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JOE INGRAM: Three Things To Increase Sales In Real Estate Business

He hangs out with Meek Mill and Lil Wayne and he can help you increase your sales and profit in 30 days using the Genius Training System.

Joe Ingram dropped by the GREATER PROPERTY GROUP Mastermind Meeting to share some important knowledge on how to be a top seller with a lot of humour in between.

So, what are the three things to increase sales?

  1. Know who you are.
  2. Mirror and match clients.
  3. Know how to process information.

There are five types of salespeople: the hard worker, the lone wolf, the relationship builder, the challenger, and the problem solver.

Who gets the job done?

Ingram said that of all the top performers, close to 40% are challengers. The figure rises to 54% in complex sales situations.

On the other hand, only 7% of the top performers were relationship builders.

“The challenger person is the one that will get into the customer’s face and argue,” said Ingram. “Because they understand the client and the process.”

The challenger has the following characteristics:

  • Has a different view of the world
  • Loves to debate or push customer
  • Has strong understanding of customer’s business

There were many more lessons and laughter with Ingram during the GPG Mastermind Meeting.

Here are the other topics Ingram tackled:

4:04 – 5:26: Gut-check moment: You tell yourself what you need.

6:40 – 6:59: As soon as you start laughing, you stop thinking about what you look like laughing. The barrier to learning goes away.

7:10 – 9:00: The first of three things to increase sales: Ask who you are. Are you a hard worker, the lone wolf, relationship builder, challenger, or problem solver?

9:30 10:02: There is one commodity that is needed for a relationship. There is something that you have to invest in, that they have to invest in, to establish a relationship: Time.

12:15 – 12:40: We’re in a transaction. Everybody has a road to the sale but we put speed bumps or potholes when it has to be as smooth as possible.

12:42 – 13:30: Customer satisfaction is important, but when you are selling, there is no customer yet. There is only a potential customer.

14:25 – 14:45: Why be a challenger? Only 7% of the top performers took a relationship- building approach. On average, nearly 40% of star performers were challengers. In complex sales situations, the number rose to 54%

17:25 – 18:06: You gotta be direct. You can be delicate. Just find them what they’re looking for.

18:11 – 18:49: Challenge potential clients’ way of thinking by asking questions.

20:08 – 22:22: The second of three things to increase sales: Mirroring and matching potential clients.

25:21 – 26:31: Wording – find the words that they often use and use it yourself.

27:03 – 27:53: The third of three things to increase sales: How we process information.

28:27 – 29:46: How often do you use their name? Never say the wrong name; it’s like rubbing sandpaper in their ear.

30:05 – 31:19: We don’t say “no problem” because our brain doesn’t process the negative.

31:38 – 32:25: Why do we text everybody? Because 93% of all text messages are read within five minutes.

32:41 – 33:27: Do not use emojis when you’re dealing with people.

34:43 – 35:15: Be who they need to buy from, not be “me” and hope they like “me.”

It was definitely a productive Mastermind Meeting with Ingram. So, join us every week and increase your knowledge about real estate, sales, client relationships, and more.

There will be more of these educational GPG sessions. You should join us regularly by signing up for our weekly Mastermind Meeting every Tuesday.

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We have a special treat today we have with us,  Mr. Joe Ingram, I’m a huge fan of Joe.  he is one of the best sales trainers I’ve ever seen in my life. He’s also one of the most popular people on clubhouse. I said this earlier, I popped into a room and it was like meek mill, little Wayne, Joe Ingram, all talking about NFTs.

It was crazy like that’s who he rolls. The rules of meek mill. Like you all, you can tell by looking at me like that’s his, that’s his posse. It’s look at it. Joe’s, Joe’s hilarious. But he’s also,  I, you know, boots on the ground sales training, nobody better. He is the creator of the genius training system.

He is known for helping clients and sales professionals increase both sales and profitability using edutainment. That’s absolutely true. It’s the fusion of education and enterprise entertainment with extensive knowledge and human psychology buying triggers e-commerce and virtual conversions. Joe system is known for always improving sales results in both fixed and variable operations.

Today’s Joe is going to talk to us about,  the three things to increase sales today. I think. Three things to increase sales today. I talked to Joe yesterday about this. I’m really excited to hear this because his concepts are really, really cool, especially as it relates to, you know,  converting sales over zoom, right.

