 These are eight mistakes. I still see people teaching today I still see real estate agents using some of these things that I think is causing them to struggle more than They need to and so these are the eight cold-calling mistakes that are simply outdated that you should stop doing Immediately the last one on my list. I think will shock you a bit. So let's jump into this What's up everybody Ricky Caruthier listen today? I'm gonna have a little fun I want to react and give my commentary on Brandon's video here about eight outdated cold-calling strategies If you don't know Brandon, he's a leader in the industry. He has a coaching program reverse selling this help so many agents So he's a friend of mine, and I think this will be a lot of fun. So let's dive right in That's right away. Number one is cold-calling now. Here's what I mean by this you might say well What do you mean? Should I stop cold-calling? Not necessarily what I mean by the advice to cold-call is what's being suggested That a real estate agent like you or I go into some cold neighborhood Pick up the phone and start calling random people, you know, they might call this circle prospecting well, there's a better way to Direct outbound Prospecting and what I recommend that has served me and served the agents that I coach so much better than just calling Random homeowners hoping and praying that you find one that potentially is looking to sell a house Why not the definition of prospecting is to proactively initiate conversation with a Targeted list of people. I mean, that's the definition of it. So so actually the definition of circle prospecting is Targeting targeting the exact property owners that you want to do business with so I think with all due respect that Brainin has the definition of circle prospecting completely wrong. It's actually not calling random property owners It's actually calling the exact property owner that you want to do business with or furthermore I'm never going to tell anybody just from my standpoint me coaching real estate agents I'm never going to tell an agent not to do something or that this is something you should not do Because what I've found is that everything works every single thing out there in terms of legion and follow-up and systems They all work. It just depends on what works well for you You know what works well for this agent doesn't work well for that agent for example I've sold over a thousand properties myself as a single agent circle prospecting the one thing he's saying here That agent shouldn't be doing So, you know, it worked well for me. Does it work well for every agent? No, of course not I've got agents in my program that crush it on YouTube and Facebook and Zillow leads and Expires and for sell-bounders and door knocking and sphere of influence and open houses and networking events direct mail everything I have agents that do everything So my program is not about do this legion activity My program is about pick the legion activity that works best for you Let me teach you how to communicate and articulate who you are as a person that you care about people to your prospects I think the mainstream coaching and training has really put kind of a bad twist on agents because They really teach agents the opposite of what they should be in my opinion, right? And again, everything works if you want to go out there and do the old school, you know, how to get a deal done today Kind of mentality and it works for you great. Go do it Don't I'm not gonna tell you not to do that. I'm just gonna say what works for me is that when I approach a prospect I'm trying to articulate who I am that I'm here to help I want to figure out what it is they want to do and why so that I can help them do it Let's keep going instead of just calling random people. I think that's pretty outdated Why not get a targeted list a targeted niche a targeted demographic of people that we know already Have an interest in selling their home. What did that make more sense? I can mean if you're gonna spend an hour or two calling people you have option a call random people You have no idea if they're ever gonna look to move. Well, who calls random people Like who calls random people? I don't know anybody that calls random people. Oh, that's one option The other option option B is to spend the same time only calling people that you already know want to move I don't know anyone that grabs a list of people that they know 100% for a fact is ready to sell their house. I know zero. I've heard of zero Legion Avenues that lead to that. Maybe I'm missing something Wouldn't that make a lot more sense? And so instead of just cold calling people let's use direct outbound phone Prospecting instead of cold calling. Let's just use outbound phone Prospecting it's like the definition of cold calling with people that we already know the likelihood of them having a need for what it is That we do as real estate agents already be so You know calling people that have the need for what we do as real estate agent Isn't that every single property owner in your market? right like For me I'm trying to build a career here, right and I also want to crush this year next year And I want my income to to stair step as it has for over a decade now as a real estate agent And so aren't property owners exactly who? Need our services how many times in a property owner somebody that already owns a house From that point how many times how many transactions on average are they going to do in their life, right? And how how quickly where's the turnover ratio? Of the subdivisions right how often do the house's turnover the owner You know upgrades or downgrades or moves to another state and sells the house, you know, what are those numbers right? They're astronomical number one and I know every relationship that I've put in place Is worth 10 to 20 deals to me over the life of my career not to mention all the deals I'm going to get today because of it and so Isn't picking the exact property owner that you want to do business with and calling them about using your real estate services Isn't that what we're