my cold calling interns finally tell me how they really feel

[00:00:00]All right. So, now we are towards the end of the internship, a summer of cold calling that you guys will probably never ever forget. So, I want to talk about the the experience in its entirety. You know, we shot a couple of these now, but I want to Sam, I'll go to you. You know, like as you get ready to wrap up the internship and you look and say, "Okay, was it worth it? And what were the biggest things I learned?" What would you say?

[00:00:31]>> Yeah, I would say 1,000% definitely worth it. Um, this was like I kind of had an idea coming into the summer what I was hoping for, which was like entering into maybe a little bit of of a field of, you know, sales and and kind of just trying at it and and seeing what I could do and and then from there hope hoping to make some money across the summer. And I was able to do both, make some money, but most importantly, I was able to develop certain skills that I can now bring to any other field because the the stuff you've taught us this summer, like it transcends the the sales um world and I can use it for anything I want to get into.

[00:01:08]>> Yeah, it's true. And and like you know, Luke, I I'll ask you. You guys are on live coaching calls with real estate agents all the time. And you said something just at breakfast. You're like, I know the answers. they ask questions to you and because of what you guys have learned over the past call it month and a half or two months like from a skills perspective like we're I'm coaching people um that sell real estate full-time that >> are struggling with the the sales tactics that Sam's referring to like talk to me about the the skill development from a communication standpoint some of the things that you feel like you've learned this summer that will trans transcend to you like beyond the internship.

[00:01:54]>> Yeah. I mean, you [clears throat] can't teach a kid to ride a bike in a seminar.

[00:01:57]And I think up to this point, everything you've been teaching me and everything I've been learning on my own uh has been me trying to learn how to ride a bike in a seminar. And now I have the experience where I'm able to see the skills actually in action. And >> hey, really quick, I know I'm interrupting my own video, but if you're a full-time real estate agent who knows they're capable of more, but stuck earning less than $100,000 a year because you're winging it with no real system, then I want to personally invite you to join me on my next live workshop, how to generate leads and closings every single month without having to buy leads, without having to sit in open houses every weekend, without having to post cringy content on social media and without having to rely on your friends and family to send you referrals. Now, here's the thing. This workshop is live on Zoom. So, seats are limited for serious agents only who are sick and tired of chasing shiny objects and they want a proven system that they can follow every day to start producing results immediately. We spent um over 3 hours really get clear on my goals and really what work is required, you know, from an annual to a monthly um to a daily basis to really to really hit those targets. It's it's really for any agent um who's looking to elevate their business and even move from, you know, doing primarily um you know, buyer listings to to more doing your own um you know, seller listings. And I'm I'm really grateful for for Brandon and the time that he spent. And honestly, I walked away with more value than I imagined I would. And some of the tips and tricks that he provided and delivered were were definitely um more than worth the price of admission. So, listen, if you're finally ready to solve your lead generation problem for good, and you're done worrying about where's your next client going to come from, then go to reverscelling.com or you can just simply click the link in the description to save your seat. you're able to just learn them way better because when you're on the phone for hours every day, you're getting feedback. You're getting constant feedback from other people um on which skills are working, what you need to grow, where you need to learn how to communicate a little bit better, uh where you need to learn how to communicate more effectively. And so now >> versus like reading it, reading in a book or like role playing it or talking about this skill or that technique, you're you're saying >> that the learning truly is in the doing.

[00:04:30]You were on the phone for hours and hours every single day for the past month and a half. That by itself taught you more than just reading some technique in a book.

[00:04:41]>> Yeah. And then we got to continue learning because then we would we would hop on your game film um and you would be coaching these agents and it was different a little bit different different words than what we were saying on the phone, but like Sam said, everything everything just transcends.

[00:04:57]Um, and so we were able to listen to how you were coaching the the real estate agents and then apply it to to our own sales skills. And again, we had actual experience to back up um to back up what we were learning in order like from communication from a communication standpoint from you.

