 Let's give him a hand. Oh, I thought you were talking to me. I just made all that up. Have pretty creative. What's up? Making calls equals building relationships. Did you drink? Yeah, yes. In my opinion, and this is just my own opinion, the biggest mistake agents make on phone calls is they're like that Serengeti theory I thought about. They're talking about looking for something to eat today and they're looking for that buyer thing and they're looking for that seller today and then they just move on and they're looking for something to eat today, survival. It's the scarcity mentality. And the reality of making calls is to establish a relationship and find some kind of likeness that you have with that person in your phone call. And you're going to hear from some of the experts today. I didn't have a list in case we run out of calls just so you guys can see how you do it when you really don't prepare very well. It'll be fun. But the reality is if you build a relationship and find some kind of something you have in common or commonality with that person then you've got a good chance if you set up a follow-up schedule, some kind of email schedule, something, whatever is preferable by that person going forward so that when they do come to making that decision, guess who they call? It's you, okay? You're going to learn today they don't hurt. Somebody may get cussed off or told what to do or whatever and you're going to see that there's no blood on the floor. They'll have no wounds. They may go home and have the mental anguish later when we don't see them. But really there's nothing that goes really bad when they call. You've got to be like a duck. What happens to a duck when you put water on his back? It rolls right off. I learned that in corporate America. You've got to be a duck. You know, just sprinkle on and then you see him spread his wings and flies on. Because it gets another piece of food to eat. And this is the secret that most people are looking for. They can't figure out why their careers are stalled. They can't figure out why they don't have any business. They can't figure out why they do and they don't. I will tell you that almost every person that has built a great business in real estate has gotten very good on the phone and very good at building relationships and it's become that little time block that we all talk about. So you can shortcut it. You can do what you've been doing forever and you can stay where you're at or whatever. But we did this years ago and it was really helpful to some people because they saw that the calls really were very effective. And I think how many did we get that time scout? About three people who talk at a 20. The best time to call is Saturday morning. I think people answer the phone the most. And I found the evening is the best time to call which hurts a lot of people's schedules too. And a lot of people don't want to make that call five to seven, four to six. But that's when people get home. That's when they're not at work. That's when they have a chance to talk. So it a lot of times makes it difficult. But one other thing that makes calls easy. So this is what I do before I make calls. Just to make sure that I'm in the right mindset. The board didn't do it before. There's one in this water in there. There's water. But the reason I say that is there are people and we did this in the past too, that would do calls in the evening. And they'd actually make it fun. And hopefully some of you will want to do something like that because you're going to see that it's really not going to hurt you when you just get some pizza and maybe you get a few beers and maybe have a little wine if that's what makes you feel better. And we had people, we used to do it as a team and we'd get here and turn it into a fun little evening event. We made calls and we had a lot of success with it. Remember that? I was here, yeah. Okay. Well, I don't know why I asked her. So anyway with that, do you guys want to say anything before we get rolling? Ricky, are you on a time frame until 10 o'clock? Yeah, we're going to close and get 11. Okay. So we're probably going to let Ricky run first. Are you okay with that? Yeah. Okay. You guys want to say anything before we get going? I like what you said about building relationships. I think the point is to introduce ourselves and to get to know them. And then I personally like to send some mail. Well, my mail is out continually, but I think if you establish the call with the mail and remind them even in the call that you may have received some mail from me recently, then they can kind of put your name with that mail. And I think I'm trying to stay on top of their name, like you said, when they do decide to sell. Most people are not going to want to sell when you call. They're not going to be interested in doing business. But the point is to establish your name, stay in front of them, send them the mail and then I've always tried to get the email address. Then we get the point of the call is to introduce yourself and hopefully get the email address. And then send them the mail address. Some people are going to be quick with you. You go to the next one. Don't take it personally. It's so easy to