 What's up everybody, Ricky Kroot here. So check this out, Alec Wheatley out of Pennsylvania. Hey there. He's been hounding me for me to coach him through some live calls. So here we are. I normally do this on Facebook Live, but we're gonna do this YouTube Live today. Super excited about this. So we're gonna dive right into it. Let's give about 60 seconds for some people to log in. We're gonna do this YouTube Live today. Super excited to get all this stuff geared up. Cool, cool. Okay, so let's role play, man. So Alec is going to be circle prospecting. So let's do a quick role play so we can make sure you got everything down there. So I'm the homeowner. Ring, ring, ring, hello. Hi, Rick. This is Alec Wheatley with the Craig Hart-Raff team, Berkshire Athaway. I'm looking for Ricky. Yeah, this is Ricky. Hey, Ricky, how are you? Again, this is Alec Wheatley with the Craig Hart-Raff team. How are you today? Doing good, how about yourself? Good, good. Me too, just enjoying this weather outside. Gorgeous today, right? Absolutely. What can I do for you? Well, listen, I don't wanna take up too much of your time today, but we had actually just sold one of your neighbor's homes on 251 Huntington. And the reason for my call is we know that when someone sells a home, that usually a few more will sell right away. And I was just wondering if there's anything I could do for you regarding buying your cell in real estate at this time. Not right now, bro. Not right now. Hey, well, I totally understand that. Just out of curiosity, if you were to ever make a move, do you have an agent that you would work with? I don't. Okay. Well, one day, like I said, if you were to make that move to buy or sell, I'd love to be able to have the opportunity to work with you when that day comes. Is it okay if I were to just keep in touch with you? Sure. Awesome. And what's the best email for you, Ricky? Ricky is zero to dummy.com. Okay, real quick. I want you to get ready to start doing your calls. Don't hit the dial button quite yet. But let me critique you real quick. And then I want you to dive in. Of course you messed the first up, right? You said your name twice and all that stuff. Right? Yep. Okay, so make sure you can hear me. And then when you told him about the house that sold, like literally you should say, hey, I don't want to take it too much of your time today, but we sold a house around the corner for you. Didn't know if there's anything in the world I could do for you. You, on the other hand, said, hey, you know, we sold a house around the corner. It was this address and we know when one sells, other people around might sell and you just kept going on and on and on. And I'm thinking, how do I get off the phone with this person? Okay. You know what I'm saying? Like it literally, they do not care about what address it is, 95% of the time. If they do, they're going to ask you and that's really poor on the information. So don't give me any help unless they want it. Yes. You want to make it short and sweet. So you want to say, hey, I don't want to take it too much of your time today, but a house around, we sold a house around the corner. Didn't know if there's anything in the world I could do for you. That's it. Because it's like you're saying, you don't want to take it too much of their time, but then you're turning it around and taking up a whole bunch of their time. You know what I'm saying? And all this stuff. So it's contradicting, right? Make it short and sweet. Short sweet to the point. Now at the end, when you say, didn't know if there's anything in the world I could do for you. Don't say concerning buying and selling real estate at the end. I know that's in my scripts, but I'm going to scratch that out, okay? There's a little bit of confusion there. Okay. And then when you went to the transition for is there an agent you would work with? You hesitated too much right there. You said, oh, I got you. Well, you said something like, I forget what you said, but you need to go, that needs to be really quick and to the point. You need to say, I got you. Well, look, is there an agent you would work with? It needs to get really fast. So that again, the conversation is flowing. There's no awkward moments and you're really respecting their time. I know that was a lot, but I had to critique you all that stuff and we'll get it all right now because it's like breaking bad habits. But go back and watch this video later, you know, to kind of see how I corrected you on a bunch of that stuff and maybe you can get better and better with it as it goes, start dialing. I want to hear some phones ringing. Yeah, that actually, I'm dialing now. So that makes sense based upon, you know, some of the calls I've been using with your script in the past that I feel like is going to make it a lot smoother. Yeah. Start button on your screen to begin calling. Could you hear that all right? Yeah. Beautiful. For all you guys watching, hit the like button for me and you know, comments, if you guys have made calls today and what your results have been and what I can do to help you. So we are using the Mojo dialer. Do you leave the automated voicemail in between your calls? I like to, I like to