If I was a new realtor, here's exactly what I'd do...

Grande IC coffee White Ice SM milk yep that's it all right you can go forward thank you thank you all right so I just got done um interviewing one of the agents that I'm coaching and in his second year he sold $19 million in sales volume he earned $400,000 in income and here's the thing yes those are great results but what's even more impressive he did it in a brand new market I mean he moved across the country to a brand New market where he had no sphere of influence so this isn't like an agent

that you know gets into the business has this huge sphere of influence and has success right away no he went to a brand new market where he only knew his sister and so in this interview that you're about to see right now we're going to break down exactly what he was doing from a lead generation perspective we're going to break down his entire lead follow-up system he even role plays his Exact scripts that's helping him get listings we'll walk through his entire process so that you can just simply copy and have the same success for

yourself so before we jump into this conversation a lot of you have been sending me DMS on Instagram uh asking me about like what a coaching relationship could look like so if you want to have a conversation I'm going to put just simply put a link in the description of this video uh schedule a day and time that works best For you I'll also pin that in the comments below uh we can have a conversation talk about what it could look like for us to work together and then obviously you can decide if if working

with me makes any sense or not so uh let's jump into this interview get something to write with there's a ton of takeaways and simply Implement what you're about to learn just quickly like give us a highle overview of how long have you been in the business what type Of production have you been doing you know where do you sell real estate yeah so I've been in the business just finished my second year so this is the beginning of my third year um I sell real estate in sanini California which is the very bottom of

OC right above San Diego County uh last year I did 19.9 million in volume which was my best year it's my second year the year before obviously I didn't I didn't do that um but it's it's been it's been a journey That's for sure it's been a journey yeah I bet I bet uh you know out of curiosity you know um two years in the game so what were you doing before real estate that led you into into this industry uh I played college football um that was like my career if you will um and

then I I came out to San clini I sold I'm originally from Kansas City I I sold my beat up chryler moved out here with a couple thousand dollars no car and I just started grinding I started Bartending just to pay the bills and then I got my real estate license and just took off man so you're no stranger to hard work which is what brings the unique uh which brings this story to life because not only um are you just newer to the industry but you moved to a brand new market I mean did

you have a huge you know pool of friends there and a huge sphere of influence or or did you not know that many people no the only person I knew was my sister who I was sharing an apartment with um just to like make it by said no I didn't I didn't know a single person uh everything all the business I've done have been through people I've met via prospecting there's been no sphere deals for me yeah so that's that's that's amazing I mean truly and so because there's a lot of people on this Workshop

right now that will listen to the podcast later that do sell real estate Where they grew up and they're filled with all types of limiting beliefs and all types of Stories on why can't succeed in this market and interest rates and the housing market etc etc so you last year in one of the most difficult real estate years in a brand new market do almost $20 million in sales volume what type of income did that represent in your Market yeah so earned income I'm I'm I have the luxury of having a really high price point

out Here um earned income was just under 400,000 yeah so that's I mean that's that's that's really good for your second year what's the goal for this year the goal for this year is in armed income is half a million it's half a million got it yeah I love it big jump big jump um so so let's talk this through right so you play college football um which you know it is a job right I mean it's really really difficult to make it and so obviously a Lot of that discipline and work ethic translate into

what we do today and so just going back to when you were brand brand brand new maybe before we were working together like what were you doing when it come came to client acquisition position what did you think about how you were going to get clients in this market where you didn't know anybody yeah so it's actually really funny you asked that so I started cold calling just cuz everyone told me like This is how you get business I started cold calling like my second week in real estate I had no clue what I was

doing I was just calling people saying hey I have a buyer you looking to sell and people were just hanging up on me so then I actually looked up some of your YouTube videos and I was just saying what you're were saying I'm like this guy knows what he's talking about so I was just basically just saying what you were saying and I was getting which was Crazy but I had no I didn't know how to follow up with them so I I had no idea like I thought they were just going to call me

cuz we had a good conversation like hey come come list my house and that wasn't happening I was seeing all these people I was talking to list their house I'm like dude what the heck is going on and then that's when finally was like all right enough's enough like I need to get a coach I need a system because coming from football I'm a big Volume guy like I know how to crank volume but if you're doing the wrong things it doesn't matter you're just establishing bad habit so I needed a path I guess to

follow yeah so again your problem wasn't work ethic I mean you were going to work hard no matter what but to your point doing a lot of the wrong work still doesn't make up for those those lack of results right exactly so if you're running uh if you're running a play a bad play over And over and over and over and over and over and over again no matter how many times you practice a bad play you send you still end up with a bad result would that be fair exactly yeah makes a ton of

sense so let's let's tell the story so so brand new market um what who were you calling like what lead sources are you working these days where are you finding the most success so right now I really just call absentees and circle prospecting I don't call expireds I Don't call canels there's really like no physical in my market um and that's just because what I like to do is Target neighborhoods that excite me because I have more conviction behind it and it's just it makes everything easier for me like here in the town I live

in I know the the restaurants I know the parks I know the schools I know how to talk about it so when I do talk to people I'm able to add so much more value rather than when I was calling expired cuz I Called expired for a little bit it was taking me all over the county I don't know these areas so I felt like I was at a disadvantage because I'm not able to talk in depth like I am about the neighborhood that I know so I'm just targeting specific areas and cities so I'm

just hammering those over and over um and then once I do get a listing in there I'm able to then grow through open houses and meet all the neighbors cuz then I have proof of concept and then Able to use that as almost leverage to then Circle Prospect again saying like hey we just sold your neighbor's house successfully there was a ton of interest you know you seen what's going on with values these days so I'm able to just get where I want to through Circle prospecting and then expand through open houses yeah I mean

it's my favorite business model I mean it's why we're I Ben I see you out there it's like this is this is why what I talk about all day Every day like with with people that I that I work with even closer this is my favorite business model because not only are you in a brand new market but the other big excuse the other big one is but Brandon I don't have any fsbos or expired in my market how am I going to do this I'm like well be thankful you don't be thankful you don't

have to even go down that path so so you're you're going after absentee owners in circle prospecting and the benefit of that okay So the benefit of that is what you're saying is you get to pick where you work other other than um unlike I should say expired and for sale by owners we don't have any control where those uh pop up and so that has people and agents going all over the place driving an hour and a half to an appointment there and a two-hour commute here where you've targeted this were you on the

coaching call yesterday by the way I wasn't yesterday yeah I need watch our Recording you did you watched it I haven't I haven't watched the full thing yet so so for for two and a half three hours we talked about targeting niching down this was the whole discussion which is so ironic that we're now having this conversation so for those of you that were on the coaching call yesterday right Andrew this is what we talked about now here why it is second year in the business doing exactly what we talked about having great success okay

