Live Dialing Leads with Nick Moretti, March 23, 2022

The latest webinar with Nick Moretti was packed with great questions from participants, head-on tips from Nick and Crystal, and an inspiring call with a brand new lead to warm up. 

Here is the sneak-peek:
Call: People who rent turn into people that buy
Tip: The power of notes
Tip: What Nick learned is the best time to call a lead that just registered
Tip: How to use AgentLocator “Add a note to hand-picked listings” feature
Tip: Nurturing leads is a craft. Learn it!
Fact: Crystal is a rockstar trainer. If you need help, reach out, as Nick did.


Transcript: 

Nick:  0:05  
And then, using those labels that you've helped me with, Crystal, that helps. And well, what our team has done is we've actually color-coded, like, leads, what type of leads they are, and, like, all these other things, so it makes it a little bit easier. Before, I had, like, all the colors of the rainbow.

Crystal:  0:25  
Yes, it's having specific colors and different categories of those colors.

Nick:  0:31  
Right? Okay, let's see how this one goes. Hey, Cristiano. How are you doing? 

Cristiano:  1:02
Good. 

Nick:  1:03
That's good. It's actually Nick Moretti giving you a shout. I actually just wanted to give you a call, just to thank you for coming on to my website. I'm morettirealestate.com. And I just want to make sure that you were able to find what you were looking for. I mean, I understand that you're probably just browsing and in your information stage. So, I'm not here trying to sell you on anything. I just want to make sure that I'm sending you properties that you're interested in to help you in your search.

Cristiano:  1:27  
Yeah. Because I will move in three months, four months, something like that. It's not sure. But yeah, probably, we'd move. And if I move, I will contact you. 

Nick:  1:39  
Yeah, no problem. But the list that I'm sending you, I see that you're looking at Clarington. Are you only looking in Clarington?

Cristiano:  1:46  
Probably. I will go working in Clarington soon. I don't know the area. I have to move there. Yeah. And my wife is still working in Toronto because we are living downtown now. And I need a spot that is quite nice and is well-linked to Toronto. I think that they have to make, I don't know, I creep there just to understand, because I put Clarington because I saw that drive and it's good. But yes, maybe there are other spots?

Nick:  2:17  
For sure. How far are you willing to go east? Because I know you guys are pretty much downtown. 

Cristiano:  2:24  
Yeah, I don't know. As far as it's well laid out, and my wife again can come walking in Toronto, it's good. I don't know. I don't know. Yeah, I really don't know. Because I would like to have a nice area.

Nick:  2:40  
Yeah, for sure. So, are you only looking, like, more East End essentially, because like north and west is expensive.

Cristiano:  2:46  
We will be working. And I, like, that's no problem. I would like to be over there.

Nick:  2:53  
Okay. Cool. And I see that you're putting things for rental or for purchase? Because I think you put rental, right? 

Cristiano:  3:02  
Yeah. I put rental because I want to test.

Nick:  3:04  
Yeah, it makes sense. Makes sense.

Cristiano:  3:07  
Yeah. It's, yeah, I think it's less expensive than Toronto, right?

Nick:  3:11  
Oh, yeah. For sure. Toronto, you're in the city, right? So, over here…

Cristiano:  3:16  
We are renting something that costs 3300.

Nick:  3:21  
It's a unit condo? Yeah. For something like that, for 3300, let's just say just to show you, in Clarington, you're probably able to rent a double car garage house, three bedrooms, three bathrooms, or four bedrooms. 

Cristiano:  3:34
Yeah. This is what I am looking for because we want that space.

Nick:  3:37
Yeah, yeah. Okay, because what I can do is I'll set you up for those kinds of things in Clarington and Oshawa, just to kind of showcase, and I'll even showcase Whitby.

Cristiano:  3:46
Oh, Oshawa is nice, because a lot of people told me that Oshawa sometimes it's not so good, because, from the side where you are, because sometimes it's even dangerous. I don't know.

