 What's up, everybody? Welcome back to my channel. This is Ricky Carruth, one of Livestream today. I got Chancellor James in the building. What's up Chancellor? What's up? What's up? What's everybody? How you guys doing? Yeah, man. So Chancellor reached out to me on Instagram and said, Hey, I just got out of the NFL. I'm a real estate agent now. And you know, I've been making calls and I haven't had a lot of success. And I need some help. I want you to help me get to be the number one agent in San Diego. That's where you're at, right? Yeah, San Diego, California. Cool. So before we get into the real estate stuff, because I'm curious myself, I want to hear a little bit more about your journey in football. Like I saw that you played at Boise State and you had a really good last season there. You didn't get drafted. You basically walked on 49ers and got signed, which is crazy. Like that's insane, bro. That's amazing. Okay, so I went to Boise State. I went there for five years. First year, I redshirted, next year I tore my ACL. That was supposed to be my freshman year. And then next year, I had a pretty good year. I took like the starting captain's spot. So I was doing pretty well. And then the next year, I tore my ACL again. So that was the trials and tribulations I had to go through with football. And then here comes my senior year, because that's after three years, my senior comes up and I had a pretty good, had a pretty good senior year, had three picks, made a couple of tackles. I don't really know my stats material, not really stats guy. And so with the NFL, they saw the two ACLs. That was really hindering my ability to get drafted and everything like that. A lot of teams shy away from that because knee injuries are a really big problem in NFL knee injuries and concussions. And so I had to train really, really hard. I had to, you know, had to, for my combine stuff, I went and I stayed with the family that I didn't really know, just left everything behind and really trained and got myself down to a 215 and ran a four, four, six 40. And that's pretty good for safety, not the best, but I've been suppressed pretty well. I think 24 reps have 225 and the San Francisco 49ers is the only team that was like, Hey, listen, you get yourself up here and you come up here and train. You come up here and just work out for us for two days and earn your spot. There was about 87 people there that I was looking for that was looking to get one contract. And what I did, I just outworked them. I'll just stay there and watch film, talk to the coaches just in the coaches face a lot, you know, just, you know, telling them, Hey man, this is what I want to do. Something like what I'm doing now. It's like, this is what I want to do. And this is what I'm going to do, you know, so I want you guys to pick me up. And I just worked really hard and did good there. I got my contract. And then I was having a phenomenal fall camp. It was really like, like I was every day I was so in football, a ball disruption is a thing and deepness. If you're catching picks for some fumbles, stuff like that. And I did that every day. And I was working really, really hard. I had worked all the way up to being second string, being six string, you know what I mean? And I was in a position battle with jacquas guitar with the 49ers. Eric Reed was, he was the starter over me over both of us. And then I tore my ACL again. And so after I tore my ACL that time, I kind of went into a rut really. And I just watched the season go by, season go by. And naturally, I was just like, man, I could be playing right now. I could be playing right now. And that kind of like, you know, put me in a rut. And then I got back on the horse again after my 30 ACL tear. And then I was back in camp with them again. And so I was back in camp with them again. The first preseason game I played well, but my knees was still hurting. Like, like my the doctor I said, I had like 70 year old knees. I was like, man, I hope I can live to 75. That's all I want to play in the NFL. And then the second game, I didn't do too well. My knees were starting to hurt again. And then after that, me and John Lynch had had to talk and we just talked about how, you know, my knees were just kind of, they're just kind of shot right now. And if anything, I should try to become a coach or a GM. And, you know, NFL, you know, football players is what I wanted to do. I didn't want to be a coach. I didn't want to be a GM. And so like that life was fun. But then I had to realize like, I have to do something else. And, you know, I had to figure out what has the game taught me and what what strengths do I have and what industry do I go to that I could use those strengths in. And every other thing was like, it was every other thing was work for somebody or or put in or put in this many hours and do what somebody tells you to do. Like, you know, like something like that. And this was the only thing where what you do is what is the results you're going to get. You know what I mean? Like, like as a football player, if you have deficiencies and you work on those deficiencies, you have control of your destiny. Like no matter what, like, like they don't put you in a position and then that's the only position you can play. You know what I mean? Like it's like, if you want to be a strong safety, you go work out and be be a good strong safety and you work on your speed, agility, catching all the attributes you need in real estate. If you want to be a good real estate agent, you got to work on how you talk to people. You need to work on your career. You need to work on how genuine you are to people. You know what I mean? So I felt like just knowing those tools and knowing the things I need to work on, I could be a really good real estate agent. So now, you know, now I'm reaching out to you and like, hey, what, what's up? What's next? The DeFries? Oh, here you go. My bad. That's okay. When did you get in real estate? Like how long? Well, first, I was a finder and I was just cold calling. So like I got back, I got in probably in April, April, May, June, or it's May. So March, April, March, I got in in March. I was a finder in April. I got into it. What do you mean finder? Like you were making calls for somebody? Yeah, I was making calls for somebody. I was door knocking for people out there after their open house and before the open houses. So when did you actually get your license? I actually got it probably last month. You're like brand new. Yeah. Okay. So, hi. And where did you find me? So what I was doing was I was making calls. So my group is called Route Home Team. It's in San Diego. It's three of us. It's me. It's William Rout. It's Eric Mueller. And so what I was doing is I was making calls for them. And then one of my buddies, Joe, is like, hey man, like you're not a little on edge on your calls. Like you're reading the script. You're not really connected with the person that you're on the phone with. So I've got this guy on YouTube that he's phenomenal. And he just showed me you. And I was like, that's the energy that I wanted. When I get on the calls, I want to be like, yeah, that's what I want to do. I don't want to go, oh man, I got to make calls today. You know what I mean? So, and I know energy is like, it's effective. Like, you know what I mean? You have it. I'm going to get it because I'm going to keep watching you. And that's how it's going to be. So that's what I found. Damn, man. Okay. So we're starting from scratch. You're a brand new. So yeah, obviously you haven't sold anything yet, right? Or listed anything, right? No, I haven't sold anything. I haven't done nothing. Okay, cool. So, have you seen my coaching program, like the 90 day plan and the online course and all that? I haven't seen that yet. I just got on, I just subscribed to your Facebook thing. Okay. So I haven't did all that just yet. So there's a 90 day action plan. There at zero to diamond.com. There's a 90 day action plan. And then there's an online course. It kind of goes with that. And then like, I'm also putting together a new 30 day jumpstart program where I'm actually going to have a video every day for 28 days actually, four weeks. It'll be a video, like a five to 10 minute video that you watch in the morning every day. And it tells you exactly what you need to do that day for 28 days, even Saturday and Sundays, every day for 28 days, what you need to do every day for 28 days to put yourself in the best position possible. So I'm putting that together for like the whole world. And I want to reuse that like in a month or two. I'm just going to put it on YouTube once a day. So I'm really excited about that because that's going to give people like exact direction every day of the like one or two major things that they need to do each day for 28 days. So at the end of the 28 days, you'll have momentum. You'll have listening to have your you'll have a