 The market doesn't control your business, only you do. Closings are happening by the truckloads every day, ladies and gentlemen. So I've got three laws to building a predictable business. Okay, the first law is visualization. The second law is attraction. And the third law is accumulation. Okay, so again, allow me to reiterate. Because if I keep pounding you with it, I think you might actually leave here realizing it. The market doesn't control your business, only you do. Closings are happening by the truckloads every day, ladies and gentlemen, okay? It's unlimited forever, okay? Does anyone not understand? Good, we're on the same page. We're making some headway here. The first law of building a predictable business, because I want you guys to walk out that door knowing where we're gonna be in the next year, two years, five years, 10 years. The first step is visualizing where you're gonna be. Long before I was the number one remix agent in Alabama, I was the number one remix agent in Alabama in my mind. I saw who the number one remix agent was in Alabama, and I said, I can do that and I can do it better. And it took me several years because I knew I had the formula I just had to execute. But I had visualized it. When I got back in the business in 2008, there were tons of foreclosures. Massive amounts of foreclosures. And there were these agents who were getting all the listings. It kinda hurt my feelings. It actually, what happened was, the bad part about it was, is that when you call one of those agents, they never answer the phone. Does anybody know an agent that just doesn't answer the phone? Okay. Well, that's what these agents were back in the day. Because they knew they were gonna get all the listings from the bank. They were just processing the deals. They didn't have to talk to anybody. The bank was gonna give them all the listings and they literally just email my offer and submit it and we'll process it and boom. They didn't care about the actual people part. They didn't care about answering their phones or anything of that nature. I said, I'm gonna be one of those guys. I'd love to make money and not have to answer my phone. Sounds awesome. Doesn't it sound awesome? Don't all of you wish you could just have a real estate business and not answer your phone and make a ton of money? Some agents do that somehow. I hadn't figured that one out. When I do, I'll start coaching you guys on that. But until then, but I said, I wanna be one of those agents. So I did, I went through all the research. I did all the stuff and I started the process and I realized after a couple of months, this is horrible. I think this is, this is too much. I don't wanna go through this. The process was too strenuous. There was, there was so much involved. So many, you had to go through so much red tape and jump through so many hoops. I said, no, no, no. And then I took a step back and I looked at the market and I said, wait a minute, bingo, I got it. I'm going to, since I value relationships over transactions, I'm gonna represent the buyers, buying these foreclosures from all these agents, processors, if you will. And a couple years later, what's gonna happen? The prices are gonna go up, foreclosures are gonna go away. Those buyers are now sellers. They call me to sell their property for a profit and flip it into something else and refer three people to me in the process. And I said, I'm gonna plant the seeds now. And then in three years, it was in my mind, it was three years. In three years, I'm gonna blow up because of all the foreclosures I sold and all the work I put in to represent these buyers, they're gonna call me back to list. Then I'm gonna have all the foreclosures out there now. People are jealous that these agents have all the listings. I'm gonna have all those listings because I represented the buyers now. They're gonna sell, upgrade, refer. And then those referrals are gonna buy, sell, upgrade and refer. And I said, this is gonna be a trickle effect. This is how I'm gonna do it. I saw all of this happening. Sometimes you gotta take a step back. See me take a step back? Sometimes you have to take a step back and look at the market for a second and say, wait a minute, there's an opportunity right there. And that could lead to something right here. Three years later, where I could actually be in a position where right now it doesn't sound great, show them briars, all these properties and running around and stuff. It doesn't sound, you know, fabulous. But where is that gonna put me in three years from now when I'm just getting listings and referrals like crazy? That was my mindset. That was what put me, honestly, to become the number one remax agent was visualizing that moment and taking advantage of it and executing for years. So I don't know what your visualization moment is and it'll come to you, right? As you're watching things, as you're watching people as things happen, but the first step to building a predictable business is, well, the first law, not the first step. You may do some of these other things before, so it's not necessarily a step, it's a law. It's to visualize where you wanna be and know in your mind you're already there. To me, honestly, the Ricky Kruth brand is a billion dollar brand, just in my mind. Because I know that's where it's gonna be. Not there yet, but I know where it will be, right? I'm visualizing that, it'll happen. I've visualized that all of you would be here today. It happened. Visualization goes so far. Law number two, attraction. When you think about attraction, guys, number one, you have to think about what actually attracts humans to other humans, okay? It's that they have things in common. It's that they relate to each other, okay? But one thing that's been big for me is just literally just being myself. And who am I? Who is Ricky Kruth? I'm just a hard-working guy that cares about people. People love hard-working people. They love to see people working hard. And if you're a consistent hard worker, the longer you, the more consistently you can work hard over the longest period of time, the more people love you and the more people respect you. And the bigger audience, the bigger fan base, the bigger database you're gonna have, because people are drawn to you. The third law of accumulation of building a predictable business is the law of accumulation, okay? So let's think about it for a second. First, we wanna visualize where we wanna go, okay? Then we want to attract people and build a personal brand, okay? Now we need to think about accumulation. Everything in life that's successful comes from accumulation over time, everything. Investing, success, it's all accumulation over time. It all takes time to accumulate. Everybody should know what my golden rule is, right? For daily results is not a listing appointment or a closing or whatever you value as a result or most agents do, but it's just to create five new friends with property owners in your market every day. Now back when I was doing this, I was just going for two. I just wanted to see, what you guys don't understand is that back then when I was doing this, the data sucked. The data you get with a snap of a button is amazing data and you guys complain about it. After 500 calls, this doesn't work. It's a bunch of wrong numbers. There's disconnected things in here. Go back to 2005 with me and let's have a ride. All that work I put in to have nowhere near the data you guys get today. Nowhere near the data you guys get today. I was going for two a day, but you guys can easily do five in two hours and still have six hours to do way more production than I ever dreamed of. So think about the law of accumulation. Five a day, okay? Five a day is 25 in a week, 100 in a month, 1200 in a year, 24 and two, 36, 48, okay? Four years, we're talking about 5,000 friends or property owners in our market, okay? Question, if you had 5,000 voice to voice friendships created, data collected, weekly emails going out to 5,000 property owners in your market, how big is your business? You are probably the number one agent in your market at that point. That's enough to carry you to being the top agent in your market. And it was all from just five a day, five a day. Even if you did two a day, you're talking about thousands over a couple years, thousands, the law of accumulation and realizing where we're gonna be in two years, five years, 10 years, right? You can predict, you can literally predict where your business is gonna be. If you visualize it, if you understand the law of attraction and you understand the law of accumulation and where those numbers are gonna end up after year one, two, three, four, five, 10.