 All right guys, what is up? What is happening? What is going on? so Yeah, I'm gonna give it a second for you know everything to kind of lock in and there we go some people be in the room and stuff but Listen man, I'm ready to get down and dirty with you guys on this You know if you are struggling, let me just go ahead and put this I'm put this link in the in the chat here In the comments, I'd love this. I'd love I'd love for you to come on And share with me your situation You know struggling whatever it is And also in the comments if you just don't want to come on live and talk let me know what your situation is in the comments I'm literally Looking to help you guys through whatever your situations are because I went I've been through all this You know you guys know my story I you know got in made a bunch of money lost everything was sleeping in my car for a little over a year Worked on an oil ray was roofing houses serving tables all that stuff got back in real estate fought and clawed my way Back so I just want you to know that Number one It should not be in any way embarrassing for you to step back and get a job if that's what you have to do But do not quit real estate if anybody tries to talk smack about you doing this Then you don't need to be friends with them anyway You need to disassociate yourself with those negative people Because guess what you know how the story is gonna end you're gonna be on top because went whenever I Lost everything and went back to doing my thing outside of real estate There wasn't a doubt in my mind that I wasn't going to end up on top. See that's the thing Okay, so we got this fake Ricky trying to sell Bitcoin and stuff. Let me get in here. I'm going Where can I find you mr. Ricky? Try to get in here and block you right quick Let's see can I block him right here a block user? Let's see. Let's see. Hopefully that does it. I Don't know if it will or not. Let's see And I don't know if that's What's up Colin? Harry What's happening guys? All right, let me go. I'm trying to block this fake Ricky trying to sell you guys Bitcoin I put a link there in the in the comments. I'll put it again right here for you guys if you want to join me Come on live. Tell me your situations. Let's talk about it but also Put in the chat there and I'll I'll share some of those comments in just a second right after I try to find Ricky on Facebook. I Really want to get that guy out of here Let's see Okay, here we go See my profiles. All right Cool Give me just a set guys and I'm going to I'm gonna get rid of this fake Ricky for us And then we're gonna die right into this thing Let's see. Where are you at fake Ricky? You are a nuisance I don't know where fake Ricky might be honestly. I Guess I got him out of there cool All right, let's go Seth Seth You there Seth. Oh Man, we actually got in huh? Yeah, you're in bro How are you? Doing good man. How are you good bro? Tell me tell me where you're at. Where are you located? How long you had a license? Cool, cool. You want me to open the camera or is it not necessary? Yeah, yeah, open your camera, bro. Let's see what you got. There you go All right, cool. Cool. So I'm in New Jersey in North New Jersey We actually I believe we kind of exchanged DMs over Instagram before through Dan O'Neill Not sure if you remember But I've I'm currently 20 years old I've been licensed for about a year and a half closer to two now Recently joined a team got a lot of momentum going because of it. Okay So buyers mostly as well as rentals Okay, and yeah, and I'm just trying to I guess Build a really good infrastructure really good foundation so I can then Continue to collect listings rather than doing cold calls because I did I tried cold calls I just felt like it wasn't kind of my thing Mm-hmm, and I thought maybe I should go the long term You know get all these buyers under my belts and then after a few years passes slowly Get listings referrals things like that. I Mean you don't lose either way, right? Yeah, so when I got back in the business in 2008 I focused on Like half my time on buyers that were buying these foreclosures at half price that I knew would resell them later So they would become listings And then they would upgrade and refer 10 people to me But then I spent the other half of my time going after listings and so You made the comment like something like I want to just get listings instead of or I want to get listings not make cold call Would you say about cold calls? like instead of making the cold calls Kind of getting listings from my previous clients or Yeah, yeah, yeah, yeah, here's the thing though, right so that works, but man does it take a long time Why wouldn't you just start getting listings now? Because you don't want to call somebody No, not because of that. It's just like To be very very frank like calling somebody and then kind of annoying them Pissing them off just makes me feel bad. It's not more so about me thing Why are you why are you knowing them? Why are you knowing them? Why are you pissing them off? They feel The people that do answer I guess at the end of the day they on the common in the conversation They usually say, you know, I have 20 people call me today. No, I'm not selling This is like maybe at least 70 80% of the people that yeah, yeah, yeah phone, you know, right? So why wouldn't you say great? I'm not calling you to sell your house I mean, I I do say it like how can I help is there any way I can help you today? Yeah, but here's how that's But this is what I'm saying though when they say I'm not selling my house. You're the 10th realtor the called Why don't you say I understand man, but here's the thing. I'm not trying to sell your house See dude, it's all about your communication Right, it's not about them. It's about how you handle them in a way that Communicates to them that you are there to help them not just try to sell their house Unless in fact you are only there to try to sell their house Right if you're there just to sell their house to make some money Then yeah, don't do cold calls because you're gonna get a lot of people cussing you out But if you're if you're calling to do community outreach to see what it is You can do to help them then you're gonna be really successful with cold calling, right? Yeah You have to change your mentality around man because here's the thing like if you Like Regardless of whatever, you know lead generation type Activity you want to go out there and try to tackle It's all gonna come back to the same thing talking to these property owners the only way you're gonna get listings now you can play the like really long game with like representing buyers and then As they resell their properties years later represent them as sellers I played that game too, but guess what that wasn't I wasn't like I was let me get listings now and Let me get listings later. You're saying I'll just get listings later You know and if you really want to excel then you have to think of yourself more as a Volunteer worker doing community outreach Like you like these people need your help bro And the fact that you're scared to call them because you think they're gonna get mad is just a cop out so that you Don't have to make the calls When in fact what you should be doing is thinking man these people need help I need to call and see what it is. I can do to help them Yeah, I hear you. It's all about how you react to what they say, right? Give me give me it. Give me another really bad like okay. I don't want to sell my house You're the 10th agent that called well ma'am before you go. I just want you to understand something I'm not trying to get you to sell your house a and B I know a lot agents have called, but I haven't called you you haven't talked to me yet Right if you would just take a second to hear me out here because all I'm trying to do is see if there's something I can Do to help you Right? Okay, give me another one Let's see Well half of the people like about 30% He's like completely random people that don't even own the house when they pick up usually And then the other 70% is the kind of responses that I'm getting from what I shared Outside of that, I guess it takes a lot of skill set as well to handle the conversation and steer it the way that That you're talking about exactly Exactly does take a lot of skill and a lot of Experience that you need to get under your belt as soon as possible and you delaying Making the calls and gaining that experience is just going to delay the success that you want You need to get that you need to get that experience and gain those those skills you're talking about Faster not slower Yeah, I do I listen I might get it done kind of person I'm going to go get it done now. I'm not gonna wait to go get it done This is do or die, you know, I got a family like it needs to happen now I'm not gonna wait for stuff to happen. You know what I mean? I'm not gonna magically develop skills Because I'm representing buyers now and hopefully by the time they turn in the sellers I know how to talk to people not gonna happen and guess what? Depending on how you handle that those buyers. It's not you're not guaranteed to get those listings either You're not guaranteed to get those listings when those people went when those buyers relist the properties You're banking on something that's not even guaranteed Why not like try to touch as many people in your market as possible? So you got to get over the hump Oh, well 30% of people they don't even on the home. So Like great. Are you looking for a good agent? Yeah, let me ask you this and while I got you on the phone. I know it sounds kind of funny But are you looking for a really good real estate agent right now for any reason? You know, if not, do you have one that you would use if you ever decided to buy or sell? No, great. I listen at some point. I'm sure you would I'd love to stay in touch with you That'd be okay. Turn those wrong numbers and dude You know how many wrong numbers that I did deals with millions of dollars worth of properties because bro I'm not looking for