How to Cold Call and Generate Leads with Telemarketing Expert Richard Blank

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[casey_]: hey there and welcome to today's episode
of cash flow pro your daily real estate

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[casey_]: investing podcast and youtubechannel i'm here today
with richard blank coast erica's call center richard

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[casey_]: how are you today

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[richard_blank]: doing great case thank you so much
for having you t a guest on your

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[richard_blank]: program today

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[casey_]: absolutely man we're glad to have you
here and we're glad to have a little

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[casey_]: different perspective on on things as you
said that

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[richard_blank]: oh

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[casey_]: you don't really have any experts in
the real

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[richard_blank]: oh

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[casey_]: estate business or the cash low business
but

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[richard_blank]: oh

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[casey_]: you will bring value you will tell
story we will talk about entreprenourship we will

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[casey_]: talk about how you have built your
company

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[richard_blank]: oh

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[casey_]: and what all you have going on
so why don't you

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[richard_blank]: oh

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[casey_]: start kind of tell us a little
bit about yourself and a little bit about

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[casey_]: coast erica's call center and we will
go from there

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[richard_blank]: thanks case in fact my story begins
back in northeast philadelphia when i graduated the

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[richard_blank]: proud avington high school back in ninety
one i chose to double down on my

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[richard_blank]: favorite language which was spanish that

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[casey_]: kay

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[richard_blank]: took me to they over see arizona
to be a spanish communication major i was

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[richard_blank]: twenty seven o one in a million
opportunity to move to coast erica for just

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[richard_blank]: two months and work at my friends
call center well two years turned into so

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[richard_blank]: many years working with them up to
four years when i learn business from the

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[richard_blank]: inside and out i decided to throw
my hat in the ring of my mid

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[richard_blank]: thirties started my own call setter and
here we are today almost fifteen years in

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[richard_blank]: business i have a three hundred c
capacity center that i'm sitting on and i

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[richard_blank]: was one and a million shot that
actually paid off so very happy to be

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[richard_blank]: here and answer any questions you have
in regards to my industry and hopefully break

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[richard_blank]: some of those misconceptions people have in
regards to tell marketers and center owners

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[casey_]: yeah and i know that you know
the b to b world the business business

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[casey_]: world is a little bit different when
you start talking about cold calling and reaching

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[casey_]: out because us as business owner tend
to i don't know if we understand that

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[casey_]: that's the way business gets done right
i don't i don't do business unless people

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[casey_]: call me or i'm able to call
another business and like the sign company down

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[casey_]: the road they don't do business unless
i call and then if i have something

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[casey_]: to sell them of course you can
call them so the b to b world

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[casey_]: and the call centers and stuff is
understandable but what intrigued me when we first

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[casey_]: started talking before for the show before
we hit record was when we were talking

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[casey_]: about breaking down the gate keepers or
finding the gate keepers or trying to to

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[casey_]: get in

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[richard_blank]: oh

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[casey_]: with people that you want to talk
to the decision makers that are involved in

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[casey_]: some of these deals so i guess
the first thing i'd like to know a

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[casey_]: little more about is is the call
center maybe even the setup you all have

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[casey_]: how it works and then you know
we can talk about some of those things

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[richard_blank]: it's one of my favorite questions we
have a very nice imphastructure here case i

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[richard_blank]: have a server room have an it
support also have supervisors quality insurance departments and

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[richard_blank]: just tons of bi lingual agents that
are capable of making sales appointment setting lead

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[richard_blank]: generation even back off a support and
customers support

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[casey_]: and you are

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[richard_blank]: but

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[casey_]: in

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[richard_blank]: today

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[casey_]: coach

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[richard_blank]: a bout

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[casey_]: erica

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[richard_blank]: it

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[casey_]: right i mean is it physically in
coast rika

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[richard_blank]: that is correct

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[casey_]: okay

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[richard_blank]: we're here in brioaronquez which is a
suburb of san hose

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[casey_]: a

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[richard_blank]: smack in central america worth

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[casey_]: yep

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[richard_blank]: of panama and south

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[casey_]: i love

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[richard_blank]: and knikarogna

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[casey_]: coast i love coast rika i love
it i love it i love the people

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[casey_]: i love the area i love everything
about cost rika

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[richard_blank]: that's cool case you do some surfing
you have some fun when you are here

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[casey_]: no i'm not really built like the
surfing i did more drinking

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[richard_blank]: uh

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[casey_]: is more what i did

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[richard_blank]: uh

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[casey_]: we went out

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[richard_blank]: fully on the beach just chilling

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[casey_]: yeah we

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[richard_blank]: that's

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[casey_]: were

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[richard_blank]: great

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[casey_]: on the beach just chilling we found
a little a little like a little restaurant

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[casey_]: that was just a little hole in
the wall it was right on the beach

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[casey_]: overlooking what i can remember

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[richard_blank]: m

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[casey_]: the bay it was but we were
at the rio in cane tank of the

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[casey_]: city but anyway we flew into m
is it start with the l lisa

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[richard_blank]: leave area in the northern

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[casey_]: library

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[richard_blank]: part of the count

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[casey_]: yes

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[richard_blank]: you're up in an cost i'm

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[casey_]: i

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[richard_blank]: sure

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[casey_]: want a cost

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[richard_blank]: those

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[casey_]: that's

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[richard_blank]: vices

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[casey_]: right yep

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[richard_blank]: hm

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[casey_]: yep per veda everything was pure vida
so anyhow but sorry

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[richard_blank]: but

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[casey_]: go

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[richard_blank]: then

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[casey_]: ahead

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[richard_blank]: you understand

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[casey_]: i just wanted to make sure we
had the geography

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[richard_blank]: okay

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[casey_]: corrected

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[richard_blank]: so i'm glad you brought that up
because you got to think about nature and

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[richard_blank]: nurture i mean hey nature they're from
here and nurture the way that i train

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[richard_blank]: them and oversee and motivate them so
they're coming to the table by lingual which

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[richard_blank]: bears the mark of higher education you've
been in gosdorica we

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[casey_]: yep

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[richard_blank]: were known for our neutral accents and
in business we have the best infrastructure in

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[richard_blank]: a democratic society in central america so
there's no standing army we have a ninety

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[richard_blank]: five percent literacy rate of a very
large laborpool with skill set amazon is here

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[richard_blank]: hpntonheoricle so those are the sort of
caliber agents we're able to dedicate for your

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[richard_blank]: project now in regards to working with
them mind you being by linguals ten times

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[richard_blank]: harder than any project i'm going to
put them on so we put fear in

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[richard_blank]: per pective a lot o the times
i prefer to have someone that has no

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[richard_blank]: call center experience so i can mould
them they don't come in with bad habits

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[richard_blank]: it's very easy to teach ou crmandphone
system and also we create a very nice

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[richard_blank]: company culture i believe in gamification see
i'm an avid collector of classic american pin

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[richard_blank]: ball machines and rough collis so we
have a game room downstairs where people can

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[richard_blank]: let off steam recharge batteries hang out
with me and reduce our attrition

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[casey_]: oh

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[richard_blank]: because they make best friends and by
going old school breaking bread giving you your

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[richard_blank]: dignity extending empathy knowing your name and
investing in you i've been able to withstand

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[richard_blank]: any sort of storms and grow a
company larger than my wildest expectations and it

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[richard_blank]: can be happen if you just show
very good leadership since i am a guest

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[richard_blank]: in this country i just wanted to
feed families and extend that sort of appreciation

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[casey_]: sure

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[richard_blank]: for the opportunities that were given to
me here

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[casey_]: sure yeah um they you know that's
and that's that's something i think that gets

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[casey_]: lost in the cold calling world okay
because

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[richard_blank]: okay

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[casey_]: and i had recently went through this
with the real estate sales business right i

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[casey_]: found a girl who i didn't really
she was just so so she was really

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[casey_]: good communicator really good talker really could
really get her point across really fast but

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[richard_blank]: yes

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[casey_]: the issue with calling americans

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[richard_blank]: m

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[casey_]: is if you have the tiniest twinge
of accent as soon as you as soon

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[casey_]: as they answer the phone it's boom
and we got more hang up it was

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[casey_]: just a very frustrating process and so
i'm assuming that when you said that and

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[casey_]: i don't i don't guess i remember
the accent being very neutral in coast right

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[casey_]: i'm sure obviously you're telling me so
so it is that i just don't necessarily

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[casey_]: remember that aspect but it's that's very
very big and a lot of people don't

