Live Dialing Leads with Nick Moretti, January 26, 2022
Another insightful Live Dial with Nick
Here are the highlights:
from 16:45 - How asking questions like “What kind of dog do you have?” makes all the difference in your conversations
from 28:34 - Why focusing on building human connections, rather than on making transactions, is essential in building long-term relations with your leads
from 32:09 - Why you need to keep calling a lead more than three times even if they don’t pick up
from 33:54 - How to be a problem solver for your lead
from 42:00 - The importance of using ALL your AgentLocator CRM tools
from 48:50 - Why you need to implement everything you learn
from 51:52 - How to make the best possible call list
from 54:36 - A slightly less uncomfortable way to receive feedback
Nick: 0:02
Oh my God.
Crystal: 0:05
Well, anyhow, I was like: Who is this? To you.
Nick: 0:21
I think it's someone on my team. Yeah, that's my team. That's just, listen... I know, for a second, I was like: This is weird. I know. It's like one of those scary movies. It's like...
Crystal: 0:40
Who did I get this link to? I don't remember.
Nick: 0:46
I am on my headphones, so some things might be delayed.
Crystal: 0:48
Yeah, it might appear as though he's talking over people. He's not.
Nick: 1:06
Hey, Brent, how are you doing?
Brent: 1:08
Hello.
Nick: 1:10
Well, that's good. I just want to give you a shout, just to thank you, actually, so much, for coming onto my website, morettirealestate.ca. How're you doing today? Sorry, it's Moretti calling. You came onto my website, morettirealestate.ca, looking at houses. Yeah, I was calling just to, you know, introduce myself, and I just want to thank you, actually, for coming on. My goal is to make sure you have a great user experience, and I'm sending you homes that you want to see. And I'm not filling up your inbox, you know. How was the list of homes? Did you see anything that you're interested in? Or did you want me to change anything? Okay, I'm sorry, can you hear me?
Brent: 1:56
Yeah. I'm at work, I don't get good reception here.
Nick: 1:59
Yeah, okay, sorry about that. My apologies, man. You came onto my website, morettirealestate.ca. And I just want to thank you, you know. How's the list of homes that you've, kind of, put yourself on? Is there anything you want me to change?
Hey, can you hear me, or is it still choppy? Oh my God, that's so annoying.
Crystal: 2:31
Ah, haha.
Nick: 2:34
Was it that bad?
Crystal: 2:36
Well, yeah, like, you were talking and, like, it was delayed for him to even pop in to say anything. Yeah. Something funky was going on, that's for sure. That is for sure.
Nick: 2:53
Let me just take my headphones off. Maybe it's better. Can you hear me, guys?
Crystal: 3:15
Yes.
Nick: 3:16
Okay, perfect. Just ask them, like just send them a text, just before I move on to the next call.
Crystal: 3:28
Mm-hmm.
Nick: 4:23
Sorry, so I'll just say... Basically, what I just said was, when it loads. Hey, Brent. Sorry about that; sorry for the choppy connection. Just wanted to... I heard you were looking at vacant land. Is there a certain frontage or depth that you're looking for? How big did you want to build your next house: single car, double car garage? Like, this is important, especially if you get these types of leads, because that's what they're looking for, right? Like, the frontage dictates how big they can build their house.
Brent: 4:49
Yeah.
Nick: 4:50
So, if he needs, like, he wants to do a double car, he needs at least 40-45. You know what I'm saying? You want single? 20-30. You know what I mean? Hopefully, this connection is better.
Crystal: 5:08
Hopefully.
Nick: 5:20
My connection is unstable. I don't even understand.
Voice mail: 6:14
Your call has been forwarded to an automatic voice messaging system. The number is not available. At the tone, please record your message. To leave a callback number, press five.
Nick: 6:29
Hey, Molly, I hope you're doing well. It's Nick Moretti calling. Just want to thank you, actually, for visiting our website on morettirealestate.ca, and I know you set yourself on a search in Clarington. If this is not what you're looking for, give me a shout, I'll put you on exactly what you're looking for. As there are new listings that are coming out daily, there's going to be something that you're interested in, so give me a shout back at 416-559-5301. Thank you so much, and have a great day.
Good old Jackie, let's see.
Voice mail: 8:06
Your call has been forwarded to an automatic voice messaging system.
Nick: 8:14
Hey, Jackie, I hope you're doing well. It's Nick Moretti giving you a call. I just wanted to thank you so much for coming onto our website, morettirealestate.ca, and I just wanted to make sure you were able to find the homes that you're looking for. I see you set yourself up on a search in Clarington. If this is not what you're looking for, please let me know. Text me, and we'll be happy to help you. Bye.
Crystal: 8:47
It's so delayed. Yeah, it's like at least a 20-30 second delay.
Nick: 8:56
Can I hold my phone and put it on speaker?
Crystal: 9:05
Yeah, you can definitely do that.
Nick: 9:09
Just because I don't think this is helping anybody right now.
Crystal: 9:12
No, no, everything's really delayed. Excuse me. That the country wins.
Nick: 9:22
That's the country, you know what it is? Gotta love the country. It's snowing today, no? Oh my God. Sorry, my computer's being so slow. I don't understand. Come on, Nick. So, I'm just getting errors left, right, and center.
Crystal: 10:02
No worries.
