 Yeah. What's up everybody? Look, we're going to finish this week strong. It is four o'clock in my markets. Boom. And we're about to make some live calls. I got Nathan Lily up here from exit Realty in Jackson, Tennessee and uh man, this guy's actually two. It's one about one and a half. Okay. One and a half, one and a half months in the business and I'm literally all he knows as far as uh real estate mentorship uh outside of his brokerage and everything. So what's going on man? Tell me tell me the rundown of of what you have going on at one and a half months brand new agent following my coaching program. All right. Right now I've got four listings, two are pending. The big thing is next week, the same lady. I'm supposed to be listing six properties with her. One of them's a commercial and then there's another guy. I'm supposed to be listed three of his. So that'll put me at about twelve, twelve, thirteen. Yeah. Cool. So I mean like the thing is though bro, you understand like even if you get those listings or not, it doesn't matter, right? Yeah, it's thirteen. Yeah, bro. I mean, you know, if I don't get on me, it looks just more time to call, you know? Okay, cool. So um you're going to be calling a neighborhood today like circle prospecting. It'll be circle prospecting a sold house. It's sold down the street. It's not directly in this neighborhood. It's down the street. I really want to hit this area. Right. What's the what's the price range? The price range is around two hundred thousand. Okay. What's got you so fired up about hitting up this subdivision? It's really, it's really hot area um where I am. They've got a really, really good school system. So a lot of people tend to, you know, come over there at summertime. So, you know, people moving out, people moving in, graduating, you know, kids going to that school just really hot over there. Okay. Cool. Let's do it man. Let's get the dollar up and running and uh let's get on that phone. We are rolling. You guys giving Nathan a big thumbs up. Hit that thumbs up button to wish him luck on these calls. I'm excited. We're rolling brother. He is in Jackson, Tennessee guys. I'm using the dollar right now. It'll uh like make a sound when someone's answering. Okay. Cool. Using the red X drop dialer and GLE to an automatic voice message. Correct. Yeah. Mitchell Smith. Okay. It's dialing Corolla. Cool. This is the fun part right here. Anticipation before that first caller. Uh huh. Once you get the first one out the way, you're good. You know, it's just that first one. You gotta get everything smooth. Yeah. That's it dude. That's it. That first one, first or second one and then smooth sailing. That's it man. 321 press the button. That's it. 321 go. I'm dropping voicemails with red X. Good good. John Karuth. Uh huh. This is John Karuth. Oh, one of my one of my relatives bruh. Don't be. Don't be getting in on my family man. Karuth. C A R R U T H. Yeah. Yeah. Really? I'm five calls in. I'm averaging every ten calls a contact. Okay. So you've been in the business a month and a half. How old are you? 22. Wow. Just a baby. Dude, I wish back in the day when I got into the business when I was 20 years old that there was a Ricky somewhere running around telling me all the secrets and stuff. Yeah. I don't know how else to say it, but I appreciate it. I'm telling you man. And I love the email dude. Like like that database, you know, just those emails just see them grow every time you prospect. It's just like doing the weekly emails you mean every Wednesday, but just that database, you know what I'm saying? Just seeing that. Yeah. It's like if you make the objective just to grow the database, then the deals are just like come by default. I like emails, dude. Like when I get an email, it's just like an email dude is like to me like gets me super pumped up. Like no matter how I get it, just the email. I just love to throw it in my database and it feels so good dude that it is the sale when you get an email that is the sale. You know what I mean? Like you just did it. You just did deals. You know what I mean? Yeah. Yeah. And you know it too because when they give you that email, they like that means that they really trusted you. You know what I'm saying? And you just feel it. You had a good conversation and they said they wanted to work with you like it's done. What do you average and say percentage wise in terms of say your your database totaled on verse like 12,000, 13,000 or whatever that you that you have in your database to the people that come out that database that yearly that that make a purchase or sale. You know how many people that come out of that database that do a deal. You just say like every year like how many you know percentage wise comes comes from that database. All of them. Everyone on. Yeah, everyone of them. Yeah, because at this point I'm just re prospecting this. Even when I prospect of building chances are like 5 or 10 percent of them I've already talked to or something, you know, or they're already getting my email. Like if you notice some of my call sessions, some of the people I'm cold calling, they're like, oh, yeah, I've been getting your email, you know for five years or something, you know, so I'm just like re prospecting, you know, my database basically at this point, you know, there's a couple mobiles right here