 Our number one job is to simply make people feel comfortable with us. Like I said, I hope that I'm reshaping a lot of your mindset. I hope a lot of this stuff is really going deep with you and really getting home. But how do we make people feel comfortable? It's real simple. Okay, here it is. You can have a vehicle in place that will bring you business automatically through your past sphere, your past clients, referrals, referrals over referrals. That's the place we all want to be in. You should get to the place where you're closing the amount of deals you want to close through past clients and referrals and referrals over referrals. You can take a step back from all the hard grinding and building your business. And then what? You can go build other businesses. That's when I wrote two books. That's when I started speaking. That's when I started coaching. That's when I started doing it. I didn't do social media. I never did social media until I started coaching. I still don't use social media in my real estate business. Not to say. Social media is amazing for real estate agents. But it just goes to show you that there's so many ways to succeed. So, I believe that what really wins, okay, at the end of the day, you can do all the online marketing. You can do all this, you know, different things at the end of the day. Everything that you do when you buy leads, when you do open houses, when you're doing mail out, everything that you do, social media, all of it, okay, it all comes back to one thing. And that is voice to voice communication. Everything that you do is always going to come right back to the voice to voice communication. This is one reason why we're still around and technology hasn't completely replaced us. The voice to voice, the consultation through the ever-changing treacherous market, the treacherous journey of the transaction. There's so many twists and turns. If you don't know what you're doing, heck, let's be real. I couldn't go to Texas. Let's say I'm in Alabama. There's no way I could go to Texas and actually represent myself. I don't know what's going on in Texas. So here I am, an expert in my market as a real estate agent. I couldn't really go to a different market. I would have to consult with a real estate agent even though I've done 1,000 deals. That's how treacherous this is. So if you could imagine never really doing real estate, not in the business, how treacherous it really is. So it's all going to come back to voice to voice because people, they can see your ads online. They can see your face. They can see your pictures. They can see you list a bunch. But until they actually talk to you and get that warm, fuzzy feeling and feel like you care about them and feel comfortable with you, there's not going to be a transaction. At the end of the day, our number one job is not to get the appointment, to get the listing sign and show the properties. Our number one job is to simply make people feel comfortable with us. You can do all the advertising you want if they call you up to do the deal and they don't feel comfortable with you. Chances are low that you're going to do a deal with them. So our number one job, I'm going to say it again because it's so powerful. And this is something I get into with my coaching. I'm very passionate about the way that I coach and the things that I say because I'm telling you all this guy's for free. When you get in my coaching program, there's no upsell, right? So I can tell you what I really think. And I don't have to go with the status quo and the normal mainstream coaching facade of the guys that charge you a thousand months to teach 1980s strategies and scripts. I can tell you that your number one job is this, to make people feel comfortable with you. So how do we do that? How do we make people feel comfortable with us? It's very simple. Guys, I keep everything extremely simple. That's why I only do a weekly email. I'm not trying to complicate my situation and do 15 things. That's the problem with real estate. There's so many things you can do and everything works. You have to sacrifice what you would have made on these other activities just to really become a master at one, two or three things. Like I said, I hope that I'm reshaping a lot of your mindset. I hope a lot of this stuff is really going deep with you and really getting home. But how do we make people feel comfortable with us? It's real simple. Okay. Here it is. Buy being comfortable with them. Boom. It's like a mind drop situation. Being comfortable with them. When you encounter a prospect, either by phone or in person, if you are not comfortable with them, if you're nervous, if you're not sure of yourself, if you're not confident, if you're tight, they're going to sense that and they're going to say, what is going on here? This is a red flag. Why is this agent nervous? If they're nervous about something, now I'm nervous. If they're nervous about the deal, I don't know if I want to do this deal. They're just trying to make money. They're just trying to get the deal done. Those are the agents that end up being average in my mind. Even if you do make a lot of money, in my mind, you're still average because you're just trying to get people to do something. Here's the thing, guys. As salespeople, we don't have to try to get people to do anything. They already want to do it. People are already closing deals left and right. They know when they want to buy, when they want to sell, what they want to do, when they want to do it. We don't have to get them to do anything. That's not our job. Let's go back. Let's go back. What is our number one job? It's not to do a deal. It's not to get them to do something. They're already going to do it. It's to make people feel comfortable with you. That's it. If you can do that across thousands of agents, I mean not thousands of prospects, thousands of property owners in your market, and then build that personal brand on the backside, you win. It's really that simple, guys. This business is so simple. It's crazy. It's scary. It's scary how simple it is. People search their whole life for the secret to success here. I can tell you, you don't have to spend $1,000 a month on a coach. You don't have to spend $500 on an online course. It's real simple, real simple. Make thousands of property owners in your market feel comfortable with you and build a personal brand with them forever. End of story. Hookline, senior, checkmate, you win.