 All right guys, what's up? I hope everybody's doing super. Well Hmm. I hope you're having a wonderful day I'm gonna give it a second for everybody to show up give it a couple minutes Get all my stuff lined up here. Let me know if you guys can hear me good Give me thumbs up and all that So guys, let me know you can hear me. Okay Get all my stuff set up here So we can get down to business Cool lots of thumbs up Guys, how we doing? Good to see all of you. Thank you so much for tuning in I'm super grateful that you are spending time with me today and I'm just gonna pour it all out I'm gonna give you everything I got I did want to take a moment to tell you That the Panama City area and surrounding areas over there are absolutely in my prayers I know what it's like to be through a huge huge hurricane that Devastates the area It's not fun at all. It's very scary You know, it can be lethal It's gonna it's gonna definitely take out some houses some old houses that Couldn't withstand another storm are gonna be gone and my heart and prayers go out to everybody over there and Really my area dodged a bullet. I mean it could have very well come straight for us It was really just off just by a little bit So I'm really thinking about the people in Panama City a lot today and will be for the next coming weeks So there are my prayers and if anybody watching is in that area or knows anybody in the area Let me know what I could do to help So what that being said Looks like some more people are logging on. I'll give it maybe another 20 or 30 seconds Super excited about today's training on The winter market. This is just I live for the winter market. I live for when everybody else thinks it's slow this is when I close the gap on people and Either get closer to them or get further away from them if I'm already ahead of them And I'm just really excited to be sharing this with you guys right now live You know, I feel like this is one-on-one coaching with each and every one of you because I'm talking to you And I really want you to get out of this what you need to get out there and crush it And I'm gonna keep bringing it. I'm gonna keep coming up with subjects That's gonna keep you on top of your game and continue taking your business to another level And I'm just super grateful that I can do it for you and not only that but do it for free not ask you for a dime Okay Looks like we got a few more people coming on so real quick. I want to talk about the free trip to Orange Beach Before I get started here Really excited about this free trip to Orange Beach What it is? It's a contest. There's a link in the description right now. You can go there go to the website There's a list of things you have to do you have to do all those things and then email me You email me at Ricky Ricky at zero to diamond calm To be entered into the raffle if you don't email me or you don't get a response out of me Acknowledge that I got the email Then I don't you're not gonna be in the contest so complete the steps on the website and then email me and say I did it and Then I'm gonna look and check and make sure you've done everything and I'm gonna put you in the contest Halloween day October 31st I'm gonna be live on YouTube Facebook Instagram I'll let you guys know what time when we get closer so don't interfere with the closing or something and we're gonna draw a winner We're gonna put everybody's name in it in a bucket and then one of my assistants will reach in and pick a winner And so I'm really excited to see how who wins and I'm gonna work with you on your trip We're gonna schedule it out where it's best for both of us Come down Hang out on the beach. I'm gonna get a room right on the beach for you and a friend Can be a real estate friend can be your spouse whoever you want come down hang out with me for a day Hang out on the beach for a little bit check out the area and it's gonna be a lot of fun So be sure to check the link in the description for that Enter in the contest and get as many friends as you can to enter in the contest because if they win They could bring you as their friend Okay The next thing is red X. I know there's a lot of you that have red X a lot of you Don't do red X you like mojo or coal or whatever you like to do and that's fine but a big part of zero to diamond is calling property owners Circle prospecting and the great thing about circle prospecting is is it's unlimited everybody's nice to you because they're not getting bombarded by any other agents and You get to pick your price point You get to pick which what price properties you want to sell You pick a sweet spot in your market a price range Pick a neighborhood in that price range and you target that that Subivision or complex or whatever it is you get in there get your hands dirty create those relationships and Start doing deals Property owners buy and sell not just sell they do both and it's just an incredible opportunity and it's how I built my business And so if you don't have red X yet, are you thinking about it or whatever the case may be There's a hundred and fifty dollar discount link in the description You need to get on it follow my 90-day action plan and start crushing it like everybody else If you're noticing in the Facebook group people are posting their call results the listings They're getting the sales there that they're getting everybody's having success with this Also, another couple cool points is as people are taking my circle prospecting script like Benjamin here Benjamin Steven and he's door knocking with it and crushing it knocking it out the park Okay So just take the tools. I'm giving you take the 90-day action plan You know form it into what works for you take the mindset of it and go crush it So I just want you guys to succeed You know, I wanted to say all that before I got started I know there's a lot of new members in the zero-to-diamond program right now We're getting probably 40 new members a day that are signing up on the website I just want to say welcome and that this is an incredible Real estate community that's growing by leaps and bounds and everybody is so positive and loves each other If you need anything reach out to another zero-to-diamond member or reach out to me And we're going to help you as much as we can we're gonna do everything we can do to help you That's what I love about this community All right, so Just want to say one more time prayers to the Panama City beach area I know what it's like and it's devastating And so I'm gonna be thinking a lot about you guys over there for the next couple weeks and even months And so there's anything I can do. Please let me know All right, I think we're ready to go here winter time market So I want to get into like I do every single training I'll talk about the mindset behind what I do and why I'm doing it And then I get into the tactical step-by-step one two three four This is what I physically do to make it happen Okay, so let me get into the mindset and To before I get started this is absolutely for you guys This is your first time a Q&A if you have any questions whatsoever type them in I will get to each and every one of them We'll get all your questions answered, okay? And I've covered a lot of subjects, so if there's something I'm not covering I guarantee you There's a video I've already done or a live session. I've already done on the subject But just let me know and I'll direct you to the video or answer your question straight up Okay, winter time market what happens in the winter time, okay? The winter time starts happening and real estate agents They start to kind of Get a little lazy. Let's say let's just call it for what it is. They just get a little bit lazy They've made their money for the year Holidays are coming up. They're going to parties. They've made their money and Also, there's this sense that the market is slowing down in the winter Which may or may not be true, okay, you know Yeah, there might be less transactions, okay But to me and what I've learned over the years is that that doesn't matter that doesn't apply to me That doesn't apply to me you see business is unlimited and So, you know deals are happening every single day, okay? Even even the winter even when the market crashes deals are happening every single day So if I continue doing what I'm doing and I don't get lazy And I don't stop making my calls and do what I'm supposed to do to create business and follow up and do what I'm supposed to do then my business shouldn't fall off I Should continue doing the same amount of business even though transactions are down in the market They're still more than I can handle at any given time. That's the theory Your transactions are always going to fluctuate You know, I'm not always going to have the same amount of transactions Every month and I may have a down month here and there. I have a down month in the summer I may have a down month in the spring like I did this spring because the market turned on us but Just generally speaking, okay, not 2018 Generally speaking When the market slows down do not I repeat do not get caught up in The fact that everybody else is slowing down. They're getting lazy They're they're everybody's talking about the market slowing down for the winter So on and so forth and guys everything I'm saying applies to a market crash When the market crashes or we have a recession or the market slows down like I did earlier this year Because of interest rates or just the timing of you know, everything that happened. Nobody knows exactly why everything, you know Happens it's like almost like mother nature But don't get caught up in the fact that there are less transactions You continue working hard and doing what you're supposed to do to create the business Okay, I Don't stop through the winter like somebody was talking to me the other day and they said Something about the winter slowing down or when it's oh, they said they said when it slows down You know, then you could focus on this or that and I said it's not it doesn't slow down for me I have the same amount of transactions like I have the same amount under contract right now that I do in the summer and You know if it if my