 All right. All right. All right. What is up everybody? Welcome to my live training this week. I'm Ricky truth today. I'm gonna be calling for sale by owners So I'm gonna give it a second for everybody to log in and I'm gonna get all set up here So give me a second to get everything all Set up there we go. There we go. Let me know if you guys can hear me somebody Type in yes or thumbs up if you guys can hear me Good. Good Okay, cool. Cool. You guys can hear me Great great All right, let me get all my stuff set up here good to have everybody Okay, so Here's the thing. I don't I'm not a for sale by owner guy, right? So this is gonna be interesting, right? I've called for sale by owners in the past I'm a circle prospecting guy, but I'm a guy that believes that everything works everything It doesn't matter what you do the object of real estate is to talk to as many people as you can asking them what you can do to help them and then figure out who you connect with and who you don't and Have a system in place to stay relevant with everyone that you connect with for the rest of their life You want to be their agent forever. So The point is that most agents look at a prospect as a transaction today or not And I look at a prospect as a possible lifelong Relationship that is going to bring me 10 to 20 deals over the lifetime of my career Whether they buy or sell today or not So my objective is to figure out how I can help them how I can bring them value enough for them to view me as Someone different than you're just ordinary agent out there just trying to get a deal Someone who actually is looking out for their best interest who will do things that most realtors won't do to help them Right, even if it doesn't mean getting a deal today. Okay, so That's kind of where my mindset is it doesn't matter who I'm calling for cell owners expires circle prospecting buyer leads It doesn't matter. What can I do to help you? Right? And I'm going to evaluate every situation now this is where a lot of you get mixed up is You chase everything right and you don't Spot opportunities as being inefficient or efficient and so I'm really good and knowing what's efficient and what's not efficient And to me for sale by owner the for sale by owner game can be very efficient. Here's the problem with for sale by owners for me in my market We scoured the internet we scoured the internet and found ten right ten for so butter calm as FSB dot bio dot com for sale by owner with a four for f or for sell butter calm We looked on all those places So I'm going to call all these ten people and then if you guys know of other sources I can look and all that stuff. This is going to be a Q&A as well. So if you have any questions while I'm going through this Feel free to ask and by the way guys I do this and I'm doing these training these live trainings on YouTube every other Friday So I'll do another one in two weeks another one two weeks after that and I'm going to be role-playing Live cold-calling I may do expires next time or buyer leads or sphere of influence or past clients I may just touch on may just be a huge Q&A. Whatever the case may be. I'm doing live training sessions every two weeks Right here on this YouTube channel and I'm doing everything for a hundred percent free So if you haven't already subscribed do me a favor and click subscribe and help me Reduce the failure rate in the real estate industry by spreading my message of relationships over transactions so on and so forth, right? Okay, I see red X for sale by owners Zillow Let's see Okay, so here's the thing I'm just want to get on the phone with you know five to ten people just to go through this for you guys as a Training session if I were to be a for sale by owner guy. Yes, I would have red X for sale by owners I would be you know dialing with the dialer. I would be going full blast But one thing like I was saying about my market Is there's not a whole lot of for sale by owners even if you do go to Zillow and and all this stuff They're just going to trickle in right and so it's not exciting because there's not an unlimited amount Where sky's the limit and I can just go crazy Mark Walden says fine for sale by under signing to drive around. Yes. I am sure there's some for sale by owner signs around town that I could You know That I could have you know found and all that stuff. I didn't have time to do that, right? I'm just doing this for you guys. I have ten numbers. I'm going to call these numbers. I'm going to express some appointments I'm going to find out everything now What I believe is really a big thing for for sale bonus for me is I want to know why they're selling As opposed to just that they will sell or that they will use an agent I want to know why What's going on in their life that's making them make this decision to to buy or to sell Um, and so I really want to know that and then when I know that that's where I kind of unlock The next little step for me to actually be able to help them The next part is is I want to figure out something I relate to on a personal level You know somehow that we relate and get along for some reason All right, let's see I'm going to call this first one Let's see we're going to go with For sale by under calm two seconds two seconds eight bedroom eight bath eight bedroom eight and a half bath Right on the beach It's got an infinity edge heated swimming pool private beach walkover Da-da-da-da, right Super luxurious situation All right Victor wants to role play Hey there, this is ricky keruth with