Jennifer Jason. Yeah, I mean, because I mean you're to the point to where you just prospect them, you're going to really flourish, but then referrals are going to come out of them as well. So yeah, yeah, yeah, so many referrals come and then literally man like a lot of those people to get my emails have been getting them for like literally 10 years. So there's people have been getting it for seven years, eight years, nine years, six years that I haven't talked to since then. And so like I can go back and like when I call them it's almost like a cold call because I hadn't talked to him in so long but yet they know exactly who I am. They know exactly what I'm doing because of that email. So I call calling people that already know what's up. I'm 16 calls in. Cool. Only pulled 50 leads. I didn't, I didn't think we were we're going to get answers. We'll, we'll get some. We'll get some. We may hit like just three in a row, you know what I'm saying. Yeah. Just works like that. You can't judge anything, man. This is a couple mobiles. Hey, Miss Jennifer. Hey, Miss Jennifer. This is Nathan Lilly with Xerility. How you doing today, ma'am? Well, the reason I'm calling ma'am there's a house down your street that recently sold and I just wanted to call a check in on you guys to see if y'all needed any help to 18, 218,000. It was a four bed, two bath. It's in silver. It's on silver relief. Yes, ma'am. It's down y'all's road. I just wanted to call and check up on you guys. Well, say, you know, 10, 15 years down the road, I love the chance to work with you. Is there an agent that you would work with? My name is Nathan Lilly. I'm with Xerility. You know, decide to do something like that. I'll look you up. Well ma'am, do you mind if I stay in contact with you for email? I make it real fast for you. Yeah, that's fine. It's 19 N-A-S-T-A at hotmail.com. I appreciate you, ma'am. If you ever need anything, switch out to me. Bye-bye. Yeah. Good boy. Dude. I forgot to turn my phone down, brother. Okay, bro. I didn't understand it, man. You got the accents worse than mine. You got the accent over there is worse than mine. You got the accent over there is worse than mine. You got the accent over there is worse than mine. You got the accent over there is worse than mine? I'm not gonna talk about that. one call, one email address. Booyah. Alright. That person could literally do 10 to 20 deals with you. I really just hope I got the right email. I got so focused on turning it down. Make sure you got her number and uh maybe call her next week after you uh maybe call her at some point and send her an email after this call session and say, hey, thanks for your time on the phone. Was that a cell number? Yeah, hold on. Alright. This is what I'm sending out. Like the warrant leads. It's just like like a little card with my like, you know, look forward to getting from you. You know, yeah, I'm a warrant lead. It's got my credentials right here. Check this out though. What you need to do is send her a welcoming meal It's automated, dude. Does it say thanks for your time on the phone and stuff? Yeah, it's like, you know, um, welcome to the email. I give them my credentials. Thank you for your time. You know, uh, all I'm saying is you need to like call her back or text her and just make sure you got the right email. Maybe even text her, you know, the email address you think it is and just say, Hey, is this the right email address? Just want to make sure it thanks for your time on the phone or something like that. Yeah, that's a very good idea. Let's keep that daughter going, boy. We're going to make some money today. Is there any partaking on that last call? Yeah, you know what was, you know what was funny about it was? Is that like, it wasn't that great of a call, but you just powered through it and got there. You know what I mean? What do you mean? It wasn't that great. What can you like it was a little choppy like it was a little choppy? Like it like it was. Hey, Mr. Ross. This is Nathan Lillie with X of Realty. How you doing today, sir? That's good, brother. You're doing this way that we're having today. It's beautiful, man. It's been hot the last week. I had a kind of good couple of days. It's been cool, but man, I'm not going to take up too much of your time. The reason I'm calling is because the house down your street recently sold. And I just wanted to check up on you guys to see if you had any real estate needs. Okay. Well, when that time comes, man, is there an agent that you would work with? You're in good hands, man. Just checking up on you. Alright, brother. Pretty good. Hey, the weather part, like he was pretty short because you're like, hey, you're enjoying this weather. He was like, yeah, that you should. You should have went straight into, well, look, yeah, man, cool. Well, look, I don't want to take with too much of your time. Instead, you kept talking about the weather a little longer and that and that comes from the inexperience of you knowing exactly how to read people on the phone. You know what I mean? Yeah. I'm usually pretty good at it, man. I just like, I know, I know. I'm just critiquing you. I'm just critiquing you. Like, I would have moved into the next thing really fast. I could tell that he was kind of like, you can tell because when you talk about the weather and then they start