Welcome to The Common Sense, does not require a script real estate podcast. Join me for conversations of shared knowledge and encouragement that will lighten your day and have you ready to soar past limits you once thought existed. All right, I'm ready for you. Okay, well, I got a bunch of questions. First. I signed up for the yearly thing.
Okay. And like right now, when it came on, it said the one hour coaching. Is that No. Cause I've already done that and I'm already with Oh yeah. So you have an option to do. If you need another business session, then you, you have an option for that if you want Ah, yeah. Okay. We talk,
we talk a lot, but if you need it. Yeah, I was just wondering. I'm like, wait a minute. I thought I already did that. Yeah, yeah, yeah. You have an option for that. If you want a, a check in, a business check-in if you need. I think I need all kinds of check-ins. All kinds of check-ins.
All right. What would you, what would you like to be coached on today? Engage more. I did that. Okay. So I think I, I, I think I need accountability. Accountability, okay. What's going on? Like I mentioned the last time, I'm trying to get more organized. I'm trying to, you know, get things in order after your,
your session you don't, but I've pushed us to the side and I'm trying to do, you know, focus more on getting things done and like, I have a mentor at my brokerage, but at the end of the day, it's up to me to finally, it's up to me to, like, they don't give you that kind of stuff. So that's where I'm kind of at.
Like I, I know the stuff I'm learning from you and it's just a matter of implementing it. Okay. And like, I get started, like, I've made a list of the FSBOs. There was seven or eight Okay. In A close proximity. And I wrote them all down. And I had, I started looking up some of the addresses to like see where it's at and how long it was on the market and so on.
How long they've been out there. But I haven't called. Okay. Why haven't you called? Because I'm a chicken shit. Sorry. Should I write that down? You can title that one. The title of the podcast. So what, tell me, tell me a little bit about that. I just, I don't know. I'm, I know I have to do it.
I know if they tell me No, it's just, it's a fear. It's, it's a fear. Okay. What do you, what do you fear? Rejection. Of course. It, it all goes back to that. Even though I know I'm trying to offer a service and I'm helping. Okay. But I dunno, it's just hard to make that call.
Okay. And I did set up a group of us on Saturday are supposed to make phone calls. Okay. And then we're, and it's supposed to be Saturday and Sunday and we're supposed to make a hundred calls. Okay. So 50 and 50 each day. And that's like holding each other accountable for that part. Awesome. But right now all I have is the six that I looked up.
Okay. On Zoom. So I know you said there was other places that I can look to maybe find more, but then I'm wondering, are they even anymore? I don't know if you need more, cuz you haven't called the six you found, so I'm not sure why we're looking for more yet. Touche. Oh, and another frustrating part. Literally two houses down to my left.
It went on the market. Well, it was coming soon and four houses down. It went on the market last Saturday. Okay. And Frustrating. How come? I'm right here and I walked them. They've only been there a year, so that's kind of for me, like they're moving that fast, but they've only been there a year and it's up for sale and I'm like,
I have magnets on my car. Like, yeah. Yeah. Is it a, is it a possibility that they use the agent that they bought the house with? Or Maybe Have somebody they're related to? Yeah, that's a possibility. I'm, that's a possibility. It's two, two completely different Realtors, Estate companies. Yeah. Two completely. And the one two doors away says coming soon.
So he put it on the mls, but it just says coming soon on one picture and then the other one. Yeah. It's a different company. And she put pictures up and everything. No open house yet. Okay. Yeah. So let's, let's go back to your rejection here for a second. Or your, your fear of rejection and why you're not making your phone calls to the for sale by owners.
Hmm. Okay. So let's, let's kind of walk through, I mean, what, what's gonna happen when you call? What do you think is gonna happen when You call? I, I think I may stumble my words. Ok. I think I may be a little scared. Okay. And then if I can't help and they say no, I'm gonna get boned.
Why? Because they say no and I'm gonna think it's my fault. What's, Cause that's the way I think, Okay. What's your fault? What's your fault? I'm gonna think that maybe I didn't do something right or say something. Right. What's, what's they say? No. And you're thinking I didn't do something right, or I didn't say something Right.
Yeah. Okay. So you're gonna call them for sale by owner. Right? They need, they need help selling their house. They wanna sell their house and you're, you're thinking I'm not gonna do it. Right. Yeah. So, or I may stumble, I may stay stumble on something. You're gonna stumble, Maybe. Okay. You stumble.
