 You look at the top 1% of 1% of agents who actually make a million dollars a year, and some of you may think there's only room for 1% of 1%. That's not. It's available to each and every single one of you. I promise you, 100%. And what they did is they got really, really good. Thank you. They got really, really good at one skill. And I want to share that skill with you today. Are you ready? Yes. OK, the first thing I want you to do is I want you to just think for a second about all the different ways that you generate leads. Just think about it for a second. What are those different avenues of lead gen? You got it? Now write them down. Make a list. And the more the merrier, everything that you're doing to try to produce leads in your business. If you're not writing at the very top of this list, write $1 million. Write it down. If you don't write it down, it's not going to happen. You hear these guys say, I wrote down $100 million every day for 17 years. Well, I wrote down $1 million. I wrote down the number 1 million for a long time, every single day, until what? Until I was making $1 million. You just got to live this. You have to live it. It has to be your life. OK, you got your list of lead gen activities? OK, how many have zero? Nobody. How many have just one? OK, two. Nobody. Everybody has over two. This is beautiful. What, one? OK, one. One with one. Three. OK, a few hands. Four. OK, five. Over five. Five or more. OK. Now, as you look at that list, all right? Here we go. Here we go. Here we go. What do you guys believe is lead generation for the next generation? Social media. Social media. Social media. Social media. Follow up? That's like after you get the lead, right? Everything's instant. Everything's online. So the way that I read this, OK, because when they told me to talk about lead generation for the next generation, I'm like, what the fuck is that? I'm like, do I try to teach them how to attract Gen Z? Or do I teach Gen Z how to lead Gen? I didn't figure it out, so you know what? I was just like, let me just talk about what I want to talk about. Thanks, mom. OK. Efficiency in lead Gen, OK? And this is why this is perfect. Most of you are five or more lead Gen activities, OK? Efficiency in lead Gen is this. The ability to focus on just a few lead Gen activities to produce more results in less time. And here's the kicker. Sacrificing business in other lead Gen areas, OK? Now, let me dissect that for a second. The reason we have five, six, seven, eight, nine, 10 lead Gen activities is because we're scared we're going to lose business in all these other ones. We have two or three that are doing really good, but then we're like, oh, we're losing all this business in these others, so we've got to do it all. And guess what? You're not good at anything now. You guys have all heard the saying. When you talk to a top producer at the end of the day, they've become the top of their market, and they were a beast for a long, long, long time. And you say, how did you do it? What's your lead Gen, right? How many lead Gen activities do they say? One. Yeah. More than likely, it's going to be one thing. They're like, oh, well, this is the thing that really was the thing for me, right? Mine was circle prospecting, because guess what? When I got into business, guess what? There was no social media. There wasn't Zillow. There wasn't any of this. We didn't even have an iPhone. There was no apps. There was no nothing. DocuSign didn't exist. I had to fax everything. By the time I got it, I had to get a magnifying glass to see. So I wanted it to be this kind of like a workshop, right? I wanted to really dissect your business and help you become more efficient. So what I want you to do is take two seconds to look at your list and say, you know what? I'm going to scratch all these off, but two. What are my two bread and butter lead Gen activities? Because that's what you need to go all in, 80%, 90% of your time. If you want to spend 10%, testing out little things, doing little things, great. You always need to be testing. But the bulk of your stuff needs to revolve around the two lead Gen activities that work best for you. So take two seconds and scratch everything off on that list until you get down to those two. And when we go back to our businesses after this week, what are we going to do? We're going to refocus our business on just these two lead Gen activities. Because guess what, guys? Can you handle 50 pending deals? You can handle 50 pending deals by yourself as a single agent? OK. What? Maybe. Could you handle 100? At one time? No. There's a breaking point. OK? There's only so many hours in a day. There's a breaking point in how many deals you can process and relationships you can create. This is why, for me, every single person in this room should be doing a video every single day. OK? Disclaimer. I never use social media in my real estate business. Why? I didn't need to, because I understood my cup is full. I'm talking to enough people to do the amount of deals that I can handle. Having 30 active listings and 15 to 20 pending deals is a great pace for me. I don't really want more than that. And it all comes down to conversation. So regardless of what your lead Gen is, regardless, social media, door knocking, Zillow, whatever it is, OK? And everybody in here wants to make a million bucks a year, right? Well, it kind of makes my point for me. Because I don't think everybody really does. Why? Because of this. The only thing between you and a million dollars a year are thousands of one-on-one conversations with people in your market. It doesn't matter if it's social media. Use social media to get to the conversation. Use Zillow to get everything should be a platform to get to the conversation. And how many of these conversations can I have to create great relationships with people and really connect? Get them into my ecosystem, put them into my database, and have a system in place where they never forget about me ever. And now guess what? In three years, I'm the number one agent. Thank you, mom. So we have to realize this right here. And whatever we're doing to try to avoid having conversations with people, we're just killing our business. And we're putting ourselves in a position where we're going to have to sell forever. How many of you want to sell real estate for the rest of your life? Oh, that's a shocker. You want to sell real estate the rest of your ever-living life? OK, and what's so funny about that is nobody raised their hand except for this nice-looking gentleman in the