 Everybody loves a hard worker, okay, right and not only and let me take it a step further Not only does everyone love a hard worker, which what that's what makes you different. Oh Ricky everybody can work hard Yeah, no, everybody can say that they work hard very few people actually Work hard. What I'm saying is is working hard with no bodies looking in this world of you know, just real estate sales, okay, and then you and then you add this component of you know The the building the teams and even if you build other businesses, you know stocks investing, you know the whole nine yards all comes down to Compounding and accumulation Right, so so like for example, you know, I can tell you exactly where you're gonna be Three to five years from now based on what you do day-to-day right now. Well, here's the thing I don't know where someone's gonna be this year like if you tell me what you're doing I don't know where that's gonna get you in the next 12 months But I know for a fact I can tell you exactly where you're gonna be five years from now like like the long-term is so easy to predict This is a game of accumulation Okay, so what I mean is is like when you meet people and you put them in your database They never need to forget who you are Ever okay, so when you meet them and you're like I've just met you and I'm like wow This is a very bubbly not great personality hard worker has her stuff together That's the impression you're making to these people and they love it Okay Now now if you don't take that great moment and great first impression that you just made on them and then continue that Relationship and continue touching them in a way where they never forget about you They're gonna eventually kind of start to forget about you and they could drift away from you now What you have to do listen This is the way I do it guys my goal is to reduce the failure rate in the real estate industry Okay, that's why I coach for free. I don't have a boot camp that people pay for I don't have a course that you're gonna buy I'm trying to influence the entire industry not just people that are willing to pay me for something I want to touch everybody and reduce the failure right in the street And the only way that I can do that is by just sharing what has worked for me Not to say that I'm the god of this stuff or that this is the only way to do it I can just share with you my thoughts and hopefully You pick something up when I look at follow-up and building personal brand and staying in touch with our clients I've went through all the different avenues and I found the simplest way to do it Okay, a weekly email to my entire database now. Why? well the biggest reason is That it has a 90% organic reach which means 90% of the people in your database You're gonna see that email at least in their inbox Social media. We're looking at five, you know, two three four percent organic reach We're a data collector first Because when we meet these people and make these great first impressions and create these friendships We had we need their data to continue to build our personal brands with them forever So when we make these great first impressions Without expecting anything They love us now now we do a weekly email on the same day of the week forever and now through the email They realize wow this person's consistent dependable hard-working professional honest everything that I want in an agent That's what the email does it proves to them that you are who you say you are and that you're here to stay You're not going anywhere. You're creating a machine, right? Because you're spending 30 minutes a week on this email, but it doesn't matter if there's five people 50 people 500 5,000 50,000 it still only takes you 30 minutes every week. So now what is that called scale up bill a tee now? You can scale your business to the moon and now it becomes a game of accumulation Accumulating how many friends can we make how much data can we collect to put into our database to get this week We'll email to let them know who we really are to then do business with them now or later or whatever So if anybody can tell me this is the question Out of all the lead generation sources, okay? Because people are spending so much money just not to have to call someone just to turn around and call someone When you get a zilla lead the first thing you got to do is call them Facebook lead You got to call them you do an open house you develop a list of people that came the next day call them It all comes back to calling people So in my opinion with me being the beast that I am I'm like well I'm not gonna do any of that stuff. I'm just gonna call people because that's the end result anyway So someone can tell me instead of doing all the stuff people spend all this time money and energy on Just to turn on a call people. Why not just pick the exact property owners? You want to do business with which are unlimited by the way You can never call every single property owner in your market ever never happen Why not pick the exact property owners you want to do business with get their contact information for two cents a piece Call them just to make friends Followed by a weekly email on the same day of the week forever boom if somebody can tell me a better strategy than that and Look if you want to sprinkle social media on top of this make this your foundation If you want to do other things do other things but sprinkle it on top of this make this be the core the core of your business Back then I saw the writing on the wall inventory low pent up the man building the economy opens back up boom Now I'm seeing pent up demand of sellers seller pent up demand people who want to sell but can't There's nothing to buy or they're scared to leave money on the table the markets going up so fast Pint up demand of people who want to list their properties That's where the demand is right now the pent up demand that's building. It's a bubble that's building every day More and more and more and more every day somebody else new wakes up and says man I sure would like to upgrade or move But they can't so they have to wait and so that Continues to add to the ever-growing Pint up demand and bubble of people who want to list their properties as the market continues and Something happens that pops the the bubble of this surge of demand and low inventory Right every seller is going to recognize it at the same time the same day they're going to realize like either interest rates go up a quarter percent unexpectedly or Whatever, I don't know what's going to happen, but something's going to happen Maybe maybe buyers just say you know what I'm not going to spend a million dollars on a three hundred thousand dollar house Okay, I'm done. We're just going to wait. I don't know what it's going to be but whatever it's going to be Is going to create a scenario where the market flattens out Okay, when that when the market does do that and the writings on the wall there every seller that has been waiting For the top or waiting for their opportunity there. They're all going to call their agent on the same day and say sell it now And we're going to have this surge of listings all of a sudden Which which by the way, we'll get we'll get eaten up immediately because when the market flattens out That means that buyers took a step back. So we won't