KGCI: Real Estate on Air - Master Cold Calling with Proven Scripts and Mindset Techniques

Episode Date: February 3, 2026

Summary:In this episode, Greg McDaniel and guest John Marrone break down the art of cold calling for real estate agents. They emphasize that a positive mindset and confidence are just as important as the script itself. The discussion covers practical tips on how to approach calls, handle objections, and what to say to get to the point effectively. John shares specific examples of successful cold calling dialogues and encourages agents to be genuine and transparent to build trust and generate leads.

three wives for every what and then ask for the damn appointment i don't know how many people i've heard like great calls i'm like i'll change your search and let me know if you see anything what the hell are you doing so they say hey man interest rates are crazy i'm not going to agree with them but i'm going to understand that okay so they say interest rates are too high right now so look i get it i'm putting my hands up i'm taking a step back that's going to help your tonality really come off gentle in understanding versus hey i get it right versus forceful in sales Hey, look, I get it. Let's just do this for a second.

All right, let's just put interest rates going up, going down to the side for a second. Just curious, what had you started looking in the first place? And I dropped my tonality down creating curiosity. Welcome back to another episode of the agent gold mine, where today you can expect to learn, Welcome to the agent gold mine, the only podcast in the world,

specifically for real estate agents who are stuck at five transactions a year, to help them get to 20 plus. Your host, Ali Garcet and Shelby Johnson, two EXP icon agents, each do over 40 transactions a year and interview others who are crushing it. In this podcast, you'll receive the knowledge to help you scale your business using systems and processes

with our interviews and monologues twice a week. If you want to be a part of our community, reach out. Welcome to the show. Today, you can expect to learn the four-step sales process as a real estate agent, how to practice scripts on your own and with a friend, but specifically how to motivate yourself before jumping on the call because if you're a cold caller, you need thick skin, how tonality is everything. And we go over a role play on expired. So if you're calling expired, listen to this episode. Today's guest is John

Marone out of Destin, Florida. He was an agent for three years and now has been coaching for 10. He is a high performance coach. And last year, his clients closed over 2,000 homes. You might have heard from him because he's also a keynote speaker. When he's not coaching, he shares the stage with impactful leaders such as Tony Robbins, Robert Kiyosaki, and Ed Milet. So this is a jam-packed episode for anyone who's looking to build a sales process and get really good of scripts, which is, spoiler alert, all of you. So gold miners, please welcome John Maroon. Okay, John, what is the sales process? What does that even mean? Yeah, so sales process begins before the actual dialing begins, right?

So what we've noticed with a lot of real estate agencies, there's a lot of fear, obviously, wrapped around making phone calls. And in this business, real estate's a contact sport, right? But how many contacts we could make? And by picking up the phone, we could really collapse the time from not knowing somebody, right, maybe leading our system to hopefully knowing them and then creating a conversation that creates a conversion. So the sales process is, what do we do before we even get?

on a call, right? How are we mastering our craft, right? How are we going ahead and upleveling our skills? But then it's what are we doing to intentionally enhance our energy when we're on this 60 minutes of dialing, right, or 30 minutes. I don't care if it's just one phone call. What do we intentionally doing to create a structure, right? That's a routine that allows us to create some scalability of when we walk into this call. Think about it like when someone comes out into a football field. I was talking about Ray Lewis, right? He played for the Ravens. The dude's an absolute monster electrifying I actually saw one of his last games he played for Ravens this dude will come out the the tunnel and he would do this little shimmy right

this little shimmy pick up the grass though in the air and explode the entire energy up in this audience and so what are you doing to go ahead and drive your energy up and as John Maxwell says be the lid and then from there the process on the call is very simple right how good is your opening line to not allow the fear of the consumer to jump in because think about it this way right humans love to buy but they hate to be sold humans love to buy but they hate to be sold when we say hey i'm a real estate agent immediately no matter how much value you have you're putting up this wall and all they hear is salesman right and think about when you guys bought a car right when you go buy a car

you're walking that lot in this car salesman calls walking up to you ready to go ahead and get that deal all of a sudden he's okay can i help you you like either jet you run and then i'm good but your ass came there to buy a damn car you wanted bro what do you like the last time i was at a car dealership i crawled yeah i shit i should you know i crawled so that way nobody could see me i was like i came out in the rain i was like it's raining i doubt they're gonna come out i'm fucking crawling that's what i mean rather like you went to buy a car or so as soon someone says hey can i help you you're like hell no right but then you're like damn i need him now because i need to go ahead and get in his car right so

So the sales process when you're on the call is the same thing. See, 80% of our objections come from that opening line. So how do we create an opening line that allows there to be a non-sholaten, non-forceful, but super curious type of opening line. And then in the middle where it gets really beautiful as far as the process goes is we're not the Applebee servers and what we do. I've coach over 14,000 agents and we have the highest conversion rate in the industry of 33% from contact to appointment set.

It's unheard of. Why? Because we dig three wise deep for every one. Right? I'm not saying how many bedrooms? Oh, four. Cool, how many bath? Hell no, I'm staying in the pocket, right?

I'm staying in the lane. Because the one thing you have to understand is that the emotion creates motion. And so in this process, we got the opening line at Super Powerful or Curious. You're in the middle, you got your very deep intentional question asking that allows you to dive three levels deep for every what.

The last but not least is asking for the business. business and making it so simple, guiding them through the process. I'm saying, hey, look, next to the process, do it's super simple. We're just going to set up a quick 15-minute meeting. So this way we can go ahead, kind of show you what we do here over at X company, but also bring you a list of some handpicked homes. What works better for you, Tuesday or maybe Wednesday? So the process is what are we doing to enhance our skills?

Now before we get on the call, how's our routine look? Are we listening to big booty mixes? We're talking about earlier, right? Are we meditating? You were talking about early. Okay? We meditate, right? What are we doing to get into the zone?

