 You can't win them all, but look, when she said, when they say, I don't want to sell my house, or I don't want to buy a house, say, good, that's not why I'm calling. OK. Don't say, oh, that answer is that, because that tells them that that's all you care about is them buying or selling a house. Say, good, that's not why I'm calling you. And then they're like, oh, what? Now they're listening. They want to know why you're calling now. And then you can tell them, say, look, I'm calling because I house down the road, so I'm just calling to see if there's something I could do for you. I don't want to know what I can't do for you. I want to know what I can do for you. The best way to get your energy up by phone is to be freaking excited that you're making calls and fixing to talk to a human being to help that person. I don't know how your energy is down. I don't understand people that have low energy when they're on the phone, or in life in general, because, man, I'm just so excited to be alive. What's the best way to keep your energy up? I don't know. Breathe air. From what's up, guys? So we are live. Here's the deal today. Brandon, he hit me up on Instagram and said, I want to make live calls and let you coach me through the calls in between the calls and all that good stuff. So I absolutely accepted that challenge. Brandon's using the zero-to-diamond phone script. Do you circle prospecting today? Yep, that is the plan. We're doing some circle prospecting. How long have you been selling, man? Tell us about yourself. Yeah, so this is my first year in real estate. It's been a great year, pretty exciting. Learned lots of stuff, had lots of good things, and also lots of challenges. Yeah. But that's just the things you've got to go through and just keep pushing and figure out what works and what doesn't work. There's lots of different ideas in the real estate world. I think it comes down to being a lot more simple than a lot of the crazy ideas out there. There's no doubt, man. This is a really simple business. Yeah. When you really break it down, you know? It just seems to do those things that create the income, which is, I mean, you've got to be prospecting. If you're not prospecting, I don't know. I guess you're not talking to people, which then you're not getting business, so you've got to have those conversations. All right, let's go, man. Make a call. All right, we are dialing. Yes, yes. I love this part. He's dialing, guys. Boom. Trying to get a live prospect on the phone right now. I love this. I'm feeling pretty excited. You guys all excited? I am freaking excited. Hey, Mr. Cabrera? Cabrera? Hey, Mr. Cabrera, this is Brandon with Keller Williams Realty here in the Winanchu Valley. How are you doing today? Good. Hey, I'm doing good. Thanks for asking. How was your Thanksgiving? Good, good, man. Well, hey. I'm sorry for this? Yeah, my name's Brandon. And with Keller Williams Realty in the Winanchu Valley, we're just on Mission Street across from the McDonald's, if that rings a bell for you. Keller Williams were a real estate company here in the area. Real estate? Yeah, I was just giving you a quick call. We sold a property down the street from you not too far away. And it just seemed that we had more people in the area looking around to buy a house than there was houses available. So I was just giving you a quick call because I just didn't know if there's anything I could do for you in regards to buying or selling any real estate at this time. What's up? Can you say that one more time? Can you tell me not to open up? Cool. Well, do you still own the property on the Lindy Street here in Winanchu? Do you still own the property on Lindy Street here in Winanchu? I don't feel like you. OK, gotcha. Well, OK, gotcha. Well, hey, man, if there's ever anything we could do for you in regards to buying or selling, we'd love to help you out. But other than that, man, I'll let you have a good rest of the day, OK? All right, thanks, man. Bye. Man, that was wild. That was rough. Yeah. Hey, listen, man, just for a little coaching thing in between, I think that your reason for calling is way too long-winded. There's houses over here. There's not enough houses for the amount of buyers. It's too much, man. It needs to be like a house sold or houses under contract or something quick. And then I didn't know if there's something I could do for you. You're taking up too much time. You're making the conversation way longer than it has to be. Most people are going to get kind of itchy, like wanting to get off the phone because you're dragging it out. Be short, sweet, and to the point. So do