All right y'all. What's up everybody? Coming live to you here from my office today. Just wanna check in with you guys really. We're one week into this 28 day challenge where actually just this is day number six tomorrow. So wanted to come on here, give you guys an opportunity since you've kind of got acclimated to what it's all about. And just put your phone numbers in if you want me to call you. I'm gonna take some questions today. I just wanna make sure that you're completely taken care of on all this stuff. Let's see. Make sure I'm all geared up here. There we go. Just put your number. Put your number in the comments and I'll call you in if you wanna ask a question. But yeah, this has been really exciting. This has went way better than I expected it to go which is always a good thing. But you guys are really crushing it. I'm seeing all of the call results and everybody waking up earlier and stuff. It's just really, really inspiring to see. It's got me fired up. Okay, I got a number to call here. What's up everybody? Hope y'all are crushing it today. Is this Jaden? Hey buddy, what's happening? Yeah, yeah. Yeah, you were the first number that you're the first number they got put in. Are you like on speakerphone or anything weird? Cause it's kinda fuzzy. Can you take that off so I can hear you more clearly? There you go. So where are you from, man? Oh, Connecticut. Nice, brother, nice. What's your question? What are your thoughts on the New England properties? Do you think that's probably gonna spell just as good as going down in Alabama? What do I think about? What kind of properties? Like New England properties. New England properties? Man, they all, everything sells. Every time? Yeah, what's the difference? It's a different kind of area. Well, yeah, I mean, every area is different, you know? That doesn't change the fact that closings are happening every day. Like if you look in your MLS, closings are happening every day. So, I mean, they're selling. Okay. Okay. Like preparing for the test itself? Yeah. Just take a bunch of practice tests. Like what I did is I took the practice test and then I graded it myself. And then I looked at the ones that got wrong and I kind of like scanned through it and then I acted like I didn't take that test and I took the same test again. Even though I knew the answers, I wanted to go back through it just like I didn't. Okay. Did you pass it the first time? No. Yeah, yeah. I passed it the first time I took the real test, but not the first practice test. So, like I failed the practice test and then I graded it myself and I took it again, the same one. Then I threw that away and got a brand new practice test. I took that one. And I did way better on the second one than the first one. Then I would grade it. Then I would look at the reasons why I got the ones wrong. Then I would take it again like I never took it. Okay. Then I would throw that one away. I go to a third one. Boom, take that practice test. Then I did that each time I did better and better until I was consistently making an A or B on all of the practice tests. And then boom, I was ready to take the state test. Yeah, that works. So when you get your license, man, just hit me up and I'll get you started on whatever you need to get started on. You know what I mean? You'll succeed. If you do it, I mean, that's up to you. Like I got a guy in Mississippi that he sold a hundred properties this first year. Well, cool, man, I gotta catch these other calls but when you get your license, hit me up, okay? Yeah, bro, talk to you later. Cool, so that guy's up in New England doesn't have his license yet. You guys just put your number in. I'm gonna call you. Let's try to keep the questions quick because I wanna try to get to everybody. So try not to make it a long drawn out thing. Just a quick question, just pop, pop. Hey, Joe. It's Josh. Josh, Josh, yeah. What's up, man? How are you? Doing good, man. You crushing it today? I'm doing some circle prospecting.  I'm gonna get the production as quickly as possible. But like I said, two weeks ago, she had a terrible time at work and she wants to step away from it. And I'm just like, all right? So I'm gonna make some money. What's your question? Voice mail for expires, for sell by owners, circle prospecting. Yeah. I guess not circle prospecting expires and which are on for sell by owners. What's the voice that I'll sell mine? Just whatever you do for your mom or dad, man. You know, like, hey, this is Ricky, critic remakes of large beach, calling about that house at wherever. Give me a call as soon as you get a chance. Two, five, one, da, da, da, da, da, da, da. You know what I'm saying? Yeah. Just nothing special.  Hey, you left me a voicemail on the property. What's up? Yeah, I'll say, okay, cool. What property is that? And I guess one, two, three main street, whatever. Cool. Yeah. Well, I'm driving right now. I don't remember all the details, but I was calling to see, you know, if there's anything I could do to help you with that. See what I'm saying? Like talk, very like talk to them like, like you can't get caught off guard when you're really there to help people.  Yeah, I don't, I'm a driving, but you know, yeah, I called you about that house. What house is it? Okay, cool. Yeah, loose, man. I was just calling to see, I sell real estate if you haven't figured it out. And I'm here to see what I can do to help you. You know what I mean? Yeah.  Yeah, I think that's our biggest issue is like somebody who's angry, upset or frustrated. Let them get angry. You're there to help them. They have no reason to get upset with you. Awesome. No reason to get upset with you. If they get upset with you, that should give you the right to say, wait a minute, what?  Like I've done zero wrong. I'm here to help you. See what I'm saying? I'm here to help you. Right, and the people that do act like that, and they don't ever turn around, you never turn them around, you don't wanna work those people anyway. Yeah. You know, they're just, it's just not a good fit. There's just not a connection. You're not gonna connect with everybody. You know what I'm saying? Yeah. For sure. Got it? Yeah, love it. Talk to you soon, brother. Bye-bye. Okay, guys, we're just gonna kinda crush through. I wanna get through a lot of these calls and answer all your questions. So like I say, let's try to keep it short and sweet so I can get to as many people as I can. So I'm gonna just bust through them. Hello? Hey, it's Ricky. How you doing? Doing good, doing good. What's your name and where you from? Oh, awesome. Awesome. Got a lot of Canadians in the house. Right. Another dude, it's incredible to watch, to be honest with you. What's your question? Is it how often is it being shown? Okay, what is the seller side? What does the seller think about the situation? Okay, well, we have to reduce the price. You have to reduce the price. Price is the only thing holding it back.  