Nick:  3:57  
Yeah, no. I totally understand. I totally understand. Hey, are you Italian? 

Cristiano:  4:01
I am French - Italian.

Nick:  4:03 
French - Italian. Okay, I'm another Italian here. So, your accent I can pick up on. So it's good, man. It's good. Are you fluent? 

Cristiano:  4:10
Yeah.

Nick:  4:11
Nice. I'm, you know, I can understand it but talking, I just sound too white. So, I don't really talk too much, but I can understand it, you know. But what I was thinking is what I'll do is I'll showcase some properties for rentals in Whitby, Oshawa, Clarington. There are not that many available, to be honest with you, just because this is more owner-occupied. But I'll showcase what's available. And the other thing is, you know, if you're interested, we can definitely go see. Take a look at it. But what I was thinking, too, is that, you know, depending on how long you're thinking of renting, with prices not going down, it might be worth purchasing something if it's in your budget, you know what I mean?

Cristiano:  4:52  
Yeah, yeah. I think buying is something that we can easily do. What is scaring me, if I don't like it, at the end of the day…

Nick:  5:03  
Yeah, yeah, totally.

Cristiano:  5:06  
Yeah, because I think, for when we live or something like that, it will be something that we can buy for cheaper. Right? 

Nick:  5:13  
Yeah. 100% Man. You can buy, like, a single car detached home. But I also live in Clarington. So, I live in Bowmanville, so I know the area very well. I actually grew up in Pickering. So, you know what, I know the area. I would put you in a good area that you're going to enjoy.

Darlington, like, the OPG? 

Cristiano:  5:40
Yeah, OPG, yeah.

Nick:  5:41
Nice, nice.

Cristiano:  5:42
Yeah. And we want to move because downtown is different.

Nick: 5:46  
It's a different story now. Downtown is so much more experience-based. But now, with COVID, everything is not experienced, right? So everyone's staying inside.

Cristiano:  5:58  
It's better, and the price has skyrocketed after the COVID.

Nick:  6:00
Right? 

Cristiano:  6:02
Yeah.

Nick:  6:04  
Yeah. I totally understand. Well, Cristiano, what I'll do is I'll send you some listings just for rental right now, so you can see what's out there. 

Cristiano:  6:11
Clarington is good. 

Nick:  6:12
Yeah. Clarington's really good. I promise you. I live in Clarington. I love this area. It's nice. You have space. The community is very nice. You have people that actually, you know, are very, very kind, and they take care of one another, you know?

Cristiano:  6:26
Thank you. Thank you. It's good. 

Nick:  6:29
Yeah, exactly, right? Don't worry. They like Italians here. So, everything is good. And French. So, everyone here is really, really cool. Like, my neighbors, the whole block is really cool. Everyone says hi to you when you're walking. People are walking the dogs, like, you know what I mean? It's a really nice community. But what I'll do is I'll send you those rentals and if you're available, you and your wife, or you and your girlfriend, sorry? 

Cristiano:  6:53
My wife.

Nick:  6:54
Nice. So, you and your wife, we can, you know, I can showcase a few properties for you, just so you guys get a sense of the area. And then, if you're interested, like, I can even show you what's available to purchase if it's in your budget, and then you guys can go from there. The only reason why I'm saying this and I'm not here to push you to purchase is because Clarington is coming up in value so much in the last two-three years that this is a money pit, you know what I'm saying? Like, for example, some of my clients bought, like, a detached, three-bedroom, three-bath house almost three years ago for 510. You can now sell those for over a million dollars here, you know what I mean?

Cristiano:  7:34  
Yeah, that. We are going to explore both options.

Nick:  7:40  
Yeah, for sure. I'm going to take care of you either way. I have a team. So, me and Jess can take care of you on the rental, and if you look to purchase, like, if that's the route, I can definitely help you out with that as well. So, it doesn't matter. Whichever way you want, we can take care of you. 

Cristiano:  7:55
Okay.