you think it's too much when I go from after the how's it going conversation to then where it's like, well, look, I don't want to take up too much of your time here today, but we just sold the property down the street from your place not too far away. See that right there from your not too far away from your place. That's too much. Too much. Yeah, just say, hey, I sold a property right down the road from you. Is there anything in the world I can do for you? Make it really, really short. The shorter the better. You know what I'm saying? And the quicker you say it, the better. Get your information out. And so that way. And then let's let them respond. You know what I'm saying? OK, let's go. Let's get another one on. All right. Thanks for calling McCasky. Who's the next? Oh, I think I have the wrong number. And I apologize. You're no problem. Thanks. Bye. That was a local business here. Doesn't matter, dude. That's not what you say. You say, hey, is so-and-so there? Because it's probably their business. The beach. Bye. Yeah, when that happens, bro, say, hey, is Mr. So-and-so there? Because it's probably their business. Gotcha. And then if it's not and it is the wrong number, you try to see if you can help the person you're talking to. OK. We'll say, hey, look, man, I didn't know if there's anything I could do for you. Are you looking to buy or sell anything or anything or anything I could do to help you? OK. Because secretary's buys stuff all the time. True. Yeah. Like, dude, it's human beings. We're going after humans here. You know what I'm saying? Yeah. Like, any person we can call it. Hey, Robert. Hey, Robert. Yeah. Can you hear me? Yeah. Hey, Robert, this is Brandon. I'm with Keller Williams Realty here in the Winanchee Valley. How are you doing today? Good deal. Good deal. Did you have a good Thanksgiving? Get all stuffed up with turkey? Good deal, man. Get all that up. Absolutely. Well, look, man, I don't want to take up too much time here today since you're at work. But we sold a property down the street from you not too far away. And I just wanted to check with you because I didn't know if there's anything I could do for you in regards to buying or selling any real estate at this time. OK, fair enough. If you were to do something, is there an agent in the area that you would have? He hung up. You know why he hung up, bro? Because you're stalling, man, on your transitions. Dude, as soon as he says no, you got to go right in there and say, I got you. Well, look, you got to say it immediately, dude. You're like, oh, OK, well, fair enough. And then they're like, OK, you got to go buy. Cool, yeah, that is fair enough. You know what I'm saying? You're talking too slow, bro. You got to pick this up, man. You got to fill people out, dude. He's at work and you're lolli-yagging with your script, bro. Dude, listen, when he said, oh, yeah, I'm doing good. I'm just at work. That's when you skip the small talk and go straight to the, I got you. You start talking real fast. You say, I got you. Well, look, I don't want to take up too much of your time today, but all that stuff. You know what I'm saying? Dude, you got to start filling these people out, bro. Gotcha. And you got to start hitting those transitions way quicker, bro, because a lot of people are going to hang up on you. And I'll tell you right now, dude, like that caller right there, I would have got the email address. Right. Because I got the skills and I know how to flow the conversation. Yeah. So the difference in me and you is I've made a bunch more calls. So all you got to do is keep making the calls, but I'm telling you what you need to do, bro. Quit saying, OK, fair enough. That's ridiculous. Yeah, no, that's a good point. And don't do the small talk if they say they're at work busy. Like, this is not a time to chat, dude. As soon as he says I'm busy, you say, well, look, I don't want to take too much of your time today, but a house around the corner just sold. Didn't know if there's anything in the world like you're here. Nine. I hope you're good. Yeah, no, yeah, that's a really good point. You know what I'm saying, man? Yeah. You could have had that guy as a new, as a future client. Right. Yeah, no, I think it's definitely making me recognize I'm really need to hit that last part more of, you know, getting the email and whatnot. I'm super weak there, for sure. Let's get another live prospect on the phone and see if you can't sharpen your skills. See, you're see your light. You like have the same tone and the same speed of voice for every call. Do I? Yeah. Yeah. Yeah. So you got it. You got to step it