do now where I am in my career, I like to leave personalized messages if I can. If I was where you were, yes, I would do automated voicemails all day long. Okay. Peter, he is circle prospecting. And we were making some just sold calls in Lancaster, Pennsylvania. Is it dialing? But it's your automated voice messaging system. Seven, one, set. All right guys, the phone is ringing. We're trying to get a live person on the phone so that we can figure out if we can help this person. Right, it's all about helping people, figuring out what they wanna do, why they wanna do it, if they have an agent and what we can do to help them, regardless if it's to do something right now or in the future, whatever the case may be, we just wanna help people do things. The name of the game is helping people. That's how you go really big. I was talking to a group in New York yesterday and I was telling them about my health and for sale owner for free strategy. And they were trying to tear me apart. This is sad and I want to do more. And the guy was like, I'm not gonna do anything for free. I'm trying to go for the listing. I'm trying to go for the appointment to get the listing. I'm not doing anything for free. And I said, sir, what that means is, is that you, sir, are going for a slice and I'm going for the whole pie. And that's the way you have to look at a relationship. It's the entire pie, it's the entire pizzas, the entire everything, okay? And the transaction is just a small little piece of that pizza, a small little piece of that pie. So the relationships are in the whole pie and that's what I want. I want the entire pie. I want the repeat business. I want the referrals. I want the referrals of referrals. And most people are just trying to go after a slice, right? They want to slice right now rather than having slices and pies, the whole thing right this second. Because you can have both. You can have now business and you can have future business. Closings are happening every single day. I've said that a million times. Hi, I'm looking for Jody. I'm looking for Jody. Do I have the right number? No, you're not, it's E-Jody. Yeah, I had this number associated with the 150 Spring Hill Lane here in Mount Phil. Is that yours? Yeah, that's my father. This was the father you're talking to. Oh, sure. Well, the reason for my calls we had actually just sold one of your neighbor's homes. And I don't want to take up too much of your time. I just want to see if there's anything in the world that we could do for you today. Not at this time, no, I'm good with my house. Okay, well I got you. Well, is there an agent in the area that you would work with if you ever did decide to buy or sell? I have a friend of mine, yeah. I deal with them, but as of right now, I'm not going to sell or anything. Okay, sure. Well, I'm sure you're in good hands with your friend there and I appreciate your time. All right, take care. Thank you, bye. Bye. That was actually really good, man. I like how it was the wrong answer, the wrong number. But you figured out what was going on. You figured out how you could help them. You established if there was an agent. You need to be a little less scripts. You sounded a little too scripted with that if there's an agent in the area you would work with, it was a little and concerning buying or selling at the end. Just say, hey, look, I'll throw them like they're your dad and say, hey, I got you. Look, is there an agent you would work with if you were to do something? I like to do that in falls where it's like, is there an agent you would work with if you were to do something? I like that. It really kind of smooths it out and makes them feel comfortable for a second and gets them thinking and kind of keeps it going in a positive direction. Other than kind of just the scripty kind of sound. You know what I mean? Yeah, it sounds like more like something you'd actually say to a friend versus someone you're cold calling. Exactly, that's the mindset you got to get in there like it's your best friend. I'll take one. We did it, we made contact guys. Yes, I don't care if they wanna do something or not, man, when I get a live person on the phone, even if they cost me out, hang up, if they will love me, hate me, whatever the case may be, man. It gets me excited to get people on the phone. No point in standing here without talking to someone. Say what? There's no point in standing here without talking to someone, absolutely. That's the name of the game. Exactly, dude. But I'll let you know. I'll take this call at the same time. If you leave your name and number and a brief message, we'll get back to you in a minute. You got the auto voicemail, let's go in there. So to like re-up to finish the story on the New York thing, I told him, you know, you're going after a slice and I'm going for the whole pie. Here's the thing, dude, nobody up there believes anything's for free and nobody will do anything for free kind of thing. Think about how amazingly strong this- Hello? It's not available. How amazingly strong that strategy would be. Now you're good. Yeah, it's in New York. You're going. No, I'm done, dude, I'm done, dude. I'm just completely just fired up, bro. I just, you