But I mean, dude, in today's world, if a residential property that's on the market on MLS is syndicated everywhere on everybody's phones, any buyer that's looking at anything even closely remotely to that criteria is gonna see that property. And if you're only getting one showing a week, it's not price strike. I mean, it doesn't matter that it's the lowest price in the neighborhood. It doesn't matter what the other property, those are sitting there too.  You know what I'm saying?  And what do they think about the situation? And it doesn't matter if they give it to another. It's not you. It's not the agent. It's nothing that you're not doing. It's literally the price. I mean, it's all it is. See, the market is shifted over the past year. We're not in the same market that we were and we have to go into these situations. I mean, let me ask you this, where is it priced at compared to what's sold? I don't care what's on the market. There you go, bro. There you go. You're 20,000 high right now. You're 20,000 over what they're selling for. And in this market, you have to price it exactly what the last one sold for or a little under like 6.79. And then also you have to look at the days on the market for those properties, you know? What's the average days on the market for those that are selling for 6.80? What's that? 40 days and how long have you been on the market? Okay, so you're already higher than what the average is. You're priced higher than what they're selling for. What does that tell you, brother man? Right, go ahead. No, I want to hear this.  You can, you can, you can decline. Decline offers, bro. Your owner can decline property owner. He doesn't have to take a low ball offer. And 50% of the time the low ball offers come up to what the seller wants. Listen, man, you've been on the market for 60 days. What you have to do in these situations when you have a property that's been out there, dude, all that time to spend in the market, you have been collecting data. You've been collecting data in terms of how many times it's been shown, what the feedback has been, the fact that it hasn't sold, no offers. The selling prices in there are 680 selling in 40 days. We're in the market for 20 days more than that, price 20,000 higher than that. I mean, you have the data you need to go back to a seller and say, here's the data, here's, I found the problem, Mr. Seller. We're 20,000 higher than what they've been selling for in 40 days, we've been on the market 60 days. I found, I figured it out. Here's what we need to do. It needs to be at 679 and we'll sell it quickly. I'm not saying, I mean, don't say you'll sell it quickly, but like that should give us the opportunity to sell it. You know, yeah, got it.  Later bud. Okay, guys, just breezing through these calls. Let's see what we got, let's see who we got now. Tamia, I think that's how you say it, just pass your exam on the first try nice. All right, let's see, let's see, looking for it. Okay, here we go, another number to call. Just put your number in, I'm calling you guys. And if you have a question, you know, like I said, if you guys are just tuning in, we're almost a week into the 28 day challenge. And just want to make sure you guys understand what's going on and see if there's anything I can do to help. What to do if you're having a down day? You know, when I used to have a down day. Don't have these for activities, please leave me a message. Okay, sure, but when I used to have a down day, I literally would just kind of like take a break. I would kind of take a break and do, I would do work, I would do busy work whenever I was having a down day, I would try to not like make calls or try to be sociable because me having a down day, it would, I feel like it was kind of translating into how I was communicating. I didn't want to communicate when I was having a down day. I know it probably sounds crazy. I don't have too many down days anymore. Like I used to have, I think because I'm just so busy, I just have so many things to do. And it's just like, ta ta ta ta ta. But I do know exactly what you're talking about. And I would just kind of just do busy work, things that were still productive that I needed to do. But it didn't involve talking to people. Let's see. Next number. Trying to look at questions in the comments in between calls here. If you have a question you want me to call you, just put your number in. Hello, how you doing? I'm okay, what about you? Oh, I'm just, you know, another day in paradise. Tell everybody your name and where you're from. I'm Sylvie Romero, I'm from Montreal, Canada. Oh, great, another Canada's in the house today. You have a lot of Canadian fans. I know it, I know there's a lot of people up there that are in the program and it makes me happy. Is this afternoon? Absolutely. I have two little questions. Okay. Concerning the email addresses. Yeah. You're, I think you have over 10,000 email addresses. Yes. The addresses are all property owners or it's a mixture of... It's a mixture of everybody. It's everybody, everybody.  It's mostly cold, it's mostly circle prospecting though. You know, I would say it's probably 5,000. If it had to put a number on it's probably 5,000 that came from circle prospecting and the other 5,000 were just kind of, are just literally from like referrals and, you know, just different leads from different places, you know. So you have to focus like our project? Yeah, yeah, yeah.  Well, that's great and I want you to focus on quality but at what point in your career are you gonna say it's about volume and you have to sacrifice some of that quality for volume, you know what I mean? So, you know, at some point it has to be about volume, yes. But I noticed that you separate the emails, you mentioned that sometimes you send a certain email to a certain volume and another email to another. No, I don't do that. I send the same email to everybody. Everybody. Everybody. You said you had a broker email. A broker? That you send an email to 2,000 brokers in your area?  