I'm about to set up this brand new call tools account right in front of you from start to finish so you can see I'm going to show you where I get my clean data I'm going to set up my phone numbers and I'm going to show you how to use call tools you're going to listen to me make these calls and I'm going to show you my exact strategy on how I'm going to make multiple six figures this year on call tools call tools is my favorite dialer it beats Mojo it beats Vulcan and I'm going to explain to you why as we continue the first thing you need to do is sign up for call tools so go to call tools.com and you need to talk to a sales rep in order to sign up you can't just like make your own account so to make this easier and more cheaper for you I have a link down below it's $50 off your sign up click that link it's going to take you directly to my sales rep and he's going to take care of you all right so the first thing you're going to need to do is turn your account into an agent account so go into the account go into users and if we look over here agent is not a green check mark meaning you cannot dial on this account so go to controls edit scroll down and click this is Agent box and now that you're an agent you can make dials on this account under account and settings if you scroll down to fdn C suppress we want to call the federal do not call list and the great thing about call tools is you're anonymous the entire time like no one can trace no one can find you like these numbers are burner numbers so if someone tries to find your phone number they cannot look you up so to be able to call the Do Not Call list click on this okay so just fill out the fdn C certification I just click the middle box and press certify and now Liz you can call anyone you want all right great that little gray box is not there anymore now that box isn't there change fdn C suppress to allow and then mobile suppress to allow and now you're able to call uh cell phones too and then click save at the bottom caller ID is required okay so it's not allowing me to save because there's no caller ID which is required so let's go to PBX up here now we need to purchase some phone numbers so Liz a phone number is $2 a month and you should have 10 phone numbers cuz this is a 10line dialer are you okay with that all right so let's go to phone numbers we're going to purchase um let's name it Liz destination agent Liz we'll we'll allow inbound calls what's your area code 985 985 five so this is how you buy a phone number Liz pick your time zone we want 10 phone numbers does that look right to you and then confirm purchase these 10 phone numbers continue okay so in a bit we need to wait it doesn't take long it's finding the 10 numbers for you and there it is here are your 10 phone numbers oh Liz check this out so if you go to caller ID there's this reputation section and if you it's if you look here it's it's empty right now your reputation's clean but at any point in time when you're like why is no one picking up my calls anymore hop into PBX caller ID reputation and it'll say like you've been marked as spam likely at that point you just want to delete these numbers and just go buy buy more numbers all right now that we have phone numbers let's go back into account settings and finish this up so caller ID strategy is local presence caller ID it it doesn't matter just pick one on allow fdn C suppress and allow mobile suppress now we can call phone numbers that are cell phones and on the Do Not Call List save this is going to be important I need you to watch this part I get my information from Cole information because this is where you can get very very clean data there's no expired there's no for sale by owners it's just circle prospecting data but I think it's the best one I've got a link below for $200 off your first year so I go to prospect IQ here okay you're going to want to this is what you're going to want to do every time you get new information okay so go into Prospect IQ and by ZIP code all right so here's my strategy Liz find I find the price points near me that are the most attractive like I don't want to drive too far out I want to be within 30 minutes okay and basically what you want to think about is like where do I want to build my business Where do I want to build my reputation where do I want to build my farm where do I want to build my local presence I focus on data in certain two certain areas okay and they are above a million dollar price point and so every day I'm just stacking leads I'm just talking to homeowners and stacking leads of people who want to eventually buy or sell in the million-dollar price points like I don't want to waste my time at like23 $400,000 when there's a million of course I'm in Seattle so like this is a much higher price point than most of the country so for you like I'm not saying go luxury go like above above the average price point for me so if I want to dominate like this area called Kirkland these are all the ZIP code Kirkland's pretty big like it's this large stretch of land and so I just typed in Kirkland zip codes and I type all these ZIP codes in okay so if you were to do that Liz you'd be it says you can ENT up the 25 separated by commas so 70 3 60 comma and then like add in whatever else but just for this like let's just do 73 70360 all right watch this this is how you get the cleanest information Liz you need to look at this confirmed homeowner head of house okay you want to talk to who owns