Nick: 10:21
Why is my connection unstable is what I don't understand.
Crystal: 10:27
Mine does it every so often too. It kind of, like, snaps out of it after...
Nick: 10:36
Well, I have full bars, so that's where I'm confused. Like I'm not on two bars or one bar. I have full bars.
Crystal: 10:43
Mm-hmm. Yeah, that is strange. Just strange, that's for sure.
Nick: 10:52
But I love them. Sorry guys.
Crystal: 10:15
No, it's all good.
Nick: 11:20
Does anyone have any questions at all? Or no, everyone's pretty much just waiting for me?
Crystal: 11:27
No questions as of right now.
Nick: 11:33
Remember, guys, it's good to have questions. That's how you guys are going to learn. I already know how to do this.
Voice mail: 11:55
Hey, it's Kathy Campbell. Please leave me a message, and I'll get back to you as soon as possible. Thanks and have a great day.
Nick: 12:03
Hey, Kathy, I hope you're doing well. It's Nick Moretti calling. I just want to thank you so much for coming onto my website, I'm morettirealestate.ca, and I just wanted to make sure that you're able to find what you're looking for. I see that you set yourself up on a search in Clarington. If this is not what you want, we are going to find something that matches what you're looking for. My number is 416-559-5301. Feel free to call or text me. I'm motivated to help you. Take care and have a great day. Bye. Yes, I always leave voicemails. I mean, I know, Crystal maybe - not like that, but I just do it. I think her name was Cheryl, no? Not Lassie. Maybe it's because I have too many open browsers or something. Like, I have no idea why my computer is so slow.
Crystal: 13:04
There's something running or downloading in the background.
Nick: 13:09
Nope. Gotta love that.
Crystal: 13:26
Well, then.
Nick: 13:59
Hey, Nick, I hope you're doing well. It's actually Nick Moretti calling. I just wanted to reach out to you, to thank you for coming onto our website morettirealestate.ca. I see that you were looking in Clarington. Just wanted to make sure that that's what you're looking for. If not, please know there's new inventory coming out daily based on what you're looking for. My number is 416-559-5301. I look forward to helping you, and I can fix up that list for you to show you properties that you do really want to see. Take care and have a great day. Bye.
I'm just gonna get a charger. Hey, so you guys, I get what you guys get to, voicemail - no answers, but you gotta keep calling.
Crystal: 14:52
And the reality is, like, sometimes when you're doing that... Because your goal is to get it into and out of your system. And sometimes, you know, we may not be having as much time as we want to work our database, but sometimes the voice messages are like - lead not answering, is actually a slight blessing in disguise on those days, because you're able to accomplish the tasks that you're having, you're doing, without it actually taking too much of your time to do that. At least you can say: Hey, I tried, they didn't answer.
Nick: 15:28
I totally agree with you. Exactly. It's so funny, because when Kayla and I... So, Kayla is my other rep, right? When Kayla calls, and she doesn't get a lot of like traction, it's like: Don't worry, you worked hard. And then, later on, someone will call her or text her back, and it will be someone she tried to call that day.
Crystal: 15:47
Yeah.
Nick: 16:23
Just like Crystal said, as long as you're doing your part in your calling, you just got to block out the 2-3 hours a day, and you will get answers, right? Like, also, the weather has been bad over the last week, and now people are probably getting back to their schedule, right?
Crystal: 16:40
Mm-hmm, they're getting back into things, yeah.
Lauren: 16:43
Hello?
Nick: 16:44
Hey, Lauren, how are you doing?
Lauren: 16:48
Hi, good, how are you?
Nick: 16:49
I'm doing well, thanks for asking. It's actually Nick Moretti giving you a shout. You actually came onto my website, morettirealestate.ca. And I was just calling to make sure that you have a good user experience. That's why we use cell phones. You know, how was the list of homes, if you don't mind me asking?
Lauren: 17:05
It was all good. My boyfriend actually sent me the link.
Nick: 17:09
Nice.
Lauren: 17:10
He would be the one to talk to you about it.
Nick: 17:13
Sure. No problem.
Lauren: 17:14
Everything was all good. Thank you.
Nick: 17:15
Nice, nice. Well, I see that you were putting like, you know, the link that he sent you was in Clarington. Are you guys only looking in Clarington?
Lauren: 17:22
Um, no. Well, it's more we're probably not looking now, we're probably looking, like, within like a year.
Nick: 17:28
That's fine.
Lauren: 17:29
But yeah, like with Clarington and all that area. He works in the city of Toronto, and I work from home.
Nick: 17:36
Yeah, so you're trying to find a good balance, right?
Lauren: 17:39
Yeah.
Nick: 17:40
I understand. And hey, I understand that it really, before, you know, anything comes out for buyers and such, especially now. And know that we're in the information stage. So you know, don't feel that I'm trying to sell you on anything. That's not what I'm here for. Just to let you know, Lauren. I'm just here to give you the right information and show you the right opportunities. And whenever you manage to do it, take advantage of it, you know what I mean? But just so I can, before I speak to your boyfriend, you know, like in the next coming weeks or whatnot, I wouldn't mind putting you on a proper list maybe you're interested in, right? So, I hear that you're looking at Clarington. Would you consider other cities like Oshawa, Whitby or not?
