 Welcome back to the Zero to Diamonds show here. Ricky Karuth, good to see everybody. Today's my big day, big announcement that you guys been waiting on this. So much chatter around the internet in the group. I've got about, I wanna say over 300 messages over the last 24 hours about this. But anyway, I'm gonna go ahead and just do everybody. But man, I'm with, as always, my co-host here, Joe Rosen. We've got special guest coach Michael Burt in the house as well. But I'm gonna hand it over to you, Joe, real quick, because I wanna hear how you're January with it. Dude, it's picking up, man, which is awesome. So I quit counting weeks, but I'm guessing I'm at about 27, 28 weeks I've been in Port St. Lucie, right? And I am a rookie here. I'm not a rookie, but I like to say I'm a rookie because that makes it a little bit more fun. But all those code calls are kicking in, man. The funnel's full and I am packed with business. Every day is showings. I feel like it's pending, listing something. And so January, we had three sales. We've got three more pending, two for this month and one for March, no, May, we got one way out there. And then we get three new listings. So for a guy who's been in for a little over six months, I feel awesome. That's incredible, man. I love that. Yeah, my January went pretty good. I ended up with 90K commissions. I think it was about maybe like seven or eight deals, close, man, I'm having a great start of the year. My goal every month is to hit 80K a month because that's a million. So I already got January, February, March, already done and I'm about 20,000 into April. So I'm working on my April right now trying to get it wrapped up so I can move on to May and just keep going down the line. So yeah, today, ever since the Super Bowl I've actually been kind of like trying to like catch my ballot notes because I stayed up for the Super Bowl or what? Or hadn't been drinking enough water lately or what it is, man, just hadn't been able to like really find that like fire motivation I normally have. Yes. So the past two days, I actually just kind of took a bright midday and did a little workout. And I feel a lot better. I drank some water today. Tomorrow I'm gonna get back on the phone and make some calls. Cause like I'm at that point where I feel momentum, like nowhere near like gone or slipping. Like just like, I want to keep gasoline on the fire. You know what I mean? Yep. So Coach Bird, how are you doing, bro? I'm doing great, man. I'm here outside of Nashville, Tennessee. It's raining. I'd like to be in poor St. Lucie. Yeah, that's what we're talking about. I've been down there, I was a high school basketball coach. We played in a tournament in poor St. Lucie every year. So I know exactly where you're at, man. And I'm gonna be in Miami this weekend for a cruise that I'm doing. So to the Bahamas while I'm speaking on, so it's gonna be good. So thank you guys for having me. Oh yeah, for sure, man. Always good to have you on. Super motivational. So I'm giving it just a second guys before I make this announcement here. And I'll let you guys know what's going on. This is gonna be totally beneficial for you guys. And I mean, all right, look, for one right here, I got a rematch shirt on. I know a lot of people are maybe wondering if I'm gonna take this sucker off. You know, I asked him to, as soon as I saw that, I sent you a message. I'm like, dude, you're going to EXP, aren't you? Hey, you never know in today's world, you know, there's so many crazy things going on, opportunities everywhere. You never know, man, the grass is greener. We'll see in a minute, but Coach Bird, how's your year started out? My year started off incredibly strong. We've got bookings all over the country. We're signing up people for the coaching program daily. I'm going on tour with Tim Story and Sharon Lecter in March, which is gonna be big around the country. So it's all good, man. Every day and every way, we're just getting a little bit better. You just stay busy. Yeah, my philosophy is just take large amounts of action, let the chips fall where they will, but every day we work a selling system, every day we work a follow-up plan, every day we try to extract referrals, every day we try to be a person of interest. So there's a rhythm and a cadence to everything I'm doing. How'd you come up with that person of interest? You know, I was sitting at a cracker barrel. You know, I live in Tennessee and we like our cracker barrels in Tennessee. And I was, on a Saturday morning, I was sitting there with my real estate agent and this was early in my career. And I said, man, I don't wanna chase business. Like chasing anything sucks. So, and I wrote three words on a napkin. I said, person of interest. I wanna become a person of interest. I want people to be interested in me because I'm creating real value for people. So that would go on to be one of my best-selling books and a very powerful concept that we teach. So you were at cracker barrel and you literally wrote this on a napkin? Wrote it on a napkin. But how'd it come to you? It just, I just said, I don't wanna chase, man. And like we're talking about business and we don't wanna, I feel like man, we're taught to chase leads and chase business and convince and manipulate. And what I said is I wanna become so valuable that people are chasing me. And that's really what I've tried to become over the last 12 or 13 years. And you're in a good position because you're a buyer versus a seller when you're a person of interest. Right. Hey, personal branding, right? Yes. I mean, in the sales game, you're just as good. You're only as good as your last sale. And you gotta go out there and make another sale. And then another sale. That's right. When you build that brand, you become that person of interest then you're not worried