 Hey, what's up everybody Ricky Karruth here welcome back to my channel. So today we've got the red X president ceo and I Don't know man data champion of the world Curtis The red X Finn, how you doing, bro? I'm really good. Thanks for having me on the show Ricky. Oh, yeah No, no my pleasure man. My pleasure. So a lot of a lot of people, you know, they hear me talking about red X and how it's like You know change the entire game. Let's just say because when I was coming up I had to look up everything by hand, you know, copy and paste people's addresses and in different websites and Now you can literally just click a mouse get thousands of Contacts of your choice great data way better data than I was getting back in the day and then click Another button and auto dial them like a machine gun and literally just do so much more damage Like people can take a Ricky day back in the day and literally do everything I did within a matter of hours and this still have the whole day ahead of their self to go crush it even further People don't realize how good they have it. Not just red X, right? There's so many technological crazy You know things out there But with red X being such a sweat equity business where you cannot get around that conversation piece in the transaction That's literally the That's the gatekeeper of all closings is having that conversation the more conversations you have The the more closings you're gonna have I've always preached that for years And so here we are and a lot of people hear me talk about red X But I don't think they really understand red X as a company and what the culture is I had the pleasure of going to Salt Lake and Sitting down and going to the office and you know going to the office and understanding How large of an operation you guys have how nice the office is how many employees you have how hard You guys are working every day to make the data better to make the process is better to add features That's gonna make real estate agents lives easier in terms of data and having those conversations So it was a real pleasure to come up there and see all that firsthand. I don't think a lot of people understand You know how incredibly agile you guys are a lot of the data companies are just kind of flat They don't really do a lot to improve their data collection and their systems and their software Stuff like you guys are always updating and trying to make things better and better and better So if you would After I mentioned the fact that I'm gonna be releasing the Cyber Day Monday deals a little early this year I'm gonna offer that on Sunday So for you guys that are following me I'm gonna email out a link on Sunday to give my followers a heads up like a head start on On Cyber Monday, which is gonna be some deep deep discounts lifetime discounts. You get it on Cyber Mondays You get it for life So now that I've plugged that in there. Could you please give us a little insight on red X as a company and what the culture is like? Sure. Sure. I think Yeah, that's a great question and and one that I would have to go back in time a little bit and and it was it was We've been around a very long time 18 years But it was probably 10 years ago that we started asking ourselves two questions We started asking ourselves What what drives us and are we really the best? I mean we say that But do we really know when did you start saying you're the best 18 years ago when you yeah, of course 18 years ago We day one. Yeah, we were the best and we thought we were the best and we had anecdotal evidence to to be able to support that we had a lot of people come from other places or other companies and and Of course 18 years ago. We didn't have any competition, right? I mean I and so What were you guys what was your core product 18 years ago ex expires? That's we Expired yeah finding contact information for expires and so you didn't have geo leads. You didn't have you know I mean you ought you didn't have the dialer. I know that for a fact you guys just came out with that four years ago or so and and So so you guys started out in the expired game. Yeah interesting Yep expires and and of course everybody that worked expires work fizz bows We added fizz bows and then the recession happened and so we did the pre foreclosure and short sell leads And then and then we'd have of course today I think even though expired so it might be be considered our flagship and what a lot of people know us for geo leads It's really the the thing that helps the most amount of agents because there's It's an easier lead type to work You can get more contacts and it's the same amount of contacts in any market where right now There's a lot less expired in your market than there normally is Yeah, there's still the same number of houses in neighborhoods with yeah people that you can talk to and No, absolutely and the market will change and expires will you know flourish. There'll be more pre foreclosures I mean all that stuff is like in cycles with the market So just just so everybody knows I do want to get into some strategy here And I want to get on some behind-the-scenes here with the the red ex-president Curtis Finn with us and I do want to do that a little later on but But no like like, you know when I came and visited there And I sat down with the sales team and and talked to them for a minute, you know, and then they they were just so I don't know what the word is for it man They were just everybody was so nice and they were so appreciative, you know that I spent time to come up there And you know talk to them they everybody walk by shake my hand, you know Tell me about because when people call in the red ex right people call in with problems and stuff You guys are right on it incredible customer service what You know