and it's going to be kind of be a gradual thing that happens, but the gradual thing that's going to happen is we're going to see more inventory, we're going to see new listing spike, we're going to see transaction spike, and we're going to see active listings go down. The sellers now who don't have to sell are not going to sell, but we're going to save them for a rainy day when the market reverses. And the cool thing is, is you can't do every deal because the process is so strenuous on every, every deal, right? Creating a relationship, figuring out what they want to do, helping them do what they want to do, getting it under contract, the process of the deal, and the timelines, and the inspections, and the mortgage, and the title, and all the lawyers, and everything that happens, then the closing. It's a strenuous deal. That's why there's unlimited business. And so I'm going to turn this one deal into 10 to 20 deals over the next three to five years, which is exactly what happened. And it was exactly how my business went from nothing to 100 deals a year within that timeframe. Only the people that have to sell, that's going to be the business that keeps your, keeps your lights on, keeps you paying the bills, you know, it keeps income rolling in, the people that have to buy and sell. So we need to be thinking when we're talking a prospect. Nice little group this morning. Thanks for joining us today. For just tuning in, we're about to go through an hour of training and hour calls together. So have your numbers ready to call. And then we're going to kind of do a recap session on the back end. Let me dive in here to the market and stuff, and kind of what I'm seeing and what I think you guys might want to be thinking about. All right. So first off, right this second, I mean, I hope you guys realize we're in the crash. This is 2008. It is, it is 2008. You can see here, this is number of transactions in the country. You can see 2008 was, you know, 4.12. And right now, we're on track to do around 4.3. Okay. Simply put, this is 2008. What's going to happen next year? Who knows what's going to happen next year? And so that's kind of what I want to illustrate today. Like, if we bet big on what we think, you know, when we have these huge market cycles, what you do is, is you bet big on what you think will happen based on just the common sensical data and what has happened historically.  And even if your big bet that you were calling for doesn't happen, it doesn't matter because you win anyway. So let me give you an example. Like right now, I feel like interest rates are going to stay a little higher for longer than we thought. And it's going to be kind of being a gradual thing that happens. But the gradual thing that's going to happen is we're going to see more inventory. We're going to see new listing spike. We're going to see transaction spike. And we're going to see active listings go down because I believe that we're still going to see people that don't want to sell their homes. Even the people who, you know, the second homes and, and investors, a lot of people are worried investors are going to flood the market and stuff. I just don't see it happening because rent's going to continue to get better. Rent has leveled out in such a form. It's still higher, but it's, it's, it's rising much slower. It's kind of normalizing, but it's still going up. And it's going to continue to ease up, you know, whether it's 1% a year, 2% a year, 0% a year. Even if it goes down 1 or 2% in a year, it's really high and it's a really great return on investment. So even a lot of these investors, it's like, why would they sell? They're making a killing. So that, that just brings up the question of how is that going to happen? My point is, is that we're betting big on that to build our business, build the influence on our market, build our inventory, stack listings and do all those things. And what we're setting ourself up for is, okay, the sellers now who don't have to sell are not going to sell, are not going to sell, but we're going to save them for a rainy day when the market reverses. Let's say that the market doesn't reverse and it goes the other way because when the market reverses and, you know, the sellers list to trade up into something, you're going to be their agent. You're going to get two deals out of that. That's what we're setting ourself up for. It's for a business to literally triple when the market reverses. That's what building a relationship with the property owners right now does for your business over the next two to three to four to five years. Triples your business. Now let's say that the opposite happens and we do see a price crash and we see that prices go down, you know, 30, 40% like some of these people are saying that's going to happen, which it, like just the way I see it, what, you know, their thing is affordability is crazy and these investors are sitting on the sideline about to just unleash inventory. So there's data that they see that supports what they're saying. Okay. My thing is with for real estate agents is when we bet, let's say that's what you think is going to happen. Whatever you think is going to happen, let's bet big on that happening with our daily actions and if the opposite happens, guess what? We still win big.  Guess what? Okay. Prices go down 30%. You tell me how easy it's going to be to sell real estate if prices go down 30%. And guess what? You created all these relationships with people who now want to buy at 30% cheaper prices.  However, if you put yourself in that position and what you think happens, happens, your business triples. And if the market retracts price-wise and goes down 30% and it's really easy to sell properties and buyers have their choice and inventory goes to the moon, that is just extending the period for you to build more influence for when the market rebounds from that situation and then you win even bigger. So I just want to make it clear. You can't lose. There's no way for you to lose. If you're doing what you're supposed to do every day, create relationships with property owners in the market, you're going to win. Short-term, long-term, this is your 2008. All right. In my opinion, this is it. We're bottom. What happens next year? I don't know. Will we have another 4.5 million sales or is it going to go to 5 million or is it going to go under 4? I don't know. Okay. I don't know how long this is going to last. Okay. But what I learned in the last crash is that closings happen every day forever. It doesn't matter what the market does. If you look back through all the scariest time in economic history, closings every day. And the cool thing is, is you can't do every deal because the process is so strenuous on every deal, right? Creating a relationship, figuring out what they want to do, helping them do what they want to do, getting it under contract, the process of the deal and the timelines and the inspections and the mortgage and the title and all the lawyers and everything that happens, then the closing. It's a strenuous deal. That's why there's unlimited business because you can't do every deal. Like, your business is a microscopic dot in the entire market, right? So if the market retracts 50%, which it's retracted 20%, the entire nation went from 5 million transactions to set, let's just say 4. Let's just round it down 4 million because it was like 5.1 million last year. It's 4.3. And it's like 18 to 20% retraction of transactions. But guess what? There's still enough business for you to do as many deals as you're willing to go work for. There's not a limit. Now, is there only so many deals in the market? Yes. So there are a lot of agents. When you break down how many deals per agent and all that stuff, it doesn't matter because none of those agents are working. What matters is that you can't do all the deals that are available to you at any given time. And I want to get into the mindset behind the prospects right now, the ones who want to, what if they could versus have to. And I think that's really important right now to understand that single thing. So I want to talk about that in a second. But of course, what I learned was closings happen every day, businesses unlimited, and always to put relationships over transactions right before the crash. The reason I lost everything is because I didn't understand these three key details and nobody cared to share them with me. I don't even know if anybody really understood these philosophies. All right. So this is what we have to do, visualize. And I'll give you the quick one. When I lost everything, when I lost everything, got back in the business in 2008. I got back in, I was like, okay, I understand relationships over transactions, but what now? Right. How can I actually maximize this to scale my business to become the number one agent in my market? So at the time, and this, this is just an example so that you can apply it to today's market. At the time foreclosures were rampant. There was like 44 closures at any given time, which is crazy for my market on MLS. They weren't like at the courthouse steps. They weren't off market. Like these had made it to MLS, which means there was a lot more foreclosures than that. So all the foreclosure agents that were just getting handed deals from banks, they were making a killing 40, 50 grand a month, literally just getting handed business on a silver spoon. I was like, I want to get that job. And I realized really quickly, long story short, that that wasn't the job I wanted because you're basically like, they treat you like a slave. They make you go to properties. They make you like fix stuff and deal with the landscaping and, you know, run you all around all the stuff you have to do. I was like, I don't want to do all that. I tell you what, let me visualize how this thing's going to work because none of the foreclosure agents answered their phone. I said, okay, you're not going to answer your phone. I know what's going to happen here. As the foreclosures go away, you're going to go away.  I'm going to be one of the agents that comes out of this and triples and quadruples my business. And here's how I visualized it. I was like, instead of representing the banks and all the foreclosures, I'm going to go represent the buyers on these foreclosures. And then in three years, when foreclosures go away and prices go up, my clients that bought the foreclosures at the bottom are going to sell that property. There's another deal. They're going to upgrade to another property. There's a third deal. They're going to refer me to four or five of their friends. There's four or five more deals. And so I'm going to turn this one deal into 10 to 20 deals over the next three to five years, which is exactly what happened. And it was exactly how my business went from nothing to 100 deals a year within that timeframe. And, you know, all the stuff that happened after that was literally because I visualized that moment. And I said, here's how I'm going to take advantage. And then I put the daily actions in place to go find the buyers for the foreclosures that were half off. These properties were 50% off. It was like easy. You know, yeah, I had to show some properties, shake some hands, kiss some babies, have lunches with clients and families and stuff like that. But at the time I was loving it because I went from roofing and working on an oil rig to like having lunch to make a living. And so it was fun to me. Anyway, that's my little story of visualizing the moment to multiply my business. You can do the same thing right now. We know that, you know, the market is going to research massively, right? We're at 4 million transactions. 