Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. We are back and Julie, I have to say the feedback we've gotten on this topic was, is fantastic. Yes. It seems that we might be onto something. For those of you who are willing to accept the fact that you might be a little reluctant to have actual conversations with people and maybe just maybe that reluctance is leading you to have results that you're not that proud of. Well, guess what? Continue listening because you're going to love part two. We're going to start digging into the specifics of not just the psychology of call reluctance, but also really I think what we could argue would be the very practical application of picking up the phone and having meaningful conversations. And this is part two. If you did not listen to part one, please go back and listen to part one now because I think it will make all these extra points that we'll be sharing with you guys today even more useful to all of you. And as always, thank you for listening to our podcast. Thank you for keeping this number on listen to daily podcast for real estate professionals in the United States. Our way of thanking you every single day is giving you the notes from today's show. The notes from today's show are down below. If you just if you're on YouTube or if you're on iTunes or Stitcher or Spotify or all the billions of places this podcast is listened to, open up the description and you'll see all of our notes there. And while you're there, also, you're going to see some links specifically. Look for the link to join Premier Coaching. It's the next natural step for all of you. You love this podcast. This is the part. You know, this is from all measures that number one listen to daily podcast real estate professionals at least the United States. If you love the podcast, which we know you do, because many of you listen every day, you will not believe the value you get in Premier Coaching. So scroll down below. Click the link to join Premier Coaching. Julie, let's roll in and talk about point number one. Yes, that's right. So again, this is part two yesterday. We got your head straight. So if you missed part one, then you know, you know what to do. So assuming that your mindset is adjusted for success, let's get to the real work of real estate, the work that leads to appointments to contracts and to closings. Point number one, this is the real work time guys, make a minimum number of contacts daily. Remember that a contact is a conversation with a decision making adult about real estate. That number of contacts should equal the number of transactions you need to do this year to meet or exceed your financial goals. For example, if you need 12 deals, you must make at least 12 contacts daily. As your skills increase, that number typically shrinks. Agents with prospecting skills who have overcome their call reluctance can usually set one appointment for about every 10 contacts or so, assuming that they're making contacts with the likely to most likely to list prospects and not just doing something like circle prospecting. Now what Julie just said, I hope you guys are breaking down what she's saying. So the first thing is, if you're a real estate treasure map, you're filling a blank business plan which you get as the first level of premier coaching, once you complete that, if you determine that you need Julie's example, 12 deals in order to, you know, earn enough money to have all your financial needs once and desires fulfilled, well, then you're going to have to make that number of contacts a day. Contact is a conversation with the decision making adult where you're, you know, essentially answering their question, maybe following up to answer a question, maybe you're just having a conversation over at Orange Theory, but you're going to ask for business. Now as you become more professional and prolific, what you're going to realize is the conversations are going to have to start focusing more on actual people who actually have their hands up in their air who are actually looking to transact. Now here's the magic of all this. When you're getting started, it's what Julie said, the number of contacts equals the number of transactions you want to do, but as you start becoming a listing agent, then the number of contacts you make per day, you can adjust that to be the number of listings you need at all times as far as whatever your, again, it's all part of the real estate treasure map which you get as a part of the first level in Premier Coaching, but one of the outputs of that or one of the results of completing it is you're going to know what your number of listings you need at all times, not just transactions but the number of listings because we want to gear you guys towards being listing agents. So let's say in your marketplace, if you had five listings at all times, you know pretty much like clockwork, three of them would be in contract at once, maybe only two let's say. Well, your average commission is $10 ,000, you're making $240 ,000 a year if you have five listings at all times. So you're going to start out by making more contacts, but once you build up to your magic number of listings, then what you're going to do is the number of contacts you're going to make per day has to be at least the number of listings you need at all times to immediately exceed your goals. We take a very numerical, drilled down, common sense, practical, no BS approach to all the coaching that we provide for you guys, so hopefully this will, frankly, make things a lot more clear and easy to understand and mostly apply in your business. That's right. It actually makes it far more predictable than most of you think, right? You actually can apply numbers and make that work. But isn't ultimately what we're working on here with these guys is that they don't have to wait around for the business to come to them and I'm reading your future points. They can actually go to where