Welcome to the Pace Warby Show. Today our guest is Jeremy Miner. Let's give it up for Jeremy Miner. Woo! Give it up. [Applause] There you go. I've never done a podcast like this before. We we did this just for you. We were like, "Jeremy, Miner's in town. Let's let's get everybody together." Is that what you say to every sales trainer? No, I've never I don't know any other sales trainer. There's only one sales trainer, right? I love that. Um, so Jeremy, you're known for NEPQ. For somebody that doesn't know what that acron acronym stands for, what does that mean? Right off the gate, baby. Uh so yeah so my background I went to school for behavioral science and neurosychology like boring psychology brain stuff which is really the study of the brain and how it works in conjunction with a human's nervous system. So NBQ stands for neuro brain plus nervous system which you want to know when you're calling obviously leads like you guys do your cold calling and then E stands for emotional the emotional connection. Uh Tony Robbins talks a lot about this and I like to take it a step further because who in here like sells calls leads? I don't know what audience. Everybody in here. Yeah. You guys hear me? Okay. Know how this works? So the emotional connection in order to influence at the highest level you have to master the emotional connection with that other human being and go there first where they feel like you understand them. their needs, their desires, their wants, even their fears without buying into their story. Now, that's a very unique balance because you can understand somebody and judge them. But if you if they feel like you're judging them, they will probably not take your offer. What do you mean? You said without buying into their story. Yeah. So, buying in their story would be like, uh, you know, I need to think about it. Uh, or you know what, call me back later. I'm busy. Those are just stories, right? So, if you're like, oh, okay. When do you want me to call you back? Saturday night at 9:00. You just bought into their story. So, I'm not going to buy into their story because I offer them no value. Right? Because why do you guys call leads? Like, give me some give me some problems that these properties this morning. We have a seller that wants to sell her duplex to us. 2.75% rate she has on the duplex. Okay. And I follow Jeremy. He's a hero of mine and a mentor of mine. So, can I get this raised up a little bit? I don't know how to do. Just crank it up. Crank it up. Yeah, you know how to crank it up. Oh god. I've been watching you crank it up for a long time. There you go. There you go. Perfect. Crank that, Soulja Boy. So this seller, I asked her, I said, "Well, okay, why are you selling? Why do you want such a large down payment?" She then said, "Well, I'm moving on." Why would you I mean, the the the the complex you have, I mean, it's a pretty nice complex. What would cause you to feel like you might want to sell it? Yes. Okay, good. So she then um she says, "I want a large down payment because I need it to go and flip other houses." Yeah. So it was a 35minute call, but her pain point was I feel stuck in the project I'm in and I wish I was doing bigger things. That was her main pain point. But we get, you know, foreclosure people. We have a seller right now. Talked to another seller this morning. My wife has been cheating on me in the house that we live in and she put a stripper pole in the middle of the living room. I don't know what to do with my life. like all the way to that level. Yeah. Yeah. So, they have to feel like you you understand them, but you're you're not buying into their story. By their story be like, "Hey, can you call me back later? You know, I'm busy." Or, you know, the things that they try to get rid of you when you first talk to them. Would that be also, let me talk to my wife? Yes. I would say that's buying into their story. Um, I need some time to think about it. Buying into their story. Any objection? Send me something. Send me something in writing, Jeremy, so I can take a look at it. What would you like to see in the writing? So, yeah. say that I'm going to reframe that. Oh, instead of like, yeah, you know, I'm going to send it to you. I'm like, oh, what would you like to actually see, though? See, I'm going to reframe that and find out what their concern is. Because if they're saying that, hey, send me something in writing without elaborating, that means they probably have what? Some type of uncertainty, right? That's why they're questioning you. So, would I want to find out what's behind them saying that so I can help them resolve that? Yes. So, I want to trigger certainty because what's the number one reason why they don't take your offer? You think it might be price? I'm going to suggest something much different. A confused mind says no. Maybe they're confused. It's uncertainty. Yeah, confused mindset. So, who triggers a prospect to have certainty or uncertainty? We do. And that's why mastering sales and persuasion is so fun because you can control the outcome if you master it. So, NE PQ. Yeah. Uh P stands for persuasion. Okay. Uh I'm getting them to self-persuade themselves rather than me trying to persuade them. And then questioning, I like to take that deeper than just questioning. Is how do I reframe the questions where the process where it actually breaks their pattern? I'm going to pattern interrupt. What would be some standard questions for I mean, I already know, but I want to ask. What would be some standard questions that anybody in this room might ask in your industry? Where are my closers? What kind of questions are we asking our prospects? Like what? Give me a question you asked to build pain. Why? Yeah. Why? One of the best ones is let's say we find a lead that's been on the market for 120 days. Yeah. Right. We say, "What's kept you from selling the house?" Okay. Um that's a big one because then it's an open-ended question. It it has it's not, "Hey, looks like it's been hard to sell that house, huh?" Yeah. Yeah. It's what's kept you from selling the house? What's prevented you from being able to sell the property? It's not just the question, it's how you ask the question, right? Because have you ever wondered why salespeople selling the same thing with the same price points to the same prospects using the same script? How do they get completely different results? It's not necessarily the words. They those do matter. The questions matter, but it's how you come across when you ask those questions. How your tone? Your tone, you know, this is a right or downer. Write or downer means you want to write this down. This is a right or downer. I've never done the podcast, though. I like this. So, your tone is how the prospect interprets your intention behind everything you say and ask. So, let's say they're, you know, let's say, I got a good one for you with your industry. It's kind of like insurance. Uh, you know, you you find out why they want to move onto the property and they're like, "Oh, my husband just passed away." Or anybody ever get that? Oh, yeah. My relative just died. Now, what would what do most sales people do? Oh, I'm so sorry to hear that. Now, let me ask you now. What do you think just happened? They're like, "That dude does not care about me." Yeah. They're like, "That dude doesn't care of me at all. You just lost trust." So, what am I going to do? I'm going to lean and be like, "Oh, what what actually happened now?" What type of tone did I just use? Sounds like a concern tone. A tone that shows empathy. Now, would in that context would that tone probably create more trust rather than like, oh, what actually happened? Said the same words, but they're going to interpret it completely different. That's what I mean. You with me? Okay, good. Oh, there's so much more to that. Are there are there sales people that you train that you're like before you even get trained, you already have it? Or are there is everybody trainable? Can I answer that in a different way? Absolutely. I I think I think this is I think this is the question or I think we should So I always say there's four types of salespeople. And are you in sales? Yes. Because everybody in the world's in sales, right? Doesn't matter what you're doing. You're always selling something. You're selling your ideas. You're selling your kids doing your homework. You're selling, you know, your spouse to treat you better. Whatever. You're always selling something, right? So there's four types of sales people. I think there's four types of people in life in general. Okay, the first one, we call these the wingers. Let me pronounce it right. Wingers. They wing everything, right? So those salespeople, they call leads every day. They say something different to this lead compared to the next lead. They don't know what works. Doesn't really know what work not works, right? And when they don't make a lot of sales, when they don't get a lot of deals, who do they typically blame? The marketing and and lead department. The leads are bad. Oh my all my prospects are negative. All my prospects are mean. those sales people or those people in your industry, they eventually leave, right? Those are the wingers. The second type, they jump from sales team to sales team to sales team to sales thinking that it's the product or the service or the thing and then they go to each one and they realize that eventually it's maybe them. So instead of blaming their lack of skill level, they blame leads. The second category, these are called the dabblers. Okay, they buy a few sales books a year. uh that