 how probably different our styles are, how does that differentiate us? And so a deep can go into a listening presentation without really a lot of the the facts, the information, the data and all that. What his whole theory Ricky was, I'm no different from you. Ed realizes his superpower and so do you. So do I. And I feel like it's not a good ROI of my time versus you think it's in your world it's the best ROI of your time and in your program. Do you have them do the disc test? Hey you have to understand what you want. Right sir. It takes you through all the questions to figure out how you're wired. On a scale of one to five how comfortable are you with this? It's a little different for me because I have a totally different perspective on it where it's not hard or full. It's people on market I need to get to. I don't know what I can do to help by itself. All right what's up man? We are here at the EXP Sharon Mortar Summit. I got my guy Nali William. So I have the legend right here. Really good see you there. So is it the cowboy real estate agent? I forgot your tagline. Well, well my tagline's business healer. I don't know if you've seen that. That's my tagline. I've seen that one. But what about the hat parts? Well the hat part is a moral story. I don't know if we were to bore them with it. I've been walking this has to do it. I didn't even walk in the hat until I was 26. I thought there was some tagline with the hat. You didn't even want to help. Consider the salt. I saw a salt somewhere. I probably did something with it at some time and I don't yeah. Anyway so you are a real estate coach in the industry. Big name. I saw you for the first time. I saw you online of course a long time before I saw you in person but you came to my market and I was like oh I'm going to that. So there's really cool. I picked up a joke from you. You know you're like how many people are new agents in the room and you're like don't tell nobody you're a new agent. Why would you have to say that? Put your hand out. So no man before we started this we're talking about personalities and how probably different our styles are. I want to dig into that for just a second. Maybe get into some other stuff but I'm more than likely a high D. Yeah and you are. And that's just that's about saying I'm an IDC. Right. And then and then help and then you know you you know more about the distance of your stuff. How does that differentiate us. Yeah right. And then what questions do you have for me concerning that to try to help the viewers and understand because we've got people with all kinds of different personality. Absolutely. And everybody can live. Yeah. You can kind of understand the backdrop of how you collect. I thought I survived around people. So what do you think the differences are because you mentioned this before it started. What do you think the differences are between you and I in terms of our style. So a high D when a high D goes out it a D is a drive. OK. So these are like the president of the United States. They're CDOs. They run companies. And so a D can go into a listed presentation without really a lot of the the facts the information the data and all that. Yeah. And they can absolutely get the seller. They can gain their copies very quickly. Yeah. And they can get them a summit. So if the seller said well hey how about this you know we'll figure that out. It's it's no trouble. We're really able to do right now. And they they're good at driving the car. And as soon as you have to understand everything all the analytics we the data's information. Yeah. I have to know all that going in so that they don't get anything wrong. Right. So it actually takes it as see a lot longer to get the encouragement. But yeah I'm for the matter is over you should always know who you are. Yeah. You know saying this is what I teach. Now you don't have to take this the profiles tonight. But you automatically know what you feel comfortable doing. Right. You're like hey I'm going to do like you do a lot of cold thoughts. Right. I've I've I've never done cold. Right. It's just outside of my. Yeah. And it's not that you don't love me. I don't know. Do you love Coupon. Yeah. You do. OK. So that you see them then flag it for me. It's a perspective that right when it comes to pole call. For me. OK. If I buy Zilla Lee. Yeah. For if I do a video open I get a lead or wherever I get my leads from. It's the same people that pull call it. And I call him saying the same thing as I would. So it's almost like if you trip your mind and that feel like this is out ballet it is an imbalance. You need to give yourself confidence to have to say it's the same people. It is having the same conversation. So for me. Yes. Like what's the difference. And no such thing as cold talk warm warm down outbound. It's all people in the market. I'm just trying to have too many conversations as I can have. So it's a little different for me because I have a totally different perspective out of where it's not harder for its people on market. I need to get to what I can do to help by itself. Absolutely. Absolutely. However being a D. You're going to be able to do some things that I'm not you know there that are outside my couple. Right. And there are some things that I'm going to do. Yeah. You'd be like man I'm not in that. Right. I'm not in that. Right. Right. Right. And depending on I