about where your business is coming from. Yes. They're gonna find you because you're that person of interest. I love that. Yeah. Cool. All right, we're at 5.99. Okay, 601. Got 601 people watching live. It's officially my largest live stream so far. Nice. I had over 500 watching when my surrogate came on. I think I had 450 to 500, baby, when Quintavius Burdette was on with us, Joe. Coach Burd, baby. A couple of weeks ago. Yeah. All right, so I'm fixing to lay it down here. What we have in store and what my big announcement was and it's really kind of funny how all this came to be. But anyway, here we go. What we're doing is, and just like always trying to figure out how I can bring you guys more value and try to figure out how I can put agents in the industry that are following me in just a better, like my thing is to become 1% better every day. Right? And so through me trying to become 1% better every day, I'm also trying to figure out how to make myself better, which in turn makes you guys better because part of my mission is to help you guys get 1% better every day. So the more you guys follow me over the next five, 10, 15, 20 years, you're gonna see so many things happen with ideas that I have that are gonna turn into incredible opportunities for you guys to become better, not only real estate agents, but like live better lives, like be better humans, enjoy your life, do what makes you happy, put yourself in financial situations where you can enjoy your family more, buy that time back that you wanna spend with your kids and stuff like that, stuff of that nature. That's what I'm chasing is like a better life for you guys. And so through that, me and Coach Bird, we put our heads together and said, what can we do? We came up with a couple of things and I was like, no, I don't wanna do those things. Not at all. And then we kept throwing stuff against the wall and we finally came up with this. Okay, and this is the big announcement. We're doing a zero to diamond tour basically. It's gonna be in Naples and Atlanta, okay? I want you guys to fly in from everywhere to get to Naples or Atlanta. Naples is April 6th, Atlanta is May 1st, okay? And I'm just super excited about this because here's what happens. It's gonna be an all day workshop with me and Coach Bird. See, here's the thing that me and Coach Bird kind of thought, how can we bring most value to you guys, okay? And here it is. My business, what I do with zero to diamond is I teach you guys exactly how to build your business like I built my business, okay? But the one thing, there's a little hole there that I thought, eh, I love the way that I build my business around the weekly email, building your personal brand, people call you, but I don't really go extremely deep with follow-up, okay? And follow-up is really big. I don't really go because my follow-up is let's figure out why they wanna buy our sell. Let's create a game plan around why they're trying to buy our sell and then let's create a game plan of how we're gonna follow-up with them, the steps we need to take, and so every situation's different. But I don't really go really extremely deep. Well, Coach Bird has a million dollar follow-up system and he said, what if we combine what you're doing with my million dollar follow-up system and just did an all day workshop for zero to diamond members, okay? So we put our heads together there. So when you purchase a ticket, which is only $49 for the whole day, you instantly right then get the entire million dollar follow-up system, the e-book, the audible, four hours of video with Coach Bird going through his follow-up system. Get all that immediately. And then we're gonna see you live. And I just, you know, part of this for me is to get all the zero to diamond members together and to network with each other, get to know each other. We're gonna do this every year and we're just gonna continue trying to build this community of real estate agents that just want to change the industry with us because we're trying to change the industry in a way where we have less failure rates and we also have a more positive out like, I want the public image of real estate agents to increase. They're like, if you get out there in the public and say, what do you think about real estate agents? You know, I don't know what the percentage or what the statistics are, but you know, I've heard a lot of like bad words. You know, I've heard a lot of statistics of, you know, real estate agents yourself for money and stuff of that nature. I want that to change. And the zero to diamond community is literally gonna change that and that's you guys. So that's what this is all about. We're gonna be in Naples and we're gonna be in Atlanta and the registration for this is only for this week. Okay, this is only this end Saturday to buy your tickets for this because we have to know how many people are coming before we can put all this together. Okay, so Saturday at midnight, the registration ends. Okay, so there's a link in the description of this video and let me save that. There's now a link in the description of this video or you could go to zero to diamond.com backslash events. All right, so I'm gonna hand it over to Coach Burton, let him give you like his take on what we're trying to do. But that's my take, this is a networking event to get you guys together to have an all day workshop me and Coach Burton, work on your follow-up, work on whatever questions you have and just have just an all out good time, get to know each other better. Be, you know, I know all you guys, you know, on the internet, I wanna know you guys in person. I wanna know you guys face to face. I wanna shake your hand. I wanna take picture with you. I wanna sign your book. I wanna hang out with you. And so that's what this is all about. Coach? Yeah, I think, you know, Ricky, to your point, I believe we can help a real estate agent pick up a minimum of five to 15 more transactions a year on top of what they're gonna do if we just give them a good follow-up system. Okay, and I play the percentages in real estate. 