Nick:  7:56
Okay. My pleasure, Cristiano. I hope you have a great day and good luck with the OPG. Yeah, my pleasure. Thank you so much for not hanging up on me. I appreciate that. Okay, bye, buddy. 

Cristiano:  8:05
Bye, bye.

Nick:  8:06
Okay, perfect. So, like, looking to rent, kind of figuring out the motivation on why you want to rent, and then, you know, if he's spending $3,300 on rent downtown, he can purchase. But he had a really good point where he was like: Well, I want to test the area out, which is I think a great thing to do too. Yeah. I can't hear you, Crystal. Is that on my end only?

Crystal:  8:38  
No, I had myself muted. I said no, it's a great, great way, especially if you're not familiar with an area before you dump, you know, however much money into it, you know, getting familiar if, you know, that's a possibility if you don't mind moving all the time. And then why not, right? Why not? We have somebody wanting to just to see, kind of, what you do in your CRM.

Nick:  9:09  
No problem. I just really write notes. That's all I really do. Blur, okay. I will share my screen. Do you guys see my screen? 

Crystal:  9:26
Yes. 

Nick:  9:27
Okay. So, I just, kind of, write what I'm doing here. So, I spoke to him. He's an Italian friend. He has a wife. Getting, looking for more space, has a negotiation with OPG in Darlington. I try to write all the specs because then it helps me, you know, understand it.

Crystal:  9:57  
Well, and, you know, your follow-ups are more powerful when you're leaving all that because you're going to talk to a lot of people, you're not necessarily going to remember, or you're not going to remember all those details, right? So, it just allows you to kind of loopback in and make that individual feel like you were actually there and cared. And it's part of that conversation that actually happened, not calling them back and sounding as if you've never spoken to him before in the past. It's what a lot of people do. They call, and they didn't leave notes, and then you can hear the awkwardness, right? It's just; we're not; our memories aren't as great as you give them credit for, right? We have high hopes.

Nick:  10:41  
Yeah, 100%. But I think what I'm really good at is, like, and I've done this from, like, my years of real estate and perfecting my scripts, and, you know, consistently calling. I think that I'm really good at breaking the ice. Because once you can break the ice, and then you know how the conversation needs to be steered, then, like, you don't need to call 50 people to get to one good lead. Like, you just, like, I only called two people, I mean, the luck of the draw, right? So, I get it. But I mean, I can control that conversation a little bit more, which means those two sales that I'm dealing with now, the past two calls, they might take a little bit of time, but as long as I'm on top of it, they will come to fruition. 

Crystal:  11:24
Oh, absolutely. 

Nick:  11:25
And that's the hard part, is following up. Because once you, you know, I have 2500 leads. So, it's, like, you know?

Crystal:  11:32  
And you have got to be patient with the process, right? We can't force people to move. We all move under our own terms, and when the time is right for us, not up to that buyer for you to decide when that buyer should be moving, right? So, you just have to trust the process and be patient. It will happen. It's just being there for your follow-up.

Nick:  11:54  
Right. And show that you care, right? So, and it's also knowing the market, right? Because I already know what product he can get.

Crystal:  12:03  
Mm. Nick, when you have a lead come in, you typically wait a couple of days to call them?

Nick:  12:12  
Generally, like, back in my prime, meaning, you know, when I was just literally only focusing on this, I would wait either a couple of hours, or I found that the best method was a day. Because people forget what they've done, and they're just seeing a random call. And I feel like that's a better way of getting them on instead of calling them right off the bat. Because I feel like if you call right off the bat, I mean, you know, I understand that, you know, some people might like that, but I think it does more harm than good, in my personal opinion. And that's just the way how I do my business. And then my trial and error. But that doesn't mean that I'm right. I'm just saying that strategy doesn't work for me the best. What do you think?