remax of orange beach. I was calling you about the house on west beach Give me a ring when you get a chance two five one seven five two eleven thirty eight. Have a great day All right, so no no dice there. I really wanted to talk to that one two million dollar Eight bedroom eight and a half bath. It looks like it's a new construction Looks like they're in the middle of building it according to the pictures All right, let's jump to the next one guys If you guys have any questions just type it in Okay, here we go. This one's a four bedroom four bath three thousand square foot on the lagoon for eight hundred and forty thousand Let me get all up on this one Hey, uh, this is ricky keruth remax of orange beach. I was calling about the house Yes, ricky What uh, what is the story there? Like the story is for sale Right, right, right. Well, I didn't know exactly what you know What the what the situation was if You know Like um, are you guys living there? Is it? Okay, it's our home. Yes, okay What do you guys? Well, I guess would you guys work with an agent a two percent commission for agents? Okay um What do you guys do I mean worry are you moving? Uh, we're planning on it when we sell the house. Yes, okay All right. Are y'all moving out of the area or it's stay in labor. Okay. We are all right. All right. Cool. Cool. Well, I'll tell you what Um, I'd like to come see it sometime Well, uh company in this week week, uh, it would have to be next week. Okay Have you been online to look at it? I've yeah, I've checked it out online. Um, you know, it's a nice home getting a lot of Actually a lot of showings Cool, but this area is not a beach house. It's a home. It's got three quarters of acre on the lacune. Yeah It's it's all customer And it's been well taken care of What do you think? Why do you think it's still for sale with all the showings? Well, we've had a lot of we've had a lot of we've had five contracts on this house But they've all had contingencies. Right. Uh, we gave one guy 70 days. He was going to close it I can tell you a lot of And oh Contingency contracts. Yeah, they've got if they've got the cash you want to do it find other than that You mean you mean contingency on a loan or contingency to sell another property? Most of it's contingency to sell other properties one guy wanted to hold it So he could see if he could get his C plane in here. I just go down with oh no No, you don't have to I know I know all about it I sell I sell more property than anybody down here. Let me uh, what what day next week would be good to um To stop by and see you guys Monday on you just you name it. Well our our Guests will be gone on sunday. So Monday Tuesday, whatever I'm going down to look at a condo on west beach monday morning about nine. What about what about 10 or 9 30 or 10 That'll be if you can make it 10 that would be better because I have a little business I do early in the mornings, but that would be perfect. That'd be good. All right good All right, cool. What's your name, sir? It's paul. Last name is cheek c-h-e-k All right. Good. What I'll do is I'll just text you on this number when I'm headed your way All right and just let you know and then I want to come see that house and meet you and see what I can do to help you Okay Well, we've had uh, like I said, which agency are you with? I'm with remax of orange beach Okay, we've had several agents from remax of orange beach that looked at the house. Yeah Well, you know, there here comes another one Right. Well, give us a text uh on monday morning and come by and take a look sounds good Talk to you then pie Thanks, man What do you guys think about that? Let me know what you think? You know, I mean look Take getting appointments from for sale by owners is literally the easiest thing in real estate The hard part is listing the for sale by owners The call is not The hard part the appointment's not the hard part. This is not this is the easy part the hard part is like Building the relationship To the point of when they decide to list you're the guy, right? So You know, um Let's see what questions you guys have before I go to the next one So when you get there, will you try for listing and different than other agents? No, I'm not going to try for the listing. I might try for the listing. It depends on the situation Every situation is different. What I want to do is just spend some time with them to see If there's a connection and then I'm going to ask I'm going to ask when I get there. Is there another agent that you guys would consider if you were to list it See normally when I do the circle prospecting I ask that question in the first phone call, right? But this is a little different situation I want to ask that question when I get there, right because if I can't I Because if I can't you know Let's put it like this since you know I may come off a little bit since they're trying to sell it's a different situation and if I start Doing all that lingo Where they feel like oh, no, is he trying to get us? Then they might back off. So you have to play the for sale by owners a little bit slower You know, it's all real estate is all about Figuring out when to apply the pressure and when it's not to apply the pressure, right? So So that's that. What's up guys? Let's see calm and relax kudos What will you say different when you get there? I just explained it. I hope that helps it all comes down to just having a conversation Exactly Okay, cool. Cool. Cool. Cool. Cool. All right. Here we go. I'm going to call the next one