don't know what you're this year but if I knew if I knew exactly what it was I could read you exactly like hey here's what you'd be more. Now we have to as entrepreneurs and business leaders we have to step out of our comfort zone like we want to take. And so so so that's that's a little you know my left you saw me yesterday. Yeah. Yeah. So a lot of people myself included I was you know a lot of us could relate to what he's saying. Yeah. You could really relate. Yeah. Here's a guy what his whole flirting Ricky was I'm no different to you. Yeah. I was a duke. Yeah. I didn't know I was I was raised in a little family like this. It was bad growing up. I mean you went through the whole thing to where you really could relays all the differences. He has a million and what they've been to me. Yeah. And I'm right. That's the difference. And at the end of that he said you know there's only two things that I could do with. Did you get that. I don't think he said there's only two clean key things that I do well. And what's that. What I got to understand is that Ed realizes his superpower. And so do you. So do I. See when you understand your secret power you show up on game day what you did the other day you did cold followed the trusted old state. Well and you and you make it look so easy because that is your super car. But for some people that might be Christian. And so what Ed does brilliantly he said his one super powers he loves keeper. And he knows I'm needed. And that's basically what he used those skills. And you know you listening whatever skills you have you want to basically know what they are and use them to their greatest advantage. So that's the only thing around personality thing. Yeah there's some things that it can do in his personality that I may not be a people reader or have his skill set. So I might do it a different way. Yeah I still get set. Oh yeah it's like if you could you spend a lot of time doing analytics for you got to listen one minute I'm thinking I'm going to waste my time doing that. It's going to take me 30 minutes that I could spend calling more clients or doing this or that. And I feel like it's not a good ROI on my time versus you think it's in your world it's the best ROI on your time because you're fully prepared for the listing appointment where I'm going to go in and lean it and look at it anyway. Right. Exactly. Exactly. It's interesting because it's salty. It's interesting to think about it. All the different coaches have a different. They're different. Yeah. They're different strategies that they teach. Yeah. Different nuances and sizes. Right. Right. And in your program do you have them do the desk tasks. Yeah for you start trying to advise them on what to do in their business. So yes I do want them. So for me I wrote a new book about three hours a day and it's on it's coming out on the raw hill. And the premise of the book is seven steps to how to live the lifestyle that I live. And the first step is to understand your super about noble you are you're wide. It's not just a distaste. You can take the distaste of actually there's a lot of different stories that you like develop a new task basically. No. No it's not a new task. Okay. Basically. Yeah. The test whatever I say it's called the best test that I like is the genius test. Right now the book has like the book the book just tells you hey you have to understand when you want to go out and then in the book I have a curricula called discovering your your destiny. I call it the discovering your divine destiny. And it's some it's basically a work that takes you through all the questions to figure out how your wire. And so the original book is like ninety two questions I think we scaled it down to that fifty. But when you go through the book you figure out OK this is who I am. And then my what I teach is that you build your business using standard operating procedures like the right processes the right models. Yeah. But you build your business around me. You are. Yeah. You know first but first you have to see what you are. Because when you understand who you are you're why become a very apparent. Yeah. You know a lot of people say oh this is my big why my brand is whatever I think. But what I what I've come to understand through research a lot of research and books studies that you know these are fact. But the reality is we can't once we know who we are or why it's very self-evident. You know example. I mean if I say why does a rose bloom. Because it's a rose it knows it's a rose and that's what goes to build a book. So if you don't know who you are you can't really become who you were meant for me meant for it. So here we go. This is a promise in OK. They need to find out who they are first. OK. Now we're telling them what to do. Right. Right. Tactics. Yeah. Can we tell them how to do it. Yeah. I find out who the half to me went in. That's so I always test out as an engineer on the disk profile and most of them. And so that's the S.C. solid. That's what that's the hot. How do I do this. That's how that stuff I sound. So when you do the disk. That's. Well the disk basically the disk basically helps you understand who you are. If you're a high D. So here's here is a problem. What I'm trying to do is lay that lay the the infrastructure here. Right. Where anybody watching this we've established what they need to do. Yeah. They