Crystal:  13:12  
Yeah, no, absolutely. Everyone is different, right? And every, there are so many different approaches to this, right? Some people, they want to get on that call right away, right? They want to have that call right away. That's great, as long as you had value on that first call to make it memorable. If you're the first person to call them, but it wasn't, you know, the greatest, maybe rushed that call because you weren't actually in a good position to be calling that person, or, you know, able to write and document appropriate notes or asking things properly, you're going to forget about that person, it's not going to go as solid as you think it did. And they're not, you know, again, you got to think of how you're being perceived by the person you're calling, right? You got to remember that. 

And so we want to come in with our best foot forward. If that best foot forward isn't, you know, it doesn't have to be right away. It could be a little bit, you know, down, it could be a day, could be two days, whenever you can. Essentially is the person that offers the most value and really helps to educate and understand and then provide solutions as well, or offers solutions. Those are the people where you're going to start earning the trust of the leads, right? Whereas if we go in, you know, full-on, I'm going to sell you something, a lot of these people aren't ready, and they get very standoffish, right? It's just like any of us. If someone called us, and right away they start telling you something, or you give them your objection, and they keep pushing, it's very uncomfortable. And I'm sure many of you have hung up on someone like that. 

Nick:  14:44  
Yeah. It's just; you know what, like, and I don't mean to interrupt.

Crystal:  14:47  
Yeah, no worries.

Nick:  14:48
My apologies. 

Crystal:  14:49
No, go for it.

Nick:  14:51  
I was just saying; you know what's actually, kind of, a good opportunity to do, too? If you have a friend or if you're someone, you know, where I am right now in my career where I have a team, like, my assistant, my business operation manager, she was listening to me call. And she's been through some of my appointments as well, like, listing appointments. And it's really interesting to see what she picks up on how I do my business. Like, for example, when I'm in listing appointments, and when I'm doing these calls, I'm going based more on feeling.

So, this I can get for your house, I'm kind of going based on like, the feeling and the vibe of the conversation. Obviously, you need to know your stats and all that kind of stuff, right? But I don't, like, lead into that. I just kind of, like, yeah, it was just really interesting when I, you know, when I was told that yesterday because it really made me just have my own aha moment. It's like: Okay, that's my type of selling, right? Like, that's what works for me. Because sometimes you're so, like, in the go, go, go that you, kind of, forget, like, you know, what people are saying about you, and I'm not saying like in a bad way, but like how you facilitate the sale because sometimes when you step back, you can see that it's like: Oh, wow, like, this is why people call me back, or wow, this is why my scripts work, you know?

Crystal:  16:29  
Listen to your calls, as well. It's a great way to look back and reflect on: Oh my Gosh, I can't, like, I'm not coming across the way I want to be coming across to these people, right? So, always listening, like, a lot of people hate listening to them talk, but it's the best way to really learn, you know, on how to change even the tone and how you're talking, right? I have, you know, I have somebody that is a super great person. But the calls just sound like they're so unenthusiastic about the whole thing. It's just like: I'm having to call you, like, you know, mom made me do this, you know? And I was like: Oh my God, you're such a good, like, you have got to put a little bit more enthusiasm in your tone there, kid. It's like, if you were calling me, I just wouldn't feel a vibe at all. Like, very like, you know, he was on top, like, you know, he is like a poster child for, you know, using the system. It's just his communication skills need, like, he just needs to get a little bit more excited about what he's doing.

Nick:  17:39  
Right? And that's the hard part when you're scripting, right? Like, Joe is new on my team. He's going to be a rockstar as well. But it's just, like, that's what I'm teaching him right now. Like, dude, before you even make any calls, just script. Read your scripts. Once you know your scripts, then let's roleplay before you call.

Crystal:  17:56  
Yeah, and you know what, you can roleplay, you can do all that, but you don't also want to sound scripted, either, right? If you want it to be, like, just the, you know, natural conversation. But yes, your script and how to introduce yourself into that call is definitely, you know, important. But as soon as you ask the first question, your script is going to change, right? Because that answer is always going to be different, depending on what, you know, what that question is, and how that person is going to respond to it. And, so, and then also, like you said, the fuels that you have, right? Is this person actually sounding like they're really willing to have a conversation with me, or are they kind of a little bit, you know, standoffish? And you can tell their guards are up, and I need to kind of break those barriers down a little bit.

