 And right, your dad called you today and said, I want to buy a house. What's the first thing you would ask him? The biggest question I've been getting lately from brokerages and agents all over the world is how to handle objections. It's been like a trending question in my DMs and on my Zoom calls and everything else. So I thought I would kind of come on and do this publicly, kind of share with you guys my thoughts on objections and this entire process here of conversion, right? Because that's what this is. That's what you're trying to do at the end of the day. You're trying to convert into a deal. You're trying to take this prospect and turn it into a transaction today. And so let me just start there because there within lies, I believe the biggest problem in the industry right this second when it comes to conversion is this, that agents, most agents are looking at every single prospect as a possible deal today. And so what I mean by that is when an agent is talking to a prospect, maybe they were an online leader. Maybe it was a cold call or whatever it was. And they say something like, I'm kind of worried about interest rates right now, kind of, you know, kind of ejection. Let's go with that for a second since that seems to be one of the hot topics. That agent is literally trying to rack their brain on how, what to say to turn that conversational round and get that situation headed towards a contract. Get it towards a possible transaction. And I think the first thing to realize is that most prospects are not a deal today. I think that's the first step because if you're just laser focused on, you know, every prospect is a deal. And the way that you communicate is only to turn these prospects into deals today. You're losing so much future business. And let me, I'm here to tell you guys that you're here to build a career. You're not here to close this deal today. Like you can build, you can work your business like that. But that's not how I work my business. What, the way I think is, okay, you know, I'm not thinking, how many deals can I close this year? I'm thinking, how many deals can I close in 30 years? That's what I really want to do. Now, when I focus that mentality in my business and communication, what happens is absolutely magical. I get the business later, of course, because I built those relationships. But guess what? I also close even more deals now than I would if I were just focusing on deals today. Why? Because when I'm just focused on deals today, people see that, they know that, they hear that, they recognize that, and a lot of people are turned off by that. They're gonna go the opposite direction. Now, you can be a very slick salesperson type and get around this to a degree, but I still don't believe that that's the best route to go without really thinking long-term with it. Let's just put it like this. The way that I eventually started building my business allowed me to close so many deals this year, but not only that, I could visualize how many deals I was gonna close over the course of my career. And I mean, actually, let me show you real quick. You know, just for proof, right? If this is your first time watching me on YouTube or whatever, this is an actual screenshot out of my MLS that shows me at the top out of all agents in my county for eight years in a row. This is dates going from January, 2014 to December, 2021. Okay, and I got in the business in 2002, so this was after a while in the business, of course, but I had to go through all of those learning experiences and I actually built my business, handling objections and trying to close the deal for the first eight years of my career. Guess what, I lost everything. I went bankrupt, I was homeless, I was sleeping in my car because I was high-pressuring people. And now, right, after that, I realized, I need to accumulate people so that I can not just close deals this year, but I can close deals every year, forever. That's what I want, that's what I want for you. And that's the dream I wanna sell you today. Not the, you can close 100 deals a year dream, but that you can close 3,000 deals over the course of the next 30 years. That's the dream I wanna sell you. And it's totally possible, anybody can do this. So let's get back on track here with the video in terms of handling objections. Now, my definition, what, or let's just say, what agents, you know, traditionally, what most agents define an objection or even a rejection as, I define that as my prospect telling me what they want to do. For example, if they're telling me, hey, I'm worried about interest rates. That's me, that's them and so many words saying, I don't wanna buy right now. I wanna see what interest rates do. Now, I'm gonna dig deeper into that conversation as if they're my mom or dad or brother. And I'm gonna say, hey, what about interest rates? What's going on there? You know, what are your thoughts? What have you been hearing? You know, what's scaring you? What do you want to do? What do you plan on doing? Are you, are you planning on waiting till rates get better? You know, what kind of property are you looking at? I wanna know everything. So it's not an objection. It's them telling me what they wanna do. If they say, I, you know, call me back in six months. I'm gonna sell, I might sell in six months or I will sell in six months. Okay, great. What's going on in six months? That's got you wanting to sell. And I wanna understand that situation because I wanna understand, is he just blowing smoke? Is he or she serious? Is it legit? Is what they have going on in six months legit? To, you know, to buying or selling a property? I wanna understand. I think the problem most agents make is, okay, you wanna sell in six months? Great, I'll call you then. Or something along those lines where they just kind of leave it open ended. I'll call you then. And they're not even digging into why they wanna sell in six months, what they wanna do, how they wanna do any of that stuff. And it leaves it to a point of when the agent tries to