She averages over 60 listings every single year, upwards of over a million dollars. And in the last week and a half alone, she has put 11 listings on the market using this exact strategy. But listen to this. I bring on Gail Demarco, top luxury agent, who previously was in California and was very successful closing upwards of a million dollars in commission every single year using the blueprint she's going to reveal to you. However, the reason why this is so powerful is because she has since relocated to a brand new market in Florida where she doesn't know anybody. And that is where her 11 listings in the last week and a half have come from in a new market with no experience in that market and didn't know anybody. So, this works for anybody anywhere. And for the first time ever, I'm bringing on Gail to break down exactly how to find the right people to target based on your specific market, the exact scripts to use when calling them. And she even shows you the exact brochures, mailers, and everything that she sends and how to do it in this incredible interview. So, this is going to be extremely tactical if you're looking to build a listing dominant business. again with upwards of over 60 listings every single year, whether it's in a market that she's known or a market where she's completely unknown, proving this works for anybody anywhere. So, two quick things before getting started. Number one, I will link Gail's content below so that you can follow her and check out some of her YouTube videos, which she is now doing. And number two, I will link her calendar below because she's helped a ton of agents just like you go from struggling to closing over half a million dollars in commission in listings every single year using these exact strategies. So, if you would like her direct mentorship for free, click that link in the description and she can have a call with you to talk about roleplaying, scripting, and everything that you need to do in order to implant her system into your market to see massive success. So, let's bring on Gail DeMarco and talk all things real estate listings and how to build a listing dominant real estate business. All right, Gail. So, super excited to have you on here finally. You know, it's been a long time coming and you've just been such a a role model in what it takes to, you know, build such a listing dominant business. And I'm excited because there's a lot of people out there that talk at a very high level about listings. and you know they get a couple of them but they're not getting you know 11 in the last week and having 20 active at a time and and you know you continue to put the work in even when you've got such a robust foundation and I know that it's something that you've helped others do. So before starting to dive into you know what you're actually doing because I know you've got everything mapped out. Um you know let's kind of unpack who you are and uh you know what kind of got you to this point of of being such a dominant listing agent. Well, I always say, you know, my first of all, I want to thank you for having me here because I'm like your biggest fan and I probably watched every one of your videos. So, honestly, like it's an honor. You and I have done a couple of different things together and I'm always inspired by and I actually start my day like listening to you, right? Like this morning, it was like a little short. It's like, hey, all that hard stuff that happens just paves the road for something great. I was like, exactly. So, um, you know, I've always believed that with listings, you have you have control of your life, right? And I always say if you're going to design a business, just design it around the life you want or the life you have, right? So, I mean, as you know, I mean, life threw me a huge curveball last year. And so, I was a real estate coach, you know, I've coached with you and um, I had different coaching clients. I'm always the one saying, "Hey, you got to do this A, B, C, and D." And and all of a sudden, I had to implement, right? Because I come from a background where I was Mike very trained. You're just going after expireds. You're just picking up anything from low fruit to high fruit. You're just like, you know, it's like ready, aim, boom, fire. And I really had to take a look at it because honestly, that's not how I wanted my business, right? I'm very very particular about my demographics, price point, what the house looks like. So last year um out of the blue because I was commuting. I ran a large real estate team in California. Um I wouldn't say large. was like, you know, I had a very productive office, but you know, we were slinging 400 million a year between 10 of us and we were, you know, just phone was ringing, everything was going so great. And then all of a sudden, my mom got colon cancer and I had to be here, right? And it was like a dark, dark time because all I could think about was, oh my gosh, not really me. I was thinking about her, but all the other people I was supporting, right? like, "Oh my gosh, how are they going to do it?" But guess what? My people prevail because they are listing dominant, right? They're not buyer agents. I never ever train anyone to be a buyer agent because if you're going to work with me, you're going to learn how to control the market. So, in any market, you have a great business. And I will tell you, I had 27 year old kids, um, Ryan Grogue, Shane Lundy, a bunch of really good agents under the age of 30 making over half a million. And that is that was at a 50% split. So, can you imagine now they're just crushing it. Um, so when I when this happened, all of a sudden I realized, oh my gosh, I got to practice what I preach, right? I'm not going to just sit here in hospitals. My mom was in the hospital nine times last year. Nine times for one week, two weeks. So, Mike, all of my prospecting was done from hospitals, right? Because every time I'd go in and I'd tell my mom, I got another one. She's like, she would light up, right? and she was like I'm like oh my gosh she's like smiling. Um but whenever I go into any area I always do a SWAT a SWAT analysis, right? I used to do racing. I used to do paddle board racing. So you know it was no different. You go in there and you really identify right away what are your strengths? What are your weaknesses? What is the threat? What is the opportunity? Right? And for me, I was like, "Okay, my strength is I'm a strong listing agent, right? I've done hundreds and hundreds of listing agents. I mean, listing appointments." And, you know, I'm kind of like a Navy Seal, right? Because my son was special ops in a Navy Seals team. And he was the guy they jump out of a helicopter and he would set the whole thing up. And he never knew what terrain he was going into, but he was able to really plan, plot, succeed, and execute, right? So all those things and he taught me you know a lot just by you know the example that he set you know and for me it was like the weakness was oh my god I don't know this freaking area I'm in Florida I was in California where everybody knew me so I'm in a new area I don't really know the neighborhoods who were who are the dominant agents um I didn't know anything I didn't you know if somebody said oh we're going to go to Ponttodra I didn't know south or north or and I thoughts. I don't like being anything but an expert in my field. And you always say, you know, done is better than perfect, right? So, I'm like, okay, I'm just going to I'm not going to ready, aim fire. I'm going to do my homework. And what was So, that was my weakness. And what was the, you know, as far as an opportunity goes, like, oh my god, there's all this new construction. This is the number one relocation. Everybody's coming to St. John's, Florida, right? because number one school district in all of Florida. So I was like, okay, that's a great opportunity. What is the threat? The threat is the interest rates, right? People aren't moving. So I had to figure out who are my clients. And I really sat there and all of a sudden it came to me sitting in the hospital. I'm like, all these old people, people in the over 55 community, right? Cuz they're not I don't have to wait 5 years for them to sell a house. So I was looking for cash buyers. So it's over 55 and luxury. So they were so different, right? Because my average price point in California was $980,000. That was a track home. So I said, "Okay, you know, I'm watching these people come in and out of the hospital." And I'm like, "Oh, that one broke a hip. That one's got this. That one's got" and I I didn't want to be like an ambulance chaser, but I thought maybe I could really help. you know, I came from a place. How could I help these people? How could I help their families? Because