 What's up everybody? Ricky Caruth here. Welcome back to my channels, channels with the S. I'm on Instagram. No, not Instagram. That's the one channel I'm not on. I'm on Facebook, LinkedIn, YouTube, and Twitter. So good to see everybody. Hope you're doing super well. Hope you're having an incredible start of your week. Let me make sure I have a few technical things under control here before we get underway to make our calls. Sorry, I'm just a little bit late. I had a listing appointment and on the way back, traffic was really backed up. I think there was a wreck or something. It finally cleared out. So, man, listen, just excited to be here. I got 23 pending deals still. I closed a few last week and put a few more under contract. So I'm maintaining that 23 number right now. Michael Jordan, you know what I'm saying? So just really excited about, you know, where my business is. And that's what I want for each and every one of you. And today, right, my guy, Mark Lindo, Mark Lindo, let's bring him on. He's going to be making calls to show you exactly what it is that I had to do to get my business at this level. Mark. What's going on, brother? Thank you for having me, my man. How you doing, bro? Been good, man. Been in the business about a year. April 8th made my one year mark. So your video is definitely a help, brother. The video is definitely a help. I'm here to show you what I learned. I like it, bro. I like it. So, yeah, I mean, you know, as far as, like, from your perspective, you say you're a year in. Yeah. So you're a year in like, give me your perspective right now on being one year in the business, basically getting in in the beginning of the pandemic. Okay. What is your perspective of the market right now? I mean, my perspective of the market is it keeps getting better and better and quicker and quicker. Those inventory just since I started has just dwindled and dwindled, becoming a more and more of just a stronger sellers market. Stuff that if you're pricing it right, it's not even lasting 24 hours on the market right now. So are you picking up listings? Yeah, picking up listings, doing a lot of buyers. I'm actually got my mortgage license as well. So when I call them, I'm picking up refinances. I'm picking up listings. I'm picking up buyers, doing mortgages for the buyers. So I'm hitting nice. So nice. So, so how many deals have you closed this year? Oh, this year, probably seven. Seven deals. Seven deals in your end. Like what month last year did you start? April. April last month. Okay. All right. All right. So April. So you're literally one year in. Yeah. So I did two years. I mean, sorry, not two years. I did two deals last year from April to December of last year. I did two years. I mean, two deals. And then since January, I've done seven deals so far here. And I have three pending. Okay. Dude, you're crushing it, man. That is crushing it. You know, a lot of people, a lot of agents come at me and they say, Oh, I got, I did 14 deals in my first year. You know, it's not that great, but you know, I'm like, that's, you don't know how, how incredible that is to do 14 deals in your first year. You know, it's like, why is the benchmark 50 or 100 deals? Like if you don't close 50 or 100 deals in your first year, like, you know, like less than 1% of 1% sell 50 plus homes. You know what I mean? Right. Why is the benchmark 100 deals a year? Why is the benchmark a million dollars? You know, that's a good question. Why can't we be happy with selling 25 homes and making, you know, $175,000? I mean, when, when, when in history was that a horrible, you know, a horrible, I'm not saying don't go for the million. I'm saying we have to put our, ourself in check here about, you know, what, what our expectations are, what makes us happy, you know, where we, where we are and compared to the rest of the world. I mean, you know, people don't have real problems over here, man. They're complaining on their phone, you know, commenting under my Instagram post from $1,000 phone. You don't have real problems. No, no, cool. Well, look, man, you know, I want to hear what you got, bro. I want to hear you in action. So who we calling you? Circle prospecting? What are you just going to do some circle prospecting? No, I don't have any listings in the area. I'm just going to call up in the Ron Viera, Florida, in Melbourne, Florida. Is it, is this normally the capital leads you call? Geo leads? Yeah. Geo leads is who I call. And then you, and then you, uh, is this how you've picked up your listings or what's the, what's the, um, we know, what's the lead source of your, of your listings? My first, my first, my two that closed last year, those are actually for sale by owners. And then, um, I do, I've dealt with it before I watched your videos. And then once I started watching your videos and learned about the geo prospecting, that's main of my business right there. You actually do door knocking as well. I print out some pliers and I go, I stump the streets. Nice, bro. Straight hustler. Cool. Man, I want, I want to hear what you got, bro. Let's, let's, let's get that phone ringing. Let's hear that, that dial tone. Let's hear that sucker ring. Let's see. Somebody say hello. Who is this Lindo? Mark, this is Mark Lindo. I can, I can already see this happening here. This is, you know, can you hear me all right? Let's get it. Let's get it. Make sure to mute. If you, if somebody gives you an email or something, not mute, but take it off speaker. Okay. What price range are we calling in? There's going to be around the $700,000 range, $600,000 range. We got us another dog. We had a dog, we had a guy that had a dog on the last one, man. It was crazy. Yeah, too. You kept barking the whole way through. Yeah, it was barking. I'm calling into a voicemail service that has not been initialized by the customer you're calling. The Rogers wireless customer you're calling. You dropping the voicemails? Yeah, brother. Guys, while he's dialing, listen, I'm going, I'm coming in. It's very soon now. We're two weeks away from Miami. There's over a thousand agents registered for that