deals. I'm looking for people. You know what I mean? Yeah. Yeah, 100% man. That makes sense What about the approach of kind of spending a like Time throughout the day for social media. How would you go about that? What's on my mind morning calls all morning and Make videos all afternoon How do you have the energy for that? What do you mean as an introvert especially If I don't want to make videos I can do written content. I can do blogs I can do images and in written Word I can do email marketing. Yeah, I can do there's so many things I can do outside of video that still is social media Right if I'm introverted and I don't want to do video don't do video go write blogs work on SEO For Google searches. That's free leads Do all the social media platforms with written word and be and be a Be the be a be a be a real estate poet You know write write words about deals that make people say wow You know who wrote that I want to know it. I Mean, you know a lot a lot of videos Get engagement because of the copy on the video, right the words they're written in the post That's like 50% of the of the post, you know I'm saying Mm-hmm So you could just do written word if I mean I'm just throwing ideas out there You're throwing Objections at me and I'm saying well. Here's a workaround Yeah, a thousand percent Cool Anything else bro. I'm gonna hop to somebody else No, I mean no, I appreciate it but It sounds like like cold-colling is like a requirement It's not a requirement but it's a fast way to get listings it is the fastest way because Because to get a listing right for somebody to say I want Seth to be my listing agent They have to feel like Seth is already their friend before they make the decision to List their property to sell their property, right? So the object of the game is to create as many friends in the market with property owners as humanly possible How do you make friends of property owners? Well, you have to talk to them and you have to make friends with them And so you can do that through social you can make video You could they can they can you can get war you can warm them up to you before you talk to them You know they can they can you know, you can have advertisements where they're calling in you've got Zillow Leads of sellers you got there's things But there again all those things you can do YouTube videos all those things you're kind of like putting in work And then waiting for people to reach out to you Versus let me just call the exact person. I want to list their property right now And create that relationship and do that over and over and over and over again now So yes, it is the fastest way To get the most listings. Yes Got it and with that do you just follow up with them email them and Just kind of stay in front of them as much as humanly possible Exactly, man. So what you want to do is you want to talk to them, right? Follow my scripts watch the videos of me making calls create that great first impression and then weekly email forever Same day of the week forever, right? They never forget who you are man. They got that great first impression They never forget you and if you end up doing a deal with them in the deal You you you like went over the top to make that transaction super smooth And there wasn't any hiccups when there was problems you took care of it immediately and all that stuff They're never going to use another agent and then the weekly email continues to be that Foundation of re-engagement Right where they just Never forget you. Mm-hmm. You have to create it every week So so what am I talking about here guys like a lot of Coaches and trainers will sell you the dream Right sell you the dream. I'm not gonna sell you the dream. I'm gonna tell you that you got to go work You got to put work in on the phone You're gonna go build your own email and why am I telling you all this because that's what I do So that's what I do. That's what I did. Oh, I'm not here to sell anybody a dream To sell you a course to sell you a coaching program I'm here to tell you what you need to do over the next three to five years to crush it Awesome, and I really appreciate your time. Thank you for having me on here Interesting. I just clicked on a link and I'm in front of Ricky. There you go, bro Hey enjoyed it, man. We'll talk to you soon. Hit me up. Thank you very much. I'll talk to you the same touch All right, but hey, I see you guys in the waiting room. Give me a second I want to look at the comments real quick and just see If there's any quick little questions I can pop real quick Let's say Let's see oh in two. Yeah, I'm gonna be I'm gonna put this link here Just about my events coming up zero to diamond com Events I'm gonna be in Chicago Hollywood Fort Lauderdale also working on Nashville Denver Orlando Lexington Sacramento Richmond Looking forward to seeing everybody Let's see any tips to a paper Sierra. Yeah, okay Let's see any tips to a paper Sierra. I'm tried digital but getting clients from too many directions Facebook text calls emails TikTok I would say collect all that data and put it all in a I use constant contacts to send my weekly email Have one place it's like your main place where like everything goes and you know, that's kind of your main thing Eddie says I'm calling G leads now a couple days a lot of voicemails and hang ups I'm fine with it as long as I keep dialing people that What it matters to me. I listen to you whatever you say and do okay. I thought it was gonna be a question way to go Eddie What do I recommend to be organized I'm all over that's such a crazy question because everybody has that problem including me So again, try to keep it very simple everything in one spot. That's why I like that's why I like constant contacts and not a CRM The CRM that does all this Automation on the back end. I'm I like simple where I know exactly what my clients are getting Every week and everything's in one spot Also, here's my organization Look like this is my daily schedule. This is like all my notes for the day. This is everything that I'm doing You know appointments Prospects all that good stuff One second guys in the waiting room Just want to make sure there's no no Crazy questions. I want to address right this second What do I say to buyers I haven't talked to in three to six months I would call them up and I would say Hey, how you doing? How's it been? Do you remember me? And all that stuff and say listen I don't remember exactly how we left it three to six months ago But I wanted to call make sure you weren't waiting on me for anything or that I'm not leaving you hanging in any kind of way Right. I'm gonna say that I don't I just want I'm just calling to see how you're doing to see if there's see if you need anything I don't want to leave you hanging in any kind of way Almost to the end of the comments, okay How can you avoid commission breath being a being a year in the business with no deals yet? By getting a job by having a job that takes care of your bills So now your bills are taken care of and now you don't have commission breath and then learn to be patient and just Grind it out try to help people If you don't have 10,000 hours, then the road will be long All right, all right, all right cool The The chat is off the chain. I can't even can't even see all the comments there So let me just get Chris. How do you spread out it crystal? Okay, crystal. I thought I didn't know if it was crystal or Shrushed why you never know How are you doing Christ? Oh, I'm doing well. Thank you so much for having me Yeah, thank you. Thank you even more for what you're doing for the real estate community It means a lot to me. So I know it means a lot to everyone else. I mean, it's it's a beautiful thing that you're doing No, I'll do it coaching. Thank you. Thank you. Okay, so I've had my real estate license for quite some time now But I've always worked a full-time job. I work on a job. Honestly that I really don't want to do Much rather be selling real estate, right? So I've had this on again and off again career and so now I want to restart my career, but I'm a little stuck in The steps that I should take well this morning. I came across your the phone calling kind of a The challenge that you had so the second call one with Aiden and then the other guy from Texas And then it was just like ding ding ding this light went off, right? Because that's what I do I work on phones. I'm great at what I do when I'm working for someone else. And so I Can't believe all of this time. I haven't been doing phone prospecting, right? And so I've committed to doing that But I'm not sure about Where the leads come from so I mean, can you speak on that or give me some Where the leads come from that you're gonna call. Yeah Yeah, yeah, yeah, so You know zero diamond calm. There's a there's courses, right? So I have circle prospecting course expired course 60-day challenge Social media All that stuff, right? It's it's free and like it's not even like long. It's real short each course is real short And it's like here's what you do. Here's where you get the phone numbers. Here's how you do this Here's the scripts. Here's videos of me making calls. Boom. Go do it It's really one two three punch because again, it's free. So I don't have to try to create this long dramatic Course for you guys. I can just say here. Here's how you do it But you're gonna use red X is right the best I found Okay, so you can get a red X discount calm Okay, to get it to get a discount and get geo leads That's where you can pick any subdivision and get all the phone numbers for all the all the owners in the subdivision You call them and then you you know you work with them, right? Those are leads to meet to me Those are leads, right? So like you got Zillow and you know realtor.com and You know Facebook leads and all this stuff To me those are the same to me those are all exactly the same as just calling property owners in your market It's the exact same thing to me exactly the exact same conversation. It's the exact same tone. It's the exact same results That's just my