[00:05:17]>> Yeah. Chris, let me ask you this. the what would you say to somebody like with the experience that you have now? What would you say to a full-time sales professional who's maybe struggling with call reluctance who, you know, hasn't made the number of phone calls that you have probably made? Maybe they're new to real estate, they're new to sales, they know they've got to pick up the phone every day and prospect for business, but they're they're scared of it. They're intimidated by it. Like, how would you coach that person to to get on the phone? I'm curious.

[00:05:48]I mean, look, if you have car reluctance, like that's probably going to be something that you that you um that you struggle with, no matter your situation, but you can obviously do things to help you get over that to a certain degree. Like, I know for me, having like a group of guys like these three was really helpful for me to get over that. I know we have this leaderboard that doesn't always really like reflect like actual results, but it's still when you see the numbers going up, it pushes you and it makes you want to do better yourself. That's the first thing I would say. Just surround yourself with the right people.

[00:06:18]>> So environment, right? So put yourself in an environment of other people that are, and we talk about it all the time.

[00:06:23]You guys hear me talk to agents that we coach in the inner circle all the time.

[00:06:27]It's like don't prospect by yourself.

[00:06:29]That's like the worst thing that you could do. Put yourself in a situation in an environment with other people that are like-minded, that are doing what you're doing, and this will help you. Uh it's like herd mentality. It's like, well, if we all do it, if we all go to the gym, that's a lot easier than going to the gym by myself. Dominic, I'm curious for you. You just graduated high school. And so, you're the youngest one on the team. Um, what was this like for you? You know, looking back and in reflection of like your experience doing something like this, you've done jobs before. You're very entrepreneurial.

[00:07:05]You've done some things on your own.

[00:07:06]you've had some other quote unquote jobs, but this is probably, I think, your first um opportunity inside of the the business sort of world transacting with with complete strangers. Like, what was your experience like?

[00:07:23]>> So, yeah, I think coming into the into the summer, I didn't really know what to expect. Um, and I think I I learned a lot, especially in just the way I communicate. It was it was definitely like at the beginning it was pretty easy honestly. It was like you're super excited. You're just like happy golucky.

[00:07:41]Everything like the sky is always blue, never a rainy day. Um and then you realize it actually starts getting hardly these last couple weeks the call reluctance has definitely been there.

[00:07:54]>> And I think it's I think it's more just like the way I've been framing it in my mind.

[00:08:02]It's like I used to come I think I the last couple weeks I've been like all right I just have I've been counting down the days until I've been done rather than really seeing it as like oh I have an opportunity today to make a lot of money >> or to like be a better like to become a better person. It's like I'm almost out of here [laughter] if that makes sense.

[00:08:25]>> It totally makes sense. You know, I mean, that's what we've been talking about all summer. Like, this >> cold calling is such a mental game. It's it's more mental than than anything else. It's not hard work. You guys aren't out in the 90° weather, you know, like moving, you know, rocks. It's not very difficult. What What is it about the mental part, Dom, that makes you countdown to the days to to the day you don't have to do this anymore?

[00:08:54]Yeah, I think it's definitely the rejection that you that [clears throat] you experience on the phone. Um, and just like you work so hard sometimes to get somebody to show up to these workshops is what we're trying to get people on. And then it's like, dude, if you knew how much this would help your business, like you would pay couple hundred dollars at least to join this.

[00:09:17]>> Yeah.

[00:09:17]>> And it's like I can't even get you to show up for free. And like it's just like it's hard to convey. It's hard to just like yeah have a conversation and really get them to understand how much this can actually help them. It's like I'm not even in real estate and I feel like I can do real estate after I after I watch your videos and join a workshop.

[00:09:37]That's sales. That's the what you just said I think is the whole point of the internship is in business. Well, no, scratch that. In life, we're conveying ideas to people. Luke, if you gonna take uh the path in your life that I think we talked about, that's the whole name of the game is conveying ideas to people.

[00:10:00]And so like although I think that is difficult, you can't want things for people more than they want them want it for themselves.

[00:10:08]You know, if I go back to you, Sam, and talk about the skills perspective of what we've been what you guys have been learning. What are maybe some tactical things, piggybacking off what Dom's saying, that you found have helped you to better communicate value so that people can see it for themselves?