event. Okay. Charleston, still have tickets to that free event, zero to diamond.com back slash events. Okay. Salt Lake, still tickets there. Nashville, speaking at the Nissan Stadium, guys, where the Titans play. Mr. Ron. Hello. Hey, Mr. Ron. Am I speaking with Mr. Ron? Do you happen to own property in the great state of Florida? I was asking if you happen to own property in the great state of Florida. You do? Well, I'm talking to the right person. My name is Mark Linda with Remax and Penpoint Mortgage. How are you doing today? Can I call you back at a better time? So you do need somebody. You're going to need some help here pretty soon. Well, I'm demanding to know when that day comes. Would it be a crazy idea if I stayed in touch? I just want the opportunity to stay in touch. What's a good email for you? Yeah, I'm with Remax and Penpoint Mortgage. So I'm actually a realtor and mortgage broker best of both worlds. Anything you need, I'm here for you. I'm getting in contact with you guys. Well, what's a good email for you? I can send you some information about my company, my business. I'm going to mute it. Hey, Willie, who are you talking to? Hello? Hey, yeah? Whitley? You want to talk to Whitley? Here you go. I'll talk to you. Who is it? Who is it? Who is it? Who is it? Who is it? We're going to get her on the phone, guys. We're going to get her on the phone. Come on. She normally talks on the phone, just jabbering. She's camera shy. Camera shy. You back? Oh, unmute. Don't do that. Mark, unmute, man. Unmute. All right. Thanks, Dan. Have a great day. We missed it, man. How'd it go? It went good. He's actually, he's got some, he's got a brother who's moving in, who's moving to the great state of Florida. Might have something, little something there. And then he's also thinking about selling and downsizing his property as well. Okay. I got his, I got his email. I got his information. Just follow up with him and then next month or so he said. Did you find out why he's selling? Yeah, he said he's trying to downsize. Okay. Cool. Did you kind of set an appointment? No, he told me to follow up with him in about another month or so. He wasn't ready. He wants to wait till his brother gets down here first. Got you. Got you. I think I would maybe like, of course, put him on your weekly email, but also kind of text messaging, like, you know, in a couple of weeks. Okay. Hey, this is Mark Lindo. You know, we spoke a couple of weeks ago. You know, I just want to stay in touch and let you know I'm going to call you, you know, in a couple of weeks and check on you. And I was actually a wrong number too. Of course, bro. Who cares about that? It's a human. You know, we're trying to talk to humans. Hey, can you, can you lower your camera down a little bit? There we go. There we go. Get on the same level. Got to mute that phone faster now. I mean, that computer faster. Okay. I took you off. All right. All right. I'm going to let you get at it for a sec. Get them calls in. This is what it's all about, ladies and gentlemen, right here. I don't care where you get your leech from. You got to sit down and call them if you want to do some business. Hi, Lynn. Yes. Hi, Lynn. This is Mark Lindo with Remax and 10 Point Mortgage. How are you today? I'm not selling anything. I'm not selling any property and I do not need a mortgage. Kindly take me off your list. Thank you. No problem, ma'am. Have a great day. See you all night. Yeah. I can't wrap my head around the whole. Can't wrap my head around the whole like... Hi, Mr. Stud. Hi, Mr. Stud. This is Mark Lindo with Remax and 10 Point Mortgage. How are you today? Talk about it. So thanks for calling. I'll just give you a quick call to see if there's anything I could do. You got to be quicker right there. Obviously, she was about to hang up. You know? Say, whoa, whoa, whoa, ma'am. Is that where you go? Yeah. Say, whoa, whoa, whoa, wait a second, ma'am. Actually, we do have something to talk about. You know what I mean? Because she said, I don't think we have anything to talk about. Say, whoa, whoa, whoa, ma'am. Yes, we do. You know what I mean? You didn't go with the flow of that one. You just went straight into the... You were just doing the script. Don't just do a script. Listen to them. She's like, I don't think we have anything to talk about. Say, oh, cool. Yeah, we do. Hold on a second. Yes, we do, ma'am. Before you hang up, yes, we do. We have lots to talk about, actually. Well, no, we don't. I don't want to sell my home. That's not what I'm calling about. We're at Mr. Call. Please leave him here now. You know, that's not what I'm calling about. So, ma'am, you're wrong once again. Can we have our conversation or not? Okay. What town are you in, people are asking? This is going to be Melbourne. Melbourne, Florida. Melbourne, Florida. Yes, sir. What's the closest big city? Close to big city is going to be Orlando, about an hour away. Okay. There we go. Mark, you're in the Orlando area. Okay. Central Florida, yes, sir. Yeah. Louise? Marquess Branson. You know where you got her from, Marquess? No, nobody picking up. What's up, everybody? I see you in the chats there. Hi, Sherry. Do you happen to own property in the great state of Florida? A little bit more confidence with that one, you know? Hello, you've reached the key. Yes. Like I was saying, guys, Salt Lake, we still got tickets. Nashville, we just opened up speaking at the Nissan Stadium where the Titans play. We got Charleston. Still got tickets to Charleston. Miami is pretty much booked out. There's over a thousand agents registered for that one. How big of a venue are you going to down there? A thousand agents. It's a thousand. It holds a thousand. Hi, Joyce. Hey, Tom. This is Mark Lindo with Remax and Pinpoint Mortgage. How are you today? Fine. How are you? Doing very well. I don't want to take up too much of your time. I'd like to know if there's anything I could do to help you take advantage of today's market. Okay. I got you. If you need a better rate, don't hesitate. I'm the man to know when that day comes. Would it be a crazy idea if I stayed in touch? I don't want to do anything