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[Applause] Jim Ron said you got to work harder on yourself than you do on your job I'm like well I was [ __ ] taught different I was taught you got to be the hardest worker in the room no you got to self-develop more than anyone else around you who you become you want a 10 extra money get 10 times better don't wish it was easier wish you were better and if you wonder why I get so passionate why is this guy screaming why is this guy yelling because I love my [ __ ] life I'm telling you like I love my life I I remember I wish somebody would have yelled at me when I was [ __ ] young like this is your time fail process when you get somebody on the phone this is what I want you to understand it's you verse everybody else in the beginning of a phone call they may not say everything that you want to hear their guard is going to be up they will be skeptical talking to you and these people have every right to do that all right you're calling them out of the blue over the phone saying do you want to sell your house to me think about that for a minute it's your job to build the trust the relationship the Rapport find the pain points do everything the competition isn't willing to do so the five steps number one I want you to write in here intro this is going to be the intro this is going to be the why this is going to be where we talk about the house this right here is where we're going to talk about the the the [ __ ] the cheddar the money and then this is where we're going to close the deal down if you do everything I promise you everything right you do not skip a step and you hit every single [ __ ] one of these step five should be the easiest part of your conversation everyone's like man Eric how do you close deal so well how do you negotiate so well how do you get an average assignment fee of last month I think it was 28 or $29,000 Eric how do you close a sixf fig deal it's my answer is the same every time bro I bring him through the five steps I love the one I'm with I love the one I'm with because I know how much these deals are worth when someone picks up the phone and they say hello I know there could be a potential 20 $25,000 on that on the line right there and I know that going into it and what I don't do is I don't go go from intro hey this is Eric with TLC home buyers to let's talk about your house so what I want to do is I want to break each step down the way you introduce yourself Hey Kevin this is Eric with TLC home buyers so if you're going to get a lead what you never want to do especially over the phones is ask hey can I speak with Kevin please why don't you want to do that they can huh they can lie they can lie they're going to say uh wait a second who's this oh this is Eric withl home buyers is Kevin available no no no he's not available so what you want to do you always want to assume it Hey Kevin this is Eric with TLC home buyers how you doing today he's going to go this guy knows who I am great how things going with you the reason for the phone call is I see that you spoke with a referral company which is run it remote you spoke with a referral company and they said you were interested in selling your house I assume if they talked to them and they made it to my CRM they're interested I'm not going to ask them hey are you interested in selling your house they already did the job for me so all I got to do is say Hey Kevin this is Eric with TLC home buus how you doing today great what's this about well you spoke with a referral company and they said you're interested to selling your property over at 123 Main Street it actually said you're done being a landlord because they're going to have a motivation or they said you're wanting to sell right now just to get your Equity out of the property accurate yes so I I set I introduce myself I know who I'm talking to right I let them know hey I understand you want to sell your house that's why we're on the phone and then I'm going to let him know hey before we get into uh too deep into the phone call I know you get a ton of these phone calls I want to get them engaged and bring them into the call I want to take control of the call so I'm say hey before we get into talking about this property which we're going to do I know you get a ton of these phone calls grab a pen and a paper real quick that that way you understand who you're speaking to I know at the end at the end of the phone call I'm going to be asking this guy to sign a contract with me if he accepts my offer the last thing I want that person to do at the end of a phone call like right now everyone's got a name tag on I know Tyler sitting here Leo sitting here Christian sitting here Evan sitting here Conor sitting here right it's personal I walk up to him I'm like [ __ ] Evan how you doing man he's got a name tag on what I want to do virtually over the phone I want to slap a name tag right in front of the person so I'm going to say hey go grab a pen and paper real quick so I can give you all my information I'm going to have them write my first name down my last name down the name of our company if you don't have a company or an LLC yet don't worry about it don't let that be the thing that prevents you from thinking that you can get a deal okay okay so you give them your name your number your your first name last name then you're going to give them your phone number after you give them your phone number you're going to ask them hey can you please repeat the number for me real quick so by the end of this phone call cuz I know if 200 of you called this person I know this because I've talked to enough of these people and I'm I want you to have the information that I've already gathered up here if 200 of you called this same homeowner you brought them to account ation you said you would give him an offer and you never did it so I know that going into it he's going to be like [ __ ] I've gotten a 100 of these phone calls already over the last six months they've asked me the same silly questions and nobody has given me an offer so set the expectations in the very beginning hey on this call I promise you one of two things we're either going to get an approval with an offer where we can actually buy your house or we're going to get a Deni with a reason and I'll tell you why we're not able to purchase the property today fair enough yes they're going to say yes 100% of the time I promise on step one I've taken control I set expectations I've got