 I'm going to do a role play phone number. I will be calling them in one by one, and we'll go through this thing. So give me a second to get everything set up while you guys are logging in. So where's everybody from today? Comment where you're from. Let me know if you can hear me. We'll give it a second to let the chat start working so I know you guys can hear me all right. I don't see anything yet, but it always does this. It'll pop up all of a sudden. All right, cool. So the first five people that put their phone number in, I'm going to call you in and we're going to do a role play. While I'm waiting on you guys to do that and for a few more people to log in, if this is your first time seeing me real quick, been in real estate for 16 years and so too, I'm with Remax of Orange Beach in Alabama, right on the Alabama Florida line. Being with Remax since 2010, got in when I was 20, went through the boom and the crash, lost everything, came back, and I've just been working my way to the top. And to me, there's no top, I just got to keep on pushing further and further and further and keep figuring out new things, what works, what doesn't work. I think adapting is one of the main skills that you need to really think about as you're moving forward and not do the same things over and over again. Figure out what works, figure it out quick and execute. My biggest tagline, my biggest philosophy is relationships over transactions. Because it took me six years to figure this out. It took me six years to figure out that relationships are more valuable than transactions and after I figured that out, that was the pinnacle moment in my career where I went from a hard-working agent that did pretty good to an explosive agent that took everything to the next level, next level, next level. Because when you realize that transactions aren't as valuable as relationships and relationships actually pay you 10 to 20 transactions over the life of your career, that's where you really start to understand short and long-term how much real estate is a win-win. There's no way to lose in real estate if you understand the relationship of a transaction philosophy because closings are happening every day, regardless if there's a market crash, the market slows down, it doesn't matter what the market's doing, there's always transactions. And if you understand how to connect with people, when a market crashes, people are motivated to sell because they're in trouble or buy because the market's down. So it's an opportunity. When the market's good, sellers wanna sell because they're gonna make money. Buyers are buying because they're in this emotional, the market is booming and they feel like they gotta get in now. So everything is built on emotions. Even the investors, they buy on the emotion of making or losing money. So there's always emotions involved and there's always somebody who wants to buy or sell for some reason and most of the time it has something to do with something in their life, something non real estate related is the reason why they're wanting to buy or sell. Finding out that why is what's most important because when you find out why someone is wanting to buy or sell, then and only then can you truly help them. All right, so that's my quick little spill. Let's see, I think we got five people in here already but I'm gonna go ahead and make this first call. I believe this is Kaylee. She is in Tampa. All right, I'm gonna call her in. And also guys, while I'm calling in just so you know, I'm doing these live training sessions every other week. So every other Friday, I'm going live right here and in two weeks from today, I'm gonna do a training session where I'm gonna share my screen and I'm gonna do the basics, the basics of social media for real estate agents with Instagram and Facebook. And if you guys have other questions about other platforms, whatever I can do there, but we're gonna do the basics of social media. So I'm really looking forward to doing that session with you guys. Okay, sorry, I had a call coming in and I think, nope, still got her number. Cool, here we go. Hey, Kaylee. Kaylee, okay, that's cool. How are you doing? I'm good, how are you? Good. Thanks for the book, the signed copy, that's awesome. Yeah, they just went out today. So what she's talking about guys is on the last video I did, I gave away 10 signed copies of my book for the first 10 people that posted a comment about their opinion on the subject of the video. So I'm gonna be doing a lot more of that. I'm gonna be giving away free books every week, free signed books. So be sure to tune into all my videos and comment or do whatever I'm asking you to do. So you can win a free copy of one of these lists to last, how to survive every real estate market crash, because it basically teaches you everything that I had to learn the hard way through the big crash. And you can take this information and start building your business to prepare for the next market crash. Either way it goes, it prepares you for greatness, whether the market's crashing or not. Doesn't matter if the market ever crashes again, right? The principles in the book, how to build a really big business that's gonna sustain anything. So what do you wanna role play? Role play is dealing with expires. That's expires and sysbos. So I'm new to the industry, started in January. I have done my second transaction with buyers from having trouble in the listing side. And I have done door knocking, calling, I've tried it all, but I haven't gotten anything from the listing side. And I really want that to be something that I expel at. Because of course, just like you said, everybody says it. I watch all your videos listing the way to relax any of this kind of stuff. So you're saying that, how long you've been in the business? I got likes since January, joined my brokerage in February. And then I just studied for the first month. So I actually started processing in March. Okay, so just real quick. So you're really brand new, six months, and you're on a team or single agent? Okay, great. Now what company? Okay, cool, cool. All right, so you're calling expires and for sale buyers, right? Correct, yep. Okay, just to throw it out there, I'm sure you've seen all my stuff about the circle prospecting, right? Okay, cool. And I'm okay with for sale buyers and expires. I mean, that's, they're home owners too. They're property owners. You begin that relationship. It's just a little bit different kind of situation because there may be a lot of competition there, with the for sale buyers and expires. Also, with the for sale buyers, you have to be a lot more patient because they want to try it on their own at first. And so it's your job just to establish that relationship and be their go-to agent, if and when they decide to list it, right? And then on the expired, you got to kind of get in there and find out what happened, what do they think happened, and what you can do, what you can bring to the table, you know, that could actually get the job done or is better than a last agent. And really at the end of the day, it's like, what does the client want to do? And then we want to help them do whatever it is they're wanting to do. You know what I mean? Which is really kind of the case with anything. So what do you want to do for sale buyer or expired? Okay, and then I'm going to be the homeowner or you're going to be the homeowner? Um, I'll be the homeowner, so they can learn how you handle it. Okay, cool, cool. All right, ring, ring, ring. Hey, Kelly, Ricky Krooth, Remix of Orange Beach, how you doing? Um, okay. Are you a realtor? Yeah, yeah, I'm a realtor. I'm just enjoying the day. Isn't it gorgeous out there? It's okay. Cool, well look. Right now I'm not looking to work with any realtor, so Ricky, I must be honest. There's a lot that you guys calling me today. Okay, cool, cool, well look. I don't want to take up too much of your time today, but as you know, your house came off the market and I was actually just calling to see if there's anything in the world I could do for you. It really wasn't a thing about me trying to sell your house. Well, we're not really happy about that, but right now we're kind of exhausted and our last agent didn't do what they said that we're going to do, so not really feeling very fond of realtor's right now. Let me, okay, well, let me ask you this, since I'm not your ordinary realtor, why don't I do this? Let me just stay in touch with you and let the dust clear from this and you'll look to clear your mind and we'll just kind of, let me just stay in touch with you and then when you figure out what you want to do and decide what you want to do, I would love the opportunity to work with you or come talk to you and kind of just tell you what I think and we can go from there. Cool, what's your email address? 