maybe they go to an event, you know, maybe they they follow me or paste or somebody on on the free basic content on YouTube or IG or whatever and they believe the lie that if they just stay in long enough, if they get enough reps, eventually they'll learn from their mistakes. And that type of uh strategy takes years, if not decades, to ever get halfway decent. And if they ever get decent, it's because they literally like play the numbers game, work 12 to 14 hours a day, and they eventually burn out. Those are the dabblers. And that's where most sales people are. That's why they're right in the middle of their average. Right? Then you have the third group, that category, that's called the know-it-allers. You know, the know-it-alls, right? Damn, I might be one. That's the I don't know. I don't know. I I'll show you which one you are. The third one is the know-it-allers. Okay, this good type. So, the know-it-allers, they initially invested in sales training. Maybe they got good. Maybe they're making multiple six figures a year. Maybe they're a business owner like you guys, and they're making a few million bucks a year, whatever. And then they start to get a big head, big ego, stop investing their skill level, stop training, and their income gets capped. Those are the know-it-alls. And then the fourth group, which you are, those are the ones that we say are committed to mastery. Now, the fourth group, the committed to master ones, they're always investing in their skill level because they know the one thing that determines how much they're going to make is what? Skill level. Sales ability. Right? If you're in sales, the number one thing that's going to make the difference in on your income is what? Your sales ability, right? So, they're always investing in their skill level. And those sales people, their learning curve is a 100x faster. They're always about speed to lead. And that's your top 1% or higher. Those are the four types. Okay. What would you say to the people that are they understand sales is something that's going to change their life, but they feel like sales is a sleazy thing and it's gross and I don't want to be a salesperson. Do you run into those types of people? Yeah, for sure. And that's and and the question is like where does that way of thinking come from? Because here I want you to think about this for a second. If nothing is sold, tell me how there's anything called an economy. If nothing's ever sold, how could there be an economy? If there's no such thing as an economy, that means there's no such thing as a society. So why are salespeople in society viewed? What would you say sales people in society viewed at? Like high status or lower status? In my mind, high. Yes, in our minds. But in society, lower status. Like I said, why is that? When you go to your doctor, right, and they they do a little bit of exam and then they're like, "Okay, uh, go ahead and take your clothes off and put on this gown and I'll meet you over here." Do you say, "I don't know. I need to think it over. Uh, I don't know, doctor. I need to do more research. I'm not sure. I I I think I need to talk to my spouse before I do this." No, you just do it because you automatically view them at what? Higher status. Okay. So, why are salespeople viewed at a lower status? Because of the way most have been trained how to communicate. And this is the question you have to ask yourself. Is selling something that you do to people or is selling something you do for people? Why is it for people? It benefits them. What are you solving for them? Give me some problems. Uh stopping the foreclosure, rebuilding their because what happens if the home forecloses? What are the consequences to that individual? Their whole life is messed up for 10 years. See what you're solving. So, are you doing it to them or for them? You're doing it for them. You just have to reframe your way of thinking. Okay. So, you go to college for this. Well, I I was I went to school to become a psychologist. Yeah. That's what I'm saying. So, you're you're going to become a psychologist. Where was the switch? Like, when did you realize sales is the path I want to go down? Uh, you know, it was going into my senior year and I got married. Just got off my my mission for the church and you know, real quick, we get married real quick. Man, we got all sorts of in here today, huh? Have the kids real quick. And I had a kid coming on the way and I'm like, "Oh crap, I have to make money now." And I I mean, literally, it was just by mistake. And And somebody came into the uh came into campus one day. They're like, "Hey, we're having this meeting today. You can make all this money. You sell these alarm systems. You give them away for free. You make all this money." which didn't make any sense to me, but I'm like, "Great." And they're like, "There's free pizza." I'm like, "Okay, I'm in." And so there's probably like 300 of us in there. Everybody gets hired because it's straight commission. And that's how it started for me. You're 23 at the time. I think 22, I think. 22. 22. Yeah. Man, I want to come back to the mission thing at some point later. I want to understand what you would have done different knowing what you know now about sales. Yeah. How much more success you would have had on your mission knowing what you know now. Yeah. So you get in was this vontive or not vontive. Who was this? Vivant. They're called Vivant now. They're Apex. First I started with Pinnacle Security. Then last few years went to Okay. So what was your first suare into sales? Uh what were you doing? Where were you going? I went to Boise Idaho. Yeah. They shipped me off to Boise Idaho, man. Knocking doors. Knocking doors, man. Knocking doors in the summer. So you do these door programs in Utah. They have like pest control, solar, like all these summer programs. You're making enough money in the summer. That's the whole pitch. make enough money in the summer so you can focus on your grades in the winter. And uh that's that's how it started. I went to Did you make any money? I did. Yeah. The first summer I sucked the first month because I did what they said to do. And here's the thing with me. When I would knock on a door, when I would knock on a door, the sales manager and they'd always say like, "Hey, you got to knock on a 100 doors. You got to talk to 30 people. You're going to get one sale or two sales." But the way my brain works and I'm like, "Well, why? That kind of sucks. That seems like a lot of work. like why do I have to talk to 30 people to get one or two sales like how do I learn this where I talk to like 10 people and I make like seven sales. So that's how my mind thinks. So when I would knock on the door and they would be like not interested in the very beginning most sales people would be what? Oh this is a bad neighborhood. Like these people are so mean to me but in my mind I'm thinking like oh what did I what did I say to trigger that reaction in their nervous system? Because remember I'm going to school for neurosychology study the how the brain works with your nervous system. So I had a little bit of unfair advantage. So I started to deconstruct everything, you know, kind of on my own and just kind of figured it out. Then made a lot of money as a salesperson. What was a few things? What were a few things that you did different than the other sales guys because of your education and maybe because of your passion on the neuroscience? I learned how to interrupt patterns. So it's all about patterning. So you got to realize every prospect you talk to, the way our brains work is we recognize patterns. So when you have a salesperson call, hey is John there? Hey John, it's Jeremy Miner with XYZ company. Hey, the reason why I called you was what instantly goes on in your mind? How fast can I hang up? I'm not interested. Yeah. Guard. Why though? Why? Why does your guard go up? Because you feel like you're about to be sold? Because of the tonality. Your brain, your survival part of your brain doesn't hear the words first. It hears the tone. Oh, interesting. And it recognizes patterns. So your brain, what what type of pattern would you what do most telemarketers sound like? Hi, my name is I'm with XYZ company. They read they're reading the script. So your brain recognizes patterns. Have you ever had like a telemarketing call within like eight seconds you're like not interested and you hang up and you don't even remember what company they're from or what they said because your brain hears the tone first before the rest of your brain interprets the words and then the neoortex interprets what the words mean. This is crazy stuff. Yeah. You guys want to master this? Gives you an unfair advantage. It's crazy. So, anyway, so I I um So, it's all about interrupting the pattern. So, and door to door. Anybody ever had a door to door sale? Anybody done doortodoor? What's the average thing that you do? You knock on the door. Hey, are you the homeowner? Would that sound familiar? Are you the homeowner? That's the first line pattern, right? Are you the homeowner? Hey, how you doing today? That's usually the second thing. And what do they typically do? Uh, what's this? What's this all about? You literally just triggered what? A pattern. Sales resistance. Yeah. Within like three seconds because they're used to that pattern from anybody that's knocked on their door. So, what I wanted to do is first of all, I wanted to lower their guard. So, I want to get their the prospects to let their guard down. So, doortodoor, if you saw somebody knock on your door that had like a badge on right