 Collect data. What are the all the huge companies all the massive companies zillows apples amazons? You know all of them Facebook's what is their drug of choice data? Data they're spending billions of dollars on data. Why but I don't have to sell real estate anymore I'm to the point now where I make so much money doing other things. I don't have to sell anymore Why do I continue to sell? Well? I love it I love selling real estate. That's one reason why I continue to do it. It's not about the money Right, but another big reason is is listen. I'm out here practicing what I'm preaching to I'm showing you guys and leading by example That's a big part of what I do is leading you guys by example. So many of these coaches are out there Who never even had a real estate license or maybe sold property for two years and closed on 19 properties? And now they're selling courses for five hundred dollars teaching you 1980 scripts and regurgitated stuff. Listen guys, please Let me let me help you guys out today and let me change your perspective a little bit on your business What we should be doing on a daily weekly monthly basis and really build something that can withstand any market Okay, as the market starts to shift. Okay, and I don't know if you guys are experiencing this but You know, I know my group is experiencing this and you know, I started a new discord channel And I posted there a lot of people are experiencing this. I posted on the Facebook group. I've made a poll on my Instagram story The the consensus is that most agents are Experiencing somewhat of a slowdown like a little bit of the steam is getting a lot out of the market Right now, and I'm not saying that this is true. I'm just telling you what Agents are telling me listen. I I think it is true to a certain extent in my local market. I get the feeling It's more of a gut feeling. I haven't seen stats that show me. Yeah, demand is down inventory slightly up I haven't seen any of that yet But I'm sure we will You know, but whether whether it is or not if we're entering into a shift Some people say that we're taking a breather and it's gonna pick right back up and be red high We're gonna be getting 30 offers for every listing again here in no time. Who knows Nobody knows where the market's going at any time. Okay, all I want to do is try to prepare you For where the market is going to go eventually You know, what can we do to prepare for the market? You know shift that's gonna happen You know and and put herself in a position to really Capitalize on that. Okay, so I'm gonna try to accomplish a lot of things here today guys, right? I said I want to help you simplify your business I said I want to give you a different perspective on your routines And I want to prepare you for the next market shift that is eventually going to happen When I look at all the lead generation sources, what I realize is that wait a minute All those lead generation sources all flow right back to the same exact activity Okay, they flow back to the exact same activity and this this one activity Happens to be the exact common denominator Common denominator of all closings So no matter where your leads come from it all flows back to this one activity that once this one activity happens Then there's a chance That from that point we can we can be in a business relationship Whereas we we move forward with a deal either now or in the future But all these late lead generation sources flow right back to this one activity All right, this one activity is a real conversation Voice-to-voice real conversation is the common denominator of all lead generation sources that funnel into this one activity That leads to the closings. It's because I'm walking into every situation Not caring whatsoever if they want to buy or sell today I'm trying to listen to them about what they do want to do I don't care about what I can't help them with I don't why are you calling me? I don't want to sell my house Good because that's not why I'm calling That's not why I'm calling. I'm calling you not to find out what you don't want to do I want to know what I can do for you what I can do for you Right, so listen now that we're past that you know, I'm not trying to sell your house today Let me give you some value. Okay. Did you know a house around the corner? Just sold from you? No Well, listen, I just dropped that golden nugget on you and let me go further with this. Is there anything I can do for you No, cool. Is there an agent you would work with if you were to do something Cool. Well, listen, I'm sure at some point in the future. You're going to buy or sell true or false true I would love to work with you when that day comes would be hard if I just stayed in touch with you It's all I want just want to stay in touch Nothing crazy That is okay. Great. Cool. What's a good email for you, right? collect data collect data What are the all the huge companies all the massive companies Zillows apples amazons? You know all of them Facebook's what is their drug of choice data? Data they're spending billions of dollars on data Why because they're taking that data. They're building their brand and they're using that data to Sell products and to build their business. Why are we not thinking of our individual real estate businesses the same exact way? collect data Make friends collect data make friends collect data. It's real easy stuff guys stop over complicating it One every relationship you put in place is worth 10 to 20 deals to you over the life of your career Regardless if they buy or sell something that day or not Why are we gonna throw away 10 to 20 deals? Why not? Why not create this great relationship? Have a great conversation regardless if they want to buy or sell or not, right and accumulate Accumulate people in our market who love us and Want to do business with us my question to you guys? Why are we throwing away? Humans in our market who aren't motivated? They will become motivated. Maybe tomorrow Maybe next in the next few minutes, maybe next week next month next year. I don't know. That's up to them My job is to let them know who I am What I do and that I'm here to help I'm gonna collect that data and they're never gonna forget who I am ever Like okay, I just want to help people right but then but then as time went on and the market exploded And I started making all this money It kind of went to more I was just processing deals and it was more just closing deals And it was just more just making money and competing with the other guys in the office And it was just turned into a a real competition slash how many deals can we close type mentality because I Was so new in the business when the market exploded we didn't realize I didn't realize that that was such a short-lived market I mean, you know like if you get introduced into that market, you know You just think oh my gosh. This is how it's gonna be forever. We're just gonna be rich. It's just gonna and then you know Yeah, I mean it was so crazy, you know And I definitely didn't see coming what happened or I would have definitely prepared more And that's why I wrote the books and that's why I do what I do is try to prepare agents So they don't have to go through what I went through during those times and But no it was all about the deals back then it took me having to