the home like who makes the decisions of the home it's usually going to be a dude it's usually going to be the man of the house and you want to talk to that person cuz like you don't want to talk to you don't want to talk to the wife that makes no decisions you want to you don't want to talk to the daughter or the son length of residence you want to you want you don't want to talk to someone that just bought the home you don't want to talk to someone that's like freshly in the home within 3 years you want someone that's at least been there for 5 plus years okay so I I press five here you can also do family position male head of house or I guess female head of house I guess it's 2024 those exist now um and then phones only it'll give you everything um but I you it's the best for call tools when you press phones only press all records all right now you have a 1,37 records you want more than that okay you want to Stack you want to get a bunch of like you want to get it you want to get a bunch of Records but we have 1,37 records right now download to computer CSV for call tools and you can take a look at what you got here got their emails doesn't matter we're we're not going to include the emails in a bit I'll show you all right so press download okay here's the thing about call tools that you need to do every time all right it's kind of dumb make sure you're paying attention L man what is going on with your internet here's what you need to do every time with coal information okay watch this you need to scroll all the way to the bottom all the way to the bottom and there's going to be a blank row and if this blank row is there you can't upload into call tools so you need to go and delete this row and then save it as a as a CSV now that we've removed that last line now it can be uploaded into call tools so let's go back into call tools and click on data and contacts now that we're back into Data we want to go to contacts and then press upload contacts we're going to upload the file Liz reformat and this is how you all right you want to be careful here so first is the first name this is the last name all right so these two this one's going to be the address this is is the apartment number but in call tools there's no thing for apartment number so we have to leave that we have to leave that blank just know that sometimes you're calling a condo and on when it says the address it might not it it won't show the condo unit number so just keep that in mind that like sometimes you won't have the full address because it doesn't have the condo number thing the unit number thing so when you're on the calls with these people if you know it's a condo cuz there's a Zillow button you can click to see what kind of property you're calling if it is a condo just confirm like hey which unit number are you in and they'll tell you which unit number they're in or you can just cross reference with the Excel sheet that you have here the the CSV file you have here so leave this line blank this is the city or Huma City yeah this is the city this is the state here's the ZIP code okay watch this so this is the F this is the phone number phone number one and this is phone number two okay not all the like it's not always blank sometimes it will be blank so just memorize this format here cuz like you will get confused sometimes this is the email don't put in the email don't put in the email don't put in the email next okay so this is how you're going to want to um keep track of this is how you organize your leads so I'm going to create a new tag and you're going to want to do this 70360 and now all of these contacts are going to be tagged with this ZIP code and that's going to be important later upload okay so it all looks good we have 782 flagged fdn c phone numbers but because earlier we made it so we can call these numbers we're good press close all right now we need to go into live filters I'm going to delete these okay hold on it's it's saying that these are all in a campaign so real quick let's go to contact center campaign let's delete these campaigns these are example campaigns delete delete I'm going to show you how to re-upload these in a bit all right we're going to go back to datas live filters this is going to be important you need to understand how live filters work this is a a little confusing at first but like when you when you really understand it it's not that difficult so we're going to create a live filter name um let's just call it um Huma all right that's the that's the that's the name of the city I guess um so just make a live filter per City or per zip code or Per County depends on how you want to set this up but let's do it per City make make sure it's active uh and we want to check that box we want to make sure this box is not checked uh because we want we want fdn phone numbers in here all right so this is important these are the tags okay this is important so in this live filter we want to include which tags we're calling so we are calling the 7360 tag okay in this live filter and here we want to exclude all the people that have you have appointment scheduled not interest wrong number okay so in this live filter we are calling everyone with the 7360 zip code and we are not calling people who have an appointment scheduled or who are not interested or wrong number this live filter filters these people out uh let's do do not call all numbers do not call this number as well okay so if they're like hey don't call me