123 at gmail.com Okay, cool, cool. And so, and Kelly, here's the thing too, like we're not role playing anymore, but like some things that you can do too, like if somebody's really like just that against talking to realtor's, like you see how I kind of just kept pushing but I wasn't like being a high pressure set, I wasn't trying to list the property, you know what I mean? Like most people are just, most of the agents, they'll take that and they're using whatever mainstream real estate scripts are out there and they're trying to handle all these objections and trying to force that seller into this weird, awkward situation when in reality, like you said, they're a little confused right now, they're unhappy about how it went and they just want some time to kind of like think about what they want to do, you know what I mean? And so listen to me, the main thing with cold calling and the main thing with this process is learning how to read people. Like you may call one expired and they're ready to go, the next one may be ready to go, but they're a little bit, they have their block up a little bit and so I would just pound right through that block and I would make them list or they may be like you just were where you're just like totally tired of it and so you have to just be very gentle but you see what I did, I'm setting it up for when, for when they do decide they're ready to do something, you know, I'm setting up that long-term relationship and so you have to read people based on their tone and what they're telling you, you gotta listen, you know what I'm saying? It's not gonna be the same exact scenario every time. You explicitly said like, hey, I'm not like every other realtor. Cause yeah, that's a lot of what you get when you're on the phone cold calling, which is- Well, and I'll tell you this too, Kelly, that's what you get a lot of when you're calling expires. You see what I'm saying? Like a lot of people, a lot of the agents are calling expires. That's why I like to circle prospect cause no agent is calling them and you don't get those weird things. Now, I'm comfortable talking to an expirer that's getting pounded by agents cause I can go in there and not only am I saying, hey, I'm not like the other agents, I actually am not like the other agents because I tell them, hey, I'm just calling to see if there's anything I could do to help you. You know, like if you do wanna still sell, I'll help you. If you don't, I'm gonna help you stay informed of the market so that when you do make that decision or whatever I can do to help, that's what I'm here for. I don't really care to sell your house. That's not my objective here. My objective is just to help you. And like when you start using the words that back that up, then you can get inside of their head and they start to think, oh, okay, this guy is different. You know what I mean? Yeah, I like that. And I also like the use of like, hey, I'm not trying to sell you right now but let's just keep in contact. Let me allow you the time to take a moment, take a breath and then come back in later if you need me. Just trust yourself open as a resource because I think that's a lot of the time what I'm missing. Yeah. They're just so eager to hang up the phone that you're kind of like, okay, all right, and sometimes they'll hang up on you or whatever. But you don't get a chance to leave that line of communication open, which I think is really powerful. Exactly. They are going to re-list, right? So yeah, why not with me? Some people actually care as versus, you know, somebody else who may not. They're gonna re-list with me because I did it that way. You know what I'm saying? And I opened that door. I have a good shot at it. Like I have a really, I'm giving myself the best opportunity to get on their good side to where they'll choose me. You know what I mean? Yep. And so that's really the thing. But the deeper thing is like I'm saying, the deeper part of it is that I was reading the situation and then I reacted to the way it was to get the result I wanted. You know what I mean? Yes, makes perfect sense. That's the key. Like not a phone script, not getting the listing today, not any of that stuff. Because here's the thing, that person is worth 10 to 20 deals to me over the life of my career. Whether they do that deal with me today or not, if I connect with them the way that I'm supposed to, you know, and provide them value where they see me as that guy that's just trying to help and I just happen to be an agent. Get it? Yep, perfect. Cool, cool. All right, I'm gonna move on to another caller unless you have any further last questions. Um, that was really good. I really appreciated that. Yeah. Thank you. Yeah, and just reach out with questions. Hit me up on Instagram or wherever and just let me know if you have questions or anything I can do to help you. Awesome. Cool. Thanks so much for that. Yep, yep, have a good day. So what do you guys think about that? That was the expired role play. I did it, I did it, you know, like it was a seller, she was playing like a seller that was just tired of real estate agents and stuff. So I had to play it the way I would play it under that situation. So let me know what you think in the comments. I'm gonna call the next person here. Let's see, it looks like we got Mark. Let's see here, seven, one, four, six, two. Oh, here we go. Mark, Ricky Kuru. Hi. How you doing? Cool, man. Well, I got you on this live show. What'd you want to role play? I was gonna ask for expires, but somebody already did that. So I think I'm gonna start prospecting. I was gonna start prospecting just in general, like with the phone either next week. So I'm thinking just circle prospecting because I'm gonna do expires for sell by owners and just general circle prospecting. Now, refresh me. How long have you been in the business? I've been in the business for like going on two years. I've really never dealt with listings. Like I don't know, I've been a buyer's agent pretty much the entire time. And I joined a couple of Williams and their big motto is listings. And so now I'm gonna do that. And hopefully, I kind of see it as a good opportunity right now before market tanks. Listen, man, listen, and this goes out to everybody. When the market tanks, that is a great opportunity, right? When the market tanks, that is not your career tanking. That is opportunity knocking at your door because buyers wanna buy right now, prices are down. They wanna buy now before it goes up. Sellers gotta sell right now because they're in trouble. There's transactions happening every day and all the other agents are getting out of the business. It leaves more for you. I'm telling you, the market tanking would not, there's no better opportunity, no better situation than the market tanking. Do you understand that? Yeah, I definitely do. Okay, okay. And the listing certainly jive more with my personality, I'm not a high-pressure. Well, listen, and here's another thing I'm gonna dive into real quick. I don't classify myself as a listing agent or that I go after listings, right? Yeah. Just wanna help people. I don't care if they wanna buy or sell, but I've figured out that the most efficient prospects are property owners, because they buy and sell. And so because I concentrate on property owners, because they're the most efficient, that allows me the opportunity to be a single agent and sell 100 properties a year because I'm smart enough to know that what's efficient