Lauren: 18:17
Um, yeah, Oshawa. Whitby, I don't know if it would be affordable for us.
Nick: 18:23
Okay. Yeah, I understand.
Lauren: 18:27
But yeah, like, between, would be...
Nick: 18:35
Cool, cool. Okay, and then are you looking for, like, detach-semi, I'm assuming, or something like out with three beds, two baths minimum?
Lauren: 18:44
And yeah, the biggest thing is, like, we have a dog.
Nick: 18:45
Nice. What kind of dog do you have?
Lauren: 18:49
He's a German Shepherd.
Nick: 18:50
Oh, nice. You have a bigger dog. I have a little Yorkie. So, not as big as yours. But those are beautiful as well, too.
Lauren: 18:57
Yeah.
Nick: 17:58
That's so funny. Is there a certain price range that you gotta stay in between?
Lauren: 19:03
Probably between, like, I would say between 500,000 and 600,000?
Nick: 19:12
No problem. So, just to give you a little bit more information, because I know you're in the information stage. Right now, the Durham region's price is 1,330,000 on average, so Clarington is 1,200,000, Oshawa is 913,000, and stuff like that. Realistically, the price range that you have is a condo unit. You're not going to be finding, like, a detached, because even the older ones in Bowmanville, like the detached homes, are three-bedroom, two bathrooms, call it 30 years old, they'll list at 599,000, but they'll sell over 900,000. Just so you know, I'm not trying to...
Lauren: 19:42
No, that's good to know.
Nick: 19:43
Because I think that's super important. If you're looking at that range there, I would look at Aspen Springs. Aspen Springs is really, really good. There's a path you can walk and all this fun stuff. And I think something like that might be a little bit better. Or Newcastle on Shipway.
Lauren: 20:05
Oh, yeah, actually we looked at a house there.
Nick: 20:06
Nice. Nice. Nice. So yeah, like, I'm glad that I'm giving you the right information that you guys are seeing, because the problem is, there are so many real estate agents who are not educating right now. And you know, they're just a yes man, or yes, ma'am. You know what I mean? I'm not like that. I'm gonna, you know, be honest and upfront with you. So, I'm not here to hurt feelings, but I'm here to build a plan. You know what I mean?
Lauren: 20:26
Yeah, no, that's really good. What's your name again?
Nick: 20:29
My name is Nick. I can send you a text. This is my direct number just so you know who I am. I don't know if you want to, later on, forward me to your boyfriend. And I can talk to both of you.
Lauren: 20:39
Yeah, yeah.
Nick: 20:40
We can maybe do a zoom link. So you know who I am, so I'm not just a name. So, you can see who I am. And you know, I would love to get to know you both a little bit more, too, and help you in your journey. Because, right now, more than ever, you need someone who can, you know, take care of you. You know what I mean?
Lauren: 20:56
Okay, I'll definitely talk to my boyfriend, Calvin. This is all really great. Thank you for your call.
Nick: 21:05
Yeah, anytime. I honestly appreciate you. And I appreciate you not hanging up on me. That's my win for the day. You know what I mean?
Lauren: 21:14
I also own a business. I own a public relations marketing agency.
Nick: 21:17
Nice. So that's awesome. Well, I don't want to take up too much of your time. I know you're busy as well. What I'll do is I'll just set you up on that list. Would you guys consider Port Hope, Cobourg? Because you guys can get a little bit more value there.
Lauren: 21:35
Yeah, we've definitely talked about that before.
Nick: 21:40
Okay, because you guys could probably get a freehold detached with a backyard, or even a semi, if you, guys, are open to maybe doing some work and stuff, you might be okay. Would you guys be okay with well and septic or not, you guys are not comfortable with that?
Lauren: 21:57
I'm sure we could do that. But I'm...
Nick: 22:00
Not comfortable, yeah.
Lauren: 22:02
I don't know. Like, I'm sure my cottage used to have one. So I'm sure we could figure it out. But, like is that in Courthouse, Coburg?
Nick: 22:12
Yes. So if you go to the main cities, you are usually on municipal waters and sewers, which is fine. Maybe, I wouldn't recommend that if you guys are... So, like the difference is that, you know, I don't know you, but I like to take my hot showers. And so there's my wife. So like, you just have to be a little bit conscious when it comes to that. And sometimes throughout the year, the maintenance would be, like, you might need to put bleach or disinfect the water as well as do UV rays to purify. So it might be, like, as a first-time buyer, because I grew up in Pickering Ajax as well. It probably might not be your forte, just because it wouldn't be mine. But I'll showcase some opportunities for you. And if you see anything you like, please let me know. I'd be really happy to help you. And, you know, maybe in the next coming weeks, if you guys are open to it, I'd love to speak to you and Calvin. And kind of just get to know you guys a little bit. A little bit about us. We're in the top 1% in Durham Region. So we do more than 30 transactions a year. Myself, I have a team, which is my team. So I have another agent full-time in social media stuff. So like, you know, we're not new to the game. And I think it's important for you to have someone who is putting listings out and buying every week or every bi-weekly because we see the first snapshot of the market, and this is how we give you the opportunity to get into your dreams, you know?
Lauren: 23:35
Okay, nice. Also, I can give you Calvin's number if you want.