Now we're on it. And here's our three pieces. Opening line. That's powerful yet curious, not courseful. Three wives for every what. And then ask for the damn appointment. I don't know how many people I've heard like great calls. I'm like,

I'll change your search and let me know if you see anything. What the hell are you doing? Right? You build this great relationship. Then you just said, I'll never talk to you again, right? Let's be real. So that's the sales process,

winded, But there's a lot to it. And a lot of people think it's just getting on the phones. In reality, there's an art and science behind sales that is tied to human behavior and human psychology. When you put it all together and make that magic potion, it's beautiful the way you can convert these, but really create connection. I, okay, this is so, so good.

Okay, I want to back it up from the, from the start, right? Because as you're talking about this, I think it's in the book by Brendan Burchard, high performance, anyway, it doesn't matter. He talks about like procrastination. And it really is just, if you haven't gotten started to even get on the phone, then it's because you're not motivated enough. So change your motivation. Like literally don't even eat lunch until you fucking make your calls or whatever it is.

And then people will always come on that like on Instagram, be like, oh, my morning routine starts the night before. And everyone's, you know, of course. You have to prepare to get ready. Got it. But in your preparation, you are a very, you know, just personal, good guy. I love you already. And we just met.

How for those that like I can't love that aren't as lovable, how do they get there to before the phone calls? How do they prepare? Yeah, great question, right? Because we hear us all time. First off, some of those people are really just putting their confidence in an external thing. Example, man, like I don't feel good. I'm good enough because I haven't set any appointments.

Well, hold on a minute. Like you don't set the appointments and create confidence. You create the confidence that allows you to set the appointments, right? Confidence is the inside game, right? And so the biggest. thing I always tell people is that if you want to create more connection, you got to connect with yourself and people say, I'm a man of my word, I'm a whole of my word, maybe to others, but not to yourself, right? So you want to create real pure confidence, very simple. Stay committed to the small

commitments you said to yourself. And that's going to transcend into your real estate business. That's going to transcend on the phone. Now another thing that I want people to understand is that it's corny, but I'm going to say something. We, when we hand the keys to somebody, right? Because I'm here in Destin, Florida, right? I'm in the trenches just like everybody else. When I'm When we hand somebody to keys, it's not just a key to open a physical door, but a door to a new lifestyle, a door to being closer to a school, to a family, to, you know, creating more memories, right? So realizing that, man, what we do matters, right?

What we do actually matters. What's the biggest transactions of somebody's life, right? So we have to understand that. So first off, confidence comes from doing and keeping the small commitment to yourself. Number two is realizing what you do matters. And then number three, it's just, Tom Bill, you said this to me. He said, be so damn good the world can't ignore your job. And I said, how do I do that?

He said, one person at a time, right? One person at a time. So don't try to like get, oh my God, I convert 10 leads. I said, no, no, have one conversation at the time, one conversation at a time. One conversation at a time. And you use the word procrastination. People like, yeah, I'm a procrastinator. Like, we all procrastinate on shit.

I got dishes that need to be done right now. And I've been procrastinating the shit from doing those dishes, right? Like we all, but here's the thing. We're not actually procrastinators. We are just shitty storytellers to the things that we need to do. Procrastination is not actually real, right? All it is is the story we're giving that task

that's not putting enough meaning to create enough movement to get that shit done. So if you're procrastinating on making calls, yes, find a deep enough meaning to that thing And that thing could just be, maybe it's super deep and super, you know, 12, 15 year mark, but I like next 12 weeks, what do I want? How much it's going to cost? And then go ahead and tying that to the meaning.

What does that mean? Right? I'll give you a very small example. We'll keep it moving. So a couple of years ago, I wanted a brand new pool in our house, right? I wanted the pool. I want the puny green. I want the outdoor kitchen.

I want the, I want it all. Now, where I grew up, I grew up, I was homeless, right? I lived in tents. I lived in motels. Right? I never had that. Right? That was never an option for me growing up.

And I had great parents who made bad decisions. And so when I thought about doing this, I thought about, man, not about the pool, it's not about that, but I have a miracle daughter. Her name's Aria, right? I was told him couldn't have kids for seven years, three different doctors. We had another miracle baby, Brickson Brooks, long hair, don't care, little surfer boy. He's also, you know, a miracle. I think about like, man, like the memories that they could build, right? Walking right outside and just having a pool right there, right?

That's an amazing experience I want to provide my children. children and it goes so much deeper than that. So I knew I wanted in 12 weeks to just do whatever I can to make the most amount of money. Right. And so I can go ahead and pay as much cash I can for it. And so that's what I did. Right. I had a deep enough meaning that was a 12 week meaning, a collapsed time from where I was at to where I wanted to go. Create accelerated action.

And I got it done, right? Very fortunate. I got it done. So the three things I would say is build your confidence due to things outside of real estate, they'll transcend into real estate, right? Create the the meaning that all, overrides the mood, right? Stop taking action off of mood.

You take action off a meaning. So find a meeting overrides the mood. Last but not least is tie a goal with that meaning over the next 12 weeks so that is more accelerated action versus, ah, my goal is in five years from now. Dude, I'm like, hey, I think of a question, but then you like write three different things in a row that I need to like commit to memory for quotes and possibly get like tattooed on like my fucking body. Like, how is everything like a saying that I should use every day?

But I haven't figured out. Yeah, dude, you really are. Okay, so this is, this is what I'm thinking. I'm like all with you. We're still before the call, right? And I've hypothetically, I'm staying committed to the small commits to myself. So I have this confidence. And I do believe in what I'm doing, you know, that the change matters.

And I want to be so good, the world can't ignore me. But my fear before hopping on the call is even hypothetically, I have that good opening line. But something that I'm scared of is is not being able to know how to lead the conversation. to the desired end state. Even if I get on the line, I have an amazing first question and I'm going three deep, but then I just go three deep forever without actually having a direction. Do you know what I mean? Like, how do I know to steer in what way to force the end state I'm looking for?