that's just my opinion. Okay. Now if you If I had let's say two thousand dollars to invest, how would how would you suggest I spend that? Um Well Red X will cost you like around 500 bucks a month to get geo leads plus expired plus A multi-line dialer and add builder That's all you need honestly $500 a month. Yeah Okay, I don't have that right now $2,000 I do. Oh, so you say start invest the two thousand I get it Okay, so so so here's the thing for for $500 a month, right? You get 7500 property owners of your choice 7500 Okay, you have a 10% You have a 10% pickup rate that's 750 people that you talk to if you dialed all 7500. Okay, you can do that with the multi-line dialer So let's say you call half of them. That's 300 people you talked to Okay, 300 property owners of your choice that you talked to for 500 bucks, right? That's not even so with expired you can go back 10 years worth. Let's take it expireds off the off the table, right? Let's just get geo leads. Hell. Let's just get regular geo leads regular geo leads are 60 bucks multi-line dollars like 120 or something so we're talking a hundred and 70 bucks and I believe you get 2,500 a month with regular geo leads for for for like for like a hundred and seventy bucks a month you could have 2,500 call all 2,500 in the month You're gonna talk to 250 property owners of your choice. Let's say those numbers are bad. Let's say let's say it's worse than that Let's say you talked to 200. Okay, you talked to 200. Let's say let's say half of them You have a great conversation with that's a hundred Okay, you talked to a hundred and had a great conversation for a hundred and seventy bucks Mm-hmm, right that is what what is that? That's a that's a dollar seventy a dollar seventy per Great conversation with the exact property owner. You want to do business with okay? Okay, that sounds great I don't know. I wasn't thinking That's why I needed you we have to think like okay Zilla leads cost what a hundred bucks 200 bucks Why didn't even know if Zilla leads worked and then there's so much chatter out Zilla leads do work Zilla being the competition and Zilla leads do work and Zilla is not the competition. They've helped us in the industry, right? so I used to have to Take a buyer and they call me with criteria that they want to buy and then I have to go look that criteria up on on MLS send them a list of property. I got to keep my eye on the market, right? And I got to send them stuff They got to take the list I send them and narrow it down to the houses They want to see they send that back to me we go back and forth now All those hours are used to spend on every client to help them find a house I spend zero hours because they look at all the houses on Zillow and then they call me and just say hey I want to see these houses and And it literally Zillow created a situation where now I sell more houses in less time way less time It's the same thing that's going to happen with AI and chat GPT and all this stuff going on there It's just going to make our lives easier where we're more efficient. We can do more in less time We can sell more properties in less time. There's no way I could sell a hundred deals a hundred houses a year Like I did for so long without a MLS MLS was the greatest thing that ever happened to you know, US agents, but also Zillow I mean it like it cut my cut the time that I was spending closing buyers in half right so Competition they're helping us right they're cutting the time that we suspend on buyers in half But yeah, no Zillow leads work, right? But here's the thing Zillow they're sending you a random person in your markets contact information that might want to buy or sell, right? And they're they're giving that to you for whatever, you know hundred dollars two hundred thirty five percent referral fee. I don't know But That's a random person in your markets contact information that might buy or sell for let's just say a hundred bucks versus The exact property owner you want to do business with a great conversation with that person for a dollar fifty Right, but what's the difference the difference is that you got to work for the dollar fifty ones You got to sit down and call all the people go through all the bad numbers talk get to the conversations It takes a lot more sweat equity and that's the part people don't want to do That's why Zillow is still around because agents don't want to put in sweat equity So they'd rather just pay for a lead so they don't have to go work for a lead just falls in their lap I don't know. Okay. It works. It's just too expensive Yeah, it's the same lead Zillow lead and red X lead same lead same lead Same lead. It's just a person in the market the difference is as I get to choose the person over here, right and and I can just call them instead of waiting for Zillow to send me a lead of Somebody that wants to rent a house like I I did Zillow for a second control when Zillow opened up I did it for six months. I did a six month contract and canceled it as soon as it was over and then My dad had a salesman call him and dad was like, let's do this again This was last year or the year before or something. We did it for six months and we immediately cancelled and the guy was like The guy Zillow was like, oh, it's different now. You know, it's we We screened the leads and all this stuff and We would get leads and like they're like people wanting to rent houses and you know Nuts. Mm-hmm. Okay. Well, thank you. I appreciate your time. I hope this helps someone else Hey, you know what? I'll tell you just like I'm on tell the rest of the people right now There's a zoom room. It's if you go to Shane's zoom room calm Mm-hmm Like there's a group of agents there that make calls all day every day You could literally go in there and collaborate. There's people in there helping people with their scripts You know what I mean Shane's zoom room calm. I got it. Thank you. See ya. All right. Thank you. Bye. Good to see you Thank you Tony Hey there. Hi. How you doing, bro? Good actually, I wasn't even expecting to to get on here, but I'll take it How you doing good, bro? How you doing? Oh, oh good man. First off, thanks a lot for You know, just everything you do for this community. I'm just blown away. I'm so happy. I found you I'm glad bro. Yeah, I Guess since I'm here, I just got a quick question, you know, I'm I knew we're back in the business I was for in production many years ago and I had to step away and I've recently Came back into the business and you know, I'm I'm hitting it as hard as I can right now And one of the things I'm doing I don't have a lot of buyer leads I'm taking, you know, what I can from Ops City when it comes in and I got a Guy I work with in my office who shared some some older leads that I've been calling on for, you know buyers But what I've done is I went through I have an account with batch leads and I went and I pulled an skip trace list there of homeowners to just start, you know, banging the phones and calling them and You know trying to dig up some some potential listings if not right away, then maybe down the road I've had some success with that, but I'm just wondering sometimes if I've if I've set the parameters correctly for you know Getting potentially and I know every situation is different, but I'm just curious what you might recommend if someone's gonna, you know Spend spend a few bucks to pull a skip trace list. What parameters would you think are our best to? To set to pull that kind of list. So if I've set it for a certain zip code for example, yeah I'm just wanting just houses and subdivisions or on streets That I want to sell Uh-huh. That's real basic I mean, are you getting into is the question you're asking more geared towards the micro level of how long they own the house and stuff Like that. Yes, sir. Like I'm talking about, you know, like years in the property Maybe the maybe how much how much equity they have there zero. I Wouldn't do any parameters there. Oh really? Yeah, absolutely none Why is that why would I? Well, my thinking was that you know, okay If I if I'm looking for someone who has maybe 30 40% equity and they've been in the house for 10 plus years Maybe that's someone who's a little bit more likely to to to look to sell or maybe I wouldn't why wouldn't a person that bought yesterday Want to buy another house tomorrow? Well, I would only think that if someone bought yesterday They they probably ended a Well, not literally yesterday, but within the last, you know year, they probably have a 3% Rate on their mortgage investing properties That's possible. They don't know people that might want to buy or sell that could refer to you Sure, I'm trying to create relationships Tony with every single person in my market, right? You know how fast time goes by like do you have do you have kids? I Do how old are they six? Okay, so do you remember when they were born? Oh, yeah, okay, how how long ago does that seem? Couple days ago. Okay. Okay. So when per somebody lives in a house for six years that you feel like happen in a split second Right if you create the relationship with that person now that bought the house within the last year I know what you're thinking you're thinking sell the house that they're in what I'm thinking is them invest in another house and if not Then six years that goes by like that will happen like that and and that that whole five years because they bought it a year ago Plus six plus minus six is five then I've created that five-year relationship with them They're gonna use me when the time comes see guys the thing is is I'm trying to build a Career see what the strategy you're talking about is how do I sell the most properties this year? And what I'm saying is is I'm gonna build my 30 year career Something of the people that bought this year They're gonna buy and sell tons of stuff probably do a good I mean on average how many transactions you think somebody would do over a 30 year period say they bought a house this year Over the next 30 years. They're gonna sell that buy another one. That's