talking about here? I believe it is In existence because our job is not to convince people to sell their house Our job is to get in front of people that have already decided to sell their house number two on the 100 true Our job is not to convince somebody to sell a house 100 percent when i'm talking to a property owner I agree 100 with brandon here I'm not I do not care if they want to buy or sell or not. I want to know how they're doing I want to know if in fact There's anything in the world that I can do to help them and if not now Is it okay if I stay in touch forever so that I can do business with you in the future because I want to help you Whenever you decide that you want to do something so absolutely. We're not here to try to convince We're here to help people who are ready to buy and sell real estate a and b stay in touch with Everybody whether they're ready to buy or sell today Or not a list being overly enthusiastic There is just so many people make this mistake and quite frankly I made this for a long time calling a prospect and you know the prospect picks up the phone Hey, bob, this is brandon from billy bob's real estate. How's it going today? You know and so overly enthusiastic The reason why that hurts you it raises sales resistance or psychological reactants immediately I mean now I agree 100 with this as well If somebody is overly enthusiastic completely over the moon enthusiastic Absolutely That's going to throw some red flags and that's what you see a lot of new agents or people that are new It's a prospecting or even when they're having inbound leads like from zillo Face uh facebook and instagram and stuff like that and they call the leads. They're just kind of like to They're just fake. It just sounds fake honestly Um, and so I I actually agree with this. I think that You know the way that I've done it and you guys can watch me make live calls I made live calls are called expireds this week. I'll call another lead source next week I'll call every week that I'm not on the road Traveling and speaking I'll make live calls and you can see the tone that I have with my prospects when I'm calling them Um And then the the level enthusiasm should you be a little enthusiastic? Yes overly enthusiastic absolutely not Immediately because the only people that talk like that with that overly enthusiastic tonality without having a relationship Has to be a telemarketer because they think if I can be overly enthusiastic. Wait a minute It's okay to be that enthusiastic if you have a relationship with somebody like I would think that Being the overly enthusiastic like that is fake. No matter if you have a relationship or not What does having a relationship have to do with if you can be overly enthusiastic or not? I don't I didn't really quite get that part That's they can have this whole big positive attitude that somehow it's going to get the prospect to be nice Certainly don't have a positive attitude. Don't have a big positive attitude. Whatever you do acer to me Well, it does the exact opposite It's a dead nuts giveaway that you are a telemarketer dead nuts And you've got something to sell and I regret picking up the phone And how do I get out of this phone call as soon as I possibly can that's what it actually does So what we have to do is be more curious what we have to do is be calm What we have to do is mirror and match the tonality and the pace to which the prospect is communicating And that is how you're going to have more better conversation I agree cool calm collected like it's your mom dad brother cousin that you're talking to That's the way that you need to be right there calm cool collected like this is your mom dad brother cousin best friend from high school Long lost friend. That's how you need to be when you call. I absolutely agree with that Conversations number three is saying how are you today? Okay, again, this is another thing that I see a lot of people making up on calls doing that is a massive massive mistake Now I've seen Brandon's post on this And I said there was a Harvard study that you know, cold callers should not say how are you doing? And all this stuff and within the post He actually says that the the prospect knows that you don't care How they're doing and see I have a big problem with that because This is literally why I'm calling the objective to me when I'm calling is to a Figure out how they're doing. I really genuinely want to know It's really all I want to know because once I know how they're doing that I know exactly how to take the conversation to figure out what it is I can do to help them buying or selling real estate either now or in the future And I can really create some common ground there And honestly like I've made a hundred thousand calls a hundred thousand cold calls I've sold a thousand properties circle prospecting and I can tell you that The calls You know in the in the first half of that hundred I was very just driven to try to get to the point of the call You know about whatever the real estate stuff was that I was talking about And people just didn't respond well to that But when I came out on with something That wasn't like every other real estate agent just trying to get a listing trying to set an appointment You know trying to handle objections and get to the deal and all that stuff when they realized I was somebody different Who actually cared about how they're doing what's going on with them What I can do to help them not what they can do to help me see most mainstream coaching And training is geared towards really articulating from the agent to the prospect. Hey, mr. Prospect. You don't know me I don't know you But will you sell your house so I can make some money? That's how most mainstream training and coaching Uh molds agent into sounding that they're just worried about what the prospect can do for them Um when that's not even who the agent is these agents work so hard They got in the business for the right reasons to help people they listen to their broker They listen to their coach Right, and then they go out there and follow the directions exactly the