 okay what was that I'm back man so what was he saying how many calls do you make how many calls do you make when you do a call session okay okay cool so we're gonna role play okay so we're going to role play real quick okay I'm an owner you're calling me ring ring ring I'm doing good I got you I got you pretty basic pretty standard probably the same thing all the other agents are saying you think yeah same thing all the other agents are saying okay so here's the thing your intentions when you make those calls are great because you you're a great realtor you care about them you you want the best form you're gonna do anything you can to help them right okay so but the way you're communicating it doesn't sound like that it's that you sound like every other realtor you sound like you just trying to get a listing see what I'm saying and so what you have to do is line up how you actually feel and who you actually are as a person with how you're communicating to sellers or owners who could buy or sell right that's the skill I used to do a hundred a day that was with no dialer had to dial all the numbers by the time dollars came around I didn't really make too many calls I was already you know selling so much property from all the calls I made earlier in my career I made over a hundred thousand calls voice to voice contact man is the reason why technology is never gonna replace real estate agents there has to be voice to voice contact I used to yeah I don't I don't hardly make calls anymore I don't have time I'm too busy closing deals see I built my database so big of people that will call me when they get ready now people are just calling me left and right you know and I'm just constantly closing deals you know and getting referrals and showing property and meeting with clients you know it's just I don't have that much I don't really have a lot of time to make calls anymore you know because I'm so busy selling stuff you know so that that's where you want to be see there's different stages of a real estate career you know you're in your build you're in your building stage so when you're in your building stage of building your database of property owners who know you like you trust you you have to just make a hundred thousand calls or whatever you know make make calls till you're so busy you don't have time to make calls you know if you have if you if you have a spare moment then you need to be making calls if you're so busy you can't make calls and that's a good thing you know but the problem most people have is they confuse being busy with what actually makes money to me when I say being busy I'm talking about showing property writing contracts negotiating deals seeing how much properties are worth following up with people who want to buy and sell you know that's that's money what say again I never really could make calls seven days a week because once you make calls for like two or three days straight you're really really kind of busy for a second handling all those people that you called it want to buy and sell stuff if you approach it right see you're not busy because you're not you don't have the right phone script you're not approaching people like they're humans you're approaching them like they're a number you see what I'm saying and your your intentions are good your intentions are good but your intentions don't line up with how you're communicating with people so you're not getting the results you need see when you when you quit worrying about the deal and you start trying to actually see how you can really help people that's when everything changes for you and business will just start flowing you have to take the leap of faith from high pressure to low pressure and what I like to tell people to do is to go go 5050 you know keep doing what you're doing on half of your calls and be high pressure and ask them if they want to sell and all that stuff and on the other half the calls do it my way do it low pressure you know and after about two weeks of that you're going to switch all the way over to low pressure because you're going to start getting deals from it because people are going to start recognizing you as a person not a salesman they don't want to deal with a salesperson they want to deal with a real human somebody that can relate to them somebody who wants to help them somebody who wants to listen not somebody who's just trying to get another deal that the realtors that we just want deals are a dime a dozen there's one on every corner the realtor that actually cares about their clients I mean everybody cares but the one that actually communicates that they care correctly and shows the client that they care the right way those are rare you're not going after the listing you're not going after the appointment you're going after that relationship you're going after that email address you're going after longevity build your database that this is how you become number one in your area in five years you know keep doing it the way you're doing it you're going to keep making whatever you made you're probably just going to continue kind of plateau out at some point and just kind of you'll never really hit the big time where you double your income and triple your income because of this mindset I'm telling you it's not smoking mirrors dude I'm trying I'm actually trying to help you right now I actually want you to succeed big time so just take a little bit of what I told you mix it up with what you already got going on test stuff out try new things and make something happen figures figure it out no you're gonna lose some of them you can't win them all dude well at some point it has to be out about quantity at some point you got to put a lot of deals together you know you can't you can't milk every single client you can't call every single client you have to let the process do it staying and filter out the people who like your style my style is quantity and if I get somebody in front of me then they're number one I'm gonna spend all my time with the people that are in front of me you know that are buying stuff and selling stuff I'm showing property they get a hundred percent of me when I'm in front of them but outside of that I can't call all my clients back and see how they're doing I'm too busy so I have to let this email do it do the thing I have to let this email be the thing that keeps us connected why would I do that why would I do that more power to them dude I'm trying to build a dynasty I don't care what other people do I'm not taking three weeks off I might take a week off maybe but I have a really good assistant and my dad's in real estate too and so I can give whatever I can handle whatever I need to from wherever I'm fixing to be traveling around I'm fixing to be traveling around speaking I'm fixing to be traveling around speaking all over the country over the next this year and next year and the year after I'm gonna be all over the place and business the business is gonna run just fine without me 20 years old 36 went Monday I went to the Alabama Remax Awards banquet in Birmingham number freaking one in the state dude number one in the state transactions and volume that's it that's it from nine to 12 because that's one of my mind is the sharpest that's one of my minds the sharpest you know in the morning after lunch your mind starts to get fatigued a little yeah you want to be the sharpest you can when you make your calls no doubt man be good you won't do anything really no I taught him he wasn't I was like you're not gonna do it I already know this I really don't care if people do or not right now I really don't I'm getting about one sign up a day right now one or two okay so we have to make this thing where it's the due diligence starts today not the way they wrote it up and how they did it can you just email her back and say okay and just ask her how she wants us to yeah because they countered a dendym A which we would sign and then we countered our dendym they should have just signed it and then accept it but they came back in and put another counter you know to me like here they should have just they're doing it they did it backwards confirm be shown Saturday 11