 Hey, what's up everybody Ricky Caruth here today? I want to talk to you guys about my phone scripts Okay, so my phone scripts I have perfected over decades, right? I've tried a lot of stuff There's a lot of trial and error that's went behind it You can download my phone scripts for free at zero to diamond calm as well as all my other coaching tools 90-day action plan 30-day jumpstart online class videos tutorials There's videos of me making cold calls that you can watch and learn how My tone is and learn what I say and learn how I say it and figure out how I read people and so on and so forth It's all free. So zero to diamond calm for that But I want to do this video to just kind of give you guys the the the real details of the of the phone script And what's really behind it because I think that more importantly than what you say, it's how you say it But if you could combine what you're saying and master how you're saying it, that's even better okay, so the first thing I want you to do is Realize that one thing that I've tried to do with this phone script is Communicate who I am as a person and my personality. I want to convey that to my prospects I want to communicate who I am To my prospect to my clients to my friends to my family, right? So the way that we're going to approach prospects is the same as if they were a friend or a family Okay, our job as a real estate agent is to make them feel comfortable with you Right the number one skill that you should really be working on is How to make people feel comfortable with you how to become likeable? how to show them who you are and See if your personality connects with them So it's a lot deeper than just print out a phone script And you got the word you need to say and then you call people up and you say those words and then magic happens, right? That's not the case. What actually happens is You you get the words right and then you don't know exactly how to say them Then you make the phone calls you make a certain amount of phone calls and you become better and better over time It took me years and years of learning what to say and how to say it And it wasn't until Closer to the end of me building a huge real estate business that actually realized It was more about how you say what you're saying than what you're saying, so I think that You just have to make the calls. I think a lot of people are scared to make the calls I think they want everything to be perfect They want all their skills to be the best before they make the calls They don't want to run in any kind of sticky situations like how'd you get my number or you know? We're already listed with somebody or something some kind of sticky situation like that That they feel like they're gonna or somebody hangs up on them or ask them why they're calling or tells them they're too busy What do you want? I think people are worried about stuff like this and you just shouldn't be You just go with the flow If they say they're too busy you run through the phone script really fast, right as in respect of their time okay, so Let me run through the phone script real quick and then I'm gonna kind of at the end I'm gonna kind of go into some finer details You know deeper with the psychology behind it. Okay, so This is for circle prospecting, right? But this phone script is actually universal this phone script can be used for expires It can be used for for sale by owners. It can be used for door knocking. It can be used for buyers It can be used for online leads Sign calls anything right you can use this script really if you really think about it You can really use this script for just about any business too. So Okay, so the phone rings ring ring ring hello, I'm gonna say mr. Johnson Now I'm saying mr. Johnson like it's a question mark, right? I want everything I say to be really short and sweet And to the point and I want to emphasize so Mr. Johnson Right, you're trying to identify that you're talking to the right person And but you don't want to say a lot of words, right? You don't say hey is mr. Johnson there or you know, that's okay Right, but we want we want to be it's the little things that really matter when you're making phone calls because this is somebody you don't know So it's the little things that really go a long way Okay, so mr. Johnson, and then he identifies himself or what have you you know? Yeah, this is mr. Johnson Hey, mr. Johnson, this is Ricky Caruth and out of Remax of Orange Beach. How are you doing today? And then you pause and you wait and you let him speak, okay? this first little part is Made to introduce yourself to the prospect and ask him how his day is going and then you pause Okay, we're doing a lot of things at once. We're identifying who he is We're then if we're introducing ourselves we're asking him how his day is which is very polite But then we're waiting his for his response so that we can start to read him or her We can start to read the prospect What kind of mood they're in how their day is going are they happy sad busy mad? so That's what this is for. It's a lot of things going on at once And so, you know when you say, you know, hey, this is Ricky Caruth at remax of Orange Beach How are you doing today? You know they may say I'm doing good. How about you? Right, and then you're gonna say something that's not real estate related I like to talk about the weather. It could be Christmas Thanksgiving New Year's. I like to say yeah I'm doing good too. Just to join the day. Isn't it gorgeous? Right, so