 And also, she doesn't ask for referrals, so a lot of us are on the first call, oh, if you don't want to buy or sell, do you know anybody who might? So if anyone could just go out of their way to build a database big enough, you could expect about 1% of referrals every single year. So I write out my entire emails for the year before the year starts. I send them how to build wealth, how to invest, strategies, things to go out of their way to make them financially free, things that anyone, regardless of what part of the actual buying or selling process they're at, are going to interest them. The thing is, is how I talked to them that first time made them feel like, wow, bullet community outreach. You should thank yourself as a volunteer worker doing community outreach to get to know people, see what you can do to help them using your services as a real estate agent. The problem is, we think every prospect needs to be a deal today. How do I handle this objection and turn this into a contract? And that's why my business is so large, because I don't worry about the stuff that doesn't matter. You think their mother dying matters, you need to remember forever. No, you don't. Simple and scalable. You want to keep everything simple, where you go to bed every night, thinking, ah, you know, my business is growing, and I don't have to worry about anything. One, yeah, talk to us about your system. What do you use a CRM? Do you, I know, I still have some of your stuff that you do foot buys, and you can do like a lot of, listen, you don't think about us as the old thing, very different. So they don't resonate with what Ricky's doing. They don't resonate like, oh my gosh, like, never, none. Forget what you thought of it. That's, that's, and it is, it's, it's, none of them want to be here. Fall out as a very different, like, style it. So why don't you talk a little bit about what you do? Yes, the mind is probably leaving me a little bit off the stand, but I just was good. He simplified. Yeah. It might have seen them somewhere, get more from the week. So I do believe he followed this super important. And so from the time like our clients are under contract, we offer them, you know, moving boxes. And then we, my system will order them boxes, tape, bubble wrap, markers, and just little things. I can know like it's the little thing that really stands out to the customer. And if time you do anything that's above and beyond, that's creating a wow and steering on certain that. And so after clays being my data vein, my, uh, assistant puts them into Google maps. And so it drops a pin as if I feel like we will not. I need to see where all the customers are. And then if, wait a minute, what? You know where all your customers are? That's pretty cool. Oh, they're the homes that they bought. Okay. Okay. Okay. Hold on. I thought you were like, you're thinking like Snapchat tracking. Like, I thought you were like, GPS is on. Like there, there are no Charlies. Like they're heading to pick the kids. You're all like, I'm like, wait a minute, dude, I'm not doing business with you. Shit. That's, that's some relationship building right there. No. So if I happen to have some pre-todd and I have some pop-bys in the car, then I could easily just rock by, drop something off. And I keep this simple. I don't like call. Some people say you call and make an appointment. No, cause I don't have time for that. So to be honest, it's easier for me at their not home because then I took a selfie of myself at their great door and send them a picture, leave it on their door and go, Hey, I came by and dropped me off a little thought of it. Never have to ask, you know, the offer. Do you have any friends that are willing to buy and stuff? I don't have to do that because any of the follow-up they naturally start the conversation, go, Hey, how are your kids doing? Well, they love a lot. My neighbor wants to sell their palm to keep you healthy. And then we do two client appreciation about this a year. We do, in the summer, we do, you know, we're in Kuala Huzed. Yeah. So we'll do like a baseball game by the client and also have drink, watch a game. And it's nice because they're there to watch a baseball game. So I'd, my husband, and this is my husband in the front row here. Give it up for him. So, so it says that the baseball game because there's something to do. So I don't feel like all the pressure is like they're all standing in a way to talk to me. And then in the fall, we'll do, we'll give up fatty skinny pies. So we can call it pie and ice cream because we do it at an ice cream shop. So they come, they get free ice cream, pick up a pie and we get to chit chat. And so just between that, they feel like we are staying in touch. Turn their mic. Awesome. That, that was great. But let me magnify what she was saying here though. One thing I picked up was that was she knocked on the door? She hopes they're not there. Right. And also she doesn't ask for referrals. So a lot of us are on the first call. Oh, if you don't want to buy her cell, do you know anybody who might? Well, they don't know you. Are they going to really refer their family to somebody? They're not going to know what your service is until you've done a deal with him or proven to them some way that you can give great service. You have an early right to ask for a referral. Right. That's two things I picked up. This is so good. Like this is like so much value. This is a masterclass. I got something good. Okay. So if Ricky's all about scaling and Paul is all about love, I'm right in the middle of scaling with luck. And this is how I do. Okay. So when I met Ricky, so, so this is when I met Ricky, I saw he had this system in place and he had 10,000 people in his constant contact. Every single week to this day, you get an email every Wednesday from Ricky telling you the local market stats, what to do, all of that stuff. I said, all right, this is really interesting. Ricky, how many deals are you closing every single year? And he told me 100. And then I was like 100. That's like exactly 1% of your entire database. And that's why I came up with the 1% rule. So I said, okay. So if anyone could just go out of their