 Do you want to build your business on a 90% organic reach platform or a 5, 6, 7% organic reach platform? I vote for the 90% organic reach platform and then I can sprinkle the social media lower organic reach platforms on top of the 90% organic reach. So many people that want to sell their properties and can't because there's nothing to buy and they're scared to leave money on the table. So as this storm is brewing every day it's getting worse and worse and worse and worse. You guys need to be getting in position, getting in position to take advantage of this moment. So what's going to happen is as the market levels off, which could be a result of anything from interest rates to the economy to political who knows what's going to happen that's going to create a leveling of this crazy market that we're in. But when it happens everybody's going to realize it at the same time and these owners are going to call their agent and say please list my property now. This is the top and I want to sell it. I want to make the most money before it comes down. This is going to happen all at the same time. So we're going to get flooded as agents. We're going to get flooded with calls from sellers ready to list. And at that same time we're going to have buyers. We're still going to have a lot of buyers in place. So this is going to be just a complete euphoric situation for real estate agents. It's going to be everybody's dreams come true. However, if you haven't been taken advantage of and don't start now like you should be taking advantage of the fact that you need to create as many relationships with these property owners as humanly possible between now and then to be in the best position to where you're the agent they call to list. If you're the one that called, talked to them, following up with a weekly email, whatever your system is to build that relationship, you're going to be the one that gets flooded with calls to list properties and we're still going to have a lot of demand. When the market does level off, the leveling off is going to be caused by buyers slowing down, the steam getting lifted out of the market. There's going to be less buyers during that moment but still a lot of buyers that's going to gobble up that inventory that has the market. It's not like we're going to get flooded and we're going to have like tons of inventory for months and months. It's going to be like a flash. Get to work. Get your hands dirty. Don't go after listings that are going to have 30 offers on day one. You've got a one in 30 chance of winning that bid. Why not go back door over here and talk to some property owners who might actually sell their property off market to your buyer without it going on MLS and there's zero competition. It's real simple stuff. When I talk to a prospect, I don't care if they want to buy or sell. That's not the objective for me. My objective is to really make a new friend and if they happen to want to or need to buy or sell something today, great. If not, I want to be their agent later when they decide. Now, how can I bring them value between now and then say they're not going to decide to buy something for two and a half years, two and a half years? How do I connect the dots between now and two and a half years from now? Very simple. I didn't realize I was doing this, building a personal brand on the back of a weekly email, but that's what I was doing. In 2008, 9, 10, there were so many foreclosures in the market and I heard so many times there were so many clients that they wanted a weekly list of foreclosures. Weekly list, weekly list, weekly list. I started sending this weekly list of foreclosures to that specific group and then I was like, wait a minute, I'm just going to send everyone, I'm sure everyone, all the property owners I'm meeting and everybody in my database would love to see the weekly list of foreclosures because there was like 44 closures at any given time for sale for half the price that these properties were going for five years before that. So I started sending weekly emails of the foreclosures and I just never missed a Wednesday ever since. As the foreclosures went away, it morphed into like a market report kind of thing, which is more of a, it's not like, when you hear market report, you think these generic statistical automatic emails that go out, that's not what it is. Now I'm sharing stats and I'm sharing market information, but I'm also sharing my opinions on stuff. What I think about this, what I think about that, new restaurants, articles, breaking news, new listings, new sales, I'm keeping people on top of the market doing what, bringing value and when they see that in their inbox every single week on the same day of the week forever, they begin to realize this person's for real. This happened every day, business is unlimited, competition doesn't exist, relationships over transactions, just screaming and pounding and pounding and pounding away to try to prepare you for that moment. I'm going to continue trying to scream this at you to prepare you for the next moment. I'm always trying to prepare you because I don't want you guys to go through what I went through. I wish somebody would have told me that stuff back in 2003 and 2004 when I was just doing deals and not even talking to that client ever again. To understand this business is about people and what we're witnessing right this second is the largest pent up demand of sellers that I've ever seen. There's so many sellers that are dying to sell, but they're not, they can't because of two reasons. One, there's nothing to buy, two, they don't leave money on the table. So they want to time the market out, they want to get as much as they can out of it and they also want to be able to replace it, upgrade, what have you. Two really difficult things to pull off right now. So new agents and agents that haven't built their personal brands up to the point where I am, where sellers are just calling me guys. Sellers just, when you build your personal brand the way that I teach you guys to build your personal brand with the weekly email, making the calls, making the connection, great first impression, weekly email on the same day of the week forever, you build a business that becomes automatic because people just call you to do deals. So I'm getting listings left and right right now. Great listings to sell on a day, let's go, I'm even double-ending, I'm probably double-ending more deals now than I have in a while because I built the personal brand. But if you're not to that point yet, you need to be thinking, how do I get there? That's what I want. I want a big enough personal brand in my local market to produce the amount of closings that I want to close on with very little effort. Being a data collector should be your number one priority at a real estate agent second really, until you get to the point where you've got that personal brand built up to where