 So I said nobody coaches for free. This is impossible and my assistant says you got to listen to this guy He he speaks like you only without the accent and I said to him. No, it's impossible He says no, no, no He wrote a book called zero to diamond and you have to and he wrote another book Called list to last and I said wait a minute. I wrote a course called lead to list Isn't that weird? So I said, all right, you know what I'm gonna do since I'm uh, I'm from Brooklyn I says and you know, I grew up in the roughest streets of Brooklyn So, you know, we somebody came up to us and said free We would think they would like killing us at first, you know So my favorite four letter word is free by the way, not the other four letter word, right? so I call him up and he had his phone number on Instagram and I said if you're not full of it You can call me within 30 seconds of receiving this message Something along the lines of that and he calls me up and he says, what's up, bud? And I'm on the phone. I go and I see Alabama on the there. Oh, I Went and I went holy crap. You're real and That began a great friendship with Mr. Ricky Karuth. So I Am telling you that from that moment on I started to implement all of Ricky's techniques and All of his style it was it was so easy because you know what I did I went back to the beginning of my career and I went back and I started to take all those Relationships all those spheres of influence that are in your phone and I started to call and just say hey What's up? How can I help you today? Is there anything in the world? I can do for you, right and 22 listings later 22 listings later By implementing Ricky's technique and going back to some old-school things that I had learned as an agent I said this guy's for real. So I want to bring that for real guy up here and without further ado My guy my friend my mentor Ricky Kuru Testing testing turn it up a little bit for me. What we're doing Dallas Cool, cool, cool. Hey number one. You guys are excited to be here make some noise Number two. How many of you want to triple quadruple 4x 5x 6x your business next year Cool news flash. Okay 2022 has already started for real estate agents And if you're not full steam ahead like the new year has already started then you're way behind on 2022 Okay, august 1st to me is new year's day for a real estate agent Right july 31st. You should be writing your new year's resolutions. You should be counting down to midnight partying Right who's celebrating and the next day is your january 1st? Okay, we all know that this is a lag business Okay, you get paid now for what you did three to four months back All right, so if you want the most incredible 2022, I see this all the time with agents year over year over year They slow down this time of year huge mistake The worst mistake that you can make I want to share with you how I stair-stepped my income year over year. I learned this in about 2012 2011-2012 I realized this because the market would slow down And I would slow down, you know because when you're in that mode of just selling Okay, because it's busy and you're just busy selling and then the cells kind of slow down You kind of slow down with it and think oh, you know take them a little break. I've been busy But that's the wrong way to that's not the that's not the correct reaction to that moment markets go up and down Okay, let me teach you something about markets when the market slows down That means that there's built up pent up demand building And there's going to be an explosion soon and if it's really busy, what does that mean? That it's going to go the other way. It's always going to do this Okay, it's never going to just do this forever And so what I realized working through a year is that there's a busy time in the year and there's a slow time in the year Okay, I don't know what that is for you guys in Dallas. It doesn't really matter because every year is different as well Okay, it's not about necessarily saying okay, august 1st It's also about filling the market Right when the market starts to die a little bit, which can you guys agree that the market has slowed down Just a tad from say six months ago Okay, and it's continued to get a little slower and a little slower Okay, but a lot of people aren't taking advantage of the moment of this slow moment And before you know it, it's going to be busy again and you did nothing to try to raise your business And when I say raise your business, I mean add people to your database When it slows down you have time to make the calls when it's busy. You don't have time to make the calls So this is the way I've stares still to my income made more and more and more every year Okay When it starts to slow down I feel that And I say I'm going to get on the phone and try to increase the number of my database Between now and the next busy season that way when I go into the next season I've got a larger database, which means what more people in my market who know me And like me knows I'm here to help and want to do business with me And so I have if I have more people in my database when I go into the new Selling season. I'm going to sell more property. It's simple math So if you think about a year and the cycles of sales throughout a year I want you to really think about it. You don't do the same stuff all year Okay, when you're busy, you can't really make calls. You can a little bit here and there But not like you really want to take advantage when it slows down And and you'll stay up your income every year the agents that make the same amount of money every year Okay, number one. They're not taking advantage of those slow moments in the market They're just they're using that slow moment to take a break And their income will show that Okay, also the people who You know get their income up to 150 150 150 150 every year That's because they built their database up to the 150 and then quit building the database They thought I got it. I don't have to do this anymore Right wrong attitude You have to build your database up to the point that you're making the income you want to make Then you can live off your database and plateau at that level Where you want to be Does this make sense make some noise if it makes sense So that's the first message I just wanted to get into your into your mind immediately is that 2022 has already started And and a lot of you are way behind But that's okay because you can start right now today from now to the end of the year Give it everything you got because this is 2022 Please I want to see you crush it. I want to see you crush it. I want to see you crush it I don't want you to go into 2022 with Less business than you could have even though you have the skills and ability to create more business You're not taking advantage of the market the advantage the opportunity of the market's handing you on a silver platter Oh, you don't have time to make calls here. Let me slow down a little bit so you can't And you're not making the calls my thesis And always really has been and always will be Because I want to see you guys build a predictable business and I don't want you to feel stressed out My thing is please don't be stressed out. There's nothing to worry about you got this