don't even believe me. I need some more coffee, dude. Like, I'm not even fired up enough, man. I'm ready to go. You're, dude, I'm about to get on the phone with you, man. This is crazy, bro. I would love it. I was a little bit nervous, you know, getting, you starting up here, but now just being on the call, I'm excited. I'm ready to go. Ain't nothing to be scared of, man. When your intent is right and you really want to help people, nothing can bring you down, man. People can cuss you out. People can, you know, do whatever they want to do, man. If they don't realize that you're there for the right reasons, then, you know, good luck to you. I'm going to find somebody who understands that I'm here to help people. And that, you know, that's exactly what my team leader Craig and Jim have always preached, that, you know, that's what we're here for at the end of the day. You know, hello? You know, it doesn't matter the size of the commission check, doesn't matter. They're buying two months or two years from now. We're just here to help them. Your team leader said that? Yes, sir. I love your team leader. He's my boy. Yeah, Craig and Jim, you guys are awesome. I don't know him, I'm just saying, because he said that, he is my boy. Hello, Jay. Hi, I'm looking for Jay. Oh, for some reason I had this number for 201 Sylvan Retreat Road. Is that yours? No, it's not. Okay, well, I appreciate you letting me know. Thank you. Take care. Keep it moving, son. Nothing gets my blood pumping more than making some calls. Hello? Voice mail for three quarter message. You know what I'm realizing is that most people try to figure out a way not to make the calls, right? Yeah. You're gonna out a way, like what can I do? Social media, Zillow, open houses, what can I do to not make calls? And so they do all this stuff, they spend all this money, waste all this time not to make calls. And then what happens at the end, the inevitable is when you get that lead, you have to call them. It all comes right back around. So instead of spending all that time, money, and energy trying to figure out what to do not to make calls, why don't we just sit around and make calls all day to target a group of owners? Yeah, at the end of the day, you're 100% right. It all comes down to being able to have scripts and dialogues and being able to communicate with people at a high level. I was just having that conversation with someone in my prospecting group earlier this morning where he's to the point where he's able to spend a little bit more on marketing. Hello? I am looking for Victor. Hey Victor, this is Alec Wheatley. I'm with the Craig Hartraff team at Berkshire Hathaway. How are you, sir? Good. Just kind of find today's beautiful weather in yourself. Okay, well listen, I don't want to take up a lot of your time. We had just sold a home not too far from yours. And I was just wondering if there's anything in the world that we can do for you today. Okay, well I gotcha. Hey, just out of curiosity, if there's an agent in the area that you would want to work with, or do you have an agent in the area that you would work with if you were ever to buy or sell? Okay, well, you know, I'd love to be able to have the opportunity to work with you whenever that day might come. Is it would be okay if I were to stay in touch with you? Anything if I were to stay in touch with you? Gotcha, well, I can totally respect that. Well, thank you very much for your time. I appreciate it, Victor. Take care. I said, click, he hung up. That was pretty good, man. That was pretty good. I'm telling you, man, like, you're getting there. You're getting there. You are very close, man. You are so close that it's like such a hairline difference between you, like being a master at this stuff, man. You just need to keep going and get this tonality thing down. Your tone is a little, you still sound a little scripted. The only way to get around that is to make more calls. Is to just keep doing what you're doing, man. And just, I'm glad that you did this so I could see what you were doing. And I could kind of critique you some and you can go back and watch this video. But yeah, you gotta nail that part where you're asking them if they have an agent. You know, I got you, well, look, is there agent in the area that you would work with? You know, if you were to do something, you know what I'm saying? Kind of ask it like with a questionly kind of tone. Is there an agent in the area you would work with? If you were to do something, see what I'm saying? Mm-hmm, with like a little bit of an upswing there. Yes, yes, because when you ended up with buying or selling, that sounds so scripty. You know, and they're just like, oh God, you know what I mean? But the thing is, is the littlest thing is gonna throw them off and then you lost them. And you're only losing them, man, by like a hairline fracture of a little bit of a tone here or there. You're so close, man. You're so close. Just need a little bit more to be able to get into that rapport, okay? Yeah, yeah. Part of it, I think that struggle is for years, I've used the Mike Ferry script. So Justin is something a little bit new, gets me off the rhythm of things, but no excuses. No, I