Uh, let's see. Let's see. Let's see Let's see. What is this one? What is this one? Here we go. Here we go. This one is on 1st avenue. They're asking $4.99 I'm about to get all involved in this All right. Here we go. Here we go. Here we go. We're going out Hello It's Oh my god Dude, I do not know what that was y'all. That is insane Like, hello? Hey This is insane Dude, hold on a second Let me make sure I got the right phone number in this mug, dude Holy smokes Where you at phone number Two one three three nine zero five. This is crazy dude. All right. I'm calling this crazy person back one more time Hey, this is hey, this is rookie truth. I'm calling about a house Dude, what the hell? All right, that's crazy, dude No, no, no, no. That was an actual person guys All right Third time's a charm on that. I'm gonna go to the next one I'm gonna go to the next one which I'll say All right, let's see Wow All right, that dude was that dude that girl whatever it was they were mad All right, let's see. Here we go. Walter Okay, I don't know what this is Let's see. This is a house in Gulf Shores for 180 Sorry for the language guys. That wasn't on me It's hilarious Hey, this is ricky caruth remix of orange beach calling you about the house in Gulf Shores. Give me a shout 251 752 1138. Thank you. How I do was that funny or what? Oh my gosh, dude All right, I'm just going through here calling all these See who this is Let's see Hey, this is ricky caruth remix of orange beach calling about the house in Fully What is the what is the story there? Is it still for sale? What uh, it seems like that sucker should have already sold. What is uh, what's going on? Oh, okay, hadn't been on there that long So so it's a it so it's a brand new house, right? Yeah I got you man. So are you like are you the builder? I mean, I terry built it for you, but you built it Okay, okay And then you're for sale by owner, but it's on mls I'm just wondering you guys just don't don't care to deal with an agent to handle all you evidently you do a lot of stuff Okay Well, let me ask What's that Yeah, we can Yeah, yeah, are you local here in the foley? Yeah, I live in golf school. Okay. Okay. Cool. Cool. Let me ask you this man Um, if you start doing this, I'm sure you're going to need a real estate agent. Is there a real estate agent that you would already Work with that you have a relationship with already Yeah Uh Yeah, yeah, no doubt it sounds like a man will look I um You know I sell I'll tell you I sell more real estate than anybody down here And I'm looking for people that I can create a relationship with you know that we that I can help you Accomplish what you're wanting to do it sounds like you have a relationship with another agent Um terry may or may not, you know, but I would like the opportunity to work with you guys in some form or fashion Yeah Yeah, no doubt no doubt Well, all right, man, I'll tell you what maybe uh Maybe I can catch lunch with you guys sometime in the next couple weeks I asked the way last year. Well, look. Hey, what what what's your name, man? Uh, oh great Great great. Well, look, I'll tell you what man Let me I'll call you next week and maybe set a lot lunch appointment up with me you and terry or something and um You know just hang out for a second and see if there's a fit where we can help each other and You know, I sell a bunch of stuff down here and to me It doesn't matter if you use me or not I just you know the opportunity to maybe help each other, you know might be there so you never know Yeah, I'll tell you what one of our clients needs is a house at a work We've done a lot of work with a sub a whole bunch of stuff. Well, you know just somebody I somebody I do So and that's what this kind of relationships and trying to help people get things done We actually Primary but we have a doctor Yeah, cool, man. Well, look, I'm going to give you a show next week and we'll see if we can't put something together Absolutely, man. Yeah, I'll call you next week and we'll maybe we'll meet up there Sounds good glenn. I'll talk to you soon Okay, good luck. Let her buddy. Yep. That was a stage five For sell by owner Oh man All right, cool. So I'm moving right on guys. I don't know what to say about that one So that was a builder who was building a new house. He has a builder that built it He's the finance guy and actually the owner So I just went in for the kill if you have an agent Um, and if they're going to build a bunch of stuff, let's try to line up a relationship where I can represent them on all their development stuff So that's where that's going I'm going to call him monday Set up a lunch appointment with him and his builder look at the house eat lunch with them and Just try to make an impression and see where it goes. That's all you can do. All right, cool Let's move right along here Please ask questions if you have any guys and also look Follow me on instagram turn post notifications on For inspirational stuff my instagram content is really on another level and getting better and better and better So I'd appreciate it if you guys are following me turning post notifications on there It'd mean a lot to me comment when you see something good And you know also here on youtube. Let me know comment thumbs up thumbs down And let me know if i'm helping you and i'm getting tons of dms on instagram 10 to 20 a day I'm answering every single one of them with questions really detailed questions, so um Just want to throw that out there. I'm giving a lot of help on instagram Okay, let's