here, like a license badge that went like this, like a lanyard, what would instantly be the first thing going on in your mind? salesperson, right? So, first of all, I didn't wear the damn license badge because you might as well put on your head, I'm a salesperson, right? So, if I want him to come to the door, I probably don't want to look like a salesperson. So, I took the license off, put it in my pocket. Okay? And also, what I did is I wore one of those construction vest, like the orange one or the lime green ones. I'm not kidding you, this is crazy. And then what I also did is I had like some leather gloves like I was looking like I was construction that had a loop on my little tan shorts here. I wore like the old uh old man white the New Balance you know the grandpa shoes. Oh yeah the barber shoes. I was like 22 23 wearing the grandpa shoes. I wanted to look as lowkey unassuming relaxed no pressure where all the other sales people had like chains on and nice watches. I wore like a $10 Walmart watch on purpose. Okay. And then I had this clipboard with the contracts in it and everything. And I had like this uh piece of paper over it, like a survey, like I was asking questions. So when they came to the door, quite literally, they didn't know if I was a construction worker. They didn't know if I was reading their meter. They had no idea. Okay? So first of all, I'm already interrupting the pattern right there before they even come to the door. Okay? And so when they would knock when I would knock on the door, I'd kind of stand off to the side because you most people are taught that you don't want to like be angled right in front of them. That's a defensive position. And as they knocked on the door, I'd have this pin here. And I'll I'll tell you why I would use a pen. And I would kind of look up and I but kind of looking around at their house, you know, because I want to see where the sensors would go and all that stuff. So they didn't I was triggering curiosity as they came to the door. I was like, "Yeah, are you guys the uh are you the property owners here?" And I would lean in. They're like, "Yeah, we're the property owners. What what's going on?" See, a lot of you have been taught to mirror the prospect. What if I said you could actually master how to get the prospect to mirror you? That's a different level of persuasion. Okay. So, all I did right there is just a pan interrupt because like, yeah, what what's going on? So, all I'm doing is just triggering curiosity. Whereas, hey, uh, are you the homeowner here? Yeah. Uh, how's how's it going? What's this all about? It's over, dude. Just different. There's a lot more to that. But, yeah, that's the start. Is he is that good enough that we could just be done? Are you I'm also curious what happens next? Notice notice notice my tone. Yeah. Are you the property owners here? What do my tone sound like? Concerned and a little confused. What type of an emotion would I possibly trigger in that context with a confused concerned tone? Like something could be going on. That's all I'm doing. Remember, your tone is how the prospect interprets your intention behind everything they say. That's what they hear first. That's how they react. They either going to their guard's either going to go up or the guard's going to come down. Tell me who's easier to sell to. Somebody that has no guard or somebody that the guards up. You know the answer. Should I knock foreclosure houses with a orange vest and work boots on? I'm dead serious. And also another thing I would do is sometimes I would actually I would take like a because I didn't I didn't I never drank coffee then but I would take like hot chocolate like I was drinking coffee and I would just be sitting there with the construction vest with the coffee. All I'm doing is without knocking the door. No, I'd knock on the door. Knock on the door but I'd have the coffee there. I'm just interrupting the pattern. Gosh, it's just pattering. Anybody ever seen I'll show you another example. This is really good. I was on Bradley's podcast a couple weeks ago talking about this. Anybody ever seen that movie of Tony Robbins, I'm not your guru? You guys remember that scene where he comes up to that gentleman, you know, during the the times where they do the interventions? He's like, "Anybody, you know, that might be considering committing suicide." And the guy stands up. He doesn't know who I'm talking about. The guy stands up and he's like, "Oh." Tony comes up to him and he's sitting there. He's, you can tell he's like all nervous and he's like sitting there like, "I don't I just can't do this. I can't do this." And he's like, "Is it because you want me to cuss? Is it because of those red shoes?" You guys remember that? My mom is going to wash my mouth out for that. Don't Don't watch this. But you just We'll bleep it out now. Sister Miner, what? I know. Why did he do that? He's interrupting the patients pattern. I want you to think about why. So go back and watch that show. When he said that really really loud and he did that then the guy looked down, people started laughing and the guy's whole body language changed and he started laughing. He's like because he knew and this is why Tony is so brilliant at this scripted. He just he took what was given to interrupt the pattern. Okay? Because he knew if that you call him a patient stayed in that state he was in that nervousness like I'm going to in my life it would be so his guard was up. it's going to be so much harder for him to deframe him and take him out of that belief system into a new belief system. So that little thing interrupted the pattern. His physiology changes. His whole demeanor changes and then he starts to become open. And then Tony went through a reframing process to frame him into a new belief system. There you go. Bet you didn't know that one. I love watching Tony do that stuff. My gosh, I g I went to Date of Destiny in December. I'm sitting there like everybody's like, you know, having breakthroughs and I'm like, "Oh man, that was a beautiful frame how he did that." Like, "Oh my gosh, I was tone shifted from the concerned tone to the challenging tone." That was next level stuff. Yeah. U Molly, my COO, I had dinner with her last night. She said that she saw you there and she's like, "Jeremy was taking notes as if he was watching a different presentation." I was I was watching the foot movements, the hand movements. I was watching exactly like what music came on to trigger different emotional states and all those type of things because now remember some people might be like, "Oh, Tony's manipulated." No, Tonyy's not doing that to them. He's doing that for them because he knows to change their habits, to change belief systems, he has to trigger certain emotional drivers in them to get them to want to change. And that's why, you know, sometimes when he does an intervention, then the song comes on and everybody gets emotional. It's because he's doing that for them to help them change. What about people's personal lives, like with their spouses? What advice do you guys have or do you have for people that might need a little bit of attention in their relationship? Does this work for marital relationships? I think it I think I think it could for sure. I've been divorced two times, but maybe I should work on that myself, you know? You know, but yeah, it does. Me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me me and my exes, we always have great relationships after 100%. So, you know, I mean, like like you know, Marta is your friend and everything and we we invest together and and we're actually really good friends and we raise our six-year-old together and does pattern interrupt work in marital situations? It works in anything. Yeah, for sure. Do you have any advice? Listen, it does. Okay. Patter interrupt. But do you have people that come and get taught from you specifically about marital situations? There there might be there might be people in our programs that that come there. I mean we have like I don't know we have like 10,000 new clients a month. So I'm sure there's somebody for sure 10,000 people. We get a lot of clients. Yeah. I mean but that could be anywhere from a $100 client to somebody that purges 30 grand client, you know. So that's that's varies, you know. If I want to master We're not doing 60 billion or anything. Nothing crazy. If I want to master sales, where should I start with you guys? For your industry, I would probably start in our mid-tier program because that's our NBQ 3.0 program. And that's where you're going to have like our virtual training portal. That's like a 51-hour course with me. Probably like you have something like that. And then we have oh, you probably get like nine sessions a week with our sales trainers. One of those is with me as well. You're not going to attend all nine, but you're going to go to the ones that you need the most help in. So, let's say if you're like, I really need to master tonality because when I ask these questions and they give me objection, they get really defensive. So, that means your tone is really defensive, right? So, you're getting triggered when a prospect says, "I need to talk to my spouse." You're like, "Well, okay." And then you start going into it. So, maybe you need to go to that training call every week. So, I would say our our mid-level program for your industry. I see the most people in your space in that pro in that program for sure. We your industry real estate is the second largest industry we train, but that also includes residential real estate agents, commercial