Connecting with clients over zoom. So that’s what we’re going to be talking about today. Joe, welcome to the GPG mastermind. We’re super happy to have you. Let’s give them a big welcome here, flashy.

That’s a clubhouse thing. It doesn’t really go well on, I don’t know how else to do it trying, but it doesn’t work. Welcome here, Joe. Thank you very much. So one of the things I’m going to say that was completely David, not reading. Okay. When it came to my bio, that was completely off the cuff. He just BrandWidth it and pulled it out.

 I, I want you guys understand who I am does not matter to anyone else. Right, because you don’t know if there’s a result for knowing me. So when you look at that and I understand that, right, the whole goal for me is I’m going to throw out some things today that you’re, it’s either going to be something you go, Hey, that’s new.

I call those aha moments. Right? The second thing could be is it’s going to remind you of something you stopped. Okay. So what I always call them. When I go into companies all over the place, I go, tell me what your processes are. And then I will, we’ll walk through and go, let’s count how many have evaporated?

And they go, what do you mean? And I’m like, yeah, we always sit back. And someone like me walks in and goes, you know what? You should probably show the house to the prospect. And then somebody goes, oh, you’re right. When did we stop doing that? And it’s like, exactly. Okay. And so,  again, my sales is for every industry that’s out there, so it’s not necessarily specific, but my mom’s a realtor and my brother’s a realtor.

My daughter got her license. So I have to play in this space, whether I choose to do it or not, it’s completely irrelevant. I I’m part of it. That’s there. So,  when we look at this. Green three. Boom. I am sharing. So now my question to you is, did it share, it did love that I love that I’m resizing the windows so I can see more of your smiling faces like Lindsay, Lindsay, just smiles for out of nowhere.

I love it. I feel like, I feel like we’re connecting. For all of you that are on there. So,  looking at this with you, look, if you need to read it’s down at the bottom, because PowerPoint decided that too. So,  there are subtitles down there. This is what I like to call my gut check moment for everybody.

So again, this is just for you on the other side of your computer. I want you to read this statement on the, on the left-hand side of your screen, read it to yourself, and then an answer’s going to come into your head. So when that answer comes into your head, you’re going to find it on the right hand side.

Do I have anybody who says I’m a, that I am. I am that person. I’m excellent at it. Fantastic. So we got some people that are excellent. Now. I like you, Michael already. That’s great. So on that, so it’s either, it’s either, I’m going to say I’m excellent. And if you are, I’m going to say great on a scale of one to five.

One being that. Yeah. I just got to the point I can call myself. Excellent. Right. And five means, are you kidding? I’m Joe Ingram. No. Right. You can be David Morrell. That’s fine. So, but when you look at that, right, there’s always a range. So a five says I can’t learn anything and that’s okay. You can just. Both of the screen and come back in a few minutes, because I’m only going to talk for a little while, but otherwise, do you look now?

So when I look at this guys, this is one of the concepts I like to throw out. If you look here, who is it that decided what the answer was. Okay. It was you. I didn’t tell you guess what? You’re not excellent for everybody who went, man. I wish I could say. Because we know it doesn’t apply right there. Isn’t anybody here going?

No, it doesn’t apply to me. That would only be like an admin that doesn’t sell houses. So when you look at that, right, you had to stop and tell yourself, Michael did the, my mom was there. Right? So when you look at that, but Michael gave him this, his own evaluation. I like to do that with people. Just to say, you tell yourself, ’cause I can’t come in and just tell you, this is what you need to do.

So if we all agree, we have some level that we can, we can push ourselves to say level up. Then you’re going to find one thing out of this. I only want you to look in for one thing. Now I am a smart ass. That’s the that’s as far as I’m going to cuss today. Okay. Because here’s what I believe in every sales situation, in every relationship that’s out there.

Okay. If I can get you to laugh. Right. Even if it’s just crystal gone, because she just comes up a little bit. Right. If she can do that, then the ego drops. So when, when you are laughing with somebody, think about it. How, like as soon as you start laughing, you stop thinking about what do I look like laughing, right.

What’s going on in the situation, ego drops and the barrier to learning. So that’s why I liked the edutainment thing. Let’s try to make it as fun as possible because no one wants to hear me drone on for the next two hours is what David told me. So we’re going to look at that and go pass that. Okay. So here, I told you, I’m going to give you a three things.