Nick: 23:42
Sure. I won't reach out to him today or anything just because, like, you know, unless he wants me to. When do you think you want me to reach out to him or anything like that?
Lauren: 23:53
I mean, I guess I could always talk to you. And you said you're going to send a message to me after that.
Nick: 24:02
Yeah. So, what I'm going to do is, since I'm going to get off the phone with you, I'll send you a text message. And I'll also update the list to showcase what we were talking about. You know, if you see anything you like, let me know, and I can let you know where it's going to kind of glam in between anyways. And then we can kind of go from there. And if you guys are open to maybe a zoom call next week, I can schedule that, send you the link. And I'd be happy to get to know you guys a little bit more and help you out on your adventure.
Lauren: 24:29
Oh, sure. I'll get back to you on that.
Nick: 24:32
Sure, take your time. Yeah, take your time. And Lauren, have a great day, and like I said, thank you so much for not hanging up on me. I really appreciate that.
Lauren: 24:41
Thank you, bye.
Nick: 24:44
Bye. And fire, just killed it.
Crystal: 24:47
There you have her.
Nick: 24:48
Could you guys hear the call?
Crystal: 24:50
Yes. Yeah.
Nick: 24:51
Okay. So yeah, she started off as being intimidated, or not intimidated, but shy. Right? And once, I know what I'm talking about, so like, they know. All right, so like, you know, the little bit of information and I'm like: Okay, well, hey, I understand that you're not ready to make a move. I'm not trying to sell you. This is not what I'm here to do. And then she gave me her boyfriend's information. So, she told me that she got a link sent from her boyfriend.
Crystal: 25:19
He's in your system somewhere.
Nick: 25:22
Yes.
Crystal: 25:24
It's just a matter of where.
Nick: 25:25
Yes, I think I've seen that name before anyways. I'm just gonna text her. Remember, the reason why it sounds so smooth and easy is because I do this every day. Does anyone have any questions?
Crystal: 26:04
No, no.
Nick: 26:07
All right. Remember, I'm here for you. If you guys have any questions...
Crystal: 26:11
How soon after would you follow up with a lead? Like in this case?
Nick: 26:17
One day. I didn't follow up with her five days ago. I feel like, so, my sister or other people, when they sign on to a website, and you call them in five minutes? I don't think that's good. I mean, that's my style, to be honest with you. Everyone's gonna say something different. But I think that is too aggressive. Because yes, you have somebody. But most people, it's just like, if you go to a store. Picture yourself walking into a store, okay? You walk into this store, you look at something, and a salesperson comes up to you and goes: Hey, I'm Nick Moretti. How are you doing? What are you looking for? Is there something you want? You know what I'm saying? It's too much. Let people walk through the store, give them their own time, and follow up after. But that's how I work. Everyone's not the same.
Crystal: 27:05
No.
Nick: 27:08
What do you recommend?
Crystal: 27:09
Everyone has different tactics. I always suggest that you call them at your earliest and best opportunity. Right? So it's, whether it's that same day, some people do rush jump on the phone right away, you know, everyone to their own, whether they tend to get the people on the phone right away or not. It's a mixed bag because some, you know, consumers are getting smarter. They know as soon as they put their information and get a call back right away who it is, right? Let's face it. So, your chances of getting them to always answer right away anyway aren't always high. But it's always just calling when you can and when you have the best opportunity to. You have SMS messages. And for many of you that go out to help you, attempt to gain a connection right away without having to call them. Now, of course, a lot of them don't respond to that. We all know that. But they're getting that within five minutes. So you're already technically communicating with them within five minutes of registration. And you guys can tweak those text messages that go out as well. So you're not just stuck with the same messages that we are creating for you. You can definitely create something that's a little bit more unique. If you want to play around to see it. That's going to yield me a higher response rate.
Nick: 28:28
Right. And for me, I think it's just being a human. Like, you know, after you say your one-two scripts, or whatever it is, you can tell, I'm just shooting the shit with her. She said she had a dog. She needs space for her dog. Oh, what kind of dog do you have? Make that human connection. Because remember, think about how many websites are going on. And most agents don't even know how to speak. Like what I mean by speak, they don't know their scripts. They're just saying: Hey, are you buying or selling? Are you doing it today?
Crystal: 28:56
It's hard questions. There's no customer care. You're just trying to get to the point. You know, that's for sure. That's the whole goal. But we want to have that sense of - you actually care about what's going on. Not that you're just there to sell them something.
Nick: 29:14
Right. And that's the thing, right? It all comes down to your business. Your business goals. For me, if you want to be a transactional agent, keep doing that. You're going to be calling the rest of your life. You're going to build a relationship. They're going to trust you, and they'll work with you. Right? So, like, one of our leads, I'll give you guys a quick example. One of our leads that Kayla actually got, gold Kayla, she's watching this... One of the leases that she got was a newer build, and this was when she first started with me, okay? So, it was a new-build home. When we went to the interview, like the listing presentation, they were fixated on: Oh, we have someone that can do it for 3.5%. I go: Listen, you need someone to spend the money back into your house. If you don't, you're not going to make as much. And understanding the scenario, you need every dollar right now, okay? So Kayla was like, you know, new, she wanted to just get it done. She's like: Nick, why don't we just do it? I'm like: Kayla, no, you don't do these things. You have to stand your ground because they're interviewing us. They're interviewing us right now to see how we negotiate.