Nick:  18:41  
Exactly, right? And I'm finding too, it's like, you know, the person that you're talking to will know you're scripted because: a) you're asking the same question again, and not really, like, being on top of the conversation, and b) there's a prolonged way to, you know, for an answer, you know what I mean?

Crystal:  19:02  
Exactly. You can tell they're trying to find the answer, yeah, on like on a piece of paper or whatever it is right there. They're not; it's not a natural conversation. It's very, you know, if you don't get all the information you're hoping to get on the first call, guess what? You're doing that on another call, right? And again, make sure you have those good notes that you're leaving in there, so you're picking up where you last left off. 

Nick:  19:24  
Right. And, like, lead gen can also look, instead of calling them, once you know what they're looking for, a feature that I've been using on AgentLocator is send handpicked listings and, like, write a note for that. What I'm noticing now from these leads is they don't want an email sent every day. They want a real estate agent that says: Hey, look. This is what you're looking for. This is the product that's available. Let's go tonight. That is what they're looking for.

Crystal:  19:53  
Or it's even just like looking and saying: Oh yeah, if they're looking at these listings, seems like a little more, you see some sort of like a common denominator and all of that. It's: Hey, I noticed that you've been checking out, you know, this listing a few times. Did you want me to send you more listings just like this one, right? It's simple things like that, right? Or is there any information I could be grabbing on your behalf? You know, with respect to this property? So, they're all different, yeah. It's like using that to your advantage, whether you've already had a conversation with that person, or if you're trying to get them in conversation, you haven't had that opportunity, they're just not picking up the phone or responding to a text. You know, that's one way as well, because it shoots them off a specific listing that you selected, that you can identify that there's some level of interest-based on the amount of times they viewed it. And then, you know: Hey, Nick, I noticed that you were checking out this listing on da-da-da a few times. Was there any information I can grab on it on your behalf, right? It's showing that you're there actively working for them, even if you haven't had a chance to talk to them or even if you know that their timeline is further out. It just shows: I'm still here working for you. I know that you're not moving for another year, but I just want you to know I'm here in the back end, still kind of taking care of things for when the time is right.

Nick:  21:12  
Right. And, like, it all comes down to your sales approach and what type of agent you are. I'm a relationship agent. I'm not transactional-based. I prefer not to be transactional. Because I find the people that I have as a transactional, it's like, you know, all my clients I pretty much vibe with, and like they become my friends for life. But, you know, as you do many deals in your career, sometimes you don't come across those types of same people, right? And when you're helping, like, just, like, some other people that you don't have that connection to, I mean, the sales process still goes well, but you don't, like, it's just a different feeling. And I choose not to do that. Because if you're transactional-based, like, they only care about the commission rate, and they don't care about anything else. And, like, those are the type of people that I don't really want to work with, because you know what, they don't really value me going above and beyond for them because they don't even register that. And I have a lot of other people that would understand that. And they would understand that, and they would want to work with me still, right? So, for example, I got one of my first, so, sorry, I'm stumbling over here. But one of my first clients was from Korea. They actually moved from Korea and wanted to buy a house here. So, they bought a house, like four years ago. Now they called me to, you know, upsize. Perfect. So, now when I'm going through the listing appointment and breaking down the commission, right? They're like, Nick, like you know, I'm like: Okay, well, let's just say if we, you know, multiple representations, you know, I'll do a little bit less, but you know what, they're right away, they're like: No, Nick. We don't want to take your money. And you know what, those are the type of people that you want to work with and go the extra mile for because they appreciate your hard work.

Crystal:  23:09  
They recognize the value, right? Say they can see, they know, or, you know, some people are business, they own businesses, so they know that, you know, there is value to what you're doing. And when they're looking at all these big fancy numbers as far as commission checks, they know that that's not going to your pocket, right? What you're taking away from that, at the end of the day, isn't what they think it is. 

