 Everybody here, do you guys kind of, does anybody here not know my story or my spiel or what I'm all about and all that stuff? I know. Okay, so a couple people. I'll just give you just a quick background story real quick. I started in O2, root houses with my father before that. Got in, I was 20 years old. Told I was too young. You know back then, young, it was only older people really. But the new generation was kind of, I guess I was kind of on the front end of younger people getting in and really making the name for yourself. So it took me eight months to make my first sale. I was roofing and doing real estate at the same time trying to figure it out. Made my first sale, started selling two a month for a while and then we got into O3, O4 when the market exploded. Made a lot of money. I was only 23 or so. So when I made all that money, I had no idea what to do with it. So I was buying all kinds of stuff I shouldn't buy and investing in stuff the wrong way. I was borrowing money to buy properties, flip properties and stuff. So when the market crashed, I lost everything. Over a matter of about, I guess a year, I completely went through everything I had just to try to stay afloat because I had like a million and a half worth of debt on properties that I was paying notes on. So I was just trying to survive and everybody was saying just give it two years, give it two years and two years will go by and they said give it two more years. And so it was just kind of the never ending crash. So I went to nothing really negative when bankrupt and all that stuff. Went back to Roofing Houses, worked in an oil rig for a year and a seven from the beginning of seven to the end of a seven in Hattiesburg. Drove up there every other week, week on week off. So during that time when I lost everything, I went back to Roofing. I mean, here I was thinking I was retired, like I was done. I was going to be a multimillionaire and my life was done. I'll lose every day. So to go to go from that to back to Roofing. And at that point I hadn't roofed houses for five years or so. So I wasn't in the roofing shape I was in, you know, going back, it took me a while to get my body to get used to hard labor again. And it was just a real humbling experience to have to go back backwards in life. But the way I felt then was the same way I felt when I was a teenager roofing or when I made it big or when I lost everything or when I started coming back or right now. Like it feels the same. Like I don't I don't feel any different because my mind is always trying to go to the next level and trying to figure out the next thing. And you know, I'm just always going to work 15 hours a day. It's just who I am. You know, I just love work. I love the grind. I love figuring out what works, what doesn't work. When I find something that works, I just go all in when I find something that really works. And that's really like if I just had to say just bottom line just internally, that's really why I'm wearing mad is because I have that drive where I'm just so hungry for what we're trying to figure out what works. And then once I figure it out, I'm good at spotting it and then going all in with it. But during when I was down, I read 100 books. I watched agents. I studied the market. I wanted to know why I lost everything. Why, you know, what did I be wrong? What decisions I made that led me to losing everything? I wanted to know. And I was just so curious because I knew that I was going to come back. And I wanted to come back stronger and not only come back stronger but stay back. I didn't want to go through all this again of building it up and then losing it all building up and losing it all. So when I lost it all the first time, I'm one of these guys that one time is all I need. As far as if you teach me something, that's it. You don't have to tell me again. The same thing with with this when I lost it all. It's like, Okay, I'm going to figure out why I'm going to correct it. And then I'm going to be good. So in 2008, I got laid off the oil rig and kind of forced back into real estate. But there was an agent in Orange Beach that had sold 30 properties in 06 or 07. And it was astonishing to me because everybody was getting out of business. I was out of the business. Nobody the people that were there were not selling 30 condos. So this guy actually actually helped me when I first started in real estate back in 01 02. And so when I saw that he accomplished that during the crash, I went to him and I said, What, you got to tell me what the secret is what you're doing? You know, so I met with him at his house. And really, it was kind of strange because the same stuff that he taught me to do when I started was the same exact stuff he was doing. Then postcards, phone calls, emails, you know, all the same stuff. Right? See, what happens when the market shifts and the market crashes or changes? The buyers and sellers change over. So what happens is, like, if you're if you're like right now, we're in a great market. And everybody's doing well. But it's starting to tighten up, like transactions are lower this year from last year. You know, inventory is low, prices are higher. It's harder. It's actually tougher this year than it started to tighten up. Well, we're kind of in a transition period. And what happens when there's a transition or shift or crash, is your buyers and sellers change, right? The ones that you were working with in the great market, they kind of start holding back, you know, they kind of take a step back and they don't want to do anything. They're they see that it's shifting. And they want to just put the brakes on. They want to watch. And what happens is, is most agents, when the buyers or sellers are working with, put the brakes on. And they they don't they're they're in denial about the market shifting that it scares them. And then they just start back pedaling until they have to get out of the business. But what they should do is just understand that we're in a shift. And those same buyers and sellers that were with them when the market was coming up, go away. And so but there are there are buyers and sellers. When the market changes, that there's by buyers, there's different buyers that emerge. It's the people that want to buy when it's down. Right? They're not they're not there when it's going up because they're waiting on it to go down. And so it's a different it's totally different people. And what you have to do is you have to go find those people. You know, my thing is it's calling property owners. And when a market shifting, we're shifting. Who knows if the transaction is slowing down, make it a flat year, stays flat for a couple years. Maybe it stays flat this year, it goes keeps going. Maybe it goes flat and goes down. Who knows what's going to happen. But but this year is different. We have less transactions, right? So who knows what's going to happen? But but there are there buyers and sellers like the sellers, when it goes down, they got to sell right now, because they're in trouble. The buyers want to buy right now, but while the prices are down before they come back up, it creates urgency. It's that's one thing I really want to stress you guys because with transactions being down, we could be in the middle of a shift that's that something's going to happen. And it's nothing to ignore. Like we need to be on the front of this like I'm already telling clients that transactions are down this year, you know, I don't know what's going to happen. But I just want you to know that transactions are down so that you can make whatever decisions you need to make based around that information. You know, I'm not trying to predict. I'm just telling you what it is. As quickly as I can, I want to be the first to the market with information. If something's happening, I want to be the first one putting it out there. I'm talking agents in my market when I'm calling about listings and stuff. And then we'll talk about the deal. And then, you know, I'll say, what do you think about the market and this and that? And we'll talk, oh, it's great. And I said, you know, what do you think about transactions being down? And they don't even know, right? Agents in the market, they're selling stuff. So if you can be on the front end being on the front end of things like if you bought into Facebook before it was