 Hello. Hey, Mr. Moore. Yes. This Ricky Caruth at Remex of Orange Beach. How you doing? Good man. Glad we missed this storm. Man, that was, that was about, that was, I don't, I haven't seen the aftermath but I know it was about as bad as Ivan down here, the hit down here. Hey, I didn't want to take up too much of your time. I've got, you got 1101. I've got 701 listed for 489. And I was just calling to see anything in the world I could do for you. So not only am I going to teach you how to crush the first 20 seconds of any cold call, I'm also going to give away 3 signed copies in my book, list to last. What's up everybody? Ricky Caruth here. Welcome back. If you're new here, welcome to the family. If you haven't clicked subscribe yet, what in the world are you waiting on? I'm making over a million dollars a year as a single real estate agent in Alabama and I'm coaching thousands of real estate agents for absolutely free teaching them everything in the world that I know. In an attempt to reduce the failure rate in the real estate industry, all that can be found at 02diamond.com. There's a course, a 90 day action plan and live training sessions twice a month with me right here on this YouTube channel. Tomorrow is our live training session and I'm going to be making live cold calls. So today we're going to dive into how to crush the first 20 seconds of any cold call and tomorrow you're actually going to be able to watch me do this live. There's a link in the description below to make sure that you don't miss this live call session. So let's dive right into this first 20 seconds of the cold call, how we're going to win, how we're going to nail it, how we're going to crush it, how we're going to actually create and begin this lifelong relationship that we want out of every prospect that we possibly can. So I like to refer to this as the FE effect. F can stand for friend or family, but it's going to be the friend or family effect. We're going to give them the FE effect. We're going to make them feel like we're a friend or a family. We want to make them feel comfortable. We want to make them feel as if though they're our brother, cousin, mom, dad, sister, a relative that we feel very close to, that's how we want to talk to our prospects. So we're going to make them feel comfortable with us. They're going to enjoy talking to us and they're going to want to do business with us. So a couple of things you need to know before I dive into exactly what to say in that first 20 seconds. And the first thing is is that cold calling is absolutely not an option for an ambitious salesperson. For somebody who wants to get to the top really fast, exponentially grow your business, you're going to have to make phone calls. There's no way around it. It's not an option. If you want to hit your goals, you have to make cold calls. And if you're not making them, I promise you somebody else is out there making them for you. The second thing is cold call reluctance. Everybody has cold call reluctance. It's absolutely 100% natural. I had it when I first started. Every single person has it. I still have it. Just a little bit. That little butterfly in the pit of my stomach right before I start making cold calls, I still get that. But I know because I've been there so many times before that it's part of the process. Prospecting is so much fun. You're talking to these people. You're helping them. Everything is actually positive. Even when you get cussed out and hung up on it, doesn't matter. Because the positive phone calls, the people that you run into that you create those lifelong relationships with and gain those incredible clients for life, makes it all worth it. And I'll tell you what I tell a lot of my students that is that if you're unwilling to feel a little uncomfort to put yourself out there to at least give yourself a chance to succeed, then you're being selfish. Because you know that making the calls is going to make you successful, but you're not willing to do it because that little bit of fear, that little bit of unwillingness to feel uncomfortable and that's holding you back from providing better for your family and providing better for all those around you. The more successful you are the more everyone around you is successful and everybody wants you to succeed. So when I ask people what they're scared of to make phone calls, what's their fear of cold calling? They never have an answer. They say I don't know. It's crazy. So don't be scared to make calls. It's fun and you can watch me do this tomorrow. I can't wait. So here's a few things that I don't want you to do when you're making your cold calls. One big thing is agents that just talk a lot. They just start blabbing on if they're nervous or they don't know what's going on, but they're just blab out a bunch of stuff. Hey, this is so and so with whatever real estate I was just calling to see if you might be interested in selling your home. We sold a home. We're calling all the neighbors in the area and the house was this price for this square footage. It was on the market this many days. They just start blabbing all this stuff and the prospect 99% of the time does not care. Okay, there's that 1% chance that the prospect you're talking to does want to know all that information, but what we have to do is wait for them to ask that information. They'll let us know if they want to know all that information and then we can pour it on thick. When they hear an agent talking a lot and not giving them a chance to talk and they haven't even asked them how they're doing or respected their time in any kind of way, they're just trying to figure out how they can get off the phone and more than likely they're just going to hang up. So everything you say needs to be short sweet to the point in with the question mark. That's going to require a response from them and that's going to give you some information to work with to read them. You also want to have a very inviting tone. You don't want to talk really fast. You don't want to talk really slow. You want to talk very calming. You want to be straight to the point and just have a very nice, friendly tone. Another thing you don't want to do is talk about yourself a lot or your company. The phone call does not need to be about you. It needs to be about them. What do they need? How are they feeling? How are they doing? What you can do to help them? If you show them that you care about what's going on with them, then they're going to start to feel comfortable with you and they're going to start opening up and we're going to be able to begin that relationship. So just so you know, I've made over 100,000 phone calls in my career. I'm making over a million dollars a year as a real estate agent, making cold calls and over the last 16 years of my career, I've really perfected my phone calling strategy, what I say, why I'm saying it, how I'm saying it and