two Maybe refer three or four people Now the way that I see it is that every relationship I put in place is worth 10 to 20 deals to me over the life of my career Okay, so what I'm trying to do Tony is stack those 10 to 20, right? Okay, I talked to you you don't want to buy or sell today, but I know that that's 10 to 20 deals over the next 30 years Okay, the next one says I'm not ready, but I like you a lot I want to use you when you decide when I think I want to buy or sell I'm gonna call you Ricky great I know I just did 10 to 20 deals over the life of my career because when they do call me Because they've been getting my weekly email every single week that I'm gonna treat them like family. They're never gonna use another agent Right then the third person I talked to says, you know what? I am ready and I like the way you're talking Let's go ahead and do a deal today. And so I'm so focused on The macro growth of my entire career versus the micro growth of this year But you know what's cool when I do that I not only build this massive business long term but I built a really incredible short-term business because the people see how I'm talking to because My first thing is is what do you want to do today? You know like what are you doing today? And how can I help you? You know, I'm trying to get to the bottom of do they want to do a deal today or not That's like step one for me. Do you have an agent you're working with? What can I do here? I'm thinking what can I do here to help this person through whatever they're trying to do but I'm not trying to because like I feel like people that segregate out people that own for less than three years and have this much equity and all that Stuff I feel like you're missing some major Business because there's people in there that bought in the last year That got to sell they bought in within a year and they need to get out because they got in trouble Maybe they got relocated. Maybe something happened There's a lot of people that bought in the last year that guess what own big commercial properties Right and you end up doing you know how many commercial deals? I did of land deals around hospitals and stuff of people when I was cold calling Gulffront property owners. I did I did apartment deals. I did land deals I did development deals all from people that I met through cold calling condos on the beach That only owned for like three months And I created friendships with them figure out what they wanted to do and they allowed me to represent them on these big land Deals development deals apartment complexes. I did so many deals like that. You know what I mean? So don't cut yourself short is my advice. Okay. Thank you Yeah, man, hey keep crushing it. Where are you by the way San Francisco? Yeah, cool, man. Yeah Hey, I hope to be out there someday. So looking forward to meeting you. Absolutely 100% look forward to it. Be good, bro Sean exp you're gonna have to unmute man. We have to teach you how to use this high-end technology Can I hear you? You were just a talking head. It's all you are Unmuting now. We're good. We go and we're good Good. Hey, I actually appreciated this. I was I'm I was Jamming through my KV core and trying to figure all these squeeze pages out in the adx I got I was I was back in the business in 2010 and and then got out My wife and I we moved to California. It's called bunch stuff And then came back here started my own business COVID crushed the business. So I thought, you know, I'm gonna go back into real estate why not, you know, I'm gonna do it and It was really one of those things that I Didn't make that decision till about eight months ago started doing the testing. So I got in and like August I think is when I got in and it was just like what it, you know, obviously just was not the same market and I'm I'm pretty savvy with video and stuff, you know So I can make my own little clips and stuff and you know, I was telling my friend this morning I said if I get one more person saying, hey, man, I love seeing your stuff on social media I'm just gonna scream because it's like You know, it's not it hasn't converted anything yet. So, you know, I kind of slow rolled in September October October went to the big EXP convention and stuff I've got a few clients right now that are like Excited but not interested. So that was kind of my long way of just kind of laying the foundation for where I am I mean, I'm hungry. I'm excited but you know, it's like that that money that I had set aside to to, you know, to give myself that window starting to shrink and so My I was just I was listening you talk to some people. I thought, you know what? I'm gonna say Ricky This is the coach me right now. What would you do tomorrow if you were me? What would you do today right now? Should I get up and leave this conversation right now and go somewhere else? What would you do? Like I would study my MLS every single day, right the hot sheet. I would understand the new listings coming in I would look at closed sales pinning expires I would just glance at that every single day so that I could slowly become a market expert really overnight Then I want to pick out some subdivisions I really want to zero in on and really learn them from front to back go Look at all the active listings firsthand walk through the houses Talk to agents that have sold in those subdivisions and stuff and then I'm gonna call all the owners I'm gonna hit them with everything direct mail social media phone calls I'm gonna if I can get into if I can do some open houses in that subdivision I'm really gonna crush that subdivision and really milk it for everything I can Until I've just completely Exhausted that subdivision. I'm gonna do the same thing to the next one And then we go from subdivision a subdivision a subdivision just absolutely just Expanding my footprint because I'm gonna pick up a few friends in this subdivision a few friends in that subdivision a few friends in That subdivision right and I'm gonna keep on going until I've got a good 5,000 people in my market that own property that I want to sell that are friends with me And that'll take me a good five years to do that. But again, I'm not trying. I'm not going to sell anyone the dream Right, this is not the dream The dream is the dream is after you've put that work in for a decade or two Yeah You've got a database big enough to rely on for past clients referrals and referrals over furls whereas these people aren't They're not interviewing three agents. They're calling you they're calling one agent, right? And that's the dream to get to that part of your career But it there's so much bearer of entry to get to that part of your career They might as well not even talk about it. You know what I mean, right? It's so true So I would study my MLS every day, right? I would I would absolutely crush each subdivision one at a time studying the history studying Every little thing about it calling all the owners. So when you say the MLS just so I can kind of get conceptually So when you're what what is that that? What's that information you're trying to glean? I mean, obviously than the obvious You're going deeper you're talking about talking about just the general market the hot sheet and stuff Okay, I'm going to the hot sheet I'm just looking at new listings glancing through them seeing if anything sticks out when you do this You're gonna see listings that you may have buyers for and you're like, oh man Look, this might be good for so-and-so and you send it to them Or you're also gonna see things come up in subdivisions and condo complexes that you represent that you represented a buyer That's already in there that owns in there and you're gonna say man, that's cool something popped up in there I'm gonna send this to them and check on them see how he's doing, you know Reminds you to call certain clients and stuff but not only that you become very Hands-on with the market. You've kind of got your pulse on the market really closely and when people start asking you about the market It's good. You're gonna spit stuff off the top of your head. I remember when I was doing this Right when I was at the top of my game like in my market like in in it People would say, oh, well, what about this building? I'm like, oh, there's for sale in there Arranging why I could just say all the stuff off top of my head because I'm watching the hot sheet every day I see the listings as they come on. I see the same listings go under contract in a week or two You know, when they close at whatever price I just when you when you're looking at that every day You just subconsciously become like one of them, you know, major market experts of the area really quickly So you become this market expert. Okay, then you're dominating each subdivision You're you're spending all morning calling on the phone making calls having conversations at a very high frequency And then all afternoon you're doing your marketing whether that's written word SEO blog Making videos emails direct mail handwritten letters, whatever your marketing strategy is you're gonna implement that in the afternoon It's real simple stuff, bro so when you're calling when you're calling because I I've talked to a couple of people who've done it and Obviously, I'm I'm not afraid of the phones But that's back when I was you know selling mortgages and stuff and calling people at dinnertime when you say, you know banging and clanging, you know in the mornings Like a what's a good number like how many people you call it to what are you talking about? I mean, they're like Scripps like I mean, we're just gonna pretend. I'm at ground zero here because I am right so Yeah So the the all my scripts around zero diamond calm. There's everything's totally free. You just go there You're really new to me. I'm like I said, I've just kind of I stumbled across yet I was like I heard I don't know I think somebody else who a friend of mine was watching you and so I kind of was like, okay I'm gonna see what he's watching. So so I got tons of courses there. They're all totally free