all the families that were coming in were relocate. You know, they were flying in from Georgia, flying in from Oregon, flying in from Connecticut, New York. So, I just started to implement what I did in California. And I will tell you, when I say I'm intentional, right, I don't like get on Mojo and I say, "I'm just going to dial for three hours." No, that's a waste of time for me, right? because I'm looking for very very spec specific neighborhoods because I could not go I could not go more than 30 minutes away because my mom at the you know I I I would tell you like can just be honest here. Yeah, of course. But my mom where's a freaking iliotomy bag? If you don't know what that is, look it up. It's kind of it's I'm the and I'm the person that has to fix it if it doesn't if something happens. So, you never know. Like, I'd be at a listing appointment, all of a sudden I get a call from the nurse, the text, uh, you need to come home. I'm like, I could go there 10 minutes, get it done, go back to the next. So, I had to be within 30 minutes, right? Um so when people would say gosh you know you don't go more than like and actually it was 15 minutes at that time because I just said let let me just be clo I need to be in close proxim how do you say it close proxim proximity I needed to be close right so you know I I always tell my clients um here's what you could do for free and then I all of a sudden hear one of them is spent $26,000 and some social media person to become an Instagram star. And I'm like, wait a minute. So, I mean, the truth is, Mike, you do have to spend a little bit of money, right? You spend a little bit of money. So, um, for me, I realized probably, you know, at least four or five years ago, I used to do postcard mailing. I used to do just pending, just sold. Guess what? Nobody gives a Nobody does. Nobody cares about you. What they care about is the data. Math is the path. Because at the end of the day, we have such a huge pent up. Everybody's so pent up sellers. I mean, this is why I'm like 11 in the last week and a half, right? Where I'm like, oh my gosh, I have another like seven appointments next week. So, you know, altogether, me as solo agent, I have over I didn't want to look. I have my board right there. I have like 20 listings, right? So, you know, and I've got, you know, of course, I got pending. I've got about I would say $30 million sitting on my board from me doing what and what I'm going to break down. So there's 10 different things. And when you asked me, so truth be told when Mike, you know, text him, I think I text you at 6:00 in the morning because I just finished the gym. You were just going to the gym and I go, "Hey, can we get on a call?" He's like, "Yeah." He sends me this invite and it's for this. I'm like, "Wait a minute. What? I have like blood work in the morning for my mom. I got, you know, my two hours uh of my I do do my two hours of prospecting every day. Um I've got an appointment here. I got a stager over there. But I was not going to make an excuse or put off Mike Sherard. No freaking way, right? I mean, because I learn more from him. I learn more from you than you'll ever get from me. So, I was like, "All right, I just need to do what I do for a listing appointment." I get a phone call. I get them from them the same day. So, I actually plotted out the things I do. So, you know, one of them is well, let me just say I hate Zillow. I've never bought a Zillow lead. I will not do that because I don't want buyers who don't know me, love me, or trust me wasting my time because really that's especially now. I've never double-ended more deals than I have right now because all the buyers are coming to the listing agents. So, I do want to say say thank you, Mike, because I started my YouTube. I got this little sucker. Yes, I do. The Pocket Osmo. It's so easy. It's like so easy. And um but but keep in mind, I had a tight time frame, right? So, I've been here one year full-time. And like I was telling Mike, I did almost 30 million out of hospital rooms last year. Now, keep in mind some of that I did split with other agents because I could not be there. And so, I still made over 500,000 last year in a new area, you know, as nobody knows me. So, I had to make myself the local celebrity. And I swear to God, I go in the grocery store and but it takes four months for YouTube. Now, I'm getting about two two every three weeks I'm getting two good ones, right? Like they send you a whole history of this and that. So, you know, that was the first thing, but I had to do something quicker. So, I'm all about branding. My you always talk about branding, right? So, people are throwing money at Zillow. I am throwing money at branding, right? And you're going to spend money somewhere, whether it's your hair, your weave. So, if you're wearing a weave and you say you're broke, you know, I don't wear one, right? There's always money for something. So, for instance, this has been one of my most successful things. So I do spend a couple of days doing data, right? And I will do I will identify this is my over 55 community. I've closed 23 deals in this community and let's see 19 were listings. I just took another four. Okay. And the others were new construction because they have to buy these little villas, you know. So it's it's all about the data. I have my lenders pay pay for half of it. And this whole thing, these are like, you know, I tell them I sold, sold, sold, sold. Show them my um report card basically. So there's only 370 people in that community. So it cost me personally less than for a monthly mailing. I think my my half is like something like $250. That is nothing. Nothing for a four-page brochure. It's cheaper than a postcard. So, now I've got my YouTube going. I've got these going out every month. People are seeing my signs everywhere. Now, keep in mind, you have to get you cannot pick a neighborhood for 2,700 people, right? which is my neighborhood because I have 81 homes where I live and and that's why you have to do the comps yourself because if you live in a super community or in a neighborhood where this side of the street is higherend homes and this side isn't and you get one of those companies and they mush them all together, people think you're an idiot, right? Because the math is the path and if the numbers don't make sense. But the best thing the best thing on this is this little barcode. Okay. So, I love HBL. I love home value leads, especially this time of year because this time of year, I can even call the people that inquired six months ago and um ring ring. Say hello. Hello. Hello. Hey, Mike. Hey, Mike. It's Gail DeMarco. How are you? Good, thanks. How are you? I'm all right, but uh I'm kind of going a little bit crazy right now because it's the time of year everybody is calling me for, you know, uh their home value leads because you're pro probably going to meet with your financial advisor and do your taxes. Just calling because do you want me to prepare one for you? I I think so. Well, I just three questions. Um I know we talked before, but have you done any improvements since? Uh no. You didn't add solo, did you? Definitely not. Oh, thank God. Okay, great. So, do you want me to email it to you or do you want me to drop it off? Because I am going to be dropping off about 20 others. So, that's that's the phone call I have. And right now, I'm dedicating I've got I you should get about 20 to 25 inquiries and I do um three eight different neighborhoods right now. I just started another five neighborhoods, but they're not going to kick in. Keep in mind, they won't really kick in for six months, right? All right, the ones I've been doing. So, I do that the H the home value leads. Those are amazing. And that's how I make the conversation. So, and it's funny if they say now say, "I don't know what you're talking about. I didn't scan anything." Yeah. I don't know what you're talking about. I didn't scan anything. Do you have an ex-wife? Yes. Well, somebody wants to know your value, wouldn't you? So, I'll just say something like that and then we just get to talking, right? And I will tell you most of my sales are coming from my home value leads, right? And you know, so I'm not paying for the home value leads because I'm paying for the the marketing piece. So that that is the um the number two thing I do. So I do the YouTube, I do the the mailers. Um you know, and when I say warm calling, I like warm calling, right? because already and I wait 3 months after the mailer goes out then I start calling and I'm not kidding I swear people even when I walk into the listing appointment they'll have like five of those because they love data right so if you can get your hands around nobody gives a damn about you right nobody