better feel for the game. Okay, cool. So how many calls do you say like we've made? Like how many like how many days a week are you making calls? How many hours are we? How many calls are you making? So I was probably making about dials because we use the motion dialers like a three way dialer. So my goal was to make 150 a day and I was doing a Monday through Friday and I've done that for two months. So actually I have a I have a it says I've had 14 hours worth of calls in. So you like that's worth of calls 150 a day. So you're looking at like 15 or 3000 about 6000 calls you think something like that. Yeah, maybe about 6000 calls. Okay, and who are these people? Like who are the leads? Where the leads come from? So they're not leads what they are just just people that own houses around San Diego. You know what I mean? Listen to me bro. That is a lead man. You know what I'm saying? You're right. You're right. You're right. That is a lead. That's somebody that is going to buy and sell property in the future. Everybody's a lead man. Everybody's a lead. All right. That's one thing you like that's one thing I'm glad I'm getting like like as a new agent right here because like a lot of the mainstream training out there will tell you like it's gotta be somebody that's motivated to buy or sell something right now. You know what I mean? And like that's just such BS because there's all these other people that you're talking to that are going to do something like next month or six months or a year. You know what I'm saying? It's like you have you need to connect with those people too because you want those deals in the future. You want to help those people buy and sell. You want their referrals. You want their repeat business. That's how you do business. It's not all about who's motivated right now. It's about who can how many people can I connect with today? You know what I'm saying? They're on that level with them. Personal level. So um so okay so like they're somebody's giving you these numbers? Yeah. So like they're picking out a neighborhood and they're like getting the phone numbers off of Mojo and then letting you call them. Yeah. Okay cool. So in my world that's called circle prospecting. You're like picking out a neighborhood and calling all the owners of the neighborhood. Right. Okay cool. So out of that out of 6,000 calls like no you don't have to be like exact or anything but like round about how many people are or answer like how many people did you talk to? How many people you know like what all happened within those 6,000 calls? So I probably out of the 6,000 calls I've probably talked to about a thousand people. Damn. Yeah I've probably talked to about a thousand people because um if they don't answer they call me back and then I talk to them that way like if somebody's calling if somebody's calling me back I answer. Yeah. Before I wasn't answering but then um my girlfriend was like answer that answer that I'm like okay you're right like answer it. So I started answering it but what's happening in those calls is a lot of them is wrong numbers um that's what I get. I get a lot of wrong numbers um some of them are saying not right now uh some of them are like how'd you get my number? No more responses that you were getting on your video that you showed like this is what you do here this is what you do here you know what I mean um I mean they usually don't get mad until like they see that I'm not competent you know what I mean if I'm not like showing them that you know I'm confident in myself that's when they're like why you calling my phone like get off my phone that that's what I'm starting to see trend but if I'm confident in what I'm saying they're like okay okay okay and then they treat you like human beings that's right that's that's kind of what I'm getting okay so where do you what do you think you're breaking down on your confidence level like what about it what are you not confident about? I'm just um right now I feel like I'm not confident in what I'm saying because I haven't been in the game so too long so I it's hard for me to fake it in the NFL they usually say fake it till you make it you know what I mean and so like and I'm not faking it I'm making I'm calling I'm calling and I'm just fumbling my words like hey I'm chancellor James like you know what I mean and so I don't have the energy and I want the energy so I think I think there's two things one we gotta work on what you're saying because I watched your vlog and like I've got a much better way to lay out the conversation and make it feel real like it's a real conversation so we'll work on that and then also your confidence needs to come from the fact that you're there to help people right and so and so what you have to do is it's like you have to know that you're there to help somebody okay and so like if you're there to help them okay then it doesn't matter what they say it doesn't matter how they comment you doesn't matter what happens with the result of the call is because you know that you were there for the right reasons and if they didn't see that then that's their loss you know we'll go to the next one and see if the next one's gonna realize that I'm here to help them right and so so you have to like you have to hide that that uh you know you have to you have to use that to build your confidence that you're gonna help somebody okay and what you want to do bro is that you want to take the fact that you care about people see here here's the disconnect the disconnect is what the calls you were making on your blog the disconnect is is the script and the tone and everything that you were using in those calls did not line up with who you are as a person right like they didn't like you care about people you're like who you made it to the NFL bro you're a hard worker you're dependable you're professional you're honest like you want the best for people the problem is you have to you have it figured out how to communicate those qualities about yourself you have to get out and communicate that to people and so what and so what you're doing as a new agent is you're taking all the the mainstream training out there and and like you're trying to use those scripts like hey you know I gotta I have this buyer that you know is looking for some in the area and didn't know if you knew anybody that might want to move we'll see that right there that line doesn't line up with hey I'm here to help you it lines up with hey will you help me right so what we got to do is we got to switch it we got to make it to where we're communicating who we are and we have to like we have to like paint a picture to the prospects within like this one minute phone call so let them know really quickly that we're here we're here to help them not to just try to sell them something not just to try to get on a list or whatever the case may be and then once you do that and you break through that little barrier with them and then they open up to you and now and now we got like a client for life so I don't emphasize I want you to do that we'll talk about a minute but before we do that I want you to really like I want you to think about this after this call that that your confidence needs to be shattered like you didn't have so much confidence because of who you are right yeah your confidence needs to come from who you are that you're a wall push you're not you're not a scam artist you're here to help people and you want to build a real business and you're going to be here for life right you're not doing anywhere you have nothing to hide you're here forever that should be where your confidence comes from now let's work on what to say okay so let's let's role play on the owner let's role play what you've been saying okay and then we're going to break it down we're going to figure out where we need to go with it so like we find it into how to communicate who we actually are so i'm the homeowner you're calling me ring ring ring hello hello okay we just do hello is this ricky yeah hey ricky this is chance james with route home team uh i don't mean to bother you how are you doing today doing good so the reason why i'm calling you is because i have a family that is looking to buy a home in the say the bull park area and we're really having a struggle we're really having struggled finding housings on the market and nothing really fits their needs so i'm reaching out to you today to see if you've talked to anyone in the nearby communities that are looking to sell a home uh not really no no i well i appreciate your time appreciate you're telling me that uh just out of curiosity you know i wouldn't really be doing my job if i didn't ask you this have you thought about selling your home in the near future nope no no i appreciate your time today you know i send a market update to some of your neighbors and just so that they can keep their finger on the pulse of the market uh do you see disadvantage