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argaï so what if you getting a lot of phone numbers you know especially for a lot of the people who are using our upgraded package where you know even if people are you getting sell the leads and they're putting in only their address a lot of those people are now getting emails and cellphones and all this kind of stuff and so it brings up a whole other set of what I call great problems which is how do I now what do I do what I'm calling these people what do I say how do I get them to respond how do I get them because let's face it I mean when someone fills out for a home valuation and you call them isn't it true that all of them when you call them say oh my god I was sitting by the phone waiting for your phone call how soon can you get here will you bring your listing paperwork isn't it true that everybody says that no nobody says that and so like anything else you've got to have the proper sales skills you've got to know what to say how to say at all of that kind of stuff and so what I want to put you through is a little bit of seals training okay and yes I'm doing this right now I'm further people have to decide SEALs training cos I want Navy SEALs I'm talking about are that kind of seals we've got to learn how to follow this pattern okay first thing you always do is before you even get to this first 30 seconds of every conversation you need to take control of that conversation now there's many ways to take controls take control over a conversation you can ask the right questions but the main thing you can always do is to make them do something okay so if somebody fills out a home valuation and their number is on there and you call them and unlike some of you who are going please don't pick up please don't pick up I know how this goes guys but when they pick up that phone which is a great thing now you're like what do I say here's what you want to do you want to say hi so-and-so this is so and so you know you just feel like to have the value of your home I want to get that to you real quick though I need you to write something down can you grab a pen and paper okay nobody in their right mind people do what they're told to do okay they're not even know why they're doing it but they're gonna go grab a pen and paper okay all you're doing is giving them a task I guess there's the few and far between that'll say well why would I do that but for the most part they're kind of like okay pen and paper I did just request this you know I they did just say they're gonna get me what I needed then when they get the pen and paper I don't care what you tell them to write down tell them spell the tell him to the best thing to probably do is say hey just wanted you to take down my name and number I'm in a bad area in case I get disconnected okay but it allows you to take control by having them do something and subconsciously they don't even know why they feel like you're in control but they feel like you're in control now barbar now we're gonna go to our SEALs training okay once you've done that and now you're like hey okay so I wanted to come by or whatever you're gonna say they're probably not gonna just be like hey come on by they're probably gonna cut you off and say hey look I just wanted the value of my home isn't that what most people would do that's where our comes in a are P okay you got to acknowledge you've got to respond and you've got a pivot so how does that actually work in the real world so you start to go hey you just want to come by get you more accurate value your home they're gonna go you know I just want the value I don't really want to go through all that and you're gonna acknowledge you're gonna say okay so you really just want the value of your home I get that you're gonna respond and say that's perfect because that's exactly what I want to give you and at this point you're not ready to arc you're not ready to close so you're gonna pivot okay and you're gonna say so tell me what kind of improvements have you made in the last 10 years that's a pivot question that pivot question doesn't close on them it's like this guy's the reason why we go ARP and not arc right away we don't close right away it's the equivalent to some dude walking into a bar seeing an attractive girl and walking over and going so you want to get out of here that's that's absurd it's ridicu that and if they did they probably get smacked arrested the whole thing why because it's not time for that it's art time acknowledge respond pivot so when you talk to people on the phone you're not gonna go hey so I just saw you got the value whatever I'll come by tomorrow is I work or perfect you're not gonna go there yet got to build rapport make knowledge great so you just want the value respond perfect cuz that's what I want to get you pivot so what kind of improvements have you made since you've owned the property in the last seven years or whatever it happens to be because when you ask a question like that you are kind of dangling that carrot and they're going okay he or she is about to give me the value they asked a question they need this in order to get me the value perfect I'll answer the question the longer they talk the more times you pivot the longer that conversation goes the more they start to trust you okay when you first talk to somebody it's almost like when you call a customer service line and when you call that customer service line you don't even know why but you're not even acting like yourself you just be in a jerk and you're just like well this billed me when I told them not to build me anymore and then you act all crazy and really if any of your friends saw you acting like that you'd be embarrassed but it's just naturally what you do that's what's happening when they're talking to you at first and they don't know you and they don't trust you and they don't anything okay but if you ever noticed with that customer service call as time goes on what you eventually do five minutes down the road once you realize this is a real person and you actually like them and they're just doing their job is that eventually you kind of apologize and go hey it was nothing against you I just wasn't sure how this and that and bla bla bla bla bla same thing okay so now as you start to pivot and they start to talk and now you guys have more of a conversation and context is created now you get that moment when you realize hey we've got something here they've kind of couple to subconsciously apologize for being a jerk in the beginning and now you've got a little bit of a relationship and now you can go into arc acknowledge respond close so hey I want to get you I know you want that value I get to go get that I want to get you that value turns out I'm going to be close it turns out I'm going to be in your neighborhood tomorrow around six o'clock and I stopped by for a really quick five minute on-site price consultation now you've got the actual context with them to be able to close but don't do it too soon okay what if it's a buyer right I mean this is all seller stuff what if it's a buyer what if your buyer wants to see a property and you really want to know are they pre-qualified like are they pre-approved like I don't want to go show houses to somebody who's just wasting my time or whatever and so you get them on the phone and you start asking them pre-approval questions and they go you know I really just want to go see that property what are we gonna do first SEALs training ARP ARP ARP we're gonna go acknowledge okay so you just really want to go see that property respond that's perfect because that's exactly what I want to do I want to get you into that property and then what am I gonna do am I gonna close no why girl in the bar not gonna happen I'm gonna pivot and I'm gonna say so is this the first property you're seeing on this search or is this you know have you seen a lot of other properties now I'm starting to pivot I'm starting to get more information I'm starting to build context which ultimately brings me down when I get that gut feeling right as a sales person and I start to realize we got good context now we got something going here now I can close that is what you were doing when you're on the phone okay first 30 seconds take control you better speak with confidence okay what I'm talking to you right now do I sound like I lack confidence no because I know what I'm talking about I know that this stuff works don't wait for the first time it doesn't work and go oh this crap doesn't work okay you're always gonna find what you look for some people to work some people that won't but on a percentage basis when you follow this you're gonna get more of them to let you in the door and let we just saw on our Facebook group 10 minutes ago a huge testimonial from somebody who's getting listings and stuff doing this stuff over the long term you got to get the control in the first 30 seconds by asking the right questions or getting them to do something you got to ARP and then when you feel it in your gut you got an arc okay I look forward to hearing how it goes do you guys talk to you soon