But now the the next big thing with your approach is yeah but Brandon if I Circle Prospect and I call more top of funnel lead opportunities nobody it's such future business I can't get any business so let's just really get spefic specific here how how many and I'm assuming and I shouldn't assume but what is your method of prospecting is it door knocking mailers phone calls text messages you know flying out of you know jumping out of airplanes what are you doing yeah so I I just have Mojo triple dialer um I knocked for a

quarter like consistently I was actually doing 50 door contacts a day um my it was the fourth fourth quarter of my first year and it just didn't seem as efficient to me as calling I like calling a lot more um and what I like to do is it's called warm knocking I have a good conversation with someone who let's say six months out I'll go to knock them then to get a face to face so it's kind of Best of Both Worlds so I have the efficiency of calling but I still get that face to-

face interaction makes total sense okay and so and then are you getting the data from Mojo or you getting the data somewhere else and putting it into your mojo yeah I mean I wish I could sit here and say I was super strategic on how I get my data a lot of times I just draw a circle around the neighborhood that I like and I just start just ding going after it yeah yeah so okay good um and So how going back for a second so 20 million how how much how many units was that

I know you have a higher price point but you can't control that but how many units are we talking about so it was 11 units and two of those I double-ended so call it 13 13 okay so the the first question if I'm an agent in the audience saying okay great man if I don't have to call fsbos and expires that'd be great but the problem is that I don't get any business so 11 to 13 Units were those from conversations Wyatt that came from the first time you spoke to them or did it come

out of you building a pipeline and you following up with that pipeline that turned into appointments later down the road yeah so my first listing from Circle prospecting to be honest with you I don't want to say I got lucky what do they say they say the harder you work the lucky you get sure I I called a lady who was getting ready to list in 30 days which Doesn't happen very often but it does no but it does happen when you do the the amount of volume that I think that you're doing of course

it's a numbers game you're going to run into somebody for sure so one out of your 13 deals fell in your lap and you hit somebody at the right time at the right place exactly what happened to the other 99% of them so another one the other one was an absentee owner I had called November 2023 of my first year he didn't convert Until August of last year so that took a while but as soon as we closed that the neighbor saw what we did and now I'm getting ready to list a neighbor's house actually

next week so it's like all this compounding residual effects of the work I did almost a year ago is still paying me today if that makes sense totally and um I just want to give people a time frame right because that was one of the questions I had in my head when I was a New agent I said okay fine if I put my head down and do this like let me just ask you Wyatt how long do you think it would take an agent who's going to circle Prospect and call absentee owners every day

five six days a week before they actually get their first sign in the ground I would say a conserv number is six months personally love it it's great it's a great expectation and then from six months what can they expect once once their pipeline has matured Yeah I think if you leverage that first listing the right way I don't see why you can't turn that into two three more listings because if if it's in a good area that's super desirable the open house is going to be busy if it's priced right and if it's priced

right you're going to have all this trffic coming in and not all those people are buyers some of them are neighbors a lot of them especially in in my market we're in a low inventory Market are sell to buy Because their down payment or their cash buyers is their house so they have to sell to buy so then you might get two deals from it that's what happened to me is I was doing these open houses and all these sell to buys kept coming in so I was getting these Double Deals you know what I

mean so I was listing their house and then I was was repr them as a buyer and then on one of them I was able to bring the buyer through the open house so now you got three Deals so it all Just compounds over time but if you're taking a listing in a really good area that people want to be in like the volume of in terms of prospects is just going to come to you at those open houses totally and and I 100% and we're going to talk about that in more detail in a

second so how many um how many conversations are you typically having uh every day as far in terms of new prospects yeah so my minimum is 30 um so I have I have the Jesse its's giant Calendar that has the entire day of the year and I I love that red theory that you teach because it truly is if I don't put my redex on there I get mad at myself I'm like why aren't you doing what you said you were going to do to hit your goals so it almost like keeps me accountable and

I can look back and see every day in January this month that I'm I missed or that I I hit my goal so powerful isn't it it is I love it it's crazy so you're doing about 150 Conversations per week um and and typically I know there's averages but typically do you know your conversion from contact to lead with this method so I've basically been able to through Circle prospecting for every 50 conversations I had I'm getting one qualified lead which sounds like a lot but to be honest with you like if you're getting enough

context in to me it's like that's let's say let's call it two leads a week I'll take two qualified Leads a week absolutely you know what I mean especially especially at a higher price point neighborhood it's like two leads a week over the course of a year that's even if you're converting at 50% that's a lot of money dude yeah no I absolutely agree I mean with circle prospecting when you do the the volume we know conversions a little bit lower but when you're getting two to three leads per week what are you constituting a

lead like how would you Explain that to the audience yeah so a lead for me so my my hook question before I go for an appointment is I'm assuming that you already have an agent that you're committed to if they say one more time so everybody listen this is what we talking about for it seems like 10 years what's the the hook I'm assuming you already have a rockstar agent in town you're committed to and what happens when you ask that to people how do they typically respond a lot of People like well not really

I mean we know a couple Realtors but you know because people just they want who's going to bring them the most value from what I found very few people are actually truly committed to the realtor there's a few out there but I feel like if you can bring some enough value they'll think twice totally and and and so funny I don't know can't believe you weren't on the coaching call yesterday I mean this is what I spent three hours Talking about yesterday this was the very thing where everybody knows a realtor so if you ask

that question wrong it will downplay right if you say hey well do you know a real estate agent everybody says yes that's the bad question but when you say I'm assuming if when you go to put this house on the market you've got a phenomenal agent you probably are working with one of the top agents that you trust 100% with with your home right well not really no one Can say that right and so so then from there okay fine so that's number one and then what else do you how else do you classify a

lead that you're getting two or three of these a week yeah I think a really powerful question for me is um is it option just to rent it cuz when that's when they start spilling the beans on on their actual situation of no we can't rent it because we need we need that Equity to to move to the single story you know that's when they really Start telling me like what the deal is um and then from there I can kind of start to pull timeline it's just it's just going through the dart um I