like I they're just like pissed you want to mark that number as do not call this number and now that it's in the exclude right here you won't call these phone numbers so save at the bottom and in a sec um this this is going to show you how many phone numbers you have to call there's 1,35 phone numbers in this live filter all right now that this live filter is on now we can go to campaign so go to contact center campaign and we're going to create a campaign predictive dialer we're going to call this Kuma it's going to be active and the live filter is going to be the live filter we just made which is the Huma live filter so this campaign is going to be using that hum live filter turn on call recording it's something you don't have to pay attention to but it does automatically in the background which is super nice mobile numbers allow we want to call mobile numbers caller ID strategy local presence channels per agent 10 lines save all right and now this campaign is set up okay we're basically done we have just set up your call tools account and we're ready to dial now if you want to dial you have to click your name up here and then press agent dashboard this is how you dial now we're in the agent dashboard okay we were in the manager dashboard the entire time now we're in the agent dashboard we have our Huma campaign here so we're going to press join campaign and you're dialing this is how you dial it says campaign ready you're available 10 lines are calling 10 phone numbers right now and the first person to pick up is the person you're going to be seeing so I I was using Mojo previously it showed you everyone you were dialing so when I first got call tools like this was pretty confusing to me because it doesn't show you anything but just know that it's dialing just make sure you're on available and campaign ready make sure this is green and in fact if you go to campaigns and qes it should say you're in campaign okay hey Mark hey Mark skip that one all right so let me explain this status here real quick if you click here if you want to stop your dialer just press not available just click that and it'll turn red and you won't be dialing it'll just stop the dialer it's like can your call now at the tone please record your message record simply I'm going to hang up all right now it's post call okay and we have a bunch of dispositions to click on all right sale made oh man all right so actually let's go back and into um let's go back into the manor dashboard and change the disposition so let's go to count all right so go to data and then contact disposition or call dis positions all right so there's in in our line of work there's no sale made so I'm going to delete this I'm going to delete call back here let me see what I'm doing okay so delete the ones that I've deleted this is going to be the order of your call dispositions however I'm going to create one new call disposition which is lead captured save and this is going to take spot number four so these are my call dispositions and in fact now that we've added in a new disposition captured cuz we want to keep track of who you didn't contact and who is actually not interested okay so let's go back into the live or let's go back into the live filter now that we have um a new disposition press edit okay and then exclude last call disposition so you don't want to put no contact in here because if you haven't contacted them you want to call them back and remember these are all the these are all the num numbers that these are all the dispositions that you're not going to contact again so lead capture because you got their lead you got their information like you've already talked to them you want to make it so that you don't call these numbers again so let's go save and now um now this uh now everything's fixed with the call disposition so let's go back into the agent dashboard let's hop back into the campaign and now we're back into the campaign all right so so we're dialing 10 lines at once our goal is just to talk to as many people as possible and capture their information okay so we want to get their motivation and problem we want to know when they're going to move where they're going to move hey Dustin hello yeah yeah hey Dustin this is Aaron I'm a local realtor over in Huma I'm calling about your property on Wellington drive you got a minute uh not really what you need yeah I was calling to see if you had plans on buying or selling a home in the future uh no not at this time that's all right well look Dustin if you ever did when do you think that might be not anytime soon okay so look if I brought you an uh if I brought you an offer in the next three years would you take a look at it um depends on what the offer is um whatever like the zestimate is or around there oh yeah no definitely not okay all right thanks for your time Dustin all right I've hung up so I want to I want to note a few things that I did there I I asked him uh I said hey Dustin uh I'm a local realtor in Huma I'm calling about your property on Wellington drive you got a minute he said no but that was his Buy in that was his participation into the call and he has now committed himself he has micro committed himself into this conversation yeah I was calling to see if he had plans on buying or selling a home in the future he's going to say no 99% of the time it's going to be a no that's all right Dustin Embrace that expect it it's not a rejection never take these calls personally never ever