 When that agent that's in place retires, but you picked up their data, you send them a weekly email, they see your signs around town, they see you doing all the self promotion in your weekly email that you sell and stuff and you know stuff and here's all the stats and here's great information, here's some breaking news in the area and here's great restaurants and they see you putting in work and something happens, you're going to be their number two. Now you're their number one. Okay, the agents that exponentially grow, yes they take those database deals but they're also going after new people to get into that database to make that database bigger so that the database produces more deals. See most agents either work the database or they just work new people and they don't have a database they just kind of like talk to you if you want to do something good they're not gonna stay in touch you know they just work like the new clients and then you got some people that just work the database very few work both angles and collect that data, put it in the database and work it to build a personal brand. Those are the agents that you see that exponentially grow here over here because they're accumulating, they're accumulating clients. Now listen it all comes back to the same thing right so we want to build friendships okay so number one you've got to be a good communicator you've got to be a good friendship creator right and and you know some people are good at that some people aren't right I think I think part of it comes from enthusiasm right being excited not like being overbearingly excited you know and just yelling at them with stuff like that but like you know being you know happy yourself and excited yourself I mean that that draws people in is your energy right so like that that's part of it is like a lot of people they don't get a lot of good results on the phone and stuff it's because they're boring you know they're monotone and they're reading a script and you know you can tell and they're nervous and they're just boring you know what I mean have fun with it number one if you're having fun they're gonna have fun you know that that's the number one thing and like even when you're having fun and you run into people who cuss you out and get mad at you and hang up and stuff like that that's okay laugh it off and keep going we're building a business here you're gonna ruffle a few feathers that's part of the gig you know believe it or not this is what you signed up for but you're always looking for excuses to call people you know so and there's always an excuse to call anyone you know no matter if it's a good excuse or bad excuse and you know if you're talking about in a state attorney you know you call them up and say hey mr. Morales how you doing you know hey I'm Ricky crew at the exp realty here at Gulf Shores how you doing are you joining the day yeah I'm enjoying the day man it's gorgeous outside listen man I don't take it too much of a time I'm a local agent you're in a state attorney okay we could actually do some business together what can I do to help you you know it's always good to be like upfront and frank with people you know it's it's you know yes yes and it's like it's just like you know what I'm not calling him to say hey how do I get on your list to get you know pre foreclosures or you know you know people that dies houses listed or whatever it is we're trying to do with this person I'm just saying listen I'm a hard-working agent here locally just so you know I'm here for you right I'm here to service you I'm here to service the rest of the community is there anything we can do to work together I'd love to do business you're right here's the punchline okay volume we need to talk to you know 10 20 30 people every day you know mr. Morales who is the estate lawyer around town he may already have a favorite agent that he sends all his business to this gonna get really upset with him if he starts sending his business to Ricky right there's a good chance you're not going to get that business if that's the case even for right now anyway until that agent messes up or that agent retires and then I think oh Ricky might be a close second place see that's the thing too people think that just because you don't get the deal then means that it's dead you're playing a seed when that agent that's it's it's in place retires but you picked up their data you send them a weekly email they see your signs around town they see you doing all the self promotion your weekly email that you sell and stuff and you know stuff and here's all the the stats and here's great information here's some breaking news in the area and here's great restaurants and they see you putting in work if something happens you're going to be their number two now you're the number one right it's you got to plant the seeds you know people are two people think oh make the calls and I'm going to see rose bushes like they just they throw the seeds at the ground right and they like chunk them and it hits the ground really hard it doesn't even hit soil like they're hitting concrete with the seeds and they expect there to be a rose bush right there right then and sometimes you got to throw them seeds ever so lightly right into the soil and push them down just a little bit with your finger ever so gently right and give them a little time to develop you know this is one skill you can't run away from you can run away from you know being like techie you can run away from you know certain lead generation sources right but you can't run away from talking to people and making them feel comfortable with you because if they don't feel comfortable with you there's no business transaction that's going to happen that's step one our job is to make our prospects feel comfortable with us if we don't that's number one if we can't get there there's going to be no listing appointment there's going to be no closing there's going to be no showings there's none of that stuff they're going to ghost you they're going to not call you back you know they're going to tell you they're not interested when they really are go find another agent you're dead in the water because they don't feel comfortable so you've got to get over that and develop your skill two ways one read books two do it more yeah so so when you use social media you're like number one for me it's a great brand builder okay i want to use social media i want to use email i want to use all these different platforms to build my brand but if you want to use also social media as a lead generation source great you know use it as a lead generation source and you know you should be on their DMing people like crazy right just starting conversations asking them how