need to find out who they are. Right. Is there is what can we tell them right now. As far as out how can I how can I how do I how does some of the wind up where they are. So you have to take the assessment tests of any and I've got on free on my website was a lot. So you you want to take the passion test. You want to take the disk test. You want to take the genius tests. My say there's a few others that those three is is all you really wean. You got. And so you say you wanted to not take a test at all. If you look at something where you say you know on a scale of one to five. How do you how comfortable are you with this. Doesn't mean that you can't gain skills but like naturally how we know who are you right now. Yeah. And then you you you gauge different things. So I have a book where I have how to move. It's twenty seven strategies for free subtleties. How to directly. And it is how to move on everyone. Yeah. But what I teach my people is you only have to implement three or four in one goes. Yeah. Because it in truth some of them you'll be like that. I can't see myself doing that. It's outside your job. So the genius could just focus on the handful of things that you want to focus on. And you can easily do a hundred hundred twenty hundred deals. I mean I say it easily. A lot of people don't even have this kind of goal is. When you think about a hundred deals a lot of people say you saw a hundred deals for whatever nine years in a row or eight. Oh my God. Yeah. Well it's two deals a week. Yeah. That's what I did. It's two deals a week. A year. But it's not it's not a lot of lies. It's a lot of behind two deals a week. If you can't hear well two days a week. Then there's something. There's some deeper issues happening on your system. Listen. All the back up two deals a week is not a lot of deals. I mean you probably have 10 plus pending and even time. Yeah. You're either spending too much time. They don't matter. That's exactly wrong. Or. Yeah. Right. Or you're you're putting out fires every time. You know the top producers I've found a really good at ignoring things that don't matter. Right. There's some of them so later. Right. That's right. But they know what matters to what they know from the. Yeah. Like like if something pops up unexpectedly distracts me. Yeah. They're really quick and be able to assess. I need to take care of this right now. This is critical. Or this is something that most people think is critical. But it's not credible. And I can I can wait out and done delay this task to take care of that. What you're talking about is separating the budget from the import. Right. People spend all the most entrepreneurs spend all their time folks out. What's urgent. Okay. Would not fire. Yeah. I'm not a good. But but they're not focused on the important things which is really only a couple of things. Exactly. I don't know this thing appointment. I'm in the listing. And when we talked about the so many deals a week we're really talking appointments right. That's where it all starts. Yeah. So you could go on two to three appointments. So really. Yeah. You can hit the numbers that that Ricky's done that I've done. My last year is production. I did a hundred fifty three deals as a solo agent. But I had a really good administrative team. Yeah. I won license admin and he three of them. Yeah. And they did ninety one point three percent of all the activities I'm going to trade that new for very important to know what you should and shouldn't be good. My citizen of effort ten years. She does ninety four point five percent. There you go. Yeah. Then you go every day and a lot to cook. They miss that. Yeah. Like I saw all I do is talk to the seller pay you a lesson. Send information for her. I don't hear nothing about it until there's an offer. Right. Well she says contract gets it back orders pictured share does MLS sets of all the showings for the property. Right. I don't hear anything until I've got an offer to stretch the seller the rest of that land. That's right. So what I teach I created in is the same. We use similar systems that I created a forty six step system for the listing game. Step one generate the lead step forty is to close the transaction. And then there's six steps after that. Well the reality is a lot of a lot of listening sessions. Like us they don't even realize that there's only two things that really move the needle in their business on those those steps. It's number one generate the lead. Okay. God that's that's the best thing. And it's number two going to a pool. I go on the fire and early you'll have to do anything else except if you want to negotiate the offer you could do that. I had an agent on my team that did that. Okay. And but but if you wanted to do three things outside of that there's really nothing else that impact you should have to do on that. And that sells crazy from a new age of respect. It does. Because they're like they don't even understand the process. Right. So so what I like if you're a new age of this like yeah go ahead and do about a hundred deals on your own. Right. Right. Understand the full process and then understand things you can delegate and things that are actually matter that move the needle. Yeah. So what I teach them is you know go ahead and do your first three to five on your own. This was kind of my model and I might have to rethink there. But