right now. I understand in the future. I would like to work with you. Would it be all right if I stayed in touch? Great. Well, it's a good email for you. Is this a cell phone number? I could send a picture of my business card, too. All right, Tom, it's been a pleasure. If there's anything I can do for you, please let me know and have a great day. What'd you think, man? How'd you feel about that one? Um, no, I only felt fine to me. What are your thoughts? Um, I just kind of, it's like kind of like flat or like cold, you know what I mean? I don't know. There was like no reason for him to want to stay in touch with you, you know? It was just like, you were just like, you want to take advantage of the great market and let's stay in touch kind of deal. There was no like chit chat. There was no enthusiasm. There was nothing. It was just like nothing. Okay. For me, I'm just like, hey, what's up, man? It is Mark Lindo over here, Remax. How are you doing today? Cool. Look, I'm enjoying the day. He's not gorgeous. I don't hear you. He's talking about the weather and stuff. Well, listen, I won't take it too much of your time, but a house around the corner just sold. I'm giving them specific information and you're just saying, hey, you want to take advantage of this great market. One thing I can't wrap my head around is the whole, I'm a mortgage broker and a real estate agent thing that I can't, I can't wrap my mind around wearing two hats there. I think that can, I mean, it definitely would confuse me. Like I don't, I don't want my mortgage got to be my real estate agent. And I definitely don't want to deal with somebody who is both because that means they're probably not great at either one. I want a great mortgage guy over here and a great real estate agent over here and both of them working together to make sure my deal is great. You know, just throwing something out there. Okay. Do you think I can pick one or the other? 100%. You can't be everything. You got to be great at one thing, bro. Bruce Lee wasn't scared of the guy that knew 10,000 kicks. He was scared of the guy that practiced one kick 10,000 times. You didn't really give him any like market information. You didn't offer him anything of value. You didn't really, you know what I mean? Okay. Like there was no reason for him to stay in touch. You're not giving him a reason to stay in touch. Ricky. Hello. Hey Ricky. Do you happen to own property in the great state of Florida? What do you think about the answer for one, I guess one of the wrong numbers? Please leave your message for three. I think it's okay. I think it's okay, but I'll be honest with you. I think it's okay, but I'll be honest with you. I, you know, I feel like it's almost taken me out of the game if they own something in Georgia, right? Why wouldn't I want to help them if they're in Georgia? Well, my follow-up to me is that they don't have anything. My follow-up to that is that they say they don't have any property in Florida. I ask them what they like to know. I understand. I understand. But what if they want to buy ourselves something in Georgia or Michigan? Right? Okay. You talking about like a referral type deal? Yeah. My thing is, it's really quickly. It's like wrong number. Okay. You looking for a good real estate agent? Are you looking for a good real estate agent? And then that way, you know, maybe they're looking for a good real estate agent in Atlanta. And you have a referral partner there that you can refer it to and make 25% for making that connection. Oh, okay. Well, listen, what are you looking for in Atlanta? You know, why are you moving there? What's this? What's that? Go deeper with why. You know, go deeper with the whys, man. Go deeper because that's where you're going to connect. When you get them talking about why they're doing what they're doing, that's when you know that you're making a connection. And when you can get that, where they feel comfortable enough to actually explain to you why they're doing something, that's when you know you got something. And then then you can do whatever you want. Let me find you an agent. Let me refer you to my partner there. You know, or let me try to help you find the best agent there for you in Dallas. Or whatever, you know, and when you ever know, through that connection and through you having the conversation, they're buying a house in Dallas. You refer for 25%, they sell in by, you get 25% of two deals, and then their cousin actually is moving to Florida. We are not available now. Hi, Ms. Scott. Hello. Hello. Hi, Ms. Scott, can you hear me? Ms. Scott, can you hear me all right now? You lose her? Yeah, I don't, she hung up. I'm calling her back. Hello. So, Ramesh, he's using, he's using Redax. I put in, I put in the chat there, $150 discount for Redax, get the GLEs, expires in the Storm, Dialer. Have you tried all the Dialers, or have you only stuck with Redax? No, I've tried, I tried Mojo, I tried Mojo, KVCore, Vulcan. Hey, Kevin, do you happen to own property in this great state of Florida? I do not. You do not? Where, where are you located? Oh, I'm looking to see if you're looking for a great real estate agent. No, I'm good. Thank you. No problem. See, see how that, see how he wasn't in Florida? Yeah. You know, so that just added a little bit more friction to the whole thing, where he was going to hang up. Anyway, like he just, that guy wasn't in a good mood. As soon as they come in with the wrong name, you say, are you looking for a great real estate agent? 