5 million is kind of a normal market. We know where it's going to jump 20%. A market, a market like a down market can fluctuate your business. I was talking to Ben Steven. He was on my podcast a couple of days ago. His business is down like 20% right now. Okay. His business is down 20% in this down market, but he's like doubling up on his database. So what's cool is, is when a market retracts on one of these 10-year cycles, it can fluctuate your business 10, 20%, something like that. Never go to zero. Never go to zero. But it can fluctuate at 10, 20, maybe even 30%. That's okay. But the cool thing is, is if you do it right during when the market's down and as the market resurges, you can literally triple your business. So the market can fluctuate your business on the downside 10, 20, 30% at the worst, but it can, it can double, triple, three, four extra business on the backend. That's what's really cool about working these 10-year cycles and these yearly cycles. So we got to visualize where we're going and bet big on this. All right. Let me get where I can see you guys. There we go. So where are we? 2008 level of chains actions, home prices are holding up just fine. And we've got historic pent up demand. All right. So let's talk about that real quick. The reason that I feel like we have historical pent up demand is because of two things. One, the sellers who are sitting on low rates who want to move, but can't because of high interest rates, they're just dying to move. They just can't because it doesn't make sense to go from 3.5% to 6.5% or 7.5% or whatever. So what does that tell me? That tells me that when the market resurges and these sellers decide, okay, now it's time to go, whoever has created their relationship with the most of those people, their business is going to triple. That's why when people, when sellers are telling you that they might want to sell, they could if they would, they don't know where they would go, don't try to figure out how to turn them into a deal today. Understand that the only people doing deals right now are the people that have to do a deal and investors. Okay. We're down to 2008 levels, okay, which means we're as low as it gets because think about 2008. There were 4 million active listings and there were 4 million deals. Right now, we have under a million listings and 4 million deals. So back then, there was enough inventory. There just was no demand. Now, there's no inventory and plenty of demand. If there was more inventory, we'd have more transactions. So in my opinion, 2008 was a good example of like rock bottom demand. Okay. Only the people that had to buy and sell and investors. So what do we need to be thinking about with this? As we're talking to prospects, it's like, you need to start kind of categorizing your prospects. Is this somebody who wants to if they could or this is somebody that needs to because their mom died, they, you know, their lease is running out, they're pre-approved, they're going to buy, they want to buy, they're like set on buying and their lease runs out in 60 days. You know, the people that need to versus the people that want to and quit trying to make the people that want to into a person that needs to, yes, follow up with them, yes, work them, yes, help them, follow that until it turns dead. But don't put all your eggs in these baskets of people that just want to buy or sell because chances are they're not going to do anything right now. However, those are the exact clients that will triple your business in two years as things level out. So we've got to stack, stack, stack, stack these people on our database and do the weekly email and social media, simple as that. So we've got the people who don't need to sell, not going to sell because of interest rates. All right. And then we've got the 33-year-olds. Okay. So historic pent-up demand. All right. 33-year-olds, birth rates, 50-year birth rates. You see the spike in 1990. 33-year-olds. These are 33-year-olds. You see how much it spiked up from the previous decade and a half. Really, two decades. It's about a two-decade high. Now, you see the line went way up here. This is the baby boomers. So that was crazy. But look how low it got. And now we're up big from there. And it stays there for 16, 17 years. So much demand from first-time home buyers. Okay. Ridiculous. Okay. So here's the opportunity that I see. Only the people that have to sell, that's going to be the business that keeps your, keeps your lights on, keeps you paying the bills. You know, it keeps income rolling in. The people that have to buy and sell. So we need to be thinking when we're talking to prospects. Is this person have to buy or sell? Or do they just want to? If they want to, that's fine. We'll help them. We'll work with them. We'll see where it goes. But at the same time, we know chances are pretty low that they're going to do something. So don't put all your eggs in the basket of prospects who just want to or thinking about it or might or they could or whatever. And continue on your search, creating a list of people that have to buy and sell because those are the people that are actually doing deals and also investors. Every single conversation that you have right now, you need to end that conversation. And I'll repeat this. If you don't get this the first time I say it every at the end of every conversation, okay, regardless if it's an online lead, if it's a circle prospecting, if it's, you know, expired for sell-bound or whatever, no matter how the call goes.  It didn't go good. They're kind of weird. It's awkward.  Listen, hey, before I let you go, let me ask you this one thing. If I had a great deal on a rental property, would you be interested? And just listen, see what they say. And what you need to be doing, ladies and gentlemen, is stacking a list of investors, like I'm buying houses every single month. There's investors that are buying properties every month. I'm selling properties. I'm buying properties. I'm 1031ing. There's tons of people doing that. Investors buy and sell in any market. So I'm buying and selling now. Markets up. Prices are all-time highs. I'm buying. If prices go down, guess what? I'm buying. If prices continue to climb, guess what? I'm buying. I'm selling. I'm buying. I'm ju- I'm sticking and moving. That's what investors do. You need a stack of investor clients right now, a big stack of them. And you're talking to these prospects anyway. Why not ask if they had- if you had a great deal on a rental property, would they be interested? Yeah, I would. What you got? Well, I have all kinds of stuff. I get off market deals, stuff across my desk. I run into stuff. What do you like? Single family, multifamily, commercial, warehouse, strip centers, you know, RV parks. What do you like? And understand what they like as an investor and put them on your list. And then guess what? Go find it for them. Send them deals. Right? And you guys should be studying and looking at MLS Hot Sheet every day anyway. I've said that a million times.   Right? And so now we're- now we're starting to put all this stuff together. And what are we doing? We're creating demand. As a real estate agent, Gary Vee said this to Ryan Serhan. It's just like stuck with me. Like we have the ability to create our own demand. Like we can create it out of thin air. It's incredible. So right now, we need to be thinking about people that have to buy and sell because those are the people- really the only people doing deals. Investors, only people doing deals. Stacking everyone else into our database to do the weekly email, which is where we're going to be building our massive influence. That's what I mean by that. Yeah. That- that's a 95-5 rule. 5% of people are going to do something today, 95 or not.  You're their girl. And when the market shifts and they decide to do something, have you stacked hundreds and maybe even thousands of these people in your database? Guess what? Your business explodes. And of course, when a stack listings, I was looking at- I'm speaking in Sarasota next week and I was looking at their stats. Their inventory is up like 25% over last year. Like the whole nation is down 17% right now year over year. The Sarasota area is up 25%, right? Down 17 nationally, up 25 locally. Wow. And prices are- prices are up like, I don't know, 10% on the year nationally since January 1st. They're literally dead even in Sarasota. So everything's local, but you know what that tells me? It's like, oh my God, what an amazing opportunity to stack listings. Days on the market are up. Inventory is up. Prices are flat. You know how easy it would be to stack 20, 30, 40 listings in the Sarasota area right this second? Incredibly easy. And that's what you need to be thinking about. It's just stuff like that, looking at the data, figuring out where the opportunities are short and long term. This is where I'm betting big on the market. I believe that if I'm stacking my listings, if I'm creating these relationships with people who don't necessarily want to do something today and I'm just stirring the pot, I'm helping my investor people do my thing, I think this is where the market's going. I think we're going to see new listing spike, which by the way, I don't know if you guys have watched data, but we're seeing that, not a spike, but we're seeing an increase right now in new listings, which we kind of normally see this time of year, but it's a little higher than normal. I don't know if you guys are paying attention to that. That's nationally, I don't know what it's doing in your local markets, but nationally we're seeing new listings kind of tick up a little bit, which is interesting, higher than normal. I think what's going to happen is the trade-up seller is going to come in, they're going to put a property on the market, and then they're going to buy something which takes a property off the market. They're going to add a unit to the market, which adds to new listings, but they're going to take a listing off the market, which is a net even for active listings. You follow me? They added a listing, took one off, net even. Then you've got the first-time home buyers that are going to come out in droves, and they don't have a listing to add to the market. They're just going to take one off the market, so that's going to be a net negative for active listings. What I foresee is that we're going to see a spike in listings, we're going to see transactions shoot up and get back to the $5 million range, maybe next year, maybe the year after. Next year is an election year too, by the way. We'll see what weird stuff happens next year, but I don't know when it's going to happen, but it's going to happen. The longer it takes to get there, the bigger your business will explode if you're doing the things you need to do in the meantime. Transactions are going to spike big time, but we're going to see active listings drop. This is how I feel like it's going to play out. Now, again, if it doesn't play out that way, great. If prices go down, awesome. How easy is it going to be to sell real estate? Think about this short-term, long-term bedding on the market, lining up your daily actions to whatever the goal is. For me, it's to be the number one agent on market. For me, it's to make a million bucks a year. For me, it's to stack inventory and build influence. For you, I don't know what it is. Some of you aren't as ambitious. Some of you are even more ambitious. It's great. All right. Any questions on this before we get into some role playing? Hey, Ricky, can you say again the line that you tell people when you get off the call and regress to investors? Yeah. If the call goes great, maybe I'm using this to bring the call back to life, and they're fixing to get off mad or whatever, or this weird, or maybe it was a great conversation. It doesn't matter. Every call, I'm like, hey, well, listen, before I let you go, let me ask you this. If I had a great deal, smoking hot deal on a rental property, would you be interested? Then I'm just going to see what they say. Maybe they don't buy rental properties. Great. Cool. Just wondering. I run across stuff all the time. If you need something, let me know, whatever. If they do, now we're into this whole other conversation where I want to just go deeper and deeper and deeper with them and understand exactly what it is they want to do. If they would buy something right now, if I found something, just continue down that road. Awesome, man. Thank you. I have a question about using the dial. I'm using the, I'm with the EXP KV Core. I can push the leads in, so once I start dialing, it has phone number address, all the information I need. If they don't answer, and I can still push the lead into my database, can I still market to them, even though I haven't got their permission to email them? Can I send them the newsletter? I would. Okay. I want to. I would too, but I just wanted to make sure that would be like, you're making a call. You want to get permission or get their email so you can send them the weekly newsletter. But there's a lot of people that aren't going to answer and I still have their email through the dialer. So I just want to know if that would count as a good lead or good contact. Yeah, I would. You don't know if it's a good contact until you send them some stuff and they call you one day and say, Hey, I want to buy this. One of the things I'm doing is I came over from another company and I had a big database and it was a mess and I'm going through the whole database. I've got contact.  