them engaged I've introduced myself to them and uh I understand who I'm talking to like that's an intro right that's what you want to establish in the beginning so and then what I've also done is I've done a small takeaway I've let Chris to know hey at the end if you stick with me all the way to the end I might actually tell you I can't buy your house step two which is the why I want to figure out why a guy that just bought a house three years ago with a wife and four daughters and he's saying he wants to downsize I got to figure this one out if I were to go straight into the property be like oh you're looking to downsize cool well let's talk about the property a little bit and I start talking about the outside we talk about the inside I always say if you do everything right step five closing the deal is the easy part so I already know right now I got someone he said he's he's got four daughters he's got a wife they've been married 10 years they've talked about it yesterday this is a fresh subject in their household these are questions I have to get I must get the answers to this [ __ ] because at the very very end I like saying overcome an objection before it can become an objection when I get to the end of a a a call which is the close that's where the dance starts that's where the money is made when someone says I need to think about it or I need to talk to my spouse most people lose deals right there that's where I [ __ ] love going I love it because because I do the work prior to set myself up to show up to that dance nobody is selling you their home in 15 minutes over a telephone I don't give a [ __ ] what you think there are some loow hanging fruit and some desperate people out there no matter who calls them up if the numbers make sense they're going to sell you their house right like a 15minute conversation happens once in a blue moon but if you want to get a [ __ ] ton of deals and get consistent deal flow you need to love the the one you're with and bring them through an entire process you should like if you're going to call me and try and get me to sell you my house over a telephone dude you got some work to do write this down you ask the right questions you will you the right questions you will get the answer all the answers you need to close the deal down if you ask the right questions step three is where we talk about the house I live by the 8020 rule 80% of the conversation should not be about the house 20% of it should that's why I have a five steps intro fact find the house that's 20% this is where we talk about the house step two which is the fact find you keep doing this all the way to the close you never want to stop doing fact F you never want to stop figuring out why the heck Mrs Johnson is staying on the line with you you always got to be digging always all the way to the close when you get to three you want to start outside of the house talk about the neighborhood talk about any structures outside of the house is it all brick is it just front facing brick if we go into the backyard you have a pool I can't see why did you guys pick this neighborhood how long have you been in the neighborhood was it you were the wife to pick the neighborhood how do your kids feel about the neighborhood like you want to ask as many question questions as you can about the outside after you talk about the outside of the property the outside right the the if there's a driveway is a driveway crack in good uh standing is there a bunch of debris is there any landscaping that's going to have to be done like you want to know as much as you can about the home here's the reason why when you make that offer to the homeowner you want them to be confident that you were educated about their property when you made the offer think about it you're making an offer on a home somebody's home more than likely the the the number one asset they have attached to their name are they going to be confident that you've asked enough questions that your number actually means anything step four offer anytime you make an offer you want to put at least 40 thou write this down $40,000 in your first offer the only way you're going to get to an average spread of 20 is if you start deeper the number one thing people do wrong in this industry is they underwrite the deal wrong and they give too much money on their offer and then that you you can't get rid of the deal in order for the deal to work the deal has to work for us there might be a little negotiation after your first offer you might have to come up a little bit you're going to put them on a hold you're going to run back to the underwriters Department you never negotiate live with these people on the phone you're only an Acquisitions manager the underwriters are the one and you can position yourself as this a lot of you are thinking well Eric what if I'm just a oneman band that's okay you can still say I have to go back to my Underwriters that's okay you can be the underwriter you're not lying you're literally going to put them on hold and put a different hat on and start underwriting the deal so you really did have to go talk to that person it just so happens to be you does that make sense their perception is their reality paint the picture for them you're going to send an electronic contract the close is easy because you've negotiated the number it makes sense and they're going to say yes to the number does does that make sense to everybody if someone can do something that you can't do if someone can teach you something what does it cost you not to know what does it cost you not to become what does it cost you not to believe in yourself what does it cost you not to be able to earn what does it cost you to not have choices like [ __ ] that's a pretty big cost so when someone gives you the opportunity to get away from that cost whatever that cost to do it because I assure you the cost of not doing is way greater it's probably a million times greater than the cost of what it cost to pay even if it's $200,000 cut the check dude a $200,000 cut check cut check check cut is usually a $200 million move yeah dude I'm gonna tell you this I I cut a check to Patrick B David for $250,000 and I'm GNA tell you this it probably May me 40 million but when I cut a check for $99.97 it made me 100 Grand so how much can you cut understand this we're in an error right now where 90% of social media you don't want to be like these people I am here to tell you I'm not trying to tell you to