 I get in in 2002. I make a meal. I lose it all. I go, I work on oil rigs, roofing houses, come back in real estate. Okay, learn all the lessons from that and feel like I know what I need to know. Okay, not a new agent anymore. I'm starting over but I'm not a new agent. I have all this knowledge. I'm willing to put the work in and it still takes me six years to get to a hundred deals. Okay, that's to tell you right there that this business just does not happen overnight. My question to you is I have a 50% click-through rate. Is that good or should I tweak some things? What's a good click-through rate, open rate? What have you been seeing? Here's the best advice in the world you ever get. Completely stop looking at that. With open rates, everybody's concerned about open rates and click-through rates. The thing is is that most of the people on your database that aren't opening it up right now, that are part of the percentage that aren't opening it, are gonna start opening it when they become interested in two and a half years. Then they're gonna start opening it because now they're interested in doing something. They're gonna open it for about two months straight before calling you. And so they're not even open. Your best client isn't even opening up right now. So why are we worried about open rates? It's not the open rates. Here's what's the most important thing to me. The impression. Help them. That you care about them. That you want to help them with the bigger goals in their life, not just make a sale. And through that, you make more sales. When you can create a situation where they feel like they're part of your extended family, then that's when you've really got something. And I call this FE, friend-family effect. When you're giving them that family effect, when they feel like they're your brother, cousin, mother, best friend from high school. That's the way that you need to approach every prospect that you have. You would push the pause button. You would say, wait a minute. Let's wait a minute. Let's step back here unless you're in a situation where you need somewhere to live. But if you were just upgrading because you want to upgrade or it's an investment property or something of that nature, then you're gonna push the pause button for a second. So what happens is when a real estate agent is working through these cycles and they have buyers and sellers that are looking at properties or maybe under contract and then that scary moment happens in the market that makes everybody push the pause button. The current buyers they have, the current sellers they have, most of them will push the pause button and it scares the agent. The agent thinks that we're done for. We're never gonna sell property ever again and it scares them out of the business. I talked to an agent yesterday and she's scared to death about Zillow taking over, monopolizing the industry, wiping real estate agents off the map. She says she was gonna quit checking the box to syndicate her listings on Zillow and I'm like, why? That's only shooting yourself in the foot. Your buyers aren't gonna see it and your sellers are gonna get mad that it's not on Zillow. I said, listen to me. Zillow has done nothing but help you. Everybody's looking at Zillow like it's this entity that is out to get us and maybe they do have some kind of hidden agenda and it is wise to be paranoid I guess to a certain extent about things.