 The way that mainstream training and coaching has programmed us our approach is the exact opposite of who we are That's why today I want to try to un-program you a little and maybe help you move in this other direction towards Communicating who we are that we're here to help You know at the end of the day, I don't care where you get your leads from You know you guys don't have to cold call if you don't want to right? I don't care if you're buying your leads if your social media if you're I don't really care what what your avenue is My thing is is that I want you to communicate who you are, right? We're all very Professional we're honest. We're hard-working. We're dependable. We're all the things that people want in an agent, okay? But we're not really Communicating that well to a lot to some of our clients, right? We haven't developed that skill of learning how to actually communicate that to our clients Whereas like when I go into a listing appointment or something. I'm not I'm I literally walking in with zero expectations I just want to know why they're thinking about selling. I want to hear the backstory once I know the backstory I'm huge with wanting to know why and what the story is. What's the storyline here? What's going on in your life? Why are you thinking about doing this once? I know why then I can really put a solid plan in place So, you know, it doesn't really matter to me But I'll go on to say that I think we should all think of ourselves like politicians We should be canvassing the market right canvassing the market letting every person on our market know who we are What we do and that we're here to help we got to start thinking of our business like it's more of like a vehicle To help people rather than just agents trying to list and sell properties, right so that we can make commissions We need to start looking at our business as a vehicle to bring service to the community because closings are happening every day by the truck loads and With using agents so obviously people need to and want to use real estate agents, right? I think a lot of agents think there's some people out there that just don't want to use agents and stuff like that No, look at MLS look at the amount of closings every day multiply that times, too That's how many people a buyer and a seller per deal actually used a real estate agent on a transaction It's crazy high these people need you they want you and You're really doing yourself and there's them a disservice by not making yourself available to them when they decide it's time to buy yourself So as far as circle prospecting goes and everything, you know That's basically picking out a subdivision calling every single person in the subdivision and doing exactly what I said letting them know Who you are what you do a property down the road sold and to see if there's anything you can do to help them, right? It's not like hey, mr. Seller you don't know me I don't know you but will you sell your house so I can make a commission Which is what every other script and every other strategy and every other coach teaches Hey, if you thought about selling would you consider moving? You know if not Then okay move move over mr. Seller I have no use for you since you're not going to make me any money today Who do you know do you know anyone who might make me some money today? It's the complete opposite approach and it's completely different from what you should be and here's the thing Like I say you're a professional honest You want to help but the way that mainstream training and coaching has programmed us or approach is the exact opposite of who We are that's why today I want to try to un-program you a little and maybe help you move in this other direction towards Communicating who we are that we're here to help. We're not here just to try to sell a piece of property or to get you to list your house Right or to get you to sign a contract or to get you to do this or get you to do this We don't have to get anyone to do anything look at MLS People are already doing exactly what we want them to do buying sell property all day every day boom boom boom boom all day every day Our job our number one job is Not to get listings or close deals our number one job before any of that can ever even Begin to happen is to make our prospects feel comfortable with us That's your number one job until you can do that on a very high level and you raise the bar of your skill level in that department Then you're not gonna have you know We're not even gonna get to the listings and the closings and you may get some here or there But think about how many you would get if you just solely worked on the skill of Making people feel comfortable with you right and helping them understand that you got their back that they're safe with you That you're gonna negotiate the best deal for them that you're gonna work hard for them You're always gonna answer your phone. You're gonna be consistent going to be dependable when you can do that Then you're gonna win right but that that's called giving a great first impression So we got a canvas to market and give off a lot of these great first impressions. That's one machine We need in place right talking to people on a very frequent basis So we never talked to before to give great first impressions But on the backside of that we need a machine to build our personal brand with them from that day forward So they never forget us after that great first impression That's really the name of the game. So circle prospecting. See here's the thing when I was coming up in the game There was no social media. There was no Zillow there was there was none of these there's nothing there was like nothing and so for me I had to me circle prospecting was one of the only things I could really do in today's world Okay in today's world. This is literally what I would do in today's world I would make calls three days three hours three days a week Monday Tuesday Wednesday 9 to 12 Okay, one day I would do circle prospecting the next day I would do expires the next day. I would do whatever dealers choice But I would put nine hours plus right nine hours mandatory plus whatever else I wanted to do in every week And in the afternoons I would work on social media and I would work on this and I work on that And we're anything else that I want to do that would go hard social media But I would go hard with phone calls as well because think about social media What's the point of social media the point is to grab a lead to then do what call them? Okay, we're gonna nurture them. We have a drip campaign We're gonna do this but the end result after all that is to actually talk to them right on the phone So at some point we got to call them So maybe one day you're doing a circle prospecting the next day doing expires the next day You're calling online leads that you picked up all last week or maybe three weeks ago Or whatever the process of your nurturing is but the point is without a conversation There's no deals. So if conversations the key to all deals, let's just have as many as we can I actually built my entire business on circle prospecting, but I'm leaning towards Loving expireds and I'll tell you why like I said, I really love to find out why people are doing things So if I love finding out why people are doing things Then I'm calling expireds and I'm getting exactly what I want because they spill the beans when you call an expired And you say hey is this mr. Johnson. Hey, it's Ricky Kruth. I'm a local real estate agent. How are you doing cool? I'm enjoying the day isn't a gorgeous. Look, I don't want to take it too much of your time But I saw your house expired Or it was it was on the market last week last month last year you can go back a year I saw your house was on the market six months ago Whatever happened with that or what's going on there and you just shut up and listen to them They're gonna spill the entire story to you They're gonna give you everything when you know everything when you know the backstory We know what's going on their life. Your job is a million times easier. There's a deeper connection They really feel like you care and you get the job done