 Cold calls in 2017. I've continued to sell 100 properties every year just from past clients and referrals That's where you want to be because then you could take the time used to prospect and go build other businesses So once you put all that together and realize that then you realize okay Wait a minute business is actually unlimited for everyone There's a storm coming and it's gonna be a very very incredibly favorably storm for real estate agents We have so much seller Pent up demand. There's 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 You know 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, you know So what's gonna happen is as the market levels off which could be a result of anything from interest rates to you know The economy to you know political who knows what's gonna happen That's gonna create a leveling of this crazy market that we're in but when it happens Everybody's gonna realize it at the same time and these owners are gonna call their agent and say please list my property now This is the top and I need I want to sell it I want to make the most money before it comes down right if you're the one that called talk to them Following up with a weekly email. Whatever your system is to build that relationship You're gonna be the one that gets flooded with calls to list properties You know and we're still gonna have a lot of demand when the market does level off The leveling off is gonna be caused by buyers slowing down the steam getting you know lifted out of the market You know, there's gonna be less buyers during that moment, but still a lot of buyers That's gonna gobble up that inventory that has the market. It's not like we're gonna get flooded And we're gonna have like tons of inventory for months and months. It's gonna be like a flash There's gonna be a lot of inventory for a second. Yeah, it all get gobbled up And then we'll see where we are we're gonna be in like more of a neutral market Is it gonna be a Downward trend for a minute if we're gonna have a correction I don't know but I do know that there's a lot of seller pinned up demand and that if you're not the one Creating relationships with the many property owners as possible right now You're not gonna be one of the agents taking advantage of that when it happens You're just gonna be sitting on the sidelines thinking How are all these agents getting all these listings all of a sudden a crash or like a market downturn or a cycle or a Correction like these things aren't to be worried about in terms of are we gonna still you know continue to be real estate agents That's not a question If you understand it if you let it scare you into a place where you feel like you can't Succeed then yeah, you'll you'll get scared you'll make timid Actions and you won't make it and you don't have to get out of business But if you understand this and you go more all in with okay Like it doesn't matter as the market changes and the cycles it happens if if you know if if a lot of people in The market know who I am and realize how hard I work and how honest I am and professional and Dependable right and I've built my personal brand with all the people that you've talked to they've created great first impressions With if you have something on the back end to build that personal brand with them from there You're golden if you can just visualize this over a five-year period You'll be in a position where you don't have to worry about where your business is coming from I quit making cold calls in 2017 I've continued to sell 100 properties every year just from past clients and referrals That's where you want to be because then you could take the time used to prospect and go build other businesses So once you put all that together and realize that then you realize okay, wait a minute business is actually unlimited for everyone Right closings happen every day Okay, competition doesn't exist and if I value relationships over transactions Then I don't have to worry about anything ever because I'm not worried about a transaction per se the sales within Creating that relationship every relationship was worth 10 to 20 deals to you over the life of your career through repeat business Referrals and referrals of referrals. So, you know, you may make a call session and create five new friends Which is what you need to do every day But but not any sales, but you created five new friends. You literally did, you know, 50 to 100 deals that day You just there is the money's not in your pocket yet But that's what you created you're planting the seeds for 50 to 100 deals over a 20 or 30 year career And the more those you can stack up the larger your business is going to be it the path is math guys It's real black and white real simple stuff here. It's not super complicated We are in the middle of one of the lot. This is probably the largest The largest bubble of seller pent up demand we've ever seen I would say that this is the largest bubble of seller pent up demand that we've ever seen and it's about to just It's when it pops There's going to be so many listings and those those those owners are going to call whatever agent has called and talked to them and created a real Relationship with them and followed up with some personal branding marketing, you know Social media is like 2% 4% 5% organic reach. This is 90% So why not build your foundation on 90% organic reach and then sprinkle the social media on top of that The foundation needs to be the weekly email, right? And so the weekly email is what continues to produce that hundred deals a year So as you climb the income ladder every year and you hit a hundred you hit 200 You have to continue bringing new people into your database and sphere to grow your income The moment you say I'm going to live all past clients and referrals is the moment where whatever level income you're at You plateau there So if you build it up to 200 and then say I'm going to live all past clients Then you just make 200 every year from that on that point on right But if you want to get to 300 you got to keep climbing you got to keep adding new people to your database and keep building that sphere To 300 right if you want to do a meal you got to keep building up to a meal It took me 15 years to get to the mill 2017. I hit that mill. That was the year I quit doing everything Let me live off past kinds of referrals and boom. I had a mill every year since So this is not like a theory. I've seen this happen with other agents It's happened with me if you keep grinding it out to the level of income you want Once you hit that level of income you want say to half a million you get up to a half a million Then you can live off past clients and referrals at that point if you're doing a weekly email type scenario to build that brand And never let anybody forget who you are Then you can continue to make a half a million dollars every year without having to make any more calls without having to do All this stuff to try to get new clients. It's just going to be organic from that point, right? I'm calling to let you know a house sold. I didn't know if you knew about that Right, I'm calling to just see what I can do to help you. We're not doing anything great Is there an agent you would work with if you were to do something? You know I'm saying you just go through you you've got to You've got to understand where your intentions lie our intentions are not within do you want to sell your house? Do you want to buy a house? You know, that's where we've got this huge Misconception here as agents of what our goals really are our goal is to create a friendship and a relationship with this person You know and you can turn these people around that aren't ready to do anything and create a nice friendship with them for later That's where you're going to build big business Not just trying to do a sale a sale a sale because then you're just good as your last sale and every day You got to do it over again But if you're building relationships and you're building a database and you're doing a weekly email and you're building a personal brand Then there's going to come a day where you don't have to worry about sales anymore. You got plenty of those Anything you tell me that you do that's that's not calls Every single thing you tell me is going to come where I can just say okay Then what then what do you do then when you get it's all going to come back to making the call before you get to the next step of the sale and What we're doing is is we're causing we're we have all this minutia going on with all these Middle actions between us and the calls trying to get away from the calls But we're still going we still gonna make calls We're gonna make sales and the number of sales you make is going to be determined by how many calls you make So if you want to do open houses to get people's contact information to make calls fine If you want to use Zillow to get a bunch of information people's information to make calls fine If you want to use facebook to get a bunch of people's contact information and data to call them fine Go ahead. I don't care where you get the data from at the end of the day You got to have enough numbers to keep you busy making calls between 9 and 12 every day I don't care where you get the data from you get geo leads expired and storm dialer Geo leads you pick any subdivision you want boom you get all the contact information for that That subdivision and then you hit another button and it automatically dials them Okay Expires go back two to three years and have all those in your folder and just chip away at that list Whenever you want to call expires and they'll add the new expires to the bottom of that list every day You should get geo leads expired and storm dialer if you go to zero to diamond.com There's a and you click the link though. They'll waive the hundred fifty dollar setup fee So you can you can go to around that hundred fifty dollar setup fee By going to zero to diamond.com and going to the bottom there or whatever you'll you'll find it And click that link and get geo leads expired and the storm dialer Um, and then all the scripts are there on zero to diamond. There's a whole course with a bunch of different things You can watch me make live calls. There's a lot of different stuff there So you can go there and find everything you need