conversating about it and it's like, oh, yeah, you know, then you kind of talk about it for a second. But if they're like really short, it's like, get right to the next transition. You know what I mean? And sometimes, you know, it works a whole lot better when you jump. It just depends on their tone, really. Yeah. You know, I just try it over. Yeah, for sure. For sure. Oh, shoot. You ain't a loosey hoink. Do ha. I'm not going to pronounce his names, brother. Oh, whenever, whenever you come to somebody that you can't pronounce, don't just go straight into, hey, this is Nathan Lilly. Hey, this is Nathan Lilly with Xerility. How you doing today, brother? That's good, man. You enjoying this, brother? We're having outside. Hey, it's beautiful, brother. Well, I'm not going to take up too much of your time, man. The reason I'm calling there is a house that recently sold down your street. I just wanted to check up on you guys to see if y'all had any real estate needs. Well, you know, when that time comes, man, I'd really like to work with you. Is there an agent in the area that you usually work with? Okay, cool, cool. What do you mind if we stay in contact, man? What's your email address, brother? Oh, he hung up. Oh, he hung up on you right there? Yeah. Yeah, like I say, man, it's just a little bit choppy. Like, like you all get the callback. Should I enter this right now? Yeah, a callback from the call session. Yeah, I get it. This is Nathan. Yes, ma'am. My name is Nathan Lilly. I'm with Exit Realty. How are you doing today, ma'am? Oh, I'm fine. You enjoying this beautiful weather we're having outside? Kentucky. What you doing in Kentucky? Oh, okay. So y'all live in Kentucky? Okay. Well, ma'am, I had the wrong number. I'm so sorry. Hey, you might still own a house. Uh-huh. Never mind. You still own a house. I'm from out of Tennessee. You said what? She's muted. You said what? She might still own a house as an event. Oh, you too, ma'am. She could be the owner as an investor or something. See what I'm saying? Yeah. That doesn't even think about that. Yeah. Like she could own in and rent it out or you know what I mean? Like the owner doesn't have to live in the house, bro, or in the state. You can own property in different states. I don't know if they taught you that in the real estate course. Yeah, I know. I know, brother. No six deals. They're from Milledian, Texas, dude. Yeah, yeah, exactly. She said resides. I'm just like, okay. I didn't really think too much into it. No, that's all good, bro. Live and learn, man. You know what you could do? Did you start the dollar back? Yeah, it's wrong. Okay. I was gonna say you could call her back real quick and say, hey, you know what? You know what? I'm gonna pause it and then when it actually pauses, you know, to keep on going. When it pauses, I'll call her back. Sorry, the mailbox is full and there's so I ask her if she owns property in Tennessee. Ask her. Yeah, ask. Yeah, ask her if she has property in your area because for some reason, she popped up as an owner in that subdivision. I mean, it could have been the wrong number, but there again, we don't know. You get to a point after you fight. I've made, I just looked at my polls. I've made like 6,000 calls. You get to a point to where when you're calling, that's the peaceful part of your day. Exactly, man. Because all the distractions are somewhere else. I know what you mean. Like you get to sit here and focus on one thing. Exactly. Yeah. Yeah. Guys, for you guys just tuning in, Nathan here is only a month and a half in the business, has four listings to her under contract. He's just been strictly following my coaching program from when he got in the business. He's 22 years old. He's in Jackson, Tennessee, working for Xerility, straight crushing it today on these phones. Smash that thumbs up button and subscribe. If you guys haven't subscribed to this channel, subscribe and reach out to me. If there's anything in the world I can do for you. If you want to do a live call session like this, reach out to me and we'll see if we can't set it up. I love doing this, bro. Yeah, I appreciate you doing it with me. I think it not only helps you, but it helps a lot of people watching too, you know. Yeah, it does. Trust me, dude, I've watched all of them, but here's the thing. I thought my, I thought that me on the phone, I thought I was really good, but you know, you're continuing me and telling me that, you know, it's not good. So I'm like, hey, you know, what, what, what can I learn to make it even better? Cause I have to make the progress off of, you know, being sloppy. So what can I do not being sloppy? Yeah, yeah. Well, that's what it is. It's just a little bit choppy. And I think choppy like I think, I think what it is is it doesn't completely feel natural. Like it's almost there. It's way better than a lot of people, but the only difference between being there and not is just making more calls and realizing you get, you do have a little work to do to get a little better. And really concentrating on listening to people, you know, their tone. And hey, Miss Mary. Miss Mary. Hey, Miss Amanda. This is Nathan Lilly with the accessibility. How are you doing today, ma'am? I'm doing fine. I was calling Mary. I think I got the wrong number, but I'm a realtor at Jackson, Tennessee. Would you have to need any