15. Blueprint to Million Dollar Listings- Sell More, Build Wealth with Michael Hellickson 4/18/25 1PM ET

Look at you. It's almost like you've done this before. Yep. And then, the next thing is if you click on the little arrow up participants button down there Uh-huh. And it'll say, attendees thirty nine up in the box. Yeah. It doesn't show me that on the that button. I can see it on the or on the right hand corner here, though. I can see thirty nine. Yep. And then just needs me to start the webinar to it and see if I can I can Good? Because you can just start it in two minutes. Oh. I'll sit here with you just in case you have any problems. Yeah. We can start it now? I can start it now. You can start it now and just say hello and wait for everybody to show up, I will. Start on the hour. There we go. Let's do it. Let's look at that. And there we go. There we go. Look at them all rolling in. Holy cow. They're rolling in quick. And look who's here. Oh my gosh. Austin Hellickson is in the house. I'm gonna oh, hold on. Oh, hold on. I oh, it's the wrong button. Hold on a second here. I gotta fix that. I hit that on the wrong person. Yep. Try I was trying to get Austin. I was trying to allow him to talk. There we go, Austin. And then you can unpin Armando. I'm gonna promote Austin to panelist. Yeah. Promote him to panelist. To panelist. Just and then what did you say? Unpin, Armando. Go to his three little dots in the upper right hand corner. There he goes. Got it. Remove permission to talk. There you go. Sorry, Armando. I just removed your permission to talk. You're in time out. I'm just kidding, Armando. I'm just giving you a hard time. It's good to see you here. And, we're gonna start folks here in just two minutes. Right? We're it looks like we're at the two minute mark right now. I like that we were just talking. I like to, start on time. I like to reward the people that are on time instead of punishing them. And, so any minute's late, you're just gonna miss some stuff. And, we'll throw out all kinds of great stuff right away. I got about three and a half hours of information. I'm gonna cram into a one hour webinar, so we'll see how that goes. Austin, I just promoted you to a actually, I'm doing it again. There you go, Austin. I just promoted you to a panelist. That's for you, Austin Hellickson. Washington State Rocks. Greg, where are you at, man? LPT Washington State. I thought I didn't think it was big in Washington yet. That's good to see, man. I'm stoked that you're there. And, and and I'll just share this kind of off the record. I I'm I'm brand agnostic. Right? We work with every brand out there. But can I just tell you? How cool is LPT? You guys have a great company here. And, let me just say something about Robert Palmer. I don't know the guy super well, but what I do know of him and the conversations I've had with him and the meetings I've been involved with together with him and with other, CEOs throughout the industry, I'm impressed. And that takes a lot, to impress me. I mean, this guy this is a guy that leads from the front. This is oh, you're the Washington State, the designated broker. That's right. Okay. Austin has told me great things about you. So have Mike and Long, by the way. But, guys, I just gotta tell you, man. I'm I'm actually really, pretty pretty impressed with Robert Palmer. I think you guys have made a good move, by going to LPT, and, congratulations on you. In fact, my son who's on the call here with us, is also at LPT. And look at that. He actually joined me as a panelist. I'll probably bring him on here at some point, to, share some thoughts with you as well. But, he is the number one listing agent in the country right now. He did a hundred and sixty four listings himself last year. That's not counting his team. That's just Austin. He's only twenty well, he's twenty two that year. He just barely turned twenty three. And, I'm not saying that just to brag about him. I'm saying that because, guys, now that he's with LBT, man, like, he's gonna be sharing a lot of stuff with you guys. If he can do this, you can do it. And it's not just him, by the way. There are so many people that are having so much success around the country. I gotta tell you, it is not complicated. And here we go. We are at at the hour, so we're gonna start. So for those of you that don't know me, my name is Michael Hellickson. My claim to fame is I was, for a very long time, the number one real estate agent on planet Earth. I was literally, closing a hundred and twenty to a hundred and eighty transactions every month, with just sixteen agents on my team. And I was carrying about seven, seven hundred and fifty active and pending listings at any given time, and, act so I I share this with you. Why? Because not be not to brag, but because I want you guys to know there's some credibility behind the message. I'm a real believer that in this industry, if you wanna climb to the top of Mount Everest, you need a guide who's actually been to the top of Mount Everest before. And there are so many people in this business that wanna teach you guys stuff that have never done anything in this business. It's just mind blowing to me. Guys, if you wanna be successful, stop listening to people who have not been successful doing the thing that you wanna do. If you wanna make a bunch of money selling real estate, you should only be taking advice from people who have made a bunch of money selling real estate and doing it in a way that you are going to be okay doing it as well. K? So guys, this is so important, and I wanna start with this. For the most important thing I can share with you ever, write this down. And by the way, if you don't have pen and paper, you're gonna want it. So write this down. No success in the world can compensate for failure in the home. No success in the world can compensate for failure in the home. Guys, I'm gonna teach you today how to make a ton of freaking money selling real estate. Then I'm gonna teach you how to take that money and invest it in real estate and make a ton of money investing in real estate so that you can one day retire and choose whether or not you wanna work. And now when I say retire, that doesn't mean that you don't have to or, you know, that you don't wanna sell real estate. You might choose to sell sell real estate. That's fine. One of the great things about this business is you can do it long into your late years. But I want it to be because you choose to, not because you have to. Okay? So I'm gonna start with this. There is a very simple wealth building formula. I'm gonna start with this. Write this down. K? It is make more. K? Make more. Everybody wants me to teach you how to do that, and that's what I'm gonna teach you in just a moment. Then we wanna talk about spend less. Now I'm not gonna spend a lot of time on spending less. This one goes without saying. K? If we wanna build a fortune, we've gotta make more, we gotta spend less, and then we've got to invest the difference. Okay. That's it, guys. That's the wealth building formula. Now I learned this a long, long time ago. I was dating this gal. It was when I was in high school. Right? Long before I met my amazing wife. And, she was okay. This gal that I was dating back in high school, she was alright. But her dad was awesome. What did I love about her dad? Her dad owned a steel mill, man. This guy had money. He was loaded. And I'm like, man, I wanna be like that guy. I wanna learn how to make money too. And I asked him one day, I said, hey. Do you invest in the stock market? But what do you think he told me? He says, no, man. Why would I invest in somebody else's business when I can invest in my own? And so, like, that really hit me like a ton of bricks, and it made sense to me. So I thought, okay. Well, what about real estate? Do you invest in real estate? And he says, Michael, as much as I can, as fast as I can. As much as I can, as fast as I can. Man, let me tell you. That statement changed my life, and I hope you wrote that down as much as I can, as fast as I can, because that will change my life, and it just might change your life as well. Guys, everybody on this call should be buying at least one house per year no matter what at a bare minimum. Now that's just the tip of the iceberg. We're gonna get you doing more than that. But to do that, we gotta make a ton of money. Right? So let's talk first. Oh my gosh. And here comes Austin recording me, on the side here. I'm gonna introduce you guys to him. In fact, come on over here, Austin. I want you guys to meet the number one listing agent in the country right now. Watch this. This is him. I love it. I can't believe you came up to my office. I love you, bud. So and by the way, LPT agent. Right? Just joined LPT. Great guy. So watch this. What does Austin know, and what do agents like Austin know about listing more real estate that you probably don't? Well, let's start with this. There's only three things you can do to move the needle in your business. Three things that are gonna make all the difference in the world for you and your business. Write this down. K? Number one is lead generation. Number two is lead follow-up, and finally, it's lead conversion. So watch this. I'm gonna show you how we're regardless of what market you're in, I don't care what part of the US, Canada, anywhere in the world you are, doesn't matter. I'm gonna show you how to make whatever your average sales price is in annual commissions working just twenty days per month. K? Now what does that mean? If I'm working twenty days per month, I can literally do this in twenty hours a week. Right? Think about twenty hours a week. What if you could turn twenty hours a week into a an a an annual earnings of your average sales price? How do I do that? Well, number one, I gotta get really good lead generation, lead follow-up, and lead conversion. Now that's gonna look different depending on where you are in this business. Like, if I'm in what we call tier six, I'm doing five hundred to a thousand transactions a year. I have a lot more options than somebody that's in tier one or tier two, which is where I'm doing zero to seventy five transactions a year. Right? For most of you and by the way, type into your chat. I need to know where you guys are at. K? So tier one is zero to twenty five transactions per year. If you're in tier one, I want you to I want you to type in tier one. That's anybody that closes zero to twenty five transactions a year. Tier two is twenty five to seventy five transactions a year. If that's where you're at, type in tier two. Tier three is seventy five to one fifty. Tier four is one fifty to two fifty. Tier five is two fifty to five hundred. Tier six is five hundred to a thousand, and tier seven is a thousand units per year and more. Just type in your tier so I know who I'm talking about. I got one tier three. Pretty much everybody else's tier one that I'm seeing. I got oh, there's another tier three. We got Denver. I got Spokane. Alright. So check this out guys. I'm gonna speak predominantly to the tiers one and tier twos for now, but I want you guys that are in tier three and higher to know that every tier presents its own opportunities and challenges. Okay? So if I'm in tier one and tier two, I probably have more time than money. If you agree with that, give me an amen in the chat. K? So if I'm in tier one and tier two, guess what I'm not gonna do? I'm not gonna spend a bunch of money on lead generation. I'm not gonna go buy a bunch of Zillow leads and realtor dot com leads and all this other stuff that cost a ton of money. So what do I do? I do the things that don't cost me a lot of money so that eventually I can get into tier three, four, and five where all of a sudden I can just write a check to get business coming in. So what are the big five things I can do to start off just making some money, getting some dollars rolling in without having to spend a bunch of money to get there? Here's the five things you can do that take time and not money that will change your business today. And every single one of these five things I'm gonna tell you, if you did it for twenty hours a week, you could easily make the average sales price in your market as net annual income. So here we go. Here's the big five. Write these down. FSBOs, expireds, cold calls, open houses, sphere of influence. FSBOs, expireds, cold