and what's not efficient. And I know that property owners are the most efficient. And so because I focus on those, I get more listings than I do buyers, but I mean, like right now my market transactions are down and really it's good to have a lot of buyers right now. I'll be honest with you. Buyer, there's a guy downstairs in my office who is killing me right now as far as my under contract board, and they're all buyers, because he's a buyer's agent. He's a single agent, but he works internet leads, not Zillow, he has his own little thing with his website, SEO and stuff, but I'm telling you, he is murdering it with buyers. So I mean, the market changes, it's all about just having contacts, having relationships, helping people do what they wanna do and knowing what's efficient and what's not. Okay, so we're gonna role play a circle prospecting in. You wanna be the homeowner or me? Or how? I guess I can do it since I'm not too polished at it. And I'm actually pretty terrible on the phone. So you wanna be, you're gonna be the agent, I'm gonna be the homeowner? Or you're gonna be the homeowner? You're the homeowner, sure. Okay. I don't have your scripts in front of me, but I kind of know the idea. Although, actually just let me be the homeowner because I don't have the scripts in front of me and I won't. Okay, cool, cool. All right, ring, ring, ring. Hello, this is Mark. Hey Mark, Ricky Carruth, Remax of Orange Beach, how you doing? Good man, yeah, me too. I'm just enjoying the day, isn't it gorgeous outside? Yeah, it's pretty hot. I know man, it's a scorcher out there. Well look man, I don't wanna take up too much of your time today, but there's a house right down the road from you that just sold and I didn't know if there's anything in the world I could do for you today. I'm not thinking about selling my house right now. I mean, I just moved in a couple of years back. Okay, cool. Well look man, is there an agent in the area that you would work with if you were to buy or sell something? Well like most agents, the one that sold me on this house, I haven't heard for persons. Cool, well look man, I'm sure, I don't know when, maybe five or 10 years down the road, at some point you're gonna wanna buy or sell something. I would love the opportunity to work with you in that day comes, would it be all right if I stayed in touch with you? Sure. What's your email? Markettelebooms.com. Boom, so that's the whole thing man. You come in, you have the two questions, really three, it's like, is this Mr. Johnson, but you said your name so I don't have to say that. Then it's, you're announced yourself and ask how they're doing, then you say something about the weather or it could be you getting ready for Christmas or how was your Christmas or New Year's or the Super Bowl or soccer game or the Royal Wedding or Thanksgiving, right? It could be anything, non real estate related, a question to get a response, you're gonna use those two or three questions to read them on the phone. You can read people, that's your thing is you want to read the situation, are they happy, mad, glad, sad, what's going on with them? And then from there, we're gonna respect their time. Cool, well look, I don't wanna take up too much of your time today but a house down the road just sold and I didn't know if there's anything in the world I could do for you today. You see how I'm respecting their time, giving them market information and then not asking them to buy or sell, I'm asking them if there's anything in the world I can do for them, right? When they tell me no, then I'm gonna find out is the door open for a future relationship by asking if there is an agent in the area they would work with, then if they say no, I say, well, I'm sure you're gonna wanna do something in the future, I'd love the opportunity to work with you, is it okay if I say it in touch? I'm gonna ask if I can say in touch before I ask for the email, I'm setting them up for that email and then I'm gonna ask for the email, it's genius. I don't know how it came up with this. Yeah, it's definitely good for, I think for me, I really shy away from high pressure, I've been trying, inspired for, I don't know how long it's just not working. What does that help you, bro? That definitely helps, thank you. Do you wanna try to role play it back with me real quick? Sure. Ring, ring, ring, hello? This is Mark with Teller Williams, is this Mr. Johnson? Yeah. Yeah, how are you doing today? Doing good, how about you? I'm doing pretty great, it's pretty hot up, isn't it? It is, man, it's scorcher. Oh, listen, I don't wanna take up too much of your time, but the home just sold down the road from you and it sold for 750,000. Is there anything in the world I can do to help you today? Cool, 750, cool, man, no, not right now. Well, if you were to buy yourself, do you have a go-to agent that you would use? No. Oh, listen, you know, somewhere down the road, five, 10, 20 years on the road, you might need somebody. I just like to keep in touch and follow up if that would be okay. Okay. Sure, what's your email to follow up with? All right, cool, cool. A few things real quick before we move on to the next caller, whenever they answer, you should say, hey, Mr. Johnson, you said, this is Mark, this is Mr. Johnson, you're saying too much right there, right? Yeah, yeah. Okay, yeah, so it's just, hey, Mr. Johnson, real quick and question, okay, and then when you told him about the house, you did good, and then when you told him about the house, you said the price. That's saying too much in there, that's too many words, right? We don't wanna really tell him any details of the house unless they ask details. We wanna make everything as short and sweet as possible, right? So don't say any details of the house, just say, hey, a house sold down the road from me or around the corner or across the street or whatever. I didn't know if there's anything in the world I could do for you, and then if they ask for the price or details, give it to them then, then that starts a conversation, right? Yeah, yeah, that makes perfect sense. Right. You can just bridge into, hey, they sold for this much. Yeah. That's 10% worth of last year. If they want that information, most people don't care, they don't want anything to do with you at this point. So they don't really want to know anything, right? Yeah, yeah. But some of them do and they'll ask you. If they ask you, then great. Now we're getting into this whole other conversation where we can kind of fill out to see if our personalities match up. Then you were like, hey, do you have a go-to agent? Don't say that, use the script exactly. Say look, is there an agent in the area you would work with? Because a go-to agent sounds like you're trying to be their go-to agent and they don't want a go-to agent, you know what I mean? Yeah, that's how the script is leading into it. Yeah, yeah, yeah, definitely don't use go-to agent. And then you said something like, I forget what you said. Oh, you said something like, you would like to stay in touch and follow up. That's not good either. You should say, listen, I'm sure at some point down the road, you're going to want to buy a sale. I would love the opportunity to work with you when that day comes. Would it be okay if I stayed in touch? See, it's like you're asking for the opportunity to stay in touch. Just give me the opportunity to stay in touch. Would that be okay? See what I'm saying? You don't want to act like you're going to follow up or do some newsletter because they're going to shut you down right there, dude. They don't want any newsletter, any spam, any reports, right? But if you say it in a way where, hey, I just want to stay in touch with you, that seems more personal and they're going to be a lot more apt to give you their email address. All right, buddy, I'm going to roll to the next caller. Yes, sir. See you, buddy. All right, so that was caller number two. Hope you guys got a lot out of that one. I'm going to move on to caller number three here. One, two, three, four, one, two, three, eight. I'm also going to answer any questions you have at the end of this. So if you have questions, type it in and then I'll come back and I'll go through and answer all the questions. Okay, that was Mark. Okay, Phillip Norris. Let's get old Phillip here on the phone. I'm enjoying this role-play session with you guys. This is a lot of fun. Hope you're getting a lot out of it. I hope you're getting a lot out of me in general. Instagram, YouTube videos, Facebook. I hope I'm giving you everything you need to succeed. I'm motivating you. Phillip. Hello, this is Phillip. What's up, Phillip? Ricky Crew. Hi, I'm Joe Ricky. Good. How about you, man? First time on the new real estate agent from Sinking Advice for me, Ricky. How long you been in the business? November. I've been working with the team since February 1st. Okay. So what is your role on the team? My whole career has been self. Uh-huh. Every time I've rolled an outbound. Okay, so you're an ISA for the team? So you're on a team as a single agent, like getting your own listings and your own buyers and stuff. Correct? Correct. And I'll back up on a team, part of a team. And the way I get my business is via cold calling prospecting. Do they give you any leads? 