business starts to kind of Drop off a little where I feel like I'm not writing enough contracts this You know, I haven't wrote enough contracts in the past couple weeks something's kind of dropping off Then I'm gonna get in gear. I'm gonna switch right and this switch This is what? This is what I want to get through to you the switch Okay When a market's going good when you're in the summer and transactions are happening and everything's just jiving and Dills are coming at you and everything's happening good great Okay, but what happens is is as the transactions are happening Okay, and then you hit the market the transactions go down Well, most agents just keep doing the same thing that they were doing when the market was going like this Okay, and that's why they get caught because they don't change they don't they don't switch Okay, you have to make the switch you have to realize that okay something's different. I got a switch over and What you do is you turn from Basically just taking transactions that are coming to you and you're making calls everything's happening easy to now It's not as easy. That's when you got to make the switch to keep the momentum going Okay It's the same switch you got it You got to make when the market turns right when when the recession happens when a crash happens You make this switch and the reason why a lot of agents have to get out of the business in a crash It's because the crash normally lasts longer than the mark then then the winter time So it's the same scenario a crash and winter time same thing But the difference is a crash is harder and it lasts longer and so you can't withstand it You know with your bills coming in Whereas you can almost write out the winter time and kind of get some momentum going to sell a couple things and make It through to the summer and then you're rolling again. I Want zero to diamond members to continue rolling in 12 months out of the year? Okay, and this is how you do it. You make that switch. What is the switch? As soon as I feel a little pressure like I don't have enough under contract or People aren't calling on my listings enough or you know not enough going on I Switch and I start getting on the phone the first people I'm going to start calling Are past clients or people from the last maybe Maybe I have a list of people I can go back through my emails and find people from like five months ago Six months ago three months ago that I haven't talked to and maybe a month or two or I'll follow it up for a while But then they didn't do anything so I kind of dropped off the map Past clients important people people that you need to stay in touch with and stuff like that That's the first line of attack You're gonna start calling everybody in your sphere I call this your sphere like to me your sphere is not just people that you know that you grew up with its friends and friends of family and family friends and all that stuff No, your sphere that's where your sphere starts, but then Your sphere grows as you grow your real estate business because your past clients turn into your sphere Your past clients turn into part of your sphere Okay, and your object the object is to grow that sphere grow it grow it grow it grow it Okay, so you want to start calling your sphere That's the first step when the market starts to decline when the market goes into the winter months Whatever the case may be when you start feeling pressure That things are turning, you know another good way to realize that things are turning is is that you don't have anything to do today You walk in you come into the office and there's no appointments. There's nothing on the books You don't know if you guys saw the the video where I took the girls on the helicopter ride I didn't have anything to do that day like Appointment wise or anything just on my books to do like yeah, I can I can just start making calls, of course There's plenty to do trust me What I'm saying is there was nothing on my books. There was nothing planned. I didn't have anything going on right that second. That is When you know that is a good indicator That you got to make this switch Real quick I saw a comment that called my eye Mary says she just moved here and doesn't have a sphere of influence Okay, your job is to create a sphere of influence like if you don't have a sphere of influence Use my phone script and start building a sphere of influence ASAP And I don't care if you like have a a sphere of influence and you grew up in the in the market that you're in and you know everybody Your job doesn't change. You got to start Creating that you got to continue to build your sphere just because you live there and you have this big sphere And you know a lot of people That's great. Contact all those people find out what's going on how you can help them and then continue on your mission talking to People you never talked to to grow your sphere bigger and bigger Okay, so step number one as soon as you feel Pressure as soon as the market starts turning soon as things aren't the same Make the switch call your sphere Meaning past clients people that haven't bought that you need to follow up with just any little Possible lead or anything that you can find call them That's that's the first step Okay, when you're entering into the winter market when you make that step see most agents are not going to do this They're not going to think about the fact that the market changed They're going to continue waiting on deals to come in or waiting on buyer leads or you know Whatever they're doing and they're not going to make this switch and start pouring gasoline on their business So your job at this point when the market changes is okay. It's slowing down How can I pour gasoline on my business and get it going get it ramped up? And so that's how you do it the first step is to call your sphere and say what's up? How are you doing? How's it going? What can I do for you all that good stuff? And you're going to run into people that want to do deals you're going to run into people that tell you that They're you know if this is if this is we're talking about winter time and you're calling them and it's October Okay, they're the problem. They might tell you look we're thinking of selling But we want to do it after the first of the year or we want to do it in the spring Okay, or we're looking to make a purchase, but we want to do it You know in the spring First of the year okay now, you know that they are looking to do something after the first of the year now they go on this list They go on this list and you're gonna be ready for them after the first of the year Okay, you're gonna run into people You're going to run into people who want to Buy or sell before the end of the year for tax reasons They want to buy something to write it off they want to sell something To get it off their books or make a write-off somehow You're gonna find people that want to do things before the end of the year for whatever reason You're gonna find stuff people that want to do stuff after the first of the year You're gonna run into people who know people Hey, I so and so is gonna buy something let me give you their number stuff like that And you won't know unless you make these calls Okay, so that's step number one and so much is gonna come out of that So what you do is you start calling your sphere and you start working through that list For me this is a huge huge huge job because my sphere is so big and and literally I can't even call them all There's so many people So my job really is when the market starts to dip I Just spend all winter calling my sphere because my sphere some of my sphere consists of people that I might have not have Talked to in five years or four years or three years or one year, you know, there's my sphere so big and wide I Have plenty of people I can reconnect with and see what I can do to help them and all that good stuff Right and if that's where you are great. That's what you got to do now for the people who don't have a big sphere This is where you're gonna absolutely crush your competition This is why I wanted to name this dominate the winter market because this is literally what I've done year over year When everybody else starts getting lazy and going to parties and just hanging out for the rest of the year Resting whatever they're doing. I love it when they do that Especially if they're producing more than me because if they're producing more than me and they're lap They're slacking and I'm working while they're slacking. I know that I'm gaining traction on them and That's how I've thought about it. You're you know for years. I've thought this is when I'm gonna crush my competition You know in the winter time when everybody's chilling. I'm gonna be out working everybody I'm working like it's summer or even harder than when it's summer because of the opportunity is so crazy during the winter time The winter time The second part after you call your sphere you want to call you're gonna circle prospect or whatever Whatever you do, however you get your leads and you're gonna talk to people you've never talked to before and start creating new Relationships, okay, think about this for a second when the market's going up Okay, it's going up. It's going up. It's going up and then it crashes. Okay, it crashes boom As it's going up, there's a lot of agents everybody's you know selling a lot everything's good Okay, but when it starts crashing all the agents get out of the business. Okay a lot of agents get out of the business If it crashes hard So as it's crashing a Lot of agents are out of the business or if it's winter time and just kind of dips down and agents are being lazy If agent isn't working same thing as being out of the business, okay Just think of these two things in parallel that when the market dips and agents either aren't working or get out of the business and You are creating more relationships than you had when it was higher Okay, so it's so it's here. You have X amount of relationships. It crashes You begin more relationships while no one else really is and Then as the market rebounds your your market share grows with the market and So this is an