big, you know, that was great, right? It's the same thing when new listings and new sales happen every day in MLS. See, new agents have a little bit of advantage over over experienced agents because experienced agents don't have the time to really study the MLS like a new agent does and see all the new activity going on. And the newer agent can take that information and supply it to their clients first before anybody else. And now all of a sudden they're an expert in their clients minds. There's all kinds of different angles, you know, you can take with this, but there's always new stuff. It's like me trying to, you know, help agents across the world. It's like, I want to be the first to be talking about this. Transactions are down. What are we going to do? We need to be ready for this or that? How are we talking to our clients? There's always something new that no two years are going to be the same. From the year before that 2016, you know, transactions were higher than 15 transactions were higher and 17 and 16. You know, it's been going like this. You know, it was higher. So that's something to talk about now it's going down the transactions. So are we hitting a we definitely hit a sale on transactions as we're already coming down. Are we hitting a selling on prices? You know, interest rates are coming up. Inventory is about the same. And my market is four months, which was the same at the same point last year. So inventory is the same. You know, transactions are down, but prices are up. So the same inventory is there, but it's at a higher price point. So I think that higher price point knocks a few buyers off the bottom. And then the every time they increase the interest rate, it shaves a layer buyers off the bottom, right? And so we're, it's tightening up. So where it goes from here is going to be really interesting. I love this stuff. I love watching it and figuring out but but what is what is really interesting to me is through all my experiences and losing it all and all this stuff. I realize it doesn't matter what the market does because you know, the there's going to be people that want to buy when it's down and sell when it's down, which I mean people that want to buy and sell when it's up, there's always people buying sell, there's always closings happening in MLS. So if you get anything out of today, I want it to be that, that you don't have to be scared of the market crashing, or, you know, that if you're going to be in real estate, you know, for the rest of your life, if you want to be and you understand this concept, then you will be, because it doesn't matter what the market does. You know, when you when you can eliminate all the fears of markets crashing, losing deals, making calls, fears what's holding most of you back. You're scared of overwhelming yourself with business because you don't want to jeopardize your customer service. You're scared to get on the phone for whatever personal reasons they're scared to get on the phone about. You're you're you're scared about losing deals. As you feel like that, looking at your bank account, thinking that this deal was already there. But in reality, that was never your deal in first place. Right. And I mean, you're trying to make money off somebody else's property, right? It's their decision. It's their property. It's really not your deal in the first place. The fact that you have the opportunity to do that deal is what you should be grateful for, not the fact that you did or didn't get it. But what's really amazing, and this is where I lose a lot of people, is the future time you get back when you lose a deal that you don't have to spend on that deal anymore. Any negative deal, like a client that unsubscribes from your weekly email, or, you know, somebody hung up on you while you were cold calling, or you went on a listing appointment that we're interviewing three or four agents, and they didn't pick you. Whatever the negative experience is, it's such an opportunity. Because you get all this future time back, number one, you learn something number two. And just the fact that you were there in the first place means that you're getting better. Right. I lose deals. You know, I mean, I did a video about losing a $1.2 million listing last year, but that was last year, but I lose them all the time. I had a client get mad at me that I did four deals with. Over the past two, three years, we did four deals together. This was his last one out of him. He's out of the market now, but he says it was the worst deal he did in 22 years. And I had to have this talk with him about, you know, and the title company messed up, and, you know, maybe I made some bad, you know, maybe I didn't handle everything just perfectly. You're not going to make everybody happy. So what I'm saying is, is you can't have any fears about any of this. The fears what's holding you back. Calls, losing deals, markets crashing, all those are good things. I feel like most of you in here are probably judging your entire business based on how many appointments you get and how many listings you have and how many closings you're having. And I can't even tell you if somebody says, Ricky, I made this many calls. I talked to this many people. I got this many emails. I've got this many listings in general. Like that doesn't tell me anything about your business, right? It tells me a little piece of it. But that's not the most important part to me. I believe that market share for real estate agent is how many real relationships, real boys to boys, human connection relationships you have with property owners in the area. Like whatever agent has the most real relationships with the most property owners in the area, you own the market share, right? Because because that's future business. You trade stocks on future earnings of companies. And I trade market share for real estate agents based on their future earnings, right? And so I feel like the real relationships with property owners is market share, not how many closings or listings or whatever you have compared to the rest of the market. So how I judge somebody's business is, okay, how many people are you talking to per day because that tells me where your work ethic is, right? And then out of those people, how many are you actually connecting with that love you, you know, that love you forever? You know, how many are you connecting with on a lifelong relationship basis? Where are your people skills? And I think I think it goes hand in hand with judging your business on how many appointments and listings and stuff you have and having that mindset. It translates through how you're communicating with them and they can tell that that's what you're after the listing, the deal, the appointment. And when that's all you're focused on, you sound like every other agent and they're not interested, right? But if you approach it and how can I help you, right? You never ask for appointment, a listing, a contract, closing, or this or that, right? It's just like what can I do to help you and actually listen to what they got going on? Then that goes a lot further, right? And if you can see, they've already decided when they're going to buy or sell. You're not going to talk them into it, magically say something that's going to make them do what you want to do to make you money, right? They've already made the decision when they want to do it. It's your, it's not your job to talk them into it or sway them. It's your job to connect with them and be the agent that they like the most. They pick an agent based on who they like the most. Likeability is number one. Maybe number two is, you know, production and market share and all this other stuff. But there's guys that are, that have outsold me and I've went on listings over all the time because I'm more concerned with the client and what their needs are now and later in the future and the friends and family. And the ROI on that mindset and going after deals in that with that angle is far greater than trying to get a listing, trying to get an appointment and just focusing on that. They can smell it on you. My buddy calls a commission breath when they can they can sense that they can sense, you know, that's what underneath and if you're real, you know, and they feel that, that's where you're going to win. And so it's a real estate long-term game, dude. Nothing