what tell me about that culture, right? Yeah, how do you guys have this company with that many employees? How many employees we're just over a hundred Okay, a hundred employees. Okay, and and the culture there and the operation behind the scenes is really want to be proud of Yeah, I'm very proud of it and it does stem back to that question, you know 10 12 years ago We said are we really the best because what what that that question created was first We hired a PhD statistics professor to come in and help us conduct an actual scientific study that we've repeated every year since where we look at all kinds of data and all kinds of Different services that try to do what we do and and and actually try to verify if we were the best And at and and because of that we at the same time We also started bringing customers into our office and put him in front of everybody and saying what you know Why do you pay us money? You know, what what is it that you really are trying to accomplish and those two things from that question? We really started to understand what drives us and and it's the customer And I know I know a lot of companies say that a lot of companies say we exist for for the customer But hopefully you can validate what I'm saying because you were here is we really care about Helping people succeed in their business and and we also like the fact that they'll keep paying us Money and we can keep the doors open and grow and everything That's what I was gonna say, you know great. It's great to say, okay We love people and we want to help people but on the back end. Yeah, it's a it's a business And we have to make money to keep the doors open same with all same with all businesses and that goes hand-in-hand You know, so once you realize the fact that the more people you help the more money you make, okay? Now everybody wins see that's what I'm into bro. I'm into businesses where everyone wins, right? Okay, free coaching I make money But but but people aren't paying to learn how to how I sold a hundred properties a year And I'll tell them anything they know and that they want to know I'm an open book Okay, and so everybody wins those are the kind of businesses I'm into and that's another reason why I love red X. Tell me Tell me what you see in terms of agents and what they're doing wrong, okay? Yeah, I I love this conversation and not because I want to judge everybody for doing things wrong Yeah, but I've been I've been here for a very long time and I've watched as markets come and go And different fads come and go of how people are gonna get business and do things And and what happens is in a good market like this you got a lot more agents joining And and getting their license and coming in you have a lot of teams being formed and different brokerages right now And you have all of these agents whether they're a new agent or they're just deciding it's time for me to grow my business Okay, they're looking at top producers Right, and they're going they're going. Hey, where do you get your business? That's what they're doing wrong. Is they're asking where do you get your business because Ricky? Where do you get most of your business? past clients past clients But and and you say so so you say well my sphere of influence or or my CRM my database my circle of influence and And then a new agent who doesn't have a sphere of influence like you have Yeah goes out and they spend money on Facebook advertising to their CRM people or they they pay for You know coffee a whole bunch of they're spending money trying to buy business When what with a question that they should be asking is Ricky what did you do to build a sphere of influence so that you can keep doing 40 million dollars in production every year and All of the other stuff that you're doing right right and you would say well I Picked up the phone and I grinded And I met a lot of people. I had a lot of conversations. I made a lot of friends I helped a lot of people and now those people make up my sphere of influence that pay me back over and over and over again Yeah, and and you know part of that Ricky is that you know human natures. We want the easy button Yeah, I want to buy a software that magically puts Commissions in my bank account. I mean that's that's what people want and and But real estate agents need to understand that you joined a tough industry Yeah, it's not easy and And maybe that first deal is easy and you go out that was easy because my grandma decided to let me sell her house But if you want to build a business that that you are not held hostage to You've got to work hard to build a sphere of influence that will continually pay you business and you can only do that I mean, it's what you teach people you can only do that by talking to a ton of people and Helping a ton of people. Yeah, and and and I would say that talking to the right people matters because You want to talk to people who are closer to the transaction when you're when you're first building? Right, if you if you have a ton of money and you have a huge sphere of influence and you've got you know Do if you could just bank on I'm gonna get a few calls to get a few deals that then maybe you can start doing more things like Facebook advertising or You know or buy your Zillow leads or whatever you want to do that. I think is a waste of money You could do that but when you're when you're in build phase and you're sitting you're trying to build a business You should be going after people who are close to the transaction Which are people who know just listed just sold Neighborhoods that where you're looking for people who have friends that buy or sell Expired fizz bows distress property owners. Those are people who are close to the transaction. Yeah, yeah No, I uh listen bro. I am