 What's up everybody? Ricky Karuth here. Welcome back to my channel. So today I want to go through my four-question sales script. Okay, with everything crazy going on in the world right now, I want to give you this script so you can get out there and feel comfortable about approaching prospects and our intentions to actually help them. And this will help you build your business and take yourselves to a completely different level. I also want to link a video below. It's my actual earnings as a real estate agent. This is something I did about a year ago. However, it really breaks down my numbers, okay, and gives you a little bit of credibility for myself that I know exactly what I'm talking about, that I've been there, that I've done that. Everything that I'm teaching you in all my videos is through trial and error. It's things I wish I would have known when I started sales or even 10 years into sales. I've been through anything you can imagine. It's been an incredible journey and a complete roller coaster. Imagine this. Imagine getting into sales at 20 years old, making a million dollars a lot of time. You're 23, okay, and then getting kicked back down to the bottom, okay, losing everything, going back to roofing houses, sleeping in my car, going bankrupt, and getting a job on an oil rig. Okay, only to read a hundred books and get back in the business because I realized exactly what I did wrong from day one. What I did wrong from day one was I was focused on the deals. I was focused on the money, the closings, trying to get people to do deals. I was not focused on the actual person, okay, the human being, okay, who needed help through the process. I was not concerned with trying to create relationships short and long term. I wasn't concerned with trying to make a good impression so that we can get tons of referrals later. Okay, I wasn't concerned with any of this and this is literally why I lost everything and my biggest mistake as a young salesman. So as I got back in the business and I worked my way back up to the top, okay, I had to start focusing on relationships. I had to build my foundation on people, not deals and money, okay, and there within I built a strong, okay, a super strong database full of people who know me, like me, and trust me at the highest level and will be loyal for the rest of their life and send me all the referrals in the world that they can possibly send me. This is the kind of business that I have. This is the kind of business that you want and this is the kind of business that I want to teach you to build. So through trial and error, okay, of making over 100,000 cold calls, okay, I made over 100,000 cold calls in my career. I haven't made a cold call in the last four years, but up to that point I made 100,000 to build my business, to get it where I wanted it to be. And through all the trial and error of going through that process, I developed this four question cell script. And if you haven't seen it already, I'll link another video below. It's everything that I learned from making those 100,000 calls. It's an incredible video. You're going to get a lot of value out of that one as well. So I have two videos linked below. It's my actual earnings as a real estate agent and everything I learned from making 100,000 cold calls. Now let's get into this four question cell script, okay. Question number one is, how are you doing? Okay, this is the magic question. This is the most basic. This is so simple. Okay, it's right there in front of you. It's a question everybody knows. Okay, but nobody really knows how to use it and how important it is in the conversation. Okay, so here's how the conversation should start. Hey, Mr. Johnson, you know, you try to figure out who we're talking to. Make sure we're talking to the right person. Okay, Mr. Johnson. Hey, Mr. Johnson, it's Ricky Krooth down here at EXP Realty. How you doing today? Okay, there it is right there. Okay, every question that we ask, we're going to stop, allow them to respond. Okay, pause, give them a moment, let them respond and listen. You need to use the 80-20 rule when you're talking to prospects. Okay, when you're on a sales call. Okay, 80-20. You should talk 20% of the time and listen 80% of the time or let them talk 80% of the time. Most salespeople, a lot of salespeople, they talk 80% of the time of the conversation, right, and allow the prospect to only talk 20% of the time. Okay, this is an imbalance and a very bad one. Okay, and a lot of salespeople talk theirself out of the deal. Okay, you don't want to do that. You want to talk less and listen more. And let me break it down even further. Out of the 20% that you're talking, 80% of that should be of you asking questions. Okay, so most of the time that you're talking should be you asking questions, looking for a response. Not you rambling on. Not you telling all this and all that. Okay, we need to be asking questions and letting them respond and listening. Okay, and that's going to prompt our next question. So our second question of the four is going to be kind of outlive. Okay, it's going to kind of be spur of the moment. All right, what I like my go-to here is after I ask them how they're doing and then they tell me, I say, oh good, me too. I'm just enjoying the day. Isn't it gorgeous? Okay, so most of the time when you say how you doing, they're going to say good. If they say not good, we're going to say, oh man, I hate to hear that and we're going to go straight to the third question. Okay, but as far as the second question is concerned, my go-to is I'm enjoying the day. Isn't it gorgeous? Right, me too. I'm doing good too. I'm just enjoying the day. Isn't it gorgeous outside? So I'm talking about the weather. Okay, and everyone can relate to the weather. A lot of times I get into these conversations and this part of the call ends up lasting several minutes because we start talking about the weather. Okay, they want to know about the weather. They talk about the weather. They predict the weather, you know, so on and so forth, but it doesn't have to be about the weather. Let's make that clear. The second question does not have to be about the weather. Okay, a lot of people get stumped right here. They say, oh Ricky, the weather part of the call feels so unnatural. Okay, and