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Feeling Stuck? 5 Ways to Stay in the Game · The Real Estate Agent Playbook

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are you feeling like the market is crashing around you
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feels like it's dead feels like it's slow
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wondering when it's time to maybe have another career
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or maybe get a side hustle
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well the truth is you're not really alone
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as the market has shifted
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as we have all this economic pressure
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and all the stuff that is going on
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the real estate market has certainly been affected
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and I coach and talk to and train
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and collaborate with agents all across the country
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the truth is that no market is exactly the same
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but no market is you know
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popping hot easy in any stretch of the imagination
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so we're gonna give you five things to maybe help you
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understand that
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it's not just you and hopefully to get you unstuck
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so stay
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what's up guys Jeremy Kane
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real estate agent Playbook
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proud member of the Wolf Pack at EXP Realty
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coaching agents
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and helping agents build their business organically
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and ultimately get over some of the mindset stuff
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that comes into play as a coach myself
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for a long time at the high school basketball level
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uh I love doing this now
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I don't coach hoops I coach Realtors
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to do exactly
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what I taught the boys to do back in the basketball uh
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world and that's win games
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and win every single day at the game of real estate now
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so if you like what you hear
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please like comment
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subscribe but let's get rolling
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so no matter what market you're in
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it is absolutely a different world
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it's a different world than I've
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really ever seen in my eleven and a half year
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real estate career
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but one thing I've always been able to do
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is continue to stay in momentum
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and this is absolutely key
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when it comes to us getting on the other side of this
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stuck but how do we get out of the stuck right
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maybe it's okay maybe it is
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you're selling one or two houses a month and
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and things are coming in or maybe it's
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you know you
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you got that listing and it went over the weekend
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right away first time
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but you have these other ones that are hanging out
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I'll be completely honest
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I have four listings right now
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and it is absolutely a game changer
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and trying to market them
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get showings even to be scheduled
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let alone people to be interested to make offers
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so it's different market to market
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and we just have to meet our clients and help them
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and serve them and stay in communication
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but if you're feeling stuck
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just want you to know you're not alone right
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but here let's talk about this
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we must redefine our productivity right
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you don't have to write a contract
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every week to be productive
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the cool part about our business is
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there's kind of these phases right
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and and this is kind of goes back to you know
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you work so hard
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you work so hard you're legion you're prospecting
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you're doing all of that
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you get two clients under contract
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you shift
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100% of your focus to getting those contracts
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through to the finish line
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dealing with inspections
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dealing with appraisals negotiating scheduling
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closing all the things
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and then it's until that point when we actually close
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or at some point towards the end of that transaction
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we move our focus back to the you know
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prospecting yes
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there are different phases of our job first off
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connecting prospecting doing those things
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the contract piece
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and then managing those relationships
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long term is kind of as I see the
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the three main categories
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but you don't always have to be in one category
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or the other right
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and certainly we don't have to spend the same time
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in each of these categories
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depending on you know
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where our business is at however
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we should spend time in all of them if at all possible
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so what's that mean for instance
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if you are you know
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if you say don't have any houses under contract well
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we need to stay doing something right
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whether it's education a class online
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doing some role playing doing some practice stuff
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whatever your brokerage may or may not offer
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I know that we offer a ton of role playing
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and scripting and doing those things
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within our group the Wolf pack of the XP
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but I also know there's contracts
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classes every single week going
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through the contracts talking about the changes
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talking about you know
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different strategies and so on
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and so certainly make sure you're
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you're
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continuing to sharpen the iron in each one of these
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these segments and obviously
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if you don't have any contracts or clients
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we need to look at the prospecting piece right
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and that gets us into point No. 2
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but the prospecting piece is super important right
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and a lot of times
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it's just how many calls did you make
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how many doors did you knock
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how many posts did you make
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how many you know
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comments did you make in engagement on social media
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we focus on volume but that's not the number one thing
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that we need to be focusing on
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we need to be focusing on refining our behavior
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if we are having 100 conversations
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and not getting any conversions
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we shouldn't just go have 100 more conversations
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of the same way right
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so this is the time where you need to
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measure what gets managed right
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really track it track your activities
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track the conversations where are they coming from
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where did they go wrong
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why are they not converting into referral partners
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or connections
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or whatever you're trying to do when you're doing this
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so that's the first thing right
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and focus on the income producing activities
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but we need to have a sample set
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so what where
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and then you'll get one where did that that contractor
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that client come from right
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and what was it what was my
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my energy what
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where was I at what was I doing
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and kind of start to build on that
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I think a lot of times in this business
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we think of prospecting and it's all new business
