 Can we do it again? Can our role play with anybody else? This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. What are you guys doing this morning? Doing well. Very good. Thanks for having me. You're the homeowner. Ring ring ring. Okay, I'm the homeowner. Yeah. Oh, hello. Hey, Mr. Homeowner. Mrs. Homeowner? Mrs. Homeowner? Is this Mrs. Homeowner? No. Oh, yes, it is. Hey, Mrs. Homeowner. This is Ricky Cruick with Remakes of Orange Beach. How are you doing today? Oh, I'm fine, but do you know what I really want? I got you. Look, I don't want to take up too much of your time. A house around the corner just sold. Didn't have to do anything in the world I could do for you. That's all. Well, that's nice, but you know, I really don't know how to do that. Well, listen, just real quick. Is there an agent you would deal with if you were to do something? Well, we've talked about it, but we're just not ready for it. Okay, well, I'm sure you will be in like maybe five or 10 years. I would love the opportunity to work with you when that day comes. Yeah, you have about five years. Okay, cool. I would love the opportunity to work with you when that day comes. Would it be hard if I just stayed in touch? Yeah, I can. Okay, cool. What's your email? See, you're like, you know, handled her, you know what I'm saying? Like with the whole like, you know, putting on the, you know, the weird homeowner thing. See, the thing is, is that's probably maybe one or two out of 10. Okay, now be the nice homeowner. See, like, the thing is, is I crushed her, you know what I mean? Like, like she was being the I'm too busy homeowner thing, but I just broke right through and I got to the part where she told me she wants to maybe do something in five years and wants her email address, right? So I crushed that. Let me give you the real one though, that the more realistic one, okay? Can I just tell you one thing? Yeah. I was doing a whole company before that, but this one, maybe I called her and I said, hello, this is Connecticut, I believe it. She said, this is the craziest call I've ever had in my life. Yeah. Do you like her or do you like her or do you like her? Yeah. I'm not thought, okay. Can I tell you why that happened? Why? Because you asked her if she wanted to sell her house. Yeah, I said, I had to give her a thought about it. Right. You asked her. But I think that I had a little bit more to it, but it's something. But that's all she heard. Yeah. Okay? She might have, you might have said stuff, but that's all she heard. That's what's killing the industry. What's the dialogue? I just gave it to you, but let's do it again. You ready? Okay. You gonna be nice this time? But no, I'm gonna be what just like. You be whatever you want to be. I mean, if it's someone elderly lady, no problem. I think the thing is, is your stereotype in age groups to act a certain way on the phone. And that's horrible. That's a horrible way to think. There's so many diversity of people. It's your tone. When they hear the real estate and you sound whatever and you want to sell your house or they can, oh, red flag, I got to get out of here. It's a real estate agent trying to sell me something. I don't want to be sold. Listen to what I've said. I don't want to take up too much of your time. A house around the corner sold. Didn't ever use anything in the world I could do for you. I just don't have time to talk. Okay, bye. Bye bye. Like business is unlimited. I can't call all the property owners. If somebody is just point blank, does not want to talk to me, and they're going to hang up or say they're kidding. I thought that was a lot of what. It's your tone. Your tone. When you're on the phone, people are going to create walls for people that they don't want to talk to because of your tone. If you call and you have this friendly, inviting voice. But you're asking them if they want to sell their house. That's the disconnect. You see what I'm saying? Is there anything in the world I can do for you? What did you say? That's the dialogue. That's it. You don't say you want to sell our house. They know what you're there for. You said you were at the real estate company. Okay, now it's like, can we do it again? Can I run a play with anybody else? Let me just do it with somebody else so you can see how it actually goes. Ring, ring, ring. Look. Hey, Mr. Homeowner. Hey, how's it going? Hey, I'm doing good. This is Ricky Kruth, Remax of Orange Beach. How are you doing? I'm good, Ricky. Good, man. I'm enjoying the day. Isn't it gorgeous outside? And it is. Cool, well look. I don't want to take it too much of your time, but a house around the corner just sold, and I didn't know if there's anything in the world I could do for you. Um, not right now. We don't work together, but... Cool, cool. Is there an agent you would work with if you were to do something? No, I don't have one. Cool, well look, man. I'm sure at some point in the future, you're going to want to do something. At some point, I would love the opportunity to work with you when that day comes. Would it be hard if I just stayed in touch with you? Yeah, sure. Cool, what's your email address? Boom. That's every single conversation. Go to my YouTube and watch me make live calls. There's like 10 videos of real live calls. You're asking them how they're doing. You're asking them if it's the right person. Like, is this Mr. Johnson? And then you're saying, how are you doing? That's two questions. Then you're saying, I'm enjoying the day. Isn't it gorgeous? Or it's raining cats and dogs just trying to stay dry, a nasty out there. Did you enjoy your New Year's? You know, how was your Christmas? Whatever. Something non-real estate related. That's three questions in no real estate, right? Now wait, those three questions are designed to get a response to them so you can read them on the phone to see what's going on with them. You know what I mean? You're not just reading a script. You're having a conversation. And then from there, like if I ran into a lady like what you were trying to be and like you are too busy, that's why I didn't talk about the weather or anything the first time we role-played. Because when I get the sense that you are busy, I'm going straight to, okay, so I'm not trying to take it too much of your time, but a house from the corner just sold in if there's anything I could do for you. You know, I just try to throw it in there real quick because I'm trying to respect their time and I'm reading them for what's going on with them at that specific time. See, it's deeper than just a script. It's lining up who you are as a person that you care about people, lining that up with how you're communicating. That's the disconnect. You really care. You're a hard worker. You're honest. You're professional. You're everything that a client wants you to be. But if you don't line those traits up with how you're communicating, learn how to communicate that to your clients, that's the skill. Like that's what's going to carry you through anything is being able to talk to people and relate to them that you care about them. That you're not there just for a deal. You're not like every other agent. You're not just trying to sell peace of property. You're trying to help them accomplish that bigger goal because their mom died or the kids went to college. You know, finding out why people want to do stuff is when you really go deeper with these relationships. When you operate like this, these people will never use another agent, ever. You are their guy or girl forever and they're going to forever everybody they know to you. And all of a sudden, every person that you talk to that you create this relationship with is worth 10 to 20 deals to you over the life of your career through repeat business referrals and referrals and referrals. And now you're selling 100 properties a year for five years straight.