the high D's they might have to stumble across more. You know to do more I think that meant it. Yeah. But I don't think they have to do that many to realize that think that their zone of genius is if they can focus on these three tools they can do so much more volume. Yeah. On the amount of time they have that he did. Well but then then it then opens up pandora's box to how do you are assisted. Yeah that's right. How do you align somebody along a character. How do you get clients may take care of the forty five other thing. Whatever the number was that that need that have to be taken care of to make the profit or just lose every business was smooth. Yeah. I think at the beginning just to answer that question. Yeah. You know keeping it because we like to keep it pragmatic and practical too. And a lot of times we like to say and collect high level and then you probably just give me the tactics and want to know what to do. So talk about what to do. How you start with with leverage leverages people systems and tools. And how you start with leverage is you do a paper tense action. Yeah. And if you charge us transaction I don't know if each are the transacted thing. No I charge it. I've done a transaction thesis library. And this might be a different philosophy than philosophy. And Ricky and I are cool like that. We've done so many of these together. We're like oh you don't. Oh you don't. You know. So I've charged five of the fives from my first listing to my thirteen hundred with. And I've I've now I'm probably not charged your fighting. Yeah. So what that does is it gives me my contact a close person as three hundred briefed deep guy. And it pays for the photography of the year. And with those two things could now my listing looks good. I don't have to do anything after contact. And then cool wait a minute. I can get listening to call. I like that too. And that's just the per maybe four hundred dollars for for me. Yeah. And so I tell people at first just do it that way. Now once you get the volume of the doubt or the hype. Yeah. Most listed agents suck and hire me. Yeah. Because they may hire the long first and soon full. You know you have to hire the opposite of you. Ask somebody back in right right. You only hire somebody that you it wouldn't be right next to this. Right. So it's just what you learn those things are not hard to learn. And that's the reason why I keep it kind of right in my new book. Yeah. Break it down and blame this sentence. I think people are ways. Yeah. I know they and I think that I think that people try to hire too early. I agree to try to get out of the water. Sure. And I think there's a big problem there. And I think that's people also try to be out of like say make a call. See your your model is how do you get things right. You don't make calls of what you're leading. Well I do make so so I teach the three lead buckets and one screwed with them. I have to have a walking bomb and you actually have if you become mayor of the area. Yeah. And then there are three you have a niche. You know I guess it read where you might have a lot of them. So if we're those three leaving like the handful of a niche a niche could be well right now there's eight hot niches. I just did a video for our exp at University Charnel that's a it's right and higher than yours because you're you took four months longer to do yours. So you're what it's all about the eight lead sourcing right now. So number one. So I'm going to give you a couple of months. What video did I leave this in there. Oh yeah. Speaking of mercy. You don't even you just did so many of these. I know I know. Yeah. But I got this. You try to that. Got you got time because mine is ranked number one right now. Ricky's is kind of with that with any exp University that with any few to look at. Yeah. I do. I was looking you do it Instagram too. We're out like I would need to. I really want person that this is a side note when we first man. I don't even think you had an intake check. I had one but it was really small. Yeah. You have like 80 people years you were coaching. Yeah. But that I remember now you have like 60 70,000. I mean without where was I was in. I was in a different hundred when I talked to you. Yeah. We talked and you were like man I want to do what you are like what we don't mind. I want to do I want to be able to stage or yeah. Oh you want to do that. And I just I showed you my game like whatever I do. And and you surpass me like that. And that's that's what we want like we want us to do this. You're not you're just Christ when you just slightly around like a rag doll. But that's because of the high need to see you. Anyway. What we're talking about. We're talking about keep us on track. But listing. The great agree leave. But yeah. So need so like what is it. Okay. So probate that. Okay. I read on the ice. I think I found it. So. So these are all so. So what's your strategy. He says you don't do full calls. Right. Are you telling me now. Listen to this. I did expires with those colors right out the gates and calling them. Yeah. Okay. So so you did the call. Well I did. I did old expired. So a lot of people realize what the expired bucket. Okay. So twenty eight percent will relist their home with their 30 day. Okay. But then there's another 60 percent. Okay. So there's there's another 30 percent that actually will never relist my