way that that broker trainer coach told them to do it And they don't sell anything they wonder why well It's because they sound like every other agent just trying to do a deal Why not take just a second to actually see how someone's doing today and not treat them like another number Or just a human but on the flip side When you're asking someone how they're doing absolutely if you don't care How they're doing if you have zero interest in them and what's going on with them Today, then you are going to come across disingenuine You are going to it is going to come across fake and it it is going to throw red flags because they're going to hear it in your Voice that you really don't care how they're doing But if you actually do care how they're doing then that's going to come out and they're going to be much more Receptive to that you guys can watch me make live calls all day and and you'll see exactly You know how I go about this But but I I feel like this is interesting how how strong And how how firm Brandon holds on this don't say how are you doing thing? Like you have to have a relationship Like a long going like how long do you have to know somebody? Before you can add before you're allowed to ask them how they're doing I mean for me it's like we all live in the same town What's the chances that someone lives in the same area of you in terms of not only just a percentage of population around the earth But also during this same time Right, it's like almost nothing that this person lives in the same area as you live and during the same time You you're you're so connected just because of that. It's not even funny We should think of ourselves as volunteer workers doing community outreach to see how many people We can help buy and sell real estate and the only way to do that is by reaching out Seeing how people are doing see what's going on with them what they want to do what their goals are How how they want to do it when they want to do it so that we can help them do it So i'm kind of getting on my soapbox here about this. Let's continue here But this is interesting because again without having the true rapport with a prospect over the phone to ask a question Like that comes across maybe disingenuous And so I mean the only people that do that are people that they have Relationships with which you do not and so it comes across as you not being authentic a fake How are you doing today in hopes that you're going to break into a conversation is the opposite of a pattern interrupt I absolutely agree a fake. How are you doing? A fake. How are you doing? Well, absolutely as I said draw red flags A genuine. How are you doing? We'll actually create the opposite and build instant rapport with your prospects There's a better way to open up that phone call in a way that will build real rapport and real rapport allows you to earn Respect that will allow you to have a better conversation with the prospect when you call them out of the blue number four So what I'm what I'm gathering here on some of this Like earlier he said let's call targeted leads who Are ready to sell right now Um, but he didn't tell us how to get that he didn't tell us where those where those magical leads are Now he's saying there's a much better way To open up a call to build build what build instant rapport much better But he didn't tell us that that magical line We're just going right into the next thing So it seems like he's saying don't do these things But then he's leaving all this stuff out. He's leaving the punch line out of this stuff Or hitting start on your dialer at 8 a.m. Now you might say well, what do you mean? Are you saying not to start prospecting first thing in the morning at 8 a.m. No, I'm not Like here's what I am saying if you think about this. This is a big mistake Let's just say you're using a lead source like a red X or like a Vulcan 7 or mojo just as an example Well, number one, isn't it fair to say that so is all of your competitors? That's number one number two Isn't it also fair that they are getting the same list of prospects that you're getting So if there's two agents in the same market and they're both on Let's just call it Vulcan 7 and they're both getting their expired listing leads from Vulcan 7 They're both getting the same list and if they both hit start at the same time in the same list They'll be calling the same prospects at the same time now Multiply that by a hundred or a thousand of agents in your market doing the exact same thing How effective is everybody calling the same prospect at the same time using the same system using the same number It's not very effective I mean that would be like lightning striking the same person a million times have he's saying a thousand agents Calling the exact same person At the exact same time and also it's like okay, you're talking about expired specifically Um, you know and number one I go back 10 years worth of expireds My I've got two agents right now That both have over 25 active listings and both of them tell me the sweet spot is two year old expireds So that's a quick tip just for the current market right now um, but you know like for me like I called expireds, you know tuesday and um You know like I've just got a just with redx or mojo or any of these like it just piles up the expireds I don't think everybody's calling the expireds every day Anybody that makes a lot of calls by the way You'll get to a point where you're not you don't can't make any more calls because you're so busy from all the calls that you made You built such a big database you got so much going on you barely have time to make calls I'll see it all the time I got agents right now discouraged because their business is so big they're making a half a million a year And they can't make calls because they're so busy closing deals and it's scaring them because They know that calls has got what got them where they are and they don't want to lose what they got And so they're scared because they're not making calls, but it's a good problem to have But my point is is that for everyone to be calling the same people the exact