Crystal 30:27
Yeah, he can't negotiate with you, your client. How are you going to negotiate?
Nick: 30:32
Exactly, that's my favorite line. Hey, you know, if that person is giving you a 3.5 rate, how are you going to feel negotiating with them when they came in to negotiate the rate, and they've already pulled down their pants. I'm still here negotiating with you. I'm still here giving you my value. So then we left, followed up over the phone call, we'll give you 4%. Sorry, we're not interested. And it was killing Kayla, like it was killing Kayla. It was the funniest thing ever. And then we went in for the third time, we got our full 5%. And then the best part is, we went to go see them because they closed on the house in January. And when we went to go see them, there was a little bit of a shit show that came in between, like, there always is, right? I tell our clients, you know, out of the 100%, there's 5% that will come up that we don't plan for, but everything will work out, and you have the best taking care of you. So don't worry. So we took care of her. Everything was worth it. So when we went to go see her, when we were talking on our way out after we were viewing their house and taking time and spending time with them. And I go: That's the most important part. If you got someone that was like a three, three and a half rate. They don't know how to negotiate this stuff. And they don't know how to do it because they don't do many transactions. She goes: Nick, it wasn't even about the money. I liked you guys. I liked your vibe. And that's what happened. It's like, people have to try. You know what I'm saying? I have to try. I'm Italian. I gotta try. If I don't try, I feel like I'm not doing a service for myself. You know what I mean? Another client for life.
Crystal: 31:57
Yeah. Yep. That makes sense. Valley is asking: What frequency, like, how often are you calling if they don't answer. So if he called today and they don't answer, do you call every day, or?
Nick: 32:12
No, I'll call whenever. I think anytime at my earliest convenience. But, I'm the type of person that will call 12-15 times. And then, by that time, that person will be either annoyed with me, or they're gonna be impressed that I keep calling, so they know my work ethic. And usually, it's a sale. Because remember, you guys have to think about it this way. Maybe they're testing me. Maybe they're seeing how hard I work right now. Is he gonna just be another agent that calls me three times, and I won't even know. You know, you gotta work for it.
Crystal: 32:50
Most agents will call 1-2, 3 at most, no one answers. These are all garbage. That's the mentality that comes across a lot of times. It's persistence, and you have to earn the business of these leads. They're not just going to give it to you. You have to earn it. And sometimes, yeah, they're seeing, you know, your momentum and your mentality behind it all. And like, even when I do sales here, I've used all different things to remind me to call people and follow up with them, and they'd always be impressed when your follow-up is amazing. I'm just calling leads, and it's not really that hard to do. I use systems. I'm not sitting here remembering to call these people. There's no chance. And, you know, I would never be able to remember all of that. I'm using the system I'm trying to sell you on to be able to do this effectively, right?
Nick: 33:47
And it's also, like, because most people, you got to tell them the truth. Right? Like this girl here, Lauren, super cool. She knows, she's been looking, she's been knowing what's going on. Right? And me letting her know: Listen, like I'm gonna be honest with you, that I'm going to come by stats, but like, I study the market. Most people don't even know what the stats are. I'm already telling her that the Durham Region average price was 1,000,033 last month. Clarington is a 1,000,020. So like, realistically, you have 500,000-600,000, you're getting a condo. And she realizes that. Those, okay, this is a smart one. Most of them are like: No, I want, like, triple garage. It's like: Okay, when you find that unicorn, you let me know because I'll buy 10 of them.
Crystal: 34:31
Yeah, tell me exactly where I'm going to find that because I will personally go buy some. And yeah, some people don't take the time to educate. And I do come across that, where it's like: Well, this person is only looking for this. I said: Yeah, but that's because no one's actually educating them. Right? So they're gonna keep going around, and no one's willing to actually sit there and take the time to help them understand. They're just deeming them as being garbage and unrealistic. Well, you know, you have somebody that wants to buy a house, they just don't know the market conditions and what to expect. So it's your job to help them understand that. And how we kind of look at this, is every lead in your dashboard is going to have a problem, some sort of problem, whether you know, they're out to lunch with respect to pricing, whether they need to save, you know, they have credit, whether, you know, there are all these all these different scenarios where they have a problem. You guys are the problem-solvers. Really, at the end of the day, it's your job to find a solution for them. And whether that solution is going to take that lead a couple of months or a couple of years. You know, it's money in the bag when it happens. And realistically, the amount of time you're spending on these leads in the process to get them that information is very minimal. Right? You just have to be patient. Right? So if you're calling and doing a five-minute call with someone, and you're really realistically, you're not talking to them all the time, right? So the amount of time you're spending on them is really, two hours, that's pushing it even, two hours for, you know, a 30-50,000 paycheck, would that not be worth it, right? So at the end of the day, every lead in your system will transact. So it's just a matter of when and with who they're transacting with, right? So regardless of when, just remember, you want it to be. So if you have 100 leads in your dashboard or 500 leads in your dashboard, just remember, every single one of those people is going to buy or move at some point. So, just keep cultivating, keep working them, you're not going to gain all of them, you know, I'm not gonna say that that's going to happen. But the more you work, and the more value you add, the higher, you know, the possibilities of that actually increases.