incredible Time and opportunity to capture market share Market share to me for those of you who don't know is What agent has the most percentage of property owners in the area Who know them like them trust them and have a lifelong relationship with them So whoever has the most lifelong relationships with property owners in their market Owns the market share because they own all the future business We trade stocks on future earnings of companies I trade market share real estate agents on future deals and whoever has the most real Lifelong relationships with property owners owns the market share Even if they have less listings Then the highest producer less closings But somehow miraculously during that year they captured more relationships. I guarantee you that that agent's gonna crush everybody else the next year Okay, so think about it like that and when you go into the winter time You think that's the time to reconnect with my sphere to go deeper with those already established Relationships once I get through that maybe that takes me a month. Maybe I'll start in October It takes me the whole month of October or even a month and a half October mid-November Now I'm gonna spend a month and a half creating new Relationships and the new relationships a k a market share in my market Is gonna is gonna make my business explode in the spring when the market rebounds Now I'm using all these You know down in the winter, you know coming back in the spring and all that is generalities I don't know when your season is maybe your busy season is winter. Maybe your busy season is You know fall. I don't know everybody's market and what goes on. Maybe your market is a 12 year around 12 month market I'm not sure. Okay, but even a 12 month market is gonna experience downturns crashes recessions Okay interest rates coming up slowing the market down. I'm not just talking about winter I'm talking about any kind of slowdown and transactions any kind of period of time where we have a slowdown and Transactions that you can take advantage of to capture more market share and crush the competition because they don't understand this philosophy Okay so The main takeaway of This of this training today is market share Winter time or whenever there's less transactions, you're not busy doing the transactions You can take that time and invest it into Future relationships that by the way also turn into business now This this philosophy I started this back in maybe 2009 doing this every year Where I made the switch I made the switch every winter or if the market changed on us like we had the BP oil spill when the BP oil spill happened and Transactions went way down That's when I switched it. I switched it and I called all my sphere and I said we got the oil spill What do you want to do? How can I help? What's going on? And I sold more property that year we had us come Crazy down year the year the oil spill and I made more money. I made more money I did in 2009 then I did in 2000 2010 then I did in 2009 Because I did exactly what I'm teaching you guys right now I've already tested and tried all these philosophies and all this stuff for you and Like one big reason I want to share all this stuff and I continue to share everything that I've learned over the years Is because I literally believe that these Philosophies are going to help reduce the failure rate because when the market crashes You're not going to have to get out of the business because you're going to do it You're gonna you're gonna look at it in terms of okay. I need to make the switch. I need to start calling my sphere I need to start creating new relationships and what happens is you do more Transactions in the winter or whenever your slow season is you do more transactions during that time Especially more not necessarily more than the busy time of year But more than way more than you would have if you didn't do what I'm telling you to do And that was something that was big for me is I noticed that When I started doing this it was really cool because it was like my philosophy was that I just wanted to create more Relationships in the winter time. I didn't necessarily I wasn't necessarily trying to create more transactions Because what I was trying to do is just gain more market share through relationships so that I could have more Transactions in the spring in the summer. That was my philosophy. But what happened was incredibly Actually through doing the process of making the calls and and trying to create these relationships I ran into all kinds of people that wanted to do deals now Which is what I preached to you guys all the time about circle prospecting that a lot of you don't get a lot of You do not understand this When you're circle prospecting you're killing two birds with one stone you're You're trying to develop a long-term life long relationships for future deals But you run into all kinds of people that want to do deals today And a lot of you are not given an enough chance You're making your cold calling for a week and saying this doesn't work and that's that's sad because It's such an opportunity for not only now business, but future business all wrapped up into one action So you get now business a future business at the same time You're calling people who could buy or sell two birds with one stone, right? And Everything you're doing is for is for several different reasons. How efficient is that and the best thing about it is is? It's completely unlimited. You can't call every property owned in your area And if you did They would change their the first time you called them That's great a week later you call them to have something else going on psychologically now They want to sell or now they want to buy when last week. They didn't and If you did call all the hundreds of thousands tens of thousands millions of people in your area If you ever did get through that in 20 years, you'd have to turn around and do it all over again Because 70% of those properties have changed hands This business is a win-win. There's no way to lose Losing deals are the greatest thing that could ever happen to you And everything's completely unlimited the only thing holding you back is the fact that you don't know this because you haven't been through it like me and A lot of you it's hard for you to understand it, right? So Let me go back through What I want you guys to do and focus on when when the market starts to turn This could be through a season when the season starts to go down. This could be This could be a market crash, right? This could be so many different scenarios, right? So I don't want you to think winter. I just want you to think market turning through a season If you're down seasons the summer, okay substitute winter for summer Substitute winter for crash substituted for a recession substituted for whatever you want when transactions start slowing down and you start to feel the pressure We're gonna make the switch. Y'all like that. I do the switch and do the switch. I'm gonna make that a dance So we're gonna immediately Get to our sphere start organizing our sphere get ready to attack our sphere And we don't know what we could do to help them how they have been what's going on with them What plans do they have what can we do to help them? Okay, we're gonna take notes We're gonna run into people who wouldn't buy and sell now who wouldn't buy and sell after the first of the year They're gonna tell us what's going on. We're gonna start helping those people buy and sell stuff Then we're gonna as soon as we get through with that list We're gonna start we're gonna pick out a neighborhood that's in a price point that we decide It's another great thing about circle prospecting and the zero-to-diamond system you pick your price point You pick that you want to sell 350 400 200 whatever the sweet spot price range is in your market Whatever price range sell in the best the most efficient That's where you want to be you call the owners that own the property that are that price range You pick It's not like getting buyer leads where you might get one for 80 you might get one for 150 You might get one for 850 and then you back to back to you know 20 20,000 or a lot or something No, you pick the price range you want to be a specialist in and be an expert in so Yeah, so first fear attack the sphere second new prospects and the whole reason for the new prospects Let's know what this does Attacking your sphere goes deeper with the relationships. You already have okay being win Then you turn around and create new relationships to add to your sphere Okay, more market share Win so you're going deeper with the ones you have and then we're creating more to add to what we already have To create a bigger sphere going into the next year this way every single year your sphere gets bigger and bigger and bigger and bigger every year and Whatever talk producer that you're trying to chase you get closer and closer and closer all the people behind you They get further and further and further away because they are doing what? going up parties and Not certainly not selling real estate or trying to think about how they can take over the world, right? And I got to be honest with you guys. I'm a super ambitious person and not everybody wants to be a Million-dollar producer sell 100 properties a year not everybody wants to do that and I get it I Totally understand everybody has a different thing going on Not everybody's trying to take over the world So I totally understand that as well But I just want you to know the philosophies that I've learned over the years and how I've built such a big business From scratch and how this is another part of being a single agent and being super efficient and Understanding these little things and being able to flow through a season the slow or a crash that happens Okay, so if you have any questions, please type it in I want to say one more thing about markets crashing and a lot of you Have probably already heard this but I just want to get it out since it is it's very you know native to what I'm saying here And that is when the market crashes When it really crashes when it boom crashes, it creates urgency It creates