67% of people use the very first person to contact them, right? They take seven to 15 touches, typically 80% of the time to convert a prospect to a client. The average real estate transactions should be worth 5.7 referrals. Yet 98% of agents don't have a good follow-up system after they do the transaction. So to me, when I'm coaching agents, and we're coaching multiple agents that are doing over a hundred deals a year, one of the biggest things they say they missed or were lacking was a follow-up system. When a person indicates interest, do they have a good seven touches between contract to close? Do they have a good touch system? After the sale, do they have a good touch system? So when Ricky and I did something last year in Alabama, I knew I wanted to do more things with him because we're in alignment on work ethic, belief, drive, go get it. And I said, what can we offer your agents that will add so much value to their life like it's a must have versus a nice to have? How can we make it so ridiculous that they can't say no to it? And so we put together this package that includes a full day with us, by the way, in Naples, which is a beautiful place, and Atlanta, which is one of the hottest cities in the country. We're gonna break it all down. He's gonna give you his methodology. I'm gonna give you my methodology where we put it together in a full day. And then we're also gonna give you a four hour video course of me teaching million dollar follow-up live plus my book, million dollar follow-up. Plus we're gonna give you the audible version and the e-book. So you're gonna get all of this when you register for this. And I like Ricky's concept of, it's gonna be kind of a reunion of all the folks in the coaching program. We're gonna spend time together. I don't care what, we can talk and go to dinner. Whatever you wanna do when we're in these cities to just make it like a big reunion where there's a lot of energy and a lot of excitement. And so for 49 bucks, Ricky and I are gonna bring that to you. Absolutely, I'm gonna be there the day before for these events. So people wanna get up for dinner or hang out or whatever the night before. Absolutely, 100%. And a lot of you EXP agents are probably upset that they switch over. But here's the thing, guys, I've been coaching you guys for free for years now. I'm getting into my fourth year here coaching you guys for free. I've got so many agents that are doing six figure a year from taking what I'm doing for free. I'm telling them exactly what to do for free. And I'm just, I've poured my heart and soul into this. And so at this point, I'm just asking you guys to do something here. I feel like us getting together is just gonna like bring it all together for all of us. I just really wanna meet you guys. I don't know what else to say. I just really want to see you guys face to face. Joe. Dude, I just got my ticket. That's what I was doing. It works. I just wanted to test that link, baby. Okay. I don't know how far in Naples is. I think it's three hours, but that sounds like a good drive. Not too far. And also guys, here's something for ya. Tell your friends, like get your friends, like tell all your real estate agents, everybody in your office, this is actually gonna be an all day workshop that's actually gonna be nuts and bolts. Like you guys all watch my videos. You know how I coach. You understand? A lot of you have probably seen me speak. You know that there's no fluff in what I do. This is, every second that we're at this event is gonna be you learning something and having aha moments. One after another, after another, after another. All right? So, I don't know if you guys can tell or not, but I'm pretty excited about this. I just really wanna meet you guys. That's really the bottom line. So, I'm gonna take a couple of callers. If you guys wanna put your phone numbers in, I'm gonna take a couple of callers here and we'll kinda go from there, but coach. And also, I would just wanna reiterate, as soon as you guys sign up, instantly you're gonna get his million dollar follow up system to start watching the videos, reading it, implementing that system. And reach out to me and coach Burke, DM us on Instagram if you have questions. If you get in there and see the follow up system, you start to read something, you got a question, send us a message and ask us about it and we'll immediately get with you and help you through whatever it is. We're here to help you. That's what this is all about. If we were here for anything other than trying to help you, we'd be charging hundreds of dollars, thousands of dollars for this event. Yeah, right? $49, come on. I mean, I go to lunch with a client for more than that. Yeah, that's a lot of value. And I'm telling you guys, I firmly believe you can get five to 15 more transactions or you're easy if you just use what you see in the video. If you just get more cognizant, if you get more aware, if you get more deliberate, if you get more intentional, if you understand how much money you could recapture, then even if you don't come to the live event, what you need to, there's something about being in the room. There's something about seeing eyeball to eyeball, right? Belly to belly, man, being right in there together, in series with each other. I'm telling you, I'm telling you, being there face to face and filling the energy, you know, I've never really been a big seminar guy, but when I go to these now, when I go to speak, because I never really went as agent, as an agent, you know, but when I go to speak at these