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The Real Estate Market Changed. Most Agents Haven’t. · The Real Estate Agent Playbook

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  right now the real estate market is hard
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  I was recently on a call with the CEO of my company
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  Leo Preya an industry leader who oversees multiple brands
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  and
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  he said something that perfectly captures exactly what we are feeling
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  right now he said winter is here
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  and what I take from that is
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  if you are a producing real estate agent and fighting through this
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  you are bundled up and ready to go
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  it's getting the right layering
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  that will pull us through this all together
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  I love that analogy because it validates the reality of the market
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  without giving us an excuse to quit
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  it is not that deals aren't happening
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  many of you are still closing deals right now
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  but the sheer
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  exhausting effort required to get a transaction to the closing table
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  is leaving agents completely burned out
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  you are speaking out about the struggle
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  and you have every right to feel it
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  before I get into the real estate
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  I was a psychology major and I can tell you
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  that a massive part of this mental block we are facing is internal
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  our market changed
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  our creativity stalled and our mindset took a massive hit
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  if you are sitting there
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  feeling like you are grinding harder than ever for half the return
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  I want you to know you aren't crazy
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  but you also don't have to carry that weight alone
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  if you want to connect with someone right where you were at
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  someone who
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  understands the friction and might just be a step or two ahead of you
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  or even just chat with me directly
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  don't hesitate drop a comment
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  send me a DM and let's talk
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  with over 300 agents in my organization
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  that I talk to almost on the daily
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  I have someone that is just like you and can help you
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  and the beauty of that is there's three of us
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  you got me you got them
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  you got you and we can get through this together
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  let's talk today we are going deep
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  I'm going to break down the psychology of surviving this shift
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  what that layering actually looks like for you and your daily habits
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  how to manage the intense panic of your clients
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  and why building a micro community
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  is the absolute only way to survive this winter
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  let's start with the reality of the numbers
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  because good business strategy has to be built on facts
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  not feelings in July of 2026
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  the national existing home sales hovered
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  around an annual rate of 4.05 million units
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  and depending on your local market
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  median days on market have climbed well into the 50s
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  it is a slower harder
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  more expensive environment to operate in
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  but here is a fascinating trend I am seeing inside my own organization
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  some of our brand new agents are having a ton of success
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  while seasoned veterans are the ones who are struggling the most
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  mentally why is that
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  cause the veterans are stuck mourning a market that no longer exists
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  they're operating on habits that we were built
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  when homes sold in three hours
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  with waived inspections appraisal gaps and 20 offers
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  the rookies are winning
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  because they don't have to unlearn those habits
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  they don't know what 2021 felt like
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  they're just doing the work required for the market
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  sitting right in front of them today
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  to survive this we have to restructure our daily routines
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  we have to stop expecting the easy lay down deals to come back
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  and we have to lean into the friction
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  if winter is here you cannot walk outside in a T-shirt
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  stand in the snow and complain that you are cold
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  you have to put on the layers and adapt to this environment
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  my kids are almost teenagers
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  but I can remember having the same argument with my mom
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  about wearing shorts to school
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  when it was 23 degrees outside
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  so what does layering up actually mean
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  for the real estate agent right now
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  it comes down to three specific layers
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  your communication your systems and your environment
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  the first layer is communication
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  in a boom market you could get away with being a tour guide
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  who just opens doors and writes contracts
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  today you have to be a strategic advisor
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  this psychology shift doesn't just apply to us
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  it applies heavily to our clients
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  you cannot lead a client through a complex transaction
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  if your own mindset is defeated
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  think about what your clients are dealing with
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  you have buyers whose social media feeds
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  are bombarding them with terrifying headlines
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  that the market is going to crash
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  they're paralyzed by fear
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  on the other side
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  you have sellers who are deeply frustrated and anxious
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  because their home has been sitting active for 45 days
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  and human nature means they're starting to blame you
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  your job is to bring clear thinking to the table
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  you have to separate the media's national drama from your local
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  hyper specific data you need to sit down with your sellers
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  and show them exactly