So here’s the first one. Okay. So I want to know who are you as a sales person, and I’m going to give you choices cause I don’t want to make it difficult. Okay. So here’s what I want you to look at up here are five different kinds of people. Of these five different kinds of people. You got a hard work.

Okay. Anybody relate to that? I’m a hard worker. What does that mean? It means that I’m an, I just sit down and I’m going to power through my day. I’m going to do more activities than anybody else’s going to do it. And that’s going to result in me being more successful. I got a lone Wolf. The lone Wolf says I don’t care what your systems or procedures are in the company.

I don’t care because I can do everything myself. And nobody talked to me, put me in a desk by myself. They love the fact that everybody’s out of an office, right. And they’re working from home because ah, ho I’m the lone Wolf. Okay. We have a relationship builder. That’s the person who sits down and says, I want to build relationships.

Michael, you got a question or your, my relationship.

Okay, fantastic. I’m going to slap you later. Okay. So relationship builders, right? Can we all agree? Everybody tells you, you got to build a relationship with people. You got to get them to go through this. Then you have your challenger individual. The challenger one is the one that looks at things differently than everybody else.

Okay. And they love to debate and they love to push you on your thing, on your, your mindset and where you’re at. And then we have the problem solver, right? This is the person that’s so smart. Knows everything that’s in there. Somebody, somebody who can help David was sharing screen. Right. That person is my problem solver.

So when somebody, when the client goes, well, I need this. They’re like, oh, let me tell you what we can. I got a guy in title that can do this and do this. And they’re going to pull everybody together and say, I can solve that problem. Can everybody find themselves within one of the five? We all got it. Okay, Chris, you got.

There’s just, you look mad, Chris. I want you to be with me. Come with me. Here’s Dennis, you got one. All right. He doesn’t he’s on mute. He’s like, I don’t care what this guy is saying. Just move past it. Right. So looking at that. So then based on this, who do we think is going to be my top?

Out of all five. What do we think? I’d tell you right now. Michael St. It’s me relationship sales, baby. It’s all about the relationship sales. Okay. So what I want to ask you guys is that there is one commodity that is needed for a relationship. There’s something you have to invest. They have to invest in order to establish what we call a relationship.

What is it that we have to invest in each. Time. Thank you, Lindsey time. I don’t know about the rest of you. I like to do things really quickly. I’d like to go throw five houses in on the weekend, like crystal, right? That to me, that doesn’t happen. If I have to say, I need to build a relationship for 45 days for you to trust me and like, Okay.

So there’s an issue with relationship builders is that your sales cycle is too long because you want to be part of the family. I’m okay. With being the guy that found you the house you wanted in the shortest amount of time and got you the deal, not the cheapest, right? Because I work on commission. Right.

But I’m going to get you to the point where I can say I found you what you were looking for. And I will challenge you. So that tells you what’s going on, on exactly what it is you’re looking for. Okay. So I want to tell you that the challenger person is the one that we’ll get to in the customer’s face and argue.

I have people all the time, like my brother goes, this person said they have to have four bedrooms and they need a pool. And I’m like, okay, in California, we have sun. I can understand why you need it. So then I tell him, I go back. I go, well, then they start looking at other houses that don’t have pools as the relationship guy go.

Oh, well that could be good. Don’t get mad at me. Right? Me. I’m going to come back and go, why are we looking at ones with no poles? I thought pool was important. Can I take pool off the equation? Cause I’m going to go tell you there’s so, so many more that don’t have a pool, but you’re telling me what you want.

My hands are tied to show you what you. And they’re going, oh, that’s right. We did say that. So I’m going to come right back into them and say, look, how important is this stuff? And I will push you on what’s there. I will demand whatever you put a restriction on me. I put it back on you. We are handcuffed in this process together.

So don’t, don’t go looking for a condo. When you told me you have to have a single bedroom house. Right. Your single family house. Sorry. Right. If you look at that, it’s like, come on guys. But as a relationship person, I’m worried about hurting feelings. And my answer is, is that we were in a transaction. Okay.

I look at things. Everybody has a road to the sale. I have a lot of experience in automotive. So I go to the road to this. Right. That’s where the person gets introduced to you to when they actually purchase and leave in that road to the sale, we ourselves put speed bumps or potholes. My job is I come in and go.

I want to as smooth as possible now by a show of hands who thinks customer satisfaction is important.

Okay. I agree with you, except what’s the first word.