100%, 100%, 100%. I want to make things as short and sweet and to the point as possible, because I know that I'm interrupting their day. And if I drag it out longer and say more words and stuff, then they can become frustrated with that. But however, if I make things short, sweet to the point, they may start appreciating me all of a sudden. All right? Alex? How long was your long, your long, how long was your longest calling session? You ever did like over four hours, five hours? Yeah. No, I call for eight hours straight one time. And you know, I only dialed it, let's see. It was like 120 numbers. And eight hours? Because I didn't have a dialer. Dude, I made 100,000 calls with my finger, bro. Dialing by hand. But didn't that work? I didn't care how hard it was. I didn't know they were about to come out with the auto dialer as soon as I was done making calls. Leon? Dave, hey, how you doing, Dave? My name is Mark Lindo with Remax. I don't want to take up too much of your time, but I'd like to know if there's anything I could do to help you take advantage of the market today. Over in Florida? Great to say that. I'm, it's out of Brevard County, but I can help you in the whole state of Florida. Oh, you said it's already listed? I appreciate it. Hey, no problem. Thank you for your time. Have a great day. Jacksonville, huh? How far are you from Jacksonville? About three hours. About three hours south. I'm over in the county where they do the rocket launches by Cape Canaveral or SpaceX. Yeah, that's pretty cool. Yes. It's quite a sight. The whole house rumbles when the rockets are going off. Can't miss it. How's that thing? We are not available now. We have, we have pretty loud thunderstorms sometimes, you know, really rock the boat a little bit over here. I'm just kidding, man. Hi. You've reached 321. Are you sure it's not thunder when that's happening? Or maybe like a mini earthquake? No. You can't miss it, man. Windows just start rumbling. Yeah, man. Listen, I got to be honest with you, man, on your calls, like your scripting and your tone. And it's just, it's just, I don't, I don't know what, there's not, how do I explain this? It's like, you're having some success, obviously. I just feel like you're too like business. I don't feel like there's any, like, I want to be your friend. I don't, you know what I mean? Like I'm not getting the friend and family feeling. I'm getting, I'm about business, and I'm here to do some business. You know what I mean? Okay. And I think that there, I think that there has to be a a sense of, you know, I like to call it FE, friend or family effect, you know, where they feel like this is their brother calling. You know. Hi, you mentioned the voice mail about. I think that if you would turn that up, you know, a little bit, I don't know, man, because then, because then I'm kind of like, well, why isn't he talking about weather? Why is he talking about the general market? Why isn't he giving more specific information? Then I'll start thinking about breaking down like your actual like script and then your transitions. Um, it doesn't flow. Oh, I could break your whole thing down. There it is. Here we go right here. Boom. Not personable. Okay. Here we go. Wait. Hi, Carol. Hi, Carol. This is Mark Linda with Remax and Penpoint Mortgage. How are you today? I understand. I'm just giving you a quick. See there. She said, I'm not looking for a mortgage. She didn't even know you're a real estate agent. She has no idea. She thinks you're trying to sell her a mortgage. That's screwing you up, man. Okay. You got to be one or the other, man. It's like, you need to be, is there like a law that you have to disclose your mortgage person when you call people or something? No. It's early. Why don't you come out and wear the real estate agent hat? Why don't you come out and wear the real estate agent hat only? And then if you can use your, like use your mortgage stuff to help them on the back end, if they need help there. Hi, Marcia. My name is Mark Lindo with Remax. Do you happen to be looking for a great real estate agent? No problem. Have a great day. Dude, what happened there? You had her. You had her in the palm of your hand. When she said, no, you just said, okay, is there an agent that you would work with if you were to do something? Okay. I thought you were going to say I should bring up the mortgage broker and switch it up. No, not at all. Not at all. Is there an agent you would work with if you were to do something? Okay. Well, cool. Well, listen, you hear it in my tone. It's like, okay, we'll listen. Right? It's like, well, listen here. Well, listen, I'm sure at some point you're going to do something. You know, look, I'm an agent. You're a possible person that might want to use a real estate agent. You know, let's stay in touch. What do you say? Well, if my tone, do you think that tone is good? It's just the script that needs to be changed or do you think my tone needs to come up down? What is it that you're thinking about then? I think that you should talk to them like you're talking to me and even furthermore, the way that you talk to your parents. Hi, Nancy. Hi, Nancy. This is Mark Lindo with Remax. How are you today? That's good. Me too. I don't want to take up too much of your time today. I'd like to know if there's anything I could do to help you take advantage of today's market. I got you. Well, I'm the man to know when that day comes would be a crazy idea if I stayed in touch. In regard to selling my house or what? Well, I'm actually a local realtor and mortgage broker, so if you ever needed to upsize, downsize, refinance, anything real estate related, I'm here to help. No problem. If there's anything I can do for you, please let me know and have a great day. She's out, bro. She's out of here, bro. She's out. She's done. It's over. She's decided that she's not going to limbo with the lendo, all right? So check it out, ma'am. Man, like the general question, right? Do you ever switch that up instead of saying, hey, I'm just looking to see if I can help you in this crazy market? Do you ever switch that part up and say something else? I mean, are you looking to upside down, try to refinance? That's usually something else I'll ask. Why aren't you bringing them some kind of value? So what do you mean the same way, like look up the neighborhood and say, oh, this house just sold for this? 100%, 100%. Anything, anything, like some kind of value. You're just saying, hey, can I help you? Basically, let's cut to the chase here and do a deal. Instead of saying, here's some value that you may or may not have known. Now that I gave you some value, is there anything I can do to help you? Instead, you're just like, is there anything I can do to help