I do have, I don't, okay, okay. No, I see what you're saying. As far as clients go, my clients and all those people get the weekly email, okay? But then I have the list of my local agents. I don't send them to my weekly email. I could, it's not a big, wouldn't bother me to send it to them. A lot of them do get it but I use that list to send listings to and tell them about open houses I'm gonna do or anything I wanna communicate to the local agents. You know, I'll use that, but I don't send them information every week. I might send them two or three emails in one week and then none for three weeks. It just kind of depends on what I'm trying to do. You know? So when you get listings, you like to share them with all of the other brokers in the area? Yeah, exactly, exactly. I'll send that out as an email. Of course, they'll see it on MLS, but I'll also send it as an email and then I'll post it on Facebook, you know? And then I may boost it from there if I want to or whatever, whatever, it just depends, you know? That's my first question. And the second question is that you keep mentioning that the new, well, your way, which is our way also, is that when you call people, you call them as family and friends and you talk to them in that tone, which we noticed when we watch your live calls. And the difference with the old ways is that the bottom line at the end, when you ask them if there's anything in the world you can do for them and they say, well, what do you mean? Yeah. You right away say, well, maybe buying their selling real estate or something. Right. It still ends with the... Oh yeah, yeah. I mean, it all leads back to the same thing. I think to answer your question, let's see kind of where you're going with it. Like you have to almost be, this has to be second nature to you, you know? Like when you talk to your family, you're not like memorizing a script or trying to figure out what to say next. You know what I'm saying? Yeah. And that's how I am with my prospects. I'm not trying to figure out what I'm gonna say next or how's the script gonna go. I'm just talking to them like they're my friend, you know? And so when they ask me like, what? I'm like, well, you know, buying or selling something. I don't know.  You know, that's what us agents do, you know? So something like that. You need to buy something. Yeah, yeah. You need a contractor. I try not to talk too much. Like I'm not gonna, I don't wanna spit out a long list.  But you know, it's just, what would you tell your uncle if he asked you that? You know what I mean? That's kind of the mindset. So I'm good for you. You tell me, you know? So I'm a big fan of it. So I'm really glad that you call. Yeah. And I'm probably, it was today you had two events that I think were for you quite busy today. It's a two for one. Yeah, yeah it is. It's a two for one today for sure. So, two for one. Staying at it. Have a good day. You too. All right, bye. Okay guys, put your number in. Try to keep the questions quick so I can call as many people as I can. You guys are doing a good job with that. Mark, I got you coming. Hey, Rachel, Ricky. How are you? Oh, great. What's your question? I mean, it depends on what point of the career you're at. You know, if you're brand new, then it shouldn't matter at all. The only thing that should matter to you is, do you feel like this company, this broker, this agent is gonna teach you a lot of stuff?  That's it. It doesn't matter if they're taking like 50% or whatever it is. It doesn't matter, because you're not gonna sell very much anyway in the beginning, on average. Like I interviewed a guy the other day that sold 100 in his first year. So that's not... Yeah, yeah, I saw that. Yeah. Yeah. That's not normal, that's not normal, but it can be done. But what I'm saying is, is it needs to be about, where can I get the most knowledge right now?  And then you already did some business with some other companies and you kind of got your feet wet and then you kind of know how the game works. And then you could kind of start visualizing what your next move is, which may be to stay with that company and just move up in that company or maybe to move to another company. You know, Remax is the seventh company I've been with. Of course, I've been with them for almost 10 years now. The longest I've been with any company. But like this is where I wanted to be eventually, but it took me six other companies, kind of to get here. So I would move from company to company, learning more and more and more along the way. And then, yeah. And so it was for me, like it was about splits, but looking back on it, it shouldn't have been. It should have been about who's gonna teach me the most. And then kind of like balance out, okay, I wanna get a good split and learn some. And then at the end, it should be, okay, I know what I need to do. I just wanna get the best split. So it just kind of depends on where you're at. Got it. Yeah, I don't know. Yeah. If you want now. Oh yeah, yeah, yeah. I mean, that's another thing I've been really intrigued about lately with where I am, because I can make more money doing something different. I'm sure if I really thought about it, try to figure it out. But you know, the thing is, is I'm really just mentally just love where I'm at. You know? There's just, I mean, it would take, I don't know. I guess if somebody wrote me like, I don't know. It would like a $5 million check or something, I might do something.  So yeah, yeah. You know, let's think about this. I could just not be coaching right now and probably, you know, double my income in real estate. You know? But I'm not- No, that's okay. I like to do it in real estate. But I'm happier doing this than I would be if I was just selling real estate. Way happier, you know? Yeah. So that's why I do it. Now, thank you. Just keep going and keep me informed and stay in touch. All right, cool. Thanks, Ricky. Cool. Yeah, have a good day. Bye-bye. Bye-bye. I'm coming for you, Mark. Let's try to keep everything short and sweet as we can so I can get as many people on as possible. Hey, what's up, Mark? Yeah, man. So tell everybody- I was at the meet you yesterday. Yeah. Yeah, I was gonna meet you too. Tell everybody your name or where you're from. Okay, Mark, Charlie Williams, and Tessa Luisa. Roll tide. What's your question? Yeah. I wanted to get off the phone and I just got to wait- I mean, the thing is is the opportunity is wasted regardless if you just hang up like you're doing it or if you take a stab at it and he turns you down, it's wasted either way. But if you take a stab at it, there's a chance that you could get into it. Dude, there's so many people taking wrong numbers and flipping it into a relationship. You know, like I've got coaching students that I've seen do it firsthand. They'll- Actually, if you just go on YouTube there to search Ricky Karuth wrong number script, there's like maybe a two minute video of one of my students where it was a wrong number and he just turned it around just because he was willing to kind of say, oh, well, look, you know, hey, I'm in real estate in the area and I didn't know if there's anything I could do for you. Okay, so that's