 I'm on a call session three weeks ago um phone rings guy picks up I said hey Mr. Johnson and he goes no not Mr. Johnson I went all right well uh looking for the owner of 127 Orchard Lane is am I anywhere near the mark and he goes no you've totally missed the mark and I said okay well I'm bombing this call anyway I'm a local real estate agent you need a good realtor and he goes well my wife and I have been thinking about buying a house we're not sure from qualify and I said you see I'm not bombing the call and he started laughing if you can make them laugh during the phone call you tear down so many barriers that they've erected in their brains random people calling what's up everybody welcome back to another road to 10 000 with uh me as your host ricky keruth I've got my guy Juan Carlos better dieci all right how do we get to episode 10 man and you're not going to get this right one more time bad and itchy see no no I told you last time I said you roll the Rs like a like a couple d's in a row and that wasn't good enough for you it's not Italian though he's got it we got to get that out there have you ever seen Shane have you ever seen a guy so Italian calls himself Latino agent has a Latino middle name and Italian last name have you ever seen in your life yes you have you're looking at him right now well yeah yeah other than him not never first time for everything you know dude you're gonna be known as the most Italian Latino agent in the world own it you're gonna have to change you're gonna have to change your Instagram handle that's obviously something I'm scared about two years down the line someone calls me like you can't do this anymore you gotta go Italian now oh yeah yeah for sure listen are you the only ricky crew without that have you checked that there's no doppelganger is anyone copying you dude there there is like there are some like fake accounts out there trying to give people like Bitcoin advice or something I can't track what does that do just some he's trying to do something with stocks or something or whatever yeah there's a forex trading thing yeah there's a ricky crew out there and like I posted it on my story and then a bunch of my followers went there and like started messing with him and stuff and it was so funny some of the screenshots about he was talking about like charging like 20 and 20 and 25% commissions and stuff okay this is the new norm right here and he were charging 25% commission oh man it was definitely a rip off Ricky you know but I have my picture and said Ricky Krooth fan page and stuff but there is a real Ricky Krooth I think the Facebook page is like Ricky Krooth or something like that and I wanted it like I wanted my URL you know mine's like Ricky dot Krooth dot nine or something like that and no kidding but what is it what do you do I didn't really do much I mean I try to message the guy and then I pretty much left it at that I wasn't too worried about it but you know whatever so is he in real estate no no he was like a young he was a younger a younger kid you know who knows man hopefully hopefully I mean Shane don't don't don't don't do not search this guy and start trying to recruit him bro do not try to recruit this guy we don't need to imagine you just build up this whole entire brand for him and he just turns like 25 and he just takes over yep oh man the legacy of Ricky Krooth I got you I got you cool man we'll listen good to be here with you fellas I got Shane Noble in here with this I wanted to bring him on the show today my guy that's found a lot of success with my program and just an example of you know what it really takes to make it in the business and a hard worker and dependable and disciplined right disciplined so Shane what's up buddy go on Ricky how you doing doing good doing good man and tell everybody where you're at and how long you've been selling yeah I'm in northeast North Carolina um up here near the Virginia line uh right on the Albemarle Sound um my anniversary date for getting my license is April 1 so I'm coming up on my first year in the business wait a minute bro hold on a second wait whoa whoa whoa whoa whoa I thought you've been in the business for a while well for one oh my gosh not even 12 months I honestly thought this is what I thought I don't know why I thought this I honestly thought that you were an agent who had been in the business for maybe a couple years and was kind of like floundering and you know and needed like a new spark and then boom you know you found my coaching program and then boom you kind of explode so you were like brand new yeah yeah yeah I was brand new um the brokerage that I was with really didn't offer a lot as far as direction on how to generate leads other than get out there and meet people so I fell into the trap of uh Zillow and Opsity leads and paying the money that that that takes I did um three deals through those lead generation sources and figured that there wasn't enough money in the world to put up with what they were uh putting out there so I did a youtube search tell it was a stupid youtube search it was how do you generate real estate leads I mean it was that's as simple as it got and you popped up and um I don't think I ever told you this before but when I first watched one of your call videos um I laughed at at the script for lack of a better word because uh like like I just thought it was uh or uh when I thought it was I thought it was odd that you paused and waited for them to converse back with you like I was looking for this uh this sales pitch and I assumed just not knowing any better that uh you know they pick up the phone and you would go right into selling them and your approach was completely different than that you you said hey how you doing