calls, open houses, sphere of influence. I'll give it to you again. FSBOs, expireds, cold calls, open houses, sphere of influence. Now you may not wanna do some of those things. That's okay. And by the way, you're gonna need to do something to get this money rolling in so you can get to that point where you don't have to to to do these things long term. Right? So these are temporary. These are just while I'm in tiers one and tier two. Right? So I can get into those higher tiers and just write a check to bring business in. That being said, of those, which one do you think is the most effective way to get cash coming in right now super fast today? Tell me in the chat. Which one of the five things I just mentioned, FIS was expired, cold calls, open houses, or sphere of influence? Which one of those is gonna get you to cash fastest? I see some people saying sphere. I got FSBO. I got, sphere. I got open houses, a couple of them. I got expireds, open houses again. Oh, check this out. Everybody's all over the place. I got some FSBOs. Here it is, guys. The number one thing you can do out of those five things if you wanna get money coming in today is open houses. Guys, if you just did eight open houses per month, you could literally bring in the average sales price in your area in commission dollars every year in just eight open houses a month. Very straightforward. Now I'm gonna show you how to do this. First of all, everybody type into the chat, how many people are you getting to your average open house? Give me a number. How many people? Three, five, ten? How many people are coming to your average open house? Just type it in. Let's see what you got. Look at that. A lot of people in that three to five range. Yep. K. Oh, got a fifteen. A twenty? Good for you. Another fifteen. Look at you guys. K. A lot of twos, fives, one, zero to two. Okay. Watch this. I'm gonna fix that for you. Guess how many you should be getting? You should be averaging forty five people to every open house. I'm gonna show you how. K? And by the way, what I'm gonna share with you today, you don't have to sign up for anything today. I'm not selling anything today. K? I'm just gonna give you this information. I'm gonna tell you exactly what you can do to get money rolling through the door whether you pay a dime to me ever or not. K? You do not have to sign up for coaching with Club Wealth for this to work. Alright? So here we go. Here's what I want you to do. I want you to first of all, pick the right house. K? Do not pick an entry level house. Why don't I wanna do entry level houses? Because when I hold entry level houses open, guess who I get coming through my open house? Entry level buyers, which is low price point buyers. So I always do move up houses. K? So that also not only raises my potential sales prices, but it also means that they probably have a house to sell. Now I get two bites at the same apple. Guys, this is a very big deal. Alright? So now as I as I look at that, I'm gonna say, okay. I wanna pick a nice place in a nice typical suburban neighborhood that's a move up house. I don't want, like, the upper end stuff because I want a lot of traffic through. Right now, I gotta get some transactions happen. I get some volume happening. Right? Alright. Then I want it to be no more than a half a mile to a mile from a major shopping area. Why? Because I need traffic. I need to get as many people through here as possible. Right? And I don't care if I sell that house. I know a house. Right? So that I can then sell their house or whatever. But all I'm after is consumer. I don't care whether they buy or sell as long as when they do, they do it with me. Alright? Now I wanna make sure that I'm no more than two turn off the main road. Why? Because I want them to have an easy time finding it. I don't want them to get lost trying to find it. Now what are the four things? I want you guys to type this into your chat. You guys have been super engaged. I love that you're typing stuff into your chat. Thank you for that. That's helpful for me. I want you to type in your chat. What are the four biggest things I could do to get more people out to my open house? If I'm gonna get forty five to a hundred and fifty people out to every open house, how am I gonna do that? K. And by the way, those are your numbers. K. I've what am I seeing? Oh, I got signs, social media, advertise. K. When you say advertise, what do you mean? Door knocking, inviting the neighbors. I'm seeing signs again, food. But they don't know you got food until they get there. I actually don't prefer food at open houses because then you gotta clean up. Right? I don't wanna do that. Okay. I got, more door knocking signs, door knocking. This is great. Alright. Watch this. I'm gonna give them to you in reverse order. Number four. K? The number four thing you can do is your social media, your online marketing, and your portals. Right? Zillow, realtor, com, all that stuff. Right? So all those things can work to help you get people there, but it's not enough. It's not gonna get you to the forty five plus people that we're talking about. Okay? So numbers three two and three are very closely related. Number two and number three are door knock the entire neighborhood and call through the entire neighborhood. Okay? I love nosy neighbors. Why? Because guess what they are? They're sellers who don't know they're selling yet. Right? They're also referral partners that can refer a family member and that might wanna live in that neighbor. Now the number one way that I can get more people out to my open house, guess what it is? It's super simple. I wanna put up as many signs as humanly possible. To put up. This couple gets crazy and you're gonna say, boom. Because I want just type it in. How many signs do you think you should put up per open house? Let's just throw a number out. How many do you normally do? How many do you chat? Let's see what we got. Oh, look at all those. Okay. See, you a lot of you are seeing some pretty big numbers. Alright. So here's what I would suggest. You need to have at least fifty signs per open house. Fifty signs per open house. And everybody's thinking, oh my gosh. But, Michael, in that won't work in my area because in my area, they're gonna take the city will take my signs. So what? So the city takes your signs. What? Is that gonna hurt your feelings? Oh my gosh. I'm so sorry. Right? Like, who cares? Right? Right? So by the way, if they take your signs, what does a sign cost? I'm not talking about a boards. Right? Let's just talk about, you know, using the little corrugated signs with a stake. Right? You know, like, five bucks a sign. Right? Okay. So you they take fifty signs away from you. At five dollars a sign, that's two hundred and fifty dollars. K? And hang on one second, guys. I'm gonna I'm gonna there's my super professional way to get everybody off the Internet in my office so that, I'm not breaking up. Alright? So that being said, if I'm am I still breaking up, guys? Hang on one second. It looks like our Zoom is breaking up here. One second. Okay. Hold on. Can you guys hear me better now? We're good now. Okay. Good. Alright. So we're getting everybody off the Internet here for the next, little bit. Alright. So, what I need to do also, make sure everybody's off the Internet for me. Thanks, bud. Alright. There we go. We should we should be good now. So check this out. I wanna make sure that I've got fifty signs per open house. If they take my signs and it cost me two hundred fifty bucks, who freaking cares? Right? Alright. That being said, when you put up your fifty signs, you're gonna get a lot of traffic. Now a lot of people ask me, Michael, when by the way, eighteen dollars wait. I see you're paying eighteen bucks a sign. Let's not do that, man. Let's we absolutely wanna make sure we can buy them online. If you want a link, just message me. I'll get you, a link to places where you can get signs for, like, five bucks a piece. They're cheap. There's lots of places you could do that. And LPT. Oh, that's right. LPT prints them. Right? So there you go. Get them from LPT. You'll be able to get them a lot cheaper than probably anywhere else. Alright. So check with LPT first. Look at the print shop at LPT. Awesome. It was just giving me that heads up. Okay. So where am I gonna put my signs? Everywhere possible. Right? If this is the road, right, then I'm gonna put signs here, here, here, here, here, here, here, here, here, here, here, and here, and over there. And then what I'm gonna do is leading up to that open house, I'm gonna have a ton of signs leading up to that open house. So everywhere I drive on the road, I wanna see my signs. And then twenty five percent of my signs need to have a helium balloon on them or two actually, preferably, two helium balloons. What that's gonna do is attract a lot of attention. I know that sounds, you know, super weak and it sounds super old school and all that, but, guys, it really works. And by the way, I like the balloons a lot better than the pinwheels. And Rachel, I appreciate the pinwheels. I like the thought process there of, hey, you know, it's it's not as consumable. I can use them over and over again. I get that, but they just don't attract as much attention as the balloons do. Alright. Now, I wanna move on. K? So there's open houses is just one of the ways that you can do this. And guys, there there's so much more behind this. There's, you know, how do I convert people at the open house? How do I make sure that I I follow-up with them in appropriate way that's not gonna scare them off? How do I make sure that I'm getting a buyer agency grant signed with them for the next property and the next one? Guys, there's a lot of systems around this, but once you dial it in at eight open houses per month, you'll easily be able to get to your average sales price and annual commission income. Alright? And by the way, Derek, what could days are best? Every day. Now, obviously, Saturday and Sunday, you're gonna get more traffic. Right? Sunday is number one. Saturday is number two. But I'll tell you what, we've got agents that do twilight open houses. We got them doing daytime date near during the week open houses. Just start holding houses open. Okay? And and get used to the system. It cracks me up that most of you guys are spending, you know, ten, fifteen minutes putting signs up, and then you'll spend two, three hours sitting in a house hoping somebody shows up. What you ought to be doing is go spend an hour, hour and a half putting up signs, and then spend two hours in the house and actually get a bunch of traffic through there and make some money. Right? That's what you wanna do. In fact, one of your newest brokers is a guy named Mike Bernier. Right? One of the newest LPT agents. Mike, is a very good friend of mine. He and his partner, Long Doan. When I met them, they had seventy two agents in their small local brokerage, and we I started working with them as their coach at Club Wealth and, we grew them by two hundred agents per year for the next five years in a row. K? One of those agents in Minneapolis, Minnesota in February. I'm saying February l p February in in Minneapolis, that's cold. Right? And, so one of their agents held an open house on a townhome. They followed our system, put the signs up, did all the other stuff. They had seventy seven people come out to that open house in the first hour. And let me tell you something. In that first it was so many people, by the way, that the cops came out and shut down the open house. Do you think they were dismayed? No. Because out of those seventy seven people, they sold three houses. Out of the seventy seven people that came there. Guys, we gotta start thinking differently about this stuff. Okay? We gotta develop a little bit thicker skin in this business. Okay. Now let's keep moving forward. We got lots to cover and I'm running short on time. So I wanna go to your sphere of influence. So many of you want to get more business from your sphere of influence, but you're taking advice from people that all they want you to do is pay for their monthly items of value or whatever it is they wanna sell you to get you to pay them money every month. That's not what you need. Guys, this whole notion of I gotta do pop buys and all this stuff, forget about that. Now can those things help a little