just how you handle that. That's it, dude. That's it. Oh, I'm sorry, I'm sorry about that. But hey, look, I'm an agent. I'm a real estate agent in the area and here in Tuscaloosa and I didn't know if there's anything I could do for you. Don't, you don't have to like talk about what's sold or because you don't even know where this person is and it's a wrong number. Just, you don't have to say anything else. Just make it short and sweet and say, look, I didn't know if there's anything I could do for you, man. Or you could say, what about that, what about them? What about that tie this year? And kind of slide into a non-complicational, non-cellsy. Yeah, it just depends on what you're feeling at the time but just start whenever you have those wrong numbers, just start taking stabs at it, you know? And if it turns into an awkward thing and they hang up or it doesn't work, no, I mean, you lost it either way. So it's like, you'll find that the more you do it, then the better you'll get at turning those wrong numbers around and you'll start to find a little success with those.  You're talking to them. You might as well try. Right. Yeah. Cool. Thanks for your time. I appreciate it. For sure, man. We'll see you in a couple of weeks. See you on the flight first. 21st, we're gonna be in Birmingham, October 21st, me and Coach Michael Burke teaching six hours in CEs. So just comment below if you want me to send you a link for that. It's gonna be an incredible. I went there yesterday to lunch and learn. Me and Coach Burke spoke for about 20 minutes a piece. Oh my gosh, this guy is good. Never saw real estate, but he knows what's up and him and me together are just a really dynamic team. All right, Ryan, I'm coming at you. If you're watching this and you haven't started the 28 day challenge, there's a link in the description. You can start this Sunday.  Your message for nine, one, six, seven, two, eight, eight. Jeffrey, I went by Red X before. Hey, it's Ricky Caruth. Looks like you missed me. Give me a shout back to get a chance. Let's see. Hey, what's up, buddy? It's Ricky. Hey, it's Anthony Simpsons. I'm here to protect this. What's happening, bro? Oh man, I had a question. So today was one of my down. We have a down there. Obviously, we're making phone calls. So how can you project your voice to not reflect your moods? Dude, I mean, there's two ways to look at it. You can just fight through it and try to fake it till you make it kind of thing, right? Right. But, you know, I'll be honest with you. And I mean, I'm just being dead, just dead honest with you about this, man. When I, it depends on the level of down day you're having. You know? But like, I, when I was having a down day, when I used to have down days, I would just not, I wouldn't make calls because I didn't want to project that negativity on to my clients. And this is one reason why I like to make calls in the morning because that's when I feel like I'm just really on top of my game, you know what I'm saying? And like everybody's different. Some people feel like they're on top of their game after lunch, which to me is crazy, but everybody's different. People, like some people, some people's brain doesn't really get going until later in the day. I'm like, I'm like reared up, ready to go really early.  And so same thing when you're having a down day, if you're having a down day, just like I say, you got them down days where you really feel down where like you don't need to be talking to nobody. And then you got them days where you don't feel like totally down, you're just not quite there, you know? And so you just got to, but listen, man, you got to listen to your body, you know? And like if you're feeling down, I think what that is, I think it's burnout. I do, I do, I think it's burnout. I think it's your body saying, I'm burnt out a little bit here. You really been going hard. And like, you know what that comes from too?  You're still thinking about real estate. So your mind is getting burnt out. Like you're burning the fuse so deep, you're not giving yourself a chance to relax your mind. Like even if you're laying in bed watching TV, but you're still worried about if this deal or that deal or if I'm gonna succeed or whatever. You're still burning yourself out.  And like, that's why I like to watch TV.  Like I'm really good at shutting my mind down when I leave work, you know? But it's like not all the way down, see what I'm saying? But I know if I don't shut it all the way down, then tomorrow I'm gonna feel burnt out. And I'll feel kind of like down like you're saying. Right. So I don't... Well, I don't think the issue is what do we do when we're feeling down? I think we need to look more into how do we balance resting and rejuvenating and recharging ourselves, you know, every 24 hours to where we're at maximum. See, because if you just go, go, go, then you get to where you are now where you feel down and you're not running at the highest velocity you can. See what I'm saying? Right, right. That's how I felt today. So I have to reach out to find out to shut it down, but I still did some, but not to my maximum ability. Right, and that's okay. See, this is part of... See, I don't have down days anymore. Why?   But when I used to be, when I used to feel down was when I used to go all day, like I would work till midnight on real estate. I would work till like 10 o'clock, 11 o'clock, 12 o'clock on real estate. I was literally working from eight o'clock till midnight on real estate, you know? And I would feel down and now looking back on it, it wasn't me feeling down or depressed. Like I thought it was, it was me burning myself out. And now, since I'm where I am now and I understand all this, like I literally shut off and come to think of it, I just haven't had a down day in a long, long, long, like many years, many years, you know? And so I think it all comes down to rest, brother. Okay, I definitely appreciate you for reaching out. Thanks so much. Yeah, man. Wait a minute. Mark, Ricky Carude. Ricky. It's me.  This is Mark Schweitzer from Elton, North Carolina. Nice. Good question for you. I thought I saw where you were gonna be going to Charlotte on October 24th. I will be in Charlotte, October 24th. I'm not gonna see you, but I couldn't really find out information. If you go to zero to diamond.com, backslash, backslash events. Yeah. If you go there, it has all my upcoming events and it has links to each event. Links to the event. You did? It just said that this is the event. It didn't really give any. It didn't have tickets though? It didn't have a ticket? No, it didn't have tickets.  