[00:10:26]Because here's what's the problem is, Dom, maybe you've learned this, Chris, maybe you, too, everybody. Is you think, well, what's wrong with you? Like, this workshop's amazing. Why would you not come to this? Are you dumb? Like, you can't. And people think selling. And I'm curious for the four of you. Most people think selling is convincing people to do things and then you give them your reasons for why they should do it. And Dom, to your point, it's like this is going to be very good for you. But from their perspective, they see it a completely different way. And so we have to help people arrive at their own conclusions and come up to their own decisions to do things for their reasons, right? And so people don't do things because you want them to, Dom, they do things for their own reasons.

[00:11:14]And so Sam, let me ask you on a on the skills side of things. What have you learned or done that you feel like has really worked to help people arrive at their own conclusion that perhaps they should do something that might benefit them?

[00:11:30]>> Yeah. No, absolutely. I would say just as you said, the it's it's moving away from trying to convince someone to do something against their will. Um, I think the biggest thing that I've seen is like when you're detaching yourself from the result of the conversation and being like I you call it disarming honesty when you're just totally honest with just like yeah this is like and helping them figure out helping them voice their own pain. It's not on you to try and find the issue. It's it's for them to voice their own pain and from there you can be like well >> I have the medicine here if you want that pain to go away you know but it's like if you don't want it you know and it's like when you push people away from trying to force the sale they actually pulling you closer >> so has the opposite effect >> we we that's exactly right well said like we we you really learned I think all of you that the more I can support someone's autonomy to make their own decisions the better that conversation goes.

[00:12:29]Chris, would you agree with that?

[00:12:31]>> Yeah, I was going to add I think the power of a nooriented question is one thing I really learned. I mean, it just completely like flips like the frame in the conversation. Um, I mean, it adds a little bit of humor as well. Like if you ask such a ridiculous statement with but it's like a nooriented statement, people just warm up to you so much so much better.

[00:12:51]>> Can you give us an idea? like give the audience an idea because they don't know what that a nooriented question might sound like. G give them an example.

[00:12:58]>> Yeah. So it's like if imagine this morning when you were taking us to breakfast if if you guys called us up and was like hey like you know would you guys be against me taking you to breakfast this morning? Well well no want free breakfast like obviously we want to go.

[00:13:12]>> It's great. It's a great yeah great example. Luke, what about you? give me like a skill that you feel like has helped you have better conversations with people um that maybe has also helped you get out of thinking, okay, I'm in sales. I have to try and get this person to do something. What skill do you find most helpful uh when having conversations with prospects?

[00:13:39]>> Yeah, speaking [clears throat] against your own interest, for sure. um which is I think kind of a little bit about what Sam was speaking about. Um but when you give reasons as to why someone might not do business with you or reasons yeah reasons that maybe they shouldn't do business with you, it just builds trust and then they don't feel like you're forcing them to do anything because you've actually given them the way out if they want it. um and that builds trust and then they're able to see that oh this guy is probably does seem detached from the outcome. Uh and then they're just way more open to having a conversation >> um which is I think ultimately ultimately where when you help someone then then the money flows from that. So >> yeah. So like when you talk about speaking against your own interests as an as an example, what that means is and then do you can add on to this as well is that you're um being upfront with people about the the pros and cons, the the upsides and the downsides where most people when they're trying to uh sell something to someone or they're trying to sell an idea like join the baseball team, let's use that as an example, right? So most even recruiters, right, or co or or coaches or anybody that is on the side of trying to get somebody to do something for their own benefit are only selling the positives.

[00:15:07]And what you guys have learned is, well, if that's the case, then you put people in a position to not trust you. It's like it's only you're only selling me the upside. People don't like to be sold. And so, as an example, what you're talking about, Luke, is if we're recruiting a kid to go play baseball with you, Chris, it would be like, yes, there's upsides to playing baseball uh on our team, but here's some reasons why you may not want to do this. I'll be fully transparent. I'll be fully upfront. You know, if you and Chris, you could probably I don't know the the the details of it, but it's like you're going to have to give up a lot of your free time. You're going to have to um you know, uh do this. I I don't know what the things they have to give up what what the downsides are to playing baseball on your team, Chris. But the point is there are some that is the fastest way to build trust and rapport with somebody to show somebody that you're not you're not attached to them doing the thing that you want them to do. Chris, does that make sense?

