 Okay so there's three questions. What can I do to help you? Do you have an agent? And why do you want to do that? This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. What's up it's Brandon the mountain biking real estate marketer and today is tip Tuesday. And we got Ricky Karuth in the house. What's up? What's up? Good morning. Good morning. Good morning. So how was your weekend man? Straight crush it man. I work seven days a week. You know what I'm saying? So I'm just trying to help as many people as I can help. You know if I don't if I don't I won't be able to sleep at night. Nice dude that's that's awesome. So you're just having the pavement trying to help as many people as possible. That's it man. Like I know what my full potential is. If I don't like do everything I can to try to reach it bro. I'm just literally just going to be upset. Nice. Very cool. Very cool. I know you have a good mission. I want to hear about why you're doing it. Well I'm just doing it because I know I can you know. I mean I'm in Orange Beach Alabama right on the Florida line on the beach. Nobody really knows Alabama has beaches and I've been selling real estate since 2002. I was 20 years old before that at roofed houses. So I made a million before I'm 23. Lost everything. Went back to roofing houses. Worked on an old rake for a year. Read a hundred books. Realized that it's about people not deals. And from there I just started building my business you know founded on people and relationships and how it can help people rather than just trying to do deals. And ever since then man my life's been completely insane and businesses you know completely you know and when you build your business like that nothing can bring you down. Market crashes down turns there's no such thing as that when you're in a people business because people don't go away. So you know it's that's basically in a nutshell so about two years ago I decided to start writing books and speaking all across the world. I've been to Brazil and you know 20 different cities this year and just spread my message of relationships over transactions. Outwork everybody. Closings happen every day. And through that you know my mission is to help reduce the failure rate in the real estate industry one agent at a time. So I'm the first completely free coach. I'm still selling full time a hundred deals a year as a single agent. I've got over 20,000 agents in my coaching program growing by 50 or 100 every day. And I'm just enjoying the journey and the process you know what I mean. Yeah wow that's awesome man. So you're getting out there and you're preaching that it's relationships over transactions. That's that's super awesome. I've actually made that shift to myself. I think that's why I definitely resonated with you was because dude that's what I've that's what I've been doing and honestly it's been it's been a big shift for sure. I actually quit my day job in 2014. I've been in marketing digital my whole life through jobs but 2014 I quit my quit my day job and it was yeah it was rough at first because I was like making making cash you know making just financial achievement right. And it was not going well you know it's just it was hard so but as soon as I made this shift that as long as I'm focusing on helping people at the end of the day and I tell people that I say this can get real shallow real quick. So yeah man yeah like as soon as you get that taste in your mouth of like what it feels like to actually help someone and make money from helping someone you know it's like oh wait a minute I don't have to be high pressure I can be myself and it works still I could still close deals like this and not only that but I can close more deals because now I'm helping their friends and family and getting repeat business and now it's snowballing into something crazy. Yeah you start you it's correct once you get the taste in your mouth of what that feels like it becomes addicted and then you just want to help help help help help you know. Yeah yeah that's cool man that's cool. Okay so let's jump right into question Ricky. So for real estate teams brokers and agents watching this video right now that have went that have been based referral based only and they're starting to take more of a lead generation approach and I know that you have your beliefs on lead generation and you know you can buy them cheap or you're buying expensive yeah regardless yeah my question was you're getting leads one way or another they're free they're three cents they're three dollars yeah when you get them what are three tips three your three best tips for helping real estate teams brokers and agents turn buyer leads into butts in the seat and home showings not even not even talking transaction because that's like okay how do we turn a lead to a transaction that's pretty okay that's like a whole thing right I'm just talking from this point A point B so I'm lead to button the seat to home showings. Well I think the first thing is to realize that most of the leads you get aren't going to do anything right now you know and to wrap your head around the fact that you know most people start looking for houses and start doing the research months and months before they're actually ready to to actually get serious about writing a contract so I think that's the first thing I think the second thing is is we got to quit trying to convert every single lead because we're taking time away from people that really need our help trying to convert these leads that are never going to convert so and I think the third way is to ask the right questions and the right questions are how can I help you as in what do you want to do is there an agent you would work with that you're going to work with on that okay and then once you get past those two questions and you've established yourself as their agent and what they want to do now we want to understand why