so much urgency in the market Buyers that buy when the markets down They want to buy right now while it's down before it goes up and the sellers have to sell now because they're in trouble And so it creates so much urgency, okay, and then a lot of the realtors leave the business Because they don't realize this And so at least so much if there's so much urgency happening all in the market and so The reason the buy the reason they just get out of the market to get out of the market It's because they were working with home buyers on the way up, you know When the market was going up they're working with these home buyers Okay, when the market crashes the home buyers quit buying Because they're like yeah, you know prices are going down things are scary Whatever the reason the market crashed is and so when those when your clients disappear You're sitting here, and if you don't understand what I'm saying, you don't know you're like Oh god got to get out of the business, but you don't realize this Closings are still happening every single day Closings are happening every day. There are tens of people maybe hundreds I don't know depending on your market even when the market crashes every single day that are signing purchase agreements every day Every single day and that doesn't stop it goes down, but it doesn't stop When the market crashes it continues It's just a different kind of client, and it's your job to make that switch I'm gonna do this switch switch, and we're gonna switch over we're gonna call our sphere say the market's crashing Do you want to buy sell or hold you know you want to buy cuz it's cheap sell cuz you got to or you holding out You're gonna ride the ride this crash out either way it goes. Let me know what I could do to help you And whoever has the most conversations like that is gonna gonna crush everything So you guys tell me how can you lose in real estate? The only way you can lose if you're not if you're not listening what I'm saying, and you don't put the work in That's the only way you're gonna lose if you don't listen to what I'm saying and put the work in and be patient Everybody wants stuff right now You know a lot of people want things now, and they aren't even working to get it now much less later So don't distract yourself with busy work that Doesn't really accomplish anything like working on your website or cutting paper in a paper cutter or Designing business cards or postcards or whatever if you haven't made your phone calls make your phone calls Connect with human beings about what you can do to help them as a business that you are and then do all that Secondly But most of you are doing the secondly Activities first and only that's all you're doing you're not doing the phone call part Create business create do the phone calls. It's unlimited and people love to hear from you They want to talk to you They want to know what's going on in the market and they don't have an agent a lot of them Don't have an agent that they would work with and it's perfect scenario for you to step in and be that guy or girl for All right, let's get into some of these questions Let's see Do I think instant offers are a threat? No not at all. I don't think Zillow instant offers is a threat whatsoever I Don't feel like technology is a threat whatsoever Here's a couple things I feel about technology and taking over the real estate industry and stuff I Feel like I feel like the high-pressure cells people are Probably gonna get replaced or maybe not replaced I Think that low-pressure cells and let's just say the zero-to-diamond system and everything that's going on here Is the wave of the future not not just zero-to-diamond, but like the relationships over transactions part I think that that is the cells path of the future because nobody nobody's interested in People handling their objections or forcing them into doing something that they don't want to do So I feel like the value-based people that are providing service people that are helping people people that have the right intent People that work hard and care for their clients and go up over the moon for them and do all the extra little things to show That they care. Those are the agents that are going to Stay in business Because you're providing value in the market. Okay my weekly email. I'm providing all kinds of market information updates all kinds of stuff Okay for free. I'm keeping people informed. I'm providing a service Okay But as far as instant offers go instant offers is not something that as of right now It's not something that's even designed to take over real estate agents is actually designed for Zillow to buy houses And if they can't buy the house, they're gonna hand it off to an agent to list it That's the instant offers Like program right now. So actually instant offers is actually designed to try to make Zillow an investor And if not give an agent an opportunity to list a property Okay, let me get do let's see. Okay, Benjamin here basically circle prospecting the people you've already circle Prospected if I'm super new. Yes, Benjamin the people that you've already circle Prospected or the people that you got email addresses for the the buyers that you showed to three months ago that didn't buy anything and all those people You're gonna call all of them When the market switches You're gonna call all those people. That's your new sphere. That's your new sphere, dude. That's your new family Those are the people that you are gonna go do anything for take them to the airport You know all the stuff right help move a piece of furniture That's your new family. You're gonna call you're gonna check on them see if there's anything you do for them Okay, trying to go to the top see if there's any questions. I missed from the beginning Don't see an eye I'm gonna scroll to the bottom Okay So currently I'm prospecting companies that are moving their headquarters from my area to another area Would you recommend using the same circle prospecting script or something different? Let's see I'm trying to understand the situation here So I'm currently Prospecting companies that are moving their headquarters from my area to another area. So I guess you're trying to list The employees houses for those companies Timothy give me a more clear question there Do I recommend doing open houses for new listings versus one that was 200 days on the market? I don't think it really matters. I Don't think it really matters because an open house is just gonna be an open invitation of people driving by or You know You put the open house on Zillow and realtor.com and MLS or whatever the case may be how your average are advertising it And the object is is to just draw attention Just try to get some of the general public in there to take a look Capture their contact information see if there's anything in the world you can do to help them if they already have an agent in mind That they're gonna work with what's their situation? Why are they moving all that good stuff? So To take it to your question. I don't I don't think it matters. I Wouldn't worry too much about new versus 200 days on the market. I would just go for it Red X versus Vulcan 7 I have had Vulcan 7. I've had Cole. I've had espresso agent. I've had mojo Trying to think if I've had any other one. I've tried them all and Red X to me hands down now when I first started with Red X They didn't have a dialer so I was using mojo dialer and so But once red X got the dialer it took me a while because I was so used to mojo To want to switch over I didn't want to try them out But then when I finally did you know I'm gonna start using it then I really liked it so The data on red X to me. I Haven't found anybody that disagreed with me on this Red X has the best data the best phone numbers. I Haven't found anybody that disagrees with me. I found some people that say oh all the numbers are bad Well, yeah, when you're looking up numbers like that a lot of them are bad, but Their batch of data is way better than anybody else's Let's see. Sherry says I believe that low pressure and great out-of-the-box Processes will help me dominate my market absolutely. That's a good thing about what we're doing here Zero diamond is designed to make you different than all the other agents. You're not trying to pressure people into doing anything You're not trying to you know to get the deal You're not you know, you're not you don't you don't you're not trying to get a massage on a buyer agency agreement You're not trying to do a pre listing package You're not trying to get them pre qualified before we want what's best for the client and that shows them how much that we care And then even if they don't buy or sell anything today, they're gonna deal with this They're gonna do business with us in the future and refer all their friends and family to us But Ricky what if zero diamond goes mainstream and I got I got 20% of my company of 20% of my company or 20% of My market doing your program and now everybody's saying the same stuff to the same people that doesn't matter either because The zero-to-diamonds system with the phone script the phone script is designed to read the person on the phone And then flow the conversation according to what you read in their personality when you call somebody are they mad? Happy glad sad busy. What's going on with them today? And how can I help them through whatever they're going through? So it's all about them. It does. It's not about you and the agent. It's about it's it's it's designed to Extract information so that you can read the situation so you can react accordingly to what's best for the client So that that's why it doesn't matter if everybody's doing it Because business is unlimited guys before going further The same emails that you get I send to all 2,500 agents in my local MLS Okay For over a year. They've been getting coaching emails from me on everything that I do the top Real estate agent in the area send send an email to all the agents in the area saying exactly what I do for free and everybody thought I was crazy when I first did it and It's been a year and a half and I haven't lost a single client. I haven't heard of anyone I