 This is another powerful zoom training session that I did with a group of agents in South Carolina. These agents are actually part of my group. I've got a group of about 800 agents. We do a billion dollars in sales annually. We did that last year, 2022. We're doing it this year. We're on track to do that this year in 2023, but I go over tons of different subjects here. So you're going to want to watch this one all the way through. And if you would like me to do a zoom session with you and your team or your brokerage or whatever, just DM me on Instagram or just email me ricky underscore karuth at yahoo.com. And I'm more than happy to get that set up for you. So enjoy this training session and let me know in the comments what you think. Let's get right into it. If you're going to have a massive business, okay, you have to have a huge volume of clients in your pipeline, not two, not four, not 10, not 20, but hundreds and even thousands of people who want to use you when they decide to do a deal. And when you start giving them that insider information, the inside scoop, they think, man, I'm getting some juicy details about the market that are not hearing from anywhere else. Guess what? They start opening your email every single week. On average, you're going to get a 10% pickup rate. You're going to talk to 10% of the dials you make. You make 100 dials, you're going to talk to 10 people. Now you may call 100 people today and talk to eight, you may talk 100 people tomorrow and talk to 21. But the average over the course of thousands of calls is going to be 10%. And that's how you get to the business where you don't have to prospect anymore because you've saved all those people that didn't want to do anything for later and you had a system in place where they never forget who you are. That's how you build big business. Otherwise, if you don't do that, then you're going to just be a salesperson forever. And you're going to have to make calls forever, you're going to have to prospect forever. And you're not working towards anything that actually builds residual business. Cool. So what can I do to help? Well, we just wanted to, I guess just talk to you guys or talk to you, give us a little pick me up ideas. But you know, what you're talking about the market. What do you think? Do you have any questions, Tram? Not at the moment. We're finding a lot of people. Like right now, I got a great pop on business. I got about $2.5 million in business. And everybody's like, well, let's see what it was worth. Let me think about it. And it's the deal where I go look their house. I should sell them what it's worth. Sell them what I can sell it for. Okay, I got to buy them. Okay, great. Go to that person. I can sell your house. So it's kind of a domino effect. I've got them. I got one deal. It's four deals. Every single one of them play. Well, let me think about it. Is this what's going on right now? It is. It is. That's why transactions are down so low. You know, we're down to like literally 2008 levels when it comes to the number of transactions. And it's because of exactly what you're saying. Everybody's kind of in a holding pattern, right? Everybody's kind of freaked out with interest rates doubling overnight. And there's nothing for sale. So everybody's just kind of like, something's got to give, you know, like interest rates got to come back down and there's got to more inventory has to appear at some point. There's got to be some better options. So you do have a lot of that. You know, here's the thing. Closings are still happening. They're just not happening as much. So what you have to do is take what you can get right now. And if you can keep your head above water, right, and just stay in the business, and if you're profitable at all, you're, that's a huge, huge win. And if you're looking at this from the standpoint that you should be, which is, you know, I'm trying to build a career, right? Not just a 2023. Then, you know that the, you know, the overall success of your career is going to be predicated on how many relationships you have with people in the market, right? How many people know who you are, your friends with who want to do business with you when they decide they do want to do a deal? When they're in that holding pattern, it's like, okay, you know, what your job is, is just to kind of maintain that relationship until they actually decide to pull the trigger, which may not be for a couple of years, right? And for that prospect, the next prospect does a deal today. The next prospect does a deal in three months. The next prospect does a deal in five years. So the name of the game, guys, is volume. Because a lot of us chalk it up to I'm spending, I'm giving these, I'm giving, I'm spending a lot of time on this client, I give them a lot of quality service. Well, sometimes that could kind of block you from developing quantity, right? If you're going to have a massive business, okay, you have to have a huge volume of clients in your pipeline, not two, not four, not 10, not 20, but hundreds and even thousands of people who want to use you when they decide to do a deal. And if you don't have that, then that needs to be the goal, not to do a transaction today, not to try to figure out how to convert this person. The game's not conversion. They're going to convert when they want to. There's a couple of different ways to sell. There's the, you know, I'm going to force you to buy, you know, I'm going to jam it down your throat until you do it. I'm not going to take no for an answer. There's the way that I like to, which is, hey, here's what we got. Here's all the facts, right? What do you want to do? If you want to do a deal, great. If you don't, great. That's my way of selling. And then there's the in between, right? So you got to kind of pick your lane. For me, in real estate, it's, you know, it's different than a lot of other industries. You know, it's like so much dependent on the lifelong relationship with the client because they're going to do 10 deals in their life. You know, they're probably going to sell and move maybe five times. That's two deals every time they move. I mean, that's 10 deals. Plus they're going to refer you, you know, you know, five other people who are also going to do 10 deals, right? They're