totally understand. And you literally need to seriously get into the mind frame of if you're talking to your best friend or your mom or dad or something, you know? Yeah. Yes, yes. Yes. This is awesome. Being continuing off, what you were saying earlier is one of the guys in my prospecting group, he's finally to the point where he's spending a lot more time and money and energy on marketing, but he wouldn't be able to do that. Hello? Wouldn't have been able to do that if he didn't build the skills for prospecting and communication beforehand. Because, you know, it's not a gimmie just because they call you off an ad, you know? Oh, man, I just, I can't stress enough. Yeah, man, please leave a message. The major, the main skill is communication. It's to be able to communicate. And they're like digitally and voice-to-voice, you know? Everything, you know? But too many people are running away from trying to really develop that voice-to-voice skill. And it's really hurting people, you know? And they're sitting around wondering why they can't sell real estate, you know? But they're not talking to anybody. They're just trying to figure out what to do not to talk to people, you know? 100% agree. And in the end, they still have to talk to people. Like they're running away from something. You can run, but you can't hide when it comes to talking to people in real estate. I mean, you're a salesperson. This is a sales business. We're helping people buy and sell real estate. I mean, the whole reason why technology and computers haven't replaced agents is because of the voice-to-voice, you know? And if you're not going to utilize that, of course, use everything else to maximize the potential of the voice-to-voice, but... Yeah, I mean, it's like, you know, consumers have all the tools available to them, but they're looking for us to be able to communicate exactly how to guide and lead them through the process. And the best... Hello? I'd love to leave a message where we train your crew. Guys, if you're watching, if you're new here, welcome, please click subscribe. We do live training twice a month on schedule. This is kind of a spur-of-the-moment live training session. You guys can reach out to me at anytime on Instagram. I answer every single DM there. If you're not part of the free coaching program, zero-two-diamond.com. Hello? Hello, I'm looking for Ms. Lider. Oops, shut up. Hey, when they answer the phone, say, Ms. Lider? Okay. Make it really... That makes it short and sweet and do that upswing of the question again. Ms. Lider? It's just two words. It's Ms. Lider? And those two words replace entire sentences. And it makes you... Ms. Bright? I'm sorry, this is Frank. I'm not available at the current time. It's so kind of a big message. Dude, these voice messages are getting you, man. I know. Every time a voice message comes on, you think it's somebody picking up. I do too. Yeah, I do too. Gotcha. Aaron, I see you have a question about constant contact. Yes, I use constant contact. If you guys go to constantcontact.com or backslash ZTB, you can start a free trial and my e-book is there. How I make a million dollars a year in real estate using email. Go there, read the e-book. It'll tell you a lot more about it. Also, zero-to-diamond.com, there's the free course that has a lesson on it with an example of the email, video tutorial. I can not pick up it now. Please leave a message there. But definitely take advantage of all this. Who here put in the comments if you're not taking advantage of the fastest growing real estate coaching program in the world, zero-to-diamond? Like who here is not taking advantage of free coaching? What do we got going on now? Waiting for someone to pick up the phone. Hello? Hello, Janet? Hello, is anyone there? Of course it's a voicemail. Okay guys, we got a good 10, 15 minutes left of calling. Hopefully we can get one or two more prospects on the phone. Hopefully we can get two, three, four, five more. I mean, it's prime time. I mean, 10 minutes, but still. Yeah, you guys got you again. No. You guys give Alec a thumbs up. Yeah, I'm sorry. I'll get that. Give him a thumbs up if you think Alec is doing an incredible job, which I do. I'm giving him a thumbs up. Give him a thumbs up and let him know what you think in the comments. Anything you could say, any feedback is gonna help him. He's gonna go back and watch this. And anything you guys see that I'm not seeing could definitely help him out. And I'm hoping. I'm always learning. And I hope it helps other people that are watching this as well. When I said thumbs up, actually click the thumbs up button under the video, not necessarily comment on it. You're getting tons of thumbs up in the comments. Hit that thumbs up button for me so we can help spread this video out to more ages that might need to hear this message. Hey guys, don't be afraid to like the video, comment on it. Hi, looking for Gerona. Hi, this is Alec Wheatley. I'm with the Craig Hartraff team at Berkshire Hathaway. How are you today? Good. Good. Reason for my call, and I don't wanna take up a lot of your time. We just sold a home right around the corner from you guys. And I was wondering if there's anything in the