 I'm then asking them how they're doing. Then I'm asking them if they're enjoying the days and they're gorgeous. There's three things right there where I'm saying something and waiting on a response. I'm collecting data. What's up everybody? Ricky Karuth here. Welcome back to another live call calling session. Really excited about today. We're gonna be calling with a brand new agent just a couple of weeks in the business over in Orange County, California. I love calling over in Orange County, California because a lot of people that run across my stuff and look at the scripts, the cold calling, and oh Ricky, people in my market are just mean. I wish people were nice like that. In my market, I wish we had some people that were as nice as the people down in Alabama. In this market, everybody here in Boston, everybody here in Brooklyn, everybody here in Miami, everybody here in all these places are just mean, all of them. Not everybody is the same exact way. Man, don't squit, stereotype in your entire market around the fact that you just want, I mean, I think a lot of you just want to believe that everybody's mean in your market so that you have a reason not to make calls. All right, I'm gonna bring our agent on. Janna. Hello. How are you doing? I'm doing great. Happy to be here. Thank you for having me. Wow. Yeah, that's gonna be exciting. So tell everybody how long exactly you've been selling? How many days now? Well, I made my first calls May 1st. So it's been about six, seven weeks. I don't have any transactions yet. I helped a couple of people with leases but I haven't done any official transactions. So I'm currently at my other job still and I'm there through the end of August. So I've been getting started calling as much as I can in my spare time and I'm looking forward to having more time to be able to call and do more. But yeah, so a couple of months there. Honestly, I wouldn't have expected you to do a deal at this point yet. Okay, number one. And number two, what is your current job? I work at a local university. It's called University of California Irvine. And I'm basically a teacher for teachers. So people who are learning to be teachers, I work with them. So is it actually like a course, like a curriculum? I supervise the student teachers. So when they go out into the field and they're learning in the classroom, that's what I was thinking. Like was it kind of a behind the scenes, you know, class or anything like that? I have taught courses in the past. I'm not currently teaching any courses. And then also my organization on campus, we contract the local school districts and I do a lot of trainings, in-person trainings with teachers who are in-service teachers already, you know, working. So that I was telling you earlier, you know, the calls are hard, but it hasn't been as hard for me because I'm used to standing up in front of large groups of people. So, but it's still hard even without experience. It's still convenient working. Of course, you'll, listen, you'll never get over it completely. What got you into real estate? Well, some of my family members are, you know, they're just, my aunt and uncle have a lot of rental properties and it's always just kind of in a conversation around some of my family. And then actually inherited a couple properties that I managed with my brother and sister. So I've always really enjoyed it and been interested in the market and I've been wanting to make a job change for a while and it just COVID kind of helps me get, I had extra time during COVID because my work was less busy. So I was able to take the classes and get the license. And then I just decided to just take the leap of faith and go for it. So it's nice that I've got this like four month kind of cushion between my currently still working to my other job, but so yeah. So again, like COVID had a lot to do with it. I had the time and I really just, you know, with everything around the circumstances, I decided to just take a chance and do something I really wanted to do. So all right, what we're calling in the city of San Clemente. So San Clemente, it's the southernmost city in Orange County, border San Diego County. And so Orange County sits right between LA and San Diego basically. So we're circle prospecting. It's a small house. There's a lot of small kind of old old, it's an older beach town. So this is two bedroom, one and a half bath. So for a million, a couple of weeks ago. So we're calling around there. I don't know, wait a minute. What, how big was this place that sold for a million? 1,100 square feet. 1,100? Yeah. So that's $1,000 a foot, right? Yeah, just about, it's 74. It was actually 1,143 for the square footage. Got it, got it. And does it have like a kind of view? No, that one doesn't have a view. It's a bit awesome. 