bit? Sure. But you'd make a lot more money if instead of doing that, you would focus on the small group of things that will get you the highest return on your sphere of influence. So first and foremost, everybody can write down or type into the chat how many people are in your sphere of influence. Now the definition of sphere is gonna be if I taught them how and reminded them, they probably do business with me or send me a referral at some point. K? The national average is two fifty. Write down what your number is or type it into the chat. K? Now, here's my hunch. The number that you are writing down or typing into the chat, my hunch is that you are probably doing less than ten percent of that number in referral based transactions annually. Right? But you should be doing north of twenty percent of that number. So if I have two hundred and fifty people in my sphere, chances are you're probably doing less than twenty five transactions a year with them, but you should be doing north of fifty transactions a year with that same two hundred fifty people. And I'm gonna show you how to do it in just twelve days per year, not days we have hours per week, but days for your twelve days per year, I'm gonna take you to north of twenty percent of the number. So here's all you gotta do. K? Write this down. It's very simple. K? I want you to do four client events per per year no matter what. Four client events per year. Now what does that mean? K? A client event doesn't have to be expensive. It doesn't have to be fancy. All it needs to be is something very simple. I'll give you an example. You could do a barbecue in your backyard. You could have your checkers plan lender bring a bring a hot dogs. Right? They don't even have to be great. They could just be somebody that's just gonna bring hot dogs for you, and it doesn't have to be burgers or steaks or anything fancy. You could do photos of Santa. We have a lot of people doing Easter egg hunts this weekend. By the way, our Easter egg hunts, very consistent. We're getting anywhere from two thousand to forty six hundred people to Easter egg hunts in all kinds of markets throughout the country. Okay? And by the way, you can be profitable on your Easter egg hunt before you ever sell a house. That's a whole another discussion I don't have time for today. But let me show you, very simply how to, get money out of these client events. K? So first, you're gonna do one per quarter. K? Every three months, you're gonna do an event. And then three weeks before the event, I want you to call every single person in that sphere of influence. Every one of them. Call them all up. K? And I know this is hard and a lot of you are like, oh my gosh. I gotta call people to make money in this business. Yeah. You do. K? That's just how it is. Especially if I'm in tier one or tier two. Right? Now when you start getting into the higher tiers, guys, I'll teach you how to build teams. You guys wanna build teams? I'll get you there. We're known as the team building company. Alright? And we'll get you to a point where you can get out of production and never have to, you know, actually sell a house again if that's what you choose to do. But early on in tiers one and two, you're gonna have to pick up the phone. K? Eventually, you can hire people for that. But today, it's you. So I'm gonna call every single person in my sphere of influence, and here's the deal. What am I gonna say to them? But But why don't we start with what am I not gonna say to them? First and foremost, I don't want you to even talk about real estate. I don't even want you to tell them about your client event. Because guess what? You've already emailed it to them. You've text messaged it to them. You've posted it on social media. You've you've, done everything you can. You've you've probably sent them a physical mailier. You've you've done everything you can do to get the word out that you're having this client event. You don't need to call them and cram it down their throat. What you need to do is you need to call them, and you need to do what we call b r o t. What does that stand for? Pay close attention. That stands for building relationships on trust. Write that down. Building relationships on trust. K? Now check this out. We do that not by cramming real estate down their throat, but we do that by asking them questions using the Ford technique. Now what does Ford stand for? I know what some of you guys are thinking. So you type into your chat, what do you think Ford stands for? I'm I'm curious if anybody can get it. What does Ford stand for? K. Some of you are probably thinking found on road dead or maybe fix or repair daily. No. That's not it. K. It stands for here we go. That's right. Family occupation recreation dreams. Right? Family, occupation, recreation, dreams. So what does that mean? I'm gonna call them up. I'm gonna ask them open ended questions about their family, their occupation, their recreation, and their dreams. I'm gonna get them doing ninety nine percent of the talking. Guys, this technique has been around since before I was born. I didn't make this up. I learned it from people that knew better than I did. Right? And now you can learn it and you can share it with others. But what happens is when I have that conversation, I start building trust with them. And by the way, have you ever heard that people need to know, like, and trust you to do business with you? Is it true? No. It's not. In fact, it's a complete lie. It's a complete fallacy. Why? Because people don't have to like you to do business with you. Right? Do you like your used car dealer or your, you know, your attorney or your your best friends with your accountant? Right? No. In fact, let me bring this even closer to home. Okay. First of all, not all of my clients love me. Right? I've got clients that love me, but I've also got some clients that probably don't like me much. Well, that's okay. Be but they still pay me thousands of dollars every month. Why? Because they know they trust me, and they know that I'm going to get them the most amount of money in the least amount of time with the least amount of headache to them. Right? Think about your sellers. You go on a listing appointment. Right? Most of you, and this is I'm saying most real estate agents are so focused on getting people to like them that they don't work on getting them to trust them. And I can promise you guys, if you will shift from trying to get them to like you and instead get them to trust you, you'll list a ton more homes. I can't tell you how many homes I've listed, and they had a brother, sister, mother, cousin, best friend who was a real estate agent, but they listed it with me. Why? Did they like that person better? Probably. But guess what? They trusted me more. That's what we wanna focus on. Right? So when I make these calls, I'm gonna build a relationship on trust using that Ford technique. I don't even bring up real estate unless they do. Right? Think about this for a second, guys. I want you to really consider this. Will they bring up real estate, first of all? Yes. They always do. Everybody always brings up real estate at some point. But, guys, I'll promise you this. If you will make sure that you don't bring it up before they do, and then when they bring it up, you can talk all about real estate all you want. But if you'll do it that way, they will know that you really called because you care about them, not because you're trying to get something from them. K? In fact, the worst thing you can possibly do on a on a on a phone call with one of your sphere of influence is say something stupid. Right? Like, you know, you have this great conversation with them and then you just vomit these words. You're like, oh, by the way, if you were thinking of buying or selling a home or had a friend or family member who was, do you have a realtor you'd refer them to? Guys, I don't care how great your cheesy Irish accent is. That is the worst most self serving script on planet Earth. If you agree with me on that, give me an amen in the comments. Because I'm telling you right now, all you just told them was, hey. I don't really care about you. All I care about is me. I'm just trying to make money for me here, man. Dude, that's terrible. Like, stop it. You can't keep doing that. We have got to show people we care about them. And remember this guys, People don't care what you know until they know that you care. And that is absolutely a hundred percent true. Alright? And by the way, what's the best way to show somebody that you care? It's to actually care about them. Guys, I'll tell you right now, there's not a real estate coach on this planet that cares about their clients more than I do. Why go and I can say a hundred with a hundred percent surety. Why? Because I care about my clients enough to tell them the truth. I care about my clients enough to tell them things they don't wanna hear. I'll give you a great example of this. On your listing appointments, If you've ever been kicked out of a listing appointment, write yes in the comments. If you've never been kicked out of a listing appointment, type no in the comments. I'll tell you right now guys. If you've never been kicked out of a listing appointment, you gotta ask yourself, am I really being honest with everybody? And if the answer is yes to that, then you gotta ask, am I going on enough listing appointments? Because I'll tell you right now, if you go on enough listing appointments and you're honest, a hundred percent honest with everybody that you meet, somebody's gonna kick you out of their house eventually. They're not gonna like the price you give them. They're not gonna like what you say about their house. They're not gonna like the fact that you say, well, you know, it kinda smells a little funky in here. Right? Or, you know, hey. That, you know, mold on the wall there, we're probably gonna take care of that. Right? And so chances are you're going to get kicked out at some point. Right? Just by being honest. And it doesn't mean you're a bad person. It just means they're not gonna like something you said. That's okay. That means you're being honest with them. Good. That's what we wanna be. That's when people know they can trust you, when you're willing to tell them stuff they don't wanna hear. Alright. Now let's move on. So I'm making these calls three weeks before my event, then I have my event. So the event themselves, that's four days per year. The calls pre the pre event calls, that's four days per year. So now a total of eight days. The last four days of the year that I need to do on this is that week after the event, I'm gonna call everybody back. Right? So I'm gonna call everybody that showed up. You know? Everybody everybody came to the event, and those people, I'm just gonna tell them, hey. It was really good to see you. I'm sorry we didn't get to spend more time together. We should definitely spend more time together at the next one. Won't that be great? Fantastic. Alright? That's it. That's all I gotta say. Then the people that did not show up, this is what I really want you to think about, guys. This is so important. Alright? The people that didn't show up, I don't want you to try and make them feel guilty for not showing up. Don't try and give them FOMO FOMO or fear of missing out. Right? Don't do that. Instead, you know what you need to do? All you have to do is literally just say write write this down, guys. Write these words down. I just wanted you to know I was thinking about you. I just wanted you to know I was thinking about you. That's all you have to do. And, guys, I promise you this. They will appreciate that more than you can possibly imagine. When you tell them that they're gonna love you for it, they're gonna appreciate you for it, and you're gonna get to have a real conversation where you get to build that relationship on trust. I promise you guys this is a game changer. Alright? And that's a total of twelve days per year. And if you'll do that, instead of getting less than ten percent, of your sphere of influence in number of transactions per year by referral, you'll be able to jump that number up beyond twenty percent. If you'll do this for two years in a row, that number will grow and you'll build momentum and you'll get to over twenty percent of the sphere of influence size in number of annual referral based