Today on the Listing Agent Lifestyle podcast I'm calling in from Amsterdam, and we're going to listen to the second in our series of 10 Money Getting Ideas for your real estate business.
We're going to be talking about something that can have an immediate impact on your business. Something that doesn't take that much work... Thinking Bigger.
There's a lot of magic in those words, and you're going to enjoy this episode.
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Transcript: Listing Agent Lifestyle Ep081
Dean: Hey, Tom Cook.
Tom: Well, it's interesting because I'm starting up a new business. My leading-up-to-retirement business in Peterborough .
Dean: It's exciting, isn't it?
Tom: It is.
Dean: You get reinvigorated, right?
Tom: Yeah, so it's brand new. I know a few people in Peterborough but nobody buying or selling houses, and nobody knows me whatsoever. So, it's like I was 33 years ago when I moved to Toronto and started in real estate there.
Dean: Like a fresh start?
Tom: Yeah, exactly. But I have somewhat of a knowledge from you.
Dean: Yeah, you do.
Tom: So, it's just started no systems. The plan was another team who had four buyer agents, so I set up all the sites with the intention of giving some leads to Sally plus feed those four buyer agents. That's worked out very well except the partnership didn't go through, so now I'm on my own, and now I've got people approaching me to start a team up there. So, we switched all those leads over.
Dean: Once you think you got out, they just suck you right back in.
Tom: They did. Damn it. So, it's been interesting setting up the main site, setting up buy-early generation, the tour poems, all the other things.
Dean: Often, I look at, like you notice when we do our Project Cyrus program now, like the way that we bring people into money-making websites. I know specifically what we're looking for, people who have been in real estate for at least one to two years, who personally work with sellers, who are friendly and cooperative, and have time to work with new people and because I've set those things up that I've seen that that's where we can have the biggest impact is people who take this and grow their business with these tools.
Well, Joe, I mean, you're a perfect example of that, right? Chuck Charlton is the prototype of that move to a market where he knew nobody, started with the getting listings program, added the money-making website and has built their whole business around that foundation. I've seen that happen again and again, but I've also seen enough to know that our difficult thing is plugging into people who are already running successful busy businesses that may not be optimized. They've got business, and they may have buyer agents.
I find that it doesn't become a priority, or it's just another thing that it often gets delegated to somebody else, or it doesn't get fully implemented.
Tom: Or they don't see the value in it.
Dean: Right, or they put their stamp on it, or I mean integrate something into their already existing system. So, it's a different thing. Yeah, but you look at it as, "So I know who our ideal is after 12, 13 years of doing this now, so everything we do is like that." We got all our ideal prospect exactly and to see that the big thing for them is to get them to think big. I mean, it was really interesting. I'm going to ask you guys the same question before I tell this story, but I want you to think about if you could imagine what the ideal business would look like for you, for your volume level or whatever.
What would be your aspiration for how much dollar volume, how much money would your ideal business would you like it to make?
Zach: Just in gross?
Dean: Yeah, just gross revenue, yeah. What would you say? Let's go with the mics too because I want to get all of this. Can you guys? Oh, you want to talk? Okay, Zach.
Zach: I thought you asked me.
Dean: Why not? Yeah, I'd love to.
Zach: Well, I'd like to get mine back up to a million dollars in commissions.
Dean: Yeah, and you've been there, and you know what the path was to get there. Now, a little bit different path. Maybe stuff that you've learned.
Zach: It's like a crash course.
Dean: When you first started in real estate, when did you first get the thought that you could do a million dollars? I mean, what was-
Zach: I'm not even sure.
Dean: Did you come into that then? I mean, I felt like, personally, when I started in real estate, I was 21 years old. I remember thinking, "If I can make $100,000, I'd have it made.
Zach: Right. Well, my first year, I made 7,000, but I doubled it every year for seven consecutive years. So, I mean, when you start doubling that, it really takes off.
Dean: Yeah, so as you started progressing, your vista changed, and it's interesting how that you were saying how you doubled that. When you get to a new plateau, it's like the vista changes. You can see double. For most people, that's probably what it is. I read something about in people, in their budgets, or in the amount of money that most people's lives would be completely different if they could make 50% more money that they basically live lives that they could comfortably live their life that they're currently living on 50% more money, with the stress away from living at 120% of what they're making right now.