real estate help? Okay. Oh, you're welcome, ma'am. Is there a realtor that y'all usually work with by chance? I completely understand. I think, you know, 15, 20 years down the road. So do you mind if we stay in touch by chance? Okay. What's your email address, ma'am? Yeah. What's your email address? What do you say at the Kurt, ma'am? I'm so sorry. Okay. All right, ma'am. I really appreciate it. If you ever need anything at all, you just reach out to me now. All right. Thank you. Bye-bye. Dude, you are a straight beast on these wrong numbers, dude. Just go at it, man. That's all you can do. Yes. That was the best wrong number, like turnaround I have seen yet. I don't even know how to mark this. It's interesting. It's the wrong number though. So I'm going to put interested for you, bro. All right. Cool. We're rolling. Average, say, usually I try to at least call a hundred. You know, the three by three is definitely the goal, but I try to call at least. Hey, Mr. Earl. I'm sorry, ma'am. I was trying to talk to Mr. Earl. My name's Nathan Lilly. You said what? I do. My name's Nathan Lilly. I'm with Exit Realty. I'm a realtor in Jackson, Tennessee. Yeah, I was just, I was calling to check on Mr. Earl to see if she needed any real estate help. By chance, do you need any? Okay. You're not in Tennessee. Oh, you're not. Okay. Well, there's some good realtors in Nashville, ma'am. If you ever need any, I'll be happy to hook you up. Would you like to stay in contact with me? I already have one. Okay, cool, cool. Well, you're having a good day, ma'am. Bye-bye. I was a little too fast on that one. I've got a problem with talking too fast. Yeah. Yeah, you do talk too fast sometimes. Sometimes you say a little too many words too. Yes, exactly. So just kind of work on that. Natural, less work. Like you say little words sometimes, but then. Well, my natural is fast. So I have to work on slowing things down. I'll talk and I'll just pull a little bit so fast. Yeah, slow things down. It's okay to talk fast in certain situations. You know what I mean? Yeah. And I wanted to slow it down, straight crushing it. Yeah, she kind of, that kind of threw a curveball. That one was very sloppy. Yeah, dude, but we've been making calls for 30 minutes and you got two emails though, right? One win, brother. Boom. And that lady that didn't want to. To an automated voice messaging system. That lady that didn't want to do anything with you right there is a wrong number anyway. You didn't have anything to lose. Yeah, she's got a realtor too, so. Yeah, nothing to lose. Like you didn't lose anything. She's like two hours away. I'm not trying to work over there. Yeah. So today I landed a $900,000 waterfront listing on an automated voice messaging system. Yeah, that's crazy, bro. Yeah, if I got a $900,000 listing, I'd be throwing a party right now. Yeah. This is the fourth deal I'm going to do with that guy. And then I showed property to another client. This will be his second condo he's going to buy from me. And then I showed another condo to some people for the second time their top pick. And they're going to sell a condo and buy a condo. I mean, that's after yesterday, I flew to Minneapolis and back in one day and spoke to about 300 agents at the Explode conference there. You burned it, bro. No, yeah, man. You just got to put in that word. I mean, Howard. But the person you called has a voicemail box, but it's not been set up. Let's say, like, right now I've got five contacts for 43 calls made. I'm averaging, you know, about every 10. Every 10, I'm averaging one contact. Yeah. I made a post in the group and that's a lot of other people are saying, you know, 10%, 8% for like this one dude, like 40,000 calls in. Hello? I want to mention. I can't believe how incredibly decent you are at this point just a month and a half in the whole business. I just, like, my first, you were all on. Roger, man. Look, it's a sweet company. I'm unable to get to your call right now. You were all I knew jumping in. So literally my first day, like, in the office, I got all the little, I got my business cards and all that, but all that was coming in. The first thing I set up was red X because, like, you know, you make the calls. I mean, that's literally all it comes down to. Yeah. So the first thing I set up was red X. You know, I got an email and all that made the way I started getting emails. It took about three days to get everything kind of set up, brokerage, all that. But that first day, I literally started making calls. Where'd you find me? YouTube. You just searched, like, real estate coaching or something? No, brother. I don't, I don't know. It was just, like, it just, like, popped up. Like, it was literally on my YouTube ad or something. It had a fan, you know. Had a fan. Yeah. So keep the ad rolling, brother. I wonder why the ad targeted you. You must have. I'm saying that's why I was like, cause usually, like, I know that you're targeting in your database. I was like, I don't know. You know, it probably could have, you know, you probably popped up organically because, you know, I was doing so much real estate research. Oh, if you, if you were searching real estate coaching or real estate research, then it was, it was a, the ad was tagging you on the fact that you were researching that stuff. Okay, cool, cool. Yeah. Yeah. I'm, you