What is it, let's see. It's from five to nine and it's no, it's several speakers. I'm only speaking from six to 630. Okay. Yeah, I'm speaking from six to 630 that night. So I don't know who all the other speakers are or what's going on. I have no idea. They just asked me to come. So, so I'll be there and I'll, I'll speak from six to 630 and that'll be that. I'll hop on a plane and get back that night. All right. Yeah. Oh, definitely do, man. Yeah. Love to see, love to see you there. All right. Hey, I'll get, I'll, I'm bringing signed copies of my book. Later bud. Hey, let's see. Luca, I'm coming for you. So if you guys want to, want me to call you, I'll be here another maybe 15 minutes doing this, put your number in. Hello, this is Luca. Luca, Ricky Groot. Yeah. This is exciting. It's me. What's up, what's up bro? Just working, man. Yeah, leg. Listen, before I get into these quick questions, I just really want to say thank you to you, bro. I came across you on Instagram. I don't know how to go start selling windows or something and you've just given me like the model, man. And I'm, I'm really, I'm hyped up, I'm fired up. I just got a reignited passion for it, man. All because of you and I really appreciate it. Wow. That means a lot, man. So you were in real estate, you were thinking about going to sell windows or you had, or you, what might have- You know, just, it just wasn't working for me. I started out and I started with a mentor who doesn't really do any prospecting. They just kind of fall into deals. Yeah. And it sent me sense. So what was he doing to get deals? He just had such a big network that it just comes to him. Right. And if he could be doing stuff like this and leverage an email list, the guy would easily be doing a hundred deals a year. Well, let me ask you this. What, what was he telling you to do as a new agent? And it was just like shadowing. Honestly, I really got, since I'm a millennial, I got shoved into the administrative work. I got shoved into doing the social media, you know, all that sort of stuff. So there was really no, it was, I was really just like an assistant man for like three or four years on top of that. We managed the company too up here, where he did and he sold out his shares. So it's just me managing the company. And like, I've been putting my new agents on the 90 day plan. I have a structure for them, you know, and it's just their seam results, man. Before I came on board with this company, like new agents would come in and they'd have like an 80% burn rate. And, you know, I just, I have something to give them and show them. And since I'm doing it too, Yeah. They're buying into it more, you know. Right. So what's your question? So I just want to thank you, bro. No, man. No, that's, that's, dude. I, you know, I don't know what to say. I just, you know, I just, if I can do this, like I know I can do this. So if I don't do it, then it'll be hard for me to sleep at night. You know what I mean? Yeah. And listen, you've inspired me on so many other fronts, man. I'm losing weight. I'm drinking all this water every single day. I started giving out free content on my Instagram. That's blowing up like 3,000 followers a month. Wow. So I'm just having tremendous success because of you. Great. So quick questions. Yeah. ArmRedX, are you calling both numbers? Cause I don't want to seem like spammy. Yeah. Yeah. Yeah. I normally get two numbers and I call, I normally do two numbers when I get, when I do the geo leads and I call both. Okay. Yeah. Absolutely. And you never have like any bad at you. Like if I get somebody awkward, bro, that's because they are awkward. You know what I'm saying? It's not me. Yeah. Okay. It's not me. You know what I mean? Yeah. You know, it's them. Okay. I'm not the one making this awkward, dude. I'm trying to call you to see what I can do to help you. Okay. Like back off. You know what I'm saying? Like you got. I've not been skipping over the second number. No, man. Call the second number. Yeah. No, you're not. Are you a scammy guy? No, spammy. Sorry. Are you a spammy guy? Oh, man. I just want to help you. Exactly. So quit. You do you.  You know that, right? Yeah. Okay. So are you going to stop calling the one number, worried about people thinking that you're spammy? Not at all. Not at all. So there's no reason why we should call a second number. Because if we don't call a second number, we may not talk to them at all. And now we're really, we're really in a strange position then. You know? Mm-hmm. Yeah, that makes a lot of sense for you. Right. That's what drew me to you. My second question, I've been doing the weekly email for about, Okay. Just trending down. That's okay. That's normal. Yeah. Yeah. Don't listen, man. I've said this so many times. Don't look at the open rate. Don't look at the unsubscribed. Don't look at the clicks. Don't look at any of that stuff, man. You just keep doing it, bro. Just keep doing it. Man, your job is to filter the people out that don't, that here's the thing, bro. The people in the beginning saw your email, right? That open it. Okay. They open it a couple of weeks. They started not to open it. Okay. Now they see it every week. They're not opening it anymore, but they know it's there. They saw it. They opened it. They saw the quality information. They're just not really interested right now because they're not really looking to buy or sell anything right this second. In two years, they're going to, and they're gonna have seen your email every week and they're gonna start opening it again. See what I'm saying? It's not the opens, bro. It's the impressions of them seeing it, seeing it in their inbox every week without fail. That's why you shouldn't focus on the open rate. You know what I mean? I mean, I just got my first listing appointment off the weekly email. So I'm like, I guess I'll just start going into the analytical stuff and just taking myself out. Yeah, don't do that, man. Just keep grinding. Thanks, Ricky. I'm gonna let you get to all the people. Yeah, brother. If you ever want to shout out on Instagram, I have like 10 new agents message me every day. I send everybody to your page. Well, I want to mash out on Instagram. Do you shout me out? Yeah, I got you, man. The agent is actually agents. It's just real estate names. Cool. Awesome. Thank you, brother. Thank you. I'm gonna tune in. Have a great day. Later, bye. Kind of hung up on in there early, didn't I guys? All right. Let's see. Let me try to get back. This is the lightning round. We gotta go fast with these last few. I'm gonna try to get every last person. We'll see. I got four people, I think, that have their numbers in. Try to get to all four of you. Hello, it's Ricky. Hey, how are you? What's with you? All right, all right, brother. Yeah, absolutely.  