transactions. Super simple. K? Now one other thing that you can do that will also help, I like a physical printed newsletter. Now I'm not talking about these professional, you know, Uber, you know first of all, I don't like the electronic newsletters, and I don't love the fully professional newsletters. Right? I want it to be folksy. I wanna have my clients' names in there. I want to I you know, again, I'm trying to build relationships with my clients. So mention them, you know. Say things in your newsletter like, you know, thank you Bob and Susie for recommending, you know, Juanita to us, man. We really loved her. She's wonderful. We got her a house. We're good. Like, talk about that stuff in your newsletter. Mention your clients by name in the newsletter. People love that. The newsletter that we use and that Austin uses, again, number one listing agent in the country sitting right there next to me. The newsletter he uses, if you'll go to club wealth dot com forward slash newsletter, and, no, it's not my company. I'm just there's a link to get you there. But if you go to club wealth forward slash, dot com forward slash newsletter, that'll get you those guys. And what you wanna tell them is they have two different versions. They've got their newer kind of more professional version, which more agents will pay for, but they've got the older kind of more folksy version that the consumers like better and that brings better results. K? I would recommend get that one. And so tell them you want the old one. And if somebody could type that in the chat wall because I need to continue forward here. It's club wealth dot com forward slash newsletter. Club there you go. Thank you, Wade. You're the man. Thank you, Wade. Appreciate that. Alright. So let's keep moving on. There's so much more I wanna teach you. I got, like, three and a half hours of material I'm trying to cram into, a half hour here or excuse me, an hour. Alright. So we got thirty minutes left. So watch this. First of all, there's a ton of different lead sources in addition to these in real estate. Another one that I'll give you, I'll just give you a website to one that I really like. It's one that you do pay for this one, but it's very affordable. It's called leads like candy dot com, l e a d s l I k e c a n d y dot com. Very affordable. All my agents that I that I work with from tier one I shouldn't say all, but ninety percent ninety nine percent of our agents that we coach from tier one all the way up to tier seven are using leads like candy dot com. Yeah. There you go. Thank you for typing that in, guys. I appreciate that. It's very affordable. Now I'll I'll say this. A lot of agents when they start using it, they'll say stuff like, oh, these leads suck. Right? No. The the leads don't suck. You suck. Right? Like, truly, the problem isn't the leads. The problem is your freaking weak follow-up. That's the problem. Right? And so what we need to do is we need to get real about what what really works. The lead generation, that's this much of it. The lead follow-up is the big thing. But before I get to that, I've got a list of seventeen of my best lead sources. If you guys want a copy of my list of my best lead sources, type in leads, l e a d s, in the chat. Let me see how many people want it. And, oh, look at that. Oh, wow. Okay. A lot of you are typing it. Okay. So then here we'll do this real quick. Okay? Grab your phone. Okay? This even works on iPhones. I'm an Android guy. Just throwing it out there. But, hey, congratulations on your little green speech bubbles. So check this out. Grab your phone. Send a text to seven two seven two eight seven five nine nine three. You're gonna text the words club wealth, and that's capital c, capital w. Text the words club wealth to that number right there, and that's seven two seven two eight seven five nine nine three. And I won't just give you seventeen of my best lead sources. I'll literally give you, what, I'll do thirty one of my if you do it while we're on the call here, okay, I will give you thirty one of my favorite lead sources. We update the list every year. A lot of them are, like, referral based lead sources, so you don't even have to pay up front. You only pay if you close a deal with them. Some of them are paid sources. Some of them are more expensive. Some of them are less expensive. But it's some of the best lead sources we found, and every year we update that list to ensure that, they're the best lead sources. Jody, I'll give you that number one more time. It's seven two seven two eight seven five nine nine three. Text the words Club Wealth that number. Now there's something else I need to talk to you about that's very important, especially if you're gonna call FSBOs and expireds. And, guys, let me tell you something. For those of you who don't think FSBOs and expireds work, they do, especially right now. A lot of people have gotten out of this business or are less you know, they're, like, underemployed in this business. They're driving Uber and doing stuff on the side. And by the way, if you are one of those people, if you're part time in this business, stop calling yourself part time. You're not part time. You're dual career. Alright? Very important. Now it it's nothing to be ashamed of, but just understand the dynamics of what that means is for you, it means that you have two full time jobs. Right? If you're a dual career agent. But for the rest of the industry, what you guys need to understand is most dual career agents are not treating this like a full time job. They're barely doing this on the side. And what that means is it's you've got all these agents that are showing up as licensed agents still, out there in the marketplace. And so they're showing up in the stats, but they're really not doing much. And specifically, they're not doing open houses. They're not doing, expireds, and they're not doing FSBOs. But let me tell you something. FSBOs and expireds are a gold mine right now because there's very few people calling them and there's getting to be more and more of them out there. That said, do not use your cell phone for calling FSBOs and expires. Why? Because it's not if, it's when you will get marked as spam. So when you call people, your phone your caller ID is gonna start showing up as spam likely. You don't want that because that reduces the number of people that will answer the phone dramatically. Also there's something called ghosting and this is a real problem. Ghosting is when you call somebody and you think it's ringing because you can hear it ringing on your end, but on their end, they don't hear it ring. That's what the carriers do to help get rid of spammers. Right? They call it ghosting. Now if you're using your cell phone, you're at risk of those things happening. What I'm gonna do is I'm gonna give you a free trial when you text that number. I'm gonna also give you guys a free trial to a product called Prospect Boss. This is a company I use in house. I probably got anywhere from thirty five to seventy five people, making calls for me, outbound calls for me on a daily basis and we use Prospect Boss. Why? Because it's a system. It's a dialer system. Right? Where when we use it, it makes sure that we're not listed as spam or as and and make sure that we're not getting ghosted. Okay? So this is really helpful, and it's very affordable. So they'll give you a fourteen day free trial if you'd like. So anyway, that's it. I wanna move on. I wanna talk about follow-up, guys. This is so important. Alright? This could be mind blowing for some of you. Everybody in this industry wants to tell you how they're gonna you know, if you pay for their system, they're gonna give you the easy way to do it. You're not gonna have to make calls, and you're not gonna have to work hard. And it's just gonna be easy, easy, easy. It's gonna be huge. Right? I'm so sick of people that wanna sell you guys stuff, promising you the world with their new shiny object. You know, oh, it's gonna be AI doing it all for you, and we're gonna do all all posting. You're gonna get so much followers and blah blah blah. I don't give a rip about that stuff. Most of that doesn't freaking work. Alright? I'm only gonna tell you what actually works. And let me tell you when it comes to follow-up, there are two things that you have to nail if you want this to work. Number one is speed to lead. Speed to lead. Write that down. You gotta get to these suckers fast, man. You got thirty seconds. Lead comes in, you better be on the phone with that lead in thirty seconds. If you wait five minutes or longer to connect with that lead, your chances of ever connecting with them plummet But get this, you should write this down, nine hundred percent. Nine hundred percent. Guys, that's huge. Alright. So watch this. Speed to lead is number one. Number two is tenacity of follow-up. Tenacity of follow-up. Guys, I cannot stress this one enough. Alright? Look. You gotta be tenacious about your follow-up with people. And I will tell you, the people that make the most money in this business, they're the ones that hit the phones and they're consistent every day. Right? They're hitting those phones for anywhere from two to four hours a day. Every morning, they always do it from eight till noon is really the most the productive time to do this. You wanna do it first thing in the morning. But those are the people making all the money. And by the way, they could be a jerk. They could be ugly. They could be stupid. They could be unskilled. They could be, you know, just a troll. And if they'll just be disciplined, they make a ton of money. It's not the people that are the smartest, brightest, best looking, most skilled, most charismatic. Those aren't the people making all the money in this business. It's the people that are the most disciplined. Now let's talk about tenacity of follow-up. There are seven ways I want you to follow-up with your leads. Okay? Seven different ways. Write these down. Phone, text, email, video text, video email. Those are the first five. Write them down. Phone, text, email, video text, video email. Phone, text, email, video text, video email. No. So I'll get with you one more time. Phone, text, email, video, text, video, email. Number, six is I want you to use AI, but AI is an augmentation. Now write that down. Automation equals augmentation. Automation equals augmentation. It is not a replacement for you making calls. Alright? This is a relationship business. We gotta get voice to voice and face to face with people as quickly as possible. K? Now that said, what I'm gonna do is I'm gonna use AI to help and to to help get me to that lead a little bit quicker. So for example, lead comes in, I might be in an appointment. So my AI is gonna text that person, and there's a couple of great, AI products out there that you can use. I'm not gonna go into those right now. I'll just tell you one of them is Wailopal. It's fairly expensive. To use it really, really well at a high level, you need to spend about thirty five hundred bucks a month with them. So I don't usually recommend that one for people in tiers one and two. That's usually for our clients that are tier four and higher. So people are doing a hundred and fifty plus transactions a year. Lofty's AI weight. I first of all, I love lofty. And by the way, LPT score, you get lofty for free. Are you kidding me? That is such a deal. Dude, you guys need to seriously, everybody should freaking write a little handwritten personal note and send it to Robert and say thank you for giving us lofty. That is the number one, CRM on the planet right now. And I'm telling you, it cracks me up that people are still giving their agents kvCORE. Are you kidding me? Freaking lofty, man. That's the real deal. Alright. And, yes, thanks, RP. Alright. So that being said, I want you guys to think about this. The lofty has okay. I'm not in love with the lofty AI. I love lofty systems altogether. But the AI that I like the best is called black hat, b l a c k h a t. B l a c k h a t. It's like four hundred bucks a month. It's a great platform. It just it works really, really well. And I've got lenders that we work with. If you wanna, get a list of those, I can connect you with lenders we work with that'll pay for half of it. So it's like a hundred ninety seven bucks a month. But anyway, fantastic. And it'll bolt on to whatever