you? Okay, so you think, all right, I get what you're saying. You've got to bring value. There's got to be value involved. First, you got to show them that you want to do something for them, right? And then you just say, is it okay if I stay in touch? Really fast, you know what I'm saying? Like you go with that riff, I, and you may be skipping this part for a reason. You may not like this part of it, but for me, it's just like, cool, is there an agent you would work with? You know, is there an agent that you would work with if you were to do something? You know, I like to hear, I like to hear their answer. A lot of people are like, oh, you're just giving them a way out there. But I'm like, no, I actually want to hear them talk. I want to hear their tone. I want to hear how they answer this question. I want to hear, you know what I'm saying, what's, you know, what's going on like in their mind? Like once I hear, like, I'm collecting data. See, I got it. You're not giving any time of the conversation to go long enough to collect data. When I'm talking to them and I'm asking them how they're doing and I'm asking them about the weather and I'm bringing them value, I'm listening to them to collect data. I want to hear their tone. I want to hear the words they're saying. I want to get a vibe of what's going on with them. You're going through the thing way too fast and you're not able to collect any data. Very little data. I want a lot of data. And so every time they say something, when I hear them breathe, when I hear them say something, that's all data that I'm collecting in my ear that gives me more information to know exactly how to approach this conversation and communicate with this person. That's, there's more reasons than one, bro, for the weather part of the call. There's more reasons than one for the transitions I use. There's more reasons than one of asking about if they have another agent. There's more reasons than just a script of even the simple, you know, how are you doing today? It's not about a script and saying how you're doing. It's about saying it with the tone that your brother would give you and then listening and paying attention to collect data to figure out how we can communicate with this person. I don't feel you doing any of that. Okay, let's see if I can change it up. Have a conversation with them, right? Right now it's real robotical and it's too fast and it's to the point and it's, there's nothing personal boy. It's cold, calculated, you know what I mean? Let's have fun with it. Let's have fun with it. Did you used to prank call as a kid? No, I never did a prank call. Did you ever do any kind of weird impressions? Weird impressions? Yeah, like have you ever done any weird voices? Give me a, give me a weirdest voice. Put me on the spot, man. Come on, man. Give me, give me a weird voice. You do an old lady voice? Old lady voice? Old lady? Old man? Oh, hey, sonny. Oh, how you doing over there? Mark, Mark. Mark, pay attention to me now. Mark. Ricky, Ricky's at you. Hey, Gerald. Hi, Gerald. Hello. Gerald, can you hear me all right? Hi, Gerald. This is Mark Lindo with Remax. How are you today? I don't want to take up too much of your time. I'd like to know if there's anything I could do to help you take advantage of the market. All right, it sounds like you're in good hands. If there's anything I can do for you, please let me know and have a great day. He's out of there. He was out of there as soon as you said, I was just calling. I don't want to take up too much of your time, but I'm calling to see if there's something I can do to help you in this wild and crazy market. He was out, dude. His tone completely changed, and he was like, he was out of there. Why? No value. No value. All right, let me look up a listing that's sold here and change it up. And listen, Mark, you don't have to tell on the specific listing. You have the house right there, then you know what house it is, but you don't say what house it is. You just say a house around the corner just sold right around the corner from you. I was just calling to see if there's anything I could do to help you. Not, I didn't, I was just calling to see if there's anything I could do to help you in this crazy wild market. It's really wild. It's on fire. It's been, you know, like, don't go into a tangent. Just short suite to the point. Hey, you're getting a pretty good pickup rate. Yeah, I got 15 contacts. 15, 15. How many dials? 147. There we go, bro. 10% pickup rate. What do I tell you guys every day? Orlando, I'm going to be in Orlando, August 26th at the Florida Association of Realtors Conference. Let's get it. You going to Miami? Is that your first time doing a conference in Miami? I did, I did a little bitty, um, I did a little bitty event in Miami three years ago. So, not a two, two events. Yeah, yeah, yeah. Let's get it. Now, Mark, I want you to use you. I want you to use your old lady voice on this next tonight. One, zero, three. When they answer, you better tell them straight. Say, hey, is Mr. Johnson? Hey, Mr. Johnson, this is Mark Lindo over here at Remax of Orange Beach. Remax of Orange Beach. Remax down here in Orlando. How you doing today? I'm just enjoying this weather over here. It's nice that you're in today. Hello, John. Hi, John. This is Mark Lindo of Remax. How are you today? That's good. Me too. I don't want to take up too much of your time today, but a house around the corner from you just sold. I didn't know if there's anything I could do for you. About three years? Okay. What's a good email for you? Yeah. Hey, John. Mark, listen to me, bro. Listen to me. This is all like, do you have my scripts? Like, do you have them somewhere? Have you printed them out? Have you looked at them? I haven't used your scripts. Listen, bro. The scripts are the scripts for a reason, man. Listen to me. When she said two years, she's going to call me back in two years. Your next question is, cool. Do you have an agent you're going to work with at that time? Okay. Do you have an agent that you're going to work with at that time? When she told me to call her back in two years, I