Okay, but the thesis is Closings have happened every day for your entire life by the truckloads And will happen every day for the rest of your life by the truckloads forever regardless of the market conditions That's my thesis to the market and to agents When you realize this it opens up so much Yep, so much capacity there of things that Put you in a place where You know what I can relax You know, I don't have to try so hard to convert this lead that's not going to convert There's there's unlimited amount of prospects guys Quit trying to bang your head against this one. That's not doing anything By the way, banging your head against that one is going to make that one run away And when they do decide to buy or sell something in six months, you're not going to be the one they call Because you were just trying to do a deal And now what you lose the the 10 to 20 deals that that prospect turns into over time. It's not just that deal It's over transactions Not the other way. Why do closings continue to happen every day no matter what? I'll tell you why It's because the market just like the market Adjusts in your favor to allow you to make calls Too busy make calls. Let me slow it down. Let me let you make some calls Just like the market adjusts in your favor in that capacity It also adjusts your your favor in this capacity when the market crashes. What happens? Prices adjust to a level that buyers are still willing to buy Supply and demand What does that mean? Buyers are still willing to buy during those times They're still buying like crazy and the lower the price goes the more interested they are Please don't walk into This industry in this career Thinking markets crashing are bad for us. Yeah, we don't want them to happen We know a lot of people may lose their home and there's a lot of bad things that happen But can we help it? No, it's mother nature So what so what can we do? We have to understand that that doesn't affect us and the amount of business that we can do Especially if we're taking the moments In the market that the market gives us the opportunities to grow our database and take advantage of it As long as you're continuing to add people to your database in your market one-on-one conversations If you would do if you have the opportunity to do business with me, would you do it? Raise your hand Just about everybody What do you might not do business with me? Let's do like that. Okay Now raise your hand if I remember charged you a dime Almost Guys it's the law of attraction Right, it's the law of attraction. It's bringing value to other people Okay I don't want you guys to walk into this industry thinking that you there's even there's no way you can lose Please understand. There's no way you can lose the market. The market can't control your success You know, if you lose this listing or lose a couple deals or there's nothing That can bring you down except for you That you're not going to do what you need to do to grow your database How did I create the scenario where everyone here would do business with me? But however, I've never charged any of you a dime I'll answer that It's because I have In some form or fashion connected with or even communicated with each and every one of you individually Either responding to a comment DM on the phone email so on and so forth Okay, and through that one-on-one individual conversation and communication you realized that I was actually genuine And then we we we were connected at that point. Okay Then what I did I what did I do? Continue to build my brand off that great first impression that I'm a real genuine person through email and social media And text message and everything else that I do right You got to do the same thing in your local markets Talking to as many people on an individual basis as possible letting them know how real you are And then once that great first impression is created boom They enter into your database and you build your brand from there And they never forget that great first impression and then you accumulate as many people as you can But you know what we're trying to skip that first part of the one-on-one conversation And so when they see your advertisements and they see all your stuff, they don't really know you They can watch a video and I love video and I think it's a great way to build your brand Um, and it creates a warmer situation, right once you do talk to them And there's a lot of different scenarios. Okay a lot of different scenarios But I'm not going to sit around and wait on people to call me Or wait on people to reach out to me Put some advertising out there and hope for the best. I got to go I got a wife. I got a daughter I got to do as well as I can do right the second Not invest and hope right So the entire thesis for me for you guys is to Understand that this business is completely predictable When the market shut down last year, I knew that there was going to be One of the largest real estate surges as we've ever seen There's a video on youtube that I put out last march or april mid april Okay during the complete economic shutdown that says we're fixing to have the largest real estate surge we ever saw May first happen the economy opened back up partially and what happened We saw the largest real estate surge we've ever seen And it's just started to cool off All this stuff was very predicted The market cooling off right now super predicted The fact that it's going to be possibly a slow winter very predictable The fact that we're going to have probably one of the strongest springs. We've ever seen super predictable And even if it doesn't happen, we still win Why because if it goes the other way prices are lower who wants property for 20 30 off How hard would that be to sell? Let's talk about inventory being low People working with buyers agents working with buyers, you know buyers who are competing with 15 other buyers during that time complaining after write 10 offers just to Get one accepted if I do Now the market inventory is coming up and those same majors are saying oh god, it's slow What? Something's got to give right something has to give and you know what has to give 2022 Make some noise all right, so Closings happening every day, right? Businesses and lambasted. I didn't know any of that stuff I'll tell you how I figured it out in 2002. I got in real estate 20 years old Okay, I made a meal before I'm 23 literally thought I was the real estate gangster But the problem was and I'm the same person as I was back then but I was missing two things one I was building my business on money Not people during that time and the second thing was experience I don't care how many videos you watch or youtube's or podcasts or books you read until you get out there and put experience behind that knowledge and Understand some pitfalls and some problems and some different scenarios that's going to happen And how to avoid that stuff and be able to foresee those problems coming up You're not going to succeed at the level that you want There's two types of education. There's there's the seminars and books and all the stuff you can figure out Right then and then there's experience that you've got to learn from and you got to have both If you're going to be way at the top