lose everything Hit rock bottom go back to my roots of why I got in the business in the first place to help people read a hundred books Study think about how everything went down to realize wait a minute if it would have been about people not deals I would have been able to continue to close deals the whole time and not only close deals But close a lot of deals, you know even through those worst moments, you know what I mean So no it wasn't till 2008-ish when I came back in real estate, you know in 2007 towards in 2007 when I really started to realize wait a minute, you know these people, you know Every every relationship you put in place is worth 10 to 20 deals to you Over the life of your career and if I just make relationships instead of just trying to close it You didn't when you're just so focused on deals It's it's it's so great because most people just can't wrap their head around not trying to close deals because I'm such like I'm such a Low pressure not trying to close people kind of guy like I'm going to listen appointments literally trying to talk them out of selling and You know what I mean? Like I'm You know just like please, you know, if you have another agent, that's okay. Yeah, I'm just like I Just want you guys to succeed so bad so bad. I just want to see you guys win I just want to see you win and when I say win I'm talking about having a smile on your face. I'm talking about being so Happy with life and enjoying your life enjoying your career enjoying your family Enjoying whatever it is that you do your hobbies and everything included. I want you to enjoy it I don't we didn't get into real estate to be stressed out and have high anxiety and worry about deals and worry about Inspections and this that and the other Don't quit worrying about that stuff. I want you to be happy Two things I want you to be satisfied with where you are and I want you to get better every day I want you to work on getting better every day Just a little bit better learn something new tweak something you're doing get a little better All right so Listen, there's been plenty of times I've hit brick walls Okay, and listen when I hit the brick wall when I lost everything back in 2005 when I sold my last condo in January of 2005 before I got back into roofing mid mid 2005 Eventually landed a job on an oil rig in 2007 the entire year of 2007 now that was a that was a That wasn't a brick wall because I got back in the business But but that was a heck of a road bump, right and a lot of people would have threw in the towel right then a Lot of people would have threw in the towel right then but I didn't I Didn't know that I was gonna get back in real estate. I'll be honest with you On that I'll be dead honest. I didn't know I was gonna get back in a real estate but you know the the good Lord and You know fate and destiny and you know everything just kind of led me right back into the business and you know I just think I had a lot of unfinished business, right? I just a lot of unfinished business I wasn't gonna let this business take me out like that. So everybody's different You can't really judge the entire situation on or or just give a blanket. Okay here and that's one thing I really disagree with on a lot of the Mainstream coaches is they give these general blanket, you know trainings like here's exactly what you do every time Here's what everyone should do. It's not that's not the case Everybody's different and has a different different situations to deal with so You know but but just know that part of the process of taking it to the next level, especially if you're a single agent right is to Find that level of delegation that you need to cross and you a part of that I'll tell you this before I move on part of that is being okay with Whoever you delegate some of the tasks to you have to be okay with those tasks not being perfect You have to be okay with there being some mistakes You have to be okay with them screwing up if if my assistant cost me a thousand dollars or $2,000 on a mistake she made I'm fine with it. I talked to her. I'm like what happened. She's like this I'm like listen good job because she made an executive decision without me She makes so many executive decisions without me that that it makes my life so easy I can afford to pay for that thousand dollar mistake Because of all the time that she allowed me to have and gave back to me that I invested back into my businesses that made me I Can't even count the number. It's not a thousand. It's more like millions more people in your local market Who know who you are that you guys have heard all this before it's nothing new right? I think the problem is people are trying to get around the actual sweat equity that you have to put into Actually talking voice-to-voice to as many people as possible to create those great first impressions I think too many of us are trying to sidestep that sweat equity You have to put into your business of the actual conversations that have to take place to create that great first impressions slash Lifelong relationship right and then we need a machine in place to build our brand with that person so they never lose that feeling of that great first impression So during the big crash when I came back into the market one thing I realized that I did wrong the first time why I lost everything was yes I made some bad investments, but Why couldn't I continue to sell real estate? It was because of this in the in the beginning the first half of my career I was totally focused. Yeah, I got in the business to help people But as I got in the business and the market exploded I Started to waver from that and go more towards just get the deal done and it would turn into more of a cold Get the deal done. I wasn't really getting to know my clients I wasn't trying to create relationships I could literally make five phone calls to property owners see who wanted to make a hundred two hundred thousand on their property One out of the five would do it. We would list it selling it one day, you know, close it by mail I would never even talk to the buyer sellers again and go do it again over and over and over again He didn't have to create relationships. So it's kind of thrown into that environment, right? So the biggest mistake I made was not developing a database not Creating great first impressions and then not having a system in place to build my brand with those people from that day forward Where they never forget about me So that was my biggest mistakes in my real estate business because otherwise if I would have been more focused on people Right because every relationship you put in place regardless if they want to buy or sell today or not This is something to maybe even This is something to even maybe write down and remember here every relationship that you put in place Every relationship that you put in place even if they are not interested in buying or selling today or not And that's a big thing there because a lot of people are only going after motivated buyers or sellers and I'm not I'm going after everybody. I want everybody to know who I am what I do and I'm here to help But every relationship you put in place with someone in your market regardless if they want to buy or sell today or not It is worth 10 to 20 deals to you over the life of your career