 People picking up the phone, well you're going to have a 10% pickup rate. So you dial 100 numbers and you're going to talk to 10 people. The bottom line is, objections are not what you think. Objections are your prospect telling you what it is that they want to do. And what you need to do is listen. Why don't you, instead of calling that list of brand of buyers that are expensive at hell, why not call these property owners for less than a penny and pretend like they're Zillow and pay for quickly. Talk to property owners, make a great first impression, do a weekly email on the same day of the week forever. Boom, you can literally build a million dollar business within three to five to eight to ten years, however long it takes. Here's the next steps. That's what you guys need to do as real estate agents. You want to sell? Okay, well tell me more. What's going on there? What's got you thinking about selling? Okay, that's the reason, right? Well based on that, here's our next steps. It brings back memories when I hear certain complexes and stuff, but well, you guys miss it yet? Do you want to jump back in? Hello and welcome to those logging on right now. We just hit start so people are piling in. So welcome, welcome. We will have Ricky on and get started soon, but we're glad for all those hopping on right now on time. You're a minute early right now. So we're excited about that. And we'll get those live calls going while we'll get Ricky here and obviously you'll recognize for a human he helps us and that'll be fun. So seats are filling up fast. Everyone's just pouring in. All right, keep on coming in. Let's see. We can open up chat and everybody there's Ricky. All right. All these people, they wanted to see you and then they saw me and they're like, what? Why is Robert on there? They're like, Ricky quit working out. Lost some hair, like man, it's going downhill fast. Glad he's really losing it. Well, Ricky, it is one o'clock and this is your show. So I'm not even going to keep my video on for very long. We've got everyone just piling in right now, giving them a minute. You can go in the chat and say where you're joining us from. Chat will be live. So if you have questions for Ricky, throw them in there. But mostly we're going to be doing live calls. And Ricky's a pro at this. If you've seen him before, it's a lot of fun, a lot of energy. And most people who are hopping on right now are part of the Red X summer jump start. And so we welcome you. You signed up in the last two months. We're so happy to have you here. I hope that you're getting the most out of Red X, but this jump start's all about the skills you're learning. And Ricky's here to help with those, to talk about what to talk about on the phone. And so with that, Ricky, it's your show, man. Oh, bro. Yeah. When you guys put something in the chat, I don't even see the chat. I mean, I see a chat, I don't see any chats or is it working? That's what I'm doing. You guys give us a thumbs up if you can hear us and all that. So I'll figure that out for them. They can see it in Q&A. So I need to go, I'll figure that out while you're talking. Hey. Yeah. Yeah. Cool. Okay. Well, hey, what's up guys? So Red X asked me to come on and make some live calls. I was like, yeah, sure, happy to do it. A lot of you probably have seen me make live calls before, so it's always fun. As he's trying to figure out the chat, I'd like to maybe hear from you guys are working now. You guys throw a thumbs up in the chat, see if that's working. Okay. Perfect. Perfect. Perfect. Okay. Cool. Cool. One of the biggest challenges when it comes to prospecting, what are you guys running into? What is the, you know, what's your big hang up with prospecting? You know, is it what to say? Is it that you won't even pick up the phone? Is that you don't know who to call? That's probably the only challenges you probably think of, right? So let me know what the challenges are. Let's address those first. And then we'll move on. I'll make a couple calls, show you guys how to do this thing. All right, let's see here. Biggest challenge, actually making the calls. And so, Nicole, if you could chat, like, I guess my question would be why? Like what is the challenge of actually making the calls, right? Fear of getting stuck mid-conversation. That's the same thing as like, that's kind of the same thing as like the fear of public speaking, right? You feel like you're going to get up there and you're going to freeze up, but you're not going to freeze up. What you have to do is you have to get into a mentality of that this is friends and family, right, that you're literally talking to friends and family, right? So I want you to think about, okay, what would I say if this was my mother? What would I say if this was my brother, cousin, best friend from high school kind of thing? Let me hit the light. There we go. That's a little better. Let's see, unqualified buyers, Troy, Troy, listen, let's