same time now There are agents that that especially newer agents that that aren't selling a whole lot yet They have a lot of time on their hands that are calling the same leads So let's talk about that for just a second So you got the scenario that chances are pretty low, but out of a big market You probably got some agents that are pounding the very new expireds um I mean as far as that scenario goes I'm not really going to go after brand new expireds. You know that day early in the morning I like older expireds. I like week old spires month old Six months two years a year I like all those expireds honestly, but the new ones when I call the new ones and they're getting pounded by agents I mean I just kind of try to talk them off the ledge for just a second because The fact is is that they haven't talked to me yet and every agent has a unique value proposition within their personalities They're going to connect with people totally different I'm so I don't think it's a problem that if agents are calling the same leads Is that something that is ideal? No, that's why I call older Expireds and stuff like that, but this is very interesting. Yeah, so what should you do instead? Well, what I coach to and what I have done in my own sales practice is kind of go sniper mode So I'm getting the data from Vulcan 7 but what I'm doing if I'm going to call leads like a for sell By owner and expire listing that have high urgency you got to call them immediately, right instead of just hitting start because the way the data came through Vulcan 7 is organized in a way that Everybody gets the same data organized the same way So what I'm going to do instead is I'm going to sort through the data Prior to my prospecting session and I'm going to go reach out I'm going to call the ones that to me have the highest likelihood of conversion for me So that might be a specific neighborhood a specific price point You know, there's other factors that go into that too And so if I'm getting 15 expired listings in that day instead of calling the first one like everybody else is doing I might hand dial some ones that are further down the list that I think have a higher likelihood to convert And I will be able to be that first voice while everybody's hitting start on the dialer going after the same list I'll be ahead of the game. Hopefully that makes sense number five. Yeah, it does make sense. That's exactly what I did Tuesday I filtered through a hand dialed I picked the ones that were condos and You know in my area because it's the whole county of course But I think something that's that's probably, you know, I don't know if you guys missed it when I set it while it go But these expires you don't have to call them right then I think brandon just said if it's a for sell by owner if it's an expired you got to call them right then Yeah, okay. I mean, I don't think that's necessarily 100 accurate like a lot of my agents call month old expires like I said two year old expires has been our sweet spot And I like to call them, you know a week within the last 30 days Stuff like that. It's kind of my favorite. It's my favorite expires are actually my favorite Types of leads to call because I can get a story out of expires really quickly when I say hey Um, you know, number one my script like mr. Johnson. Cool. Hey mr. Johnson ricky cruth whatever real estate company Whatever area. How are you doing today? Yeah, me too. I'm enjoying the day isn't it gorgeous Listen, I don't want to take it too much of your time, but I see you were trying to sell this house It's not on the market now. Like what's the story? What happened there? What's going on and then boom? They tell me a story They tell me what's going on and I that that's something that's hard to get out of different kind of prospects You don't necessarily hear like this incredible story about the property that they were just trying to sell Um, it's just a very unique situation And it's really cool. Another thing I want to note is that when I'm calling expires I am not trying to list that property I'm using that property as an excuse to get into a conversation to see if I can get to know This person for a second find out what it is They're truly trying to do and why and then help them do it I've had so many expires that I represented as buyers Right. They wanted to buy stuff and I wasn't focused on that house I was focused on that person trying to figure out what it is they want to do And come to find out they wanted to buy something and so I represented a lot of expires as buyers And then went on to actually sell the property that expired, you know, maybe a year or two later I've done that several times Um, so when you're doing this and you're prospecting like understand my point of view my strategy is Not to necessarily list the property but more so use the property if it's circle prospecting if it's an internet lead for Sell by owner expired whatever it is I'm using the property as an excuse to get into a conversation to see if I can get to know this person a little bit Make a connection so that I could create this lifelong relationship to help them now later whatever That's the way that I play These type of leads forcing the conversation without permission So this is what I was saying before when you get into a conversation or when you make an outbound prospecting phone Call and the prospect answers and it's bob and you say bob. How's it going today? You know, bob I mean, let's be real. I mean you think bob is sitting around waiting to talk to a real estate agent and just sitting by the phone I don't think so and so what we have to do is we have to actually have a pattern In order to peak the prospects curiosity to peak the prospects interest to earn the right to have the conversation Otherwise, I'm sure you're experiencing it right now prospect to say I'm not interested. Take me after your list click I bet you that happens a lot to you watching this video So what do we do to make sure that that stops happening? Well, if we get the prospects permission to have the conversation Up front the likelihood to have a