1,100 square foot, million dollars. No, no, the ones with the view, I like calling these smaller ones in the area. The ones with the views are, we're into the three, four, five millions, you know. So, and a small condo like this would be upward like two, two point something, maybe high ones, if it had a view. Hello. Hi, my name's Janna. I'm a local real estate agent in the area. How are you doing today? Good. I don't even nervous. Oh, you do? Okay. Well, that's all right. I was calling around the neighborhood in St. Clemente because a home recently sold, but since you're an Irvine, is there anything I can do to help you real estate related? No, not at the moment. Thank you. All right. Well, if you guys were to do something in the future, do you have an agent that you know? Oh, hung up. That was pretty good. That was pretty good. I'll say a few things. One, I wouldn't ever say I'm calling the neighborhood. Okay. Because then that makes them feel like they're on this long list and they're just another person on this long list that you're calling. And now that belittles who it's like, oh, I'm just going through the motions here, calling the whole neighborhood kind of thing. It's more so you want to make it feel like you're calling them directly. You're giving them a call, not calling everybody in the neighborhood. Right? Because then that makes them feel like they're not part of this list that you're calling through. You know what I mean? It makes it feel a little more personable. Also, start out the conversation with, hey, Mrs. or Mr. Whoever. You know, oh, hey, Mr. or Mrs. Whoever. This is, you know, Janna, whatever. You know what I mean? Trust, right? So it says a man's name and then a trust. So sometimes that, I just- Well, I get that then. I get, if it's a trust or an LLC, then you did it perfectly. Hello. Hello, it's the Brandon. Hi, Brandon. My name's Janna. I'm a local real estate agent here in San Clemente. How are you doing? I'm hung up. Goodness. You know what? Your pitch goes up way too high, I think. Yeah, okay. You wouldn't do that if it was your mom, right? Probably not. Your pitch goes way up. Okay. Your pitch, like, talk to them like their mom. Like, oh, hey, what was the name? I think Braden. Yeah, oh, hey, Braden. Hey, what's up? This is Janna over at Century 21. How you doing? You know what I mean? Your pitch went way up and he was like, oh, God. Your pitch forwarded to an automated pitch. I gotta get out of here quick. All right. Ask them how they're doing sounds pitchy. See, this right here is the misconception about it. It's not necessarily, okay, like there's a part of it that's like what you say, but also how you say it is a much more, you know, larger component to this. I don't know guys, I've never had a problem with asking someone how they're doing. And what happens is there's three things in the beginning. All right, think about this. I'm saying is this who I'm wanting to talk to? I'm then asking them how they're doing. Then I'm asking them if they're enjoying the days and they're gorgeous. There's three things right there where I'm saying something or waiting on a response. I'm collecting data. I'm listening to them and I'm hearing how they're breathing. I'm hearing how fast we're talking. I'm hearing what they're saying and I'm collecting all this data so that I can gear up for exactly how to take this conversation. I'm gearing up here. I'm listening, I'm collecting data so that I can really nail this call. So I wanna ask as many questions as I can. That's why I have three. My name's Dan. I'm a local real estate agent here in San Clemente. How are you doing today? I'm well, how are you? I'm good, thank you for asking. I was calling because a home near you just recently sold. It was two bedroom, one and a half bath and it went for one million even. And I wanted to know if I could help you with anything real estate related. It could be rent, so. Oh, okay. No, I don't think so. Well, if you were to buy something in the future, do you have an agent that you know and would work with? I do, yeah. Right, well, I'd love to stay in touch just so you had a second opinion or another person to work with down the road if you wanna do something. Is it all right if we stay in touch? Yeah, that'd be great. Yes, this is Shane Noblin of Rick and Karuth's office. How are you doing today? I'm good, how are you? You're doing your calls with him right now? Yeah, yeah. Shane, can you hear me? Fantastic, all right. Well, let me get off here. You go do your thing. Can you hear me, Shane? I wanted to talk. I wanted to talk. Oh, shoot. What are the chances he's falling right now? Oh, I know what happened. You guys couldn't hear me because it was through the computer, right? Was the phone through the computer? I'm using the phone through the computer, yes. Yeah, I was saying, Shane, Shane, Shane, could you not hear me? I couldn't hear you now. Okay, I see you guys couldn't hear me. That was weird. All right, cool. All right, guys, this is getting interesting. Let's get back on the dialer. Yeah. My name's Janna. I'm a local real estate agent in San Clemente. How are you doing today? I'm great, how are you? Good, I appreciate you asking. I was calling because a home near you just recently sold. It was a two bedroom, 1,100 square feet, sold for one million even. And I wanted to know if I could help you with anything real estate related. Not at all. And I haven't sold any property recently. So I don't know. I think you might be calling the wrong person, but have a great day. All right, well, if you were to do something in the future, do you have an up, hang up? See, I knew he was gonna hang up before you could tell by his tone he was hanging up. Like you can saw that coming, right? Thanks.