up, man, and start, like, going with changing your. Hey, Rashad. Hey, Rashad. This is Brandon. I'm with Keller Williams Realty here in the Wenanchi Valley. How are you doing today? I'm not doing too bad, sir, and Rashad. Good. Good. I'm doing well. Thanks for asking. Do you have a good Thanksgiving? I did. Thank you. I did. I did. I got some stuff. Yeah, I got stuff with some turkey, hung out with the family, and just had a good old time. No, that's all you can ask for. Blessing, you know? Absolutely, absolutely. It helped today. Yeah, well, I don't want to take up too much of your time. I was just giving you a quick call. We sold a property down the street from you not too far away. And I was just reaching out. Yes, sir. And I was just reaching out to you real quick. So I just didn't know if there's anything I could do for you in regards to buying or selling any real estate for you. Well, I'm interested here pretty soon. Maybe by the summers when I was kind of thinking, my wife and I were going to start probably looking. I'm not going to transition maybe into a new position and new job. So I kind of want to let that go through for a while and kind of save up some money. And we were thinking about starting to look here. Oh, very cool. So you're switching jobs, it sounds like? That is correct. OK, so you're sticking around here in the Wenanche area? Nice. Loving here. So do you have a house that you're looking to sell before you buy your new place or are you just looking to buy a house? Well, we'll be looking to kind of buy. We were hoping to kind of find a rent to own. Maybe, I don't know if it's so scarce. The homeowners, they were saying it's a good way to kind of start out in here. You guys are just starting out if they're available. So we're trying to come up with a lot of options to try to make this new transition into one. Gotcha. I mean, rent one at first. We're all kind of, we're still kind of up in here. We're trying to think about things and that's kind of what I was saying around the time. I'd probably have a more definite decision on what I wanted to do. Sure. So you're thinking about getting more serious about buying around spring and summertime? Gotcha. OK. Well, what's a good email for you just so I can send you some information about myself? And then it'd be nice one of these days if we could sit down and just kind of go over what the buying process looks like and just dive into what you'd be looking for. And then so when we do get to that point when you're ready to buy, you're actually armed with the information you need and we know what you're looking for. So we can make this smooth as possible. That'd be awesome and be great. Yeah, are you ready? I can definitely get that to you. Yeah, I'm ready to go. Top PA. Cool. Let me just repeat that to you real quick so I make sure I got it right. I don't want to mess up your email. So S-P-A-D-O-N-P-E-5-5 at gmail.com. Top PA. I heard it's being done in the wrong spot. It's S-like SAM. T-like Paul. A-D-like Davis. O-M-like Mansi. T-like Edward. There we go. OK. Cool. Well, yeah man, we should sit down one of these days and just figure out kind of what the buying process looks like for you and then also, you know, we can get you talking to lenders so they can see what you're pre-approved for and get you going through that whole thing so you kind of are as armed with everything that you need. So when you're ready to actually do something, you know, we can jump on what looks good to you. Oh, that's great and it'd be so great to be a homeowner. Yeah. Absolutely. It's a huge milestone in everyone's life and to be a homeowner and have that security is a big thing so I'd love to help you out with that. Oh, thank you. I appreciate the call. I'm happy to be a member. Yeah, my assistant just gets these and we sold the property down the street from you and not too far away so we're just seeing if anyone else is looking out there to sell but it looks like you're looking to buy which is even better. Great. Yeah, I know. That's definitely a great thing to say with someone now. Yeah. I definitely want to be buying. Yeah. Absolutely. That'd be great. If you could give me some information, I'd be more than a half E.M. I'm sorry, I kind of had to rush you. My little son is crying here and you're born too, so I'm going to go to him. Absolutely. I appreciate it. Absolutely. I'll let you get back to the kid here but yeah, I'll shoot you some information and I'll give you a call a little bit later and let's set up a time to sit it down for 10 to 15 minutes and just figure out what your goals are with everything and we'll see how we