agents, and then people like you guys do that. Yeah, we have a lot of people in our community that are in your community as well. Yeah, there's a lot of crossover. There is. Yeah, we should just get together and have a big podcast. Hey, is this not the most fun you've had on a podcast? This is so cool. It's so much fun. I I've been Yeah, I mean, as you know, you're probably on like a gazillion podcasts a year, uh, like I am, but I've never not this one like this, baby. Okay. So, top three objections that people will run into as a salesperson that you see the most. Um, well, for your industry, it'd probably be like, I need a better price, right? That probably one for your industry. Yeah. Uh, probably I need to think it over or do more research. That's probably around the same one, right? What would be your third one? talk with the spouse wrote spouse attorney um put it in writing and I think most of the time they're putting they want it put in writing so they can use it as ammunition against you on with somebody else. So that means they would what would cause what would trigger that reaction in a human being because let's say uh whether that was a booked appointment where you met them on Zoom or in person or if you just called a lead on the phone or if you just straight on cold call. I'm not sure I'm sure you guys do various things. You gota you got to think to yourself. You got to go all the way back and put yourself in the prospect's shoes. Like did they wake up that morning? They're like, "You know what? You know, when uh Ryan calls me today, that guy trying to buy my house cuz I'm about to go into foreclosure." When he calls me at 3:35 today, I think I'm going to go into fight orflight mode about like 18 minutes in and say, "Send it to me in writing." Do they plan that reaction out or was that something triggered by what? Us. Us. So you always you always got to reverse engineer this, you know? It's like it's like Tom Brady, you know, like he throws an interception, what's he doing? Like, oh man, this sucks. My line sucks. No, he's go back and watch the game film and he's like, "Man, I threw that interception because my front foot was like angled an inch off." And then he corrects the mistake and that's why he's the best because he corrects his mistakes. I always say the salesperson who makes the least amount of mistakes wins the deal. You know, it's like in the NFL, you know, they always say like the more you fumble the ball, the more interceptions you throw, less likely to win the game, right? So, the less mistakes you make, the more likely you win the game. The same is in is true in sales. Most sales people just make too many mistakes in the conversation. That's why they lose the deal. If I get a client triggered and they say, "I need to talk to my spouse. Call me back." Yeah. Give me the context of first 10 seconds, like three minutes, 12 minutes, like where would that happen? usually within 15 minutes. I don't get this a lot. I've been trained by Jeremy Minor, so I I don't get this a lot, but I I still get it sometimes. Yeah. A lot of the spouse objections, it's all about prefrraming them towards the middle of the conversation. So, you're less likely to get it at the end. And if you still do it at the end, it's easier to overcome. So, give me a problem one of your last uh prospects had like you guys just talked to. Like, what was their big problem? as a realtor. Yeah. I don't think my client's gonna go for that at all. Like he's not interested. So, he's talking about an agent. He hasn't even gotten a hold of the seller. So, today we were calling a lot of agents, which are very big gatekeepers in our industry. Yeah. And so, they'll protect their client and they'll put their their guard up. Why Why do they call the agent over the the uh um when I'm teaching newer people how to go find deals, I would prefer like if you put me in the middle of a field, start over from scratch, no cell phone, you have no shoes. I don't know why I don't have to have shoes, but I have nothing. Sounds good. I have nothing. I'm going to go direct to seller. I'm going to go to somebody who's in foreclosure. I know they have a ticking time bomb. Most importantly, I know what value I can provide to them immediately. I know what I bring to the table. I'm going to stop your foreclosure. There's no guessing in my mind. Yeah. However, when you're newer, you're afraid to talk to somebody who's in foreclosure. You don't want to mess those things up. And so, an easy way to get newer people to get a deal. Hold that thought. Yes. Let's come back to that. Why would you be afraid to talk newer with that deal? Tell me why. Anybody in here new would be afraid to talk to a foreclosure. Why? The only reason why we feel nervous about not doing something is because of what? We lack confidence because of what? We lack the skill level. It all comes back down to your skill level. Because if you learn how to do this, right, where does your confidence go? It goes up. And so you don't have any problem doing that. But some of us, we're like, I'm just going to wing it. Just figure it out. Just go through the numbers game. One day I'll eventually get it. See, that's the dabbler approach. You want to commit to mastery and start learning those skills. So, you know, maybe let's say you you start getting into this here. You like go get some sales training and kind of get a little bit of confidence at least. You don't have to spend years or months, but spend maybe a day or two and know what you're going to say when you knock on that door. Maybe rehearse it. You know, it's kind of like a Hollywood actor actress and they're like, "Okay, we've got this part for the next Superman. We're going to pay the next person, you know, $10 million who wins the role. You've got one week to rehearse." How much you're going to rehearse? Every minute. Every second of the day. That's what you should be doing in here. Like, you know, don't take weeks, but maybe for a day or two, know what you're going to say. You may not be perfect, but at least it's going to give you some confidence so you kind of know what to do if they say this or say that. So, you know, look at that comments. Okay. Go back to that thought. That was good. So that thought with the a anyway, we go with agents because the agent will put the house on the market that symbolizes somebody wants to sell the house. I don't have to guess. Yeah. So you're just calling the real estate agent. You're calling the real estate agent. Typically, we'll make a filter, Jeremy, that says you haven't sold this house in 120 days. Average days on market in Phoenix is about 80 right now. So if you're at 120 days, they haven't sold the house, that mean the agent is also in pain. And so the agent is saying, "Man, I've been trying to show this house for 120 days." So, we will call the agent and go, "What's kept the house from selling? What's going on? How can we help? This is what we do." Would those agents possibly be a bit defensive though in that conversation? If it's on day one, if it's on day one, super defensive. They're are you an investor? F you. That same real estate agent on day 120 is like, "Are you a real estate investor?" So, a little bit different. So, it does kind of shift a little bit. It does shift. Yeah. When you depending on how long that lead's been going on. However, where in our specific industry, you know, we're in creative finance. So, let's say I go to an agent who doesn't know creative finance, I'm going to offer I'll take over your client's payments. If that agent does not understand creative finance defense mechanism, they don't want to admit. How familiar are you with what what's it called? Creative finance. Creative finance. How famil are you with creative financing? Would you ask it that way or do you say do you know what I mean by creative finance to a real estate agent? I would say new people say, "Do you know what creative finance is?" Can I reframe that? Yes, please. Because even if they don't, most people because they don't want to look bad, will say yes. Does that make sense? Are you you with me on that? Because that's a closing question. So, I want to prevent that from happening. How familiar are you with what I mean when I say creative finance? Well, I'm kind of well, what creative finance means is and then see that gives more certainty. It's just a way to reframe the question. We had a a lead on Monday and one of our closers was talking to the agent. He said, "Have you guys received a creative finance offer yet?" The agent immediately says, "We don't want to do a sub two offer." He says, "Why?" conversation just if if they said it with that tone. Why? Why? Yeah, because now they're going to get defensive. They got defensive. Oh, what uh what what held you back from maybe looking at uh that type of offer. Now I'm going to get more him to him or her to like lower the guard a little bit and tell me the truth and then maybe I can help him overcome it. It's it's the tone. Oh, what what uh what actually happened where maybe you didn't want to look at it just so I understand because we might not be able to do anything for you. Get the guard down. I got to get their guard down first. Do I know I can help them? Yes. Do they know I can help them in the beginning of the conversation? No. What's my first job? Get their guard down and then as I get in the conversation, I can build that gap. I can help them live that pain. I can help them have that fear of future pain. And now they're more open to me. There's so much more to that. When I started learning from