used to when I first started read the script scpt you know like I feel like most agents do read this but the thing is you could be talking to a prospect they' be like yeah my husband just died it's in a trust and they they throw all this stuff at you script's gone at this point so you just need to know I feel like what Questions to ask to get the information you need to set the hook to then ask for the appointment y totally and um you're just doing straight circle prospec like you're just

drawing literally a circle you you're not targeting the list down at all to downsizers or free and clears nothing like that no because I I used to do that but what I realized is I listed a guy's house who sold he just closed on that house 3 months ago and then we listed it eight months after he bought It just because he had a couple houses he was like I don't really want it anymore so I I started to realize like hey there's a lot of people out there that might want to just turn around

and sell because what appreciations has done in my market but also I just want to be able to talk to every single person in the subdivision like even if they tell me hey I'm never moving at least I talk to that person and now I know so I can move on to the next house it takes a Little longer but to me it's like I want to talk to every single person in this track yeah totally makes sense and so uh can we do a little roleplay so people know kind of what this conversation sounds

like sure yeah so ring ring ring hello this is Brandon hey Brandon what's going on this is Wyatt I'm a realtor here in Sania I know I'm calling you out of the blue I was just hoping to ask you a quick question if that'd be okay yeah no problem yeah I'll be super fast Appreciate it I was just calling about this property on 123 Main stre I just get the feeling if I were to ask if you had any interest at all at selling with what's going on with Val you'd probably say not a chance

right well no not necessarily I mean we've been here for for a while and we've been um we've been thinking about it but we haven't really made any decisions yet wow you know brand I'm actually shocked to hear that just Because of the desire of this area if you don't mind me asking what about this property this area just isn't working for you right now well we uh like I said we've been here for for a long time and so we're just looking to to get something um eventually get something a little bit smaller in

downsize God Goa okay so just a little too much house for you that's right gotcha that makes that makes total sense Brandon and if you don't mind me asking I mean when you do Go to get that smaller house is it an option just to rent this out and cash flow it or no no no no no we we we we don't want anything to do with being landlords yeah I get that it can be tough especially in this state especially in this state okay well well Brandon let me ask you I mean Before I

Let You Go I mean let's say I were I'm not saying I have a buyer now but let's say I were to be able to generate offers for you within next 60 days would that Cause any issues for you down the line or do you think that would be perfect according to your timeline no I think that'd be way too fast uh we're probably not looking to do something until um probably next year to to be honest with you is when we're kind of looking to do something gotcha okay that makes total sense so next

year so it's not a fire sale it's not something you guys have to do anytime soon which is a great place to be in it sounds like yeah we're going To get through this year we're going to take care of some things and do a little bit of of upkeep to get the home ready but yeah we're going to be looking at this this probably next summer gotcha and Brandon I'm assuming when you do start to ramp things up you probably already have a rockstar agent here in town that you're fully committed to did I

get that right no no no we don't we don't no we don't really have an agent okay gotcha well Brandon I'll tell you What I gotta hop on another call here but before I let you go I mean would you mind if I ask this one more quick question no sure go ahead yeah I mean Brandon I know I'm just a stranger calling you out of blue so you let me know if this makes sense but you know a lot of times what we like to do for our clients here is when people are let's

say 6 months to 8 months out we like to do what we call a preview appointment just so we can get eyes on the property And start to give you some tidbits on things that you could do to to get the home ready ahead of time that way to when you guys are ready to make a move it's not just rushing fire cell trying to get everything together would you see any value in that at all Brandon or do you think that' just be a total waste of your time at this point oh yeah that's

I mean that's a great question um we I wouldn't be opposed to that um but probably when we get a little bit closer Not right now um there's just how is just a disaster right now so uh maybe when we get closer we can definitely do something like that yeah yeah it makes total sense Brandon I can I guess at this point you know I I definitely don't want to be The Annoying realtor I mean at this point what when do you think it would make sense for me to follow up with you again um

yeah why don't you um yeah why why don't you give give us a call you know maybe early next year okay Early next year around January okay I'll shoot you call then and Brandon in the meantime if you think of anything that pops up that you have a question about feel free to shoot you a call we're our office is just down the street and happy to pop in and assist any way share perform okay that'd be great gotcha thanks Brandon nice okay good so I was just going to say a lot of the times

with circle prospects I'm not asking for an appointment because my Appointment is the follow-up call and the followup call I'm asking for the appointment so the initial call I'm just seeing when to call again to ask for the appointment if that makes sense absolutely especially if someone's like a year year and a half out I thought that was really really good even the way that you presented the preview appointment value was really really good it makes sense why you would have a realtor over before you're ready to get Things prepared I thought that was really

really good and you're obviously good and comfortable over the phone and so it makes sense why this is working for you all right so now let's shift off of the first call so we talked about who you're prospecting what you say how you say it now let's talk about the importance of lead follow-up Wyatt and what you're doing there that turns these contacts or these leads into into an appointment like can you walk us through Uh the importance of lead followup and what you're doing yeah so this was my weakest pillar if you will um

before we started working together Brandon um I was just losing I think I counted I lost 8 million in volume last year because my lead followup just wasn't where it was supposed to be so this is something I've really been working on so the biggest thing that's helped me is a mailbox power has completely changed my business 100% but B is asking just like I did you When it would make sense for follow up again cuz I never asked that question before so I was just guessing so so now you were forcing you would you

would say to yourself well I'll just call this yeah that's what most people do so you're just saying hey when would it make sense it's like the best language pattern when would it make sense to X Y and Z go ahead 100% 100% that changed everything for me so then when they tell me just like you said January I'm Probably going to call him in November um just nothing's worse than saying hey call me in January then I see their house on the market in December like it keeps me up at night man that that's

my pet peeve so I always call him a little early um and then basically when I follow up with them I'm basically just picking up where we just left off about getting together when would it make sense to get together and just trying to add more value in the meantime though Before that follow-up call I like to send them emails and texts of comep pop up because I'm already trying to I'm trying to act as if I'm already their agent before I have that contract signed because then it's like if this guy's been keeping us

updated on comps he's keeping us updated on our value he's checking in like why why would we interview anyone else I feel like most people don't want to interview multiple Realtors you know like I don't want to Interview multiple CPAs it's like if you can do what I'm asking you to do why would I interview anyone else I feel like that's from my experience that's what I've ran into is like if you can just give them a good service from the beginning most of the time I usually don't have a lot of competition that I'm

competing against when I when it's time to present yeah we're going to talk about that pres that presentation in just a second so just for context Because if I'm in the audience I'm saying well mailbox power what what what are you sending them exactly what what Cadence are you sending it to them are you just doing the monthly seller nurture sequence yeah so I have the the weekly I just used your templates basically I have the weekly and the monthly I just put obviously my branding on there and if they're selling I'd say within the

next six months they're getting a Postcard from me every five days if they're selling within the next year to two years I'll keep it monthly yeah and then the the really the secret weapon is the is that brownie man that's every time I send that they either call me or text me of course law reciprocity so do you send the brownie on the fifth mailer or are you sending it on the first one I send it on the fifth but if I get a preview from the initial call I send it after the preview And