you can actually step away from the prospecting and just close deals meanwhile going and building other businesses or spending more time with the family. But the market right now, think about it guys, people just naturally want to upgrade. It's just in our nature, we want nicer houses, we want to do nicer things. People that are just becoming 25 years old, they want to buy their first home. People want to buy houses, but they can't because there's nothing to buy and they're scared to leave money on the table. So, every day the pressure is building up more and more and more. The pressure is building, the pressure is building, the pressure is building, whereas when this thing pops, which can be caused by the Fed saying, we're not going to raise interest rates for two years and then all of a sudden they raise it a quarter of a percent, which I don't know, who knows, something's going to happen that causes the market to completely fizzle out, let's say. And everybody's going to realize it at the exact same time and sellers are going to buy the truckloads, call the real estate agent to say sell, sell, sell, sell, sell. And whatever agent has been doing, what they are supposed to do, what have been bagging you guys to do for years, whatever agent has been in the market creating those friendships and relationships, helping people buy and sell along the way to build their database and doing your weekly emails, right, when a buyer or seller is asked, how did you pick your agent, right, now we're going, we're kind of like the digital scene came on the market, Zillow, Trulia, realtor.com and consumers pick their agent randomly online there for a little while, but now we're swinging back towards who to have a relationship with because they had a lot of, there's a lot of bad experiences with just picking a random agent. Really great first impressions, you need a weekly email in place that goes out on the same day the week forever, okay, that has your opinions on stuff, not automated, not automated. People don't want to know what the general, you know, national housing stats are. They want to know local stats and they want to know what you think about the stats. They want to know about local restaurants. They don't want to know how to cook, shrimp that too fake. If I want to know how to cook something, I'm gonna Google it. I don't need my real estate agent. I want my real estate agent to tell me what's going on with the market, really cool articles, what they think about stuff. That's what's gonna build your name and when they get this every week, you know, after a while they start to think, wow, this person's hardworking, they're dependable, they're consistent, they're professional, they're knowledgeable, they do what they say they're gonna do. He told me he was gonna send me an email every week and they did send me an email every week on the same day of the week. That's the agent I want. And so guys for 15 years from 2002 to 2017, I made a hundred thousand calls. Why did I make a hundred thousand calls? Because I understood the power of making great first impressions with people. And I knew that whoever made the most great first impressions with property owners in the market and then back that up with something to stay in touch with those people forever and continue to build my brand would be the face of the number one agent in the market. If you guys think about accumulation, if you guys created five new friends and property owners every day in your market, something real simple like how many people can do that? Everybody. That's something very simple. Five new friends or property owners in your market every day. That's 25 in a week, 100 in a month, 1200 in a year, 24, 36, 48. Let's call it 5,000 property owners that you made a great first impression with. You're sending them a weekly email. How big is your business? Let me ask you this, why do you know a single human being that does not need a new owner? Listen, you're hitting so now you're now you're just going in so many different directions. Okay, so you're saying two things right there. Okay, you're saying two things. Let me go deep with both of these things. One thing you're talking about is how solid the market is for real estate agents. Okay, the other thing you're saying is that everybody is a client. Okay, let me let me break both of those down really quickly. The first one is as far as the business being as solid. Like, if you have a job, people are like, Oh, I don't want to leave my job. I want a consistent paycheck. Do you know that as far back as history goes, there's been real estate closings every single day in your market, regardless of what the market does, regardless of interest rates, supply demand, inventory, pandemics, 911.com crashes, whatever. That through the pandemic, we had 80% of the same amount of closings. And not only that, but 80% of the same amount of pending deals happening during that complete economic shutdown between mid April and March. So think about this, right? And you guys can can dwell on this and get back to me if you have an answer. But in my opinion, all right, and I've asked hundreds of thousands of agents, I'm still searching for the answer to this question, because I truly want to find something I would love for somebody to even debate this. But instead of now, all of the avenues of lead generation, you know, open houses, direct mail, social media, silo, door knocking, sphere of influence, you know, whatever, all these different avenues, okay, the common denominator of all closings, the common denominator, the one thing that has to happen for every single closing is a real conversation. So if you if you look at that, the common denominator is a real live conversation. Okay, if you look at that, then you realize, okay, social media is not the common denominator. Why? Because you can have real conversations without social media. Cold calling is not the common denominator. Because you can use social media to get people's contact information to then call them and have that real conversation. So cold calling is not the common denominator. Direct mail is not the common denominator, because there's other ways to get to the conversation. Door knocking is not all these lead generation sources are not the common denominator. It all comes back to one thing, real conversation. And when you when you approach everyone like they are an extended part of your family, and you give them that feeling that you're like a brother, cousin, mom, best friend from high school, vibe, then now you've got something. Now you can create these friendships. When you walk into every scenario without expecting anything, let's just put it like that. When you have zero expectations of getting the listing or a buyer doing a deal, zero expectations, you're just there just to help them with whatever it is that they decide to do. That's when you're going to start really winning big.