 All right, so you've been making these calls, right? Okay. Okay. Cool. Cool Okay, okay, and then maybe A couple of handfuls of the emails, okay Okay, cool, cool. All right, so let's let's do a role play. All right, I'm gonna be the owner of the house and I know it's an awkward thing role-playing and stuff But um, I just want to hear what you know how you how you you know what you're saying and how you Transitions are and stuff like that. Okay, so you're using my phone script, right? Yep. Okay. Okay. So here we go. All right ring ring ring. Hello Yes, mr. Johnson I'm doing fine. How about you? Yeah, not really right this second No, we had one, but you know we bought the house, but he you know we hadn't heard from him a while So no not really Yeah, I'm making notes on your script. Okay Okay, here's the thing. It's good, right? Like like it's good you You're hitting like most of the key points Okay But here's what here's why people there's why where it's going wrong. Okay. Okay. I'm fixing to tell you it's it's Okay, the biggest thing is this you just haven't called enough people to get enough experience, right? Okay, that's the first thing that's like the biggest thing I want you to understand this like you're doing great But the biggest problem is lack of experience So the only thing you can do to remedy that is to keep making the calls so you can gain that experience, right? That's the most important thing I want you to get out of this. Okay, but that's long term, right? That's the that's the macro. Let's talk about the micro your your what you're saying, okay, so Number one and this comes with experience It does kind of your tone your tonality and Your speed of your voice and stuff it does kind of sound like you're reading from a script, right? whereas if whereas if you if you If you watch the videos of me making calls it all sounds very natural You know, even though even though I'm saying those same words that you're saying It's how I'm saying them that makes the person feel comfortable See when a person when a when so you're talking to somebody and they get the feeling that That they that they you know You're reading off a script if they if they if they get any hints of that Then they're gonna that you know, they're automatically gonna be kind of on the defense, right? Okay, so that's one thing Okay, so the only way to remedy not sounding like you are talking from a script is to maybe practice The lines in your head, right and do some more role-playing and to where you kind of got the The lines memorized Whereas you don't have to even look at a script when you make calls You just know exactly what you're gonna do every time it's time for you to talk and it just comes natural, right? Okay, that's one that's one thing so you got you need experience What you're doing that you're making all the calls so you're doing great there You need to not sound like you're talking from a script and that right there could be what's messing you up that that right there It could be what makes people have that You know rude kind of tone or whatever because they feel like you're just another realtor kind of thing because of they if they Feel like you're just another realtor They could you could you sound like another realtor? Then they're gonna have their guard up, okay? So what you got to do is you got to get you got to get into your zen You got to feel you got to make them feel like you got to pretend like you're calling a friend or a family Like you have to have that same tone that you have when you're calling like your mom or your uncle or something like that, right? Okay, so that so that's like that's like the big picture stuff, okay Now let me let me talk about what you actually said that you need to work on You went too fast into the real estate stuff Like there's a part of my script where you kind of chat about the weather for a second and See and see that part. I know it's a little awkward, but it's so cool Like it really works because it doesn't have to be about weather like right now You could be set you could you could say hey, mr. Johnson. Yeah, mr. Hey, this is Ricky remix orange speech. How you doing doing good? Oh, yeah, I'm doing good too, man Just getting ready for Christmas y'all have a good Thanksgiving You know you could say it doesn't have to be weather weather is just like the general like term for Anything like you could you could talk about like if you know like if Thanksgiving just happened if New Year, you know Valentine's Day, you know, you know springtime fall The weather changing time changing You know it but see like if it's raining hard outside or if it's sunny and beautiful It's all the same stuff. You see what I'm saying And so it's in so what I'm saying is is when you go really fast into the real estate part of it They kind of shut down because what happens is you got on the call you get right on the call and then You see how you're doing all that and then you jump right into the real estate thing They're like, oh crap, you know, like it's like because they didn't know exactly what you're calling about and then boom But if you give them a little bit of breathing room just a little bit of breathing room with the small the small talk for a second It's amazing how they open up to you So that that's one thing Okay Okay, another thing is is when you get down to where you're asking them if there would be an agent that they would work with When they say they when they say they don't When they when I said I didn't I think you said I think you just right went right into is it okay for staying touch? And that's another thing that you need to do a little bit of small talk right there Because if you just say if it's okay for staying touch and then ask for their email They're not really they're not really going to be giving it to you because you didn't really say What's going on and so when they say that they this is in the script too when you said when they say they don't have an agent You should say I Got you. Well, look, I'm sure at some point. You're gonna want to buy or sell something You know, I would love the opportunity to work with you and