 How do you deal with like if you're here, what about your home inspections and all that day-to-day stuff? How are you handling it? I have this crazy thing called a phone. And people call me on this when something's wrong and I answer it and I say, yeah, this is what we need to do. I'll do a deal for free right now. You know why? Because every relationship is worth 10 to 20 deals to me over the life of my career. Okay, now I gotta go. So I want everybody to get on this wall because I want to take a big picture. One, two. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. I get up at 4.30. I answer DMs for an hour and then I go to the gym. Gonna come home eat breakfast, take a shower, get to the office by 8. I study my business for 15 minutes. I have a little meeting with my assistant and then I just cross whatever was on that list for the day. 3 o'clock comes around. I have another little meeting with myself to make sure there's not like a couple of things that have to get done today, things. That way, if I do that second meeting at 3, and I can leave at 5 feeling good that I didn't leave anything on the table and I can shut my mind off from worrying about that I forget something today. And now you have a marital problems. It all comes from you not having that 3 o'clock meeting with yourself to make sure that there's not 2 or 3 phone calls or emails or something that you have to get done before the end of the day. That way you can go, you're never going to get your whole list done, ever. But there's a lot of that that can wait till tomorrow. There's a few things that can't. So you want to knock off the things that can't wait. And then we can go home and actually have a life. And then come back the next day recharged to do it all over again. Gotta get it, amen. Gotta get it, hallelujah. There we go, there we go. So we go. You invested real estate, right? Yeah. What asset class do you typically invest in? What do you use? Multi-family, single-family? What do you buy in America? I've got long-term single-family. I've got duplexes. I've got fourplexes. I've got condos on the beach. I've got houses. I buy a flip. That's about it right now. I'm a big market, but somebody like you in a small market, what do you think, expansion or relocation, if you had the opportunity to move to a bigger place where there's more opportunity, money-wise? I thought about that. Like, I thought, oh, I could go to Miami because I have my portal license. Or I could go to New York, you know, cross Ryan, I could go there. You know what I'm saying? Like, I could go out there and cross that. But the thing is, I'd have to start completely over. It's like you got to think about infrastructure. I have such infrastructure in place with my database, my clients, my, you know, my team. I'm a single agent, but my team consists of a title company that I've used for 10 years. A mortgage guy I've used for 10 years. You know what I mean? Like, I have a professional photographer. I have a handyman that knocks out all the inspection items and stuff. Everything is just like, boom, it's just so easy. You know what I mean? And I think that, you know, that's a tough question when you're starting out and you don't have the infrastructure in place. That could be an interesting debate. But as far as me, because I've seen it now, I'm in New York City. I see a lot of wealthy people. They're moving from New York to Florida because of taxes. So these are high net worth people that started their business in New York and are doing it. For people that own property, five million and higher. The thing is that's an opportunity. Network with agents in Florida make it happen. Start sending referrals. Some people don't want to start cold calling people. Say, hey, did you hear about the tax? Start cold calling people that have properties over five million dollars and say, hey, you want to move to Florida? I got an agent for you down there, soon I'm saying. Just dabble in stuff. Look for opportunities and try stuff. Because I genuinely want you to succeed. That's why. You know, when somebody has, somebody's charging, it kind of, to me, it's like, what's your intentions? You know what I mean? I'm not saying that every paid coach is bad, snaking the graph. There's tons of great coaches out there that charge. Tons. I'm just saying, in today's world, this generation, they want authenticity. They don't have time for somebody who is not, who they say they are. And there's too many people out there that have sold for two years, sold 19 properties, and now they're selling courses for $100 a month. You know what I mean? It's true. And so many new agents don't understand the process. They just fall for it. That's why I'm here. And I'll crush like the guy says on Shark Tank or whatever, like I'll crush them like a cockroach. That's what I'm new to all the coaches. Not because I hate them, but because I love you. Well, you know, I switched to Red X maybe two years ago. I was using Mojo. I tried to express so Vulcan and Mojo. Mojo was decent, but still not great. And then I switched to Red X and it was like, the pick up, the accuracy of the numbers was so much better. Now that was two years ago. There's a couple things. Number one, that was two years ago. So did Mojo upgrade their data? Probably. Did Vulcan or Vorto, whatever you're talking about, upgrade their data? Probably. Also, there's different areas, you know, like Red X doesn't work as great in this area, works really good in this area, where this area that doesn't work really good in, you know, Vulcan works really good in. So you got to kind of, to me, I think you got to kind of try them all out and see which one works the best for you. The deeper problem is, they're all going to have a lot of bad numbers, because it's just bulk numbers