had to me eight months to make my first sale and and after my first year or two and I made some deals I thought back during that eight months of several situations that I could have capitalized on opportunity. They were telling me they wanted to sell but I wasn't really picking up on the signs, you know, but that's something that just comes with experience. It just takes time to develop experience. So relationships over transactions, you know, that's that's my real big thing is that it's so much more valuable, like just the transit, the relationship with the person is just so much more valuable than the transaction. Now you need money to live but the thing is closings are happening every day. So if you're talking the right amount of the amount of people you're supposed to talk to, you're going to run into some of these people that are doing stuff now. If you approach it in a in a manner of how can it help you, then, you know, and your professional or working dependable etc., they're going to be drawn to you. They're going to want to do that deal that they're fixing to do today with you, right? But doing it this way you you not only get those deals today but you're also building this huge pipeline for the future. Because less than one percent of people that you talked to the first time want to do a deal the first time you talk to them. We're thinking about doing a deal right now. Less than one percent. But in most agents live off that less than one percent. But if if you talk to a hundred people, 200 people, or whatever, out of the people you talk to, 20 to 30 percent, depending on your skill and your people skills, and if you really adopt this approach like you, enough to do a deal with you that you're just not ready. And that's where all the money is. It's that 20 to 30 percent or 40 if you're really good people person or 10 if you really suck, right? But that's a lot more than less than one percent, which is what most agents, they're just going after the deal today, who wants to do a deal today, and they're so focused on that that they just kind of throw all these other people to the side or they're just not too concerned when I'm even more so wanting to create relationships with the people that aren't ready today. Because that's far that's the majority of people, you know, and if you win them over long term, think of the ROI of the past clients referrals, so on and so forth, right? So that's how I built my business. It took me having to lose everything and go through all that. It took me, it was six years in by the time I came back in the real estate, you know, from the time I started making a meal, losing it all, and then getting back in real estate was a six-year period, that I realized then that relationships were more valuable in transactions, but I was still like 50-50, you know, I was still going after half of me, was still going after the deal, and the other half was trying to make relationships happen. So it still took me a long time to transition to where I am now, which is a hundred percent relationships. Like I could care less if you do a deal, if you buy something, if you cancel this listing tomorrow, whatever it is, I want it's all you. I'm just here to help you do whatever. When you accumulate clients, you know, who actually, when they know that you're like that, when you'll just let them out of a listing, you know, repression them, they'll feel comfortable with you. Likeability and comfortability are number one. So I think we wanted to do like Q&A and stuff, so that's my, you know, kind of my story and biggest thoughts. I have a lot more, I could talk all day, but I don't know how much time we have or whatever, so I'd love to hear if you guys have any questions. How do you get your numbers to call? I mean, because I haven't been in the business that long, so I mean, how do you get the phone numbers to call? Do you just list the process of it? Okay, tomorrow, which is really cool that I'm doing this a day with all you guys. Tomorrow, I'm going live on YouTube making calls. At noon, I'm going to be YouTube live doing calls for now. I'll probably make a hundred dials. I'm going to use red X to find the numbers and mojo to call the numbers, right? So, what's that? Yeah, I'll explain it. If you guys want to though, I'll be YouTube live, you can go to my YouTube subscribe, hit the bell, all that stuff, and I'll be live tomorrow. Okay, red X, red X is, it's a system, everybody, does anybody know what red X is? A couple people. Okay, red X is a, it's theredx.com and it's a software, right? And what it does is, it has a couple of different features, right? So, it finds really high-quality phone numbers. Like, when you, when you, when I started the real estate, I wanted to call a hundred a day. So, from about five o'clock when I quit calling till nine, ten, eleven, however long it took me to look up a hundred numbers on whitepages.com, type it in, copy and paste an address and do all that stuff. Took me several hours to find a hundred numbers. Want to try to find a hundred? Out of a hundred, I would probably find fifty, and then thirty of those are bad, twenty are good, I'll leave fifteen voicemails and probably talk to four or five people. That was, that was what my days looked like when I first started. And it would take me all day to make those hundred calls because I'm dialed with my finger and I'm calling the ones that are, that are not even in service too. I'm having to figure that out by calling. So, it would take me all day. So, I'm spending eight hours calling another four or five looking up numbers. I'm, I'm, I'm spending twelve hours a day looking up numbers and calling people until I got some momentum going. It started getting some appointments. It started getting some real things happening. So, in today's world, like that twelve hours or thirteen or however long it took me, now takes you five minutes to find phone numbers and another hour, an hour and a half to call the hundred numbers. The, the Red X, they have for sale by owner feature where they basically kind of comb the area and every day if there's a new for sale by owner that pops up on one of the for sale by owner sites, it gives you their phone numbers. Automatically puts it in there. I'm not big on for sale by owners at all. I think the for sale by owners and expires are more like a high-pressure situation. Everybody's going after it. The owner really isn't in the mindset to really get to know you because you're just one of those other realtors that's kind of, it's tough. But, if you approach those guys the way I'm saying it works, like everything works, like internet leads, expires for sale by owners, door knocking, whatever avenue there is, it all works. If you figure out, you got to figure out what works for you. A lot of people crush it with expires and for sale by owners and internet leads and all this stuff. But, for me, it's just not who I am. The thing that I've really developed is, is how do you line up who you actually are? Because I'm sure most of you guys care about your clients and want to help them. And we'll go over the top. You're a hard-working professional, dependable. You're everything that a client wants in a real estate agent. But, you haven't yet really been trained how to line that up who you actually are as a caring, hard-working person with how you're communicating with your clients. See, on the inside you feel, you know, like you will do anything for this person. But, on the outside, it sounds like you just want to deal, right? Because you haven't been properly trained, like, how, what to say, how to say the people side of it. And I think that's what the real estate world is missing, is that how do you use your personality, your unique personality, to win the clients over? You know, everybody that, there's a couple of things. One, business is unlimited, like there's no way. That's why we're all here. Because, if there was a way that one agent could do all the business, I would already be doing it. None of you guys would be here. You know what I'm saying? I would have figured it out already, and you guys would, we would not be here. There's not. I can't call every owner, I can't do every deal, right? And there's so much of it, it's just overflowing that it's just 100% unlimited. Now, a lot of people are scared of, you know, what if this