 Negative emotions shouldn't be entering your stratosphere. You should be looking at this market thinking. Oh my god. Thank you. Jesus. Thank you guys for having me So listen, I am super excited about this moment right now for each and every one of you I'm really gonna kind of step into Just building your real estate business as an agent trying to build your sales business trying to get more listings close more deals What this thing really looks like? I'm gonna I'm gonna go that direction with this through this shifting market and everything This is guys that the the greatest opportunity if you got into the business even in like 2013 1415 if you knew if you're that experience all the way up to brand new today You've never went through a market shift like we're going through right now This is the beginning stages right here And if you don't go all in and take full advantage of this if you just kind of take a step back and you know quit Quit doing the prospecting because things aren't really working as well or start to make excuses about why you're not going all in right now You're gonna really look back And completely regret this opportunity because this is what will happen the market's gonna come down and it's gonna go Bright back up and when it goes back up that opportunities gone Okay, it's completely gone and you can't go back. It's kind of like a stock you can't go back and buy Facebook day one Okay, but now we're here and the stock is where it is same thing with the real estate market This is like going in and honestly, this is almost like going in and buying a like a really incredible You know it was like buying exp like if what if you bought exp day one? All right, this is a similar situation right this second and I want you guys to Recognize it with everything that you have don't listen to the media. Don't get dragged into you know headlines about you know Lower transactions and prices and this that and the other do not listen to that kind of stuff This is actually the kind of things you want to happen in the market. This is what we've all been waiting on So this is exactly what happened to me. Okay when I lost everything in 2005 6 7 I got in in 2002 and yeah I was out of the business from 2005 to 2008 I got back in in 2008 and I implemented at the very bottom of the market And it's the reason why by 2014 I was selling a hundred properties a year and I sold a hundred properties year every year since Because of the opportunity that that tooth that late 2000s shifting market presented me even though how to get out of the business I got back in before the the the crash was over, right? I mean in 2008 It was still going down and went down all the way to 2012. It was the longest It was the most it was it was the longest, you know shift and downturn that we've ever seen We're not gonna see a shift that dramatic and that takes that long This thing's gonna be a blimp in the radar. It's gonna go boop and it's gonna be gone So you got to go in right now now This is what I want you guys to think about I want to introduce this to you guys, okay I want you to think about this I want you to write this down and I want I want this to be kind of like in the forefront of your mind when you see You know negative headlines and stuff like that. Okay, it's a thing that I just came up with this morning I was thinking about this talk. Okay market share expansion strategy Okay Market share expansion strategy This is what we use when a market when we see a Big shift in the market and the market retracts We've got less transactions and by the way guys like they're calling for like 5.3 million transactions This year. Okay, that is strong last year with 6.1 million They're calling for 5.3 and another 5.3 the year after now predictions are just predictions It could be you know better or worse whatever, but NAR is pretty good at these predictions and 5.3 million is incredible, right? We still have an incredibly strong market But think about this for a second as the market is coming down. Okay If if you continue to do the actions All right, and and I'll get into the actions if you continue to do the actions to build your business Okay, while the market is retracting when the market's going up and your business expands with the market You've got your business has to expand faster than the market's expanding to attain more market share Right if you're your business is expanding and the market's expanding and you're basically just keeping up with the expansion of the market You're really not acquiring any more market share than you have before. Okay, so think about it market share expansion strategy Now when the market's retracting, this is when you can get so much market share Now let's talk about market share for a second because my definition is a little different than the traditional definition And I look at it from both angles trust me But for me what's more important is not how many listings and how many Closings that an agent has in a percentage of the entire market Let's say in your MLS over the course of a year. That's a metric I can look at And that's a metric you can actually look at to realize that even the the largest agents in your market Their business is a microscopic dot Dot in the entire local market industry So even so even the top agents, right? They could actually go out and double their business and It doesn't even affect like if like the number one agent in my market. I looked it up. They've got point six five percent Market share So far this year they could double their business and it wouldn't even affect any of the other agents. It's it's crazy how massively abundant and Unlimited the business is there's more than you can handle the only reason they can't go from point six five to point four But point one or one point four is because they