see what we got here Here's one katia Let's call this one boob boob boob Hello, hey, this is ricky caruth remix of orange beach. I'm calling about that house in foley Yeah, is it still there still for sale? What is the story there is it why isn't it not sold it looks Like a good house with a good price For sale by owner with my nation right now and we're gonna drop the price a little bit and go from there Have you had any luck? I don't know if you call that luck. It's obviously still for sale It sounds like you've had some good luck if you've had a lot of people looking at it in an offer Yeah, true true true Okay, well, um I guess My next thing would be for me to go see it. Are you guys? What's your deal with working with it? Russell she would be our listen agent if we went with an agent um So we worked with you and past you and listed a condo and we uh bought it from you is um at the plantation 56.01 happened a few months ago You're the buyer of one of my listings on the beach and you have a house for sale by owner of foley and I just called you That's what happens. Holy smokes This why does this stuff happen to me all the time? Okay, cool. Cool. Well, how's the condo? So, um, yeah Okay, well with all that being said I'm glad that All this has worked out and the stars lined up and I got to say hey to you today And if there's anything I can do for you, just let me know Thank you So that was wild huh guys? um So I want to I want to make a note right here before going any further that A lot of you guys are saying stuff about mls And and see in my area there is there are these companies that are on mls They're on mls as they have a real estate license. They're on mls and they They go after for sale by owners and they let the for sale by owner put it on mls under their name But then in the agent remarks is to call the owner, right? So for sale by owners are on our mls It's a really messed up system Complete like it's absolutely insane. They should they should have to be barred that they can't put Owners phone numbers in mls or something like that. It's it's absolutely insane I can't believe that the board is letting them do that if anybody's watching this that's on the board Take this as I think that's messed up, but it is what it is It's not going to stop progress Mary Kay marina says why wouldn't I push to list the home? Why would I try to they have an agent? That they've done multiple deals with one in which was a condo I had listed and that's they're they're not going to use another agent. It's kind of like my clients They're not going to use anybody else Right, so there's no need in beating a dead horse or trying to sell the unsellable It's time to move on right you have to know when to cut your losses and quit trying to push so hard It's all about like the fact that it's unlimited. You can't do it all So why try so hard on this one thing when in that same period of time? You could have talked to five more people and maybe had two or three more opportunities It's mindset Okay, y'all y'all look like this. This is a negotiation going on Hey, Kathy. Thank you doing good. How about you? Good Well, I've talked to Gerald. He's just gotten back from uh, we'd really like 320, but if you think that's good I mean, y'all won't lose a deal for $5,000. Right, right, right Well, to be honest with you I tried to call the agent just to talk to him just between me and him about 320 to see if we could squeeze him up So let me just try to Let me just try as hard as I can to get us to 320 And then you know, if we can't we can't I'll tell you know We'll do the 350 but I'm gonna do everything I can to play our cards right to get 320 And I'll just try as hard as I can and if I can't you know that if they're going to walk away Then we don't want to we don't want them to walk away, right? Yeah, no, we don't I mean, you know closing costs in all land or What the closing costs? What the closing stuff's gonna be? Yeah I'll tell you what it is You're gonna get about 295 ish 294 5 Okay, everything prorated taxes title insurance de-preparation all the whole nine yards Okay, so you said 295 how much 294 to 295 somewhere in there? Yeah Okay Oh, yeah, I'm definitely gonna try trust me. I'm gonna give it everything I got so I'll let you know something here a little while Okay, yes ma'am. Okay. Bye Bye Done deal right there Thank you. God. Thank you. Jesus all right Where was our guys flat fee? Yeah flat fee Let's see. Therefore you cannot let's see if it's on mls. Yes listed with the discount agency. Therefore you cannot solicit them for a listing Yeah, that's true. But what are they gonna do man? They're gonna come after me You know, what are they gonna do come after me? I'm calling a for sale by owner. That's on a for sale by owner site. So You know, what are they gonna do? Yes, praise the lord Another deal. I'm trying to get two pending deals a week right now Four listings and two pennings a week is what I'm at and I've gotten Four listings a week for maybe six or seven weeks two pennings a week for four weeks in a row now Um our transactions were off. So I kind of fell off myself because I spent a lot of time coaching I got back to focusing on real estate a goal of two pennings a week and I've hit that for four weeks in a row now That was my second one this week. So I'm just uh, super excited Plus I'm gonna be in fort lauderdale August 10th doing a talk. So if any of you guys are in fort lauderdale, Miami area come see me august 10th I'll be in fort lauderdale All right, let's see