all that good stuff. So my philosophy on the first 20 seconds is there's three questions. These questions are designed to throw out there, receive responses and we take that information and we can use it. We can use it to read who we're talking to or they happy, glad, mad, sad, busy, what's going on with them and then we're going to flow the conversation accordingly. On top of being able to read them, the first three questions also throws them off a little bit and releases a little tension that might be there in a normal sales call where it's all about business and it's all about what they can do for you. These scripts and everything I'm doing for all my coaching students is to teach you how to find out what you can do for the client, not what they can do for you in terms of a deal or a transaction. We want to know what we can do to help them right now and for the rest of their life. So the first question is ring, ring, ring hello Mr. Johnson? We're going to ask who it is basically. We're going to state who it is in the way of a question. So it's going to say ring, ring, ring, hello Mr. Johnson? So it's short, sweet to the point. We're not going to say is Mr. Johnson there or we're not going to say is this Mr. Johnson? We don't want to say anything long. Remember we want everything short, sweet to the point. So we're going to say Mr. Johnson and wait for a response. We're going to see if this is Mr. Johnson we're talking to. We're trying to get the right person on the phone. So if they say this is Mr. Johnson we're going to flow with what I'm fixing to tell you in a minute. If they say this is not Mr. Johnson we're going to say okay cool, is Mr. Johnson there? We're trying to get Mr. Johnson on the phone. Once we get Mr. Johnson on the phone or maybe he was on the phone from the beginning he says yes this is Mr. Johnson we're going to go into our second question. We're going to introduce ourselves and ask the question. So we're going to say hey Mr. Johnson this is Ricky Carruth down at Remax of Orange Beach. How you doing today? Okay so the second question is how you doing today? It also introduces ourselves. Okay so it's ring ring ring hello Mr. Johnson. Yeah this is Mr. Johnson hey Mr. Johnson this is Ricky Carruth down at Remax of Orange Beach. How you doing today? You see how my tone is? You see how I have a friendly demeanor about how I'm saying this and I'm talking very clear, precise to the point confident, calm, powerful okay and we're trying to give that FE effect, that friend or family effect to make them feel comfortable. So they're going to say yeah I'm doing good. Now they could say anything right here. They could say I'm doing good, I'm a little busy what you got, how did you get my number who is this again? They could say all kinds of stuff okay. We're going to flow the conversation from there but once we've established wherever we are in that part of the conversation we're going to say I got you well look I'm enjoying the day. Isn't it gorgeous outside? This is our third question. Now a lot of agents get this third question mixed up because they say they don't feel comfortable talking about the weather or whatever their excuse is but this is a really crucial question okay because we're not diving right into the business part of the call and it's really releasing a lot of tension that if you go straight for the business that tension is still going to be there and they're still going to have a wall up but if you can take one more stab and loosen them up just a little bit more and get some more information about how to read them and how to make them feel comfortable all the better but here's the cool thing about the weather part of the call that question doesn't have to be about the weather. It could be something about football or baseball or a holiday or you know something going on in the news could be anything going on in the current events of the world of the local you know whatever it could be something going on other than the weather. I like the weather because everybody can relate and you wouldn't believe how many conversations I have about the weather we'll talk for 10, 20, 30 seconds about what the weather is doing what it's going to do tomorrow what it did yesterday and it really creates a really nice flow for the conversation so these are the three questions we're going to ask them who they are we're going to ask them how they're doing and we're going to ask them aren't they enjoying the day and you can tweak this as you go tomorrow when I make my calls you're going to see me using Thanksgiving are you ready for Thanksgiving stuff like that I may use that for the first 5 or 10 calls see how people respond if it goes good I'll keep using it if not I'll tweak it or I'll do something different so it's whatever you feel comfortable with and you're getting the right response don't be scared to tweak it a little bit so once we get through these three questions okay who they are how they're doing and whatever that third question is after that we're going to have this little conversation about whatever it is and then here comes the awkward part of the call where there's silence we don't know where to go okay this is a beautiful part of the call because we're going to use our first transition the transition is I got you we'll look I don't want to take up too much of your time today but okay that's a transition that you all have to get down okay as soon as it comes to that awkward part of the call be ready to say I got you we'll look I don't want to take it too much of your time today but a house down the road just sold a house just listed a house just went into contract and I didn't know if there's anything in the world I could do for you today okay so we're not asking if they want it by ourselves we're giving them some market information but we're not giving them all the market information unless they ask and we're respecting their time okay this is how you nail the first 20 seconds of a real estate cold call and this is how you do it every single time thank you so much for watching all this video I hope it really helps you understand how to nail the first 20 seconds of your cold calls if you want to download my full scripts you can do that at zero to diamond.com there start a free account download the scripts and there's all kinds of educational stuff there like I said there's a course a 90 day action plan and the live training sessions twice a month definitely don't miss the live call session tomorrow and right now I want to give away three signed copies of my book lists the last all you have to do if you want to copy is follow my facebook page and subscribe to this youtube channel links are in the description for that just comment below done I'm going to pick three winners over the next couple days and if there's anything in the world I can do for you reach out anytime we'll talk to you soon