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[casey_]: realize how those all things add up
and and how those small things can add

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[casey_]: up over scale when you're trying to
get when you're trying to make phone calls

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[richard_blank]: allow me to assist you in that
there's a couple of crows that i've cracked

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[richard_blank]: i believe in accents like a beauty
mark it is just you know really enhances

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[casey_]: hm

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[richard_blank]: english levels as long as you have
grammar and vocabulary and active listening the accent

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[richard_blank]: once again is your special

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[casey_]: so

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[richard_blank]: sauce so i think that's okay

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[casey_]: okay

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[richard_blank]: secondly we were discussing that getting into
it company may be complicated it's challenging i

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[richard_blank]: have suggestions that work over multiple verticals
it's in your industry insurance real estate cash

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[richard_blank]: advance unit it works and it's not
going to compromise that fix value semorals first

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[richard_blank]: as depending on the list size if
you're not just in a predictive diller and

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[richard_blank]: you have the luxury of due diligence
suggestion is to look at a website or

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[richard_blank]: linked in profile because you can custom
make the call you can talk about a

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[richard_blank]: promotion a company culture any sort of
thing that you can congratulate them on but

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[richard_blank]: that's one thing that's just ammunition that
you'll be using down the road to build

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[richard_blank]: report

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[casey_]: at sales yeh hunter i mean

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[richard_blank]: i

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[casey_]: you know yeah right on the money
and your folks do that your folks individually

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[casey_]: do do do they have the time

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[richard_blank]: depending

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[casey_]: for their diligence

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[richard_blank]: on the project a lot of the
times you'll load up ten thousand numbers in

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[richard_blank]: a predictive daler and all we have
to do and this was my next step

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[richard_blank]: for you depending on the list size
is to use your anonymity as your first

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[richard_blank]: impression if you're anonymous the entire phone
call case that's extremely shady but i believe

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[richard_blank]: if you're going to be let's say
a mystery shop or somebody trying to break

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[richard_blank]: that barrier reduce stress or get that
gate or as you say out of the

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[richard_blank]: trans

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[casey_]: hm

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[richard_blank]: my suggestion is to do a company
named spike i'll say hey how's cash fro

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[richard_blank]: flow done today now i'm going to
ask about the name of your company how

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[richard_blank]: it's doing today not you directly

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[casey_]: a

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[richard_blank]: i'm going to say the name of
your company better than you do so what

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[richard_blank]: that does is to take it from
a ten of about a five in regards

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[richard_blank]: to resistance

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[casey_]: as

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[richard_blank]: and then usually someone would ask my
name and that's where we use a buffer

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[richard_blank]: boomerang technique that might have a negative
tone and so this technique that i have

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[richard_blank]: here buffer boomerang is where we will
capture your negative tone i will name drop

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[richard_blank]: the gatekeeper i will let them know
it's an excellent question repeat the question to

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[richard_blank]: show active listening and then send it
back to them in a positive so i

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[richard_blank]: can always readjust the sort of environment
now that the individual likes me and i

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[richard_blank]: get the permission or the past to
pitch as we say prior to the transferred

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[richard_blank]: call to you casey i'm gonna let
this individual how helpful they were and that

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[richard_blank]: i'm going to give them a verbal
positive escalation so when i get transferred instead

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[richard_blank]: of doing the name drop of the
company again i'm going to give the gift

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[richard_blank]: of this positive escalation of the individual
that assisted me

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[casey_]: i

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[richard_blank]: that's usually when you ask me the
buffer boom run question of my name and

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[richard_blank]: so these are the sort of things
in the beginning not saying it's a guaranteed

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00:10:23,987 --> 00:10:26,956
[richard_blank]: sale all i'm doing is helping you
land your intro

209
00:10:27,318 --> 00:10:27,462
[casey_]: yeah

210
00:10:27,678 --> 00:10:31,570
[richard_blank]: i'm getting the gatekeeper out of a
trance putting you in a certain frame of

211
00:10:31,670 --> 00:10:37,137
[richard_blank]: mind name dropping passing it along and
getting permissions and so now you're about a

212
00:10:37,217 --> 00:10:42,223
[richard_blank]: twenty percent resistance is an excellent way
to begin a phone call and then you're

213
00:10:42,263 --> 00:10:46,929
[richard_blank]: allowed hopefully you bought yourself thirty seconds
to at least a couple of minutes

214
00:10:47,228 --> 00:10:47,370
[casey_]: yep

215
00:10:47,980 --> 00:10:49,126
[richard_blank]: a chance to make your kids

216
00:10:49,490 --> 00:10:49,996
[casey_]: the elevator

217
00:10:50,010 --> 00:10:50,090
[richard_blank]: and

218
00:10:50,077 --> 00:10:50,361
[casey_]: pitch

219
00:10:50,131 --> 00:10:51,316
[richard_blank]: then that's where i think you should

220
00:10:51,248 --> 00:10:51,551
[casey_]: oh

221
00:10:51,376 --> 00:10:51,618
[richard_blank]: begin

222
00:10:53,708 --> 00:10:58,215
[casey_]: interesting very interesting very detailed and

223
00:10:58,290 --> 00:10:58,950
[richard_blank]: yeah

224
00:10:58,976 --> 00:10:59,557
[casey_]: i don't

225
00:10:59,441 --> 00:10:59,643
[richard_blank]: yes

226
00:10:59,858 --> 00:11:04,906
[casey_]: know that i really know of another
call center that i've ever dealt with that

227
00:11:04,986 --> 00:11:15,325
[casey_]: has that level of detail as far
as just the little things and it's obvious

228
00:11:15,425 --> 00:11:16,206
[casey_]: that you all have had

229
00:11:16,140 --> 00:11:16,770
[richard_blank]: oh

230
00:11:16,327 --> 00:11:21,696
[casey_]: thousands upon thousands upon thousands of calls
to practice this to work through it

231
00:11:21,881 --> 00:11:24,988
[richard_blank]: this is like fowl shot percentage compared
to half court

232
00:11:25,328 --> 00:11:25,470
[casey_]: yeah

233
00:11:25,830 --> 00:11:28,434
[richard_blank]: i didn't give you a million dollar
one just because you're my friend on the

234
00:11:28,474 --> 00:11:28,815
[richard_blank]: throat in

235
00:11:28,828 --> 00:11:28,949
[casey_]: all

236
00:11:28,855 --> 00:11:28,995
[richard_blank]: there

237
00:11:29,049 --> 00:11:29,652
[casey_]: right that's

238
00:11:29,576 --> 00:11:29,776
[richard_blank]: i did

239
00:11:29,693 --> 00:11:29,793
[casey_]: what

240
00:11:29,896 --> 00:11:30,217
[richard_blank]: mention

241
00:11:29,914 --> 00:11:30,215
[casey_]: we want

242
00:11:30,397 --> 00:11:30,978
[richard_blank]: verbally

243
00:11:31,418 --> 00:11:31,580
[casey_]: okay

244
00:11:31,519 --> 00:11:34,985
[richard_blank]: how this individual assisted me prior to
the call which was good faith you like

245
00:11:35,065 --> 00:11:39,270
[richard_blank]: me you let me budge when i
sent an email to you gonna do it

246
00:11:39,330 --> 00:11:45,561
[richard_blank]: in writing so there's a written positive
escalation shows good faith before contract if i

247
00:11:45,621 --> 00:11:49,327
[richard_blank]: happen to call your company back what
gatekeeper this individual loves me

248
00:11:49,609 --> 00:11:49,750
[casey_]: yeah

249
00:11:49,948 --> 00:11:54,600
[richard_blank]: they recognized me and they thanked me
for that positive escalation they're problygoing to tell

250
00:11:54,661 --> 00:12:00,362
[richard_blank]: me five more things about you case
before they happily transfer me or possibly give

251
00:12:00,422 --> 00:12:04,546
[richard_blank]: me direct extensions or sell numbers so
it might be a second or third touch

252
00:12:04,666 --> 00:12:10,151
[richard_blank]: approach but you're not angling in there
you're not lying what you're doing is increasing

253
00:12:10,191 --> 00:12:14,475
[richard_blank]: your percentage s by about eighty percent
to get that pass to pitch use that

254
00:12:14,535 --> 00:12:18,279
[richard_blank]: good faith and positive escalations in case
you need to give a phone call back

255
00:12:18,528 --> 00:12:23,502
[casey_]: yeah now the other question that i
have and this this may be part of

256
00:12:23,522 --> 00:12:28,341
[casey_]: this process that you're not is involved
in but i got to think you have