I put a message on the Browning that says thank you so much for inviting me into your lovely home with you know just like some some frr stuff and they really appreciate that it's almost like a it's almost like a gift that I send right after I leave smart smart and then your emails and text because everybody wants to automate all of their followup are you doing these manually are you setting them up on something in your MLS that's shooting out coms that when they hit the Market or how are you executing on your emails

and texts yeah so I used to be big into drips but I realized that drips are just so unpersonalised and keep it pretty personal if possible so what I do is I just check the inventory every morning and that's why work in one area is easy CU I just checked inventory in my city and when something pops up I can just send it to those prospective people um because there's only really seven eight Major neighborhoods in my city so it's really easy to manage um in terms of when something new pops up to send it

to someone if it's in their area totally and what would that email or text sound like like you if if I'm on your list what would it what would it kind of feel or sound like yeah so depending on how hot the lead is is how aggressive it'll be so like it might just be like hey John did you see one two3 Main Street list for x amount isn't it crazy what's Going on with values here I I remember back in the day when these homes were going for 500,000 now it's 1.2 just like a

little message that's like it's a little teaser but it also just shows them the comp and if it's not that warm of a lead then I'll just talk about the comp and I won't add in the isn't it crazy what Valu are doing because I don't want to come off too salesy if they're too far out if that makes sense so I just base it based on how hot the Lead is well I hope what here people are hearing like I bet you 99% of the people that listen to this now or in the future

have missed the reason why you've make this thing work it's all about the followup and the followup specifically not automated followup not throwing them and tucking them into a CRM and hitting go and it's no no no what you're doing is what we call going deep not wide one you've targeted an area two once they're in your world you're actually nurturing People people not leads they're not just numbers inside of some database that's Bob that's Nancy that's Jill and so when things pop up you actually know these people inside of your world because you've already

emailed them and texted them which don't speak to this yet because I want people to understand when it comes time to present the business has already been earned and so we'll talk about that in a second but I am curious how are you're managing these Relationships do you use a CRM do you just use pieces of paper what are you doing to to manage these leads once you do generate them yeah so for me the the simplest methods work for me the best um so I didn't want this like elaborate system of like I know

a lot of people are big on tagging I use Fallout boss as a CRM okay I simply just set a task and that task autop populates to my Google Calendar so if they say call me in January I'll just set a task to Callum In November and forget exactly and then I'll I'll see my Google Calendar which is time blocked and I'll I'll get an email reminder call Jim and I'll just pick up the phone and call them and maybe I get 10 of those a day but then it's just a con reminder of cuz

those calls some of them might be an hour if they're chatty but some of them they might not answer and I got to call back so that's only like a 30 minute time block to an hour time block really you Know a day to just stay on top of these people absolutely and so when it comes to actually setting a listing appointment from the database would you say that the vast majority of them are are coming via the voice too conversation over the phone or because of your email text and mailbox power in other words

if you had to only pick one method of lead follow-up would it be phone calls emails text or mailbox power what Would it be 100% voice to voice that's right so talk about the importance of that and and what that conversation typically sounds like and and why you pick that one so to me the mailbox power the emails and the text that's all just kind of like the sides to the entree of a voice too conversation like I don't think someone's going to get a postcard from me and want me to list their house that's

just that's just a reminder of like hey I'm still here I'm still doing Business it's the voice of voice is where you set the appointments the voice of VO is where you get pain the voice of voices where you build rapport and Trust that's the other stuff is just kind of just icing on the cake if you will just for them to remember you and to take your calls when you do call Y and so for everybody listening I just want that to be a really good takeaway that if you're going to get okay if

you're not going to follow up the way that why it's talking About don't even Prospect I'm dead serious it is that vital and so if you're not going to do that right if you're going to Prospect and then follow up and not make phone calls I also wouldn't Prospect so stop trying to avoid and getting out of things and automating things and take none of that works right we've got to make the calls and then we've got to follow up with voice too conversation to move that relationship because it's not about what You say to

people it's about how we make people feel that will determine how they treat treat us so when when does it like come to that voice too conversation where you're actually setting the appointment um what happens what what do they typically say what are you saying that says yep we're we're ready now why come on over and and meet with us so typically it's I'd call it anywhere from the fourth to fifth call where I'm setting the appointment most of the Timetime sooner but most of the time I'd say fourth to Fifth and a lot of

times it's simply just about asking for what you want it's just about asking you know you know the timeline starting to close and it's simply saying Hey would it make sense to get together and you know me take a look at the place and you know I can give you my two Sense on what you could do to increase the value a little bit and then if it makes sense we can continue the conversation from there Like I'm not I'm not like selling too hard I'm just saying hey it doesn't make just like your language

Brandon doesn't make sense to get together and me to get eyes on the property it's the easiest call of all time 100% if if if you're wondering about what to talk about and Lead followup that call itself is not the problem it's the lack of what hasn't occurred that led up to that call which is causing you to say what should I say because what you're doing wide is you Get a little reminder all these things have been been in place you've been texting them you've been emailing them you've been had tons of convers you

know the person and it's like hey the last time that we spoke you mentioned that you guys were thinking about doing something here just wanted to see if it might make sense at this point in time for us to actually get together now and then people say yeah yep it does I want you to talk about how easy that listing Appointment is doing this method versus going on an expired listing appointment because in my experience with a pipeline business model like yours the business is already pretty much won by the time you get the appointment

has that been your experience 100 per. I don't I don't think I've I've I guess competed against people but I didn't know I was competing against them they told me after the fact and I've never presented to someone and not gotten the listing just because Sorry I've never presented and not gotten a listing before so you have a 100% listing appointment met to contract sign 100% close rate yeah yeah makes total sense and and because just because I've I've done the work before I've even gotten in the door like I've already been working for them