be me but what I'm trying to tell you is that I and by the way you don't have to be perfect here's the cool thing you don't have to be perfect the most [ __ ] up person in this room is the most dangerous person in this room the most broken person in this room is the most dangerous person in the room the person in this room that was counted out by everyone else just like me the biggest project is the most dangerous person the Apostle Paul that took the Bible the furthest and this in biblical but that took the Bible the furthest and rep Jesus and took it the further than anyone else was Saul he was a Christian killer he was the worst of the worst How could a guy that literally cut heads off Christians go around and tell people that Christianity was amazing it the greatest thing ever just somebody tell it doesn't logically make sense but what I know is it takes the sick to cure the sick it takes the sick to help the sick it takes people that can solve their own problems to solve other people's problems you guys the bigger problems you can solve the more money you're going to make that's the game the biggest problem you ever solves your own problem you guys are in here today you got problems you got holes I'm just here to talk to you for a minute and I just want you to look at yourself I want you to do what winners do today which is look in the mirror own all your [ __ ] own what was good own what was bad and have the have the courage to [ __ ] change and by the way get a little get a little upset be be willing to to borrow some courage from me and push all the [ __ ] chips on the table dude listen to me one leg it's like a government set of doors and I just want to say this when we'll start training I walk in a government building there's two doors first door second door when you walk through the first doors they open right up you guys are in here today look we open the doors to you guys you're ready here you are let's train let's teach let's share with you what we know let's tell you how we did it now both feet have to go through that door and then the doors close and then you just got to hope the second set of doors open and they do but if you got one foot out and then you got like one like like come on man like I want to see if that door is going to open cuz I'm not going to cuz I need to make sure I got a way out here if that doesn't go in dude people that have a way out don't make it listen I'll argue this with anybody I've argued this with my greatest mentors they say always have a plan B he if a plan a don't work do a plan B no [ __ ] that that's like saying if my wife and me don't work out like something else is going to work out dude are you what listen I'm we're we're going to set some rules today okay number one don't take advice from somebody that you don't want to become taking advice from successful people could be one of the stupidest [ __ ] thing you've ever did because a lot of those successful people they once did these things and they don't do them anymore I am living proof I everything that I do in my life right now my core values my language the things that are on my wall what I what I live by what I tell my team to live by I live by those things I will die for my standards did you hear what I said yes sir die yes sir die when you and listen I'm a psycho competitor I'm obsessed and I know you guys want to be too I know you want to be too a lot of you aren't in here a lot of you you swerve you're swerving all the time listen it's okay to [ __ ] up but when you self correct you're the most dangerous person in the room right now today's about self assessment okay every day your goal is to get better better than you were yesterday and by the way your goal you're all going to change today I have no doubt that 100% of the people are going to change today I have no doubt the question is who's going to [ __ ] change back because I can change you but then if you change back you're out it's like saying babe let's go run a marathon for 26 miles we'll go 10 miles turn around walk back how many of you in your life said you were get in great shape yeah and you [ __ ] didn't how many times that that's what I'm saying if you say you're going to do it you have to do it listen to me the the hardest thing you'll ever do in your life is keep your word to yourself you're in here today I want you to make a decision that man I'm going to learn some new things today but most importantly I'm going to learn I need to become a new person because no matter what I'm taught no matter what skills that I learn look here's here's how life is anything that you can learn anything that's a skill anything that can be taught you can learn so I can learn from anybody the question is can I become can I have this identity that no one else can [ __ ] take away from me my wife has her own identity listen she she she didn't have an identity in me she has an identity in herself when [ __ ] gets hard Jacqueline holds herself together okay I have my own identity you say I thought you guys are one we are [ __ ] one but let me explain how we operate if you have a family and if you have you have a big dream or if you have a team or if you want to do something badass you have to change yourself I work on me for her when I'm [ __ ] better she gets better when she gets better I get better but it's not like I'm going to take care of her and she's going to take care of me now we're both [ __ ] lost and a lot of you in here you're trying to help a lot of people but you're lost because you're not working on yourself Jim Ron said you got to work harder on yourself than you do on your job I'm like well I was [ __ ] taught different I was taught you got to be the hardest worker in the room no you got to self-develop more than anyone else around you who you become you want to 10 extra money get 10 times better don't wish it was easier wish you were better that's it you're [ __ ] here today to get better that's all I want to see you do and if you wonder why I get so passionate why is this guy screaming why is this guy yelling because I love my [ __ ] life hey guys I just want to tell you you're the true 1%ers you made it till the end of the video do me a favor share it with the friend that wants to go to another level make sure you like the video comment below so I know who you are set your notifications and then subscribe to the channel we got daily sales trading videos dropping I'll see you soon yeah this is my life my stri my right to