get out of the buyer pool and let's get into the seller pool. Not only that, but property owner pool, right? Let's talk to property owners. Let's get out of buyers. Now, and if you have unqualified buyers, then they're not qualified. They can't buy anything. So what do we do then? We put them in our database to get the weekly email so that when they are qualified, they call us to buy a house. It's not rocket science what to do with those unqualified buyers. Hard to convert for sell boundaries. They are hard to convert because you really have to babysit them. You have to call them every week, check on them, see how they're doing, see if they had any activity, if they needed any help, like it has to be an ongoing follow-up every week until they throw in the towel. And that is hard. I agree with you. I'm not the biggest fan in the world. I love expireds. Like expireds are what I feel like are true gold because I can call an expired that's one day old, six months old, a year old, five years old and I can say, hey, I saw it. I saw at one point you were trying to sell this house, whatever happened with that. The next thing I know, now they are doing everything they can do to help me try to figure this thing out. It's amazing. You get into the most amazing conversations with that. You're nervous and you sound crazy. Part of it is that every single person is nervous in the beginning and sounds crazy. So just know that that's the first step towards getting really good at this and that you're actually on the right path if that's the way you feel and that you should lean into that. You should really lean into that. People picking up the phone. You're going to have a 10% pickup rate. So you dial 100 numbers and you're going to talk to 10 people on average over the long haul. You may have days where you talk to 20 people out of 100. You may have days where you talk to eight people out of 100, but you're going to average 10% pickup rates over the course of your career. Has it to pick up the phone after so many rejections? So Carol, the question for me to you is why are you worried about the rejections? It sounds like you're focused on the negatives of the call sessions which are the rejections versus you talk to two people that rejected you out of 150 dials, but you talk to four people that you had a great conversation with. Why aren't we focused on the four people that we had great conversations with? If you guys go out and get Zilla leads and paper clicks and stuff like that, guess what? You're still going to have rejection. You're going to call these people and they're going to say, who is this? Why are you calling? Flick. Every single lead gen activity comes back to creating a list of people to sit down and call. So if we have to sit down and call a list of people, why wouldn't it be the most efficient, highest quality prospects we could possibly find? People doing the paper click and Zillow and YouTube and all that, it's like, ugh. I'd rather sit at home eating dinner with my family at 6.30 in the afternoon relaxing, not a worry in the world while people who are getting Google paper click and YouTube leads are out showing my listings. We're making money at 7 o'clock at night. Are you going to be the one showing the listings? Are you going to be the one with the listings? Overcoming objections. Brandon, throw me an objection you're having trouble with. But the bottom line is objections are not what you think. Objections are your prospect telling you what it is that they want to do. And what you need to do is listen. OK, yeah, I just want to hit all these little comments and then I'm going to jump into a few calls and then we'll do a little Q&A after the data is very much inaccurate. No, it's not. No, it's absolutely not. Go to other data companies and see what you find. But I made 50 calls and I talked to four people. That's what you're going to talk to on average. That's why you need the multi-line dialer to blow through the people that don't answer to get to the people who will. I'm hand dialing. Yeah, well, that's why you think this sucks because you're hand dialing and you're going to talk to 10%. Poor quality leads. The thing is, is that there's not a such thing as a poor quality lead, right? Any human in the market is high quality lead that may buy or sell something in the future, right? Regardless of it's now 10 years from now, two years from now, whatever. The objective is to talk to the highest quality leads to me. When you talk about poor quality leads versus high quality leads, for me, the poor quality leads are Google Pay per click, Facebook ad leads, Zillow, stuff like that. Or if you have the option to call $100,000 property owners or $1,000,000 property owners. I'm going to call the average price in my market or higher. If the average price in my market is $600,000, I want to call like $502,000,000 property owners. That's going to be the highest quality prospects in the