And that's what I was missing. I didn't have that part So I was unable to foresee what was about to happen as the market was exploding now looking back I should have known as the market was exploding. There was fixing to be a huge crash I didn't see it coming because I didn't know because I wasn't experienced enough. So I'm putting all my eggs in one basket thinking this ain't never gonna end And it did end and I lost it all all them eggs gone And I'm bankrupt and I'm sleeping on friends couches and I'm eating out of people's refrigerator I'm sleeping in my car and I'm roofing houses. I'm working on the whole rig and I'm right During that time. I think This is amazing Guys that were 40 and 50 and 60 years old were going through the same thing I was going through And I thought I'm in my mid 20s. Thank god Because I knew whatever I was going to learn during that time was going to take me to places I never dreamed I got to be honest right now. I never even thought I'd come to the place. I am right the second But it all came from what I learned during that moment Right and from then for the for the 15 years since I've just done nothing but work To a place that that would never happen to me ever again And then when I finally got there, I'm like, I got to get back And make sure some of you guys Can understand what I'm saying because if I would have had a ricky crew tell me what I'm telling you guys right now When I was a new agent I'd be thinking my lucky stars Nobody told me any of this stuff. I was living in La La land Nobody says any of this stuff I read a hundred books I get back in the business 2008 from 2008 to 2014 I'm working 15 hours a day to try to figure this thing out. Boom. I sell 100 deals number one remix agent state of alabama And look at the timeline Get in the business make it lose it Come back in and after learning everything I learned still took me six years of 15 hours a day to get to 100 deals a year And a lot of you guys three months in Are complaining about closing two deals I'm like, it took me eight months to get to my first deal You are crushing it They don't see it a lot of people don't see it A lot of the a lot of you new agents a lot of you new agents that are in the room right now Are doing amazing selling five properties your first year 10 15 20 properties your first year And you're and you're downing yourself about it. I like that because you're you're trying to be you're trying to be more And you're trying to succeed at a higher level and you're pushing yourself and you're pushing yourself to push yourself So I got get that But what I want to do is I want to bring it back just a little bit Not all the way just a little bit and take a step back and realize 90 of people don't make it in this business You are one of the 10% one out of 10 who make it Let's just start there. Please just let's start there Right now. What do you got in your first year? You got the foundation of learning how to communicate learning how to write a contract learning how to go through a transaction Going to listing appointments showing property learning the mls You did some deals. You made a little money. You paid some taxes. You understand the process You know how many millions of dollars that's worth to you and all you're doing is looking at the $35,000 you made that year You just made millions. You're setting yourself up to make millions Even if you sold one property your first year a lot of agents get in the business and they their expectations are They're going to do this for 30 years And they quit after six months I don't care if it takes you three years to figure this business out and get to your first deal You still got 27 years to crush it Who cares that it takes six months a year year and a half I don't care. Are you worried about what other people think when they say that you've been in the business that long and you haven't sold anything Who cares about that? Guys, you can't care That's going to be my motto for the day. Okay You can't care You can't care about stuff like that There's things to care about but most things are not to care about most of the things you think you need to care about You don't need to care about them Hit the hundred deals sold a hundred deals every year since And then I started writing books coaching for free speaking writing social media all that good stuff Right And what the biggest lessons I learned was that closings happen every day my clients that I sold to during when I was in the business When I was working on the olrig I looked at mls and the county records and realized they were still buying and selling at the bottom Selling their bad assets and buying new assets with a different real estate agent I thought hmm really Then I had I took a little deeper look and I started to think about and I started to realize Closings happen every day business is unlimited And then I started thinking all these agents I was worried about being my competition Are nonexistent when you build your business on people and building relationships. It's like trying to drink the golf That's how massive this industry is and that's how unlimited business is for each and every one of you It's like trying to drink the ocean You'll never get to the bottom It'll never happen. You could work 24 hours a day seven days a week 365 for the rest of your life and everything scratch the surface Do you guys understand what i'm saying? Let's make some noise Four things I want you guys to do in 2022 first thing Is I want you to start listening To your prospects Stop trying to close The prospects How many people watch those the live calls I did yesterday on youtube Young man named joshua out of nebraska Um incredible young man very incredible young man has an incredible tone Um, he is done really well on youtube. He okay, and this is a little side note this guy Because a lot of new agents say how do I get going what video is do I do? How do I get going on social media and everything this guy did the exact playbook? He's documenting being a new agent Right, he's documenting being a new agent. He's only had one sale so far He's documenting being a new agent and guess what he had one video on youtube They had 200 000 views several others. They had 10 and 15 and 20 000 views And he's got 13 000 subscribers after you know a couple months All right Let that be a lesson to to new agents who are thinking what do I what do I do for content document being a new agent Everybody loves to see the underdog win If they see that you're a new agent a lot of people are scared. I want people know they're a new agent No, it's actually a good idea So let people know that because then people start tuning in and say well, let's see what I like this guy How he's talking I like this lady this girl this guy will whatever they're saying really Connects and now they're kind of emotionally attached They start following and then over the next six months they see you start selling a few things Right and over the next year, right and now they've been with you through the whole journey Instead of waiting to your selling stuff and then just posting that you sold stuff Why don't you tell a story and that's what this guy did But back to the calls his the script that he was