better conversation increases dramatically and the way in which we do this is by Lowering reactant and we've talked about that a lot on the channel But reactants is when somebody feels as though their ability to make their own Decisions are being taken away and when that happens to somebody somebody pushes back says no no no I don't even care when they feel that pressure they push back So what we have to do is lower or in other words remove the psychological reactants How we do that is by giving up the perception of control and giving it to the prospect So the prospect feels as though they're making their own decision The best way to do this is by approaching the conversation like this You say mr. Prospect listen, this is Brandon. I'm a realtor and before you hang up You know, I was just hoping to tell you why I called really quick and then you can decide if we need to have this conversation or not Would that I don't know that I like this Um, you're basically assuming that they don't want to talk to you You're basically assuming that they want to hang up even though they answered the phone And are giving you an opportunity to speak. I don't know Again, like if this works for you awesome, that's great. Use this if this one makes you comfortable I've always said like Whatever you have to do to make yourself feel comfortable enough to make these calls do it. Absolutely Um, but just myself personally walking into it and really quickly saying listen, don't hang up Uh, you know, I know you might want to hang up, but you know, give me an opportunity here I think it's kind of it sounds like we're kind of desperate Um, is what it sounds like to me That'd be fair and when you do that the prospect isn't used to having this new sense of control on a conversation And so they don't even know that this is happening. They're not calculating this thought It's just a natural psychological response where they say well, well, sure It's like asking somebody the question. Can I ask you a question? And what do they say every single time? They say yes, it's a universal yes And so when you approach the conversation this way, you're gonna find that the conversations go longer That you're able to ask more questions that they engage So I do this at the end of the call when I'm asking to stay in touch Right. So at the end of the call when they say they're not interested like he was just saying they're saying they're not interested They hang up or whatever, you know, number one like I'm like, whoa, whoa, whoa Like just so you know, I'm not trying to sell your house today We go into why I'm calling to see if there's something I could do to help you based on a recent sell a recent listing Whatever it is, right and when they say they're not interested, I'll make great. So you got to hit the transitions guys There's transitions in a phone call, right? When you get to the points where there's the inflection point and the call in the conversation You can keep it going with these transitions So like there's many before we get to this point, but when we get to this point, they say they're not interested Like great. Listen, is there an agent that you would work with if you were to buy or sell? Right. No, cool. Well, listen, I'm sure at some point in the future You're gonna buy or sell I would imagine right even if it's five or ten years down the road, correct, correct Cool. Listen, I would love the opportunity to work with you when that day comes Would it be all right if I stayed in touch with you? Yes, great. What's a good email for you? Is this your cell number? Again, my name is I'm going to stay in touch with you via email Let me know if there's anything I can ever do for you tell everybody I said hello and we'll talk to you soon So when I ask them for their email, I'm actually asking for permission to stay in touch before Actually asked for the email. Of course, they're going to say yes. We made it this far in the conversation It's a good conversation. They're feeling a little more comfortable with me and I'm like, is it okay if I stay in touch? Yes, great. Then I asked for the email. So I do the same thing. I just do it later into the conversation More and so because not only did you lower reactants? But the other benefit of opening a call like this is you get to benefit the principle of consistency This is another thing that psychologists have found to be very useful is when someone verbalizes a commitment They behave to stay consistent with that decision Next number six trying to get an email from everyone you talk to this is a massive mistake Why because what I see happening is real estate salespeople trying to force every single prospect that they talk to in their database and what ends up happening is they have they grow this huge email list of prospects when their real intention was to generate leads And they end up getting into the data collection business instead of the selling of real estate business And I think the bottom line here is that you can do both. You can have the data collection And you can have the real estate business. That's that's what I am all about here is building your database to the point And I agree with Brandon that real estate agents get really fixated on What they perceive to be the objective of the call and so if you're Let's just say mainstream coaching and training the objective is to set the appointment And so what I saw for so long was agents who would focus Everything on getting the appointment and they were like blinded They weren't even trying to like hear about why the seller or buyer wants to buy or sell If in fact this expired wants to buy a different property. They're so fixated on just listing that Expired listing that for sell by owner. There's nothing out. They're not going after anything else They're just so focused on the appointment and listing that property And so, you know, I'm I'm sure he's referencing my coaching program because that's one of our things is emails And if you understand the depths of the psychology behind my scripts, it's not just a script on a piece of paper There's a reason for every