here Okay, that's a no go Here we go All right, here we go. It's a little one bedroom condo on the lagoon Let's get all up in it And by the way guys, this is going to be my last call For the day and then I'm going to take some questions So if you have any questions go ahead and top them in now I'm unable to come to the phone right now Please leave your name and number and I will be back to you as soon as I can. Have a great day Hey, it's ricky kerruth remix of orange beach called about the condo for sale down west beach Give me a ring when you get a chance two five one seven five two eleven thirty eight. Thank you I'll see Okay, I'm gonna answer a few questions and kind of see where that goes Maybe I might make another call Since that person didn't answer Or maybe one of the calls I left a message for will call back. So that'll be good if that happens Holly asked me how much information do I have before I call? How do you handle the know-it-all seller? Okay, so how much information I have when I call is very little I normally just have the address phone number I normally don't even have a name Some of these websites have names some of them don't if you're right if you're if you see the sign You know, sometimes they don't have a name. So Um Very little right? Um, sometimes, you know what they're asking sometimes you don't Um, basically just the address on the phone number is all I need I'm gonna call and kind of ask them what's going on how long it's been for sale Why are they selling? What's the price tell me about it? When can I see it? Do you have an agent? But like that first guy, I'm gonna go see him next week And and I didn't ask him if he had another agent, you know, you have to fill out these situations Real estate is all about reading people and knowing when to apply the questions imply the pressure Um, that's that's this that's the whole game so Really and the only way to learn that game is through experience of going through What i'm doing right here going to meet people making calls doing deals Screwing up a bunch and learning what works and what doesn't work and learning people Learning people how to read people What their motives are how they react to certain things, you know I mean, there's only a handful of different scenarios, right when you learn how to handle those You're good, but the biggest thing is that business is unlimited And you don't have to get stuck on one person trying to figure out how to convert everybody Lead conversion is a myth lead generation is the key to everything Let's see Victor says that was a realtor Oh, okay. I didn't even notice. What did it say that on the voicemail? Oh good exp. I'm gonna recruit her Team Ricky All right, let's see Do you see okay, and how do I handle know it all seller? I kind of just let them think they know it all right. That's how you handle people you let them kind of Lead the show one of the back of your mind. You know what's going on Right, and then you ask the questions, you know, you need to ask at the certain Pivotal points that's going to turn everything around in your favor Right, so just let them be know it all Right, but at the end of the day what's going to happen They're either not going to be able to sell the property because they're price too high or they can't handle all the pressure or They can't handle all the showings or you know, whatever They either can't sell it for any for some kind of reason and they switch to okay I want a realtor to handle it or they don't Right, and so you're either going to be the one that they relate to and connect with or you're not And you got to put yourself in that position and be ready when they make that decision Let's see. Do I ever wholesale a property or purchase it yourself or sell listening it? No, I never do that Michael. Um, I buy how I buy houses and stuff that are good deals Um courthouse steps is where I like to do it. Um I'm in the middle of like seven flips right now um, so Very rarely will I buy a piece of property off somebody I'm trying to do a real estate business with very very rarely I don't think I've ever even done that. I've definitely sold it to investors that flipped the property But I was I wasn't ever involved in the actual flip Brigida, I'm going to post. Um, everybody should be on my email email list getting my emails So I'll be posting it there. I'll post in the group of where I'm going to be in fort lauderdale fort lauderdale august 10th doing a doing a talk there at an event So I'll be posting all that Where do you go to meet him when you take a listing package with with you? Hey morrence What do you mean? Whether I go to meet him when I take a listing package with me what please clarify the question for me Lane hunter says hi ricky question For you, this isn't for for self-owner, but for circle prospecting when you call a number and someone picks up And it's the wrong number. What do you say to get the email? I'll say the same thing I say, okay. I'm sorry But look are you the owner of the house? Okay. Well, look there's a house that sold right around the corner and I was just calling to see if there's anything I could do for you Right Okay, I got you. We'll look as an agent. You would work with okay. I got you. We'll look I'm sure at some point you would you're gonna buy or sell. I'd like the opportunity to work with you Is it okay if I say it in touch? What's your email? same thing Same exact thing just go with the flow and learn how to read people Reading people's the key. There's no secret Equation or