one dominant agent is dominating this neighborhood, and you know, I'm just not, I don't feel like I can get in there. How do I, you know, I'm scared. Well, again, that's that fear I was talking about. Anything you're scared of is holding you back from taking action and stuff, or fear about the market. All the fears, you have to eliminate all that, because none of it matters, right? But the thing is, is even if there were a hundred agents going after a neighborhood with a hundred clients in it, that's still okay. Because it's the same thing with expires, with a lot of people calling the same people, the thing is they haven't talked to you yet. See, you are unique. Nobody is like you. Your personality is different than everybody. That's what gives you the upper hand on everybody, is the fact that you are you, and nobody else can be you. That's like, you know, all my coaching stuff. I've had other guys try to rip it off and go sell it all this, and I've had students come back and say, this guy's doing that and this, and I said who cares, because they're not me. It's not the scripts, even though they're probably the best out there. But it's not that, it's that, right? It's that, it's that, it's me. You know, it's the same thing with you guys when you're dealing with your clients. It's you. They want you. You know, that's what you got to realize. So, well, I'll get you the red X thing. So as a for self-owners expires, what I love about is the Geo Leads. Geo Leads is the feature that you put an address in a bar and then it finds up to five hundred dollars around that address and a snap of a finger. The phone numbers. Some of them are cell phone numbers. Tomorrow I want to go live and do my calls. I'm literally just in the morning. I'm going to prepare. I'm literally just going to go to already have some numbers, but I'm not even going to use the numbers I have for whatever complex I'm doing. I'm going to start from scratch. I'm just going to get the number straight out of red X and plug them into Mojo. It syncs. Mojo is a dialer. Okay. So, so red X, Geo Leads, that's my favorite thing in the world because I used to look up numbers on whitepages.com and now you can just go duk duk duk duk duk and get all the whole subdivision and a snap of a finger. Okay. And it's better quality. Way better quality. So that's just amazing to me how 12 hours of my life is now hour and a half because of technology. It really makes me excited and it's amazing to me how many people are not taking advantage of this because voice to voice is king. Like conversation is the key to all closings. There's not a there's not a closing that's ever happened without a conversation. Right? Period. And so if conversations king like that's what you know why not have as many conversations as you can. All the social media and internet and all this is really set up to get to the conversation. I don't care if it's internet leads or whatever you know they email you. You still got to talk to them and find out what they want, what's going on with them. You know you got to figure out what's going on there so you can help them. And they want to talk to you. You got to figure out there's a working relationship. And so conversation is everything. So that's why I love this program because it finds the phone number. There's no excuses anymore. Like it finds the phone numbers and then they have a dialer. Redex has a dialer you can use to dial them but it's they're still working on it. It has some bugs. So I'm still using Mojo to dial. The dialer it just automatically dials the numbers for you. You set it up, hit dial and then it tells you to call a number on your phone, put a password in and boom it's on your phone. Then you just don't hang up your phone. Put your phone over there. If you have a headset or just put it on speaker phone and now you're working everything from your computer. You're hanging up and going on the next call. You're doing everything from your computer. And it'll call three people at once. It'll triple dial they call it. And that's really good for call calling because some of the numbers are still going to be bad and that triple dialer just cuts right through all the bad numbers. It gets right to the good numbers. A lot of people think it's calling three people. What happens if this person answers and then the the the. Well what happens is if you call three and this person answers you start talking to them and then this person answers you have a prerecorded message that says hey hello hey this is Ricky correct with remix and large-featurement about spot I'll call your right back and then you keep talking on that person and then when you're done with this call it automatically calls that next person back and it tells you that they listen to that message and so you can say hey it's really can you hear me now. So here's the thing whenever like you'll lose people like that because they'll hear that first message and they'll think this is a weird and so they won't answer that second call so you lose some here there but you're talking that up to quantity. Like at some point your business has got to be about a quantity of clients and a quantity of at some point you got to give us so much customer service and trying to convert every last lead and start doing projects that that that help you acquire a huge quantity of relationships and clients like unique thousands you know unique thousands to get where you really want to be so put plan around with these 10, 20, 30, 100 right just quit quit playing around with those all the time play around with them but not eight 40 hours a week right carve out an hour or two where you're doing stuff like making cold calls and send them at emails and doing big Facebook campaigns and doing things that they try to connect with more people to get them into that sphere and I do a weekly email so I my whole thing is I try to get the email where they can start getting my weekly email it's been going out every Wednesday since I was seven and that's where the relationship was built because when the email's there every single Wednesday forever and it's good then it develops that relationship for me because they know through the email I don't have to call them and check on them they know through the email that I'm hard-working dependable professional you know that I'm all the things that they want me to be and I'm right there if they need something so red X also if you call red there's a hundred fifty dollar startup fee if you call them and tell them that I sent you they wave that and or if you go to my website zero to diamond.com where everything is free there's no hidden charges or nothing you can get all my strips and you can there's a link where you can sign up online for red X and all that stuff there's videos of me making calls there's action plans there's an entire coaching program I used to charge for that is now free because what what happened is is I woke up four or five months ago and I realized that I wasn't running my coaching business the same way that I'm coaching agents around the real estate business you know I coach the agents that it's all about the relationship not the deal you know how can I help you kind of thing but then on the coaching side I was sitting here doing all this stuff to try to get people to pay me a couple hundred dollars and just wasn't working I was losing too many people that would get that would follow me and get to the part where they had to pay and they said man I really like Ricky and everything he had going on but and I got a lot out of it but I'm not going to pay so now I'm going to go elsewhere and I lose them most people and so I don't want that I want to I want to retain I want to I want to have lifelong relationships with all the agents in the world you know and help reduce the failure rate the real estate industry really is kind of what my mission is reducing the failure rate and I think I can I really believe I can do it because if I can if I can tell people about the losing the deals is good because you get future time back and all this stuff and when markets crashes you can actually make more money because more opportunity people that want to buy down sell now I really think I can help reduce the failure rate I think they'll be agents that listen to me that end up not getting out of the business because they