 So uh just dive right in huh? Make this happen guys. So good to be here Ricky Grooth. Those of you don't know me. I've been selling real estate for 18 years since 2002. Before that I roofed houses with my father and uh man I just grew up as a hard working person and I just love the grind. I'm a single agent. I've been doing the hundred deals a year since 2014 still going and I show every property, go to every listing appointment, closing, inspection, all nine yards. I just have one assistant and um you know also speak and write and coach and do all those things. And a lot of people say why don't you build a team? Why are you doing all this? And uh don't you want to don't don't you think um every once in a while don't you think yourself found? I wish I had a fire's agent and I really don't. Um I just I love the process. I really love you know helping people buy and sell properties and I just I don't I don't I don't feel I don't feel it like to just hand people off to uh to other agents. I'm just not there. I just enjoy what I do. So I don't mind doing it but let me get into the topic here since I only have 20 minutes to speak. Um the topic today that um I asked to talk about was uh you guys selling 50 properties in 2020. Okay that's not over the next 12 months. That's from now or you know add whatever you did up to this point. If it's five deals, 10 deals, 20 deals, um 15 you know we want to we want to have 50 closed by the end of the year. A lot of you may already be doing 50 deals. Great. This strategy can still help you maybe do 100 or maybe bump it up to whatever whatever it is. Okay so let's not put a benchmark on where we want to be. Let's just talk about what our goals might be and um you know if you're already doing 50 let's talk about 75. Okay we're going to use the same strategy either way it goes. Okay but I think what I'm noticing and what I was thinking really hard about over the last couple months during the pandemic and um you know how everyone has had to make adjustments in their business. I had to make adjustments in my business. You know I normally sell 25 to 30 properties in March. I'll put two under contract that month so completely you know different kind of month for me um and so I had to make adjustments. On average through the pandemic from when we went to the shutdown I've sold about one a week on average and then in May I've sold I don't even know how many I've sold in May it's been crazy. So the floodgates really opened up and I'm hearing it across the board. I'm hearing agents all over the country that are giving me you know telling me multiple offers um you know they're just they're they're telling me inventory is even going down lower um that you know there's a lot of pent up demand with the inventory and interest rates it's just a really interesting time right now. Now nationally prices went up in March from last April seven and a half percent it's just an incredibly interesting time that we're in right now but one adjustment that I've had to make and I want to share this with you and I want you to take this with you and I want you to use this um to to very simply say I want to make things very very simple for you. I want you to use this to visualize yourself you know if you want to be one of these 50 to 100 dillier agents single agents whatever if you want to be one of these you know mega teams with you know thousands of deals whatever the case may be I want you to think about this strategy and I want you to understand it is a benchmark strategy okay so I think what I'm seeing okay and I've seen this for years and years but I've just kind of come up with a way to help agents new agents experienced agents visualize this in a way that can help them see the simple path how simple it really is so the problem is this most agents they have let's say three to five prospects in their pipeline who are thinking about buying or selling something in the next 90 days you know when I talk to agents when I'm doing coaching calls when I'm doing when I'm just randomly talking to agents when I'm DMing on Instagram and I and I asked them how many prospects do they have in their in their pipeline who are looking to do something in the next 90 days the most common answer is like four for like three four five sometimes six it's right in there that's I mean that's it I never hear like 10 I never hear 15 it's always like three or four five or six okay so what I want you to realize is that three to five prospects in your database in your pipeline who are thinking about doing something in the next 90 days is literally zero okay that's nothing okay the numbers go like this five people thinking about doing something in the next 90 days one person actually out of that five actually does something okay um so you know it may be lightning strikes and all five people do something I'm not talking about the exception to the rule I'm talking about general numbers here one person out of those four or five are gonna step forward and actually follow through with the deal and most agents they focus on those three or four people and they don't they just put all their time there thinking that oh I got three or four deals here but they really don't they got one and then when that one's done the other people go away now what do you have nothing the next month then you have to try to find more people that might want to do stuff and so I want to simplify this process for you and put it into perspective in a way that's very easy to understand and it's not okay the first thing is is it's not difficult the actions necessary to actually go out and find a human being in your market that is thinking about doing something not even gonna do something just thinking about considering doing something in the next 90 days it's not hard to go out there and find a human in that situation not hard okay so what I want you to do is this I want all of you to go to your open up your laptop open up your browser and I want you to create a google sheet I want you to