now, I'm there and like, I get motivated because I'm around these other speakers and these other, these other energies and I feed off the energies. What happens is, is, you know, when you're in your market and you're at your office, you got the same old people you see saying, you know, every day, right? But then you go to somewhere where there's someone like me or Coach Bird or Joe who have these really huge ambitions and you feel like you're around like your own people now. You feel like you're around somebody that, you know, like you finally found somebody that's like you kind of deal. And when you do that, it really takes your thinking to another level because you're like, okay, you know, I thought I was up here because I'm around all these people, but now I'm right here with Coach Bird, Ricky and Joe. So, so now, now I got to see how I can elevate to here. It just, it just pushes you to go to that next level. Different standards. Oh yeah. See, I'm gonna get it. There's no way, there's no way after spending a day with Ricky and I that you won't think bigger. There's no way that you won't have some more prey drive. There's no way that you won't have some more hustle. There's no way that you won't want to get up and get after it every day. I'm telling you, you get in a room with both of us. We're both coaching real estate agents all over the country. We're both helping people earn six figures and beyond. So I'm telling you this, this is well worth your time. It's well worth your energy. And like I said, 49 bucks, come to Naples, come to Atlanta. Just get it all, man. Get in there while you can get it because it's only open for one week right now. We're only open this till the end of the week. Only up until Saturday. I'm gonna reach the voicemail box. The registration's only up until Saturday and we're only gonna do this. These are the only two spots for the zero to diamond tour basically or event thing this year. Okay, so we're gonna pick two other cities next year, but this year, this is it. So I really wanna get together with you guys. Trying to call a few people. Here we go. Hello. Hey bud, how's it going? Yeah, that was a bad accident. Good man, you're live here with Coach Bert and Joe Rosen. How's it going? I mean, beast in training, I would say, man. You never get there. What can we do for you, bro? What's your question? Weakness was, because I know you said single agents were always the best. So I found my weakness was the paperwork. I hated doing the paperwork. Okay. So right out of the gate, I was able to do call for self-by-owners and I ended up getting three listing appointments, two listing. Yeah, a little bit, but I ain't really worried about it unless I had a client ready to do something. Yeah. See, I'm not trying to sit around, trying to figure out how to do the paperwork, you know what I'm saying? Are you actively out there trying to find new clients and make deals happen? Or are you sitting around trying to figure out the paperwork? This is what you do. Here's the solution. You got a broker, right? Or you're on a team, right? Well, now I'm on a team. So I just hand it over to the listing. Don't hand it, listen to me. Listen to me. Don't hand it over. Don't hand it over, okay? Have them help you do it. That way you're in the process and you see how it's done. Okay. You feel me? Yeah. Coach? Yeah, I don't like. Yeah, what you gotta understand is that the purpose of the business is to create a new customer. And what too many agents do is to get bogged down and low value activity during the day. You gotta focus on generating new money, okay? There's a time for the paperwork, but you got the number one focus of your business every day is how do we get new money? How do we get new people in the funnel? How do we sell more deals? How do we help more people? And too many agents get bogged down while they're working on one or two deals and it's like, it takes up their whole day, okay? You gotta get to the point where you can't let this bog you down. The purpose of the business is to generate a new customer. That's what you gotta be focusing on every day. Is that what you're focusing on, bro? So that, open my. So you were, so you were a single agent. And you didn't, you didn't know, like through that you didn't know that paperwork was your weakness as a single agent, you were doing everything, right? Yeah, right. But you still need to be in the middle of the process when they're doing that paperwork. So you know how to do it when you go back to being a single agent. Correct, correct. Let me ask you a question. Have you signed up for this, have you signed up for this event? Have you signed up to spend a day with Ricky and I and get the follow up plan? Yeah. Registration in Saturday. So dive on that, bro. And I can't, what's your name? Cause on, got it, got it, got it. Okay, cool, cool. Okay, brother. People are laughing at me when I started coaching for free. They, your office says I'm a one hit wonder or you're a one hit wonder. Oh, I got you. What did, did you ask them what my one hit was? Ricky, don't lose that number. All right. Tell them you're 100, 100. Somehow I just stay on that top 100 chart month after month, after year, every year, every decade. Hey, tell them a hundred deals a year for six years is more than a one hit wonder. Got it? Letter bud. Yeah, you gotta, you gotta, that's a really interesting topic there about paperwork and assistance. Do more deals. You brought up a good point the other week too when we were talking to somebody they were talking about how there's fear of influence. You know, I was going to spend the next month or two on my sphere of influence and you're like, dude, you should be able to call your whole sphere in a day or two. Yeah. I think the same thing with paperwork. I literally sat down with