take it personally when people are quick with you or whatever. Just roll it off. I think and I want to do this to make 10 grand, 15 grand. Can I handle someone saying no to me to make 12 grand? Absolutely. Yeah. Or to help somebody. That's one of the points to help people. I'm not taking no to make 12 grand. No, I'm sure I can. I'm willing to do it. So I'm usually either calling for a buyer. I mean, we are trying to establish a relationship. I cut to the chase, sometimes a little quick, about I'm calling because so-and-so has a buyer and I'm calling to see if they would consider if they made an offer. Or things go on the breeze, y'all. Have you guys given any thought to selling like this? Something like that. And most people are going to say no, not now. Or, you know, in six months or nine months. And then the point is to ask them if I can stay in touch with them. Or would you mind if I stay in touch with you until the time comes to sell? And most people are going to say yes to that. So that's about all they're going to say. And you're going to see three different styles today, too. You'll establish your own style of what works for you. Did anybody notice Scott's tone? He's got this really calm demeanor. Very different than mine. Very different than Ricky's approach. But what you're going to find is you've got to be yourself and don't be somebody else on there. Because, again, remember the main thing here is to attract people that are attracted the way you personality and a person like yourself. Most of the issues I get as a broker are people where you've got someone that's from Venus and Mars that can't communicate well together. They don't like each other. They're just getting a deal done. And guess where it goes? Like this. The best thing you can do is build a base of people that like what you do, like how you do it, and like who you are. Because you're going to get a ton of referrals from those people, okay? Ricky made a comment a couple days ago in one of his videos about the number one reason people choose an agent is lackability. It's not skill or not. How many sold, do they like you? You can link everything. I don't have a perfect example of that. We have to have a communion. I mean, if they're analytical and scientific and they want to talk about number, then I try to meet them what they're saying. Basically guys, the bottom line is phone calls are keen and everything else just builds your brand. Like conversations are the key to all closings. Closings happen every single day. In our MLS, there's closings happening every single day. Conversation, every single closing originated from a conversation that's converted into a relationship. Every single one of them. Even if it's a buyer league, you still got to call them. It's all conversations. So if you really want to jumpstart your career, you have to just make a lot of phone calls. And so what I do, what I've thought about over the years was who is the most productive prospects I can talk to? For me, it's owners because they buy and sell. A lot of people think of owners as just sellers, just listings. But they buy and sell. They're the best source of buyers and listings. So they're a two-dimensional prospect. Why not just go after them, right? The other part of it is you cannot call all the owners in the area. It'll never happen ever. The limited amount of the highest quality prospects in the market, why not only concentrate on those to be most efficient, right? I think a lot of people just get caught up in all the other stuff other than making calls. And then they kind of trick yourself into thinking I'm doing good or I'm staying busy and all this stuff. But they're not being as productive as they could be. They're not being as efficient as they could be. So the thing with the calls are that, you know, you're going to have calls and a lot of people are scared to make calls or scared to fail your rejection. You know, what are they going to say? Are they going to catch me off guard? And really, it's a chicken and egg thing. You can't get really good at making calls until you've made a bunch of calls. So you have to go through that stage of being really scared and just making them. And then once you break through that, they're stages. You're scared to make them. Then you make them, right? Then you say, okay, I'm not scared to make them. Now I need to figure out what I need to say to them. Then once you figure out what to say, then you figure out how to say it. And then the next part is how to read people. You know, reading people on the phone and trying to make them feel comfortable, that's the skill that everybody needs to be working on. It's how do I make everybody that I come in contact with feel comfortable with me? You know, on the phone or in person, etc. Because that's who they're going to choose to be the realer. Is whoever makes them feel the most comfortable? Because they can find a realer anywhere. I mean, there's 25 of us in this room, right? I mean, any me you might even know. But if someone really stands out to them, who makes them feel like they really care about them and really wants to help them long term, short term, that's who they're going to go with. So that there's an