I thought that was interesting, but we often have our present circumstances project what our aspiration is for the future. So, you've been there to a million. I love Gary Keller's idea that in The Millionaire Real Estate Agent of that progression of think a million is the first step where you've got to conceive that it's even possible and then earn a million where it's you get past a million dollars gross revenue and then net a million dollars and then receive a million dollars where you've got a passive income source of a million dollars, and that's an interesting progression. Okay. Do you want to go, John?
John: Sure. Over the last year to become more of a rainmaker, a lead generator, and to figure out how to hand leads off and receive a referral from it. It's like any of us that have generated can generate a bunch of business. It's the execution of the whoever you give the lead to and getting it converted, which is really the hardest thing, and it's real frustrating. All of us wish we could clone five or six of ourselves.
My business model now is to help the agents that I recruit. We've got a revenue share somewhat like Keller Williams', but a little stronger, and help the agents that I bring on board to become successful, and that's why now I'm willing to share these things with people that I've never been willing to share before. Where I see these systems working is the more passive. You can put it on autopilot as long as you hit the high spots, as long as you run the system.
So, my goal is to have websites in four or five different states, and all I have to be is licensed. I can work in any state as long as I have my license there, and that just dawned on me about three months ago that I could do that, and I've always admired your lifestyle.
Dean: I had a dream.
John: You had a dream at 21 years old.
Dean: Yeah, that's right.
John: See, I didn't have that dream at 21 years old.
Dean: Right.
John: So my goal now is to get really good at running this system this year again and then duplicate that system in several different places because I know that I can go with your system, and I can have a sale in 90 to 120 days anywhere I go. It's taken me a lot of money. I didn't make a million a year. I've made almost half a million, and 80% of it was off your website. But somehow, I figured out how to spend that. That's quite a lot of money.
Dean: That's funny.
John: Not been real good at keeping it, but my goal is within two years to produce 50 million in sales off these websites, and I think I can do that because from a dead stop, I did six million this last year in sales.
Dean: That's great.
John: I actually tried to get out of real estate for about two years when the short sales came on board and everything, but there's no place I can make two or $300,000 a year besides real estate.
Dean: Yeah, exactly. In real estate, I mean, It's such a great business because marketing really does work in the business. It's marketing affected. You can apply really good marketing and make a difference in the amount of money that you make, and there is pretty high commission rates. I mean pretty high volume.
John: Yeah, so the neat thing I'm finding out about Peterborough is very few people know anything about technology up there. So, I can create a lot of possibilities. Toronto is great because it's nice and big, but it's as we've discussed almost, it's too big. It's nice that it's a smaller compact area. I'm just going to work in the in the town of Peterborough because I went out on office tours with the agents on Tuesday and Wednesday, and I'm totally impressed with everything that they know because I know nothing. But it'll just take a bit of time, but I'm also thinking that I've got the site set up for Peterborough, but I don't want to go to Bancroft or Lindsay.
I don't want to go over there or Rice Lake, which is another location. So, I could do sites for all those and feed other agents and take a percentage of their business.
Dean: There you go. Now, you're thinking like a mogul.
John: Yeah, I like that.
Dean: That's what I'm talking about. So that whole thing though It's really about you taking it, and you've got this module, and you're duplicating exactly what you did in Toronto except in Toronto, you were able to add zero to everything. I mean, we talked about that before like in lots of cases. People were able to spend $600 a month on AdWords and make $100,000 a year, and in Toronto, Tom was able to spend $6,000 a month and generate a million dollars a year from the website. Same system, same exact scalability. It's just the numbers. Just adding the ability to add a zero. So, that's fantastic. I like that. Let's go over on this side somewhere here. Okay.
Zach: Mine is more of a problem with scarcity and has been for a number of years. I have the Orlando market practically to myself as far as your system goes. So, I ought to be just killing it, but I haven't had enough extra to cover almost any expenses. It's incredibly frustrating. So, not having any money to put into the AdWords, I get the expected return, which is virtually nothing. So, I'm starting from practical scratch as if I was retiring, so that's my learning experience. I've got a great system. Your system is awesome, and I've fed myself via your getting-buyers program for a couple years. I'm limping.
Dean: Right. Using the Craigslist ads and doing the things that-
Zach: Well, I got locked out of Craigslist some years ago. They caught on to me their version of spamming, I guess. I would post three times a day like I'm supposed to, but they found out and put my accounts on hold, and they've been on hold for a year and a half.