If you are looking to change brokerages this year so you can increase your business and you want to join us at EXP Realty and would like either myself, Aligar said, or Shelby Johnson to personally sponsor you in. So that way you have access to two icon agents. Text the word join to either my number 914-318-49-18 or Shelby's number, 703-399-4332. If I sponsor you and you have access to the both of us and everything that's Five Pillars Nation, we have the checklist, the systems, the process is to help you scale your business, and don't take our word for it.

We've had agents switch brokerages to join us that were stuck making $300,000 GCI, and they join us so they can scale. So text that we're joined to those numbers and we'll take the next steps. Such a good question. There's a few things I'll lay out for you. First off, the more you do it before it happens, the more genuine you could be in the conversation. The more subconscious leaking happens. What I mean is look at Tom Brady, right?

Seven rings. By the way, you got to see the roast of Tom Brady? Wow. Okay. You have named in this in this chat so far, you've named, I think, 14 people that I don't know anybody, but I do, I have heard of Tom Brady. Sports things. Oh my God.

So, Tom Billy Hart referenced before. He created Quest Nutrition, sold it $4 billion. But now he runs the Impact Theory podcast. Tom Brady, which I'm glad that you know, he's only won just seven fucking super balls, right? And so they did a roast on him. Go watch you if you're not a fan. They just absolutely demolished this dude.

There's a girl named Nicky Glazer that just hererizes him in that in that roast. Getting back on track. I love her. Have heard of her. Yes, more continues. Watch, Nikki Glazer, gross Tom Brady, and that's all you need,

15 minutes and your day would be made. Okay, now whatever hell I was saying before. So going back to it, right? So we want to make sure that Tom Brady, right, looking at him, we know him for seven championships, right? Even Ali knows him, and she doesn't know anybody I said so far, right?

But we know him because of his, his accolates, right? But the reality is, is Tom Brady and Tom Brady winning seven Super Bowls without the shit that he does before he steps in there. So, you know you asked me hey like how do I get there right how I know how to navigate the situation you do it before it happens you get obsessive over practice right so so you're 15 minutes a

day very minimum so that when you're having a conversation you know how to create the flow that's number one number two the flow sounds like this so everybody has a pen and paper you always want to write it down when you're listening and say what question right this is the funnel followed by a why question this is where the heart part comes you listen to understand don't listen to respond you extract information you build a conversation and then you go back into more why questions to ideally so once again it sounds something very similar you know how many bedrooms right they say four man that's awesome tell me more so why four bedrooms well you know we got three kids you got one on away and we're over here crammed in a two bedroom

then i stop and that's where i listen to understand extract information man you got three kids I went on the way that is awesome. When's the baby due? Maybe he's going to be due in September. That is amazing. What's the mixture there? We got boys, girls. Tell me about, I got a boy and a girl.

So I don't know if I'm done yet, but I definitely hit the lot of with that one. Oh, we got two boys and now we're going to have two girls. Whatever it is, that's awesome. What's the ages? Is it wide? I'm not talking about the house. I'm talking about them. Well, yeah, you know, we have obviously newborns coming.

Oldest is 16. That's beautiful. That's going to be a built-in babysitter. So you guys got lucky on that one, right? So what would that do for you to be able to go from a two bedroom of these four kids to a four-bedroom? And it would be able to give us like a lot of peace and the environment would be a lot better and they want to be fighting what I'm doing here, right? What question? How many bedrooms?

Why? What do that do for you? Listen, extract information, build a conversation. Then I go right back in sometimes a little bit more like what would be able to do for you guys. So when you had asked me, hey, shall you have to be able to do for you guys? is, hey, how do I navigate, right? That's the funnel. That's the funnel.

But before that, right, I'm getting so damn good practicing that when it happens, it's just a subconscious thing, right? Go back. When Tom Brady sees somebody covered over here, he doesn't need to think about, oh, where do I go now? He did it a thousand times in practice that week, right? There's no energy. There's no energy. And so that's the way you really flow with it.

You take that funnel, but you take that funnel and you practice over and over and over again. and I don't care if you have people who practice with or not. I've got an ISA. I can't practice with her every day. So she has to send me a recording of herself before she gets on a phone. So I can check her energy and I can check her skill set. Are we good?

Are we locked in? Let's rock. Let's roll. Let's do it. Right. So just making sure we raise our standards in a way we practice. So as I said, I had kids, right? And I always bring this up to people.

I always say, hey, who has kids here? Oh, it's a good kids. Okay. Let's, let's play a scenario out here. Let's say little bricks and brooks wants to play. in the NFL, right? But first he's in high school, right? He wants to make varsity. What do we get to tell that kid to do? Allie, what are we going to tell that kid to do if he wants to be on varsity football? Do sports ball. Do sports ball.

Run, hills, stairs. Yes. Throw, all the shit, right? All the things, right? Get weird, we do workouts, boy. Right? So work, you're going to go ahead and you're work, work, work, work. He gets on varsity, gets himself to a scholarship. He's in the college. What are we going to tell that kid? Practice is. He gets himself up into an opportunity to get drafted. He gets drafted. But we tell that kid, practice. So we tell our, hold on guys, listen, we tell our kids,

you want to be the best at, whatever it is you want to be the best at, sports, music, academics, you've got to fucking practice. But your mom and dad sitting here and listen to this right now. And if you have kids, don't have kids, just listen. You aren't willing to do what you're asking your kid to do or what you're asking what you would ask your kid to do if you have kids. So how to hell you can ask your kid to hold themselves to a standard that you're not willing to do for yourself. And guess what if you don't have kids?