mean, it's it's insane. I just Business is unlimited. You can't do it all. I haven't lost a single deal. I've made the same amount of money Nothing has suffered only thing that's happened is positive things You know people respect me more people You know, they see that I'm doing it for free and I'm doing I'm going all in with this and they they're starting to realize that I'm for real and I'm not going anywhere and they're starting to respect it so I think I just went on a rant because of sherry's comment about the low-pressureness and uh, yeah, absolutely um It makes you different And it doesn't matter if everybody does it because it's such a system that's not cookie cutter You you make it format you right and there's a lot of mindset stuff behind it Let's see How can I get the weekly email? I post the weekly email on the facebook group every week So just go to the facebook group. Um, I did mine today, but I hadn't posted it yet, but I will right after this live show So just go to the facebook group and uh go there and it'll be posted later today Right after I get through with this live Let's see. Let's see What do I think of companies who provide seller leads like offers? Um predictive analytics Um, I think it's just a way for agents to make excuses not to make phone calls Um, you know, I think it's a way for that company to make a lot of money and they may provide Pretty decent leads But at the end of the day you could just call people and get leads all day long. It's unlimited So why would you pay a company to give you leads that you can just go get? So I'm not knocking the company. They may be really good work. They may really screen their leads They may really have a really good thing going on, but I'm just saying you don't need it I heard a quote last night and I think it's great technology will never replace Realtors Realtors using tech will Ah, I like that. I like that and that's true and that's really true And that's true and that's really true and I think what's really cool about my situation is is I'm what you call an x-lineal I'm in the middle. I'm not really millennial, which I'm really considered a millennial, but I'm an old millennial But a millennial and generation x all mixed up into one Where when I started real estate there was no tech Okay, but I'm still young enough to understand tech And I had to build my business the old school way and now I'm combining new school tech to the old school And now I'm a very dangerous individual In business because I understand old school techniques and and how to communicate and how to make people feel comfortable with me on the phone in person and at the same time I understand technology. I understand, you know, how to target Um, I know how to, you know, make videos do youtube facebook instagram all that stuff. Um, so Absolutely, I think you use technology To become better at communicating and get your message out there rather than being scared of it taking over or use it to your advantage Patsy says what is a low-pressure call to a homeowner? Please give an example of where to start the conversation Okay, patsy and by the way, if you go to zero to diamond.com link in the bio There's a free course on all this watch me make calls There's like five videos of me making calls live calls. There's the phone scripts. There's everything you need But just to answer your question. How do you start the conversation? It would go ring ring ring. Hello I would say mr. Johnson He would say yeah, I would say hey, mr. Johnson. This is ricky caruth and a remix of orange beach. How you doing today? He would say great. I would say yeah me too. I'm just enjoying the day. Isn't it gorgeous outside? He would say yeah, I'm enjoying it. Yeah, whatever. I'll say I got you. Well, look I don't want to take it too much of your time today, but a house around the corner just sold And I didn't know if there's anything in the world I could do for you today That's how the conversation would start. You can go to the website. Watch me make calls and see how I finish the call It's a real conversation. It's designed to To create questions for them to respond for us to read them on the phone And then we can flow the conversation accordingly Let's see Do I need a headset or will my cell do? To make the geo calls. I'm a first timer in making calls. You do not need a headset. I don't use a headset I just put my phone. I just you know put my phone on speakerphone and let it set right here And just make my calls, you know just talk to him right here So I don't use a headset a lot of people do but you don't have to What's the best way to market a listing? This is my very first listing. Thanks Karina very first listing congratulations, so Of course put it in mls, which syndicates to all the different networks Okay, do a postcard do a postcard to that soda vision or whatever and say just listed all that stuff Then you can do a number of things, right? I personally love the phone calls I'm going to get red x. I'm going to put that subdivision in I'm going to get the phone numbers I'm going to hit die. I'm going to start calling them I'm going to use the phone script. I just said and I'm going to instead of saying a house around the corner Just sold I'm going to say after I talk about the weather. I'm going to say I got you Well, look, I don't want to take up too much of your time today But I just listed a house around the corner from you and I didn't know if there's anything in the world I could do for you today And so you're doing again everything I do is killing two birds with one stone what I'm doing is is um as I'm getting the word out about the listing and I might create a relationship with this property owner They may want to buy something sell something whatever They may not have a real estate agent that they they would use if they're going to do something like that and then bingo I'm in the game So if I do that to the entire subdivision I get the word out verbally I get to know some more people and everything's wonderful and that's my favorite technique You can also run facebook ads and instagram youtube videos You can go live You know There's a lot of things you can do but I wouldn't overthink it Okay, mls does a lot of stuff these days. It's in front of a lot of buyers. Hold on. Once I got sneeze Bless me Karina, let me know if if there was anything else I can do for you on that question. Congrats on your first listing red Hey ricky, what would be a good introductory email to send to a List of a couple hundred old leads to start the the weekly emails To be honest with you. I wouldn't worry about an introduction I would just start putting them on the weekly email and getting the market information If you want to do an introduction just say hey It's me red. You know, um, hope all is well. I'm going to start sending you some information Reach out if there's anything in the world I can do for you I Keep it real simple guys Jason I have a plan for this winter for listings so people aren't Free to list in the winter my plan involves using technology. Okay. Let me read this again I have a plan for this winter for listings So people aren't free to list in the winter my plan involves using technology Okay Don't know what you're exactly saying Jason. So please clarify. Let's see. Here you go Here's another comment by you later. Would love to talk to you about and brainstorm. Okay Sounds good I'd love to hear what you have to say Jed says, uh, do the open houses no matter what how long has it been on the market? Yes, do them regardless of market time on the market Just do open houses if you want to do open houses do open houses Jed How about commenting what your fear is of doing an open house of a house that's been on the market a while David said redx rocks What happened here? Hey, when it does that Okay Alicia Do I use a crm? If so, which one uh redx is a great crm You can do reminders. You can do all kinds of stuff in there I don't use it, but I had other agents that are using it that said it's incredible Let's see Jed says tell us about your facebook strategy. That's a really long conversation Um, but there is a video. I did live training. It's called building your branding on social media or build your brand on social media Um, it's on the zero diamond website and it's on this youtube channel So go back and watch that. Um, you know, it's like an hour and a half long Training session. So watch that and get back to me with questions Timothy. Yes. The plan is list the employees house And refer when buying in the new area. I've been able to get get contact info via social media Okay, so timothy asked a question earlier What should he say because he's calling employees of companies that are moving their headquarters out of the area And he wants to sell the houses of the employees and refer them to agents in the area that they're moving to Great plan man So You've got their contact information via social media and something else Man, dude, that is incredible. Do that is guys take note here. This is an incredible Okay, timothy spotted a situation. This is what I love. I live for this right here He spotted a situation in the market A big company's changing. They're they're moving their headquarters out of his area going to another area He found he's like, oh, I'm going to call all the employees and see if they'll let me list their house And then refer those people to agents in the areas that they're moving to that is genius And guys, that's what I want you to start doing is Looking for these situations that you can take advantage of Of course, there doesn't have to be a situation. Okay Don't get mad if you can't think of a situation or find a situation just call people But if you're if you're if things happen and you notice something there's a situation like this Get on it um So what do you say that was your question? I might even say something like, you know Same thing and join the days and a gorgeous look. I don't want to take up too much of your time today But I hear that whatever the company is is moving their headquarters and I didn't know if there's anything I could do to help you I might try that and see what what's going