Nick: 36:46
I totally agree. And you guys have to remember it takes 3-18 months, right? If you guys are thinking you're gonna get the deal, and it does happen. But if you think you're gonna get the deal this month or next month, like honestly, you're better off door knocking. Because that's not gonna happen, you know, it does happen, and I've had it happen. But you can't expect that because you're setting yourself up for failure, right?
Crystal: 37:08
Yeah, your expectations are high, and then you're just always disappointed.
Nick: 37:13
Yes, when someone's looking to buy a car, or even another product, a skincare product, they're going to do their information research. Once they find someone that's a good rep who gives them more value and more good information, they're going to go back to that person. So, you need to build relationships. And if your business is not about relationships, you will be calling for the rest of your life. I don't want to call the rest of my life, you know what I'm saying? I want to build a database and get my team going so that my team is getting a lot of referrals. You know, Kayla, I know I keep saying Kayla, but I'm letting you guys know because she's new. She's new, from August. You know what I'm saying? She's already after our first couple AgentLocator listings that she got. She's already getting referrals from them. That means we're doing a good job. If you're not getting referrals, you're not doing a good job. You're not educating. Maybe you over-promised, it didn't prompt and didn't get them what they wanted. You're not caring about them. The thing I hate the most is when you go to a listing appointment... Sorry, I'm venting right now. I'm venting, but I'm giving you guys good clues. And I hope this helps you for the people who come on. But, when you get a listing, a doc sign, you know how many people just go right away. What we do is, we sit there, we sit, maybe have another bottle of water, we shoot the shit because that already shows who you are and what you stand for.
Crystal: 38:36
You're building long-term relationships.
Nick: 38:40
I got someone that I think was from AgentLocator two years ago. We bought. I told him he'll make money there. He called me two days ago saying: Nick, I'm ready to sell. Now, his house is worth over 9. So like, you want to just sit back and get these calls. I mean, that's gonna happen 10-15-20 years and if you build a good business, but like, you know, that's what it is.
Crystal: 39:01
You want to be the guy that survives just off referrals. You don't even have to do anything. They just keep coming to you.
Nick: 39:08
Referrals, and you know, the competition. And like, no one wants to use you. I don't know how you guys feel, but that's a huge compliment. All right. Sorry. I know I swear a lot, but I'm Italian, so.
Voicemail: 39:38
You have reached the voicemail box of Melissa.
Nick: 39:44
Hey, Melissa, I hope you're doing well. It's actually Nick Moretti giving you a call. I just want to thank you so much for coming on to my website, morettirealestate.ca. My goal is to make sure that you have a great user experience. I see that you put yourself on Clarington and other areas of interest. I just want to make sure that this is what you're looking for, as some people might not put the right areas in. And I don't want to fill up your inbox. So if you give me a shout back at 416-559-5301, I'd be happy to help you out. And I hope you have a great day. Take care and talk to you soon.
By the way, the guy that with the shitty, like, connection, he hit me back up, he attacks. Yeah, I'm just letting you guys know, you know what I mean? I actually have fun on these calls. And honestly, the less that you do it, the less calls that you do, the less successful you'll be because you're going to be too caught in your head.
Crystal: 40:40
Mm-hmm. And it's true.
Nick: 40:44
Like, that's why for me, I'm already radiant, bouncing, ready, having an espresso? You guys want?
Crystal: 40:51
Yeah, the more you do it, the more comfortable you get at it naturally. Right? So, you're just going to be able to handle those calls and have conversations with people. Right? So if you're somebody that genuinely likes to talk to people, like generally speaking, and then you know, the more you do it, the better, you're definitely going to get at it. That, that's for sure. But it gets a lot easier. And you do more damage by not calling your leads because you're too scared to, then you would, you know, calling and maybe it not going quite as you had hoped, because those are just learning experiences really, at the end of the day.
Nick: 41:26
Yeah. And at the end of the day, you guys are spending the money and then not even using it. I mean, like, I'm going to get the lead. So I appreciate it.
Crystal: 41:35
Yeah, if you're not calling, somebody else is.
Nick: 41:39
So, don't call. My team will keep racking on the leads. But no, I'm not saying this not to be an asshole. I'm saying this to motivate you, you know what I mean?
And yeah, the numbers that are invalid, the email is valid. So what we do is we actually have our own templates to get people to subscribe on, like, their email, their actual number later on. A lot of you guys are blaming AgentLocator, but you guys need to be blaming yourself.
Crystal: 42:15
Well, you know, and really, I'm going to say about 8 times out of 10, I jumped into this system when there is anyone that's struggling. And a lot of time, it's just a lack of activity in there. You could very well be calling your leads, and you're not tracking that activity. So it's really hard to keep yourself on any kind of scheduled routine when you don't have any background history, or you're having to search. It continues forever. So it's really, a lot of individuals talk to me about lead quality and this and that, and I jump in: 93% of your leads are giving you full valid communication methods, like, the lead quality is there. Right? It's often the lack of using the system tools that are available to you at the end of the day.
Nick: 43:05
And the thing is, you guys have Crystal. So, I don't get it. Like really, because I get so many people who hate on AgentLocator, which - cool, meaning, you know, whatever, people have their own opinion. But when I started asking and diving deep, they're like: No, no, no. So it's like: Dude, what are you doing?