Nick:  23:35  
And then taxes, we love taxes over here. 

Crystal:  23:39
Yeah. 

Nick:  23:40
So, like, that's kind of what I'm saying, right? It's just the value and, like, I'd rather, to me, it warms my heart more, and it gives me more motivation when I help those types of people that, you know, want the best for them and also the best for me, which is like a win-win. And, like, I only operate in a win-win, you know what I mean? I tell people now, like, you know, I mean, it's been seven years of hard fricking grinding. But you know, now I'm at the point where I pick and choose. If I don't connect with you, dude, find someone else that's going to be a bad realtor for you because you don't deserve me, you know? And sometimes they come back to me because they're like: You know what, Nick, you're right. 

Crystal:  24:24  
They can see the value, too, right? So, they can hop around, right? And see who's actually pulling the weight and really actually working for them rather than having them work and just call the agent when you want to look at them.

Nick:  24:36  
Right, right. And like, I hate it. I hate it. And I'm sure all my other colleagues over here too hate it when people tell us we're glorified door openers. It's like: Dude, no, we're not. Like, yeah, get into this field, and you do what we do every single day; it's not easy. And if I did this for the money, I wouldn't be here anymore. 

Crystal:  24:56  
Yeah, like the stress and everything that goes along with such a large emotional purchase, no.

Nick:  25:02  
Right? Well, you know, for me, it's like helping families get the house they want, knowing that you did something very well to help them.

Crystal:  25:10  
Yeah, it's the gratification you get out of it.

Nick:  25:18  
Building those lasting relationships, it's like family. Family is so, and you know, not talking about immediate family, but people that you kind of meet and grow with in your real estate journey, right? Like, to me, that's so nice. Oh, that's why I'm still here. And that's why I'm still helping, you know, more than 50 families a year plus.

Crystal:  25:37  
Yeah, absolutely. If you're a people pleaser, this is a job for you. You know, if that's the type of person you are, then yeah. If you're just after the money, it's not the job for you. It's like a teacher being a teacher just for the breaks. Like, you wouldn't want your kids to go on to be in that classroom because they know their heart's not in it. They're just doing something for a paycheck. Whereas, and, you know, it's the same with real estate. You can tell who's in it, who really is passionate about their job and actually helping people. Whereas some, and, you know, a lot of people start off that way. But then, over time, you might lose your passion. And it happens, we all kind of cycle through, and we find our place, wherever it is, and it changes, our place often changes, right? But you have to be able to identify, like, I think maybe this is time for me to find something else to do in the industry. Or switch to commercial. If you don't want to be, if you don't want to have emotions, and if you, well, it's not emotional. That's the thing. It's all numbers. It's all facts and numbers. So, it's taking that amount. You still have to please these people, and sometimes they have higher demand, but it's all business-related. It has no emotional strings attached to it. Unless it's like some family, a mom-and-pop business that you're going to sell, that's a little different. But generally, when you're working with corporations that are looking to lease a unit, it's all transactional. It's business-related. There are no emotional, tangible things in there.

Nick:  27:08  
For sure, for sure. So, to answer some of the people's questions, like our colleagues' questions, so, what campaign is used for the new leads? I actually go through, and I created my own template. So, like, when someone comes in, I already have campaigns that automatically happen to follow up for me before I do that call. And those campaigns are about, you know, 30 days for me. And then once I talk to them, then I change them, right? Like, I take them off it or put them on another campaign. Now regarding tasks, so I have labels where it's like one week, two weeks, one month, six months, a year follow up. So, generally, I would put people in that, or what I would be doing is if I had a call with someone, I told them, I'll follow up with them next week or the week after, I would put that in as a task, so it shows up on my calendar on my phone, so I can make sure that I call them because it's the follow-up. So many people fall off the follow-up, like, you know, for me, what makes me a stronger agent is making sure that I put these tasks in and following up with these individuals. And that's my goal for the day. That's my lead gen for the day, having those five people or ten people or whatever, on that day to follow up and call, and then touch base with some more people. 

