 How do the conversations go with those five people that you have to call every day so that it doesn't sound like you're selling someone? He wants to know how to have the conversations without feeling like sound like you're trying to sell them, right? How do you how do you how do you start out? How do you begin a relationship? How do you create a great first impression with someone, right? Listen, no listen listen the number one Objective for a real estate agent right the number one objective, okay? Your number one goal every day when you're talking to prospects is not to set an appointment to get a listing close a deal Do any of that stuff the number one objective is is just to make them feel comfortable with you Right to make them feel comfortable with you So let me take you through the process once you understand that it's not to set an appointment But there's not gonna be an appointment if they don't feel comfortable with you So that's got to be number one and then the appointments somewhere down the line, right? Too many people are going after appointments when obviously it's a very uncomfortable situation. They're just going for it No connect first then convert Right, so the only way to be to make them feel comfortable with you is to be comfortable with them That's the only way you're gonna be they're gonna be comfortable with you is if you're comfortable that's step number one to to to have enough conversation and not coming off salesy and Creating a great first impression and building a relationship that could last that's step number one is to make them feel comfortable with you And that happens in the first 2.7 seconds based on your tone You know like when when you when you're cold calling calling anybody warm calling cold calling I've got calling cold calls bad word when you're calling people and They answer the phone and they hear you your voice, you know, hey They should be thinking who is this not who the heck is this? But who is this? It sounds like I know them Right That's the feeling they need to get like is this my brother calling me all the same way, right? Like you got to get your tone down you got to get your tone down, right? Then we can start talking about scripting until you get this part down It doesn't matter what you say nothing's gonna work. You know what I mean? Now we'll talk about the scripts from but go back and watch the video get this part down first Then it's like hey, Mr. Johnson. Hey, Mr. Johnson. It's so and so with whatever reality. How you doing today? Oh Don't say how you doing today Don't say that's the guru say don't say how are you doing? Oh, I can't I can't ask people how they're doing now That's like a that's like a cardinal role. I'm never supposed to do that in sales It works great for me, right? You know why because I asked my mother how she's doing And I'm gonna ask I'm gonna talk to my prospects like I do my family because they're an extended part of my family Right think about them like they're an extended part of your family. Cool. I'm enjoying the days of gorgeous Listen, I don't want to take it too much every time but a house right around the corner from you Just sold didn't know if there's anything in the world I could do for you not Mr. Seller you don't know me and I don't know you but you will you sell your house so I can make some money? Because that's what all the mainstream scripts make you sound like if you're using mainstream scripts Mainstream coaching programs that say have you thought about selling would you sell if that about moving it's garbage