Dude, I'm not speaking right at all. Oh, I got it. It's okay. What's your question?  So what's your question? Question is, people come and go, right? But sometimes it happens that things doesn't happen. I see people walk back. Like I, personally, I get, like, I'm not saying I'm getting, how do you handle that? If what? Now I'm confused. I don't understand the question. Like, okay, people come, leave, come, and we are talking and we are going towards the closing, but it doesn't close at the end. Okay. Oh, I got you. Like it's under contract. So they went under contract and then they backed out in the last minute. Yeah, yeah. Oh, okay. No, you tell them, thanks. Have a good day. Yeah, I mean, like, it's more to it, right? It's like, okay, what's going on? Why are we doing this? What can I do to help? What's going on? Why are you doing this? What can I do to help? And so what you want to do is you want to keep, you want to maintain that relationship. Because the thing is, is you lost the deal now, but that doesn't mean you lost the deal later. They may come back and do something later. But at the same time, now that you've had this experience with them backing out on something, you know, you can't really hold them for their word. You know that they don't really stand good for their word. And so you know how, you know, next time when you get in a deal with those people that, oh, there's probably a good, there's probably a chance that they're going to walk away from this. You know? And I'm always prepared for every single deal that I have to fall through at any minute. I'm always mentally prepared for that at all times. And for it, I am looking up to you that one day I want to be like you that I almost, I don't know how to explain, but I want to make sure that I come up to that level that I don't have to worry about whoever's lost back. Do you know what I mean? Yeah. Oh, well, does that help? Yeah, yeah. Thank you very much. I really appreciate it. I really appreciate your help. Absolutely. I keep for watching your videos and last question before I let you go. Can I still join the 2018 challenge? Yeah. Yeah, there's a link in the description of the video right now. You can just go there and start. Yeah, you have to start it on a Sunday, but yes. Okay, cool. Have a good day. Okay. You too, Mickey. See ya.  Well, my name's Ryan Moyer and I'm a, Oh, nice. Nice. Well, I don't mean to cut you short at all, man, but I'm trying to get through a couple of different questions. So what's your question? No, no, you're good. You actually answered it like twice now. So I'm just trying to see how to kind of prevent burnout. I've been really making a lot of calls lately. Yeah. You can get it where that's coming from. Listen, man, you know what's really cool about my program? The three by three. Three hours a day, three days a week. I keep thinking, you know, I just got to get that extra weigh in. And that's fine, dude.  Do four, you know, do three by four, you know? But what I'm saying is is, you know, you can't, I don't know, you've got to find the balance is what I'm saying. Everybody's different, you know? Like I could, I don't know, if I were making calls every single day for like months, I would probably feel some burnout at some point for sure. You know? You got to find that balance in life, man, where you're satisfied and happy with where you are, but hungry to go to the next level. And I would say have some other avenues, you know? Like get out, I don't know if you watched that Quentavious interview the other day, but he literally, he's like meeting people at like Walmart and stuff, giving business cards out, not asking for anything, just giving business cards and saying, nice to meet you. Let me know if I can help you. He sold 15 properties like that out of the 106 he sold this year.  You know, get on Facebook and do some DM and do some P-Porn, you know? Like just mix it up, you know? Yeah, yeah, get it to where, you know, you're in a good place and you're having fun with it, but you know, calling is the most important thing though. I mean, it's, yeah, it's the most important, you know? Following up on the phone, you know, cold calling, following up, past clients, send it out to email. Send it out to email, send it out to email, you know? Sending it, sending it, sending it, you know? So you just trying to build that brand, you know? But find that balance, you know? It's good to get to the burnout stage because then you know, then you kind of have an idea where your balance needs to be because now you know what it takes to burn yourself out. You know what I mean? Yeah, like everybody has to get to that point, especially the people that are going to win big, like me and you, because I went through it too. And like, literally, this is the first moment I've really sat here and realized that I hadn't had like a down day in a long, long, long time. You know what I mean? I know, yeah, it was crazy when you did that. Yeah, like I literally have not. And I remember, I know exactly what you're going through because like I remember those days where I was just like sluggish and like just felt like the world was caving in on me and like didn't feel like anything I did was like, you know, successful, everything was just, it was just a bad day, nothing was going right. Like I remember that. And I'm thinking like, I haven't had that in a while. And it's because, it's not because I'm doing anything different, it's because through the stages of being a successful person, you start to realize where you have to balance your work and your rest to the perfect place where you can maintain the pace that you want to maintain to get where you want to be. You know what I'm saying? Right. That's some philosophical stuff right there, bro. It is, man. I'm telling you. Well, thank you so much for everything you do, man. Seriously, it's incredible. Thanks, buddy. Be good and stay in touch. All right. Later.   I was going for a quiz, yeah, I'm a federal. Awesome, man. What's your question? What do you think about a page that's giving a lot more into video? I love it, man. I think it's great. I think video is, I mean, we've been saying this for years now. Video is the way of the future, you know?  You know what I mean? There's nothing to hide. You know, there's nowhere to hide on camera. So I think it's a great way for the public to get to know you really fast. You know, when you do a postcard or a letter or email, you know, that's one thing, but a video, a video shows your true personality and it makes them feel comfortable with you. You know what I mean?  