 How do you do about turning that appointment from, you know, this may for my buyer to, hey, let me help you out and let me list your home. Okay. So here's the entire for sale bounder game, man. This is it right here. Okay. James. Yes, sir. Ricky Carruth. What's up, man? Ricky. How are you? Good. How about you, buddy? You doing good? Nice. Nice. What's your question? Go. Yeah. Yeah. Okay. Yeah. But I want to know when you get in there, man, you can set up a bunch of those, but when you get in there, how do you do about turning that appointment from, you know, this may or not, this may or may not be good for my buyer to, hey, let me help you out and let me list your home. Okay. So here's the entire for sale bounder game, man. This is it right here. Okay. When you go to the home, setting the appointment is easy, right? They want to show the property to anybody. So that's like the easy parts getting in the door. Okay. This is where you go wrong. You're trying to figure out how to get the listing. And only thing that's on your mind is how do I get the listing? How do I turn this into a listing? How do I convert this person into a listing, right? Right. And so I think that your philosophy should change and it should be not focus on how to convert, but more how to connect, right? Okay. And so what you have to do is, is let them show you the home. Let them tell you all about how incredible it is and how it's the best property in the neighborhood and all the upgrades they did and why they think it's so special. And you're going to agree with all of that. You're going to say, man, this is amazing. All this and all that. And when they get through showing you the house, you're going to say, let me ask you something. I don't even know if, if I lived here, I would never sell this place. Why are you selling this house? Right? Okay. Cause that's the question you want to ask is, is why? Okay. Because you got to figure out what their motive is behind why they're thinking about doing this. Okay. Okay. And so if you can, if you can really go deep with why and show them that you really care about why they're doing this and really focus on that, whatever that is. They got a new job. Their daughter just graduated from college. They just had a baby. You know, they're relocating. Whatever the case may be, you want to focus on that because that's really the goal now, not selling the house. See what I'm saying? Yeah. Okay. So if you can focus on now, here's the thing. They don't want to use an agent. They've already put it out there for sell by owner. They're not really interested in listing it. They want to try to sell it on their own first. But the statistics are that 87% of for sell by owners do list their property with an agent. And so what you got to do is you got to, you got to focus on why they're selling. Okay. Get through that. Really connect with them somewhere in there. I don't know where, because it's different every time, but you're going to really show them that you care about that. Okay. And then you're going to bust them with the question of, hey, look, you know, is there an, if you guys were to list this property with an agent, is there an agent that you would work with that you already have in mind for this? And this is after you've made the connection and after you have a little bit, and you're really filling it. You know what I'm saying? Yeah. Yeah. Okay. Okay. So, so then it's like, is there an agent because their mom might be an agent. Their, their brother, their best friend from high school might be an agent. And if you don't ask that question, then here you are barking up a tree that you're never going to get to. Right. Exactly. Yeah. And so, and so you make sure the doors open. No, we don't have an agent that we would work with. We're not planning on listening anyway, but we don't have an agent. That's fine. I'm not trying to list. I'm just saying, if you were to list it, is there an agent that you, you know, that you have in mind? Do you have a relationship with an agent? Do you, do you know an agent? You know what I'm saying? Yeah. And so, yeah. And so then you're going to continue down that path, continue connecting, continue going deep, find out more about their why, try to figure out how you can actually help them. Right. How you, how you can actually help them may not have nothing to do with you selling their home or listening to their home. Right. You may be the guy that gives them the comps to tell them where they need to be priced and then they sell it on their own and, and because you helped them do that and you didn't get paid. Now they got to buy something. They're going to go through you to buy it. And so like it's about connecting with them to see how you can help them best. Helping them best might not be listening to home. It might be letting them sell it on their own, make more money and then, and then you represent them buying something on the flip side. If you're that agent, they're having trouble selling their home. Now they've decided they're going to list it. Who are they going to list it with? See what I'm saying? Yeah. And so your job at that point is, is to call them every single week and say, Hey, what's going on? How's the showings? What's the feedback? You know, blah, blah. You know it? And, and you know, and then you call them every single week, check in with them, see how they're doing, see if they need anything, anything you can do for them until they either sell it on their own, list it with you or take it off the market. Right? There's going to be one of those three things happening. They're either going to just leave it on the market forever, sell it their self, take it off the market or list it with you or list it with another agent. Right? They're going to list it with somebody, but not 87% of people list. So that's the entire for sell by owner game, bro. Yeah. Because, yeah. Because think about it, dude, if you, if you connect with them, think about like, if, if like you didn't go after the deal and sound like every other agent, if you actually show them that you care, didn't really care if you listed it or not, by not going after the listing gives you the best chance to actually get the listing.