Numbers are no good, but the email seemed to be good. So I'm setting everyone up on email communication and what's happening is I can see them coming back to the website, looking at the properties. So now I've got 60, just what I'm discovering out of a thousand. I had 6,000 names, numbers, emails. Out of a thousand, I've got 60 now that are coming back, looking at properties and then I'll send them. Okay. That's all. That's what I'm doing. Nice. Anybody else? Yeah. Hey, Ricky. What was the, what would you say about like new active listings, like we're going to see less of that? Is it interest rates going down or I missed that part? Well, and again, guys, just so you know, okay, none of this matters. Okay. Doesn't matter what the market does. Closings are going to happen every single day. That's why you can't lose, right? You just go all in on this. Full confidence.  It's really that simple. Thinking too much into the market and what's going to happen. It's like, make your bet and then commit and then let it play out for a couple of years and go hard as you can. But active listings are going to go down because as interest rates ease, some sellers are going to sell because they've been wanting to forever and they're finally going to say, okay, so they're going to add one to the market and take one off. But then first time home buyers will take one off. So it'll be a net negative for active listings. Yeah. No, I agree with you. I was just curious because I know I'm doing some work right now to get a couple of deals in place. I was just curious what you were talking about about seeing less active listings. Yeah. More new listings. We'll see the new listings go like this, but then we'll see active listings. I believe do that. Thank you. Bad to worse. Gotcha. Hey, Ricky.  What is it? Following a call that's expired for sale by owner. Obviously, you don't get the appointment right away, but you're going to stay in front of them. So apart from just like calling them, let's say they tell you like, hey, calling back in October. So you're going to call them back in.  Because maybe at that time they're ready to have that conversation, whatever the case might be. This is a for sale by owner? Expired. Okay. So an expired, they want to have that conversation October. Say, are you saying you're going to, you're kind of waiting till October to sell the property? Well, let's say this case, they're waiting till October because that's when the 60 days comes up. And so like, it'll be zero day active on market. And so they don't want to have that conversation till October when they know that they're going to be zero days on market. Zero day, like the aftermath of like, once it went off the market, then there's 60 day grace period or something. Yeah. So like in Florida, like, if you're active on market and then they get resigned by somebody else and they get back on the MLS, it'll say active on number one, I would tell them that doesn't matter. The buyer isn't going to not buy the property if they want it because of what the days on the market says. Number one, there's no inventory. Okay. Means zero. Even less than today's market, right? So that's one thing I would explain. That doesn't mean anything. But the bigger question is, okay, why do you want to sell it? So why do they want to sell? Their motivation. Yeah, why do they want to sell? Well, I mean, they need to sell it because they're in a condominium and they're going to be getting a special assessment pretty soon. So they smell it coming, which is not good, right? Well, then, okay. So then this, see, this is why you dig, right? Because if they're worried about an assessment coming up and they're trying to get out of it and sidestep that, every day that they have the condo puts them in a worse and worse position. Yeah. So why would we wait on days on the market that doesn't matter when the bigger issue is, like, they could enforce this assessment any time? Yeah. You know? And so, like, that's just the conversation I would be having with them if that's why you want to sell, then why are you worried about those days on the market thing? Let's get this thing gone, right? Yeah, no, for sure. For sure. I was going to ask, like, let's say like they said yes or whatever, but like for somebody that you're just going to continue to follow up with, what does that action plan look like? Are you setting up another? It depends on why they want to sell. I don't know. That's why I'm asking you these questions, right? I got to keep digging and digging and digging. If they say, call me back in October, I'm not going to be like, okay, I'm going to be like, what's going on in October? You know, is that when you want to sell, tell me what's happening here? Like, I'm their agent. Like, I'm assuming that I'm their agent and I'm their consultant. So how can I be their agent and give them professional advice if I don't even know what's going on? Like, I don't even know the situation here. Yeah. Like, I have no idea how to follow up. I have no idea what the next step is in the process. I have no idea why they're telling me what they're telling me. That'd be like you going to a doctor and saying my stomach hurts. And he's like, here, take these without even doing any tests or, you know, asking you what you ate, like nothing. He's not asking anything about what, why your stomach, why hurt. He's not doing any tests to see why your stomach hurts. He's just like, here's some medicine. This should work. Yeah. Right? That's, see, it's a difference in being good at your job and being a professional and being an amateur. Awesome, man. Yeah. So like, it's not just like, you know, dropping into like a drip or like a remarketing or like just a mailier automatic. Yes. Yes. They're always going to get the weekly email, right? Everybody that you talk to goes to your database to get the weekly email. So that's done. They're never going to forget about you and you've got them on that automatic deal. You're creating an email every week that they're going to get to know you through, right? Yep. So that's done. That's in place. Now the issue is, okay, how do we take care of this person? What do they need? What do they want to do? How can I help them do it? And if you don't know any of these answers, you've got nothing and you're not going to be their agent. Why? Because when you try to call them back in October, because you said, I'll call you back then or you put them on some kind of weird drip thing, they're just not, they're just like, that person doesn't even care what I got going on and they're going to go with an agent who digs deeper. Awesome, man. Thank you so much. Last like hour or two hours, I've been in the settings, like just wrapping stuff, like comps, looking at different properties that I've worked on, listing and everything. And I feel more, I definitely feel more confident, look at the holidays and also going to the comps and stuff because I know that I'm working hard from the clients even before I have the listing. John, what's your question? Oh, I was just timing in to... Oh, I got you. I got you. Yeah, no, we, you know, that's cool.  So we got 14 minutes, 13 minutes, it looks like.  Okay. And if you're circle prospecting, don't change what you're doing based on what I'm fixing to say. Okay. But I want you to keep this in mind, okay? Because a lot of agents are just circle prospecting, circle prospecting, circle prospecting, and I built my entire business on circle prospecting, every single bit of it. But right now, 90% of people have less than 6%, right? Like 65 have less than 5% or 4%. 30-something percent have less than 3%, right? These people are not selling, chances are. Now, 45% of homes out there are own free and clear, no mortgage. And I'm not saying you're not going to get business circle prospecting because you will. But what I am saying is it's less likely in today's market than it was, say, pre-pandemic. Or even in 2021, heck, 2021, you're like, hey, who wants to make $100,000 today? I could sell it for $100,000 over asking price or whatever. It wasn't hard to circle prospect and get listings at that time. But right now, you have to think efficiency. Everything's got to be, how can I be more efficient? How can I have higher quality leads? And I feel like the low-hanging fruit are expired and for sell by owners and social media. You should be making calls all morning and doing social media all afternoon. That's like the perfect, that's perfection if you're doing that. With expireds, I like two to 18-month-old. That's my favorite. I call them, if they expire yesterday, the day before, and all that too, as well. But that two to 18-month-old seems to be a sweet spot. But these people said, hey, I'll sell. I would sell. For sell by owners, they're like, hey, I'll sell in a market with no inventory. So just think about that and diversify your prospecting. Now, Melvin, you got a question? Yes, sir. Good morning, Ricky. Nice to be here again. I was on your last webinar. I've been having a lot of love, the numbers been going up. When I used the 20-80 ratio, I've been more active, making more conversations with the prospects. My thing is that at the end of the call, the only thing that I get is texting. People don't mind if I send them a text with our information. What would be like a good line for me to use in order to get their email? A lot of people like I come to a dead wall. Melvin, role play with me here. You've asked them, hey, is there something I could do for you? And they say no. And they say no, whatever. Take me through your script. Okay, so I do offer. If there's any real estate needs that I could help them with, usually say no. I came up with an additional question, are you a homeowner or are you renting currently? That's what you say after you ask them that? Right before they hang up. Usually, they hang up right before they say they're not interested. Let me ask you, right before you go, are you a homeowner or are you renting currently? Because I don't know who I'm speaking to. I get it. Where do you go from there? Take me through the script. And from there, then I ask them, the only thing we're trying to do at the moment is provide you our business contact, maybe sometime in the future or a year or two. There you have a change of heart. We just want to be there for you. We want to be the agency that you contact whenever you know. I get it. And then? And if they say yes, well, actually, what's the best way to send your information? Do you have an email where I can send it to? No, you can text me. That's usually the answer. Well, there's a lot of problems with all that. Number one, you're talking too much. You're saying, hey, we want to stay in touch. We want to give you a lot of information. We want to be there for you whenever you do it.  Right, right? It's it. Okay. Amazon, Uber, Apple, Facebook, all these companies, they're trillion dollar companies because why they save people time. Correct. Your business has to do the same thing.  