unlimited amount of people, owners, in this market, there's an unlimited amount for you. You, you, there's an unlimited amount of people that will only deal with you forever. In the market. All of us. Unlimited. Can't handle them all, ever. It's your job to make enough calls to filter through to find those people and to build your database full of those people that love you like you trust you want to deal with you. You build your database that way, think about where you're going to be in three or four years, right? If you focus on this long term business and people want to buy and sell, you're not going to talk to anybody and to buy yourself. They've already decided when they're going to buy or sell. They already have. It's our job just to make them feel comfortable so that whenever that was, that decision is to be made, whether it be today or next year or next five years that were the one they come to. You're staying in front of me. Right? So when you're making your calls, my philosophy is I'm trying to make greater relationship long term and if they happen to be thinking about doing something now great, that's my now business. A lot of people say, how do you get now business? All your stuff is so long term philosophy. But really, you kill it short term and long term with the way I do it. So everything else builds your brand. You have to have that too. So it's the phone calls and then you build your brand with the emails, the Facebook, the postcards, the signs, the billboards and all that stuff. I got some phone numbers for you. And all that's together, right? And you know, the key to what Ricky's saying is that the mistake a lot of people make on the phone is is that they get somebody on the phone and then they start throwing up everything. They try to throw everything they got at them on the phone at once. And what I'm saying is you got a bunch of bullets in your chamber you can use and if you're looking at it from a relationship perspective, you can pull those bullets out and use them as you gain your relationship with them. But most agents just start, I'm the best. I did this, da, da, da, da, da, da, da, da, da, da. And personally on the other end, she's still trying to comprehend everything that you're saying. Again, I personally in mind, I try to get some kind of, I try to find some kind of kind of thread so that they remember who I am. You know, and... Scripts help with the fear. You're just writing down what you're going to say, and then you can talk about how long have you owned it, how you've talked about buying it, and other stuff like that, how did you pick the building. Just have some stuff in front of you that. And Richie's got scripts, and I've got Sarah Boyer thinking about it once. And maybe you guys can help. I was trying to enjoy this morning. She was one of my first calls. She was watching somebody online and got cut off. And she asked me what I say, and I'm sitting on it. But she's looking for a script on how to respond to a for sale by owner when you make the statement that I can guarantee you that I can make you more money selling your house using me as a realtor than you doing it yourself. That's a brazen statement to say to somebody selling their house. And she asked me, how would you back that up? And I said, well I don't make that statement, but I probably would. Go find the stats. I'd Google it, because there are stats on realtor.com and other places that show that people receive more value in the house sells for a certain percent more when it's with a realtor versus them that they did it on their own for sale by owner. Now if you've got that information and that script works really well, then you try to get them to sit down with it. But I don't have that script, because obviously she's looking for it. Do you guys have an answer to that? They're intense on what they're doing. But you see what I'm saying the scripts are important. Because if you're going to use a script like that, you better be able to back it up. Does that make sense? Absolutely. And I'm going to share what you do when you're really not prepared. I did that on purpose. I literally called and when I came in this morning I said to Carla go ahead and get my last leads with phone members from a certain lead source and I'm just basically going to call and I don't even know what they were looking at. Because sometimes you just let me tell you why I'm doing that. If you've got a time block and you don't have time to really prepare every time to do it the time block of the calls when you're new at this is extremely important. You need to be prepared but if you're not, you're going to blow some. People, India can bounce for this. I will let you fail a bunch, learning. Because me doing something for her every time she has an issue is absolutely never going to get her where she needs to be to make decisions on her feet and be a successful agent. I let them, I'll coach them but they're going to go make that call and dig themselves out of the hole that they got in. Me doing it for them has accomplished absolutely nothing. But it does pay off. I try to get her to do this. She's not afraid to call anybody anymore. Which is good. She has nine months of phone training