And you want to go ahead and ask them as they get older once you have kids to keep that standard, you better start now, right? You better start now. So walk in a standard that you want your kids or future kids to be in. And so that's same with practicing, right? Same with practicing. This is real estate church right now. I feel like I just need to have my hands up and be like, yeah. Amen. Okay. Okay. Well, amen. So how do you? practice yes so the big thing is is what I always look at her we talked about before my daughter just she just finished her first year coach pitch and absolutely monster on that softball field um but before she gets in that battles box she's in the cage

she's in a cage why two reasons one right muscle memory right muscle memory muscle memory number two is momentum see momentum is this silent silent tool that we sometimes underestimate or under value that all of a sudden we've run a call right it's good to take 15 minutes for us to kind of warm up right someone picks up Ali the first time someone picks up if you don't practice before I guarantee you're like hey this is out there's a stumble right there's a stumble coming at the block so it's practicing 15 minutes before with yourself or with a partner doesn't make a difference before you get on a dialing session but then if not we talk about that yeah go go can we talk about how do you practice with yourself say

whatever your partner's busy how do you what do you do with yourself I just I speak out loud and I I obviously record it, right? And then I listen back to it. It's one of the most uncomfortable things hearing your own voice. That's uncomfortable, right? We all, I think, can say, I don't like the way my voice sounds, I'm listening back.

Right. But what's more uncomfortable is you're at the end of 2024 and your ass hasn't gone ahead and hit your goals and now you haven't paid off that debt, that you haven't went on that trip, that you haven't gone ahead and paid that thing for your level. That's more uncomfortable, right? And in the words of Andy Fricelella,

when he talks about Andy Fricela, by the way, He's a great phenomenal, you know, podcaster and he owns first forum. He always talks about it, choose your heart, right? Choose your heart. It's a hard to take time to role play for 15 minutes every single day. Absolutely. But is it harder to sit at the end of the year and realize that you don't have the money you said you wanted to make?

You don't have the things you said you wanted. You don't have the generational wealth of real estate. Absolutely. So choose your heart. Right. We get an opportunity and it's in that moment that we have to go left or go right. just choose the correct heart so that's how we practice by ourselves just record it listen to it and then get into it dude I'm so excited I knew one Andy

Priscilla yes gold star she wrote it in our notes she wrote it in our notes behind the scenes she was like hey at least we know what now I'm like no that's still you not me okay this this takes me back to like when I first got licensed and I didn't really feel comfortable talking to a person that I knew because they didn't really understand like what I was going for so I had to practice like random lines in my car or like in the shower or you're just like talking out loud like just simple one-liners that were obstacles it wasn't like practice in the beginning of the conversation of hey um lately obviously you know how to do that i would just like skip to the middle of the conversation

is that what you suggest or how would you for for like solo people can you give us a little more tactical yeah so you're absolutely on and i'm going to give you the objection handler by the way for the number one objection we're all facing right now which is interest rates right i'll give that to you guys here in a second by the way this could also use for the election but you're absolutely right. It's called situational practice, right? It's called situational practice where it's like, hey, bro, I know I'm seeing this a lot.

I better get really damn good at it, right? Well, I know I suffered asking for the business, so I'm going to get really damn good at it. And so absolutely, it's, it's, you know, going back to sports, right? I just lay it out there again, right? If we know we're facing somebody and they're really good at this one thing,

we're not going to ask the coach, hey, can you run this instead, right? hey can we do this type of pitch versus this type of pitch no you're like oh i know i know i'm facing this guy and he's really good at this though that to me so i get really good at it but yet in real estate you know i was talking about you know you get interest rate objections we're curious how many times a week are you practice overcoming right or are you practicing on money right or you're not you're not you're so damn scared that you're going to get that objection because you're not skilled enough yet which one is it so let's go with the objection of interest rates

first off standing up is is huge right i'm standing up right now it's absolutely a must because your tonality comes from your diaphragm. And when you're on a call and you're getting turned down and nobody's picking up or whatever it is, you start to slouch. It's just human nature. Then I'll say you start to slouch, the diaphragms are getting crunched out. Your diaphragm's getting crunched down. It's much harder for you to have a really good tonality.

It's not just about what we say, but it's about they say it. So they say, hey, man, interest rates are crazy. I'm not going to agree with them, but I'm going to understand that. Okay? So they say interest rates are too high right now. So I get it. I'm putting my hands up. I'm taking a step back. That's going to help your tonality really come off gentle and understanding versus, hey, I get it, right? Versus forceful and sales, hey look, man, I get it. Let's just do this for a second. All right, let's just put interest rates

going up, going down to the side for a second. Just curious, what, would have you started looking in the first place, right? So we'll rewind this, okay. Hey man, interest things are too high. Look, I totally get it. Let's just do this. Let's put interest rates going up, going down. I always, was ended down on purpose, right? To decide for a second. So how'd you look in a list in the first place? What had you look in the first place? And I dropped my tonality down, creating curiosity.

Yeah, you know, man, we're just really trying to get into this place with my second go to this school, whatever the case is. Now I'm in a conversation, okay? Now I'm in a conversation. Then I could add value. Then when I talk to him about the right buy downs, I talk about all the opportunities,

now that's gonna listen to me. But if I come out, I'm like, hey, did you know you could date the right? marry the house. Did you know you get it right by down? They don't like or know or trust you yet. So you're trying to go ahead and convince somebody when they don't know or trust you yet. Then next time you try to do that, you have that thought in your head of they're going to turn me down again. Yeah, because you don't practice enough to do it with finesse. Dude, that's so good. Instead of attacking it head on, you do the fucking swerve, but you're

right with the tonality and the body. I was practicing. I don't know if you saw me. I was like, I'm too much. I started to mime. That was not. not the right move but okay fuck yeah love that so i i want to do more of these but i want to make sure that we hit on the opening line too because you mentioned 80 percent of objections come from that opening line and we're all i'm sure we're doing it wrong what do we do so there's there's opening lines are different for different sellers right we got expired open lines we got fissbo open lines we've got circle prospecting open lines and we have buyers we got online leads um so we could hit so many of these let's just hit buyer leads or the

quick if you want or expires which ones we're seeing a lot more expired area and I think a lot of people are too and and we still obviously get a lot of buyer leads as well yeah I'm indifferent whatever one is is energizing you the thought of it let's go so let's go with buyer leads are really simple maybe a lot of you guys are buyers if not by away you know we could obviously talk about the other one so buyers that have signed up for something online right they they came in off a home search or whatever the case is whether you're using a certain CRM that produces those leads

to you whatever it might be and concept remains the same guys so i don't care from talking to a buyer or a seller and i don't care what kind of leave this just the concept's the same so it's when we're calling few what we call landmines right so let's place scenario let's say we're all out to war right we're all to war and i'm like oh guys there's a landmine over there fucking who wants to jump on that thing you guys are like nah i'm good dude i'm good i'm i got like dinner plans and i don't want to fucking possibly die right But yeah, we get on a phone and we're like, I'm going to jump on this landmine. I'm going to jump on this landmine.