to happen with that situation and this is what I teach when when you're making calls is that As you're making your calls and you have a certain reason why you're calling you may switch that reason up After the first 10 calls you may have the first 10 calls and that reason really isn't you're not getting the right result Like people aren't responding to you like you you know, it doesn't make you feel good And that's not rolling off the tongue like you want Switch it up so So you could say you could start out saying hey, I don't take it too much of your time today But I hear that the company you work for whatever is moving the headquarters to wherever I didn't know if there's anything I could do for you And see how that goes for a couple calls then turn around if that's not getting the results you want turn around and say something like hey Don't say anything about the company Say hey, I don't take it so much of your time today, but a house right around the corner from you just sold Talk about a house that just sold. I didn't have there's something I could do for you Just the fact that you're calling somebody that's that's that's moving their their job is moving You know that but they don't know that you know that And you're just catching them right at the right time where they're thinking about selling Or whatever And you're just catching them at the right time you just call on you and it kind of sounds like it's just a random call That could work So just try a couple of different things Timothy tell me how many people we're talking about How many employees are we talking about how many houses how many households? I like this Jason says I want to be the premier winter listening agent and prove that winter Maybe the best time to sell a home for a number of reasons. I like it. You can always make the statistics. Look however you want Somebody says red X or mojo red X hands down Jason We'll have to talk to you about and brand. Yeah We talked earlier about that and also guys just remind you save the hundred and fifty dollars link in the description for red X Matthew sandy do use any steps other than constant contact to follow up with your sphere of influence Like using a crm or setting Yourself reminders to call back or just focus on making calls and meeting new people Very good question Mostly I rely on my weekly email to do all the heavy lifting If somebody's interested in something I'll write them down in my book and I'll keep I'll keep a log Maybe I need to call them in two weeks. So I'll keep that on my scheduler Um, but nothing real serious no crms And as far as focusing on making calls and meeting new people You have to have balance between calling new people and calling past clients There has to be a balance between new and old you've got to find that balance You don't really need to do all new you don't really do all old you have to find the balance between the two so My balance is I follow up. I have a long list of people who might do something soon and i'm always following up That's my old And then after i'm through with that i'm trying to do new Okay, so that's my balance And if you don't have any past clients if you don't have any Uh people that are interested right now then your complete job is new Your object is is to make so many calls that you don't have time to make calls anymore because you're so busy selling stuff Thoughts on using your circle prospecting slash email strategy for mortgage Agents and other sales. Yes absolutely Guys What in the world can I do for you? I would love to stay in touch with you forever What your email address is universal across all industries That will work universally David says that is so pure ricky People give the info for free or charge you for it and 90 won't do it. Thank you for all you do Talking about sending all the emails out to all the local agents Let's see Benjamin. Thanks for everything. Let's see Elaine says I saved her money probably on coaching Can really strange as a new agent starting to use redx. Do you recommend signing up for expired or geo leads first? who That is a tough one. I'm going to say geo leads Because geo leads you're guaranteed at least 2000 or you're guaranteed 2000 a month Expired depending on your market. There's no telling how many you'll get it's It's going to be limited to how many expireds actually happen So I think if I hadn't if I had to answer the question I would probably say geo leads and then add the expireds as you go Somebody asked do I call dnc numbers? I call dnc numbers. I'm not telling you guys to call dnc numbers I'm just not worried about it I've made so much money calling do not call numbers. I've never had a problem. Nobody's ever threatened me nothing um, so I think there's an interesting debate out there about that And I really don't have an argument either way tell you the truth but to answer your question. Yes Kilby says ricky is on fire. Everybody just wants to charge us and we pay When we aren't willing to put the work in yeah a lot of people who get coaches are just Paying money because they're not willing to put the work in they're looking for a silver bullet That's just going to just bring business in not going to happen Okay, Kenneth, uh, we will all be working for amazon in 48 months or less Jeff Bezos will need people to clean up and prep his listings So don't sell the pickup truck yet. That's interesting. Kenneth That is very interesting We'll see what happens. It'll be it'll be fun I don't believe that he can do that because real estate is so local You have to have a local expert in each market to navigate and There's there's such an unlimited amount of business one person can't do it all So riddle me that What time do you usually make calls or using three line or single line? Which one works better? What features makes you switch from mojo to redx? Okay, so what time do I make calls from between nine and 11 because that's when my mind is the sharpest I'm on top of my game. Am I using three line or single line? I used to use three line, but now I use single line because it's higher quality I can leave real messages to one person. Um, I don't have people that get that extra Uh, uh recorded things saying I'm in a bad area. I'll call you back. It's it's it's higher quality So I love the triple line. I love the idea of the triple line but I downgrade it to the single line because quality Let's see which one works better. Oh I single line and then what features made you switch from mojo to redx because redx The dot redx has better data anyway So I was already using them and then when I switched the dialer is because I just wanted to give them a try to see and then I ended up liking it and it's really the same Um, but the good thing is is now the data and my dialer is all in one spot So I can just do everything right there So That's kind of why I did it but when I'm comparing the dialers, they're just as dependable You know, it's it's it's the same. I would say the quality and the dependability is the same Let's see Sorry guys, I'm just my computer's kind of Okay, do real estate agents get out of the house even when it isn't Through real estate agents get out of the house even when there isn't a showing Through real estate agents get out of the house Even when there isn't a showing I have no idea what you're asking there to be honest with you In regards to your newsletter and the links to listings Do you have to update your hyperlinks each week or does your website system stay updated automatically? It's updated automatically. I don't do anything for that So if you guys want a website just like mine again, link below I've got all the tools for you zero down in 69 a month. My website guy will make a website for you exactly like mine Let's see you move into a new into a brand new area big market hyper competitive super low turnover rates No sphere of influence no email List would you follow the same workflow red X and circle prospect? Absolutely. There's nothing else I would do other than Go have lunch with the top producers get to know them See what I could do to help them Let them know I'm here And then I would maybe go preview some properties of the subdivisions that I'm circle prospecting to get kind of you kind of Get an idea and a handle on the market Okay, but then that's it. I'm not going to waste any more time. I'm going to be on the phone trying to call If I didn't know anybody had no sphere of influence had nothing I would probably try to make 10 000 calls as soon as I could which would literally probably take me two or three months Jason hoover. What's up, man? Gina? What's up? Thomas for those concern About everyone using his script. You must realize that most are already using the same scripts from fairies maps Bafini and there's still plenty of business for everyone Thomas not sure what you mean there if you think my scripts are like fairies maps and bafinis Joe while circle prospecting You snag their info and put them on a drip They say they aren't doing anything for a year. When do you follow up? And what do you say? I'll follow up in six months and I'll say hey, we talked six months ago I just want to make sure you still been getting my emails Are you still looking to sell or whatever you're trying to do? You know in about six months and you know all that good stuff I want to make sure they don't have an agent that they're that they're going to work with on it And all that good stuff and I really want to find out why they're doing it The reason that they're doing it why they want to wait a year And when I find out why then I can really go deep with that I want to help them I want to help them accomplish that not necessarily buy or sell a property But I want to go deep with why they're buying or selling the property Ricky, can you put email addresses in red x and maybe get phone numbers for those people? No, I don't believe so Let's see. What is the crm? It's a it's a uh What does that stand for relationship management? Anyway, it's a system that helps you organize all of your database And there's different crms that do different things like some crms will send automatic emails and text messages and do all this