I'm a hundred percent. Let's get it mode all the time Okay, and so it's so here's the thing for me I know that this is sweat equity in terms of having to have those conversations with people Okay, gotta happen now. Nothing's gonna happen without the conversation. Okay, you just you just you just start to break all this stuff down in your Mind, okay, and the more you break it down and the more you realize that you know If there's a way that I can open up the floodgates to more conversations Can I just go that route? Right? Can I just go that route and by the way that route is way cheaper, okay? We're over here You're running into all kinds of things that's clogging up the system Okay, you're doing you're doing Facebook leads and and Zillow leads. All right You're sitting around waiting on the leads to come in when you could just click a button and say boop And have just your your your your contact list. They're flooded with You hit the nail on the head talking to the right people you pick the exact people that you want to talk to in your market They own that on people that own in that subdivision people that are expired today or three years ago People on foreclosures people that for sale by owner whatever Right, but for me Like I grew up roofing houses So like I got paid by stone how many shingles I laid today, okay? I didn't get paid waiting on somebody to lay a shingle for me or put it down So then I could nail it I had to lay it I had to nail it as quick as I can to get another one to nail it Or I wasn't gonna get paid and the more I did that the more I got paid And so when I got in real estate I had to figure out what related to laying shingles in real estate so that I could just do that and get paid Right and when I realized that conversation was the key to the whole puzzle Right and the more conversations I had was like laying shingles. Okay, watch out Fixing to get me a list of people and call them and figure out what I can do to help somebody today Listen, I'd love to hear in the comments guys about you know just God, I just I hear it over and over again, okay, and I just I want to hear in the comments like the people that are scared to make calls the people that don't believe in calls the people that Here's the reason why I won't call. I want to hear all that stuff in the comments put it in the comments right now truly if you have some kind of limiting belief fear about making calls I Want to I want to see them. I want to address them right now Anybody watching this that I can address your issue around making calls and to help you understand that regardless What you do you got to make calls? Zilla leads we got a call on Facebook leads. We got a call and we're right back to making calls You just waiting longer and paying more money. You're just waiting longer and paying more money Right, so let's get into some strategy here, right? Yeah. Go ahead I jump in on what what I know from talking to thousands of agents is a lot of people confuse What the purpose of making calls in a lot of ways? Yes, you're going for an appointment It would be amazing if every conversation resulted in a listing appointment on the phone It's just it's not going to happen And so I see a lot of people who attempt to make calls and they go man I call 300 people and I I didn't get a single listing appointment Yeah, and and and while they should track that metric they should also be tracking good conversations of People that you can add to your database to continue to follow up with yeah And that metric and said man, I called 300 people. I had 50 great conversations And out of those 50 I had 30 people give me their cell phone So I could follow up with them on text when something's going on in their neighborhood And by the way, that's how I measure a real estate agents business just so you know It's how many great conversations they had and and data collected right a k a Friends made yeah, right the number one reason why people choose a real estate agent is because they had a friend in the business People are doing business with their friends. So our objective every day is how many friends can I create in the in the business in the market? I see it like this between you and a million dollars a year Let's say people want to make a million dollars a year in commissions the only thing okay Let's just say 80% of the only thing between you and a million dollars a year are Thousands of one-on-one conversations with people in your market. That's it and every day should be a Chase it should be a race. It should be you know a challenge to chip away at those thousands of One-on-one conversations if you can have five a day for five years. That's 5,000 I guarantee you you are one of the top agents if not the top agent in The more in your market after five years of having five great conversations a day period end of story But that's that's the metric I used to like really Dysack the strength of an agent skill set and future prospects of succeeding Is their communication skills and then what they do with that date afterwards, right? Let's see I love that you said five calls a day because that is another I think Thing that stops people a lot of people think they got to do it a hundred percent You know, I'm gonna do it and I'm fully committed And they have these huge expectations and then they fail after four days because a lot of people come in and go Okay, I'm gonna I'm gonna grind. I'm gonna call three hours a day You know or 50 contacts a day and there's a lot of coaching programs that teach them That's your metric 50 contacts a day and if you could do that great That's gonna expedite things, but you don't have to do it that way five will do it Consistency is is more important than intensity. I think over time is is if five a