Crystal: 43:24
And the reality is, ultimately, it takes perseverance, and leads aren't for everyone. So, remember that. Just because it works for Nick, and it doesn't work for you. Some people just don't do well with leads. It's not meant to be the main artery of your business. Because it's just you don't do well on it. And it's no fault of your own. It could just come down to personality types and comfort levels and things like that. But you have to give it a go. The more you do it, the more comfortable you get, the better you get at it, ultimately.
Nick: 43:59
You know what it is too, people don't believe it until it starts working and you get money in your bank. But that takes time. And I'm going to say this again, Kayla starting was the same way. But now that she's already killing it, she believes in it. So she's more motivated to call. She's so motivated with the script. She sounds more passionate. People don't want: Hey, it's Nick. How are you doing? Yeah, how was the list? Oh, okay. Like, if that's how you sound, go do some jumping jacks, go hit some weights, get that pump going because you're wasting your money. You know? And maybe online leads are not for you. Maybe you need to do door knocking, maybe you need to do more referrals, more spheres of influence. Maybe you need to do more of these other things to get it because maybe this is not for you. And that's okay. Because in real estate, you can build your business anyway.
Crystal: 44:48
Yeah, no, absolutely. Absolutely.
Nick: 44:52
So I guess I'll do one call and then maybe take questions, I guess.
Crystal: 44:55
Yeah, you can definitely do that.
Voicemail: 45:21
You've reached the voicemail box of Justin Dejesus.
Nick: 45:27
Hey, Justin, I hope you're doing well. It's Nick Moretti giving you a shout. Just wanted to thank you, actually, for coming onto our website, I'm morettirealestate.ca. And I see that you put in Clarington detached homes. I just wanted to make sure that's what you're looking for. I know other agents will fill up your inbox, but I'm not looking to do that. So, if this is the right area, please let me know, if you're adding other things to it, let me know, and I can update those criteria for you. There are more listings coming out that are going to be of interest to you. So my direct number is 416595301. And I look forward to chatting with you soon, and stay safe out there. Bye.
So basically, that's what it is like, you know what I mean? Like, just calling and dealing with this kind of stuff. This is just kind of what it is. Right? Like, yeah, lead generating is usually a lot of agents' pain, what they don't want to do, but this is what you need to do to get money. So it just depends. Does anyone have any questions at all? Or?
Crystal: 46:30
No, not so far.
Nick: 46:34
And it's going to be good because I know you talk about Kayla a lot, but that pretty guy over there, Jadell, he's going to be on my team by February. So you're going to start hearing a lot of success stories about him too, because he has, you know, the best teaching him. I'm not the best of the best, but...
Crystal: 46:51
Go for the gold.
Nick: 46:54
Yes. Maybe I get one of my guys to lead one of the classes, maybe one time, just so you guys can...
Crystal: 46:59
If people don't put you on the spot, you put yourself on the spot. Yeah, like it's easier. Like if Nick is sitting next to his trainees there, they're more likely to actually fulfill what he's asking him to do. Because he's sitting right there, they don't have an excuse. They have to do what he's asking them to do. We have to do the same, you know, hold ourselves accountable. Because we do get into our own minds and talk ourselves out of things. Right? And we validate our excuses. However we choose to validate them, we hold ourselves like: Hey, this is not an excuse, not to do it. But if you have somebody sitting next to you being like: Hey, make sure I'm doing this, or you know, or even just if you have that power to hold yourself accountable. And that's really how I got started. I was forced. I had a boss sitting next to me say: Here, call these people. I was like: What, never done that before. And I had no excuse. I had no excuse. I couldn't not do it. Because he's sitting right there. I couldn't say I did it. No one answered or whatever. Like, you know, I couldn't even come up with any kind of excuse. I had to do it. And it only made me stronger. With what I'm able to do and pick up a phone. Yes. Still nerve-racking if I had to call somebody about something that I've never had to call somebody about before. But yes, it can be, especially if it's kind of like a sales pitch or trying to get somebody, you know, to sign up for something or whatever it may be. Yeah, it's definitely uncomfortable. But you learn what to say. That specific trick, you can only practice, and each call is the practice run. Right? And then, eventually, you learn exactly what to say on these calls to get the responses you're looking for.
Nick: 48:42
Exactly. And that's the thing, right? Like, you know, kudos to you for people coming in. But remember, like, you know, you're showing up, make sure you implement. A lot of people like to read books, go to all these courses, but if you don't implement it, you're not going to get better if you know you're getting better doing these things. But if you're not implementing them and getting out of your comfort zone, you're not going to excel more than what you're doing now. Right? If you're scared of doing calls, sit down and call for six hours, sit down and call for six hours. Like it's not hard. It's scary. But it gives you confidence. You have got to build on that skill. And if you're not confident and you're a solo agent, and maybe you've made less than six figures, why don't you join a team, like joining the team is not a bad thing. You just gotta find the right team that has the same visions as you. People give it such a bad rep. When I first got into real estate, I went solo for eight months. And then, I joined my mentor's team. And I was there for two and a half years. And now look, as soon as I started, I quit with him in the pandemic. As soon as that pandemic hit, which was 2019-2020, I don't even know anymore. 2020 April or whatever. One year later, I have four people on my team. So it's, like, if you want to learn how to do things, you need to pay. Like, if you're not paying, guess what, have fun swimming by yourself. And like, this real estate game is all mental, meaning you're gonna have the highs and lows. And like, if you can't manage those feelings, dude, you're not gonna make it. That's why real estate in the first year or two has a 90% dropout rate. Because it's, you don't just show up at this house and write this offer. There are so many things underneath there to get to there. And if you're not doing things correctly, you're not going to make it. And I want you to make it. That's why I'm doing these calls. Yeah. And a lot of agents don't share the scripts, I have all the confidence that I can give you what I need, but you guys are not like me. But you guys are something different.