this is John and they'd say yeah and you say all right how you doing John my name's Ricky Caruth with uh at the time it was remax with remax and are you enjoying this weather and and I thought it was strange how you would pause like at each one of those points you would stop and basically force them to get into a conversation with you after about five minutes of watching you on that call session I was I was sold I shut down Zillow shut down Obsidian and uh started calling people nice nice nice yeah now I never heard that story I mean like like did you laugh out was it one of those LOLs like you laughed out loud or one of those LOLs or LLPs like what what kind of laugh was it exactly I just thought it was odd I yeah it didn't come off like a sales pitch to me it came off as you're calling to talk to somebody you already know yeah well that's that's exactly what it's not a sales pitch it's it's right it's literally just to see what I can do to help people you know that's what I'm trying to just you know pound into the industry's head you know like use your use your career as a as a vehicle to service people and help other people that's how you're going to get a lot of business so don't you think it's funny your first uh isn't that funny your first brokerage you know here's your training get out there and meet people like get out there and meet people dude it gets even worse than that I was talking to an agent the other day this lady was telling me that her brokerage which was a well-known brokerage I sat her down in a room with a computer and said get on youtube because she had learned how to write contracts they told her to get on youtube do a youtube search for how to present how to do a listing presentation and she goes okay well which one any of them like this brokerage didn't care just go on the internet search a random listing presentation thing and take anybody's advice on it on youtube it just it blows my mind how some of them are well you know it's crazy so my first year in the business I learned through youtube I worked at one of those big franchises who had all the training in the world and I still found the way to go on youtube and learn from there and Ricky was one of the I'd say fourth or fifth coaches I stumbled upon at the time but before that I had people that were doing uh objection handling and cold calling and script and role playing and I got to be honest my my company even though they offered all the training they did I got more from youtube than I did from just going into the office and learning from them so right I think we're going through a huge transition where even if you look at colleges and universities everything's online nowadays and if you could take that education and put it on the cloud or put it on youtube people are going to take advantage of it yeah yeah so Shane tell us where you are now now that we understand and realize you're not even into your first year of the business give it give us your stats and what have you what have you accomplished so far give us the uh you know the proof is in the pudding bro let me hear it all right so June 19th I did my first call session in my first call session I got a listing appointment which turned into a uh listing for a home in a waterfront community which turned into me working both sides of the deal bringing the buyer to the transaction as well just a random to be called saw the sign and called me wasn't represented and I ended up getting both sides of the deal since June 19th um I have completed 18 transactions uh off of cold calling I currently have 10 listings on my board with three pending uh deals two buyers and one one that I'm representing the seller on and uh when I left my old brokerage and came over to the new one my wife was still at the old brokerage so I had transferred 10 of my listings that I had collected up to that point over to her and she worked them to completion and I have uh 16 people on my 30 to 90 day board wow so you're you're close you've closed 18 transactions and basically your first eight months yeah wow I'm telling you bro I thought I like I like you see why I you see how I didn't realize this was this dude's first year in the business like just like where he was when he joined us was at a place that it was somebody that's been in the business for two three years so how okay what what what did you do your first year two deals four I think four or six I think it was four I I did one my first year Shane just to give you some uh averages I think the average agent if they still are in the industry 12 months from now uh I think they do one to two deals their first year so you're you're not even like 10 xing you're like 20 xing the average agent like these are like abnormal numbers right yeah it's it's it's nuts it's nuts so how and how many listings do you have right now I have 10 listings right now 10 listings bro 10 listings in a low inventory market okay there's no listings anywhere nobody has listings there aren't even listings on mls and this dude has 10 himself okay this is a low inventory market do sitting on 10 list of runes right I got one this morning around it out of 10 I woke up and ate breakfast and I got a listing yeah I woke up I drank some coffee I ate some oatmeal and did some push-ups and uh got a listing I mean what how do you like your coffee two milks one listing that's it that's it that's it it's funny because um the biggest dilemma with this listing is it's a couple that lives in Maryland but it's a waterfront building lot that they have here in North Carolina it's a $200,000 lot and uh the biggest dilemma I had is it's an older couple and they operated by fax and who has a fax machine anymore I don't I don't have a hard line at my house so I had