you can go there and download everything the scripts how to get numbers videos of me making calls the whole nine yards But but when I'm calling right I'm Seeing if it's who I'm supposed to be talking to you right like mr. Johnson, right? Let's do a role-play, right? So you're your property owner ring ring ring. Yeah, hello. Hey Sean Hi, who's this? Hey? Hey Sean Ricky Caruth here, whatever real estate in whatever area. How you doing today? I'm good Cool, man. Me too. I'm enjoying the day. Isn't it gorgeous out there? Yeah, it's pretty nice. How'd you get my number? Oh I found it online somewhere. Listen, I didn't want to take up too much of your time But there was a house right around the corner from you that just sold just calling to see if there's anything in the world I could do for you today No, I'm good. Thanks. Cool. Cool. Cool. Is there an agent that you would work with if you were to do something? No, we've lived here for a while. We're good Gotcha, man. Cool. Well, listen, I'm sure at some point the next five or ten years Let's say I'm sure you're probably gonna buy or sell a piece of real estate. I would imagine, right? Yeah, I suppose. Yeah, I guess. I don't know. Oh, listen. Hey, I'm just here to help I'd love the opportunity to work with you when that day comes. Would it be hard if I just stayed in touch with you? Sure. Yeah, I guess What's a good email? Okay All right. Cool. Is this your cell phone number? Great. Well, listen, man It's been good to meet you get to know you for just a sec. If you need anything in the world whatsoever I'm gonna stay in touch with you via email. So I'm just again, I'm just right down the road, by the way I'm like right down the road. I'm a phone call away If you need something like you need help moving a piece of furniture, you give old Rick a shout I'll tell everybody I said hey and we will talk to you soon Okay All right, and then and then you're just adding that to your database and just and trickling them, I guess Exactly. And so that's kind of a script. I mean so that's the script but What what ends up happening is is you end up You end up, you know Relating with something you find some common ground and normally you get into conversations that spiral into just different areas of the Conversation, but it all kind of comes back to the same place But yeah, like and the ones that are kind of standoffish like like like you were Doesn't bother me at all. I mean, I'm just like they're just they have their block up Kind of like okay here you call me and I'm just here to say hey I'm nope. Nope, you know, like they're I'm safe. I'm a safe person. I'm not trying to give you to do anything Right or anything like that. I'm just using your property. This is what I'm doing I'm using your property as an excuse to see if I can get into a conversation and get to know you that is it I I have zero expectations if they're gonna buy if they're gonna sell I don't care about any of that whatsoever Again, the number one reason why people choose a real estate agent is because they had a friend in the business that with a great Reputation so I want to be that friend in the business with a great reputation That way it can be that friend in the business the great reputation is if I call and talk to them and create that friendship, right? and then have a great reputation so Okay me at that point. It's It's time to get after because once I realized that This is the name of the game. How many property owners can I talk to? Yeah, then game over and that's what it was I did this until I was selling a hundred properties a year and I didn't care about anything else So basically your method was just that you're started your morning off. Just just dialing and not really I want to organize my business at eight o'clock I really schedule my day on a on a legal pad and then I want to study MLS for a good 15 minutes and really wrap my head around What's happening new in the market? Okay from yesterday and then I want to start thinking about who I'm gonna call about 830 and really Get all my ducks in a row with the numbers and the dialer and scripts and you know data that I need for the calls And then by 9 o'clock. I'm dialing 9 to 12 So I don't care how many numbers I dial what I care about is how many hours I dialed So like I may have a three-hour session where I call 100 dials and talk to you know, five of them talked talked to me for 30 minutes apiece. Yeah, and then the next day I may dial You know, I may dial 250 numbers where I had only one person that talked to me for 20 minutes, right? So I can't I can't dictate day-to-day, right? How many people are gonna pick up? How many people are gonna want to talk for a while? You know, good good call sessions back. I I can't you know, right? Predict that part. So I don't care how many dollars I make what I care is is That I was on the phone for those three hours that I dedicated to my business to do, you know Now if all of this is on the the zero-to-diamond then so because I'm kind of clueless to all this I've got some great people who've mentored me. I know you probably know how exp works I've got some great people who have mentored me but the the downside I guess to My mentors is they are all they've been it just forever. And so they've got such a great database I've got such a network that that um, you know They're not dialing they're not even doing social media for that matter They just kind of live in that database that they have and so right I'm I'm like, hey What do I do and they're like you're really good at social media. I'm like that's so great I guess I don't care Because it's good you get a lot of people who see your face and I think Facebook gave me thirty one dollars last month And I'm like, yeah, what you have to do with social media bros You have to engage with other people's you have to use it like a social media platform Which means you need to look up people that are in your area and follow them Message them like a comment under their post try to get them to engage back in the DM or something like that Have a really clear bio that shows, you know, who you are what you do, you know Where you're at a lot of real estate agents in their bio. I can't even tell what market they're in You know what I mean, it just says real estate agent. I'm like, well, where are you? I can't really tell right you need to have it really clear Where you are what you're doing and that way when they go there about when they go to your bio They know exactly who you are and what you're doing. Yeah, so But you need to you need to be engaging and try to create those back and forth Yeah, you know and then that could go to the same place like how you doing, you know, enjoying the day Yeah, you know, you know, I sell real estate, you know something I could do for you, you know, great You have an agent you might work with. Okay, cool. You know, can I stay in touch? Great. What's a good email? It's all the same stuff, right? No, that's awesome. Hey, I appreciate it I will go I will go check it out. Like I said, I'm looking for that that strategy I can just kind of start lining up my day and you know, I I mean my I firmly believe if I if I find kind of a Rhythm and stick to it eventually it's gonna pan out. I just I Really hard time finding my rhythm, which is kind of weird for me Jonathan Hey, how's it going? Hey, bud. I'm gonna let you talk to Shawn for a second. My wife just walked in. I'll be right I'll be right back. I'm gonna get with you All right. Thank you Hey, how's it going Shawn? It's good man. How are you? I'll survive him. You're survival. Hey, that's good. That's a bit I'm not dead. So I guess, you know, I that's a reason to smile You wake up in the sun any day of up ground is a good day. I don't understand that one But I think I think I get it. So that's yeah, I thought there were some good questions. You asked Ricky I had a couple of those so that you answered for me. So I didn't have to ask him What market are you I mean, I mean, well, I live in Maple Valley, Washington South of Seattle. So we're not, you know, when people say we're in Seattle, it's kind of this no more We're about 30 minutes shy. All right, y'all get to know each other pretty good. Yeah. No, we're good He's gonna come visit us and in Maple Valley in Seattle where you come to Florida. Oh So Jonathan man, what's going on with you, bro? What can I do to help you? I guess What would be helpful for me is kind of like a blueprint of what actions I should take coming up because I kind of ran into a Situation where I had to take that step back from real estate, you know, I've been following you for a couple of years And I do got your phone number But I know I've kind of been dealing with my own stuff. So I just didn't reach out But I figured I'd hop on here. I Recently moved across the country out to Florida. I just got my license and my current hang up is I just don't have the money to get my Get in with an association at the moment So I'm just I started a new job as a yacht technician. So I'm saving up money for that. And so basically Now that I got you caught up. I Was wondering what actions I could take because I work from eight to five and so I'm just not sure What I could be doing outside of like working the internet and studying the market Because I do have a Facebook page that I've been kept active active and I've been studying Zillow and whatnot until I get MLX access So I just don't what could I do until I can actually get into an association Gotcha man. So like you've got your license Yeah, it's an inactive license because I'm not with the brokerage yet for an association So it's so it's inactive right now Yes, and then no association. So it was active. You did have the association and everything and then But you had to take a step back and you let it lapse and it's inactive and you took a step back from MLS, right? No, so I started following you when I lived in Arizona and I got licensed out there and I got in my own head I was thinking well Why would I put in all this effort with real estate if I