 when you feel the appropriate time I want you to say this I want you to say you know what this is what I believe I'm sharing that with you for nothing just get out there and succeed what's up everybody Ricky Krooth here welcome back to my channel so you know since I've been doing this all this coaching and and and all this selling and everything that I'm doing out there my philosophy is be 95% low pressure 5% high pressure and so so many of you are asking me Ricky when do I apply that 5% when do I be high pressure okay when can I ask them for the business when can I tell them to sign the line here so I figured I would do a video on just that before we get started on that please click the like button and shoot me a comment let me know what you think about my videos my coaching program all the above so let's dive right into this so this is about conversion right this is literally about converting how you take someone and you ask for the business and you ask in a way where they want to sign the line sign the contract sign the listing make the offer put their property on the market whatever the case may be we're wanting to try to convert them into a deal so that we can make some money I totally get it I understand and that's why I wanted to make this video first off I think it's really important to understand the mechanics of the conversion okay because I think that this is really important I think that you should connect first then convert okay connect first then convert so what we have to do is we have to really get to know someone all right we need to find out more about them we need to find out what they're trying to do okay I like to ask if they have an agent they're going to work with and kind of try to establish you know my foot right there in the relationship okay where do I stand am I going to be this agent do I have a shot to be the agent you know in this transaction what what's going on here okay and then from there once I establish myself as their agent you know I want to know more about why why they're trying to do what they want to do why do they want to buy why do they want to sell okay and when I start to understand the philosophies and the psychology behind why they're selling why they're buying okay now a couple of things are happening one I'm getting to know them better they're getting to know me better okay they're starting to feel comfortable with me like that I'm actually looking out for them not just trying to get a deal done and to be honest one reason why I'm making this video is because I was on a coaching call okay and by the way if you want a coaching call with me all you have to do is complete the 90-day action plan that's it it's free I do coaching calls for free you complete the 90-day action plan we get on a call we talk about what happened during the 90 days I talk about what the problems were you know what I can do to help you from that point then we create goals whatever you need I'm there to talk about it and try to walk you through it so I was on one of these calls with the young lady who finished the 90 days and she said that she had a lot of and she's only about three months in the business she's doing really well but she said that she had a lot of people that she's talked to cold calling that are going to do business you know maybe three or four months from now okay after the first of the year and to the spring and I started asking her more and more about those situations and I said you know are you asking them why they're waiting till the spring or why they're selling and she said no not really and I said okay well that there you go because this is what happens you think you have a prospect that's going to do business with you okay but you don't really you didn't really ask them why you didn't really go deep with the conversation you really don't know what's going on so you really don't know if they're really going to do something in the spring okay so and also that conversation that you had they could have been just telling you what they think that you wanted to hear to get you off the phone they're not going to answer the phone when you call in the spring okay you didn't connect with them you didn't go deep but you think you did because they told you I'm going to sell in the spring call me back then okay they're thinking that you're going to forget about them or thinking that you know they'll just not answer your call that trust me that is a lot of the time that that that's more cases than not especially with newer agents who don't understand the philosophy of tone and the FE making people feel like they're a friend or family okay so but I tried to explain to her and that's what led me to this video and I think it could be very beneficial for everybody watching that that question of why they're selling why they're buying leads to us being able to set up a game plan around follow-up that they're going to be expecting it's going to set the expectations for how the follow-up is going to go and every situation is different that's why I can't say this is how you follow up with everyone all right we're going to we're going to find out why they want to do what they want to do and then create a game plan around that now you know we're working as a team with them towards the end goal so I want to connect first then convert I want to create the game plan around why they're buying or selling okay but okay let's let's take that part out of the equation let's talk about how we ask for the business okay how do we actually convert once it gets to that point okay we've connected all right we're filling it we're basically friends they're telling us all about their family and their history and all this stuff all right and by the way when people are talking a lot that means they're feeling comfortable okay so if you can get them talking to you and they're talking and talking that means they feel comfortable with you and that is what you want your number one goal is to make them feel comfortable with you I'll say this over and over and over again okay but say we're showing property okay say we're working with a buyer I want to give you a way to convert a buyer a question a statement uh what to say to close in and to use that 5% high pressure at the right time for a buyer and for a seller two different scenarios so let's talk about the buyer first got the buyer we're showing houses you know we've looked at say for example eight houses this is after we've really connected we really understand what's going on we've we've put together a game plan to work together with the prospect as a team for their end goal within the timeframe that they want okay we're on the sixth house of eight we look at the other two they say we really want to go back to number six we go back to number six we're looking through number six walking through there and they're talking about how much they really like this house okay um or maybe they're not even saying that they really like the house maybe they're just giving maybe you're just catching the vibes okay a lot of times people won't tell you what they're really thinking okay because they don't really want you to know for whatever reason maybe they don't know you well enough or whatever everybody's different but let's say they tell you that they really like it or you just catch the vibe that they really like it okay when you feel the appropriate time I want you to say this I want you to say you know what and this could be in the middle of a conversation this could be y'all are talking about it they're asking any questions and then at the right moment you're gonna say look I think we need to go ahead and make an offer on this are you guys ready to make an offer because I really think we should okay that's the line that's the high pressure that's the five percent okay we're gonna say look I think we need to go ahead and make an offer on this are you all ready to make an offer because I think we really should now at this point we've connected with them they trust us this isn't going to be like feel this isn't going to have a high pressure feel and we're just throwing it out there if they say no or they're against it that's fine we're just applying that five percent throwing it out there to see what happens and we've applied it much after the 95 low pressure that's why it's okay to do it so and the reason sometimes the reason why is because hey it's on the market now it might not be tomorrow if you really like it I think we need to go ahead and make an offer you ready to make an offer because I really think we should okay so that's your buyers five percent at the right time line okay so hope that really helps you it's something that I use a lot and it's something that really works a lot okay for a seller say I'm out of listing appointments or say I've met the seller several times or I know this seller maybe we've done deals before whatever the case may be I've connected with them the connection is there I know why they want to sell I understand you know everything going on with them and I've connected with them all that's in place and done now we're to the point where you know they're given again they're giving me the vibe that they want to go ahead and list or maybe they talk they say something that indicates that they're ready but they haven't quite said it okay it's time to apply that five percent this is the line I'm going to use I think we should go ahead and put it on the market are you ready to go ahead and put it on the market because I really think we should go ahead and do that now I'm not saying list it okay and I did a video about this you know I mean after you make people feel comfortable with you that word listing is not it's okay to use you know they're not going to care but I think it's better not to because it doesn't feel it doesn't have that salesy feel but if you just approach them and say hey I think we should go ahead and put it on the market now do you want to go ahead and do that okay this is the five percent at the right time so that's my thoughts on that I have two videos linked below that I think will really help you one is three questions to convert every real estate lead the other one is close deals now it's how to close more deals right now and that one how to close more deals now that one has a lot of mindset to it I really think you need to watch it that one goes really deep if you haven't seen that I think that would be very beneficial other than that I just want to say how proud I am of you I'm getting all of your DMs and all of I see all the comments and and everything else you guys are absolutely crushing it and making me so proud so thank you for that thank you for continuing to fight the good fight and keep pushing for your dreams and your life for your family and for everything else that you want you just got to keep fighting nothing's easy you just got to keep going and enjoy the process so click that like button hit that subscribe let me know what in the world I could do for you we'll see you on the next video let's go