to go on and download an app on on the computer just to be able to fax it to him and get the listing back via fax right right you got to do what you got to do right yeah you got to do what you got to do you know it's so crazy we did that we did we pulled it up somebody pulled it up on a team call it was like they said that like 30% of Americans don't have an email or something like that is that right that's what I think huh yeah that can't be right I mean everybody has to have an email let me google it let me google it while Juan asked you something hold on okay so so Shane so so you're cranking these listings out are you getting the majority of your business just strictly through cold calling or is there some other lead source that you're tapping into yeah no I do I do all cold calling and it's all geo prospect and I don't do any fizz bows I don't do any anything else um I listened to what Ricky said in some of his videos when I was first kind of digging in and uh one of the nuggets of advice that he gave out was do one thing really well so like I have no social media game at all my website is the basic one that they gave me here at the brokerage um all I do is get on radax and make phone calls when I have the time of course you know any uh anybody that calls because they saw my sign on the street or whatever they go in the database as well but you know for the most part it's just it's just calling people and creating those relationships no but what I love is that you're just focusing on that one thing and you've probably you've probably gotten more experience in cold calling over the last eight months than some of the agents have in the last five or ten years just doing this so uh yeah doubling down and being consistent on that one prospecting method that's going to pay off huge well it's funny this morning I made because I had the listing and then I had about I don't know 30 or 45 minutes before we started this broadcast so I fired up the redx and picked a neighborhood it's a $200,000 price point neighborhood I made 17 calls I had five people pick the phone up I got three emails and one lady that wanted my business card via so like I'm four out of five when people wanting more from me nice nice 10% of 10 10% of americans don't have email address wow 10% of americans don't use the internet wow that's 30 million that's a lot that's 30 million people right so I don't know and they say it's it says that uh it says there's four point four point or there's four billion email users worldwide um you know so you know there's there's a there's an untapped market there for sure yeah shane let me let me ask you out of out of all the people that uh that you're calling right I'm assuming you to get results right away or how long did it take for you got your first listing just from calling first call session no way he said remember he said his first call session he got a list of appointment turned into a listing and he got both sides of it first first call session first call session so if you got results so fast why do you think new agents are just so against just doing the work I think new agents want I think they want to lean on Facebook they want to lean on Instagram and not saying that that isn't a a means of getting leads but it's a lot of new agents don't want to put in the work they want to sit back and wait for the deals to come to them they want to you know um the hell everyone I speak with in my market will not cold call they're terrifying on you know um well further I don't know why well further more I think a better question could be out of the people who do call okay out of the people that do call you know where they going wrong with uh you know you producing results day one versus them producing results month six or whatever here we go so I'm on a call session three weeks ago phone rings guy picks up I said hey mr. Johnson and he goes not not mr. Johnson I went all right well uh looking for the owner 127 orchard lane is am I anywhere near the mark and he goes not you've totally missed a mark and I said okay well I'm bombing this call anyway I'm a local real estate agent you need a good realtor and he goes well my wife and I've been thinking about buying a house we're not sure if we qualify and I said you see I'm not bombing the call and he started laughing I I love getting people laughing if you can make them laugh during the phone call you tear down so many barriers that they've erected in their brain against random people calling them so um the gentleman he was a uh he was a truck driver he gave me his wife's phone number asked me to call her I called her I got her with my lender my lender calls me 30 minutes later and says hey they're good for up to 400 000 so I'm going Saturday with this couple I showed them a new construction home over the weekend um after seeing it's exactly what they want it's a ghost listing so the builder's gonna have to build this home on another lot but it's exactly what they want uh we're standing out front talking about it his wife starts crying and she's like thank you so much for calling me and I went Stephanie it was a wrong number it was just you know luck of the draw that I happened to call you she goes I don't care how it happened thank you for calling me yeah Ricky has said on his cast are his um you know videos these people are waiting for you to call they are and if you can I think where a lot of agents miss it is they're really rigid in their delivery and they don't just they don't just have a conversation with people and they maybe they go into it with expectations if you go into it not expecting anything it's amazing how many things will just fall in your lap I think you fit it on the money man its perspective a lot of these