cares that you're the top listing agent you're the top producer because I'm living proof because I've outsold the top producer here and now and you know I love coaching and I love doing agent attraction only because I know I can give value and people are calling me now because they're seeing my listing signs everywhere. You know, I'm not that uh the agent trying to recruit people that doesn't sell, right? And I'm nothing against the guys that don't sell, but people that are struggling really really identify with they're like, "Wait, you just got here. How did you even do that?" As a matter of fact, I just did a listing appointment um last week and the lady goes, "How did you do this?" And I said, "What?" She does like all the cups and everything for the for I live in a place called Rivertown. And she's like, "How did how did you you just got here?" And she goes, "No matter where I go," she goes, "I go to play pickle ball. There's your banner." And that's why I'm like, "Wherever you have an opportunity, if I say, "Oh, there's, you know, they're doing a fundraiser. Hell yeah, I am in. I'm going to give them $500, $1,000." And and honestly, like like at the pickle ball club, I've probably bought six people memberships because I have a deal. If you sell with me, I'll pay your membership membership for six months. People love that. So, I also do circle calling. I live in a neighborhood of 2800 homes. I've called it three times. So, I don't just call once. I keep calling and I call and I call and we become friends. I have so many friends. if I go down to the club, right? Like we have a river club right on the river. It's gorgeous. Um, you know, like my husband called me the other night, your fans are here. I'm like, I don't want to go down there. I don't want to talk to anybody right now. I've been like working all day. He goes, your people are here. He goes, all your old ladies are here. You know, they're all say, where's Gail? So, you know, and the other thing I do, uh, Mike, so that was uh, you know, circle calling was number four. Number five is I search homes on Zillow and the MLS have been on the market, big, beautiful homes that um have been on the market maybe four months, right? And then I send them one of my beautiful mailers, right? And I have a disclaimer on it. So I show all the sales. So I've sold 900 million plus. So basically what I did, I partnered with another EXP agent who just did a $19 million sale. and you've talked about this, you know, before, but I created this piece, you know, our our sales together, mostly his sales, and I told him, I go, "Hey, Justin, um, you sell a lot in the area I want to sell. What if I create a beautiful marketing piece, you've sold 350 million, I've sold close to a billion. I go, we combine our efforts. I'll give you 50%. I don't know a whole lot about seaw walls, right? because I've sold on lakes. I said, "Let's come buy." And that's how we got our first 2.8 mil $2.8 million listing. And um you know, it's funny because that listing actually just fell out and I walked in the office, you know, so it's up on the market again. And the girls are like, "Oh my god, I I heard it fell out over over knives and Tupperware that they took out of an Airbnb." But so they're go, "You're not even upset." I go, "No, why would I be upset?" I said, "Somebody's going to buy it." And they're like, "Oh my god, I would die." And I go, I said, "Sydney, here's the reason I'm not upset." The reason I'm not upset is because I have the money in the bank and I haven't spent the money that I don't have, right? Because I work and I have a funnel. I have a pipeline. So, I don't I'm not dependent on a couple million dollar deal or a $500,000 deal or a $700,000 deal because you have to be unattached to the, you know, to the outcome because it's real estate, you know. Um, and there she's like, "Oh my god." And and I'm like, and that's the most frustrating thing, Mike, because we have all these girls, guys, that have no money, right? Maybe they're just divorced or, you know, they their business fell out or something, but I meet with them and then they are like, "Well, I'm like, you know, describe your morning, describe your day, and they want two days off a week." I'm like, "Are you freaking kidding me?" I I do four open houses a weekend, but we'll get right to the right to that. So, five was I search the homes on Zillow. I look for them because they, you know, they have less saves. If I see a beautiful home, I'll do a screenshot. I print it out. I'll print out the Zillow sheet. I'll stick it on my wall and then I'll put a reminder in my calendar to look at it. And I actually got two appointments that way because they got my marketing because they're frustrated with their agent. So, you look for something because everybody usually does the sixth month. So, you look for the fourth month, the fifth month. Um, you know, I talked about expired luxury. Oh, it's so funny. So, when I go into the the luxury listing, she said to me, she goes, "And you can tell when somebody's looked you up, right?" So, like, "That's my biggest fear. Oh my god, what if they find out I'm not from here? Um, what am I going to, you know, they're going to bust me and, you know, they're not going to want to work with me." Then I'm like, Gail, get a freaking grip. At the end of the day, you still have your mouth and your skill set. So, she looked at me and she, you know, Justin's sitting there and she had talked to him and she goes, "Oh, Gail DeMarco." And I go, "Yeah." So I'm like, "Okay, where you going with this?" Right away I'm like, "Uh, she's looking." So, uh, what have you done here, Gail? And I'm I'm thinking, "Okay, so first and for the first time, I was kind of a little bit nervous, right?" I'm like I said, "Absolutely nothing." You know, I just went to the Chris Voss, Never Split the Difference. I'm like, "Absolutely nothing." So then I looked at her, I go, "So you must think I have no idea what I'm doing." And so I just did the accusation label and she said, "Oh, well," she said, "You know, well, you're just not familiar with the area." And I go, "Let me ask you a question." I said, "So if the number one heart surgeon from Mayo Clinic, right, went and relocated to New to New York, do you think he could perform the same surgery?" And she's like, "Well, yes." I said, "Okay, if a ju just say, you know, Andre Bochelli, right, or a concert pianist, can they go to Carnegie Hall and Madison Square Garden?" And she's like, "Yeah." I go, "That's me. I'm that heart surgeon." I go, "I still have my skill set." I said, "I just happen to be in a different area." I said, "You know what the good news is? The good news is I've outsold every single person." And if you haven't outsold everybody, you just have that confidence. I go and I I always say math is the path. The data I said, you know what, Mary, I said, the buyers know more than than anybody about the market. You don't think it's available to me? I said, I I do my homework. I said, at the end of the day, um, nobody markets like us. I said, EXP has 90,000 agents. We are worldwide. I mean, we have the number one luxury department. We really do. And you know, I used to be an ambassador um with the luxury department and I'm so just so impressed with what we have. And for a minute I was like, why the hell am I nervous? Why am I nervous? I've done this a hundred freaking times, but they're only people. You know, they are only people. So, you know, the other thing I do is I do door knocking, right? But when I do door knocking, I don't really have a lot of time to do door knocking. here. I mean, my hair would look like it would be horrible in about 10 minutes, but I always do it um if it's something just sold, just listing, or an open house. And I bring this. This is my vendor book. And in here, people freaking love this. I've been through 400 of them this month, just this month, because I bring them to the amenity centers. So, it's my branding. It doesn't say real estate, you know. It says Gail DeMarco vendor book. everybody. And people I get DMs all the time. So, I do this in the over 55 community because they love that. And I also do it in my own neighborhood. So, if I'm just inviting someone to an open house or if I if they just moved in because guess what? People don't realize this. If somebody has just moved in, somebody else is moving in. Their mother, their sister, their brother, right? So, this is just an opportunity for me to just chat. say, "Oh, by the way, you don't want to call that guy. Ask my husband." And you know, because my husband's a general contractor. So then I just kind of start and they're like, "Really? Oh my god, I need TV hung or I need this or I need that." So, you know, for for me that's been a game