Not doing as well as you did by this time in 2021?

Anthony: Six million home sales in the United States of America for the first time since ’05. Take a state like Massachusetts. We had over 100,000 home sales for the first time since ’05. 16 years. Higher sales than any other years in 16 years. If home sales are down 20%, that’s year over year, that’s from last year. 20% is not that bad, it’s actually, down about 10% from a normal year. Take Massachusetts for example, then I’ll go back to national. Usually, there’s about 90,000 homes sold a year in Massachusetts, 92, 93, 98, 88, something like that, right? Right around 88, 85 to 95, right around that.

Last year, 101,000. We need to adjust 10% downward just to go back to normal, but we’re not going to now, we’re going to get down 20%, which is going to take us probably closer to 80, and then it’ll adjust back up to the 90s region in the next couple of years. Take national. Average amount of home sales over the last 20 years, the last 15 years, about 5.3 million home sales. Okay. Last year, 6.1. Market needs 5.3, 5.5. Market needs to go down about 15% to get back to the historical norm of every year. When you hear home sales are down 20% or 30% this year, let’s say we end the year this year and home sales are down 25%.

If they’re down 25% from last year but last year was up 15%, then the market’s really only adjusted down 10. I hope I’m not losing you all with these numbers. The point I’m trying to make is you need to be down with these numbers, you need to know these numbers. Up here in here, you got to get it because it makes it easier to explain it, easier to understand what’s going on, and easier to understand what’s going on in your business. Okay? If you’re listening thinking, “He’s making light of sales being down. He doesn’t care, it matters to me,” okay.

If it matters to you, increase your activities, increase your education, increase your training, get wildly good at talking about prices and price adjustments to sellers, double dial more people than you were last year, you’ll sell just as many homes or more. That’s what it comes down to, folks. My business has grown every single year since I started in this business in 2004 regardless of the market. ’08, ’09, ’10, ’11. Anybody wants to research can call me out, go back and look. Every single year I don’t plan stopping. I don’t. This next year, this adjustment that we’re going through with interest rates, I’m not caving. We’re going to keep at it. We’re going to do all we can to overcome sales being down.

We’re probably going to beat it and still be up, folks. That’s the case. Call me cocky, call me what you want to me call me. I don’t care. I make sure it happens. That’s what I do. I get out of bed every day and I crush it every day. Okay? Crush it mindset, I’ve been doing videos on Instagram, my own personal Instagram @ajlamacchia, L-A-M-A-C-C -H-I-A, @ajlamacchia. I’ve been doing crush it mindset videos. Getting through this is partly up here. A huge part of it’s up here, not psyching your cell phone and getting all nervous. You need to be in the right mindset to tackle things every single day. All right. That’s it, folks, I got to eat dinner. Later.