You guys know what I'm talking about? That's what they're thinking about when after that call with you, they're like, not going to answer his call anymore. Right? Right. And it's okay. Like, nothing wrong with that. I'm just saying we have to be more efficient with our words. We can't be long-winded because they're like, oh, man, I do not. I'm not going to want to do a deal with them because every time I talk to them, it's going to it's going to take up so much time when I've got kids that need to be picked up and I got to cook dinner and I got work to do and here Melvin is talking to me forever. And it's not even forever. It's just like an extra like 10 seconds. That's eternity to people on the phone. You feel me? Right. And so on average, my calls and, you know, like the only take a minute, a minute and two, three seconds. I understand Melvin. Melvin, I get it. But the words you're saying within that minute are too many. Number one, it's the same thing with your weekly email guys. If you have this long drawn out weekly email and they click on it and they have to read a novel, they're never going to open another email yours. Right. You guys see my emails. They're one sentence in a space, one sentence, big font, big font, one sentence space, one sentence space, just like a couple sentences. Real easy to read. Boom. You get the information and you're out. That's the way the phone calls need to be as well. Okay. So listen, when they send out interest and say, great, is there an agent you would work with if you were to do something? Yes or no? Okay. Great. I'm sure you're going to do something in the future. Right. I'd love to work with you when that day comes. Would it be okay if I stayed in touch? Cool. What's a good email? What you're doing is you're giving them an option. You're saying, hey, what's the best way to stay in touch with you? And then they're thinking, oh, I can just tell them text. I don't give them an option. I'm like, hey, can I stay in touch with you? Great. What's a good email? See what I'm saying? Right, right. Follow the script. Yeah, I'm taking notes. I definitely I'll try that. Because usually I know that their time is precious. So I end up saying, look, you know, I don't want to take too much of your time. I'll send you the information. It's email fine. Or I give them options. Can I send it to via regular mail? Don't give them options. Okay. Don't give them options. Say, listen, say just like this, bro, I'd love to stay in touch with you. Is that okay? Yes. Cool. What's a good email? Okay. That's it. Don't don't say you're going to send them information. Don't say you're going to send them a market report. Don't say you're going to send them anything. Say I want to stay in touch with you. Great. What's a good email? God, don't talk about information, bro. Don't talk about market reports. They get like 15 market reports from other agents that suck. And they're like, I don't want another sucky market report. Know what I mean? Yes, sir. Ricky, do you have time for one more question? Yeah. Okay. I'm a brand spanking new agent here and two main questions. One, where or how do you go about pulling content to create a weekly email? And my apologies if this was covered earlier. Yeah, go ahead. Okay. If it's recorded, I could just put a link here. Okay. All right. And then my other question is, you know, everyone says start with your sphere of influence. And a lot of these people know that I was in a completely different industry all this time.   Who cares? Okay. Tell me more. Who cares what they think? I could care less what they think. I could care less if they think that I'm being selfish or greedy or if they don't like me anymore because of this, because I know that I'm there to help them. And that's it. So when I'm calling them, I could care less what they think. I'm like, Hey, how are you doing? How's it been? I'm not going to talk to them about real estate. I'm going to see how they've been doing as a human because why? Because that's why I'm calling. That's why I care. That's like, that's literally the reason I'm calling because I want to know how they're doing. So I'm just getting reacquainted with all of my contacts. That's the first step. And if, you know, when it, when the question comes up, what have you been up to, then I fit that. You can do it like that. You can do it. You can do it where you actually go into it. You could say, Hey, I got it in real estate. You know, you're looking to buy or sell anything. It's perfectly fine to ask people that. And for the people that, I just need to hear this again, for the people that say, you know, I'm hearing that the rates are going to go down. I've, I'm really ambitious. I really want to sell my house or buy, but I just have the money. I don't have the money based on these interest rates. Awesome. Great. And then you just follow up with them. That's it. Put them in your database, let them get the weekly email and say, listen, I'm going to stay in touch with you via email, you know, when things change, when interest rates come down, when you save up enough money, whatever happens, call me.  Everybody else should be saved for a rainy day when the market resurges. Put them in your database to get the weekly email and continue on your mission, looking for people that have to buy and sell A and B investors. So the, the, the, the talking point about rates don't matter at cyclical, that's, that is more so for the investor talk. I mean, we shouldn't even be really having a conversation about rates of people. That's, that's their, that's their, that's between them and their lender. We're not a lender. We're a real estate agent. We're trying to connect buyers and sellers here. It's not our job to get them pre-approved or figure out how they're going to afford this. That's not us. Our job is to connect buyers and sellers. Yep. That's right. Why am I, why am I talking to people about rates? You know, like, I got a good lender. Go get pre-approved. If that's, you know, if that's what you want to do, if you're going to go look at houses, fine, let's go look at houses. I don't care if you're pre-approved or not. I'll go show you houses right now. But if you, if you want to know what you can afford before you go look, that's fine too. I got a great lender. Go talk to them. See what they can do. Let's see where you are. The rates don't matter to us and investors, especially seasoned investors, they know, they already know what they're doing. They know what they're, they know what they're going to borrow. They know how they're going to borrow it. They know if they're going to pay cash, they already have their banker. They already, they don't need us to talk to them about interest rates. But then the thought about, you know, if you wait, if you're, I'm just curious. I'm just wanting to understand. So if you, if their thought is, I want to wait until it's more so a buyer's market. Well, if you're waiting for the rates to go down, then the economy is going to be stimulated and you're going to have a hundred offers on a house and then you're going to be paying more anyway. So that's right. What's, it's all cyclical. It all kind of balances out. Right? Okay. But at the same time, you don't know what's going to happen. So when you start trying to forecast what's going to happen to your buyers and sell them on a, on what you're predicting, you're, you're, and, you know, and then that forecast doesn't come true. You got an egg on your face. There's no, there's no need in trying to say, oh, listen, you help people do what they want to do. If they don't want to buy right now, awesome. Call me when you do. Where's my next prospect? You want to buy now? Great. Let's work on that. Let's get that deal done. The next prospect, I don't really know if I want to. Okay, cool. Let's talk about it. Okay. You don't want to do great. Call me when you do. The problem is we try to turn every prospect into a deal today. I only like 1% or 2% or 3% of people are going to do a deal today. Quit trying to force everyone into a deal. Let them go do what they want to do. You just be their friend that's here for them when they do decide to actually do a deal, which may be three years from now. Awesome.  Thank you. That's super helpful. Cool. All right. Let's get into the calls. It is 1101 central, 12 o'clock Eastern. Everybody have their dialers ready? All right. Everybody ready to hit dial? Okay. Here we go. You ready? Okay. We're going to start dialing in three, two, one. Let's go. Hey, Jess, this is Matt White with Keller Ruins Real Estate. How are you doing today? All together. Okay. Very good. Honestly, just enjoying the little worm front we had after the past two days that we're hauntingly foreshadowing a fall. I totally understand. Yeah. Hey, I don't want to take up too much of your morning, obviously. Right there on 106th Street, your neighbor, Joe Krieger, just accepted an offer and I was calling to see if there was anything in the world I could do for you today, regardless of who you are. Okay. You wouldn't tell it to somebody that don't know anybody, because the phones are... I totally understand. I totally understand. There's that golden handstop, the golden handstop where everybody's kind of going, I don't know if I can ever leave this. What is this? Okay. So it'd be better for a family who kind of, you know, people who want to live next door, probably family members. I don't blame you at all. I honestly, God, don't blame you at all. That is such a low rate. Everyone I've been talking to here were thinking of selling one, backing to keep their old property. All right. Congratulations, guys. I've been listening to all your calls. Freaking incredible. All right. I'll give it a second for people on their last call to kind of finish up. While we're waiting, everybody finish up. Let's go ahead and throw like a quick question while we're waiting on everybody to finish up. If anybody has like a quick question here. Yeah, I do, Ricky. Actually, my name is Max Fights. I'm from Milwaukee, Wisconsin. I have actually been focused solely on circle prospecting. And at the beginning of this call, you said that we should probably go after more of the more motivated people or expires in for sale by owners. I'm assuming that's in conjunction with circle prospecting. Do you have like a hierarchy of what you would start with in the morning and then move your way through? Yeah, I'd never changed lead sources during the day. Interesting. So I would do like geo leads all day this day. Are you calling like three hours or eight hours? I'm calling three hours. I would stick with one lead source a day, and then just change it up the next day. Geely's today expires the next day, whatever. All right. Yeah, because when you try to switch, then you lose all that momentum. There's just too much. Like it doesn't make any sense. Okay. I was going to ask you if there was like a follow-up system for the sale by owner expires that you typically utilize?  It depends on what they want to do and why. Okay. Right. So I'm going to customize that follow-up around their situation. That's fair. I don't know why they want to sell when they want to sell, if they want to buy, what they're trying to do, you know, what their timeline is, how motivated they actually are. So I don't know. That's fair. It's differentable. Yeah. Each situation is to be followed up differently based on, you know, am I going to follow up on somebody? For example, I'm not going to follow up on somebody who, you know, is going to make a few, you know, do a little remodeling and then list it in two weeks versus someone who might think about selling in three months. You know what I mean? There's just two completely different follow-up processes, you know? If you don't connect with them, like if you have to leave a voicemail, will you hit them the next day or will you wait a day typically or specifically for, for sale by owner and expired? I guess. I never called anybody back. All right. But in today's world with auto dialers, I didn't have an auto dialer. So each dial was like a big deal to me. But if I were in today's world with auto dialers and it's so easy to make so many calls and like disposition them in Redx and, you know, click a few buttons and call everybody back. You'll have the voicemail for or whatever. Then I would do that. I would do that a little more. Maybe dedicate like Thursday to callbacks or something, you know what I mean? Or whatever. Got it. Got it. Thank you for your time. I really appreciate it. Cool. Ricky. Ricky. Yo. Oh, this is Marcelo. How are you today? I'm doing fine, man. How you doing? I'm doing good. Thank you. I just did have a question, but I did have a comment and I wasn't prepared for the calls nor my information today, so it was just kind of a learning process for me. But I want to comment that this is phenomenal because just be able to see, you know, everyone in the trenches doing their best to try to make a connection or get a contact. It's just pretty inspiring. And we are learning from the things that we believe are the most challenging. That's what we learned the most. So it's a great thing. Thank you for putting this together. To me, it was awesome. Yeah. Did you have a question? No, I did not have a question. Oh, okay. Cool. It was just a comment. Thank you. So what I found interesting, because we did this workshop a couple of weeks ago and I made it a lot bigger, you know, advertised it more and stuff. We had like 2200 agents register. And then I think 500 to 600 were on the call in the beginning. And then as soon as we started making calls, it dropped down to like 220, like half the people dropped. Well, the same thing happened this time. We started out with