agents uh have the idea that they're bothering people you know but you're going into with the serving mentality and when you look at it that way it's terrible if you're not reaching out to them why because you could provide so much value to them in their life and they're just missing up and not knowing you but you also have for me I'll go ahead I'm sorry well for me it comes down to just do your job your job is to reach out to people in the community and see what you can do to help them buying and selling real estate why aren't we doing our job it goes back to Shane saying they're leaning on Instagram and Facebook wanting things to just come to them like social media should be used as a tool like a hammer you know if you if you see generic content on Instagram what do you think lazy lazy yeah right lazy yeah you see drip you see drip campaigns of emails of agents and and then right there in the inbox is three other ones that came in at the exact same time at the exact same subject saying the exact same cook trash cook shrimp at two faced stuff you think lazy right that's not that's not who's gonna that's they're not gonna pick you as an agent because you sent the same email three other agents sent about what color to paint your walls in the fall or the top 10 bar tips in the spring okay they're not gonna pick you because of that stuff they don't want to they don't want to know what the national statistics are of housing they want to know what their local statistics are what really means something to them and you just have to you have like you say you have to put work in even if you're doing social media that's great DM people like comment under people that are following use post engage right way Ricky so you're telling me posting Thanksgiving pie recipes is not going to give me listings do listen if I want to learn how to cook a pie okay I will google because I've been selling out weekly pasta recipes and I knew something was wrong well for you now but hold on though for you it's different because that's more of a personal branding thing you know what I mean like you know you're sending Italian recipes you know what I mean and remember you know and share if you do the ranchero and eggs one though that's going to be a no-go man as soon as they see your as soon as they see your mug shot they're going to be like this guy's a fake it's over but no listen I get where you're coming right you could go pull up hashtag real estate on instagram and if you go through the 10 first profiles you see you're going to see everything's the same it's like they all come from the same office yeah creating the same content right 100% 100% it's a it's a it's a it's a wild world out there you know well it's funny you know going back to your question though about what agents can do to have success and I go back to comedy if you can get your prospects to laugh during your conversation it tears walls down so I was on a call session probably two months ago and I was 47 calls in and I dropped I don't know 20 or so voicemails and each day I put a personal voicemail in for that day so I'll say hey happy Tuesday to you I hope you're staying dry if it's raining um this is Shane with the exp shooting a call when you get a chance and I leave my number but I always make sure to put something in it personal so they know that that voicemail was recorded that day and hopefully they think I just left it on their machine rather than automatically dropping anyway um I'm like 47 calls in and I look my phones lit up showing that there's a call coming back and I'm assuming from a voicemail that I dropped so I switch over and I said hey this is Shane thanks for calling me back no idea who it is here the lady on the other line she goes um this must be a prank call I don't know no Shane and she hangs the phone well I thought that was funny like that that was comedy to me I'm 47 I hadn't prank called anybody since I was 12 so I immediately dialed her back it was a hang up I immediately dialed her back right and it rings four or five times and then it goes voicemail I wait till her her things done and I'm still giggling as my recording starts and I said hey thank you for giving me a good laugh today that was really funny I haven't prank called anybody for for 30 years um but just in case you wanted to know my name's Shane I'm with exp reality would love to chat with you sometime give me a call so I went back to my call session couple minutes later I looked down my phone's lit up again she's calling me back so now I've dropped a voicemail she's called me and hung up on me I've left her another voicemail now she's calling me back again so I pick up the phone I said hey thanks for calling me back again this is Shane and she goes honey you are funny I said well thank you man that's you know it just is what it is we're out here you know trying to trying to make some money and um I'm I'd love to meet you know people and you know right now with COVID we're not doing a lot of meeting I said but you live in a great neighborhood and there's no homes available so I was just checking with you to see if you needed anything she goes I ain't selling my house and we've entered this point where we're it's almost like banner back and forth and I said I don't want you to sell your house matter of fact if you told me you were selling your house I don't think I'd come sell it for you and she starts laughing again she goes but I really am not going to sell my house I said well that's fine one day down the road you might want to sell your house how about we stay in touch and she goes well I got another house to sell and I said okay well tell me about that house she goes well it's the next neighborhood over I've been renting it but I'm tired of