What happens if you stumble? Nothing. Just embarrassment. But why, why be embarrassed? Why embarrassment? Why do you choose embarrassment? Because I think if I make a mistake, it I'll be embarrassed. Or if I, if I don't give the right information, maybe, I dunno. How are they gonna know? True? How are they gonna know if you give the right information?
True. True. Okay. So what's your goal? What is, what is the result you're looking for Out to get listings and, I mean, my, but for the end of the year, I would like to do six more deals. Okay. I started at five when we were on the call Wednesday. And then after talking to Cynthia, I was like,
you know what, let's do six. Good. That's awesome. Good job. Way to up level little peer pressure there to get you to up level. Yeah. Thank you, Santana. If you're listening. Oh, yeah. So I said, I said, okay, six. Okay. So your, your goal is to land the listing. Yes.
But if you go in thinking I may stumble, how, how are you feeling if you go in that way? Bummed. If I, if I do stumble, but I'm really questioning myself. You Haven't even, yeah, you haven't even done it yet though. So, right. You're, you're thinking ahead of time. I'm gonna go in, I'm gonna stumble.
Like how is that gonna make you feel? Yeah. Bad. You said embarrassed, but what, what else is the embarrass is more of a feeling. Yeah. Fearful of, of calling the next one. But you call me and you stumble. How does that make you feel? Bad. Bad? Yeah. It's gonna make me kind of depressed.
Annoyed that I messed up. Okay. Annoyed with myself that I messed up. Okay. Bad. Depressed. Okay. So then how do you, how do you show up when you're, when you're feeling bad about yourself or depressed? Oh, I don't, Just don't show up. I Don't, I don't show up. So a lot of inaction.
Oh yeah. It's ghosted on the sofa and watch Netflix. Okay. Love our love, love us some Netflix. Okay. So, so then that creates some inaction. So the results you're getting, which is much different than the one that you are telling me you would like, is you are less likely to land the A listing, right? Not necessarily that one,
but a listing. Because you're not gonna be taking any more action. Like you can't get to your goal If I Don't through inaction. But why are we not taking action Again? That's not why. Because I don't wanna be rejected. Yeah. You're just, because you're worried or you're thinking I'm gonna stumble, I'm gonna mess it up. I'm overthinking.
I tend to overthink everything. Yeah. Or you're, and I don't know that I call it overthinking, but it's not positive thinking. It's not helpful thinking. I like to think it more helpful instead of positive. Right. Because it's not helping you to get to your goal. So what would help you to get to your goal? To make the phone calls.
Right. But if you're going to make the phone calls, which is the action, like what are you gonna have to think about yourself making the phone call That I got this, that I could do this. Okay. What else? I land it. What if you don't land it? Land it. What if you don't, I'm gonna move on to the next one.
What if they reject you? Chalk it up, chalk it up to experience or practice? Right? What if, what if they reject you? What do you think about that? Rejecting is a very strong word. Yeah. They're Not like, I hate you, you scum of the earth. Right. Go get a different job. Stop calling me.
That's not usually the words that come outta the for sale owner's mouth. Yeah. I've, I've had somebody say, stop calling me. We can get the dust. Stop calling. Take me off your list. Yeah, Right. When I call called like, like two years ago. But if you call, what's the worst that can happen? They tell me no,
They tell you no. And you decide what that makes you like, how you feel about that or what you think about that. So that, that model would look more like, I called a for Saba owner and they told me no. Right, right. That's just a neutral. It is a neutral circumstance. You called them, they told you no,
how do you want to think about that? I should be okay with that. So what would you, what would you think in that circumstance where you call and they tell you no? Or how would you like to feel? Let's go to how you'd like to feel about that. I like to feel okay and not let it affect me or stop me from making the next phone call.
Okay. How would you like to feel inside? I just made this phone call. I called the first, or they told me no. Okay. You're happy. Okay. So you call him, they tell you no. And you feel happy about that. What would you have to think? Happy that I could deal with the no, not happy that they said no,
Not happy. But why not happy that they said no. Because that means I didn't get the listing. Right. I mean that's, I'm not getting closer to my Goal. That's our goal. But we're also, you get closer to your goal by doing what? Taking action. Taking action. So are you happy that you took action? Yeah, I think,
yeah. So maybe I kinda, once I, I think once I start to do it, it's just that initial, that that initial call. So maybe a thought surrounding, like I called the for sub builder and they told me no. Could be something like, I'm glad I took action. I'm awesome. I just took action. Instead of focusing on that,
they told me no part. That part becomes not even part of the equation. Because your goal is to take action. Right. Whereas our goal is hinging on whether or not they tell us. Yes. That's our focus. So if they tell us, no, we failed. Right? Right. We can't fail. If our goal is to take action,
take Action does that means I took the action. So I hit my Goal. Yeah. My goal is to take action. Okay. And if I think my goal is to take action, how's that make you feel? Positive? You could even find something stronger than just, my goal is to take action. I love to take action. I'm proud of myself that I took action.