like 250. And there was like 130 or so once we started making calls, which I found very interesting, you know, like you're showing up to this workshop and then you're not making calls. You're leaving once the people once we start making calls. Just an observation. Is it Juzon? Dijon. Dijon. What up, dude? So pretty much, I know you mentioned something about, you said stick with one lead source a day, right? So you don't recommend at least calling the expires every day, being as that you do get some new expires and they list within 72 hours. Most of them don't. Most of them list after a month or two. Okay. Some of them will list soon and some of most of them will list later and some of them don't list for years. I like two to 18 month old expires, honestly. And what I would do is I would, if you have Red X expires plus, it's piling up in your folder every day. Do you have Red X expires plus? I'm using a Vulcan 7 right now. So it piles up in your folder, you know? So let it let it pile up and then like take a whole day to call the last week's worth of expires. Right? Yeah. That's what I would do. I wouldn't focus on trying to be the first agent there when 15 other agents are calling at the same time, you know? Yeah, that's what I've been getting. I don't even want to get in the middle of that. If one of those other agents win it, fine. Yeah, that's interesting. Focusing on one lead source a day. You know, you're putting on your time, energy and effort into just one lead source a day. I've never done it that way. So yeah. Well, you get more done because if you do the expires in the morning and then you kind of have to regroup and figure out, okay, who we calling next and what's the what's the line? Let me get the data. Let me get set up. You lost all that time. You could have been making calls solid the whole time. Yeah. And then you're in a different mindset. Maybe you had some good momentum in that first call session and you're really rocking, you know, but then you lost that momentum and now we're starting all over again. Now you feel a little colder, you know, where if you'd have just kept rocking through that really great session you had going, you had some good momentum, you could have rocked it all the way through. And number one called more people. Number two had better conversations. Yeah, that makes sense.  You know what I mean? Yeah, I had that.  Yeah, that happened to me before where I was talking to expire and then it shipped to fizz bowls. And I still had the mindset of I was talking to expire and had to get back focused like, Oh, shoot, I'm talking to expire. I'm in a fizz bowl. See, see, so just focus on one type of day and just, you know, All right, thanks for that. Yeah, man. Danny, what's up? What's up, Ricky? How are we doing? Good. How you doing, bro? Doing great, man. Just finished up morning prospecting and just had a quick question. First off, thank you for everything. I saw you in Tom's River live speaking in New Jersey and you got me started doing the weekly email. I've been doing it now for like six months consistently. Got my first come list me email response back to it finally after six months, just when I was about to give up too. But my question is I'm a little inconsistent in the afternoon with prospecting and lead follow up and just curious. Hold on. Hold on. What was that? You're a little inconsistent with what exactly in the afternoon, like lead follow up and prospecting like in the afternoon. Yeah. Okay. What about the morning? How's that going? It's great. Like I'll be in the office 7 30 role play eight o'clock, you know, Eastern hit the phones eight to 11. And then we'll play again, have lunch like I'm doing now. But then the afternoons, I got an appointment today at four. I feel like I'm just kind of lost with like, you know, you hear all these coaches like contacts, like hit a certain amount of contacts. But I'm making like today I hit just under 30. And then I'll do some lead follow up in the afternoon, then I have an appointment at four. Is that like productive? Or should I be doing more where it's like hit 50 contacts? But I guess it depends on my goals. But that's, that's kind of where I'm at. Like I just feel like sometimes I'll set a high contact goal, like 50 or 40. And then I don't hit it like today. And now I feel like kind of like, you know, that's why that's why you always kind of try to play a trick on yourself to to go a little under what that potential is on your goals. Right. So for example, if your goal is to hit 25 a day, all right, when you hit 30, you're excited. Wow, I got five more.  Right. And the fact is that 30 contacts a day over the course of five years, you're the number one agent in your market. Yeah. And I feel like to not to get to like, I don't know the word, but to emotional or something, but I feel like I compare myself to other agents that are my age. I'm 23 who are succeeding quicker than me. And they're putting a little bit more time in. I guess what's your advice with that? Putting more time in, how are they putting more time in? Like prospecting, like they'll prospect for like six to eight hours a day versus I'll prospect for like three to four. And they're selling more than you? Yeah, a lot more. Well, so there's a couple of things. Number one, not everybody's the same. So the way they communicate is different than the way you communicate. You know, you may take longer to succeed. They may get burned out quicker. They may crush you long term. You may crush them long term. Like it's hard to say in the micro what the macro is going to look like. Number one, number two, it may not come down at all to the number of contacts you're making versus the number of contacts they're making. Right? It may come down to they're a great communicator way better than you. And even if they were... I think that's one of them. Even if they were making the exact amount of contacts, they would still be crushing you. Yeah. Right? I'm just throwing different ideas out there why it's really dangerous to compare yourself to other agents because you're not comparing apples to apples here. It's not like if you prospected the same amount of hours that they prospected that you would have the same results because that's not true. And you can only focus on like you and you getting better, you know? Yeah. So it's just a dangerous game to play when you start comparing yourself to people. Like how many deals have you done this year? This year is like really slow. I would say three, but last year I did 10 my first year. But I'm like so much more consistent in this market and I'm prospecting more and my skills are night and day way better. So that's why it's like mentally I'm like just feel like it doesn't make sense because it's like year one came in 10 deals just from open houses barely doing circle prospecting just learning your stuff. And now it's like I'm dialed in, but it's just I have a lot of listings right now, but a lot's just like overpriced. So I do know it's going to just bubble is going to pop. I could feel it. I have so many people on the sidelines buyers and sellers, but I'm also focusing more on sellers a bit just to the prospecting. So I think that's a big, big difference. More people were buying a year ago with the rates, you know, under 3% or two years ago. So I guess I'm like, it's just frustrating like this year. It's like three deals. Well, dude, it's frustrating for everybody, right? Yeah, but I just like compare it to the people who are like succeeding because that's who I want to hold myself to. But you're right. Like I am comparing to people who've been in it for like five, 10 years. That's even worse. I know you're in business for a year or two and you're comparing to people to people like that have been doing this for a decade. That's even worse.  It takes time for your business to mature. It's like a dividend paying stock, right? You buy it and you're making 3% a year.   When you buy a home, like I bought a, I bought a duplex and nobody wanted it. It was 100 grand. Cash flow was like 500 a month. Everybody's like, I don't want that. Well, now that 100 grand, that property's worth 350 and I'm getting 1200 a side, right? I'm making like 2500 a month and it's worth three times more than I bought it. But it took 10, 11 years for that to happen. The first couple of years, it didn't make anything, right? It's the same thing as your business. The seeds that you're planting are going to take time to mature into, to come to fruition into deals and referrals and referrals over referrals. It just doesn't happen overnight, dude. The callers you're making now, you're not going to make that much money off of that.   You need to be saying, my 2025 is going to be a $600,000 year because of what I'm doing now. Let me go harder. Let me go all in. That's the problem, guys, like the disconnect between the results and the business is there's a really low correlation between the business we're doing now and getting paid today. It just is. The name of the game is influence. How many people in the market know who we are? Never forget us. Period. And then let time happen. It's like inflation. You buy an asset, it increases in value. Does it shoot to the moon? Right then? No. You have to own it for a long time. And then it starts really, and the next thing you know, you're rich. You know what I mean? Yeah, it's so true. It's just, I just like always am like that quick fix person. You're impatient. Yeah, bro. You're impatient. And if you want to win big, you have to be numb to that.  And then you'll start to backtrack. And then you'll start to second-guess yourself and doubt yourself. And then you'll think, I'm not really, this isn't working when it really is. That's exactly what I'm doing. And then people hear it in your voice. They hear the lack of confidence and the insecurities in your voice when you're talking to them on the phone or in person. Like, you may not think that they hear you, but they do.   And then they don't do business with you and you don't know why. I'm telling you why. Because you're worried that you're not succeeding when you're actually crushing it. So you have a false sense of insecurities and lack of confidence. And now you're not doing business because of that, when you could be crushing it, if you just realized that you're killing it. Yeah, because it's such a mindset, Matt, because it's like 10 deals and three, but I totally get what you're saying. Like, I totally get it. You got to focus on it. Who cares what you sell this year? I only care about two things. One, that you pay your bills. And two, that your database is massively expanding. That's it. I would take you over the 10-year guy right now all day long. Like, I would bet my money on you that you'll crush the guy that's crushing it now that's 10 years in the game that you're comparing yourself to. I'd put my money on you over him just based on what you're telling me you're doing day to day. All day long, you're going to crush them. I can tell you story after story. There's legends around here that literally were real estate gods that little old Ricky completely annihilated their sales, annihilated hundreds of millions more. That shouldn't have happened. All I did was call some property owners every day and do a little email and stuff. Were you calling the email list religiously? Because I don't call the email list. I know I need to. I call my database, but I see people click on it.  But I see these people clicking a link for a new listing in the email or opening it. Should I be calling them? I think I've heard you and Tom's ever say call them quarterly. But just curious what your thoughts are on that or how you close those deals. I would call them. Just from a weekly email alone and circle prospecting, I can build that business like you do. That's all I ever did. That's crazy. So what you need to do is pick out like your top 100 people and call them once a year. Okay. And then do social media. Do social media. So when you combine what we're doing with the weekly email, calling your top 1 to 200 people once a year and social media consistently, it is over. You may not be number one this year or next year or the year after, but it's only a matter of time before you are crushing everyone in the market.  Right? But you've got to get over this lack of patience, bro. Yeah, because that's what's the last thing that's what's killing me is I'll show up in the office and I'll put in that work and it's like, man, another month of no deals.  