renting it and I said do you think I want to sell it is this a house worthy of me selling and she goes well I don't know when can you come over talk to me about it and I said well when do you want me over she goes well how far away are you I said 30 minutes like we're back and forth it's hilarious I've never met this woman right I sound like 30 minutes away she goes all right we'll see you in 30 minutes I said you better be ready and she goes all right I'll see you I went over got the listing headed in MLS that day off of being funny off of making a joke out of it getting her out of her defensive like she didn't know me she hung up on me but I created an environment that was comfortable for you that's good ma'am that's good let's take it back 30 years though let's take it back 30 years to your prank calling days tell me how that tell me how those calls go been so long ago I don't even remember you don't remember what the script is I'm sure it was something about as your refrigerator running you need to go catch it or something like that who knows hello I gotta say Shady you have to be probably the smoothest real thing we've ever spoken to like you have a way with words really no no I've seen I've seen a few of them on there that that that have made me stop and go man look at how they are god but it's all to be as good as them one day you're having a conversation that's all it is and people want to connect and it is for the people that are listening like you have the script everyone wants to like give me the script well how do I learn what to say they could retake they could just take the last two minutes what you just said and apply that to every single person they speak to and get listened to everything right everyone it really doesn't even come down to a script it comes down to knowing to have them it's almost like a roadmap to a conversation and that roadmap has turns which are the transitions and you you have to hit your transitions with some force so that the conversation continues because if the conversation starts you only have five seconds to grab these people on the phone if you don't grab them in the first five seconds all of my calls are done just like this i'm standing up i'm moving around high energy like you have to grab them in the first five seconds or you'll lose them yeah a hundred percent man a hundred percent people the first couple seconds they're going to judge you right then and there because a lot of people on the calls what they do is is they they kind of like agents assume um you know like if somebody calls they're in a bad mood they hang up on you let's say or they say oh i'm at work i'm busy what can i do for and they start to turn it starts to turn the wrong direction you know agents agents don't understand that that person had the time to answer the phone right if they didn't want to talk or they're too busy they could have just not answered the unknown number yeah but they answered the phone you know which means which means what right they want to see right so they gave you an opportunity to to wow them for about 1.7 seconds and you blew it and you think it's them you think that they're mad that they're just unhappy or mean people and really they gave you the opportunity but you don't realize that it's you that that that made that call go south not them right it's up to you to do this enough to get the experience to learn how to wow them with your tone within the first 1.7 seconds and then from there you can actually build a build a conversation but you got to really break through to them yep yeah that's good stuff man that's good stuff i used to do the same thing um people would call i would call people and they say oh no we're gonna keep the bill we're gonna keep this property forever and i say okay you're gonna keep until the building crumbles and and some of them would just laugh and laugh and i've i had a whole list of like little jokes that i used to tell um you know like in my head uh back when i used to really you know get on the phones that first go around that first go around when i wasn't even trying to build relationships i was just trying to do deals right the market was the market doubled in two years and i was just pounding the phones not trying to get emails not trying to do anything but sell a piece of property uh like that we we have these things called phone call festivals we had phone call festivals where it would be like three or four of us would get in a room in this office and we just make phone calls for like two three hours we would all have our list and we'd all just go to town those days are so fun but there was no dialers right there was no auto dialers we're literally dialing by hand and uh we would laugh and laugh because we it was almost like we were prank calling at that time right because we were like 21 you know everything was funny at the time you know we were we were a little pranksters at the time and you know it was fun but when you take it back to those days and you when you can be that comfortable that's why i tell people i'm like i'm like you know pretend like you're prank calling people i literally that's some of my that's my advice a lot of times to people who are scared to make calls i'm like well number one you're not trying to sell them anything you're just talking to see if there's something you can do to help them you're talking to i'm like family i said have fun with it yeah i said listen call somebody up and when the answer go hello all right just do it one time and see how you feel afterwards you're going to feel exhilarating it's going to be an amazing experience and you're just going to want to keep on making calls you're going to feel more confident you know it's like who cares if the