way to build a database big enough, you could expect about 1% referrals every single year. Cool. How do we double that from 1% to 2%? And that's where the love factor comes in. So essentially there's three different channels that I use when it comes to systems for nurturing. There's emails and I don't write them out weekly because honestly Ricky literally writes them from scratch. And I love that. I just don't have the time. So I write out my entire emails for the year before the year starts. It's 12 monthly campaigns. They go out once every single month. And as soon as someone subscribes to my actual email, not everyone's getting the same email. That email starts 30 days after they subscribe to my campaign. So now not everyone feels like they're getting the same email every single, single week. So what? But he used emails to note well on said boss what's happening. But if they're never got it, I make the logo. Ricky does it right here and now. So what are you doing? So once again, everyone is sending out the here's the pumping pie recipe. There's a lot of when to pay your walls when you're selling. I'm aware that 99% of people when they are in a position to buy or sell are going to call someone that they trust. But most of the time when you meet a random stranger, they're not ready to buy or sell. So all the emails I'm sending them out on are not educating them on the buying process. That's like your dentist sending you an email every single week about a root canal. You don't care about the root canal until you actually need one. I said on how to build wealth, how to invest, strategies, things to go out of their way to make them financially free. Things that anyone regardless of what part of the actual buying or selling process they're at are going to interest them. Then comes the second channel, which is text messages. I send out six text messages a year on strategic holidays. I send them out on St. Patrick's Day, on 4th of July, on Labor Day, national holidays that everyone's about. And then the last one is voicemail blasts. Voice mob blasts go out twice a year. When you combine all three of those, you have a really good nurturing system for cold leaves that you don't have a relationship with. But then back to what Ricky and Paula were saying, the second you close a transaction with that or they send you a referral, they get bumped up to VIP list. At VIP, there's three things I remember. The day they sent me a referral, that's our unofficial anniversary. Or the day we close them a transaction, that's our official anniversary, their birthday and their half birthday. And then you send them a physical gift, not you sitting there and going on a target and buying them something nice and delivering it to them. I love that you did that. But you actually getting a gifting service that automatically does this for you, now you have an entire system to take cold leaves into warm-hot referrals, and then those referrals get a higher level of love from you. And what's the feeling that they're using to keep trying to be everything? I built my own CRM because KVCore, even though I have 15,000 people on there, required third-party integrations through Zapier to automate this entire process. So we had to go in there and do our own technology. And hand it, and fold it. Long stuff going on here. You guys, I do get involved. You film this sound. That's pretty amazing. What I do invite you to serve one, if you lend out my case entries, I don't know how the ring is in. I create a bit of a student, I have them come to me. So a lot of the people want us to give you back, right? And they're the one that matter to you that. So what we do is see if we get every month, because I'm in here still, there's also just from the point in office. We bring in the duties, tasks. So very civilized too. I don't want to go out then. I don't want to come to these doors. I'm not going to do anything about it, to be honest. So if it's not, I don't want to be in front of people. I don't like doing it. So yes, what we do is we send out emails, do the data, just collect the information before they come into the Facebook group. And so they'll leave their CRM, we use Rivity. And we send them the wealth of P&L. And then they talk about everything that's happening. So we use mail, essentially, we send them stuff. But I'm going to start here, I guess, so then I can meet each other, which just meets it, and the thing I do. Send it in so far it's true. Tell us a little bit about... No, absolutely. Here, here's the thing. Like, I wanted to build a business that was very residual. I didn't do this so I could work harder. I wanted to build a residual business. My vision was that if I create deep relationships, right, let me clarify, because a lot of you are probably like, while you do it, send an email to everybody. How is that building a relationship? The thing is, is how I talked to them that first time made them feel like, wow, because of my tone, why? Because I talked to them like they're my father, my mother, my breast friend from high school, my cousin, my wife. I'm talking to them like they are family, because they are, right? You guys understand, okay, how many humans have ever been on the planet and will be in history, right? Think about the chances, the probability, that a human being lives at the same time that you do in the same area that you do. What are the chances? Nothing? Nothing? You don't understand how much of a family you really are with people in your market and how close you really are. People think, like, if you were on a train ride in London and you saw somebody who passed the aisle that was a mean mug and you're like, man, that's a mean person. Something happens three hours in, they drop something or whatever, you get into a conversation and you start talking and suddenly you find out you're from Miami, they say you're there from Miami. And all of a sudden you're like, oh, and you feel comfortable with this person all of a sudden, right? It's the same thing, being from, if you saw somebody on Lars and they're from China and you talk to them and they're like, I'm from Earth. They're like, oh, I'm from Earth, oh, I'm from Earth. We're from Earth, right? We are connected. We're like best friends now, even though you're from China. China, right? You got to understand that the bond is so close. That's why I don't like the word cold calling because you're calling your friends, in fact, you're calling your neighbor, you're calling your, and you're just, well, a community outreach. You should thank yourself as a volunteer worker, doing community outreach to get to know people, see what you can do to help them, using your services as a real estate agent. Thank you for yourself as a volunteer worker. The problem is we think every prospect needs to be a deal today. How do I handle this objection and turn this into a contract? 