CRM you're working with. But if you're not using Lofty, I'd really consider it, especially because you guys get it for free. Alright. That being said, we want AI to help us out. Next, we wanna make sure, that we are Facebook stalking them. Now a lot of people this is number seven. When I tell people about the Facebook stalking, they think I'm crazy. They think that I'm joking or something and I'm not. Guys, people need to hear your name or see your name seven to ten different times, before they're even gonna remember it. Right? Like, this is a very big deal. In fact, I just noticed I have committed a cardinal sin on this webinar. I did not put my Club Wealth name on there with my names on on my on my on my Zoom name. So I just fixed that so you guys could see that. But, guys, they need to see you and your brand seven to ten times before they'll even recognize it. So I wanna help you get a bunch of those touches early on. Here's how you do it. What I'm gonna do is with every lead, I'm gonna go into their Facebook and I'm gonna send them a direct message. They're not gonna see that message. It's gonna go into their filtered messages. That's okay. Watch what happens next. Then I'm gonna go into their feed. And in their feed, I'm gonna find a place where they're communicating back and forth with somebody. I'm gonna hit reply to one of their comments. When I hit reply to that comment, guess what's gonna happen? It's gonna tag them in my comment, and I'm simply gonna say, hey, Susie. It's Michael. I've been trying to get a hold of you. Here's my phone number. By the way, I sent you a direct message. Now you might wanna check your filtered messages, because it probably went in there. Now Susie's not gonna call me. Right? That's not gonna happen. But guess what she will do? She'll go into her direct messages, into her filtered messages, and she'll find my message. Once she does, she's gonna open it up. And what does Facebook think? Facebook thinks we know each other. Right? Now it doesn't think we're friends, but it at least thinks we know each other. And so what it's gonna do, it's not gonna feed her a ton of my content, but it'll give her a little bit of my content. Just a little bit. And so what I just did was I created somewhere between three and seven touches by simply Facebook stalking her. In addition to now, my calls, text, emails, video text, video emails, all the other stuff I'm doing, all of a sudden now, when I call her next time and she and I finally get her on the phone, she's gonna be like, oh, you're that guy from Facebook or, oh, I see you everywhere. Yeah. How you doing? Now I can have a real conversation with her and it makes me more real to her. If this makes sense to you, give me an amen in the chat. Alright. Now that said, let's talk about how tenaciously do I need to follow-up. This is where it gets really awesome. Okay? This is where the real money is made. I'm gonna follow-up with all of these people that I mean, all every lead that I get in one or more of those seven ways on the following frequency. Okay? Write this down. This is so important. Okay? We call it in fact, write this down. It's called the club wealth rule of three. Club wealth rule of three. Here we go. I'm gonna contact them in one or more of those seven ways, three times a day for the first three days, Three times a week for the next three weeks. Three times a month for the next three months. Three times a year for the next three years. I'll give it to you again. Three times a day for the first three days. Three times a week for the next three weeks. Three times a month for the next three months. Three times a year for the next three years. One last time. Write this down. Three times a day for the first three days, three times a week for the next three weeks, three times a month for the next three months, three times a year for the next three years. Now being honest, if you think that that's gonna you know, contacting them that frequently is gonna upset some people, type in upset in the chat. I wanna see how many of you think that's gonna upset some people. Does anybody think that might make some people mad, get them a little angry, a little riled up? Okay. Yeah. We got I got some people who are like, yeah. Yeah. That makes some people upset. Well, watch this. Who freaking cares? What do I mean by that? Guys, what did they think was gonna happen when they filled out that form online? They'd be mad if you didn't call them. In fact, the Association Realtors in whom I know you're all well pleased right now. Right? Guess what? They do a survey every freaking year. And guess what they found? They ask consumers. One of the questions they ask is of the consumers. They say, what are the things that upset you most about real estate agents? You know what the number one complaint they have about real estate agents is every freaking year? Every single time, it's they they never call me. It's lack of communication. Lack of communication. Never have I ever seen in that survey that consumers came out and said, oh, I wish they'd fall you know, that they would stop calling me or stop following up with me. Right? Think about this, guys. And again, they put their contact information on there. They want the call. Okay? Now when I call, if I get that guy that's super upset with me, right, he's just, oh, you're I hate real estate agents. You guys all suck. Never call me again. Click. Right? No. What do I do? Do I add him to my DNC list? No. I don't. Actually, what I do is I call him two weeks later. Why do I call him two weeks later? Because guess what? He was probably having a bad day the first time I called him. Right? Chances are maybe maybe got in a fight with his wife. Maybe she ran off and took the dog and the Ford f one fifty with her. I don't know. Right? Maybe she's he's writing a country song about it right now. But guess what? If I wait two weeks, I call him back in two weeks, one, he's forgotten who I that's right. Wade just nailed it. He's forgotten who I am. Has no idea who I am anymore. And by the way, number two, he's probably in a better mood. I get a whole different bite at that apple. Right? So I've got a much better chance of actually getting some productive conversation happening with him. Alright? Now that said, let's take this a step further. So I get a lead that comes in. What's the first thing I need to do? Call them right freaking now. Right? So I'm gonna call that lead within the first thirty seconds. What happens if they don't answer? What do I do next? Type it in the chat. Quickly type this in. What do you do if they don't answer? K. Let's see if any okay. I see some I see some people saying text, callback, text, text, call again, set a text, keep calling, call again, video text. Okay. Here's what it is. Write this down. Double dial. K? That we call this double dial. I'm gonna hang up and I'm gonna call them right back. I don't leave a message. I don't send a text. I just hang up. I call them right back. It's called the double dial. Now if they don't answer the second time, then and only then I will send them a text message. I still don't leave a voice mail. K? I'll send them a text message, and here's what I say. Is this Susie? Is this whatever name they registered with? Right? And guess what's gonna happen? They're gonna reply to me almost every time. And by the way, let's back up to that first that first that's, the second call rather. I call them the first time. They don't answer. I call them the second time. Write this number down. Thirty five percent. Did you know that thirty five percent of the people will pick up the phone on the second attempt? Guys, that's mind blowing. You wanna talk about making money? That is massive. Okay? And so, and and you talk about saving you time, effort, energy, and money, and and getting to these leads faster, make that double dial. Alright. Now that's exactly right, Wade. As soon as I send them, is this Susie, they're gonna respond back with, yes. Who is this? Every time, that's exactly what they do. Right? To which I'm gonna reply, calling you now. Write that down. Calling you now. Guys, watch this. I want you guys to picture this. I I probably got a lot of parents on the call. By the way, how many parents I got? If you're a parent, write kids or parent in the chat. I wanna see how many parents do I have on the in here. Right? Oh, look at all the parents. Isn't that cute? We always tell people we never knew what tree happen is really was until we had kids. And by then, it was too late. I'm just kidding. That's super mean. I'm totally joking. We love our kids now that they're profitable. Just kidding, bud. I love you. Austin's over here watching me. He's like, that's not funny, dad. Anyway, check this out. So you're a parent. Right? You have a kid. You're and, you know, kid or kids or whatever, and you get a call from a number you don't recognize. You don't answer. They don't leave a message. They call you right back. You don't answer. They don't leave a message. They send you a text. Is this your first name? What are you thinking? Like, something's wrong with one of my kids. Right? They're either in jail or the hospital depending on which kid it is. Right? And so what do you do? You know, they say you you say, yes. Who is this? And they respond back with the following words. They say, calling you now. What do you think you're gonna do? I'll tell you what eighty two percent of the people do. Eighty two percent of the people pick up the phone when you call them at that point. Eighty two percent. That's a crazy number, you guys. That number is money in your pocket. Alright? So we're gonna call them right back, and we're gonna get them on the phone, and we're gonna have the conversation. Now it is possible that I may have, somebody on the phone that's, you know, a little anxious. Right? I'm sure there's some anxious moms. In fact, if you're one of those people that you'd be the anxious mom, type in anxious in the chat. Right? But get this. So I get anxious mom on the phone. Here's what I'm gonna say. I got some terrified moms out there. Leave this. I love it. That's very honest of you, Blanca. Thank you for that. So but I never said anything about the kids. Right? Never once. But check this out. Let's Blanca. I'm gonna use you as an example. So when I get Blanca on that phone, she's freaking out. I'm gonna say, oh my gosh. Blanca, I am so sorry. I did not mean to cause you any anxiety or to worry you in any way, shape, or form. I just wanted to make sure I wasn't dropping the ball on my end. You had reached out to us about one two three Main Street, and I just wanted to know if you wanted to know the price of that or if you'd like to set up a time to go take a look at it. Simple. Right? Very easy. And all of a sudden you hear her somebody like, oh, well, we just wanted to set up time to go take a look at it. Right? Or whatever it was. Right? And so you just answer a question. If she wants to know the price, you give her the price. Whatever it is, you just give her what she wants. Do not make her through jump through a bunch of hoops. Right? Are you gonna stick? Okay. I'll see you in a sec. He's coming back. I'm gonna I'm gonna have him role play something with me in a minute. But watch this, guys. So very, very important, that you make sure that you disarm her and you give her the information that she wants and don't make her jump through a bunch of hoops. I'll give you a great example of this. You need to convert your leads. What do we wanna convert them to? What is the number one goal of making calls? Type it into your chat. No matter what I'm calling about, you know, what what is my goal when I pick up that phone? Write it down guys. Conversion to what? Okay. Look at that. I got a bunch of people typing in. There we go. It's not to build rapport. It's to set an appointment. My goal is always to set an appointment, set an appointment, set an appointment. K? That's always the goal. K? Now who knows more about lead conversion than real estate agents do? I'm hoping Robert's not listening to this. So if he if you guys tell just tell Robert, man, it was awesome. You don't need to watch it, but it was awesome, Robert, because I'm about to say something. He's probably gonna be like, what are you talking about, Alex? Alright. Here we go. Who knows more about lead conversion than the real