[00:16:05]>> Yeah, 100%.

[00:16:07]>> Yeah. And it's You want to add something to it?

[00:16:10]Yeah, I I mean I I guess I get it because I think about like when if you go through like a recruiting process for sports, no one ever tells you those things. And I would ask kids like, well, what's one thing you don't like about this?

[00:16:21]>> Exactly. [clears throat] >> Then you kind of start to weed out some of the truths like what really goes on dayto day. Like in Florida, it's hot.

[00:16:27]It's like 90. We play it's like 100% humidity, 95 degrees. That stinks. Not going to lie. No one ever says that though. They just say, "Oh, it's sunny.

[00:16:35]The beaches are nice and stuff like that."

[00:16:38]>> It's a great example. So there you go.

[00:16:40]The downside is like, yeah, you're going to be playing baseball in South Florida.

[00:16:43]It is not always sunshine and rainbows.

[00:16:47]Um, so yeah, Luke, that's a great skill speaking against your own interest. I love it. Dom, is there another skill that you find that you learned over the summer that that can carry on with you uh far past this internship?

[00:17:01]>> I think getting front of the objections.

[00:17:04]I think that's something that you work with um even with your real estate agents >> where it's like, hey, yeah, like most people that that can't >> or like that saying they want to sell their house or they're tired being a landlord. They're they're just the market's in a really good spot, they just want to cash in or is it something else?

[00:17:24]>> Um so it's like you're giving reasons that other people are doing it.

[00:17:28]>> Um and then also making it easy for them to tell you the real reason.

[00:17:32]>> Um so I think >> Yeah. So, I think that was like a super good skill along with the no oriented questions and speaking against your own interest.

[00:17:41]>> It's great. So, let's do some rapid fire real quick. Let's have some fun. Let's do something a little bit different. I'm going to start with you, Sam. Here's what here's how it's going to go. All right. Uh, I'm going to ask you guys all a question and then you guys are just going to rapid fire the answers and then I'll just rattle off more questions.

[00:17:55]Okay. So, um, what is the Sam, what's the, uh, worst part about cold calling?

[00:18:04]Uh, I would say the worst part is you can go a lot of long stretches without having any success where you know, especially if you're making money based off of your success and it's like you fail and there's not people people aren't like you're not doing well and it's just maybe a small thing or you feel like there's small things that you need to change in order to fix, but you don't know what it is. It's just like you feel like you're you're spending you're wasting a lot of hours um you know doing the same thing over and over again and failing and that can be intense.

[00:18:32]Chris, what's [snorts] your one best piece of advice for somebody who's brand new to cold calling, regardless of industry, if you could I know there's a lot. We just talked about a lot, but if you could only give them one, what would you tell them?

[00:18:45]>> I would say practice a really good pattern interrupt and and um like your tone and your like inflection in those first like 10 15 seconds. It's the most important part. It sets the tone of the call. Um that's what I'd say.

[00:18:58]>> I love it. So, the opener, master the opener. Dom, if you could go back and start the internship all over again knowing what you know now, what would you have done differently?

[00:19:06]>> Probably not even took the job >> outside of that. What would you have done differently?

[00:19:12]>> Uh, [laughter] yeah, I probably I probably would have really mastered mastered and internalized the script to a point where I didn't even have to look at it before I just started ripping dials.

[00:19:24]>> I love it. And so, that's my next question.

[00:19:28]Yeah, that's my next question for you, Luke. Like, when it comes to role play and practice, at the beginning of the summer, like most people that pay me a lot of money for me to coach them, I almost felt like it was like you guys didn't take it like you were like, "Ah, role playing, practice. We're talking about practice. Practice like what what what's your understanding or advice around the importance of what Dom was saying, roleplay and practice when it comes to mastering this skill?"