day consistently Emulation man accumulation what we see and you can tell me You're more of the data meister here, but we see as far as my calculations on a Non-official, you know statistical count 10% pickup rate We're seeing 10% pickup rates across the board or regardless of market. Whatever We're taking those 10% pickup rates and we're seeing 50% of those end up being great conversations So for every hundred calls and this is why we use a dialer so we can blow through Get to the ten that answer have the five great conversations within an hour and a half with a single dialer I think you can knock out a hundred calls in an hour and a half And you've had your five great conversations that day and then you can make a hundred more if you want or you can Go work on your SEO Facebook Google ads and and and weekly email, right? So so that's a pretty accurate number nine nine point five seven 9.57 is what we're saying You got to do nine point five seven calls to have a conversation. Okay, and that's But that's with our standard service. We just launched an update to our onyx, which is the data upgrade service Yeah, which is six to one Okay, the ten to one so it's up so red X onyx So and for those of you just tuning in and I see a question red X is month to month and also if you guys are on My email list or you can text me at the number there if you want an update Sunday I'm gonna release this Cyber Monday link so you guys can get in early on the Cyber Monday deals Okay, if you don't have red X Or Curtis if they're an existing client, can they still take advantage of this? Yeah, there's tons of options and offers for existing customers Existing customers pre existing customers. I'm gonna send out a link I'll email it and text it out Sunday. So you guys have that early and that way you guys can take advantage Well, that that's interesting man. I wanted to just talk about really quickly Like my strategy and I wanted to kind of get your take on this too Because I've seen this With with other agents when they try to do this method. I have you know, like I Didn't have red X. I didn't have a dialer. I didn't have so I didn't really do expires at all You know, I just it was just a lot of work to look up the different people and stuff It didn't make sense for me at the time now with red X You could not only get expires automatically filling up in your in your contact folder there But you can also go back a couple years worth. I mean this is gold Okay, so so when I'm looking at old it like this is my favorite prospect. Okay, the old expired I like new old expired period because I've learned how to talk to them Okay, and when I say learn how to talk to them, you guys are probably seeing the the video I did of live calls matter of fact, I'll link it in the description below and on red X I'll link that call session. She could see I was sitting right where Curtis is sitting and I was making calls right there I was like First the script right you go through the Ricky script and get to the part where you don't want to take it too much of their time But you saw their house was on the market a couple years ago Okay, whatever happened with that and then boom Magic happens because I'm a big believer in finding out why people are trying to do what they're trying to do and get The story and the background and the backdrop of what's going on with them And when you when you lay it out like that they spill the beans and tell you everything going on and everything that went on back Then and bring it all to present day and what you can do to help them today And you just create such an incredible bond with that But here's what I was getting getting to with that and that is I like to tell agents to go back three or four years Worth have that in their folder and then let those expireds pile up from there and just chip away at these thousands of expireds And and what I what I've realized is when and I say listen if you can't figure it out how to do it because it's different per MLS Paul Red X. They'll walk you through it and bam, okay Now what I found with that is this and that is that you guys will actually go in and take out any of the any of the Properties that were put back on the market and resold Okay, which I don't I don't like that part because it doesn't matter to me if it resold or not I'm just trying to talk to a property owner and get a backstory of what happened They could say hey, we put it back on the market and sold it. You're like, okay, cool What are you doing now? It just leads to more conversation another thing is you guys have to get the also add the with straw with drawings and Canceled's okay with drawings and canceled. So when you guys do this Don't take out the ones that re-listed and sold and add in the with drawings and cancels to this list Okay, because that's gonna make your list two or three or four times bigger Okay, and this is stuff that happened years ago All right, and it gives you an opportunity to talk to a Property owner with that there's like a storyline behind why you're calling Right. This is a massive opportunity. So I wanted to throw that out there and get your thoughts behind that so I would add a couple of things and then and then And then add a couple of just features of our service that one This is all included in the expired program that you can go back and pull these past expireds And even if you're not taking out the ones that ended up selling You can still take out the ones that may be currently active so that you're not you definitely want to do that But we're finding We're finding there's a lot of people having success not two or three years ago But pulling from still 10 years ago Pulling from 09 10 11 when the market was still bad There's some people that have doubled the