estate industry? I'll tell you who it is. It's your drug dealer. Right? Think about this. What do drug dealers know about conversion lead conversion that real estate agents don't? Type it into your chat if you know. And by the way, don't freak out. K? I'm a Mormon kid. Right? I've never even done I don't even drink coffee, let alone do drugs. Alright? It's just an analogy. Paul nailed it. First one's free, then you gotta pay. Right? That's what drug dealers do. You gotta give them a little tasty taste of the product and get them hooked. Right? So guys, what's your product? I got news for you. You are the product. It's not the houses. It's not your service. It's you. So if I wanna give them a little taste of the product, what does that mean? Like, when I go out there to show them a house for the first time, am I gonna let them lick my face? No. That'd be freaking weird. Right? I had a gallery class, last summer. She's like, I don't know. It's been a slow year. I'm like, dude, that's creepy. Like, don't be that. Alright. So check this out. So what I'm gonna do is I'm gonna set that appointment and I'm gonna get face to face with them as soon as as soon as humanly possible. I I don't care if they qualify. Here's the problem. What do most agents wanna do? Like, before you go show somebody a property, you wanna make sure they get preapproved or prequalified. Right? No. That is sales prevention one zero one. Do not do that. Please, for the love of all its goodness world, stop doing that. Instead, what should you be doing? I'll show anybody a house once. If they don't qualify, who freaking cares? At the very least, guess what I know? That's a referral partner. Right? That's somebody that can send me referrals because I showed them dignity and respect nobody else did. Right? Alright. What about this? So I I get them on the phone. I, I, you know, I I'm I'm wanna I've set that appointment, but do I really want to have them talk to my lender? I mean, would it be beneficial to have them talk to my lender? Yeah. It would. Right? So how do I do and by the way, Wade, the buyer agency agreement, you do not need to get the buyer agency agreement signed before you go out to the house. You have to get the buyer agency agreement signed before you go into the house. I don't even talk about the buyer agency agreement on the phone. I talk to them about the buyer agency agreement on the hood of my car. That's when I go in and I show them the house. And if they don't wanna sign it well, yeah, I can do a one time buyer agency agreement for just that house. If they're not willing to sign that, pound sand, I'm not opening the door. Why would I waste my time? If you don't have enough respect for me to to then to tell me that, hey. If I buy this particular house, I'll buy it for you. Of course, I'm not gonna show it to them. Right? Okay. Now that being said, when I when I get that appointment set, I want to get them to talk to my lender, but they have to want to. It can't be because I'm forcing them. Okay? Now write this down, guys. This is the script I want you to use. Once you have gotten the appointment set and only once you've set the appointment, say the following. If they could save you ten to twenty thousand dollars on your mortgage. If they could save you ten to twenty thousand dollars on your mortgage. If they could save you ten to twenty thousand dollars on your mortgage, would you be interested in chatting with one of our lenders? If they could save you ten to twenty thousand dollars on your mortgage, would you be interested in chatting with one of our lenders? And guess what? Everybody says yes. Everybody. So what do you do? You give them your lender's number? No. They're not gonna call your lender. Oh, so you give them the the lender their number? No. Because, you know, the only people that suck worse at lead follow-up than real estate agents is freaking lenders. So So, no, I'm not gonna give them that. And I like the idea, Lisa, of the group text, but guess what? That's not even enough. You know what I'm gonna do? I'm not gonna just get three way call one of my lenders in. I'm gonna three way call a number that's gonna bring in it it broadcast that call out to every lender I work with. And by the way, all of you guys should be working with at least oh, not at least. I should say, if you're tier one, tier two, or tier three. So if you're doing zero to a hundred and fifty transactions a year, you should have two lenders you work with. Okay? One local one and one national one. Those are my recommendations, and I can give you suggestions on some of those if you want. Just message me, and I'll get with you. And by the way, you guys can reach out to me on social media or whatever. Again, I'm not selling anything today. I'm just giving you info. Just wanna help you out. So that being said, what I'll do is I'll call this one number, and I use a company called callingly. Let me give you that, info. It's it's like fifty bucks a month if you go to club wealth dot com forward slash c a l l I n g l y. Club wealth dot com forward slash c a l l I n g l y. We get a discount for you guys. But long story short, what they do is you call their number and it broadcast that call out to both both of your lenders and anybody on their team that can take a loan application. So day or night, Monday to through, you know, through Sunday, doesn't matter, twenty four seven three sixty five, you're gonna get a qualified lender on the phone. That's really important. Somebody that can take a loan application right now. K? And you look like a rock star and you're delivering world class service to your client. K? Very, very important. Alright. I got five minutes left so I kinda hustle. K? Alright. Now I don't have time today to go into how to list more homes. Okay? But I will tell you this. You need to be deciding. Am I gonna work with buyers or am I gonna work with sellers? If you're on a team, this is really easy to do. The problem is that when you're trying to work with both, you don't make as much money. Did you know that Zillow just did a study proving what I've been teaching for thirty four years which is if you will pick one or the other and you will specialize in working with either buyers or sellers, even if you're on a team. Even I'll give you an example. Let's say you're on Austin's team. Right? You know, he's got a big team. He's got twenty five people on his team or whatever, and he's growing into multiple states now. But check this out. If you're on his team, and you were paying him a split, you would still make twenty five percent more even after paying this the team split, working with just buyers or just sellers than you would as a solo agent trying to work with both. Isn't that interesting? Right? Okay. So here we go. I'm gonna give you, three scripts. K? I I I don't have time to teach you the listing process right now. I'll do that on subsequent webinar. If you guys want, what I'd recommend is, do you guys want me to come back? Message Robert. Send Robert an an email or a text message or however you get a hold of him, and say, hey, man. Bring Helixson back. Like, we'd love to do something. Maybe come have me come out to one of your big events. You know, your maybe your big national event. I would love it. And by the way, if you guys would love to have me come speak at your event, could you type into the chat, Robert, please have Michael speak at our whatever the next what's the next big event? I don't know. I don't I have no idea which one your next big one is. But, anyway, message him that. I'd I'd appreciate that. Let me give you three scripts. Okay? I'm gonna give you three scripts that'll change your world, and then as long as they don't kick me off here, I'm gonna go a few minutes extra. I'm gonna show you how to make twice as much commission. K? Really simple. K? This is killer. Alright. Watch this. K. First of all, the three scripts I'm gonna give you, write these down. The lead follow-up script, I want you to memorize. Super easy. Alright? Write this one down. Instead of saying, are you ready to buy yet? Are you ready to sell yet? All I want you to say is, I just wanna make sure I'm not dropping the ball on my end. I just wanna make sure I'm not dropping the ball on my end. Write that down. I just wanna make sure I'm not dropping the ball on my end. Guys, it disarms people. All of a sudden, they're super easygoing. They're they're they're more approachable. They see you now instead of as a sleazy salesperson, which is how most people look at all of us, right, as real estate agents. Instead, now they're looking and they're saying, hey. That person's a servant who cares. That's how we want to be positioned. Right? Okay. So here we go. It's I just wanna make sure I'm not dropping the ball on my end. Now I'm gonna give you two other scripts. These are huge, guys. These are game changing scripts. K? And they seem simple, but if you'll memorize them, they'll help you a lot. K? So the buyer script. When I'm on a buyer appointment, every single time I show a house, here's what I need to do. K? I wanna ask them the following question at the end of the showing. Write this down. At what price would this be a great deal for you? At what price would this be a great deal for you? At what price would they this be a great deal for you? And by the way, Blanca, yes, I know. And I also know where they got it. And you could tell I said that. They're good guys, though. But, yes, I I could tell you that, some of my scripting is in their book. But I've been using these scripts since about nine well, early nineties. Ninety one to ninety four is when I developed most of these scripts, and they've worked really, really well. Alright. So what happens when you're showing a four hundred thousand dollar house and they say, hey. I'm only willing to pay you know, it'd be a great deal for me at two hundred thousand dollars. Will you freaking write it up for two hundred thousand dollars? Because guess what? It doesn't matter. Like, guys, here's the thing. It's not about that house. We gotta meet these buyers where they're at. They don't have your level of experience. Right? They gotta understand that look. The the seller's probably not gonna take that. But if I just say that if I just say, hey. By the way, the seller's not gonna take that, they're gonna think, well, gosh. You know, I'm gonna find an agent that's willing to work for me and that's willing to, you know, really work hard and put my needs ahead of their own. And so what you have to do is no matter what, you've gotta show them that you're on their side. And the way you do this is you write it up for whatever they want it written up for. Now you can gently educate them. Right? I can just gently educate them at this point, but I wanna make sure that they know I'm on their side and I'm gonna do whatever they want. K? And then over time, they may have to miss out on two or three houses before they start to realize that, oh, I've gotta come in with a little bit better offer to have a shot at this. K? And then the other thing I would do is as those two houses they miss out on as they pinned, I would show them that, hey. That one's pending with somebody else right now. And when it closes, I'd say, hey. Here's what remember that one that we looked at a month ago? Yeah. We'll get guess what? It just closed today. Here's what it closed at so they can kinda get a feel for what the market's really doing. Right? Big difference. Alright. Now the last script I'm gonna give you, and then for those of you that want the holy grail, watch this. If you're, I'm gonna show you how on, like, a listing. Let's say you go on a listing and it's four hundred thousand dollars. Awesome. Grab your calculator for me. Give me two and a half percent of four hundred thousand. And, watch this guys. I'm gonna show you how to make double the money. Watch this ten thousand. Okay. So on a four hundred thousand dollar house, most agents and you guys aren't allowed to talk commissions amongst yourself, but I'm not an agent anymore, so I can. But watch this. On a ten thousand on a four hundred thousand dollar listing, most people are making ten grand. I'm gonna show you how to make twenty thousand dollars on that same house and have your clients freaking love you for it. Okay? So if you want that, stick around. We're gonna go a little over time. Hopefully, they