follow what I'm saying you know over time yes so going back to cold calling I fully agree that relationships are the most important part of building your business so when it comes to cold calling and a couple of minutes trying to give them enough information who you are and what you do without the commission rest so to speak is there some sort of advice that you have on that to build that relationship quickly enough that they I'm going to run through my script really fast but it's on my website you guys can get it printed out all that stuff but ring ring ring hello hey Mr. Johnson hey hey yes Mr. Johnson hey Mr. Johnson this is Ricky crew the remakes of our speech how you do today I'm doing good how about you I'm doing good too I'm just enjoying the day isn't gorgeous outside yeah it's nice nice okay look man I don't want to take you too much of your time today but there was a house down the road that just sold and I didn't know if there's anything I could do for you today oh really what it's all for 100 thousand or whatever okay yeah now I think we're good man but thanks okay I got you a look is there an agent in the area that you would work with if you were to do something well no okay well man listen I'm sure at some point I don't know when but at some point I'm sure you're gonna want to buy or sell something I would love the opportunity to work with you in that day comes would be right if I stayed in touch with you sure okay cool what's your email address see how it see how it there there's a big philosophy behind my phone screw up there's two questions at the beginning how are you doing it isn't a gorgeous those are set up to not dive right into the real estate thing is to loosen them up a little bit most agents go straight into I'm calling all the native then people in your neighborhood or I was calling to see if you might want to sell your property or you know some some kind of real estate cliche you know script but this ask them how they're doing and how about the day-to-day isn't awesome right or if it's raining I'm just trying to stay dry isn't it nasty out there or something about Christmas or how was your new year or something right something that's not real estate that loosens them up the two questions are set up to read them are they happy sad mad glad what's going on with them today are they in a hurry and a busy what what's happening with them you know I'm trying to read what's going on with them so that so that then from there I can I know how to handle the rest of the call and then I got you will look I don't want to take it too much of your time today I'm respecting the time but I'm not asking them tell them because I tell you something I want to get your time but a house on the road just sold just listed I just listen when I just sold one whatever and I didn't know if there's something I could do to help you I'm not asking them by yourself right it's a different approach no okay well look is an agent in the area you would work with that's the magic question because I'm pre-qualified do they already have a relationship is the mom and agent is their cousin is the best friend from high school because a lot of agents will have a great conversation with people and think I got a new client but they don't realize that their mom is an agent and they'll never use you no matter how much they like you and so this is a very important question it's like is the door open for us to have this lifelong relationship I'm about to begin with you via email forever or is your mom a realtor okay then it's like okay well you don't well look I'm sure at some point maybe five or ten years down the road you probably don't want to buy or sell something in the area I'd love to work with you that day comes is it okay if I stay in touch so now I'm asking them if they want to stay in touch before answering the email because they're really they're there if you get that far in the conversation they're going to say yes because they're thinking he's just gonna call me once in a while they're not thinking private information email cell phone number right but then when you get up to commit to let you stay in touch then it's like okay cool what's your email address and a lot has to do with your tone how come see your job is to make them feel comfortable the only way you can make them feel comfortable is if you're comfortable because they're going to get you know it goes both ways if you feel nervous then they're going to feel nervous and then I want to do business with you so it takes practice it doesn't happen overnight but if you watch the videos of me making calls and you see the people that hang up on me you see the people that are busy they're too busy to talk to me I still get their email because I just start talking real fast okay cool I don't take too much time but I get the email watching those and seeing the tone and seeing how to talk really slow if I need to like I call a really old person who's country and I'm just you know how you doing you know like making them feel comfortable like you're one of them like that's my people that's what you want like making them feel like that you're a friend or family you know however you talk to a family member when you call them get into that same mindset when you're calling when you call calling people does that answer your question okay when you do your emails every week and you send all those out how do you because I know you have many that you send out do you send them out as a group thing or yeah yeah yeah massive email to my entire database 13,000 people are in there they get they all get the same thing you guys can go to zero diamond.com there's a link that says weekly email and there's an example of my email like a couple weeks ago and a video tutorial me screen sharing showing you how I do it and walking you through how I build it on constant contacts yeah I'm on back of my car yeah the websites I'm doing man you're always doing that. How are your conversations going right now with when people are asking you about the market about it slowing down? They don't know. They don't know they think the market's blowing up nobody knows I have to tell them. If you're having that conversation how is it good? They don't care I mean they I tell them that the transactions they're like really they're like yeah they're like okay well I still want you know way more than I'm way more than it's worth they don't care. Like some of them think that I'm just trying to ambulance check it's like I'm just trying to like scare them so that they do something or whatever some of them do think that but the thing is is I'm telling the truth and I'm not trying to predict I'm just trying to inform. I see myself as the information provider first a real second and so if I'm just telling what's going on I feel it's my duty to tell them what's going on so that they can be informed as early as possible and if they don't believe me you know or you know they kind of act like it's all good but in the back of their mind they don't they think I'm just trying to pull the wool over their eyes or something. They'll find out in a year when things are flat when things are selling for less than they were this year you know I make predictions all the time about okay if you price it the listing of this then this is going to happen you know and then that's what happens. Now on the flip side I get it wrong a lot too. Though I want to price it higher I say no way in hell and it sells in a day. Things I think will never sell selling a day and things I think will sell a day never sell. It's the craziest market you know I mean like real estate is crazy. You can't predict anything and you're not the god of real estate pricing comps who cares what you think it's a buyer who makes that decision you know you can have somebody come in that just really really wants it for whatever weird reason that you don't know it could be a trailer on you know like something that nobody you know but but his great grandmommy on that property and he just got an inheritance from her now he won't ever you know you never know what what what's going to happen so I'll take every listing but I've set the expectations I mean I'm not going to take something that's like double the price or nothing but when we're talking 10 20% I'm taking those I try to talk them down but if there's no talking