value of their home in that time And they were trying to sell back then. Well, there's people that doubled the value of their home In January But there's what happens is these people wanted to sell back then and they didn't and so they made life changes And they may be hearing what's going on in the market. They may be going Oh, I'm curious about what mine is But some of those people still have life events or goals that they haven't achieved yet and so So you you check your market and you can pull You know six months you can pull a few months from 2010 and see how those go and Yeah, the past expireds are great because all of the objections that we hear of why somebody doesn't like working expireds Oh, they're mad. I'm the 10th agent that's called them You know, they're they're they're frustrated agents and our industry Whatever the case may be you you just don't have that with past expireds Even if you have that Curtis, okay, are we really going to give them a out here like listen, man If when they say, oh, you're the 10th agent to call me say, okay, good. Well, listen, you hadn't talked to me yet. Have you I Here comes another one like here. I am right count me number 11. What can I do to help you today? You know, like you got it you guys you got to you have to take these situations and turn them around Into scenarios where they feel comfortable with you Here's a good one. Ricky Said I'm the 10th agent that's called and you can respond. Wow There's 20,000 license agent in my marketplace and only 10 of them have called you Because because your home should have sold that's good. That's good. That's good. That's good. Yeah, really only 10 There's like 3000 agents here in the county That's only 10 of us are working. Yeah, I'm surprised. Well, that puts us at the top of your list, right, ma'am Oh, that's good stuff. That's good stuff. So for me Like I believe that um, I mean look if somebody's gonna go get facebook ads and leads and you know Do the Zillow thing and all this again as a new agent I think you should try everything Right, if you got the money and you want to throw it out there and you want to see what happens do it At the end of the day the top producers figure out what works best for them Okay, they niche down to those top three things and double down and so For me when I look at everything happening and I was like and I like if I'm an agent trying to build my business right now I'm looking at these four year And up expireds. Heck like you said 09 10 11 12 like all of them. Heck, let's go back 10 years. Heck. I don't care Give me that list and let me get to work. I have so you guys will see the video. I'll post it in the thing It's incredibly fun number one But if I'm looking at it, I'm doing expireds. I'm doing geo leads. Okay. That was my two main sources All right, and then I'm working everything else that comes out of social organically Sphere of influence organically past client referrals organic stuff You know what I mean? And I'm just wanting to stay on that track because if I can if I can get in the groove Of creating, you know an hour and a half full of five new friends every day with property owners I know that I'm going to be in the top five Let's just say I'm going to be in the top five agents Volume-wise in the market in the next five years And so I'm going to put that hour in I'm going to put that hour and a half in every day To invest in not only deals today that I'm going to run into But also to be in the top five maybe even the top two maybe in the top one agent number one In your market within five years Yeah, that's my thing what what when you look at red X and you look at all of you guys's features Number one. Tell me your favorite when you see as far as what you think agents are having the most success with Okay, and number two Please dive into You know some of the more recent features that a lot of people don't know about like like property market insights and stuff of that nature Sure. Uh, I so your first question. I've got two. I mean the dialer Because it's a productivity tool and and and personally that I'm all about maximizing my time on whatever I'm doing. I want to focus on Money-making activities and I want to shorten the time in between those money-making activities So a dialer you've already you've already explained why that's so important as you're trying to make calls and with connection rates and everything else the second feature is Less utilized But if more people would utilize it they would have more success and it's our role play system and and so For all of our customers. It's available to everyone They can call a number When when when it picks up it says what kind of lead do you want to practice? And you say press one for expired They'll hit expireds and then it says how difficult do you want the role play to be? right and You know one two or three All right, how hard are these? Who are these people role playing with you trained employees here? And so what happens you say I want it to be really difficult And then and then it gives some instruction. It'll say okay the phone's gonna ring And someone's gonna pick up. They're going to stay in character. So don't break the role play Go for the appointment and they'll call and somebody will pick up and say hi You know and and and they start role playing At the end of the role play There's two things one every role play results in an appointment because you don't practice to fail you only practice to win So even if it's a difficult one That more difficult the more objections are going to throw at you, you know The more excuses are going to throw at you that you've got to talk through and practice your scripts Well at the end of the call You can hit a button It will text you the recording of that role