know, past 30 days on the plan. The only thing I haven't, I'll tell you, dude, I have not, for self-owner-prospected, I have not expired-prospected. Like, I want to get into that, but just, you know, it's just like, this is so organic. Yeah. You know what I'm saying, bro? It's just like, yeah. Yeah. The circle prospecting is King, dude. Am I? In my world, it's like, there's nothing better, nothing, nothing, nothing better. How am I? Yeah, I'm sorry. I'm sorry. Hello? Hey, Miss King. Hey, Miss King. This is Nathan Lillie with the Extra Realty. How are you doing today, man? That's good. You enjoying this weather we've been having lately? It's beautiful. But, ma'am, I'm not going to take up too much of your time now. The reason I'm calling, there was a house that recently sold down your street, and I just wanted to check up on you guys to see if y'all had any real estate needs. Hey, Mr. King. Hey, Mr. King. This is Nathan Lillie with Exit Realty. How you doing today, brother? That's good, man. You been enjoying this weather we've been having lately? That's nice. I just want to check up on you guys to see if y'all had any real estate needs. There was a house down the road that recently sold. Well, a house down the road recently sold. And I'm just checking up on you guys to see if y'all have any real estate needs. Buy, sell, anything. You got any questions? I'm here to help in any way that you need. Jackson. Yes, sir. Okay, you're selling it. You got it listed with a realtor right now. So, you're selling it for self-owner. Okay. Well, if you have any questions at all, you know, just any advice that you would like. You know, I'd like the opportunity to stay in touch with you. Do you mind if we stay in touch? I got you. We're on improved real estate. I got you. Super simple, huh? Real simple sale. Well, you know, if y'all ever decide to do something, you know, sell or buy any real estate. Is there an agent that y'all would work with? Oh, yeah. I completely understand. I think way down the road, you know, 10 or 15 years. That's what I'm thinking about. That's why I asked if you have real estate agents that you work with. Okay. Well, um, do you mind if we stay in touch, brother? I got y'all just trying to, I was just trying to stay in touch with you through email. Okay. That's yes, sir. I completely understand. You have a wonderful day now. Thank you, brother. Bye-bye. And I'm all going to work with you, man. No, no filtering through everybody trying to figure out who wants to work with you and who doesn't want to work with you. I mean, you did. You definitely tried. You know what I mean? Um, I thought I had something at first. Yeah. Yeah. I feel like how it works, you know, like when I got some, well, I got. Can you hear me, bro? Yeah, I can hear you. Can you hear me? Yeah, you kind of cut out for a second. So like, uh, what I feel on that call was there was just a slight lack of connection. Uh huh. You know what I mean? There was like a disconnect somewhere between you and him. They like, he wasn't quite feeling you. You know what I mean? Yeah. He definitely wasn't feeling me. I mean, I was, I was that salesman to him. Yeah. Exactly. Exactly. You want to give the F.E., you know, you want to give the F.E. The friend of family effect. You know what I mean? Yeah, I tried, bro. I know. You're doing good. I'm just, I'm just saying you're going to win them all too. So you got to, you got to stick a move. Forwarded to an automatic voice message. We're 38 cult or leads in out of 46. Perfect. Six contacts, 55 calls made. Tossing to sing. I think this is the first time we've had a live call session with somebody that was dipping. You know, man, uh, it kind of relaxes me. And the only thing I'm not doing like right now with the, you know, after the 30 days to the 60 days, I don't have, I don't have a real estate. I mean, I don't have Facebook ads set up yet. I've already created like my campaign, a target audience excluding you know, realtors for a while. I've got it all set up. I just, I'm planning to do a video, like kind of introducing myself, you know, more like a certain prospect and kind of script, you know, but not talking to anybody. Mm hmm. Yeah. Just start posting stuff and start boosting them. Do like two, $2, $3 a day or something for a little while on some stuff. Just get stuff going. Yeah, I like good content to boost though. You know what I'm saying? Oh, it's all good content, man. You know what I'm saying? Like post a really cool picture of a really awesome house in the area that everybody knows. It's like a landmark that they, when they see it, they're like, Oh man, that's that house. Mm hmm. Me and they're saying I'm showing property today. Let me know for something I could do for you. You know, hey, Mr. Goodman. Hey, Mr. Goodman. This is Nathan Lillie, but that's the realty. How you doing today, brother? That's good. You enjoying this weather we've been having lately? Not bad at all, man. It's been cool. Well, the reason I'm calling is there's a house down the road that recently sold. I just wanted to check up on you guys to see if y'all had any real estate needs. Okay, cool. It's cool now. Yeah. Yeah. There's a really good schools over there. Okay. Well, when that time comes and y'all are looking to do something, is there an agent that y'all work with? Okay, cool. Do you