So yeah, I think it's, I think it's great. If you could put some suggestions out on video, that'd be awesome. Some suggestions on what? Like suggestions on a possible content for videos and stuff like that. Yeah. I'd like to hear a few more videos from you about videos, that's it. No, I was thinking about doing some videos on different ideas for Facebook lives and different videos, but yeah, I'll definitely do that. I think right off the bat, a couple could be literally just you at a listing, not just any listing, not just any listing, a unique listing, not just a regular old listing, right? Something unique and it doesn't have to be your listing. Find the most unique listing in your market, that's for sale. Look around and find something that's really unique.  They're gonna watch things that are interesting, you know? And if you're just at a regular old house, you know, that's not very interesting, but if you're at this house that's on the water that has its own, you know, basketball court and full, I mean, I'm just throwing stuff out there. Like find something unique, okay? And also if a new restaurant pops up, you know, something new, you know, catch things when they're new, when they first pop up, that's interesting to people.  So that's just something I just thought up off the top of my head, but just, just think unique, you know what I mean? And outside of that, don't overthink it, just do it. I appreciate it and I'll select it well. Yeah man, see you brother. Okay, let's see, some more people through the number in real quick. So I'm gonna pop those. Oh man. Good man, how are you? I'm doing well, doing well.  My name is Marco Sen, I'm with Bremax in Ottawa, Canada. Oh, nice brother, nice. What's your question? It is, you know, how do you keep going when, you know, you go through the rough times and you've been making your calls, everything is happening through, and you've got like, for example, 10 offers in and only two of them get accepted. So what do you do to keep going through, stay motivated and push through it? I think, thank God, I got two deals going. Like I just did two deals, hallelujah. No, like there's no, it's not like staying positive, like it's a chore, like you have two deals going on. You know what I mean? Like, like it's a glass half empty or glass half full. You know what I'm saying? Like it's not, there's no in between. It's either you're happy about the two deals or you're unhappy about the eight deals that got away. You know what I'm saying? Yeah, you're right. Yeah, you're either unhappy about the eight that got away or you're happy about the two you got.   You can't do anything about those eight that got away. They got away. You cannot revive those deals. They're done, they're gone, they're out of here. You can't do anything about it. So why are we even thinking about them anymore? They do, that thinking about those deals does nothing for us moving forward at all. It doesn't change our life. It only changes our life negatively if we spend time thinking about those deals. And I don't keep going. Yeah, dude, you have to understand what happened and then forget about it. Understand and forget, understand and forget. That's it. And the name of the game is to maintain the relationships with those eight clients that you had that fell through. The name of the game is just to say, okay, what happened? Why are we doing this? And what can I do to help? That's it, what happened, why are we doing this? And what can I do to help? And then we're just gonna keep moving. We wanna maintain those relationships though. Yeah. And then you haven't lost anything, bro. Do you want a billion dollars or a billion friends? Sure, because you could sell a billion houses and how many billions is that in dollars? Right, and so don't worry about the deals that got away. Worry about if you lost those relationships. That's when you should be worried. You're thinking about transactions instead of relationships. You're thinking transactions over, you're thinking transactions over relationships. And I'm trying to tell you relationships over transactions. You feel me? So be happy about the two you got and maintain the relationships with the other eight. And you're golden. And if two of the eight people that they're mad at you and they never talk to you again, great. That just opens us up to have more time to go get five more. You know why? Because it's unlimited. Can't do it all. You don't have to tell me, bro. This is straight facts. Okay, bro. Keep doing what you do. Thanks, ma'am. Keep doing what you do. Keep doing your thing, man. Appreciate you. Watch your videos all the time and cardboard. Thanks, bro. Okay. Later, ma'am. That is so humbling to hear, guys. That is humbling to hear. I'm trying to bust through a couple more numbers here. I got time for one more. I only have time for one more, guys. So I'm sorry if there's anybody I didn't get to. This would be my last call here. So sorry. Hey, Grace. Yeah, hey, Ricky. Thanks for squeezing me in real quick. Yeah. Grace, I have one more question for you. My quick question for you is, how did you find your file size, your assistant? Is she odd? I've got several. I put her money through Friday and had to be productive to give her tasks daily or how do you manage that? Okay. How did I find her? How did I qualify her? And what tasks do I give her? Yeah. And her schedule. Okay. She works from about 830 to five every day. She answers the phone 24 seven for anybody that wants to show any of my listings, any agents that want to show any of my listings. She was an assistant of another agent in the area that was looking for a change. And so I kind of got, I kind of heard about her wanting to make a move. And so I went and talked to her. And so she already had experience with MLS. She already knew a lot of the agents in the area. She was already kind of in tune with how the whole game worked. Does she have her license? She does, but it's inactive. Gotcha. She could flip it active at any moment and go sell, but... Do you ever get nervous about that? Because she's learned from the past. I mean, I'm sure she wouldn't want to leave you, but... No, I'm not nervous about anything ever. I think that's kind of the fear is that taking on an assistant, teaching them the tricks of the trade and then having them go off on their own and then your left foot back to square one. I mean, you should always be prepared for that even if you get somebody that you think is going to stay with you forever. Right, right. You should always be prepared for something like that to happen mentally, you know? Yeah. I mean, you should never put yourself in a situation where you're vulnerable to have something like that happen that really just knocks you down for a while, like ever. Right. So if my assistant left me right now, I would just do all the work on my own for a second until I found somebody else, no problem.  