using was very surface very surface level Right and it was only it was it was come for sale by owners and he was only Trying to Figure out how to get the listing basically right you guys could go watch it and kind of understand it was scripty But that's okay because he's new I'm not worried about it sounding scripty. That's fine But it was very surface. There was no depth to it And as I was listening to the calls I said man, listen first thing you need to do You feel that you should have done on that call is find out why they're selling Find out why they're selling and then start to talk to them about that reason why they're selling And start to relate to why they're selling Right, he wasn't doing that and by the end of the call session He was doing that he was doing it very well And he was connecting with people a lot better and actually that made his tone a lot better too because he was kind of Just having a real conversation Somewhere one of the last few calls there was a gentleman and he had a property and he said Uh, you know joshua was asking him about it and he said that it was a fix and flip So joshua just he's just you know trying to figure out how to set that appointment and you know The normal mainstream training and coaching You know the guys that charge you stuff and give you these scripts from 1980s that you need to just Widen a garbage cannon burn He was going after that and after the call I said man, you weren't listening to him He's saying he does fix some flips You should have asked him. Hey, do you do this all the time? You know, do you buy and sell you buy and fix up houses and sell I'd like to help you find some houses He wasn't even thinking about that You guys got to listen to your prospects and open up your eyes, right? We're talking to humans We're not talking to a for sale by owner a geo lead and expired a buyer lead that might buy this house We're talking to a human that's probably not going to buy that house And we want to get to know them to see what they do what they are going to do But more importantly connect with them and make a friend with them nar did a study And the study came back with the number one reason why people choose their real estate agent, right? And this was overwhelming was that they had a friend in the business with a good reputation That a friend in the business with a good reputation that was overwhelming It was like 32 percent all the rest of the reasons were in the was like one and two percent one one one two one one one point five This was the overwhelming Top reason. Okay. What does that tell us? It tells me that your number one objective every day needs to be to make as many friends in the market as humanly possible That's the goal That's the goal Not listing appointments Not closings not you know listings How many friends going to make in the market because I promise you if you're out there making friends you're going to be closing deals Because what closings happen every day So if you're in the market circulating and you're letting as many people know who you are what you do and you're here to help You're going to run into people that a want to do stuff later And then what you're going to build your brand with those people but then b Want to do something right now So now what happens you're building your business for now and the future all at the same time In the same action A lot of people look at cold calls Look for me making cold calls. I'm trying to make cold calls to get my name out there enough To where I don't have to make cold calls anymore That's what a lot of people don't realize you don't make cold calls forever You don't make you don't buy leads forever, right? Whatever the source of The avenue of lead generation that you so choose In theory, you're not going to do it forever. You're going to do it till you have the database in place unless you're not building the database Right unless you don't have a system to build your brand with people once they come into your ecosystem That's why I love the weekly email Thank you. I appreciate it man. Thanks for coming by Just kidding But you know what you know what making friends comes from listening I just want you to take a step back get off the scripts. I want you to talk to people like they're human I want you to talk to people like they're your family All right, and I want you to listen to them And when you and when you go deeper and deeper and deeper find out why they're trying to do what they're trying to do Then you can you connect on such a level that the and they've never had an agent that do that before They view you as this God of real estate at that point And they put you on such a pedestal that they think in their mind. I'll never use another agent Especially once they do the deal with you and see how above and beyond you go for your clients Then they'll never that's the best closing gift you can give a client Is incredible service during the deal through the whole deal and before the deal and after the deal But incredible service Not a knife with your name on it The service when they know that you made the deal go smooth They're gonna when they decided to do another deal they're gonna think twice They say I don't even know if I want a risk not having that kind of experience again. That was that was smooth And that's what you want So please guys listen to your prospects more in 2022 and when did 2022 start? A long time ago But it starts right now The second thing I want you guys to do more of in 2022 Is eliminate all your fears You guys trip me out With the stuff you tell me you're scared of And I say why are you scared of that? And you say I don't know You trip me out guys What is so scary about anything in real estate anything It's just talking to people paperwork computer driving to houses Where did a you know alligator jump out and bite somebody or you know somebody get punched or I'm at a loss. I'm at a loss I understand being a little nervous about making calls for the first time or you know doing something for the first time Whatever, but when you do that simple little thing for the first time, you should know right in there. It ain't nothing The amount of people in this room Who avoid who try to avoid making calls? By spending thousands of dollars on leads just to turn right around and call them Scares the hell out of me scares the hell out of me The amount of money that you guys spend on leads so you don't have to make calls just start right around the column it's nuts It blows my mind so I mean, how can I put this you listen? I'll tell you what it is When you come up against something that you're kind of scared of okay, you need to do it right then Because the longer you wait the bigger that fear gets It just it just grows and grows and grows and then what whatever the reason was That you were scared what you say you don't know what it is, but you know Whatever that reason is you start to believe it more and more and more Just go guys 2022 no fear Okay, if you run up against something that scares you even in the slightest listen If there's if there's something about the business that scares you whatsoever If you don't write this second Just a stamp of a finger not be scared of that anymore because there's