can help you out. Okay, thank you so much. I appreciate it. Your name again? Yep. My name is Brandon Hansen. Thank you, Mr. Hansen. I appreciate it. And this is a good number to reach me out so feel free to call me with any questions you got. Okay? Oh, for real. Thank you. I appreciate that. I will do it. All right. Thank you so much, Rashad. Talk to you soon. We'll do it. Okay. Bye-bye. Bye-bye. Bye-bye. All right, dude. So, oh no. Heck, go ahead. Go ahead. That's the immediate question and then you told him like four times that you were going to sit down with him and go through the buying process. Like you told him like four or five times. You know what I'm saying? Yeah. Like you only need to tell him that one time. You know what I mean? Yep. So, anyway, I'm just being constructively critics. You know, I'm just telling you, you know, like what's up? And it's like, mm, like you did good. Now here's what you need to do with him. Call him back tomorrow and say, hey, let's go grab lunch. Right. Well, and that's what I was going through in my head. I was trying to decide how soon I wanted to set the appointment to sit down with him, essentially. That's kind of why I think I kept doing it the whole time. Immediately. Right. Yeah. Immediately. Yep. No, it makes sense because yeah, I was just like, do I try and set it right now or later? You got to talk faster. You need to have a little more energy. You need to, you need to, you need to get ready to say, is there an agent you would work with? You say that for any situation. They want to buy, sell, not buy, whatever. You want to find out, is there a relationship in place? Because I mean, like he was pretty nice and he seems like you don't have an agent, but who knows, man, like, yeah, like he, he could have an agent at even at this point. You know what I'm saying? Right. Let's get another one, dude. Let's get another one. Get that energy up. Let's talk a little faster, man. Let's get to the point with some stuff. You really drug that out. Yeah. It's a sprague. It's a sprague. Oh, hey, is Jerry there? No. Oh, is this Miss Sprague? Is this Miss Sprague? Hey, Miss Sprague. Watch out. Yeah, this is Brandon. I'm with Keller Williams Realty here in the Winanchee Valley. How are you doing today? Well, that, that answers that right there. If you, if you were looking at, yeah, absolutely. You have a good rest of the day. Okay. Bye. You can't win them all. But look, when she said, when they say, I'm, I'm don't want to sell my house or I don't want to buy a house, say good. That's not why I'm calling. Okay. Don't act. Don't say, oh, that answers that. Cause that tells them that that's all you care about is them buying or selling a house. Say good. That's not why I'm calling you. And then they're like, oh, what? You know, now they're listening. They want to know why you're calling now. And then you can tell them, say, look, I'm calling cause a house down the road sold and I'm just calling to see through something I could do for you. I don't want to know what I can't do for you. I want to know what I can do for you. Right. I don't want to know about the house that you don't want to sell or buy. I want to know what it is that I can do. Right. Nothing cool. Right. Yeah. So interesting as hearing you go, you know, talk about the script and what it is. And there's so much more depth to it than, you know, It's deep. It's deep. Yeah. Yeah. It's real deep. Real deep. And it didn't happen like I didn't just come up with it and just write it down, dude, this is from 15 years of making calls. Right. Hello. Hey, Leonard. Hey, Leonard. This is Brandon. Yeah. Yeah, this is Brandon. I'm with Keller Williams Realty here in the Winanchi Valley. How are you doing today? Doing fine. Who are you with? Yeah. I'm with Keller Williams Realty here in Winanchi. We're on Mission Street across from the McDonald's, if that rings a bell for you. Yeah. So why are you calling? Absolutely. Well, I was just giving you a quick call. I just sold a property down the street from you, not too far away. And I was just giving you a quick call here because I didn't know if there's anything I could do for you in regards to buying or selling any real estate. No. No. Fair enough. No at all. Okay. Okay. Well, if you were to do anything, is there an agent in the area that you would work with? Not really, but you know. Gotcha. They're dragging you out of their feet first, huh? Oh, no problem. Well, that all sounds good here. I'll let you go and if there's ever anything I could do for you, feel free to give me a call and other than that, I'll stop bugging you here today. All