now I've asked a second question that has nothing to do with real estate We've asked him how he's doing and now we're gonna ask him Isn't it gorgeous? Right if it's raining. It's like I'm just trying to stay dry. Isn't it nasty out there? or You know, I'm doing good too. Just just getting ready for Christmas. How about you guys or? How was your first? How was your Thanksgiving? There's a lot of things that just come to my mind when I'm making calls about what's going on Currently in the world or through the year or in the news or something That I'll use right but my but my universal one my my generic one my general one is the weather Everybody can relate to the weather. I don't care where you are Right and if you're calling somebody who's in a different area, they may start comparing notes about the weather You know, I've got into talks about the weather that lasted five ten minutes before we even got into the real estate part So it eases them up, right? They hear your real estate and they kind of got their guard up But then you ask them about the weather and then they start talking now. They're just kind of loosened up Right, so it's very important. Also, you're using these first two questions How are you doing and I'm enjoying the day isn't it gorgeous? You're using those two questions and you're waiting for a response so that you can read them Right, you got two questions that you are able to get a read on them to see how their days go And see what kind of person they are, you know, see what kind of mood they're in And then you're going to take the conversation According to how you read them, right? This is big, right? This is huge So once we get to the weather part of the call, we're going to ask them that maybe that's an awkward moment Because they're like, uh, yeah, why are you calling me or something or maybe they start talking about the weather But then that part abruptly stops, right? You got to be ready for the transition Right the transition from that part of the call to why you're calling is I got you will look I don't want to take up too much of your time today But a house down the road just sold just like yours and I didn't know if there's anything I could do to help you today So your transitions, right? There's two big transitions in this phone script The first one is is and the transitions are used For awkward moments in the call that most people stumble on they don't know what to do It's it's used to keep the conversation going in a positive direction Transition away from the awkwardness and transition into a very nice flowing Conversation you want this conversation to be flowing you want this conversation to feel like you're talking to a friend or a family You want them to feel comfortable with you, right? And your tone speed of your voice How you talk it all plays a part and you only get better with practice The best thing I can tell you to do is make lots of calls thousands and thousands of calls and then Right and then start to refine your skills But until you get through the barrier of thousands and thousands of calls You're just always going to have that fear. You're always going to have that uncertainty You're always going to have that little feeling in your stomach, right? 321 club if something scares you say 321 and just do it Okay back to the call Okay, so I'm enjoying the day isn't it gorgeous? Yeah, yeah, we're us too. We were dis we were that you know, it's snowing up here. Whatever. I got you Well, look man, I don't want to take up too much of your time today But there was a property down the road a house over here something just listed I just sold something I just listed something on your street and I didn't know if there's anything I could do to help you This is where a lot of realtors want to talk a lot. They want to talk about the property Hey, I just sold this property for 400,000 We sold it less than two days and we had multiple offers and they had tile floor and a pole Quit talking right say it exactly like I'm saying it short sweeten to the point when you start talking too much It sounds telemarketing. It sells sales personally. It doesn't sound like a friend or family calling, right? So Hey, I don't want to take it too much of your time today But I just listed a house right down the road from you and I didn't know if there's anything I could do to help you today Right. So Right here if they say, yeah, we were thinking about this we're thinking about that I'm immediately gonna say, oh, okay, cool. Is there an agent that you're working with on that? The reason I want to ask that is because I want to go ahead and pre-qualify the fact that they do or don't have a Relationship in place already because you never know if you're talking to somebody and their mom is a realtor a Lot agents have conversations great conversations with prospects and they think I have this client for life If this is great, everything's great We get along and you think everything's cool But you don't know that that person's mom is an agent because you didn't ask them Do they have an agent they're going to work with if they ever were to do something? So I'm going to pre-qualify them is the door open for a lifelong relationship with this person as a real estate agent Right for me to capitalize on So if they say, yeah, we're interested in this or that Okay, cool. Is there an agent you're working with on that? And if so, it's like Okay, you know, you got to kind of backpedal a little bit I'm not saying run away feel the