the business is. Like some of you have this, really it's bad information and really bad training around the idea that you're supposed to do marketing, branding, passive email marketing, passive SMS, all this other stuff, waiting for people to call you. You consider a win when you create a lead. That is not a win. Leads have no value. Pre -qualified motivated leads have value. Stop giving yourself a win in your head psychologically when it all is just a stinking lead. That is the biggest mistake and it's frankly bad training the agents have been taught and it's not just the last 10 years, it's really the last 30. You created a contact. You didn't create a lead. Yeah. Who cares? You're building your phone book. I mean, well, a lot of these guys don't know what phone books are, but I mean... Your contact database, your CRM, you're collecting names and numbers of people. That does not necessarily mean they're going to transact with you. We said this yesterday and we say it a lot and it is true and again, it's worth repeating because it's such, I think, different information for all of you. Your goal is not to have a ton of leads. That is an enormous mistake. Your goal is to have a handful of leads. Then those leads are all pre -qualified and primarily listing leads and they're ready to list their homes. Maybe the contracts are signed. Maybe they're going to sign the contract in the next 60 days. The point is, is your goal is not to have 20, 30, 40, 50 ,000 leads. Your goal is to have a few leads, mostly even our top producing agents, less than like 15. And when Julie and I are having a lead coaching call and we ask about their leads, if they're giving us a long list of leads or they're saying, well, you know, screenshotting their database with the number of like 42 million, with the number of leads they're dripping on, no, that person is not doing their job. Well, they didn't actually understand the question if they're doing that. Right. You don't know what a lead is. A lead is a pre -qualified, ideally using our scripts, buyer or seller, ideally a seller, who you know what their motivation, you know what their timeframe is, you know what their half to sell is, you know everything about them. That's a lead. Also, they know who you are. And there are tons and tons, millions and millions of people out there that are actually able to be called pre -qualified at that level to list their homes sometime in the next 12 months or less, ideally 90 days or less. You just have to be willing to have the real conversations. Stop burying your head in the sand thinking that a massive number of leads is somehow going to cure your lack of actual skill and your unwillingness to have these actual conversations. It is critically important that you move past the belief that this is a, you know, sort of mass numbers game. It is, of course, a contact sport. That's what real estate and mall sales is. But it's a contact sport that results in you having a pre -qualified lead. Be very clear about that. Which means you have to get over your call reluctance. And point number two, in part two, is to focus on the person you're speaking to more than you're focused on your thoughts and feelings about being on the phone. You're calling to be of service. Maya Angelou famously stated, they'll forget what you said, but remember how you made them feel. So be fascinated by them. Remove the words I, me, my, and mine as much as possible to avoid making it all about you. Ask more questions and make fewer statements. Resist interrupting and sounding anxious to get to the next question. I had someone message us on Instagram that basically said that we're in conflict when we say, because we do say both things. Our highest and truest purpose in this planet is to be of service to others, and at the same time, we will occasionally say the other truth, which is everyone's primary motivation is themselves. Everybody is mostly focused on themselves. Both of those things are true, and here's how they're both true. Because I do accept the fact that everyone, if you're focused on, and everyone is naturally this way. What's in it for me? How does this make me feel? You can't really move past that, and to think or to try to guilt people and to not, it's the Ayn Rand, Atlas Shrugged kind of thing, right? But to have people believe that their highest and truest purpose is not primarily the betterment of themselves is complete out of alignment with how, frankly, humans are actually wired. But have you to accept the fact that the way you better yourself is by being of service to others, and then those two motivations are in alignment. You guys get it? So if your highest and truest purpose is to take care of yourself, to make your life better, to take care of your family, really, that is where your primary focus always is, whether you go down and admit it or not. Okay, that is not in conflict with what society wants you to do, which is to be of service to other people, because by being of service to other people, you actually are improving your own lot in life. You're becoming the best version of you as a real estate professional, and a real estate professional is here to be of service to other people. Hopefully you guys now understand that, that our philosophies are in perfect alignment with how a lot of you guys already naturally think. That's right. So it comes down to reminding yourself, when you're over your call reluctance and you're on a real conversation with a real person, pay attention to what they're saying. Don't just ask the script questions, listen to their answers. So Julie also said something in that, and I want you guys to think about this. She said, without using these words, she said, remove personal pronouns when you're talking to people. Why? Everyone's favorite topic is themselves, remember what I just said. Everyone wants to talk about themselves. Everyone wants to have other people show interest in them.