Crystal:  28:25  
Follow-up is key. And so, the follow-up is definitely key. It's, you know, we're all, I find that, and this is kind of like a norm, for probably a lot of industries even, we're also anxious to get on the phone with leads in the first place. Like, we got to get them on the phone. We get frustrated that we can't get them on the phone. We finally get them on the phone, and then it comes time to follow up with them, and we drop the ball. Like, completely. Like, we just forget that we're supposed to do it. We overlook it. We don't task it. We don't whatever. We think we're going to remember whatever, like, everyone has their different, you know, different ways of managing things. But yeah, everyone's such an eager beaver and gets frustrated that leads are not calling, but then they're just as guilty for not keeping that conversation going after the fact that you finally got that person on the phone and then dropped the ball.

Nick:  29:18  
Right? And the other thing is, too, is if someone's not answering their phone two, three or four times, like, text them.

Crystal:  29:24  
Yeah, you can shoot them a text, and, you know what, it's okay if somebody is not ready to talk to you yet. Don't take it personally. 

Nick:  29:29  
No. It's just a not yet. 

Crystal:  29:33  
Yeah, it is a not yet. Like, you know, I was going to put it, I get all these calls and texts because at one point I was looking for a vehicle. And, you know, it's just not yet. Like, if they don't pursue, they might check in every six months or every year or whatever it is. But it's just not yet. Or I just avoid the call. I'm not ready. I'm just avoiding the call. I don't want to talk to you to tell you that I'm not ready. Or I'm just not in a position right now that I, you know, can take that call to tell you I'm still not ready or not interested right now. But yeah, consider the no answer sometimes says: We're not ready. And that's okay. You can leave people a message like: I understand you guys, you know, if you've already talked to them. Let them know that they don't have to call you back. I just want you to know that I'm here, checking in on you, you know, letting you know I'm still working for you here in the back end of things. But whenever the time is right, you know how to find me, right? So, it shows that you're being, you know, productive in the back end of things, even though they're not anywhere, in some cases, anywhere near being able to make a move yet.

Nick:  30:33  
Right. So, and this is what I told Kayla and Janelle as well, too, if people are not answering your phone call, it does not mean that they don't want to hear from you. It's just maybe they're busy. Or maybe they have stuff going on. Like, it's so hard as a real estate agent because when we call people, we expect in our heads that they have to fricking answer, like: Answer me, right? But it's like: Dude, they're living their best life, or not, but they're just working, or they're doing things in general, right? So, that's the thing, right? Unless they tell you to frick off, or say: Please, leave me alone, then cut your losses there and move to the next one. But that's the thing; once you have an abundance of leads, those won't hurt you as much as they would at the beginning, right? And if you want to do better and get more, you know, if you want to be better at AgentLocator, a) what I would do is script yourself. Get like a scripting partner roleplay before you get on the call, like, even 20 minutes before, get yourself in that bod, get yourself in a good mood, put your pump-up song on, dance if you need to dance, do whatever you need to do. And number three is like, you know, I would put a big budget down. If you can afford it, put $1,000 down for your ad budget because the more leads you get, the faster you'll get a deal. And it's practice.

Crystal:  32:03  
Yeah, absolutely. It's just doing it and being calm and relaxed and knowing that everyone has their own time, right? They all have their own time. We have to be okay with that process. And, yeah, a lot of time, if people are telling you to eff off, you're going out there with a sales approach. You're going after them. You've got that sales hat on, and you are trying to sell that person. You need to change the way you're talking to people. None of us, there's a very, you know, seldom person, random person that loves to be sold to, right? It's just something they, you know, I don't know, this certain kind of character type. But most of us, we don't want to be sold to because when we start getting sold to, it feels like you're out for your own game, not my best interest, right? 