down there's no talking down it's his property anyway he still wants to listen even though I'm telling him this is a bad move then that's what I want to do because I'm there for him not for me not for the change action not for the deal I want to do what he wants to do and I try to let him know a crime this is me and you this is this is your word we're basically married like you're going to deal with me forever so straight up anything else guys well I really get that you're building a pipeline but what can what one of the conversion numbers I mean like when you first started doing this program versus what it is now I'm sure that there's a vast difference but what can you expect if you do what you're saying in the short-term site it's all mindset like understanding the closings happen every day and then if you're talking to enough people you're going to rent into the people that want to do a deal today on top of the people other people that don't want to do a deal but like you and that you're building this business for now and later at the same time like if you understand that you know there's just a really fine line and it comes with experience like it's hard to say because everybody's different you may start crushing it because you're such a people's person and you've heard everything I said and it really resonated and you absorb it all and you're just doing it to a T or there may be 20% of you that still it's going after the deal needs a deal right now and they can they can fill it and you're losing see the part that gets me is the clients that you lose that you don't realize you lost that's that's the tough part because they didn't say we don't like you we don't want to deal with you they said yeah you know that enough but in reality in the back of their mind they're thinking I'd never do business with this guy you know I'm saying but they're not going to come out and say it it's like y'all have transaction fees over here like like like the three or four hundred dollar transaction fee doc fee or whatever we have it but it's an option because you should not have it so I don't charge it right because if if I do a deal and even if they sign the doc fee document you know it's still like a little it's still a little for you know it's like an extra little four hundred like what is that for doc fee right and in my mind I'm thinking if I do that for every deal there's going to be a certain percentage of clients who don't come back to me but don't tell me they didn't come back to me that just was a little they didn't like how that they didn't like the feeling of that so they didn't come back to me but they'd say it and years later they bought something they sent referrals to another agent because they didn't like that it's not worth it to me the four hundred dollars isn't worth it to me to possibly lose the relationship because the relationship is worth lots of deals referrals past clients repeat business and so it's so it's the same thing if there's 20% of you or 30 or 10 or 50 that still going and you may think you're doing everything I'm saying right but you don't know so consciously that tone and the way you're doing those words isn't quite there on the I'm all in on helping you and not myself so I don't know it's per person right but and I really get that I mean you you can't predict or project yeah all these people but what were yours well I was calling making a hundred dials talking to five people and I would get like two that I connected with you know now it's completely different because I'm just so good at it I've made over a hundred thousand calls right so I just now it's very high you guys will see tomorrow when I do my live calls that how calm and how the people just they feel like their family we connect the first word there's gonna be some people to hang up on me but but there's gonna but but most of them are going to engage you know into the conversation about the weather you know I'm enjoying the days and a gorgeous they're gonna say oh man we're gonna talk about the weather for two three minutes it's crazy where that where that conversation goes and how many agents are scared to try the weather thing because they feel like it's awkward but what's really awkward is saying how you're doing and then saying oh good good okay just come see if you mind let's tell your house that's awkward going right into a cell right there's nothing more awkward than that a lot of people tell me that weather part of the call because because I skipped the weather part of the call I say how you're doing and they say I'm busy what can I do for you then I'm not gonna do the small talk I'm gonna go okay cool listen I don't want to take it too much of a time today but now it's down the road so it is I do now all that I'm gonna start talking real fast I'm gonna skip that part if they really adamant about I'm busy I don't have time for this but a lot of agents that I coach will say you know I was doing the weather thing and then I'm calling and then the prospect I can I can I can sense it that that they're busy they didn't say they're busy I can just feel like they're busy they're not busy that's just the agent in their mind saying I don't I'm scared of this part of the call or maybe they did kind of act like they're busy but that that's a that's a time where you need to use the weather part of the call to loosen them up because if that prospects a little tight you know like who is this kind of thing that's a time to use that part of the call to loosen them up and then instead of you thinking that they're busy going straight into the real estate part of the call and then making it really awkward and then you may lose that client that would have been your client in five years that gave you seven more referrals over the next 15 years you may lose see one client is very valuable you know and so you got to be a master at understanding the long-term ROI of each client and the little nuances that that lose them because there's so many agents out there like like after they say no not interested never say well who do you know right they might want to buy or sell that's a that's a mainstream trained approach but what it does is it says okay mr. owner you can't help me so who else do you know that might be able to help me have you make that first initial call never try to you ever try to meet with a person yeah if I have a good call yeah and I'm filling it face to face I'm feel if I'm really feeling it you know and I know this is hard for women who are talking to men right or even men talking to women but I like to try to go for a lunch appointment having lunch with sellers who are owners owners are buyers and sellers by the way they're the best source of buyers our leads are not having as many launches as you can have with property owners who aren't ready to buy or sell right now should be your thing you should be going all in on how many lunches can I have with property owners in the area who don't want to do anything right now and start developing that relationship because remember market share is how many real whoever whatever agent has the most real relationships with property owners in the area right so anything you're doing in the name of that you're developing your market share so another great thing about when the market crashes all the agents go away they leave all that market share open for you you go in there and grab all that market share and work it comes comes back up you blow up so what happened to me what was your question that was that was it mean face-to-face yeah I love the lunch thing yeah yeah anytime I can squeeze a lunch in there see a lot of my clients are out of state out of town because I'm on the beach condos you know and sometimes if I'm really even if it's a past client I'm like when you guys coming down next you know and then they'll say May 23rd the week of the May 23rd will be down I said okay cool I'm gonna put you down on probably the week before and I'll see if we can't get up I'll take you somewhere nice to eat for lunch you know something I do lunches all the time is this after the second or third conversation you have here I only have one conversation at first initial that's it then the email develops a relationship for me and they call me see it creates a business where everybody's calling me I don't have to chase them they call me