Tom: I can help you with that.
Zach: I'll talk to you outside. I mean, I found a place called odesk.com, and I can pay somebody in Indonesia five or 30 or 50 bucks, and they'll post it for me in their computers. I just haven't gone to that step yet because all of my business is $50,000 rathole condos for investors, and I can sell enough of them, but I make enough.
Dean: We were joking, and that's the thing about Winter Haven is it's the same thing. It's low price. I was telling Tom that the girls sold a house for 30,000, and Tom was saying, "Well, I just saw a parking spot listed for $30,000-70,000."
Zach: That's right.
Dean: "$70,000 for a parking spot." In Toronto-
Dan: No, we're talking D.C. first.
Dean: Yeah, in Toronto, an extra parking spot is more than the average house price in Winter Haven, and that's fascinating when you start getting into that kind of stuff. You look at these numbers, like I didn't add up the gross numbers, but I mean you look at on 73 transactions is not anywhere near what it would be in Toronto. I mean, you can imagine what 73 transactions would be revenue-wise in-the microphone. Definitely going to talk about that. Okay, let's talk about aspirations. Tell a little bit about your background. How long you been in real estate and all that?
Zach: I've been in real estate, like this makes about 13 years. Initially, I got started in commercial real estate because my drive is or my focus has always really been into the investment side. Then in Myrtle Beach, of course, like in a lot of places, the condo market took off into building houses at about, I guess, '04. I really enjoyed that. I liked the idea going out and seeing a vacant piece of land and turn into something that'll be there forever, and did really well with that. Of course, it took us a couple years to build it up.
Then of course in cahoots. Well, then I was also buying and selling houses, fixing them up or building them from scratch and did pretty well with that. Then of course the carpet got taken out from under me on that business. I persisted in the investment side to basically almost broke myself doing that. I stepped back. I guess it was about last or a year ago, December or so. Really thinking things over because I never really had a drive to do residential real estate, but I think it was because I really didn't understand how to truly generate business.
I started doing a lot of studying and marketing way before I ever found this. I started reading Dan Kennedy's stuff and several other people and then stumbled on onto your stuff and started looking over and said, "I understand it." I would have never understood it had I not been doing the study of the marketing before. So, I basically started from a stance of really about zero.
Dean: Right, so essentially, new as a residential real estate agent. Right.
Zach: Well, I've got a lot of residential experience because I was selling condos and building houses, so it's not like I started from scratch. But as far as focusing on that is making money. I mean, I didn't do a sale in 2011. So, I've basically started from zero, beginning last year, and that's where I've been investing. I basically turn around, invested any of the commissions I made right back.
Dean: AdWords.
Zach: AdWords, and right.
Dean: What's your goal? What would be ideal for you? If you could see the vision of where you're headed, what do you see as that?
Zach: Well, and that changes a little bit. The best year I made was about a quarter million dollars. But eventually where I would like to see this as a similar kind of thing where I can generate the leads and feed those to buyer agents, I've also incorporated the listing side of things. But I guess my goal for this year, I think, is stabilization, and if I could get to where I was generating 10,000 consistently a month, that would give me the platform where then I can move things forward. I mean, I've got bigger aspirations, but I've got to get some stability.
Dean: Yeah, and part of it, that's the thing is really you can often see as far as the visible horizon. But as long as you know that you're headed in that bigger direction, that sometimes draws you even quicker. I don't think that Chuck could have imagined when he first started. When he first moved to Milton, he didn't know anybody in 2006 that he'd go from zero to over 800,000 in that five-year period, but he's got big visions now. He's got big dreams.
Sometimes what happens is there are limiting beliefs that come up around money when you start thinking about things. If you start thinking about, "Well, if I were to 10 times my business, well, that's too much work. I'd have to work too hard. I don't want to work that hard," or I'd have to hire a bunch of people. My expenses would be really high on that. So it's very interesting that we reach this level sometimes where it's perpetuating at the same level of business for perpetuity, and there's nothing wrong with that. It's being crystal clear on knowing what your objective is, knowing that that's what your goal is. You look like you're really in agreement with that.