changer, and I think I've talked about that before in my vendor book. I'm constantly updating it. The thing I like the best about it, and I didn't even realize this, is the vendors start referring you. like the HVAC guy just gave uh one of the agents that is soon to be joining EXP um two referrals, you know, for listings. So, that's been that's been a really you I'm like, you know, I never really ask. So, I'm not perfect either. I don't always ask for the business, you know, I should, but at the end of the day, it's like I'm busy, right? And I almost, you know, and the only reason I'm like losing my mind right now is cuz my assistant, she's been with me 9 years, has taken a twoe vacation to Mexico. So, it's been a really good exercise for me because anybody that you know says delegate to elevate, it's so true. But you better know what you're delegating because if you don't and they leave, you know, we've been like figuring this out. You know, it it's it's been it's been such a good good wakeup call for me. So, my open houses u my open houses I don't have little signs. I have these big signs. I have about 15 of these suckers everywhere. So, talk about Wait, talk about branding. I mean I mean they're over every they're in every intersection. When people come in it's either boss water or Fiji water. I don't you know the place smells good. I really set the stage. We dress nice you know and you know the way I get my listings ready. I mean they're like spot-on clean decluttered staged. You know you really really have to you have to set an emotional experience when people walk in. Um, you know, it's all about that because I'm at the open houses, of course, to sell my client's house. Absolutely. But guess who comes in there? We all know this. Listings have babies. Sellers are always checking out the competition, right? Like when I used to race paddle boarding, who would come to the races? Um, people that, you know, had never raced that that course before, people that were checking it out. I mean, I would always go check out a course before I raced. I remember going to Donner Lake and I'm like I got on that board and it started snowing and we had a crosswind and I was like oh my god I'll never do this again. It's the smartest thing to do is you know no like if if you don't know the competi Oh, here's the other thing. So I want I I've always said I don't care about the competition. There's always room at the top. Right. But Mike, it's so easy to do business here because number one, people say yes ma'am, no ma'am. It's not like how the you get my phone number, right? I mean, people are so nice. And the other thing is, you know, I have um because I'm a broker, um I have access to Market View Broker, so I can see who's doing what. And I'll tell you what, the the most humbling thing is when you realize, oh my gosh, the top agent, the top agent at Sibies or Round, there's a place called Round Table or um you know, Real or whatever those places are. I mean, they're all great brokerages, but the top agents are doing only 20 million a year, and I can do 30 out of a hospice room. I mean, I don't get it. What am I doing different? I'm working. So, I'm actually showing up. I start my day at 4:00 a.m., okay? And I have an accountability partner. So, if I go to the gym, and if I don't, I have to give her 100 bucks. So, like, we're there. She's only made 400 off me this month, right? And uh I think I've only made 200 off of her. But the thing is, you know, at the end of the day, it's the person. So, I am working while all the competition is sleeping, right? They're sleeping. I have a head start and I'm excited. I'm eager to get up in the morning. I don't go h, you know, I have to get up. I I can't wait to get up. I got up at 1:30 today. 1:30 a.m. I was like, "Oh my gosh." But, you know, I don't suggest that. But what I'm saying is I get so frustrated because a lot of these, you know, I have a You'll probably listen to this, but that's good. So, I have a girl that works with me and every time I talk to her, it could be 9:00 in the morning. It's like, "Hello." I'm like, "Hello? Did you just wake up?" "No." I go, "Well, don't get on the phone because you sound like you just woke up." I mean, I'm telling you, if you have a why, what is your why? My why is all of a sudden my mother, her medical bills are over $12,000 a month. My mother only gets $2,600 a month from Social Security. Okay? So it's like we're able to get her a nice home mortgage free so she lives in her own little place but how do I pay for that? Because and I don't think oh shoot I got to pay that. I'm like I'm happy to pay for that you know I don't have to go into my retirement and just from doing what I've done now I mean because what you don't know is gosh I've had my license only I think 13 years. I didn't start till I was 56 something like that. I don't even remember 55 maybe. So, you know, I had a whole another career and I just figured, okay, I remember when I worked at the first Remax, my first job, there was 289 agents. I couldn't wait to learn off everybody. And I would walk in like, huh, are they fixing the build? There's nobody there. There was nobody there. It was only me and this other guy, you know, and nobody would help me. Nobody would help me at all. And my first year, I'm not one of those success stories that say, "Oh my god, my first year, I crushed it. I did 81 deals." I was negative $24,000, right? So I was like, "What am I doing wrong?" I was, you know, I was buying Zillow leads in this place called Stockton, which was 71 miles away because it was the only thing available and driving out driving these farmers around. They could never buy a house if they wanted to. But, you know, it was like I'm like, "Okay." And then I'll never forget watching somebody, you know, hearing this girl prospect all the time like, "What is that? What is that?" And that's how I got involved with the Mike Ferry. And I'll tell you what, I hated I absolutely hated doing the the prospecting two, three hours a day, calling strangers, you know, just um you know, just shooting, you know, just taking a gun like if you hit a bird there or whatever, not being intentional. It is so much more fun calling and they know you and being intentional knowing, okay, like I do a filter has to be at least 700,000 or higher. Okay, of course in the over 55 it's not like that. It's 500. But you know, I do a filter. I do a zip code and if I see something an hour away and it looks good, hell no. You know, I will not do that. If I had the time, I'd make the phone call and pass it on to somebody else. But I'll tell you what, um, you know, this year I'm s this year we're going to crush it, you know, and I partnered with this guy, um, because I'm great at implementing and executing and there's this guy Josh Smith that he's also with EXP and he and I are collaborating. So, he's going to be teaching the systems. He's going to be getting people complet, you know, whether you're new or, you know, you've been in the business 20 years and you don't have a system and you don't have a process and you don't have a business plan. here. Talk to Josh. If you want to get boots on the ground and you want to learn how to crush with listings, then come to me because I can help you identify. You know, I I've been doing live prospecting with, you know, a couple of my clients. And I got this message yesterday from somebody who's the number one agent um well, she she's now with EXP, but she was the number one at this company called Big Block. And her and I spent a lot of time a lot of time at um coaching together. And she said, 'You know what? I need help in my neighborhood. She goes, I'm just not dominating. She goes, I don't know what what I'm doing. And I go, wait a minute. This is what you're not doing. It's not what you're doing. It's what you're not doing because if you were doing what you're supposed to be doing, you'd crush it. I mean, that's why you're crushing it in YouTube because you're consistently putting out, you know, content. And at the end of the day, I mean, you've been you can you can tell people what to do. You can show them what to do. You just can't make them do it. And and when people coach with me, the first thing I say to them is if you really want to get real and no BS, um I want you to print out your bank statement. How much you got in the bank right now? Let's talk about that. And and they won't. Nobody has said no. They're like, Gail, I'm embarrassed. Good. I want it I want you to feel that feel that pain because if I don't have 100k in the in my my four fund account I can't sleep at night right not including I mean in 12 13 years my just doing what I'm talking about right now just prospecting being consistent you know I've put over a