of knowing the value of your home at a clickable button uh i get all kinds of market reports oh yeah of course this one is definitely personalized towards your home and towards your needs uh i just love to grab an email from you just so that you can always have that anytime okay dude i'm fixing to just change your whole life man this is going to be great okay so check this out a couple pointers real quick and then i'm going to do what we need to actually be talking about okay so like so like the first one is because it was at the end of the call the first big thing for me is is never talk about market report because the thing about it is man is that is that so many agents are doing these bs automatic market reports and it's really given market the the word market report a bad name right you know and so like when they when they hear that you're just trying to give them a market report you just try to you know like that's one thing they're like i don't want another market report but also in their mind they're thinking he's just going to get my email and put it on this huge list of people and i'm just going to put a number to him and he's going to send me this bulk email he sends out to everybody i don't want that right and so what we have to do bro is we have to say hey is it okay if i stay in touch with you yeah okay yeah say look is it okay if i stay in touch with you and then they say yes to that then you say cool what's your email address that's how i stand that's how i'm going to stay in touch with you you never talk about market report you just you just even though it is going to be a market report right we can get into in a minute it needs to be it needs to be original content every week not automated email right that's what's going to separate your market report and it's going to make you it's going to build your brand with these people better because you're not giving them the same old stuff all the other agents you're giving them a little piece of you but like when you say hey um you know what did the rfa say in touch so let's start from the first okay okay look like ring ring ring hello and i'm like hey mr johnson and like trips are on my side but i'm gonna run it through you run run run through it with your pathway okay hey mr johnson hey mr johnson this is ricky krug down at remix of our speech how you do it and they're like i'm doing good or whatever and i'm like okay great yeah me too i'm enjoying the day isn't it gorgeous see i throw a little weather talk in there man because the thing about the weather and likes a lot of agents some of the agents don't like to do this but dude it's it's so it breaks them down man it opens them up because they're expecting when they hear i'm a real estate agent they're expecting me to jump right into a sales and kind of do you want to sell your home kind of thing and when i come out i'm like i'm enjoying the day isn't it gorgeous or you know i'm just trying to stay dry isn't it nasty out there or i'm freezing or how was your Christmas or you get ready for new years or you know i'm saying like something that's not real estate right there because you ask them how they're doing and then you know one more question that's non-salesy in there it makes them feel a little more comfortable with me okay all right and then what happens is is there's an awkward moment because when you say i'm enjoying the weather isn't it gorgeous i'm enjoying the day they're like oh yeah i'm enjoying the day it's a real nice day so what do you want or whatever like there's a little awkward moment in there this is the transition right here you got to be ready for this transition it's got to be right on the tip of your tongue you got to be ready to like strike with it and you're gonna say i got you well look i don't want to take up too much of your time today but a house around the corner just sold and i didn't know there's anything in the world i could do for you today you're literally like tell you're literally asking them if they want to buy or sell a property without asking them if they want to buy or sell a property because they know you're there they know that you're there as a real estate agent you're giving them like a market statistic that a house around the corner sold and then now you're asking them if there's anything in the world you can do for them because you're a professional real estate agent that's what you're there for right and so like it's such a smooth conversation and this is what the magic happens when they say no okay when they say no obviously when they say no they're talking about they're not ready to buy or sell anything right now so then it's like okay cool well is there an agent that you would work with if you were to do something right you know what i'm saying and then it's like no we're cool well i'm sure at some point you're going to buy or sell something right you know i love the opportunity to stay in touch with you you know and work with you in that day com sort of yard if i just stay in touch and so you ask that question let them commit to that they say yes then you say cool what's your email address and boom and so what you do bro is that you take a situation where they're not interested in doing anything and you create deals for later with those people and so what you're trying to do bro is you're trying to like filter through all these owners and you're looking for people that want to buy or sell something now of course and you're going to find people that want to buy or sell now because closings are happening every single day right they're happening every day and your email allows you to close and close and close and close it all the way every single day so like you're good if you're doing the work and you're you're out there with the right intentions to help people you're going to run across people who love you and love the fact that you're not trying to high pressure them and they're going to be they're going to gravitate to you and they're basically you that they want to do business with you right but you don't want to strike too because like my philosophy is 95 high pressure a low pressure 95 low pressure but five percent high pressure so like don't just completely just be completely low pressure but 95 percent of the time is a lot most of the time but you got to know where to strike that five percent like and the time that you strike that five percent is after you connected with them see what you're doing now is you're trying to convert them right there like if you thought about selling your home do you know anybody who wants to sell your home sell their home well like you haven't connected with them on any level yet but yet you're asking them if they want to buy or sell house and they're like absolutely not i don't know who you are i don't know what's going on i'm not i definitely don't want to deal with you because i don't know you at all right right but if you can use this little this little script to to come in and create some rapport with them really quickly and then like get them talking when they're talking if you can get them talking you know they feel comfortable right and that's what you want you know i'm saying so so like these scripts are on my side and there's all the videos of me making these calls i'm there there's hundreds and hundreds of calls on online of me doing this live so view the dami dot com yeah yeah it's under dami dot com the scripts are there videos me making calls or all over that website and youtube i'm telling you man because here's what happens like your job you're filtering through all these owners and you're finding the people that want to do stuff now what's so far in between right but then what's magical man like when you when you call people only like less than one percent of the people that you talk to when you're circle prospecting are probably going to do a deal in the near future okay and most agents live off that one less than one percent because they're just looking for the deal but what's so incredible man is that 20 to 30 percent of people that you talk to that love you enough to do a deal they're just not ready yet right and you can capitalize on that 20 to 30 percent and get those people in your database and getting this weekly email and so they do get ready to buy yourself that's where you're going to build the that's how you're going to be number one like and what you're doing is is you're building your business for a short term and long term at the same time right you do it all at the same time right and so that that's that's kind of the magic of it is like you get deals now and later now let's let's like throw another avenue that's circle prospecting you know what I mean if you if you take this same approach like relationships over transactions and apply that to expires it's golden and like those people may be a little quicker to list them they're getting bombarded by agents you know and it's your