situation out Right, you'll get better with that at better with that with time You know, but just see where that goes. Okay, but most most responses are going to be no There's nothing you can do for me right now That's what you're looking for. Okay, really that's what you're looking for Because that's that's your biggest response from that question When you get your yeses follow those yeses do your deals This phone script will get you business right now because you're running into people that have decided they're going to do something soon And your business for the future huge business for the future because you're going to develop lifelong relationships from this So you're going to build your business now and later All at the same time during the same phone call session And you're never going to ask anybody if they want to buy or sell You're asking them if there's anything you can do for them today to help them Okay So when they say no, it's like I got you will look. Okay. Here's the other the second transition The first transition was I got you will look. I don't want to take up too much of your time today The second transition is I got you will look. Is there an agent in the area that you would work with if you were to buy or sell something? Let's pre-qualify them right here to see if the door is open for a lifelong relationship Our goal is lifelong relationships with as many property owners as we can as we can create Whoever whatever agent holds the most real Relationships with property owners in their area owns the market share It's not how many listings you have or sales yada yada It's how many real relationships you have in place With the most property owners. That's market share that agent holds all the future business and That's what I trade market share on for real estate agents How many future deals do you have in the works and relationships are the key? Okay, so that's what we're building here So I got you will look is there an agent in the area that you would work with if you were to buy yourself something If yes, then you might ask who it is you might say I got you You know that I know them they're a great agent. Look if there's everything I can do for you Please let me know but you're in good hands. You know have a good day Okay, they've already said that they don't want to do a deal Right now they're telling you that they have an agent that they would do a deal with Even if they're Pulling your leg even if they're lying to you, you know just to get you off the phone You can't really press the issue right there. That's you know, you got to pick your spots And that's the real it not really the spot to pick right there So Um, okay. Let's see. Where were we in the script? Okay. Oh, do you have an agent you're working with right? Okay, well look is there an agent in the area that you would work with if you were to buy or sell something? No I got you. Well, look man. I'm sure at some point You're going to want to buy or sell something. I don't know maybe five or ten years down the road But I would love the opportunity to work with you when that day comes Would it be okay if I stayed in touch with you? They're going to say yes if you made it this far in the conversations are going to say yes because You're not threatening them right yet You're not asking for any private information. They're thinking you're probably going to call them every six Months or send them a postcard every once in a while, right? So they're going to say yes Once they say yes, you say okay. Cool. What's your email address? Right, so if you see what I did there I make them commit to the fact that it's okay for me to stay in touch with them before I ask for the email address That's a very very important part of this because if you just come out and say hey What's your email address? Most of them we're going to say no Right, but if you ask them if it's okay to stay in touch Before you give the email address before you ask for the email address your chances are significantly higher For them to give you that email address If you've talked to them right if you've made them feel comfortable, which is what you're supposed to do You're going to get it most of the time If they say no Say listen I understand I get it, but here's the thing. I'm not going to spam you I just want the opportunity to stay in touch with you. That's all You know, can I please have it? Ask them again. See if they'll give it to you One thing you don't want to do is say, hey, I'm going to put you on a list to get my weekly email Which is what you're going to do, but you're not going to tell them that you always want to just use the The excuse that you want to stay in touch with them Right, that's going to make them feel comfortable If you say you're going to send a market report, you know That's going to make them feel like there's just another number on your big list Okay, you want to make them feel special not like they're part of this herd of people That you're sending this report to I never think you should say who do you know that wants to buy or sell because I think that that turns the conversation around from You helping them to them helping you Right, you can't help me. So who do you know that could help me? Right, you don't want to come across like that. You're going to lose people like that You're going to lose lifelong relationships that could add up to be huge business in the future by asking that question So those are some things not to do So that's the script. Let me