figured she didn't have an agent. That's why. You don't know that. Why are you assuming? You're right. I'll tell you. Why are you assuming? You know what assuming does, right? What does assuming do? Makes an ass out of you and me. There you go. All right. Let's go. Listen. It's about collecting data. It's not about, and then, listen to me, Mark. Is there an agent you would work with? Okay. They're like, she's like, well, now, really? Oh, cool. Well, listen, I'd love to work with you in two years when you decide to do that. Would it be okay if I stayed in touch? Then ask for the email address. You were just like, okay, what's a good email? You're like, she's like, call me back in two years. I might do something. Then you're like, oh, what's your email? What? Okay. The transition was again. What? All right. So just follow, all right. Follow the script then. I try to make my own, but I get where it's at. People asking for the scripts. Okay. It's just right here, zero to diamond.com. If you're on YouTube, smash that like button as hard as you can. This is a good session. Okay. On the next, like whoever answers next time, old lady voice. This is Mark Lindo. That was good. House around the corner sold. See what happened? She opened up and said, call me in two years. Yeah. That's how it's right. I was like, you just didn't follow through the second half of the script the way you need to, or you might have landed that, got her email address, sent her a weekly email for the next two years, and did three deals with her. Hey, Sonny. I'm going to get my way there. You will be able to leave a message at this time. Thank you. When you're like Thanksgiving and stuff, are you kind of like the life of the party there? Mariska? Hello? Hi, Mariska. Wrong number. Are you looking, do you happen to be looking for a great real estate agent? I got you. Well, what about in the future? No, we're settled for a while. No problem. Have a great day. Right there, Mark. You ready? Yep. You said in the future, which refers to, do you want to do a deal in the future, right? Okay. But if you would have approached it and said, do you have a real estate agent you would use if you were to do something? That opens up the door, my guy. Okay, so that made that little bit. Every time, listen to me, every time somebody tells you, I don't want to do something, not going to do something, maybe do something later, going to do something tomorrow, whatever it is. Say, cool, is there an agent you're going to work with at that time? Or if you were to do something, is there an agent you would work with if you were to do something? And now we're in a whole different conversation because you're talking about a deal, which they're not interested in doing. She's like, I'm settled in. But if you'd have been like, well, is there an agent you would work with if you were to do a deal, then that might have opened up a door there where she's like, not really. Oh, well, cool. Well, listen, I mean, I'm sure at some point you will, even if it's five or 10 years down the road, I'd love to stay in touch with you and work with you. And that day comes. Would it be hard if I stayed in touch? Cool, what's a good email? See what I'm saying? Okay. It opens up a whole different avenue here. You got to be ready to stick that. You got an agent. You got an agent. You got an agent. You got an agent. Please leave your message for... And then what are we doing? Collecting data. Collecting data. Collecting data. Listening to their breath. Listening to their tone. Listening to their words. Hi, Daryl. Hi, Daryl. This is Mark Lindo with Remax. How are you today? Feeling very well. I don't want to take up too much of your time today. But a homer right around the corner from you just sold and I didn't know if there's anything in the world I could do for you. I got you. Let me ask you, do you have a real estate agent you use in the future? Yeah, I understand. Low inventory is an issue. But let me ask you, if I found the right house for you, would you be open to... Would you be open to moving? Okay. Would it be a crazy idea if I stayed in touch for when you are ready? I was asking, would it be all right if I stayed in touch? Great. What's a good email for you? I want to waste your time, you know. I understand. Will it be a good email for you, Daryl? So, yeah, guys, you know, I think there was some really good lessons to be learned here today with how he's communicating. I love these call sessions because it just gives me an opportunity to, in front of the world, really allow me to go deeper on the philosophies behind the scripts. It's not just a script. It's not just words on a piece of paper. This is strategic. This is much deeper than just a script here, guys. This is something that I developed over two decades, and I'm still working on them. Walter, let me just go on record and say that the Mike Ferries just list of just sold scripts need to be piled up in one of those metal trash cans and lit on fire and hopefully gone from the planet. You back? Yeah. I didn't hear what you were saying. Do I have you on mute? Yeah. No, I was just talking. I was just telling everybody how great this session has been for me to be able to explain a little deeper about communication and the scripts in general. It's not just words on a piece of paper, you know. You have to get into this. You have to have fun with this. You have to talk to people. You got to listen. You got to. Mr. Toro. Please leave your message for... Hi, Maria. This is Mark Lindo with Remax. How are you today? I don't want to take up too much of your time today, but a house around the corner from you just sold, and I didn't know if there's anything in the world I could do for you. She hang up? Yeah. You know what? Okay, you're getting somewhere, okay? You're getting somewhere with your tone. It's getting better. Okay. That's the good news. Now, if you'll throw the... You've heard the weather part of the call before, right? Yeah. I've heard the weather part. Why do you not use it? I guess just because I wrote my own script and I just been using that kind of... Why would you use