back. And the thing about that is that he says he does, but guess what? There will come a time where he doesn't. And he's going to wish that he would have squeezed all these thousands of conversations into three or four years to get to the million dollars quick as possible because guess what? Well, you know what? I'm going to skip through right here. The objective of prospecting, to build a database of people so large that you never have to prospect another day in your life. That's the objective of what we're doing. So if you can visualize this over the next three, four, five, six, seven years, however long it takes to have those thousands of one-on-one conversations with people in your market to get to the million dollars a year, once you build the database up to the point that you're making a million dollars a year, you never have to prospect ever again and you continue making the million dollars every single year. How do I know this? I did it. I know other agents that have done it. Now what do you do? You take the time back that you were prospecting and you invest that elsewhere, spend more time with the family, go build other businesses, do other things. And then what do you call this? What type of business is this? When deals just fall in your lap. Residual. It's a residual business now. Why? Because every single relationship that you create in your market is worth 10 to 15 deals to you, 15 to 20 deals to you over the life of your career. See, I'm trying to help you build your career. Not your 2023, 2024, who gives a shit about that? In 2027, okay? In 2027, are you gonna care about the money you're making in 2027 or the money you made in 2024? 27. So why are we worried about 2024, right? Let's make it, let's pay our bills, but let's visualize our career of really going big by 2026, 27, 28, and living the life we really wanna live. Because once we create the residual business, then what is the objective of that? To take the money and invest into passive investments, such as rental properties, for example. Because if you start thinking about this now and you start, you just blow through, build your database, build your career, make the money, invest it wisely, now guess what? Now you're selling in 2029, not because you have to, because you want to, because it's fun, because this guy back here will still be selling. But it doesn't sound like anybody else wants to anymore. So I'm just trying to help you visualize that if you take the two lead gen activities that work best for you to have thousands of one-on-one conversations with property owners in your market, would you want right now, okay? 30 active buyers or 30 active listings? Active buyers, anybody? Is there one person? Okay, 30 sellers, listings, okay. How many of you are creating social media content trying to attract buyers to your business? A lot of you. But you just said you would rather have 30 active listings and not 30 active buyers. So the question is why are you creating content to attract buyers to your business? Use social media correctly, ladies and gentlemen. How do you do that? You post every single day, why do you do that? Because you want to up the engagement, the impressions, the profiles that you reach on a 30-day basis, okay? And the only way to do that is to post consistently. You can't post once a week and have a ton of views for your entire profile. You're doing that because when you go to your next listing appointment and say, hey, Mr. Seller, Mr. Seller, look at how many impressions I get for the last 30 days. At any age you can put your property on MLS, but I'm gonna push your property on my 30,000 impression platform. As soon as we list it, I'm going hard. And so you use the platforms to build credibility with the sellers when you go to listing appointments and create great listing videos to attract buyers. You do want to attract buyers, but to your listings. Don't just attract buyers for fun. Because the thing is, is we're all gonna make money at six o'clock, seven o'clock at night. The only question is, are you gonna be the one with the house chilling, eating dinner with your family without a worry in the world? Because eight of your 21 listings are being shown by agents on YouTube and TikTok. Or are you gonna be the one out showing the properties? It's your choice. So it comes back to efficiency. How did I sell 100 properties a year as a single agent for eight years in a row? It's because I understood efficiency. And I only want to talk to property owners. I can't talk to them all. How much time do I have? Oh, five minutes, till Q and A? We're gonna do a Q and A? We're gonna do a Q and A. Let me get through this. You know what the cool thing is about the real estate market? It never goes to zero. Right? Closings will happen every single day for the rest of eternity, regardless of market conditions. This is a chart of the number of transactions of existing home sales in America since 2000. We're right where we were in 2008. We're right where we were in 2008, right now. But this is 2008. Now, how many of you have buyers that are waiting on prices to come down? A show of hands, okay? Everybody, all right? And you got the YouTube gurus out there saying it's gonna crash 30%. Now how good is that gonna be for your business if prices go down 30%? How easy is it gonna be to sell houses that 30% cheaper? Dude, the market would just explode. The market would absolutely, the system would break if that were to happen. So here's what's cool. In this business, you can't lose. If prices go up, guess what? That means a lot of transactions happen and more supply happen. If you're talking to the property owners, you're listing the properties that they're selling on a day, yeah. Inventory's still down, yeah, but a lot of transactions happen. Guess what? You won, your business won. If prices go down, how hard is it gonna be to sell properties at cheaper prices? You win either way. You get it? There's nothing to worry about when it comes to the market. So why do we even care? Well, it's good to keep up with a little bit for your clients, right? But it really doesn't matter. At the end of the day for your business, don't let headlines scare you, don't let YouTubers scare you that don't even know what the hell they're talking about. Just subscribe to my stuff. Listen to one YouTuber, me. This is a visual illustration of the market. Back in 2008, when I got back in the business after losing everything, going bankrupt, sleeping in my car, sleeping on friends' couches, eating out of people's refrigerators, roofing