And those landmines are stop saying their damn name. Sales gurus out there and say their name. People like to hear their name. No, they like to hear their name for people they know they can trust. They don't know what you can trust you yet, people. Not yet. Okay. Also, how many times have you got a call and we're like, hey, is this Allie?

Now it ain't Alley. Damn while your name is Ali, right? And even if I don't stop and say, is this Alley. And I say, hey, Allie, this is John Marone? That is what you. will hold on to as an excuse to get off the phone. Oh, this is an alley. Okay, so we don't say their name.

That's land my number one. Land my number two, if they did sign up on your site, we never use the word sign up or register. Okay. Registered. What site? Sign up. What site?

Okay. And then number three, this is going to hurt some people, stop saying your brokerage name. I don't care if your broker's says, look, I have helped coach Magnolia real estate. You guys know who Magnolia is, Chip and Joanna Gaines, right? They have a great, great, great reputation. Right. I approached 200 of their agents live. And I had to reinforce to them that I know how great your brokerages and it's got this name, your HDTV, your Magnolia Network.

I get it. But when you state your name, it's just like when Allie went to that car dealership and a guy came running out in his suit, he had soaking wet and her ass was crawling around the cars, right, to not be noticed. Right? Because he was like, I'm a salesman. So when we say we're with ABC Realty, all we're saying is I'm in sales. And so we don't want that roadblock before we have value. So it sounds something like this. Right.

Hey, this is a job at the home search site. I notice you're looking at some homes over in Destin. Hey, just curious. Are you looking to make a move in the next few months? Or are you just browsing? Here is my tonality when I say, are you just browsing? By the way, why are we saying just browsing? We know that is going to be 90% of the time what they said.

So when I hand, Shelby this objective, that I already know she's going to say, you will hear their response with laughter. Yeah, remember, we're just browsing, which shows me their wall comes down. Now I can have a real conversation with them, right? Versus, hey, you're looking to make a move, or are you just browsing? Yeah, we're just browsing. You're going to hear a different response in their tonality compared to you. Right? So once again, hey, this is a job at the home search site. I noticed you were taking a look at some homes in Destin. Just curious, are you looking to make a move in the next few months or are you just browsing?

man, we are just browsing. Perfect, man. That's exactly what the site is for. Hey, well, I got you. What's prompting you to browse? The flow of it is just as important as what we say, right? So that's the buyer side when someone signs up on a site for home search, whatever it might be. Okay, that's fucking magic.

Can we, what is your one for circle prospecting, John? Yeah, so circle prospecting to me is one of the hardest. If you're looking to change brokerages this year so you can increase your business and want to join us at EXP Realty and would like either myself, Aligar said, or Shelby Johnson to personally sponsor you in. So that way you have access to two icon agents, text the word join to either my number 911-3-3-48-49-18 or Shelby's number 703-39-4332. If I sponsor you and you have access to the both of us and everything that's Five Pillars

Nation, we have the checklist, the systems, the process is to help you scale your business, and don't take our word for it. We've had agents switch brokerages to join us that were stuck making $300,000 GCI, and they join us so they can scale. So text the word joined to those numbers, and we'll take the next steps. Yeah, so circle prospecting to me is one of the hardest opening lines, right? But that's a numbers game, right? That's a complete numbers game. I like to go after expires and FISBOS because they already raise a hand and said they want to do it.

That's my personal preference. But if I have an opportunity to go circle prospecting because maybe they're there, you know, cheaper leads or you know they're just a bigger variety of numbers I could be calling right so I'm going to call and I'm going to do a little bit something different right because I have their their their address right so say hey this John Marone with ABC reality look I know calling you out of blue you want one two three main street right yeah okay awesome look we got a ton of buyers that are just looking in the area in your neighborhood but unfortunately there's not too much on the market I'm sure as you know and they're eager to buy and get their hands on something. Just curious, if there are any kind of

like price or terms that you'd consider selling for? No, not really. Okay. Well, look, I want to be doing my job, but then ask, do you know anybody that possibly would? No, I don't know anybody. Then my third asked. All right, all good. What we've been doing for a few of the neighbors just kind of help them out is keeping an eye on the market for them. So if you'd like, what we could do is just give you a value of what we think your home is worth. And you can take it, you know, and use it whenever you want but at least you get real clarity versus using some other sources that really don't take into effect all the different you know factors that help you sell your home whenever that time is right would you want me to send it to you it's absolutely free i'm gonna ask three

i need to try at least three things right are you looking to buy ourselves all right so you know anybody no how about give me i can give you a cma i'm not going to say the word cmays they don't know it but you know can i get you the value of your home just so you understand what the true values. So that's a circle prospecting, right? Hey, concept is got buyers that are looking in your area and there's not much on the market right now. So I'm just doing my due diligence and seeing really if there's any neighbors that would consider selling, right, any kind of price or terms. So that's concept on circle prospect. I really like the first line. Well, I guess it was like second, maybe third, but when you were like, is there any price or terms that you consider selling for?