going to refer you five people that are going to do 10 deals. So it's all about relationship building and then letting the snowball of the relationships build and build and build and build. When these people do a deal shouldn't matter to us. What should matter to us is when they do decide they want to do a deal, then we're their guy or girl that they want to do the business with, right? And the only way to maintain that relationship is to maintain the friendship where they feel like they have a friend in the business. It's really just the bottom line at the end of the day, you know, game that we play. So when we're looking at these people that are holding on and they're holding off and they want to think about it, you need to be thinking, hell yeah, I got me something that somebody else in my database. Now, let me go find somebody else who's thinking about it. Let me go find somebody else who's thinking about it. Let me go find somebody else who's holding off right now and thinking about it because all this, dude, listen, what you're describing is demand building. Everybody's sitting on the sideline thinking about what they want to do right now. What does that mean? It means a lot of people want to do stuff, but they just aren't quite ready because the market conditions in their opinion aren't 100% favorable. But at some point in the future, whether it's a year or two years or six months or whenever it is, market conditions are going to change a little bit and they're going to say, okay, I'm ready to roll. And guess what? All these people that you've piled up that are thinking about it are going to want to do something at the same time. And your business is just going to absolutely explode. And that's going to be when the market re-expands. See, right now, the market has contracted so much. We're literally at 2008 levels when it comes to transactions. That's just massive. It's a massive, massive retraction, but it's 110% going to go back to 5 million transactions a year, 5.5 million transactions a year. We're at 4.2 right now. And when that happens, right, we'll know who the agents were that were working their asses off while it was retracted because their business is going to explode when the market re-expands. So, yeah, you know, sit around and think about all these deals that you could have, but spend like two minutes on it and go right back to what the real goal is. You should be just full steam ahead, trying to get more people just like that into your database, into your system where they never forget who you are. So, what's the system that you're using to make sure nobody ever forgets you? Right now, it's just overkill on calling people. Okay, bingo. Bingo. Bingo. Bingo. Bingo. Huge, huge, huge problem. You can't scale that. If you have 5,000 people in your database, you can't call all 5,000 people. And so, the 30 people you can call, they're the only ones remembering who you are. But if you've talked to 5,000 people over the last, you know, eight years, then, you know, 4,970 of them are forgetting who you are more and more every single day because you don't have a system in place to scale the fact that everybody remembers who you are. So, I mean, it's just a question. Why in the world, why on earth, are you guys not doing a weekly email that's really simple and takes about 15 to 20 minutes a week, that ensures that nobody ever forgets who you are? It was Bonnie. I did for a very long time. She did. Okay. Why would you quit that? That's momentum that you were building in a snowball. That was a snowball that you were building. And that your business could be twice what it is right now. But those people have kind of forgotten who you are and went and used other agents. You just threw all that business away. I think my challenge with constant contact is just building the newsletter. Just send out new listings. Say, hey, hope you're having a good week. Click here to see all the new listings in the area this week. Let me know if you see something you like or if you have any questions, you know, talk to you soon. Have a great rest of your week. We'll make it a tough week. Let's know. Don't make it too complicated. Right. Like, okay, 90% of the people who get the email will see it in their inbox, whether they open or not, it's a different story, but they see it there every single week on the same day. It means something. They're like, damn, this person is consistent and dependable, right? When you ask somebody what kind of agent they want, they're going to say, I want a consistent, dependable agent. So doing that email every week on the same day, even if they don't open it, they know you're consistent and dependable because you're doing what you're very consistent. You're doing what you said you were going to do and you're very dependable. So right then and there, you've beat out 90% or 95% of the agents out there. Just the fact that you're doing that email, you've beat out 99% of agents. You've proved to the client how dependable and consistent you are. It doesn't matter what you put in there. Yeah, I love how you changed your email where you would just choose one restaurant of the week or you just, I love that because that's so simple to do. Like, just choose a restaurant, make that, and then talk about the market for a few minutes. And well, here's the point is that there's no system in your business that doesn't sound like that you can scale the fact that anyone you ever talk to never forgets who you are. I don't hear that there's anything in your, in you guys' business, there's no systems in place to make sure nobody ever forgets you. Do you do, do you, do you focus on campaigns so like from the CRM, you know, like our, we used to, it used to go out with campaigns like one for buyer, one for seller, or do you just focus, do you even use the CRM? No, no, no, no, no. I mean, yeah, you just, through constant contact, right? Yeah. I mean, they're gonna weekly email for me. I'm showing them how consistent, independent I am. I'm giving them my opinions in the email. I don't really need anything else. You know, they're, they're getting, they're getting my stuff. They're not forgetting me. Chances are they're gonna use me. They may not, but no system is gonna win 100% of the, of the, of the business. No system at all. So you have to think, okay, what system can give me the best chances to win the most business, right? For me, social media is a 5% organic reach. 