I called the fisbo, they told me, no, I'm proud of myself that I took action. I just did my job. I just did my job and now I'm happy. If I'm happy, what's my next action? I take Call another person. Like, that feels awesome. Let's do that again. Because It didn't matter if they told me no,
my job was to make the phone call. I just did my job. Good job. Me. Let's do it again. Yeah. It's kind of like that two-year-old. Think of it this way, it's like the two-year-old that wants to go swimming, sees the pool, runs toward the pool. So excited. Right. Has no idea, can't swim,
has no idea. It might drown. Right? Right. They just wanna go get in the pool. And that looks like so much fun. That excitement and the unknowing, like, we lose that as we become adults And we start to overthink, oh, but if I get near the pool, I might fall in. Oh, but if I get near the pool,
I might slip and fall. Oh. But if I get near the pool, I don't know that I'm gonna know how to swim. Oh, if I get near the pool, I might get sunburned. Like, we start to come up with all of these reasons that we think are very helpful because our brains are very protective. Right. They're survival.
And so the logical part of our brain says, we need to make sure we survive. And if I call the FSBO and they tell me, no, that makes me feel bad. I'm afraid that's gonna make me feel bad. So therefore I don't wanna do it. Because things that hurt aren't good equals don't take the action. Right. So you've gotta kind of override that primitive part of your brain that automatically tells you that and give yourself an insert a different thought or idea very intentionally.
Right? Th that's our unintentional thought that we have is I call, they say, no, I feel rejected. That's unintentional. You automatically go there very quickly. Right? Right. How Do I get myself outta that? By practicing the intentional thought by, by understanding and knowing that the result that you are getting, if that's not the result that you want,
I mean you can stay there all day long if that's what you love. If it's fun to sit in an action if that's what you want. But if you're looking for a different result, you have to change the way that you think about it. So that's trying on some new ideas. You can try on some more new ideas. Right? But the idea of,
you know, my job is just to call. I'm excited to call. That's my job. That means I have accomplished, if I call a for sale by owner, I feel accomplished. When I feel accomplished, when I tell myself I feel accomplished. Right? Or I think that thought, I'm happy I accomplished what I needed to do. It's just,
it's just adopting a different per kind of perspective. We talk about perspective all the time, but it's just a different thought about the situation. You can call the FSBO and fill out garbage or you can call the FSBO and feel phenomenal. Which one feels better? Phenomenal. Phenomenal. The circumstance is neutral. The circumstance is the same. Calling the felba owner is the same no matter what.
But you can call it and feel good or you can call it and feel bad. And the power that you hold is you get to choose, do I wanna feel good or do I wanna feel bad? Because no one's making you feel that way. And there's the 50% rule where 50% of the time life's wonderful and 50% of the time life's garbage. Like it's not always going to be sunshine and roses.
Every person that we call is not going to say yes. Every experience we have is not going to be great. Right? Like, we have to have 50% good with the 50% bad. So why are we then, like if they say no, if I call six man, it'd be really great if one out of the six said yes. And if they don't,
well I can move my perimeter out and I can go find more. I don't know what, what are you feel? What are you feeling? Yeah, I get that part. Like right now, when, when you said, what if one says yes, my brain instantly went to, oh my God, would I be prepared? Like if they actually said yes,
would I be, I don't have a listing presentation ready? I, I like, would I be prepared? Okay. So then like part of me was like, okay, so maybe you should do that first. But then that's just avoiding the phone Call. That's just another reason not to avoid. Yeah, yeah, yeah. Because could you do it another way where you make an appointment and give your tell like give yourself time to prepare.
Yeah. Your job now, which we did do the for sale by owner class, which did teach you how to prepare to call the for sale by owner, how to do some research ahead of time so that you call with information, Right? So you're already going to be prepared. That's enough of a listing presentation that you need is just some background and information about what's going on in the market,
where their house is priced, right, where it could be priced, how long it may take to sell, what their experience is. All those questions, you're gonna call and have a conversation with them to see what, like what's been going on in their world and then deciding how could I help them? That's all the preparation that you need. Because from there,
if they say, yeah, I'm interested, or I'd like some help or, sure I can make an appointment with you that just book it out and give yourself time to prepare even further. Okay? The, you can call completely unprepared and, and it's a good possibility. You could still have success. I teach you to prepare because it does increase the odds of your success when you call a for sale by owner because you're calling with more value.