call doesn't go good you have 7.4 million other people to call you're never going to get to the end of that list right exactly no i i i i love the concept it's just plain simple don't take it too seriously that's all it is do the work don't think it over twice be consistent how many hours away how many hours a week do you think you're calling chain uh probably four five it's about an hour right yeah you have a certain time you do it and you do it in the morning you do it when you have whenever i've gone yeah yeah whenever i have time i was on a call uh back over the summer um waterfront community i hit a guy with the hey is there anything in the world i can do for you you know after getting to the first part of the conversation he goes yeah bring me a box of money and he hangs up so the next day i went by the dollar store i bought a little cardboard box i put five dollars worth of play money in it and taped my card to the top of it wrote on top of the box as requested and went left it on his front porch i didn't ring the doorbelled it in anything right and he called me two days later and said i've been laughing about that for two days and i said well thank you he says uh my daughter's moving here from florida in a couple of weeks can you show her some homes maybe maybe find her something to buy and i said i'd love to so i ended up getting the buyer's lead out of a hang-up but it's just getting creative you know if they leave the door open you got it you got to find a way to jump through it you're making me think of every single time someone hung up on me that was a potential that i could have converted that's kind of crazy yeah absolutely absolutely and not everyone i mean i could hung up on all the time but uh people have bad days it's not a reflection on anything that you're doing so you know just don't take it personally and keep it moving yeah a hundred percent a hundred percent so so changing subjects a little bit um kind of moving over to the hot topic here lately on the zillow thing did you see that uh wand did you see the article that um kw or inman put out with kw kind of uh you know gary keller kind of said a little fighting words towards zillow on this whole thing really no no it wasn't like anything too crazy um it wasn't anything too crazy here i'll share it right here see can you see that yes sir all right now i just said that uh you know they had their little um their whatever you call it their family reunion um and uh basically basically they were saying that the uh that they felt like zillows like they felt like that this was kind of uh the acquisition and showing time was a way for the company to take more real estate agents commission dollars right um just to squeeze down on agents a little more and basically you know they said that um they said that the uh basically the the way that you combat this i guess where was it the way that you combat you know what they're you know you know what everybody fears about this is to own your own leads you know and like i i just did a video it's not out yet but i'm like look guys if you're worried about zillow if you're worried about uh you know this then then why are you still buying zillow leads right why are you still using dot loop that they own and why will you continue why will you not send a letter to your board saying please quit using showing time yeah all you gotta do is quit using all the stuff that they that they have make it unprofitable what's that make it unprofitable yeah exactly exactly you know i mean it's it's the trojan horse of the history of real estate you know but but basically they basically what they're saying is is you know if you own your own leads you don't have anything to worry about that's what kw said they said if you own your own leads you don't have anything to worry about um you know they said that their command their crm tool uh the lot cost per lead in 2020 was just under two dollars far below the twelve dollar average generating 2.7 million leads but but at the end of the day what they said was yes we do believe this is a squeeze on agents income and the way to protect ourselves from it is to own own your leads you know so anyway i thought that was really interesting um let let me ask you rick you i'm i'm kind of curious what you think what's your definition of a lead because everyone's always talking about leads leads leads and i think the whole realtor community is addicted to leads how would you define a lead dude a lead is literally the definition of an elite is a human in your market right a human like a human being you know warm blood flowing through in your market that's it a relationship pretty much right well not even a relationship right not even a relationship because that that you know the lead turns into a relationship the lead turns into a prospect that's converted into a relationship once you have the conversation and find the comfort comfort ability and to find if there's a working relationship to be had you know i mean some humans some human in our markets have mothers that are real estate agents you know or best friends from high school that are real estate agents but you know that you know those don't turn into you know i mean hey uh you know i want to create a relationship with you see here's the here's where here's where people really lose on the whole relationships over transaction thing they start to use it in a way that they try to make their self look like they're four people and so they're like oh building relationships but they're really only building relationships if the person they're building a relationship with can benefit their business right and not only benefit their business but benefit them in the next 90 days i think what you said is on the