nothing to be scared of if you do not do that Right at sometime soon. There's a good chance. You might be on that 90 percentile of the statistics Of agents that don't make it in this business remember 90 don't make it So if you're scared of something in the business what side of that statistic do you think you're going to be on? Anybody scared of anything in here as far as real estate goes Come on guys don't be scared What's that? Oh like helping like a friend or family buy a house That's okay like the problems that they that they run into that they get mad at you about or whatever isn't your fault It's not your fault Listen guys contracts were set up for kindergartners It's filling the bank. Here's the name. Here's who's buying it. Here's the price We're going to pay cash. We're going to get an inspection. We're going to close to this date That's how much aren't we going to put up It's set up for kindergartner Right in this business you can put everything on somebody else The seller says I don't like that price. I'm going to price it at this price a lot higher price Okay, mr. Seller fine, but here's the consequences Probably not going to get showings and I'm going to vote that it's not going to sell You still want to do it? Yeah, he does cool. Let's go But that's on him That's on him at that point not me That was his decision Put it back on somebody else Scenario hypothetical You know, somebody put something under contract, right? We're the listing agent And you know put it under contract and the buyer agent calls and says the buyers want to go back and look at it For a second time, you know the next day And the seller says uh-uh Uh-uh can they can they still back out? No, no, I won't go over there Okay, mr. Seller look There's a chance if you don't let them go back over there that the deal is going to fall through You okay with that risk? Yeah, I'm okay with that cool boom It's his decision You're negotiating you're negotiating you're asking 700 you get a 690 cash offer Great offer the last one sold for 675. This is like euphoria Seller says I want to go back at 695 meet him in the middle Okay, mr. Seller listen. Here's the consequences I'm okay with that as long as you're okay with the possibility that we might lose this deal over that As long as you're okay with that risk Then I'm cool with it too. Let's go And then it's their decision if they decide to go back at 695 I'm gonna write it up and send it to the agent. So here's our counter offer I'm gonna represent him the way that he wants to be represented But he made that decision not me my job with friends and family and everyone It's to let people know what the consequences are of their decisions and then put it in their court I'm not gonna be responsible for this Right Anybody else one more scared. He's scared real scared. I can tell you scared. You're trembling Here's the cool thing Nobody's gonna come to your speeches yet No, no, I understand but here's the second part though. Nobody's watching your videos either No, no, no, and I'm going somewhere with this The fact is is that when you have a small following You can make as many videos as you want and get your little two three four 20 40 views 100 views whatever all you want to Right, but keep making videos because in your mind if you're trying to grow to a thousand views a video or 2,000 views a video Or whatever you're trying to do That's a long time down the road for you to build that audience up to the point where you'll have that many views And by that time you'll have so much practice that that the audience at that time that's seeing it The thousand people that see it later are going to see a great video because you practiced up to that point Go back and look at my videos Whoo So nobody's watching your videos yet But if you start making them and putting the time in to try to get better and better and better Show your personality whatever the case may be to make them better and better. See people want you That's one thing people don't understand or they just don't understand that it's not like the editing and the The lighting and the background and the audio that's not yet It it's you it's your personality You know, it's your energy Right, that's what draws them in. I mean I you guys have seen plenty of videos that are blurry That horrible editing but goes viral Right because it's interesting or whatever the case may be So, you know just start making videos Right, but making a video like making it, you know clicking, you know post or whatever That's scary just to do your finger like that I know what you mean though, but look at the end of the day. Nobody's gonna punch you They're gonna come find you Guys, there's nothing to be scared of okay. I want you to I want you to ease your your fears Okay, I want you to understand that You can't lose in this business. There's nothing to be scared of all right And we need to start listening to our clients Just listen to them about things that might be happening outside of the deal that you're trying to do right then That's where all the magic happens That's where all the magic happens The third thing I want you guys to do in 2022 Is eliminate all your excuses There are legitimate excuses right life threatening personal family right but outside of that You guys can't tell me an excuse that makes sense to me I'd like to hear some See me have a good excuse Okay, we'll just pass right over this if you guys are just excuses Not listen guys good You know what the difference is Right how long you've been in the business Okay, I've been in business for 20 years Okay, so what you have to understand is that for 15 hours a day for 15 years all I did was real estate And I built my business to the point Where I could rely on a weekly email to close 100 deals a year. I don't have to prospect. I don't have to chase I don't have to follow up. I don't do anything Right and so I built the machine then I decided to write a book and that's all I did a weekly email close deals write a book I didn't do all the stuff at once Right then I'm gonna do a website and create a coaching program and start doing social media when I did social medias I did them one at a time I did facebook first I've worked on it for three months to figure it out once I got it Kind of figured out then I did instagram for a while then it did youtube. I did it in stages So what you guys don't realize about what I do is that it's all been in stages and until I complete this stage I'm not moving to the next stage and every stage that I that I complete is just getting stacked on top of the old stages And that's why it looks like I'm this crazy You know Tasmanian devil with all the stuff, but you guys don't understand how much time I've put in to get it to that point It doesn't happen overnight That's the only difference That's a good one No, um people tell me stuff about I'm a new agent. That's a big excuse, right? I'm not tech savvy That's that and the other I'm tired of hearing it I mean keep DMing me, but Keep DMing me the problems and stuff. Let me help you through that stuff, but still Um, I mean I enjoy talking to people through those same issues and stuff. It's it's it's I get off on that, but At the same time guys listen, it's just