5% of your followers will see the content. That's not good for me. I think people should do social media, but I can take it or leave it. I never used it in real estate and I don't, I still don't use it in real estate. For me, it's a contact sport. It's like, how many people can I talk to, get them into my weekly email and help them buy and sell the rest of their life? You know, it's all about how you talk to them, your tone. You know, that you're really there for them, that you're curious about what's happening, not just trying to sell them something. The moment they feel like you're just trying to sell them, then they kind of shut down. They give you an opportunity to, you know, basically prove to them that you're there for them. And most agents just blow it with the standard scripts or tone or whatever. And they just kind of blow the opportunity and then the prospect just kind of shuts down and, you know, gets out of there as quick as possible. But I worked a deal with constant contact and we have the four week template coming, which is actually should be here any day. Whereas we've got week one, two, three, four, and you can rotate it every month. Week one is stats of the month. Week two is restaurant of the month. Week four is deal of the month. Week five, week four is breaking news or article or event of the month or whatever. So I've got the template set up where it literally shows you exactly what to do every week. It like spells it out in the template. You know, how to do it. So that should make things easier for you. But I mean, it could be as easy as, you know, hope you're doing well. Hope you're doing well this week. If you need anything real estate wise, let me know. You could even send something with zero information. The fact that they're getting something from you on the same day every week means something. So that's what I would say like should be like priority. Number one is a get a system in place where every, all the work that you're doing, 95% of it, you're throwing all that effort out the window. Nothing is sticking. There's no snowball building. And you recommend the magic numbers like try to talk and put, try to get five different emails a day, right? I don't know. I don't know. But I know the math. If you do five a day for 250 working days a year, that's 6,000 over five years. So if I've got 6,000 people in the market who own property that I talked to that I made friends with that gave me their email address that are now getting a weekly email from me for the last five years, how big is my business? It is massive. And I could just tell you from my experience and hundreds of other agents who have done this, their business at that point is enormous. So if you can dedicate five years to saying, okay, I'm going to do this, I'm going to, I'm going to talk to at least 10 people a day. I'm going to have five great conversations where they, where I, you know, it's like, are you good at making friends? That's all this comes down to. Are you a friendly person? And are you good at making friends? Okay, get on the phone and make a bunch of friends, make five of them a day, get their email address, put them in your database, do a weekly email on the same day of the week forever, give them real value, spend time with the email, don't just send out a generic, you know, how to cook shrimp atoufe, what colors to paint your walls in the fall, what 10 buyer tips to win. I mean, national stats, nobody gives a shit about that. People want local information like local restaurants, local square foot, price per square foot, you know, new listings in the area. They want to know local stuff. And then they want to know if you, if you combine local information with your opinion, like write like two sentences of what you think about it, hey, here's a great new restaurant. I went there, you know, with my wife or husband the other day, I had the, you know, the shrimp and, you know, the service was amazing. You have to try the lasagna or whatever. Reply back for a chance to win a gift card, blah, blah, blah. When you tell that story, it just adds so much to it, right? It's like, here's the stats, here's prices, here's the average price this month, here's the average, you know, here's the amount number of closings and here's how many active listings we have, you know, and I was showing properly the other day and, you know, here's what buyers are saying right now. They're kind of holding off, they're kind of, they're kind of waiting to see what it, you know, like giving them that inside information from you because you do it every day. So you're just thinking, okay, but when you share that with your database, whatever your market, you're an insider, and when you start giving them that insider information, the inside scoop, they think, man, I'm getting some juicy details about the market that are not hearing from anywhere else. Guess what? They start opening your email every single week. They're not going to miss it. They're going to be like, I'm scared I'm going to miss something important. All right? So giving your opinions on things is what wins in that world versus just saying, here's what sold. Let me know if you have any questions. They're getting that from everybody. But if you say, here's what sold and here's, here's what it was compared to last year and we're busy as can be. We've got seven under contract right now and we're showing property tomorrow to three buyers. They're like, damn, I'm getting some in now. Now they have actually a real, they're actually gage in the market. You know? This is the nucleus of the team right here. Trina and Jasmine just came in, Nadia, Angie, myself. And I was just sitting here thinking, I was going to ask these guys, but I'll throw it on the table now. I think we meet on Wednesdays, every other Wednesday and have our meeting. We might meet every Wednesday or every other Wednesday and come up with the ideas for a newsletter. Like everybody picks something and create the newsletter together. Even if it's the same, you know, mine looks like yours, but it's your information. Yeah. And it's different people. You send it to your