You know, if you have to, I mean, you know, if you have to get another job to pay your bills and do this, I know I love rent. Like I don't have really much bills. Yeah, I'm just speaking more general and stuff like it doesn't matter how long it takes. Right? I have a question and I can't raise my hand if you're when you're finished. I'm finished. Go for it. Oh, okay. Hi. Thank you so much for having this. I think you're wonderful and I just heard about it this morning. But I am new to the business and I have been, I got a list from my title rep from people in an area that I wanted to farm, I guess. And I didn't really have a script. So I have been kind of going around a round of, you know, like what I should say to them. I just kind of wanted to introduce myself and then, you know, mention that I was collecting vendors or asking them if they know anyone that's interested in real estate. But, you know, I really like your logic and, and I kind of think of it the same way if somebody was calling me, what would I want to hear? And I really, I don't think I'd really want to hear that, you know, them asking me if I had real estate needs when I don't even know them, right? Okay, so who are these people? Where do you, where did you get the room? It's just a neighborhood. It's just a neighborhood that I picked. This is just circle prospecting? Yes. Okay. So you're wondering what to say in circle prospecting call? Well, actually my question is, should I keep doing this, which I'm not really even sure what to say? Or should I do the expires and the, or fizzbos? One of those, which seem like they're a lot easier because at least the script sounds really good, you know? As a new realtor. Yeah. So the thing is, is that all the conversations, well, once you guys get this, then you can just create leads out of thin air. When you get to the place where you can just talk to anybody, it doesn't matter who they are, and you turn them into a lead, because you're just like trying to get to know who they are and how they're doing and find something in common and see what it is they want to do real estate wise now or in the future. If they have an agent, stay in touch, help them buy and sell, whatever, it doesn't matter. It's all, it all kind of turns into the same conversation, right? Whether they're expired for sell by owner, circle prospecting, Zilla lead, Facebook, YouTube, sphere of influence, mediment, Starbucks, whatever, right? Yeah. You with me? Right on. Okay. So there's that piece that like all the leads are the same. It's just people in the market. We're trying to help them, you know, using our services. Okay. But what I was saying earlier, I built my entire business on just calling random property owners. All I did. I didn't have all these like nice technology platforms to just get data at will of whoever I wanted. You know, I had to drive around and look for for sell by owner signs. I had to look up expireds one at a time. We had like two a day come through. Couldn't go back 10 years worth the snap of a finger and stuff like that. Anyway, right now it's like primary homeowners aren't going to sell because they're sitting on such low interest rates. So that's the most probable situation. But however, for sell by owner said, I'll sell expired people said, I'll sell. So for me in this low inventory market, I would be crushing expireds and for sell by owners. It's all I would do. And you can go back 10 years worth of expired data and call them. Okay. I'm sorry. You just have unlimited business and people to call. Go ahead. What do you do as a new realtor when you don't have experience? I have no zero transactions. So how do I get an expired or fizzle to want a list with me? I don't really get them to want a list with me. I try to figure out if they still want to sell and why. Again, I have to think of myself as finding the motivation. I keep using this. I keep coming back to this example of being a doctor. If I'm going to be a doctor and I'm trying to identify what this problem is so that I can try to solve the problem. This person's hurting. Let me identify where this pain is coming from and then let me help them fix this problem and get rid of this pain. Same thing with the property owner. My job is to number one connect with them and make them feel really comfortable with me. It doesn't matter how many properties you could have sold no properties and accomplish that. That has nothing to do with how many properties you sold to make someone feel comfortable with you and make them your friend and try to connect with them. It takes zero transactions under your belt to do that. Step two is what do they want to do? They want to buy. They want to sell. They want to do this and want to do that. Great. What's got you thinking about that? You know, and I'm just going down the road and I keep digging and digging and digging, trying to figure out why this person is trying to do this. And as I'm listening to them, telling me what they want to do and why, then I start formulating a game plan in my mind as their agent to help them accomplish these goals. Then I explain what the game plan is that I came up with to help them accomplish the goals and then we execute on the game plan. It's not really a question for me of how do I, you know, am I their agent? Like, I'm their agent. Right? I'm going to ask them if they're already working with an agent. I want to establish that they're not already working with someone.  I'm not trying to get them to use me. We're already there. We're past that. We're talking. They want to do a deal. I'm here to help. Here's step one, two, three. Excellent. Thank you so much. Cool. What up? Anybody have any good calls? I know one person said that they got like a million dollar listing or something like that. Does anyone have any great calls during the session? Yeah, I had, I just got a listing appointment for today at 5.30 and I got three people. They said they're not ready, but I can keep in touch and they give me their email. Nice. I'm texting with right now. Actually, she's probably going to change your mind, but that was the first four conversations I had and all of them were positive. Sweet. That's great, man. Anybody else have any great little breakthrough moments, great conversations? Anything cool happen? I got four emails. What was it? I got four emails in the Milwaukee area. Nice. Four emails. Four emails in an hour. You do that two hours a day. It's eight emails. Let's see. That's 160 a month. 160 a month. What is that? 1,610 months, like 2,000, let's say. A little under 2,000 a year. 2,000. Year two is 4,000. Year three is 6,000. Year four is 8,000. Year five is 10. You do that every day for two hours, not even three or four, just two hours and you got 10,000 owners you talked to that had great conversations and gave you their email. Now, I'm just going to ask you guys, at that point, year five, how big is your business? Really big. Crazy big. Number one in the market big. It's not, this isn't rocket science. And that's good for me. Who else we got? I got three emails and I had four good conversations and somebody that had been listening coming into my KV core, I have two appointments out of my KV core. I call half of them I called with foreclosures and there were so many D and Cs that I decided to call in my KV corpus. I have like 20 people that visited in the past three weeks that I haven't contacted. And out of that, I have two appointments. Got you. Beautiful, beautiful. Anybody else? All right. I have something I'll come on video. All right. So I got two, one email and I got another listing appointment for Sunday in Norwalk, Connecticut for one too. So guys, it's just a matter of calling and I'm not better than anybody else, trust me. So, yeah. Nice. Nice. Anybody else want to share? I had one email. Someone looking to purchase. Oh, nice. Beautiful. Beautiful. So I do have a question. Go ahead. So when they asked for email, sometimes at this late, she just hang up and said, oh, and when they don't want to give you the email and they said, they say, oh, text me. This is my site. Text me your information. What would you do? And somebody was kind of there. Somebody was unmuted there right when you were kind of asking that. What was the end of that question? No, sometimes when I asked for the email, they said, oh, or either they said, I have the information. I give you a call if I need or sometimes they said, oh, just when you need something, just send me your information, my text message, because I have a number. So what do you say you're going to email them? So I said that I keep them in contact like every quarter. I have the system that keep them updated with the market value. Okay. They don't want that.  I don't want that.  And I'm not really going to give my opinions on it or anything. I'm just going to send you like some numbers, right? Yep. They don't want that. They're getting it from five other agents or 10 or 15. So guys, again, don't tell them you're going to send them all this information or weekly emails or market reports. They're going to immediately say, no. What you say is, hey, I'd love to stay in touch with you for, you know, when the day comes that you want to do something, is it okay if we just stayed in touch? Great. What's a good email? That's it. You're just saying you want to stay in touch with them. Hey, I, as a human, as a neighbor, would love to stay in touch with you. You want to stay in touch? Yeah. Great. What's a good email for you? Cool. I'll stay in touch with you there. That's why they're saying that, because you say you're going to send them all this info and they're like, I don't want any info. Even though they do, they don't know how you're going to do the info. And if you're doing cold statistics, like here's listings, here's market data, without you giving your two cents on that, like here's the data and here's what I think about it type thing, then they're going to unsubscribe because it's just numbers. Makes sense. Somebody's saying, what do I send? Let me, I'm going to put this link in the description. All right. There's a full training. There's tutorials. There's templates. Ricky, you're muted. Can you hear us? Can you hear me? How about now? Okay, good. There we go. I don't know where you lost me. Anyway, there's a link to all the email stuff, templates, et cetera. Devonte, what's up? Hey, Ricky. I really appreciate your videos. I enjoy your content. I watch it every day. I have a question. Do you do any for rent by owners or anything like that? And would you kind of do your same type of circle prospecting script on them? Just makes it up and say, you know, I see you have a property. You're trying to rent and da da da da. And then are you trying to figure out what would be your approach on for rent by owners? Because I know you said you focus on fizz bowls. No, no, no, no, no. For rent by owner, I love for rent by owners. Right. Remember in the beginning, I said, at the November conversations say, hey, before I let you go, let me ask you this. If I've had a great deal on a rental property, would you be interested? Yeah. Right. Okay. These people already own rental properties and you know that these are prime candidates. These people are buying and selling in this market. Those are like prime, prime, prime. So I would call them up, they're trying to rent this house and so I would use that. Hey, I see you're trying to rent this house. You know, have you got it rented yet? You know, see what they say. Okay, cool. I'll keep my ears open for that. Let me ask you this. Are you buying any more rental properties right now? You know, what are you in the market for?  Get in there with them. All right. Thank you. Yeah, man. Yeah, I fell to mention those, man. Like the for rent by owners, for let me rephrase, for rent by owners, for sale by owners and actually like for rent by owners better than for sale by owners, to be honest. Why do you feel like you don't have to nurture them as much? Well, investors buying no matter what the markets do in number one. Yeah. So they're buying and selling. Number two, for sale by owners, kind of anti-agent from the beginning, you kind of have to work yourself in there a little, you know, you kind of have to work it a little more to kind of get in there. And of course, there's other agents that are trying to do the same thing. You can differentiate yourself with a couple of little extras.  