257
00:12:28,902 --> 00:12:31,505
[casey_]: some answers to this part of it
is

258
00:12:31,811 --> 00:12:31,831
[richard_blank]: a

259
00:12:32,306 --> 00:12:38,815
[casey_]: the list um when you're reaching out
cold

260
00:12:40,313 --> 00:12:40,860
[richard_blank]: hm

261
00:12:41,448 --> 00:12:49,843
[casey_]: where okay i want to i want
to i want to call all accredited investors

262
00:12:50,484 --> 00:13:00,704
[casey_]: that live in milwaukee wisconsin um and
i have i have this list i mean

263
00:13:01,565 --> 00:13:05,492
[casey_]: are we talking about cold outreach like
this this process that you just walked us

264
00:13:05,532 --> 00:13:08,096
[casey_]: through is this like they've never heard
of my company that have never seen me

265
00:13:08,517 --> 00:13:12,985
[casey_]: or is this they've opted into something
and want us to call what what are

266
00:13:13,065 --> 00:13:13,125
[casey_]: we

267
00:13:13,671 --> 00:13:17,783
[richard_blank]: that's up to you i'm not sure
if it's a double opted in data list

268
00:13:17,843 --> 00:13:22,401
[richard_blank]: that's a warm list if it's a
cold list that's fine too the question is

269
00:13:22,421 --> 00:13:26,941
[richard_blank]: how old is the list how updated
is it and is it beat to death

270
00:13:27,388 --> 00:13:27,491
[casey_]: yeah

271
00:13:27,562 --> 00:13:29,765
[richard_blank]: so where can you just even take
a breath or hanging up on you

272
00:13:30,348 --> 00:13:30,490
[casey_]: yeah

273
00:13:30,926 --> 00:13:34,731
[richard_blank]: the list is about a pitch over
a plate is it a whiffootball is it

274
00:13:34,771 --> 00:13:37,835
[richard_blank]: a fast ball or soft ball and
where is it landing can you nail it

275
00:13:38,118 --> 00:13:38,260
[casey_]: yeah

276
00:13:38,676 --> 00:13:44,811
[richard_blank]: and you also forget about the list
think about the soldier rifles aren't working food

277
00:13:44,891 --> 00:13:49,358
[richard_blank]: taste bad and the boots are too
tight you have low morale and possibly desertion

278
00:13:49,478 --> 00:13:51,200
[richard_blank]: and attrition rate as

279
00:13:51,252 --> 00:13:51,536
[casey_]: damn

280
00:13:51,260 --> 00:13:51,682
[richard_blank]: much as you

281
00:13:51,638 --> 00:13:51,861
[casey_]: right

282
00:13:51,802 --> 00:13:55,274
[richard_blank]: want to push something on the people
you have to make sure that they're on

283
00:13:55,334 --> 00:13:59,734
[richard_blank]: a level playing field you're giving them
lists that have been scrubbed that are updated

284
00:13:59,794 --> 00:14:03,260
[richard_blank]: but if you and i case have
to do a little bit of due diligence

285
00:14:03,741 --> 00:14:06,526
[richard_blank]: or you know any sort of skip
tracing

286
00:14:06,810 --> 00:14:07,014
[casey_]: okay

287
00:14:07,046 --> 00:14:11,475
[richard_blank]: to up date third party information that's
fine too but that does take away of

288
00:14:11,535 --> 00:14:15,283
[richard_blank]: the call count during the day and
the rhythm of the people so all of

289
00:14:15,323 --> 00:14:17,788
[richard_blank]: those things my friend need to be
taken into consideration

290
00:14:17,858 --> 00:14:22,666
[casey_]: so where here where's the best place
to buy because the thing that we've run

291
00:14:22,706 --> 00:14:26,473
[casey_]: into especially in the real estate sales
business is the quality

292
00:14:26,274 --> 00:14:26,820
[richard_blank]: hm

293
00:14:26,553 --> 00:14:29,898
[casey_]: of the data the quality of the
data is horrible

294
00:14:29,811 --> 00:14:29,993
[richard_blank]: yes

295
00:14:30,459 --> 00:14:30,699
[casey_]: number

296
00:14:30,570 --> 00:14:30,590
[richard_blank]: m

297
00:14:30,879 --> 00:14:34,522
[casey_]: two this is gonna be a two
part question because both of these things come

298
00:14:34,542 --> 00:14:43,775
[casey_]: into play is it seems that every
call that comes from any type of robo

299
00:14:43,915 --> 00:14:46,922
[casey_]: tyler gets flagged to span on my
cell phone

300
00:14:47,900 --> 00:14:48,102
[richard_blank]: okay

301
00:14:48,265 --> 00:14:53,219
[casey_]: um that was a little bit that
that took me

302
00:14:53,215 --> 00:14:53,358
[richard_blank]: yeah

303
00:14:53,279 --> 00:14:54,421
[casey_]: down a little bit i don't

304
00:14:54,330 --> 00:14:54,510
[richard_blank]: oh

305
00:14:54,561 --> 00:14:59,790
[casey_]: i don't want to i just am
trying to get through this mentally to see

306
00:14:59,850 --> 00:15:00,451
[casey_]: the picture

307
00:15:00,210 --> 00:15:00,452
[richard_blank]: oh

308
00:15:00,571 --> 00:15:05,384
[casey_]: of saying hey these are the answers
so number one where does the list come

309
00:15:05,484 --> 00:15:12,263
[casey_]: from what data sources do you all
recommend use whatever and the number two how

310
00:15:12,523 --> 00:15:17,755
[casey_]: how are you handling the pam markings
on the cell phones

311
00:15:18,801 --> 00:15:23,935
[richard_blank]: okay i do not supply the list
to the clients i have some lead brokers

312
00:15:23,995 --> 00:15:26,159
[richard_blank]: that i recommend that are friends of
mine

313
00:15:26,580 --> 00:15:26,600
[casey_]: a

314
00:15:26,870 --> 00:15:32,833
[richard_blank]: that are honest individuals and but it's
different i don't want to be accountable for

315
00:15:32,914 --> 00:15:33,777
[richard_blank]: a bad list

316
00:15:33,928 --> 00:15:37,511
[casey_]: no don't know and that's what i
kind of figured and i figured but but

317
00:15:37,792 --> 00:15:45,031
[casey_]: but you know these even the list
brokers any more which i've used several

318
00:15:44,748 --> 00:15:45,360
[richard_blank]: hm

319
00:15:45,131 --> 00:15:50,152
[casey_]: of them man just the data

320
00:15:50,040 --> 00:15:50,640
[richard_blank]: yeah

321
00:15:50,392 --> 00:15:55,078
[casey_]: always seems to be just medioce

322
00:15:54,720 --> 00:15:54,982
[richard_blank]: oh

323
00:15:56,229 --> 00:16:00,946
[casey_]: and i don't know if that's just
an industry expectation that maybe you get up

324
00:16:02,289 --> 00:16:04,233
[casey_]: a set of a thousand phone numbers
and

325
00:16:04,239 --> 00:16:04,260
[richard_blank]: m

326
00:16:04,334 --> 00:16:04,534
[casey_]: only

327
00:16:05,370 --> 00:16:06,775
[richard_blank]: it depends on the price

328
00:16:07,421 --> 00:16:07,622
[casey_]: that's

329
00:16:07,870 --> 00:16:11,658
[richard_blank]: and i've seen people go so cheap
where someone's been dead for ten years and

330
00:16:11,608 --> 00:16:11,729
[casey_]: yep

331
00:16:11,698 --> 00:16:16,930
[richard_blank]: you feel bad about it and so
i think leads have shelf lights when you

332
00:16:17,010 --> 00:16:20,616
[richard_blank]: used to call for the real estate
business cancels and expired i kind of like

333
00:16:20,656 --> 00:16:24,984
[richard_blank]: those better than this bows when you
got the sunday fhisbow list out of the

334
00:16:25,024 --> 00:16:30,435
[richard_blank]: newspaper those people they're getting tons of
calls that feel the markets hot my favorite

335
00:16:30,475 --> 00:16:32,499
[richard_blank]: where they expired in the cancels

336
00:16:32,508 --> 00:16:32,649
[casey_]: yep

337
00:16:33,540 --> 00:16:37,887
[richard_blank]: as they tested some agents you know
someone didn't buy their house i can call

338
00:16:37,967 --> 00:16:43,637
[richard_blank]: them in a very grounded humble way
and we can have a normal conversation and