90% of the prospects don't want to do business right now, but we're throwing those, 90% of those people we talk to, we're throwing that relationship away by trying to close them. Why not say, listen, and say, oh, you want to do something in two years? Great. Do you have an agent you're going to work with at that time? I'd love to work with you. Let's stay in touch. What's a good email? What's your cell phone? Let's stay in touch. You need something. Let me know I'm here. I got you. That's the way that you should be approaching everyone, not caring if they buy or sell property or not. That's not the objective. The objective is market share. What's market share? Anybody? The amount of real relationships you have with properties on the market. Not how many deals you got. Not how many listings you have compared to everybody else. That didn't mean nothing. I'll take the guy that's doing 10 deals and 4,000 relationships over the guy that's closing 100 deals with no relationships because they don't keep, they don't stay in touch with anyone after the deal. I know this guy's going to crush that guy in the next coming years and then would go way over him. I don't even know where I was going with this. What? Like, when you get people, the way that you're talking is that you build these relationships and then you just stay top of mind by sending people out, right? Like, that's perfect. I know that. Because, you know, I keep, let's see, think about the client information. The client's thinking about me. And because of that, I'm thinking about the pizza. Instead of thinking about, okay, I'll bring it once a night. Yeah. So, when you have some bone goals, come again. Are you caught? Yes. Yes. Yes. Like, guys, think speed, speed, speed until you're talking to a prospect or client and then think quality. The world stops. I could talk to a prospect for three hours. I don't care. When I'm at the front of them, that's the only thing that matters is that client and whatever they're talking about, whatever they want to do or speak about. But in between that, I'm thinking speed, speed, speed. But if somebody calls me, the world stops. Hello, how you doing? How's the fan? What can I do to help you? Staying very present is what it's like. You're staying present in a relationship. In a verb. And then if you want the next witness, they print out from them. And you're not focused on those details and noise outside of that. And I think that's what's making what you're nearly so... Yeah. Exactly. Talk to us about moving to a new area, starting your business all over again. How do you start not just in those relationships? Okay, so initially when I was, and have tweens, I took three years off from my time. How old are they? Oh, guys. Time fly. Wow. And so when I went back to work, I was also flowing through a divorce. And so it just launched a chain. So I've been in a new city going through divorce. Now I'm going to have a responsibility of feeding my children. And so, like I said, I work for a company. And at that time, each of I actually cause of the sensible, like, Oriquai cows and followers. But to me, I was like, so the other age is there, like, who I want that cheaply? That's something I was like, I'll see it. Because that's a $900 truck I could feed my children with. So we started like that. And because I was going back to work in a new city, I had time. And so each of I had fun. Have time to have a lunch, have food, my clients. And just really got to know them. Like for a piece of that, I love to be present. So I have some complaints I don't answer my phone. And it's because if I'm absent with somebody, I'm absent. But then they're only really dislay. So for a second, it's like, I don't care what else is going on. Sounded like a steep stutter. Well, yeah. I'll stand up short. And that's that's it. And then, and so you have to, you have to, like, have a man showing time. So that was it. So I really tried to send time. And I, when I look back and I see which client have I got lots of referrals from. A lot of times it was the one that had times to go to coffee with or I had the lunch with. Or were they in line in the over. And, you know, you've entered to coming friends when a lot of your clients, but, and they stick that, sending that quality from them. Did you, I'm going to ask Paul, did you, when you started in real estate, you sold houses, right? How long were you after selling houses at the war you realized there was something is to not treat anymore on a large scale and how do you. I would say it was about two years, because from 2016 to 2018, I hustled, I bustled, I doorknocked, I cold called, I went to networking events, I met with business owners, I did the coffee thing, I met with mortgage lenders, I did the grinds. And then when I got to 2020, I had tons of referrals coming in, but then once those referrals came in, it was almost like it was so much easier to get more referrals from the people that I already trusted me. And that's when I started kind of nurturing or investing into the prior relations I already had. So I would say it took me about two years to understand that it's going to take hard work and grind to build up your database to get it to three, four, five hundred, six hundred people. But once you're at that point where you've closed 10, 15, 20, 30 deals, at that point, it's actually a better ROI to invest into your past clients than to continue going out there and just nurturing cold leads. So I always say that half of you invest