a script that you wrote when you've been in the business less than a year and you have a guy that's 20 years in, closing 100 deals a year, who has perfected his script over two decades and you want to use your script? A one-year guy's script that has never... has only sold seven houses this year? Yeah, I guess I don't... I didn't see the importance of a script. I just didn't feel it were my... When I say it, it just didn't feel like they were my words. I guess sort of deal. I feel more... You can tweak it. You can tweak it. But you're like... It's completely different, though. Right. You know what I mean? Like, okay. It's like you've never even heard me talk about it. The weather part of the call doesn't have to be weather. It can be... How about them dolphins? It could be... Did you have a great Thanksgiving? Something in there to break up the how are you doing and the business part of the call? That's what's going to create the rapport between you and them. If you would do that, that call right there would have went so much better. If you... Because the beginning was great. And then you're right into... I don't have... I don't want to take it too much of your time but a house around the corner sold. That tone sounded good. You saying that. But if you would have separated those two things, how are you doing? And I don't want to take it too much of your time with... Yeah, I'm enjoying the days and the gorgeous out there. And just let her say something and then say, cool, well, look, I don't want to take it too much of your time but a house around the corner sold. See how friendly that is when you use that pattern? Okay. Could you making it more... I guess more of that family friend thing instead of more business? Right. Right. What's the wording behind the weather thing? You say, hi, how are you? So anything that you say in there has to be a quick statement followed by a quick question. So it can be like, I'm enjoying the day. Isn't it gorgeous? Okay. It's got to be a quick statement and a quick... Is the weather nice down there today? Yeah, a good weather. So use that. Use that. When they say how they're doing, you say, cool, I'm enjoying the day. Isn't it gorgeous? Let them talk. Maybe it's awkward. Maybe it's not but it's still loosening them up. And then say, cool, well, listen, I don't want to take it too much of your time but a house around the corner from you just sold, didn't know if there's anything in the world I could do for you. All right. Try that on the next one. Make some feel about... It makes them feel like you're a local guy too. You know? It gives them a nice little local feel. Hi, Stephanie. Hi, Stephanie. This is Mark Linda with Remax. How are you today? I'm good. Thank you. That's good, me too. You joining the sweater outside today? To Remax. Well, my name... Sorry. I was just giving you a quick call to see if there's anything I could do to help you. I'm seeing a corner house right around the corner from you just sold. Did you hear me, Stephanie? Talked about. I was talking about the home right around the corner from you that just sold. What home right around the corner for me? Over on Dunn Castle Court. I don't live on Dunn Castle Court. And that's not right around the corner. You lived in the Baytree neighborhood, correct? Yeah. So what's the purpose of your call? I was calling to see if there's anything I could do to help you. Help me for what? I'll be looking up-sized, down-sized, refinancing. No, none of that. But thanks for the call. No problem. Have a great day. That was good. That was some good experience right there, right? Dealing with one of those tough, you know, got her guard up kind of people, you know? And let me say, when she said, oh, what can I do to help you, Mr. Remax, right? Right. So I would assume that she knows what- that you're a real estate agent at that point, correct? Correct. And then you say a house sold, and I didn't know if there's something I could do to help you. And then she wants to ask you, help you with what? It's like, do you have to explain to her what a real estate agent does now? You know what I mean? Right. It's like, well, ma'am, like I said, I'm with Remax, you know, you repeated that. So obviously, you know, I'm a real estate agent. I didn't know I'd have to break this down, but real estate agents actually help people buy and sell properties. They're kind of like the third party in between the buyer and seller. So if there's anything I could do to help you, you know- Is that how you're going to put it down in the call? What's up? You want to broke it down like that for her? No, no, not necessarily, but that's what I'm thinking in my head. Okay. Do I really have to explain to you what I'm doing here? So no, what I say is like, I would have said kind of what you said, but what I say when they say, oh, help me with what? I'm like, oh, I don't know. Maybe buying or selling a piece of property, buying or selling a piece of real estate somewhere, a house, a lot. I don't know. Whatever I can do to help you. I have to explain what a real estate agent is. No, you don't have to listen and think very fast for cold calling. What you have to do is make enough calls where you've been in these situations enough to know exactly how you want to handle each of these situations. There's only a handful of different situations where you can encounter. If you make enough calls, if you make enough calls, then you're going to encounter enough of these situations and you're going to know how to handle them. It's not that you need to listen and think very fast. You need to make more calls. So after how many calls do you think where you really seem to have range? The big difference between, I guess, a rookie caller and then when you start picking up on... Everybody's different. I've seen people that made 4,000 calls that clote. Hello? Hi, Joe. Hello? Joe, can you hear me all right? Yeah. Hi, Joe. This is Mark Linda with Remax. How are you today? Is this... Are you your name, Joe? I thought he answered to Joe. Here's the thing. Well, it could still be the wrong number, even if it's Joe. The thing is that