that you're buying. And so people say, oh, they're all wrong numbers. I'm like, well, how many calls did you make? 40. How many people did you talk to? Seven. I'm like, holy smokes, that's good. You know what I mean? Yeah. And they're like complaining and then they cancel and then they go try to do Facebook ads. It's nuts. Do you, like, do not call us? Do you, like, that comes up a lot on products? What's that? The do not call us numbers. A lot of call, yeah. The thing is, and like, you know, whatever, it's on camera app. Like, do not call is, like, the thing is, no, seriously, the thing is nobody's ever been fine. Yeah. Somebody please tell me somebody's been fine. You know somebody's been fine? But like, I have heard those stories. I would love to see it. I would love to see it because I've never found a case. Now, here's the thing. DNC was created to protect customers from robo-callers and scam artists. That's fine, but we're not robo-callers or scam artists. This is what I'm saying. We're calling people to see what we can do to help them. My best clients came for DNC. And those are the best phone numbers. Because I think Vulcan and Mojo and Redx and all those, I think they're flagging the DNC not knowing because they want to make sure they're not crossed. They're like, oh, I don't know. This is a smart DNC, and it's a cell phone. Those are the best quality numbers. And who knows if they're really on the DNC or not? It's just Redx telling you. Did everybody get a book? Ma'am? CRM, CRM system. I don't have one. If you are organizing your CRM, I'm out here selling properties. They get a week's email every single Wednesday. Yeah. Oh, it's constant contacts is where I put them. I don't know who they are. There's no names or anything. They use those emails. Wow. I remember when their birthday is. You know what they care about? When they call me and answer the phone. And then I don't kind of press them into doing anything. And then I ask them how they're doing. And then if they need something, I do it right then. And I do everything I said, tell them what I'm going to do when I said I was going to do it. That's what they care about. They don't care if I know when their birthday is. They don't. Now, would it be great if I could multiply and add that to what I'm doing? Sure, I don't know, whatever. I'm here just to help people. I'm very unorganized. And I think it's one of the big reasons why I'm able to sell so much. Because people that are organizing spend so much time organizing that I spend trying to help people. See what I'm saying? I'm in conversations. I'm wasting time on people. I'm trying to figure out what I can do to help people. You know? And then that weekly email is a safety net on the back of my business that captures all the problems that fall through that I somehow accidentally don't follow up with for whatever reason. Well, they got that email and they called me in three weeks or three months or two years ready to do something. And they saw through the email and the original content that I create every week. So I'm drip-campaign telling you how to cook shrimp atoufe. Yeah, like you don't care. Do you care how to cook shrimp atoufe? Do you care? Neither do any of your prospects with these drip campaigns that tell you what color to paint your walls in the fall. And you know, like the best time of year to, you know, get ready for things. Like nobody cares about that. They want to know original content from you. What do you think about the market? What are the pending deals right now? What's the new listings for the last couple weeks? They want to know what you think. They don't want to see the same exact word for word email through a drip campaign that five other realtors sent them at the exact same time. See what I'm saying? How do you do it? Like if you're here, what about your home inspections and all that day-to-day stuff? How are you handling it? I have this crazy thing called a phone. People call me on this when something's wrong and I answer it and I say, yeah, this is what we need to do. That's it. That's it. All right. Do you have people ask your kinder commission? All the time. Oh, how do you answer that? What commission would you like to pay? I would do a deal for free. I'll do a deal for free right now. You know why? Because every relationship is worth 10 to 20 deals to me over the life of my career. I'm not saying a deal for free. I'm just making a point. Okay. In our market, six is standard. Five is pretty common. You know, I'm normally, I normally get six. And every once in a while, I'll do five. And then every once in a while, you know, there's this one deal. We did like three deals and he's going to do a $2 million deal later and all this. I did it for one. We have the buyer's agent two and a half. I did a 1.5 one for, think two is what I got. I mean, you know, so the thing is when negotiating, play poker face for just one second. Stay hard on it for just one second because what they're trying to do is they're just trying to see if you'll budge. And there's two things going on there. If you don't budge, they may say, okay, cool. If you do budge, they might think he's going to budge on my price when you negotiate with my house. See what I'm saying? So play poker face for a second. Say, listen, man, I appreciate that. But, you know, do you want me to cut the price of your house when we start negotiating that? Same scenario. But normally just stay firm. See what they do. And oh, here's a trick. Here's a trick I like to do. I like to say it's six is standard. And if I sell it myself, represent the buyer, do it for five. And then you get it for six chances. You sell it yourself and put a slim. Okay. Now I got to go. So I want everybody to get on this wall because I want to take a big picture. One, two,