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new business new business
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add some time into go through your database
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which you may or may not have set up
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but if it's your phone go through past text messages
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whatever because oftentimes
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agents are not focusing on the low hanging fruit
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the pipeline they've already built because it's new
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I need to knock 100 doors a day
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I need to do this today I need to do that today
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focus on yes
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new very important
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but there's also
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a pipeline of people that you have had conversations
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with in
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you know about real estate
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about life all the things
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focus on those as well right
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so don't just prospect go straight to new
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focus on the stuff that's in the middle first
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now the stuff that's close
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maybe the stuff that you forgot about
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the stuff you dropped
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the stuff you forgot to put on your whiteboard
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all of those things those are people and connections
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that can be easily reignited
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and possibly maybe they are ready now
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maybe it was six months ago
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they said they were six months out
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or maybe a six months ago
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and they said they're two years out
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but then things have changed in six months
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they're ready to go so that's that's No. 1
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redefine your productivity
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make sure that you're understanding exactly
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what's going on and make sure you're paying
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attention to your conversion rate
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because ultimately conversion wins the day next
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let's be visible right
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visibility builds trust
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even when you feel like an imposter right
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maybe you're new maybe you're
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you know saying stuff
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I will be completely honest
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a lot of the social media stuff that I put out there
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the videos
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come from an idea that I heard on someone else's video
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or post or whatever
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so that's the biggest thing
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and don't hide right
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be upfront and honest talk about it
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now I wouldn't go as far to be extremely emotional and
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you know I need a deal
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I need this I need that overly salesy
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but definitely don't hide things
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it's hard your job is hard as a real estate agent
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so talk about what you're going through
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and the process of documenting this
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and what you're doing on the day to day
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certainly will help get you in momentum
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and you know as long as you're maintaining
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kind of a positive vibe to your
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your life most of the time
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it's going to eventually turn into sales
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the uh
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visibility not necessarily like something you said
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and I think that's the most important thing
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some people use social media as like a sales script
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the truth is it's probably not something you said
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it's probably the reminder that
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you have knowledge in this certain thing
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or you can bring value to this certain person
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that is going to you know
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be referred to you and so on
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that that starts that process
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so make sure that you're really focusing on that
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I'm not saying go out there and be 100% salesy
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talk about boring stuff I'm not saying that
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but sometimes documenting
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showing houses today previewing houses today
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working on the market update today
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those kind of things even though they're not like
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you know great amazing content
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it's just showing what you're doing
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and triggering a reminder
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to the people that already know
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like
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and trust you and follow you that that's what you do
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so that's that's an expert thing is be visible
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be visible sorry
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um and then as we move forward
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there's this imposter syndrome right
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we don't want to you know
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scroll the social media and see that this person
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you know
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put this under contract and put this under contract
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because I know right
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I talked to some of the top producing agents yes
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they are posting
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when they're getting houses under contract in one week
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but I also know that some of these agents have 10 15
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20 29 listings in one case right
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and so when you see that one
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you're like oh
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she got another one listed under contract
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it's truly a volume thing right
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that's what it is
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and not to say that she didn't get it under contract
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because I know she did but the point is
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is that you cannot take that internally and be like oh
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well
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there it goes another one for her another one for him
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right doing it all
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some people post the same house under contract
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multiple times with different pictures
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who cares right
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that's just a reminder and whatever
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that's not what I'm saying is going to convert for you
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by any means but if you're seeing this
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and you're starting to feel sorry for yourself
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and you're you know
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going to a group call and you know
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summit or a meeting in the office and someone said
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has a win and that makes you feel bad
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then that's where the problem kind of exists right
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we want to make sure that we are presenting a great
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you know social media presence and what we're doing
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but don't feel bad because others are winning
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there's more to go around
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there's closings happen every day
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and the truth is that even if they're winning
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they are still having having struggles right
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I know a couple agents
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legitimately with 13 listings and 29 listings yes
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they have a couple under contract
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but they also have a lot more that aren't showing
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and are hard to move and those kind of things
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so just remember that
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people aren't always putting everything out
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out in the open
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but they also are allowed to celebrate their wins
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when they do so ultimately
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keep educating keep sharing
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keep connecting keep ripping off and duplicating
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you see something good you know
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make it your own and and put it out there
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but that's the important part
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when we're seeing other people's content
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is it like oh
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that's a good idea
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I can put my spin on it or is it oh man
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that person's doing so well and I'm not
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that's where the drill line needs to be drawn
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and go to the other way oh
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that's a great idea for content
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I'm gonna go do that
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since I don't have a house under contract