like joshua irabu youtuber. He sold one property He's got 13 000 youtube subscribers now because he's documenting his journey of being a new agent There's no excuses Well, I've got said it in miami when you when a seller asks you how many properties you sold you look at him right in his eye and you tell him none And that's why you want to work with me Because i'm going to spend every waking hour on your deal If you want mr. Hundred deal a year ricky Go down the street go in his office look at him right in the eye and ask him if your deal is going to be at the Very top of his priority list He can't say it will be because he has a hundred deals a year happening But not me I'm going to take your deal. I'm going to be your deal is going to be the only deal that i'm working eight hours a day And work harder than any agents you've ever met Being a new agent is a huge advantage because you've got time You've got time That other people don't have take advantage of that There's always an advantage point and with whatever stage that you're in and whatever your excuse is There's actually an advantage point within your excuse That makes you kind of an unstoppable force So if you have an excuse or something holding you back, right? If you have an excuse or something holding you back, just DM me on instagram just DM DM it to me And let me tell you based on what your excuse is Glad you could join us What your excuse is what the advantage point is within that excuse And the fourth thing I want you guys to do in 2022 go ahead guys Yeah um I mean we're gonna begin bro. So like number one nothing has to cost any money, right? Because I can call for sell by owners off of for sell bender.com and doorknock and go meet people at you know Greers in publics, right That didn't cost anything leads are human beings in the market Leads aren't Something that I paid $300 for on zillow Lead is any human being in the market period And I can go talk to as many human beings as I want for nothing if I want to Now can I spend a couple hundred dollars a month and send the comfort of my own office and auto dial hundreds of them at a time? Yep And is that a great is that the most incredible thing that ever happened to real estate agents in the history of the industry? Yep But if I don't have a couple hundred dollars, right I can go do it for free That's number one number two whoever told you that right. Let's just let's just say you're asking for a friend type deal Your friend right your friend should have a job Making money to pay his bills until he gets some momentum in his real estate game And he can get momentum for free if he has to He have to I mean if you can scrape up a couple hundred dollars and call people from the comfort of your own office hundreds at a time You know and hack the system then that's that's going to be the the path Of the least resistance, but hey, if you don't have any money, you don't have any money That ain't gonna stop me And it better not stop you you better DM me and tell me about it Yeah, are you off on the weekends? Or again your friend? Are you off on the weekends? Are you making like a five hour call session every saturday? What do you do every saturday between nine and one? There's the problem my guy you're talking about. I don't know how to manage my time And I don't know how to you know get around this nine to five thing and here we're on your day off And you don't even know what you're doing Makes some noise all my part-time agents bro all my part-time agents I tell them make your four to five hour call session every saturday. That's mandatory If you make call sessions during the week bonus If you squeeze one in here and there bonus But that nine to that that nine to 12 nine to one whatever on saturdays is non-negotiable If you want to be a real estate agent when you grow up My strategy guys is very simple Super simple. It's got to be simple the more simple you make things the higher Yeah People that aren't successful make things super complicated If you guys notice this Are you guys some of these people? Make things super complicated and you can't quite you just there's always a roadblock and you can't quite get around it And it's just a complicated situation every time you turn around right Those are going to be your less successful people And the people that make things very extremely simple and make it seem simple. Those are going to be your higher successful people My process and my strategy as a real estate agent is very simple I want to talk to As many property owners as I can Just to make friends Not to sell them And I want to create five of those friends every day and I want to collect that data And I want to create those great first impressions and on the back of those great first impressions I want to build my brand Through email a weekly email on the same day the week forever and social media boom now If you created five new friends with with property owners every day five days a week Okay, understand the simple math Five a day 25 in a week 100 a month 1200 in a year 24 36 48 in four years. Let's call it five grand 5 000 property owners that you talk to not zilla leads that never called you back Not facebook leads that put in a false information People you talk to that verbally gave you their data to stay in touch with them until the day they wanted to buy or sell something Okay, after four years and you have 5 000 property owners in your database receiving a weekly email on the same day of the week forever How big is your business at that point? I'll tell you You're the number one agent in your market simple math real simple math so tell me this instead of You know because again all lead generation avenues come right back to the same thing conversation Conversation is the key to all closings. It's the nucleus Here's conversations. Here's the nucleus and here's everything else Facebook Zillow open houses cold-calling geo leads expires for sell-bounders sphere of influence past clients They're all on the outer edge, but they all to come to this point before a deal is initiated understand Conversation is a nucleus. So if that's the fact of the matter which it is Why don't I'm just going to sit here and have as many conversations as I can have right now I'm not going to sit around and do all this other stuff I'm not going to have open houses the way don't people to come in Just give me everybody's phone number. Let me start calling Let me go ahead and have these conversations and put these conversations behind me So I can close as many deals as I want to close If conversations the key to all closings and you want to have as many closings You can possibly have then all you got to do is have as many conversations as you can possibly have period simple math So if there's a process out there whereas I Can collect any property owner that I want contact information For two cents. I picked the property two cents. Here's their phone number and their information If there's a process out there like that And I can collect as many property owners that I want to do business with as I can call them Two cents a piece just to make friends Followed by a weekly email on the same day of the week forever. If anybody here can tell me a better strategy