when they get ready and so that then I could just focus on more and more and more more and more quantity you know it's like it's all about speed and quantity until you get in front of a client then it's all about quality then the world stops it's all about them you know you're making your calls you got the dollar going you're going through a hundred calls you know blows through five of them and then boom picks one up now everything stops I don't care if we talk for three hours whatever I can do to help this person I'm gonna do it so if I spend all day talking to this one person I didn't make my hundred calls because the 30th call talked to me for four hours I'm okay with that but when I'm through with the call now I gotta go I gotta get more I gotta do something right so it's about you got to find that balance between quantity and speed and quality super important does the red X automatically set them into your email campaign or do you have to actually transfer I use constant contact for my emails so when they tell me their email I just write it down and then I'll have a list of them and then at the end of the call session I'll go through and I'll send personal emails to all of us they thank you for your time on the phone if there's anything I do for you let me know click here for the new listings in your area or something I'll give them something and that first little initial email but then they just go on my email database and I'll just type them in at the end of the day red X could have something I don't know I just I use it to find numbers that's all I do and I use Mojo call and I think Mojo does do some emailing stuff I don't know all the features but I just use all the tools that I use I just use what I need you know whatever works you know you gotta put put the picture on puzzle together are there certain days and times that you made you know I think pre-qualifying and trying to figure out when people are gonna pick up is just a big excuse not to call I hate that I think that you want to make calls just make calls I make them in the morning between 9 and 12 because that's what my mind is the sharpest I want to be on top of my game I want to be the best Ricky I can be I want to be funny energetic I want to be witty I want to be the best I can be and after lunch is when your mentally start to become a little fatigued like the longer the day goes the more mentally fatigued you are and the less your own bless of you know that you're on your game so I like 9 to 12 Monday to Friday I don't I've never made calls in the weekends or after hours a lot of people have better pick up rates after hours and on the weekends you know muzzle talk go do it you know whatever works but don't contemplate about should I call then should I call now just do it right you had a question yeah I was just thinking how you go in you plug in an address and you have your 500 numbers that come up for that area yeah when you go in to make your calls the next time and you put it in address not gonna pick up some of the same people and how do you know not to recall it's okay you can call them again well why would you care about that if you've already spoken to them once I think talk to them again yeah you own this property to cool how you do it since yesterday I mean I don't know a lot of people think a roadblocks or get stomped are really not even a road bump like people that you know say where'd you get my number you know or surely voicemail or all these little questions that kind of pull people up it's just this is not even work like it's you you you become like when you're a people person and you get those people skills and your developer relationships you're really good to just move the stuff over in a real state you're going to run into stuff where people stomp you like ask you questions you don't know the answer to you just have to be a master at not getting nervous about getting put those situations and when you do get put one of those situations just smooth it right over you accidentally call somebody who has the property listed okay cool I didn't see it let me see oh yeah here it is cool yeah who's your agent oh I know them you're good hands look I'm gonna try to sell this for you let me I'm gonna send this out to some people tomorrow you know tell your agent I said hey I'll talk to him if I run into a buyer have a good day you know like just coming up with just smoothing it over being yourself and being honest like I think honesty is a big thing with smoothing things over a lot of people are scared or embarrassed about what actually happened I accidentally called you and it mean to kind of thing but that's actually a good line right there accidentally called you didn't mean to like being honest about what happened really is is a good way to smooth stuff over most of the time do you leave more smells and text yep you do text yes not all text probably a good idea I'm still very old school like like there was no facebook zillow nothing none of that when I started and when I figured out phone calls and how it all worked in the email the weekly email thing and I found something that really worked like I said in the beginning I'm really good at figuring out what works and then going all in on that and I'm kind of stuck in my ways with it right I should maybe do some texting but I'm so busy it's not like I'm trying to like create business I have so much I have more than I can handle if I were a brand new then yes I would be trying every CRM every text messaging thing every you know I would be trying all these things to see what what the best avenue for me I just started doing social media last year like in 2016 I mean 17 like like just started doing social media in the January of 2017 you can go back and look at my Instagram when it started or when I created my group or when I started posting on my personal profile it was January of 2017 until then I didn't look at it because I was I mean in 2014 I sold 100 properties I had something that worked so I'm kind of one of these guys if it isn't broke don't fix it so I'm just gonna continue crushing it over here until this doesn't work and then I'll find something else so I haven't explored every little avenue there is because I'm so busy crushing it and selling so many properties but but yeah I think it's something you can try but the voicemail is just like hey this is Ricky Krueger max our speech I was calling about whatever give me a call back as soon as you can my phone number I use the voicemails as a branding tool they hear my name to hear my company to hear my number to hear what I'm about chances are they're not going to call me back but at least they heard my name and stuff the mojo but then my buddy told me about red X he was like dude I've been calling number not red X and some of those people are asking me how I got their cell phone numbers I was like really find some cell phone numbers he's like yeah I said done so I went there and I stopped playing around with it and boom people were like how'd you get my cell phone number and all this and that and I was like this is the highest and I've tried Cole I've tried several of them mojo actually has one and I've tried that not nothing compared to red X's quality I haven't found one that actually finds cell numbers and they're all evolving you know I mean the law I guess eventually get to where it's the high you know but but yeah and when I found that out so I've been using them ever since what else do I use yeah do you sponsor ads on linkedin as well or just facebook just facebook because linkedin's business you know it's more realtors than all I've sold some commercial mostly Gulf front condos you know but I've sold everything I've sold apartment complexes you know beachfront development properties you know I've sold I have two developments in foley that I'm listening to you know um you know I've got all kinds of stuff but I focus on Gulf front properties but no I haven't actually linkedin's another thing I just started like like a couple weeks ago I just started I made a profile started posting there so I'm still trying stuff you know like Twitter never did Twitter now I'm doing a little tweet a day or something you know just and that's like on the decline but they're still half they're still 300 million users monthly users there and so that's something bigger in