mind if we stay in contact, man? Do you mind if we stay in contact for email? No problem. What do y'all call me? Okay. Cool. Cool. I'll stay in contact with you. I'll check up every now and then. All right. All right, bye bye now. So someone like that who didn't give me their email say this is the way I think about it. You know, like check up. I call him say every six months. What do you think about that? That's fine, dude. But I think like on the flip side, we need to get better at our execution on the script to get the email though. Okay, I'm getting a call right now. All right. This is Nathan. I told this number two months ago. You're exit real quick. I believe you got the wrong number. I don't have anything to do with exit real quick. Well, the reason I was calling sir, is there's a house down your road that recently sold. And I just wanted to check up with you guys to see if y'all had any real estate needs error. Emma Dina? Yeah. Okay. Do you live in Tennessee? Yes. Okay. Yeah. Yeah, I was just checking up on you, man. Okay. Well, whenever y'all do decide to do something, is there an agent that y'all work with? Well, the agent we bought the property from was exit. Okay. It's been years ago. What was their name? They're on Facebook. I can't think. Oh, I know who she is. I know who she is. So you'll probably use her again. I got your call for you. I got your brother. You have a good day now. All right. Bye-bye. Bye-bye. On that last call, man, the execution of the, is the dollar going by the way? No, not right now. Cool. So like the execution of that, of asking for that email address is a little bit. Let me replay this in my head for a second, man, because that thing is really, okay. First off, whenever you're asking on whenever you tell a house is sold, say, look, a house on the road sold, and I didn't know if there's anything in the world I could do for you. You know what I mean? And like saying the real estate needs part sounds a little scripty, sounds a little salesy, sounds a little, you know what I mean? Yeah. I've had instances to where when I say that, this has happened multiple times. Yeah. What do you mean? What you can do for me? Right. And that's when you say, oh, I don't know. I don't hear something just whatever I can do for you. And that's because it doesn't sound as scripted. Correct. Right. Right. See what happens is, is like, okay, you know, 85% of them know what you're talking about. Right. And now it doesn't sound scripted. But then the 15% that say, what do you mean? What can you do for me? Say I don't know like buying or selling real estate or something. And then you say, or something to where it's like buying or selling real estate or something. I don't know. I just anything, man, just seeing if there's anything to it. See what I mean? Okay. So that's one thing. Okay. Let's get passed out. Let's get to the email part. Man, I can't really play to my head exactly because we had the other call and I was real listening to that. But the, when you're asking that guy for the email address. Oh, oh, you said, you said kind of stay in touch with you about by email. Right. Yeah. I know that sounded bad in my head. Yeah. Like the octave of your voice went up like three pitches. You're like, I don't know, man. You're like, you mind if I stay in touch with you by email? It's like went way up. You know what I mean? And like, he was just like, I am not giving this dude my email address. You know what I'm saying? Yeah. I feel like iron out and smooth out the ending where it's like, you know, hey, look, man, look, I just want to stay in touch with you. And then like, if they say no, like that guy did say, listen, I get it. Here's the thing. I'm not going to spam you. I just want to stay in touch with you. But definitely don't add. Don't say the word email until they've committed to saying that it's okay to stay in touch. Okay. And then when you ask for the email, say, okay, cool. What's your email address? Don't say is it okay if I stay in touch via email? Because then they're going to say no. Because that's a yes or no question. You know what I mean? But like the answer to what your email address is the email address. You know what I mean? Same as Carnell. Hey, Ms. Carnell. This is Nathan Lilly with exit realty. How you doing today, man? I'm doing my define. You enjoying this weather we've been having lately? I know it's beautiful, ma'am. Well, I'm not going to take up too much of your time. The reason I'm calling there was a house down the road that recently sold from you. I just wanted to check up on you guys to see if y'all needed anything. Nathan Lilly with exit realty. Okay. Well, you know, whenever y'all decide to do something, is there an agent that y'all usually work with? Okay. Y'all got one? Okay. What's their name? Just curious. Okay. Okay. Well, ma'am, you have a wonderful day now. We're done. We're done. Nice, dude. Nice session, bro. Wow. Yep. See, I usually average like I made 46. That was 46 leads for every 100. I average about four to six emails that I've got two out of, you know, almost 50. Yeah. That's good, man, dude. I did a video a long time ago that was called like two leads a day or something like that. And it was like, if you got two leads like that a day, people that trusted you enough to give you their email address, and you did that every day, and you got 10 a week, you know, 20, you know, you got 40 email. Let's say, what would that be? 10? That'd be 40 in a month if you did it Monday through Friday. 