Tom: Okay, I have no desire to make that much money because that sounds like way too much work. So, my goal is I would like to consistently be able to make two to 250 a year. That's gross, and that's plenty for me to live on. I'd be perfectly happy with that much money without all the peaks and valleys. So that's my ultimate goal, to have a more consistent business where I know that every year it's a given 200 to 250 is going to be my gross, and I'm not going to have the peaks and valleys. I'm not going to have those down months.
Dean: Like every year, yeah.
Tom: That is my ultimate goal for how I want my business to be. I'm getting older. I don't want-
Dean: I like that. How many people does that resonate with? Where does that that you fall into that you'd like to have that level, of some level, whatever that level is for you and just consistently have that that you're not looking to build an empire.
Tom: Yeah, if I could make that much money, and last year, I made that much money, but I did 43 deals all on my own. I don't want to work that hard. I want to make that much money and do 20-some deals, and that'll be perfectly fine for me, so that's my goal. If I could less deals, more money consistent.
Dean: That's perfect. So, knowing that, like I think that's where I'm going with this is having this crystal-clear vision of where it is that you want to head. Joe was talking about the lifestyle, like that's always been the most important thing for me, so I have this list of parameters that I guide everything by that it starts out with, "I know I'm being successful when... “I have this whole this whole list that I know I'm being successful when I can wake up every day and ask, "What would I like to do today?" That would be the ideal for me.
When my passive revenue exceeds my lifestyle needs. That's a great place to come from when I can live anywhere in the world I choose and when I'm working on projects I'm excited about and doing my very best work. So, these the things are expressed in a way that they're describing a present tense situation. I know I'm being successful. It's not setting these goals and aspirations that are often the distance that I'm striving towards.
Yeah, I will be successful when I make a million dollars because you're always setting yourself up for that, and part of the thinking behind that, to really understand what it is for you is to understand what success means personally for you. So often, we think about it aspirationally, like what in the future. Some other condition is when I reach this destination, I'll be happy, and often, as you move forward, that horizon continually, you can see further and further, and nobody's ever telling you to stop unless you take the time to push the accelerator pedal, go up there, and envision what you want that to be like because the only way and time frame that you can experience success is in the present, and that's where you feel on being successful.
Otherwise, you're setting yourself up for this constant disappointment of never quite reaching your ideal, kind of beating yourself up in a way, and living in the gap.
Dan: Living in the gap.
Dean: .Living in the gap, as my friend Dan Sullivan talks about, that that's the danger that we're looking forward and measuring ourselves constantly against the ideal rather than looking back and measuring the progress, measuring where you've come. You're saying this amount of money is the goal, but with less clients and more money, more time that that's what's most important to you, that if you start looking at what that really means that’s really a big thing. I could make way more money if I was willing to sacrifice more time.
Tom: Will that make me more happy?
Dean: That's exactly right.
Dan: Yeah.
Dean: Is that I'm pretty happy, yeah, and that because it's been engineered that way. Right.
Dan: So, recently, I joined Strategic Coach, and he talks about 10 times, and he's Dan Sullivan. So, you get a CD pack about all the myths about 10 times and that I'm going to have to work 10 times as hard and what the myth is about that and that you're really not going to work 10 times as hard, and it's really interesting because when you're talking about those limiting beliefs, he has 40 points of why those really don't happen at 10 times your business and how to stay out of that gap that you're talking about the weight goal.
Dean: Exactly. I wrote one of my favorite quotes is from him, and it's a little poem. But, "What if you knew the more that you grew, things got easier for you?" I mean, that's the thing. Yeah, but oh, the places you'll go. Exactly, but that's the kind of thing is having that sense of knowing what it is for you where you want to go and not setting your goals, your things based on other people or external measures of success. You to have the awareness within yourself that you know what it is that you really want. So often when you express what the goal is, it becomes much easier to figure out how to get it, but I'm constantly amazed at how many people don't have a sense of what they what they really want at the end of the day of where they're headed.
That quote, yeah, "What if you knew the more that you grew, things got easier for you?" In a lot of ways, that's really true, and certainly Dan Sullivan has demonstrated that growing a business to $225 million with 75 employees and has a great lifestyle and does what he loves.
Dan: Similar, but what I want is for the business to run seamlessly without having to manage people. I hate managing people. So, my thinking is a virtual assistant to help with some of the things that we're talking about, and I agree.