my wife for an hour a day for, I don't know, four or five days. And we read through every major document I would need to know it on. Jennifer. Hey, can you push mute on your video? What's up? How you doing? I'm great. I'm great. You're live with Coach Burton, Joe. Tell everybody your name and where you're from. Atlanta in the house. I'm gonna see you. What did you guys come here? I'm gonna see you made first. I can't wait. What can we do for you today? And I just got an email saying just a confirmation but I didn't get an email for anything else. Yeah, yeah, you'll get everything else. Just, if you don't see anything or whatever just email me and just let me know, we'll figure it out. But yeah, you'll get everything. Okay. Yeah, yeah, you'll be getting a million dollar follow-up, the e-book, the audible of four hours of video, all that stuff. And then based on how many tickets we sell, we'll email everybody exactly where the venues are gonna be in the different cities. So we're still trying to figure out how many people are actually gonna come to this thing before we actually lock in. Cause we don't know if it's gonna be 300 or 800. So we're just kind of waiting to see how many we sell this week so that we can lock in places and then we'll alert everybody. So yeah, you'll get everything and just let me know if you have any problems or anything comes up. Yeah, tell everybody in your office. Okay, I sure will, I'll wait for the William. Let him know about it. And if you want me to do a Zoom call with the group beforehand, just to give him a little, just to give him a little taste. Yeah, let's just email me and we'll set it up and give him a little taste and we'll get them in there. Thank you. Joe, what's going on? They're gonna get everything. The email is gonna come from marketing at coachburton.com. That should have everything they ordered in there. If they don't get it, just email us but they'll get a confirmation and then everything will be a download quickly, the video, the e-book, the four hour commerce, all of that stuff. Okay. Chris, Ricky Karuth. Hey, what's up, buddy? Did you put your number in? I sure did. You're live, man. You're on the show. Tell it. I have any 2014. Ricky, I found you, I don't know, a couple months ago. I'm venturing out into the real estate field myself and I'm on fire, man. I just love it. Coach Burton, I saw some of your videos and I got my ticket, man. I'm coming down to see you guys in April. Where are you? Where are you located? I'm in Tampa, Florida. Okay, perfect. Perfect. Well, good, man. How long have you been selling? Well, I'm just getting into it. I got license late last year and been working, getting the systems up and running, trying to get myself educated as much as possible. And ready to go, so. Yeah, for sure. Have you? I've run that deal the first of the year off your promo. Yeah. Are you working full-time somewhere doing real estate part-time? So the 21st of February. And then that's it. You're doing real estate full-time? Don't real estate full-time. What led to that decision to say, I'm gonna stop working on the 21st of February? It's my son's birthday. So I got out of the Marine Corps on my daughter's birthday and I'm gonna give the corporate world to my son. So I'm kind of for that thing. Right. Love it. Well, hey, you know, burn the boats. You know what I mean? Yeah. You're making it happen, son. You know? I feel you, man. That's commitment. Cool, man. Anything we can help you with today? Just thank you guys for everything. I'm looking forward to meeting you at Naples and, you know, keep pushing forward. Two steps forward, one step back, it's still a forward progress. Hey, keep fighting the good fight, man. We'll see you down there in Naples. Holler, if you need something. Thank you. Thanks, brother. Yeah, thanks for your service, man. Good guy there. You know, Wiki, one of the biggest things new agents don't have is they don't have a system. They don't have an attack. They don't know how to map out their days. They don't know how to call on a hit list. They don't know how to work a farm club. They don't know how to create 25-value relations. And all we're gonna do is we're gonna be giving the agents that a system, okay? Now, I've used this system to take agents from 45 deals a year to 160 deals a year, guys. I've used this to coach some of the top people, top people in the country out there, okay? It looks like 64. Hey, man! 64. Hey, what's up? Oh, man, it's going great. Doing even better talking to you. Hey, man, you're also talking to coach Burton Joe, so don't make me feel so special. Oh, yeah. I get that notification up there in Texas. I hear you, man. We appreciate that. Absolutely. I have a quick question for you. Yeah. And just kind of someone who I wanted to tell you a little bit earlier, you know, I've been the only thing I did was leave generations of cold calling. Okay. So coming in, my real estate career started in August and I already have that 80,000 to 100,000 cold calls in my belt, it was three weeks a year and a half. So a lot of experience there, no problem with Joe, good on the phones. And it's been going good, working now, but it's getting to the point that, you know, I've got a lot of front ends, you know, cold calling and generating business. And then I've got a lot of buyers and a lot of sellers that I'm working with. And I've got this huge thing in the middle, a lot of this follow up stuff that I need to do to generate business. And I'm having a lot of trouble with still keeping enough time allocated to still cut, you know, cold calling. Okay. So you're saying you're too busy trying to follow up to make more cold calls, you mean? Yeah, because you know, I'm writing contracts with my buyers and going on appointments and all that. Listen, man, I'm gonna just lay it