money where people are confused with what a lead is which is just a basic human being in their market versus a prospect who's a human being they built a relationship with that's ready to buy or sell the next 90 days i think everyone's addicted to prospects however they keep identifying them as leads and that's why they get disappointed when there's a human being that doesn't want to sell for two years but who knows they can refer you to their mother their aunt their cousin their colleague over the next six months it's long-term thinking right it's not even long-term thinking see that short-term thinking short-term thinking for them yeah see that yeah see that's well no no no for us too see that that that see that right there is one thing i hear so much you know ricky your strategy is so long term well why does shane have 18 closings in his first year why does william patrick is converting one person on his first session yeah right he eats listings for breakfast why does why does william patrick have six closings and seven pending deals and 12 listings in a low inventory market is that short term you know what i mean there's i could tell you story after story after story of people who get deals look at quintavius look at quintavius 100 deals in his first year circle prospecting 85 of his business that first year was just calling 200 people a day on red x the other 15 deals there was 85 deals circle prospecting 15 came from meeting people at kroger right he made it a point to meet 50 people in public once a week uh or not once a week but 50 people a week at a grocery store um which you really can't do nowadays with covid and stuff i can't wait for this to be over like i can't wait like do we see the light at the end of the tunnel like is it happening it has to be happening there's been drops in cases vaccines out there i'm ready to get back on the road and do some events man i'm dying over here yeah i have so my body is like clammed up i'm like you know i'm just feeling all stiff i'm ready to get out there and get on a plane and come see some people right it's crazy but you know every interaction that you have in the public can can very easily turn into another another deal i mean it's it's everywhere i go i get into conversations with people at the gas station the person the next pump over that's pumping their gas you know we talk about the weather we talk about whatever and i always always lead in with what do you do for a living but which in turn they'll answer and then ask what i do which is a good segue into giving them my card hey if you ever need something you know hang on to this i love it i love that strategy man i love the strategy of just like conversation that naturally like you have when you're a good conversationalist and you communicate well with people you know like and you lead in with that and then it kind of segues into i'm here to help you if you need something this is what i do for a living here's my card or whether it's by phone or email or anything it's like because you you've drawn them in with the conversation itself because you're a great conversationalist yeah you know and now they're involved in this conversation and they're emotionally invested in this conversation now you know and then when you do bring up the fact that you're an agent or something you've they've already shown you that that that you guys you know can talk in a manner yeah yeah yeah you you've already proved that you guys like each other you know on a certain level and then it's just so easy to segue that into this is what i do for a living or is there something i could do to help you and then at that point you're not even trying to like shove it down their throat or sell them on anything you're just like i'm here if you need something then they're like oh well i'm looking to do this or that it just makes sales so much easier when you don't try to sell and people don't want to help you once you connect with them like people actually go out of their way to send you business and it's because you didn't you didn't leave with business first you built those relationships and and emotions from day one right well cool man it was a really good conversation here shane where can they follow you ma'am i think follow me on shane knoblin realtor on facebook and then my name shane knoblin on instagram nice nice and and one are you still latino agent now till instagram reaches out to me got you got you got you got you i know it's all these ricky fake accounts just reporting me every single day all you all you have to do is make sure it's the one with the blue check and you're good there you go yeah the blue check guys i hope you guys enjoyed the episode give us a five star review on itunes and click subscribe like the like the video comment below let us know what you thought and if you want us to continue doing these shows and we're just trying to put as much content out there as we can to help you guys grow your business we're always here to help reach out to me wan shane anytime if there's something we can do for you and oh ricky we forgot we have to give everyone a little update on our account okay where were we monday where were we monday monday we were 585 as of this morning we're i think we're peaking at 590 so we've actually brought on five people in two days so rocking and rolling nice nice nice yeah absolutely absolutely yeah look i'm looking for this thing to hit a thousand in about three or four months and then be around the four thousand mark you know mid next year you know so yeah and once it once it catches fire it's gonna go quick so oh yeah excited to be here grinding with you fellas nice it's good talking to you we'll see you guys on the next episode all right guys see you man