in the house's line. What are you? The VIP list. That's when I bumped them up and then that's when I started taking out people for dinner on their birthdays. I started sending them gifts. I started going on my way to remember our anniversaries just kind of having those little special moments in their life that their family members and their cousins, their friends forget about. If you remember that as their realtor, it's like done game. Like they're going to send you business. A team that kind of implements all of that stung and send us to a lot. I know you talked about having a system that we used to hire staff, virtual assistants, or my admin would go out there and actually do the follow-up the birthdays, the gifts, all of that stuff. And then we started finding gifting services that would do us on a much higher level. So I think in the beginning if you could find technology to do it for you, it's way more cost-effective. But at some point there are some things that technologies can automate and that personal touch of having a human being reach out and be like, hey, this is Kayla's assistant. I was just reaching on behalf of Kayla just letting you know. We love you and appreciate you. Happy birthday from the Gold Bar team or whatever maybe. And that's how everything kind of came to be. And I think a lot of people sometimes they get afraid to invest before they see something coming in. And that's one thing that I'm going for the wall at you is they get to spend the money before the money comes back. Yeah, so let's say you build up your VIP list to 100 people. Takes you about five years to successfully close 100 transactions or get 100 referrals from your VIP partners. If you're investing around $75, $100 a year over the course of three gifts on every single person, you're spending between $7,500 to $10,000 a year on this VIP list for no apparent reason. It's just due genuine affection, showing them love, showing them you actually care about them and you're thinking about them. In order for you to go out there and spend $10,000 and not get a return on that, it is a very hard thing to do. However, we look at how much we're spending in Zillow Ops City, all these wilter.com and Facebook ads, we're spending tens of thousands of dollars without even blinking. And then how often do we get an ROI from Zillow? 95% of the people we speak to aren't ready to borrow a cell anyway. So why not invest in it to the people that actually do know us, love us and have gotten results from us? I think it's just a much better ROI. Yep, correct. Really amazing. I want to bring it up and see if there are any swag stings that you might have. Yes. And will you guys talk about how do you time block your days and like how do you get your days starting in and all that stuff? So the question is if we can fold back a crowd of mighty walks and day to day sell it. So I get up at five o'clock every day and go to the gym, all that good stuff, right? And then as far as where it goes, so at eight o'clock I'm going to sit down and organize my day. So I use a legal bed. So I'm going to make all my, like I'm going to, I'm going to go through all my emails, all my text messages, lat, yesterday's legal bad sheet, right? And I'm going to create a roadmap for the day, every day. So that when I get through with that, it takes 10 minutes or so. I don't have to thank throughout the day. I know exactly where I got to be, when I got to be there, if I have a meeting or a Zoom or a listing appointment or if I want to make calls here or do my weekly email, to make some videos, whatever I'm going to do. I map it all out right there at the beginning of the day. Kind of block everything out, no distractions and really map out my day. Put it all right there. So I have a list of my to-do stuff. I have my schedule right there. Any, you know, hot leads, anything that I'm working on, it's all right there. Then this is where real estate agent, right? The next thing that I would do every day, this would be about 8.15, look at the MLS hot sheet and look at everything, every new listing, every expired clothes, pending, everything. And just scan through there. See if anything jumps out at me that I want to dig deeper into. This will make you a market expert within just a couple of weeks. You'll understand the market from the core. And also you'll see properties pop up for going to contractor clothes that spark, spark you to want to reach out to a client. Oh, I sold something in there to a client. I'm going to call and see if they saw this, see how they're doing. Somebody might have talked to it a while. Maybe you have a buyer that's looking for that specific thing. Hey, I just saw this come on the market. Did you see it? You know, let's go take a look. So not only does it make you a market expert, but it also sparks activity. This is activity. I should know that in all of your analytics, say a pot sheet and don't know the what she is and it tells you the cost 24 hours and then it's happening in a little bit. So what do you think? Just every day. If you don't do that, highly recommend it. And so like when you see a new listing pop up and you're watching the hot sheet, then a week later you see that same property go under contract. You're like you're becoming a market expert and you start spitting out information. You'll be at a showing. You'll be showing a house and they don't really like it. And they'll start talking about this other neighborhood and you'll just start spitting out. Oh, well, this came on the market in there and that and this and this one just sold. This was priced about right. Probably not going to last too long because you saw come up and they go under contract. The last one it's like you you you're able to advise your clients better. You're able. You just you just become a market expert with that one little 15 minutes a day at 8 30. I'm going to figure out who am I calling today because I don't care if you get your leads online or pop buys or social media, Zilla, whatever. You got to call them either somebody in your teams calling them or you're calling them. Somebody's having a conversation with somebody or nothing's happening. For me, I'm going to skip all that time, money and energy and just call my fellow family members that live in my community and see what I can do to help them. I'm just going to pick out a subdivision and call them right because if I do as if I do a YouTube video, I'm hoping that a property owner calls me or reaches out, which will probably happen. But why do I do that and hope and wait for that to happen when I could just get the number for a penny and just call them right now and see what I could do to help them. I'm going to get it done kind of person. So from 8 30 and figure out who I'm going to call, I'm figuring out exactly what I'm saying doing where we sort of started. Nine o'clock, I'm dialed. 