right. Thanks. Bye. Bye. That was brutal. Hey, quit saying in regards to buying or selling real estate. Just say I didn't know if there's anything in the world I could do for you. Right. Got it? Yep. Okay. Well, that was good though. The energy was up a little bit on that call. I like that. But you still said fair enough. Man, that one's stuck in there because as you're pointing out, it's a habit. It's a habit, but you got to break it. Yeah. Dang. It's okay, bro. You're doing good. Yeah. You're making live calls for 188 people watching live calls. Yeah. You're making live calls for 188 people watching live right now and thousands of people that are going to watch the replay of this. All right, guys. Back to dialing because that's all it matters. Just work on your flow. Work on your communication. Work on talking faster and going with the flow of the conversation. You got a long way to go, but if you keep going, man, you're going to be a beast. Thank you. Yeah. Hey, quit saying ah. Yep. You say ah. Yeah. Getting those us and so's and stuff like that. Don't do that. Don't do that. Yeah. Yeah. It's very unprofessional. Yep. I think a lot of people are getting a lot of value out of this, bro. I hope so. That's what I'm hoping. Seeing someone that's just trying to figure everything out. Because I know a lot of people are out there in the same boat as me. And you know, we're lucky to have Ricky here to show us some good stuff. And all these pointers are super valuable and it's a lot to take away here. Just like saying no us. Like I just said. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. This Keller Williams here is fairly new within the last 10 months or so. Yeah. So people are still going to recognize it. And I just felt like I got saying McDonald's was a way for people to recognize the area. So they just go, okay. Yeah. Don't worry about that, man. You're saying the town. You're saying real estate. If they can't put two and two together there, bro. You need it. It needs to be shorter, sweeter. Chris. Hello. Can you hear me, Gene? Hey, Jeanine. Hey, Brandon. I'm with Keller Williams Realty here in the Wenanchi Valley. How are you doing today? We're stuck. We're not selling. So thank you very much. Bye. All right. Have a good rest of the day. Okay, bro. Listen, you need to write this down. When they say they're not selling, they're not buying. Say good really quick before they have a chance to hang up. Say good. That's why that's not why I'm calling. Right. Yeah. That's really good. I need to. Yeah. Like get their attention. You know what I'm saying when they say, oh, we're not buying it. That's not why I'm calling. But so when you say that, when they say, oh, we're not looking to sell, would you say, great, well, that's not why I'm calling you. But what would you kind of, so can you detail out what would you, what you would say again after that one more time, please? The same screw up. The same screw up. Say good. That's not why I'm calling you, ma'am. I'm not calling to get you to buy or sell. I'm calling to see if there's anything I could do to help you. Hey, Miss Cop. Hey, Miss Cop. This is Brandon. I'm with Keller Williams Realty here in the Wenatchee Valley. How you doing today? Okay. That was a different one. Just jump right in there. Say, ma'am, I'm calling to see if there's something I can do to help you. Like as she's hanging up. Say, ma'am, I'm just going to see if there's something I can do to help you. You know what I'm saying? Yeah. Like, you know, just give it back to them, man. You're calling to give a service. Right. You need to have confidence, bro, and not let them shut you down, bro. You need to shut them down. Right. Guys, just so you know, I'm seeing some comments. He's dropping the voicemails. Yeah. He has a pre-recorded voicemail. He's triple dialing. He's calling three at a time. So he's leaving voicemails. He's dropping a pre-recorded voicemail. You need to talk a little faster, bro. That whole, hey, this is Brandon thing. It does need to be a little slower than normal, but it's just too slow, bro. Okay. You need to give a little excitement there in the beginning. I think that might be one reason why people are shutting you down a little bit. Okay. But yeah, I know. I'm glad you point that out, the energy thing, because I always wonder on that too how much to be or more relaxed. But I think you have valid points. I'm just doing what you've asked me to do, man. No, it's good. Hey, Titus has a good point. You have more energy in between calls when you're talking to me than you do when you're talking to your prospects. Really? Yeah. Like right