I just can't seem to get myself to do it, but this question, the second question is one of the most important questions because why we're not diving right into a sales question. We're not diving right into the meat of the sales part of this call. Okay, we're giving them a second to kind of ease into it and it breaks the tension. Okay, a lot of people want to skip over this part because they feel like there's tension. They feel like, you know, the prospect doesn't want to be on the call and so they go right to the sales part because they feel like that small talk is really gonna, you know, make them even more annoyed that we're calling them, which is completely false. Right, if your prospect is feeling tense, if your prospect is feeling annoyed, this is the moment that we use a second question to break that tension. It's so important and you really need to try and be confident. It's not really what you say, it's how you say it and how confident you are and what your intentions really are. So this second question could be anything. It could be, are you getting ready for Christmas? You know, how was your New Year's? How was your Thanksgiving? Okay, it could be something to do with holidays. It could be something to do with something going on in the world. As the pandemic was happening, I was saying, hey, it's crazy out there. How are you guys doing through this? Okay, the way I like to structure the second question is I'm gonna say a statement, a very short statement followed by a very short question. Okay, man, it's been crazy out there. How are you guys doing through this? Okay, I'm enjoying the day. Isn't it gorgeous? A statement and then a question all extremely short. Boom, boom, boom, boom. Okay, short questions, pause, wait for reaction, listen. The second question is so important, okay, to stick it in there because it makes it a real conversation. A conversation is two people who are going back and forth. Ask a question, get a response, ask a question, get a response. That's a conversation back and forth. It doesn't need to be a one-sided conversation. We don't need to go straight into the sales part of the call because this is what's going to open them up and allow them to begin the trusting process of feeling comfortable. Our number one goal with sales calls, number one above everything, even above making the sale and everything else is to make them feel comfortable with us. If they don't feel comfortable with us, there's not going to be any more to the call. There's not going to be any more, you know, parts of the call, we're not going to get to the sale, we're not going to get to the questions, nothing. If they don't feel comfortable with us within those first couple seconds, okay, and then continue to feel comfortable with us through the conversation, we're done right there. The third question, okay, the third question is the magic question. Okay, this is the one that really brings it and it ties everything together. Here it is. What in the world can I do for you? Okay, it's not about what they can do for me. It's not about them doing a transaction so that I can make a commission. It's about what can I do for you? I don't even care if you want to do a sale or not. I don't even care if you want to take action or move forward. I just want to know what I can do for you. I don't care what I can't do for you. I don't care if you don't want to do a sale. I don't care if you don't want to do this or don't want to do that. I want to know what I can do to help you. Not what I can't do. So this is how I lead into the question of what in the world can I do for you? Okay, as soon as we're done with that second question, the answer to the second question, let's just say for example you say, yeah I'm doing good too. I'm enjoying the day. Isn't it gorgeous? You know, or I could say, yeah I'm doing good too. It's raining cats and dogs out there. You're staying dry or it's nasty out there. You're staying dry. Whatever the case may be, it's something that rolls off your tongue. You may tweak what that second question is through your call session. You may get through 20 calls and then switch that second question up and then the next 20 calls have much better results because you found something that was more comfortable or that was working better as far as how how you are you know presenting it, right? So think about that as you as you're going through your call sessions. You can tweak your call sessions and in your script as you go along. But let's say I go with you know I'm doing good too. I'm enjoying the day. Isn't it gorgeous outside? And they say yeah it is doing doing really good outside. What can I do for you? You say I got you. Well look I don't want to take up too much of your time today but then give the reason for your call in terms of what you're calling about. If it's real estate you're talking about hey a house around the corner just sold. Or I just listed a house around the corner, right? If you're selling cell phones or something like that you say oh we have this really good deal on cell phones today, okay? I didn't know if there's anything in the world I could do for you. Okay so let me repeat let me go right through it. As a real estate agent okay I'm gonna say I got you. Well look I don't want to take up too much of your time today but a house around the corner just sold from you and I didn't know if there's anything in the world I could do for you today. Bam again Paul's listen Paul's give them a chance to respond see what they say and listen listen to the response listen to the tone of their voice listen to speed of their voice. Okay you can read a lot into much higher than what they're saying if you really listen okay the speed the hesitation the tone everything matters. So this question what in the world can I do for you is the magic question. Okay this can be used across any platform. You can use this through digital you can use this through email you can use this you know through direct mail you can use this you know voice to voice. This is the magic question because we really want to put intentions behind our voice in our tone when we're asking this question because this is the one that's gonna hopefully help them realize that we are here for them not us. We're not asking them if they want to buy