How should I contact realtors as a new home builder? 

 

for the presentation.

 

Right. The package should be print it out. It should be, you know, ready to go when they come in. We’ve got the link right here. Right. So you know, all the things you got to do to send it out. All right. Here tells you what order to put them in all the things. Right. You’ve got the realtor protection form.

 

This is different than a customer form. You know, a customer brochure packet. Right. So you got to have that packet ready to go, ready to send to them. Right. And then when we get that all ready and they show up, then the home builder coach does the realtor presentation. Obviously you guys have seen this, but then we just dive right in.

 

We have this up on the screen and we just rock right through reading this presentation to them when they come in. Right. That’s what we want to do. I would say this, Sam, your goal should be to call all of these realtors and just to light them up until you get a bunch of these going. Right. So this is how you create massive activity.

 

I will tell you that the record in one day is 35 books Realtors. So and it was done by somebody the very first day I showed them how to do it. They made the first call, their first calls on the first day, and book 35 and one day. That is a legit number that I can tell you. I had them by a guy named Jesse.

 

So, that is possible, right? And you get paid book appointment. Sam. So you want to book appointments? How do you do that? You make, 400 calls in a day. Now, 400 calls sounds like a lot, but if you’re not talking to a customer, it’s easy to make 400 calls in a day. 400 calls is like I made a call.

 

They didn’t answer. That’s one. You know, each of these. No answers. That’s five calls right there. If I just go through the first five leads, I just make 15 calls. Right. So, my callers that work for me here, they work from basically 1230 till six. They make about 250 to 350 phone calls in that period of time.

 

So in an eight hour day, you can definitely hit that number. If you do that, you will get a higher percentage of answers in realtors than you will in customers. So it’s a little bit easier to get people on the phone. So you go through a few more of your spiels, but this is kind of the process.

 

You want to just nail it, do it over and over again. Let me talk about how to, tie if you use a script. What’s the most important thing that you be careful to not make it sound like that. It’s scripted. Exactly. Like it’s not a script. You don’t want to sound like you’re reading it, right.

 

You don’t sound like, hi, I’m Ty, and I’m with Carlton. Please call me. Yeah, yeah. The monotone. So this is all about. How do I set not sound scripted.

 

How does the home builder coach not sound scripted? What is the key to not sounding scripted? To mix up your pace of speech and to mix up your vocal inflection. I just had a boring lecture. But you want to like. Yeah, like handsome. Thank you. You got it. He’s, We did jump in read with.

 

That’s the way bigger word that I was going to use was like, I know, I know, I know. Let me get it. Boom! How could it not be 100? Yeah. So inflection tone inflection and cadence, those are the things that make you sound like you’re not scripted. So cadence is like, If the home builder coach is reading, let me give you the example of cadence of reading.

 

That’s good to hear. I’m not sure if you’re familiar with Flint Rock homes, but we are Springfield’s highest rated and most reviewed homebuilding company. We have been around since 2004, and we currently have eight different. Do you hear how reading that sounds? Right? Yeah, I do like that, that, that to the person on the other end of the line who answered the phone, what are they doing when you sound like you’re reading tuning out, they are tuning out and looking for the moment to hang up, to be like, I’m not interested.

 

Thank you though, because they know you’re calling them with a scripted deal. So cadence. And that is like the speed. So when I’m talking okay, right now I’m talking to you guys. And if you’re listening to my cadence while I’m talking, you’re noticing that I’m slowing down sometimes and I’m other times I’m speeding up a little bit and I’m having these little pauses in between while I think of the next thing that I want to say.

 

So I’m trying to demonstrate cadence to you right now. Does that make sense? So and then so I speed up and I slow down when I am altering my cadence. If I read it’s a it’s a pretty like almost like listening to a song. The beat just keeps going on. Right. And while I don’t, I don’t encourage you to do what Ty does and sing to people, to them through the script.

 

Me me me me la la la la I like to I’ve been working on a realtor rap, actually. Nice. Maybe, maybe read or Sam can jump in and beatbox for you while you do the rap. I don’t know if that’ll close appointments or not. Maybe we can, we can field test that. Like you want to speed up and slow down your cadence, like you’re thinking about what you’re going to say.