market. How do you start? Should you buy a separate phone line or where would you make the call from? So you use RedX. You can use the dialer here and they actually will give you a Google number that's certified where it will prevent itself from being marked as spam. What to say and how to stay in script. You don't want to stay in script a manual. What you want to do is you want to pretend like this is your mom, dad, brother, cousin or even a Zillow lead. You know, when I'm talking to agents, I try to figure out what kind of leads they're calling and why. I talk to agents who are getting Zillow and pay per click and I'm like, why don't you instead of calling that list of random buyers that are expensive as hell, why not call these property owners for less than a penny and pretend like they're Zillow and pay per click leads. Pretend like they're the leads that you say you feel comfortable with. Concerned about calling people on the do not call list. Best company to use. Don't want to know what you mean by best company to use like they mark them on RedX, the do not calls, but listen guys and I'm calling. It's a survey type scenario. I'm trying to figure out. I'm saying, hey, there's a house around the corner that's sold that if there's something I could do for you today. It's a survey question. If it's an expired, hey, at one point I see you were trying to sell this house just calling to see what happened there. What's the deal with that? Biggest challenge making the calls as well. Need more knowledge on cold calling? Not much to know. You dial the number, you talk to the people, you let them know who you are, what you do and you're here to help. Guys, the name of the game is this. Make it real simple. Talk to property owners. Make a great first impression. Do a weekly email on the same day that we forever. Boom. You can literally build a million dollar business within three to five to eight to 10 years, however long it takes. And as you build that snowball of people that are getting that weekly email, you're golden like that. It doesn't matter if the market shifts. But when you're dependent on buyer leads and paper clicks and zillows and the market shifts, all that dries up. When you have the ability to get on the phone and just create leads out of thin air, it's calling, but getting them interested in selling. You're not trying to get them interested in selling, Renee. What you're trying to do is find out if they're already interested in selling. And if not, you'd love to work with them when the day comes that they are interested in selling. You see? It's not getting them interested in selling. It's getting them interested in working with you when they decide to sell. Right? All right. Our expired listings that are considered multi-million plus different than something that the conversations. Nope. Same conversations. All right. I'm going to answer a couple more of these. And then what I want to do is screen share. Let me see if I can do that. Yeah. I can do that. And I'm going to show you guys. Some cool things on the back end with Redx, where you can actually do like high end luxury if you want, so on and so forth. Closing the leads for an appointment, some sort of care to get them to want to meet you. Why, Dave? Why? Why are you so focused on the appointments? What you should be focused on is what they want to do and why. That's what you should be focused on. What they want to do and why. All right. I see you got this house, you know, whatever you thought about selling. Somehow you get into a conversation about them wanting to sell. Yeah. We might sell. We need to sell. We want to sell. Great. Why? What's got you thinking about selling in three months? Learn more about what's happening with them before just trying to set the appointment. That's not the way to go. Maybe the appointment is the next step. Maybe it's not. It's like a doctor. They're not just going to, my stomach hurts. They don't just lay you on the table and just cut you open and say, oh, let me look in here. No, they start asking questions. They say, why does it hurt? What do you do? What have you eaten something? They run tests. They diagnose the whole situation. And then they say, okay, here's what we got. Here's the next steps. That's what you guys need to do as real estate agents. You want to sell? Okay. Well, tell me more. What's going on there? What's got you thinking about selling? Okay. That's the reason. Great. Well, based on that, here's our next steps. It's not about the appointment. It's about, can you get them to open up to you to tell you exactly what it is? They're trying to do it. Why? I'm not paying over 3% commission. Great. Do you know an agent that's going to charge you, give you 3% commission on a listing? And by the way, I'll charge you 3% on my I am. I'm going to have to pay the buyer or something. That's how Redfin does it, right? They're like 1% listing fee, but then they charge 3 more percent