so to me it's like there's there's really no reason for them to not sign with me unless they want to take a discount broker but they know up front that I'm not a discount Broker just based on the White Glove service that I'm giving them and I can already a lot of the times why another reason why like Circle prospecting is I've already met a lot of these people at my opens and I can be like hey do you remember how I treated you when you came into my open I shook your hand I looked

you guys you know I said hi to your kids I showed you the house in a very eloquent manner that's the same thing I'm going to do to buyers that come into Your home so they can already see the value because they've already seen the proof of concept um and it's just I don't know a lot of people just tell me you're just different than a lot of Realtors and I just think that's cuz I you know I use a different language pattern I just feel like what we learn here is a lot it's very

um non-traditional it's not like hard driver sales you know what I mean yeah and you're shooting people straight and Just by this interaction you are very different like you are very trustworthy like you're likable you know everybody on this Workshop right now is probably like yeah dude this this guy's got it going on and so to which extent do you actually have to even present that's really the question are you having to go through the full listing presentation to earn the business or are those conversations pretty easy no most most of the time they're showing

Me the house and they just want to know my opinion on value and then from there it's it's kind of just that's it like that I haven't really had to like roll out the full presentation like I don't think ever to be honest with you now that I think about it it makes total sense I think ever have so that's the other added benefit you guys of like this this model it would be like Josiah you saying to yourself okay there's there's there's Two p it's like okay and I'm just looking at people wide in

the audience so you're like Josiah who the hell is he talking about so these are just people in the live audience right now it's like you can go path one right which is this lwh hanging fruit we we call it this like uh like those are the blood infested waters the business everybody's competing with that's the hardest to get you have no control where that's at fsbos expired land have to be really Good with your presentation have one shot at it you can't build a pipeline because it's one one and done or if you could

be a little patient like six months patient you can have a completely different business and that's my next question for you is do you love your business like do you resent this at all from the standpoint of like you can do this when you want you can go on appointments when you want you probably have tons of Freedom tons of flexibility There's no urgency there's no stress around prospecting unlike there is when you're going after fsbos and expires can you speak to that um lifestyle yeah so you kind of hit the nail on the head

Brandon I I have a ton of fulfillment for my business model cuz I like the people I'm working with that's right whereas when I call expired I've never gone an expired appointment that I can remember because when I talk to them they're so resentful they're Bitter they'd be like well I have 20 other agents that do it for this and I'm like cool how are those agents I just I don't want that business model that's why I got into real estate and yeah doing it this way takes a little more time but I just didn't

care like when I first started in the business I almost ran out of money but I didn't care I was like I'll put everything on the credit card cuz I know my time's coming cuz I know if I keep having these Conversations it's inevitable and luckily not too long after that it did that's right that's right okay so let's talk about the flywheel and then we're going to open this up for Q&A so if you guys have questions for Wyatt start getting in line now okay you can raise your yellow Zoom hand we'll get to

you guys so what I mean by Flywheel is you do everything we just talked about for the last 30 minutes now you get a listing talk to us at the importance About how you're leveraging that listing with open houses for more listings I can't for some reason I suck at explaining this to agents because I keep saying it and people keep not doing it so maybe you could say it better than I can say it because I'm not getting the point across that open houses is my favorite way to get more listings tell us your

experience in my opinion open houses are the highest leverage I guess prospecting you can do Technically it's not outbound because they're coming to you but if they're in a good area and they're priced correctly there's going to be a slew of people there and when you're there it's simply instead of trying to sell people just get to know people like one of my my old mentors told me just make friends like people coming in I'm shaking hands where you guys from even if they say they're working with someone I still get to know them because

a lot of people they They're working with people they still Circle back and they still want to talk to you you know what I mean because you're you're just treating them a little different than most Realtors do so what I do is when I get a listing I'll call around and I'll invite all the neighbors to the first open house cuz I want to meet everybody so that's the first round of circle prospecting I'm not selling anyone I'm just saying hey we're listing your neighbor's house come On in then once we start getting offers again

if it's priced correctly let's say we get two three offers I'll call around and be like hey we have multiple offers you know it's kind of crazy what's going on we have some people that are going to miss out are you guys open to considering you know having some buyers come in and yeah check your place out right then after we close I call them again and say hey we just closed here is our final close price because not Everyone looks at Zillow in their neighborhood all the time I tell them a little bit about

the sale obviously because you're involved in sales you can tell them hey this is what happened this is how many offers we had this is how much interest this is how many people came into the opens and then you can see if there's any Curiosity on their standpoint in this low inventory Market we're in we're seeing a lot of neighborhood records because there's not A lot of inventory so things are getting bit up so you can tell them like hey isn't it crazy your neighbor's house sold for one two what you what'd you get yours

for oh I bought it back in the 80s for 200,000 wow what a return on investment and then they start getting curious like oh I could cash out and become a millionaire you know what I mean so then you just start to generate interest and I'm typically able to set anywhere per listing from one to two Previews just off that I call it the 3X3 method alone Y and that's not even doing the open houses open houses are you meet even more people that's just the circle prospecting around the open houses that's right and I'm

going to ask the live audience what is the most powerful marketing of all time what is it throw it in the chat let me see if you guys you didn't say the word Wyatt but I everyone saying the phone nope what is the most powerful marketing of All time referral this is even more powerful than a referral NOP NOP no these are all good things nope it's something called social proof that's what's going on because here's the thing social proof is more powerful than a referral because even a referral they haven't yet experienced it they're

taking somebody else's word for it let me in other words people don't believe what you tell them they think you're full of it right they sometimes Believe what other people tell them but guess what they always believe what they experience for themselves so when they see you at an open house and how you represent somebody's other home you don't need to tell them anything they're experiencing it they've had their own experience seeing you in action there's nothing more powerful than that open houses is the only to why it's Point leveraged opportunity you have to show

somebody how you work and get out of Telling people how you work it's way more powerful then the same thing we Circle Prospect we have that we shake their hand put them in the database when they have time to sell you win the business it's really simple but you got to do the work why would you agree 100% And I the easiest appointments I go on are people I met at my open houses mine too because they already they already know how I work they they don't they know I'm not the agent who just throws

