 If you help people, you're gonna succeed. You know, if you're just out to try to close deals, you're not. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. Prior to the events that are occurring, what lead types did you primarily focus on? Well, I built my business on geo leads. That's my entire business right there. And it isn't because I discount any of the other leads. It's just because my entire career, I didn't really know how to, I didn't really know how to communicate who I was as an agent, right? That's what kind of what I'm on a mission to do is to help agents understand how to communicate who they are in terms of they're a good person, they mean well, they want the best for their clients. But a lot of the training out there doesn't really teach you that. It gives you a script that makes you sound like a car salesman and it's horrible. And it makes agents run away. I mean, it makes projects run away. And the agents sitting here thinking, what do I do wrong? I did everything my coach told me. I did everything the script said to do. Why am I not getting deals? It's because those scripts aren't designed to figure out what you can do for the client. It's designed to see what the client can do for you. And the client knows that and they're tired of it. And so I didn't understand that. And so if I would have known then what I know now, I would have really crushed expires. I would have really crushed for sell by owners. You know, for sell by owners, it's like everybody's trying to call to get a listing. Call them and see what they're gonna buy where they're moving to. Let's approach these for sell by owners as a possible buyer. Let's not even talk about listing their house. And through that process, they're gonna get to know you and they're gonna list their house with you. You know, at some point they're gonna get tired of trying to sell it on their own. You know, help them for free. Help them sell it on their own so that you can represent them buying the house. Give them great advice. You know, really help them. You know, if you help people, you're gonna succeed. You know, if you're just out to try to close deals, you're not. But to answer your question, it's geo leads because I feel like that's the most efficient prospect out there. It's you pick the exact price point you wanna sell in. You pick the exact property you wanna sell. And that's prospect. It's not like a Zilla lead you pay $200 for and you don't even know where they are or what they are or if they are. You know what I mean? $200. I'd rather pay two cents for a geo lead that owns the exact property I want to sell. And knows a lot of other people that will buy and sell those kind of properties. You know, so it's kind of a no brainer for me when you ask that. Thanks for that great answer. You brought up something I think the audience listening to this right now is like, what does he mean if he knew now what he would do then? Who did you discover yourself to be? I think if you're on a mission to teach agents how to be the person they actually are, what does that sound like? What does that coaching sound like? Cause I feel like that might be the core central message that helps agents get on the phone right now and be authentic with themselves and their lead types. Yeah, I think that most agents are scared to make calls cause they feel like they're a sales person trying to make a call and make a sale. And they're scared to be in those awkward situations. Whereas if you're calling with the mindset that you're there to help them and you don't care if they buy or sell, right? It's like, if you called your mom to see if she wanted to buy or sell her house, would you be trying to force her to buy or sell her house or would you be just asking her what you can do to help? You know what I mean? It's your mom. You're just gonna ask her what you can do to help. Like a house around the corner sold is there anything I can do to help you? You know what I mean? As opposed to, hey look, all the scripts out there. Hey, have you considered selling your house lately? Hey, this is Ricky down here. Have you thought about selling your house lately? It's like, hey, Mr. Seller, hey, will you help me and sell your house so I can make a commission? Cause I'm here for me. I wanna make a commission. I'm trying to make some money out here, right? Yeah. And if you don't, then we'll screw you, man. Look, who do you know? You don't know me, but you give me all your friends and family and all your contacts so I can try to make me some money here. That's what mainstream coaching's all about, right? Whereas what I'm trying to do is reverse that. Instead of trying to figure out, try to use the scripts to figure out what the client can do for the agent, why don't we try to figure out what the agent can do to help the client? You know what I mean? In terms of, hey, this is Ricky Kruth. How you doing? Cool, I'm enjoying the day. Isn't it gorgeous? Well, look, I don't wanna take it too much of a time, but a house around the