percentages go down see with circle prospecting when you create that relationship it's a very high percentage that you're going to be their agent later right expires there's so many agents trying to go after those those listings you know you may be in there for maybe there's one more good agent out of the seven so now you're at a 50-50 with this other really top agent you know they're trying hard you're trying hard you know you're 50-50 something like that you know so but what I really love is old expires like if you can get in there and get old expired it's like go back six months in the market and start calling other people and say hey I saw your house expired three months ago I was just calling to see if there's anything in the world I could do for you and get a get a conversation going see what they want to do see what you can do to help them if they want to do a deal see if they have an agent they're going to work with and then either way it goes get that email address and put them in your database you're golden bro so you see you see the differences and what I'm doing and what you were doing yeah yeah you're trying to create a relationship you're using your genuality to create a basically a relationship with somebody to do business with them I'm just trying to do business with them and forgetting the purpose right what's happening is is those 6000 people that you called and let's say for I don't think you talked to a thousand out of 6000 because that those those percentages are way higher than anything I've ever heard of but let's just say you didn't talk to a thousand let's say you talked to a thousand people okay and you haven't done any deals have you picked up any like clients or got any emails or anything no like I haven't picked up anything like that's the thing right there see because you're going after the deal because you're going after the deal you lost all these future opportunities of people that want to do stuff later focus on the deal and not the people see what I mean right right right definitely definitely yeah and if you switch that mindset from trying to go after the deal to focus on the people that's how you do deals right now like that those people are like out of us thousand people somebody's doing deals soon right right we're doing deals soon but but see but and like this is another thing about new agents because it took me eight months to make my first sale right and so like after those eight months went by and after I was in the business for like a year and a half I look back at those eight months where I was working hard and talking to a lot of people but no deals are happening and I and I noticed that there were moments in that eight month period where people were telling me they wanted to buy a sale but I was too new though so well I didn't know I wasn't experiencing enough to learn how to make it happen you know what I mean right that's what you are like now you're talking to people that are doing deals yeah that's what I'm saying like so like that's what I was trying to explain to you like if I hear it right now I know that saying like they're not wanting to do it right now there's could be doing in the future but I don't know what to say after they say right now you know what I mean like nah I'm not right now I'm like oh okay well what's your email like I get too antsy you know what I mean it's like it's like it's weird as soon as they say that they're not ready to do anything you say okay cool is there an agent that you would work with if you were to do something right yeah let's get right out and see and see what's so cool about that is that is that it like it establishes right then and there like dude is their mom an agent is their best friend an agent under the law there's a person that is the agent that sold them the house or did they do a good job of maintaining that relationship and they will not use another agent or is there is the door open for me to be that agent in the future seems like it establishes that right at the beginning to where now you know going forward like is there a shot that you're going to be there real see think about it is like hats every property owner is a hat and like when you talk to the property owner you may have the best feeling in the world they're going to use you they'll never use another agent and then six months later you realize they listed with another agent like what the heck just happened right there's always a possibility that even your most loyal client can turn on you and go use another agent any moment so so it all comes down to percentages like there's a possibility they might use you this this person there's a possibility this is a possibility and what your job is is to put your name in as many hats as you can and you know you're going to get your name pulled a certain number of times the more that you do you know and if you have the right intentions you're putting in the right work you're trying to help people you know that's going to bring that's going to bring loyalty man because people love people that are they're trying to help and they love hard workers like when you are hard working and people realize that dude people love you when you're a hard worker and you know that the fact that you made it to the NFL and all that stuff shows that you're a hard worker and if you can you if you can channel that for real estate and like me being a hard worker you know this i know that you know this like being a hard worker is doing it when nobody's looking yeah for real yeah so i got i got one more question about the uh script what what about if it's not the person that you're meaning you say the wrong name well well like if it's a wrong number yeah it's a wrong number yeah you say this is mr james he's like no this is mr johnson like the thing is is that if you do what you've been doing i can only assume that you're just like oh sorry about that and get off the phone yeah yeah yeah and so like either way does you're gonna lose them right so you might as well take a stab at possibly doing something with them right i mean you're on the phone anyway so what you do is you say oh i'm sorry about that look you know i'm chancellor over here at whatever real estate you know how are you doing today you know i'm saying cool look and then like you can skip the weather park because now they're like what's going on see you gotta know you will skip that weather park like you don't do it every time but you but you've got to do it more than you think because some people are like oh that person that person was busy that person was upset that i called so i skipped the weather park well dude the weather part of the call is what would have what would have broken that person down and opened them up for you right people are scared to use it so keep that in mind but what you'll do is you say hey look i don't mean to bother you but you know chancellor over here at exp i don't want to take it too much of a time but a house around the corner just sold just say house around the corner you don't know where this guy lives or what he's got going on just say look is there anything in the world i can do for you know i'm in real estate just going to see anything i can do to help people and just see what they say you know i mean stab at it see what they say chances are they'll probably just run for the heels and hang up and all that stuff but like you're going to lose them anyway she might as well take a stab at it you know all right that's where the confidence in me comes from i've gotten deals off of wrong numbers yeah like there like there was a lady that entered she was the wrong number and i kept talking to her and come to find out she owned the property right down the road and got her email address and we you know she became a client you know and it was a wrong number and it happens all the time okay yeah so i've got agents that that do they because you do get wrong numbers with these services yeah yeah yeah and so you know that's a strategy is to learn how to work those wrong number leads you know okay this is what i want you to do bro um i want you to uh i want to like next time you're talking to like a real close family member or best friend i want you to i want you to when you're in the middle of that conversation i want you to take a moment and like think about that moment in time when you're talking to your family member or best friend and how comfortable they are with you and how comfortable you are with them okay and i want you to i want you to take note of your tone of your voice i want you to notice how relaxed your shoulders are your body language even if it's on the phone like notice how loose your neck is and and just how calm you are how you're breathing the whole nine yards the whole package of what's going on with you from from head to toe and how comfortable they are with you and i want you to take a mental snapshot of of that moment and i