out for you real quick, get Joe and Coach Michael's opinions. But the thing is, is that if you wanna exponentially grow your business, you have to find that balance between old clients and current clients and new clients. And if you're just gonna concentrate on current clients and past clients, your business is gonna plateau. So how much did you make last year? I started in August and I only had a couple of transactions just then. Okay, cool, cool. Well, I would say you're on the right track. Okay, so right now you're going through the mud, let's call it. And so just keep trumping through the mud and just taking care of this stuff. If you're staying busy and stuff, that's fine. If you don't have time for calls, I mean, it happens to the best of us, you know what I mean? But what you need to try, but what I would suggest, and I'll hand it over to Coach Bird or Joe, is turn all the notifications off on your phone for emails, right? You might be, I'm not just guessing here, but you could be a reactionary agent where every time your phone deans, you're going to that and it's distracting you from focusing on what you need to be time blocking. I'm not saying that's what you do. I'm just saying the things that you think that come off that you think are fires you gotta put out like right now, they don't, you don't even need to even worry about those for like a couple of hours. There's nothing that can't wait a couple of hours. Okay. And so what you need to do is start saying, okay, this buyer wants to write this offer, they want to write offer, we need to write that offer right now, that's important. But if it's a negotiation on inspection, we can do that in two hours. You know what I mean? So they're like, you know, you just gotta, you gotta be, as a new agent, you gotta decipher through what needs to be done now, which is about maybe 2% or 3% of what you think. And the other 97%, you need to push it off to a later time where you can focus on the most dollar productive activities. Okay, Joe, yeah, be religious about time blocking, but through that understand that you don't have to jump right on top of every situation. Okay, you know, turn the notifications off on your phone, that way you're not getting bombarded by unnecessary distractions. You know what I mean? And that way you can focus and check your email at the end of that call session. You know what I mean? But if you're gonna stop calling new people all together, that's why I like the three by three, three hours a day, three days a week, because I don't care how busy or un-busy you are, every single agent can put three by three in. Time block those three hours, three days a week, every single agent can do that. I don't care how busy or slow you are. Okay. You know, so do that at a minimum. 16 hours a week on calling. Yeah. And I've been hitting it pretty consistently so far. But I'm really interested in seeing the follow up program. Yeah, no, for sure. For sure, man, and get in there, we'll get that follow up system to you and then we'll see you in Atlanta. Joe, what's your thing? Yeah, I'll say two things that have really helped me, that I had problems with and now this has helped. Number one, going back to, you know, turn your emails off and everything, I check in the morning, like when I get back from the gym until I eat breakfast, maybe six, 30, seven o'clock, that's a great time to check your email, respond to texts, all that good stuff. I do it again at lunch, because I'm sitting down eating lunch, so I'm not in the phone, I got my mouth full, so it's a good time to respond. And then I do it again at night, after everybody's already shut their phones off, they're done, I can't call anybody anyway, so what a great time to text an email. And the second thing, I got this from you, Ricky, watching you, man, anything that can be done, that's not you in front of people on the phone, do it after seven, eight o'clock at night, while you're sitting on the couch, watching Netflix with your wife or whatever, what a great time to do that, because you can't be on the phone anyway. Your brain is kind of checked out, so what a great time to do all your emails and texts. Hey, that's why I like 430 in the morning, bro. Get up at 430 and do all your emails between 430 and 530, go to the gym. You already did more than most people do all week before you even get to the office at eight o'clock, and then get on that phone. Yeah, I'm usually in the gym from 5 to 630. 5 to 630, are you a bodybuilder? I do, it's huge. Oh, nice. Yes, I still do a lot of training. Nice, what sport? Track and field, that's a pole balter. Oh, okay. Wow. That's some serious stuff. Coach Burr, you got anything to add? I think it's simple. I think every day you gotta call on new people, every day you gotta close people, every day you gotta onboard new customers, and every day you gotta love on your biggest clients that send you referrals. If you can do those four things every day, you're gonna grow your business. If you follow me around every day, you would see me do all four of those things. Call on new money, close business in the pipeline, by going my seven to 15 touches, onboard new people to make sure they're up and going, and love all my biggest referral partners. That's what I do every day. And love on as other people. Love on your biggest feeder systems, your biggest referral partners. So, Coach Burr, I just got that ticket, I got the email and in there's a whole bunch of videos. Is everything you just said in that email? Yes, when you see that video, you got the book, you got the download, you got the videos, and Ricky, we've had about 70 people take action while we've been on this call. Test Buchanan, just registered for the Naples event. Congratulations, Tess. So, we got about 70 people that have taken action. Listen, guys, you