play call So that you can then listen to yourself or give it to a coach or a broker or team lead to help you hone in your prospecting skill And and that is available to all customers when they sign up It's part of the package that you get in the onboarding in the emails. It says here's your role play number And they can use that Is this is this an act? Does this cost extra money? No extra money for customers Wow, so anybody has a redx account right that's looking for role play Can call the role play number Select the difficulty the level of difficulty And get someone on the line wow right wow and and so you come with your own script We're not trying to coach people on that. That's why there's people like ricky out there So grab his script have it in front of you and try to go through the script with the person on the role play We have amazing stories of people who signed up Try to call got scared, you know, they're too timid they would call in every day for like two weeks And then and then we get an email that says I finally did it and I got I set my first listening appointment You know, wow, it's pretty exciting. So sometime, you know, we can queue up the phone We could we could do that role play system live on on your show here To show everybody what it's like. That's really cool. That's really cool. That's incredible um question here Exact idea you can buy info of people that are newly divorced newly married Is that available? Those are not a lead type right now Right and so and so a feature I didn't even know about was this role playing feature that's free of charge to all customers, right? Yep, um degree of the level of difficulty Slash recording of the of the role play that you get that you can dissect Um, that's cool What else like what other features like that are kind of behind the things that we don't know it that that most people don't realize red X has Yeah, because everything I mean when people think of expires or fizzbows or even the geo leads the neighborhoods they think of Name and phone number. Yeah, and of course, that's the core but but Everything we do in the platform and other products are are meant to help you facilitate the conversation Which is what's so important and to and to clothe eventually close go for a transaction so We have data insights and market insights which are which are add-ons you can get to every lead in the system Market insights will tell you Way too much information in fact the challenge that people have is you should use it less when you have it than more But it's going to tell you the average days on market in the zip code of the person you're calling it's going to tell you the average price per square foot and um I don't know 50 other things about the market and what's going on in the marketplace For the zip code And that's all the way down into a zip code. So it gets very micro, you know local focused For the leads so that you can be the expert in what's going on in that market The data insights there's three. There's there's financial insights to the homeowner. It will tell you If there's mortgage on the property how much estimated equity they may have in the property What the income level is of the of the you know of the household there is Building and property information now for expires you have all that from the mls Typically, but if you're just farming a neighborhood you could go through and it's going to give you everything from You know, what kind of roofing material and and heating they have to the type of building it is It's square footage and and all kinds of stuff about the property and then we have some lifestyle Insights which will tell you do they drive a luxury vehicle? Is there a pet in the home? Some other stuff that you don't want to use Directly you wouldn't want to call a random person and say hey I see that you uh love golf and have a dog. That would be pretty creepy Um, but it gives you insight into who you're talking to. Yeah, right? Yeah, and and uh, And that helps you facilitate a better conversation and build better rapport Not only that but you could actually use the data Okay to to filter down. Okay. You need a Four bedroom with a double car garage and a fireplace You could actually filter that down to okay your buyers want in this subdivision and they only want a You know a four bedroom with you know A you know double car garage. Okay, boom. You can filter all that out and only call those owners That's the part You know knowing what they're up to before you call is is kind of cool It's like, okay, but when you add the fact that you could actually filter out Different types of properties and only call the owners with just a couple clicks only call the owners of the exact Properties that your buyer is looking for I think that's where a lot of the value of the property Is that property insights you get property and lifestyle insights, right? That's property. Yep property insights Right, that's where I feel like the value is with With uh with the property insights now now when people are choosing Geo leads or or whatever and it asks you for how many Numbers per address All right, how many numbers per address do you do two three four? You know and why? So um, so the option is one to three And they're in order of priority of of how confident we are that it's going to connect you to the right person So if you are not using a dialer, I would just select one Because it's your most it's statistically the highest likelihood that you'll talk to the person Right, if you have a dialer and you can blow through it's not that those and other numbers are are just made up They're they're highly they're still highly likely that they're they're you know a good number for the household But you may get more landlines, you know in in