know I'm moving across the country? so I just didn't put in effort and So I just got licensed in Florida and I just don't yet have enough money to get into the association So and I'm trying to hop on with exp and they want me to have an association first Okay, so but back where you were that license is inactive or it's still active It's now inactive. Yes Okay, okay. I got it man. So I'm in the Fort Lauderdale, Florida area now Okay, cool All right, so basically you you you're basically got you know, Rob. Why did you move to Florida by the way? I? got other Goals I want to have my own Large sailboat and take people on private cruises and whatnot and what's a better place in Florida to do something like that? Down here and so the sailboat business that would be your business your boat your business Yes, okay There's like another business. I don't yet know how in depth. I want to go with it outside of like oh every now and then you know So there's a couple things going on here man There's the you've been basically brought back to rock bottom you move to Florida to start another business and You kind of need like a foundational bottom to build the building blocks of your career To build it up to a place where you don't get knocked down again, right? Yeah, because right now You know I Made a couple bad decisions on moving out here I should have saved a little bit more and I had a small chunk of change when I moved out here But as I was job hunting and whatnot I kind of ran that dry and so now I Living out of my truck right now in this area trying to get my life set up and whatnot But I still have free time after work. So I want to utilize that free time instead of just Sitting here. Oh, I'm not doing anything about my situation Yeah, no, I understand bro. So but there's two things here There's there's your your foundationally at the bottom and you want to build the building blocks to kind of build a career, right? But then yeah for me when I look at the situation, you're also kind of want to build this other business Right. So you got two businesses and honestly, man, you can't build two businesses Right, you got to focus on one business at a time. So I think focus on real estate first, right? And and you moved to Florida primarily to do the Selva business Yes To be in that right area because I intend to live here and I figure Well, if real estate's a long-term type of business, I should be living in the area. I intend to actually stay Looking back. Do you think that was a good idea or bad idea? I Think I should have saved up a little bit more and get things more squared away over here before making that transition such as But then you would have had to start over again Even if you were to save it up a lot, right? You'd have to start over again in your real estate business in Florida Right. I think here's where's what I think the big picture would have been right for this If I could have like got a hold of you long before all this, right? I think I would have said where was you Arizona Phoenix? Yes, I would have Having any business at all, so right but I was I would well, I guess it didn't matter if you're starting over anyway I Don't know about that part then but here here's what you should do, right? You should solely focus on Real estate number one, but what's your what's your eight to five job? I'm a yacht technician Okay, cool. So the first thing I have to know right to help you is is What hours throughout the week on what days are you going to dedicate 100% to your real estate business? So Kind of what I was thinking is for right now Get my association and brokerage dues taken care of so I can legally practice everything and Study up on the market as much as I No, no, no, no, no, no, no, no, no, no, no, no, no. I'm asking you just as simple What hours on what days are you going to dedicate to a hundred percent building your real estate business? I Was thinking about an hour during the week that way I still have time to do like dinner and shower and stuff and then on the weekends I'd like to spend do half of the day like in the morning Okay, so you're talking about an hour each day Monday through Friday Yeah, Monday through Friday and then four hours on the weekends Because I'm trying to get a second job so I can get out of living in my truck. Okay Monday through Friday. Okay. Well, okay So here we go second job, right? What could that be? Serving tables Uber you could be doing Uber Eats. Can you do that in your truck? I Can't do Uber Eats. I've been doing it, but I guess it's so expensive. It's not profitable for me So I'm looking for more like a just like a buzzer thing Something like that. Yeah. Yeah There's something easy dude. Got it. You know, you know when I left the business in 2008 Not 2008 I got back in the business 2008 when I when I got back when I left the business in 2005 I didn't do real estate at all. You know, like I was totally out and I was in two jobs. I was serving tables All day. I mean I was roofing all day and then serving tables at night and I would get up and do it again And so I didn't do real estate at all. I completely stepped out of the business. I kept my license active I kept MLS But I didn't do real estate whatsoever and then I got the job on the oil rig where I was working every other week And I thought great every other week. I can do real estate and then work in the oil rig a week and then do real estate Every other week, but that didn't work out because I was it took me about Four days to recover from the oil rig by the time I was like recovered It was time to go back on the rig and I couldn't really do anything during that time. So literally from 05 to like Beginning of 2008. I didn't do any real estate. I didn't spend any time in real estate whatsoever I spent my time reading I'm doing self-development. I read a hundred books During that time because just that was my thing. I wanted to get better as a person. So do you read? I Do a lot of audiobooks because I had been doing like Uber Eats. So anytime I Was driving I was listening or whenever I'm doing something on a boat that is just me and it's kind of Don't need my brain. I throw on an audiobook. So I've listened to Almost all of the rich dad books Robert Kiyosaki And some Tony Robbins some of his books Was it richest man in Babylon and some some other financial and self-improvement type of books I think there's a couple things man for you Number one is is Don't give up Like even if you don't do real estate at all right now and you get a second job And like you're just trying to survive and get to where you're renting a place and all that that's fine If you if you have to step completely out of real estate for a second That's fine, but just know that you're not gonna give up and that once you get on your feet You're going to start inching your way back into real estate, right? You know that the back of your head you're going to come back strong and you're gonna learn lessons from this Second thing is is it's like it seems like any off-time you have you should be looking for that second job rather than doing real estate honestly, right So that's one thing but Secondly like is that your path right now like step one get your license active. That's what you're trying to do Yeah, just because I personally feel weird about trying to push out Anything real estate until I'm 100% legal because I don't want to get in a situation where I got someone That's like ready to go and I can't do anything Here's what you have to do. All right, so spend any time that you're spending on real estate working towards getting your license activated Okay, you get past that threshold then you'll go to the next step, which is what making phone calls like a like a wild man Okay, that's what I want to do once I'm active is make us That's all you need to be doing or door knocking right but making phone calls talking to property owners Don't even worry about anything else. It's been all your time talking to property owners, but I Think you have a long journey here, right from moving from your truck to a second job to a place to live to an active Real estate agent to calling people to work in your way up. You've got a long journey This is gonna take years and years. I can go ahead and tell you Why do I know that because I did exactly what you're talking about but What you should do is as you get this second job Figure out like look at your schedule every week and go ahead and see if you can fit some real estate in there somewhere Like if you're doing your second job and that second job is working four nights a week and you've got one night You may want to rest that one night or that one afternoon But if you can if you can throw an hour in there of calls or whatever and then on the weekends You know like Saturday morning do a four-hour call session every Saturday that might even be your thing Getting your license and then doing doing a four a four-hour call session every Saturday That's just your thing you just do a four-hour call session every Saturday and then whatever happens happens You're not looking for like any kind of like million dollar thing in the next six months to a year You just want to continue slowly building your book of business up to the point where We know that if you don't give up, bro And you keep moving forward and you keep inching up and you're doing the weekly email and you're making the calls that you will eventually Get there where you're making enough money in real estate to go full-time That's a fact yeah, that was Sort of my plan was I have this job this job pays pretty well, but still not quite enough to get me out of my truck Yeah, so I wanted to get the second job on the weekend work in night times That way I leave my morning on the weekends for real estate specifically and then During the week. I don't you Take on the second job. That's where I wanted to do that little bit of real estate in the afternoon Yeah, and then just after I got into a place I could save up more give myself that cushion and just keep working until Eventually I get rid