other areas for sure yeah 500 million uh on linkedin every month that's a lot of people so it's very interesting to watch the the way all this is going with with the social media side of things and I think it's just like the market how there's new things coming out like transactions being down and prices and you can watch it and see the changes and be on top of those changes for your clients and bring them value that's how you bring them value is is telling them what's going on the market before anybody else knows about it same thing with social media ever kind of come out the new feature on Instagram or Facebook you should be trying it out to see what to see how it because when they do new features there's a lot of exposure because they want to see how it works it was like when Facebook first did the Facebook live my buddy did a Facebook live just like we all do a Facebook live but you have like 20 000 views in like an hour because it was during the first week or so it's like they really push the new things in the beginning and so if you could be on the front end of a new thing that one of their doing you could get a lot of exposure real quick you know and all those people saw you you know and then in two weeks you don't you can't get that same exposure but two weeks before all those people saw you it's like Instagram stories is really is really catching a lot of traction I mean that's turning into something big and the Instagram story ads those are very underpriced right now that's something that's very that's something that's that would be very lucrative I you know that's something that you guys should look into as far as ads go that's something that's kind of on the forefront that they're trying to really figure out if it works or not Instagram ads you have to create those in the Facebook ad manager and it pushes it to them yeah now they're pushing it to both you can't you can't you can't you can't to where the story's there oh sorry that's what I'm saying the stories yeah well I mean I mean I could talk all day about social with the different little things I've learned and stuff I mean I think I think one I guess if I can say one thing about it I think that having the Facebook page and having the Instagram account linked to the Facebook page and then running ads to your client database on Facebook concurrently with the Instagram was big I think having those things linked and then running a Facebook ad on your Facebook page and making a custom audience with all the email addresses you have or Facebook will find all the profiles of all those email addresses and create a custom audience and all your dollars are going to your clients that are already in your emails and already know you I think that's big because some of those clients aren't open in the emails but they see your Facebook and then some of those people aren't open the emails and aren't on Facebook they're on Instagram and so you're hitting all three areas email Instagram Facebook for that database you know and then the people that are open in the emails and are on Facebook and are on Instagram are seeing you in all three places it just gives you even more credibility in the market and what you do in your professionalism and all that stuff I think that's big once you make a call and if they don't answer you leave a voicemail do you continue to call daily you just never call again okay so what's the question I'm sorry once if you know once you call they don't answer you leave a voicemail so you continue to call they're they're they are a notorious non-answer okay they're never gonna answer right and you're wasting every dial on them trying to get them magically answer that you could spend calling a new person remember what I said about one the RLA of just one client how important it is and so if you try to call that person back that didn't answer let's say you call them back three time three more times over a four month period though that's three more dials it could have been three new people right and if you would have connected with say one of those three people you know that's big like you don't understand how big it is and so like the little efficiencies like that is is why I've got such a big database because I understand it now if I took all the people that never answered and call them back yeah I may get a couple of answers here and there but I'm working I'm working on the percentages I'm working on the numbers you know anything Blake this is Blake by the way bring a couple for me when you say you're overwhelmed right now is that when you get to a certain point like a hundred two hundred people that you can actively work with or you kind of more focused or you just don't you're constantly adding to your database yeah I'm constantly adding to my database uh like last year um I made zero calls it was the best year I've ever had in real estate because you built relationships so so momentum is is one of the biggest tools in real estate when you get it's like pushing a truck it's hard to get going but once you get it going you know you're going but if you stop now you gotta start all over again and when you get it going and it's and it's pushing easy that's when you really gotta take it to another level and push even harder to get that momentum really going and I've just done that for so long that I've got to a point where it just kind of got out of control and so many people are calling me wanting to buy and sell referrals and all that stuff I have time to do now and when I got there see there there's to me there's two classifications of time there's the execution time and there's the there's the education time when you're trying to to be the best and and learn everything you can learn okay you got that time where you're executing you know where you're making the call you're showing the property you're you're going on your appointments but then you got the other time where you're reading and you're listening and you're researching and you're trying to figure out what the other agents are doing and you're trying to be the best right but then when you get to a certain point where you reach the top you know that's where I hit last year where I'm not trying to figure it out anymore I got it figured out I call people I create relationships I put them in my database I send weekly emails and help them for the rest of the life I go over the top for everybody and everybody comes back to me so I figured it out so now I'm still executing but I'm not doing any more education time because I've already learned as much as I want to learn right there so now all this is opened up the education that's why I started writing speaking coaching you know facebooking you know that's why I started all that because I had to fill in that gap I can't just sit around you know I could have filled it up with more intuition of real estate but that's not me I want to go to I don't want to just stay for a map I want to go higher and higher and higher so the overwhelmness I think comes from all the referral just all the business I'm getting just is getting just coming at me you know while I'm trying to write two books a published last year and set up speaking engagements and create a website with also coaching program doing all this stuff at once making youtube videos and stuff so I stay overwhelmed I think everybody has a different size cup which represents how much you can handle everybody has a different size if I might you can handle you might be able to handle you know two pinnings and five listings at once it takes up all your time I can do 20 or 30 under contracts and a hundred listings right and I'm just not even breaking a sweat everybody has a different level that they can handle the problem with most of you guys is you haven't went out there and overwhelmed yourself with enough business to get to the point where you're overwhelmed to know where your breaking point is and what you got to do is is you got to you got to hope you got to say I'm not scared of this I'm going to overwhelm myself and then I'll know where my breaking point is and now I can throttle back and stay right there where I'm doing as much as I can do and that's when you reach your full potential and so that's just what I've done I my cup is just overflowing all the time because I've worked so hard to keep it full you know it's all mindset