 What you have to do once you get one of those leads you pay for? What do you have to do? You gotta get back some. What's that? You gotta get back some. You gotta call them. You gotta call them. You gotta call them. I want you to know that this is my life. This is real. Relationships are universal. So many agents will not do the prospecting or the cold calling or you know where they say like oh I'm too good for that. Why do you see that? I've always been curious from an agent's perspective. Why do you think that is so? Well I think two things. I think the very first thing. The very first thing on top of everything and they want to admit it but they're just scared to make the calls right? That's the first thing and then the second layer of that is the fact that there are so many other things out there that tell you you can build your business this other way other than making calls and so they're using that as an excuse to cover up the fact that they're scared to make calls you know and so there's all these things out there that gives you plenty of excuses not to make calls you know and they're taking them they're eating them up you know they're just you know give me that give me this whatever I just don't want to make calls and what's so funny is is that all these other methods right by leads you know social media leads you know leads from here leads from there whatever all that is doing what I mean what you have to do once you get one of those leads you pay for what do you have to do? You gotta get back to them. What's that? You gotta get back to them. You gotta call them. You gotta call them. You gotta call them. Now what are we doing? We're right back to the thing that we didn't want to do right? Every single closing originated from a conversation that that turned into a relationship every single closing on the face of the planet the history of the world came from a conversation that resulted in a relationship that turned into that transaction okay there's no way around that so you know voice to voice is the reason why technology hasn't and will not replace real estate agents there has to be that voice to voice consultation through this person's probably their largest financial decision in their life you know and nobody's going to buy a house online because there's foundation problems there's roof problems there's inspections there's this there's that right so you need a professional to help you through the process you know it's not as easy as buying a pair of sneakers and they just show up at your house you know it's it's it's a little bit more complex than just buying a dress online so you know all we're doing when we're buying leads we're just prolonging the inevitable the phone call you know so what we're doing is is we're all we're doing okay so to make a sale you have to make you have to talk to people right in other words make phone calls you have to make phone calls to make transactions happen and so if you're if you're trying to avoid that to do this other thing well that's just putting time and money because you're it's going to take longer to get that lead because you're waiting on the lead to come in and you're paying money for the leads you're putting time and money between you and that phone call that you have to make anyway and all I'm saying is is let's just let's just do away with this money and time that we're putting in between you and the phone call and eventually the transaction and just let's go straight to the phone call right and so that's the way I look at it is that people there's so much of this where agents are putting time and money in between them and what they inevitably have to do anyway and it's all because they're just scared to make calls but they're going to have to make the call anyway so you have to break through that fear so here's the thing there's stages of cold calls and everybody goes through the same exact stages right you start out scared to death everybody does I did everybody that's made phone calls everybody right so if I start out scared to death then why shouldn't you have to go through that same thing you know where it's a natural thing we're scared okay but the top producers know that they have to fight through that get out of their comfort zone in order to grow so they bust through that fear and they make the call so the next stage is as they made the call and they realize wait a minute that didn't kill me you know that wasn't as bad as I thought and so they make some more calls and some more calls and some more calls right so then they get to the stage where they're making a bunch of calls but not finding a lot of success okay so now they go to the next stage which is okay now let's learn what to say now we've got to learn what to say okay we were scared then we make calls now we're making a bunch of calls now we're learned now we've got to learn what to say okay and then when you get to that stage the next stage is okay now we know what to say now we're going to learn how to say it in terms of reading people on the phone right that's the next level is is you know when I'm making calls when they answer the phone I can tell by the tone of their voice right there how that call is going to go most of the time you know I'm probably like a 90% chance that I know exactly how this call is going to go because once you've made so many calls you realize there's only a couple outcomes you know they're nice they're mad they hang up on you they give you their email they want to do a deal they don't want to do a deal they already have an agent they work with there's only a handful of different outcomes that's going to happen in this phone call you know and then once you realize and you can start to hear you can hear the tone of their voice you kind of know where the conversation is going and you can kind of figure out where this call is going to end up you know so that's just the stages of being a cold caller and I mean that cold caller is the same thing as a top producer you know like like if you go and you know the top producers know that everything's a stage everything's just a different stage and a different level and the top producers they know that and they're going to get through that stage as quick as possible so they can get to the next stage the next stage the next stage and they don't let fear hold them back