can't handle any more business, right? That this business is predicated on how much you can handle if you're only doing X amounts because you can't handle any more Right. That's the cold hard facts So then you have to get into your efficiencies and how you're operating in your systems and stuff like that But market share for me is not that okay for me My definition is the percentage of property owners in the market that you have Relationships with real relationships that you've talked to that you've created that great first impression that you're remarketing to I like a weekly email on the same day of the week forever in which they never forget who you are All right, so Say somebody said something in the chat So when I think about market share, I'm thinking about the percentage of property owners in my market who know who I am So let's think about market share a little differently Okay, and when I'm taking the actions my actions are can I create five new friends a day because when I ask a buyer or seller at the end Of a closing How they pick the real estate agent the most common answer is going to be I had a friend in the business I'm sure you guys would agree like they they go with people that they like that they trust that they That someone has built rapport with them that they feel like kind of has their back and they're gonna call that person their friend so When a market is retracting it's hard to gain market share where the market is expanding But as the markets retracting and your business is growing or even staying the same you're growing your percentage of market share Okay, your percentage your market share is growing while the markets are attracting and then what happens This is where the magic happens During this market share expansion strategy It means that you don't stop when the market retracts you go more all in to talk to more people to see what we can do to help and At the end of the day when the market rebounds which has happened 100% of the time Your business explodes because let's say just hypothetically. It's just a number out there You know, you go from 10% to 20% Market share, right? Just don't numbers out there like market share for real estate agents is literally like point zero zero something in Their in their local markets. Let's just say just hypothetically you go from like 5% to 20% During a market retraction. Well that 20% as the markets retracting Well, that's probably not even the same amount of closings that you were having the year before or even two years before But as the market rebounds that that extra work that you put in while the market was retracting Your business explodes like an atomic bomb and this is exactly what happened to me. I'm literally sitting here I'm literally sitting here Speaking from experience. Okay, because when I got in in 2008, I pushed push push so 2008. Okay, so 2008 All right the market was going down it went down 2008 2009 2010 2011 2012 so from 8 to 2012 I was just Grinding trying to help as many people as I could buy these foreclosures I was representing buyers buying foreclosures and I knew in the back of my mind if I represented the buyers buying foreclosures a Couple years later when the market rebounds and there's no foreclosures and prices go up Those people are going to resell with me and then they're going to rebuy They're going to refer me eight people over the next seven years and then boom I'm going to be one of the top agents the number one agent in my market. I had the whole thing planned out I didn't know if it would work, but it did work So I'm here to tell you this is the strategy market share expansion strategy while the markets retracting So can I just get a commitment from you guys? Maybe in the comments or something like that that you can visualize this thing and that you're going to go all in on your business during this market shift you're not going to let the the Mainstream headlines and all these different companies trying to get you to click on their their articles and their social media post Look at that stuff and pay attention to it. But in the back of your mind, you know that none of that stuff matters None of that stuff matters I'll tell you something I learned through the through the 2008 that whole thing when I look back through it And that's that closings continue to happen every single day by the ever-living truckloads You it's mother nature. You can't stop closings from happening You cannot stop closings from happening So if closings are continuing to happen and they're gonna we're gonna have 5.3 million closings this year Which is like off the charts amazing Then why in the world would you be sitting here getting down about your business or feeling down or feeling frustrated or? You know feeling defeated or lack, you know, you've self-doubt all those all those Negative emotions shouldn't even be entering your stratosphere Shouldn't even be entering your stratosphere. You should be looking at this market thinking. Oh my god. Thank you, Jesus For giving me this gift of a of a declining retracting market So that I can go out there and be one of the 1% that explodes in the next 12 18 36 48 months you should be thanking the heavens above For this amazing gift that they just handed you on a silver platter Because that's what this is guys. I'm trying to I'm trying to preach to you here I'm trying to help you understand that this is Actually the greatest thing that could happen to you in your career We don't know when the next, you know massive market retraction is gonna happen. Okay, it could be you know It took it from 2008 to 2022 I mean we're talking about 14 years there. We don't know when the next one's gonna happen like this It could be a decade. It could be eight years. It could be a decade and a half You you don't know when the next