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  the absorption rates in their specific neighborhoods
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  so they understand why the strategy needs to shift
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  why the price might need to adjust
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  and why you need to offer a concession if it's asked for
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  for your buyers
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  you have to show them historical data that proves timing
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  the market is a fool's game
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  you have to remind them that they are buying a
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  a monthly payment and a lifestyle
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  not a short term stock
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  when you bring clear level headed perspective to the table
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  the panic dissipates the second layer is your systems
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  when deals are hard to come by
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  you absolutely cannot afford to drop a single lead
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  if you are still running your business out of a spiral notebook
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  or if you are treating your CRM like a glorified address book
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  that you only log into when you feel like it
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  you're leaving massive amounts of money on the table in a winner
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  market follow up is everything
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  your systems have to be airtight so that your follow up is automated
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  you need to leverage technology
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  so that your database is being nurtured in the background
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  why
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  because you need to leave your mental energy and your psychology free
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  to handle the complex human problems that actually get deals closed
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  you cannot be a brilliant negotiator and calm advisor
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  if you're stressed about who you forgot to call back yesterday
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  systems buy back your mental bandwidth
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  if you're interested in learning more
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  you can comment lofty below
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  and I have gone complete CRM automation
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  and I'd be happy to show you my system
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  you can also check out some previous videos on my channel
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  this brings me up to the third and most important layer
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  your environment the biggest psychological threat
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  to a real estate agent right now is isolation
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  as solo agents when the market gets tough
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  our natural human instinct is to retreat
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  we put our heads down we isolate ourselves
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  we grind harder
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  and we try to shoulder the entire burden of this difficult market
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  by ourselves but you cannot survive a winter on an island
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  there's an old proven
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  psychological principle
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  that we are the average of the five people we surround ourselves with
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  I want you to take a real hard honest look at your circle right now
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  if you're surrounding yourself with agents who do nothing
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  but complain about interest rates
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  sit around the office talking about how terrible the market is
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  and obsess over sitting listings
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  that is exactly what your mindset will reflect
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  negativity is incredibly contagious
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  but so is strategy we have to start building micro communities
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  you need to be in rooms with people who are actively figuring it out
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  you need to peer support from agents who are bundled up
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  layered correctly
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  and walking out into the cold every single day to do the work
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  the work that you are in currently
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  when you share your struggles
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  with someone who is fighting the exact same battle
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  it normalizes the difficulty
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  it removes the shame of a deal falling through
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  a micro community allows you to brainstorm
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  share what is actually working with sellers right now
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  and push each other forward
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  when the weight of the market gets incredibly heavy
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  and the honest truth is when we're sitting in the office
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  with the other people that are geographically restricted
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  to a certain zip code or certain area
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  then competition starts to creep in over collaboration
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  and it just doesn't make sense
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  if you are in an environment
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  that you feel like there's more competition than collaboration
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  we need to talk inside Carbon Collective
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  this is exactly what we are focusing on
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  it is not just about high level coaching
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  it's about creating a network of producers
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  who refuse to let each other fail
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  is about sharing CRM architectures
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  Spanish language training
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  and real time market strategies just because it might work
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  so that is no one operating in a solo Silo
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  if you are feeling the weight of this market right now
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  remember that you don't have to navigate it alone
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  if you wanna connect with someone right here
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  right where you're at
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  whether that's an agent in our network who is a step ahead of you
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  or you want to connect with me directly
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  reach out send me a DM and let's chat and let's do the work
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  let's make a plan not because I have some magic
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  secret script that will instantly fix the market
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  I certainly don't but I can put you in contact
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  with some of the incredible agents in our network
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  who are going through exactly what you are going through
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  right here right now
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  let's build a micro community around you
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  raise your average and get you the support you deserve
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  send me a DM or click the link in the description to book a call
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  and if you want to make sure you aren't making the foundational errors
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  that make a slow market even worse
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  click the video right here to see this
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  3 strategic mistakes that cost me years in my career
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  keep layering up keep communicating with your clients
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  and I will see you on the next one