[00:19:54]Yeah, I I think Dom [clears throat] and I role played the most. Um, and I think I learned a lot because I was getting so many reps role playing like the first two weeks until you guys explained how important role playing is. Yeah. I didn't I just thought it was something you do once a week for, you know, 10 minutes. But then >> but then I but then Dom and I started role playing every morning for like 30 45 minutes and we just got so many reps which I think again allowed us to get more feedback on how we were communicating and I definitely saw an increase in my efficiency with my communication once I started role playing.

[00:20:30]>> I love it. All right, so now we're about to do even have some more fun. Now we're going to play a little hot seeds. Okay.

[00:20:37]So, I'm gonna serve. Look at Dom's getting ready. All right. Here we go.

[00:20:40]So, how hot seats works is I'm gonna serve up an objection and you guys got to respond to it the best way you can.

[00:20:45]Is that fair? You guys ready for this?

[00:20:48]>> Yeah.

[00:20:48]>> And screw it up. That's all right. It's uh that's that's what we're here to do.

[00:20:52]You guys hopefully you feel now like to be uncomfortable, you know, is the only way that you can grow, right? So, we'll keep it in the in the context of the conversations you guys have been having just to make it a little bit easier on you guys. So, Sam, listen. I appreciate you calling right now. Uh but I just you know I don't I don't have a ton of time right now talk.

[00:21:09]>> Yeah, absolutely. Well, you you tell me.

[00:21:12]Um I can either call you back maybe later today or tomorrow or if you want to give me like 30 seconds of your time.

[00:21:18]I can I can tell you why I called and you can tell me whether it makes sense for us to continue this conversation later.

[00:21:24]>> Beautiful. Beautiful. Okay, Dom. Um listen, so you know, I don't know. I've been to a lot of workshops before, but you know what what makes this one so different? Why should I go to this one?

[00:21:37]>> Yeah. No, that's that's totally fair. Um I don't know. I guess let's pretend that you decided you wanted to show up to this workshop and on the workshop you and Brandon worked on your prospecting skills and efficiency. And let's say at the end of the workshop, you added 10 to 20K to your business over a year. What would be the downside in attending the workshop?

[00:22:04]That's Wow, you guys got good. You guys got good. Okay. Uh Chris, listen. Um yeah, you know, I'll I'll think about it. You know, I'll let you guys know, but you know, I'm pretty busy next week, so I'll let you know if I can come to the workshop, but you know, I got to think about it first.

[00:22:21]>> Yeah, that's totally fair. Um um can I ask like what would be the reason why why you're not able to make it out? Do you have a bunch of listings or appointments or um you know, if you're super super busy, do you think I can maybe follow up with you tomorrow or maybe in a week?

[00:22:37]>> Uh well, I just, you know, I just don't know if I want to dedicate three or four hours to go to a workshop. You know, that's that's what I got to think about.

[00:22:47]>> Yeah, that's totally fair. Can I ask like what's um is there any area of your business that you think that you're that you you'd love to improve that you'd really like to take to the next level?

[00:22:57]Uh, well, I mean, yeah, I'd like to make more money, like get more clients. So, yeah, that's the goal.

[00:23:03]>> Yeah, of course. I mean, you know, one big thing that Brandon really helps agents out with is their lead generation and prospecting skills. That's like a a main focus of this workshop. I mean, we have had hundreds of agents go through this workshop and, you know, they've really taken their business to the next level. We have, you know, 16 hours of video of of agents giving their testimonials and firsthand experience.

[00:23:24]Um, so if lead generation is something that you really um like to improve and would really like to get more clients, um, I think this workshop could be a really great opportunity for you.

[00:23:33]>> It's great. It's great. So it's it's uh this is so good. This is almost like our own game film because if we go back on that one, you just gave me a bunch of your reasons why I should go to the workshop, right? So we don't want to do that. So, what we want to do is just talk in hypotheticals like, hey, let's just pretend for a second that you came to the workshop and as a result of the workshop, you got better at X, Y, and Z.

[00:23:57]Would there be a downside? Like kind of like what Dom was saying. That's the framework. But that was that's good. I'm putting you guys on the spot, right? All right, Luke, you ready?

[00:24:04]>> Yep.

[00:24:04]>> Okay. Um, so, well, let's do this. Sam, you give him the objection you guys hear the most because I don't know what objections you guys are hearing. So Sam, give him an objection that you heard that you've been hearing the most lately. [clears throat] >> Yeah. No. Um, yeah, Luke, I just I just don't know.