Right? That's All. Okay. So rewatch podcast. Are you in the marketing group? I can't remember. Remind me. Yes. Okay, so re-watch. I think I'm in all the groups if I'm not mistaken. Yeah, I think you're so re rewatch The first sale by owner. Playbook. Playbook. Yeah. Rewatch that one. Just the first class there.
Rewatch that so that you know which key items you should prepare information for. Like how to prepare. That's an only what? An hour of your time, Right? So put that in your schedule. Yeah, I can do that before Saturday. Then prepare one. Make the phone call, prepare the next one. Make the phone call. Okay. It's,
it's best to prepare, like do the research, prepare, get excited about how you can help that person. And then make the phone call like right then I would not go through and prepare all six and then go through and make six phone calls. Okay. The reason being, you may forget right? Information from house to house to house to house.
It's, it's easier to go look at one and assess that one. Get the data, get the information, call right away. Okay. Because then everything's fresh on the brain, right? You're gonna kind of, you're, you're giving yourself the best odds when you're calling them. If I just finish looking at Everything, if you just finished looking at it,
you're still sitting in front of your computer, make the phone call. Okay. And preparation time only needs to be like, I mean, it's like 15 minutes maybe it's not, it's not much. Hmm. Not much. You just need a, cuz you haven't been in the house. I mean, you could kind of see some pictures, maybe look at an old listing,
get a good idea about what they have to offer. They could have done upgrades. You can't see their pictures could be sloppy. Like you just, you're not quite sure. So if you go through kind of the items of, you know, what their listing presentation looks like, their photos, their description, what they have to offer, how it compares to everything else on the market,
how many days on market things are lasting, where they're at in comparison with price. If they're high, if they're low, if they're just presented really poorly, like find the holes in what they have to offer. Because that's where you can come in and plug the holes and be like, oh, this is how I can help you. Okay, What's your experience?
What's your goal? Okay, this is what I see with your listing. This is what the data's showing and this is how I can help you. And then if they say, I don't want your help, then you say, okay, thank you for your time. And byproduct of all of that, you just got smarter. And now the next house that comes up,
that's even near that price range or something similar, you already just did market research on it. So the next house that comes up, you'll be like, oh, I'm very familiar with this area, or this square footage or this price range or whatever. Right? It's all like gained knowledge at that point. So there's really no, there's no wasted time because you're learning something and you're practicing your CMAs,
right? So there's no, there's no wasted time. It's kinda like when somebody says, oh, I'm really sorry if you showed me all these houses and I didn't like any of them. Well now I just know the other 15 houses that are on the market in case somebody else calls me. I know what colors are, you know, popular in the area.
I know what sells, what doesn't sell. It's all market research. Ok, So two different thoughts. Yeah, yeah, go ahead. Yeah. Now I know it's like taking in all the knowledge, taking in, doing all the training, watching all the videos, doing all of that. I mean, could that be too much? Like learning too much and not implementing?
Yeah. Yeah. You have to make sure that you balance, if you're learning and not implementing, then you're just a perpetual learner. Like you're, that's all the passive action is the learning part. You need to have active items, right? Massive action items on your list of things to do as well. That would be your phone calls, that would be the face-to-face,
the in-person meetings that you have. So when you have your schedule for the week, if you fill it up with seven hours worth of training, that may be a little over the top. If you have all these other things to put on your list of, you know, of things to do. Right. Okay. Yeah. It's a safe, you know,
we have to learn. It's important to learn, it's important to get those skills, but we wanna make sure that we're not buffering with the skills that it feels like we're accomplishing. So we're buffering with spending time, right. Learning and gaining skills because doing the action scares us. So we don't wanna do the action. So we continue to buffer the same.
Yeah. I mean, buffering is the same with, you know, anything that we're trying to avoid, we try to avoid our feelings. So we eat instead. Right? We're buffering with food. Well, if we don't wanna take the action as an entrepreneur, as a business owner, we buffer with more education. We buffer with cleaning our desk.
We buffer with the things that are easy, that are comfortable. Yeah. I gotta get to cleaning the desk. You know, do it when you feel like it, do it when you feel like it. You can work with a messy desk. Do it when you feel like it. Yeah. I just shift everything. Set it in one pile.