for real estate agents than that Please let me know right now I'm gonna say it again If I can get property owners that I want to do business with an unlimited rate For two cents a piece to call them up just to make friends followed by a weekly email on the same day of the week forever Sprinkle some social media in there Is there a better strategy than that right is zilla better than that is facebook better than that is open house is better than that anything please Because as soon as somebody tells me something Because I ask every audience that I'm going to start preaching that whatever it is No one's ever even debated me on this So my question to you is why aren't you doing what I just said? Now I don't know what you are doing Right, you know what you're doing. You're thinking about it right now. You're like, dang. He's right But think about how much money you could save If you didn't do all that other stuff And you just bought property owners information for two cents a piece and called them up just to make friends followed by a weekly What email that calls hardly nothing Yeah, do some social media do all this other stuff what I'd love you guys to do Is make calls from nine to twelve every day if you're full time and do and then post on every platform in the afternoon Make videos do podcast do seo Make calls all morning And do marketing all evening Afternoon, what's your daily routine? There it is right there. That's the daily routine routine of a high producing real estate agent now The day is going to come where you don't have to make calls anymore And you can just rely on the weekly email some of these other things to continue that momentum But I want you to go back to the first of the speech take advantage of the seasons in the market Take take take that opportunity to grow your database during those times In your seats, you've got a red x discount That's a deep deep discount That's a hundred fifty dollar off waving the setup fee and another 30 for life on that package That's property owners that's expired and that's a power dialer Expired when you get that I want you to go back three years worth And have three years worth sitting in your folder that you can just peck away at I want you to diversify who you're calling on a daily basis Monday do geo Tuesday do new expires Wednesday do old expires Thursday do uh past clients follow up on friday. Whatever Mix it up Don't just do geo forever. Don't just do expires forever mix it up If you get online leads take a day to call those Whatever Stay on the phone Because remember conversation is the nucleus of the closing Without that There's no There's nothing whatever the physics word is for that. Um, I want to give away some books I've got a couple here. I'll sign and also I want to I'm going to mail you guys some sign copies as well For your chance to win that and I want to send you my 90 day action plan if you haven't already gotten that You're going to text me at this number right this second 251 312 884 4 251 312 884 4 Put your information in my contacts There And I'm going to pick some book winners. I'm going to I've got four of them. I'm going to give away right this second And also you'll get my 90 day action plan whatever Right. I answer every single message on instagram. Has anyone here ever messaged me on instagram and not got and not gotten A message back Okay, I want to take two questions before in the uh the session here If you guys have any Do we have a mic runner? Does the mic work? Does it work? Oh, that's just for video. It's all good. So you may have any questions Yes, sir Now Yeah Yeah Our people who gave us information so it's not cold call, you know, it may have been five years ago But because they may not remember that Again, the email kept shutting me down. I had to just bail on the system basically. Yeah, um So these were buyer leads You can leave them with the mic in case there's further conversation Buyer and seller leads seven thousand, right? Right. I mean, you know, like for me So constant contacts, right and they shut you down Yes, because the thing is is when you when you open up an account They're watching you they're beginning and if you throw too many people in there If they'll red flag you and they'll take you out because they're scared that these are people that didn't That you don't have permission to email, right? Right? So that's where the problem was when you have these large databases like this and you start a constant contact or mailchimp or any of these services You've got to trickle those in there like a hundred a day or something for a little bit and see what happens Right and then maybe bump it up to 200 a day for a little bit to see what happens and kind of tweak around with with with, you know Put them in there, you know in small batches Okay, that's why you have to do that part of it as far as them unsubscribing and acting all crazy and stuff Um, you know that might be one of those scenarios where you need to sit down and plug all those people into the redx power dialer and and call them all before you enter them in I would do both Right if it were me I would have done in small batches, which you didn't know this at the time, right? You thought you could just upload everybody. I would have done in small batches But at the same time I would have had somebody on my team You know power dialing through, you know until we call it all of them just to touch base tell them who we are Remember us hi and all that good stuff, you know and and and you know rekindle the connection Right, let them know. Hey, we're gonna send you some emails and stuff and want to do business with you We care about it because there's something new because of course we've been just Basically automatically sending them, you know homes by text and email from our email So this new thing I think was maybe didn't know it was us but again, it shut us down Yeah, I had to stop stop. Yeah. Yeah You definitely got in that situation where you can't do anything with it I mean when they shut you down, they shut you down You can start a second account and just start all over with a second email address Yeah, no, seriously you can start a second account and then get a get a second run at it Take the same list trickle them in there this time do it the right way. That's what I would do Okay. Yeah, good. What do you do for your weekly content? There's this incredible website. There's this really awesome website. It's uh z e r o t o Diamond zero two diamond If you go to zero diamond dot com backslash weekly email Right that that really breaks down a lot of stuff a lot of stuff But look man, and this goes back to the gentleman behind you With sending people stuff, you know, what what wins as far as content and social media and listen Email is a social media platform. Understand This is a media outlet where people are checking like they're checking emails. That's the same thing is scrolling through a feed, right? It's the same thing And as you send an email, it's basically you posting Is there a wall where people can see the emails you post? No, so not the same platform, but it's the same thing So you need to treat it like a social media And for social media email all these different platforms