9 to 12, I'm on the phone back to back to back. After lunch, do whatever you want to do. Marketing, right, make videos, do your weekly email, write your blogs, do your SEO, do your handwritten letters, your direct mail. Whatever you want to do, really, because at that point it's kind of bonus. Stay busy and kind of have whatever your favorite marketing to activity is. I would say make videos, but not everybody's a video person, but whatever it is. And don't think social media is just videos. You can, it can be written word. It can be images. There's so many different avenues there to capitalize on social media. Maybe I'm really used to pitting you down. Property owners that that own the exact property. See, I could spend 200, 300, 25% on Zilla leads to get a random person in my market or for a penny I can pick out the house I want to represent and just call that owner right now and say, Hey, I'm Ricky. That's my script. Hey, I'm Ricky. Right. How are you today? Right. How are you today? I'm right now the road from you. Do you know we're neighbors? Cool. Right. I didn't know if you saw this house sale. It was right down the road from you. I'm just calling to see there's something I can do to help you today. No. Cool. Is there an agent you would work with? If you were to do something down the road. No, great. Well, listen, I'm sure you'll do something at some point. I'd love the opportunity to work with you that day comes. It'll be hard if I just stay in touch. Cool. What's a good email? Is this your cell number? What's that? Exactly. Exactly. I think I saw you on a train somewhere. You know a little about that. So what's the score? I look up. I have tendentry. It's just I sit in it. So I involve a balance and mental health. And I feel one ends real so we tend to work so much that I've really strived and cost a couple of years to have the war battling. And it says for me, working funds steep like surf morning and impossible. Or I definitely take a ball. And I love it. And is very therapeutic. But I have fun and I get a workout. And so it would yes, see the one thing now he's on. Oh, I could go to, you know, bonus extent or adult play can take a ball. And I shall stupid all. And then we can get her. And so I don't have a structured schedule. But I try to balance. And I've gone my 70s year old days. So my name well, not I should graduate. That's the work. I want to have quality family time. You know, as so balanced as it's worse to be. So I want to have a little fun then this time. And I figure, you know, and I'm on it just as little as possible for work. You know, I try to simplify things. You know, those classical so that I could have some fun time with the family and go play kick a ball. This is such a running theme on this panel. It was like paying sisters to be making sure that you have on the balance. So like, right? It's take away all those little things that the antennas are fully focused on and focus season on your life, right? And making sure that you're having things that you love to do because that's where you came into it's the greatest thing rest of us. It's the logic that involves that of a great person. So many of us to get them run away and go diet, work up butts off and then you know, a kid just sitting and like telling me one ass and we're just like stop. Like, yeah. And one is that right? How many of us use that. So this is really validating making sure that people to steal because people in the audience to steal you got you have constant hustles to move you can do. They all know why you ask the question because I'm thinking through here and her answer to realizing that see we all got out of the business for freedom to be our own boss to make our own money and set our own schedule and do our own thing, right? Right. Not great, right? It's because we let our businesses control us. And so every little call that comes in we feel like we have to answer right then. OK, so once I want to put you in the mindset that you're showing a property. If you're showing a house you're with the client. OK, and one of those phone, one of those calls come in that you normally would answer, you know, even though it probably doesn't matter, right? Like it inspection repair didn't so let's just say. Hi, somebody's trying to call it a negotiate inspections on one of your listings and they represent the buyer, but you're showing a property. Normally you would answer that phone and stop doing whatever you're doing. That's probably more important than that. But if you're showing a property, your clients are in front of you and you're talking to them about this house, you're walking through it. Are you going to answer the phone? No, right? Would anybody answer the phone? Most people would not, right? Because it's rude. You're showing them a house and now you're just jabbering on the phone. Actually, my dad does that. I'm like. But my point is, is why is it OK to not answer that call? When we're showing a property. And that situation is still waiting for us at the end of the showing an hour later. We're right there ready to take care of it. Why is it OK to ignore the call then, but not OK to ignore it during other activities? Like your call sessions or when you're making videos or whatever you're doing, you're letting these distractions come in and instilling your freedom. And you're not able to go play picking ball, right? Because you're going to answer your phone in the middle of the match because you're so worried so it goes back to remember. I