100%. They pay for the fizzboats and cancels. And they also provide the pillow leads and stuff of that nature. But a majority of my business have been the outbound fizzboats and cancels. Got it. Got it. Okay, cool. So what do you want to role play? Let's start with the fizzboats. That's what I do a lot of calling, outbound on. All right, cool, cool. So I'm the homeowner. Ring ring ring, hello. Calling regarding your property for sale. Yeah, yeah, what's up, Phillip? How you doing? I wanted to find out, I work with buyers and investors. So I want to find out if this property is still available on the market. Yeah, it is. Beautiful, beautiful. And just curious, is it vacant or is it occupied? I'll live there. Okay, great. And when this property sells, which obviously is going to sell, we're in a selfish market, where do you plan on relocating? This way. Well, we're going to upgrade. We've got a house picked out, down the road. Beautiful, beautiful, okay. I'm just trying to, see what I'm working with as far as time frame. Okay, so basically what I want to do here, is I want to verify the information about the property for some of my clients here. You said it is occupied. You're asking $250,000 for the property, is that correct? Yeah. Okay, great. Now, how did you arrive at that price point? Okay. Zillow. Beautiful, beautiful, okay. Well, that's what a lot of homeowners I see tend to use, where, you know, and I deal with what they're going for. Now, Zillow often always actually would do pricing. In a majority case, it's best to find out what's happening in the market. Have you interviewed or sat down with any agents to help you, you know, go over the stats? I've had several agents call, but, you know, I haven't sat down with anyone. Okay, my goal would be to, you know, come in, meet with you, see the property again, and go over what, go over the actual property for my client and verify this is something that meaning would be good to add to my buyer's list, and also see if there's anything I can do to help you with selling your property. Okay. Sounds good to me. I mean, we'll show it to anybody. Beautiful. Do weekdays or weekends work better for you? You tell me. Well, I can be over Sunday or I can be over Sunday. I have an appointment in the morning and I have the appointment in the afternoon on Sunday. I obviously want to make it okay with your schedule. Sunday's fine. You know, it's Monday, and I'd love to meet with you in person and take a walk through the property and see how I can help you. Sounds good. We'll see you then. Okay, so my question would be, I mean, I'm gonna, I'll go through what I think about your approach here in a minute, but my initial question is, where do you need help? Into the role playing, because I know that's what we're doing here. Okay, so. It's nice from here. So. All right, so a couple of things. One, how many percent of owners are you calling a day or a week or whatever? But I'm only reaching about 25 people or so. Let's go with five and a day. Okay, and how many appointments are you setting? So 20%. Okay. Okay, so that's for sale by owners. Now you're calling expires too, right? For sale by owner side of things. So mainly I have to target that. Okay, okay, check this out. What do the people say when they tell you no? I mean, I mean, you said you. Huh? In the submission, that they're not looking to work with real estate agents. Okay, my question is, what does that matter if you're just coming to see the house? Right, so why would they turn down an agent who, you know, why would they turn down another set of eyeballs who might potentially bring a buyer, or you may even be a buyer yourself. Why would they turn anyone down from coming to see that property? That being, you know, by the time they put it on, usually the 12 person calling, if I'm lucky. So normally a lot of the things I've already mentioned to them have already hurt, which is perfectly fine. Can I tell you something, man? Can I just be really honest with you? I would prefer that. This script sounds scripted. You sound like a robot and that's why people are turning you down because you sound like every other agent, right? I mean, dude, listen, if I call five for sale by owners, I'm gonna have five people that I'm going to see their house. Okay. Because when I call them, to me, I'm going to approach them as if they're my brother or mom or cousin. See what I'm saying? Okay. I'm not calling them to grill them about this survey of questions that they don't even care about, right? You should call them. See, this is so crazy to me. You should call them. Let's role play. You're the homeowner. Ready? Yes. Ring, ring, ring. Hello. Hey, Mr. Homeowner. Hey, this is Ricky Caruth, Remakes of Orange Beach. How you doing today? Cool, man, yeah. I'm just enjoying the day. Isn't it gorgeous out there? Cool. I'm calling you about this house you got for sale over there in whatever street? Yeah. Is it still for sale? Oh, yeah, it's on the market. Well, it's on Zillow and Craigslist right now. Cool, cool, cool. Look, I want to come take a look at that. Is there a time I could come by and just take a look and just get my eyes on it? Do you have a buyer? Yeah. You're an agent. Well, here's the thing, Mr. Homeowner. Why would you turn someone down who potentially may have a buyer? Why would you turn anyone down? You want to sell the house? I'm a professional. I sell hundreds of properties. Why would you turn anyone down from seeing a house that you're trying to sell? Doesn't like that, Ricky, about turning anybody down. I was more looking at that. I've given 100 calls to people just wanting to get my list. Well, I have to be honest with you, Mr. Homeowner. That's what happens when you're trying to sell your house for sale. You're trying to sell a house. That's why most people hire real estate agents to deal with those hundreds of people calling, right? So you're trying to do the job that I normally do. And that's why you're trying to screen all these people. And what's happening is, is you're screening possible people that might sell your house. You're doing yourself a disservice. Well, that's the reality. And so just to let's back up a second and kind of start over, I'm not calling to list your house. I'm not calling to misrepresent anything. I, as a professional agent in the area, just want to see your property. Just so that I can keep it in mind for when I do have a buyer that comes through, I know what your property looks like, and me and you have somewhat of a relationship in place to where we could possibly do a deal. Cool. So when can I come see the house? Yeah, I'm available this weekend. OK, cool. So do you see what I did there, man? 100% like, here's the thing, bro. I would never, I've never had a for-sell owner do that. That was all completely natural, because that's how I feel about the situation. See, I have so much confidence in why I'm there and what I have to provide. I don't need a homeowner barking at me like I'm trying to pull one over on them. Because