something that's just going to magically make everything just happen You have to learn how to read people and go with the flow and learn how to pick your spots to apply pressure Right when the opportunity pops up That's the key What do I say once I get in the door on a for self-owner appointment? I'm going to Literally try to connect with them. Everybody. It's not the same thing every time. I'm filling out the situation I'm going to read this person and see if there's a connection And I'm going to try to establish are we in a working relationship here as far as client realtor? You know, could I possibly be your guy? Or girl in your case Could I possibly be your guy or girl to be that one to be that realtor for you? Do you see it in me? Right So i'm just going to ask is there a real or you work with look, you know I want to work with you long term. What are your goals? What are you going from here? You're going to buy something? What how can I help you right? And always make it about them and if they see the value most people will see the value in you As someone who wants to help Right if if you comment them as you want to help And you're a hard worker and you're dependable Most people are going to love that And you're going to win most people over that way Let's see Casey says helping is the new black Yeah, that was pretty tight By the way guys big shout out to blade Buchanan for creating all the instagram pictures He creates most of those instagram pictures that are just so good I can't find anyone else that makes them as good as him. I can't even find an instagram profile that Makes so I don't know man, dude. He's a beast He's got it going on Roger says calling open house should I follow the cold calling script? But after the weather add in the open house info to the transition into didn't know if there's a yes, absolutely I went for an open house calling around an open house. I would say hey is this so and so cool Look, this is ricky ramick turns beach. How you doing? Okay? How's the weather enjoying the days and of gorgeous? Look, I'm doing an open house right down the road And I didn't know if you might want to stop by if there's anything else in the world I could do for you And just start the conversation and see where it goes see if there's a connection But I would actually say both I would say hey, I didn't want to take it too much of your time today But I'm doing an open house tomorrow right down the road from you And I didn't know if you might want to stop by and see the house or if there's anything else in the world I could do for you So use that line Nick 19 year old and just renting my first apartment in new york city. Congrats, brother How do you sell people on walk-up apartments with no laundry in the building? When they can go elsewhere for the same money, I would say get I would say sell them what they want Don't try to sell them something that they don't want if they want to You know If they want to go somewhere else for the same money, then let them go somewhere else for the same money Take them down there sell them what they want down the road that Is something that they want don't try to sell them something that they don't want Even if you think it's best for them. It's actually their decision of what's best for them not you So don't try to sway anyone of this or that find out what they want And then give it to them I hope that helps man. Thank you for the question okay I hope i'm saying your name right man marance Sorry when you go to meet that one for sell buyer owner guy Will you be taking a listing package and doing a listing presentation? I don't do listing presentations Okay, if any of you guys are following me On my website zero to diamond.com and you're part and you're in the coaching program There's a there's a past coaching call called win the listing agreement listing appointment Where it's just an audio you can listen while you're driving and I literally talk about what I do at listing appointments I show up with blank listing agreement comps A gift card to a restaurant business card a ricky cruz pin and a nice folder And I'm going to give it all to them when we leave but I'm there to connect with them I'm there to make a connection a relationship. I don't care about all the tricks and Bells and whistles all these other realtors who are using in their listing presentations They're not selling as much property as I am I would put myself as a single agent against any single agent in the galaxy right so I'm not worried about I don't do listing presentations I do What can I do to help you and I'm going to do that for I'm going to make that happen for you if You feel like we have a connection and you want me you want me to do it for you if not You know we'll shake hands. It was nice to meet you You know good luck with everything If if you if there's anything I can ever do for you in the future call me You know have a good day So that's what's up with that When you get the email address for circle prospect and do you send them a welcome type email short after Or do you just put them on a weekly email? Um, I do both. I love to send a quick email Say thanks for your time on the phone. I send a link to all the comps or whatever and say here's all the comps You know, let me know if I can help you. I'm here. You'll start getting the email from me every week I'll talk to you soon. I do like to do that um so but I don't I don't do it every time because You know, I'm busy. So sometimes they just get thrown into my weekly email thing I'm