within year. Right. So I work that. So see you work in the front here. And I know you work them all. I did I teach bill that 10 years OK. See only spot. I got I saw it. I mean we are so we are sweet spot right now like I've got agents on my team to have 40 active listings right now. And they're their sweet spot is one to two year old inspired. So the whole inspired. Now I like hitting the new ones but also the oldest of the lawn markets have like two or three a day. Yeah. And I'm like yeah. Who's here. So you go back 10 years for. Yeah right. What what what's this meaning. Is it like right acts. OK. Right. OK. Cool full full. So you already know that that's that's to me. That's a knowing it. Where and where are some of them. Where I was going with this is to start and I'm saying you know football. But yeah I go I leave as me do. I basically did expires but I did letters with those guys. Yeah. So you did call them you just send a letter. I did not all you. Now one of the things that I started doing but you can't do this anymore. In the early years you could. If I would have my my number B.A. but my assistant make the falls then I got a license assistant. She do it. So so I didn't personally make the call they were called. But I got a high D like you that didn't have the copyright. People can make that work. Yeah. Yeah I agree. All right. Very good people can. I agree. Somebody else come in. I agree. I don't know. I don't know there that I have. I don't think I agree with. It's so rare. Yeah. I agree. What I did was I was so good with my postcard they left. You'll never believe this for but I have another guy Stewart Sutton that does have a similar campaign. But I would send him a postcard. A letter. The 90 day postcard level at it. And I had solely listening to it. Did you do like. Cowboy. Like yeah. So I will praise my thing. My whole career I've never marketed for a buyer. Again I'm not like me either. I've never market be why would I. So all of my marketing has been so recent. It's like yeah. You know how much could your home be worth in today's hot more of it. Have you been thinking about putting us back on the market. It was all that I'm in that yeah. You know was it any unique funny headlines or all just bring I didn't get a funny. I should. Yeah. Yeah. Yeah. So you want to you got away with that. I would. Yeah. Yeah. Yeah. Yeah. Why haven't you called the crazy cow. So like something. Yeah. I don't be able to do that. I do for you. I work a lot of you a lot of people are scared to do that. They're scared. Yeah. They're afraid that they would be taken seriously and that but you have to let your first it out of the shine. I've learned that late. Yeah. That's what you're good at then. You just get out and you let your first down he shot. You don't talk to be. He was working. Yeah. You don't turn at. That's one reason I went free in my coaching. So then I do. I do read to say anything I wanted. Yeah. Yeah. Where I'm not trying to hold that this or that or this you know whatever. I must be able to speak my truth at any moment after that any moment that I want to. For I don't want to feel like we could like I'm up like there's jelly over here for that people are paying me over here for this information. I can't say this. Yeah. Now I got to say you're the first person that I ever met that would call from three guys that I've never seen them up. I was the first precoach in the world. Yeah. Man we could find about silly and what you were talking about was you wanted to reduce the failure right and did it got still there. I was still the mission and and and yeah. So I had more successful with that. We have data behind. Absolutely. I know I know you do zero to dine the babies. So I know what you're doing. You're still doing zero to death but all day ago. So I mean your interview of me we're both we're both podcast holes. So we sometimes get the world to her but but I really love weekly. I mean I said this before. I think we have one podcast that is so offered because all I would do was telling you not brave you were because I really it's very rare to find someone that says like to keep from a nerf to gulf and so let it out. Yeah without little tears loaded. All right. You know and and I've just been listening to everything about it. You know what I do the one thing I like most about EXT was the fact that to me I let it out. Yeah. Yeah. Now if if if if if posted listening to you and me never joined you. It's been up that and they'll have a little matter but we're we have this other and stream of revenue that makes it even kill more great of sharing knowledge the three because I it's the dispenser. Before we go I the old all Ricky Cruz playing the other one was great a platform right is going to business with me and self for a fast room that they want to join my workers great it's not I've got more than if not I've got coaching if not they can invest right they can invest in every thing the coercion deal. So we have all this platform right out where I can say hey how do you want to do business with absolute that was the whole vape. Wow. Wow. And they want that now it's complete. I had this platform some place or building them. So if you were. Yeah. And they're going to always be free. That's yeah same here at the same year. You're the first you run the round. We get you too. We're out. And that was our thoughts.