I think that's so smart that instead of, are you looking to sell? Because that opens the door in a way, well, I mean, shit, if at a certain certain price in terms, I'd consider it. Like there's so much of an more of an opening for conversation than the standard line that people use. Yeah. It's in and it gives them a chance to think wider, right? Like you said, because it's like, hey, would you sell?

Yes or no. Would you consider right? Any kind of price or terms you consider. Now they're thinking. Oh shit man you bring me a million dollars I thought well tell me if it's your home worth a million now we're just in a fun conversation and who knows where it can go right because you'll get that sometimes and give me a million and you're like yeah your home's worth 320 bro right but i'm not gonna say that i'm like all right well you know let's talk about your home man let's let's see

you know what's out there you never know what we can get for i'm not gonna say yes but it just opens up a better conversation opportunity and then at that point whether they want to list or they don't they're going to be much more receptive to my next two questions do you know anybody or you know what you want me to go ahead and send you home evaluation john let's roll play let's roll play to expired or or fizzbo which one first because i'd like to do both let's go expired there's multiple dialogues we can do it expired i have three that we give our our coaching clients and then they get to kind of choose or make a blend that kind of matches their style so we have three different ones but then obviously everything else remains the same

so we can definitely do it cool done yes it's all right all right so i'm going to give you a call Okay? Yeah, this is Allie. Hey, Ali, what's going on? This is your John Monroe with EXP Realty. Really quick, do you own one, two, three main sheet? Yes, I do. Okay.

Awesome. I'm going out of the blue, I know, but I was giving you a call. I saw that it was listed on the market, but it's no longer in the MLS. What happened? Well, I am holding out for my price. The agent, by the way, you're like the 20th call. The agent that I used said that she could give me 600 and I know my house is worth at least 600 but I think we're just going to try again later probably maybe okay well look here

first off on the 20th call let's not make 21 happen right let's let me do whatever I can to to field off these these agents calling you but but reality is so you know you wanted to get 600 and that agent said that she could get it to you before I get into all those details I'm curious what was the purpose of selling in the first place it's I was considering moving to where my where my kids are at now they're in a different state so just selling in the house here but I don't have to so that's awesome I mean yeah I mean not having to gives you that luxury so you have kids in another state how many kids in what state two kids in Arkansas Arkansas okay so over in Arkansas two kids

that's awesome how long have they been in Arkansas and you've been over here for they've been there five years they're gonna stay there for you know the the future so I plan on just being with them that's awesome they have have any grandkids or anything over there they're working on it working on okay are we won't get into that that's that's that's beautiful that you're you're willing to up and move to to be a part of their their family you know that's something that we love to do is just be a part of that process and so obviously we can talk about it but let's kind of get back to the the home not selling because it seems like getting over to arkansas and being with your family

creating those memories is pretty important right yeah okay why do you think or maybe they said the home did not sell for the 600,000. I, you know, they said a lot of stuff, but I just, I really, they said that they could get my house sold for 600 and, and, you know, I'm just very disappointed that we didn't get it sold for that because that's pretty much what they promised. I don't know, a lot of stuff, just a lot. Okay, well, let me ask you, do you know what their marketing plan was or kind of how they went about it because exposure is one of the main factors through, you know, selling a house, I was obviously getting more people see it.

What was their marketing strategy? Like I'm super curious on it. Yeah, they, so they put it on the MLS and you know, all that IDX stuff. And they said that they're going to tell my neighbors, which I could just tell them myself, I know them. They did a couple open houses. I feel like they they tried a lot, but somewhere it felt short. Yeah.

Okay. And so there's definitely other ways, right? That's that's one way, MLS, IDX, feet telling your neighbors, there's actually other things like geo-targeting, right, running marketing campaigns, hitting up databases of people that match that are buyers that match your home. What I'd love to do is just kind of provide you a little bit of what we do here at our office and help people just like you. We do actually work with a lot of people whose homes unfortunately didn't sell when we bring in our eight-touch marketing plan that gives them the understanding of how we can sell

their home for more money and less time. If you're willing to go ahead and have a quick conversation, We can kind of propose that to you. And look, I'm not going to ask you to list your house with me tomorrow. I'm just going to show you kind of what we could do. And if it makes sense, then think great we could work together and find the right time for it. If not, at least you know a better way to go ahead and market your house and get more exposure. Does that work? Could we talk just more about it now over the phone?

Like what is the eight touch marketing? What is this? Yeah, absolutely. So we certainly could. But what we find here is that whenever we just kind of talk about it, we just kind of talk about, about it and not physically show you, the value kind of goes lost a little bit in between, right? Because there's a lot of moving pieces. Almost think about it as like a diagram, right? You could talk about a diagram, but when you see it, you can understand it much better and you

could understand the process. And I think that's super important is to know what the process looks like from start to end and how it's all going to unfold. And being able to see it through our presentation, essentially, it's going to help you understand that. And by understanding that you'll have clarity, by having clarity, I think you have more confidence in, and in what what we could do for you to get you that 600,000 or at least, you know, whatever it's going to take for you to go ahead and move forward with listening to house again. Well, before I say yes, can I, being that you're the 20th call? Yeah.

What makes you different from the other agents that have been calling me and somewhat telling me something similar? Yeah, absolutely. Hey, look, I mean, there's every agent is going to unfortunately tell you maybe things they can do and maybe not fulfill those as you felt before. But the reality is how you're different. comes from we ask deeper questions to serve you at a higher level. Also, what we do here is we have this white glove service that allows us to be able to show you from,

once as I said before, start to finish. But more importantly, why choose us is the question you're really asking, right? And that really comes down to, is it a good fit? Do you trust our process? And that only comes through having a conversation via Zoom, obviously so you can see our process or in person. And to me, that's the only way to find out someone's a good fit for you. is really to see their process, meet them, go eye to eye with them, and see if there's somebody that you want to partner with. Because in the end, I think it agrees more of a partnership

versus one working for the other. Okay. Okay. Yeah, that sounds good. I get it. That's like you said. I mean, the value to me doesn't come from how many homes you sold. We could tell you that we've sold X amount of homes in the market, but it's not a good fit and there's not great communication. And the process isn't clear. There's going to be friction in the relationship, which is going to cause some turmoil in that listing. So that's why, you know, we make it mandatory for us to meet with all of our clients face to face, whether it's via Zoom or it's in person, because we feel like that's an element to create a deeper communication and deeper connection. That makes sense? That does. Yeah. Awesome. And really curious, before we go ahead

and set up a time, so you said 600,000, right? Is there a reason why 600,000? I mean, my neighbor, a couple of my neighbors have sold for 600 and I've, during their open houses, I've been in there and I know that my house is very, very similar. The updates that I've done are great and I have put 100,000 into my house. So therefore it's worth 100,000 more. I love it. Dollar for dollar to the number. I'm excited to meet you because tell me about these upgrades, right, versus me seeing them.