want okay this is how i need to start talking to my clients right this is how this because when you talk to your best friend or mom or dad or whatever you're not nervous no everything's really natural everything's organic you know what i mean and that's the way you need to be with with your with your prospects and that and it doesn't it won't happen overnight but if you do start to pay attention to the way that you talk to your best friends and your and your family and then start trying to like emulate that when you're talking to your prospects just just try to get a little better each phone call session just try to get a little bit better each time you make a call session to just try to just get a little better at talking to them like they're your best friend family member or something like that you know what i mean yeah definitely definitely know what you mean yeah okay and that'll help you with your confidence that will start to help you with your confidence another thing with your like with phone calls there's only a couple different outcomes from like they're either happy mad sad glad to hang up on you they cuss you out they're really happy you call they give you an email they don't give an email they want to sell they don't want to sell like 10 different outcomes you know what i mean there's only like five or ten general outcomes that can happen with the phone calls so after you've made enough phone calls using my philosophy my script my conversation and you've made enough phone calls you start to realize that there's only a couple different outcomes and you start to you start to learn how to handle each situation right like you're used to the person that guy gets mad you're used to the person that says they're too busy to talk you're used to the person that wants to talk a lot you get used to the all those different scenarios and then the phone calls just get easy because you just kind of go through the motions so to speak where it's just kind of second nature to you you know what i mean yeah like i've been over been through this before this is what i need to do here yeah like i watched some of your videos where you saw when they were ready to get off the phone or like if they need to rush you talk faster right that's what you said yeah i said like like if they say they're too busy or if i say hey mr johnson they're like yeah i'm like hey this is ricky max orange beach how you doing they're like well i'm a little busy right now what can i do for you kind of thing i skip the weather part see that's a that's a prime moment to skip that little second little small talk and say i got your book i don't want to take it too much of your time but a house from the point just sold it up there's anything or what i could do for you like you you have to learn how see do listen the main thing with phone calls phone call their stages of making calls first you're scared then you make calls and you're nervous but you realize it didn't kill you so you know you got to keep doing it to be successful then you start to work start to try to figure out what to say then you start trying to figure out how to say it right and you just kind of work your way up these stages of being a cold caller okay at the top tier is where we start to learn how to read people on the phone right we start to learn how to read them and so what happens is is we get to where as soon as they answer like when i'm calling as soon as they answer that first word they say i've got a pretty good idea of where this conversation is going right i don't have like i'm like 90 sure i know which way this is going and it's made enough calls and i've learned that it's about read like and i know i know there's only like 10 different outcomes and i could pretty much buy the tone of their voice and and the speed of their voice and like i can hear stuff in the back man i can i'm reading them and so that's a skill too is just like being able to read people on the phone and react to it you know it just comes from making a bunch of calls yeah definitely i definitely know what you're talking about that's the same thing with football just doing it over and over and over and over again you're going to start to notice things that you didn't notice when you first started doing it you know what i mean i got i got from that one that's pretty good appreciate that yeah yeah yeah definitely so you got any other questions right now because i'm fixing to start like breaking down like what actions you need to be taking from here out well you got it you got it i think we went over the the not it's not the right person we know we're what to say when it's no we're going to say it's not right now you know what i mean it's just being genuine when i'm here you know just going for the uh business instead of going for the person the actual person so that's really cool that helping people that's definitely what i want to do i actually want to community search reward when i was with the 49ers because i just really love helping people so yeah that's what man this this and i love how you're not using this interval thing to try to get business no no no no no no no no no because there's another professional um there's another professional sports guy that's in real estate and he tries to use it and i'm like do listen don't do that bro because it makes you look like you're trying to use this to win people over and people see right through it i love the fact that you're not using this but the way that you need to use it bro is not in advertisements not in marketing but the way the way you need to use it is is in conversation after you connected with them like after you connected with them and you're on that level and it comes up you know what i mean like talk about you know like if it comes natural don't force it but like talk about the fact that you got signed in the 49ers and you won the award for helping people and stuff like that you know what i mean and yeah i will help deepen those relationships okay okay yeah use it on the back end after you've connected to help you deepen those relationships even more right right right right i appreciate that i think you're doing like everything i think you're like on the right track bro to be honest with you appreciate it appreciate it i just i just like me and um my girlfriend have a good a lot of powerful talks on like how we want our vision to be and how we want our life to be you know we're christian so like we've always just reaching out to help people she does hair and she's always like hey how can we do this how can you do this so i took that to her that's her helping me out with that so what is your do you have another job or is this your full-time gig this my full-time gig okay so another job that i do is uh i go to like kids recesses and just get them started get a like a lot of kids are on their phones a lot along along electricity a lot and so like uh i'm really wanting to start people to do so i'm working with america fit kids down here in san diego and what we do is we send coaches out to kids recesses or even after school program and we teach them like football basketball dodgeball soccer tennis any any really any really sport martial arts we just want to get them up and run and jumping around before they go home we go on the computer or a laptop or a play station again you know that's really cool i like that a lot man anything that has to do with helping kids like um you know in a positive way is like big big for me like i love seeing people like yourself like i have a couple other friends that are like a self-development you know and they they have they have they have programs that help kids and stuff and it's just amazing i love seeing that kind of stuff we should have a lot but look the reason i asked is because i'm trying to figure out like what you need to be doing moving forward right so like if you had another job that you were using to like get by then i would say that we need to like figure out what the schedule is there and like figure out you know what days you're working how many hours and then i could kind of figure out well we need to plug in a phone call session here or phone call session there or whatever but you don't have that problem so well i can tell you what's going on in june so only thing in june is so from the 17th to the 28th um from nine to 12 am i'm going to be running uh football camps basketball camps all that stuff for american fit kids and then depending on how that goes i am going to be getting a tutoring job also with kids you know i love kids i love to see them you know reach their level of potential by the time they're 18 so i'm am going to be getting a tutoring job and that's probably going to be from one to four every day but i'm other than that other than that i also have a baby on the way i know you said you had a baby baby on the way as well so august 28th nice yeah we're uh november 18th we're gonna find