corner just sold didn't know if there's anything in the world I could do for you. Boom. I didn't ask them if they wanted to sell. I gave them market information. I ex-respected their time. I didn't dive right into a sales call. I asked how they were doing, talked about the weather and asked if I could help them. And so when you mix all this together and you add in all the different personalities that are out there and all the different tweaks you can do to my scripts to provide a situation where you can literally be yourself and know that you don't care if they wanna buy or sell. It's like a seller will answer and say, well, I'm not selling my house today, Ricky. And I'm like, well, good. Cause that's why I'm calling. I don't care what you don't wanna do. I wanna know what I can do to help you. I want to know what I can do to how I wanna know what I can do. So I'm glad we got that out of the way. So let's check that box off. You don't wanna sell. Cool. Now let's move on over to what you do wanna do so that I can help you do that. Cause you're focusing on all the negative stuff here, ma'am, you know what I mean? So, man, it's really deep because you look at scripts and you think that's a script. You're just gonna read a script. But when you really dive into the psychology behind what I'm doing, it's extremely deep. And it goes back 18 years of my career trial and error, right? This is original stuff here. They're like, I'm like, what in the world can I do for you? They're like, nothing. I'm like, cool. Well, look, is there an agent you would work with if you were to do something? No, well, cool. I'm sure at some point in the future you're gonna do something maybe even five years, five or 10 years down the road, right? You're gonna do something at some point. I'm sure, yeah, cool. Well, look, I would love the opportunity to work with you when that day comes. Would it just be okay if I stayed in touch with you? Great. What's a good email? Is this your cell number? Bam. Now I had this incredible conversation with them. I didn't try to sell them. You know, I'm very polite, professional, dependable. Now I'm gonna build a personal brand against that contact information for the rest of their life. And they're gonna call me in three years after they referred me to people and buy and sell a piece of property. That feels right. You know, that really feels like, I'm sure Gary V's jab jab left hook and what's the ROI on your mom conversations kind of filter in somewhere along the way, right? Yeah, probably somewhere in there. So we got a question from Alaini who's asking about, is that the same script that you use with all lead types and all customers? Is that what you call it? Yeah, yeah, it is. It's the same exact script. It's like, hey, this is Ricky Kruth. How you doing? I'm enjoying the day. It's gorgeous, cool. Look, I don't wanna take it too much of a time, but I saw your house expired off the market yesterday. Anything in the world I can do for you. Hey, this is Ricky Kruth. How you doing? I'm enjoying the day. Isn't it gorgeous? Look, I don't wanna take it too much of your time, but I see you got a house for sale by owner. Is there anything in the world I can do for you? You know, hey, this is Ricky Kruth. How you doing? Enjoying the day. Isn't it gorgeous? Look, I don't want to take too much of your time, but I saw you searching around property online. I didn't know if there's anything in the world I could do for you. It's universal, man. And the other part can be exchanged for anything. You could say, hey, Ricky Kruth, how you doing? Cool. Yeah, I'm just trying to make it through this quarantine. How you guys doing? How was your Thanksgiving? How was your New Year's? Are you getting ready for Christmas? Cool. Well, look, I don't want to take it too much of your time, but I saw that a house around the corner from you just sold, and I was just calling to see if there's anything in the world I could do for you. Is there anything in the world I could do for you? It's not even a script. It's a mindset. It is, man. It is. It should be second nature, you know? What I want you to do is go back, and when you're talking to your mom, brother, cousin, best friend from high school, I want you to take that moment in time when you're talking to them, and I want you to take a mental snapshot of that moment in time when you're talking to your mom, and I want you to understand how relaxed you are, the tone of your voice, the speed of your voice, how comfortable she is with you, how comfortable you are with her, the entire thing, the whole nine yards. I want you to take a mental snapshot of that moment in time, how you talk to family, and I want you to say, boom, that's what Ricky's talking about. I want you to start trying to emulate that when you talk to your prospects. That exact same feeling. I want you to exude that exact same mood and feeling and relaxness and breath and tone and speed of voice, everything. I want you to talk to your prospects the exact same way.