 Hi. Nice to meet you. Nice to meet you, too. It's a pleasure to meet you, Amanda. Likewise, likewise, yeah. I've been following you for a really long time, so I'm really excited to be here. Well, thank you. Yeah. Yeah, thanks for coming. Where'd y'all come from? Of course, Massachusetts. So how do you balance doing 100 plus deals a year and having a family and going forward with doing this for free? Well, the thing is I've been doing it for 20 years, right? And so I built up the clientele that I don't have to go prospect and chase deals like you guys do. So all the time you spend chasing deals and looking for deals and trying to market and do all this and that, I'm not doing any of that, because my base is already there and they just call me when they get ready. So you have the systems. Yeah, so I have all that time, I have all that time that you spend prospecting and stuff to spend time with the family and go build other businesses and do all that. See what I'm saying? So it's a 20-year process. So a lot of people are like, how are you? It's like Tasman and Devil. You're just doing this, that and that. It's just crazy. How are you doing all that stuff? And I'm like, well, how long you been in business? And he's like four years. And I'm like, well, there's the problem. You know, it took me 15 to get my real estate business where I wanted it to be, where I could branch out and do other things. So I did like 15 hours a day for 15 years to get all my systems in place. That's how it is, like 24-7. Right. And that's how it's going to feel until you get everything to where it's just running on autopilot, where you just got all the deals flowing in, falling in your lap. But until then, you have to focus on real estate. You can't do all the other stuff that I'm doing, thinking, oh, well, he's doing, I can do it. No, I did 15 years of putting all the systems in place. And now I can afford the opportunity to go build other businesses and still chill with the family and stuff. Was this the plan when you sat down one day and said, I want to do real estate? Did you do a business plan for a long term to get to this point? Or did you kind of build up and do the right habits along the way? And eventually you said, you know what? I have the room to make this my empire. Yeah. No, it was just, I knew that I was going to be the best in the world at something, right? I know what it was going to be. And I knew I was going to get back to people, but I didn't know how I was going to do it. So just one thing led to another, you know, and I just stayed focused. So just the feeling that you changed, it never was necessary, I would say never. Like the feeling is, is just get a little better every day, right? Just get a little better every day and not get upset when you don't reach your goals. Who cares about that, as long as you're still moving forward? It's going to happen. See, the thing is, people have this misconception in your mind that it takes this much energy to create this result. When really the amount of energy and time and effort it takes is like 50 or 100 or 1000 times more than what they thought. And so when they do what they think needs to go into creating this result and that result doesn't happen and you know where near it, then they throw their hands up and give up, right? And so, but the effort that it actually takes to create these big huge results you want is so massive. And but you think that this is how much effort you have to put in, but it's wrong. And so people have these misconceptions about how much how much it really takes to do big things. And so they give up. And so you can't be upset about not hitting the goals. You just have to keep saying, okay, well, if it's not enough energy, that's the universe. Tell me, I just got to keep going and keep working. And eventually you'll hit it. This is my message. So would you say that that statement parallels with the concept that social media is, I don't want to say false, but that real estate kind of parallels with the idea that we're only posting our successes. Therefore, new agents, when they're getting into the business, they think it takes this much energy to be successful because other people have not posted their failures. No, I mean, it was like that before people would make sales and they would do postcards saying just sold, you know, and they would fake, huh? They're fake. What do you mean fake? Saying just sold postcards. You're saying people are posting fake stuff on social media saying they just sold? Well, you know, I don't, I'm not going to assume anybody's lying about anything until I actually find out that they're actually lying, you know, but, you know, look, nobody needs to pay attention to anyone, right? Nobody, nobody needs to compare their self to anybody or pay attention to anybody or anything. You just need to do you, right? So like, I don't, I never was on social media. I didn't start doing social media until I started coaching, right? And so that was in 2017. So I was on 100 properties a year, about 2014, 14, 15, 16. I wasn't even on social media. I didn't even look. I was not scrolling. I did not know what was going on. None of that stuff. I didn't even have an Instagram. I didn't even have, I mean, I had a Facebook profile. I never posted. Yeah. But I was so focused on just being the best real estate agent in the world that I didn't really care what anybody else is doing. You know what I mean? So if you get caught up in what everybody else is doing, you know, you'd lost right there. You know what I mean? Because now you're comparing yourself to everybody else and really you're trying to be above everybody else, which means there's only one person that you're competing with and that's yourself. So I don't even look at anybody else because they're just average. Even like the people that are at the very top, even at the people at the very top, when you're looking at the people at the very top, that's just average because there's a lot of people at the top. And that's just average when it comes to greatness. That's just average because greatness is up here above the very top. You know? And so this is just average because there's people that are almost at the very top. So you got below the very top and you got greatness. So the very top is average. I don't want to be average. So I'm not going to look and see what other people are doing. In an industry that requires networking