don't kick me out of here, but I know there's nothing right after me. So I don't mind giving a little extra time if you guys don't mind giving a little extra time with me. But check this out. The script I wanna give you first is the listing script. Alright. I love it. Vlog is like, dude, I'm good for another hour. I love that. That's super nice of you. If you guys can give me five more minutes, type in yeah. Type in five minutes, on there, and and, let me see if you guys are willing to do it. Okay. Look at this. Alright. Take there. Take fifteen. I love it. You guys are great. Seriously, what I wish I was in person with you guys. I really would love to, like, hear your feedback in person because based on the comments, you guys are, like, super engaged and super, like like, positive, and and you're giving me some great energy. So I appreciate that. Alright. On a listing appointment. K? At the end of my listing appointment so I've gone through my listing presentation, all this. And by the way, next time I teach with you guys, I'm gonna teach you guys how to list more homes. K? If there's one thing Austin and I know how to do, it's list a ton of freaking homes. K? And so I will teach you that. But what I want you to do is at the very end of the appointment, I want you to use a very, very, very simple script. Okay? So everybody look at my eyes. You have to be looking at my eyes for this part. K? So I've gone through my listening presentation. We're finishing at the kitchen table. K? Never on something soft or comfortable, never in the living room, but we're sitting at the kitchen table. And I'm gonna look missus Seller in the eye because guess who's in charge? It's not him. It's always her. K? So I'm gonna look missus Seller in the eye and I'm gonna say the following. Are there any other questions before we get started on the paperwork? K? You see what I'm doing? And I'm shaking my head back and forth. And guess what she does ninety nine percent of the time. She'll be like, no. Fantastic. Here's the property disclosure form. I go right into my property disclosure form and get my form signed. Now before I do that, you wanna know the biggest problem most of you guys have? Most of you guys are telling people what you charge. Stop it. What do I mean by that? Guys, when you tell somebody, hey. If you want me to list your house, it could be, you know, seven percent or ten percent or whatever. I don't care what your number is. Whatever the number is. You know, it's gonna be this much. Right? You're telling people, hey. If you don't pay me this, I won't work with you. Guys, that is an ultimatum. Essentially, what you're saying to them is, look, I don't wanna work with you unless you pay me this much. People hate ultimatums. They hate being backed into a corner. So stop backing them into a corner. And instead, what you should be doing is you should say, hey. Look. Tell you what. I'm gonna give you some options. So watch this. I'm gonna show you the system on how to double your commissions and get them to love you. Before I do, some of you have been asking how to contact me. Just if you text that number that I gave you earlier, that's one way. Let me just look. If you want it if you wanna reach out to me and you I don't even have a thing prepared to to tell you about this. What's that? Jump on Facebook. Go follow go search Michael Helixson on Facebook. K? Follow me on Facebook. Send me a direct message on Facebook. That's probably the best way to follow me. If you're not on is is anybody not on Facebook? There's anybody on here that's not on Facebook. Let me know. But y'all should be on Facebook because there's money to be made there. So just search for Michael Helix on Facebook right while we're while I'm teaching this last part. Go in there and search for me. Find me Michael Helixson. Send me a friend request. Follow me, and I'm happy to give you free information all the time. And by the way, would we love to coach you? Of course, we would. And look at that. Augustine's following me already. Thank you, Augustine. That's super cool of you. Of course, I would love to work with you guys as one of your coaches. One of the cool differences about Club Wealth and every other coaching company on the planet is that every one of our coaches sells more real estate than the people they coach. Do you know most coaching companies don't do that? So literally, if you're in tier one, you'll have a coach with us who's in tier two. If you're in tier two, your coach is in tier three and so forth. So you'll always have somebody who's been where you are and who's gotten further than you, but they were where you are at recently so they know how to get past that. K? Wade's asking if we have any tickets left for our Nashville event. We do have tickets for the event. The VIP tickets are on a wait list right now, but the event is next week. It's the twenty eighth and twenty ninth. I think, Wade, you probably already know that. We do have tickets available. If you go to club wealth dot com forward slash l a b c, I'll make you a deal. Actually, here's what I'm gonna do. K? Because right now, if you go to the website, I think the tickets are, like, fifteen hundred bucks. But, Wade, here's what I'm gonna do for you. K? For the hundred and forty five people that have stuck with me past the hour here, I'm gonna give you guys a little better deal. Go to the website, sign up for it, and what I'll do is if it charges you the fifteen hundred, I'm gonna have them refund you a thousand dollars of it, so it'll only be four hundred ninety seven bucks. How's that? And by the way, don't tell anybody yet. Now you gotta tell them you're with LPT. I'm only doing that because you're with freaking LPT. Alright? And so you gotta you gotta tell them, hey. I'm with LPT. Michael said that he's gonna give me the Robert Palmer deal. And so now I'm getting, you know, a thousand dollars off my fifteen hundred dollar ticket. Now it's only four ninety seven. But here's the deal, guys. Like, I'm not joking. There's like, you if you're gonna do it, do it now because it's it's coming up on the twenty eighth and twenty ninth. And, again, VIP tickets are on a wait list, so I I can't guarantee room in the VIP product. But you can get the general admission tickets right now. And we're probably down like, I don't even know how many we can squeeze in right now. There is a limit to how many people we can get in the room. I certainly can't get all hundred and forties plus if you're on there, but, but I can get a handful of you if you guys wanna go. Alright. So watch this. Draw this on your paper. K? Everybody grab a piece of paper. Draw this. This is the last thing I'm gonna show you then I gotta go. But, dude, I'm telling you right now, this right here changed my business, changed Austin's business, and I'm telling you guys, this will make you so much money. It's not even fine. So I'm gonna do there's three menus that you use in your business. Now you guys all recruit people because you have the ability to recruit to your downline at LPT, right, or your organization or whatever you wanna call it. Right? At the end of the day, you have chance to get paid for recruiting people to LPT. We call that a recruiting menu. So I'm not gonna teach you the recruiting menu today. Ask Robert to have me back, and I'll teach you how to do the recruiting menu. But for today, you'll also, by the way, you'll have a buyer menu and a seller menu. For today, I'm gonna teach you the seller menu. Okay? This is crazy. So I want you to write down basic, standard, and premium. And by the way, something else I need to teach you guys that we didn't have time for today, I have got to teach you how to invest in real estate properly. As much money as I've made selling real estate, I made a lot more investing in real estate and a lot easier, and I make millions in my sleep investing in real estate. Let me teach you how to take some of your profits from the real estate sales business and go invest them into real estate properly so that you get that money working for you instead of you working for it all the time. Alright. So now watch this. You cannot share this with anybody. When I teach you this, it would be a violation of the Sherman Antitrust Act for you to go out and talk to other real estate agents about this. I'm not a real estate agent anymore, so I can share this with you guys. Okay? So I want you to watch this very carefully. Above basic, I want you to put down what is the least amount of money I would ever charge a seller. Like, I'm not even putting your house in the MLS if you don't pay me that. K? Put that above basic. Then skip over standard, go to premium. Above premium, I want you to put down what is the most I would ever charge. Like, I couldn't in good conscience charge you more than that. Put that above premium. K? And then I want you to come back to standard. Now here's where it gets crazy. Alright? Above standard, I don't want you to just write this down yet. Hear me out completely before you write it. I want you to put down, what do I really wanna make? And before you write down, it needs to be at least one percent more than you're currently charging no matter what. Why? Because I wouldn't be doing my job today if I didn't help you make a bunch of extra money. Alright? So I want you to make sure that number is at least one percent more than you're currently charging. So you're gonna put that above standard. Then you're gonna write this out. What do I have to do to sell a house? Right? To list a house. Right? I'm gonna put it in the MLS. I'm gonna put a, let's see. I'm gonna put a like, I'm gonna take a photo of the front of the house. I'm gonna put a key box on the front door. Right? Get a lockbox on there. And then I'm gonna put a sign out front. And then a lot of agents, especially if you got it for you in the south, we're gonna pray and hope that somebody else sells it because lord knows I'm not gonna. Right? Okay. I I hate to say this, but that's like most agents marketing plan. Right? It's pretty weak. Right? Alright. But watch this. What can be done to sell a house? Very quickly. Right? And by the way, don't mention commissions in the chat, guys. You guys I don't want you guys to be accused of racketeering or anything like that, so make sure you don't, mention any. I'll I'll say sorry. Okay. So here we go. What can I do? I can do open houses. Right? So I'll do an open house times one over here. I'll do open houses times as many as it takes over here. I might do social media marketing. I might take pro photos. I might do a black and white flyer. Okay. Over here, I might, do a full color brochure. I might do drone, video, three d. I might do, staging. You know, there's all kinds of stuff I can do. Okay? But here's what I want you to do. We're gonna build out a really robust menu, and I want you guys to think about something. I'm gonna show you an example. Okay? So I got this water in my little Club Wealth cup here. I'm drinking just it's just water. There's a little bit of water left in it. Right? About half full. Probably only, you know, about five percent backwash at this point. Who'd give me, like, ten bucks for this? Would anybody give me ten bucks for what's in here? Five bucks? No? A dollar? Yeah. Probably nobody's gonna pay me anything for it. Right? Because you don't see any value in it. But what if I told you that, you know, the new pandemic has hit and, you are gonna die unless you get the only antidote on the planet, and it happens to be what's in my glass right here, my cup right here. Now you pay me anything I wanted for it. Right? You'd pay me every dollar you have. Right? Well, guess what? That's because I showed the value. Guys, write this down. Price is only an issue in the absence of value. Price is only an issue in the absence of value. So you can charge whatever you want here as long as you put enough value in it. K? Whether it's perceived or real, it's gotta have a lot of value. So what I want you to do is when you get done today, I want you to jump on either chat TPT or Gronk, if it's, you know, Elon's product or maybe Gemini for, Google's product. But go into your favorite a AI product. I want you to ask it. What are all the things that a a real estate agent can do to bring value to the seller? K? Now it's gonna spit out a whole bunch of stuff. Use that to fill in your