Dean: See, part of the thing that one of the limiting things, like what scares people is I don't want to manage, or I don't want to be in that situation. I don't want to have to manage a lot of people, and it really is, I guess, just another skill set, and that's something that I'm growing through that myself because I've spent a lot of time when Joe Stump and I were building By Referral Only, doing big seminars and doing all the marketing. So, that relationship that we had allowed me to exclusively focus on my unique ability and just create content and do the marketing and drive everything, and we grew that a lot from the starting to when we stopped doing the main events.
But what I didn't have to go through in that was that I didn't have to grow an organization because the organization was able to grow up around the result of the marketing that we're able to do to continue to grow and add new members and the content to get results for people, which perpetuated more growth. But underneath that we, had Terry Honafelt was really the guy who grew that organization. So, that with Joe and I really do in the architecture of that and doing the main events, and Terry creating the whole organization. That was something that I didn't have to learn that skill set.
So, now, I see now as growing my own organization that that's something that I'm starting at that level myself that I may have had other more experience in that, and I'm starting to see that really it requires just vision. It requires determining what needs to be done. I've really gotten to understand that the big question that I really need to be addressing and all of you do is what? What do I want? What needs to be done? What's my strategy for doing this? Then really concentrating on finding the who can do the rest of it that I look at it.
So, with Project Cyrus, when we started our Project Cyrus program, I did the first two groups on my own, created the whole program and then went searching for Ahu and found Nikki. Nikki is perfectly suited to come in, and we spent a very painful five days forensically picking apart everything that I had done to create the timeline of something like 96 touch points that go into the 12-week Project Cyrus program, and she very skillfully mapped them out on the calendar as to when they have to happen, and Sony and a team of VAs being able to build the sites and get everybody set up, that whole system runs, and I'm no longer involved in the management of that or whatever.
But now, getting to come in and revisit that and create the experience over it and build it, so that we can scale that. But just thinking about that it's a temporary thing that you're setting up what you want to have happen and then finding out who can do it know.
Dan: I think that the focus on figuring out what is for me so important, and I have found consistently that when I figure out my focus, what that is, the how starts to just appear. I'm not trying to be metaphysical or anything, but really answers start to come. So when I'm focusing on 750,000 this year, Sorry, Zach, for me.
Dean: That's fine.
Dan: But really, when that's my focus, then the other things start to appear, the virtual assistants that know MRIS already. Like these different things, they begin to come my way because I'm putting that out there, and then people either hear me or then have nice input for me.
Dean: That's the thing and realizing that as you grow, as you continue to move forward that there's really very little of the real estate transaction or the real estate business that requires you specifically to do it and to know what those highest value things that you're doing. If you look on the listing side, for instance, the highest value thing that you could do in that is the actual listing presentation to get the listing and negotiating the contract. Those two things are the only things that really where a higher skill level makes a difference.
Everything else, you don't need to prepare a CMA. You don't need to do the feature sheets, get it in the MLS, take the picture, do the measurements, put up the sign, do all of that stuff. You don't need to make the appointments to give the followup with the realtors to get their feedback, all that stuff. Where you bring the highest value is those two pivotal points in the process, and even once you get that contract, everything else is really could be done by somebody else.
So, you start realizing where you're headed and start seeing how you can replace yourself within that system. That's why I always been so attracted to that show How It's Made on the Discovery Channel where they show all these manufacturing processes and how intricate everything is and realizing how they engineer something that spins something at just the perfect time frame, and it meets up with this other thing, and this, it's baked at this temperature for exactly the right amount of time and flipped over on its left side.
Dan: It's all automated.
Dean: It's all automated, but there are certain parts because my favorite parts are when they say, "And then a worker does…" You know that's what I'm talking about. Some things have to be done by a person, but they call it a worker. The implication is not a really high-skilled person who only gets to do this. It's a worker, like might as well be a widget or something and just another human automation. That's my friend. Dean Graziosi's favorite thing, human automation. Yeah.
Dan: It's on the Discovery Channel?
Dean: Yeah, it's on the Discovery Channel.
Dan: How It's Made?
Dean: Yeah, but what happened for me is I stumbled on a marathon of it, and I just watched for a few hours, but it stimulated that part of my brain that you start visualizing moving processes, which is really what a real estate transaction is. I mean, from the time that you get the call that they'd like to talk to you about selling their house. That starts the assembly line. So, it's like you can imagine if you're narrating that process all the way through that once the call comes in, a comparative market analysis prepared, looking at what are the steps involved in that, and the output is that you leave with a folder with all the comps and all the stuff and all the forms that are needed.