of the second job and go full-time on real estate on the weekend doing phone call sessions and open houses and then After I actually get under contract and sold with the house then possibly go full-time That was kind of my thought process. That's a perfect thought process man stick to the plan and execute What can I do what can I do to help you as I just didn't know if that was a good plan or It's a great plan Just stay the course to it We're I see a lot of stuff in the comments We're rooting for you, bro So keep me informed on how it's going DM me on Instagram right now so that can see what profile you are and keep up with you All right. Yeah. Well, I don't have a business Instagram I could do that, but I got your personal phone number. I could shoot you a text Okay, that might not be it. All right See bro. Thank you to really to hear that that's actually a good plan because I wasn't so sure and I figured you probably Have some insight onto that You're you're the exact person I'm talking about that's in this boat in the market where people are struggling getting out of the business and stuff like that and And so This is this is like this is this exactly what happened to me, you know what I mean? And the day it was that I was sleeping in my car and I was working every single day I never missed a day of work You know what I mean? Yeah, and that's exactly where I'm at right now Just working working working work work work and you'll work your way right out of that hole man Just be a little bit, you know, this time around try to be a little bit Smarter about each move you make, you know what I mean? So you don't get back in the same situation Yeah, I mean, that's why I've read so many more financial books recently because I was like obviously I screwed something up So I just dug into that to figure out what I did But but maybe not because I went through the same thing And I ended up all right I Think I think everybody goes through something similar is what I'm saying. I don't think that you went down the wrong path I think that this is the path That makes sense. Yeah, I get that I mean Steve Harvey had to live out of his truck for like three years I think a couple of years or something a lot of people did man a Lot of really incredibly successful people were broke homeless bankrupt in their life So Well, thank you for your time. I really appreciate it. I don't really have any other questions for you So I guess I'll just keep grinding Keep grinding dude and keep us informed Absolutely. Thank you, bro Dude was cool as anything. Let me man We are hoping you the best bro Can't wait to see you shine and man because you are I feel like I just feel like You're gonna go you're gonna go places, man. I don't know why I just have that feeling All right, let's see Candice Hi, I didn't really have a question. I'm just watching and enjoying Okay, you hit the link and stuff cool. Good to see you got it. You don't have any questions No, what I've gathered from all of this hold on. I'm gonna move to a different room is basically Stop making excuses and get shit done That's basically Yeah, and that Exactly exactly like the first guy was talking about didn't want to call people because They're they're mad because they think that he's annoying them or bothering them Because they don't want to sell their house. It's like who cares That's not why you're calling You're gonna not all because you're worried what somebody thinks on the other end Here's the here's the punchline The fact that you're calling to help someone should put you in a mindset that you don't care what they think about you Whereas if you call them and they say, oh, well, you're just why are you calling me? And I can't believe you're calling me and all this stuff in the back of your mind You're like well, I'm just trying to help you so I don't care if you what you think about me I know why I'm here. So you can say whatever you want to but that doesn't change the fact that I'm here to see if there's something I could do to help you You know what I mean, and I'm not gonna stop calling people right because I want to help the most people that I possibly can One thing I was gonna ask now that I'm on is so when you were doing the cop like the call role play and I'm assuming you get some people that won't give you their email. Was that correct? Yeah. Yeah So do you just say, okay? Well, I have your number. Are you okay if I just keep keep in touch? I'll never call them Okay, email is my email is my system You know, that's that's how I scale if my business is predicated on a non scalable activity You know call them the first time to collect their email to put them in a database to send weekly emails to Scalable because I accumulate relationships that way where I can build that to five ten thousand people and You know have a really amazing business But if my game plan if my system is to call people every year or whatever I can't scale that because I can't I can I can spend the same 30 minutes on an email For that goes out to 50 people as it would if it were 5,000 people So that's a scalable activity versus if I'm staying in touch visa via calling I can't if I if I have five people I'm calling that's fine But if I have even 50 or 500, I can't call all those people to stay in touch So I don't play that game if they say I don't I don't you know, I'm not gonna give you my email Well, you know throughout the phone call I've gotten really good at making people feel comfortable with me and that's a skill You'll develop over time, but you'll still have people that don't give you the email and when they don't give you the email You say They're like, oh, well, I don't want to give you the email say okay. Well, listen, but here's the deal, right? I'm not you know gonna spam you with anything if that's what you're thinking. I'm not gonna send you junk, right? This is just how I stay in touch with people and I'm just looking for the opportunity just to stay in touch You take another stab at it and see if they because a lot of people I mean 50 50 at that point I've had about 50% say okay But not everybody does and if they don't then you know, they weren't your people, you know All right Thank the seat the sea is so big you can't call every person you can't Touch everybody it never happened. So that creates an unlimited abyss for you where you could work, you know 24 7365 and never even scratch the surface of the amount of business there when I say business I'm talking about Relationships to create right and and future business to to multiply You'll just never get to the end of that barrel. So you don't have to Worry about the ones that get away or no system. Nope. Nope you know Program is gonna collect a hundred percent of everybody and no no follow-up on the back ends going to Close a hundred percent of the people like even the weekly email There's people in my database that go and use other agents like it's not foolproof But it puts you in the best position possible and that's what you're looking for the best position possible Right. Okay. Thank you. Hey, have a good rest of your day. Thanks you Jim Candice from Charlotte. All right, cool. Cool. Let's see what we got here Morris Unmute for me man, so I can Hear you talking Yeah I'm in fail right by a shorter. Yeah Big buyers market here Military military folks. Yeah And You're kind of breaking up on me a little bit Huh it's like my mic is Yeah, your mic is kind of in and out. I think it's the signal because now you're frozen a little bit You're muted now There you go Is that better? Seems to be we'll see how it goes Okay so Just Okay Well, there there's there's two ways to go about it Okay The fastest way is to pick subdivisions and pick houses you want to list and call the owners and get to know them That's the fastest way The other way which works as well, it's just not as fast is By and you need to do both by the way. Everybody should be doing both by the way is Creating doing marketing creating content videos, you know blogs You know handwritten letters postcards you should do all of that You know I you know because the thing is is okay, you make YouTube videos and You know you you you know You know, you don't really get much out of it for a while But after a while you start to get some traction on it, right? But while you're waiting on traction to come from social You're just calling like a madman developing relationships And then when everything kind of comes together if you've worked both angles your business is like a juggernaut It just explodes, you know what I mean? But yeah, I mean like people are like well, how do you get listings? Well go talk to property owners, right get to know them There okay, who signs a listing agreement. Let's just break it down real simple. Okay, who signs a listing agreement? Property owners. Yep property owners that owns the house That's the only person that could sign the listing agreement. All right, so how do you get them to sign a listing agreement with you? By becoming friends with them Whereas they're like I got a friend in the business. It's gonna take care of me Yeah, I agree with that. That's it Real simple So unless you're talking to property owners and whatever method you want, you know Zillow seller leads You know handwritten letters Social media cold calls door knocking. I don't I don't care how you do it I do you better be talking to property owners or guess what you won't be getting any listings. I do make a lot of calls Okay, so you call them property owners. Oh, yeah Oh Zillow my owners. That's who I'm You're calling for sell-by-owners on Zillow. Do you call anybody else besides for sell-by-owners on Zillow? You know red X man go to red X discount calm and get geo leads and you can pick any subdivision you want get all the phone numbers Red X red X. Yeah, R. E. D. X discount red X discount calm get geo leads and go to town. I Love I Mean dude with red X is just a free-for-all dude. It's the Wild Wild West you just call anybody you want All right. Hey Okay, bro Be good man. All right guys. I'm gonna I'm