menu. But here's the key. The menu sell selling system, this is not about what's in your menu. You wanna put a bunch of stuff in there so that you can make the the next piece happen. And here's how you sell it. K? So I always have reds and blue ink pens on my, on my on my person at all times on every listing appointment. By the way, never use electronic forms on your listings. I'll tell you about that next time I get to speak to you. I'll explain to you why and how, to get away from that. But what I'm gonna do is when I'm talking to missus Seller, it's always missus Seller. I'm gonna say, Susie, I love your house. I'm just concerned that we're not gonna be able to get top dollar for it in this market if we just go with this basic plan. Because as you know, sales are down nationally. Closings are down nationally twenty eight to thirty eight percent year over year depending on which neighborhood rent. And I'm just concerned that this is not gonna get you top dollar for your home and at least my time, at least might hate you. So if it's okay with you, should we just go ahead and cross that one off? She'll say yes. You cross that one off with your red pen. Then you skip over standard. You go to premium. And then you say, Susie, look. As much as I'd love to make a little extra money, I just think you've done such a nice job taking care of your house. It's in a great neighborhood. It shows really well, great floor plan. I just don't think you need to spend all that money. So should we just go ahead and save you that money, cross that one off, and put that money into your pocket instead? Fantastic. So we cross off the premium. K? Now guess what we're gonna do next? We take our blue pen out and watch exactly what I do here. Susie, that leaves us with our standard plan. This is the plan right here that all my clients just like you go with. This is the plan that's gonna get you the most amount of money in the least amount of time with the least amount of headache to you. Won't that be great? Fantastic. She's closed. And then I'll wrap it up with, are there any other questions before we get started on the paperwork? What is she gonna say? She's gonna say no, and I'll say fantastic. Here's the property disclosure form. Now last thing I'm gonna share with you. Possibly, she may say, Michael, will you reduce your commission? Now that's the most common objection you'll get at this point. If I get that commission, here's the three ways I'll handle it. Alright? I want you to remember these. This is very straightforward. First time she asked me to cut my commission, I'm simply gonna say no. Are there any other questions before we get started on the paperwork? Fantastic. Here's the property disclosure form. K? Now most questions aren't an objection. They're just a question. So that's why I say no and I blow right past it. And most of the time, that's acceptable and I get the listing signed. Now if she comes back and and gives me another objection, it'll usually come in the form of, oh, but Michael so and so said she would reduce her commission. And then I'll simply say, man, I'm really glad you brought that up. You know, let me ask you this. If an agent's not strong enough to negotiate for their own commission, what makes you think they're gonna be strong enough to negotiate for the price of your home? Exactly. So are there any other questions before we get started on the paperwork? Fantastic. Here's the property disclosure form. K? The next seventy percent of the time, I've I've solved it. I've moved on. I've got the listing. Now she asked me a third time. K? It's very rare, but if for some reason she asked me a third time, very simply, here's what I'm gonna do. Susie, I'm really glad you brought that up. As you know, as I we discussed earlier, my listings sell for five point two five percent more than the average listing in the marketplace. And what that means is that even if I charge you two percent more than every other agent out there, when you list with me, you're gonna net three point two five percent more with me than you will with any other agents. So, really, what I gotta ask is, what's more important to you? How much I make or how much you make? Exactly. Are there any other questions before we get started on the paperwork? Fantastic. Here's the property disclosure form. Guys, that's literally it. That's how I do it. It works. It works really, really well. I it works for me. It works for others too. I know it'll work for you. Awesome. Can I bar you for a minute? Let's have you come up here. I want you guys to I wanna show you guys, I wanna oh, hey. Careful. You're bumping the table there. Alright. So this is my son. Now correct me if I get these numbers wrong, guys. So first of all, this kid is what are you? Twenty three now? K? First year in the business, nineteen years old. Right? I'm I'm saying this not just to brag about this great listing agent here. But first of all, first year in the business, how many listings did you take? Ninety eight. Ninety oh, I gotta keep getting that wrong. I keep saying ninety seven. Okay. So ninety eight listings, first year in the business. Year two, how many listings did you get? Hundred and twenty something. Hundred I thought it was a hundred and twenty one. Does that sound right? Alright. Okay. So over a hundred and twenty. K? Last year was his third year selling real estate. How many listings did you take? Hundred and sixty something, like, including REO. I got okay. So a hundred and sixty four is the last number I remember you saying. So a hundred and sixty four. Okay. So there you go. Now and by the way, ladies, he is single and ready to mingle. So and and I hate someone I do this. But, dude, if, you know, if anybody were trying to get him married off, I'm just throwing it out there. Alright. So that being said, Austin, here's what I wanna ask you. Oh, because a lot of people out there are thinking, you know, as soon as I introduce, you know, you're my son and all this, they're probably thinking, oh, wait a minute. You know? You he's only getting those kind those that number of listings because he's your son. Right? Let me ask you this. Have was I your coach during that time? No. And and to go all the way back, my very first eleven listing appointments I ever went on, I didn't sign a single one. I was o for eleven. Like, dang. This sucks. Real estate sucks. I'm I'm boogying from here. You're like, nope. You're my son. You're doing it. Like, oh, crap. Alright. So I don't have any excuse. So I just kept at it. That year, I finished with ninety eight. One of our team members, his best year was forty four listings doing three and a half days a week. One of our brand new team members set three expired appointments this week, signed his first listing, and should be getting his next one next week. And how long how long has he been on your team? He's brand new brand new. Like, he just got a real estate license. Yeah. And when He's nineteen years old. So when when did he start on your team? Like Month ago. Okay. And so he just literally, this last week, got his first three listings. And got Three three appointments set, one listing. Oh, sorry. Three appointments set, one listing. Site. Now what how big was wasn't that a bigger listing or was that Nine hundred. Nine hundred thousand dollar listing. K. Now watch this, guys. Here's why I'm bringing this up. By the way, Austin did have a club wealth coach. Right? It was this just wasn't me. It was one of our coaches in New Jersey, guy named Sharif Hataub. Great guy. And so why am I sharing this with you? Because if he can do it, you can do it. K? Seriously, guys. And and Austin's just one example. I wanna I wanna give you another example. Virginia Corbett. Right? You know Virginia oh, he's leaving me now. He's he's done with me making, you know, giving him a hard time on a webinar. But check this out. Virginia Corbett, great example. Right? Before we met Virginia, you know, she what she she goes through a lot, man. She gets a divorce. She leaves her husband. Husband drains the bank account. She if she leaves the house, now she's homeless. He keeps the house. She's a single mom now all of a sudden. By the way, loses her jobs, gets a real estate license, and signs up for coaching with Club Wealth all in a three month window. In her first twelve months as a as a coaching client of ours, first twelve months as a real estate agent, seventy list just over seventy listings. K? And I could go on and on and on about people that are just like you, and it doesn't matter what the challenges you're going through. I'm telling you guys, you can do this. I promise you. Especially, guys, you're with LPT. Come on. You have every tool you need. You got if you can't do it at LPT, it's you. It's not them. You know what I'm saying? So that being said, I wanna wrap this up. So if you wanna get a hold of me, follow me on Facebook. I'll give you my I'll do one other thing for you guys. Anybody that's interested in learning more about Club Wealth, and let's say that you are legitimate like, you're sincerely thinking, alright, Michael. I wanna know what it's like coaching with you guys. Right? Whether it's our group coaching at ninety seven bucks a month or whether it's one on one coaching with us. If you're legitimately serious about wanting to learn more about coaching with us, I'm gonna give you my cell phone number. And I'm gonna ask you, please don't give this to people that aren't serious, and please don't, you know, light me up if you're not seriously considering, you know, what it would look like to coach with us. But I'm gonna give you my cell phone number, and I'm gonna let you and and so I'm gonna ask you, just go ahead and send me a text message. My cell phone and I'm not kidding. This is actually my cell. Well, please don't abuse it. So my cell phone number is two zero six three zero zero six four five three. Two zero six three zero zero six four five three. And, guys, keep in mind, we've got thousands of coaching clients, and we're we're a big organization. So giving my cell phone number is not something I normally do. I'm doing this because of my respect for Robert and because I can tell you that when I call Robert, he calls me right back. And that's saying something for a guy at an organization as big as LPT. There are a lot of CEOs in this business. I can get most of them on the phone, but nobody faster than Robert. And so out of respect for him, I'm I'm sharing that with you. So, the phone my phone my cell phone number again is two zero six three zero zero six four five three. If you're interested in learning more about coaching with us, just send me a text message and say, hey, Michael. Can you connect me to somebody that can tell me more about coaching with you? And and I'll get you connected with my team, and we'll we'll help you out. And, yes, I'm in Washington State. I'm actually in Leavenworth, Washington right now. You wanna see something really cool? Who was that? That was Kathy. Yeah. Kathy, check this out. That's my view right now. Yeah. We're in the mountains here in Washington State, a little Bavarian village called Leavenworth, and I had, what do we have, Austin? Probably eight or ten deer in the yard today, and, we've got turkeys running around all over and bears and cougars and you you name it. Anyway, guys, I appreciate you being on. I know we've gone over time. You guys have been fantastic. Let, reach out to Robert. Reach out to LPT. Tell him you want me to come back. Tell him you want me to come speak at your October event. I'd love to do it. And, if they'll have me, I would be happy to make my schedule work so I could be there to do that. You guys are awesome. Seriously. Yeah. Yes. Stephanie. Two zero six three zero zero six four five three. You guys have an awesome day. Seriously, it's gonna be a great year. Seriously, this is actually the the the the the business is getting really good this year, guys. Like, it's starting to pick up big time. Twenty twenty five is gonna be a fantastic year. You guys got this. You can do this. K? And I I promise, I don't care what market you're in. You're with the right company. You can do this. You can do it right now during the in at this time of year, and you can absolutely do this in whatever market you're in around the country. Take care, everybody. Have an awesome day. Thanks. We'll see you.