Customer are they your customer yet? Don’t you have to buy something. You’d have to buy something to be a customer. You’re a prospect, everything we do take sales skills. It takes sales skills to move somebody from a prospect to a customer. So then you can turn around and say, great. Now is treating somebody nicely.

And with respect, that can be a sales skill and a customer service. But again, customer satisfaction comes after you’ve delivered all of your sales skills properly because I don’t want a friend guys. I’m not, when I go buy a house, I’m not looking for a buddy that I bought my house from somebody else.

Okay. My friend Lisa Copeland put up there the other day. Hey, I don’t care what political party you’re affiliated with. I don’t care what your religion is. All I’m going to tell you is that if you buy a house from somebody other than me, you’re dead to me. And I was like, yeah, I agree. Right. Because why you should be posting to everybody, letting them know I am your person and you should take offense to the fact somebody went outside of you.

You have every right to do that. Right. Because you’re the one they call later to say, can you review the paperwork? Do you think I got a good deal? And you’re like, well, I’m not after the fact I’m before. Okay. But that’s because we chose to build a relationship outside of a sale. Relationships. So I want you to challenge those individuals.

Okay. So why do we want to be challenged or people because only 7% of the top performers are relationship builders. Okay. Does that surprise everybody? Because we all think I gotta be great. No, use your sales skills. So I don’t want to be that relationship builder, Michael, we’re going to start pushing. You and me, right?

We’re going to start pushing them through the process and holding them accountable for what they ask. But when it comes to, can we say that buying a house is a complex sale, right? It’s something that takes a lot more skill set than somebody at the retail counter, giving you the jeans you want. Right. So understand, but in that situation, 54% of the top performers were the ones that challenged the customer to hold to their, their stuff.

Now I’m not just going to sit here and go, Hey, this is a book about this. Okay. So I’m not going to belabor it, but these are questions that you got to look, why does the challenger win? Okay. Cause they understand the client, they understand the process. How often do people buy houses?

Right. It is it amazing if it’s like three in their lifetime for most people, five houses? How many of you sold crystal five in a weekend? Hold on to that crystal. Don’t let it go. Okay. So five and a weekend, which means she took a lifetime worth of houses. She did in the weekend. Okay. And then you wonder why, why would, why would they look at you and go, I know what to do.

Right. I laugh and I’m like, shut up. I do this all day, every day, right? I’m in here selling a house every two weeks. You’re in here buying one house. It’s your first one. And you’re going to tell me, cause you read online, you know, that. No, I’m going to sit back and say, I understand you can read any Google article you want.

And all of you be real when you go type something into Google, it pulls up the thing. And all you do is read right underneath that little line. You don’t even click into the article to read what was. You’re going to take their little summary that has the most relevant sentence out of the whole thing.

That’s what they’re doing. What questions should I ask a realtor? And then it pops up with 10 different things and they’re like, hope, oh, let me scribble that down. I’m going to sound really smart. Right. As, as a challenger, I would call them on it. I did an interview for one of my clients. The person came in and said, well, I’m wondering what kind of advancement we have.

What are my potentials in earning? And I said, well, that’s the first two questions from Google. What to ask in an interview? Did you get number three and four? And the person just stood there and he was like, what? I’m like, yeah, I can Google too, bro. It’s good. And he was like, oh, like, come on. What was number three?

What was number three? Okay, but I will call you on it because I don’t want you taking a job that’s wrong. And I sure as heck don’t want a client dealing with somebody who’s a wrong fit for the company. So you gotta be direct. You can be delicate. So you can say you’re you’re nice. Right? I know. I’m trying to push you to the end of the Finnish.

And I want to get there as quick as possible. And if we started off and I say, is it okay if I’m just completely direct with you and we find you the house that you’re looking for in the shortest amount of time, and we can get you in there with the least pain possible. Would that be okay? Who’s going to go really?

No. Can you, can you drag it out and make it as painful as possible? Hopefully I can overpay too. That would just be the traffic. But it’s not going to happen, guys. Just find them what they’re looking for, but get their permission and go crazy with it. Okay. And push them down where they’re going to challenge their way of thinking by asking questions.

You don’t have to be rude, right? They go, well, we have to have a pool. And I’m like, why? Let them tell you, because guess what? When we get to the point and they go, this house is too expensive, I’m going to recap why they need that. Because guess what it added, it added cost to the house, but you, if you don’t have that information, you can’t get it to use it later to keep them, keep them honest in what they asked for, because they’ll go to another realtor later after your 30 days of running around.