stuff Um, but it's a place for you to keep your database keep organized Um and and different ones do a lot of different things So it's just a way for you to keep all of your your context straight Um, and you can set up automatic things from a lot of them customer customer relationship management How do you keep up with which group of your mini prospects needs to be? Connected with how do you keep up with? Which group of your mini prospects need to be connect with each month you categorize the crm or constant contact? I don't have groups of people that need to be kept in contact with Every month nicole. I just if somebody wants to do something if I need to call somebody next month I'm going to write them down in my scheduler for next month and make that call Mary says, how do I keep track of people without a crm? I don't keep track of people If somebody wants to do something I write them down on a list And I follow up with them, but other than that. I'm not keeping up with them I'm too busy doing deals. I'm too busy trying to find deals. I'm too busy trying to help people I'm too busy following up. I'm too busy making calls. I'm too busy showing property and too busy going to listing appointments So you don't need to keep track of people Let them keep track of you and come to you when they get ready Isn't that a much better business plan? Okay timothy says Okay, timothy says brilliant about what I said about what to say about the to the people the employees leaving the town Found 31 different companies that are moving larger have 515 hundred employees along with phone numbers. I'm getting a ton of emails nice Timothy just hit it like you live, brother Get after it man Yeah, let's see He's also doing facebook ads Okay, tanner says hey ricky just want to say thanks Um, I called in I call somebody in my sphere that I haven't talked to in years I'll let them know I was a realtor and at the end of catching up At the end of catching up I threw in the famous is there anything in the world I could do for you She says she was getting divorced and wanted to sell the house The house is in rough shape. So I ended up partnering with someone to do a rehab. Thank you for that one question Shouldn't add about 25 000 from that phone call nice Danny says any canadian agents rick. Do you know how we can get for cell donors and expired numbers in canada? No, I don't Danny. I don't think there's a service that will let's see. Wait a minute redx does give uh canadians for cell by owners But you can also go to for cellowner.com Okay, do you use local mls for expired data or is redx more efficient? I like I use redx I just let redx just bring them in Do I mail cards as a follow-up? No Probably should but I don't It's a good idea Michael says more details on making a website. There's a link in the description That says mako get a website just like mine for zero down and 69 a month just click that Put your info in and chris the web designer will reach out to you And he'll he'll customize the website for you and get you rolling What pictures do I use on the postcard for a new listing a picture of The like the interway of the subdivision or the house itself or the view or something like that Let's see ricky. Did you get my email regarding farming postcards? Not sure chad Resend it, please You said write things down. Can't you use The follow-up task feature? Yes april you can use the follow-up task feature I'm just telling you how I do it. So the way I do it may not be the way that you do it ricky, can I Call you some time to talk. I've got several questions. I would love to ask you offline. Absolutely Let's see leanne vaughn. Yes, meet people every day paul pat I'm using your circle prospecting strategy and I'm getting two to five emails a day. Thanks for everything. Wow Chris says no regular follow-up is required with circle prospecting Right because you're calling people that really aren't interested in doing anything till later for the most part But you're going to run into people who do and those are the people we follow up with Marie So you just stay in contact with clients via weekly email? Yes For the most part people that aren't interested in doing anything in a couple years I just let that do the heavy lifting let them come back to me for the most part That way I can concentrate on the deals at hand while There while i'm staying on top of mine for everybody else Luke I joined real estate in 2017. Awesome I had a listing for the summer put on mls for three months and I could not sell it How do you work with a seller when we cannot sell the home for a certain period on mls? The price was too high you have to Tell them that the price is too high. That's the reality of it and They have to make a decision. Do they want to continue owning the property or do they want to sell the property? And if they want to sell the property they have to reduce the price to get it to the point where people will buy it And if they're okay with it not selling then you have to live with that that they don't want to sell The object would be luke to get more listings And talk to more people and don't put any more time into that property. You've already listed it. That deal is done Let the market do what it needs to do try to Um advise the seller that it's not selling it needs to reduce. What do you want to do? Why do you want to sell? You know, if they're okay with it not selling they just want us to let it sit out there let us sit out there april April has a really good question. How do I manage the stress? How do I manage my stress with so much on my plate? That's that's an interesting question um, I don't feel stressed um, I don't feel stressed at all really, um I have 50 something listings. I have 20 something under contract. I closed off 80 something properties this year I did a speech this morning Um, I'm doing this live training right now um I think that I've just worked so hard to build up so much momentum And I've been through so many peaks and valleys Uh of the business that I understand like the like that the valleys come And that I know how to recognize when when I'm when when a valley is beginning and I make the switch I make that switch and I start doing things ahead of time to prevent as much as a drop As it could be if I were to just keep going like I'm going So I like to try to spot those situations And jump on it before it gets bad That way I I continue to make the amount of money I need to to be Not stressed out financially Okay, so that's how I do it financially how I do it mentally is as I wake up at 4 30 every morning And I do cardio at 5 o'clock And that clears my mind and it lets me it gives me a chance To think about what I did yesterday to get better than I was the day before And what I'm going to do today to get better than I was yesterday And nobody's calling me at 5 o'clock. There's no calls. It's silence. It's actually dark outside And I'm running down the road and I got oxygen running in my brain and blood flowing And it's it's really It's an enlightening thing and it really cleans your mind out And it really helps me with my stress and makes me feel comfortable with everything going on And so I think two things one getting up early Working out clearing your mind taking that time for you and you feel better the rest of the day A good diet Good diet lots of water And then financially when I feel pressure like something's not going right. I make that switch And uh, I get right back on it and keep the momentum going Any input on the real estate disruptors and reduced commission companies not really michael not Really a concern because Um That don't provide as much value as us real estate agents do So i'm not too concerned with it. Do I think that it's a possibility that technology could reduce our commissions overall as an industry? Yes, I do think that there could be not saying it'll happen But there could be a day where we're taking four percent listings There there could be a day where we're taking like three to four percent listings and we're getting like one and a half to two percent When we sell a property Which by the way is still very lucrative So I think that that's something that could happen but They're not going to take over And I could be eating eating my words and you know 20 years. I don't know But I think people are always going to need an agent to help them through You know some Sometimes the most the biggest transaction of their life Circle prospecting seems great for building your pipeline. How do you get now business minimum 200 calls a day? Is this enough? Yes, joe. We talked about it. I talk about it all the time It's killing two birds with one stone when you're circle prospecting You're you're building business for the future and now at the same time because you're going to run into Somebody who's doing all the deals today. See every single day closings are happening every single day in your market Tens of people maybe hundreds are signing purchase agreements A buyer and a seller two people per deal a buyer and a seller signing a purchase agreement every single day And Business is just unlimited. So when you're making all these calls You're going to run into somebody who's going to be signing that contract next wednesday or in two weeks or in a month Okay, that's your now business And if you approach it right low pressure have the right intent. You're there to help There's a good chance they could choose you if they don't already have an agent to do that transaction today What do I think about creating a realtor broker? A realtor broker international support group April that's interesting. I'll tell you what I have a facebook group You know running a facebook group is work. Okay If you want to do it, I'll help you I don't want to be The main, you know, I don't want to I don't want to be the main responsibility of it But I will help you if that's something you want to do Thomas somebody said that if everyone started using your script, it would affect their business I'm saying that they are already using the same scripts So it not matter Yeah, thomas. Absolutely man. Did I am a hundred percent on board with what you're saying? a hundred