don't wanna miss this. There's 600 people on the call. There ought to be 600 registrations, in my opinion, if you wanna get 15 more deals a year. Yeah, and tell all your friends too, and make sure everybody, I mean, this is only open till the end of the week, so we can get a number, we can get a head count, and pick the venues. So, definitely dive in this stuff. But listen, man, before I get off with you, I just wanna say this, I think this is really interesting because I was talking to a company yesterday on a Zoom call, and I said, you know, a lot of people are walking through their career with this buyer that's wasting their time, or they're working on these two listings. They don't even have the listings yet, but that's all they got going on is two possible listings. And I said, look, you need to have 20 to 30 possibilities going on at all times, like possibilities, like a couple buyers you're working with, and some sellers that are thinking about doing stuff, you need 20 to 30 possibilities. If you don't have 20 to 30 possibilities going on at once, then you're behind. You should have 20 to 30 going on so that you could close three to five deals a month. If you keep 20 to 30 possibilities going on at all times, see a lot of people think I got these two things going on, and you know, those two things are gonna overwhelm me. They don't realize like the percentage of people that actually go through with the deal is so low. You need 20 to 30 possibilities to keep three to five deals closing every month. All right? What do you have to do to handle them? Don't you have some automatic emails you can put them on with the criteria? Boom! Boom, I just saved your life. You know what I mean? Dude, start, I mean, like, okay, give me another example. That was, I mean, I squashed that one. Give me another example of what, you know, what you feel like you're gonna neglect them with. If you don't have anybody wanting to write a contract, how much time do you spend in writing contracts? Let your broker and self-help you once you get a, somebody that wants to write a contract, then you'll learn the process in real time. You know what I mean? Listen to me, man, 20 to 30 possibilities, okay? Let's say you got 20 possible deals happening, okay? 20 possible future listings or future buyers, okay? You with me? Yeah. Okay, you got that on a list in a notebook. 20 to 30, boom, right there. All right, 20 to 30. Now, every day when you wake up, you're gonna look down that list and you say, okay, I talked to them yesterday, I don't need to follow up with them the next day, right? You're gonna look at the next person and say, I might need to give them a call. You're gonna look at the next person and say, I need to text them, hey, boom, done that, two seconds. You know what I mean? You're gonna go through that list and you're only gonna really do something with maybe, you know, five or 10 of them because you're not gonna fall up with everybody every day, but then three days later, you're gonna circle back to these people that you didn't contact until three days. You know what I mean? And like when you look through that, when you look through that list of 20 to 30 people, that's literally gonna take you 30 minutes to give them all the attention in the world that they could ever want and then leave you seven and a half hours, more hours in the day to go cold call and add more possibilities to your list. This is gold, dude, this is gold. Yeah, okay, where'd you get those leads? Okay, and what did they say? The 300, 300 leads, you said, where'd you get them and what'd they say? Okay, boom, you don't call those people. They get what's called a weekly email, right? Okay, so now we're gonna get this, we're gonna sign up for the Naples, whatever you said you're gonna sign up for and get that million dollar follow-up system and you're gonna start implementing that with those 300 people, okay? Now we need to build that 300 people because that's your database. You need to start building personal brand with those people, all right? Original consistent content and now we need to get that 300 to 500, okay? And then to 1,000, okay? You need to get to 500 as quick as you can and then to 1,000. If you just concentrate on trying to grow that number, the deals will just come, okay? If you grow that number and your attention is to help these people, they're gonna love you for it. You're a hard worker, you're a pole vaulter, for God's sake, they're gonna love you, dude. Okay? Okay. All right, go get them, bro. Let me know how it goes. I wanna hear your success story. I'm Jack, I'm Jack, let's do it. Let's do it, dude. I'm so fired up. Thank you, thank you guys. Yeah, I'm going to drink some protein right now. That dude's gonna be a beast. Yeah, he's doing it. Cool, let's see if I got any more number. I think I got one more here I can call and then we'll call it a day but man, I'm just so fired up to meet every single person in Naples or Atlanta coming up soon. You guys have no earthly idea how excited I am. And it's all designed to make you guys better. It's like, what else can I do? Hey, what's up? How are you doing? Good, this is Ricky. Can you hit mute on the YouTube? Did that. Okay, how's it going? You're on the show. Virtually in any way. You're kind of breaking up on me. Are you in a bad spot? Maybe it's your phone. I know what you're asking. You're asking if this is also going to be a virtual event which it will not be. Because if it's a virtual event then it literally just kind of takes the, I mean, the whole thing is, is I want to meet people in person. You're obviously in California, correct? Based on your zip, your area code. Okay, so you know, like if these go well maybe we'll do something in California next year. Who knows? I don't know if we will or we won't. You