Today's conversation is going to be epic. We're talking about how do you turn your

list into listings and what I mean by your list is past clients, sphere of

influence, old leads, every time you're coming in contact

with somebody new or somebody that you've had relationships with for a long time,

it's a relationship you can never let go of because real estate is and always has been a relationship business but the problem

is how do you streamline and scale your efforts from a marketing standpoint so you can remain

in touch and relevant with all your past clients, all your sphere of influence contacts, and to help me in this

conversation I've got two amazing guests. First, the birthday boy Andrew Flackner, happy birthday today,

president, co-founder of Real Scout, and of course, Jimmy Mackin, who's on a podcast with

this all the time.

Yes, great to see you guys.

We just did one, in fact.

All right, so this is going to be a super fun conversation, probably a slightly technical conversation,

and I want to create some context for why it matters.

Why should agents be absolutely resolute

about working their own databases

in terms of generating listings.

Who has a take on that first?

Sure.

I mean, I think you have a decision to make on whether or not you're going to invest in expansion

tactics, which is where you're investing more in your business,

or ROY tactics, which is just getting more

...