I mean, that's the process we're going through right now that moving that part towards Lillian too for the during now, trying to really systemize the during process, but knowing that whatever your aspiration is, still part of it is more money, less time. That would really be, I think, the universal appeal unless I'm wrong, because everybody want less money and more time.
Dan: Been there.
Dean: Been there. Yeah, yeah. That's not the process. How about you, Barry?
Barry: Well, for the last couple of years, I've been all about doubling the business. Until about 20 minutes ago.
Dean: Ah.
Barry: I'd just ask myself, "Well, what if I didn't know that I couldn't?" And thinking, "Okay, if we have to go to 10 times to go to three million, there's really nothing to prevent that." Interesting. One of the difficulties in perceiving a $3 million business is that there's no one in our market who does that.
Dean: But it's not a four-minute mile. It's not but nobody's done it.
Barry: No, no, yeah.
Dean: Lots of people.
Barry: It just was something about the Bay Area market. The two counties that the one that I live in and one that I live near. That is our backyard, Alameda and Contra Costa Counties. At the end of every year, I download all the transactions to see who's done what just to see who's dominating where and that sort of a thing. There were 25 agents doing over 20 million. 95% percent of agents were doing under five million in gross.
Dean: Oh yeah, of course.
Barry: There's just the number of people doing 100 transactions was like two. So, it's possible. I mean, it's there, so I'm thinking real hard.
Dean: Oh, good, but that's part of it is that think that it begins with the thinking. I mean, that's why I put that as number two. Know your numbers. It's got to be the first thing, so you know exactly where you are and what's working, what your opportunities are. Then thinking big and knowing that I use big as what's the highest aspiration that you have, not necessarily what would be the biggest ever in history in your marketplace, because that's not what everybody is about, but what's your version of big? What is that? Your dream. What's your dream?
Barry: Essentially, I've set those wheels in motion by no longer focusing on the absent condo market, and our marketing now is focusing on the hills where the average price point, I now live in a neighborhood and have for 35 years and know everybody, and I just haven't marketed to them, of homes that they're now worth a million again, just, so why couldn't we do 30 of those a year?
Dean: Right, exactly.
Barry: There's no reason we can't, so that's the direction we're building in. I just hadn't asked that question. This is going to be the most valuable page for my notes today.
Dean: Right, and I find for most people, it is. I mean, you're getting a sense of that. I mean, it sounds like we're more than halfway through the morning, and we haven't really even started talking about your websites or about the strategies yet, but this foundational stuff is really on the path. This is this is where it starts. I mean, knowing what you really want helps decide what's the best tools and the best path to get you there. What about you, Connie?
Connie: Well, for me, it's not really about the money though obviously I need to have money, or I'm not going to have a roof over my head and food on the table, but it's more to me about the time and just lots of things changed over this past year where I've never wanted to be more than just one agent with an assistant that just was never something that even sounded good to me. I'm looking at it a little bit more differently now where I want to grow a team and grow myself out, so that I can have the time. So, it's basically about time for me and how I get there.
Dean: I just wish that for a lot of people, is it more about time than about money? Yeah, it's more about money, and you'd like that, yeah. Get that up. Okay, and there's no right or wrong, but just having that awareness that you're looking to leverage-
Dan: Money buys time.
Dean: Well, it really does. Money buys time, and that's it. That's part of it is knowing and doing that now and doing it when you can be successful now in your definition. So, like Barry had said, just thinking that new thought or thinking at least getting clarity on what your thought is. That sets the stage for everything else.
There we have it, another great episode. If you'd like to continue the conversation, you can go to ListingAgentLifestyle.com. You can download a copy of the Listing Agent Lifestyle book, the manifesto that shares everything that we're talking about here, and you can be a guest on the show if you'd like to talk about how we can build a listing agent lifestyle plan for your business. Just click on the Be a Guest link at ListingAgentLifestyle.com.
If you'd like to join our community of people who are applying all of the things we talk about in the Listing Agent Lifestyle, come on over to GoGoAgent.com. That's where we got all the programs, all the tools, everything you need to get listings, to multiply your listings, to get referrals, convert leads, and to find buyers, and you can get a free, truly free, no-credit-card-required trial for 30 days at GoGoAgent.com. So, come on over, and I will see you there.