just being honest with you guys. Sometimes they just get thrown in there And then sometimes I do but if it were a perfect world, I would do it every time and type out Thank you for your time on the phone really short email with some value some market info and move on Okay, larry says what what do I say when they say bring me a buyer Well, there's a lots of things you can say You know, um, but here's the thing um larry At what point are they going to? Decide that they're tired of trying to sell it on their own Right at what point are they going to decide they're tired? I believe the stats are 87 percent of for sale by owners end up listing it with an agent So at what point are they going to get tired and have you established? A good enough connection with them and made it clear that you want to be the realtor Um, and when the time comes that they decide they might want to list That's what it boils down to. Okay. I'll bring you a buyer if I get one You know in the meantime, let's do lunch or You know, let me help you find what you're trying to buy once you sell or you know, bring them some kind of value You know continue checking on them The thing with for sale by owners that I like to do is is I like to call every week and say, hey What's going on? How's how's it going? You got any showings with the feedback if you got an offer Because when they sell it, they're probably going to turn around and buy something they can buy it from you for no charge You may have a buyer in the works Right, even if they sell it theirself If you establish that they didn't already have another agent or and you establish why they're trying to sell and all that stuff so There's a lot of opportunity there, but I wouldn't even sweat bring me a buyer I'm trying to figure out if I connect with this person long term and You know, I'm waiting for that opportunity where they decide that they're tired of trying to sell it on their own For sell by owner game is really tough guys. It takes a lot of guts. It takes a lot of persistence It takes a lot of follow-up a lot of follow-up That's why it's hard for me to do it because you spend so much time on one client Whereas I like to do the circle prospecting where I call them once get through email Put them on an email list They call me five years later wanting to do something and then run into all kinds of people that do want to do things right now as well So for me circle prospecting is way more effective because you don't have to follow up as much They end up calling you when they get ready and um, you run into business now But I think as a new agent you should do everything do it all for sell by owners expire circle prospecting buyer leads You need deals So try everything and get follow up on everything and go as hard as you can good deals go and do three open houses a day a week Follow up with people while you're at the open house Go crazy Let's see ricky. Do you pre-qualify sellers at all on price motivation, etc before going on the appointment? If you notice matt, um, if you noticed I actually asked all those people I believe why they're selling I found out more about what why they were selling and what was going on in their life And so, um, yeah, you know and I take that and I say I I I stored in my in my mind, you know, and I kind of take that all in consideration with the entire situation of And and really I I kind of find out their motivation based on their price point in the market And whatever they told me the reason for them wanting to to sell was and what their plans were moving forward so I do um But I don't do the standard every other real the the standard Questions that realtors do it's more of a personal thing for me. I'm gonna sound personal. I want to sound like a friend or a family I want to sound different. So Thanks for the question there. Kylie Wish I could stay and watch but I gotta do open house catch it again later. Have a nice day You too. Eric Cunningham. What's up, Eric Cunningham? Eric Cunningham. You called me I called you back. You called me again, and we haven't been able to touch base. So definitely call me Um This weekend maybe try to hit me up I'll be glad to chat with you about whatever we whatever you wanted to talk to me about but With our my weekly email are you using top producer for the numbers? Or are you using a generalized area stat? Oh like like for the stats that I put on there I just use mls and I just kind of look it up myself I'll look up closed, you know so far this year compared to last year or new listings closed sales or I just kind of searched my mls and then there's a the um University of alabama they do have a Real estate research center and they send us out reports on condos that are really nice So I use that whenever they send those so But mls is my main source Lane because you ever do a video about how do you okay guys look this is for everybody watching lane. Listen to me Go to zero to diamond.com Log in it's free go to members central. There's a link that says weekly email Go there. There's an example of a weekly email and a video tutorial on how I do the weekly email How I build it in in constant contacts. So go there and um And take advantage of that and just let me know if you have any questions Okay, it's all there for you. Yes, there's an email. There's a there's a video there Uh on the weekly email link Lane you got the questions today. Uh your circle prospecting scripts are gold I talked to about 10 people for every hundred calls and get about three emails. Thanks for