people. Yeah. But it'll look the same, but we throw it in together because right now if you took that task and you said, I'm going to create a newsletter, me, I'm going to be like, I have no idea what to help put on it. Other than what you suggested. If you go about the template, but it just takes a lot. You have to think about it because this week I want to do this. Yeah. But if we do it together and we say, look, let's come up with a few topics, throw it in here. It's all. You know what? You know what would be cool? I'm going next week, but sometime one of the following Wednesdays, let me see what I got for the 30th at the same time. So what I'll do on the 30th at the same time is I'll come in because I do mine on Wednesday as well. So I can come in and I can screen share my computer and I'll make mine in front of you. Okay. All right. I'll make my email in front of you. And that way you guys can see my entire process of finding the picture I'm going to put at the top and thinking through what I'm going to say. And I'll also show you guys the four-week template. Yeah. I'll kind of show you guys that and break it all down in that way. You know what's on that yet? The what? On that. It depends on how many people in your database. So if it's like under 5,000, it's not much. When you get to like, you know, 10,000 people plus, then it starts to jump up a little bit. Yeah. I'd have to see what their prices are. But if you got a small database, you know, a thousand or less or something, it's real cheap. And even if it's over a thousand, until you get into a lot of people, it's not much at all. Okay. So question. What about people? Like we have this phone called a money phone. So it's people. Can you hear me? Yeah. So it's people you might have clicked on like an ad or something saying that they interested in maybe buying or selling. And we probably had, well, we haven't even talked to them directly. Would you recommend that we still send them newsletters even though they didn't sign up for it? Absolutely. Absolutely. They can just unsubscribe to it. Depends on how many you're talking about, right? So when you get constant contact, you don't want to put thousands of people in the database, right? So you want to put, you know, I don't know, you want to put a little bit in every day. So you don't see, you don't get like, so you stay under the radar, you know, but like 200 a day in or something like that. And see, put everybody in, you know what I mean? So the money client is like where, where taxes, he, what are those are paper, paper, play, or? I was buying leads. They're Zillow. They're Google clicks, paper clicks. There's Facebook advertising in there. They're all different areas. Yeah. And I put them in one pond and said, here, these are leads. They wanted something, ask a question, raise your hand or something. They're free for all. If you get an appointment, you assign it to yourself, take off with it, other than that, they stay in the database and everybody can work on them. So at some point, they wanted something. And I agree with what he said. Yeah, put them on the newsletter because. But we can't claim the lead until we talk to them. You what? You can't claim the lead until we actually had a conversation instead of one. Yeah. So can I shed some light on just lead gen, just general generalization of lead gen? So think about what you're doing. Okay. And so what would you say the average cost is per lead just across all platforms? Like what the average cost is per contact information? Uh, it was, it was very, very, I mean, I shut it down because we're up to 5,000 leads. So I'm not doing any leads spend this month. Okay. What do you think the average cost is per the 5,000 leads per lead? On average was about $350 per lead. Okay. All right. Let me just, let me just do the math real quick. This will make me sick. 350 times 5,000. I mean, that says 1.75 million. So I know you didn't spend that on leads, but here's where I'm going. Okay, guys, you ready for this? All right. So last year, 2022, Zillow sold 137 million leads to agents, 137 million. And there were 5 million transactions. Okay. You following me on the numbers here? And Zillow didn't sell every single lead that bought something either, right? Let's say that, let's say, I don't even believe this number, but let's say they got 10% of it, which I don't, I don't believe, I believe it's more like two or 3%. Let's say they got 10, 10%. That's 500,000. So they sold 137 million and probably out of that, let's just say, I'm guessing, I think it's probably three times lower than this, but 500,000 actually bought something, right? See how those numbers are kind of wonky? But you paid, but you, but the industry paid for the leads. Okay. So when you pay for this lead, say it's 350 bucks, 350 bucks for one random contact information, just a random person in the market. You don't even get to pick who it is. It's just whoever they decide they want to give you for 350 dollars. Okay. Do you guys understand that with Red X for $129, you can get 7,500 property owners of your choice in the market, 7,500 for a hundred and with their emails, with their cell phones, you pick the subdivision, you get all the owners, you call them, you make friends. For $129, you get 7,500. For half the price of one lead, you get 7,500 leads of your choice, not random, your choice. Now, let's take it a step further. For another $129, you can go back 10 years worth of expired data, expired with drawings and cancels, which in your area, let's just say that's a half a million. Say you've had a half a million in the past 10 years, expires with drawings and cancels, okay? Half a million. For 120 bucks, you got a half a million. You got your entire career is done. You don't need any leads. You're talking about $5,000. I'm talking about a half a million for $129, right? And these expireds, oh my God, they're the most incredible conversations. You call somebody that expired two years ago, you're like, hey, I see you were trying to sell this house at one point, whatever happened with that. And it turns from cold call to who is this to, oh, they're trying to figure out, they're trying to solve this mystery of what happened in this house to them now trying to team up with you and help you get to the bottom of