for the buyer agent. So it's 4% total. Um, but if they, if they literally are just stuck on 3%, it's like, good luck. Like, let me know if you, if you want me to take this over, you could also adjust the price. Well, let me just add 2% to it and we'll do 5%. You're still netting the same amount. There's a lot of different ways to skin that cat. I find it challenging to keep the conversation going with people who are very brief. They just say yes, no, and leave me with nothing to engage about. This could be Sylvania of a reflection of you, how you start out the conversation. You might have kind of a dry tone, so they're kind of reflecting you. I'm not saying that's what's happening, but it could be. Where do I get a leads list from Red X? Red X, Red X, I'll show you in just a second. Usually in the internet leads just pushbacks, like I'm not ready or was it looking exactly? What if you work for a company that doesn't allow dialers? You leave the company, but you could also just hand dial. Do I do foreclosures? I don't know what you mean by that. What do you put in the weekly email? You can go to startmyweeklyemail.com and see all my emails, get my template. How many people should be calling daily? Call for one to three hours a day. Do you use Red X for the weekly emails? No, I use constant contacts. I seem to come across a lot of DNC numbers. Yeah, those are those are great DNC numbers and old emails. That's I'm not I'm not really utilizing the email, right? I'm trying to call people and get them on the phone. So the DNC numbers are normally very accurate. Those are normally the highest quality phone numbers. Do I actually email all the people you leave messages for, too? No, I don't. I just email the people I talk to. Thank you. Just more of a face to face meeting. But why do I want to face to face meeting? Dave, what is the point? Keep it simple. All right, I made it to the bottom there. All right. Best time I've found to reach people any time I want to call. Any time I want to call, there's no for me. There's no best times. All right, so let's pop right on over here. I see a question in the Q&A. So, Amy, and let's do everything in the chat. But I do see the question. Let me answer real quick. So should I have my own account? I'm so confused. I tried to pull expired withdrawal and canceled according to Ricky. And when I sent them to my team, Joe Rosen, after talking to RADAC's customer service, they were imported to our CRM. And now I have no idea. Okay. Well, I would just talk to everybody and see where they are. I would just, I don't know. I don't know where those leads went. You know what I mean? All right, so here we are. All right, let me log in to my RADACs. You guys, if you don't have RADACs, you can go to RADACsDiscount.com. Put it right here and save the setup fee. There's a lot of different things you can do. But I wanted to show you guys this pretty quickly. And then, and I got 3,800 here, OK, in this database. Now, what's really cool is I can go right here to more filters and I can go, let's say I just want to call absentee. Right, let's see. Let's say I just want to call absentee owners. I go to listing and I could just click to include non-owner occupied. Let's say I just want to do absentee. Boom, it broke it in half. It was like 3,800. Now it's 1,700. These are all owners who don't live in the property. And that's that's really good right now because these owners. They could sell, but they don't have to move, right? So right now, how sellers are clinging on to their low interest rates and they're not willing to list their properties. Well, these could have a higher percentage chance of actually listing their properties because they don't live in these properties, right? So that's pretty cool. And then if you you can filter down so many things. So let's say you want high in luxury only. You could go to include anything over 2 million. Go here and click close and it got that list of 3,800 down to 90. You got a 2. I got a 2.3, a 4.4, 2.8 million, a 4.7, a 2.9, a 2.3, a 15. A 2.6, a 2.8, a 3. So like I've got, like if I could filter these lists down to anything I want, ladies and gentlemen, right? I can filter it down to area. I can filter it down to price. I can filter down to, you know, owner occupied, non-owner occupied school district, anything. Anything I want to anything I want to narrow this down to. Two days on the market, properties without price, whatever I want to do. Okay, so that's pretty cool. Okay, like we've got all this at our fingertips. Okay, now this is what I suggest doing. Okay, you get RedX, you get expireds plus. And then you call RedX customer service. You say, hey, RedX customer service, I want 10 years worth of expired data. I want 10 years worth of canceled withdrawals and expires. Have them walk you through, screen share, whatever, and get that decade worth of data. And then turn around and make sure that they don't filter out the ones that