world that we can do for you today. No, perfect. Well, hey, I got you. Well, just out of curiosity, if there's an agent that you'd work with, do you have an idea for who that might be? Well, if you were gonna work with an agent, if you were to buy or sell eventually, do you have any idea who you might work with? Probably the same one we did when we bought our house, Donna Strenko. Oh, okay, sure. No, you know, I can totally appreciate that. And I'd love to have the opportunity to be able to work with you for whenever that time might be. Would it be okay if I were to stay in touch with you? You can, but I don't think that time will be like for a very, very, very long time. Okay, fair enough. Well, what would be the best email for me to reach you on? Okay, so, 11110370 at yahoo.com. Beautiful. All right, well, I'll send you just a quick email and you know that, or just letting you know that I got you on today and I will be in touch with you sometime in the future. Okay. All right, thank you. Bye. Take care. Ha ha ha, yeah. I'm not gonna lie, being live definitely messed with me there. I got super nervous. Dude, you still pulled it off though, man. That was beautiful. It was, it was definitely... It was rough. It was definitely rough, brother, but yeah, dude, she was such an agent and you still pulled it off, dude. That was beautiful. That just goes to show you for those watching that you're still dialing, right? Yep. Yeah, let's keep dialing for another five minutes or so. Hopefully we can get another one. That just goes to show you guys that was not a perfect phone call by any means, but if you're willing to make the calls, there's a chance that you're going to make something happen. If you don't make the calls, there's zero chance of anything happening and even if you suck and Alec does not by any means suck, but he's not... A little bit on that call. He's not amazing yet, right? But he's getting there, but even if you suck and you're brand new, good things are still going to happen, especially if you're intense, right? You're there for the right reasons and people are gonna see that. Somebody is gonna see that and they're gonna connect with you, man. This is beautiful, man. That was nice. Hello? Yeah, dude, that... Yes. That was beautiful, man. Yeah, that's one word for it. Dude, I mean, we've been doing this for less than 30 minutes. You already picked up your email, okay? I mean, even if that's all you did, if you got one email every 30 minutes and you did that three hours a day, six emails. Even a voicemail. Even if that's all you got and you did it every day, you're gonna be ballin' out of control, man, ballin' out of control. These people are buying and selling stuff now and in the future and referring people and repeat business and referrals over pearls. This is targeted. This isn't a Zilla lead. That email is not a Zilla lead. That's somebody who saw something in you. They trusted you to a certain point enough to give you their private email address and stay in touch with them. That means something. To a certain point. That's a real lead, man. That's... How much did we pay for that lead? Couple cents. Couple cents. This is the most cost-efficient... This is the most cost-efficient way to build your business. This is the most efficient way to build your business, targeting the people in the price range that you wanna be in and creating lifelong relationships with these people. There's nothing better. Nothing even closed. When I find something better, I'll start talking about that. But until then, this is the holy grail of real estate. I mean, for example... Hello? I was doing a just-sold calls right around this time last year and followed up with them every other month or so. And this January, they finally raised their hand, said, hey, we're actually pregnant. We're ready to sell, get into something a little bit bigger. We just sold our town home and they're moving into a single family home, not too far from where they were originally. But so that's two deals, just off of probably seven calls. And if you treat them right and you help them and you do a little special little things for them, think about how much business that's gonna be in the future when their kids grow up, when their mom dies. I mean, it's just crazy, man. Their friends need to do stuff. It's insane, man. It's insane, bro. Well, he's waiting on somebody else to come on. I did want to just say real quick, if you guys will comment under each of my videos when they go live. Each of my videos when they go live. And the more comments, even if it's just a nice video or thanks, Ricky, or something like that, it will help me push those videos out to more agents that need to hear this stuff. So Christopher is asking me, Hello? Dreamer? Hello? Christopher Phillips is asking me about talking about closing for the appointment when they are ready. I guess closing to get the appointment or once you get to the appointment, how to close when you get there. Listen, guys, all this closing and conversion stuff, it's automatic when you focus on the connection and the relationship, when you ask them why they want to do what they want to do and you focus on that. All the little things