out it's a boy or girl monday oh i'm sorry if i brought that up and you haven't told anybody though i don't know no no no no no i've told everybody yeah we don't yeah we're cool yeah no we're good we don't know uh we don't know what it is yet we're gonna find out monday no i've been telling everybody it's cool no you don't know uh we're having a girl no congrats dude first baby first baby first baby that's why i'm just trying to go all in on this you know what i mean it's kind of wrong because you know i put it some savings away from from um my past career and you know and i'm also working with this big kids i'm going to be tutoring so yeah i do kind of want to get on the schedule of where you tell me okay this one supposed to be doing it this time this one supposed to be doing on this time just right now i know from 9 to 12 every day from 17 to 28th i'm gonna be doing that so i can make a schedule i can still make a schedule just i can make it around whatever you said how about that yeah now you can do it so um i think uh like the what i like to see and like what what you should do like like like you either need to be meet with people or prospecting you know what i mean right like one of the two like you and like you should have your time bought um moments where you're gonna do call sessions but then outside of that if you have moments of downtime if you have like a whole afternoon you don't have any like what i say is a three by three do three hours a day three days a week so three hours three days a week so from 9 to 12 that that's that's when i like to make my calls 9 to 12 9 in the morning till 12 right and then what i like to do is monday tuesday wednesday because the monday tuesday wednesday if uh and by the way just so everybody watching knows too um i'm gonna let you make calls for like maybe two or three weeks or something like that and i'm gonna bring you back on and let you make calls okay and see where you are with this and uh like i really want to track your progression and kind of like i want to be there bro whenever you get your first sale and your first listing and all that stuff because it's gonna happen so but like the monday tuesday wednesday is set up and designed to where if you got a show property on tuesday and you don't get to make your calls you can make that up on thursday or friday so it gives you so it gives you some pockets at later in the week that you can make up if you if you if there's just an appointment because like business happens life happens so it happens at the beginning of the week you can make up that call session but you want to at least at least get nine hours in a week okay three hours three days a week and i know you've been doing it every day and like here's the thing when you start when you start calling people and and using my scripts and really like connecting with people and building business you're gonna you're gonna start getting deals bro you're gonna start getting deals you're gonna start showing property you're gonna be too busy to make calls every single day you know saying you're gonna have you're gonna be busy doing things selling properties going to listing appointments meeting clients for lunch and stuff like that so that's why i like the three by three it's realistic now if you're if like you go monday tuesday wednesday and you don't have anything to propose your friday sure we're gonna make calls every day right we're gonna make calls every day but the three by three is mandatory right okay mandatory mandatory nine hours a week man that's that's minimal and then and then any other downtime we have boom we're gonna we're gonna get in there okay so then like another thing i want you to do my bad doesn't matter the time you call no yeah now you might you might run into like there may be times where you get better than pickups and stuff like that but i've never worried about that you know like i've always done nine to twelve and i do some calls around four o'clock too you know so like you'll have days where you don't have anything to do in the afternoon it's called okay i didn't call but one thing i want you to do is when you start connecting with some of these people and you're like you feel the opportunity is there i want you to see i want you to say hey uh like after they give you the email address so i was wondering um if you're not too busy next week i'd like to um maybe take you to lunch somewhere okay like like even if it's somebody that doesn't want to sell you know or like not gonna do anything for a couple years but you feel like it was a really cool conversation uh huh say look i don't know what you're doing next week but um if you have a chance i'd like to i'd like to buy you lunch and that way i could put a face with a name and hang out for a sec okay and um i said i said yeah i like i like i like this a lot this is not only like this is like i'm creating relationships with people and really understanding people and really talking to people just being genuine i really like that that's really dope i've never been never been told that in this industry you know i've always been told go for the deal what deal you got going on what listing you got going on you know stuff like that what's who's in your database this is about databases is about the people that you're you know talking to and how you're helping them so i i really like that message a lot that's yeah and see like the deals and the listings and all the stuff they're asking you about all that stuff is a byproduct bro but you put in the right you know what i mean right so it's a byproduct man so um and another thing bro don't worry about the results right don't worry about that i get a listing this week or did i close enough deals this month or am i going to hit my yearly goal like focus on your daily actions you know you have my three hours today and then i went and met a client for lunch and then i came back and i worked on you know i did an open house or something right and so i want you to start doing a couple open houses maybe like yeah maybe like maybe like one a week or one or two twice a month or something like just just do it just to see what happens and then what i want you to do is while you're there if it's kind of slow make like two or three follow-up calls to people that have been kind of thinking about doing something or just somebody in your phone that you had talked to in a while you know a couple calls while you're at the open house don't just sit there and do nothing just get you know it's kind of slow make some calls okay yeah yeah another thing another thing bro your facebook your your profile like your your personal profile how many friends do you have uh i think three thousand seven hundred and twelve yeah so um you think three thousand seven and twelve i think it's an exact number um so what i want you to do bro is kind of like scroll through there you can do this at the open house like scroll through there are your friends and like literally call them on your messenger okay yeah like call them like hit the little call button on the messenger and say hey what's up it's chancellor how you doing just checking on you see what you got going on right and then and then like if it becomes a natural conversation just say and like it's not a sales pitch like you literally call them up and just say hey what's going on checking on you and talk to you while whatever and then it's like if it comes up like i got it i just you know i got a real estate i didn't know is there anything i can help you with saying like you don't not saying like you want to sit on you want to buy who do you know you're just saying i got a real estate is there anything i can help you with right and so like you can start kind of like working on your sphere right there you know what i mean like i was trying to just actually calling them not just messaging them i would i would call because the voice of voice man the the conversation man like it makes the it makes the personalities fit like a puzzle piece right right now yeah that's definitely something i was looking at facebook too but i just i was like should i call them so let's do that yeah i think uh i think later on once you get some momentum going you got some sales going maybe we can talk about running some facebook ads and trying to like build your brand all social media you know what i mean yeah you gotta work on your voice of voice communication with property owners and just people in general you know and start to get comfortable talking about this stuff and trying to see what you can do to help them okay yeah another thing i wanted to say was that old script that you were using like is is there anybody out out there that you know that might sell or be moving you know and then like you let it go and then it's like you know let me ask you a question are you thinking about selling keep in mind bro that like that script is like hey mr homo you