339
00:16:43,797 --> 00:16:43,917
[richard_blank]: so

340
00:16:44,378 --> 00:16:44,498
[casey_]: they

341
00:16:44,438 --> 00:16:44,859
[richard_blank]: maybe

342
00:16:44,578 --> 00:16:49,947
[casey_]: actually get a letter from my office
we we send we send a letter signed

343
00:16:49,987 --> 00:16:54,595
[casey_]: with blue ink um stamped very personal

344
00:16:54,733 --> 00:16:55,320
[richard_blank]: hm

345
00:16:55,316 --> 00:17:01,346
[casey_]: so you're right because those folks have
been warmed up by other means they're in

346
00:17:01,366 --> 00:17:07,396
[casey_]: a different spot um and you're right
you're i can't even begin to tell you

347
00:17:07,456 --> 00:17:08,885
[casey_]: how right you are when talk about
the

348
00:17:08,910 --> 00:17:09,231
[richard_blank]: oh

349
00:17:08,946 --> 00:17:12,854
[casey_]: cost and the cost of good data

350
00:17:13,740 --> 00:17:13,760
[richard_blank]: m

351
00:17:13,768 --> 00:17:19,422
[casey_]: is the exchange for the hours that
takes people to compile that data because some

352
00:17:19,483 --> 00:17:23,664
[casey_]: of that data can be done computer
wise but some of it has to be

353
00:17:24,706 --> 00:17:31,513
[casey_]: some of it has to be physical
people seeing what's going on to put stuff

354
00:17:31,593 --> 00:17:32,856
[casey_]: together and that cost

355
00:17:33,192 --> 00:17:39,034
[richard_blank]: sorry how about this like blake was
telling everyone in glen garry glen ross that

356
00:17:39,074 --> 00:17:43,277
[richard_blank]: the leads are good and he can
make fifteen grand in two hours even though

357
00:17:43,618 --> 00:17:45,239
[richard_blank]: jack lemon said the leads were weak

358
00:17:45,548 --> 00:17:46,091
[casey_]: uh

359
00:17:46,120 --> 00:17:47,382
[richard_blank]: the leads could be severely

360
00:17:47,277 --> 00:17:47,706
[casey_]: uh oh

361
00:17:47,442 --> 00:17:51,268
[richard_blank]: wigged i could be calling for an
ice cream company and it's a bit company

362
00:17:51,328 --> 00:17:52,891
[richard_blank]: your lead is way off unless

363
00:17:52,669 --> 00:17:52,812
[casey_]: yeah

364
00:17:53,031 --> 00:17:59,690
[richard_blank]: they are looking for cash advances or
something like that but let's just a the

365
00:17:59,771 --> 00:18:05,366
[richard_blank]: list is old enough where someone retired
company down sized were bought out or you

366
00:18:05,446 --> 00:18:11,576
[richard_blank]: just get transferred because the number changed
into the mail room or another department those

367
00:18:11,697 --> 00:18:17,226
[richard_blank]: leads could still be good possibly better
once again in the positive escalation the more

368
00:18:17,246 --> 00:18:21,493
[richard_blank]: that i get transferred around even if
it's not c directly but three people prior

369
00:18:22,014 --> 00:18:24,658
[richard_blank]: even though i don't have his number
because it's old or it's a new number

370
00:18:24,778 --> 00:18:27,763
[richard_blank]: the new location wait till i get
you on the phone i'm going to talk

371
00:18:27,803 --> 00:18:30,267
[richard_blank]: to you about billy and i you
know the

372
00:18:30,240 --> 00:18:30,260
[casey_]: i

373
00:18:30,328 --> 00:18:33,813
[richard_blank]: mail room atherine who answered the phone
and tom who was

374
00:18:33,818 --> 00:18:34,127
[casey_]: oh

375
00:18:33,894 --> 00:18:34,234
[richard_blank]: in it

376
00:18:34,779 --> 00:18:34,923
[casey_]: yeah

377
00:18:34,875 --> 00:18:37,259
[richard_blank]: i finally got you an you're goin
to laugh and say how did you speak

378
00:18:37,319 --> 00:18:38,101
[richard_blank]: to all these people

379
00:18:38,240 --> 00:18:38,321
[casey_]: ah

380
00:18:38,561 --> 00:18:43,349
[richard_blank]: and so as long as you can
as i said skip tracing third party in

381
00:18:43,590 --> 00:18:47,022
[richard_blank]: atin up dating you're not making a
hundred and fifty calls a day now you

382
00:18:47,062 --> 00:18:52,041
[richard_blank]: might be at one fifteen because you're
fixing the list it could be just something

383
00:18:52,101 --> 00:18:54,806
[richard_blank]: that's a car that just needs to
be worked on a little bit of tire

384
00:18:54,886 --> 00:18:55,327
[richard_blank]: change

385
00:18:55,539 --> 00:18:55,721
[casey_]: yeah

386
00:18:55,767 --> 00:18:59,674
[richard_blank]: and i can see the validity of
a list it's good it just might not

387
00:18:59,734 --> 00:19:02,659
[richard_blank]: be so updated but then on the
flip side i might have never had a

388
00:19:02,699 --> 00:19:06,605
[richard_blank]: chance this the three of your people
which will reduce your defense by me seven

389
00:19:06,665 --> 00:19:11,033
[richard_blank]: minutes and i got three positive and
written escalations that no other guy did and

390
00:19:11,133 --> 00:19:15,761
[richard_blank]: so really look at it like that
and how we're doing it and you're thinking

391
00:19:15,821 --> 00:19:19,767
[richard_blank]: that every list is just going to
be people waiting by the phone with credit

392
00:19:19,807 --> 00:19:22,993
[richard_blank]: card at the ready everybody wants those
lead you got to

393
00:19:22,970 --> 00:19:23,031
[casey_]: you

394
00:19:23,113 --> 00:19:23,513
[richard_blank]: indiana

395
00:19:23,174 --> 00:19:23,439
[casey_]: for it

396
00:19:23,594 --> 00:19:25,016
[richard_blank]: jones and sometimes you got to dig

397
00:19:25,468 --> 00:19:25,610
[casey_]: yep

398
00:19:25,577 --> 00:19:28,906
[richard_blank]: and zigandzag to be able to that
treasure and get out of there and so

399
00:19:29,548 --> 00:19:35,714
[richard_blank]: maybe some that's why i mentioned looking
at websites looking at linked in profiles it

400
00:19:35,794 --> 00:19:40,101
[richard_blank]: takes thirty seconds to a minute reduces
call count but you could be updating that

401
00:19:40,181 --> 00:19:44,068
[richard_blank]: list which is seventy percent done and
instead of spending five dollars leak now

402
00:19:44,020 --> 00:19:44,122
[casey_]: oh

403
00:19:44,108 --> 00:19:47,578
[richard_blank]: you're doing two dollars a lee spending
thirty seconds to look something up and use

404
00:19:47,618 --> 00:19:50,248
[richard_blank]: that money for incentive so you got
to look at it that way too

405
00:19:50,568 --> 00:19:54,634
[casey_]: yeah well and at the end of
the day i think a lot of people

406
00:19:54,735 --> 00:19:57,800
[casey_]: come into these businesses i know people
that are new

407
00:19:57,669 --> 00:19:57,690
[richard_blank]: m

408
00:19:58,140 --> 00:20:03,728
[casey_]: to the cold calling and new to
basically any type of le generation oh what

409
00:20:03,828 --> 00:20:09,337
[casey_]: i have found in trying to teach
some of this from my perspective is is

410
00:20:09,397 --> 00:20:14,326
[casey_]: a lot of people's expectations are like
like you just said they expect like somebody

411
00:20:14,386 --> 00:20:17,551
[casey_]: to answer the phone and say my
god yes i was just sitting here waiting

412
00:20:17,631 --> 00:20:21,397
[casey_]: for you to call because i'm ready
to list my house right now can

413
00:20:21,353 --> 00:20:21,454
[richard_blank]: the

414
00:20:21,437 --> 00:20:21,498
[casey_]: you

415
00:20:21,494 --> 00:20:21,696
[richard_blank]: wolf

416
00:20:21,578 --> 00:20:21,698
[casey_]: come

417
00:20:21,757 --> 00:20:21,797
[richard_blank]: of

418
00:20:21,798 --> 00:20:21,998
[casey_]: over

419
00:20:21,878 --> 00:20:22,525
[richard_blank]: wall street

420
00:20:22,619 --> 00:20:23,501
[casey_]: yeah can you come

421
00:20:23,351 --> 00:20:23,775
[richard_blank]: one cold

422
00:20:23,621 --> 00:20:23,902
[casey_]: over

423
00:20:23,856 --> 00:20:24,645
[richard_blank]: call close

424
00:20:24,563 --> 00:20:28,090
[casey_]: yeah can you come over in an
hour and i'll sign documents it's just as