they're doing what can you do to help them so on and so forth collecting their email putting them in your database get the weekly email going use it to collect data and find out what you can do to help people same stuff right at the end of the day you want to be collecting data and you want to use social media to as a funnel to get to more conversations so we're still going to be on the phone it's just going to be talking to people that we met on social media that might be looking to do something or this or that or whatever so you can you can absolutely right but not by posting generic content that you're paying some company to post once a day that's the most generic you know horrible thing i've ever seen that gets two likes or just posting yourself maybe you're posting great content and you're posting yourself but you're not really DMing you're not really responding to comments you're not really engaging with anyone you're not really liking anybody else's content you know you've got to engage with the people in your market's content and engage with them and send them messages and comments under their posts and respond to their comments and engage right so you can do it but you know it's still going to be a lot more work than a lot of people want to make it out to be i just started doing my own tour i slowed it down because the second wave of covid but i went to miami i did salt lake i did i did nashfield i did charleston i did um uh dalis these were all free events for agents okay two of them i had zero sponsors and i paid for the whole thing five or ten grand uh a piece for those things i turned off my youtube ads that was making six seven thousand a month turned them off uh i'm just steadily pouring time and money into agents agents agents and i'm building a brand that will be a position right it's already a position where i'm growing these eight and nine figure businesses right on the back of the brand all right it's a situation where everybody wins like i was telling from the beginning that's the business models of the future okay where you build brand you help people right and then you can build businesses but everybody wins right there's so many agents man so many agents story after story after story after story of agents thousands of thousands of thousands of stories of agents who were going to quit or were struggling they found my stuff they did my stuff and now they're crushing it ask you at some point you transitioned or to exp right yeah okay um this is not an exp show i'm not yeah in any way shape or form or exp well too what's that i'm with exp okay why did you make that move and what has your experience been working with them well i went i made the move because like i mean once you really wrap your head around it it's a complete no-brainer um for many many different angles and one reason why they're crushing it you know like they just did their second quarter earnings report you know 37 million net profit which was you know like more than triple what remix did all of last year more than what exp did all of last year did just one quarter um when you wrap your head around no debt 100 million in the bank um when you wrap your head around what kind of company they are just on the business fundamental side and then you say okay hold on let me let me crack this open and see what's really inside here and you realize what they've done is is they've created a new breed of real estate agent right who not only is out there selling you know with a brokerage but they also own the brokerage right it's a seven billion dollar company the agents own three billion of that that they gave the agents for nothing right the equity they gave the agents equates to three billion dollars over this point so agents are literally 50 50 partners in the company with the corporation and the coa and the founders and stuff that's that was their vision the whole time let's make the agents let's I mean they're the ones helping us build the company let's make them a 50 50 partner right so we can really build something massive together and that's what they've accomplished so when you they're when you look at the big picture of what they're doing they're at 65 000 agents headed to a million when you look at the platform they built for just a regular agent just a regular Joe agent to come in you know and acquire equity in this incredibly fast growing like what the stock is right now is going to seem like pennies right he's going to seem like pennies all right compared to where they're going to be and and to just allow agents to to partake in that that incredible run and evaluation that they're going to have over time you know it's just an incredible opportunity for agents but also that sets them up with a nes egg for the future right and then you can use the platform to literally build your team nationally right and like for a broker you know you've got to get a franchise or start your own independent right once you do that you've got to fill that office up with local agents only local can't go outside your local area and hoping that you break even every month and have tons of liability and compliance issues and getting audited by the state expenses insurance right and so this allows you to have all the good parts of being a broker right all the good parts with zero liability zero expenses zero headaches zero compliance issues and you're able to expand nationally immediately for no money and then those agents right you change their lives because now they own part of this incredible company but also they have a huge incentive to go out and help you continue to grow your team right and that's where things get really crazy and now you literally what they've done is they've created a platform where you can literally be gary keller yeah without the headache that he had to go through you can be dave linnecker you can be adam contos you can be all these guys there at the top right and they got all the agents at the bottom and the agents are just paying paying paying i was the number one remix agent in alabama i got a trophy right i come to exp the first year with exp 300 more thousand than i made with remix that year before right 200 in cash and 100 in stocks just quit making excuses you know what i mean just quit making excuses and just go do what you know you need to do you know what you need to do you're just not doing it because you you're lying to yourself about people don't want to do business with you because you're new or you know you're you know you're just too scared to make calls or whatever your little excuse is that makes zero sense to me just eliminate that from your life in 2022 right take control of your life in 2022 and just put that work in and plant those seeds