I'll bark right back, and I'll tell them, look, I'm trying to help you. If you don't want my help as a professional, then that's fine. But the reason why you're in the position you are where you're trying to screen people is because you're trying to do my job. OK. You see what I'm saying? That's what I was calling for. I'll tell you where my market is. And they are, no, excuse me, the people I'm calling usually are a little rougher on the edges, right? So here's the thing. If they're rough around the edges, let's get down and dirty, dude. Let me, I'll turn into the roughest guy you've ever met. Because, man, I'm going to stand up for how much I'm trying to help people. I'm going to stand up for that. I'm not going to let them bully me into them thinking that I'm there for my best interests when I know that I'm there for their best interests. Uh-uh. I'm not going to put up with it. Yeah. You see what I'm saying? You're not being taken from the scene that they're running. And so, I mean, you know, and if you see how I went into the call, I'm like, hey, you enjoying the days and a gorgeous haze, your house still for sale, cool. When can I come see it? I'm not asking them, hey, I got buyers and sellers. I'm not saying, you know, what are you going to do? Is it vacant? I'm not saying, where are you going to go? Where are you going to move to? I'm not saying, where, how did you come up with your price? I'm saying, look, dad, brother, cousin, mother, uncle. When can I come see the house? See what I'm saying? Now, when I get there, that's when I'm going to really fill the situation out and decide right then and there if I want to start applying a little pressure or if I want to continue. I want to find out more about the situation. Man, you're going into every situation the same way, asking the same stuff and getting the same results. And you know, you're like putting the pressure on from the moment you talk the first breath of air to them. When really, you need to get in front of them. It needs to be low pressure. You need to fill the situation out and then start applying these questions of pressure when you feel it's necessary at the right time. Dude, listen to me. These prospects are worth 10 to 20 deals to you over the life of your career and you're throwing them all away because you're going after a deal today. You're giving up 10 to 20 deals later over a possible deal today and you're not even getting that because that's your mindset. Target says, I'm getting something fast. But I wasn't the proper success. I was looking at it more transactional versus longevity. Yeah, because that's what the mainstream training is going to teach you. Go after the deal, go after the deal, go after the deal. That's why I'm here. Because I'm going to reverse the entire psychology of this entire industry. I totally appreciate it. All right, man, I hope it helps. Stay in touch with me. Update us on your progress and we'll talk to you soon. Hey, thank you. Yeah, man. What do you guys think? Tell me in the comments. I want to hear what you think. Let's see. All right, going to the next caller. Going to the next caller. That was number three. We're going to number four. Who's lucky number four? Looks like I have a, I don't know who this is. It looks like a Florida number. Doesn't have a name, but I'm going to go for it. Walton Beach. Hey, this is Ricky Karuth. Ricky. I'm doing good. How about you? I can't believe I got through. I'm so excited. Well, you're one of the first five that put your phone number in. Wait. So what's your name, first off? Okay. My name is Christina. Okay, cool, cool. And where are you located? I'm actually in Blue Mountain Beach. Blue, where's that at? That's along the 38 area. Oh, okay. Yeah. So we're actually kind of neighbors to Orange Beach. Yeah, really close. You're two hours away from me. What company are you with? I'm actually with Remax. Oh, nice. Nice. Part of the Remax family. Yeah. And with Remax by the sea. Cool. I love that. Yeah. So what do you want to roll out? Do you make phone calls? Well, actually, I have been doing, working as an assistant, and now I'm going to be, I've gone out on my own as an independent Asian. Yeah. So this is technically my first week as, okay, Christina, you need to get on the phone. You need to start calling people, getting listings, making things happen. And so I haven't called anybody yet, but I've watched a lot of your videos, and I'm going to start calling people. I signed up with Red X, both the numbers. So I just have to sit down and do it. So let me ask you, what is holding you back, or why haven't you done it yet? I don't know. You know, making a cold call is, I don't know for some reason. It's scary. I don't just, it doesn't need to be scary. It needs to be comfortable for me. And I know I've got to do it. I've got to get on the phone. I just have to push through that. This is my first week of not being the broker's assistant. So now I have the opportunity to run my business and reach out and call people and make things happen. That's kind of where I'm at. I got you. So you are scared to make calls, you say. Yeah. You're nervous. I haven't, you know, I call people at the time, sending things up to him and talk to buyers and sellers. But I've never been in this role where I'm calling somebody and hopes to develop a relationship. Okay. So number one, everybody's scared of the beginning, right? Right. Period. Like I was scared. I still get scared sometimes. Like it's always, so you have to learn like that's part of it. And then the second thing is be confident of the fact that you're there to help people. You're not trying to high pressure them into anything. You're not trying to like be sneaky or do any kind of weird things because here's the thing. It's unlimited. You can't call all the people. And so you have an unlimited amount of people to deal with. So you have a lot of people you can practice on. You know what I'm saying? Like everything is, everything is a practice run. Don't take it so serious. Don't think that every prospect has to love you. Go ahead and get in there and mess up a bunch so you can learn like the both sides of it, you know, messing up and then doing well. You're always going to have weird calls because you have all the different personalities of the world. You know, like even I, like I have calls when I'm cold calling and I hit this one where it's a personality where it was just a weird call and it just makes you feel strange. But it's like whatever, you know, then the next call, it's like it goes so good. You know, and so you just have to take the good with the bad with cold calling and just collect those people that loved you and build off that. I mean, it is, it's a win-win. You cannot lose. Even if you suck, you still win because your personality matches up with people. If you have the right mindset and you're going after relationships, not transactions, you're there to help people and not try to trick people into some kind of weird thing, then you're going to win. It's just a matter of time. You know? Absolutely. So what, so what are you, who are you going to call? Like what is your... Yeah. So what I want to start out with is I want to start out with targeting condo buildings. Okay. So, you know, like today, I have plumbers from Majestic Sun that has, you know, a high turnover rate. So that's why we can do the first building of one of many that I'm going to attack. Okay. I really want to call and, you know, build that relationship. So I, you know, they want to fire so it doesn't matter. I just want to email and the relationship. Yeah. Okay. So, you know what you're going to tell these people? Well, I've been listening to your phone script. Do you kind of have it down? Do you know what you're going to tell them? I hope so. Okay. Cool. Let's do it. Let's do it. I'm the condo owner. So ring, ring, ring. Hello. Mr. Karoof. Yeah. You know, with Remax by the Sands, we'll not move each. How are you doing today? Doing good. How about you? I am big. The weather here has just been really great and, gosh, we live in paradise. What's not to be happy about? We sure do. I am. Oh, my