How would you recommend like I stay on top and make sure she's always staying busy because say I go out, I'm running to appointments and she's at the office, how would I know that she's always doing what she's supposed to be doing? Because the work's either done or it isn't done. Right, right. You can either see that she did stuff or you can see that she didn't. It's gonna be obvious that she did or didn't do anything. Like at first, did you give them like a daily, did you give her a daily like set a task or how did you... How many listings do you have? Right now, about six. Okay, see I had 30 listings when I decided to hire an assistant at 30. Right, okay. So like there was no downside, I didn't have to figure out what she was gonna do. I had 30 listings that I needed somebody to manage getting shown when they need to get shown and then I had offers coming in that I had to process, you know what I'm saying? Yeah. So it had a lot going on. So I mean, there was no, I think, and I'm not saying this is you, but a lot of agents try to hire an assistant too early and they don't know what to tell them to do. They don't understand how they don't understand because they don't have the experience, they haven't been through everything to know what they need to be doing.  And so I knew exactly what she needed to do because I've been doing it for so long. Right, okay. That makes sense to me. And you never have her show houses for you or anything she's seen for office? She's not licensed. Her license is inactive. Okay. She can't show property. Okay, gotcha. I show everything. All right, Ricky. Thank you so much. You're such a big help to me. Thank you. All right, I'll do that. All right, bye. Okay, I did skip Jessica.  Or yeah, Jessica, not gonna leave you out, but it does have to be quick. Hey, Jessica, Ricky. Yeah, you almost didn't if you want to comment down there at the bottom. Well, perfect. Thank you so much for taking my call. Absolutely.  Yeah, bet. Beautiful here too today. What's your question real quick? You know how in the 28 day challenge you said do a open house every weekend? Yeah. And so I have an office to offer to hold an open house. And there's 30 days with people coming in and everything. So I was wondering if there's a good thing to still keep on taking you 30 plus open house days on the MLS? Should I still take those? Or should I do more on the MLS for two weeks? So you're saying like you're saying should you do an open house of something that's been on the market a while or something that's new on the market? Is that what you're saying? Yeah, exactly. Because you're not really getting the traction that you want at, you know. I'm not getting to people. What are you doing to try to promote the open house? I've been walking, door knocking. I've been calling the owner on the listening. OK. And it's just not being very successful. Are you doing any Facebook? Are you doing any social media? Yeah, I'm still brand new. So this has probably been maybe my second and a half month working. And I haven't been really getting any, maybe a couple of people that will come in. I think the most I have in one of my open house is like three couples. Mm-hmm. I think so you are doing social media or not? Oh, yeah. OK. I think that you should just keep doing what you're doing. I don't think it really matters. Like get the new listings if you want to. But at the end of the day, I think that you should take those open houses and do what I'm going to talk about tomorrow and then end the 28 day challenge and try to use that and try to use that as what I could do in your doorknock in the neighborhoods. How many doors are you knocking? 20 down on one. OK. So 20, so 40. That's pretty good. What's the result? What's the results of the door knocking? Some people answer. Some people don't. I know usually like if I see someone else, they're actually taking my fire and I'm able to talk to them. But it's really not many people answered. OK. I think you should maybe circle prospect. Yeah. I think you should turn around and do calls. Like do calls instead of door knocking. Like switch it up to calls for a while and see how that goes. Right. And try to use the open house as a reason to call to try to create more relationships. OK. Try to just build more database that way. But then at your open houses, go there and make sure you have the signage and everything. And then maybe what I would do if you're having low traffic, because it may be the time of year.  Right. It could be a it could be a seasonal thing. So like when you have a slow open house, actually go there and make follow up calls and stuff like that while you're there. It's where you're you're like killing two birds with one stone. So I'm saying. And then like if you get somebody walked in gray, but you're making calls while you're there and then somebody walks in, OK, cool. You know, you might get a couple things. And then if you keep doing the open houses and then in two months, like all of a sudden you have an open house that you have like 20 people show up to because it's just a seasonal thing or it's like a hit or miss. You see what I'm saying? Yeah, exactly. OK, so you don't think it's a way to actually take these to do the open houses that are kind of lying on the market? No, I don't. I don't because the people driving around, you know, they. Well, they could find it on their if I had my choice, I would probably do a newer one. If I had my choice, but if I don't have my choice and I just want something to do today and I go up there, do it doesn't matter how long it's been in the market. I'm making calls anyway while I'm sitting there. I'm killing two birds with one stone, you know. Yeah, that's it. Cool. Thank you. Hey, get after it. Thank you. All right, later. OK, guys, that was a very interesting session. Thank you guys so much. Keep it up with the 28 Day Challenge. Keep posting your results in the Facebook group. I'm watching that. I actually approve every single post in the Facebook group. So I'm seeing every single one of them. I can't think of anything else right now. I'm going to be in Birmingham on October 21st. I'll be in Charlotte, October 24th. I'll be in DC, November 11th, I think it is. I'll be in Long Island in January. All that's coming up. I'm also filling out my calendar for 2020. Lots of people are reaching out. So I'm looking forward to doing kind of a tour, if you will, 2020. Let's see. Can't think of anything else, guys. I love y'all so much. Keep it up. Reach out if you have any questions at all. The best way to get me is Instagram. Just DM me there and we'll talk to you guys soon. Be good, crush it, let's go.