opportunity like this is gonna happen You have no idea right so if you do not go all in right now to take advantage of this You're gonna look back and say man look at all these agents that that went all in You know all the agents that went all in that I was sitting here watching thinking why are they still making calls? Why are they still pushing so hard? Nothing's happening in the market. Why are they doing this? Why are they doing that and those agents mind you might not have been killing it at the time They might not have been selling a whole lot of properties at the time But they were on the backside behind the scenes behind closed doors in a dark room building their database Remarketing to these people building these relationships making sure everybody knows that they're here who they are what they do And they're here to help When the market rebounded boom they blew up and become the number one agent out there and now you're sitting there saying man All that hard work paid off. Why can't you be the person that puts in the hard work that blows up when this market returns? Why can't you be the one and so that's my question today? Why can't you be the one? Why can't you be the one that steps up and and and goes all in during this most amazing opportunity that? The rule of state gods above have given you Here's what you need to think about very just a few Very simple systems that are scalable Okay, so if you're in the stages just building your business You don't kind of know what to do or which direction to go in how do you get leads? What do you do with them all this stuff? Listen to me every single Legion Strategy out there, right? Well, I went through it with my group We brainstormed and we came up with about 35 Different prospecting methods, you know, I was like let's really grind it out and really stretch our minds here as a group It was like 150 people Agents all over the country. Let's let's get on a Google sheet of a page and let's let's really tell me every single Let's not miss one All right every single Legion strategy on that sheet Okay every single one of them, okay the goal of of that Legion strategy no matter which one you pick Okay is designed to create a list of people that you're going to sit down and call If you do Facebook ads, you're you're getting people calling them If you're doing Zillow getting leads you're talking to them on the phone If you're doing open houses you get a list you call them next day follow up see how you can help them Circle prospecting for sale boner expires that goes without saying Every single Legion comes right back to calling a list of people whether you're following up whether you're calling warm leads cold leads Chili leads lukewarm leads. Hey, it doesn't matter what kind of leads you're calling you got to call somebody You have to be on the phone. So all the agents that are out there trying to figure out how not to call people I'm gonna run a Facebook ad and then I'm gonna have them get into this thing And they're gonna be this automatic chat and then it's gonna chat them out and the boom boom boom boom boom I don't have to call them and when I talk to them. It's listen guys Slow down for a second if you worked just as hard on trying to figure out how the work around Talking to people you'd already be there if you'd work just as hard on just talking to people and realize that the this whole business Is predicated on talking to people you don't know to help them buy and sell real estate And you don't want to do the exact thing that this business is predicated on That you're not gonna work right so what I'm saying is is that you've got to pick out the two best lead gen Opportunities that work best for you. I don't care what they are, but they better they better accomplish one thing They better create five new friends with property owners in your market every day. That's all you got to do If you got two lead gen sources that creates five new friends or property owners every day You talk to you go deep with find out what you can do to help them What the real estate goals are if they have an agent if it's okay to stay in touch bam, bam, bam Right boom. That's done five new friends a day Second thing we're gonna do is we're gonna have a follow-up process your follow-up processes look something like this Somebody says they want to buy or sell something in the near future. Cool. The next question is same thing You'd ask your mom if she says she wanted to buy or sell something in the near future. Why mom? Why are you looking to buy or sell Right you got to go deeper with what's going on behind the scenes and then you create a custom game plan around what their specific Situation is and you follow up accordingly the next pillar is Marketing how do you make sure that every single person that you ever talked to never forgets who you are? I don't care what it is. Mine is a weekly email on the same day of the week forever. I did it every Wednesday since 2007 Every Wednesday since 2007 now that's consistency and in 2017 I quit prospecting all together It was the third year that I sold a hundred properties years the first year I made a million dollars and guess what I made a million dollars every year since as a single agent because of that weekly email the Database I built in the personal brand that I built in the back of that database On the back of that weekly email sprinkle social media on top all that low Organic reach weird algorithm stuff sprinkle that on top of that real a nice solid foundation of a weekly email every week on the same Day of the week forever So here's your three pillars You got you got your prospecting find two things that work best for you and throw everything else away You got your follow-up process write it down. You need to know step by step when somebody says they might want to