that day comes would it be alright if I stayed in touch with you See how that rolls off the tongue and it just makes them feel comfortable You know when you say it like that So so make it more of a conversation and add some more small talk in there And then just keep making calls like just keep making calls and keep getting experience and really try to find out Like where you're comfortable, you know like get get into your comfortable zone because here's the thing When people feel comfortable with you then they're gonna do business with you and they're gonna give you their email So you're not getting very many emails because Your delivery is not where it needs to be yet on them making them feel comfortable. See what I'm saying Yeah, so that's why I wanted a role play with you and hear what you were saying exactly because I wanted because I saw your results and Or I think you said something like there's some rude people or today or something And I wanted to know what you're saying because I get rude people and stuff I mean you can watch the videos where I was making calls I get people that hang up on me and all that stuff but I Don't focus on those Like I work on trying to make people feel comfortable And if they do great and if they don't I don't I can't I don't even think about them. So You know, I I mean, you know, I post about Losing a deal because I want you guys to learn from I want you guys to know that I lose deals and that I This is how I handle it, right? But if I wasn't coaching, I wouldn't even be talking about losing a deal like you can always you all you can always spot an agent that that a Low producing agent or one that's just not gonna make it because they're always talking about the one that got away or You know stuff like that instead of focusing on the The positives, you know, like the one that they actually got and where that relationship is going the referrals that's coming from it The the the next person that you know, like when you call a hundred people You're probably gonna find two or three people that will do a deal with you today or in five years You know and that that's where it's at Like it's the five year like you'll get to a hundred deals in five years But you can do if you you know, you can do 20 or 30 or 40 Doing what you're doing and it's a like a snowball because you got one buyer You got one seller for January and you got 18 emails. That is actually Huge like if you if you only did that level of results from here on out And you consistently you didn't you didn't quit and you got to year two year three You would have a like crazy bit bit huge business Yeah, it just depends like if it's a um if it's an LLC, you know, then I'll just say hey This is Ricky Kuru the remix of Arms Beach. How you doing? I don't do the whole. Hey, is this so-and-so? You know what I mean? I just I just go straight into it You know and then if it's somebody I can't pronounce their name Whoo, if I see their first name and I can pronounce that I'll try that or If I can't pronounce their first or last name, then I'll just then I'll just go straight into hey This is Ricky Kuru the remix of Arms Beach. How are you doing today? You know like I'll like sometimes if I if I don't know who you know If I can't figure out how to pronounce the name. I'll just go straight into my the second part Yeah The latter I do just my contact stuff and then I got my website on there. I think hold on Where's that thing? Yeah, I got my website and I got all my stuff on there. Here's the thing Maybe I should do a landing page, right? You know make maybe I'm behind the times when it comes to that Maybe I should have one set up and be capturing leads that way and all that good stuff But I don't and so What I would say you is is it doesn't matter you can do it either way because if you're sending postcards to your Whatever neighborhood you're going to I mean, this is that obviously going to be a subdivision that you're gonna cold call too So, you know the the the relationship is developed in the conversation You know like making them feel comfortable and and seeing how you know seeing how you get along and that you know I'm saying like that you both feel good about each other. You can't do that unless you actually talk So You know, so my my answer is it doesn't matter I think it's okay to do the landing page stuff, but at the same time I wouldn't I wouldn't be like If I'm not doing it then I'm then I suck. You know what I mean? I got you Yeah, well, you know That might be a good and you live there that might be a thing that you can door knock You know, I'm not a door knocker. I've never door knocked So I don't know what you are as far as door knocking goes But you know since you can't find the numbers and stuff, you know That could be a thing if you if you do door knocking that could be a thing for you to door knock, you know But if you if you do a landing page, here's the thing about a landing page That that landing page is just designed for you to get their email address. Okay, I Mean that's that's the whole point is they go there and they sign up You know to find out how much their home's worth They put the address of their home in their email address and their name or whatever and then you get an email That has their information and then you look up Then you find comps for their house and you get back with them, you know, that's the whole thing So it doesn't have to be anything fancy you know It can just be a you know a Just a Any of them any of the landing pages. Do you have a website? Yeah, see I have a website. I can actually go in and create a landing page And I can tell it what information I want from the people and stuff um And You know, I can create all that myself and set it all up and then send it out but There's no right or wrong answer there to tell you the truth Yeah Yeah, it's who it's who it's who's most consistent is the bottom line Like like if you do postcards for a year and then quit because you didn't get any deals Then you're not going to get any deals, but if you did it for three years every single month You know, you're going to get deals You know because