you, Jeremy, one of the things I did is I stopped listening to podcasts. Oh, did you? Yeah. Number one question I get every day is, "How do I get everything done?" I have nine companies, 600 employees. We have customers all over the globe. We're doing fix and flips. We're doing buy and holds, apartments, RV parks, all of those things. Everybody wonders, "How did I scale? How did I get to a higher level?" And the answer is that go high level. I use a CRM that allows all of my customers to come into one database. And instead of me hiring more employees to go and do all the follow-up, Goh High Level has systems and automations that does all of that for me. So, not only can I have my employees focus on higherend tasks, money-making tasks, Gohigh Level avoids all of the extra payroll. When you're brand new, having Gohigh Level is like having five different employees doing all the work for you just for a monthly fee. Go to gohighlevel.com/pace to learn how I'm using it, not only in my lending business, but my wholesale business, my fix and flip business. Literally, GoHighle controls the entire backend of all nine of my companies. Go to gohighlevel.com/pace to learn more. The reason why I stopped listening to podcasts is because I started listening to all of my calls, my own calls. Yeah. I would listen to where I triggered people where I created and like made them get into a p I had to like, oh my god, I caused that problem. Yeah. You're like Tom Brady. Game film. Game film. It changed everything for me. I stopped listening to podcasts. I started compiling my best of my best also how fast I closed. I started timing when did I get to this point. I could get here faster if I started doing these things different questions. You also I've never thanked you for this. I haven't been able to chat with you other on podcast for the most part. But I created this pattern interrupt in our industry where people will go knock on doors and they'll put a sticky note or their business card saying call me. Okay. What do people do when you see a business card on your door? You're like, "Oh, damn. I'm going to call this person." Oh, thank heavens for the business card. So, I started learning from Jeremy pattern interrupt and I go, "What would like totally interrupt the pattern or create a pattern that is unlike anything else?" So, your contractor example for for instance, yeah, I took a paper plate like the Mormon paper plates, the ones you have to stack up three stacks so the gravy doesn't go through the one piece of paper. So good. So, I took the uh paper plate and I said, "Hey, I'm in the neighborhood." Yeah. Give me a call about your house. Boom. And then I'd shove it in their door. And it was a p big paper plate. Yeah. The conversion rate on people calling you off the paper plate. They think you are a neighbor that didn't have any paper with them. Went ran to their pantry and was like, "Oh, damn. The only thing I have is a paper plate." Yeah. And you go over and put it in their door. You will get like a 100% of people. I That all came from you. Trigger. Massive curiosity is all he's doing right there. That they're just that interrupted the pattern. They're they don't view you as a SA. What salesperson would put a paper plate with their number on there? That doesn't make any sense. And I've tried it with crayons, Sharpies. I've tried it with pens. Like whatever looks the least professional is what works. Yeah. I would I would say even a pen just like a basic pen like or whatever. Something like that because they are it's just that's really good, man. Hey, I learned that from you. It's the principles. So, let's go back to the spouse thing. We we we're all over the I love this. This is what this is what happens when we have a live audience. We can do whatever we want. I like this. So the spouse is all about pre it's all about deframing them out of a belief system. Okay. So uh what's what's the first belief system that is on the mind of every lead that you call probably within the first 30 seconds? For most industries would be how much is this going to cost me? But for your industry it's how much are they going to offer me? You see? See? So that's a belief system. Okay. So we call that price or costbased thinking. So that's what we call in psychology a frame. So how do I take them out of that frame belief system? That's called a D frame. Write down D frame. How do I deframe them out of that? And then how do I reframe them into a new belief system or a new frame which is to get them to focus on the results of me taking that property off their property so they don't, you know, they don't their credit doesn't get destroyed for 10 years and now they can't get remarried. I don't know what whatever whatever the thing is. So that's the first thing you got to understand when your prospects when you call them for what you sell that's what's going on in their mind. So your beginning questions really have to start getting them into that that different resultbased thinking. Now coming back to the spouse give me this is what I was coming with. Give me a problem that one of your last prospects said like oh we're looking at you know I have to sell the house because of this reason. What would that reason be? job relocation 30 days. Um, divorce. We had a bunch of leads today that were like, "We're getting a divorce. We need to sell the house type of thing." So, job relocation in 30 days. But what's behind that? Who who cares? What's behind that? They can't afford two mortgage payments. Like, what are we finding out that's behind that? Because if you just accept like, I'm looking to sell my house because I have to relocate and move in 30 days. That's still the surface of what's really going on. There's no emotional connection there. That's logical. Human beings make decisions emotionally. Logically or emot emotionally 100%. That proven in brain science like I feel like a drink of water because I'm thirsty. Every decision you make starts with your emotional side of your brain and then you justify with logic just like that. Okay. So, anytime they start to tell you the problem, you got to clarify and probe about that. So, okay. So, you're you're moving in moving in 30 days like and then are you like do you have like a new mortgage payment where you're living or are you renting or what what's going on? Oh, I'm I'm I have a new mortgage. Oh, how much are you having to pay for that? What am I starting to do? Build the pain. Awareness of pain. But you see my tone shifted. Oh, how much are you having to pay for that? See the concern. I'm starting to see doubt. Okay. Oh, $4,000. And then then let's say I find out that they can't afford both homes. that I'm immediately going to go back. So, how does your spouse feel about you guys having to like pay for two mortgages? Damn. Do you know me? I have not ever asked that, Jeremy, and I've been trained by you. I I need to go write that. That's a writer downer, guys. Oh, there's so much more. So, that's the first. So, I'm the when I say I'm I'm deframing and reframing into new frames. It's the entire conversation. That's all sales is, is you're continually taking them out of belief systems and reframing them into new belief systems and you're looping around and around. So good. So that there's because what he you're on track. So what he's saying is you're saying we're heading towards the pattern of I need to go ask my wife if this price is okay. You are disconnecting from that belief and reinstalling the belief of your wife is going to be concerned about the two house payments. Yes. And we need to solve that problem. Yeah. And there's more. So, how does how does she feel about you being forced to pay two house payments? Notice I said forced. Who likes to be forced or made anything to do? See, I emphasize the word forced. How does she feel about you being forced to pay two house payments? See, the concern tone, the force. Oh, she doesn't like it all. I mean, does she want you to have to do that if you didn't have to? No, she doesn't want to do that at all. Like, we've been fighting about it. See, now I'm still deframing them out of the spa. I'm deframing out of that. It's really hard for them to come back and say, "I need to talk with my spouse. There's still more deframing I'm going to do." But right when I hear that problem and I clarify and probe off of it, I immediately go to let's say uh you had one uh what somebody else said, you said something about uh what's some other problems? Give me another problem. I'll just show you how to reframe that besides spouse. Uh no, no. Oh, with spouse. Um okay. So, divorce, relocation, um downsizing, upgrading, lost a job, I'm in foreclosure, lose everything. Yeah, I lost. Oh, how how long ago did she lose her job? Oh, f like five months ago. So, how does she feel about you guys having to make this payment without her having that income coming in? Oh, man. She hates it. She's always worried about it. I mean, does she want you to get rid of this property so you guys can move on and not have that stress? See, like I'm just reframing him into or her thinking like, "Oh gosh, no. Of course, it's very hard at the end for them to have to do that." And even if they still say they need to talk to their spouse, it's so much easier to help them overcome it at the end because I've already loosened that up probably at least 50 75%. That is by far, I would say, when you're especially when you're doing cash deals and everything's based on price, not on the terms. Cash deals, that is the number one objection I would say. Yeah. I need to talk to my my wife. Yeah. Tell