now, that really, that was pretty energetic. So harness that, harness that energy in between calls and keep it through the call. Okay. Energy is a big thing, bro. Tone, energy, speed of voice, it matters. Yeah. Talk to prospects like you're talking to me. Okay. I can feel you getting better every call. Thank you. I hope, I think after this call session, I think, I mean, there's already a lot of bullet points of what you said, I think it's going to improve me a lot. Yeah, no doubt. Come on, let's go. Who's picking up? Who's picking up? Don't you love it, dude? Come on, pick up the phone, baby. Right. It's kind of exciting. I know a lot of people struggle with calls and just getting, just start making calls because whatever excuse, fear you want to throw in there. But it's actually fun once you actually get in the rhythm of it and just doing it. Dude, I have so much fun making calls. And for me, I think it's one of those gratifying things too because it's like an actionable item that you can see that you did for the day, you know, and you got your calls in and that's, you know, I think that's a win. What? Oh, hey, tell me. Oh, is this Margaret? No. Whoa, that was a wild one. I think we were talking when she answered and then she sounded like an older lady that got pretty confused. So whoops. Go, man. Oh, that was, they hung up right away because you didn't say anything. I know. Dude, as soon as they pick up, you got to start talking, bro. Dude, listen, if you don't know their name, just say, hey, this is. Please try your call again later. Dude, if you don't know their name or something, don't not say something. Say, hey, this is Brandon down here at Keller Williams Realty. How are you doing today? Just skip the whole name part, bro. I need to get a call. Yeah, you can't just let them hang up like, and they never even heard a sound. You know what I'm saying, dude? Oh, fax number. They're like, hello, and they don't hear anything for five seconds and so they hang up. Hey, Mr. Martinez. Hey, Mr. Martinez. Oh, is this Mrs. Martinez? Yeah, this is Brandon. I'm with Keller Williams Realty here in the Winanchee Valley. How are you doing today? I'm doing good, doing good. How's your Thanksgiving? Great, great. Well, look, I don't want to take up too much of your time today, but we sold the property down the street from you not too far away. And I was just giving you a quick call because I just didn't know if there's anything I could do for you in regards to buying or selling any real estate at this time. Okay, I gotcha. Well, if you were to do anything, whether it was buying or selling, is there an agent in the area that you would work with? Okay, gotcha. Well, just one more second. Do you got a good email? I could just send you some contact information so at least we can just keep in touch. Okay, that sounds good. Talk to you later, Mr. Martinez. Well, the energy was a little better, bro, right? But you're still a little slow, man, on your transitions, you know what I'm saying? Like when they say that their Thanksgiving was good, you got to go quick, man. You got to say good. Well, look, I don't want to take up too much of your time today, but you know what I'm saying? You got to get to the point, dude. People are busy. You're calling them. You're interrupting their day, you know what I'm saying? But the energy was better. The energy, you still aren't there, dude. You're like, go. Miss Monroe? Yeah. Miss Monroe? Oh, I apologize. Are you at 1018 Brown Street here in Wenanche? No. Oh, well, I apologize. I have the wrong number, but I was just calling you real quick. My name is Brandon. I'm with Keller Williams Realty here in the Wenanche Valley. How are you doing today? I'm doing good, doing good. But I was just calling you. We sold a property down the street from Brown Street, but unfortunately, that's not you. But I was just checking with you because I didn't know if there's anything I could do for you in regards to buying or selling any real estate here in the area. Fair enough. Well, if you were to do something, is there an agent here in the area that you would work with if you were looking to buy or sell any real estate? Right now. Well, there are ways to solve the credit issues. So if you ever need any information with people that can help you out with that, I can definitely point you in that direction because I know that is a big ordeal to get over. So we can definitely point you in the direction of people to help you with that. Okay. Cool. Well, if there's ever anything we could do for you, that's a good time to reach me. Other than that, I'll let you have a good rest