 What's up everybody? Welcome to the zero-to-diamond podcast. I'm your host Ricky Karrouf I'm on a mission to help reduce the failure rate in the real estate industry by helping you master your skills on the phone Copy your fears and changing your mindset Let's get into the show Tell me what's going on and what helped you at work. Watch our videos all the way over here. Uh-huh. Do you see the days? I don't know which one today. The magic questions. Oh, yeah, I saw that one. I don't know. I'm just making excuses for myself. Uh-huh. That's what we're all doing. Yeah. I just need to see it in action. I know it's been on a maintenance blog. I'm trying to get my money back. What do you do all day long? I don't know if maybe there was somebody in there. I don't make calls. Well, I mean what do you do? Yeah, I get online and start messing around with marketing stuff. Okay, okay. I think I'm working it or not. Right. What you're doing is... I'm afraid to pick up the phone and call people. I do it every once in a while. I'll call 60 people at a time. Yeah. And a lot of times I'll get some results. Then I can follow up. Right. Okay. Like you say, I think I'm missing the systems afterwards. You know, like your weekly email. I haven't seen that yet. But I feel like I can make all these calls and get some new things going. You haven't seen the weekly email? Like you haven't seen it? It's in the course. I just... I mean, it's all right there. Like if you log into the website, and then you go to the course, you go back to the course there, all the course stuff's here. Like here's Ricky's weekly email, right? I've never even logged into that. Yeah, you just click here. Here's Ricky's weekly email, and then here is an example of my weekly email there. You just click there and boom, there's an example. Where do you get the content? I make it. These here link to my website. Mm-hmm. Different condos for sale. Mm-hmm. And stuff, closings. You know, I wrote this. You know what I'm saying? Like there's a video on here. Like here's a video tutorial on me creating the email. You know what I mean? I mean, like, I made this course. I'm still adding stuff to it, but I mean, I got why it's free, tools, number one, sort of prospecting, watching me make calls, social media, find the numbers, have a call with me, jumpstart program, bonus videos and coaching calls, future training sessions, all the resources. I'm going to add a listening presentation, and I'll add stuff to it as I go here. This week I'm doing lead conversion, so I'll add that one on here somewhere. But I mean, it doesn't matter what's on the email. I can just say, hey, how are you doing? Here's a link to the new listings in the area. Call me if you need something. Have a good day. It's just the fact that they're getting something from you. It doesn't have to be this amazing email. I've been doing mine for 11 years. I have a lot of practice. It started out very simple. But it's just that they get something. They see your name. So, I mean, I get emails from my lenders. A lot of times I just delete them. That's fine. So you don't think they're doing the same thing? Obviously it must be working, right? Do you get an open rate? Here's my real estate constant contact account. Last week it was 26%. It goes out to 13,000 people. So that's 3,000 people opening up every week. 25%. 26, 24. That was an email just to a specific few people. But it's consistently 25%. 25, 24 every week. 3,000 people are opening it. Now sell 100 properties a year. This is how you can stay relevant with 10,000 people with just spending an hour every week. And then you don't have to worry about everything. You don't have to stress. Try to remember who they are when you call them. I don't even know who these people are. They call me and they want to do stuff. I'm making your email. And then I do the deal. That's the whole piece that I'm missing. And the fact that you're calling and you're not trying to land the appointment or the deal right there on the first phone call. You just want to make friends. Because they know when they want to buy or sell. It's not your job to teach them or to try to talk them into buying or selling. It's your job to just see if they have a relationship already. And then if not let's do that. Let me be your agent. What's your email address? It's exactly how I sell when I'm showing. I'll tell you. I can't talk you into buying something. You're going to walk into it and like it or you're not. Here's the thing too. Don't say that. Because that sounds really salesy. Don't say it. Just know it. You know what I'm saying? Their mom's not going to tell them that. If their mom's trying to sell them something. Their mom's not going to say I can't talk you into it. You're going to do it when you want to. I just want to be here when you do it. Your mom's not going to say that. Your brother's not going to tell you that. They're just going to say hey what are you saying? Cool. I'm going to lay back. No pressure. Not even for the future. I know you're going to do it when you want to. I'm going to be your guy. That's even salesy. That's even too much. Literally be their brother. Or their dad. Or their mom. Or their cousin. You know what I'm saying? They're going to do it when they want to do it. If they have a relationship with somebody you're probably not their guy. But if they don't have a relationship with somebody then chances are you could be their guy. If you show them that you care. You know what I mean? Another thing that I picked up on was you can learn from losing deals and I just I sit on site at a condo like one of these and there's about 250 units in there and I've been mailing to them and sitting in the lobby six days a week and I'm missing some of those listings and it kills me. The most recent one was they didn't follow me. I set up a Facebook page just for that resort and they've been liking my posts and I thought okay when this guy wants to sell I want to get it. Why would you get it? Have you ever talked to him before? Never talked to him before. How are you going to get something from somebody that you've never talked to before bro? But it's like you learn from that and so now you know it's voice to voice. It's not just Facebook. Throw Facebook away. You know what I'm saying? Throw it in the garbage for a while and start getting good at communicating voice to voice and connecting personalities you know what I mean? Learning how to really connect with people voice to voice and then once you get that going good you can add the Facebook in on top of that. You know what I'm saying? You're trying to do Facebook and then the voice to voice into that. You need to do voice to voice and then add Facebook into the voice to voice. Trying not to have to do anything. And then how is that going to get the job done by not doing anything? You know what I mean? I'm trying to do the marketing to get them to call me when they don't really know anything. Never works. That's what agents do that never sell anything. That's what agents do that get out of the business. That's what agents do that hopefully get to 100,000 a year but never really go any higher. You know? My other pitfall is I mean I've been selling since 1997. I've sold an average of about 50 properties a year. And follow up with my past clients. It's been disastrous. I'd be rich if I would stay in contact with them. What do you mean? What's disastrous about it? Why don't you just start calling them right now? Well I've started. I mean I'm just saying why don't you start calling them right now? That's what I'm going to do. Okay. Yeah. And then I need to get them on your week. Exactly. That's all I need to do and I think it's going to change my whole world. And what you're doing in my eyes is you're taking somebody that you don't know and you're turning them into like a past client. Exactly. You're putting them in your past client pool. Yeah, exactly. If they're not interested right now then now they're a past client in my mind. Yeah. If they want to do something then okay let's look into that. Let's see what's up. How can we help them? Is there a deal to be had? Are they serious? I don't want to. Yeah, no doubt. I've got 11 o'clock. I'm going to do a Q&A. You can sit here for that.