million and a half in the bank I own my house free I don't have any bills you know but guess what I don't and I still have my health right but to be able I and you were able to buy your mom this amazing car, her dream car. I'm able to pay for my mom's IDs. I'm able to keep her alive even though most of the time she's mean to me. But, you know, that's what when I saw what I when I heard what you said, what doesn't, you know, this the struggles you have in life will get you so much more reward. You know, it really hit home to me. So, thank you for that message. Anyway, that was kind of a lot that I just threw out there. No, it was it was incredible. There's so much to unpack there and thank you so much for, you know, not only talking about it, Gail, but also sharing some of the examples and and you know, like you say, I think there's always this narrative in the beginning of most agents businesses where they're told they have to start with buyers agents. They have to start with buyers. And you know, I didn't want to believe that narrative either. And so, you know, similar to what you're talking about, I said, "Okay, well, if you're going to get what you go after," and I said, "I'm going to go after listings." And I built an 80% listing focused business straight out the gate. Um, but but like you said, I was very intentional about it. And I was always finding ways to really do what others weren't willing to do. I think, you know, knowing that 71% of agents didn't close a deal last year and 94% haven't yet closed a deal this year, even though there's a saturation of agents in the market, the amount who are actually doing something is few and far between. And so I think this is the year to take market share from people. And you know, I know that there's going to be two specific questions that people are going to ask. The first is going to be what systems do you use for calling things like that. The second I know is going to be okay for your warm prospecting or for targeting a specific community like what's that first script like in order to start to engage with people. Okay. So as far I was probably like every other realtor bought everything that was shiny and all that crap honestly doesn't work. So I use follow-up a boss right? Um, everything kind of goes into that. Um, that's my CRM, my follow-up boss. Um, just because, you know, it just pretty much logs everything. You know, I I probably could use KV Core. That's for free. I probably could. Um, but I'm just used to that. Um, as far as, you know, tools, I use Mo I like I love Mojo. Okay. Mojo you could do neighborhood. That's where I do all my circle prospecting. You can see the expireds. Um, and it syncs with follow-up boss. So, so that's a great thing. Um, as far as warm calling, um, the first thing you need to I do, you have to do, and I made a mistake the first time I started mailing to 2,700 people here. And I do not wait for, you know, some people say they'll look five years and up or three years and up, but guess what? I'm getting people that are calling me and they've only moved in a year ago. And you're missing a huge market if you're like, only give it to me. So the way I do it, there's no time frame. I don't care because life happens. Life happens to everybody. They get a divorce, they get relocated. This is, you know, big military community, too. They get deployed. And I also look for price points. So when I'm doing the mailers, I tell my guys, don't give me anything under 700,000, you know, or you could say 650. So now you went from 2,700 people. And first I was saying, ah, this isn't working. As soon as I stopped it, you know, and that was after 14 months, my phone started ringing. I'm like, "Oh what did I do?" So, I made them reinstate it. But wait, we upped the price because honestly, I only have so much bandwidth. And you know, I've decided not to build the large team. I can't find one good person who really wants to go all in and just like work like me. Why am you know, they take off birthdays, they take off baby showers. I don't, you know, I will take off time for my grandkids. So, I'm designing my life. I do take off the whole month of July because that's a non-negotiable. I mean, last year I went to India for a month. So, I do do that, you know, I'll I'll take time for life. Um, but at the end of the day, I just set the expectations with my sellers, you know, I'm like, "Hey, by the way, I don't work the whole month of July. Nobody comes here anyway. You might as well take off, too." Right? That's what I tell them. But, so warm calling, identify a neighbor and don't go more than 400 people. Even if you do 200 people, right? because you could afford that. And then you find a lender and just say, you know what, maybe I I haven't sold a whole lot right now, but I'm going to kick ass and you're going to want to work with me. And you know, I I can't promise you anything, but that I'm going to put in the work. Now, if you're a lazy realtor and you just want to send out, you know, a bunch of, you know, pretty pictures. I don't send out, you know, anything but a professional head shot. If you if that's what it's about, don't bother because people don't really want to see you. They just want to see what's happening in their neighborhood. So, identify one neighborhood because I'll tell you what, when they see two signs, it's like they see 10. Okay? If they see three signs, it's like they see 30. They're like, "Oh my god, I see you everywhere." Now, if you were doing the regular expired calling, you got one in this city, one in that city, you know, and then showings is a pain in the neck. And I personally do all my own showings, too, because, you know, at the end of the day, I'm there to sell, right? We're a broker or a realtor. We're salespeople. We're selling the experience. And you know, my my big the big aha here has been every agent that is showing my property um not every I will say 70% of agents don't know about the area, right? Because they will just take a buyer here there where they let the buyer dictate. You know, if the buyer gives them 10 homes instead of saying ah you know what let's look at these four. you don't, you know, we can't do steering or whatever that's called red lining. I'm also studying for my broker's license here. So, I'm like, what is that? But at the end of the day, you need to have control of your client. And when I say that, you need to be aware. You have to be the professional. You need to understand. We take such an intake form and try to understand. I mean, how many times have you shown a buyer and you show up and they go, "We don't want to go in." They do that. Well, what do you mean you don't want to go in? Uh well, we didn't we didn't know there was a lift station next door. So, do your homework. So, find that area. Become a listing agent. Do not become a buyer agent. Now, of course, I do buyers if my list if my listing my sellers are going to move up or move down. Of course, I'm going to help them, right? But I don't have to show them every They know I do open houses. I do four open houses every single weekend. Like Mike uses the weekends and he does all all of his, you know, uh, you know, media and he's recording. I am out there and everybody sees me. they see my signs everywhere because I don't care if it's I mean I will put signs everywhere and people like oh my god you so this is what we were at a neighborhood gathering and somebody came up to me and said you know Gail my husband said Satan works hard but Gail DeMarco works harder so I'm like what I don't like to be in the same word as Satan but at the end of the day am I going to do this forever no would I be doing this in California No, because I already made a brand. I already created the number one production office at EXP in California. Now I'm going to do it here. You know, I just opened up a I'm opening up a branch office. I'm in the process of opening a branch office here in Ponta Vidra. And I'm going to, you know, keep doing it until and then, you know, I have three other agents do open houses for me um until the phone starts ringing because it really takes about five years for it all to kick in. And then it's not like you just, you know, set it and forget it. This is not that business. Um, and I'm I'm not one of those people that do a lot of drips because I hate them. I hate when they come to me. I rather have the person call me, you know? I I'm so against that because I block everybody. It's like, ah, this is so freaking annoying. So sometimes I will send out like a bomb bomb video and I'll just say, you know, hey, please, please, please don't delete. you know, and I always send Bon Bon videos for my reviews. Like, I've been getting some really nice reviews here because that's really the name