me, do you believe? So, I want to ask you guys this. I want you to be real with me. When you're looking at buying something and you tell a salesperson, I need to talk with my spouse. How often do you go to your spouse? So, we know most of the time that is a smoke screen or smoke screen objection. Okay? That's not the real objection. It's what's behind that that you have to find out. When they we say, "I need to think it over." Do they really sit and think it over for weeks on in and write it out on a Google Excel spreadsheet the good and the bad of your They don't do that at all. They're just saying that because they have a concern and they don't want to tell you the concern. So they want to make you feel better by saying I need to think it over, talk to my spouse so you have some hope. Don't buy into the story. See, I'm not going to buy into the story because I offer them if I buy their story, I offer them no value. How do I solve anything for them if I buy into their [ __ ] story? I'm not going to do that. I can't help them. Do you ever just flat out tell them we both know that's an excuse? I could, but I would use a different tone. I might say, "Do you really need to talk to your spouse? Does she want you to go into foreclosure next week?" Okay. What's really going on? It's the tone. It's the facial expressions. It's the body language. How how much better of a missionary could you have been? So I I joke around. People go, "How are you such a good salesman?" I'm like, "First, I train myself. I get trained by people that this is what they do." I watch the game tape. I obsess over it because I know sales is a service. Every single deal I've ever done has helped somebody. Not just the buyer, but the seller, the person who's loaned the money to me, the contractors. I'm employing on average 50 people on every real estate transaction when you include your contractors. 50 people. Yeah. So, I'm obsessed with like getting through the transaction. But I joke around and people go, "How did you get so good at sales?" I said, "I knocked 79,000 doors and I sold Jesus door to door." Yeah. I went to Ireland on my mission. So, it was a lot of door knocking. You probably How many people did you baptize? I think three. I think the mission average was like Any LDS people in here? Okay. I think the mission three high or low for that for that for that mission probably really high was really high for that mission it was point05 so most missionaries didn't have a baptism it was the lowest baptizing mission in the world when I was there I believe it we I was in Korea a lot of Buddhism a lot of Catholicism and I had 18 baptisms which was pretty high Guinness broke a world record well there was missionaries that did like 50 and just they you know they understood the Jeremy Minor method But then I had friends that went to Brazil and it's just a different mission. But Ireland with three. Are there things you could have done or would have done different? Oh, for sure. For I mean, I didn't know any of this stuff, you know, when I went on my mission. I was just knocking on the doors like following the script. You and this is the thing. You and I, how old are you? Uh, I just turned 48. Okay. So, you did what I did, which you had to memorize the scripts. Memorize the script. Y So, they literally when you go on a mission as an LDS person, they give you pamphlets. You have to memorize them word for word. Yeah. My senior companion would not allow me. He would lock me in a closet and he would not allow me to get out of that closet until I could rehearse back in Korean the discussion that we're doing that night. Yeah. There's And I I this is what I learned. I learned memorize, memorize, memorize, memorize, memorize. And everything would default back to just memorize scripts over and over and over. Yeah. I had zero baptisms my first year. Yeah. It's the emotional connection. It's the emotional connection. So, how how do you you look at sales people nowadays and I'm sure you go into training people. What are some of the things they get wrong right out of the gate? You walk to a sales floor, you go, "Oh my gosh, you guys The first thing they get wrong, there's two things they get wrong. They they have this belief system that they don't need a script and they can just kind of wing it." That's a that's a huge something you just don't want to get into. Is the winging while you're on that topic, is it based on we just need to hit our numbers? you hit your numbers, you hit the metrics, you hate hit your KPIs, you're just kind of winging it. You're just kind of saying something different all the times. But on the flip side, you don't want to sound scripted. So, it's it's the same thing. It's like, who's your favorite Hollywood actress or actress? Who's your favorite Hollywood actor or actress? Um, I would say Leonardo DiCaprio. Thoughts by DiCaprio. Amazing. So, him and I were trained by um Yeah. Well, I'll get into that later. So you guys were trained by the same person. I went to acting school to learn what I'm telling you. Okay. So I Yes. So I So when I first got into sales, I started reading all these books is 93% of your communication is your non-verbal, your tonality, and your body language. 7% the words. And I'm like, huh? Well, how do I do that? Because nobody teaches that. Like I'd buy every course I definitely not vivid like nobody's teaching like tonality and body language and stuff. Like nobody really teaches that stuff as far as sales trainers. I mean, this is like 20ome years ago. So, I'm like, where do I learn that? And I'm like, I got a connection with a really famous uh acting instructor in Hollywood that teaches uh that still Leo's coach today, Matthew McConnA, Jennifer Gardner, uh a lot of great people. And I was the only salesperson in that class. It was 126 grand for six months. I was a 24 year old. I mean, this was this was 24. That's a lot of money. It's a lot of money. Yeah. I had to refinance the house. This was my second year in sales, but I went all in. Is that when the first divorce happened? No, no, no, no, no, no, no. I I I I went all in because I had to I was like, there's something, you know, my background. I'm like, yeah, I got to I got to master the tonality and the body language. This is at 24. Yeah. I mean, think about 22, you're with Vivant, you're in Boise, you start learning, you know, applying pattern interrupt, which is what you're learning. Two years later, you're dropping $126,000 on acting lessons. Yeah. because I wanted to go from like 40 or 50 grand a month to 100 or 150 grand a month and I'm like if I keep doing the same thing over and over I'm not probably going to get there. So I uh Who taught you that? Like is that your parents? His name is Larry Moss. Oh the acting instructor is Larry Moss previous. But like who who taught you that mindset of as a 24 freaking year old kid? Was it just I think I think it was just uh you know I think all of us have a chip on our shoulder from something from your childhood but I think most people don't activate that chip. You know, look at uh Tom Brady gradu, you know, didn't really do much at Michigan, was a decent quarterback, gets drafted like last in the last round and then he gets this chip on his shoulder and now he just goes out and like just kills everybody, right? He outarns everybody and so I think everybody has that chip and I just, you know, everybody's a chip and I just activated the chip. I'm super competitive. I played high school sports and college sports as well. Played college baseball. Had to drop out my senior year because I got married and had a kid on the way. to make money. And I just transferred that drive, that commitment to from baseball to sales because now I'm like, hey, I got to I got to learn how to do this thing. I got to provide for my my uh daughter on the way and got to figure it out. Okay, so $126,000. What do you learn here? I learned a lot of uh well reframing, deframing. So just little things like that, like tonality shifts. So like class. Yeah. Yeah. Yeah. They're like, why are you here? like, well, I want to learn how to sell. I want to learn how to act. It's there's a whole bunch story about that. But, so I want you to think about everybody watch that show Wolf on Wall Street with Leonardo. So, pay attention to that. Like when when he's on the phone, he's like in there teaching his salespeople to sell like Oakmont Strapman and he leans in. He leans in in one scene. He's calling in. He's like, "John, something came across my desk. Why do you think he leaned in like this? Why would he lean in? Why wouldn't he sit back like this and say that? Go ahead. You naturally have to pay more attention to hear it. That's one thing. Yes. But when you want to have a concerned tone, you want to master that. It's easier in the beginning if you lean in like this because try screaming down here compared to up here with your diaphragm. Okay? So, when you're going like this, it starts to cut your vocal cords. This is what they teach you. So you got to understand in acting school at that level, they're teaching you how to trigger certain emotional drivers in your brain so you don't turn the movie off because that's how they make money. I'm dead serious. So going back to the script, Leo, everything he said in that movie is 100% scripted. But did it did it sound scripted? No. No, it sounded natural. See, that's what I'm talking about. You have to have a sales structure, script, a guideline to follow. But depending on the context, depending on what that prospect says, I have to immediately know how to tweak the next