goodness. So, I'm going to put that part down. Okay. So, look, so here's the thing. When you get to, like, that's the awkward part of the call, right? Yeah. See, there's two awkward points in the call. There's that part that you just fumbled up on. And then there's the part where they say they're not interested. Those are the two, those are the two awkward moments. So I have built into my scripts two pivot points, two transitions from the awkward part into the next part of the call, right? And so you get, you have to concentrate on those two transitions. The first transition, once you get to that awkward thing with the weather, and they're like, oh, you're like, oh, that's when you say, I got you, we'll look. I don't want to take with too much of your time today. That's the transition right there. Look, I got you, a condo in your building just sold last week. I didn't know if there's anything I could do for you, anything in the world I could do for you, or whatever. Right? So you got, you got, you have to get that transition down and be ready for that awkward moment where you can just bust that transition out that makes it un-awkward again. Now we're back, now we're back flowing really smoothly. See what I'm saying? And so, and so from there, you know, it's like, oh, there's not. Okay. Look, is there an agent in the area that you would work with if you were to do something? So you got to get those two transitions down and you got to be ready to use them and you got to, you got to just be ready to just punch them in there right as it's getting awkward. It's like, no, it's not awkward. It's like, it's awkward, it's awkward. No, no, no, no, it's not. No, it's not. You know what I mean? Right. And so that's what those two transitions do. Just a conversation going in the direction that you want it to go in. Okay. Okay. Now, now, now listen, let me be critical on your intro though. You're, you're talking too slow. Like I love, like most people need to slow down. Right. But you actually need to speed up just a little bit. Right. Because, because you got to be respectful of their time. Okay. You don't, you don't want to just, you don't know what's going on with them. So you don't want to, you don't want to just kind of lolly gag through it. You want, you, you don't want to talk so fast. You sound like a telemarketer either. You want, you want it to be natural. Okay. So like, you need to speed it up just a bit. And then on the weather thing, you talk way too much. You're like, oh, just living in the pet mellow paradise and just enjoying the day. You said a lot of stuff. Make it short and sweet. Say a statement and then a question. I'm enjoying the day. Isn't it gorgeous? Oh, isn't it nasty out there? Oh, we're down here on the beach. It's gorgeous. You know, whatever, like say a statement and then a question. And like I said, that could be about Christmas, New Year's Thanksgiving, the sugar bowl, that whatever, just something that throws them off. But then remember that question that throws them off needs to be ready to go into the transition of I got you. Well, look, I don't want to take up too much of your time today, but a house down the road. Anything in the world I could do for you. See what I'm saying? I'm calling that probably be a good idea to have them in front of me. Maybe I'm just nervous because I'm talking to you live on the phone right now. I think that just really concentrating on those two transition points because those are the two awkward moments. Okay. And I think one thing when you talk about whether it's a beautiful day or when you talk about that and then you make that next transition asking them so you've been to the beach lately and then they say yes or no. Do I need you to do that? Is that something you threw in there or was that something you that I had? No, I thought I remember in your script where you Oh, no, no, no. That's not like in my script but I might have said that on a live call. Right. Okay. Really awesome. They've been down. Yeah, like, see, like if you're in a second home market or investment market, you know, when you're calling people that aren't there then but I'm not going to say that in the beginning. I might say that later on. I may say in the beginning like I like I may switch it up some like I may say yeah, I might have said, you know, it's gorgeous down here. Have you guys been down lately? Yeah, I think I did. I think I did say that a couple times and that and that's good okay. Right. And so that's not like a part of the script because my script works for all real estate. I don't care if it's primary, second home, invest, whatever it is. Okay. But yeah, like cater that that's what I'm saying to everybody watching and everybody, you know, that follows me is that that question about the weather, it doesn't have to be about the weather. You can switch it up but it needs to be a quick statement and a question or another opportunity to get a response. You can read them. Reading them is the key. That's what you want. You want to read what's going on with them their tone, how quick they're talking, what are they saying? How are they feeling? You got to read them and then you're going to, you're going to flow the conversation. If they stay, if I say, hey, this is Ricky Crewtree makes Orange Beach. How you doing? And they say, oh, I'm doing good. I'm just a little busy. I'm going to talk to them about the weather. I'm going to, I'm going to notice, I'm going to read them and they're going to say they're busy and I'm going to say, I got you. Well, look, I don't want to take it too much of your time but the house down the road just sold it. If there's anything in the world I could do for you. I'm going to speed up my voice and I'm going to cut right, I'm going to cut right to the chase. You see how reading them, like you read them and then you flow the conversation of however you think it needs to flow you know what I'm saying? Yeah. That's the key. It's not the scripts. It's not, I mean, it has a lot to do with what you're saying. It has a lot to do with your psychology of why you're calling and all that stuff but at the end of the day there's a lot of agents using my scripts that are losing because they're not reading the people over the phone. They're just, they're just going through the script like it's a script and they're just and they're not reading what's going on and like flowing the conversation according to the responses they're getting from those first couple questions. That, that is the secret to all this and it takes a long time to develop. It doesn't just happen overnight but it's something that I wish someone would have told me from day one. Yeah. Absolutely. Does that help you? It does. So much. Yeah. I just have to gather and do it and you know you make a couple of calls and you know this really I mean you're you're not really I mean you're it's not like you're selling something you know you're just calling them to how can I help you? So I just need to think about that in my mind. Yeah. I'm calling to help them. Yeah. And then it trot. Can you guys hear me now? Can you hear me now? Can you hear me now? Give me a thumbs up or a thumbs down if you guys can hear me. You can't hear me. Okay. Okay. Thank God. You guys forever. All right. I'm going to go to the next caller. Hey, keep us informed on your success. Reach out to me on any platform. You can Instagram. DM is the best way to get a hold of me right now. And just let me know how I can help you. Okay. Sounds great. Have a good day. Yeah. Okay guys. So I don't know what happened to the audio for a second. So that was call number four. I'm going to do call number five looks like I got cow grieve from Canada. Let's do it. And then I'm going to answer questions. Last call of the day. Then I'm going to answer questions unless they don't answer then I'm going then I'm going to the sixth. Ricky, what's up man? Hey, what's happening? How are you? Good. Good man. You want to do a quick little role play session? I've been a bit cautious guys. Maybe you want to sell the owners. I got them down and everything and I was able to go meet with some but they keep asking