ever take the cuz we are bothering them you know we are interrupting their day okay don't be afraid of that it's fine cuz like after the call he's already forgotten that I exist you know so like don't think about like oh I'm ruining their day or or whatever like this guy literally forgot who I am already you know so this is the mindset you want to have it doesn't matter I'm never going to think about this guy again he's never going to think about me again I'm just popping in like hey do you have any plans on buying or selling a home in the future I know he's going to tell me no that's all right look Dustin if you ever did when do you think that would be I don't know like maybe in the distant future all right so when they say like maybe but Dustin said no plan so I said okay look if I brought you an offer in the next three years would you take a look at it that's my third way of asking would there be some kind of move in the future he said maybe like what's the offer so I'm like uh something around the zestate there's a zest there's a Zillow button here that you could click it takes you to the uh it takes you to the Zillow profile of that home so you can kind of look at what you're dealing with also like if you ever pop into a home that's active for sale you want to get off that call because you are not allowed to be soliciting active listings that's that goes against the that goes against like MLS regulations so your goal here is to get their motivation and problem you need to understand what their plans are okay oh you do have plans on moving okay great where are you planning on going where are you going why why do you need to go over there what's the importance of that move and when are you going to do that what what's that time frame two years okay and now we know like you're moving here for this reason in two 2 years why is it going to take 2 years what needs to happen for this move to happen and is this a solvable problem is this a solvable obstacle because if it is I can try to propose a solution and we're going to meet about that solution okay so I want to move over to Kentucky oh what's over in Kentucky I got family over there okay great and when do you plan on moving over to your family in Kentucky uh in 2 years okay cool it sounds like it's just a matter of time Liz what's stopping you from doing that now like what needs to happen in 2 years for you to move to that family I I got to like uh I'm waiting for the market to go up oh what do you mean by that well I'm trying to net like a certain amount of money here okay so Liz it sounds like as long as this makes Financial sense you'd want to move over to your family in Kentucky right yeah that's the pre-close and if you if you don't know like the scripts I have an entire video that explains the framework of how you set an appointment um it goes over all the scripts uh I'll I'll put the video I'll put the video in the link below or I'll put the video I'll put the link to the video in the description below um but after he agrees like so it sounds like as as long as we can make this make Financial sense you'd want to make your move to Kentucky yeah after he gives me that yes okay great so then Liz before we make any decisions let's get together and go over exactly how we could make this make Financial sense now instead of waiting two years out to see your family and if it does make Financial sense you can make a decision from there I've got time today at 4: or 6 what would work best for you okay so now you set an appointment but realistically statistically most of these people will not be ready to meet any time soon so your goal here is to go for the email close Okay well look Dustin it sounds like it's just a matter of time before you make this decision it's just a matter of um the market going up Liz I'd love to i' love when it comes time I'd love to help make this move you mind if I stay in touch yeah okay great um Liz I'm going to send you my info so you have it that way you can just reach out to me whenever what's a good email for you okay you don't need you don't need to you don't need to do that all right so that now what I do here is um in the create notes section y I'm going to move my little box there's a create note section and I'm going to write in uh wants to move to Kentucky to be with family in 2 years when Market goes up has to make Financial sense okay and then he's going to tell me his email um email. mail.com I just type it in here because you want to if to add an an email you need to click this add email and then okay saying email. email.com is an oh email email.com save all right and now his email is in there and when you have your so if you email integration. call tools.com they can add in a button here or they can they'll add in a button here that says for me it's follow-up boss so if I click that follow-up boss button everything in this screen gets transferred over to my CRM so my notes get here I need to save contact first but okay so now the notes are in here so now the notes get transferred into this lead this lead gets automatically created in my follow-up boss the name the phone number the email the address the notes it all gets Auto uploaded into my CRM so if you want that integration like you need to you need to contact UM Integrations atall tools.com to create that button for you and just press that button and all that information gets popped into your CRM so now it's time for um clicking a disposition let's say let's