if that's all she did and she will tell you it paid off. She's actually off to a really, really good year. She's had a few fall aparts and she will down on herself right now. But that's real estate. So with that let's make a few calls. Guys, please laugh or be noisy because these people don't know that you're listening. Check this out. How do you get numbers and all that stuff? Real quick. There's a website called Redax. Redax Geo Leads and it booms. Put that address in. It finds all the numbers. So there's no excuses. Click two buttons and boom, you get it. If you call Redax and tell them that I sent you they waived a $200 fee just saying that's how she got it out. It's one of our fees. Also all my phone scripts and videos of me making calls and stuff is on my website. You can go there and get everything for nothing. If you put it in the address repellent to point 2.880 they're going to give you all the home numbers? Yeah, all the numbers for the numbers. So then I take them out of Redax and I put them in Mojo. That's how I do the dial. Redax has a dial too. I don't think it's as great. So I put it in Mojo and it's a dial. So you just hit click and it just starts calling. You just sit there. You just talk to people. You don't do anything. You just type in notes for whatever on your computer and it goes from call to call to call. It'll triple dial. It'll call three at once. So I don't have time to get into that. But that's how you would like. If I need to call a building I just like to take them, put the address in and get the numbers. I make sure I'm not calling people that are listed and then I just put them in Mojo and hit dial. So it takes me like 10 minutes to find the numbers, look up the comps and put them in Mojo and start calling them if I wanted to do that. What's your strategy about voicemail? I use voicemail as a brand new tool. I'm not trying to get them to call me back. I don't care if they call me back. Some people may call you back but too many people are... This is the most question I get is about voicemail. I just say, hey it's Ricky Kruth Remakes of Arch Beach. Give me a call and get a chance. My phone number. And really my thing is I just want to hear my name and company then they'll see my postcards or emails or signs and they'll eventually start to get the point, hey this guy's for real. People want to see that you're consistent over time, you know, that you're real because they're getting postcards from 10 real owners. They're getting phone calls from people, you know, that are in and out of the business. You know, they're going to notice the people that are there consistently, you know, through whatever mediums you use to stay in touch with people. So, Scott just gave these numbers. I don't know these people at all. How big is that skill? I don't know what I thought. Two on one. Hey Miss Nevins. This is Ricky Kruth at Remakes of Arch Beach. How are you doing? Yeah, yeah, me too man. What's up? Hey man, it's a gorgeous day on the beach today. Look, I don't want to take too much of your time today but there hasn't been a unit at Pelican Point cell this year and I was just calling to see if there's anything in the world I could do for you. Hey, at Remakes of Arch Beach. I got you. That sounds really good. Hey, do you have an agent that you would work with if you were to buy a cell? Look, I'm sure at some point like to say you're retired, you're going to do all that stuff whenever you guys come to the point where you might want to sell. I'd love the opportunity to work with you. Would it be alright if I stayed in touch with you? Sure. What is your email address? I get it. Listen, I get it. Here's the thing. I'm not going to spam me and all that stuff. That's just how I'll stay in touch with people and I'm not going to do anything crazy. I'm just going to just stay in touch with you that way. That's not cool. Well, look, I'll stay in touch with you on other avenues. You guys give me a shout. When are you guys coming down next? I'm going to put you down for July and I'll give you a call back before then and maybe we can do some lunch when you guys get down here. That sounds good. Alright. You have a good day. It's in the car. It's in your car? Yeah. Hey, Miss Copeland. Hey, this is Ricky Caruth down at Orange Beach. How are you doing? Yeah, hey, I don't want to take up too much of your time today but over there at Pelican Point, no sales this year so far. I didn't know if there was something I could do for you. Yeah, there hasn't been a single sale. There's not zero. Zero sales in the building this year. So, you know, I know you got 204 and I was just calling to see if, you know, something I could do for you. Hey, hey, is there an agent that you guys would work with? Got you? Well, I mean, you never know. I mean, something could happen in 5 or 10 years. I got you. I never decided that I'm pretty good. You guys have a good day. Thank you. There's not been a sale in the building. I'm calling to see if you guys have given me thought to sell it. She gets you confused. See, there's different strategies, you know, and the thing is, is like when you go through a call section, you may have something that you're saying and then you