create a google sheet and I want you to call this google sheet real estate deals potential deals real estate whatever it is you want to call okay and then I want you to make this google sheet a favorite on your browser okay so we're going to make the google sheet a favorite on your browser now this google sheet is going to be when you when you start working in the mornings and you go to your laptop you open it up and you open up all your tabs that you normally open up your email your mls you know your tax records whatever tab you open up I also want you to open this tab it's your google sheet it needs to be open all day long and you're going to be working this google sheet okay this is what we're going to do with it we're going to put people on this sheet this is all we need to focus on okay at the end of this I'm going to give you like three things and it's all you need to focus on you want to sell 5200 deals over the next call on this google sheet we're going to put people that are thinking about doing something in the next 90 days now as we're working to try to find people that want to do things in the next 90 days you know buy and sell property we're going to run into more even more people that don't want to do anything in the next 90 days we're still going to spend the same amount of time with those people that don't want to do anything in the next 90 days we're still going to spend time with them and create that relationship right and we're going to put them in our database to get that weekly email that every single one of you should be doing every single week on the same day of the week forever that's the foundation of your personal brand I only got 20 minutes so I can't get into that that's a whole different story but we're going to put people on this google sheet that are looking to buy or sell the next 90 days okay we're going to put their name we can put whatever we want we can put their phone number address email whatever we want but we're going to put on there on one of the columns the situation what they're looking to buy what they're looking to sell why they're looking to buy or sell what the situation is the conversation you had and when you're supposed to follow up the whole nine yards okay now the google sheet is going to help you never forget that you talked to that prospect it could be a sign call that you talked to once they told you some information about what they're looking for you immediately put them on the google sheet you send them some stuff you kind of forget about it after a week or two but you'll all it'll always be on the google sheet y'all can always circle back okay so you never lose you know this is a way where you know my business was is so big and before the pandemic when transactions went down a little I had things that fell through the cracks but I had so much business I could I could only handle what I could handle but when my transactions went from 30 and march to two I had to come up with a system that helped me keep track of everything where nothing fell through the cracks okay and this is kind of something I did but it does more than that it puts you on track to sell 50 to 100 deals um here's the benchmark here's the magic number 20 to 30 people if you can create this google sheet and focus only on this google sheet it's all from the people and to find 20 to 30 people to have on that google sheet that are thinking about buying or selling in the next 90 days and you keep working the sheet you will within the next 30 60 90 days start to close one to two properties a week that's the magic number is what I found 20 to 30 one to two properties a week okay that's 50 to 100 deals in a year now how do we work the google sheet okay as we're placing prospects on the google sheet if one of those prospects moves forward and list their property with you they're off the list because this is possible deals people are thinking about doing something now they went from thinking it's actually doing so now they're not on this thinking about a listing or they're over here in the doing the deal list right so when you keep this list of people that are considering to do something in the next 90 days so 20 to 30 so if someone on the list decides to list their property with another agent okay that they're going to come off the list and by the way you should congratulate the people that you know decide to use a different agent because obviously they picked they made a decision that they thought was best for them and you should want that for them you should want them to be comfortable you should want them to make the decision that they feel is best for them if not you're contradicting yourself when you say you just want to help people that you're there for help for people you know and that you're just there to help right but but if you get mad because they chose a different agent and that's contradicted you need to be happy that they did that genuinely on the inside too internally and then turn around and use all that future time you just got back that you don't have to spend on that deal go get five more you know I'm saying so if someone on that list is a buyer they go under contract with you boom they're off the list they go under contract with another agent boom they're off the list if they ghost you and they never they quit responding to tax emails and all that good stuff they're off the list if they tell you they're going to hold off for a while okay they're off the list and all those people go off the list are still on your database to get that weekly email which should be the foundation of your business foundation of your personal brand the whole nine yards but they're going to go off the google sheet because now they're not thinking about it or you know they've moved into the move over to another agent or they're not going to do anything anymore and so all we're doing all day long is we're filtering through a google our google list we're following up with people on that list to see where they are in the