single word of my scripts And if you really understand it to the fullest, you'll understand objects and one is to see how they're doing today Objection two is to make them feel comfortable with you Objective number three is to see if there's anything we can do to help them buying and selling real estate today Objective four is is to collect their data to stay in touch forever So if they're not buying or selling today, then we want to be able to remark it to these people forever I don't see how that's a bad thing um, but You know, whatever the agents just lasering in and focusing just on that are really just Blocking everything out and being blinded to any other kind of opportunities. Absolutely is a problem But it's kind of the case with Anything, you know with with agents they just get very laser focused because they're inexperienced And they haven't really got to the level of communication to be able to really read the other person on the phone And really try to figure out what's going on behind the scenes and read between the lines To really see what we can do to help these people So I think it's true no matter what if you say, you know, you could say it's the email Or you could say it's setting the appointment, whatever it is the newer You know Prospecting agents are with their inexperience are going to be laser focused in on something And yes, it's a problem. I would rather see I would rather see the problem be a big database Then to have a problem with a small database at the end of the day, at least you have something there and by the way The largest companies in the world pay billions and billions and billions of dollars for data They build their businesses on data By remarketing to people through the data through behaviors so on and so forth It's really the way that we should run our real estate businesses. We should be a data collection Entity our business should be a big part of our business needs to be data collection So with all the other big companies do it's what I did. It's how I By 2017 I was making a million a year I quit prospecting and I was able to make a million a year every year after that in real estate commissions With zero prospecting why because I had collected all the data over the years And I'm able to use that to remark it to continue making a million dollars So, you know, I honestly, I don't know what Brandon's sales are experience or anything But I can only speak from my experience and my results and that is millions and millions and millions of dollars But this is very interesting. Let's keep it up And I don't know about you but collecting email addresses doesn't pay very well And so I understand the mind and another thing that that uh, I wanted to point out I watched one of one of Brandon's uh calls where he called a prospect um I'm not going to critique him on the call and the script and all that stuff but He asked for the email address which I find very interesting Inset but the problem is it's a scarcity mindset. The scarcity mindset says I'm going to try to get something out of every single Conversation that I have versus how do I have the a high quality conversation? Maybe I'm generating a lot less leads over the phone But the leads I do generate actually convert into listing appointments and then into listing because the agent That's trying to convert everybody ends up working or generating information from people that are not looking to sell their house for years into the future Which is exactly if they're not going to buy or sell anything today Okay, if they're going to buy or sell years in the future Don't you want to represent them in those years in the future? Do you want to throw that future business away? You're there anyway talking to them You've already spent the time to dial them to have the conversation to talk to them Wouldn't it be smart to just take the Not even more time it takes the exact same amount of time To collect their information stay in touch with them for the day that they do decide that they want to buy or sell Don't you want that future business or I mean My my real question is is like is Brandon saying to throw away The future business and only deal with people who want to buy and sell today I mean this is literally how I got to The level of business that that I had was that time is going to go by regardless You know and if i'm talking to this person anyway, wouldn't it be smart to collect the data to do future business with? Um, I can't wrap my head around that one. There's business to be had right now So instead of trying to convert everybody the thing that has served me that I coached you is why not you be skeptical of every prospect? Like they are of you. So what does this mean? This means asking good qualifying questions to determine Is this a lead or am I forcing this person to my database for some reason because collecting email addresses is not the business That we're in again if you're there anyway And you're trying to find people that want to do business now But somebody doesn't want to do something business now If they own a property the exact property you want to sell Wouldn't it be wise to stay in touch with them until the day they do furthermore You know how many people that I've collected emails from who said they would sell Never sell or maybe they sell in three to five years and they call me in 30 days And say come take a look at our house. You know how many times that has happened You can't you can't judge that um That somebody that they say doesn't want to sell or whatever doesn't actually want to sell Right. This is the first conversation you're having with them chances are they may or may not tell you exactly what's on their mind for real for real Um, but after a couple emails from you and they're like, wow, this is the real deal I love the conversation I had with them. Um, you know, let's call ricky You know or maybe maybe something happens three months down the road where things change things change all the time People change their minds all the time I want to collect every single person in my markets contact information and send emails