you're also not... You should say Remax right here in... What did you say? Marienbrook, where are you at? Brevard County. Is that what people say? Did they say Brevard County? Oh, the city is actually called Melbourne. There you go. I would say, hey, this is Mark Lindo, Remax, right here in Melbourne. Okay. That way people immediately, they have that local, you know, they get that local feel. That makes a difference? Big difference. Okay. Big difference. See, that's why I'm glad I did this, pick up a lot of these different details that I didn't think made that big of a difference. It makes a big difference, man, when they feel when... Remax could be... They could... You could be calling from a Remax in Atlanta, or New York, or Missouri, you know? But when you're saying they're a town, you're like, hey, this is Mark Lindo with Remax in Melbourne. They're like, oh, Remax in Melbourne. What's up? You know what I mean? Right. Please leave a message. Hello? This is Susan. Please leave me a message. We are not available now. Hey, guys. I'm going to put the link right here to my events. Free tickets are still available for Salt Lake, Charleston, and Nashville. I'm looking forward to seeing all you guys. I got to be honest. I've been dying to get out and see you guys. Shake hands, take some pictures. Get on stage. It's going to be a rager. Hi, Tom. And guys, if you're coming to one of these events, please spread the word to all the local agents. Help me fill these events up. Salt Lake, Charleston, and Asheville have just opened up. So please spread the word for me. Put it on all the Facebook groups. Post it everywhere. Tell your brokerage. So sold by Ginny Kay. I'm going to be in Orlando, speaking at the Florida Association of Realtors Conference. That's going to be August 26. That's pretty close to Tampa. So come see me there. All right, shut it down, bro. We are so deep into this. We've been going on for a while. I appreciate all the pointers, brother. No, yeah, man. This was a great session. Go back and watch this, you know, and, you know, take some notes and, you know, get back to the basics with everything and so basically stick to the script. But the top of the spine, if I'd stick to the script, you still need to work on your tone. You still need to work on your tone. It got better. It got better. But you still got a ways to go with it. And everybody does. I still do. Like I'm still trying to get better. I don't make cold calls anymore. But just my general conversation with people I've never met before. It's the same thing, you know? So do you think I need to be more, I guess, friendly with people rather than about the business? Right, right, right. When you when you mix that friendliness up with a little bit of business, when you make it more about I want to be your friend and then by the way, is there anything I could do to help you? That's when you start winning. Okay. That's when you're going to start winning. Because listen, well, listen, bro, after after a deal is over, you ask the buyer and seller how you picked your real estate agent and they're going to tell you, they're my friend. I had a friend in the business. That's the number one reason why people choose an agent right now. So think about that, right? So your job now becomes how many friends can I create in the market? Okay. Right, not how many deals I do or emails I get. How many friends can I create in the market? Okay. And now when you're saying that weather part, you can switch it off. So you can talk about anything from like, hey, how's your week going? Or how's family? Anything, anything, anything. Just something normal. Add something before you get to the business portion. A buffer, a buffer, a buffer. Because here's the thing, they're expecting you to go right into business stuff. And when you do, they're like, okay, I knew it was coming. I knew he was going to try to get me to do business, right? Okay. But when you come at them with something non-business, they're like, oh, it caught them off guard for a second. They weren't, they're expecting business to come. Business doesn't come. They're like, oh, and they kind of open up a little bit. Even if they're tight and you feel like they're busy, still do it because that could open them up. Okay. Now, if they are like, oh, I'm real busy right now. Is there anything I could do to help you? You're like, okay, well, listen, I won't take it too much of your time. I was just calling to see. And that's another thing. You need a pause right there. Look, I don't want to take it too much of your time. But a house around the corner from you just sold, didn't know if there's anything in the world I could do for you. All right. All right. Pause in there. Make, get some pauses going on. So that it creates a flow. Instead of it all just be jumbled up, and a little bit unclear maybe, you'll get it, bro. Yeah. I'm only about 5,000 or 6,000 calls deep right now. Yeah. I mean, I've got some agents. Like I said, I've got an agent that did, he made 4,000 calls and did 20 deals. Then I had an agent that didn't get his first deal until he got to his 14,000 call. Yeah. He got his first listing after 14,000 calls. But within those 14,000 calls, he picked up 300 emails and future clients. And it took him six months to get there. And then he closed the 20 deals in his second six months. So he closed 20 deals in his first year as an agent. But he didn't get his first listing for 14,000 calls. So yeah, I don't know, man. I don't know. Everybody's different. So it's hard to put a number on it, you know? Yeah. I got about 300 emails right now. That's really, that's really good. That's really good. Just keep building on that. Get up to 1,000, you know? Keep going. Keep going. The big goal is 5,000 to 10,000. Just keep building. But no, man, you did good. Go back and watch this and definitely reach out. Let me know what I could do to help further. I appreciate it, brother. I appreciate it, brother. Guys, appreciate you watching. We'll see you guys next time. Let me know if there's anything in the world I could do for you. We will talk to you soon. Let's get it.