process and help them we should already have expectations set up for when we're supposed to follow up and how the whole transaction is going to go based on why they're wanting to buy or sell you should have a game plan already in place with them okay with everything built in in terms of follow up it how the whole thing is going to go and then from there we want to maintain this 20 to 30 so if we get to 20 somebody comes off now we're 19 now we're in the danger zone right we got to get it back up to 20 every time we take somebody off you got to replace it so you have to have a a lead generation source coming in okay and another a whole another class could be on what i think the best lead generation source is known to mankind but whatever your lead generation source is want to utilize that to find more people so you always have to have an inflow of new leads coming in you need to talk to them voice to voice to see what they're trying to do when they're trying to do it to establish if they really are truly worthy let's just say i'm going on this list you're going on this google sheet and if see the problem is like i said from the beginning people have four to six has been the number of people that they feel are thinking about doing something in the next 90 days and the problem is that you know they start put all their energy into that those six people right thinking that that's where that's like they're on the path but they're not on the path why because no one has explained it like i just explained it to you about what a real bitch more needs to be in terms of how many people you have currently that are thinking about doing something in the next 90 days okay so this is the benchmark i just saved all your lives and now you can go and get 20 to 30 people because it's really easy to go find these people it's not hard okay it's not hard to get out there and talk to humans and see who wants to do stuff but put them on this list and if they don't then we're going to put them on this other list for long-term growth through a weekly email system and now we're going to start closing one to two a week over the next two to three months and give it some time to start generating and then boom but we're going to work the list we're going to add people to the list we're going to take people off the list if you work this correctly and you're serious about it you're diligent about it you're disciplined about it then you will start selling 50 to 100 properties every year now already had a guy in mississippi you guys all know him more than likely quintavius who sold 100 properties in the very first year in real estate and that was kind of like the four minute mile right you know nobody can do it nobody can do it and then all of a sudden somebody did run a mile work in and under four minutes and now everyone's doing there's there's hundreds and thousands of people who are running the mile in four minutes now okay once someone does it and then you see oh wow it's possible okay then other people believe and then all of a sudden more more and more people are doing it so i have so many agents in my coaching program right now that are utilizing this this motivation and inspiration that quintavius stepped up to give us and they're saying oh wow it is possible okay and i just gave you the exact layout of how you should kind of you know structure your business and the benchmarks you need to maintain to hit that and it's not hard okay and that's what i do too i have 20 30 people at all times looking to do something and i closed two a week i've closed on average two a week since 2014 that's a long time but when i look back on my business i realized this was the key i always had a pipeline of people looking to do stuff i never really kept up with it with the google sheet and never thought about oh i need 20 to 30 i just always had what i thought was a comfortable number and i was able to close you know that amount of property um and still going like i said from the beginning guy single agent still showing everything going all the list and appointments as soon as they get off this i'm shooting down to me to sell or your listing sign you know like as we speak he's he's going to be down there waiting on me to get a listing sign so yeah two minutes just one bill you know yeah i see the see the time there um yeah i mean that's what this was about guys if you want to close 50 to 100 deals i want to make it really simple for you and kind of give you really nuts and bolts not just generalities here this is where it's at if you want to get with me to uh to further the conversation you have questions about lead generation if you have questions about the weekly email there's anything i could do to help you the best place to get me is on instagram okay i answer every single deal there every day and my free coaching program has the 90 day action plan all totally free at zero two diamond dot com where there's over 30 000 agents and going by over 100 every day so it's the fastest growing real estate coaching program out there and it's helping a lot of agents so i'm really happy to be here hope you guys got a lot out of this um and you know keep crushing it let me know what i'm gonna do to help you ricky thank you so so much for your time i know it is very very precious so uh we are very grateful that you're here and for sharing all of that um we're getting thank you comments and on both all the posts where it is um love ricky we're getting on facebook so thanks so so much for being here and i definitely uh i learned a lot you know my biggest year we did 54 uh decided 54 as a solo agent and definitely didn't have anything as organized as this so i'm excited to implement this into my business and yeah thanks for being here and it's real simple too it's easy right like it's everybody has a google sheet everyone can handle this so it helps you visualize it like you can like people even new agents they can actually say yes i can do that so thanks for having me yes thanks for being here