they're pretty keen. I'm wondering if I have a buyer. Okay. You did have a buyer. Listen, man. Listen to me. Listen to me, man, for the sake of time here, I see where you're going. Look, the thing is, man, be honest with them. Like, you know, I just said that was a jerk seller. You know what I mean? And so, and so that's why, yeah, that's why, that's why I kind of said that. But like, the thing is, is like, I could have a buyer. I could be a buyer. Like, I don't know why you're asking me all this. Like, I'm a professional real estate agent who very well could sell your property. Why are you trying to pre-qualify me? I've been, I've been selling real estate for X amount of years. You know, I don't know. You want me to send you my resume? I don't get, I don't get why you're worried about me having a buyer. Okay, okay, look, listen, listen to me. Hey, listen, this is a really good reason to just circle prospect. Okay. So, you know, like, figure out what's most efficient. And if you don't like the way that the for sale by owners are going, and you feel like circle prospecting, how is the circle prospecting going for you? I do. And you'll get a, you'll get a meeting with a couple of them. I just, I'm just not sure what to say when they're, when they're asking if I have a buyer. Listen to me, dude, listen, tell them the truth. Say, listen, here's the thing. Let me ask you, Mr. Homeowner, do you have an agent, if you were to list this property, say you don't sell it in the next five months, do you have an agent that you have a relationship with, that you're going to publish? Do they have a relationship already, right? And if they do, it's like, okay, cool. Well, look, here's the thing. If you're going to list with him, great. That's cool. Look, I still would like to see the property in case I do run into a buyer in the next couple of weeks that might like this type of property, right? Okay, so that's your angle there. If they say, I work with you, if you do decide to list, no, I don't have a buyer right this second, but I've sold this many homes, or I've done this and that, or whatever. And, you know, I want to prove to you that I'm the hardest working agent in the area. So, I want to establish a right. You know what I mean? Yeah. I went over to Michelle and maybe I was a little bit, but at the same time I was definitely just trying to help them as best I could, like you kind of taught everyone over the last while. And I'm going to follow up with them in a week's time here. A week from that day, I think it's on Monday, I'm going to call them back and let them know the buyer that's all I had. It wasn't quite interested. I'm just wondering how you guys are doing. This one was a bachelor, so I thought maybe they might be interested. Okay. Okay. Oh, yeah, I get it. I get it. So, what you need to do since you had a real buyer, tell them what the buyer did or why the buyer didn't move on their property. Be honest with them. Straight, right? The buyer is just more interested in that one-byte studio than the bachelor. Yeah. I'd love to know where do I go from there? Should I ask to see them again or just stay in touch and get them to let me know when they're ready to list, sort of thing? Have you asked them the magic question of do they have an agent they would work with if they do decide to list? Absolutely, yep. Yep, I watched your I think you were chatting badly and you did the role-playing with Bizbo I would tell them, look, I would tell them, look, this is what happened with my buyer. I would get off that subject as quick as possible and I would move into the subject of, hey look, since you guys don't have an agent that you would list with, I would love to continue this relationship until you either sell the property on your own in which I would love to work with you guys on whatever situation. So, you know, let's go to lunch. Yep, yep, love it. You know, like, let's go to lunch. Yeah, like, where's your guys favorite place to eat? I would love to take you guys to lunch and get to know each other a little better. See what I'm saying? Okay, Ben, yeah, that's great. I'll be talking to you, everything you said man, it's been working out so well, just weekly emails, and I've got two deals on the go already, one that's last week, and it's Holy smokes, dude, in two months, you've been in real estate for two months and you have two listings, one's under contract. We, buyers took possession last week and that same day and offer went in on our other listing, man. So, piece of advice here because you've seen a lot of success really fast, that could be very dangerous. You know, like you may think that it's easier than it really is because I see a lot of agents come in and sell a couple of properties really quick and then they don't sell anything and then they kind of get in this little trap. You know what I'm saying? You need to absolutely forget anything you did yesterday, last week, last month, last year, zero every day. You need to get listing. You need to get a listing every day. You need to get a pending deal every day. Every single day, dude, you start from zero and you need to get up to where you have 20, 30 listings. Like, like, like as great as you're doing, you're way behind where you really need to be if you want to be a superstar. Man, that is the goal. You know, putting in the 50, 60 hours a week, minimum in the efficient efficient areas that are actually, you know, worthwhile. Yeah, man, I'm taking everything you're saying seriously, man. I got your scripts and everything and it's, I won't take it all for granted, you know. What do you what do you, what do you think about everything I do being free? I think it's great, man. I think you could definitely be charged because it's a goal, man. Like, if I were to have paid for this material, I think across Canada, obviously the states as well, that are doing and yeah, hopefully you can get some you know what, you know what the problem, you know what the problem is? The problem is is if I were charging, then you would never see it because you you would not have paid even, even though how good it is on the inside, you would have never paid that little entry fee to see that material. And so, I wouldn't have been able to help you if it wasn't for free because you would you would have turned or you would have turned around and went the other way whereas now we're connected for life. You're going to you're going to follow me to the ends of the earth, dude. We're going to meet somewhere in some Canadian speech I do and I'm going to sign a book and do a picture with you. You know what I mean? Yeah, that's what the free thing is all about because I actually get to connect with people instead of just trying to charge money later off of speeches and books and all that good stuff. So some people you reach doing free coaching right now. Exactly. Exactly, man. It opens up so many doors and it helps so many more people. You know, like you would literally we would not be talking and you would not even know what my scripts you would have none of my material if it wasn't for free. Yeah, care to say that. I mean, that is straight up. Do me down the road someday, man. It's just just it's not taken lightly, man. It's a it's a long term game. Like I said, it's a full time job and you've got to put the minimum 50, 60 hours a week to get there, man. Like I said, if you want a big, you've got to put in the hours. I'm a big believer in that. So hey, my second book list to last is going to be on Audible here pretty soon. So definitely get that listen to it when you're driving it's a good one. It's a really good one. Cool. So go have a launch with those people and like hit me up on on Instagram and I want to know how that goes with these people. Later, buddy. Yeah. All right, guys, I'm going to go back through here. That's my five calls. I'm going to answer a couple of questions real quick before we get out of here. If you have any last minute questions, comment. Let's see. Hey, Ricky, do you still use a script board or anything like that? Don't know what that is. So obviously, I probably never used it if I don't know what that is. Mike