 Because people see right through that they know you don't have a buyer in your pocket waiting to see their house never say that Another reason why you're losing So so what's up, man? You're having like 50 conversations a day not getting any emails. Yeah, um I mean are you are you are you asking for them? Okay, okay, then let me let me just ask the question. Why aren't you? I'm following up via phone I guess You call them and then so there where are you getting these leads? Who are they? Who are you calling? So So again Okay, let's role play real quick. You're ready. Who do you what do you want to do circle expirator for sell by owner? Be honest with you. No, like I said, I'm not sure if I want to sell it Okay, yeah, okay, let me break down all of your problems right quick. Okay, everything is focused around a an appointment Okay, everything is focused around an appointment. There's nothing in there that says I care about you I want to know what's going on with you. It's only about the house and how can I see it? That's back. That's backwards from what I teach, which is a After you say how you're doing I like to talk about the weather That opens them up and starts a real conversation. That's not that's not so salesy So you're not using that right there. That's that's a mistake Number two when you dive into why it hasn't sold and everything like that you need to ask them why they're selling This is going to help you connect with them. That's what you want is the connection From there an appointment might be the best thing might not be the best thing But when all you're focused on is the appointment the appointment the appointment you're not gonna you're not gonna get deals Because people see right through that they know you don't have a buyer in your pocket waiting to see their house Never say that Another reason why you're losing and also when you're talking to your mom or dad You need a fear you need to take a second while you're talking to them and take note of that mindset that you're in when you're talking to your mom or dad or brother or cousin How comfortable you are the language the the tone the speed the calmness and That's what you need to bring with you when you're talking to your prospects I know role-playing is a spur-of-the-moment Awkward situation anyway, so I know what you just did with me is not exactly how you do it in real life Understand, okay, but at the same time it kind of it was really dry. It was really scripty. It was like, okay, Ricky Well, what about this? Well, what about that? And I'm thinking You sound like every other agent Certainly not trying to make me feel comfortable or figure out what's best for me. You're just trying to get a deal You feel me and this is why you're losing Like Listen the big I don't know if you watched my video of of the the two questions you asked buyers and sellers Did you see it? Cool. So so the questions the first question is what? See this is where you have to really dive deep into my content man Because this is real stuff that I'm sharing with everybody. It's real stuff that really works The first question is is there an agent that you're gonna work with? Like this person you don't know if this person's mom was the agent they had it listed before or if they have a really good Relationship and they're just taking it off temporarily if they are there's no need going any further I mean that that's a crucial question to see where you stand in the pecking order of a possible Relationship with this prospect to do this deal. The second question is what? You know Listen you can fill them out and see if there's still if the door is still somewhat open for you That's per deal basis. You have to go with how you feel, but it's okay to walk away because guess what business is unlimited You can just go get five more. You don't have to you don't have to try to convert every deal You know I'm saying Work with the people that want to work with you don't force it You know don't feel like you have to do some slick salesman stuff and cut the other agent out of the deal on every single deal You know what I mean? Understand how unlimited it really is and then take advantage of that through not caring if people do deals with you or not And through not caring is gonna show them how much you don't care and how much that they should do a deal with you Then you're just gonna go start getting showered with deals Exactly when you're talking to your friends, you know your best friend your mom your dad your sister whatever When you're talking to them next time call them right after this call and And just have a normal conversation. How are you doing? How's the day whatever you talk about and pay attention to the word you're saying how you're saying them How calm you are how comfortable you are how comfortable they are with you and That's what you have to imitate and you want to get into that same exact mindset when you're talking to these prospects It's like calling your best friend and saying hey, how you doing? Yeah, man. I'm enjoying the day. Isn't it gorgeous out there cool? Well, look, I don't want to take it too much of your time, but a house around the corner just sold I saw yours expired and I didn't know if there's anything in the world I could do for you You know, do you still want to sell it? Why you think it didn't sell? Why do you want to sell cool? Is there an agent that you're gonna work with if you relist it or anything or? Okay, cool. Well, look man. I'd love to work with you When can I come see the house or I love to work with you? You know, is it okay for saying touch? What's your email or whatever? At the end of the day man, are you doing weekly emails? It's a yes or no man. It's a yes or no Big mistake big big huge huge. You're not doing any zero-to-diamond stuff You're not you're not doing any of the philosophy behind the script and how to connect with people and you're not going after email addresses and you're not doing the weekly email and You're struggling So why don't you dive deep into my content? Like why don't you watch the videos when they come out every morning and listen to the podcast and get these incredible nuggets that I'm laying out there for you for free and Usually in your business to absolutely turn this entire thing around dude. You're not taking advantage of my free coaching It's right there and it's it's it's it's the holy grail of real estate sales 101 in today's world It's in the course dude. There's a lesson in the course Ricky's weekly email. There's a video tutorial. There's an eat An example of my email There's a link to constant contact where you can start a free trial with them, which is the company I used to do mine and It's all right there Okay. All right, dude. Well, look I got a role because I'm actually working on my weekly email, but Dive into it man, and I'm telling you Get into the mindset man. It's all mindset stuff. That's hurting you right now And it's the way that you're approaching these prospects. It's not dude calling 700 people and talking to 50 is incredible numbers Now if you will just learn that the way you've been doing it is exactly backwards from the way that you need to do it Moving forward and make those adjustments You're gonna start killing it because you're making the cause you're doing the volume now. You just need to refine your approach Got it Definitely got it Yeah, man, everybody