want I want you all to remember what my motto is. What's my motto that I don't care. Remember, it's actually something else, right? I can't say that. I don't give something. That's my motto all growing up. I think Ricky does that. I don't know if he used that. But I might be fully wanting on the set. No, not at all. I would just look at it not answer. I don't have to be in the shrub this row back. Well, he does that, but it doesn't work because I call him twice. You found that. Straight to Wismiller, call me again. Then it appears to be ill. And I'm like, dude, I told him yesterday. I was like, every time I call you, go straight to Wismiller. I call you again and it rings. What is the deal now? And now I need a Ricky. The idea is. If you guys want to see me create and create client relationships, I make a live call tomorrow without age at two o'clock. Okay. So after interviewing dozens of agents that make more than a million dollars a year, people making a million dollars in GCI to five million dollars in GCI, I've identified one secret solution. Okay. And everyone's looking for the secret sauce. What is the secret schedule? The secret is not in the schedule itself. It's in the priorities of the agent and to make it very simple, top producers, prioritize income-producing activities. So it doesn't matter if you prospect all the way at nighttime. It doesn't matter if you prospect in the morning as long as you're prioritizing on building relationships, nurturing relationships and converting relationships. That's the secret sauce. The ideal schedule that I found a lot of millionaire top agents actually follow is they wake up very early, usually five or six a.m. from five to six, maybe six to eight, they focus on themselves. They work out, they meditate, affirmations, journaling, reviewing the goals, whatever it may be. Once eight o'clock hits, that's when they start planning their day. That's when they go out of their way to really get everything together. That's when they review their entire schedules. It's really just an hour of prepping for game time. 9 a.m. hits from 9 to 11, they are all prospecting. They are all building relationships. And there's so many ways to prospect nowadays. You don't have to go door-knocking anymore. You could prospect through Instagram. You could prospect through LinkedIn. There's just so many new forms of building relationships. At 11 to 12, they focus on following up with those relationships, actually nurturing the ones that are ready to buy ourselves now and they have systems in place on the back end to nurture the cold ones. 12 to 1, they have lunch. 1 to 2, they're servicing clients, offer submission, writing up contracts, calling vendors, whatever may be. And then from 2 to 6, they focus on any man that involves them getting into a car, going into a showing, inspections, consultations, things that actually make you money. And then 6 to 9, it's usually personal. So that is the ideal schedule. Not everyone has that. People have kids, people are married, people have different obligations, people work part-time jobs. So the number one advice I would give is prioritizing or producing activities regardless of where they're at in the schedule. What was that? You haven't even watched, you guys. Hey, I'm Jennifer from Orlando, Florida. Hi, everyone. My name is Prariki. You said that you'd be an exceptional servant. Yeah. What's he do? You've only done average beating. Yeah. He watched you in. What does Prariki do that's standard from the ad-tee and because he said that he gives extension to some of us? Answer my phone. No, no, no, no. It's like, listen, no, no. Not at all. Right? Not at all. You don't have to complicate the process, treat them like they're your mom. No, let me ask you this. How many people would treat their mom differently in a transaction? Y'all are so lying. Y'all are so lying. Y'all are just, we can't even be honest with each other. A lot of you guys, right? And I just want you to think about it, not to call you out, but I want you to think about that for a second. If your mom said I want to sell my house, right? And I could walk through that process how you do, once someone tells you they want to sell, how you treat them differently. And there shouldn't be any difference. We don't have time to get into all that. But the way that you would treat her through that, that transaction, put her up on a little bit more of a pedestal than the rest of your clients. Why aren't you doing that for all your clients? So think about how you can treat your mom or dad if they were doing a deal and give and emulate that same service for all your clients. Put them all in the same pedestal. So you think about the difference and what the transaction looks like for you on the service end if it's your mom versus one of your other clients. And then that within there will you'll find the answer. Any other questions? Thanks, Mom. Been with them this. Did you see the soup bomb here? No. To really let the all and the wife and me and me asked there whether you're ready to see or I didn't hear what she said. Okay. What is that? Hey, bud. I see the something's trying to online greetings to the no gang a lot to get convinced like yesterday's you and also still on how do you really remember a big like it's to get the other policy sort of that is and you do you got any other day. What do I have to remember? I saw me saw them in a big I don't have to remember any of that. No, like give me an example of something that I would need to remember to give somebody great service. What's that? Well, if it happened recently, I'm going to remember that if it happened five years ago, then they probably don't want me to talk about it. Right. I don't have to remember it five years later. I don't. I don't. I just if it happened recently, I'm going to remember it if it's something's happened recently, like I'll remember that like this is the person their mother died. Like how, you know, are you doing okay with that? That's easy to remember if somebody's mother died. But if it happened five years ago, I don't need to remember it anymore because they do not want me to bring it. They probably don't want me to