percent on board Michael asks a really cool question. When is it time to fire a client? I'm trying to think if I ever fired a client I guess there's definitely been clients that When the deal was over I was glad that it that it was done and that I didn't have to deal with them anymore I'm definitely glad that I've definitely have had deals like that I don't really to be honest. I don't think that I've ever said I'm going to drop this listing or I'm going to not represent you or You know, I don't think I've ever said that to be honest with you And I think that goes along with the fact that I'm really good at handling Just about any kind of personality You know and making people feel comfortable and doing what I could do to help them and figure out What's best for them and putting my emotions and what I think aside so that I can help them do what they want to do Um, but definitely had situations where once it's over I'm glad it's over and I'm glad that they moved away or that they were done, you know, whatever so I don't know man I'm not big on firing clients because I'm never fired. I can't think of a client. I fired I'm gonna have to really think about that brad Do I do research on a neighborhood or subdivision before you decide to start circle prospecting or do you just pick an area You like to start calling brad. Absolutely. I do research on it. If you watch my live calls You'll see that I have all my comps ready. I know everything that's sold everything that's on the market I have all that stuff right there ready for when i'm talking to people. I've got it all right there um I like to go see the properties if it's a subdivision You like the earlier question a place that i've never been to um, you know I want to go see what's listed in there and get a feel for it physically before I make the calls just so I could have a little bit better feel For what i'm doing So, yeah Oh by research you mean turnover, etc. Not too worried about turnover. I'll look and see how many sales I'll look and kind of see but i'm not too worried about it. I'm more trying to develop relationships John geek What I target condos or single family homes more an area where twice as many single Twice as many single Family homes sell than condos. I'm doing both Called more condo owners call more condos. However That's a very interesting question and I think that you know, it just depends. Um I would have to look deeper into to the statistics, you know, um, there may be less condo selling But at what price point and how what's the absorption rate over the year? You know, what's the inventory? How many months of inventory are there? Is there um And you know, what's the price point the sweet spot of the single family homes that are selling? What's the what's the absorption rate? What's that? What's the inventory there? So there's a lot more factors than just what you're saying But if I had to answer your question just based on what you said, there's twice as many and we're we're comparing apples to apples It's the same price range and everything's equal. Of course. I'm going to call the houses There's twice as many selling as condos and it's the same price range Why wouldn't I guys I think that's it. I don't see any more questions coming in. Um I'm sure I'll probably get one or two here in the next couple seconds. So There's one now. Do I do I how do you genuinely? Okay, you're got some more coming in How do you generally care about helping clients who are terrible people? Hmm. It's me. It's a very interesting debate. You know, um You know, I've never ran into somebody who I just thought was just a terrible person Um, like I don't know Give me an example of somebody who's terrible joe Do I ever notice different attitudes based on price range? People are more friendly in certain price range. I'm talking about strictly redx calls Yeah, sometimes like, uh, certain complexes that are a little more fancier or less fancy or Yeah, I've definitely seen different attitudes different different subdivisions different Areas, yeah Absolutely. Okay. John Guy Said, okay, he's kind of clarifying here houses are twice as much. I'm guessing price Lower turnover. Okay. Now this makes it interesting What I target condos or single family homes in an area where um Where where houses Are twice as much the price you mean price wise Yeah, yeah houses are twice the price but lower turnover In that case, I would do both I would do both jv What's up, buddy? I'm glad we dodged the storm too Call reluctance here bottom line call reluctance is if you're not making calls Very tough for you to succeed. Even if you get by or leads you got to call them. Okay You have to talk to people. So if you know that and you know that talking to people is the key to success and then you realize that If you make the calls, there's a chance even if it's one percent chance There's a chance that you're going to succeed But if you don't make the calls there's zero chance zero So give yourself a chance to succeed Just do it Tony house, what is up Tony? Who cares what people hang up on you? Because for every person that hangs up on you, you're going to get three people that love you Do you move on from a neighborhood when you start getting that vibe? Not necessarily because you should still be blowing through that within like an hour So just go ahead and make them go ahead and go ahead and finish it out How did I find reputable lenders to work with by trying a bunch of lenders until I found the one I liked? Have you found uh, have you found worth in being a premier agent with zillo? No I currently get leads from from realtor And they're really affordable with higher conversion rate with zillo being five times price. Are they worth it? I don't do either What would you say is a percentage of do not call out of red x numbers? I do not know because I don't pay attention to it Curious to know if I passed my licensing exam the first round. Yes, I did I passed that test the first time. I passed the broker's test the first time. I passed my four to exam the first time I'm just a really good test taker I'm not bragging at all. I've just A good educational guess kind of guy And I did study really hard You just recently found me on ig. I've been watching your youtube videos. Do you ever do? Any email marketing? Is that a joke? My entire plan is based around a weekly email Tisa go to zero to diamond dot com link in the description completely free Program take the course do the 902 action plan. It's all focused around creating relationships real relationships with people and then Email marketing around that Okay, guys. I'm gonna get up out of here Uh, I hope that you guys are gonna Join in the the contest to win a trip. I'm gonna fly you and a friend down to orange beach I'm gonna put you up on a condo on the beach To hang out with me for a day Link is in the description below. There's steps you have to take Complete them all email me. Tell me you're done so you can be entered into the raffle I'm gonna pick a winner on halloween day live. I cannot wait for this Um, I can't wait for uh to see who wins get all your friends involved So that if they win, maybe they choose you to come with them I'm gonna schedule something uh that that's that works around both of our schedules So you come down and we really take full advantage of the opportunity to hang out here in my office Um Can't think of anything else right now. Oh, st. Petersburg if you're in the st. Petersburg area October 27th at six o'clock somewhere in st. Petersburg. I'll announce it At some point probably via email and instagram stories and stuff like that And in the facebook group, um, I'll announce where I'm gonna be but at six o'clock in st. Petersburg, florida october 27th I'm doing like a little meet-up somewhere. I know there's already a lot of people that said that they're gonna come to that So we're just gonna meet somewhere and just hang out for a bit and uh, I just want to see you guys and shake your hand and Say hi and all that stuff Um, can't think of anything else. Oh, I'm gonna be out in vegas So if you guys are out in the los vegas area, uh, i'm gonna be out there for the remax, uh, international convention That's gonna be like february So if you guys are out that way from february, I think february i have to look at the dates But i'm gonna be out there. So i'll be there for three days or so for the convention So i'll probably do some kind of meet-up then too So I look forward to seeing you guys there And then I don't really have anything else solid right now. I'm working on a couple of other things So as I figure out where i'm gonna be when i'm gonna be there, I'll let you guys know and uh Let's see see if there's any last minute questions and stuff Cool, that's it. So I love you guys so much. I hope you got something out of this today Take your winter market and and and close the gap close the gap with everybody That's ahead of you that you're trying to beat when they're laying down You get after it you catch up to them and you surpass them and you keep going All right, that's what it's all about. So Love you guys take care. I'll holler at you. I'm going to the bahamas tomorrow. It's our one-year anniversary So we'll be there Uh tomorrow through sunday looking forward to it first vacation of the year So much needed and uh i'm gonna come back fired Up i'm gonna be like a Tasmanian devil in this office. I'm gonna be going so crazy Trying to put stuff together when I get back for my trip That so monday i'll be back in the office and that's going to be literally the beginning of my winter market Uh, you know like mine switch I'm going to switch it over and i'm going to absolutely crush. I cannot wait for this monday It's going to be so insane the deals that i'm going to put together this winter and how much market share i'm going to acquire For next year because I want to I've got big things planned for next year I have big goals and aspirations for what I want my real estate business to be And I just thank all of you guys for following along on my journey And um all the love and support Uh That I get from you guys so we'll talk to you soon much love take care