Yeah. Like you can do some things, but it's like those are extra things. You know, I like things that don't take extra things to get there. And with the for rent by owner, it's like, hey, you buying some more of these because, you know, I want to, I want to help you find some more rentals that that's what you want to do. And maybe we can establish a relationship.   But they're, you know, they're investors already and they're managing their own properties.  Hey, Ricky, do you, on the for rent by owners, if they, you, I would assume you allow them to formulate their own offer price. Yeah.  Not at all. Okay. They know what they like. Here, here's a deal. Tell me what you, tell me what you think.  They're like, well, what's the rent? Can you find out what the expenses are? Yeah, let me ask the agent or the owner or whatever. I'll get it for you. You know, and then once you do a couple deals with them or you send them some properties and then they, you kind of have a better idea of what they're looking for, you know, in a deal, then you can already kind of have everything, all the information they normally ask for. You can start to have that ready every time you present something because, you know, they're going to ask it anyway. Makes sense. Orrin. Ricky, hey man, how you doing? Good bro. How you doing? Great man. Hey, one question for you. Once we have listings like in our area, inventory is starting to creep up, you know, there's more competition. We got a ton of builders building tons of new homes, giving incentives, this and that. So our listings are starting to sit, you know, 60, 90, 100 plus days. What are you doing in terms of your follow-up with those clients, your sellers, just to let them know, hey, I'm still working for you. I'm still here. Like, what is your check-in process? Or is there something you're doing to help your listings stand out when the market has more inventory and more competition like it does now? Things that I have listed already? Yes, sir. Okay. I mean, it's always going to be kind of the same conversation. What I normally did was called all my listed properties at least every two weeks if I'm not talking to them more frequently. Sometimes I would do every week, just depending on what's happening. I might do it every week in today's market just because how fast or slow things are moving. It's just like a very uncertain market. There's like pockets where this price range is forming way differently than this price range over here. And different local markets are behaving completely different than like other markets in the US. It's like a really weird thing. So you might want to even do it every week, block off every Wednesday afternoon or something and call your listings and just check in and stuff. And even if there's no activity, that's a check-in. It's like, I just want you to know nobody's really had any inquiries or anything. They're one listed over here, one under contract over there. You can update them on things that's happening. You can even tell them exactly what you just told me, hey, builders are offering this. I'm showing property and it seems like every one of them are buying new construction because they're getting this, this, and this. Figure out what those builders are doing. Are they buying down the mortgage where the rate's cheaper? Let's get with the lender and go ahead and put that package together. Hey, are you willing to buy down the rate like the builders are doing so that you can be competitive with the rates that the people are getting on new construction? Whereas we're the same price per square foot, but we're a bigger home and we're offering the same mortgage rate because we're buying it down for the buyer. So I don't know, man. It just depends on where it really comes back to the seller, why they're selling, how motivated they really are. Some of them are okay with it just riding it out. Right. Some of them want it gone now. They're willing to reduce down to whatever they have to do to get it done. Some people don't want to reduce, but they want it gone now. Those are the tough ones, but anyway. Now, what you shared earlier about who's the want to and the need to, that was, I think, I don't know if I've heard you share that before, but that was just a mind shift for me because I'm looking at my clients and I know the ones that have to relocate because they're moving to another state and then I know the ones that are just like, yeah, if we get this much, we'll sell it and if not, we're going to take it off the market in a few weeks and just kind of, you know, my mind just preparing and categorizing those people was big. So thanks for sharing that. Yeah. Yeah. Yeah. That's the thing. Everybody's trying to get everybody to close now. Good afternoon. How you guys doing? I'm a mortgage broker. So it's interesting to see how you guys are doing this, but I've been a lender since 2004. So I was there during that crash. So really my question is, how can a lender support you agents in a market like this and how things are evolving over the next few months, next year or so? How can what? What? How can a lender support agents in a market like this? How can we best support? Like, I don't know, honestly. Can I help? What's that? Can I help? I'm new to real estate, as I said, but I have been doing just a few open houses and every time I do, I call a lender because I don't want to be in the open house alone and they all offer something different. But this one, this lender made this brochure and she gave three scenarios for the payments, down payment in the programs. And I think that this was really smart. So no, for sure. Yeah, we absolutely do this. Yes. And she also sent me some rent versus own flyers. I don't have those here, but so I'm going to use those to go door knocking. Try it. Try it. I mean, you can call them up and try to try to figure out how to work with, have something in place that helps people with their rates or something like that. But honestly, I think with lenders, it comes down to more the relationship and how you handle the deal. Like the lender I've used forever, he just never lets me down. Like if he can't do it, he tells me right then, if he can do it, he's like, this is no problem. And he's never came back and said, I can't do it after he said that. Or he's like, I'm going to have a few challenges, but I'm going to do this, this, and this. And I think we'll be fine. And then we kind of monitor those things versus some lenders I've worked with to kind of hide all that stuff. Like, oh, it'll be great. Come to find out there's serious problems and we couldn't even get the deal done. I think honesty and just being, you know, just being a good like professional, you know, just doing a good job, I think is what you should be doing. Oh, of course, bare minimum, I think. Outside of that. Yeah, we've come in and saved deals where the lenders did just that, just promised the world and didn't look at files until week before closing. And then the people that you save the deal for, they'll use you forever.  Hey, Ricky, can you go over your coaching, your services? Or doing it, you're looking at it.  I don't charge anything and I don't have any programs or anything. What? You're just free? Uh-huh. Wow. That's amazing. That's amazing. I can give you, let me find this link. Actually, this is, I can give you this link right here. Let's see. So if you go there, that goes here. And then I've got the scripts, the weekly email stuff, that listing, like demonstration. Now this, the 60 day course, it's really cool because that is at zero to diamond.com. But let me show you what I've got there on that link. It's actually right here. So I did it live. I did like a call every week. And when you go to that link there, that's in the link I just shared, like I've got this business plan kind of laid out here. And then you go to zero to diamond.com to like get the additional stuff you need. But then I've got week one, week two, week three, week four, five, six, seven, eight that you can kind of watch at the beginning of the week. Each week, you know, for six, for eight weeks and kind of follow along and stuff. So yeah, I don't have any like paid stuff and reach out. If you have questions like messes me on Instagram or email me or whatever. If you, if stuff comes up, I'm happy to help. Danny, what you got? So question, I have a FISBO preview today. It's only been on for a day. And just curious your strategy going on FISBO previews, not like where it's like, Hey, I'm coming and we're going to go over how to list your property. More like, Hey, I'm coming to see if it's a potential fit. Why are they selling? He's got to get it sold because he just got a rental nearby. And he's motivated because I asked him. If he wants to list it, does he have an agent he's going to work with? You know, I didn't ask that. Yeah, that's, see, we have to dig. We have to know what's going on. That's our job as a professional. We have to understand these situations. With this rookie, like when I asked that, I feel like awkward because I don't want to hear him say he has someone and how to deal with that. But in my head, it really saves you a lot of time, bro. Now you're right. You don't have to go on this preview if their dad is an agent. And now you can spend the time you would have spent thinking about it like you are now, thinking about deals of people that actually are in position to use you as an agent. And without driving to the preview and without doing all that stuff. Dude, the more questions you can ask and the better than you can understand the situation, the more efficient you're going to be because you're going to be able to make better decisions. And like, okay, let's just say it like this, Danny. If you took, let's say this whole situation takes you an hour, making the call, driving there, having the preview, the whole nine yards, let's say it takes you an hour and you do one of those a week. Okay. And you don't pre, you don't, you don't really pre-qualify in terms of, you know, go really deep with why they want to sell if they have an agent, et cetera, et cetera. And you just do this. Um, are you going to get some listings? Yes. But are you going to waste a lot of time? Yes. And the listings you got, you could have got 10 times more because an hour a week is 52 hours in a year. Okay. So it's like, oh, it's just an hour a week. No, no, it's 52 hours over the course of a year. Do you know how much damage you can do in 52 working hours? That could be the difference in you tripling your business. But you're chalking it up to, oh, it's just an hour a week. When, if you would ask more questions to be more efficient and, and be more protective of your time to spend that time and invest it in way more efficient activities, then you could blow up, but you're too scared to ask if he has an agent, because you don't want to hear him say that he does when you're not going to get every deal on the planet. You know what I mean? So let's go ahead and find out right now, like, does his son have a license and he's definitely going to use him? Great. I'll just keep your, I'll keep your house in mind.  