Our instinct if you call me and want to sell me something is to just hang up the phone

like I'm gonna in this and I will look for any out as soon as you give me an out, I'm done. And so you've got to get to a place where you're getting to a place where people are more than likely going to want to answer you because you sound different, you sound energetic, you sound

enthusiastic. People do not want to talk to people who call up and be like,

hi Shelby, you are on my website and maybe looked at a house like and maybe not in those

words but I can't tell you how many sales calls I get that somebody sounds that

effective or ineffective.

Real-state rock stars.

Welcome back.

I am Shelby Johnson and we got Scott Smith in the house today. He is out of Denver, Colorado,

been an agent for seven years, but back in the day he was a loan officer and he's got 30 years of sales calls underneath his belt which is really fun because later in the show we are going to dive deep into some scripting some role play and give you guys exactly what to say to build trust and solidify that client as yours.

But first, some stats.

So Scott is the founder of a franchise called You First Realty.

And although he doesn't close as many transactions today,

this last year he did 20 and about 10 million in volume,

he has this franchise. now he has 13 agents within his brokerage and we are going to dive deep into that today. So Scott, welcome, so excited to have you here.

Oh, absolutely. I appreciate you having me on.

Shelby, it's a pleasure.

Yes, the pleasure is all mine.

Okay, let's go back, Scott.

So I know just enough to be dangerous about how you were in the

lending side of the business. So can you give us some more context? Take us back in

time and how did you get to be where you are today? Sure, so I was I own a small mortgage company back in the

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