425
00:20:28,131 --> 00:20:30,783
[casey_]: good as a check um and so

426
00:20:30,910 --> 00:20:32,198
[richard_blank]: you do get those though

427
00:20:32,178 --> 00:20:32,378
[casey_]: that's

428
00:20:32,279 --> 00:20:32,440
[richard_blank]: every

429
00:20:32,499 --> 00:20:32,799
[casey_]: right

430
00:20:32,521 --> 00:20:33,084
[richard_blank]: now and again

431
00:20:33,040 --> 00:20:39,987
[casey_]: but you have to go through two
thousand five thousand ten thousand twenty thousand others

432
00:20:40,088 --> 00:20:42,635
[casey_]: to get to that one yeah you're
right every once in a while

433
00:20:42,720 --> 00:20:46,106
[richard_blank]: baseball card pack you get your gum
but you might get an all star i

434
00:20:46,146 --> 00:20:46,447
[richard_blank]: don't know

435
00:20:46,448 --> 00:20:46,528
[casey_]: at's

436
00:20:46,567 --> 00:20:46,647
[richard_blank]: you

437
00:20:46,648 --> 00:20:46,789
[casey_]: right

438
00:20:46,728 --> 00:20:47,068
[richard_blank]: tell me

439
00:20:47,190 --> 00:20:51,906
[casey_]: that's right but you don't know unless
you try so when we start

440
00:20:51,710 --> 00:20:53,352
[richard_blank]: that's why you got to build up
to it my friend

441
00:20:53,428 --> 00:20:53,851
[casey_]: that's right

442
00:20:53,913 --> 00:20:59,543
[richard_blank]: i don't know what sort of on
boarding training rebuttal rhetoric quality assurance and dedicated

443
00:20:59,583 --> 00:21:01,025
[richard_blank]: practice that these agents were doing

444
00:21:01,228 --> 00:21:01,349
[casey_]: yep

445
00:21:01,466 --> 00:21:04,435
[richard_blank]: if you're expecting plug and play you're
not going to ave a strong army

446
00:21:04,719 --> 00:21:14,736
[casey_]: well this this whole exscalation positive escalationum
ja is really jazit'sit's the good stuff i

447
00:21:14,796 --> 00:21:17,981
[casey_]: mean because that's exactly what you have
to do you take somebody's negative and you

448
00:21:18,061 --> 00:21:22,669
[casey_]: push it back into their head as
a positive and once you start i feel

449
00:21:22,689 --> 00:21:27,497
[casey_]: like once you start building them up
and make the call or make the transaction

450
00:21:27,597 --> 00:21:32,044
[casey_]: or make whatever about them not about
you it's about

451
00:21:32,280 --> 00:21:32,582
[richard_blank]: oh

452
00:21:32,345 --> 00:21:37,614
[casey_]: them and there that's when things tend
to flip that's when the script flips and

453
00:21:37,954 --> 00:21:43,243
[casey_]: you're able to really move towards closing
so let's talk a little bit about when

454
00:21:43,744 --> 00:21:46,809
[casey_]: you make the call you said you
make the call here you're working with them

455
00:21:46,869 --> 00:21:52,018
[casey_]: you're talking to him or your your
your agents or your your call center employees

456
00:21:52,218 --> 00:21:55,924
[casey_]: are working in the middle of pinball
games um

457
00:21:55,740 --> 00:21:55,942
[richard_blank]: oh

458
00:21:56,485 --> 00:21:58,989
[casey_]: they get get a warm lead

459
00:21:58,869 --> 00:21:58,890
[richard_blank]: m

460
00:21:59,430 --> 00:22:03,276
[casey_]: hey you know my husband and i
were just sitting around talking yesterday we think

461
00:22:03,517 --> 00:22:06,943
[casey_]: you know we're thinking about we might
put the house on the market in a

462
00:22:06,983 --> 00:22:09,647
[casey_]: couple of weeks what happens to that
call right then

463
00:22:11,350 --> 00:22:16,499
[richard_blank]: depending on the client i love red
bat phones sometimes we do hotly transfers and

464
00:22:16,539 --> 00:22:20,506
[richard_blank]: we stay on the line to do
a warm transfer keep them ready until you

465
00:22:20,626 --> 00:22:25,795
[richard_blank]: pick up do the proper interjection case
see m jones is on the phone and

466
00:22:25,855 --> 00:22:30,382
[richard_blank]: he wants to sell his house three
bedrooms to bass on main street i'll stay

467
00:22:30,462 --> 00:22:31,825
[richard_blank]: on the line for just to make

468
00:22:31,748 --> 00:22:31,971
[casey_]: oh

469
00:22:31,905 --> 00:22:35,230
[richard_blank]: sure and then a lot of the
times our agents after the transfer and then

470
00:22:35,310 --> 00:22:38,033
[richard_blank]: once again jones is going to tell
you how amazing i was so i get

471
00:22:38,093 --> 00:22:39,235
[richard_blank]: my positive escalation

472
00:22:39,544 --> 00:22:40,211
[casey_]: with me yeah

473
00:22:40,096 --> 00:22:43,861
[richard_blank]: i'm goin a stay on line and
i'm going to be on mute so i

474
00:22:43,961 --> 00:22:49,542
[richard_blank]: can listen to case clothes and which
will enable me to qualify the leads better

475
00:22:49,682 --> 00:22:51,308
[richard_blank]: understand your system better

476
00:22:51,108 --> 00:22:51,229
[casey_]: yeah

477
00:22:52,010 --> 00:22:54,772
[richard_blank]: give me a chance to breathe because
i just brought one in let him hang

478
00:22:54,832 --> 00:22:56,293
[richard_blank]: out for a minute in the lock
room and

479
00:22:56,691 --> 00:22:56,772
[casey_]: to

480
00:22:56,754 --> 00:22:58,055
[richard_blank]: see what case can do and

481
00:22:57,973 --> 00:22:58,117
[casey_]: yeah

482
00:22:58,135 --> 00:23:02,739
[richard_blank]: so that's the sort of shadowing that
we do from mentors like yourself

483
00:23:03,555 --> 00:23:03,696
[casey_]: and

484
00:23:03,740 --> 00:23:03,800
[richard_blank]: and

485
00:23:03,757 --> 00:23:03,979
[casey_]: that's

486
00:23:03,860 --> 00:23:06,204
[richard_blank]: how you're investing in the agent to
take the ball further

487
00:23:06,032 --> 00:23:06,115
[casey_]: ah

488
00:23:06,244 --> 00:23:08,368
[richard_blank]: down the field for touchdowns

489
00:23:08,258 --> 00:23:10,172
[casey_]: that's right that's right it's probably

490
00:23:09,850 --> 00:23:13,134
[richard_blank]: or i'll do an online anger or
i'll send something and do a follow up

491
00:23:13,194 --> 00:23:16,679
[richard_blank]: call and in a lot of the
times case let's say you're showing up tomorrow

492
00:23:17,410 --> 00:23:20,923
[richard_blank]: i'm going to call an hour prior
before you hop in your car just to

493
00:23:20,963 --> 00:23:24,742
[richard_blank]: make sure m jones is ready at
the red papers that the ready

494
00:23:25,243 --> 00:23:25,263
[casey_]: a

495
00:23:25,363 --> 00:23:30,131
[richard_blank]: lemonade to refresh you after your long
drive and to get things going and so

496
00:23:30,632 --> 00:23:31,974
[richard_blank]: we keep that momentum

497
00:23:32,408 --> 00:23:33,158
[casey_]: yeah

498
00:23:32,495 --> 00:23:34,879
[richard_blank]: and we don't let them think there
are one and a don this is a

499
00:23:34,939 --> 00:23:37,721
[richard_blank]: cots a service you're extending

500
00:23:37,597 --> 00:23:37,900
[casey_]: well

501
00:23:37,782 --> 00:23:40,088
[richard_blank]: to them you're not on a guy
that's flipping homes

502
00:23:40,208 --> 00:23:46,718
[casey_]: and that was my big mistake was
not treating that initial call as a cancer