call the prospect back in six months, they ghost them because they had no intentions of selling in six months. They had full intentions of never talking to that agent ever again. And if I can tell you, Mr. Agent, that I'm gonna sell in six months, I know that'll get you off the phone because it's gotten so many other agents off the phone. So I'm gonna use the same trick on you and I'm never gonna answer your phone again. That's what they're saying. And so, so many words a lot of times. But then you start digging deeper into it. And as you start asking why they wanna sell in six months and what's going on in six months and you start, they finally tell you, well, I don't really think I'm gonna say, they finally tell you the truth and now you've actually got a connection and they feel a little more connected because you actually went there with them. And now you have a full understanding what's going on. They have no intentions of doing anything or maybe their intentions are extremely low and you say, okay, great. Listen, it doesn't matter to me if you do anything and say, I don't care what you do. I'm just here to help you when you do decide to do something. Whether it's a year, whether it's two years, whether it's 10 years, that doesn't matter to me. That's not what I'm here for. I'm here to help you whenever you decide because we know on the back end guys, why this strategy works so well is because on the back end, we know closings happen every day. And if we're doing our job to talk to as many people as we can on our market, then we're gonna close a lot of these deals. It's just the way it works. If you're not talking to people, then you're not gonna close deals. That's why I say phone calls in the morning, social media in the afternoon. Phone call, social, phone call, social, phone call, social. Do a little dance, you know? Phone call, social, phone call, social, you know? Throw it out there, you know? What can I do to help you, bro? You know, so it's fine because I pretty much had one question on my mind actually. And that was so right now I'm currently in the process of like trying to kind of get appointments with leads. Like for example, I've been doing a lot of open houses. I was actually doing a lot of door knocking in these last few, which is well, because I just found it like really like kind of therapeutic, you know, and really just trying to get in front of people. So I was looking up all your scripts, you know what I mean? Just like watching all those videos and whatnot, like, and it's just like, you really been helping me now. So thank you for that. But like, mainly the thing is it's like, you know, I've been really like getting those contacts and just building up like, you know, like communication. But I found that like, you know, when it comes to actually trying to schedule appointments with these clients, it's almost like, you know, I think I'm not being direct enough. Like I'm kind of like leaving, like saying open night things. Like, oh, you know, I just saying this property, feel free to ask me any questions or feel free to, you know, let me know if you want to schedule an appointment as opposed to saying like, hey, you know, like when, when you want to go see this, you know what I mean? Like obviously I don't want to be too pushy, but. This is on the phone? On the phone, mainly I would say, yeah, like text and call, but. I wouldn't text at all. Number one, right? Okay. Yeah, I wouldn't text at all. Number one, right? So, like I would call only. And then if they don't answer, I could shoot them a text, but I'm not going to ask them if they want to see the property on a text. Right? At all. Okay. Right? So when I'm calling, right? What I'm going to say is, is, hey, Mr. Johnson, right? Hey, it's Cole over here at Remax and in whatever area, make sure you say the area so they know where you're at and stuff, right? You're gonna say, hey, you know, you enjoy the day, isn't it gorgeous? Right? Or I'm enjoying the day, cool, cool, cool. Say, listen, I don't want to take it too much of your time. I saw that you were looking at this house online, whatever house they came in as lead at. I was just calling to kind of see what's going on there and see if there's something I could do to help you, see what's going on, right? And now we're listening. We're just listening. Like, see what he says. You know? And then based on what he says that's going to dictate what our next move is. You know, you're not always trying to set appointments, right? You're never really trying to set appointments. What you're trying to do is, is see what they're trying to do so that you can, you know, help them. See what I'm saying? Like, you got to understand the backstory, what's happening. Like, I see you were looking at this house online. I was just calling to follow up with that and see if there's something I could do to help. Tell me what's going on. That's exactly what you should say. And then when they say, you know, yeah, I was looking at it. We're thinking about doing a little something to something and this, that and the other and then dig deeper. You know? Okay. Well, why? What's got you, you know, what's got you guys moving to wherever? Where are you now? You know? Are you already working with an agent on this? When are you looking to buy? Just continue to ask and dig, dig, dig, dig, dig. You know, until you've collected all the data you need. To paint that full picture to where then you can take a step back and say, okay, I know, I know what our next move is because it's not always to go look at a property. Maybe they're looking to buy in eight months, right? So therefore an appointment may not be the next move. If you have a really good connection, maybe you guys want to catch lunch next week, you know, or something, just, just to, just to meet, you know, knowing that you're not, they're not going to do anything for eight months. It comes back to what I've been thinking about eight months. It comes back to what I said in the very beginning that most agents take a