Right. And they’re going to go to somebody else who is sell them on without a pool and they’re gonna go well, the price was better. Okay. Well of course it is. I could have done that same. So that’s what we’re looking at. So here’s the team, right? This is how a sales team is typically made up. So if we look at everybody on the screen, we’re going to say 22% of the year are hard workers, right.

But only 17% of the high performers are. The ones that are hard workers, right? 2330. Now you guys can read. If I read your slides, we’ll go crazy. Okay. But if you look at it, the challenger seller is usually less than a fourth of your team, but they’re 39% of your high performers. So the goal is how can I challenge my customer or my prospect to engage with me fully?

And how can I push them through my sales cycle since I know it better than. Okay. That’s what I want you guys looking at for those of you that want to read there it is. That’s the people you can screenshot or just remember it’s the challenger sale. It is this, this I took from Matthew and Brent. Okay.

It’s their thing. It’s there. It just resonated with me because I’ve always been that challenger seller. And then somebody gave me a name. I was like, oh, I can identify with something and say, that’s who I am. Okay. So that’s number one. Number two. Has anyone ever been told we should match and mirror our clients match and mirror match and mirror?

Here’s the issue is all. Everybody teaches you to match us physically. If I’m the prospect, like right now I should be touching my neck. Cause David’s keeps doing that. Now he’s going to be self-conscious about it. So we can just watch him later. They’ll be like, okay, how do I keep my hand? Right. So I have to do it within three to five seconds for physical movement.

Right? If I want to talk to Chris more, I would do this, right. I mean, I got to Damien, I got to wait three seconds and then do this again. Right? Okay. Does that make sense to you guys? Physical movements? Make me my brain think, oh, you remind me of me. So therefore I like you. Okay. The issue is, is that we’re on zoom.

Okay. The issue is, is that we’re on the phone, right? I personally love the telephone. I look just like Brad Pitt over the. They can’t tell me any different. So when I do that, guys, it’s all going to be about my wording. So if I’m, if I’m physically in front of you, yes, I can. I can emulate your physical activity within three to five seconds.

If you do it faster than three, I notice you’re doing it. If you go after five seconds, I know, but you don’t want to go 1, 2, 3. Right. It doesn’t work that way. It becomes more natural as you do it. But what I want you guys to look at the difference there’s volume, speed, and wording. No one ever teaches you this.

Okay. There’s volume. How loud are they? How quiet are they? Whatever they are. You’re going to amp it up a little bit because you need to be an excited version of them because they aren’t there. So whatever their volume level is, if they turn and go, I am looking for a house and I was hoping, you know, I can find one with three bedrooms.

You can’t three bedrooms. I love it. Fantastic. Let’s get you one. No, it doesn’t work that way. You totally I’m like, I don’t want to talk to you anymore. Okay. But I can come back and go. Absolutely three bedrooms. Let’s look at what else. Right. And I will up a little bit in the volume speed in which people talk, think about this there’s people.

Okay. It has nothing to do with intelligence, our brain chunks, things up in threes, fives, and sevens. Okay. So think about it. As I say this for all of you, my cell phone number is (562) 254-8526. Anybody get it, Lindsay, like I’m raving. Okay. But your brain stops counting after a certain amount of things.

It’s like, okay, so 5, 6, 2. And you go, what kind of area code is that? And your brain stopped. Like he said more numbers, but that’s, as far as I got other people that process in threes go 5, 6, 2, then they go to five, four, guess what? Left the 5, 6, 2. Okay. And typically with a 10 digit number, most people can’t get it unless they’re writing it down.

Which is why you always leave your phone number twice when you leave voicemail messages. Okay. Cause the first time they’re like, aha. And then the second time they’re like, oh crap, let me get the last four digits that I got. So think about people talking for example, I talk at 70 miles an hour. Okay. Other people talk at 30 miles an hour or they talk at 50 miles.

Yeah. So 30, 50, 70 match my speed in which I talk. If I talk at 70 miles an hour, and I’m telling you exactly what you can do, look at this, this, this, this, this, this, right. And you are a 30 mile an hour speaking person. You didn’t hear anything. I said, okay. So if you look at that, you have to match the speed in which they took.

Because what happens is as 70 mile an hour talkers or even 50, think about driving down the road, somebody doing 30, somebody doing 50, somebody doing 70, how much of a conversation can a 30 and a 70 have, right? Like one word I talk as you pass by. Right. Okay. See, I didn’t cuss cause I cut the word off.