sold because we don't care if they sold. We just want to use the properties and excuse to talk to them. If it's sold great, that's part of the story. We want to get them talking about the story. What happened to this property? I see you try to sell this house at one point, whatever happened with that. They sold it great, let's hear the story. They didn't sell it great, let's hear the story, and let's bring it all to present day to see what it is they're trying to do now and why. Boom, then you could have a decade worth of data, which depending on your market, you could have a decade worth of data. Which depending on your market, you could have tens of thousands or even hundreds of thousands of leads in your database, like that. Like that. And these are the best ones to have. Let's see, let's see. So you get all the MLS data here. So I see the list date. I see when it expired, listing agent. That's out on O'Neill Island. Hey, Karen, Ricky Carruth, the XP Realty down here on Orange Beach, how are you doing today? Doing just fine. How are you enjoying the day? Good. Me too, it's gorgeous down here on the beach. That house on Whispering Circle, I see you were trying to sell that at one point. What, whatever happened with that? Well, it didn't sell and it kind of worked out as great for our family. So we're not going to sell for a while. We're just going to make money. Everything happens for a reason, doesn't it? It sure does. And so it was just a really good thing that it did a lot. So maybe in the future, but for now, we're good. Cool, cool. You guys, you can't rent it out there, can you? Yeah, yeah, right, right. Oh, yeah. Yo, you live there? Oh, okay. Yeah, 205 number. I figured it might be in Birmingham or something like that. Do you guys, yeah, cool. I grew up here. I've been selling for 21 years. So you may or may not have heard my name, but do you guys have an agent? Like when the day comes, do you guys have somebody you are going to work with on it? But as soon as I walked with the lightbulb, would I forget? I don't know. I really tried to find a better place for it. No, I understand. It might be five or 10 years down the road or whatever. I tell you what, would it be all right if I just stayed in touch with you? What is a good email for you? Gotcha. Cool, cool. So I'll stay in touch with you via there. And again, Ricky Caruth, if you need something, this is my cell number. You just give me a ring. Thank you. Bye-bye. Okay. So I mean, just to recap that, did you guys hear that? Give me a thumbs up if you guys heard the call. Okay, cool, cool. So literally just first call, like first call, like I'm hand-dialing. Very first call, I get somebody on the phone and this is a real property owner. And she's like, sure, stay in touch, right? So now I'm going to stay in touch forever and we'll kind of see where it goes. But guys, this is how you do it. When you have the ability to create leads out of thin air like this, it doesn't matter what the market's doing or anything, like you can literally just pick up the phone and just create, I can create like a dozen leads in an hour, just hand-dialing expires off Redx. It's insane. It's absolutely insanity. Okay, let's, let's see what else we got here. My camera, I like overheated while I go. Let me see, like, yeah, yeah. But you never know about these things, technology and what not. First call, their first number. Get the person on the phone, talk to them about their property. All right, let's see. And by the way, I don't know if you noticed, but I'm literally calling, I'm literally calling the two million, the two million and up properties that I filtered out. That's literally who I'm calling. I'm just calling two million and up properties. All right, let's see what we got. Let's see what we got. This one, this looks like, okay, this is 11 acres down in Gulf Shores. It expires, oh, okay. So this expired back in 2016. This is back then, they were asking 4.5 million. Let's see, located east side of 59 directly in front of Emerald Grail. Oh, okay, this is up on 59. Okay. Hey, you know what? It's a five million dollar piece of property. Let's see, I'm going to move this around so I can see you guys if you have any comments. All right, so this is the car, let's see. Yes, ma'am, this is Ricky Caruth with the EXP Realty here in Gulf Shores. I was calling about the 11 acres that you guys had. You may still own it or it looks like you tried to sell it at one point. Anyway, if you could return my call here, 251-752-1138. Thank you. I'm a detective trying to figure out what is going on with that property, ma'am. Can you help me figure out the mystery? Can you help me figure out the mystery, ma'am? All right, let's see what we got next. This is a fun call on these bigger prices. Okay, here's a 2.8. They tried to sell this one back in 2022. 