It up on the MLS and outsources open houses they they saw me in their work and going up to every single per shaking every person's hand calling around the neighborhood door knocking around the neighborhood like I'm I have a sweat I have sweat on my head when I'm at the open houses cuz I'm running around and they see that and a lot of people respect that and yeah you have the social proof and the the proof of concept that's right and so that's what We call the flywheel right so he does all this work I

won't share my screen just for the sake of time but he does a bunch of lead generation cold cold Outreach he brings people in his world he gets a listing and that listing gets him more listings and the more he does this I promise Wyatt uh you do this for five years you will never have to prospect ever again it will goal man all the business will come to you uh as a result of this flywheel model so Anything that you we didn't mention about your process that you think is worth mentioning before we open

this up for Q&A not really I mean I I I think real estate from my little two years of experience is a lot simpler than than people try to make it seem they they trying to make it seem like we're curing cancer here it's it's really just about doing the same thing over and over and over and over again like I my favorite My favorite like method is what Kobe said about if I practice three times a day and you practice once a day eventually over time I'll be so far ahead of you that I

can completely stop practicing and you can practice three times a day and you still won't catch me that's how I you that's how I have you prospecting like I'm just creating separ from everyone even if you've been in this market 10 years like I'm just going to talk to more people over time than You that's right 30 contacts a day times 240 days is 7,200 conversations you do that for 5 years that's 35,000 conversations there's not an agent in their career that would be able to catch you and so that's exactly what happened to me

right and so that's why I say 5 years 35,000 contacts later you're unstoppable so dude awesome awesome story like I'm I'm fired up like this is this is the best business model out There so Xavier let's go to you first my friend we'll get you unmuted go ahead what questions you have for Wyatt first of all Wyatt I mean I appreciate you coming on here uh this is the business model I've been looking for I don't want cancels and expired it's just a whole another headache but my question to you was um for the preview

uh what what kind of value are you providing both physically and verbally terms for the sellers to Actually you know see value in the preview appointment yeah so I think it depends on the house so a lot of houses need let's say paint XYZ and a lot of people don't understand a lot of the questions I get on previews is how much money should I put in compared to how much I'm going to get out and I think our job is to kind of tell them like hey you remodeling the the floors might not get

you as much as you think you know what I Mean cuz whoever comes in if they they hate hardwood they might put in engineered hard which you just you're out 30 grand so telling people little stuff like that to add them value to kind of just show them what's going to get them the most amount of return for the little the littlest amount of money they put into the home as possible and also just having great great referral Partners like my painter contractors my Stager they are so white glove too that They help me drive

the sale forward because they're able to get in there and they're able to talk like hey yeah we're going to be able to do this like this and you know they they almost get the client excited um so having good referral Partners really helps me as well add value and just think about an Xavier like a home sale consultation think about okay if this person's thinking about selling what are the things that are the most important so One is talking about exactly what why it's talking about hey so what's going to maximize your Mo your

return that's number one number two what's the market like is it a buyer's market is it a seller's market how long are homes sitting on the market what can you expect when you hit the market right all these things is what you want to provide in that first consultation so that the next appointment becomes you just going there to get paperwork Signed okay yeah and then I did have a followup if it's okay go ahead yeah uh how did you pick your neighborhood yeah so for me it's all just about the city that I'm in

so I have a let me see if I can grab real quick so I have a map of the city that I work and I bring these to all my open houses cuz I like to bust this out and kind of like help teach people the town so I basically just picked different neighborhoods that I wanted to be within And I just started hammering those neighborhoods so I picked like three neighborhoods so really call it 5,000 homes and that's just what I hyper focused on it's just whatever neighborhoods make you excited man like if if

there's a neighborhood in your town that when you drive through it you're like I can't imagine having a listing here those are the type of neighborhoods I want to be in CU they fire me up you know it it gets me Excited to call cuz I'm like I can't imagine having a listing here those are the type of neighborhoods I like going after was it and I think what Xavier's asking and I can help you out a little bit Xavier is like was there any like if I'm in this price point they tend to sell

with multiple offers really quick versus this price point or was just I want to be in this neighborhood these houses are sweet and this is where I want to this is where I want to work to Me it's just where I want to work I I'm not an analytical guy at all to be honest with you I'm not running the turnover numbers I'm just the neighborhoods I like yeah I'm I'm attacking those neighborhoods I don't I don't really care what the average turn time is you're just a high high driver it's like dude just show

me the work and I'm just going to get after it 100% you don't overthink anything if I had to guess no I just I'm an Implementor love it Xavier is that helpful yeah appreciate it yep all right go ahead Susan yeah um congrats on your success amazing um I'm also in Orange County but go I'm in Newport Beach and so I love what you're doing with s and and Clemente but I find in Newport Beach is such a competitive neighborhood you probably know like Tim Smith the Alton brothers like you have celebrities here and I

actually do live in this area like I own bought I've you know I've worked my ass off to get here and I would love to work my neighborhood but that's like what I'm finding is um the competition so you're saying in your area right there like there's no agents that are like hyperfocused in the areas that oh yeah there is there's there's a ton of big agents here yeah yeah so how do you get yourself to be like you know like really stand out because like I mean your white Glove approach is it's a lot

what is here you know what I mean yeah that's what I'm OC clientele they have a different uh expectation for service here than I feel like most other people in the country so to me it's it's I don't really care what a a big agent's doing like there's an agent in my market who's doing almost a billion in sales I don't I don't really care what he's doing to be honest with you because to me if he's Doing that there's no way he's hitting 50 contacts a day there's I just that's how I look at

it personally I don't really focus on competition like I'm aware of it but I don't really care what what the big agents are doing I'm going to talk to more people than them and if I ever have to go head-to-head with them they can show their amount of sales but I'm able to show how much I hustle because I guarantee you I'm going to call more than them I'm going to follow Up more than them because I'm going to be just more specific than them that's that's my advantage is I can be if you have