run through it again Since I kind of broke it down in detail and kind of stopped, you know at different places to explain stuff let me just run through it and then I'll just go maybe a little deeper with it for a second with the philosophy behind it So rigor and green. Hello Mr. Johnson Yeah, so mr. Johnson. Hey, mr. Johnson. This is ricky keruth and remix of orange beach. How are you doing today? I'm doing good. Ricky. How about you? I'm doing good too. Just enjoying the day. Isn't it gorgeous outside? Yeah, yeah, yeah Well, look man, I don't want to take up too much of your time today But I just sold a house right down the road from you and I didn't know if there's anything I could do to help you today Uh, not really ricky. Oh, I got you. Well, look man Is there an agent in the area that you would work with if you were to buy or sell something? No, no, no, no, not really. Okay. Well, cool man. Look listen. I'm sure at some point You're going to want to buy or sell something maybe five or ten days down the road, man I don't know but I would love the opportunity to work with you on that day comes Would it be okay if I say it in touch with you? Sure. Cool. What's your email address? boom right, so That's the screw up now. You can now you can change it up You can morph it into whatever you want. You can do excuse this for expires For sell by owners. Hey, is this the owner of whatever? Hey, this is ricky cruz from remax arms beach. How you doing? Yeah, I just enjoy the day. Isn't it gorgeous? Yeah, well, look man I don't want to take up too much of your time today, but I saw your house was for sell by owner I saw your house expired off the market. I didn't know if there's anything I could do to help you Not asking to buy or sell You're coming across very low pressure. You're coming across like you actually care about them You want to help them you're seeing what you can do to help them This is communicating who you are With them this this is lining up who you are with how you communicate with your prospects That's what this phone script does. This phone script is a very deep seated philosophy Phone script. I mean it it really goes deep in relationship building Um, and there's so many little things about it that that's so good You know, it's so it's so golden so Anyway, I just wanted to explain my phone script to you guys since now all my coaching's free My phone script is something I really held close I didn't want to give it out to the public because I wanted there to be a reason for agents to sign up for my coaching and pay me And now that I've decided I'm I'm not doing that. I feel so liberated. I can tell you guys everything about Everything I'm doing. I can teach you everything I know for free And you guys can just go crush it and when I come do a speech in an area You're going to come see me every time I write a book. You're going to buy it So that's kind of where I'm going to win in terms of coaching for free. I love this Method this this business model for the coaching because I can help so many More agents than I was helping Since I flipped the coaching program from a paid business model to free Less than a week ago. I've signed up over 1100 new students I had 200 over the past year signed up and and and since that was over a year And then last week I flipped it to free since then 1100 more Have signed up and are taking in all the content Print out the phone scripts. I have a 90 day action plan. It's everything that has got me where I am Uh, you know as far as a million dollar a year producer as a single agent And I just want you guys to To just dive in and understand this about zero to diamond. It's not just circle prospecting It's not just phone calls, right? There's a lot of social media stuff And more so a lot of mindset stuff There's a lot of mindset Hard work. There's no losses in real estate dual purpose There's a lot of mindset stuff behind zero to diamond that is really going to put you on a whole another place mentally Even if you don't do cold calls, even if you don't do Business the way that I do it So I think there's a lot of benefit to everybody in the program regardless of what your strategy is If nothing else just to get a different angle And just to learn how somebody else has has created the kind of business that you might want to create Um, and even if you're a million dollar producer You could still appreciate a lot of the stuff in there and I'm sure gets something out of it as I do I mean I I reach out to other agents when I do my interview shows I'm learning stuff from these other agents and I soak up as much as I can soak up at all times So anybody anytime somebody gives me an opportunity to learn something new I'm going to take advantage of it and and learn as much as I can And take it with me and try to apply it to my business because I like trying new things It's all about trying new things figuring out what works and what doesn't work And what happens is is you try a bunch of things Out of 10 things you try to work you keep those two you throw away eight You try 10 more things to work you have those two to the two things that already work and slowly you start accumulating a large Quantity of activities that really really work well and are super efficient for you So that's what it's all about. I appreciate you guys much love Thanks for everybody who has signed up here lately And I hope that you're taking advantage of it and just reach out with any questions And we'll talk to you guys real soon