2.8 mil to 4,500 square foot, 8-bedroom, 10 bath. This sucker is one of the best for a job in Gulf Shores, rather than anything private brand new. Let's see. I love reading the little descriptions located across the street. That's what I was looking for. Was it Gulf front or across the street from the beach? Okay, just across the street from beautiful Gulf place. Okay, okay then. Let's see, let's see, let's see. Okay, cool. Let me... I'll pop lock and drop this one. Sorry word. What? Hey, this is Ricky Kruth, EXP Realty here in Gulf Shores. How are you doing today? Pretty good. You wouldn't have to be the one that has that house in Gulf Shores that you guys were trying to sell a couple years ago across the street from the beach, would you? No, we actually only have one house in Gulf Shores because I don't know if we filled in a bay at your... Oh, which building was it? Um, we're good. Oh, yeah. All the... Yeah, oh really? Yeah, I actually did that myself a couple of times. I grew up here and I watched all the buildings get built pretty much and I've been selling for 21 years here just condos on the beach. That's why I was wondering. I'm always curious to... It brings back memories when I hear certain complexes and stuff. But, um, well, you guys miss it yet? You want to jump back in? Sure, we're doing great. How you doing? Yes, ma'am. Yes, ma'am. Have a good day. I mean, come on. The water is just fine, ladies and gentlemen. Don't, don't you worry a bit. Just hop on in and Big Rick will take good care of you. Oh, man, you got to love this stuff, man. You got to love this stuff. All right, all right, let me find another one. I literally, I started calling it like, what was it like? 230, it was like 225, it's been 10 minutes and I've talked to two people and left the voicemail. Like, it's insane how much business you could have. Just sitting on the phone. Okay, this one's 15 million, former house on a ranch on nearly 250 acres of pastureland woods. You want to, okay, I see the comment. You want me, okay, I'm going to call this 15 million first and then I'll switch over to the most recent expireds that are lower price ranges and stuff. So let me, I got to call this one, man. It's 15 million dollars. Shoot, we don't have those around here. 8,000 square foot built in 2002, sitting on 250 acres. Let's see what it's about. Shelby home road, where are you? Where are you? I don't know, I see where you, I see where you be. I see where you be, all right. Let me see if I can get you on the phone. Wireless, your call could now be. Hate it when that happens. When you're using the dialer, you're giving them your number or burner number. So you put the burner number, it's not the burner number, it's a Google number that give you the certified, but you put that in the caller ID section. All right, I'm going to try this mobile number. Right, see if I can figure out what happened to this 15 million dollar property, man, I'm on a mission. Hey, Ms. Ellen Berg, it's Ricky Caruth, the EXP Realty here in Gulf Shores. Call her about the house on Shelby home with the 250 acres. Wonder what happened with that? It's still for sale, I'll see you guys are trying to sell it. If you could, give me a ring back 251-752-1138. Okay, all right, let's see. Kareem, let me put this here. So you got it, man. And start my weekly email.com. Boom, you can see all my weekly emails right there. Okay, back to life, back to reality. Let's go to more filters and let's clear all. All right, we'll clear all, we close, clear all, close, give it a chance to get on. Okay, let's see, let's go to expireds. Expireds are just straight gold. I mean, just absolute gold. Okay, so this one expired yesterday. All right, it's a Lillian. Let's see what it do. This is a house, 1,400 square foot. You best believe, I'm gonna call that. You best believe, I'm gonna call that. Let's see, expire. Oh, it must have expired. It must have been on the market back in 2022 as well. Spanish Co. This is one of those neighborhoods. You know what I mean? Let's see, what was it listed at? It says zero. That's what's got me thrown off. It says zero dollars. Anyway, all right, how do I handle when somebody asks how you got their number? Have you already anybody asked me that? Nobody ever asked that. And if they do, it's a red flag that you're throwing them off and they're just trying to figure out something to say. But if they did ask it, I would say I found it online, but like I was saying, I blah, blah, blah. Keep talking about what I called the talk about. Okay, let's call this brand new one, dude. Let's see what this guy's got to talk about. I mean, they were asking zero. Let's see. I got the number right. All right. Let's see. What's this possible? Okay. We got us a possible agent here. Let's see here. Okay. A lot of people are like, oh, you don't call agents. I'm like, watch me. Rand, what's up, bud? Ricky Karuth, calling about the house on Marlin. White Marlin? Is that your mom? Is that your sister? Is that you? Whose house is that? What's the deal with it? Anyway, you may