do something What's next what's next what's next okay? You need to have that process down and The third pillar is marketing and branding. How is every single person you talk to ever gonna not forget who you are Right and I'll leave you guys with this The reason I've sold so much property is because when I talk to a prospect I could care less if they want to buy or sell anything or if they're going to buy or sell anything I think too many agents are you know, maybe they're desperate for a check or they they don't understand the game But the game is people and so write this one down. Okay? Focus on the person not the property So when you call a for sale owner expired, I'm not calling laser focus on that property see if I can list it I'm using that property as an excuse to call that property owner and see how they're doing See if I can create a situation where I can get a chance to know this person and see what it is They're trying to do so I can figure out what I can do to help them Okay, guys, that's my time. Thank you guys so much for listening. I hope this The hope this market share expansion strategy I hope it clicked that this is the moment you guys need to go all in and Hope you take it and run with it Ricky Wow, I'm gonna tell you something. I'm not a full-time producer anymore, but you've made me want to be one again Matt was so Incredible and so powerful and there were so many points that you made and and I love that you said, you know I feel like I'm just preaching to y'all I did for a moment feel like I was in church again back in the day And just because you you get so passionate and you're so you're so excited about it It's so nice to hear somebody with that type of passion and to be able to share that information and that knowledge I mean you are a you're a keeper, you know, like you're just golden in this book here. So I love it There were two there were a few things that you said I wanted to touch on. I'm yeah, you're the tree, right? You're the tree which you you mentioned that maybe chili calls. I've never heard that So I'm trying to understand is that between cold and warm? It's nothing dude. Listen everybody's like Alright, well, let's just call it anything you want to call it, right? Let me ask you something. Let me ask you something. All right. How many property owners in the market? Do you think have looked on Zillow or some other? syndicated website at properties in the last six months all of them. Oh, let's just say a hundred percent Yeah, so instead of buying Zillow leads for a thousand bucks thirty five percent a hundred dollars or whatever Why couldn't you just find that property owner for one cent call him up and say hey This is Ricky, my local real estate agent. How you doing today? Call me to him and join the days in the gorgeous Listen, I don't want to take it too much of your time, but I saw you're looking at lines of properties I wanted to follow up with that and see if there's anything I could do to help you you literally Now I've got Zillow leads for one cent, right? It's the same people. You know what I mean? It is and look at that script that you had it just rolled off your tongue like you've said that a few times, you know Exactly exactly So I do want to say two other things time over task over time You know so continuing to do that same thing over and over again It's what's going to get you the results somebody may not respond. That doesn't matter Go ahead and continue doing your time over task over time What you do in this quarter everyone is going to show up next quarter and what you do next quarter is going to show Up in your first quarter of next year. So just keep with it. Stay keep your head down. Stay busy Don't get discouraged. Just you've got to keep doing those tasks and you're you're golden There's nothing to get discouraged about there's nothing to get discouraged about listen You're definition of results has to change the definition results needs to be how many property owners Can I make friends with the day not how many listings I can get listing appointments closings? All that stuff's gonna happen as a byproduct of you doing what you really need to do which is build more Relationships in the market real simple stuff. That's right. Well, we've got to wrap this up. I Know I just love listening to you. Maybe they'll bring us back another time and we can do this again I'm gonna lock him in right now. So he said no, Lindy. That means Ricky wants to come back, right? You're ready to be all over this level up playlist. We got to keep going 25 minutes is not enough with our guy Ricky That's right. Can I can I get it? Yes, Ricky? Let's build some more relationships with this audience All right, back to you just had to grab it opportunity was there Opportunity was there. I wasn't gonna say suck in tree mode All right, well, you know and I just want to remind everybody Please do not forget to register for exp con if you want to win a ticket to exp con Do you want to win a ticket to exp con? Of course you do a raffle to win an exp con ticket ends today All you have to do is attend our four agent leadership meetings Beginning with July 22nd and ending August 12th So if you've been doing those then once those are completed Complete the survey at the end of the meeting with your name email address more automatically You will be entered into the raffle if you attended last week and today and fill out the survey You actually have increased your chance of winning So, you know be sure today that you get registered you get signed up Also, please make sure that you fill out today's survey and come back next week to see who has won that ticket whoo You guys that was an amazing meeting I'm I'm sitting here like firstly taking notes and I'm laughing and like that with this whole meeting was it was an experience