Everything. Yeah. It's literally a pile. Yeah. Two piles right now. Yeah. Or do the desk while you're watching the Netflix. You know, that works too. Yeah, that works too. So how does rejection feel to you now? It's not that bad. It's just a feeling it'll pass. Yeah. I mean, you could feel rejected.
You definitely could feel, but yeah. What's the worst that happens if you feel rejected? Nothing really. Nothing at all. Get over it. It passes. Yeah. Yeah. Okay. Cool. I'm gonna start off with one, get the info and then, cause I was thinking get the info for everything and then make the phone call. Yeah.
But I see what you're saying about get the info, make the call before one at a time because Yeah. Then it'll be fresh in my brain. And if I'm just looking at it, I, I'd have the information in front of me. Yeah. And fights. Find, find some excitement behind it. Like how can I actually help this person?
Okay. If you, if you shift your focus to helping, we always talk about that, right? If you shift your focus to helping, it starts to take the focus off of yourself. And that's what we've gotta do is not focus on you and how you are feeling. We're focusing on what's going on with this person. Like, maybe they're frustrated,
maybe they're struggling, maybe they really have to sell this house. Like maybe they need the money. Maybe they, maybe somebody else is gonna come along and take advantage of them. If I don't step in and take care of them, that feels a lot better than I don't wanna call them because they're going to tell me no. Yeah. I'm pretty much coughing out when I do that.
You're not the only one, just so you know, you know, you're not the only one, but you know, you asked 10 times, somebody's gonna say yes at some point. Yeah. If you keep going, eventually someone will, someone will need your help. It's not just that they will say yes, it's that someone at some point will need your help.
And are you willing to set your, your, your thoughts aside of predetermining what they're going to tell you. Right? I'm not psychic. I don't know. Yeah. You're, you're creating a story and this whole thing that's gonna happen before it even happens. True. Okay. Yeah. Is that helpful? Yeah. Very helpful. I just gotta remember and keep it in my brain.
Yeah. That's the thing that I just like, I, I get, I know what I have to do and I'll be that way, but then if I don't take action right, then I'm there. Then when it's time to do it, I'm just like, I hesitate again. So I just need to know, get out my own head pretty much.
Yeah. To get out my own head. And it is what it is, dude. I'm not gonna know until I try. Yeah. Write, write down the 10 reasons why you should do it. Like when you, when you're finding yourself not wanting to do something Right. Write down the 10 reasons why you should or get those reasons and get 'em on Post-it notes.
Add more stuff to your office. That's what I do. Right. Make a poster, put on post-it notes, give yourself a little, you know, a mantra. Like whatever it is to remind you of why you're doing the thing. Because remember, like your primitive brain's gonna go back to why you shouldn't do it, because it's danger. Right.
It's dangerous. It might hurt us so we shouldn't do it. And then that feels safe to think that. So you've got to override that with why you should. And until you get good at that, you're gonna have to probably make yourself some notes. Like, why should I do this thing? Right. Why would this person need me? Okay.
Yeah. I think the sticky note thing is a good idea too, because I constantly revert back to, I'm driving home in my brain, I'm gonna get home and this is what I'm gonna do. And then I don't make the call. Yeah. I'll clean the desk, I'll start every other project. Yeah. Like right now the door hangers is my thing.
I'm trying to get sore hangers done. Oh, fun. So yeah. Fun. I wanna get those, but, okay. Alrighty. Got it. Okay. I'd love to know how it goes for you. Yes. Tell me all the way, all the ways that people told you. No, I'm very excited to hear. Yeah. Right.
And all the ways that you found that you could help 'em. Oh, another thing off topic, the planner. Yes. I already have this year's both, you know, January through June and July through December. So can I use that for the next year's Plan? Yep. Yep. So hang onto your code that you got when you signed up for Elevate.
Okay. Yep. Hang onto your code and then I will have the new planners out. They're being printed right now. We're actually just waiting for the covers. Were back ordered. So I should have those up on the site like mid-September, maybe beginning of October. All right. So then I could just wait and apply it. Yep. Apply it to next year's.
Okay. All right. I think that was it. I'm going to start doing the training for the Engage more. Okay. So that I can get that going. That was my goal. And then I have a buyer's consultation at eight. Oh, that's exciting. Yeah. I'm excited about it. That's awesome. Gotta get six. I gotta get Six.
You you will get six. You will get six. Yeah. Yep. So keep keep taking action. You'll find them. Doy dokey. Thank you. You're welcome. Anytime.