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and I have the time to go do it
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go do it make it better
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make it your own and go from there
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next is if you're a little bit slow
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start something else right
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build a skill that you haven't been
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you know sharpening right
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the slower months the slower times as the market comes
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you know
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the first quarter numbers came out and they're lower
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they were on a lower pace than 2024 for total home sold
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transactions closed
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in real estate in the United States
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so don't you think maybe it's probably gonna continue
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we might see another bad year
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um although things are
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you know starting to kind of
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show up in the form of a lot of listings
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are we seeing the buyers we'll see this weekend
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the rates just dropped
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so by the time you're watching this uh
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we'll see how how that goes
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but as we kind of understand this
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we have opportunities to build some skills right
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you have a little bit of a runway right now
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and I think that the next couple years 26
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27 28 are not going to be you know
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minimal transaction closing years
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I think a lot of stuff will break loose
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one way or the other
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and so build those skills that you've been avoiding
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if you've been meaning to get on video
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go get on video start right now start today
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go live do it
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do the thing post the thing whatever you have to do
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even if it's not video even if it's just social media
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get consistent do it build it
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build that consistency bone or you know
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consistent the effort into your regiment
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so that you can make sure that you are progressing
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right if you are slower
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now is the time you can sit and pout
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you can sit and scroll get imposter syndrome
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you can bitch about the market
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you can do a lot of things
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or you can go get a new skill
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and by the time that the market turns around
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and things are starting to pick up
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whether whatever market you're in
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and I know that some markets are still doing okay
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but it's certainly not easy
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like it was back in the day um
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let's
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let's grab that skill so that you're in consistency
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and you're in momentum when the market does hit
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you're gonna be just continuing
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to do that
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and continuing to gain from all the hours you put in
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to build it up right
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you have to have a foundation
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just like all the houses we sell
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gotta have a pretty good foundation next
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clean the house right systems follow through
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make sure you're not paying for that old subscription
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you know that you used to be save money
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you know
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it's just as valuable of a way to earn money right
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so do that
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revisit the background follow up and drip campaigns
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are they authentic are they you are they what you want
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we have Chat
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GBT now that we can kind of train and help and
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and do all those things so
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maybe learn a little bit about Chat GBT
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and update those those drip campaigns
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and those campaigns that you're doing
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in the emails you're sending out
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and the copy you're sending out
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you know obviously
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an absolutely massive resource in AI is this is
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is chatgbt
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but it's only valuable if we apply it if we use it
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if we're in it and take that information
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and update what we already have
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and maybe have built or maybe haven't built right
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if you haven't built a CRM go build it right
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when you're here get in momentum
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what this is gonna do is allow you to understand
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that you have all of these connections right
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get go through your phone
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and build those into full connections
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in your CRM lots
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and lots of things that you can do here
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to help make sure that you are
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you know still continuing to be productive
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although maybe the incomes not coming right in today
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you're not seeing that immediate result
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you have time
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you have a runway and you can go from here now
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if you do need income right away
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maybe maybe
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the systems and cleaning
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and all the stuff behind the scenes is not it
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get out
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and you're gonna have to do some of those traditional
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kind of sales open houses
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door knocking cold calling things
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but if you're doing that and you're feeling that
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and you're feeling that pressure
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not no one likes to doorknob forever right
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the whole goal of doorknocking is to build a foundation
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a CRM and and get out right
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so that's where I would start
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but while you're doing that
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how are you developing YouTube channel
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how are you developing your social medias
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on the back end absolutely key and then finally
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reconnect to your why why are you doing this
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give yourself some obviously mindset training some
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some benefit to understand okay
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this is why I'm doing it
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you're going to reconnect with that why
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and have that inspiration
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because sometimes it is hard right
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when you have a deal that you worked on forever
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and it falls apart
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or you have a listing and the seller say look
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we just can't you know we're
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we're just gonna have to stay here
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and do whatever we're doing now
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and move forward
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then that's when you need to step it up
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and you need to make sure that you are
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you know connected to that why
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because you'll have that
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you have the momentum to keep going
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and continuing to build and grow
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so I hope these five things helped you
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choose 1 choose 2
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whatever you can do if you feel like you're stuck
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um and you need a little bit of love with that
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and help with that I would love to connect with you
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one thing I would also mention is
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the power of proximity is so huge right
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if you are feeling stuck and you're struggling
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and you want to be around
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people that are absolutely dialed in
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crushing this
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can pick you up when you're feeling down
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and you can pick them up when they're feeling down
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that is the Wolf Pack book a call with me below
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I'd love to chat with you about what our group is doing
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insanely different to change the real estate game
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so like comment subscribe
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we'll see you next time bye bye