two and three So if you have a dialer select three And call through all of them It's going to increase your chance of of connecting with the homeowner If you're if you're dialing by hand then just pick the one and move on Yeah Um, here here's are you ready for a curveball? Yeah What what give me your thoughts on the on the dnc? So Can I plead the fifth on that one? Yeah, I told you curveball and you and you said yes throw it to me So the the do not call it is an interesting topic for for For that. I mean as a company we scrub everything on the do not call We have warnings. We tell you You know, there's consequences if you call these you're not supposed to if you don't have an established business relationship with them Or talk to your broker and or team lead and figure out what they want you to do We're switzerland in terms of the conversation there Uh, if anything we encourage you to adhere to the do not here here. Here's here. That's the political answer I'll give you the the uh, the bare knuckles, which is No one's ever been find Is that a fact? That's not a fact. I mean there are people um, that that have There there are people that have been fined for do not call violation people who have been sued. That's different No, there's there's there. I mean, I don't want to I don't want to scare people there are people have been fined I've talked to many of them and every time they go You know, I paid, uh, $1100 fine or whatever it is and made another $40,000 in commission Well, you know when I was coming up, there was no Checking the dnc, right? I could not scrub a list, right? Um I didn't know how to scrub a list. I wasn't worried about scrubbing a list I looked up people on spokyo bigfoot white pages.com and I called every single one of them regardless and as I'm making these calls And my fingers are bleeding, right? I You know things started happening not within my little business. There might have been like one person say I'm one of the do not call list something like that But but there were um, and you know, I was I tell you where I got most of my flak was cold emailing You know, I was just blasting people stuff and I would get people call me and cuss me Up and down like a dog. They were really mad about them emails but um, but as this as this started to happen And as the dnc conversation started to get a little louder and a little louder I was sitting back saying Okay, well, you know the fine is whatever a couple thousand dollars I'm over here, you know making a hundred thousand a year 200,000 the next year 400,000 the next year 600,000 the next year 600,000 the next year. I'm like, I'm still waiting to pay this couple thousand dollars if it ever comes up 750 780 a million still waiting to pay this fine a million a million A million still waiting. I'm still waiting, right? I'm still waiting for somebody to turn me in. There's a couple things with it I believe Curtis and listen, you probably know more than me. I know you know more than me Isn't there a rule you got to call them twice before you actually have broke the rule so What we should do is do another show where we get our telecom attorney on here also Yeah, he's he's he's amazing. We'll do that. Right. We could do that But no, I think here's here's what's going on is let me tell you where the real risk is is in texting Cold texting if somebody's on the do not call the do not call a text is a call as a text as a call, right? So, um, they don't care And that one is a little it's is much higher risk Um Because people have it on their phone and they're angry Um So you don't they have documentation. They don't have to call twice That is true if you prove that the first one was by mistake Cool, you know safe harbor type stuff, but um, but again, I look at the end of the day if if There is there's a lot of ways to communicate with The leads and people who are close to transaction. In fact a study we did 60 of Agents who made over 250 thousand dollars a year in commission from The leads that we sell 60 of those people Still grabbed the list of leads that they couldn't get a hold of or didn't want to call and went knocked on their doors 60 of them and they're doing 250 grand in commission Just from the leads that we're doing So, wow, I mean if if if calling is not your thing take the same script Now calling is a way that you get in touch with more people in less time But if if calling is not your thing go knock on doors It's about conversations and whether those happen over the phone or on the door. I mean you got to have the conversations Yeah, no absolutely and that's that kind of rounds the back right to exactly what we've been talking about the whole time If you're not going to have those one-on-one conversations, you're not going to be closing deals. Yep Cool, man. Well, um, no this is a good conversation. I'm excited about cyber monday Again, if you guys are just tuning in i'm going to release a link sunday if you're on my text or email Uh, if you get my text or emails you're going to get that Cyber monday link it's going to be ready to roll sunday when I send it out So be ready for that and get in on it early I can't think of the biggest discount we've ever done And it's for the life and there's only two times that we ever discount our products And it's cyber monday and it's only for the day So your your group is a little lucky. They get a day and a half here um And then and then we do a different discount But cyber monday is the big one because it's only one day and it's only once a year No other time of the year. Can you get a discount like this? So No, absolutely. I'm excited. I'm excited for you guys to take advantage of it. Curtis. I appreciate you spending some time with us today Thanks so much ricky. Yeah bud. Talk to you soon