gonna I'm gonna scroll through Some of these comments Answer some of you guys's questions Okay, speak about what you do to get the listing appointment. What are your thoughts on listing presentations? So with listing appointments Talking about getting a listing appointment I mean, that's just a seller telling me that They want to sell and I'm asking them why they want to sell and then I'm going down that road You know that and if if it's all jet it all adds up to You know they have a legitimate read like this is a deal happening that I'm gonna set the appointment It's like you don't have to set the by that time. It's like that I'm coming to see your house so I can Help you sell it and my thoughts on listing presentations are well The question is is if you were doing a if you were going to a listing appointment and it was your mother or father Would you do a listing? presentation for your mother or father and The answer is no you wouldn't do a listing presentation for your mother or father You know because you're gonna treat them like family, so I don't do listing presentations never did I mean, I just did a listing appointment two weeks ago and got it Yeah, the whole family was there walked in they interviewed three agents. I'm sure the other two did listing presentations I'm not gonna sit down at the awkward you know PowerPoint presentation situation and You know go through all this stuff. You don't even care about what you want to know is that I care about you and That I'm gonna work hard to get your house. So but how Ricky? How are you gonna do that? Well, I have access to every single buyer in the markets And we're gonna price it according to whatever your motivations are and we're gonna get this deal done. I'm also a master negotiator 18 months in I never missed a weekly email my distribution is thousand and growing every week I never received one response to my email Did I experience that nope? I didn't experience that I had deals for my email I I did 20 deals from the email the first year that I did it So I would have to see your email, bro So DM me on Instagram a link to your last email and I'll take a look at it How do you get people's cell phone numbers redx discount comm? Get geo leads you get cell phone numbers I'm looking through the comments for questions guys. Let's see Tons of comments. Thank you guys for that What if they say help with what? Well, and this is where it gets crazy because then I feel like I'm Educating them on what a real estate agent does Because I already said that I am so-and-so with whatever real estate company. How are you doing today? Obviously, I made real estate agent. Do I really have to break down the elementary? definition of a real estate agent for you, sir or ma'am So it's like well, I help people buy and sell real estate Help with what? I don't know. Maybe you want to buy or sell a piece of property at some point now. We're in the future So something like that, but it's like I just said I'm a real estate agent Oh, this is cool Vicki, how are you long time no no hear from so she says when I started real estate I learned about Ricky's program and I listened to it and I didn't do everything But I did a lot of the things and I'm one of the top dogs now in her firm. I'm going into my fifth year That is amazing. I need to bring you on my podcast Okay, I'm just gonna go back to the bottom See if there's any last-minute questions before I get out of here What do I do when somebody unsubscribes for my email do I throw them away and never contact them again? I never I've never looked at unsubscribes. I Never looked at unsubscribed so I don't even know when people unsubscribe and as far as contact them ever again They're not going to get contacted because they unsubscribed so they're not going to get any more emails How would I build a real estate career while working at a dealership at the same time? Well, I would carve out when I'm what hours throughout the week. I'm going to Dedicate a hundred percent to building my real estate business if I don't have time dedicated To building my real estate business then I don't have a business I have to have time that I'm dedicated to building my real estate business So that's step one if I don't know that then I'm not doing anything once I have that I'm gonna dedicate to that time I'm gonna spend that time 50 it depends on what those time what that hour what those hours are and what that time is But let's just say throughout the week. I want to spend half my time on marketing So if I'm working Monday through Friday, maybe in the afternoons I can work on marketing and then have one big call sessions on Saturdays something like that. It's really per person Can I make a follow-up campaign in 10 minutes on chat? Oh, you can make a follow-up campaign in 10 minutes on chat GPT Yeah, you can chat GPT is really cool. I played around with it today for a while When they say you can just follow up with them With just their phone number do you keep them the keep the phone number and follow up with them or just keep moving to the right person? So in the nowadays, I've I've created a text database where I'll text out my weekly email as well So that's something that you guys can implement. You can do that with constant contacts You said buyers take a list of homes from Zillow from your recommendation and call you to see them They can call an agent from Zillow not you How do you know they will be loyal to you? I don't know Ride-o They might call another agent. That's fine. It doesn't bother me whatsoever You know, I've got plenty. There's plenty of people to work with guys Don't worry about losing if they're gonna leave you they're gonna leave you Right, I mean, there's nothing you can do about that. They're gonna look on Zillow and call another agent They're gonna call another agent if when you talk to them that they felt that you had something different about you Your communication the way that you treated them like family There's a good chance they're gonna stay with you because they know you've got their best interest You can't stop people from using other agents not gonna happen What should I be doing with my free time when I don't have anything lined up besides making calls? Marketing so it depends if you're new they probably got some like training you have to do but If you're not new you're past all the new agent training stuff spend 50% of your time making calls The other 50% marketing right social media emails handwritten letters blogs all the marketing stuff It's endless What am I telling owners about market decline these days and I tell them anything about market declines these days and it depends on Why they're asking if somebody says, you know, what's going on with the market? I'm like, well, what do you want to do you're looking to buy you're looking to sell Why are you looking to buy or sell? I'm really flipping it back on them and kind of understanding why they're asking the question So until I know why they're asking the question and what they're trying to do I really don't know what to what to say to advise them. Nobody knows what the market's going to do. Nobody knows at all Okay, I'm low on funds how else can I get red X numbers? So if you could it's month to month So if you could just do one month of geo leads which is 60 bucks You get like 2,500 phone numbers for 60 bucks to call and you can just hand dial those if you're if you're that broke You could just hand dial them, but but even if you don't even have that you could door knock You could door knock you could do call for sell by owners. You could do social media for free reach out to people You got open houses. That's free your sphere of influence meeting people in public You know, what am I missing here guys? There's tons of free stuff to do I do Ricky script and email once a week done it for a year now and had the best year last year I need to do more social media, but I'm heavy on calling. That's amazing, bro That's amazing cool Do I offer one-on-one calls through my program Ricky? No, but I can connect you to an agent that Helps other agents that works with me So if you want something like that just DM me on Instagram and I'll get your information and Connect you with somebody maybe in your market All right guys. Hey, enjoy spending some time with you zero to diamond.com backslash events Keep up with where I'm gonna be when I'm gonna be there come see me. We'd love to see you I'm hitting the stage hard this year. I've got all kinds of towns lined up Let's see. What else also text me add yourself to my text in my database If I've won three one two eight eight four four you guys text me and add yourself To my database that way you guys keep up with motivational texts and events and stuff like that Should you leave your brokerage if they're doing nothing for you yes Can I take us through a door knocking process search on YouTube here Best door knocking script for real estate agents. I've got a really incredible video Ricky would offer free open houses and for sale by owner listings to get potential buyers possibly That's a little sticky. I don't think I would do that myself There's plenty of other ways to get business and stuff, but but yeah, I'm not opposed to it I don't know agents to do that and they love it Guys, I just wanted to do this to show you I really care about you about your business about your families I want to see you guys crush it. I don't want to see you guys quit This is a long process It takes decades to really get where you want to be in this business and I'm here to help you every single step of the way so please let me know what I could do to help and With that, I guess we'll see you guys on the next video Yeah, I'll be in the office all day tomorrow. So I'll be You know crushing it at the office a bunch of meetings and stuff like that I plan to go live again Thursday and Friday if possible if it all works out so hopefully two more lives This week so looking forward to that. Please. Let me know what I could do to help you guys keep crushing it until next time keep selling