If I come up with a buyer, have a good day. Boom. We're not thinking about it anymore. And now we invest that hour into talking to, or like the gentleman did today, he picked up four emails in an hour. You could get four more people and what does that do? Oh, it's just four emails. Dude, over the next five years, those four emails can make you a million bucks. Would you call back that, that person if I called them this morning? Or would you just go, because I do want to start previewing in general, because I'm a newer agent just to learn the product that I'm selling, because I don't want to be good and not even know the product. Like I need to learn more because I don't have much. Does that make sense? Yeah, it kind of makes sense. I just feel like you can like learn what houses look like when you're showing them and stuff. When it's like, when you have to do it for a reason, rather than just doing it to do it. You know what I'm saying? Like chalking it up. It sounds like you're doing a lot of chalking it up. Hey, Rick. What do you mean by that? I used to go off the fizz bows. And I listed five fizz bows in one week before the pandemic. And it was all about the scripts. Once I got my script down, the first thing I said, this is your goal to sell at the highest price, least amount of time with least amount of hassle. So there's five things you need to do. Number one, you got to price it right. Got to stage it. Got to market it. Got to market it to the agents. So I have my scripts down. And then I say, when do you plan on hiring an agent? They'll say, oh, I'm going to give it about a month. Okay, great. I'd love to apply for the job. Yeah. That's it, right there. See, that's what I love, right there. And that's what I used to say too. Like how long are you going to go before you decide you're going to let an agent have this? When are you going to throw in the towel and list it? How long are you going to try to sell it on your own? And they'll tell you. So we'll try it for a couple of weeks or a month. And then if nothing happens, we may look at, oh, great. Did you have an agent of mine? Did you ever do that, Ron? Did you ever try to figure out if they had it? Yeah. 100%. Do you have an agent of mine? You got to really understand the full situation so that you can, number one, fully help this person. Right? It always comes back to providing them a service, not just doing a deal. And then I would always ask them, when do you plan on having an open house? And none of them, they all said never. I said, well, and then so the scripts, let me sit down and show you what we need to do to get your house sold at the highest price and the least amount of time with the least amount of hassle. And that boom, I'd go right into my scripts. That's beautiful, bro. Yeah. Thank you for sharing. You got it, Danny? Yeah, I got it. You were saying something that I forget if you were touching on something. I said there's a lot of chalking it up. Yeah. What do you mean by that?  Like, you make other reasons to do stuff that maybe doesn't make sense time-wise for efficiency. You're like, well, I need to go preview stuff anyway. It's like, well, just look at stuff when you have, when it's, when it's, you're doing it because for a reason, not just to do it. You know what I'm saying? Yeah, good point. Got to be super efficient. Like, the guy, correct me if I'm wrong, guys, but do we all want to be like monsters or do we want to be beasts? You know, like being a beast means being incredibly efficient and very protective of our time and investing our time to where we can multiply our time. Sometimes you have to think about what the pros and cons could be. What's that? Would you call him back and ask like, like two hours before, just curious if you were to list or at this point, just go and chalk it up as a learning lesson? So he even used the word. Well, you used it too. So I think just go. I think at this point you would just go. Just go. Yeah. You're already there now. Got it. But just like learn from, learn from the whole experience though, and then be more efficient on the next one. Got it. Thanks for Alex. Hey, yeah, one thing I to notice your time is your most valuable asset. That's the one thing I've learned for the most part. I've been in it for 10 years and I'm trying to find out how I could be more efficient on everything that I do. Delegating buyers, you know, buyers, agents, listing agents, XYZ. One question for you, Ricky. I know that this is a circle. This is a prospecting call. So I don't want to take over too much, but I was wondering what is your best strategy for building relevant social media content? You mentioned the weekly email, the prospecting, and then finally social media in the afternoon. What is the best strategy for us to get that going? I have a good database of past clients and when I make a post, a lot of people like it, but I feel like maybe I'm not adjusting to the market. And even though I get response, but I'm wondering if I could do better. What do you mean adjusting to the market, given market data and breaking news? Yeah, that's what I've noticed that you do a lot is like you have the screen behind you with like the latest headline and then you're like talking on that data. I love that. I've never done anything like that. Is that what you would recommend other agents? Because what I do is I post a lot of, hey, look, another happy customer. Oh, hey, check out this new area, XYZ, new construction area. But I want to be a little bit more... Maybe I'm not, maybe I'm asking the wrong questions, but I just feel like I could do better. I understand what you're saying. And the answer is, yeah, like you always need to be evolving your social, right? If you're going to be a consistent content creator, the person you are on social this year is different than eight months ago to 24 to next year. You're different. Like mine today looks different than what it did just six months ago to last year to five years ago. It's going to look different next year. It's going to have a different message. It's going to be a different look. So it needs to be evolving. And so you're asking the right questions because you're thinking, how do I make it better? How do I... And that's like the natural progression of a content creator. You create content and then you kind of feel like it's kind of plateaued. Everybody's probably tired of seeing the same thing. And then you mix it up a little bit and make it a little different. Everybody's excited about this new look again for a little while, and then they kind of get used to that. Then you morph into your next chapter of what your social looks like. So you're always going to be changing it up. So that's just one thing that's just always going to happen and be a cycle, okay? It's not just like you're going to change it up this one time and start doing articles in the background, and that's what you're going to do forever. You know, do that for a little while and then do something else. But to answer your question, what should you guys be doing? Well, there's so many different avenues to social. You know, there's pictures. There's video. There's different formats and styles. There's written word. There's audio. There's a lot of different... There's short form written, long form written. There's the different platforms. There's so much going on with social. So I can't say everybody needs to make rills or do long form YouTube or make content on breaking news about your market or do local events and local businesses or write blogs on this. I don't know. You can't do everything. So you have to kind of figure out what do I like in the social media world? You know, do I like... Do I feel good about making rills? Or do I like to write a blog a week and put it out there? Do I like to make a long form video? Do I like to make rills on my listings where it doesn't even show my face? You know, like great music, great cuts going through my listing. You know, those are really crushing it right now. So to answer your question, I don't know. And I think for everybody, it's different. You got to kind of figure out what... What you like, you know, in that social world and kind of go all in on it, you know? Maybe, like, I know a guy in Mobile, Alabama. He has a podcast about Mobile, Alabama. And it's amazing. And he crushes it. He gets so much business from it, right? He doesn't do Facebook or... He doesn't do, like, rills. Like, he doesn't do any of that stuff. He just has this podcast. He puts it on iTunes and then he has it on YouTube. He has a video as well. And he crushes it. He doesn't do any short form video. What's his name, Ricky? What's his name? His name is Jeff Jones. Question on the reels. Yeah, look him up. He's crushing it. I have a question on the reels. Is your goal for the reel to go viral, per se? Or are you trying to hit your past database, your past client? Or are you just trying to hit as many people as possible? I mean, I would imagine that it's as many people as possible. But what's, like, the metric that makes you satisfied with reels?  This is good. I can kind of tell if it's going to be something that performs well. Sometimes if something goes viral and goes to a million views, like, those always catch me off guard. I never, I never like, I'm never like, oh, this one's going to go have a million views.  You know, my rest of my videos are exactly the same. But the algorithm's weird. Now, I think to answer your question, it's just that I like the video. I was like, I like this, and I think it'll help people. Boom, post it. Like, I just posted one an hour ago, and it's like 50 likes, which is like low, really super low. I kind of knew it wasn't going to perform well, but I like the video. I don't really care about likes and stuff, you know what I mean? Or like views and stuff like that. In my mind, since I do have a large past client database, in my head, at least, it's a good conversation starter for my circle. Usually the things that I find interesting, my close friends also find interesting.  And we want, you know, we just chat about the market or whatever's going on. So I guess if I like the video, then one, that's a win. And then two, if it's a conversation starter to network, great. That's another big one right there. Yeah. Thank you. Just figure out what you like on social and just do it consistently. Anybody got one more question before we dip? I've got one question. Go ahead. Some lists of like really old expires, and I'm like, it's like a year old. What is a good way to kind of just open up just kind of the same way? Like, look, I see you had your house listed last year. I just was thinking I wanted to call and reach out and see if you're still thinking about selling or... No, don't say that.  Yeah. Say, hey, I see you were trying to sell this house at one point. Whatever happened with that? Whatever happened with that. Make it really short and sweet because if you're like, hey, I see you were trying to sell this house at one point, I was just calling because I wanted to check on that and see if there's, if you thought you might be wanting to still sell it. They may have already sold it. They may have sold it a year ago. You just didn't realize it in the data that it re-listed and sold. And here you are asked, it's just like, what happened with that? Yeah, I haven't sold, but I'm like, but yeah, I like that. I like just... You want now? I looked it out on Zillow and they haven't sold yet, but... Okay, let's get back to efficiency, okay? Yeah. So if they sold that property, you don't call them? Mm-hmm. Why? That's a good question. I should just go through them and just make the calls without taking that time to look up each property. Number one, the time you spent to look that up is wasted. Yeah, that I could have been on the phone. Well, that, but number two, then you're not calling somebody that may be looking to buy or sell right now. Mm-hmm. It's like, why? You're focused on the listing. Right. And what I'm saying is, use the listing as an excuse. Use that property as an excuse to talk to them. You don't care if it resold. Who cares? The goal is not to list the property. The goal is to use the property as an excuse to see if you can connect with this person to see what it is that they might be looking to do now. And if not in the future, do they have an agent? Can we stay in touch? Right? Oh, you know, whatever happened with that? Oh, we sold that a long time ago. Oh, cool. Where'd you move to? How do you like it? Are you going to make another move soon? Do you have an agent you're going to work with? Yeah, I'd love to have worked with you maybe in the future. You know, would it be okay if we stayed in touch? You know, you never know where these conversations are going to go.  If I had a great deal on a rental property, would you be interested? Oh, for real? You buy rental properties? Cool. What do you like? Duplexes, Foreplexes, Single Family, On the Water, Vacation, Airbnbs. What do you like? What you need? I got it. Love it. Thank you. Thank you. Yeah.  Just make calls and connect with people. Okay. Good advice. Thank you. Cool, cool, cool. All right, guys. Hey, enjoyed it. Happy Friday. You guys go crush it. I'll be in Sarasota next week. Vegas two weeks after that. Miami two weeks after that. I'll do another one of these in October, probably mid-October-ish. So, I'll send out emails and all that stuff. All right. You guys hit me on Instagram if you need something or just email me. Happy to help. And, yeah, you guys crush it. Thank you, guys, for joining. Enjoyed listening to you guys make calls. And, like, literally the world is your oyster right now. Like, you can absolutely do whatever you want to do in this business over the next five years. All right. Thank you so much. Thank you, guys. Be good. Have a great day, everybody. Thank you so much. Have a great day.