of the game, right? To build your brand, get a ton of Google reviews. Um, and get referrals, right? Because if you are spending money on Zillow, you're never going to brand your name. You know, you're never really going to I mean, you will get repeat business, but the market has changed. Like I said, I've never ever double-ended a deal because I was always against it until the law changed. But now the buyers come and they always go, "I don't have an agent. This just happened." And I go, "You don't have a brother, a mother, a father, a sister. You're like a unicorn." I'm like, "Oh my god." You know, and I you know, so that that's a whole another story. But I'm excited, Mike. So so excited, you know, just working with you over the last year, working, you know, now working with Josh. I mean, just all the things that we get to offer other agents and I'm learning from you guys. I mean, I'm I'm hitching my wagon to your train. So, it's been uh you know, that that's why I'm so excited to wake up in the morning now. Yeah. No, I I am too. It's it's it's really exciting. And you know, we'll we'll kind of unpack that in a second because I think, you know, we're going to be on this mission to change some of the, you know, unfortunate statistics that end up in this industry. But, you know, I just want to hammer home quickly before we dive into that that script. And and because I know people, you know, will want to know Yeah. What what what should people start with when they start prospecting? So, if if you think you could do it by yourself, you can't. I mean, you can learn it on YouTube, you know, like I love Brandon Merlain's channel, Jackie Kravitz. Um, get a roleplay partner, right? I mean, Michelle Wilson puts on a phenomenal role play group. You could pay, I think it's $100 a month or something. So, have an accountability partner. If you don't have the money, do it for free. I mean, honestly, I role play with my mother and my husband. I'm like, ring ring. He's like, "Go away." Right? You know, or he'll be But, you know, I do role play like with family members or something like that. And role playing for me, it's not a game, right? It's usually from 7:30 in the morning to 8:00. You've got to feel comfortable because I never want to feel scripted. So, when you're calling, you know, I would just say, um, now this is because I'm doing warm calling because I'm doing these mailers, right? It'll be like this. Ring ring. Hello. Mike. Uh, yeah. Mike Gail DeMarco. Um, I'm I'm giving you a quick call because you know you registered. Um, no, actually I say something different. This really worked good now. So, I used to say I'm giving you a quick call because you registered my website. Right now I just say um, ring ring. Hello. Hi Mike. It's Gail DeMarco. Hey Gail. Hey. Thanks for your email. I'm just responding to your email real quick and just curious um you know you you wanted to know the value of your house. I have three quick questions before I dive deep in and prepare that um current market analysis for you. Do you have a minute? Uh yeah, couple minutes. All right, great. So, u my first question is, have you done any remodels since you purchased the house? Uh no, unfortunately not. Okay. And no problem. Uh a lot of people like a clean slate. And what about the uh have you put any solar on? Do you own solar or is that something you've been thinking about? Oh, good. You know, especially with the winds here, it's crazy. You know, the life of the roofs here is what, 15 years now? And my other question is, do you have a pool? Uh, yeah, I do. Oh, that's great. Um, all right. Well, let me um ask you one more question. Is there a particular reason that you're looking for the value of your home? Uh, I just like to stay on top of the market. Oh, good. And where'd you move from? Calgary. Oh my god, the accent is so cool. You know, I actually used to babysit, you know, about 70 years ago for a family from Calgary. Uh, they were so nice. Uh, how long have you been here? Uh, three years. Three years. What brought you here? So, then I'll just start engaging and I'll tell you, the other day I called this guy and he's like, "No, I didn't get your mailer." And I'm like, "Okay." And I'll tell you what, I go I go, "Wow." I said, "Um, well, I really apologize." He goes, "And I'm not selling my house." And it was a really, it's like a $3 million home. And I go, "No, I don't blame you." I said, "That's a phenomenal house. I wouldn't sell that house either. As a matter of fact, if you have an extra room, I'll move right in with you." And so, we just started talking, right? And then he just he shared with me. He goes, "Well, you know, yesterday was a bad day." And I go, "Oh my gosh." I said, "What happened?" He goes, "Well, we were at the funeral. those 67 athletes that went down on the airplane. That was my daughter's best friend. And I mean, this was a guy that yelled at me in the beginning. And I'm like, "Oh my god." I go, I go, "Anthony, I am so sorry." He goes, "Yeah." He goes, "It was really tough because you know, my son actually died in a car accident when he was 17 and just being there just brought back." I said, I said, "You know what? I would hug you right through this phone." So, I just, you know, we just kind of like built that. So, I'm calling them. that they're, you know, if they're irritated at me or whatever, there's a reason, right? You know, number one, I'm not sounding like, you know, the the regular virtual assistants. And nothing against the Filipinos cuz I'm Filipino, right? But when you get those phone calls and it's like, uh, you hear the boiler room and all that kind of stuff, really be attentive. Do not be in a noisy place or Starbucks. That is like the worst thing. You're calling from Starbucks. People are there's noise in the background. People want to know, you know, you actually care because even though it's a home value lead, what am I looking for? I'm looking for the pain because there people I'm too busy to look at my home value, right? If if I found out my husband, you know, was having an affair and wanted to leave me or, you know, something or was embezzling money or something, you know, and had to leave. We had to go on the witness protection program. You you never know, right? So that's you. I can't even tell you the worst thing about working with the over 55. Oh my god. Every time there's an ambulance, somebody will call me, Gail, there was an ambulance on 278 Panella. I go, what? I go, oh my god, that's terrible. But everybody wants to tell you about if you heard some of these conversations about their hip and like this other lady, she goes, I just had a biopsy and my boob is killing me. I mean, like the craziest stuff you have to hear about their body pains, right? But guess what? I just kind of listen to it and I have to be this is these are the people I chose to serve. You know, do I find it gross sometimes? But there's nothing grosser than one than what I deal with. But at the end of the day, they're all people that need your services. And you have to empath, you have to be, you know, empathetic towards their situation. You know, I've got a couple of crazies, but guess what? When people ask me, you know, what do you do for a living? I go I basically I don't even know. I'll just say what I say. I kiss people's asses and I get paid a lot of money. I said so I listen. I don't like say I'm a therapist, you know, I'm an adviser. No, I'm an ass kisser, right? And I will do whatever. But when it comes to telling them the value of their home, I don't do that. I am like the grim reaper, right? So I always say, is that front door unlocked? Because when we talk about this, I may have to run out of here if you, you know, don't agree with the price. So, there's a time to be really agreeable because, you know, you have to compliment and compliment, you know, you don't go in and I I do win a lot of listings just because, you know, I realize that what I like is not what they like. I don't go, you got to rip out this carpeting. I will say that once they hire me, but you know when you the scripts, the scripts are being yourself. It's really just being authentic. People can feel You know what I mean? They can feel if you're trying to sell them and if you're scripting. So, you know, if I you know, if what I tell you makes total sense, you know, are you when are you planning on hiring the right agent? That doesn't work in this market anymore. You know, that's a you know, like fair script, you know, sign the contract, sign the contract. I do reverse selling and I'm like, you know what? I I don't like to use that line, well, you know, we may not be a good fit. I just say, hey, you know, if I feel like we can be a good team and we can bring 5050. I said, because I'm