you outlasted all the rest of the realtors and everybody in the neighborhood knows that you're not going To stop that you're consistent. You're going to be there forever You're going to keep on pounding them and your low pressure You know, you're not like trying to force anything down their throat You're just saying hey, I'm here if you need something. Give me a ring Yeah, you can put out you can put a landing page on the next postcard or the next one or the next one or the next one It doesn't have to be right now You know like how many people are in your email database? That's really good. And is it is it and it's just it's just random like it's just buyers and sellers and everything, right? Okay, so Your whole thing right now like you should not even be worried about anything except for getting that up to a thousand As quick as you can through it through these through these phone calls See if you have a if you have a thousand property owners in your email database that have given you their email and are Getting this weekly email from you That's powerful That's that's strong, but if you if you have five thousand internet leads that never talked to you That that doesn't really matter. I mean, you know, that's not too strong to me because a thousand owners Those people are going to buy and sell and buy again and refer other owners that want to buy and sell to you You know, whereas a database full of buyers who don't call you back You might pull a rabbit out of the hat here and there, you know, but they're only gonna buy they're not gonna buy and sell Yeah, you can't really worry about them too much I've struggled with that myself But you can't really worry about that too much, you know, if they don't have email It's like that's how you operate. That's how I operate is through email That's how I stay in touch with people and if you don't have an email address then It's just so hard for me to states, you know, I can't Chase everybody around, you know, I built a business where people come to me, you know They're getting my email and then they call me when they get ready You know, I don't I'm not I can't chase people. I'm gonna chase new people, you know I love chasing new people and getting new emails and seeing what I can do to help new people But all the old people Not all like elderly but all the old people my database I talked to a long time ago They're they're set up to call me when they get ready You know, and I might follow up with them here and there like once every two years or something like that or something I mean, I sent out a postcard a Merry Christmas postcard with the $5 off to a golf shore seafood but You know You just can't too much worry about it, you know, if you want to put it in your CRM or Somewhere to call those people back every You know six months or something Then that's your decision. But to me if they don't have an email, it's hard for me to stay in touch It is man because the time you spend following up with those people you could have spent that time getting more people You know and at some point it has to be about quantity Okay, so No, no, no, no, no, don't change your don't change your you don't you shouldn't go into the call thinking it's gonna be the wrong number Yeah, don't go into the call don't go into the call thinking it's a wrong number go into the call thinking it's the right number And then if it's the wrong number say, okay, I'm sorry. Well, look, do you live in that house now or something like that? You know, are you the owner of such-and-such? You know or something, you know what I mean and what you do is you try to turn that conversation around and try to figure out What you can do to help the person that answered the phone You say hey, you say yeah, you say, okay. I got you. I was looking for the owner of whatever whatever whatever Lane is Is it are you the owner are you the owner now, you know, okay? Cool cool cool. I'm Ricky Karuth remix Orange Beach How are you doing today? Well, fine. Yeah. Yeah. Yeah, man. I'm just enjoying the good weather today in the gorgeous Yeah, well look man I don't want to take up too much of your time today But there was a house down the road that sold just like yours and I didn't know if there's something I could do for you also something you're missing in the script is that Or I don't know. Did you say it? Did you say I don't want to take up too much of your time today? You didn't say no That's that that was a third thing You got to say that you have to say whenever the awkward time comes after the weather part of the call or Christmas part of the call or whatever part of the call you make it You got to say I got you will look I don't want to take up too much of your time today, but a house down the road A property down the road. I just listed a property whatever it is I didn't know if there's something I could do for you because when you say When you say Well, look, I don't want to take up too much of your time today. It's basically Respecting their time and letting them know you're gonna be quick. You just want to let them know something You know what I mean? It just makes the conversation so much more smoother when they know that you're not trying to take up too much of their Time and you didn't ask them like hey is now a good time because then they're gonna say no most of the time You're telling them. Hey, I don't want to take up too much of your time today, but Da da da da You got you got it you got to throw that in there It's these little things that you're not doing is what's messing you up on the emails You could be getting a lot more emails if you'd actually slow down So you're trying to go too fast if you just slow it down Work on making it a conversation and and making it natural slow and just slow it down and Use everything in the phone scripts Then you'll you'll do good Okay, so let's uh, let's talk again in about a month make some phone make phone calls for about a month or so and then hit me back and And we'll do this again and see where see where we are Okay, you good. Okay Okay, okay. Good luck and I'll be here if you need something You welcome you welcome. See ya