they're doing it okay so there's three questions what can I do to help you do you have an agent and why do you want to do that and when you understand why they're doing what they're trying to do like the bigger reasons behind why they're doing it the motivation behind their mom died their kids went to college they you know they got a new job they lost a job they're trying to downgrade upgrade whatever it is those deeper reasons is what's going to really connect you to them and create an extended part of your family which will in turn develop a client for life you know and this is now part of your now they're part of your sphere not just a client and so from there once we know how what we can do to help them we know that they don't have an agent we've established ourselves as their agent and asked them why they want to sell now we take all that data and create a game plan with them moving forward because every situation is different and the problem is all the most coaches and trainers are putting all the agents in a box saying this is how you handle every single deal every single situation this is exactly how you follow up every single time when every situation is different so how can you follow up the exact same way on every situation whenever situation is different you can't it's a false reality so you have to figure out what the situation is and then put together a game plan around what the situation is and then help them get where they want to go so that would be my three tips you know understand that everybody's not going to do everything you know right when you wanted to and that we got a quick trying to convert every lead right we need a back end system to help build our brand with these people long term okay which a weekly email is what i do and then that's good i heard that and then we want to do and then we want to have the three questions you know what can i do to help do you have an agent why do you want to do it and create a game plan around that from there our main objective is is to build as big of personal brand as we can through voice to voice and digital marking as the hardest working most professional knowledgeable you know dependable agent in the area you know and we want to do that across as many people as humanly possible absolutely that's a proof that myself is you know you got to do your your numbers game but then you got to do your personal branding game and just be yourself and get out there on social media because it's like you build this database and you want to stay in front of that database you know yeah that's that's awesome yeah so take time to convert leads so one a lot of people maybe are getting leads and they're instantly they're just like calmed down the days on when they're going to sign a contract or hop in the car right and two is uh don't try to convert every single lead they're not all going to work because you have one over here that's that's actually something I might be like really help and this guy I mean they're obviously just giving the run around just letting go be okay with it and then three is asked right questions which is can I help you and I like what you say which is you know what what can I what is it what in the world can I do for you yeah yeah it's just like anything I can do for you anything anything it's like I mean it's that tone is like it's a game changer yeah for sure you talk talk to them like they're your mom or dad or brother or cousin treat them like family right because they should be they should be treated like family right hundred percent and then are you working an agent obviously you want to ask that and then understanding like the deep personal reasons as to why they're doing what they're doing yes because I'm sure when you ask those questions they feel like they're being heard and that you're someone that actually cares rather than someone that's actually just after a transaction that's when you really open your ears up and listen to what they're saying and that's when they're going to really feel like you care about what's going on because you do and then that's when they're really going to get it it's all going to click and you are literally becoming their agent for life dude I love that I love that okay so those that's those are great tips and I want to do throw a bonus question out there so I think I already know what you're going to say here but a bonus question is so like the way the tone of their conversation and what they're doing the actions they're taking and decisions they're making like what's what is everything should everything be based off of so that they it can help guide their every decision and every conversation that way every conversation can feel natural because they already know they're based I think that I think that it should come from confidence in two things okay number one confidence is that you're there to actually help them you're intense in the right place and since you have such a high confidence level of why you're there then that should that should make it to where you're unfasable if someone's rude to you it's like I don't know why you would be rude to me I'm here to help you kind of thing and the second the second thing you need to be confident is the fact that closings happen every single day they happen every day regardless of market conditions so you have job security for the rest of your life you'll never be able to do all the deals are available to you each and every single day no matter what the market does forever and so you shouldn't really weigh too much in on each deal or care if this person buys or sell you just need to be concentrated on not the deal but the person and what you can do to help them meanwhile knowing that if you do that across enough people you're going to close a lot of deals consistently forever all right ricky thanks a lot for tuning in and we'll catch you on the next one absolutely man appreciate it