20 listings you're not going to be able to focus on this one listing as much as I am so to me that's my advantage I just I just don't see the point of focusing Newport there's monsters in Newport for sure but there's show me show me a desirable neighborhood where there isn't a dominant agent I don't think that exists That's right and I would add too it's all about market share right even if there is a monster in a market like the biggest monsters we're talking about might have listen get ready 10% market share meaning

nine out of 10 homes that get sold aren't going with that person so there's so much opportunity and I think what a lot of Agents do is say well I'm competing with such and such and let that be the story as to why I'm not going to do 30 contacts why it's Doing 30 contacts uh regardless of who's doing what he's not worried about them he's worried about his 30 conversations how many of your 30 conversations Wyatt do you hear people say well if I do list my house I'm GNA list it with a famous

person or the big-time person roughly I might hear that once a week if that so once a week out of 150 conversations he hears it once the other 149 people they don't would that be fair yeah I feel like most people you Know they're not best friends with with Realtors they might have seen this guy's billboard around but that doesn't really that doesn't really mean much you know like if you're there and you're on it what what reason do they have to go talk to that guy you know yeah that's how I look at it

at least great another question that I do have because I've changed my model because I was also doing 31 contacts a day and I I appreciate the W glove approach is that I was switching it to Tuesdays and Thursdays being heavy followup because like what you're doing like I also do too like you know search what's selling in a neighborhood so do you do that as well so that way you're not like cramming yourself like all in one day trying to do these follow-ups or do you just sprinkle the follow-ups and then do 31 fresh

contacts a day yeah I don't really have a follow-up day I just basically I always try and get a a date Or a month of when I should call back so I basically I'm following up with people every day um I try to do at least five follow-ups a day Fridays I send out a lot of texts just because I want people to be thinking of me over the weekends when they're going to open houses or you know a lot of people think about real estate on the weekends but I wouldn't say it's like Tuesdays

are for followup that's not really how I do it I just kind of just set in different follow-ups Throughout my calendar as I'm talking to people and then whenever it's on my calendar I just call them so I'd say I'm fing people seven days a week most of the time got it well thanks man yeah thank you all right go we'll grab a couple more go ahead Ben yeah uh I'm in Kansas City so let's go I'm from Kansas City originally let's go let's go uh my question was can you borrow a listing to like

do a kickass open house for do you think it doesn't generate like the same Type of uh results maybe yeah so I actually got my first deal ever doing someone else someone else's open house um and that's definitely something I would do if I was a new agent I just wouldn't overdo it I used to just do anyone's open house like it could be a listing that was overpriced and been on the Mark of 200 days I don't think there's a return there I rather just call on the weekend if that's the case but if

you can get a good listing in a Desirable area that's somebody else's I would do that all day because you're going to meet the all the people in there like that's I think I think that's a really high leverage opportunity I just think you need to be particular on what opens you're doing because if it's not a good open I think calling is higher leverage personally so Ben I just put in the chat um a podcast I did with uh Pon Robertson so he does seven open houses a week he he does a lot of

them There's a ton of nuance in there and how to get listings from other agents that might be a really good thing for you to check out as well but I agree with Wyatt 100% you can absolutely you don't have to have any of your listings to do this cool I appreciate it yeah go ahead Matt oh go ahead Ben what we say yeah go Chief let's go go ahead Matt hey white congratulations man like what a what a story you got man so um I think this will be a pretty quick Question what I'm

wondering is because you're doing Circle prospects Circle prospecting absentee when you have that first conversation are you offering to do any sort of like price analysis on the home during that first conversation to kind of you know to get them excited to continue the conversation or not really a lot of people ask me like what's my home's worth over the phone I don't like giving that number cuz a lot of the Times it disqualifies you cuz if they've done a ton of remodel work and you tell them a million and they think it's worth eight

they're never talking to you again so what I I what I try and do is like I'll run the comps if they're just like I need to know but I try and get a preview first because I tell them I'm like I'm not an offthe cuff agent me giving you a price never having seen the home would be negligent of me so why don't we get together I can get eyes on The home and then I can run you an analysis 30 minutes after I leave so I I would try and leverage it to get

an appointment obviously that's not always going to work but I think sometimes running comps before you've seen the house can actually kill a deal if that makes sense 100% agree it's just like an appraiser appraiser would never do that mad either that's why Banks don't trust Realtors Banks trust appraisers because appraisers go through the property and So to give a CMA without walking through it is really walking a tight RPP of like malpractice y oh okay thanks guys I appreciate that yeah theil go ahead hi can you hear me yeah we got you loud and

clear okay perfect so Wyatt when you say that the people see how uh how hard you work your own open house what do you mean by that what is it that they see that's so special that they like out it I think I think it's just the way I communicate with people when people walk In I shake everyone's hands I think that's really important to me I don't like people coming in and you know you ever been to open houses and some real churches are just in the corner on their laptop and they're like yeah

let me know if you have any questions I take the complete opposite approach I shake everyone's hand I ask them where they're coming in from I I have I don't put I used to put food out I don't do it as much anymore um because sometimes Neighbors who were never sell like to hang out too much a little bit if you know what I mean um so I I kind of just keep it simple and I have a map I'm helping teach people about the area and I'm just I'm saying hey you guys should check

this restaurant even if they say I have an agent or I'm not selling you guys should check this restaurant out for lunch or you guys should go go check out this you know this view up here on this like little Lookout we have and I'm Just teaching people about the city about the neighborhood and about the area and I think that's where I'm able to hook people is just like this guy knows this area and he knows what he's talking about so if like if I were to look for something like I would want his

opinion on it I think that's kind of my leverage point if you will I'm just really personable and I'm I don't view people as leads I just view them as people that I just want to get to know And talk to and a lot of times it works out for me okay uh then the same uh at the same time you're all by yourself in that house do you have helpers who are actually making sure that nobody's messing around in the house upstairs well look at him no one's going to be messing around in the

house that why it's holding an open house are you kidding me I usually I usually do it by myself sometimes my girlfriend's also Licensed I'll have her um help me because if it's like if it's a single story with an ocean view here like those are like you're talking like 50 60 people coming through it's like a house party so I need people I need someone else there to help to help just like talk to people who I'm not talking to because I want to make sure that they always talk to somebody um but if

that's not the case then it'll just be me okay thank you yeah of course Arion go Ahead got two more all right so we'll do we'll do Arion Denise and Joe thanks again Wyatt for your time yeah of course thank you um so I just have one question how do you like to time block when you're doing your prospecting followup when you're calling back cuz I imagine it's a little bit different than waking up and calling expires at 8:00 a.m. and then for Subway owners yeah so this is funny I was actually talking to uh

one of my buddies about when's the Appropriate time to start Circle prospecting because some people will get mad if you Circle Prospect them at 8 so what I do is I like to get what I call I like to get like warm so I call the next city over that to person I just don't care about as much at 8:00 a.m. um and I Circle Prospect them 8:00 to 9:00 so then by the time I get back to the neighborhood I want to work I've already I'm already like 10 to 12 contacts deep and I