don't feel like it's hitting them just right. Switch it up. Like I was calling Turquoise Play so all back and I was saying, I think I was saying like something like, hey, you know, I sold 100 properties last year and I didn't know if you might want to sell. And they were not, I wasn't getting the response I wanted. They just weren't. So I switched it and I was like, because I have a listing there. So I switched it from that to, you know, I didn't hear anybody, you know, might be interested. And then I started getting the responses I wanted and I started creating those relationships and stuff. So don't just stick to your strip and just, you know, always be perfect in it and tweaking it and making it better and taking notes and figuring out, that's how I came up with the script that I have, that I do. It's from trial and error, just figuring out what works and what doesn't work. That's what I was talking about. Ricky's dead set on the relationship. Scott, I'm not throwing you on the bus here. No, no, no. It's true. But you're more aggressive towards the listing and what's happening right now on their scripts and they're both successful. You see what I'm saying? So you got to figure out what works for you. The long-term is the better strategy. I'm not, my interpersonal skills long-term are not as good. This is what I wanted to know about how much you are. Well, I see what you're talking about. She sounded confused. There's no sales in the building. I think she was like, are you saying it's a bad building right now? You know, because if you maybe, I mean, there's an awkwardness saying there's nothing listed in your building right now instead of saying there's nothing sold because I know she's like, what do you mean there's nothing sold? She's wearing the business so we know what you're talking about. And part of it is too you can't base your whole thing on the way one person responds and I'm two calls in. See, if I were going to call the whole building and call all 100 units or whatever, I would get about 10 or 15 calls in and I would figure out what I need to be saying. It's hard to maybe 10 calls to really get to where I actually knew exactly how I needed to approach each person. That part of it is like adapting your script as you go with the reasons that you're doing what you're doing and getting the people's... You want to say things and have such a tone that you get that response of warmness. You want them to come back and kind of feel warm with you back and forth. That's when you start winning. I like, is there anything I can do to help you? How are things going in Pelican Point? We're going to get you in a second. You're going to say three totally different styles. You're going to need three different styles. You're going to find it's making the calls what's important. Dennis, Rikki, Karuth, Remax of Orange Beach. Give me a ring back when you get a chance about Pelican Point. You're reaching me here at 251-752- 1138. Talk to you soon. Real simple. Do you have any better results on your phone or your office? Doesn't matter. Doesn't matter as long as you can move in my opinion. Stand up is important. Your voice is different when your hands and arms and legs are moving. I'm going to call my name. I don't think you'll ever hear your people name. I'm going to switch up my name. Hey Miss Waller. This is Rikki Karuth, Dennis Remax of Orange Beach. How are you doing? Oh yeah, me too. It's a gorgeous day down here. I don't want to take up too much of your time today but Pelican Point, there's only one listing there 1403. I was just calling to see if there's anything I could do for you guys. They're all over the place. There was a corner unit that actually broke 500. There was 420, 415, 1403 It's always listed for 460. In the mid-force let's see, you are second or third? You're mid-force depending on what the condition is. You're probably on the higher end. Hey, do you guys have an agent down here that you work with? Well, I'm sure at some point I don't know if I were 10 years down the road you might be something. What if you aren't going to stay in touch with you? What is your email? Cool. When are you guys going to be down in the area next? I'm going to put you down, I might give you a shout and maybe we can do some launch or something and put a face with the name and all that good stuff and hang out for a bit. Yeah, I'll do that and I'll send you some emails and stay in touch and if you guys need something let me know. Alright, thanks for the call. Bye-bye. So is. Your email address. So like, look, I got a role, I got a closing, but I would have went further with that conversation. I ended it kind of quick. I would have kept going and kept getting and talking and getting to know her a little bit and saying, you guys know, I just cut it short but you see what happened there. I got the email address and I didn't ask them if they wanted to buy or sell. It's different. I'm approaching them differently. That's going to stand out to them and then if I were to want to still Scott's client, I could call them. Scott needs to follow up. I'm going to send a weekly email every week on the same day forever like I have since 07 and develop a relationship. That's it.