It's, you know, unless you're really good, like, there are some people that they'll sell and they're great at objections, there's some, like, really, really good sales reps out there, not in the real estate industry, I'm talking about just otherwise, that are really amazing at their jobs. And they've obviously, you know, been at it for years and can handle objections, and every objection is a solution. They're not pushing you into being: Like, dude. They'll give you a solution to that objection, right? So, those are people that understand their product and can really do that and pursue that. But at the same time, some people do definitely come across as pushy. I get it all the time when people call me about, I have domains, I guess, that I just have sitting there apparently. So, I get calls, you know, we can build websites. And even though I tell them I work for a web development company, they still try to push. I had, like, I end up hanging up on these people. Like, you're not listening to me. Why, in the world, would I hire somebody else to build me a website when I work for a web development company. That makes zero sense whatsoever, right? It's, you know, count it as a loss and move on, you know? They're just trying to push you, and it's just like: No, I don't have time, like, don't. You have to listen to the person you're talking to. 1,000%, listen to them because it is them. It's in their best interest, not ourselves. 

Nick:  34:19  
Exactly. So, let's just get to some of the questions here before we went off. So, I do not have a video on my campaigns because my campaigns are my blood, sweat, and tears. I'm not giving that out, unfortunately. So, I'm sorry.

Crystal:  34:33  
If you're building a campaign just, you know, every, you know, how I put it - as a campaign, you can have emails and text messages to work for you, right? Some people prefer text. Some people prefer calls. Some people prefer emails. And, so, how somebody you end up ultimately getting a response from is someone who's going to be different. But your emails and texts, if you are using those, you want to make them really short and precise. Like, to the point. You don't want these long-winded newsletter-type emails that you're sending somebody because they know that they're on a drip. At that point, it's not; they don't feel it as a personalized email of you trying to attempt to make contact or connect. They know 100% that they are on some sort of drip, that you didn't sit there for half an hour to an hour developing and creating that email specifically for them multiple times this month. Like, there's no way. 

So, short, precise, to the point, right? And it's really just like: Hey, you know, something simple, right? Hey, I just wanted to reach out. I noticed that you're online, checking out listings. I have yet to get a hold of you. Most buyers I'm talking to are in that research stage. They're just, you know, getting their ducks in a row. And that's okay if you guys are just looking, you know? Where are you guys at in the process? Do you guys have a potential timeline in mind, question mark. And then you just end it right there, right? It's short, sweet, to the point. We're trying to get a response from them. Letting them know that it's okay if you don't want to talk to me as well, right? We understand that you might not be ready. That's okay.

Nick:  36:05  
Exactly. And then, Rory asked: Do I get more buyer leads and listing opportunities? So, I don't do the listing campaigns as of yet. I do the buyers, and I've been getting a lot of listings from the buyer campaigns. It's just knowing your script and asking the right questions.

Crystal:  36:22  
Yeah, knowing. Yeah, and understanding if they do and you can tell as well when they're buying or they say: Oh, we own a home, or, you know, depends on how that conversation is going. I think a lot of your buyers or sellers, so it's, you know, trying to, if you're able to, depending again, how everything is going, is getting that information from them to see if, you know, it is a potential listing opportunity, or, if you're depending on your board, you can send them full listings, so you can get that address, nurture them through sold listings as well.

Nick:  36:51  
Exactly. So, that's basically it. Guys, if you have any questions, please let me know. Reach out to Crystal. I think Crystal is really good at, you know, really helping; well, she helped me manage and kind of get my flow going. So, if you're kind of lost, don't know how to get started, or don't really know what to do on that end, I would definitely reach out to Crystal. If you need help with scripts or want some, you know, different opportunities or different perspectives, I mean, reach out to me. I'm morettirealestate on Instagram or hit me up. You can find my information on Google. So, Google me. And then yeah, that's about it. I hope you guys enjoyed this class, though.

Crystal:  37:27  
Yeah, no, it was a good one. A couple of good, solid conversations. Everyone have a fantastic day, and we'll see you all in, I guess, a few weeks from now. All right. Bye.