When you look at that, right? It’s, it’s, there’s no communication happening, but what does a 30 mile an hour person think of a 70 mile an hour talker, right. They think you’re crazy for one thing, or they think you’re the end of a radio commercial, right?  one of those price see dealer for details. Okay.

And you’re like, what, what, what, where are you? So you’re shady, right? A 70 mile an hour talker and you speak 30 miles an hour. They think you’re slow. They think there’s something wrong with you. Prius in the fast lane, right. There’s issues there. So they’re going to think that way. So you need to match the speed in which they do, because what happens is seventies, keep saying things, thirties, go, what, what, who, what, what did you say?

And then we say it all over again at 70 miles an hour. So they’re only going to get, we have to do it three times to get through the sentences for them to pick up everything. So match them with their speed wording. Find the words that they use. That means something. Okay. Michael’s my relationship guy.

We’ve already established a relationship. So he’s like, this is so great. So he can answer my question, Michael, something really, really good happens today. You have a word and you’re going to go home and go, oh my the most, what thing happened? What’s your. Awesome. Amazing. Fantastic unmute. And tell me your word.

I go awesome. Awesome. Okay. So if Michael says I need a house that’s in the most awesome area and I’m like, oh, I have one in the most fantastic area. Okay. Cause fantastic. We might word it. Totally doesn’t match with the person. Find out what their words are. I have clients that go well, I’m looking for a significant discount on any property that I plan on by.

When I present the numbers, what do I tell them? I go look the most significant discount I could get you on this is this price they feel heard. I don’t even have to get a discount, but it, because I listened and I used your word back to you. You now understand that I I’m with. And I’m on the same side. It doesn’t mean, Hey, look, I better run out and get is I’m going to give up my commission.

I’m going to give whatever, just to make a deal with this person. That’s not it. You just have to mirror back to them. The words that matter to them, right? If they say it’s imperative that I have a swimming pool, then I would, I would walk out and show them the pool and go, there’s the imperative swimming.

Right. Just to, just to say, look, I heard you and I’m with you and we’re going to go get that. Okay. So third thing. Yeah. I’ll be quick on this piece that comes up. Cause I’m running over. Right? How do we process information right now? Our brains unconsciously get 2 million bits of data. So two megabytes come at you through all of your senses.

Okay. So I challenge everybody right now. That’s wearing shoes. Can you feel the shoe that’s on your foot, right? On your right foot for those that don’t have a right foot. I apologize, but okay. Can you feel it now? What is the shoe always on? Yeah, it was, but you weren’t thinking about it, but if I call attention to it, I’m going to pull it up.

Well, guess what? You can only hold 126 bytes worth of data in your conscious mind. Because as I started talking, you forgot about your shoe again and now. Okay. So again, you need to be able to trigger in a customer what’s important to them and what comes at them. So when you look at this, I want you to be conscious.

Is it possible that through apple computer, all of Apple’s servers, they handle about 2 million emails a day. I go through everything, including the one that goes, you want to go to lunch, man. Right. And all the different countries that go through. Yeah. They can handle 2 million. Do all of them end up in the CEO’s inbox.

No right. It, doesn’t only the things that are important. Get escalated all the way up to the CEO. So as we’re talking and I say, well, it’s important that Lindsay pays attention to what I’m saying, wait for the eyes they’re coming. Then they are right. She’s going to have to listen more. When we say crystal sold five houses, crystal had to join the conversation, even though she’s looking already at the screen.

That’s the one thing that is always in the 1 26 of your client of your prospect is their name. How often are you using it? The worst thing you could do is say their name incorrectly. If I said Mikkel is the relationship builder, say his face, I pick on him because he’s emotional in his face. It’s beautiful on a zoom.

But looking at it, right. We have a whole bunch of people with different ways of saying their names. If you say it wrong, it’s like sandpaper, right. You’re just rubbing sandpaper on their ear. And Michael, that’s a bad thing. That’s not part of relationship building. Okay. Despite whatever ads you’re reading.

Okay. So that’s what I want you to understand is always use their name to bring them in, but it’s the same as going, Hey. So be careful how many times you use it, but anytime I need them to pay attention to me, I’m going to say I’m going to come back and go Grameet it’s about that. Look at, look at you.