503
00:23:46,879 --> 00:23:47,299
[casey_]: service

504
00:23:47,430 --> 00:23:49,380
[richard_blank]: yeah

505
00:23:47,860 --> 00:23:51,727
[casey_]: i was treating that initial call we
don't we weren't even i was so

506
00:23:51,840 --> 00:23:52,105
[richard_blank]: oh

507
00:23:51,907 --> 00:23:53,191
[casey_]: green at it and so

508
00:23:53,833 --> 00:23:54,039
[richard_blank]: yes

509
00:23:54,276 --> 00:23:55,801
[casey_]: dumb at it if you will

510
00:23:55,850 --> 00:23:55,870
[richard_blank]: a

511
00:23:56,544 --> 00:24:00,803
[casey_]: that we didn't like we were doing
no pre qualification my

512
00:24:00,870 --> 00:24:01,860
[richard_blank]: yeah

513
00:24:00,883 --> 00:24:05,360
[casey_]: girl was simply saying hey this is
i can't remember she worked for me for

514
00:24:05,401 --> 00:24:09,387
[casey_]: a couple of months i remember her
name this is just this is gin with

515
00:24:09,487 --> 00:24:13,694
[casey_]: case brown we were wondering if you
wanted to if you were interested in selling

516
00:24:13,714 --> 00:24:15,057
[casey_]: your house or not

517
00:24:15,150 --> 00:24:15,495
[richard_blank]: oh

518
00:24:15,177 --> 00:24:16,840
[casey_]: you know or if you knew anybody
that

519
00:24:16,830 --> 00:24:17,092
[richard_blank]: oh

520
00:24:16,900 --> 00:24:21,329
[casey_]: was or that is interest in sling
mean something along those lines and

521
00:24:21,300 --> 00:24:21,522
[richard_blank]: oh

522
00:24:21,569 --> 00:24:28,431
[casey_]: so there was there was basically no
chance for us and then you threw the

523
00:24:28,552 --> 00:24:34,161
[casey_]: accent on top of that which again
the filipino people very near and dear to

524
00:24:34,221 --> 00:24:38,408
[casey_]: my heart so i don't mean anything
any of my girls that may listen this

525
00:24:38,548 --> 00:24:42,835
[casey_]: or or edit this or whatever please
know that i love you all and always

526
00:24:42,916 --> 00:24:48,064
[casey_]: will but that you threw that accent
on top of that it just led to

527
00:24:48,665 --> 00:24:54,054
[casey_]: phones getting slam down and that was
the end of it and so but again

528
00:24:54,114 --> 00:24:57,380
[casey_]: when you start talking about it and
you start placing it under the umbrella of

529
00:24:57,480 --> 00:25:04,360
[casey_]: being a concierge that changes it completely
changes it no um

530
00:25:04,120 --> 00:25:05,141
[richard_blank]: i couldn't agree with you more

531
00:25:05,369 --> 00:25:05,530
[casey_]: yeah

532
00:25:05,481 --> 00:25:08,184
[richard_blank]: it makes it easier for the agents
so they can jump clouds

533
00:25:08,309 --> 00:25:08,756
[casey_]: that's right

534
00:25:08,665 --> 00:25:12,209
[richard_blank]: they're not forcing fits and they're not
burning out that's important for him

535
00:25:12,538 --> 00:25:17,527
[casey_]: that's right so obviously all of this
stuff has a has a pretty sizable size

536
00:25:17,627 --> 00:25:23,941
[casey_]: i'm sure a sizable cost with it
the the but so you all take it

537
00:25:24,002 --> 00:25:27,193
[casey_]: in like an excel spread sheet and
then upload it into your dialer and then

538
00:25:27,293 --> 00:25:27,835
[casey_]: go from there

539
00:25:29,090 --> 00:25:32,799
[richard_blank]: if you're using our infrastructure a lot
of the times will be logging into the

540
00:25:32,859 --> 00:25:36,708
[richard_blank]: clients system either way it's very important
for us to be able to have access

541
00:25:37,550 --> 00:25:42,205
[richard_blank]: the recording so we can grade and
coach them accordingly and once again if a

542
00:25:42,265 --> 00:25:47,536
[richard_blank]: lead comes in accountable for it and
we can send it to you so prior

543
00:25:47,657 --> 00:25:50,522
[richard_blank]: to the meeting you might be able
to listen to the build up as well

544
00:25:50,642 --> 00:25:51,443
[richard_blank]: and the sort of

545
00:25:51,428 --> 00:25:52,118
[casey_]: oh

546
00:25:51,504 --> 00:25:55,984
[richard_blank]: things that were brought up that will
assist you to close the deal but you

547
00:25:56,004 --> 00:26:01,013
[richard_blank]: know it's really an investment in the
process it's really important that you have a

548
00:26:01,174 --> 00:26:05,060
[richard_blank]: script that as you say you're just
not grinding the calls and you'll get your

549
00:26:05,140 --> 00:26:09,407
[richard_blank]: numbers but there is a finesse to
it you just weren't polished that you just

550
00:26:09,447 --> 00:26:14,201
[richard_blank]: didn't have the experience to know to
cut the fat and use certain semantics to

551
00:26:14,261 --> 00:26:16,208
[richard_blank]: be a little more diplomatic and strategic

552
00:26:16,638 --> 00:26:16,759
[casey_]: yeah

553
00:26:16,950 --> 00:26:20,387
[richard_blank]: move things forward a little bit more
asking open ended questions

554
00:26:20,448 --> 00:26:20,629
[casey_]: yeah

555
00:26:21,020 --> 00:26:22,734
[richard_blank]: little more acquire lift things you know

556
00:26:22,948 --> 00:26:27,755
[casey_]: and then i had a little bit
of a cultural bert barrier trying to explain

557
00:26:27,855 --> 00:26:29,688
[casey_]: those things to

558
00:26:29,671 --> 00:26:29,956
[richard_blank]: like why

559
00:26:31,010 --> 00:26:36,159
[casey_]: exactly what you just said semantics and
using open ended questions i mean because these

560
00:26:36,439 --> 00:26:39,003
[casey_]: like when you when you start dealing
with and my

561
00:26:39,022 --> 00:26:39,063
[richard_blank]: m

562
00:26:39,124 --> 00:26:45,454
[casey_]: issue with dealing with the couple of
philippine girls that i had was explaining why

563
00:26:45,735 --> 00:26:54,224
[casey_]: things mean different what explaining how things
were different over here like when they said

564
00:26:54,264 --> 00:26:59,518
[casey_]: what i'm trying to even think of
an example like they couldn't just

565
00:26:59,550 --> 00:27:00,021
[richard_blank]: my

566
00:26:59,558 --> 00:27:02,984
[casey_]: didn't have any feeling behind talking if
that makes sense and they were like what

567
00:27:03,244 --> 00:27:06,490
[casey_]: you mean feeling what and i'm like
listen no you have to let these people

568
00:27:06,530 --> 00:27:10,576
[casey_]: know that you care you have to
let them know that this call is about

569
00:27:10,616 --> 00:27:13,501
[casey_]: them what you mean a mean and
they were just like no we want to

570
00:27:13,541 --> 00:27:18,810
[casey_]: get and so it was it was
really a cultural thing i think where they're

571
00:27:19,171 --> 00:27:23,698
[casey_]: they're in a like people think the
united states is fast paced and you ought

572
00:27:23,738 --> 00:27:28,543
[casey_]: to hear those some of those girls
they just boom boom and if they're not

573
00:27:28,623 --> 00:27:31,667
[casey_]: rocking through numbers like they would judge
their day based on how many calls they

574
00:27:31,707 --> 00:27:32,047
[casey_]: could make

575
00:27:33,147 --> 00:27:33,720
[richard_blank]: hm

576
00:27:33,303 --> 00:27:37,969
[casey_]: and it didn't matter at the end
of the day it didn't matter what the

577
00:27:38,150 --> 00:27:42,806
[casey_]: what happened after that they just knew
they had to make these calls

578
00:27:43,600 --> 00:27:49,449
[richard_blank]: you're looking at off shore centers india
philippines middle east compared to the near shore

579
00:27:49,930 --> 00:27:51,012
[richard_blank]: which is coast a rico we're

580
00:27:51,028 --> 00:27:51,150
[casey_]: yeah

581
00:27:51,092 --> 00:27:54,798
[richard_blank]: on mountain time zone a couple of
hours away and i guess you would say

582
00:27:55,179 --> 00:27:59,867
[richard_blank]: that we're or attuned to the north
american market in that way a lot of