the puzzle. Now, they're trying to help you figure this thing out. What happened with this house? Oh, well, we sold it or we still have it or we rented it or let me tell you the crazy story of this thing. And now you got them talking and telling you a story and that's what you want. Now you've got some automatic rapport happening. You're not coming at them from the angle of them trying to sell this house, sell your house. You're trying to use the house as an excuse to talk to them to see if you can get into a relationship with this person. It's so easy. These conversations are so easy. And we're crushing it with old expireds, like six months to 18 month old expireds is kind of what we found is the sweet spot for these expires. But I like calling new expires too. Hey, I see you're trying to sell this house. It was on the market yesterday. It's not on the market now. What happened? And then they just start telling you a story, right? It's amazing. It's amazing. So think about it. Do I want a lead for a penny that own own a house that I want to sell that was on the market at one point or do I want to spend $350 for a random person in the market who may or may not own a house? So I, this, I know I'm fixing to get fussed out, but I bought Red X for the team. It's paid for for the year. We have the expires with drawings. Neighborhoods. Booyah. Whole thing. Booyah. Yeah. Gotta use it. Yeah. It's just something to stop being utilized. Okay. All right. All right. Why not guys? Why? Okay. Well, I mean, what's the alternative? The comfort level, the comfort ability with cold calls. I got you. It's the same people. You know, and you know this and I've done some of your, what's the diamond zero to a diamond. I've done some of that. And you know, you leave 500 messages and no one calls back. So it's that's not true. That's not true. And no, no, no message that I've left. There's been very few people that have called me back on voicemails. Voicemails to me are another part of the personal branding puzzle. They hear your voice on the phone. They saw you on social media. They see your weekly emails. They see your signs around. They see your signs around town. Like that's just part of the personal branding puzzle, right? The, the, the, the, you know, the entire picture of personal branding. That's just another piece of it. The voicemail. That's another way I look at voicemails. Just them hearing my name, hearing my voice, hearing my company, hearing my phone number. But here's the facts though. And I forget your name. On average, you're going to get a 10% pickup rate. You're going to talk to 10% of the dials you make. You make 100 dials. You're going to talk to 10 people. Now you may call 100 people today and talk to eight. You may talk, talk 100 people tomorrow and talk to 21. But the average over the course of thousands of calls is going to be 10%. Call a thousand. I was going to say, so what you say the sweet spot for expires is six to 18 months. What's the sweet time to call people? Whenever you want to pick up the phone. Okay. There's no, if you're trying, if you're trying to discriminate when to pick up the phone. I mean, it's like, okay, well, you know, I don't want to call in the morning because they're going to be at work. Well, some people work night shifts. Some people don't work at all. Some people are tired. Some people work at home. Yeah, some people work at home. A lot of these numbers are cell phones. You're going to get them at work. You know, I don't want to call at nighttime because they're at dinner. Well, sometimes they're at work. I mean, it don't matter when you call. I always call between nine and 12. Why? Because it's not about when I think they're going to pick up. It's about when I feel like I'm on top of my game. I want to call in the morning number, for a bunch of reasons, number one, to get it over with. Right. Number two, because that's when I feel the wittiest. That's when I feel the funniest. That's when I feel like I have the most, I'm the most sociable, I believe, in the mornings. Because after lunch, what you don't realize, you don't even realize it, but you become mentally fatigued a little bit. You know, because as you go through the day, you get a little, like gradually, you know, a little more tired as the day goes on. You don't even realize it. And I want to be at my peak performance. I want to be on my A game when I'm on these calls. And in the morning, it was always the best for me. That may not be true for you. You may be on your A game after lunch from one to three. The problem from one to three for me is, is whenever I tried to schedule my calls from after lunch, I never made them because five o'clock came before I knew it and I didn't make my calls. And then I started feeling bad. I'm like, oh man, I ain't even made my calls. Like I'm falling behind because you got to think for you. Let's think, let's think about what we talked about. If you do five friends a day for five years and you got 6,000 people in your database that are getting this weekly email that you've talked to, all right? If you miss a call session, this is the way you need to think about it, all right? If, if, if for five years, if I dedicate this 250 working days a year to get 6,000 people over the next five years, I'm going to be selling 50 to 100 properties a year at that point. It's just simple math. And so, and at that point, you don't have to prospect anymore. Here's the dream I want to sell you guys. If you can bust your ass prospecting for the next five years, you'll never have to do it again in your, a day in your life. And you'll keep selling 50 to 100 properties every single year forever, just residually, just following your lap deals from there, from there on out. I always wanted to get to a million a year. The first year I did that was 2017. I, from that, that was the, that was that year I quit prospecting. Guess what? A million a year, every year since a million, million, million, no prospecting, no social media, no client parties, no open houses, no checking on people, no nothing. Just weekly email, two deals every week, weekly email, two deals, weekly email, two deals. So that's the dream I want to sell you guys is that if you really bust your ass and stay consistent for five years with this, create