Originality, right? It's got to be original consistent content, right? And how do we stand out by giving your opinions on stuff? It's not like here's a house that's sold or here's the here's the local statistics It's like here's the local statistics and here's what I think about When you start adding your Two cents when you start adding your opinions on stuff That's when people start to really tune in and now they feel like they're getting great information Like breaking news and getting to know you at the same time So as far as content goes bro, you I could do two emails a day to my database, right? Because there's new listings every second Kind of I guess there's a lot of there's new listings all the time Right and there's closed deals all the time. There's pending deals all the time There's a constant flow of new market information every hour You know that you could be tapping into so like for my my you guys can look at my weekly email It's right there, but I always have a link that goes to all the new listings every week That link goes back two weeks for the new listings In case somebody missed the last week or whatever this is that it goes back two weeks for condos and homes People can search property So some people open up my email because they want to see that incredible big picture when they first open it up Some people just want to see what them what see the beach Some people open up because they want to stay in tune with the new listings They go straight to that and click there Some people want to check on their complex or their subdivision to see if there's any new listings in there So what you want to do is you want to create a scenario where you cater to all these different types of people Are looking for these different information but put in a very simple Format that's easy to read and quick to get to the problem is people writing these novels Or copying and pasting these novel Articles to make your eyes hurt when you look at it And like most of the time it's like how to cook shrimp atoufe or like, you know, what color paint your walls in the fall If I don't learn how to cook something I'll google it. I don't need real estate to tell me how to cook I mean they get some house is not cooked stuff but There's so much information right so like you could do this This is good for beginners when you're doing this you get there's four weeks in a month So you could you could rotate out these weeks, you know week one could be listing of the month You could have event Of the of the month You know you could have like an article of the month. You could have restaurant of the month Right, you can come up with four things that you want to you know Showcase is like here's the listing of the month or restaurant of the month or whatever And then you can rotate that out every month where this is our list our restaurant of the month this month You know me and my wife went there. We had the shrimp atoufe And it was incredible my daughter laughed when the waitress went around it tell a little story Reply back for your chance to win a $50 gift card engagement now 200 people email you and One person wins, but now you're in these email conversations with the rest of the people seeing how they're doing So many things you could do One more He's got a mic. He's got a mic On that note, you could also get the restaurant owner on in your database. Yeah, exactly. That's what I did There's so much there There's so many things you could do so many things So ricky, I know you said you uh did the social media in stages, right? Uh, no big on social media. Uh, what would you recommend starting out? For sellers and neighborhood community I think the biggest thing for real estate agents is to get over Theirself in the in the fashion of worried about followers and and views and likes because We have to understand about social media Is that it's this massive situation where there's billions of people But when you look at your local market, you've got tens of thousands of people Maybe hundreds of thousands of people maybe millions of you're in certain places But even the places that have millions of people is still so small Compared to the internet right compared to how many possible followers there are Total so when you look at people that have you know, 10 million followers and 1 million followers and 500,000 and 200,000 You got to realize these people are catering to uh to the general public of the world You know, you're catering to the general public of your local market, which is like So microscopic in in terms of the internet, right? So the first thing you have to realize is that for a real estate agent It's not about you know Comparing yourself to these people that are getting thousands of likes or views That's the first thing is to realize that that's that's not where it's at Look at my social media, you know, I get like a thousand likes a post something like that But I can fill up rooms like this anywhere in the country You understand the influence there Right, if you're if you're getting, you know, 150 100 150 200 likes A picture you don't realize how influential that actually is in your local market It's actually very influential Right, so that's the first thing to realize You know, you got to get your head on right about that because that'll mess with you when you compare yourself to Other people and stuff it it'll take it to a really bad place If you can get to a good place there All right, then I like the restaurant thing and and what uh keith does Right in terms of talking to local business people have a videos about that My aunt is in Birmingham and she goes and takes pictures of this of like, you know croissants and stuff at a bakery and she's selling properties off of it Right. She's just posting about, you know, donuts And people are responding. She's getting these conversations. She's just a really nice person You know, and that fits her personality to get business like that for me. I got to be on the phone like crazy I can't just post a donut and hope people call me But she's closing deals, right So just think think Think media company think, you know, letting people know cool things about the area letting people know Cool restaurants and breaking news articles and stuff that come up that's You know Big big news for the area, you know, share that kind of stuff and share your opinions on that stuff Don't just share the article and post share it and then write what you think about it At the top and then say, hey comment. What do you think here's what I think about it? Let me know what you think about in the comments Create some engagement I'm gonna leave you guys with this today number one, I love you guys And I hope you know how much I love you and want to see you succeed at the highest levels I'll do anything for you reach out to me anytime day or night instagram dm is the best for that And I want you guys to take everything that I said today to heart I want you to understand to work the cycles of the market I want you to understand that 2022 is already begun Okay, I want you to stop making excuses stop being scared of stuff stop worrying about things, right? And I want you to listen to your prospects All right, I'll talk to you guys soon. Thank you