583
00:27:59,907 --> 00:28:03,473
[richard_blank]: my agents have lived in the united
states a family there or just know a

584
00:28:03,533 --> 00:28:06,037
[richard_blank]: lot of people like myself that have
moved to coast arica and

585
00:28:06,008 --> 00:28:06,170
[casey_]: sure

586
00:28:06,057 --> 00:28:06,678
[richard_blank]: made it our home

587
00:28:07,178 --> 00:28:07,699
[casey_]: man i'll tell

588
00:28:07,642 --> 00:28:07,723
[richard_blank]: and

589
00:28:07,739 --> 00:28:07,819
[casey_]: you

590
00:28:07,865 --> 00:28:07,987
[richard_blank]: so

591
00:28:07,879 --> 00:28:11,686
[casey_]: what the americans that have that have
got on to coast doria and that i

592
00:28:11,786 --> 00:28:14,731
[casey_]: know personally that i know i mean
there's like five

593
00:28:14,676 --> 00:28:15,210
[richard_blank]: hm

594
00:28:14,791 --> 00:28:18,557
[casey_]: or six families that i know personally
and i'm like you know and i'm pretty

595
00:28:19,438 --> 00:28:22,903
[casey_]: pretty middle of the road kind of
guy so i got to thank hey if

596
00:28:23,003 --> 00:28:26,690
[casey_]: i know five or six people my
god some of these i mean coast rica

597
00:28:26,750 --> 00:28:31,798
[casey_]: must just and i've heard there's a
housing crisis um i think things are hit

598
00:28:31,858 --> 00:28:37,147
[casey_]: down there right now right because covid
hit him hard hard hard and then it's

599
00:28:37,187 --> 00:28:41,655
[casey_]: like all of a sudden just one
day it was life back to normal plus

600
00:28:41,735 --> 00:28:42,356
[casey_]: some right

601
00:28:44,180 --> 00:28:46,846
[richard_blank]: exactly and you got to know where
to look you got to know who to

602
00:28:46,886 --> 00:28:47,247
[richard_blank]: talk to

603
00:28:47,569 --> 00:28:47,751
[casey_]: sure

604
00:28:47,748 --> 00:28:50,695
[richard_blank]: there are some meals down here and
it's still about a third of the cost

605
00:28:50,775 --> 00:28:51,737
[richard_blank]: of the united states but

606
00:28:51,649 --> 00:28:51,992
[casey_]: yes

607
00:28:51,777 --> 00:28:51,938
[richard_blank]: yeah

608
00:28:52,640 --> 00:28:52,842
[casey_]: yes

609
00:28:52,880 --> 00:28:58,332
[richard_blank]: ovid packed its punch with the restrictions
and regulations and you know in fact let's

610
00:28:58,392 --> 00:29:02,122
[richard_blank]: talk about my center for a second
were a brick and mortar we have internet

611
00:29:02,203 --> 00:29:07,771
[richard_blank]: redundancy a back up generator and immediate
it support i was fortunate enough in my

612
00:29:07,933 --> 00:29:12,238
[richard_blank]: industry have the majority of my agents
i sent eighty per cent of them home

613
00:29:13,060 --> 00:29:16,166
[richard_blank]: lost a few accounts and reduced a
few but in fact i didn't go out

614
00:29:16,206 --> 00:29:20,174
[richard_blank]: of business and i was flexible enough
to be able to handle that but you

615
00:29:20,234 --> 00:29:22,418
[richard_blank]: lost something there's energy here

616
00:29:22,988 --> 00:29:23,008
[casey_]: m

617
00:29:23,160 --> 00:29:26,425
[richard_blank]: we were mentioning breaking bread and pin
ball machines well if eighty percent of the

618
00:29:26,445 --> 00:29:29,670
[richard_blank]: people at home you know where's that
positive reinforcement

619
00:29:29,788 --> 00:29:30,252
[casey_]: that's right

620
00:29:30,171 --> 00:29:30,732
[richard_blank]: i missed that

621
00:29:30,918 --> 00:29:31,120
[casey_]: that's

622
00:29:31,013 --> 00:29:31,313
[richard_blank]: and that's

623
00:29:31,221 --> 00:29:31,383
[casey_]: right

624
00:29:31,373 --> 00:29:35,460
[richard_blank]: my own that's the gravy that's my
desert is when i get to walk the

625
00:29:35,520 --> 00:29:38,505
[richard_blank]: roads and spend time with the individuals
that work with me and put wind

626
00:29:38,539 --> 00:29:38,682
[casey_]: yeah

627
00:29:38,565 --> 00:29:42,512
[richard_blank]: in my sales and so we kind
of lost that a little bit and now

628
00:29:42,592 --> 00:29:44,255
[richard_blank]: when you want to scale and recruit

629
00:29:44,318 --> 00:29:45,278
[casey_]: yeah

630
00:29:44,876 --> 00:29:48,845
[richard_blank]: there is leverage it is a sellers
mark and some of these phenomenal agents are

631
00:29:48,985 --> 00:29:55,877
[richard_blank]: specifically asking work from home which i
have no problem with but casey prior to

632
00:29:55,957 --> 00:29:58,942
[richard_blank]: sending you home and never seeing you
again can you at least come in for

633
00:29:59,002 --> 00:30:00,885
[richard_blank]: a couple of days so i can
meet you and

634
00:30:00,909 --> 00:30:01,073
[casey_]: yeah

635
00:30:00,985 --> 00:30:02,247
[richard_blank]: sit in the cubocowith you and

636
00:30:02,539 --> 00:30:02,721
[casey_]: sure

637
00:30:02,668 --> 00:30:05,973
[richard_blank]: and then i'll say you know but
i don't want to have a virtual relation

638
00:30:06,093 --> 00:30:09,718
[richard_blank]: but i still want to have a
company culture where people know one another and

639
00:30:09,758 --> 00:30:10,619
[richard_blank]: can support each other

640
00:30:10,898 --> 00:30:11,979
[casey_]: yeah absolutely

641
00:30:12,092 --> 00:30:12,233
[richard_blank]: thank

642
00:30:12,240 --> 00:30:12,681
[casey_]: absolutely

643
00:30:12,293 --> 00:30:12,394
[richard_blank]: you

644
00:30:13,061 --> 00:30:16,507
[casey_]: awesome well richard thank you so much
for the talk i know that this was

645
00:30:16,587 --> 00:30:19,913
[casey_]: been very educational for a lot of
people to kind of get a peak behind

646
00:30:19,953 --> 00:30:24,140
[casey_]: the call because you know cold calling
in this business especial the capital raising business

647
00:30:24,520 --> 00:30:26,484
[casey_]: well really from two fronts you've got
the capital

648
00:30:26,340 --> 00:30:26,604
[richard_blank]: oh

649
00:30:26,524 --> 00:30:30,170
[casey_]: raising side of things and then you've
got the property search side of things and

650
00:30:30,190 --> 00:30:30,470
[casey_]: that could

651
00:30:30,411 --> 00:30:30,471
[richard_blank]: so

652
00:30:30,530 --> 00:30:35,378
[casey_]: even include calling agents you know we
were talking about from a real agents perspective

653
00:30:35,459 --> 00:30:40,948
[casey_]: calling potential listings or people ready to
sell their properties but from the capitalizing and

654
00:30:41,008 --> 00:30:43,632
[casey_]: the s and the commercial real estate
side that could

655
00:30:43,590 --> 00:30:43,831
[richard_blank]: oh

656
00:30:43,712 --> 00:30:50,964
[casey_]: mean us as as fund managers us
as as as indicators calling agents a list

657
00:30:51,024 --> 00:30:52,026
[casey_]: of agents saying hey do

658
00:30:52,080 --> 00:30:52,100
[richard_blank]: m

659
00:30:52,086 --> 00:30:52,807
[casey_]: you have any properties

660
00:30:52,786 --> 00:30:53,190
[richard_blank]: hm

661
00:30:52,848 --> 00:30:58,557
[casey_]: available so all of that definitely plays
into this big conglomerate in and

662
00:30:58,942 --> 00:30:59,043
[richard_blank]: oh

663
00:30:58,958 --> 00:31:02,203
[casey_]: we're definitely going to put all of
your information in the show notes but before

664
00:31:02,281 --> 00:31:02,462
[richard_blank]: thanks

665
00:31:02,343 --> 00:31:02,423
[casey_]: we

666
00:31:02,523 --> 00:31:02,785
[richard_blank]: katy

667
00:31:03,205 --> 00:31:07,512
[casey_]: before we get ready to get off
the call today i would like to ask