I'm sure it's a much different experience, right? And that's why me telling you about a process versus you meeting me and me showing you about the process is going to be much. difference. I'm excited to meet with you and once again, no pressure at all. We're a good fit, great. If not at least you have some knowledge on how to really go ahead and mark it and put more exposure behind your house and how to list it properly to make sure that you get that top dollar. So what we can do next, it's really simple. We'll just set up a quick 20 minute meeting. We'll kind of show you that process, but then take it from there. Does that work for you?

That works. Yeah. And then boom into the close. Cool. Nice. I was curious, should we go into clothes for like sake of time? Like how do you do the, do you do this weekdays or week? What is your close? Yeah. Yep. So like for me, I'm in a secondary market, right? So I could hear throughout the conversation if they're local, if they're not local,

but in general, and by the way, if they're not local, must do a Zoom. We must do a Zoom. But it's, you know, so I can get to that point. It's like, all right, great. Looks like I got some time on Tuesday and Thursday, mornings or evenings kind of work better for you? Mornings. Mornings.

Okay. Awesome. A morning person. person, it looks like here I pretty much available from an 830 to about 1030. What time frame works best for you need like I said 30 minutes probably and we could be in it out. 9 o'clock works. 9 o'clock.

Okay. So what I'm going to do, Alie, is I'm going to set this up for 9 o'clock. But before I jump off, tell me really good. Do you use like a calendar to run your day? How do you kind of operate your day? Oh, no, I'm retired. I don't really do. I just do what I feel like it when I wake up.

I love it. I mean, there's, you'll write it down or anything. You just got to fly out of a seat of your pants. Well, I do have a calendar hung up in my kitchen. I write down important stuff, you know, like birthdays. Okay. We're meeting me. That's important one, right? Yep, yeah, of course. All right. So I want to be on that count. When I come over, I want to see John Marone's name on that calendar. Can you do me a quick favor? I just want me get off here. I obviously I don't want anything else, you know, overcoming our time together. And I'm going to make sure that, you know, we have the proper time and I'm going to make sure I got to make sure I got

30 minutes bare and minimum for you. Can you just go over to that calendar when we're all done here and I just put John Morone, expe, reality, and whatever else you want to put in there for 9 o'clock? Okay, yep, I'll do that. Awesome. I appreciate it. I will see you on Tuesday at 9 o'clock. Cool. Thanks, John. Thanks, John. Thanks, John. But see what I did there? So there's this important part, guys, when closing, whether it's a phone call or it's a face-of-face or Zoom, I asked, do you use a calendar right i want to give me a hard time right as she did the whole call right you know but what did i do i'm saying okay bye i said so so what do you use uh you know i have a calendar i use that's in my kitchen great i want to be on that calendar am i can i be important

enough to be on that calendar i'm having fun with it right like when i come over i'm going to check that calendar job my name better be on there all right can you just do be a favor and go put it on there now if she said yeah i use a calendar i would then even if i have her email can you just confirm an email that's connected with that calendar. John at gmail.com. Awesome. Last request, I'm going to send you a calendar invite. You don't mind, can you just hit accept for me when it pops up so it shows up on your calendar? Does that work? That works. Three yeses. The chances of Ali cancelling on me has decreased every yes I got, every yes I got, right? So that's why I'm going through that process because I want to make sure that setting because setting appointments is

cool, but keeping them as even cool. Right? Let's be real, right? Dude, for sure. And Ali's tough. Like listening, I'm like, oh my God, if Ali's my seller, like I'm quitting real estate, we're out. But also, okay, the week that I cold called, that's the type of shit I got every time.

Like nobody was nice, you know? So and I know that that's how I would be, I think, if I were also an expired or FISBO myself. Here's, I'm going to tell you this really quick. Because I was talking about this. You know what you're dealing. you know that they're going to be frustrated. So how do I come in, cool, calm, collective, funny, right?

Easy. How do I come in that attitude? Because if you're strict with them, you're only going to create more friction, right? So you know they're frustrated, right? So you need to open up. You've got to get them to laugh, right? You've got to get them talking about themselves and not the house. When I started having you open up about your kids, right?

Like, I want you to open up about you because I'm going to take you away from the pain the transaction process that just happened. And I want to hear more about you. And that's going to help me be able to then jump into the, if I just try to jump right into an appointment where you're already pissed off at ages, it ain't gonna work. I gotta get you opening up.

And I do that by asking you about you, trying to be funny and just really navigating, not so much of, hey, what happened? I asked you that, but I didn't stay on it, right? I didn't stay on it too much, right? And then where's one important question I asked, and everybody needs to ask this question, right? She told me, hey, I didn't say,

I thought, we can get into that. I'm just super curious. What had you selling your place, you know, selling your house in the first place? Right. So asking that question, that's going to help me now go into talking about them, right? That's going to help me talking about them, which then takes her mind off of, you know, the last agent and then helps me create some value, then hopefully create a connection and set the appointment.

So what would the difference be between how you talk to expire? and how you talk to FISBOS. I don't want to go into the role play with the FISBO because we're kind of running up on time here. But what are like the, what should we know about calling FISBOS? Their concept of real estate agent is the same way in expires, right? Maybe they had a bad experience. Maybe they don't see value in.