everything you do Really appreciate it. Uh that right there see I get about 20 of these a day on instagram people Thank you me. They're using the scripts. It's working for them They're creating relationships and things are happening big things are happening All my dreams are coming true for you guys to take what I have bottled up in my mind forever And using it to succeed. This is like a dream come true for me. So Thank you guys for trying You know, like taking what I'm doing and trying it in your own markets with your own stuff And applying it and finding success and being consistent. So Big thank you to all you guys Okay, Matt says as much as your business come from people calling um Just so many referrals past clients. Um, you know, it was just ridiculous, right? So So yes, most of my stuff is because I put the work in I'm where you want to be right and the difference between where I'm at where you're at is because I Put the work in for 15 hours a day for 15 years And that's the bottom line Let's see word. I get the emails didn't know you had a video there. Yep. Yep. Yep. There's a video there lane Oh lane. No, no problem at like like you guys hit me up with questions all the time And I appreciate all the questions and I love answering them. So just keep keep it up. Just keep pushing See Michael says do you track who opened your emails and do you follow up with People that don't open your email with the color postcard. No, I don't I don't have time to worry about that I'm too busy trying to build the database bigger Um, or just close deals or put stuff under contract or get listings or go to appointments Um, but Michael it's a good idea Like do it like do what you're saying follow up with those people see what's up See what you can do to help them make contact um, you know Keep keep going and do do what you do Cool. So that's it for the questions I'm going to give it about two more minutes to see if anybody pops up with another question I just want to thank you guys so much For tuning in and watching me call a few for sell by owners and getting a feel for how I handle certain situations there Have one crazy person. That was pretty funny So if you didn't catch that go back and watch And but I did I think make two really strong contacts I'll go see the guy monday with the house and then I'll go have lunch with that builder at some point the next couple weeks And I look forward to seeing where those relationships goes. I will keep you guys informed Let's see I'll see you tomorrow. I mean Monday I guess Tuesday Huh So she'll see me Tuesday. I don't think so. All right What did your progression look like from the beginning? I made I hit It took me eight months to make my first sale After that, I did two deals a month for about a year and then I bumped it up to I don't know Maybe doing three or four a month for a little while and then I kind of went like that until the market crashed Then the market crashed. I saw my last condo in 05 February of 05. I saw my last condo I didn't sell anything between 05 and 08. I came back in 08 Um, I think I saw maybe 15 Units in 0809. I sold maybe 20 units 20 or 20 or 30 units 2010 I sold about 20 or 30 units and then 2011 Probably 40 units 12 was about 50 60 13 was about 80. I think and then 14 is when I had 100 So I've did 100 a 100 a year since 2014. This will be the fifth year in a row Of 100 deals per year single agent So i'm over 70 deals right now pending and closed I'm super excited about the rest of the year. I'm on track to hit a million a year a million this year again And so I'm just really Just trying to uh, enjoy it like I'm Like what I'm so motivated and I'm not burned out at all Even though I'm coaching so much and selling at the same time because I'm just so happy And like you got you guys sending me messages about how I'm helping you is what is the fuel that's keeping me going And so I just want to really really like like You know completely no bullshit completely. Thank you guys um From the bottom of my heart. It's really keeping me going With this thing and and I'm really enjoying the youtube and the instagram ride that i'm on and uh anyway I guess that's it. Um, thanks for tuning in. Um, we'll do another training session in two weeks from today Let me know what you want it to be on See me an email or a text or a post in the group what you want it to be on I might do role playing I might call expires. Um, you know, I don't know what we'll do, but it's going to be fun. I know that so Um, I'll be in fort lauderdale august 10th be sure to to be there for anywhere in the area I'll let you guys know as I book more speeches around the country I look forward to meeting each and every one of you And um, thank you for helping me spread my message and share my story Um and everything else if you guys get a wild hair Send an email out to your entire office, you know about me and and say something about how much I've helped you and that They should follow me on wherever You know and just help me spread my message, you know as much as possible my goal is just to Really be the face of inspiration in the real estate world. Um, and it's all completely free so Let's see There's abbas. What's up abbas? Off topic facebook marketing. Do you toggle instagram? As part of the ad yep absolutely boom Anyway, yeah, I did kind of ramble there. Thanks avas for pointing that out avas is such a nice guy by the way But anyway, we'll talk to you guys soon. Like I said hit me up if you need something and uh, you guys have a good weekend