houses. They got back in the business in 2008 and guess what? I'm telling you from experience. You know how easy it was to sell real estate in 2008? It was like, buyers were like a kid in a candy store. It was like so many properties and they're all half off. It's like, thank you, Jesus. It was like the greatest thing ever. It was incredibly easy. But I maintained my business, right? I kept my head above water, which is what you should be thinking about right now. Just keep my head above water while we're down at these 2008 transaction levels and wait till the market resurges. And that's what happened. I didn't do anything different from 8, 9, 10, 11, 12, 13, 14. Nothing. Why did my business explode? Two reasons. One, the snowball of creating relationships and never letting anybody forget who I am because I send a weekly email on the same day of the week forever. And the market resurging. The market's gonna come back violently. They should have had me on the main stage when they were talking about the market, right? Just kidding. Okay, this and then Q and A. I did a training on 30 listings in the next 90 days. I gave you a, who watched it? Couple people. Who wants 30 listings before the end of the year? Okay, text me here. I'll send you the replay of the training session. I laid out exactly how to do it using direct mail, phone calls, and social media. Anybody could go get 30 more listings before the end of the year. New listings are ticking up. What you do right now is gonna define your entire 2024, right? We wanna have a great 2024, but we're in this three-month-like business and we'll wait till January 1st to get started. Well, the work you do then is not really gonna come to fruition until March. You gotta go now if you want 12 months of full potential business. I could scream for hours, so I'm gonna get into Q and A and other probably wait on me. Thank you guys. Q and A, just raise your hand. Got a mic runner. Just make the calls yourself. Just have the conversations yourself, three to five years, you're done. We're always looking for the workaround. How do I get out of doing this thing I need to do? We got in the business to help people that we know and don't know buy and sell real estate. Go do your job. I'm a tough love kind of guy. Hell no. What's that? If I had agents, call every single fucking property owner in the world. Expired, two to 18 month old is the sweet spot. Go back 10 years worth, call them all. Say, hey, I see you were trying to sell this house, whatever happened. Bam, you're gonna do deal after deal after deal after deal for sell-by-owners right now. In 2021, you couldn't get any. Why, because they were getting 15 offers. Now, they're pricing a little too high and it's sitting there, they're getting frustrated and they're listing left and right. I got an agent that listed 50 of them this year. But again, again, bro, again. All that stuff may work for me. It may work for that guy. It may work for this person. It may work for that person, right? It may not work for you. You can't ask me what Lee Jinn I would tell you to do or what I would do. It's about the two that work for you. I'm not gonna say go cold call or do social media or do this or do that. You got to figure out, this is where the work is. You figuring out what works best for you and then going all in on that. One more, right? Or two or three. Text me. I have like tons of training, huh? Yeah. Yeah, of course. Listen, let me make something clear. Like I focus on property owners, not because I wanna be a listing agent, because they're the highest quality prospects. When they buy, they're the highest quality. They already know what the game is. It's easy, easy. And most of the time they're selling something to buy and it's two deals, right? I'm not a listing agent. I am property owner focused to help people buy and sell. They're the highest quality prospects. 20% of my business for my entire career is buyers. No, you're gonna create content to educate the audience, right, period. You're posting every day to create enough engagement in your profile to show your seller, hey, I'm active and I'm gonna push your property on my platform. Now you can't create videos every single day where something's not geared towards a buyer. I'm just saying, can we get out of the mentality of, how can I get the people relocating to my market? Let me just list all the properties and let another tech talker sell them while I'm at home eating dinner with my child. That's all I'm saying. Like just, it's just the mentality. Here's the thing. You do activities that are listing heavy activities and you take whatever buyers come out of that. If you get a buyer out of social media, yes, go help them. I'm not saying turn them down. I'm just saying, I'm just trying to switch your mentality, just a tweak to try to help you become more efficient because it is our choice, whether we focus on property owners or general public or buyers. I mean, I post on every single one of them. And some of them work better than others sometimes and then this one will slow down and this one will speed up. I don't know. Instagram has been the bread and butter for me. But then I hate to be like, oh, I'm just gonna do Instagram or whatever when now my YouTube's starting to really pick up. Fixing 100K subs. When you get around 100K subs, guys, the freaks come out. Just so you know. Yeah, well, most expires I believe list within like three, four months, right? They wanted to do something. Hold off, paint something, do something, right? Plus the flurry of agents isn't calling them right then. I like calling them day one expires as well. Love it, love it. You're the 15 agent that called. Great, cool. Here comes another one. Like you hadn't heard from me yet. How are you doing today? Let's get to know each other for a second and then we can see where it goes from here. I could talk to anybody, anywhere, any place. It does not matter, right? The next thing. Can we stop categorizing leads, putting them in different buckets, saying, oh, these are hot, these are cold, these are buyer, these are sellers. That's all the same people. It's people in your market. Talk to them all the same way, same script. Hey, I'm a realtor. How are you doing today? What can I do to help you? Great, that's what you want to do, why? Cool, that's why you want to do it, awesome. Are you ready to work with an agent? No, cool. Well, here's the next steps. You ready to move forward? Cool, let's go. That's all I'm talking about. Saying, okay, let's fucking do it. All right, thank you guys.