know what I mean? But you know, if you can get over here that'd be great too. If not, I understand it's a long way from California. But no, we're not going to be good opportunities. Right, okay. Coach Burr, you got anything to add with this? I will tell you what part of California are you in? Okay, I'm going to be out in California doing multiple events. One in LA, one in San Diego in the next couple of months. If you want to go to coachburr.com, click on live events and I will be out on the West Coast doing different events. I would tell you this deal that we have here today the 49 bucks gets you four hour video of me breaking it down live and it gets you the book and all those things. So it's still a good value if you can't come, you know, to the one in Naples or Atlanta. I'd go ahead and take that offer and then check out when I'm coming to the West Coast to come to one of those live events with me. And if we work it out, at some point I'm going to get Alabama boy, Ricky Carruth out to the West Coast. I'll come, dude, I'll go there tomorrow, okay? I know you will. Cool. That would be a video, wouldn't it? Ricky Carruth, Dornaken in California, that would be a YouTube sensation. All right, no, you're going to be in the video. Yeah. Anything else we can help you with today? Thank you. Thank you so much. Okay, everybody, comment right now. If you are upset, I didn't go to EXP. Or if you love the fact that you didn't go to EXP and how excited you are about meeting me, Coach Bird in either Naples or Atlanta, coming up April 6th in Naples, May 1st in Atlanta. I mean, I'm just trying to figure out how I can bring you guys more value. So if you don't think this hit the nail on the head, please tell me what else I can do and I will do that, okay? Just trying to figure out how to bring you guys the most value. It's really the name of the game here, bring you guys value. Looking at that last call too, I really want to throw it there. If you guys have never been to an event like this, I watch every single day, Ricky, David Goggins, Grant Cardone, Gary Vaynerchuk, all my favorites, every day to fire me up, every single day. It is nothing like being in person and getting the energy from other people and having other people, like-minded people, people with big standards, challenge the way you're thinking and constantly raise you to an even higher standard. It's completely different and for $50, I mean, I've never even heard of something like this. That's an awesome deal. I think so too. And also just to let you know, these events are gonna be from 8.30 to two, okay? We're gonna go from 8.30. We're gonna go to lunch, take a break for lunch and then come back and do some Q and A after lunch. And probably hang out a little afterwards too for a little networking or whatever the case may be. This event is for you guys, zero to diamond members to meet each other network, create a little referral network, if you will. So, and if you have friends that haven't been introduced to zero to diamond or me or Coach Bird or Joe, whatever, have them, go to zero to diamond.com. It's completely free, sign up and make sure that anybody that wants to come to one of these events goes and signs up before Saturday at midnight. At that point, the link will not work anymore because we have to have a headcount. We can't buy a place for 1,000 if we have 500. We can't buy a place for 500 if we're gonna have 1,000. So we need to know. I think that's it guys. Any last words, Coach Bird? No, I just wanna thank you guys. I look forward to meeting you in person. I love the live events. I promise you we're gonna bring you more value than 49 bucks. You're gonna get that in the email, the videos. Ricky's right. Like, you know, this is a great deal for you. And I just look forward to spending time with you in Naples and Atlanta. I promise you, you're gonna walk out of there on fire with real methodology. Ricky and I are not cotton candy people. We give you the real deal, not something that tastes good for a second. We're gonna show you step-by-step how to do it. You're gonna pick up 15 more transactions a year if you do what we're teaching you or more. And you're gonna, maybe you're like the agent that I'm coaching that went from 45 deals to 160 deals. You know, that changed the dude's life. Absolutely. And like Coach Bird said, I'll reiterate this before we get out of here. I want you guys to leave these events, not only just filling the energy and everything, but also I want you to view your career as a, you know, wow, this is what's possible in five years. This is what's possible in 10 years. You know, I can get, I can, I can, it's reality for me to get to 100 deals a year in the next five years, you know, and I'm gonna do an increments, you know, I'm gonna get up to, you know, 30, and then I'm gonna start doing 50, and then I'm gonna hit 75, and then boom, I'm gonna start hitting 100 every year. Right? And that's what I want for all of you guys. And you guys know that I'm sitting here trying to create as many diamonds as possible. Okay? In my coaching program, there's Gems, Emeril, Ruby, Blue Sapphire, Sapphire, Black Diamond and Diamond, okay? Goes through the achievement levels. I'm trying to create as many diamonds, which is a million dollars a year in income, okay? The closest one I got right now is Quintavius. He did a half a million dollars last year. It was very first year in real estate, one of my coaching students. He's the closest one I have right now that I know of that's on record. Trying to get him there as quick as possible and then create second one, third one, fourth one, fifth one, 20th one, 40th one, 100. So that's where we're at guys. I love you so much. I hope to see you in Naples or Atlanta. Joe, I'll see you next week brother. Yeah baby, have a good one. Later guys.