Crystal: 50:46
It comes down to personality, or you have to be yourself at the end of the day.
Nick: 50:49
Exactly. I mean, I speak the way I do. But you gotta change it to the way you do. Right? Like that's what it is. But you guys can't be scared. If you guys are scared, start calling. I would challenge you guys. Why don't you guys call for the first half an hour on this thing next week, if Crystal is okay with that? And I'll script you, I'll fix you. But you have to be vulnerable and get it started. If you're not, you're never going to learn. So, I know I'm sounding a little annoying and stuff. But guys, I'm here for you. Like I'm doing this for you. Crystal and I are doing this for you. And a lot of agents don't share. So take advantage. There might be a day where I go: Hey, I'm done with this. And then what are you guys going to do? No, that's not gonna happen. But I'm just saying. Take advantage, take the opportunity.
Crystal: 51:45
There are a lot of different tools and techniques you can use, definitely, in the system. That's research. And a lot of them don't, a lot of people don't, right? And we try to solve, like, you can just send an email to support if you need additional training, whether you've been with us, you know, for a month, a year, five years, seven years, some of our clients have never had an actual one-on-one training. So they're really limiting, like, some are self-taught, they use a lot of the features, others don't even use a fraction of the tools available to them. And they've got databases of like 7000-9000 leads in there. And it's just like, oh, man, there's a lot of missed opportunities sitting right in here right now. Right? Or, you know, potential opportunities. Sometimes it's like, okay, you've got all these people looking. Some of them were registered back in 2017. And they've been active in the last 30 days. They're active right now. For all of you guys, you can go into your system and go in there and sort your list based on activity. The ones you'll see, the older your lead is, and if they are active, those are hot leads. Those are leads that are going to be more than willing to talk to you because they haven't just registered. They're not being bombarded with phone calls. And they've had several years of cultivation, looking at listening, you know, saving for a down payment, that sort of thing. Right? So they're that much closer to being at that transaction point.
Nick: 53:16
And it's actually funny that you say that. So, Kayla got a listing on Highland over here, and we sold that record price. But one person reached out to us from realtor.ca, and she was in my database for 450 days ago. Guess what? I booked an appointment for the listing. She canceled. Okay, I called to book something else, she canceled. How many of you would have given up? All of you? Okay. I called her the third time, hit it off. I had a CMA on our house on Sunday. And we're looking at houses today just to make sure, you know, that's your expectation, and it's going to be a listing. Don't give up.
Crystal: 53:55
Yeah, no, absolutely.
Nick: 54:00
Whatever Crystal's saying is legit, and she's not saying it just to say it. It's legit. I don't know if you want to send an email out for the people who are going to be in the next two weeks. I don't know if one person wants to, and this is all up to you, Crystal, and if it's okay. But I don't know if there's going to be an agent that wants to try calling for the first 20 minutes, and then I can help critique them to make them better. If they don't take advantage, they don't take advantage, but I think you guys express...
Crystal: 54:29
But even then, some of y'all think that you may not be comfortable making calls which is 100% understandable. Being put on the spot, it is hard enough not being on the spot doing it for some of you. You know, if you have any recordings in your system, if you guys are using the dialer, there are the recordings of your calls, download those recordings, shoot them over to me, and then we can do it, where we're critiquing the call, so we can all listen to the call and collectively as a group, listen to that call, and then offer suggestions on perhaps how that call could have been different or maybe what could have been said differently to gain a different response or more, you know, in-depth response from your lead.
Nick: 55:09
But be vulnerable. The only way you're going to learn is by being vulnerable. And like, do that, that's great, but make the call, be vulnerable. Do you think I wasn't scared the first time? I wasn't really scared, but, you know what I'm saying, be vulnerable. That's the only way you grow. If you're not growing, then I don't know what you're doing.
Crystal: 55:28
Yeah, no, for sure.
Nick: 55:29
Well, anyway, I'm going to stop ranting. I'm really passionate about doing this because I've been in sales for such a long time. And I just hate the nonsense, and I hate the bad agents who are giving me the bad rep? You know what I'm saying?
Crystal: 55:41
Yeah. As always, if you guys have any calls, you want critique, send them over. It's crystal@agentlocator.ca. So crystal is spelled just like you would, the standard way of spelling it. But yeah, if you guys have any, we could definitely look into it and collectively work together. And it's the same common goal, really, at the end of the day, right?
Nick: 56:09
No one's here to make fun of you. It's not about making fun of you. It's about making sure you learn the right steps to get you into success, right? So, have a great day. Kill it. Make at least 10 calls today, for all four of you that are there. Follow me on @morettirealestate, and I can help you out.
Crystal: 56:29
Okay, sounds great. Awesome. Thanks, everyone. Bye.
Nick: 56:36
Bye.