40. And then at the end of the year, that's going to be like 500. And then two years, that's 1,000. Can you imagine like in two years having a thousand people, property owners that gave you their email address that are getting a weekly email. I'm getting a call back. Okay. Let's do it. This is Nathan. We just got a call from there. She kept not really here. And I was just talking about our house. Yes, sir. My name is Nathan Lilly. I'm with Exit Realty. I was calling because a house down the road recently sold from you. And I just was checking up with you guys to see if y'all needed anything. Yes, sir. Do y'all have any real estate needs? Okay. Do y'all work with an agent that you know? Okay. Okay. I got you. Well, y'all got someone to take care of y'all. That's all I'm checking on. All right. Thank you. Thank you now. Boom. Okay. So, man, I just overall really good. I think you just need to make more calls. Start working on trying to be natural. I think you're veering off of the script a little bit too much. Come back and try to focus on exactly the way the script is. Um, and then, uh, and then like after some more calls and it's feel more natural. Try to like figure out tweaks for yourself and all that good stuff. But you reached out to me and wanted me to critique you making cold calls. What do you think you're like, why did you want me to do that? Well, you can always use some critiquing, man. You know, I, uh, I look at you like, you know, your professional cold call. You've done it so much over a hundred thousand calls. I could only benefit from you critiquing me. Mm hmm. Yeah. Yeah. Yeah. I just didn't know if there's anything in particular that you felt like you were having trouble with or something like that. Well, um, I mean, my like the wrong numbers, you know, just basically stab out on, you know, just try to, you know, you know, throw a shot out there. Um, but yeah, I really, I just wanted some critiquing and that's, that's what you did. Yeah. All right, bro. Well, uh, let's see, let's go to the comments right quick. Okay. Some people are giving you some advice here on some stuff. Um, saying you could have asked for the details of that one guy's house, the one that wouldn't give you the email. And that's true. That's true. You could have went a little deeper with that scenario. I think, I think that is something you could work on on certain scenarios is going deeper with what, what's going on. What's the situation? You know what I mean? Mm hmm. You're so focused on getting through the script and getting the email that you kind of, there's little opportunities in there that you're just kind of skipping over where you could go deeper with those situations. You know what I mean? Like the guy that had the lot and said, oh, well, I'll just sell it myself kind of thing. Mm hmm. Like a house or something in that conversation too, right? Yeah. Yeah. Let's see. If you guys have any questions for Nathan or me type it in right now, we'll hang out for another couple of minutes. Just chat it up. He's up in Jackson, Tennessee a month and a half in the business. He's got four listings to her under contract all from circle prospecting. Our circle prospecting is all you've done, right? That's it. Dude. I mean, do you find it comical how people are, they kind of talk a little smack about circle prospecting being so long term? I find, I think people over analyze stuff. I think they think too much about it. Here's the thing. Once you've made 5,000 calls, I mean, there's at least four people that want to do something. You know what I'm saying? Right. I mean, there's at least four people out of 5,000 calls that want to do something now. I mean, like you were talking about the database, I've got 140 emails in my database right now. Yeah. That's crazy, man, after like a month and a half. It's been less than a month dude. I got June, it's the very end of June, June the 25th. I mean, yeah, it's been about a month and a half. Yeah, a month and a half and like crushing the game, bro. So when you got, you have like 10 more listings coming up, huh? Yeah. One commercial at duplex, larger house and three rentals from the same person. And then because I've got another guy that's selling three of his rentals. Do you have a second? Do you have like a full time job or is this your full time job? I do. I've always ran my own business or I have been lately, you know, running my own business. And real estate's full time. And then like today, I did some commercial insurance inspections and that's, you know, it's why not kind of deal. Yeah. Cool, man. Well, I think you did amazing. No complaints on this end, especially with how new you are to the business and everything. I want to see your progression though. I think we should do this again in like three to six months. Perfect. And do it again. That way we can kind of look back and say, you know, look how far this guy's came, even though you're already crushing it now. You know what I mean? I'm sorry. So basically you think from this critiquing is that I'm too focused on the email and not so much on the, you know, getting now business. Exactly. Well, not necessarily now business, but just