They think they can do it themselves. I mean, some can, right? Some can. But the whole concept is understanding that this person doesn't see value in you. And for whatever reason, it's not about you. You don't see value in the role, right? It's not you. They don't see value in the role.

So take you out of it. It's not being so but hurt that they don't like you. It's not they don't like you. They just don't like the role, right? Whatever, just like you maybe don't like a certain industry, right? So let's take the person out of it, right? It's just a role they don't like. And then letting them understand like you're here to serve that.

Hey, how's it going, right? Oh, you know, it's kind of slow. And you know, old phrase, bring me a buyer. Like, I absolutely could. What I'd love to do is hear more about what you're doing to market and maybe I can give you some ideas that would help you. I give value on a call, just like I went for a coaching call. If we sat down together and you wanted to coach with me, I'm going to give value to you. And then I'm going to say, hey, in the last 30 minutes, you think I provide some good value to

you that you could use in your real estate business? Yeah, absolutely. Awesome. What I'd love to do is present to you kind of an ongoing relationship where we could provide a value to you on an ongoing basis to help you explode your business and absolutely integrate the rest of your life. I just added value, right? Same with the FISBO. And that help you kind of seeing how to go head expose your home a little bit more, how to reach out to agents, whatever the case. Yeah, absolutely. I love an opportunity, no pressure at all to show you our, you know, eight point, 10 point, whatever it is, right, create something, right?

Touch plan or marketing plan or listening plan. That'll help you sell your home and really take a lot of that stress. I hear in your voice that frustration, take it away from you. And if you like it, great. If not, just take my stuff and use it for yourself, right? And then what's going to happen is going to meet me. We're going to have a good connection. And hopefully he'll work with me, which he'll work.

Dude, love it. Okay, John, tell our listeners about your coaching program and us. What is your coaching program? What do you have going on? Yep. So we got real estate mastery coaching. So I've been coaching for a very long time. We created real estate mastery coaching a couple of years back on the emphasis of understanding

that real estate agents don't have a common place to go to to really focus on mastering your skill set, creating structure and their life and their business that integrates together, creating an understanding of social media and how to really attack it and not make a stressful and then the biggest one is self-mastery so it's called a four S formula so we coach on once again sales social structure and self-mastery and it's a group setting but within a group setting there's opportunities for one-on-one calls that are part of it's like extra or anything and so you have coaching on those every single Wednesday and then a one-on-one call that anybody could book last year alone the numbers were insane we're growing people's businesses 10x 12x 15 X and

And we coach everybody, right? We coach teams of 25, 30, teams of four. We coach individual agents. I got one guy. He's a part-time agent. He went from five transactions in his first part-time year. Started coaching with us. 34 is first year with us.

This year, I think he'll hit about 55. And his first and his second year with us, and he's a part-time working 12 to 6 o'clock. But he indulges himself in every part of our coaching. So real estate mastery coaching, if you're into or need the assistance of really taking your business from where it's at to where you need it to go and incorporating the understanding of how to integrate your life and become a higher level performing human

being better father, better wife, better husband, better person to yourself. You can reach out to me on Instagram. So it's at real John Marone, at Rojoin-Morone or just if you go to our website, it's go for the state mastery. Perfect. Yes. Are you willing to share how much the coaching is? It's a million dollars. No, it's only it's only, it's only $299 a month. So literally less than one transaction and you pay for the year, right, for most markets, right? Three grants. So the numbers we have, I got to look at the exact numbers because we track everything, right? So we give you obviously all the scripts, all the dialogues, right? We do role plays every week, all that stuff. But we also go ahead and we really have a high emphasis

of making sure that our clients are well equipped with, we do a daily, or weekly check-in, we do daily what we call must crush list. We do a weekly reflection. So a lot of these documents that really just prepare our week to integrate all of our lives, right? So like last year, I'll pull these numbers up. It was insane. I mean, it was over 2,500 transactions halfway through the year.

I've got to get the exact numbers. But we do really good because we integrate everything. But I tell everybody is don't sign up if you're not willing. and do the work. That's one thing we do differently. We don't just give you, hey, here you go. I can enjoy your Wednesday, right? It's we do the work on the call and sometimes it's really exposing some of our, ourself in a way where man, this is my limited belief, man, this is my fear. I mean, work through it on a call or it's doing a 12-week planning where we sit down for 12 weeks and we plan our entire 12 weeks. Last week alone, we went in and I showed everybody my calendar

and how they can go ahead and create a structured calendar to go ahead and be more balance. and have better time management and then I went through my CRM and showed them all right let's go through your CRM together and we went ahead and cleaned up our CRM so it's a lot easier to navigate and more effective so we do a lot of work on the call and I think that's a big difference with us and we listen to big booty mixes before we start of course you do of course I wouldn't expect anything else hell yeah sweet okay so people can find you at real john morone on instagram they can find Shelby at the Shelby show they can find me at Allie the Agent.

And we didn't even talk about a golden nugget. We're going to include a golden nugget at theagentgoldbine.com for free. Check it out. It's a surprise. It said we didn't even cover it. So it's a surprise. If you have enjoyed the show, share this with a fucking friend who needs help learning how to get on the phone.

So be a bro. Share this show. If you're looking to change brokerages this year so you can increase your business and you want to join us at EXP Realty. like either myself, Ali Gar said, or Shelby Johnson to personally sponsor you in. So that way you have access to two icon agents, text the word join to either my number, 911-3-3-48-49-18, or Shelby's number, 703-39-4332. If I sponsor you and you have access to the both of us and everything that's Five Pillars Nation,

we have the checklist, the systems, the process is to help you scale your business, and don't take our word for it. We've had agents switch brokerages to join us that were stuck. making $300,000 GCI, and they join us so they can scale. So text the word joined to those numbers, and we'll take the next steps.