 Without that, without that, there's no hundred properties a year for me. This is what I believe, I'm sharing that with you for nothing, just get out there and succeed. We like to call a lot of expires, we also do something called a slide broadcast, which just drops a voicemail in there, it would ring this voicemail essentially and sometimes we get calls back and you know we've gotten listings through slide broadcasts, so we like that a lot too, but with the expires, what we realize is obviously it's probably the same thing with you, they're very angry and they do not want to talk, how do you crack that ice with them? Well, I mean when they're really angry, I'm just going to be really angry with them because the thing is is I'm standing behind the fact that I'm there to help them and so when they start to act angry with me, that makes me angry because I'm actually there to help them, so if I call them and say what do you want, I'm like ma'am I'm just calling to see what I can do to help you, I don't know what your problem is with me today because you don't even know me, I'm here to help, like stuff of that nature, it's like I'm going to give it right back to them, when you give it right back to them really quickly and hard just as hard as we're giving it to you, it shocks them for a second and then they actually open up, once you get past that then they open up, see it's your job to learn how to communicate with people, it's not our job to sit here, let them cuss us out and hang up on us, you know that's going to happen regardless, you're never going to get past the days where people do that, you know but we have to at least give it a shot, I mean you have to stand behind your intentions that you're there to help them and it should fire you up if somebody gets mad at you on the phone, you know I just give it right back to them, you know and that a lot of times out of the people that get mad, when I give it right back to them, 50% of those people open up and we start to build a relationship, I lose the other 50% but hey, most people are losing 100% of those people. Okay, that's good now, following up, I know you have the newsletter that you do which is where we have a kid at the office who's a tutorial, he actually does the tutorial report and he follows the other thing once a week with all the new listings, whatever if you have any questions, how long have you been doing that? I think it was like six years and how much has that helped you towards your referral business? No I've been doing that for 13 years since 2007, every single Wednesday since 2007 and it's literally everything man, like it's the reason why I sell 100 properties a year. Yeah it is the reason why I sell 100 properties a year, period, without that there's no 100 properties a year for me, yeah because that built my brand, you know when they see it in their inbox every week even if they open it or they don't, they know they see the consistency, when they see that then they think oh Ricky's dependable, Ricky's consistent, you know it's an extension of who you are and so they think man this was a hard working guy who's been sending me this weekly email for 10 years, you know there's no way I'm going to use a different agent, you know. Right, I like that now that whole concept I guess the whole how to do it is available on ZTD as well. Yeah, in the course there's a lesson about my weekly email and there's a little video tutorial I screen share my computer and build one, I'll build an email right there in front of you and just kind of talk through it and answer a bunch of questions that of people that were watching it live and stuff and a lot of good information and then if you have any further questions that it doesn't answer you can just reach out. I appreciate that, now in terms of following up let's see you get a lead on the phone, hey I'm not looking to do anything right now, maybe in 2022 in three years I'll be looking so yeah what if I'll look back for that person? I put them in that weekly email deal and I just let them call me whenever they get ready, wow so you're not reaching out six months or nothing, hey you said they want to do something in 2022 you say yeah why would I yeah no reason to call them in six months they said 2022 so you just put them on the email and let it handle itself yep and they'll call me when they get ready and if they don't I did the best I could do you know like I'm trying I'm trying to help as many people as I can so at some point you have to sacrifice quality for quantity at some point it's got to be about volume there's two things there you're wasting a dial on someone okay you're that could be a new client all right that person's already in your personal branding machine right and so hopefully they call you back um so there's two things there's the fact that you're wasting that dial which is not a wasted dial anytime you call anybody's not a wasted dial you know so that's kind of debatable there but what gets me is the organization it takes to keep up with that person and to call them back in six months for somebody who said they wanted to do something in two years the time that it takes to keep all that organized with all your clients to me is one reason why I'm able to it opens me up as a single agent to sell 100 properties because I'm not spending all my time organizing I'm just spending a hundred percent of my time trying to help people buy and sell properties not 70 percent of my time organizing