Look at me right now, just cause I said your name right. All of that is important. So remember your client does the same thing. Okay. And you want to stay in there? 1 26. So everything is input. Two words were taken out of everybody’s vocabulary effective today. Okay. It’s. We do not say no problem. The reason we don’t say no problem is our brain doesn’t process that negative.

Okay. So everybody here, we’re all listening. Do not think of a kitten right now. Okay. What just had. Right. And all the little smirks on this screen tell the, you know, and somebody going to go, I thought of a dog. I’m like, no, that was only if your parents told you a dog was a kitten, right. You have to think of a kitten.

First me, you went kitten. Oh, crap, dog. Cause I’m different. Right? Your brain works that way. I think that’s how cat dog on Nickelodeon came out because people doing this little exercise, but don’t think of a blue tree. Notice how what’s in your. Even though I said, don’t your brain doesn’t process. So if I say, no problem, what did I just introduce into the equation?

A problem. Okay. Have you ever told somebody, oh, no problem. And they went, are you sure? And you were like, yeah. Yeah. I’m sure. Okay. Because you unconsciously made them uneasy because they don’t know what problem you sidestepped. So now they feel out of it. And they don’t feel in control anymore. So we take it out because this is what it looks like.

I have to have a problem and then I have to slash it. Okay. So that’s what we want to do. Take it out of there. Okay. This is me. You want to find anything? I put free on the web? It’s all there. The genius Right? That’s just real quick. If you didn’t get it tough. Okay. Bonus text everyone. Okay. Why do we text everybody?

93% of all text messages are read within five minutes. Okay. Send them an email. The average person gets a hundred emails a day, opens 12 clicks or takes action on two. I can’t live on 2%. I can live on 93%. Okay. Paul, somebody unknown numbers. How many of you are answering on no numbers? You all have to, and you still don’t write.

You’re in real estate. You look down, go not my client yet. Okay. Let them leave a voicemail and I’ll decide who it is. Right. But as in real estate, I should be going, Hey, my bus bench ad with my picture from 1970 is working. Okay. But again, all I’m telling you guys is that you got to answer that, but text messages the way to go.

Cause I need a 93% open rate. Now I’m going to tell you something right now that do not. Okay. And I’m going to be controversial to, most of you do not use emojis when you’re dealing with people. I’m going to tell you right now, just from what I learned, Michael uses emojis with everybody. I don’t relationship builder, relationship builder, sending little heart eyes with a house emoji.

Yeah, don’t do that. Okay. You need to earn your commission, which means you are a professional. Okay. Professional don’t can they send you. Yes. Well, what if it’s my personality to send it to them? Stop it. You’re costing yourself money. We are in a business transaction in a business transaction. I don’t use emojis to go through and Michael, stop it.

You just text me in emoji right now. What does that come on? All right. That is me. That’s all I have for you. I’m hoping you found some, some piece of value to go through other than I hate you, Joe, because you said don’t use emojis. Okay. But amazing. Amazing. Thank you very much. You can unmute yourselves and say, thank you.

You can unmute yourselves and say hazing, man. Thank you. Thank you very much. That was great. Much appreciated. Absolutely freaking fantastic. Joseph, Joe’s a killer. Like I said, there’s a reason why he’s one of the most popular guy. On clubhouse. Like I said, I pop in there and it’s meek mill and Joe talking about NFTs or something like that, but super, super cool, Joe.

 that was awesome. I mean, that was a fantastic, there was some key takeaways there. I’m really glad we recorded. Cause Joe actually reiterated a lot of the stuff that we talk about, you know, in terms of texting, being professional,  matching and mirroring, we didn’t even get into the disc really little bit, like we talked about matching and whatnot.

That’s a whole nother webinar, but I don’t know if you’re picking up on that. But,  you know, Joe was focusing in, on selling to people the way they want to be sold to not the way you think. They should be sold to. Right. So anyways guys be who they need to buy from not being me. And I hope they like me.

Does that make sense? If you went through disk, you all have all four in, you just utilize the one that they resonate with. Okay. I’m an electrical engineer by degree. That means I made the PowerPoint. Yeah. I’m fair. Did you see that was like, there was like motion in it, on the animation panel and stuff is like, look at this float in that’s right.

I could do that. Okay. But I can also sell it too. So that’s what you got to look at, but I appreciate you all. Thanks so much for your time. I’m going to bounce out. I’ve got another meeting in 15. So.