Smith, if you're still on, let me know what you mean by script board. Let's see. Dana Martin, please have this on a replay. It is. Let's see. I have some really awesome comments, but I'm just skipping to the I'm just skipping to the questions. Let's see. Hey, Ricky, any training videos during the escrow process, how to handle issues that arise, how to negotiate request, repairs, termite, appraisal? No, but that's a good idea. I will work on that. Bring it up from South Florida. I want to know about my speech in Fort Lauderdale in August. Yes, August 10th. I'll have details. I'll have it in one of my next YouTube videos. I'll post it on Instagram. I'll put it in my email. I'll send you guys all the time. So I'll have all the information on that August 10th Fort Lauderdale. I'll be there doing a talk and a Q&A. Let's see. I'm looking for questions. I'm looking for questions. In your weekly email, do you re-send to non-openers? No, I just send it every week to the same people every week, but what's your opt-out rate on people with your newsletter? I don't really know. I don't pay attention to opt-out people. I don't really care if they opt-out. It doesn't matter to me. They want to opt-out, opt-out. Good. It gives me, you know, your job is to filter through people and find the people that want to deal with you. Let's see. Do I send postcards to an area that's sometimes you do, but you don't have, you're not going to send postcards to everyone of them you do because you can call unlimited. You can't pay for unlimited postcards because it costs money. So some you will, some you won't, but at the end of the day, it doesn't matter because even if you send a postcard and then circle prospect, they're not going to remember, they're not going to put two into it together. They're not going to be like, that that's you. So it's the same thing as a cold call. Let's see. Thanks so much for helping others. You made a huge impact on my career. You rock. Wow. Hello from Spain. Look at this. Spain, huh? What's up, Sebastian from Spain? Let's see. Can you hear me now? Wow. This is crazy. I'm sorry, guys. Let me know if you can hear me. I don't know what's wrong with the mic. I think I've just had to click the mic off and then on for it to work. Okay. I don't know what's wrong. I'm sorry, guys. Let's see. Go back to Roger Mohan. Let's see. Roger Mohan. Okay. Okay. Here we go. Feel like I've got the scripts down pretty well, but I feel I need to get better at listening for the clues on how now business transition those two appointments. Any training on that? I tell you what, it's really tough on the train because because it's so reading people on the phone is a skill that you develop through practicing calls. Just make more calls. Just keep making them. Keep pushing. Keep learning. Keep trying to read people. Keep trying to look for the clues. When I sold my first property after eight months of being in the business, I look back after about a year and a half of the opportunities that were actually happening during those eight months that I could have capitalized on. I just wasn't experienced enough to do it. I didn't know. I didn't realize it. So, I, you know, it's just experience and just keep making the calls. You're going to get there. There's nothing really I can do. There's not really I can teach you about reading people. I can tell you that's what you need to do. And so now you can make the calls and start paying back. Fred says, what kind of things are you talking about when you ask the potential customer, is there anything I can do for you? I'm asking them if there's anything I can do for them in terms of real estate, buying or selling, right? That's the main objective. But outside of that, if they need something else, they need a contractor, they need a referral for a painter, they, you know, they need help moving a piece of furniture, whatever. I'll help you. You know, but I'm more talking about real estate because I'm giving them market information. I told them I'm a real estate agent. I'm saying, hey, a house on the road sold. I did if there's anything I can do for you. All that's in the same sentence. So they know I'm asking them about buying or selling. All about how you say it, Fred. What do you say in a listing presentation when they say they want to meet other agents? To be honest with you, it's better for the job than I want them to go that route. I don't want them to deal with me if they feel like there's a better option out there. I'm going to give them everything I got in terms of my personality and what I have to offer and everything I'm going to do. If that's not good enough, then I want them to go somewhere else. And that's probably what I'll tell them. Oh, Mike Smith says having your scripts up on a board. No, I've never looked at a script you call back numbers. You've already called on circle prospecting. No, I never call the same number back again. It's unlimited. You have an unlimited resource. There's more property owners than you can ever call. So I never call them again. I may follow up with the ones that I had good conversations with after a year or I may call the same subdivision two years from now. But at the end of the day, I'm not focusing on calling. Like, when am I going to call that complex there's an unlimited amount of owner. So I'm just going to keep going for new, new, new, new. You know, at some point it has to be about a quantity, how many clients you have. It can't just always be about quality and trying to pound this one subdivision or this one client or convert this or convert that. You need more clients. If you're not talking to new people, you're not going to have more clients. You're going to have the same clients over and over again. If you want to go big, it has to be at a certain point. Like, I'm to the point now where I probably need to be going back and reaching my past clients and doing certain things, but I'm still moving forward for new. I mean, it's crazy. I should really be focusing on past clients and referrals more, but I focus on new business more. Let's see. Let's see. FYI, I'm a brand new one month old remix agent. Wow. You're my virtual mentor. Fred, absolutely. Here to help. Okay. I don't think you guys have any more questions. Let me see. The guy from Spain. Where is he at? Sebastian. Sebastian. I think you guys missed all this when I was talking. Tyrone wanted to know, once I go preview the home, when do I go for the listing? How long do I follow up after the preview? There's no set equation of this. You just find out why they want to sell and what you can do to help them. They do or don't have an agent they're going to work with if they do it and then you go from there and you establish the relationship and help them do what they want to do. Do you go look at it when there's tenants and the seller says the tenants will let you in? Absolutely. I'm going to go look at it. Anything I can do to get my eyes on that property so I can value it, I'm going to do it. Let's see. Hey, Ricky, how often should we give a follow up call after initially connecting with them via circle prospecting? I mean the email is going to be what keeps them in contact and they're going to call you. Okay, cool. Do you call back numbers? You've already called on circle prospecting? No. I already answered that one. Cool. I think I answered everything. Thank you guys for tuning in. I enjoyed this. Go back and listen to the whole thing if you missed it. There were some really, really incredible moments. Follow me on Instagram. I'm doing a the next session in two weeks of social media for real estate agents with Instagram and Facebook. So I'm looking forward to sharing all that with you guys. Reach out to me anytime, whatsoever about anything I can do for you and I'm here to help. So I'm just trying to turn the industry upside down with relationships over transactions and what in the world can I do for you instead of all the high pressure stuff that's out there that's really ruining your business. So thank you guys for calling along and just like I said reach out for anything I can do for you. Have a good weekend. Talk to you guys soon.