question I'm going to ask based off what they just said. And that causes the prospect to feel like you understand them. But if you're like, "Oh, yeah. Okay, good. Yeah, right, right, right. Uh, let me ask you," and you just go to the next question on your script, you're losing any emotional connection because you literally sound like you're interrogating them with a bunch of question. It doesn't sound natural. There's no emotional connection there. And that's where you lose prospects. That's where you get lots of objections. Everybody's like, "Oh, I need to get better objection." No, you need to get better at disarming the prospects. You don't get many objections. Like, if you want to be the best of the best in sales and and this ball game because that's going to determine how much money you make, you want to focus more on objection prevention than objection handling. Because sometimes when I'd get an objection, I'm like, "God, I'd instantly like, what did I say or not ask that triggered them to say that to me?" Because I thought I Interesting. Because most people assume that the objection is in their back pocket, just waiting for it, waiting, and you're just going to get to that objection, but it's really you asking them to give it to you. You're triggering that objection by the way you're communicating to them. So that's you learn little stuff like that, like tonality shifts. And I mean, there's a there's a lot. We could stay in here. All my sales guys, are you like, I want to get on the phone right now? Like this makes me want to get on the phone. Yeah, there's a lot because then you have to know like well what if what if that frame that you just said didn't land or let's say you have a let's say you have a say you like say you're a coach or something you're selling like a course any do we have any coaches in here that sell coaching or anything or you I think you do that like your guys like on there so they might have like a frame I could teach them this frame when they get on there like hey uh you know welcome to the call great connecting you know so glad connecting with you I just I just got off with this guy you know the type like got off within like 20 30 minutes ago. You know, the type they think they know everything. They know about real estate. They, you know, they think that they don't need to know anything. They they think that they're better than everybody. And you know, those type of people, they just, you know, one-word answers never would open up or anything. But, you know, those people just do that based on fear. But anyways, uh what were you hoping to get out of the call today? So, what am I doing in there in the very beginning? I'm deframing him. What? Not to give me one-word answers. not to tell me he knows everything about real estate and I'm starting to take him out of that like I'm better than you. I'm not going to open up to you frame. This is a little example. So, one of the things I do that I've learned from you is in the beginning of a call I will usually call two minutes late. Yeah. And I will call two minutes late and I'll go, "Hey, thank you for your patience. On my call, I was saving somebody else from foreclosure. Took a little bit longer than I thought." Yeah. So, they immediately I have social proof that I was already talking to somebody else. I have concern in helping other human beings get out of foreclosure and I was willing to stay on that phone until it or that phone call until it was done. Yeah. Because I was dedicated to that previous call. It disarms everybody. Yeah. You never want And that's really good. You never want to say, "Oh, I'm so sorry I'm late." Because you just lowered their status, right? Because experts wouldn't do that. Oh, hey, appreciate your patience. I was just another client helping them with their their house or foreclosure situation. Anyways, thank you for your patience. I appreciate your patience. I was just with somebody else. see the difference in that. You're saying the same thing, but you're not saying, "I'm so sorry I'm late. You're just lowering your status." Or you leave a voice message. Hey, John. I saw that you were looking to, you know, possibly uh, you know, sell your property. Can you call me back when when you have time? Can you please call me back when you have time? Now, your mom taught you need to be polite to strangers. But in a business situation, when you say, "Can you please call me back when you have time?" what you just told them and how they're going to interpret that is that their time is far more important than your time because you're just a salesperson trying to sell them something. You see, you see the difference in that. Okay. Yeah. Oh, there's so much more going for like What's a better way to get somebody to call me back? Um, for your industry, uh, something like this top, I'd have to look at our scripts, your space. You put me on the spot. I'm going to have to wing it here. Pace. You're You're not a winger, bro. I'm going to have to I'm going to have to come I got to look at the script. So, I probably do something like this. I might be off by a few words. Uh, hey, John. Uh, Jeremy Miner with XYZ company. I'm holding a copy of your property taxes at your home at 55 Willow Lane there in Mesa. And I had a few questions on those. Dude, you got my heart beating already. I'm like, I'm holding a copy of your property taxes at your home there at 55 East Willow Lane in Mesa, and I was wondering if you could help me out for a moment. I got a few questions around those. Um, I'm going to be available here for just a little bit today. You can reach me at 575-644-575. And like I said, if you don't get me, just leave a message and I'll call you back as as soon I'm available. Talk to you then. Okay. There's like seven amazing things you just did in that. What did I do? Okay, so first off, why the hell are you calling me about my property taxes, bro? Now you're like the contractor standing in boots with the $10 Walmart watch. Yeah. And I'm going to actually hold some paper in my hand when I do that and shuffle it. Yeah. I'm holding a copy of your uh property taxes there at the I think it's your 55 Willow Lane House in Mesa and I was wondering if you could help me out for a moment. I had a few questions on those and I'm shuffling the paper. saying what the question is, which piqus interest of why. Oh my gosh, I need to call this guy back. The other part is you go, I'm available just for the next couple of minutes. If you don't reach me, please leave a message. Which means there's a high possibility that you're not available. I'm an expert. All I did was triggered massive curiosity. They have to call back. Give me a lead to call right now. So, we've implemented this with with people in your space that are getting like 80 85% call backs off cold calls. Hey, because you're triggering curiosity. Okay. Everybody's gonna property taxes. What's going on? They don't know if you're from the IRS, the government. They have no idea what's going on. They're always going to call back. That's that's just off the top of my head. I might have reverted that other I have to look at your scripts the scripts for your industry, but off the top of my head, that's probably what I would do. Yeah. Did you guys just like get motivated to like get on a call? What's up? Now, there's a lot more to that, but it's it's how you leave that message. What if I said this? Hey, John, it's Jeremy Miner. Um, I'm holding a copy of your property taxes at the 55 Willow Lane Home. Um, can you call me back when you're available? My number's XYZ XYZ. Uh, talk to you then. See the difference? Sounded unsure. Sound uncertain. Sound a little timid. See, that's the difference. It's not just the words. It's how you come across when you say those words. It's your phys. It's your body language. It's your tonality. Even if I'm leaving a message and they can't see me or if I'm calling and they can't see me, do I want to move my facial expressions? Yes. Because if I sit here like this, try having a concerned tone with a straight face. See, your facial expressions are the remote control to your tone. Okay, down there. Watch your favorite actor, actress. Watch the emotions they trigger and how their face changes based off the context of what's going on. Could you imagine Tom Cruz and Mission Impossible 17? All right, we have to go down to the van because the CIA just have a bomb at the van and if we don't get down to the van, the bomb is going to blow up and it could end all humankind and then we would be really bad and that would not be a good thing. You would turn the show off. It it would like you just you you lose you lose a certainty. You lose like engagement. No. He's like, "Oh my gosh, we have to go down to the van right now because what would happen if we don't?" Just little things like that. See, write this down. You're an actor, actress, always on stage in a play that never ends. You're an actor or actress, always on stage in a play that never ends. This makes me want to go do sales more. It's a lot of fun when you master it. Not so fun when you wing and dabble in it. Oh my. Okay. So, future of sales. You've got AI coming into the industry. We've got I've got a company that we launched about a year ago called Prop.AI. Yeah. And we are doing we do probably about 300,000 a month in revenue right now and it's just outbound calls. Yeah. And what the AI agent is doing and I got multiple things here, but the AI agent is doing is very obviously they are an AI agent. how how because they'll they're dry they're whatever and it's almost on purpose. We've