of the day. All right. Thank you. All right. Thank you. Bye. Man, you know why that was so good? Because you went for it. You know what I'm saying? Right. But you got to quit saying fair enough. You got to quit saying regarding buying or selling real estate. Your transitions, man, are horrible. I know. They are, man. Yeah. I know. They're so slow, man. It's like, yeah, I feel like the first part, like I kind of got a little bit, but then it's like after that, I'm just like, you know, I'm like hitting those quick switches to just keep practicing, man. Those transition points, the, the, I don't want to take it too much of your time and the, you know, I got you. We'll look as an agent. Did you deal with? You got to be ready to go in really hard, really fast with those, man, because that's what changes the tempo of the conversation. Right. You know what I'm saying? Like you're keeping the, you're keeping the tempo. There's that awkward moment and you're keeping it awkward. I know. Right. So like when the awkward point comes, you have to change the tempo by jumping in there, hard and fast with that train, those transitions. Yeah. Yeah. I think that's a huge, huge one right there. For some reason I wasn't, I got now I regret on all the, you know, calls that I have made with the script, not really using the, well, is there an agent in the area that you would work with part, you know, I'm like, dang, that actually is not that I didn't think it was important, but now I'm definitely recognizing how much more important it is to hit that part. Cause I think it's so easy for people to dissect other people's scripts, you know, and, but not actually knowing the depth of what it is completely or going through it enough time to understand that depth. So what you put into it, but. All right. Back to dialing. Dial, dial, dial. Okay, bro. Let's get one more call in. All right. You got it. I just want to know, Ricky, are you going to crush it today, bro? I'm already crushing it. Already crushing it. I was crushing it while you were like still dreaming about making these calls. Yeah. I'm murdering it, bro. Clearly look at your numbers. I mean, the numbers don't lie. I'm at 104 deals on the year. Another four or five plus maybe some new construction, maybe five or 10 more closings. And then I'm going to hit a mill in about two weeks for the year. Dude, that's amazing. That congratulations. That's huge. That will, that will be a good one. I'm going for 182 deals next year. 1.6 mil in commissions. What's your goal? I'm going for 40 deals next year. Because this year I'm going to end up at 20 for sure, maybe 21. That's good, bro. There is a lot of mistakes I made this year, a lot of wasted time. That you learn from. That you learn from. You know what I'm saying? That's what people discount about like, oh, I sold 10 properties my first year. We'll look at what you learned. Like the skill set that you developed through that, now your second year is going to be, we got to get one more person on the phone, bro. The best way to get your energy up by phone is to be freaking excited that you're making calls and fixing to talk to a human being to help that person. I don't know how your energy is down. Like I don't understand people that have low energy when they're on the phone or in life in general. Because man, I'm just so excited to be alive. What's the best way to keep your energy up? I don't know. Breathe air. I mean, that's a good way to do it, I guess. Breathe and drink water and eat food. You know, run around crazy. Hey, Marilyn. Hey, Marilyn. This is Brandon. I'm with Keller Williams Realty here in the Winanchee Valley. How are you doing today? Well, I'm sorry to hear that. Yeah, I'll make it quick. Yeah. We sold a property down the street from you, not too far away. So I was just giving you a quick call because I just didn't know if there's anything I could do for you in regards to buying or selling any real estate at this time. I got you. Well, if you were to do anything, is there an agent in the area that you would work with if you did buy or sell any real estate? Well, I'd answer it. It won't be buying any. It won't be buying. OK, well, fair enough. If, well, I imagine one day you might be thinking about selling your house possibly. Would you mind if we stayed in touch at least? Would you mind if we stayed in touch at least? No. Oh, you don't. Oh, there you go. That's a nice setup there. Well, Darren. No, I don't have a house. But I want to sell. OK. OK. Well, Darren. Yeah, well, if there's ever anything I could do for you, this is a good number to reach me out. And other than that, I'll