listening and paying attention and noticing that there are a little opportunities that they're trying to talk about and you're just kind of flip. You're just kind of skipping past those opportunities. Right. And it goes back to what I say about, you know, I'm not worried about the appointment because like so many people are just worried about how many appointments you set. Like that tells me nothing. I can't judge your business at all based on how many appointments you set because setting an appointment like, you know, like all the for sale by owners will set an appointment because they're trying to show their house to anybody. You know, same thing with expired. I mean, they'll interview agents. That doesn't really mean anything to me. And like when you're so focused on the appointment, you're missing all this other stuff. And so you're kind of doing that same thing with the email. You're just like really focused on the email. So you're missing all these other possibilities. You know what I mean? So like, don't, don't be so narrow minded with or so focused on that one objective, be open to the fact that we're just trying to start conversations and see where they go and see what doors they can open for us. You know what I mean? And I feel like on that one call that if you would have went a little deeper with what's going on with that situation and listen to them and kind of talk more about it, got him talking and feeling comfortable, then you might have actually got the email in the end. But instead it was kind of like an unnatural script that was just trying to get the email. When they get down when that you're just trying to get the email or trying to get the appointment or trying to do the deal, then they're going to pretty much shut down. Yeah. But if you can come across as though you're just trying to listen to them and see what they got going on so that you can help them short and long term, then they're going to open up. Uh huh. Yeah. I think that was the biggest takeaway from this session. Does your listing presentation differ from my listing presentation? Well, honestly on these last four there hasn't been a presentation. Yeah. I mean you've seen my right, my video about the listing presentation. Yeah. Where you walk in, put the folder down in the kitchen, show in the house and come back. Right. Is that pretty much what you do? Well, I mean I haven't had any presentations at all. I mean like the... I mean like you got four listings. None of them have been, I've had to do a presentation on. How did you get those listings? Well the, let me think about it. One guy, I never even met him. I just like, we just talked on the phone and connected and just was, you know, he actually had an agent taking pictures of his house, just one of them talking about it. And I was like, well man, you got any paperwork signed? And he was like, no. And I was like, you know, I like to pride myself on being the hardest working agent. Have you ever had an agent call you? He's like, no, that's why, you know, kind of, you know, kind of interested in what you got to say, you got a contract, you got a signed, got it signed and listed it. Oh, nice. Nice. So you were there and you did talk to him. He had another agent taking pictures. Or you had him on the phone. I called him and the agent was taking pictures. Okay. So he, so he was about to list it with another agent that was taking pictures. Exactly. Wow. Yeah. I mean, dude, there's no, there's no like process here or anything. It's just every deal is different. Every situation is different. Everything the same way every time. That's, that's one thing I like. That's one thing about like coaching and stuff is most coaches, most training programs are putting us in a box and saying, this is how you do every deal. This is what you say to every prospect. How you follow up the listing presentation, everything. It depends on the conversation. You know, like if I'm, you know, they're looking at some other house office and say, hey, you might have come by and see the house and had that, you know, conversation yet. So it depends on conversation. You know what I'm saying? Exactly, dude. Exactly. Well, man, everybody that I've seen the comments really appreciate you coming on here and doing this. Everybody, nothing but positive comments about it said you did an incredible job and way to put yourself out there. Didn't overthink it. You just did it. I thought it was really cool that that that wrong number. Dude, that was a good that was incredible, man, the way you pulled that off. But anyway, guys, appreciate y'all watching. Thanks for the support. You guys have an incredible weekend. I'll be working all weekend. I'm still working on the 28 day the 28 videos for the 28 day challenge that I'm creating. And I'll be in El Paso next week, Friday. I'll be in Charleston, July 16th. We still have the huge event down there. So Brian can sell it and all those guys. That's in September. September 20th and 21st. I'm also locking in Las Vegas for September 26th. I'll be there. So and a lot of other things coming. So be looking out for me to come to your city or town. Definitely come out and say hey and all that this stuff. I'd love to see you subscribe. If you haven't already hit me up on Instagram. And let me know what in the world I can do for you guys. Until next time.