five new friends a day, 6,000 weekly email, let the snowball build, you'll never have to prospect another day in your life. Now, every day that you miss, every day that you miss, I want you to think every day I miss that pushes that five years out three months because all this, all this stuff is a snowball. So the five new friends you make today, the five new friends you make today in five years, those five new friends actually turn into whatever, 15, 20 deals and those 15, 20 deals are rolling into another whatever. So I want you to think every day I miss, that's pushing my dream out another three months. So today, uh-huh. Ideal day to make phone calls. You should do a hundred calls a day. Well, with the, with Red X and with the auto dialer, you can knock that out in about an hour and a half. A hundred dollars a day. If you do, for me, for me, the numbers work like this on average, a hundred dials. I'm going to talk to 10 people and my goal is to have five great conversations. If I can do 50% of the people I talk to that ends up being a great conversation, that's a big win. And if I can dial 100 numbers, talk to 10 people and have five great conversations. And I can do that in an hour and a half with, with Red X and the auto dialers and today's technology. Um, and what he's alluding to the 90 days, what you do today, you're gonna see in 90 days. Yeah, I get it. So it takes 90 to get you up. So like when you miss a day, so everybody's, everything's a nurture. It's a whole nurture system. Yep. Yep. But you know what's so cool is that as you're doing this and you're building that nurture business that you're, that's gonna come to fruition later, you run it by doing this, a byproduct of it, is you run into so many people that want to do a deal today that you wouldn't have talked to otherwise if you weren't on this mission to build this database. Hospital pick up. Oh my gosh. I was actually just talking to my wife last night about selling our house. Yep. Well, then they're gonna be like, yeah, well, I mean, we do know a realtor, but I was door knocking one time and this guy actually got the seller and the buyer because I walked into his garage. And while he was playing this guitar and introduce myself, same as cold calling, but I was actually doing and I was sweating, I'm much further calling. But he was in financial, they were financial distress. And he said we've been thinking about selling. And he said no other agent has reached out to us. So, you know, so that's what it's about, right? Yeah. Yeah. It's all about timing. So you're going to run into people who are thinking about selling like she just mentioned. And then, but most people are going to be, are not going to be interested today. So that's why we got to have the systems on the back end where those people that we talked to never forget us for the day that they do decide to buy or sell. That's where you build a massive business is all the people that don't want to buy that you run into. How do we capture them for later? And that's why the weekly email is so important. And that's how you get to the business where you don't have to prospect anymore because you've saved all those people that didn't want to do anything for later and you had a system in place where they never forget who you are. That's how you build big business. Otherwise, if you don't do that, then you're going to just be a salesperson forever and you're going to have to make calls forever. You're going to have to prospect forever and you're not working towards anything that actually builds residual business if you guys follow me. So here's another thing. Here's another thing though. Hang on to that question because I got to address this. I forget your name again. Me? Yep. Trina. Trina. So you mentioned, we kind of brushed over it, you talked about the comfortability of cold versus warm, right? Yep. What I want you to understand is that Zillow sold you 137 million leads last year that didn't buy anything. Right? I don't care if they're warm or not. They sold me a random person's contact information that I'm following up with that didn't go and buy anything. Right. They might buy something next year. It's not that they're bad leads. It's just that they're overpriced, number one. Right. Okay. They're overpriced, number one. But number two, what I want you to think about is that these are all the same people. The people that Zillow sells you are the same people that are on Red X. It's the same people. So what I want you to do is get a list on Red X and I want you to pretend like there's Zillow leads. Okay. If that's what you got to do to get yourself to call them, because it's the same thing. And I'll give you an example. Right. And you don't have to use this script. You can use this script, whatever you want to do. But what do you do when you call a Zillow lead? What do you say? Trina. Trina. Trina. Trina. Zillow calls. If I receive a call from Zillow, right? Listen, you got a database of 5,000 of them right now. Right. They're not, they're not incoming leads. He quit paying for them. You got 5,000 Zillow leads right there. Right. You call a Zillow lead out of your database. What do you say to them? I say, hello, this is Trina with EXP Realty. I was just calling to see if there's anything I can help you with. If you're looking to buy our sale. So you don't, so you don't say, you don't say, Hey, you were on, you were online, you know, at some point looking at property and stuff. I was calling to see if there's something I could do to help you. Not really. Well, we need to brush your script up. Number one. Okay. All right. So, so, so, but even if you use that same script, let's just say use the same script, right? Hey, this is Trina EXP Realty. I was just calling if I could see, if I could see to help you buy, help you buy a sale or whatever, right? Why can't you call property owners and say the same thing? Right. It's the same thing. What I was alluding to though is like if a Zillow, if you call a Zillow lead and you say, Hey, I see you were looking at line on some property. This is what I would do with a Zillow lead. I'd say, Hey, this is Ricky Crude, the EXP Realty. How you doing? Me too. I'm enjoying the days in a gorgeous listen. I don't want to take it too much of your time, but I saw