about connecting with people, not necessarily trying to go for the kill all the time and you connect with them. The conversion is automatic. They're almost begging you to make the offer form or put their property on the market, list the property, negotiate this, help them with that, help their brother with this. When you make that connection, you don't have to worry about how we're gonna close deals, right? Make the connection and the conversion. The conversion's in the connection. Yeah, I just made up another quote. The conversion's in the connection. Caesar, I'm gonna kill you, bro. Caesar said, Ricky, what do you say when a person says how'd you get my number? Hi, I'm looking for Phillip. Hey, Phillip, this is Alec Wheatley. I'm with the Craig Hartraff team, Berkshire Hathaway, how are you today? Let's go. Good. Hey, Phillip, I don't wanna take up a lot of your time. The reason for my calls, we just sold a home down the street for them, yeah? And I was just wondering if there's anything I could do for you today. Thank you, Doug, thanks for calling. Oh, good, well, I got you. Hey, just out of curiosity, is there an agent that you would work with if you were to buy or sell? Terrific, well, I certainly appreciate your time. Thank you. Take care. All right, shut that dialer down, son. Alrighty. Okay, you know, I pretty much got everything out that I was thinking about when you role-play in the beginning, that was really good. You need to go back and watch that through the calls. Man, just overall, just an amazing job. You're a little off on your timing. If do me a favor when you ask them if there was, don't try to leave out the part about just out of curiosity. Okay, okay. Yeah, say, I got you. Is there an agent that you would work with if you were to do something? Okay. Work for work, man. It's just so smooth. It's just so quick. It's just so powerful. Hello? Hello. Hello, hi, I'm looking for James. Yeah. To get it. That's me. Hey, James, this is Alec Wheatley with the Craig Horrath team. How are you, sir? I'm with the Craig Horrath team at Berkshire Hathaway. Well, the reason for my call, and I don't want to take up a lot of your time today, but we had actually just sold a home down the street from you. And I was just wondering if there's anything I can do for you today regarding buying or selling. Oh, no, no, no. I'm in good shape. I have somebody on that. Thank you. Oh, okay. Well, I got you. Well, I appreciate your time. Yeah. Take care. Thanks. Sorry about that. I hit stop on the dialer. Dude, don't be sorry about making another phone call, son. Dude, I apologize for making more calls. Oh, yeah. Good job on that one too. So just to reiterate what I was saying, man, really excellent job. You got a long way to go, but you're so close. Keep going. Try to be more and more natural. Really take note. Take a mental snapshot next time you're talking to your mom or dad or Brett's best friend, and think about how comfortable that you both feel on the phone, what your tonality is, and try to imitate that when you're talking to your prospects. Really get into that same mindset when you're talking to a friend or family member, and really try to let that, you know, play into how you're talking to your prospects, because they are an extended part of your family. If you want to go big, if you want to do all these big grand bowls everybody's talking about, this is the way you got to operate. Prospects are like family. That's it. That's it. Yeah, I got to say, I really, really appreciate you taking the time out for me today and, you know, to give me some coaching on these calls. Obviously, I really needed a little bit of help here, but I'm gonna take everything, watch this video again probably three, four, five times, and see what I can get out of it. Okay, cool, cool. I guess that's it. Any further questions for me or anything else I can do for you right this second? I do not have any other questions. Okay. Like I said, hit the like button under the video. If you guys thought Alec did a really good job, I think he did. If you guys need anything, reach out to me on Instagram at RookieGaruth. They answer all the DMs there. If you're not signed up for the free coaching, zerotodiamond.com, fast destroying real estate coaching program out there, totally free. I give you a complete inside look at my business. No holds bars. I give you everything for nothing, exactly how I'm doing it. I've sold over 100 years for the last five years straight. This year I've had the best start I've ever had. Incredible year so far. This week's been crazy. I've sold like four or five properties. So far, so anyway, I love you guys. And also comment if you would guys, if I'm bringing you any kind of value, every time I post a new video, please comment nice video. Thanks Rookie. Or give me some real feedback on the video or comment what you would like me to do a video on. All those comments under the videos add up and help me push this message that I'm trying to send to all the agents out there to reach more agents, to help more agents, close more deals, to get more listings and help more people. Thank you guys so much. Like I said, I love you very much. We'll talk to you soon.