 

And so it takes practice to do this the first time you do it, Sam, you will absolutely butcher it. It will be terrible. You’ll suck at it. What I the only thing that will make you good at it is not just practicing it by yourself. It’ll be doing it with a customer on the line, with a realtor on the line.

 

So don’t sit there and get in your head. Just get it out of your mouth as many times as you can. So, repetition creates revelation. Repetition creates revelation. It starts to the lights start to come on when you keep repeating it. So repetition creates revelation. And that’s true in pretty much anything. So what you’re going to do is you’re going to be like, you’re going to call and you’re going to go, hi, is this Michelle?

 

You know, and she’s going to be. Yeah. So let’s talk about for a moment when I call and the home builder coachI says hi, is this Michelle. Inflection is the part that you want to get here. When I talk about inflection tone inflection it’s what we call up talking and we call down talking. And if I’m doing up talking, I’m getting more excited.

 

And then I’m doing down talking. I’m getting less excited. It’s like the pitch at which I go up and down in a sentence is what makes it get more dramatic or less dramatic. Right? I’m Ron Burgundy and Ron Burgundy. Yeah. It’s, I don’t know if Sam is old enough to have seen that movie. Sam. And did you get this Ron Burgundy reference?

 

I read about that movie. Yeah. Thanks, man. So you want to you want to use tone inflection. So the beginning is the best part to do tone inflection. And, let me ask you guys this question. Would you rather talk to somebody who’s positive and upbeat, or would you rather talk to somebody who’s kind of I don’t know, I mean, how are you?

 

I guess I’m doing an, who do you like? The person makes me feel better about myself.

 

You like to talk to depressed people because their brains out? Because your, like, looks to be you. Sucks to be. My life looks pretty good now. Yeah? Yeah. Thanks. Right about now. I’m feeling pretty good about this. So. Yeah, I mean, I think most people want to talk to somebody who’s not, like, a downer. So you want to start with high energy.

 

It’s like, hi, is this Michelle?

 

Hi. Is this Michelle? If you’re like, that’s tone inflection. If you’re like, hi, is this Michelle? From Michelle might say she wants to kill her. Oh I don’t know why I’m so suicidal today. I’m talking about this. People are killing themselves. But, you know, you might get into that like, kind of where you headed down the day you got to intentionally bring yourself up, right?

 

My, in my mind, you should write this down. But my in my mind, the goal for you is when they answer the phone, they hear you smiling over the phone. Have you ever had a phone call from somebody and you can tell the emotion level they have? As soon as you pick up the phone and like literally the first three words that come out of their mouth every time, every time, right?

 

That’s a great thing to do. Because I have a smile that’s made for voice, not for okay. And you have a face for radio. Yes, exactly. So, yeah, I mean, people can feel that, like enthusiasm, that energy coming from you, or they can feel that this phone call is about to suck the life out of me when they call.

 

I had a guy, we can do this in text and in voice. I had a guy, yesterday. Jordan heard part of this conversation yesterday, but I had a guy text me and he’s like, I have something I really need to talk to you about. And I feel like you’re the only person I can talk to. Can you call me now?

 

What is the tone inflection of that text that the I don’t that they’re about, you know, the sound, the ledge? I knew the tone of the text right off the bat. You know what I mean? This is part of why our inbound, phone script is. This is Aaron at Flint Rock homes. How can I make your day great? Because most people answer to the phone. Hi. How can I help you? So, sir, how can the home builder coach help you?

 

How can I root your call? Yes, how can I? They always sound like they’re like this. How can I route your call? Yes. Hello. How can I help you? Why do they always sound like they’re so nasal? I don’t know what it is about reception anymore. Now it’s all I through that. So it’s like I want to start with enthusiasm.

 

Get. I’m excited right off the bat. Be excited so that I can get them in that mode with me. And then they’re like, yes, it is. And I go, well, hi Michelle, this is Aaron Antis from Flint Rock homes. How are you doing today?

 

you just want to be. If. If I’m down talking. How are you doing today? Like that’s down talking. How are you doing today? That’s up talking. You just want to be mindful of sounding positive because you are reading a script from the home builder coach and you want to bring some breathe your life into that script.