you were looking at online at some properties. I was just calling to see, you know, if there's, if what was going on, if there's something I could do to help you. That's what I would do, right? Now, if I called a random property owner and I said the same thing, I said, Hey, this is Ricky Crude, the EXP Realty here and wherever. How you doing? Me too. I'm enjoying the days in a gorgeous listen. I won't take it too much of your time today, but I saw you were looking at lining up some property here recently. I was just calling to see what's going on with that. See if there's something I could do to help you. This is a random property owner, right? What's the chances, Trina, that that property owner in the last three to six to eight months had looked online at some property? Likely. Probably a hundred percent. It's very likely. Right? You could literally use the same script that you use in Zillow Leads, because these people were on Zillow. Everybody who's been on Zillow in the past three months, six months, eight months, 12 months, right? Right. But yeah, I wouldn't call anybody and say, Hey, I was just calling to see if I can help you buy and sell because they're going to be like, click. Yeah. Okay. Right. It should be, it should be, Hey, Mr. Johnson. Hey, Mr. Johnson is training down here at EXP Realty down here in Spartanburg. How you doing today? Yeah, me too. I'm enjoying the day. Isn't it a gorgeous one? Cool. Well, listen, I don't want to take it too much of your time, but I see you were trying to sell this house at one point on Newberry Lane. I was calling to actually try to figure out what exactly happened with that. Okay. See, he asked, he asked questions, just keeps asking questions. Yeah. And let him talk. That's, that's what he's getting at. Dude, you know, Hey guys, you know what? In, in two days on this Zoom link, in two days from, let's see, it'll be from 10 o'clock your time to five o'clock your time Friday all day. Guess what? I'm doing an all day virtual workshop. I got 2,000 agents registered. And guess what? 10 o'clock your time. I'm going to start out with a little intro, but then I'm going to go to, here's how you research MLS. Here's the things I look for. New listings, pendings, closed, all that. Then I'm going to move to Redx. I'm going to do a demo. I'm going to show everybody how to look up a list of phone numbers to call. Then I'm on a role play with the group. Make sure everybody's good on scripts. Then guess what? We're going to make calls together for an hour and a half. All 2,000 agents. I'm going to make them make calls. Then we're going to take a lunch break. Then we're going to have some time to talk about, I'm going to let people say the good conversations, the bad conversations they had during the calls. Then we're going to do a market update, insight. Then I'm going to do Q&A, a big Q&A for like an hour. It's going to be a very informative training session. It's going to be all day Friday. All day Friday. All day from 10 to 5. So I just need to go on and register, right? You don't have to register. It's going to be right here on this link. The last question about the constant content. Constant content. You rotate the same topic every month. What does she say, Tex? She was saying about the constant content. Do you rotate the same topics every month? To make it easy. To make it easy on you guys, I am. I'm making a 4-week template where you've got a different template for each week of the month. It will rotate. It will be stats of the month. It will be week one, restaurant of the month, deal of the month. Like you find a great listing or something. You want to showcase the listing, your listing or somebody else's. Week four is like breaking news. Like maybe there's a new development coming in or a bridge being built or a festival coming or whatever. You can kind of showcase that. So I will be doing the same. You will be kind of rotating the same content every week, but that'll be good because it'll kind of give your audience some consistency there. They'll kind of know what to expect. This week one is going to tell me what the stats are of the month. Week two is going to give me a nice new restaurant. I can go try out. Week three is going to give me possible investment property opportunity. So yeah, that'll be ready any day now. And then I'm going to actually do a full training on that at some point. But again, I don't know if you were in the room when I said it. On the 30th, a couple of Wednesdays from now, I'm going to come in at the same time with you guys. And I'm going to make my weekly email right in front of you and then answer all your questions and kind of help you get it all figured out. Well, that's on the 30th and 90th. Yep. So to recap, because these two walked in just a little bit behind, what he was saying was the market's contracting. Everybody's seeing the same thing we are right now. And you talk to people, they're all saying, yeah, I've been thinking about blah, blah, blah. But he's saying those basically got a choice. You're either going to sit here and kind of get out of the business. And then when it takes off, it's going to pass you by or you're going to dig through the database, you're going to talk to people, you're going to keep in touch with these people and be there when they do decide and your business will blow up. So this is kind of like back to your training when you talk about this is kind of like the off season. You're building, you just building your business right now, then it's going to be hustle time at some point. Yep, exactly. So there's yearly cycles and there's market cycles. So if you look at, like if you go to the Redfin Data Center or if you just really look at data like a chart, you will see that in the summertime, there's more closings, prices go up. And you'll see in the fall and the winter, there's less closings, prices tend to come down, days on the market shoot up. Every single year you'll see it's like a wave. It happens every year. It's just like this when it comes to prices, listings, days on the market, transactions, it's all a wave. And so throughout the year, you have these retractions and resurgence every single year. And so what you want to do to stair step your income every year where you make more and more and more every