tweaked it over the last year. And the reason being is I'm finding that the prospect has been hit so many times by horribly trained human beings could be trouble that when they finally talk to an AI and they can just give it an answer and it sets up an appointment and they don't have to play around with this salesperson that's like, "Well, let me ask you a question. Let me ask you a let me ask you a question." Right? Yeah. Yeah. We're finding that a lot of these prospects are like, "You're AI, right?" And then Jen will go, "Yeah, I am AI." Perfect. Let me tell you what's going on. Like AI is Yeah, I'm AI. Are you gonna make fun of me because I'm AI? See, we have to train it what to do. That actually god damn it. The playful tone. Yes, you caught me. I'm AI. Now, you're going to make fun of me for that. Releases dopamine in the brain. Guard comes down. Oh, that's so good. Write that down, Sarabi, please. There's there's so there's so much more. He just made me like a million dollars with that. Like literally, just that one thing. What do you see AI doing in the sales realm? Anything that you're foreseeing? Anything? I know you train so many people, big companies all the way down to small companies. And yeah, you've got programs and mentorships and trainings. I'm sure you're getting all sorts of industries coming to you. Are they concerned about AI? What are you seeing? They they want AI for like lower ticket stuff. I don't think it's going to replace higher ticket stuff because it's more surface level because it it nobody really knows how to train it to be nothing but surface level. So, funny thing you brought this up. So, we're partnering with uh Paul Allen. He's the former founder of of uh ancestry.com. Not the Paul Allen the Microsoft guy. So, do you know Paul? I don't know. Get him on your show. I'm a Mormon and so I know anything about genealogy. Yeah. So, he's a genealogy guy. So, Paul came to us about three months ago. We had trained a bunch of his sales people at his new company soar.ai and uh it's a it's a platform that basically he's going to go up against Gong because like Gong is like it'll read the proc you know it'll hear the the conversation of the salesperson and the prospect and Gong is a software we know what Gong is because we use it but Gong is a software that people install into their Zoom or into sales calls etc. and it records finds issues finds objections. It's I mean Gong has been around for a while. Yeah. I imagine Gong is super amazing now. Yeah, it's Well, it's Anyways, that's a whole another story, but anyways, Gong will be like, "Oh, you need to ask better questions to find out their situation or oh, you need to get better at overcoming the spouse objection." Boring. No. So, uh, so Paul came to us and he's like, "Hey, we want to train AI. We want to partner with you and we want to train AI to actually not read the tonality of the salesperson in real time. Read the prospect's tonality in real time. To actually tell the salesperson what's going on in the mind because we teach a lot of like I'm I'm going to train you like how to listen to what the prospect means, not just what they say. Those are two very different things. Okay. Are you are you ready to get started? Do you like this deal? Yeah. Yeah, I think it I think it'd be a good deal. Okay, great. Let me show you what to do. Well, what I just heard is what? Hesitation, uncertainty. Hold on. You seemed a bit hesitant when I asked you that. What's what's behind that? What's going on? Now, there's a concern rather than just sending the paperwork and then every they ghost you. So, we want to teach AI to listen to what the prospect means, not just what they're saying. And so, basically, we're going to do that in real time. So the technology is being put together right now. So we're about three to four months now. There's more to that. Are they I'm the sales guy. Yeah. I'm looking at a screen. It's feeding back to me going, "Bro, slow down. Hey, do this. Is that Yeah. It's going to it's going to say you're asking the questions too fast. Slow down." Now after that, it's going to give a full report and it'll come out like, "Hey, here at this 3 minute and 46 second mark, this is where you triggered him. Did you see where his his tone changed? You need to use more of a concern tone here." And then Jeremy pops up and teaches them exactly how to use a concern. So it's not like with Tony Tony Robbins is going to have is his is like text where it texts you that ours will be actually like video. So we've already stuffed like 40ome thousand hours of training content that I've done into it and it's like reading my brain. It's like me, you know, but maybe even smarter than me. So it's my brain. So it's going to be a lot of fun. There's a whole lot more to that, but yeah, it's good. It's gonna be good. And there's going to be like an ask Jeremy feature like, "Hey, I sell uh real estate. You know, what would I say in the first 30 seconds when I'm calling a distressed property if they've already been called six times that would cause them to let their guard down?" And Jeremy pulls up and trains you exactly what to say and how to use the tone. There you go. That's scary. It's scary. It's really in a good way, though. In a good way. It could help a lot of people. There's a lot of people that just get screwed over from the fact that a salesperson could not serve them with what they needed. Yeah. 100. Oh, 100%. They they want to buy, but their guards up because here's here's what I always um here's what I always look at, and I want to I want to I want to phrase this in a way where where it it's going to help you guys the most. Um, with AI, there's this thing called the FTC. And I want you to imagine the first time grandma buys something for 10 or 15,000 off AI, then the son comes back, "Oh my gosh, my mom got scammed. calls the attorney general and what do you think's going to happen to AI? FTC is going to regulate that thing so quickly that probably in a few years AI is going to call you and be like, "Hey, this is AI with such and such company. Would you like to keep talking with me or would you like to be transferred to a live representative?" And what do you think a lot of people are going to do after they're used to AI calling all the time? Transferred to the live representative. There's always This is why Bob Parsons sold GoDaddy for over a billion dollars. really. He was the only company selling domains and all those things would that would get somebody on a live phone call because everybody selling domains like Blue Gator Host and all that kind of stuff. They would not get people on the phone. Yeah. They just go, "If you're buying a domain, click the freaking buttons and buy the damn domain." Yeah. Bob would get on and he said, "I want a prospect that's calling customer service. They can't log in. A salesperson talks to them within 15 seconds of them getting on the phone." That's good. Yeah. and he was 200 times more. People want to talk to another human being. Yeah, that's I mean they're going to recognize patterns in a while with AI calling. Our brains recognize patterns and we're going to feel like AI is taking advantage of us compared to a live representative. It's never going to get rid of salespeople. All it's going to do is be like the internet. It's just going to create industries that you don't even that don't exist right now. I believe AI is just going to create hundreds of more industries that need more salespeople. Wow. How can our people work with you? Oh, do you really want to work with me? Guys, don't fall don't fall for that. Do you guys want to work for with with him? I like your industry. It's good. Um, what would be the best way? You know what? Do this. Uh, we we do a lot of How's that tech CTA going that I gave you? So, bro, look at all this stuff I've been doing. You You've done a lot of things for me. Thank you. I need a nice steak dinner here soon. Um, tech text me at this number. It won't go to me, but it'll go into my team and just ask them questions. And if you ever want to uh look at like mastering this thing we call sales, which might be a good idea for you, pays more. Um, then you can just ask them questions. You can always book with one of our account managers and they'll go through our different training programs. They're more industry specific for you guys. Okay? And tell them you you saw me in pace up here. It's 480. have this memorized. 6372944. So 48-637-2944 and take take a picture of me and Pace right now and send it in there. I want to see what they do. Send it to Jeremy's mom and say he said the f- word. He said the f- word. Jeremy freaking minor killed it. Let's give it up for Jeremy, please. It's an honor. Thank you, dude. This was so fun. I could literally talk to you for like five hours, dude. You and I you and I could geek out, man. Every time I hang out with you, I get it's probably like every 15 minutes I get a nugget that makes me another million bucks. Hey dude, I watch all your stuff too, man. I'm like, dude, I got to invest more. I got to get better. Oh my gosh, dude. I like I like that one that one reel that you did where you like life an entrepreneur and you like walk into your bed and you like fall down and then go up you fall back on. That is like the greatest thing ever I've ever seen. Thank you for being here, brother. Appreciate it, bro. Thank you. One of the most common questions I get is what title company do I use? What title company am I using in Arizona, Atlanta, California, Texas, whatever? 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