668
00:31:07,572 --> 00:31:10,978
[casey_]: you a couple of questions and the
first of those questions is what is the

669
00:31:11,078 --> 00:31:11,299
[casey_]: best

670
00:31:11,499 --> 00:31:11,520
[richard_blank]: m

671
00:31:11,519 --> 00:31:14,246
[casey_]: book that you have recently read or
are currently reading

672
00:31:15,830 --> 00:31:22,121
[richard_blank]: my favorite book is anthony adverse harvey
allen in the nineteen thirties very long it's

673
00:31:22,241 --> 00:31:25,208
[richard_blank]: one thousand two hundred and thirty four
pages but i think you'll enjoy it

674
00:31:25,408 --> 00:31:31,929
[casey_]: wow that's yeah that that's an that's
a good one that's the first time we've

675
00:31:31,989 --> 00:31:33,791
[casey_]: ever had that one so all right
well

676
00:31:33,703 --> 00:31:33,887
[richard_blank]: oh

677
00:31:33,811 --> 00:31:37,996
[casey_]: the next question is what is a
dream vacation that you have taken or hoped

678
00:31:38,056 --> 00:31:38,357
[casey_]: to take

679
00:31:40,220 --> 00:31:44,267
[richard_blank]: a dream vacation i guess it would
be skin because i haven't seen snow in

680
00:31:44,347 --> 00:31:44,908
[richard_blank]: decades

681
00:31:44,938 --> 00:31:45,099
[casey_]: yeah

682
00:31:45,489 --> 00:31:49,676
[richard_blank]: so and playing the snow my wife
is cost to reek and so she guys

683
00:31:49,716 --> 00:31:53,944
[richard_blank]: to ski for the first time i
want to build snow men go sledding have

684
00:31:54,024 --> 00:31:55,948
[richard_blank]: snowball fights through the whole shebang

685
00:31:56,278 --> 00:31:59,743
[casey_]: yeah yeah that's if you've been in
coast rica you definitely haven't seen snow you

686
00:31:59,964 --> 00:32:03,930
[casey_]: bet think people in arizona have probably
seen snow since the last time you have

687
00:32:04,031 --> 00:32:08,037
[casey_]: so awesome well listen richard how can
the listeners if they heard something if they

688
00:32:08,077 --> 00:32:10,441
[casey_]: want get in touch with you they
want t learn more about your programs what

689
00:32:10,501 --> 00:32:13,425
[casey_]: you all have available what you have
to offer what is the best way for

690
00:32:13,485 --> 00:32:14,307
[casey_]: people to get in touch with you

691
00:32:15,281 --> 00:32:18,572
[richard_blank]: just like you they can buy a
plane ticket and fly down here and come

692
00:32:18,712 --> 00:32:19,013
[richard_blank]: visit

693
00:32:18,958 --> 00:32:19,099
[casey_]: hey

694
00:32:19,114 --> 00:32:19,335
[richard_blank]: me i

695
00:32:19,299 --> 00:32:19,400
[casey_]: the

696
00:32:19,415 --> 00:32:19,495
[richard_blank]: got

697
00:32:19,460 --> 00:32:24,256
[casey_]: best part is south west flies right
into liberia liberia liberia

698
00:32:24,711 --> 00:32:25,133
[richard_blank]: varia

699
00:32:25,478 --> 00:32:25,860
[casey_]: barrier

700
00:32:26,470 --> 00:32:27,712
[richard_blank]: you can fly into san jose

701
00:32:28,029 --> 00:32:28,173
[casey_]: yep

702
00:32:28,092 --> 00:32:29,334
[richard_blank]: in our international airport

703
00:32:29,289 --> 00:32:29,412
[casey_]: yep

704
00:32:29,395 --> 00:32:29,755
[richard_blank]: there to

705
00:32:30,189 --> 00:32:30,473
[casey_]: sweet

706
00:32:30,697 --> 00:32:34,283
[richard_blank]: your audience could give me a call
triplet to seven one six seven five zero

707
00:32:34,383 --> 00:32:37,268
[richard_blank]: and we have a very large facebook
fan page one hundred thousand

708
00:32:37,458 --> 00:32:37,640
[casey_]: wow

709
00:32:37,929 --> 00:32:41,234
[richard_blank]: local coach it can take us ad
it will give your audience a post on

710
00:32:41,274 --> 00:32:44,800
[richard_blank]: the market here and they're gonna can't
wait to meet you and i just want

711
00:32:44,860 --> 00:32:48,947
[richard_blank]: to leave your audience with just a
couple few more nuggets just just to make

712
00:32:49,027 --> 00:32:53,755
[richard_blank]: sure you were pechorin from tion and
military alphabet it might prolong a conversation a

713
00:32:53,815 --> 00:32:58,463
[richard_blank]: lot of people absurd and are very
proud of the military so emails don't bounce

714
00:32:58,563 --> 00:33:02,349
[richard_blank]: back and don't be afraid to ask
the spellings of very unique and exotic name

715
00:33:02,490 --> 00:33:06,435
[richard_blank]: people take that as a compliment secondly
if you're going to be leaving voice smells

716
00:33:06,816 --> 00:33:12,374
[richard_blank]: or doing email ten place to prospect
business once again do your due diligence there

717
00:33:12,414 --> 00:33:15,499
[richard_blank]: is going to be one thing that
you're going to see on a linked in

718
00:33:15,559 --> 00:33:20,748
[richard_blank]: profile that will separate you from others
i mentioned the positive escalation if someone tells

719
00:33:20,808 --> 00:33:24,214
[richard_blank]: you to send the email should be
done or avoid smell but if you don't

720
00:33:24,294 --> 00:33:28,861
[richard_blank]: have that then you should find something
that the company culture is extremely proud of

721
00:33:28,922 --> 00:33:30,664
[richard_blank]: and just mentioning it once

722
00:33:30,752 --> 00:33:30,773
[casey_]: a

723
00:33:30,825 --> 00:33:36,434
[richard_blank]: again you're increasing your percentages and your
s of doing that and case i can't

724
00:33:36,474 --> 00:33:40,200
[richard_blank]: thank you enough it's a lot of
fun to be on your podcast you do

725
00:33:40,381 --> 00:33:44,367
[richard_blank]: excellent work and inspired me enough to
reach out and i hope that i was

726
00:33:44,467 --> 00:33:49,536
[richard_blank]: able to break any store misconceptions of
what a professional teller marketers like we're all

727
00:33:49,616 --> 00:33:53,462
[richard_blank]: not selling stock or real estate in
these boiler rooms and

728
00:33:53,831 --> 00:33:53,974
[casey_]: yep

729
00:33:54,083 --> 00:33:58,071
[richard_blank]: a lot of these individuals here earn
a very good living and are very proud

730
00:33:58,211 --> 00:34:00,118
[richard_blank]: of answering and receiving phone calls

731
00:34:00,278 --> 00:34:04,164
[casey_]: well awesome well richard thank you so
much for being with us today and listeners

732
00:34:04,244 --> 00:34:09,553
[casey_]: i hope you took something out of
this and give richard a call coast erica's

733
00:34:09,593 --> 00:34:13,500
[casey_]: call center they will be glad to
hear from you if you're looking for that

734
00:34:13,560 --> 00:34:18,288
[casey_]: or having need for cold calling in
your business or daily life maybe you're looking

735
00:34:18,348 --> 00:34:21,954
[casey_]: for a date and he'll line it
up and he'll call him out so also

736
00:34:22,114 --> 00:34:26,101
[casey_]: listen richard thank you again and listeners
please head down and leave us a five

737
00:34:26,241 --> 00:34:27,163
[casey_]: star review

738
00:34:27,579 --> 00:34:27,600
[richard_blank]: m

739
00:34:27,603 --> 00:34:29,246
[casey_]: and also type review so that

740
00:34:29,280 --> 00:34:29,522
[richard_blank]: oh

741
00:34:29,326 --> 00:34:32,351
[casey_]: others may know what we're talking about
here on the cash flow pro and what

742
00:34:32,531 --> 00:34:37,078
[casey_]: you liked about it and while you're
there hit the subscribe button hit that subscribe

743
00:34:37,138 --> 00:34:41,783
[casey_]: button so that you can be notified
when we release no content new episodes and

744
00:34:41,923 --> 00:34:45,206
[casey_]: you will always stay up to date
with cash pro and again richard thank you

745
00:34:45,366 --> 00:34:46,247
[casey_]: listeners thank you