don't know me but will you help me and tell your house so i can get a commission and like if you can't do that then will you give me all your friends and families contact information so like who else do you know like you can't help me so out of the way stranger like show me somebody else you can help me i need to make some money here you know what i mean yeah yeah yeah that's how it comes across but see like you don't realize this since you're new and you just got thrown that script you're like okay here we go this is what you do you know what i mean so just be real careful about that because it's it's like they're thinking he you know he's just another agent trying to do a deal whereas if you flip that the way that i do it then it's like wait a minute this guy sounds totally different from all the other agents i'll like the way this sounds you know this sounds like an agent i could really get behind you know let's start start working with in the future right okay yeah yeah that that's dope so we need to do uh three by three three hours three days a week make phone calls and all all your downtime anytime you have make phone calls do an open house i think you should do some old expires on top of the circle prospecting and then start hitting up your spear on facebook or people that in your phone people in your phone just call them up and like it's not like uh it's not like uh you know like uh you're calling your family member and like now that you call them and try to high-pressure them into the fire selling something you know when they see you for Thanksgiving they're going to be like oh god here comes chance so you're gonna try to sell us something because you're calling them up and you're just having a casual conversation about how they're doing and you're just going to kind of flip it in there that you're in real estate and you know you just want to have something you can do to help and you can even go as far as to say when they say no and i didn't say say by the way do you have an agent i know we had never talked about this but do you like have somebody you work with because if not i'd love to work with you when you do decide to do something you know what i mean and kind of make that it make like establish that you want to be their agent in the future you know if they're not ready to do anything okay okay appreciate that yes here's another one dude if they do want to do something if you run into a prospect that says yes i'm ready to do something then same question like when that when you say hey is there anything in the world i could do for you to say yeah i've been thinking about selling lately and then you're the same question oh cool is there an agent that you're going to work with on that same thing dude because you're trying to establish where where the relationship between the agent like where are we at here like is it me and you or you got somebody else you know what's up yeah we did we did we did cover a lot you've helped me a lot you opened my mind up to just being a person again rather than you know being a business or just being like a soldier you know what i mean there's a lot of times you just get caught up in oh i gotta get this guy get this done it's when you relax that's why i appreciate about this message yeah for sure i think dude i'm i'm excited appreciate you me too yeah i'm excited so um anything else i can do for you right now or any other questions or anything uh no i think i've got it down i'm going to go i'm going to go on your website and um get all your scripts and stuff like that so i can practice that definitely read through 90 day action plan yeah yeah because that really breaks a lot of stuff down a lot of stuff then that's up on your website right now yeah okay i got you now that's good appreciate you for real so what i want you to do man is just like go down this road for a couple weeks and then always hit me up anytime anytime hit me up for sure but like oh and like in the next three weeks or so i want to do another live and have you on make a calls and that way we can see where you are now and then we can see where you where you are then and then i can even go deeper without you because i kind of see what you know like your tone how to call really going and we can take it to another level okay okay all right that sounds like a plan all right cool cool you good yeah i'm good i'm good i'm good i'm good i was i i do got some questions to ask you though i want to hear them this is more on family life do what this is more on family life rather than because family goes on real estate how do you balance working with family life to me seriously and like this goes along with you helping the kids and doing the tutor thing too it's all the same stuff right like when i wake up in the morning i wake up at 430 and i work for an hour because i send out my coaching email with my video new video for the day and then i go to six from six to seven i'm at the gym i ride my bike there to and from and then i come home i get ready i go to work by eight okay so like that gem time and all that is me time that's my time to like really focus like my phone's not ringing i have a moment like really focus then when i get to the office i meditate about my business like i have a 30 minute meeting with myself and to make a list on a notebook of what all is like the highest priority stuff going on right now and that could include going to tutor kids or going to the football camp or going to a listing appointment it's like whatever i have going on that day and whatever the most the highest priority stuff is it could be you know to go get something from a wife or it could be go to a doctor's appointment for the baby or you know what i mean and like that list consists of like everything in my life not just business you know what i mean it's so like i schedule out and i know like i know at the beginning of the day how my whole day is going to go you know what i mean so that's how i do it and then like in the afternoon i really try like after work then i really try to focus on family you know what i mean i try to you know unless i have something going on or like a podcast i'm doing or something or really need to get done yeah i try to i try to switch over to to the family thing now what you got to get really good at bro and this is really hard in the beginning is shutting your mind off of work when you're with your family okay yeah like you got to completely forget about all the work stuff i'll tell you a good way to do it when it when it gets down to like like you make your list in the morning and then you go through your whole day you're crushing it you're just dominating everything and then about three or four o'clock the day's getting away from like now the day like well i an hour or two away and then i was going to go by like that what you want to do is have another like five minute meeting with yourself and sit down with that list and try to pick out the one or two or three or four most important things that have to be done today about the end of the day so that you can rest assure and rest easy that you accomplished everything that you had to accomplish that day so like you know three or four o'clock runs rolls around you make those you know three or four priorities you knock those out and now when five o'clock comes and six o'clock comes you go home then you can go home feeling very confident that you there was nothing else there see that's where people get it wrong they they leave work and they think that there's something that they forgot like there's some thing they that were supposed to do they can't put their finger on it bothers them all night right in that and that messes up the family lifetime because your spouse or kids can they realize that you're not there mentally right not all there so that's what that's a good way to do it is to make those priorities in the day knock those out when you go home it's like you got no to worry about you're ready to get up and do it again tomorrow I appreciate that thank you that's well explained appreciate that as well explained anything else bro uh no i got the um nine hour a week um making my calls uh open houses um facebook just going down to people that live in San Diego or people that anybody people that live in San Diego on facebook you mean yeah because they have a local they have a they have a section in your friends when you go in your friends you go you can go to like local friends you go to friends that were in your college stuff like that so talking about with people that were that are local you know start out there and then if you ever get through that list which i'll back you on but if you ever do then you can venture out to all the other people you know because San Diego is a big place i think people from other areas moving there hey i'm gonna leave you with one more little tip bro leave it with one more little tip huh this one bro dude you need to