say like this is a lead that gave me all this information and he wants to make a move in the next few years I'm going to press lead captured okay and I've categorized this lead as someone that I've already called he's already told me his plans and I never want to call this guy again on call tools but I will follow up with them on my follow-up boss on my CRM okay for you for a while it's going to be KV core until you get your own CRM if you know but realistically he didn't want to do this so I'm going to delete this and I'm just going to press not interested he's not interested but maybe next year his answers are going to be different maybe he will have moving plans okay but for now I'm just going to press not interested now there's a no contact which is like sometimes it'll answer sometimes what what we'll pick up is a voicemail you know or like it just didn't go through that's when I would call no contact and it will redial the no contacts in the future to try to have them pick up okay one thing I do want to show you is recent calls okay if you go to I'm going to pause the dialer by pressing not available now it turns red now it's stopped dialing this call tools is not dialing anything anymore this is how you like pause look campaign ready no it's not it's not green campaign's in cu is oh we're still in okay so click on recent calls and that guy we just talk to us right here and we can listen to it hey yeah hey this is I'm a local realtor over in haa I'm calling about cop Wellington Drive got in it okay for mine it's kind of cutting in and out um but you can like you can copy the link to it you can like send it to people you can send this audio F you can download the audio like this is really cool um just just in case you want this you know Liz one day like when you do have enough transactions the goal here is to H is to hire isas inside sales agents to cold call for you okay you don't want to be doing this forever all day you want to hire people probably in the Philippines for $6 an hour and you want to pay them to make calls for you and do this all day you want to have a few of them and they're going to be in your call tools account and you want to be able to hear how their calls went okay so in the future like for mine I my Isa um anytime he uploads a lead he needs to include the file he needs to include the file URL he copies it adds it into the notes um below below below the actual notes of the like motivation problem what's his plans are and then he includes the file he he includes the link to the um to the audio but like keep that in mind uh Liz you want to eventually get to a point where it's not just you called calling you now have sales agents creating these leads for you while you work on more important things okay but for now it's this all day it's this all day all day all day we're just stacking these people that want to buy or sell in the next few years um and you you have to keep this in mind Liz time is so important there's there's three things I I don't know if you've seen my video on this but it's three things that creates success in this business first is the lead generation how many opportunities you create for yourself so we we have one we have created one opportunity for oursel by getting in front of this homeowner named Dustin by talking to him we did one contact that's one contact okay when you have a conversation with him and he answers at least one question of yours that's one contact you need like 40 to 60 of these a day to really maximize how much money you could potentially make okay you want to talk to as many people a day as possible this is lead generation you want to create as many opportuni ities as you can by talking to as many people as you can the second thing is conversion rate meaning like how good are you at convincing these people to meet with you and work with you and give you the answers to your questions like how well can you convert these into leads and how well can you convert these into appointments how well can you convert these into working clients okay like you have access you now have access to the conversion Academy like I want you to watch through everything that I have in there because that is designed to teach you how to have a high conversion rate okay it teaches you how to sell anyone on anything teaches you how to convince anyone to do anything that's in their best interest that's the conversion rate and the third thing is time okay when you're Circle prospecting time is so so so important Liz there's going to be days when like nothing really happens you didn't find any good leads like you're like is this even working you're going to be like I don't know like I haven't sold anything in a few months you're going to get discouraged real estate is a long-term game and this is a long-term business it's a discouraging business but just keep in mind like as long as you're doing this all day which is creating opportunities for yourself generating leads creating these people that are like yeah I want to sell in 4 months I want to sell in 3 years I want to sell in in 18 months I want to sell in 5 years I want to sell in 2 years I want to sell in 6 months you're just stacking these people lead generating with a with a good conversion rate and lead generation you are going to stack these leads in your CRM and they're not going to be ready to do anything at this point but with time that third thing the time they will be ready soon they will be ready as