shout back when you get a chance. See bud. Hey, this is a good one. I love listening to your smooth calls, Ricky. I'm new to the game. The phone is a cactus to me, which it shouldn't be. Love to see the recording. Give it a first cold call. So if you guys go to YouTube, I've got dozens and dozens. I started making cold calls. I think in 2016 or 17 live on YouTube, you can go back and watch all those calls. They're all still there. I never deleted any of them. Okay. Let's see what the next respect would be looking like. So, but to go back on that last call, so that was an agent. And the thing is, is that I can call and ask about that property and see what the deal is. Maybe there's some kind of off market situation happening. Maybe it could be some kind of deal to pick up. But also, I'm like, let me tell you about some of my listings. You know what I mean? So guys, don't, don't worry away from agents. Like call them and collaborate with them. You know, don't take agents off the list. Like we see an agent that owns a property on your list. Call them. Introduce yourself if you don't know them. Collaborate with them. Don't be scared. You guys are scared. Scared of your own shadow. Scared of your own shadow. Let's see this one. Which building? Oh, beautiful. This is an awesome building. I don't like it. So it just expired. Let's give them an old rain. Let's see what they talking about. I'd love to hear what they talking about. This is 15, 15, 15. Let's see. That's going to be one of the big units with the extra bedroom. But it's in the B building. So it's around by the parking lot. So that's not. And that's the second floor. Literally looking right at the parking lot. That's why I didn't sell, ladies and gentlemen. I just figured out the mystery. Hey Patty, Ricky Karuth here. EXP Realty here in Orange Beach. Saw that Kareem unit come off the market. Didn't know what you guys were thinking on that. Give me your ring back when you get a chance. 251-752-1138. Talk to you soon. Ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba. Okay, let's see what we got here. A Kennero 49 what we got here. Ask him 515. Let's go, man. I will. I will. You think I ain't gonna call these people? You have lost your mind. If you think I ain't gonna. Guys, if you're a real estate agent and you see a property that went off the market and you got their phone number and you ain't gonna call them. Something wrong with you. Speak your phone for you guys. Get it. Ain't to the crew. Best believe him. We'll leave you a message. I bet I get some call. Hey Ocean. Hey it's Ricky Karuth, EXP Realty here in Foley. How you doing today? Good, man. That house on 49, I saw you guys were trying to sell it. What happened there? We had to offer. Yeah. Well, the interest rates just started trickling off. Oh. It almost didn't work me. Getting the sterling and getting it on board. Because, yeah, I didn't want it to be left because I faked it on the other house. But I faked it on my payments before. Okay. Yeah, they went up to like seven. What were you getting quoted on a mortgage rate? Oh, okay. Got you. Where were you trying to move? Y'all were going to build? I got you. Oh, yeah. Construction loan. Yeah. That actually would be. Hey. Yeah. Yeah, I could get it all the way through our buy at 250 for what we want. It almost doesn't make sense because you're just basically trading 500 for 500 and you're sitting in a 500 house built in 2000. You built this one? Yeah. Yeah. You might as well write it out because mortgage rates are going to eventually come back down and your house is just going to go up in value. You happy with the agent over there? Okay. I, uh, yeah. Well, they offered far as money goes, which I know, I know we were a little rich in price. The offer. We don't actually have to give money. Yeah. Damn. That's kind of hard. What, uh, since you since you went off the market, you've been getting flooded with agents calling you. I bet. Well, cool, man. Yeah. Well, I've been around here 21 years selling me and my dad both. So we do a lot of stuff for Foley Gulf Shores. We don't do, we hadn't sold a whole bunch of loxley, but we sold enough. We do some very open daffody and everything. Uh, cool, man. Well, look, I tell you what, would it be hard if I stay in touch with you? What's your email? I'll stay in touch with you through the air. And if you ever need anything, give me a shout. I'm saying, what was that number? Those numbers? Uh, Jean girl. I got you, man. Well, again, Ricky Kruth. Good to meet you. And, uh, something comes up. I'll stay in touch with you here. And if I can ever help you, let me know. Thank you, bud. All right. Well, there you have it, ladies and gentlemen. And that's just a prime example, isn't it? Like sellers not wanting to sell because venture trades, they can't turn around and buy something. I mean, he was going to go out, make 200 on that house that he built, take the 200, borrow another 250, build