something we're not asking them if I want to sell something. Okay we're not trying to get them to do anything we just want to know what we could do to help and this is what's gonna take your business to another level. And the fourth question the fourth question of this four question script is okay would it be alright if I stayed in touch with you. Okay would it be alright if I stayed in touch with you. Okay this is the icing on the cake. Okay this is the whipped cream on top. Okay this is how we actually capitalize on every situation regardless if we do a deal or not because when we grab that contact information we can then begin the process of going further and deeper with that relationship through a personal brand and this is gonna be the glue that holds everything together. So this is how I'll lead into it when I ask them if there's anything that I can do for them anything in the world. Okay they may respond with I don't know what they're gonna respond with they may respond with yes we're gonna do this or no we're not looking to do anything. Okay either way it goes I want to find out if there's an agent that they would work with if they were to do something or if they are looking to do something. Okay and then I want to ask them you know hey look I'm sure at some point you're gonna do something. Okay in the future I would love the opportunity to just work with you when that day comes. Would it be alright if I just stayed in touch with you. Okay so you want to make this and really give this a personal feel that we just want to personally stay in touch with them. Okay a problem and a mistake I see with a lot of sales people is that when they're asking for the email address they're asking for contact information they're asking to stay in touch they're exuding that they're gonna be sending them a market report or that they want to send them some information or something of that nature and the consumer and the prospect is thinking already get way too much information I don't really want any more information I'm kind of information overload I get plenty emails I get plenty of stuff okay I don't need anymore so thank you but no thank you. However if you approach it like you just want to stay in touch with them okay you just want to stay in touch with them on that personal level then that's a completely different ball game okay and that's gonna give you a much much better opportunity to grab that contact information. Let's say we are selling cell phones okay is there anything in the world I can do for you they're like what well in terms of maybe buying a new phone or upgrading or anything of that nature no we're okay okay cool well look I'm sure at some point in the future you're gonna need a new cell phone I would love the opportunity to stay in touch with you for you know so I can work with you in that day comes would it be alright if I stayed in touch now let's say you are selling cell phones okay and you say hey you know we got a good deal on cell phones today I didn't know if there's anything in the world I can do for you and they're like like what you know what what can you do for me I don't know I don't know if you're looking to maybe upgrade your cell phone soon or looking to buy a new cell phone or what not and they're like no I'm good okay great I'm sure at some point in the future you know you will eventually want to upgrade or buy a new cell phone I would love the opportunity to work with you when that day comes would it be alright if I stayed in touch with you bam okay we're not we haven't asked for anything yet we haven't asked for any email addresses or personal contact information yet we're just asking for permission to stay in touch with them simply just stay in touch with them and of course if you made it this far in the conversation your tone is right in your intentions are right you're you're gonna be in a place where they feel semi comfortable with you even though this is the first call the first time you ever talking okay that's the power of this so once they commit to saying it's okay if you stay in touch with them that's when you say okay great what's a good email address is this your cell number and you make sure you have all their contact information right there in your database so that from that point further they can begin to receive a weekly email from you for the rest of their life I do mind every Wednesday since 2007 it's literally the reason why I'm able to sell 100 properties a year every year since 2014 without a cold call in the last four years the weekly email I built my database around the weekly email built my foundation okay of my business through the weekly email my personal brand okay and this is what has catapulted me above the competition for real estate agents I believe it weekly email is the perfect frequency if you're doing anything less I feel like it's not frequent enough I feel like it's not consistent enough I feel like they're you know it's it's it's losing it's it's luster okay if it's anything less than a week for other businesses maybe by week by monthly maybe monthly okay depending on what business you're in however a consistent email okay that they can expect at the same time every time same frequency okay is a must emails have the highest organic reach out of all platforms except for text messaging and text messaging is on its way up it's not there yet okay and several businesses have begun to use text messaging and mass texting in there in their business I use it myself but it's hasn't went mainstream yet if you need help with content for your weekly email I'm gonna link a third video below about how to structure email all four weeks of the month okay that's really gonna help you it's gonna simplify everything and kind of give you a direction to start in okay guys that's the four questions script let me go through them really quickly it's gonna be how you doing today I'm enjoying the days and a gorgeous what in the world can I do for you and would it be alright if I stayed in touch if you would shoot me a comment below let me know what you think click the like button on your way out to go see those other videos I posted below let me know what questions I can answer for you and what videos you want me to make next and we'll see you guys on the next video let's go