prospect and they're looking at that prospect like they're a deal today. And then they're taking anything they say and saying, okay, how do I approach this in a way that basically turns us into a transaction today? Instead of listening to exactly what the, what the prospect wants to do, and then just putting a game plan together to help them do it regardless if it's to buy or sell today or not. See what I mean? I remember you saying that earlier too, and immediately I went in my head, I was like, that's exactly how I've been thinking because I've just been so hungry for like the deal, you know, like I've just been so hungry. I gotta be more patient. And people hear that in your voice. Yeah, when somebody says I want to buy or something, right? Slow down for a second. Take a step back, take a deep breath and say, okay, you want to buy? Let's figure this thing out together. I got you. Tell me, tell me more. Tell me what's going on, right? Tell me, tell me your situation because what's happening is, you're in this mindset to convert before you connect, right? And we need to connect, then convert, right? And we need to baby step that the conversion, it needs to be baby stepped, it's a process. It just doesn't go from A to Z, you know what I mean? There's A, B, C, D, E, F, G, you know what I mean? Definitely, okay. Yeah, so just take them down that road with you and taking them down that road shows them what? That you care, you know what I mean? It shows them that you care because you're asking questions. You're asking them the same questions you would ask your mom or dad, right? Your mom or dad wanted to buy something, right? Your dad called you today and said, I want to buy a house. What's the first thing you would ask them? At this point, so mainly, I mean, obviously I wouldn't go like right into the pre-proofal but I say like- No, it's kind of like your dad called right now and said, I'm looking to buy. What would you, I want to buy this house over here. What's the first thing you'd say? I say, well, okay, so I first asked for area and went on and then they said- He's telling you the house. He says, son, this is your dad, Cole. This is your dad calling, okay? We don't have to treat him like a robot or a prospect, right? He tells you, here's the house. I want to buy this house. What is the next thing you do, do you say? Pretty much, I'd mainly kind of like get him pre-qualified. At least that's what I kind of initially know you would, Cole, your dad, you're gonna go get your dad pre-qualified? Listen to me, Cole. The first thing you would, you've been so programmed by mainstream coaching, it's just, you can see it oozing, right? The first thing you would ask your dad, if he said, I want to buy this house, the first thing you would say to him naturally, organically is, why dad? You'd say, why you want to buy that house? Right? And then he'd tell you, and you'd say, okay, that makes sense. You want to invest it, it's gonna be a rental property. That's a good move. Let's go look at it, I'll set it up. Go look at it, right? He loves it, okay, great. How you want to pay for it? You want to make an offer? How you want to pay for it? You know, what do you want to do? So definitely, bro, when a buyer says I want to buy, do not say, let's get you pre-approved. Say what house you want to go look at. Go show them houses without getting them pre-approved. I see, okay, because initially I thought it was reverse words, like, you know, you want to make sure they're pre-approved before you show them houses, but then I guess it's also probably more different. Of course you do, if you're a blood-sucking bat, if you just want to make money on people, maybe they don't want to buy, they just want to look at the house. Can they just look at the house? You know what I mean? It comes back to, why do you want to set? Why do you want to buy? If they tell you, I have to buy right now because my lease is up in 60 days and I got to put something under contract now, we're in a crunch. Okay, let's go straight to the bank and see exactly what you can get approved for and then we'll go look at five houses in that range and get something under contract in the next two or three days. How's that sound? Great, great, I'll go to the bank with you, let's go. Right? Like there are situations where you're going to go get them pre-approved, but I'm saying that's not every time. See your program to do it every time. You know, every situation is different, man. There's not a cookie cutter. Here's how you handle every prospect step by step. Doesn't work like that. Every prospect has different time frames, motivations, you know, abilities, willingness. So you can't treat them all the same. Okay, get better at digging into their situations, right? And baby stepping into the connection, treating them like their mom or dad and then help them do what they want to do. Got it? Definitely, it's definitely like another lens I really got to be seeing it through, you know, in terms of the more helping approach, right? And this will help you close way more deals, man, a lot quicker, okay? Definitely, thank you, Ricky. Hey, keep crushing it, man. Definitely, I will let you down. Message me on Instagram, like say, hey, how was the guy that came on live with you? So I know who you are, I'll follow you. Oh, that really means a lot, okay? Yeah, thank you, Ricky. I will, I'll do it right now, so. Cool, see you, bud. Awesome, thanks, Ricky. Take care. Bye-bye. That was pretty cool. Thanks for coming on, bro. I needed that. I needed a little, I needed a release, release all that, it was all in there. All right, cool. Hope on a Zoom call, guys. Thank you so much. Yeah, if you guys need something, hit me on Instagram. I'll be back doing a live next Monday. I'm leaving Tuesday to go to Chicago. Love you, guys. Let's go. Keep crushing it, put a video right here. Put a video right here for you to continue watching. Keep building, keep selling. Let's get it. I 35 with the top down, could you tell a hater they should get like me?