another house. And as long on the 250 was going to be more than what he's paying on his mortgage now. You know, telling what his mortgage is now. Let's see, his mortgage now, if he's going to clear 200, that means he, he owes about two 90 ish. So he's paying a mortgage on about two 80 to 90. He was going to borrow 250 and his mortgage is going to be more. I wouldn't do that deal either. You know, like a total of interest rates. Mortgage rates are going to come back down eventually. And by then his house now will be worth more money. And he can actually probably be in a better situation. So all right. Cool, cool. I actually love the zoom calls where I can let people like unmute and talk and stuff like that. But I like to hear from you guys, hear your voice and stuff and hear the questions you guys have on everything. But that's cool. Looks like we got a good nine minutes left. I do have a call right at the top of the hour. I have to hop on. But let's do a little Q and A here to end this off. Since you guys did hear me talk to, let's see, what did I talk to? I talked to two prospects that gave me their email address. I talked to another one that just didn't ever want to invest down here ever again. Right. That that's all the three people literally talked to three people in 20 minutes. Real people, prospects. And two of them gave me their email address to stay in touch forever, man. Like the first one was a 2.3 million. That guy there has a 500 going to build another. Said he was happy with his agents. But you never know. You start sending them that weekly email. They come back to you and you're like, okay, let's game on. Let's see. What package, struggling agent who is struggling. What's the first three items he would suggest? What package are red eggs? I like expires, man. Go back 10 years worth and get to work. What would you recommend saying to a prospect when you don't have the credibility of an agent who has lived there to someone who has moved to a new state? Talk about, like, there's so many things. Like it's ridiculous. There's so many things that you could say. I don't know your situation, Erica. So I can't say specifically for you, like, what's going on in your life? What's, you know, what's exciting? What's, what do you like? What are you into? You know, stuff like that. Like, I don't know you. So I can't tell you what you should use as credibility. But I think the biggest thing is, and you guys heard it on the calls here, is just to be friendly and to be curious about the prospects. I literally, I literally just like, just keep digging and digging, you know? He's like, you know, we got some offers, but we didn't like the offers or mortgage payment. Like I just kept digging and digging and digging. What CRM do I use? I don't use a CRM. I never use a CRM. I'd never cared when people's dog's birthdays are or it was helpful to have, here you actually call prospects like your style and we're trying to implement to my calls. I'm a new agent in a new city. Yeah, I got that Erica in the first message that you're new to the city and stuff, but I still don't know you and what you're into and stuff like that. The biggest thing is just to be friendly. Use that as credibility. Hey, I just moved in town. I love it down here. How do you guys like it? That could be something like there's so many things. What was your last success story that you were able to call and turn the lead into a closed commission sale? I mean, I called a lot of expires who literally listed that day, a lot of them. They're like, yeah, we'll still sell. I'm like, all right, you know, same price, we'll lower it, whatever. Boom, cinema listing agreement literally happened so many times. But most of my deals at this point come from the weekly email, past clients referrals and referrals over referrals. How can one get the weekly emails? Just go to startmyweeklyemail.com. I would love to know how to gain my first client being a new broker and what's the best list to prospect. Just call expired, new and old with RedX and just do exactly what I just did. Hey, I see you were trying to sell this house. Whatever happened with that? Yes, I've shared my email templates several times here. Let me do it again. All right, startmyweeklyemail.com. It's right there. What do you think about bi-weekly email set of weekly? I think it's weak. I think it's not going to work because it's not going to show any real consistency. I think you're going to lose market share to agents like myself. I don't know what the purpose would be to do it every other week. I see zero purpose. Time for one more question and then I got a roll, ladies and gentlemen. Anything else I can help you guys with? Really enjoyed it. I hope you guys got a lot out of it. And if you need something, just DM me on Instagram or whatever. Dude, just reach out anyway in the world you want to. Love you guys. Much love. We'll talk to you soon and keep crushing it. See you guys.