[00:24:23]You know, that's during my prospecting time and I I really I really don't think I can allocate three hours. And you you said your Eastern time like I dude Pacific time. I have to wake up at 8 o'clock in the morning to get on that workshop. I just don't know if I can make that happen.

[00:24:39]>> Gotcha. And you said you prospect usually at like 8 a.m.

[00:24:43]>> Well, no. Usually, usually I'll start prospecting like 10:30, 11:00ish.

[00:24:49]>> Gotcha.

[00:24:50]>> My time.

[00:24:51]>> Gotcha. Gotcha. Yeah. And you [clears throat] So, it sounded like you said um sounded like you said you're prospecting during that time. So, is is prospecting the main way you get business?

[00:25:06]>> Yeah. I mean, honestly, like I this is only my like I've only been in the business for like three or four months.

[00:25:10]It it hasn't been going very well, but I you know really I feel like that's the way for me to get after it is just to be calling as many people as possible. And that's Yes.

[00:25:21]>> Gotcha. I And I assume I assume that if you've been doing it for a few months, like your prospecting skills, all that stuff, your pipeline that you got that all pretty dialed in and you know where you're going and everything, right?

[00:25:31]>> No, it's been terrible. I like I don't even know how much longer I want to be doing this, but I need something like I I I left my my full-time job like and I kind of to real estate and now I'm not making the revenue that I was hoping and it's just like but it's really tough.

[00:25:46]So, I really need to be locked in hours trying to get at least some closing so I can make some money back.

[00:25:52]>> Yeah. Yeah. Gotcha. I mean, Sam, can can I just ask you one more thing and I'll let you go?

[00:25:58]>> Sure.

[00:25:59]>> Gotcha. Yeah. Thanks. Well, I I mean, I'm just curious, like, let's just pretend you decided you wanted to wake up early, grab your coffee, and and head to Brandon's workshop. Um, and after attending, you were able to make 100K this year because Brandon gave you a plan to execute on something that you've never seen before. Um, I mean, if that were the case, is that would that be something you'd be against doing at this point?

[00:26:34]>> Well, I mean, I mean, no, like I like that's definitely what I want to do, but I don't know if I would be able to make it to that. And and I I guess my question is like if that's the case, if that's the value offering, what what's what's in it for Brandon? Like what does he get out of this?

[00:26:48]>> Yeah. Gotcha. Sh Sam, can I share the the two paths that most agents take?

[00:26:53]Yeah, sure.

[00:26:54]>> Yeah, I gotcha. So, most people that that go to this workshop, say there's 100 people on this workshop with Brandon, 90 95% of them are able to take the plan that Brandon makes with them, the skills that you learn, and then go execute them by themselves. However, for a small percentage of people, a small percentage of people choose to stick with Brandon and they say, "Brandon, this is amazing. I want to carry out this plan. I would just like your help implementing it. So, Brandon really offers this for free um because people actually get value from it, right? Um and then a small a small percentage of people decide to to stick around with Brandon.

[00:27:39]>> Yeah.

[00:27:40]>> So, so that first part was master class.

[00:27:43]That was really good. You know, we'll go back and we'll we'll uh we'll break this down. We'll do some game film. That's hard me putting you guys you're on a YouTube video, right? First and foremost, you're shooting content. Now, I'm shooting uh objections at you guys.

[00:27:55]But what's crazy is your guys' level of skill right now doing this for what, six, seven weeks is so far. Uh I can't wait to upload this to YouTube and see people's comments on this because your skills are really good. Like genuinely, they are good. It takes a lot of people a long time to be able to respond to things that, you know, aren't on the script. And here we are, you know, a couple of college kids uh doing it right here on the spot on a YouTube video. I mean, I I I you guys deserve a lot of credit. Truly, it's amazing. And so, last thing from me. Um, so we talked about like giving people advice. Chris, you gave them some great advice on, you know, creating a great pattern interrupt because that opener of a phone call, I think, is the most important piece. Um, for real estate agents specifically, Chris, that that watch content on this YouTube channel, that come to our workshops, that uh join our our inner circle coaching, um, they have to, they don't have a choice.