bring it up. If you can give me an example that makes sense. You know, I mean, I'm not, I'm just, I'm just, I want, I want to know. I'm not, like, if you can come up with something and this is, this is the kerbuckle because you're sitting there and you can't think of anything. And so what I'm saying is, is can we simplify the process and not worry about the stuff that doesn't matter and it opens you up to build massive business. And that's why my business is so large because I don't worry about the stuff that doesn't matter. And you think their mother dying matters, you need to remember forever. No, you don't. You have to give up some things in order to gain other things. If I have to erase my, my memory, if I have to open up memory in my mind, in order to gain more clients and I have, I have to kick out the fact that this client's mother died five years ago, then so be it. See what I mean? Right. And s-lite and the rate is just so good. Right, but and it's not increasing your business at all. Thanks dad. And in order to pass you this historic review level, well here to me, I'm so able kind of paying more acting of what you wish to should be. A year client's that's saying how to what the issue is. So I don't like one thing that needs some foreign students and they'll met a new call this evening. So I need to have her see it. Please see this one. And you know I was still at age and I was like all the men was a baby sure to wear her. Birthday and we're she or one of the eight community. You did a bull that. Like Odyssey is business change that I did. And the terror I didn't care about it so but we are listening to them was the modern war and then it being branded on the first to the page. And then yup see right. And then and then I'll it was so like it's yeah. And then like anybody will let what we have on us Eric for really a big hat. But now thank you. Thank you for your service. Did you say you're in the military? There. Got you. And there we get I could touch business on that. Yeah yeah. So the other thing is I think it's just kind of changing perspective. It's very important if you remember those things like I would consider and be like well it's really kind of her for remembering those dates. However I think it's more about them remembering you and that's where personal brand comes into play. If you could build your personal brand in a way where you're on social media you're posting on stories you're running ads retargeting pixels and you're doing this in a way where they're actually seeing you all the time in your mind you're building credibility with them without even speaking them. So I think brand combined with leverage is one of the best ways to nurture relationships without you feeling a gift that actually physically speak to them and do that that matter. Because brand is this default you'll like it. Yeah. Yeah. Even without talking to them about it like a little around them. Yeah. Sure they see my photos to speak never hits it's different. You don't have to forget. We will focus him on one thousand you're losing the hundred. Yeah. So I think yeah. Yeah. I have a lesson here yeah. Yeah. Twice. Like those little those what you know didn't ace. Right. And you're in your rest time and me. When you start entering this and talk about this is what should the server be what and what are you telling initially is to have memory. Videos. Video. And you give us what's obvious season. How to do great listing presentations. Here's my phone scripts. I make a videos for real estate agents. I ain't do any social me. I don't do any social meaning. Not going to do any social meaning from my real estate business. Everybody here should don't let me take it away. But can I can I just change your perspective for just one little second just to open your mind up. Please go to videos to build your real estate business. But social media is such a global opportunity. Why am I going to spend my social media and my precious social media minutes that are very limited in my life will live so long on local. I'm going to build a global brand. That's why in 2017 when I was like I'm done prospect they had to sell 100 properties a year just doing a weekly email and I have all time on my hands. Let me go become the first completely free real estate coach in the in the world and build a global brand with social media. I never used social media to build my real estate business. Listen when I do social media for real estate I'm hoping I get into a conversation with someone. I can just get that information for a penny and it's a call low. So I hack the system that I believe in social media to the core. It's the reason why I don't have to sell real estate anymore. It's the greatest thing ever. But for real estate agents I have no use for it in the real estate world because I can only have so many conversations of the day. And if I could just get the information and just have the conversations how can I increase how can I scale anymore? What's bringing me to my next point? Being a real estate agent if you believe being a real estate agent is like meeting a rat race raise your hand. Every time you sell something you have to go do it again and again and again. There's no residual financial gain that comes from a real estate transaction. So there's a lot of people that are real estate agents to the day they die and then grind their face off. I didn't want to do that. I saw people die literally die making for sale by undercalls. They worked and they died from old age and they three days before they died they knew they were dying and they may call still three days before they died because they wanted to make as much money as they could to leave their wife and they were in their 70s or 80s or whatever and I said I'm not going to do that. So think about that with social media. It's a global opportunity to build a brand and to really hopefully use social media to get out of real estate at some point like I did. I don't even know what the question was the story. But Oh how do what videos do I make? Good. All the casting of some quality so they want to send them to that base that they need to affect you for sure. Find ways to best get back with that