 It's such a better way, you know, like it's just such a better way when people actually answer your phone call because they know You're not fixing to try to sell them You know and they feel they feel like they can freely talk to you about What their real goals are because they know you're not fixing to do something that only? You have ulterior motives that you just want to do a deal and they know that they can talk to you real talk You know when you build a reputation around being that guy Now everybody wants to do business with you Day night, I'm in my studio me and my wife Carlin. We painted the wall here gray so We're trying to do some extra stuff here in the studio, but I just missed a call From one of my coaching students So I'm gonna reach back out to him And see what see what he's got on his mind on a Sunday night JJ what's up? It's Ricky Karuth. I think I missed a call from you. I know I missed a call from me nine minutes ago Give me a ring. I'm here. I'm just chilling Just call me on my cell phone talk to you soon Okay, so he didn't answer but I'm sure he'll call me back in a minute But it is Sunday night. I'm I just wanted to say to you guys real quick Here we go JJ not much man. What's happening? Yeah, see see see they're gonna see here's the thing. They're gonna tell you when they're ready You know I'm saying Like it's your job just to be there and to keep the line of communication open See if the line of communications open then you're good They're gonna tell you when they're ready to do something and they'll more than likely use you But see when you go for that high pressure close the deal approach That's when people quit returning your calls and start ignoring your phone calls and don't return emails. See what I'm saying? Yeah, you have to keep the line of communication open. You got a pre-qualifying that there wasn't another agent already in their mind So if there wasn't another agent they're talking about doing a deal They're keeping the line of community. They're answering your phone calls. They're answering your emails. They're calling you They're asking you what's up what they should do da da da da da. That's where you want to be because look man This is not the first. This is not the one and only deal you're gonna do with these people See what I'm saying this you are with more people Then the more deals you're gonna do and then the bigger you're gonna be in two years You know like like I know it's a mindset change, but it's such a Opportunity man, you know like it's such a better way You know like it's just such a better way when people actually answer your phone call because they know you're not fixing to try to sell them You know and they feel they feel like they can freely talk to you about What their real goals are because they know you're not fixing to do something that only you have Alteria motives that you just want to do a deal and they know that they can talk to you real talk You know when you build a reputation around being that guy Now everybody wants to do business with you You know like when you do that, they're gonna be more than Willing and more than comfortable with referring somewhat one of their friends or family members to you because they know that you're gonna treat On really good. You're gonna look out for them and not yourself. I mean, it's just the bottom line, dude Like I know that it's crazy because you don't go in to close a deal but The name of the game is you need thousands of clients They're definitely not gonna do the deal with the guy that's just trying to do the deal and here's the thing though JJ You might lose some deals to those high-pressure guys here and there, right? I'd lose some deals, but see Losing deals is the name of the game. We're going to lose deal losing deals is what real estate is all about is being able to like You know whether that and just not let it get to you and just keep moving forward You know, let's see. Here's the thing If you're a high-pressure salesman, you're gonna lose deals To guys like me, right? And if you're like me, I'm gonna lose deals to high-pressure salesman guys, right? So we're all gonna lose deals. Okay, but out of the two who is gonna retain more clients Who's gonna have more respect out of their clients? Who's gonna get more referrals? Who's gonna be see what I'm saying? I'm not even when you pack up your bag. How do you want to be remembered right this second? How do you want people to look at you? You know watching you morph into? Yeah, man So, yeah, you're on you're on the right track with those people like most of the most of the agents that call me with questions They answer their own but they already know the answer. You know, they just want to hear me say it, you know So cool, man. We'll have a good night. I appreciate you keep grinding. Let me know how this deal turns out a very new Member of the coaching program. He's probably I Want to say one to two months in the program and it's just a prime example of an agent who Was trained to handle objections go for the clothes go for the listing go for the appointment and He joined the program and it's opened his eyes to that number one There's another way. There's a different way other than just trying to jam a sell-down people's throats and on top of that it actually works short and long-term and That it's all about building a reputation around being low-pressure hard-working dependable professional knowledgeable and That's just what ZTD is all about. It's why I'm doing this The reason I'm doing these videos the reason I'm doing the social media and the reason I'm being so consistent with posting videos and Content every single day is to show you guys how consistent I am and how consistent you have to be And you guys are gonna look back You know Two three four five ten years from now You're gonna look back and say he's still posting stuff every single day and he's still selling properties every single day He's still doing the same thing over and over and over again making it happen So that's the message for tonight be consistent Have the right mindset in mind and the right purpose Build your reputation the right way with people keep the line of communication open with with your prospects Without that. There's no deal So you guys have a good rest of the night. I'm gonna go here and catch some dinner I cooked some chicken Karla went to her mom's so I made some stuffed chicken. She has no idea so I'm looking forward to surprising her with that and We'll talk to you guys soon