[00:29:01]They have to master outbound prospecting to really make their business work. We talked a lot about tactical things that they could do to to win. Um what like if they at some point in the future hired you to coach them on their mindset on really really helping them master outbound lead generation?

[00:29:27]How how might you coach them through this mental uh barrier of having to get up every morning, get their butts into the office, practice, role play, and prospect every single day? What coaching would you give them?

[00:29:43]>> Yeah, I think that's a it's it's a very good question because what you're really looking to do is you're really looking to master like the monotony and the boredom and the hours and hours and hours when you aren't having great conversations, when things aren't really going your way. Um, I mean, look, everyone has their own motivating factors. Like, I think having like a family or someone to provide for could be a great motivating factor to make you get up. Obviously, if you don't have that, like you got to find something else. Build a good like routine. Get into some sort of structure that you can count on every single day, you know? And then, um, I don't know. I think Luke maybe mentioned this or Dom, something about just like taking a like learning how to be more like still and quiet with yourself. like maybe you're not on your phone as much, less dopamine or things like that that would really help extend like your span of attention. I think that would be um very helpful for agents to do.

[00:30:33]>> It's great coaching. Dom, what? Give me a give me some more. So, you guys are all coaching this new agent. They they work with all four of you as their coach, their performance coach, and you're working on their mindset. um what kind of feedback or coaching or leadership would you give this person to help them overcome this huge huge mental uh barrier?

[00:30:57]>> Yeah, I think there's really two things um that would be really important here.

[00:31:03]One would be it is hard and so you need to be you need to be good at doing hard things not just in real estate but that also requires you got to go lift or you got to do got to go for a walk every day. You have to have some structure some discipline in the rest of your life. You can't just be disciplined in one aspect of your life. It has to be you becoming a well-rounded individual.

[00:31:27]Um, so that that mindset and then also I think there there's the aspect of you can reframe the way the way you think about your cold calling. It's like for every person that doesn't pick up, it's like, oh, there's one less person that I have to waste time with or it's like they're not interested. That's all right. Like I I'm just one person closer to that next sale, to that next person that I'm going to find that's going to be the hidden gem.

[00:31:56]>> I love it. So good, Luke. Anything they didn't say that you would coach this person up on the mindset.

[00:32:03]>> I mean, every person's got to conquer themsel, right? Like it's >> it's about conquering yourself to be the best version of yourself. And and that's really that's really what any mindset coaching to I think is when there's the call reluctance or when people don't want to cold call or when people don't want to stay disciplined. It's like how much do you care about becoming the person that God created you to be, you know, or how much you care about hitting your potential. And if you don't care about that, then that's okay, you know, but me like most people care about that.

[00:32:34]And and I think that's one of the most important things in this world is to to maximize our potential and to become the best version of ourselves, to conquer ourselves.

[00:32:43]>> I love it. Sam, coach him up. Give him one more thing on the mindset that's going to help this person win.

[00:32:50]>> Yeah. Maybe the last thing would just to stop making excuses. Um you can like you can control the things that you can control. Um, but if you make excuses, then you're you're relingquishing that that view of what kind of control you have. If you make everything as if it's on something that you can change, if you make everything your fault and but it's something you can fix, then that's that's m all these objections of just like I can't do this because if this happened and this happened something that I can't control, then you're never going to change anything that you can't control. But if you can control everything, then you can change it.

[00:33:23]>> I love it. Well, guys, it's been uh a genuine like it's been a great experience for me, too. Like, watching you guys grow from where we started to where you guys are at now. I mean, I'm telling you, people are going to watch this podcast and say, "Wow, I you're going to give them hope. You're going to give them motivation because they're going to say, "Okay, four college kids.

[00:33:44]I watched your guys' journey on Brandon's YouTube channel from where you guys started to where you guys are at right now. from your mindset to your skill set to your beliefs and it's going to help real professionals in real estate win better. And so for that, I'm going to thank you for for all of them um because you guys are going to help to motivate these professionals to make this work. So appreciate you guys very