have as many buyers as we had the day before but we'll still have a lot of buyers Say we lose half the buyers. We still have half the buyers And those those the 50% of the same amount of buyers that are still there are going to eat up that inventory That's going to hit the market within a good 30 60 day period So what does that look like for real estate agents? When that moment happens Sellers are going to our clients that know like and trust stuff that we've been building a brand with that we've built Relationships with that want to do business with us. They're waiting for the perfect time They're going to call us out of the blue and say sell sell sell We're going to list all these properties and we're still going to have these buyers in our pocket that have been missing out on deals You wrote four offers for they lost at the multiple situations You're going to have those buyers still in your pocket And now you're going to have all these listings in your pocket and you're going to be able to double in a lot of deals um, you know, there's just so much misconception on You know the expectations of success in real estate and I think that's one of the biggest downfalls of failure in the industry is People come in with the wrong expectations And nobody really sets them up for the reality of the business which could actually help them through Their first couple years in the business. I tell everybody like it is, you know, when you come in you're going to be On this emotional high where you're really excited about sky's the limit And you come in and you're just happy excited motivated fired up And uh, you know probably more than you've ever been and you go through this phase and then you start to become a little Frustrated because you realize there's a lot to learn in this business that you can't learn in one day And there's this mountain of knowledge. You're just not going to learn immediately It's going to take time to learn it little by little and a lot of it's learned through experience which takes years You know, so you're really excited Then you become a little frustrated with, you know, the learning curve Right and then comes the huge disappointment when you don't sell a property in the first three months four months something like that You become very disappointed. You feel like, you know, I'll put on all this work But I haven't even sold a single property, you know, I should have sold a property by now Well, who's who's to say that the effort that you put in equals a property sold You know, why why do you assume that that amount of effort equals a deal? Right, obviously it doesn't because it didn't happen. So the universe actually dictates It's also the gestation period when you're not aware of what's going on You're new in the business. You don't understand that the work you're doing today is really going to come to fruition You know down the road you're playing that that's another thing that I try to set the expectations for that All these seizure plans going to happen as a new agent. Okay as a new agent It's like once you get to that that that disappointment stage some people quit right there But but the winners look around and say, okay, this is not as easy as I thought but I can do this So they become excited again. They go through the whole thing disappointed, you know frustrated excited They that's how your first year goes right a lot of emotional ups and downs But what people really don't think about is the bigger picture of the fact that you're really working for two three years out That first year. Okay, you actually make millions of dollars. You learn how to write a contract That's worth a million dollars right there to you over the life of your career. You learn how to work MLS There's another million right you learn how to you know, look up property owners and call people right another million You learn how to you maybe you did three deals. Okay, so you learn the process of the trend of a transaction That's worth a million dollars got to be Right, so we're talking about four or five six million dollars that you really made that year It's just not on your tax returns people are only looking at tax returns And I'm like wait a minute. That's like not even You know, that's so far away from you know, what you actually Accomplished, you know, it's just not even funny, but that's the only thing they look at and I'm like Well in 2024 you're not going to care what you made in 2021 All right, you're only going to care what you make in 2024 But you know the amount of money you make in 2024 is going to be predicated on What you do this year to build your business in terms of how many people you talk to Right to create friends in the market Right and then build your brand on the back of the data you collect from those people Everybody loves a hard worker Okay Right and not only and let me take it a step further. Not only does everyone love a hard worker, which what that's what makes you different Oh ricky. Everybody can work hard. Yeah. No everybody can say that they work hard Very few people actually Work hard what I'm saying is is working hard with no bodies looking like I've been doing for the last 20 years Nobody has to tell me to to grind it out 10 years ago when there was no red X There was no dialer, you know looking up addresses copying and pasting and spoke you on white pages dot com to find 100 numbers Took me eight hours I like to find 100 numbers and another eight hours to call them with my hand All right, nobody had to tell me to do that. Nobody was watching me over my shoulder Everybody knew I was doing that kind of stuff. Why because when I called them They knew I had to look up their number on white pages dot com to find them Right and and now they're like wow this guy's out here Really getting after it people look at you a lot differently man When people know that you're working hard behind the scenes and that's what's going to separate you So taking it a step further when you when you do become and merge as this person that people recognize as a hard worker All right now that if you can stack your intentions If you can stack your intentions on top of being not only a hard worker, but also caring about exactly what they have going on And being empathetic towards their situation right empathy Right empathy that your biggest tool is to listen Right to listen to what they have going on, right? That's the biggest toolbox. It's literally putting yourself in their shoes Right of why they're buying or selling a piece of property You understand what I'm saying like let's let's go deeper with this for me It's not about marketing and how we can do the best marketing I like what Juan said because if you show them a video if you show them this Resume a if you're if you're doing all these extra little things. What is that doing? Right is showing them that you're a hard worker That's what I like about what Juan just said not necessarily You know the actual items of value that he's giving It's the effort behind the the items of value that he's giving that I'm interested in That's showing them that you're a hard worker. See what I'm saying so understand the depth of it It's not the resume that's going to get them. It's not the video that's going to get them It's the effort that you put into those items is what's going to get them