let you enjoy the rest of your day. OK. All right. Thank you, Marilyn. Bye-bye. Brutal. Perfect, bro. Cancel the session. Hey, you got to quit saying buy or sell real estate. Yeah. You got to quit saying that, man, because it makes you sound like every other agent that just wants to do a deal. Right. So, so how will you run through it? Do you say that a house down the road from you sold didn't know if there's anything in the world I could do for you? Period. Right. OK. Yeah. No, don't never say fair enough again ever in your life. Oh, man. I know. Yeah. Don't say it to me. Don't say it to your mom. Don't say it to your girlfriend. Don't say it to nobody, dude. Yeah. Yeah. I don't know why. Well, I do know why that one got stuck in there. What's the habit of your that's your go to like just to take up to take up space to just say something. Yeah. Yeah. Man, there's so much. Yeah, right. Right. Yeah. Rhonda made a statement here. You sound like a salesman. Huge turn off. That's exactly right, dude. Your tone. You're not sounding. You're not giving the FE effect. You're not giving that friend or family effect. You're not. You're not like you don't sound like you're the brother or cousin or dad calling them to check on them. Right. That's what you got to do, man. And like, it'll come like this is normal. The phase you're going through where you're not there, but you're making your will to make the calls. You're going to get there. You just got to keep going. And you just got to like take all the stuff that we're saying in consideration and just keep, keep making a man. Keep making. You've gotten better. Just this phone, just this phone call session. Think about like where you would be in two months if you called, you know, three or four times a week. Right. So what would you guys say is like the couple of things to help me transition from sounding too salesy to what you're saying more. Listening to what I'm saying and then making a whole lot more calls. Focus on them. Like don't focus on trying to do a deal. Just focus on them. I didn't know if there's something I could do for you. Like talk to them like you're their dad or their brother because you are dude. Like you are calling them as a quote unquote family member to help them. That's actually what we're calling about is to see what we can do to help them. Like as if we were family. Yeah. So start, start talking like it. Yeah. Yeah. I agree. I'm scrolling through the comments. Ricky, once you have a listing, how do you sell it? I know you say to price your right. I do an email blast or MLS group. I know you can do postcards. You've always said let the market do its job. Exactly. Let the market do its job but also circle prospect around the listing. Surely nothing else you can do. Once you put it on MLS it's in front of every able willing buyer that's looking. So you either price your right or you didn't. But circle prospect to try to get the word out about the listing to the other owners in the area and create more business and more relationships. That's about it brother. Any last thoughts or anything else I can do for you? Man, I just need to keep running through it. Keep going through the script and just get better and better. I think you guys all had very valid good points and I appreciate the constructive criticism. I'm excited to see where I'm at in a month or two with it and we'll have to do it again. Dude, yeah, let's do this again, man. After the first of the year or something, maybe January, February, March, something like that. We'll do it again and we'll compare notes from this time to the next time and see where you're at. Yeah, let's do it. I don't know if anybody's watching that doesn't know anything about me or the zero to diamond thing but it's 100% free real estate coaching that is actually changing the industry right before our eyes and I'm going to reduce the failure rate in the real estate industry by spreading a message that's going to help agents not have to quit the business, the next market crash that comes along and we're all going to absolutely kill it. So there's over 12,000 people in the group, 6,500 in the actual program and it's such a motivating positive community. So you guys that haven't signed up, zero to diamond.com, go there, check it out. We're doing live training twice a month. There's a free course and action plan, videos of me making calls, the whole nine yards. So just reach out if there's anything I can do for you guys buying or selling real estate on the coast, helping you be successful in real estate, whatever I can do for you guys, reach out. I love you guys. Take care.