to their your dreams action fight because after you've been back and we're a little being called outside of that. Not at the main uninvited playing games because videos will should fade in place at the wall as you have a city where you blame others a hot ass. What do you even talk about? Where do you get lead sources? Lead sources. What do you call? If you're trying to add people to your database go to redxdiscount.com r-e-n-d-x discount.com get g-e-l-e-s plus expireds plus go back 10 years worth of expireds withdrawals and canceleds columnist to hey I thought you were trying to sell this house what happened get into a conversation get to know them see what you can do to help them today look up with g-e-l-e-s subdivisions you want to sell properties in call the property owners build your name get out there it's right there you can get information for a penny instead of spending $200 you know agents bought 200 million leads in 2021 and there were 6 million transactions what are y'all doing? I think this has been amazing I think it was really cool when you was just saying think think up volume and just like it's out right I can touch based on so you guys want my scrubs go text me at this number ready and 251 312 8844 251 312 8844 251 312 8844 and connect with me on Instagram too I answer all my DLs I got my I know so gentlemen in the back what was your name? Jordan so just to give you a little background in terms of what you're describing you're describing the lead source where you get the names, phone numbers and contacts of all these people we've been narrowed it down to five number one is what we can just mention with just local homeowners which Redx is a great tool to go out there and get their information number two is local business owners business owners spend around 10, 20 years of their lives building local relationships with the community already if you're able to tap into these one of these relationships at mass they'll introduce another 300 people third thing comes out to online lead sources google by business wilter.com Zillow who's Yelp all your reputation profiles idx website that's going to be the third one the fourth one is going to be social media at mass I'm talking outreach in the form of Instagram you could type in hashtag local restaurants in your local city and you'll get all of these people that are actually there in the form of actual like contacts the next one you have Facebook community groups type in the name of your city into a community group and you could literally just go out there to start building relationships with people on that sense and then the fifth one is going to be more networking based everyone here is an agent and every agent here gives each other referrals throughout the year yet no one bothers to prospects agent my biggest referral source 40 to 50 percent of all my business is nationwide agent sending me business in Orlando and New York so those are the five sources if you want my scripts and my systems goldbartraining.com I'm going to have to rewind that listen to it all like half speed or something she gave me the four minute queue so I believe about Tatiana I'm going to access the word you want my slides and my caught fire stuff and all of that I do have it all in the late control box so just sunny immense and not workplace tell me happy to share and I know I've been not paid maybe five oh thanks for that well you need one more question for Marco I the outlook for what was I read each solid there the rats and the I've cast with Anthony and who was the guy who needs to go up share mine was somebody that's the that of the box I'm just so was on the lady and us question I don't think I've touched on it each regard a what's your money set about in a little bit of time the frequency of following up with clients especially as you have as though I know it would be a cure for a little out of the station or it could be Jeff for the for the sake of time and he's got one more question but but for the sake of time it depends on why they want to buy or sell I don't know what that what to do next unless I know why they want to buy or sell and some of them if you understand that you'll understand hey I can just send a weekly email they can call me when they want to do something I'll have to follow up with every person to that level depends on what their motivation is yes sir have you use a whole school postcards for prospecting farming for about I did I used to spend five thousand a month on that and it was okay but I was like I'm getting on my business from my from my email so I'm going to cut this 60 grand a year out there's a guy the number one one remakes edge of the world Jordan Cohen he it's all he does is direct mail he's a number one one remakes agent in the world so it works I would I would say the biggest tip there is to spend money and make it really amazing not just the cheap little you know I'll say I do use the recipe postcards with a company that set them up every single month out of very again and then I'll eat cheese find some sort of out of with her can so opposite goes out of to your house one catamase because like they'll send recipes to like so across use so you're saying it caught the mind and yeah I have clients yeah me and for you and right foot you know all of those recipes and maybe out of them I'll have enough for them and I'm not like so yeah Jeff I want to be a bit chill and I'm a big bit I don't want to have to work I'm with ball if you've done business but then are they sent to a referral you could go ahead and invest in them in some physical form of direct mail if it's cold these as far as direct mail mean they don't do it unless we have five to ten thousand dollar budget over an extended period of six months so if you don't have fifty to sixty K to actually wait for the actual ROI don't even do it direct mail is very hard to track so you and once again it's a very long time of investment follow me on instagram and youtube and all the other social platforms out there we appreciated everybody we had a great time we hope you got a lot of value and and you can't y'all came here for something and I hope you got it it's on us really we're out here