going to need you and your wife all in all in, right? Because it takes an army to sell a house in this market. So, you know, I have my I have my general. I've got my lieutenant colonel. I said, I've got, you know, all of my soldiers ready to go, but we have to be in agreement, you know, we have to all be on the same page and and people like to hear that, you know, and they can hear it through the phone. Like my only objection on the phone is to disqualify them, right? So, if they're not because I cannot my time's priceless. I have my Medicare card, right? So, you know, it's like I'm older than your mother. You know, it's really important that whoever I spend time with that I can serve them at the highest level and I can have fun. If I can't have fun and they're going to be make me miserable, um, I just would rather pass. And when you go in there and you don't have commission breath, and I will tell you, I'm a little bit different. I don't always bring a listing agreement with me. I really don't, you know, but I do bring my laptop and if they do want to sign and I never ever take anything less than 3%. You know, that's like I will not negotiate, you know, we have that sheet at EXP, every commission is negotiable and the other day the same person said, "How did you do this?" Said, "Well, you is your commission negotiable?" I'm like, "Absolutely not. No way." I said, 'You know, there's no possible way I can market your home and service you in the way that I'm used to if I have to give you a discount because you it'll cost you. So, and they understand, you know, when you go in with that kind of confidence, but you know, for circle prospecting, um, if you're not doing home value leads, it would just be like this. Ring, ring. Hello. Hi, Mike. Hi. Yeah, Mike Gail Marco. Uh, I'm your neighbor and I just wanted to like if I'm your neighbor, right? Um, and just curious, uh, have you, let's pretend I'm not your neighbor, right? Because most people don't prospect the neighborhood they live in. Okay, ring ring. Uh, hello. Hi, Mike. It's Gail DeMarco. Uh the reason I'm calling you is because uh 123 Panelis Way just went pending and unfortunately um my buyer waited too long, dragged their feet and really really only wants this neighborhood or this street and you know they're kind of upset because you know they had their heart set on it but by the time they got their pre-approval and everything but I promise you they are good to go. So have you thought about selling your home? because I told him I would call every single person in the neighborhood. I mean, I guess it depends on the price. Well, what's the price that would make you move? Uh, I'll have to talk to my wife about it. How about a million dollars? I mean, sounds you paid 500 for it and it's probably worth 600. If I could bring you a million dollars, would you move? Of course. All right. Awesome. So, you know, I'll just say something completely outlandish and make them laugh or something like that. So, if they bought if they bought a home like a year ago, um, you know, so a lot of times I'll do around just, you know, things that just went pending. I'll say, you know, ring ring. Hello. Hey, Mike. It's Gail DeMarco. Um, I'm I'm calling you. You know, I'm a real estate agent here and you've probably seen, you know, my listing. You know, it's like four doors down from you. Well, it just closed and I had a backup buyer and I always do have people that come in and go, I would have bought this if I had this or that. So, I'm not completely telling a fib. You know, I do have a ton of buyers that come in and I keep their names. Um, so I said, you know, I have a buyer that really, really wants this neighborhood and um, I promise them I call everybody in the neighborhood. Have you thought about moving? Now, just say no. No. Do you have any neighbors you'd like to get rid of? Hell yeah. Okay. So, if I can get rid of your neighbor, would it be the one on your left or your right? So, then I'll just kind of like if they don't want to move, who do you want to get rid of? And honestly, I was teaching this one guy, Trent, and he's an EXP. Um he's in California. He was like, "Oh, you know, it's going to be so hard." Well, think about this, Mike. So, the the very second call I got the listing appointment and they said, "If you could," and I use that line. They said, "We hate our neighbor. their teenage kid rides up and down the street. You know, they then they tell me they probably can't sell for another three months because they only bought it two. They've been counting the months. They've only bought it two years ago. And I said, "Well, if I can't get them to move, would you want to move?" And they were just so, you know, and he's like, "I can't believe how easy it is. I mean, look at the one even though it just fell out, you know, even if I sold it for 2.5, right? That's a $75,000 commission. Is that worth picking up a phone call? I mean, are they going to bite you? They don't have a bat in their hand. They can't beat you up. They could hang up in you, right? So, what? Go to the next. Normally, if somebody hangs up in me, I call him right back and I go, "Ring, ring." Hello. Hey, Mike. It's Gail. Uh, sorry. Uh, I'm actually your neighbor. The only reason I was calling you is because my son told me that somebody's garage door was open. I wanted to make sure it wasn't yours. Oh, I mean, let me go check. So then they usually apologize to me. So that's what I'll call right back and I am so sorry. I'm at work. My son said one of the neighbors houses was open and I just want to make sure it wasn't yours. Oh, how'd you get my number? I just looked it up because I care about my neighbors and I just leave it on a good note because I don't want anyone reporting me to do not call. You just never know, you know. And enough a day at the at the end of the day, it's really just about when you're circle calling, most people want to know what did it sell for. Well, what? No, that house was on the market for a long time. So, know you better know what it sold for or price per square foot or how many homes are for sale right now or, you know, know some data. do a little bit of homework, but don't if you're calling a Mojo and you're buying expireds or Vulcan, you know, or whatever. I mean, Mojo is 200 bucks a month. So, and that's with Skip Tracer, so you can look up people's names. That's with the expired and neighborhood search. So, and I only use a single dialer right now because you can get in less trouble with a single dialer. Um, but at the end of the day, it's it's it's one of those things where you can make money in this market no matter where your business is at. If you're a brand new agent, if you're a seasoned agent, if you're an agent like me that's got to take care of her mother who's 89 years old, um, it's it is so easy to do. All it is is taking it's a commitment and it's saying, "I am going to do this no matter what. Right? And you know, I mean, sometimes you just don't feel like doing it. You don't feel like going to the gym. You don't feel like calling. But if you have an accountability partner, and if you want me to be your accountability partner, you know, I'm happy to do that. Um, 100%. you know, well, and you know, I'd love to kind of talk about that to to kind of pull this together because, you know, obviously you've been on a bit of a journey over the last, you know, 6 months and and you were at EXP, you went to a different brokerage and, you know, but then you've come back and I know that there's, you know, a lot of people that are looking to have that support and I find, you know, somehow people seem to understand that you're a product of your environment and you're the average of the five people you surround yourself with, but people aren't surrounding themselves with people that actually want to help, that have a vested interest in helping them and that will actually share their best strategies instead of hoarding it. And so, you know, I'd love for you to talk about, you know, you know, why you came back to EXP, but also what can people expect when deciding to to partner with with you? Well, you know what? Um, I did have a moment of insanity. I was in a dark place, Mike. I really was and you know uh it and the other company was great. Um but I mean had nothing but great things to say about it. I just did not feel like it I didn't have the community, you know, and you and I have been friends, you know, I don't know, a couple years. I went there um and I I knew immediately. Okay. I knew immediately that I had made a big mistake, you know, not for anything. I I moved for all the wrong reasons, right? Because think about this. I had a pretty decentsiz organization, right? I walked away from six figures a year because money is