 okay perfect man so that's really good okay that's really good i'm gonna i'm gonna offer just a couple suggestions and i think this is really going to help you take your prospecting to another level okay the first thing is something you'll have to just uh work on as you make more calls something that just won't happen overnight and that is estimating like a thousand 400 okay 400 great great great so here's the thing man that is nothing right 400 calls is nothing you haven't even begun to even start to understand how to make phone calls you haven't even made a phone call basically see what i'm saying like you you literally haven't even made a phone call now you've taken the first step which is to actually pick up the phone and dial and that's great and that is amazing and you got to keep doing it but understand that whatever happens in those first 400 calls you can't even look at that data that data is not even that doesn't even exist but let's talk about the 160 because you said about 80 or 90 were bad numbers or wrong numbers right yeah i'd say the majority were just absolutely okay no i understand probably a couple maybe 20 to 25 answers and then it doesn't make sure of either wrong number okay no i understand i understand so listen listen to me are using a dialer yes okay so normally here's the numbers across the board and i'm talking about everywhere canada uh you know new york california miami albama mississippi arkansas across the board okay averages you're going to talk to 10 you make 100 you talk to 10 that's why you have a dialer so you can blow through the numbers you can blow through them and get to that good conversation so when you tell me you you've dialed 160 10 of that 16 and you're telling me you talked to 25 that is an incredibly great number of people that you talked to at 160 so that is what everyone has to deal with now my numbers were even worse when i was hand-dialing and looking up on spokio.com and stuff my numbers were worse than 10 but i built my business into a monster and i had to dial by hand it took me eight hours to dial 100 numbers you can dial 100 numbers in an hour and a half with a dialer so man listen please please please understand i had to hand out with my finger you have it so made bro you have incredible data far better than i have and you have technology that lets you talk to people without even dialing with your finger you just push a button and boom please don't complain about this situation and your pickup rate of 25 people which may not be right you're probably talking off top of your head but that number if it's anywhere if it's anywhere around 20 let's say is above average now here's where here's where we need to talk because when i'm evaluating a real estate agents business here's what i do i look at how many listings how many paintings and closings they have and all that okay but that's kind of a real small part of the pie i'm going to know that so i can kind of see what they did three months ago whatever you did three months ago is going to show up right now so when i look at that i'm thinking okay based on this now i know what they did three months ago but what i really want to know is is how many calls you're making that tells me where your work ethic is then i want to know out of that how many people you talked to out of that number i want to know how many you connected with so when i'm looking at these three numbers i see number of calls represents to me work ethic i recognize you's having a strong work ethic even though i feel like it just started and 400 calls is nothing we'll see if you continue right we'll know in three months six months a year two years if you're still making calls then i can start to say yeah he's a hard worker because a lot of people do this for two months eight months six months and quit they worked hard up to that point and then they quit that's not a hard worker you're a hard worker when you do this for decades but that tells me you're a hard worker that number and then out of the people that you talked to how many you connected with that tells me where your communication skills are so if you talk to 20 people and you got one email address that tells me okay we're hitting our numbers of how many people we need to get in front of and so we don't need to work on that part of our business what we need to work on is our communication skill level of our business in terms of this verbal communication to make people feel comfortable with us and it all comes from probably the fact that you're younger you're new you don't have experience you know that's uh and you've only made 400 calls so i mean that's hard to it's hard to you know to all of a sudden be this super confident you know experience sounding real estate agent i don't know where so i get it so is this circle prospecting you're doing i actually recently really did the circle project before i was just calling whatever new fizzles i can find no i understand but this 160 is this circle prospecting we're talking about yeah yes do you want to role play real quick why not okay all right i'm you ready yeah ready okay i'm the homeowner all right ring ring ring hello is this mr cruv yeah hey mr cruv out and below the experience how you doing i'm doing good man how about you hey i'm doing good i'm good you know just enjoying the weather it's been getting a lot cooler recently you like it yeah yeah nice nice way didn't want to take care too much your time here i'll just call her let you know that we just had a couple new homesome last month over in your subdivision didn't know if there was anything i could do for it not at the moment okay no problem and you know i never really know until i call but hey if you ever did do something is there somebody in aging or a friend that you were gone with uh no no okay hey no problem well you never know five ten years your plans to change and you might want to do something uh i'd love to stay in touch with you that's the case what's your best email okay perfect man so that's really good okay that's really good i'm gonna i'm gonna offer just a couple suggestions and i think this is really going to help you take your prospecting to another level okay the first thing is something you'll have to just uh work on as you make more calls it's something that just won't happen overnight and that is your tone the speed of the voice and stuff like that it's just too fast here too slow there the it's just it's just kind of clunky right and that's just something you gotta you gotta smooth out the more calls you make the better you'll get you need to pay attention when you're making calls or really listen to yourself listen to them and really try to get into a flow with the person right also there was a couple times where you like missed the entire word you were like i didn't know if there was something uh could do for you or something like that you know what i mean you know let's let me talk about yeah let's let's slow it down and say full sentences full words and pause in certain places like listen to how i say the transition from the weather okay listen to the pauses listen to how my my tone goes up by accent certain things it's like okay i got you well look i don't want to take up too much of your time today but a house around the corner just sold didn't know if there's anything in the world i could do for you today see how i'm like up down paul's in here paul's in there breaking it up um make it easier to process like for their brain it does it does it makes it easier for them to process it's soothing through their brain they can process it correctly it gives them time you know and then they're able to to respond so slow it down also when you ask for the email this is so crucial man and i believe that this is why you're not getting emails this one single thing when you ask for the email you're saying hey you know i'm sure five pretenders down the road you might change your mind or whatever you know i'd love to work with you love saying touch what's your email here's what you say look i don't i never know you know somewhere down the road i'm sure you're gonna do something i'd love the opportunity to work with you when that day comes would it be okay if i stayed in touch with you remember that line dude write that down and subscribe to your brain would it be all right if i stayed in touch with you can i stay in touch with you and then when they say yes then say great what's a good email see you make them commit to staying in touch before you ask for the email and you're gonna get it nine times out of ten because if you just say what's your email they're gonna say oh no no but if you say hey would it be hard if i just stayed in touch with you then they're like sure they're thinking oh he's just gonna call me from time to time or he's he hasn't asked for training personal information or whatever and you know he seems like a nice guy so they're gonna say sure and then what cool great what's a good email for you bam dude that i'm telling you that part right there is gonna turn your entire business around that part right there