and, oh my, in the way. In an industry that requires networking and befriending your co-agents, I suppose. How do you maintain that level of I am the best and not coming across as arrogant? Not coming across as arrogant and maybe putting off potential networking opportunities? Because I never, because I don't care about networking opportunities. MLS does all the networking I need to sell my properties. The buyers are going to see it on MLS and contact their agent or me and buy it. And what's going to happen then? Now I'll have interaction with that agent through the deal to show them how good I am. I'm not going to talk about it. I'm going to be about it. Not worry necessarily about how your ad looks, but worry about. Don't do ads. And then do what it says properly. Don't do ads. My little baby agent brain just broke. Don't do ads. Right. Because all your ads are trying to do what? What's the end result of an ad? Prospecting. Generating leads. And then what? What do you do with the lead when you get it? Follow up. Follow up? By what? You call them right then. So it all comes back to a conversation. So you're spending all this time and money on an ad just to have a conversation with a random person that responded to the ad. When you could have got the exact property under you want to do business with for two cents, contact information and just call them. Off MLS. No, off Red X. Red X. You can just pick any property owner you want for two cents. You pick the subdivision, boom, you get all the contact information. So it's a 10% pickup rate. And then one out of two conversations is a great conversation. So we're at 40 cents per great conversation with the exact person you want to do business with. You pick the house. You pick the price point. So what's better than calling property owners to have a great conversation just to make a friend, not to sell them just to make a friend, and then follow that up with a weekly email on the same day of the week forever. Right. Nobody can tell me anything better than that on an efficiency, cost-patience, effectiveness, productivity level, nothing. Nobody can say anything. I've asked hundreds of thousands of people, please tell me something better. And as soon as you do, I'll start talking about that. You should do both. Email should be the foundation once a week on the same day of the week. You talk about bulk texting once a month, right now, until the market changes, and then sprinkle social media on top. Just do it for fun. So social media is more of like a side generator? Side generator, just to build your brand. I mean, if you get leads through social media, call them, work them, do it. You're going to get leads from social media. Get them, put them in your database, get them getting the weekly email. And you create the weekly email every week, custom content. That's what separates you. You're giving them a little bit of your personality. You're not just saying, press your square foot up. You're saying, press your square foot up, and here's what I think about it. Okay. Adding that little personal touch, so that it doesn't feel like a computer talking to somebody. That's right. Come here. Come here. Come here. She's like, there's too much of YouTube. Yeah. Imagine. So I have a question. You know the time that we are now? We're not supposed to do it now. I'm not supposed to call. I'm not supposed to be here right now. I'm not supposed to do anything I'm doing. Nobody tells me what I'm going to do and I'm not going to do. I'm calling people to help them to see what I can do to help them today. There's no laws against calling people from a volunteer standpoint, doing community outreach to see what you can do to help them. But don't you have to disclosure that you are real estate agent? 100%. How do you do that? By saying, hi, this is Ricky Carruth. I'm a local real estate agent. How are you today? No, he does. I mean, I listen to all. What do you mean? What do you mean? How do you do it? You tell them, you say your name, your company and ask them. But thank you disclosure, but you're not supposed to call them. It's okay to call them. It's okay. It's okay. Have you read the rules? No. Well, that's the first thing you should do. If you're going to make it an excuse, not to call, is read the rules to see if, in fact, you are breaking rules by calling, which you're not. Should I go deeper? If you have a buyer, okay, if you have a buyer, you can call. Do you have any buyers right now that can't find a house? Call the subdivisions. Totally legal. But I can't call only the listing houses. You can call all the houses in the subdivision. And for cell by owners, I was. All the houses in the subdivision. What's the subdivision? Or a neighborhood, or a sector, or a street, or whatever you call all the owners, not just for cell by owners or listings. Now when you say, do you read the rules? When do you read them? What rules are you talking about? What rules are you talking about? What rules do you say? MLS says you can't cold call? Yeah, we cannot cold call. That's what I was talking about. Right. So go to your MLS and find the rules of that, or find on their website where they say that. If you can't find it, call them and say, where does it say this? They told me that I cannot do that yet. Did you ask them what the find is going to be? No. Okay. Okay. It's not going to be. I'm just, what happened is, you know, I got in trouble once. Because I usually don't act like a local. Step over here. Mind if I got a picture of you? Yeah, go ahead. Do you mind taking a picture? Thank you. Do you trust me? Yeah. Oh, it's me. So I'll show you a quick text here. This is a case. Thanks. Oh, oh, now I'll, I'll leave in a minute. Yes, Queen and King. Thank you. Thank you. Do you want one too? Do you want to do a Burke Charlotte? Yeah. What's it, what's your drink? What's your drink, girl? One, two, three. One more. One, two, three. Love that. Okay. After this, there's tons of pop. Oh, we love an iPhone 5. One, two, three. One, two, three. Thank you. It's sick. Yeah, of course. Do you want one? Yes. Let me put this on. Don't take it off. I need it to stay alive. Hold on. One, two, three. Good. Got it. Thank you. Cool. Anybody else? Thank you so much. You're welcome. You're welcome. Nice to meet you guys too. Yeah, we'll start by 20. Yeah, yeah. Yeah, we'll see you guys in there. This is going to be awesome. This is going to be awesome.