never going to motivate me to stay. Like people go, "Well, you can't go. You have golden handcuffs." I'm like, "I can make money anywhere I go." and I can make twice as much money. Um, of course, money motivates me. We all like things, right? It's like, um, we all like to do things for other people. It's not just about, you know, having a million dollars or buying a Lambo or, um, a Range Rover or whatever we want to drive, you know, or big houses. It's really about I mean I think you are a lot like me where you like to be able to bless other people and do things for them that can't do for themselves, right? And I'll tell you what, I did not sleep good the entire time. I mean, I really really did not sleep good at all that when I came back to EXP, um I had my first good night's sleep and I was like, "Oh my gosh." And really the reason I came back is because of people like you. I mean honestly, you know, it's like I want to collaborate with you. I want to be around. I mean, I didn't have that there, right? I mean, I was the only agent in the whole area. There was no other agent in Northeast Florida except for me. And I was like, why don't you know what? I just realized how great what a great company EXP was and the support we had and the systems and you know our luxury department is was just unbelievable. And then you and I talked you know a couple times and you know I I really loved what Josh brings to the table. You and I just got to give a shout out Suman Kim. He is like my favorite guy. I just love him. Love him. Love him because he came out you know from California kind of the same time. Um, I was thinking about it and I purchased my house about two years later. But I've always watched him and he's just like a no frrills, you know, real no BS. Here's how I do it. He has the same work ethic that I that you have that I hope I have and he executes. So, I needed to be around people that are doing it and doing it on a high level and that want to inspire other people. I love coaching. I love, you know, taking somebody who was con is a little confused and thinks that they paid $26,000 to become an Instagram, you know, uh recogni I I've never sold anything on Instagram, right? Or and may and a lot of people have, but God bless them. Or they'll spend $12,000. They tell me how broke they are and they'll they were like, "Oh, we just spent 12,000 on this program." Like, what? Do you realize if you just do what we show you to do, you'd have that $12,000 in your in your pocket right now and you wouldn't be calling me right now because you're so broke, you know? And the reason I came back to EXP honestly was because I wanted to surround myself with you and uh you inspired me. You had a lot of good talks with me and I think we can crush it together. Um and you're everything I'm not and that's what you want, right? So, I I'm just learning the, you know, the whole YouTube thing, but I've been actually doing it. I've been putting out consistent content. So, I like my dad used to always say, and I used to think it was crazy, and then I heard some I don't know if it was John Maxwell, you know, the the most expensive thing you could have is a closed mind, you know, and I was like, what does that mean? Um, and I was always like, I don't I'm not going to do YouTube. I hate the camera. I was a photographer for 25 years. I like to be behind the camera. No, I like to be doing this. I don't want to be like that. I'm like, "Oh my gosh, are my wrinkles showing?" You know, we're we're all, you know, vain, right? Where do I look fat? Do I look old? I am old, so who the hell? I don't care. You know, it's I've never lied about my age or my weight. Well, today I did lie about my weight. So, but at the end of the day, um I am so so so excited about this journey. I'm excited about 2025. I think it's going to be a game changer because it was a good good wakeup call because I finally, not finally, I had to do what I was coaching my students to do, right? And say, "Okay, I'm not going to sit here because you and I cannot be mediocre, right? We don't like to just do it. We want to go all in." You know, I don't care. I remember my first paddle board race that was actually Don Donner Lake and I was the last person the last freaking person right and there was a woman you know in California we have a lot of Simone culture so strong women like really strong with the dog and she beat me with a dog well I came back um two years later and I won that race right and so and it's just implementing and practicing the technique techique and learning and it's not like, oh, I suck at this. I don't want to do this anymore. It's like, okay, I guess I need a carbon fiber board. Well, the it's like saying, I want to be a better cook. I'm going to buy better pans. You know, it that that doesn't make you a good cook. So, it's the technique and it's being around masters. You guys are the masters, right? And when I was with the other brokerage, I kind of felt like I was on an island and I had nobody to really like inspire me to be more. And people might think, well, you've already done it. Well, no. There's so much more I want to do. There's so much more. People like, when are you going to retire? Why would I retire? Why would I do that? You know, maybe I'll morph into a different position or something, but I don't want to sit there and play bingo. You know what I mean? I'm not going to watch with I'm not going to go sit and play bridge and marjon and oh hell no I want to still climb mountains and I want to surf and I want to you know just have a lot of fun and bless a lot of people. So, it's just this company is just been such a launch pad, such a launch pad for so many different agents, you know, and I want anybody who's watching, anybody who's watching this, why not you? Why not you, right? You just need to partner with the right people that believe in you, that actually have done it, that are doing it, and that, you know, can guide you back on course. I I just tell people, I'm kind of like your sherpa, right? I'm not going to do it for you, but just pretend we're going up to Mount Everest. I've done I've gone up there hundreds of times, right? And I'm going to keep you safe. I'm going to keep you ch, you know, I'm going to keep you on course, right? Because if you have a goal and you really really feel it in your heart, you got to feel it in your heart. You got to wake up and feel that fire in your belly. You've got to want it with your heart. And your mind has got to be so freaking focused that nothing nothing is going to take you off path, right? And when you do feel off path, you can pick pick up the phone, call me, call Mike, you know, call Josh, call anybody that you know, the people that are surrounding you. Call don't call your mother because she'll just tell you I told you so. My mother. But yeah, I am very very grateful. First of all, you just just so grateful and it's just nice to feel that um there's such a great community. Just such a great great community and people love you, you know. I mean, you and I say it, "Hey, I love you, Mike." Or, "I love you, Gail." And um you know, and we laugh together and we grow together and it's not just all about me. We make it all about you and that's I think really the difference 100%. And you know I think that's where you know between you me and Josh like we're we're on this mission to you know make sure that anybody that reaches out to us don't become part of those statistics. Like it breaks my heart when 71% are closing deals when that doesn't have to be the case. That's a choice. You're choosing to surround yourself with those people. you're choosing to not follow a proven path and a blueprint that works every time if you just do the work. And so guys, again, you know, Gail, first I just wanted to say a massive thank you for sharing all of that insight and and the examples. And again, you know, guys, make sure you click that link in the description, book a conversation with Gail. you know, I'd love for us to be able to chat and and, you know, walk you through how we can change your business and how we can make sure that this is your breakthrough year and the one that, you know, you're able to look back on years to come realizing that this was the catalyst to, you know, not just changing your business, but also changing your life. And so, Gail, again, thank you so much for sharing everything. Oh, love you, Mike. Thank you. I love you, too, guys. Book that call. Make this your year year for change. But you have to commit. You have to take action and you have to make a decision of whether or not you're all in or if you're just planning to participate. So, book that conversation, take massive action, and hopefully we get to welcome you into our record-breaking