already kind of got my flow going And then it kind of just warms me up and I've never I've only had a couple people yell at me for calling them too early and what I'm starting to find is I'm starting to get leads in this city now too so now I'm growing like a little mini Farm in this city that I didn't even really care about as much just because I'm calling from 8 to 9 every day so I guess the time that you would start calling expired I'm just starting to call Circles if that

makes sense yeah I think I think to add I think what aran's asking is there there any urgency based on this model cuz my argument for 20 years is there's no urgency you can do the calls they don't have to be at 8: a.m. they could be at noon they could be at 3: they could be at right there's no I don't know if you've tested this or not like but like this model does not require you to start at 8 am I think is what he's asking yeah yeah so I I personally just Like

to call first thing in the morning because because for you it's when you're most productive but not because of any other reason to be it's not because yeah go ahead what do you want to say no you nailed it it's because I'm most productive right I feel I have I have the most flow in the mornings and not only that I personally just think from a resistance standpoint it's harder to get on the phone later on in the day because if it's if I haven't made any calls and It's 3:00 it's very easy to talk

yourself out of making calls that day you're like oh I've already been on a couple appointments you know what I mean no I I like to get it done basically I call from 8 to 12 every day and if there's still contacts left over I'll keep calling or if the rest of my calendar's free what I'll do is I usually go work out from like 12:00 to one because that's usually like 12 to1 12 to2 the phones are usually pretty Slow um but then I'll get back on usually from like 3 to 6 or 4

to 6 and I'll grab those people who are getting off work who typically are open to talking a little longer because now they're home got it so so AR does that make sense so like unlike an expired fsbo where there's a strategic advantage to being the first voice why it's doing it from a personal productivity standpoint that he knows in the morning I'm the most freshh and it's the most Likely that I'm going to do the hardest thing it's like yeah eat that frog right Brian Tracy's book yeah get it out the way right in

the morning and then that's exactly right that's exactly right like at 8 AM you don't get too many people being upset like you're just calling me to ask me a question at 8 o'clock right Asos expire where there's a reason no because they gave me permission to ask the question I ask and ask they could hang up on me or they could say no you Can't ask a question and hang up they just gave me permission to ask so to me I'm like I don't you know what I mean most of the time they're like

yeah ask great all right thank you so much and for like when you're doing when you're recalling neighborhoods and stuff do you have a specific time block or you just do it like between 8 and 12 whenever no I wish I was that organized now I just I just I basically just do clockwise through the entire city and then when I Reset I switch numbers and then I do it again awesome thank you so much bro yeah great go ahead Denise just un mute real quick Denise there you go there you go I was just

saying that was actually my question also about what time does he call what time do he find to be the best you know time to call so same thing yeah and again from a coaching perspective the best time to call is the time when you're going to do it Consistently so if that's the question then it's always the morning but it doesn't have to be 8 right you could start this at 9: like get up take your K you know do whatever you got to do um but I just want to make that really really

clear this is unlike fsbo expired territory where being the verse voice is really important he's calling people or no other agents are calling so whether he does it at 8 9 10 4 6 in the that's irrelevant um so the only thing there I Think for for uh context is if you're talking about when do people pick up the phone then that would be the mornings and the early evenings and the afternoons would be the lowest pickup rates so if that's the question that's the answer but he's not calling at 8 because of any other

reason other then for him it's when he's most productive that when he's going to do the hardest part of his day it's going to be right first thing in the Morning I ask new like um a year or two old would you avoid those I had somebody actually called me the other day he wants me to sell his brother's house that died but um but when I went to the neighborhood today I noticed it was other homes um that had for sale signs and it's just it's a new subdivision just about 2 years old so

I was like wondering why is people moving so quickly so so I'm sorry is that one for Me or Brandon whoever either one so what was the question Jo would you call new newer people that have own only own homes recently subdivisions I mean I would answer it I mean there's a lot of new construction sites that that happens all the time for job relocations and for who whoever who knows I'll tell you the biggest reason is if you ever built a house it's probably one of the number one causes of divorce I mean that's

a half joke but Half real so they go through this two years of building this house of fighting tooth and nail and then they get in so so if you're talking about playing the odds all right so then you would say well you'd have a higher likelyhood of generating a lead from somebody that's been in their house for longer but that's not to say that people in new construction don't also sell Wyatt I think would say well listen because he's so diligent he's like I'm going to talk To everybody I don't care if you've been

in your house for a month or 10 years or 30 years I want to have a conversation cuz I'm building a database of relationships that I know over time if someone's going to do something I want a shot at that business why is that fair 100% I want to talk to everyone in the city there you go all right let's get one more from Joe and then we gotta give Wyatt he's got to go back and do some more Prospecting hey Wyatt thank you so much for sharing um it's always good to hear like success

stories in our Market I'm also in Orange County in Mission Vio practically man practically neighbors but 're neighbors uh I have a quick question it's it's it's kind of taking a left turn um I know you like to do open houses I do open houses as well um as far as getting burned out do you actually have a particular day that you Take off or how do you rejuvenate and just kind of take time for yourself so you can you know go back into it and and and get it done totally so I wouldn't say

I have like a set day off um because I feel like in this business you could say you want to take a day off but then if someone a client calls you I bet you're going to take the call you know what I mean so it's what I like to do is what's nice about soy is we have a lot of places we can go that are close but Kind of far away I'll go out to the desert or I'll pop down to San Diego but typically when I do that I find my stuff still

working like I'm still have my laptop I still have my phone so I just it's just I just changed the scenery so I wouldn't say I take I never take a full day off but I'll take like half days like I for me a day off is just not hitting Mojo right I'm still like following up I'm still talking to people I'm still moving escros forward but I'm Just not starting Mojo that to me is a day off if that makes sense and then just change changing up the scenery you know just to get fresh

because this business does get stressful yeah I I feel like that same same way too no matter how many times you want to just take a day off something pops up something happens yeah you always have to get on that call yeah I get it okay cool thanks Joe dude W this has been great uh I'm sure we could probably sit Here for the next couple hours and you provided so much much value and again it just there's a lot of good takeaways but there's multiple ways to do this business and that's why we wanted

to have W on and so man we can't thank you enough for your time today truly yeah thank you guys I really appreciate it yeah absolutely you guys have a great day Wy appreciate you make sure you guys get signed up for the prospecting challenge okay last day to sign up is Tomorrow then we're putting people on teams Friday is the kickoff call Monday this thing starts so get signed up we'll see you guys soon have a good afternoon