do this you want to you want to call for sell by owners right yeah and help them sell their property for free say that again you're gonna call for sell by owners and you're gonna help them sell their property for free okay so check this out you call it for sell by owner and you you you say hey is the house so for sale cool tell me about it you get them talking you get feeling comfortable then you find out why they're selling write this down get them talking about the house step one step two is find out why they're selling mm-hmm now we have a real connection with them if you find if they're telling you all about why their house is the best house in the neighborhood and then they tell you why they're selling we got a connection right now we're gonna say after that long conversation because they're gonna tell you all about it after that we're gonna say we're gonna we're gonna purchase a couple different ways like we might have found them on zillo right we might have found them on zillo we might have found them on for sell by owner.com or whatever or might have just saw a sign in the yard but what we want to do is we want to say our is your house on mls right say is your house on mls because there's companies out there that will let for sell by owners put their houses on mls right okay so so we want to say are you on mls that's and then we're well answered if they say no we're gonna say well look now or sir what if i told you i wanted to help you sell this property for free no charge and then from there we'll and they're gonna say why would you do that no be unfrozen come on say what we're frozen yeah it was it was now a 30 minutes into this now you want to freeze up come on perfect time come on like like if they say why you want to help me sell for free just say hey why wouldn't i you know sell happy sell for free if you sell it based on me helping you for free you're gonna buy the next property from me yeah okay then you're gonna refer everybody in the world to me right right okay so that's one that's one scenario here's the scenario the much realistic scenario bro and that is you try to help them for free which i'll give you some more tips on how to do that but you try to help her for free and then they don't sell it they get tired of setting up showings and dealing with buyers and they throw the towel in and they want to hire a real estate agent to list it who are they going to list it with me they're going to list it with you bro because you try to help them for nothing right that's a realistic scenario because 87 percent of for sell by owners that sell end up listing with the real estate agent that's a big number that is you're the agent that approaches it differently than all the other agents in your market and you try to help her for free and they do end up listening with an agent later you're going to be the one to list it with if they sell it based on the information based on the advice you gave them they're going to buy their next property with you right right so you're golden either way right right and if they if they if they sell it based on the advice you gave them and then they leave the area they never call you back and they quit return your calls that's the same thing as a buyer you show property to that didn't call you back or or you know like people go ghost on agents all the time so it's a numbers game if you do that if you do what i'm saying across like 20 for sell by owners 40 for sell by owners i guarantee you bro then in the next 60 days you'll have listings and stand buyers under contract all stuff for sure for sure for sure for sure and so what you have to do is is once you once you help them for free then you have to call each week and say hey how's it going and you're getting showings what's the feedback what's going on right and so when you ask them why they're selling in the first place that's when they might open up about their trip they're gonna they're moving to this area you're there you can start you can start working with them to help them find their next property right yeah yeah so the way you help them the way that you help them for free is is you find out what company in San Diego lets sell by owners put it on mls for free and by the way dude people people don't need agents for exposure anymore the exposure is all out there on the internet they can get the same exposure we get for nothing nowadays without us what they need agents for is the work that goes in to sell the property that's what they're missing they don't they don't think that we work and so they try to sell them on their own and then they realize oh what like this is this is crazy like all the showings and then negotiating a contract and then like title companies inspections lenders like the whole nine yards man most people just cannot it's the same thing as like getting a roof of the roof and house like you have to have somebody a professional you know like you're not going to go to court without a lawyer like somebody for growing an agent is somebody who's representing you and your best interest who does it every day right that's what they're hiring you for not the exposure anymore because of the internet so go ahead and give them the exposure and let them know how many when you are and then we're going to end up loving you forever you're going to get a lot more clients out of so the way do you have them for free is you make sure that it's on mls and then you help them with the pictures you want to make sure they have professional pictures okay and then you want to help them make sure the remarks are good the remarks that uh and then you want to help them on their price look at the comps try to help them figure out if it's overpriced and and say look i'm i'm i have nothing to gain here by telling you that your house is overpriced i'm helping you for free so believe me i'm telling you what it really is here's the comps here's what it's worth this is what it should be priced at and really like go over the top to give them everything don't hold back anything give them everything and do that with like 20 to 40 percent by owners over the next couple weeks and then call the ones you connect with call them back once a week until that property sells they list it with you or or whatever they take it off the market or whatever and see where those relationships go to okay all right that's that's good yeah do all that favorite one for you right now is the for self-owner for free thing okay you definitely get on that that's that's that's mandatory all right sounds good and that'll get you in front of people that are really selling man you know what i'm saying and then you'll get the blood pumping right real estate agent yeah that's what i need the blood pumping cool dude yeah well thank you so much man for sure bro definitely got things to work on now i really appreciate you actually helping me out you know what i mean this is what i need instead of walking in somewhere not knowing anything or not knowing what you know what i mean is anybody else like helping you try to try to train you or mentor you uh yeah well there's a there's a guy my friend William Brown he's what got me into um doing real estate because he's been in real estate while i was playing football and so he's been helping me out just telling me to open houses and he's the one that says stay consistent all your calls it's not about he's pretty much the same message as you but i just you you got more detail into it you know what i mean so that's why i wanted to come to you because like you the way you just explained it to me as you're trying to help somebody is that's exactly what i needed to do like what i needed because i'm like a i'm that type of person i'm not just make the calls and if something's gonna work out like no that's not you explain stuff to me but yeah my friend William Brown helps me he's gonna he helps me with all the other stuff too like the paperwork how to go through a sale how to you know you know the little intricate things yeah that's the way i was talking about you need somebody to help you with the contracts and stuff like that for sure yeah yeah i have somebody that does that for me or that does it but i'm excited bro i can't wait to see bro i appreciate it man that's gonna be awesome man i'm definitely gonna keep you around because you're gonna help me so just reach out anytime and definitely keep me updated like let me know milestones when you have a good conversation or like a light bulb goes off and like you just you've got you got this client who said they're always going to use you because they love how you talk to them and stuff just any little aha moments man message me on instagram just let me know so i can kind of keep up with where you're at and then like i said man the next like two three four weeks i'm gonna get you back on to make some live calls and see where you're at okay sounds good i appreciate you so much yeah man