to them That's how I and many many many other agents have built massive massive businesses not only for the future Right through this process. I'm closing more deals than anybody else today This year right this second By the way, like I mean we got seven million dollars worth of pending deals right now in little old alabama Right now as we speak Number seven trying to close the sale over the phone This is another mistake that I see a lot of people Really struggle with and that is we call a prospect out of the blue We have our first conversation and somehow we think that we can use a magic script to get them This music's got me hype bro. I got to tell you the truth. This is some tight This this is some good music to agree to list their house over the phone on the first call Well, I mean again, all that that is doing is raising Resistance it is so unlikely for you to call a prospect. Where did music go that completely random out of the blue Convince them with some magic words that all of a sudden they're going to say yeah, I'll list my house with you tonight I mean, it's so Likely what's more likely is for them to say wait a minute. You said let's go find people that want to sell their houses now And now you're saying it's totally unlikely that they're going to say hey come take a look at my house to To possibly see what it's worth Nope, not interested. I'm good. Nope. Nope. Nope just resist And I know this because if you look at your conversions if you're making 100 calls a day Not all 100 are saying come list my house. Are they no what we have to do Is we have to break up the sales process into small easy Micro commitments for the prospect in other words phone is designed to set appointments face to face And that is how we position the conversation You can't list a house without having first some type of listing appointment Whether that be over zoom or in person face to face So why not spend the time over the phone focus on selling that interaction first It's got to come first anyway. We can't skip over that anyway So that is the approach we use the phone to set appointments We use the appointment to convert into listings number eight on the list It's the one that you've been waiting for using scripts to get people to say yes Now you're like brand and I don't get it Isn't that the whole goal is to get people to say yes to whatever it is that we're pitching over the phone Well, not necessarily So the way in which I see most written and most scripts taught is by Asking questions that hopefully will solicit the prospects agreement with a yes Now the problem with that is you know prospects don't owe us anything And so over the phone they have this their defense is up And so it is very difficult to get unless you're you get really good skills grow It's difficult for people to get prospects to be agreeable What they aren't used to doing and what I am suggesting that you do is not you don't do this with every question But what we want to do is reframe the type of question that we're asking To get agreement by getting the prospect to say no And so the reason why this is so effective is the way you can ask a question instead of saying to the prospect Hey, you know, are you still interested in selling your house? All right It's a bad question. It is so easy for the prospect to Not agree with that because they feel threatened They feel like you're trying to sell them a better way to ask that question to get agreement Here we go by getting them to say no would be something like this. Mr. Prospect Would you be totally against the idea of reviewing an offer if the numbers made sense and them saying well? No, I'm not totally against that. That's good Is their way to agree to the question? So try to ask what we call no Oriented questions and I think what you're going to find is that more and more prospects agree with you. Yeah I like that. That sounds real good. So if you want help with any of this stuff before you leave I'm going to put a link underneath this video and if you want to have a conversation about potentially working together Learning about our listing agent academy coaching program so that we can help you build a multiple six figure Listing agent business click the link you can schedule a day in time that works best for you We can have a conversation Explore the idea of working together and then at the end of that we can both decide If working together at this time makes sense or not So click the link beneath this video and I'll see you guys in another video very soon The music is hype Oh, man. No that that's good stuff, man. That's I really really really enjoyed this video honestly. Um You know, it's good to hear like opposing opinions on stuff because why everything works Um, it's like it was good for me to hear like an opposing side of of, you know, a lot of my, you know Theories on, you know, prospecting and cold calling Um, it opens my mind up to the possibilities and it stretches me and it helps me honestly Um, it helps me think about things differently being around people with different energy and different ideas is extremely healthy um and You know, it it just it helps you become a better version of yourself because If you're just stuck in your own world If you're just stuck with your own theories and you're not bouncing these ideas off of anyone if you're not, you know You know around different vibes and uh theories and ideas It's hard for you to grow So Anyway, that's what this video is all about is Hearing a different angle different side you guys go subscribe to brandon check out his coaching program all that good stuff And um, let me know what I can do to help you on my end. I hope this video helped you a ton I'm gonna put another video right here for you to go and watch. I'll put a video right here Me making live calls. How about that video right here? Me making live calls so you can go watch that and uh, let me know what you think I'll be here making live calls next week. I want to be making live calls next week So tune in for that and we'll see you guys on the next video Keep selling keep building take care