year is when the market goes down, you like immediately go into prospecting mode and just like become a prospecting animal to build that database up, to take it from 800 to 1200 in the winter. And then when that selling season comes, because you jump the number of people to know who you are that are getting that weekly email, your business is going to naturally produce more closings that year. But you don't really have time to prospect because you're so busy showing and going to listing appointments and you're just kind of all over the place. But you know that the market is going to slow down come fall and you're going to get back into prospecting mode to take it from 1200 to 1600 before the next selling season the next year. And so you kind of stair step your database which stair steps your income every single year. Well, it's the same thing with the market cycles that happen every 10 years. In 2008, that's when we had the last big dip. 2000 for the dot com crash was the last big dip. And then now we've got our next big dip, right? It's about a 10 year apart, you know, occurrence. And it's just a cycle. And if you go back to say 2008, right? You know, I was selling real estate in 2008. Easiest thing in the world. Properties were half price and there were 4 million transactions. It was so easy for buyers. They just got to pick what they wanted. They got an amazing deal. It was such an easy time. But if you go back, not everybody thought it was easy, right? I was only one out there thinking, oh, this is easy. But if you go back, know what we know now and you look at the data and you look at how many closings and the prices and that all the stuff, you look back and you think, damn, that was a good market. That had been a great market to be in. It's what you say to yourself now, looking back. But when you're in it, you're thinking this is hell, right? Same thing now, okay? Same thing right this second. In a couple of years, say five years from now, we're going to look back at this whole pandemic, post-pandemic market and we're going to look at the number of closings, prices, all the stuff and you're going to say, damn, that was a good market. I wish I could have went back and squeezed it for every little drop and built my database to the moon so that when the market resurged, which by that time you're going to realize, man, it really came back with a vengeance, you're going to say, man, I wish I would have really prepared and built that database up and got that weekly email going so that I could have taken the most advantage of that down. This is like the greatest opportunity. This is the best opportunity to build your business that we'll see for another decade. Well, I'm more excited than I was. Kevin and I had a lot of anxiety about it, but to me, that excites me to the fact that we should be doing more prospecting and zero in building the database and I like the idea of coming and working once a week, put together a newsletter and then we all just pushed out and we follow his template. Y'all got any other questions? I do not. Thank you so much for today. There's a lot. What's up? She's just thanking you so much for taking time to close. We appreciate it. You know, we're all human and so we can kind of get down on ourselves, especially with the prospecting and we could kind of think, what's the point? Nobody's doing anything, right? But what I want you to do is step out of the, hey, nobody's doing anything today and realize it's not about people doing stuff. It's about how many friends can I make? You know what I mean? That should be what's in the front of your mind. And then like, if you get a deal out of it, awesome. That's like a bonus and you will get deals out of it. But just to kind of end the thing here, we've got so many decades of what like, for me, the fundamentals of demand for people that want to buy houses is way better than it was in pre-pandemic. We've got more. We've got way more. I'm talking like, go back and look at birth rates in the 90s, starting in 90, how it spiked up. We've got way more people that are in their mid 30s, way more than we had pre-pandemic. And we also have this pent up demand of people who want to upgrade their house, but they feel trapped with the low mortgage rate. And every day they want to upgrade more and more and more and more, but they're not. Well, that pile of people is just building and building. And at some point it's going to release. A lot of people think it's when rates hit 5.5% that there's going to be a big release. Now, understand what happens with the release, okay? If you have this homeowner who wants to sell and buy, well, that doesn't add to inventory because they're putting a house on the market, but they're also taking a house off the market. So that's a net even situation, right? So we'll get new listings, but we won't get more active listings. The active listings are going to stay low. And actually the active listings will get worse, because not only will we have people who are trading up and adding inventory, adding one house and taking a house off, but we'll have all these first-time homebuyers coming in at the same time as well, which is going to eat up a lot of the active listings. So in my opinion, we're going to see this active listing number go down even further. But what I want you to keep in mind is that that's okay if you have been piling up owners who want to upgrade it, not right now, and you've got thousands of those, when this whole thing hits the fan, you're going to be the one they call to sell their house to upgrade through their next house. It doesn't matter if there's not more active listings or not. You're representing people that are putting a house on the market and then taking a house off the market, and your business is going to soar. You know what I mean? So this is what you guys need to be preparing for. Work really hard for the next five years where you never have to prospect again. Take what you can get this year and the down year and even first, second quarter next year. Be glad that you're still in the business because I'm guessing about 100,000 agents have quit the business this year. And keep trucking. Thank you so much. All right, boss. I appreciate your time. Thank you. Hey, love you guys. We'll talk to you soon.