdom of, and that's one of God's gifts to me. In my prior life, I've been a registered nurse for 50 years. Always being service, helping others. And now I'm continuing with the service. The best way that I cops work, yeah. I live in a, a 55 plus community. So that's my specialty. God darn, they all dying. And I get fed this week. This is what, bro. If, if, I mean the rest of us, I don't kill you. They didn't, they stick with it. They're just, you know, but I didn't just change that up. And I just want to thank you. I came from a lot of the leaks today and I know people came earlier than me. My office is in Hylamia. So I chopped down on them all the time. And at this year, it's gonna be my year. Hey, daddy. I'm very, very fortunate to have lived. So day for years, right? And the old thing I said, thank you all for is the motivation, the inspiration and kicking me in the ass where I really needed. Thanks to you. Get it to work. Thank you so much. Hi, everyone. I'm Mark. I'm just want to say thank you. You're really, really proud of my pain in the eye. I learned so much from everyone. And breaking your biggest motivators, looking forward to coming to the end is I really wasn't disappointed. In fact, he couldn't bet it. And he started something with the hugs. You can see it back home, but I really, I'm sadder. You were half the most on for being in me and I don't want to reiterate it. Go for it. I've been through today, right? But with me and every some of the thing, but I get that they need me fine too. Is there, do you work with agents to the three generals or none? Of course. I thought like you were, you were trying to say, I said I need finance to the second prime. Yeah. I'm just kidding. I'm just kidding. And the gentleman beside you, what you said to was very, very motivating for me, especially. I'm kidding. Yes, absolutely. It's right. Okay. So everyone, please notice all of our phone numbers are right here. Okay. Thank you so much. Did I get thanks every month? Thank you. Thank you. Thank you. Thank you. Thank you, thank you, thank you, thank you, thank you. What's the day? Woo! Thank you. You see this, right? And I'm like the fire. I wasn't crushed it. And thank you for contributing to everyone's future's best. Everybody's just chilling. Work, life, balance. What do you have to say? Any advice? Those folks waiting at home, getting in the houses or so on, you walk through that door. You don't have to say a word. They sense your stress. They sense your frustration, right? The very next day, you may have a fantastic day. You're gonna come in with a big smile. Emotional roller coaster, right? Work, life counts. Thank you. So you need to find someone that can do the thing that for a company. I think so. For example, it's cheaper to me, hire an assistant to all day and be, but being able to take care of the baby myself. Again, because she is unable to attend to adhesion. So that's not, that was a concern to me. And oh my God, I have no, you know, productive and no, why not? But then I put my assistant to do all the new stuff. And now I have more time. I'm being more productive. So that's my, my aspect of it. So I've heard real estate 20 years ago. I was pregnant with my third child. So I raised my kid in real estate. And what help he went out, I used the back platform. I used TTA. I used sports. I used that to grow my business. And that's where I remember. But honey, a strong partner, having a strong aunties, a strong broker that supports you where you can get asked, but she ends, especially like when you're new, you have to have a broker that's present, that will be into your call. Because you don't want to get into a situation where, you know, you're, you're capable of something for them, right? So always have somebody that you can ask questions to. And really that's kind of been making. Hopefully you don't walk in and get a haircut. Hopefully you can make an appointment, right, to get a haircut. All I'm gonna say is, elevate yourself to the level of the festivalism that you deserve. And when you do that, people make you buy a point and take your, you know, take whatever you're using for your calendar of work your family in and say, I'm sorry, I'm busy at that time. It's okay to do that. You don't have to say I'm busy to convince her, right? We just say I'm kind of at that time. So just always treat yourself like the professional that you are. You don't have to be like the professional that you are best out of you in the end. Why you found. But you just don't, you don't have to be available for every guy in your time. People smell desperation. Okay. Awesome. All right. Yeah. Can we just do you a little counting on us to put him on? That's what our new learnings will be nothing. It's really, you have to build your time on. You have to time make your family, your vacation, before you send them to crime on. Without what you said, we're gonna wrap it up for the day. Thank you everyone for having me, baby.