time goes on okay it's called pipeline maturity the people in your pipeline these leads they need to mature they need to bake in the oven cuz like three months will go by and then all of a sudden three people that you've found in the last few months they're like you know what things change and like I need to move now I need to sell my house great each of those homes are worth about 321 ,000 that's 9k per home in 3 months three of them are ready to go that's 27 Grand you made after 3 months of nothing and as you keep stacking these like you're going to get a lot more of these happening frequently to where you're like oh shoot I have 13 pendings which totals out to like over $100,000 in commissions I I just need to like close them out you know but that's because you kept lead generating that's cuz you kept stacking these leads that's cuz you stayed in the business and like left your pipeline mature you know you kept following up hey you want I you you mentioned you wanted a we spoke we spoke two months ago you mentioned you wanted to make this move um yeah hey hey we spoke uh two months ago you mentioned you want to make the move over to Kentucky to see your family is that still a plan yeah okay great yeah I know you wanted to move in like 8 months what's stopping you from doing it now well I got to do this and this and this okay well it sounds like as long as we can help you do that now like if we can solve this problem now would you want to do would would you make this move sooner yeah I would okay great then look Liz before you make any decisions let's get together and go over exactly what we could do to solve this cuz me and my team take care of that all the time and and if it makes sense for you you can make a decision from there we can meet today at 4: or 6 what works best for you and on these follow-up calls your goal is to set an appointment or get a Time update it should never be Liz it should never be to check in hey Liz just check it in like you wanted move in six months right yeah anything I could do for you at this point no okay I'll call you next month that was a useless phone call and they will never pick up your phone calls again because you're teaching them Liz gives me useless phone calls okay so never do that never check in never ask them if there's anything I could do for you at this point even if there is is too broad of a question is too vague they'll always say no okay you have to ask like what's stopping you from making this move now what is like what needs to happen for you to make this move what's stopping from doing it right now well it's this now you have an actual problem solve sometimes you can't solve it it's fine um but at least you got a Time update you got to you need to you need to stay on top of these people okay do you have any questions Liz no I watched one of your YouTube videos and I did learn that you know to always make sure you're calling with the purpose kind of yesterday you kind of like brushed over it um don't do useless questions stuff like that so I definitely know not to ask what can I do for you because always going to say no and yeah cool do you have any questions about like this whole thing at all in general um no yeah I don't remember what FN DC means it's a federal do not call list it doesn't matter it doesn't matter the great thing is like the the thing I love about call tools is that you have 10 phone numbers and if you Google the 10 if you Google your phone numbers they can't find you you know so if you do call a do not call this number and they're pissed and they want to report you they can't find you that's why I always say hey this is Aaron I'm a local realtor in the city name in Huma it's going to change every time like if it's a different city like gray hey this is Aaron I'm a local realter in Gray I'm calling about your property in Wellington drive you know I switch it up I switch it up to be local to them I don't tell them my I don't tell I don't say my uh office name it doesn't matter I just say I'm a local realtor in Gray I hope you enjoyed that call tools tutorial if you want to learn exactly how me and my agents took over a 100 listings in one month click the link in the description below to check out the conversion Academy inside the conversion Academy is my full database of knowledge of everything that I know about converting a lead into a seller into a appointment and a signed listing agreement at a high conversion rate it also gives you access to my Discord these are my agents and if you join the conversion Academy you have access to my Discord where you can cold call with me every day all day I'm literally on my Discord right I'm on my Discord right now and I am dialing with my boys all day every day unless I'm at an appointment that I need to go on the Discord includes live role plays with me like yesterday I had a guest speaker who did $50 million in sales in the last few years working only with Buyers so he taught everyone exactly what his uh buyer consultation is this is a very active and productive Discord and if you want to join me on this if you want to cold call with me every day if you want to have some accountability if you want to increase your conversion skills hop into the conversion Academy link is down below oh and don't forget my call tools link is down below for $50 off your first month my coal information link is down below for $200 off your first year and if you have any questions just reach out to me on Instagram