Bryan is making his voice sound like the sellers to match his level. If the lead is high pitched, you are high pitched. If the lead is monotone, you are monotone. If the lead has high energy, you have high energy.
to commencing this method you have to chill and maintain the maze in the head, not to strike immediately but to continue the conversation that lead to the goal even if it took longer, sorry just my opinion probably not true
@@TheCoffeeNut711 right? or someone just hanging up the phone. I guess he wanted to record a success story lol. Maybe he had previous recordings and didn't upload the ones that failed lol.
It gives you leverage in the conversation. If you noticed, he kept using it as a motivator. He repeatedly stated he could help him move to Chicago faster if he let him try and sell the house. If he doesn't ask him that he doesn't have any bait for the fish. It's basic sales.
Vincent VCNTX and how exactly do you propose that he knew exactly what the guy was going to sound like before the guy spoke one word? This man is doing God's work by misleading all of these new agents.
This was amazing to watch, every single response, every pause and thought came from skill instead of emotion. Currently training to be this good, damn!
And here I thought I was a badass at sales. Then I watch your videos and feel like shit. Lol. You’re freaking good dude! I’ve never watched “sales advice” videos on RUclips, but you are so freaking good at it, it’s actually fun, and I learn. Keep it up. 👍
OMG! I really thought that was a great call! What a eye-opener for a new agent (me)! I might have given up when he said he was going with the same realtor friend of a friend! You are so nice, but more importantly, you are soooo confident! I already know I am good at having conversations with strangers, I just don't have the confidence in my ability as an agent yet. I wish I could be a fly on the wall to see your meeting with him. What strategies you lay out for him is a burning question in my mind constantly! I know I just have to keep learning, learning, learning! I CAN knock on doors (and I will), but I don't know enough to have strategies. I can read about them and look on RUclips, but a few under my belt will certainly help. I'm nervous as hell, but I know from you that I just have to get out there and DO IT! The experience is going to come (but not without my trying). Thank you, Bryan, for sharing. It really is a major contribution to so many people!
I dont mean to be offtopic but does someone know a way to log back into an Instagram account..? I was dumb lost the password. I would love any help you can give me
@London Keith i really appreciate your reply. I found the site through google and Im trying it out now. Seems to take a while so I will get back to you later when my account password hopefully is recovered.
Unreal. So far I've watched 2 of your videos and BOTH started with the seller saying something like, No thanks. We're going to hold off on listing for now. You turned BOTH calls into appointments! I would have moved on. Your video was HUGE for me. THANK YOU! Request: Would you please show a call that did NOT end up in an appointment (and the seller did not hang up on you)? I'm wondering how you turn those into useful information. Do you ask to check back? Do you get their email address?
I half agree with you but it's real that can't be change and the problem i find here is that he do have to show us how sales fail sometime, by fail means hung up..So 50% right 50% wrong
"does that make sense?" = My favorite line to use while prospecting. Also, the urgency of setting the meeting at the end was good closing. Never punt links or literature to prospects. Close them! Solid video.
So helpful and informational! Wish there were more videos like this. Please keep making these! Just discovered your channel and its exactly the perspective that I've been looking for. Thanks so much.
I like this series but def follow up with us to let us know where the follow ups lead to. Do you get the contract with the customer from cold call to interview do you end up selling their house etc. Awesome stuff.
presenting the resolution got me! -Highlighting the comparison option, -mentioning yourself first before the other, - saying that " so that this time you'll know you made the right decision " - and bringing back the motivation of getting together with the fam. - and stating the fact that they'll be getting same calls totally superb call
Great video Bryan! can you post some videos where it DOESN'T go the right way? and have your commentary in captions or after the video ends to get your analysis on what happened? Keep up the great content! Thanks
My analysis-The thing I liked most is that you weren’t pushy. You focused on what he wanted while switching the perspective to each objection. All while managing to mention what he wants and the value you would give him from talking to you for just 15 min. You were nurturing in the sense of respecting his relationship with his friend. Without stepping on his friends toes by just offering a conversation. You asked him questions that allowed him to reflect on his goal which in turn made him see more value in your phone call. Every word you chose was carefully selected and most of all you talked to him like a nurturing friend using a familiar tone and not as a salesman. which is why I believe he was surprised he stayed on the phone. What I got from this is speak to people in a familiar tone, be confident and get straight to the point of why you are calling and how you can help them reach their goal. Thank you!
I did this for 13months straight, 5 days a a week, about half my 8hr shift... for Bond No9 (high brand parfum Boutique) in Manhattan (Bleeker location). ~was FUN for me to "cold call" and it FU@XING WORKS! good stuff Brian Casella! *Ventura County, CA
I really appreciate this video. I really want to get into real estate, but I've always been nervous talking to new people. I'm not necessarily an introvert, but I wouldn't say I'm an extrovert. And seeing you actually cold call people and demonstrate some of your tactics is really inspiring. I can see you're a little nervous at first, but you push through the tough beginning, and work with the potential customer. Very inspirational. Thanks a lot
Brilliant. Listened to client (and showed understanding by repeating back), drew out objections, found out what was important to client (moving to chicago), gave him a reason things would be different (best month of closes) wasnt too pushy about the client leaving his friend (quite classy how he handled that). Locked down an appointment time didnt let client deflect to info & contact details only.
Wow.. love the patience you have and how you're tactically letting him decide by shaping the sale as a solution to his problems and not just saying sell sell sell. I love it! As a wholesaler that's key.
Hey @Bryan Casella I really enjoyed this video it helped me catch a glimpse into what I’d be doing in the future, I just started college last semester taking auto tech classes and realized it wasn’t for me. I’ve given myself a while thinking about my future and after watching another one of your videos on what a real estate agent does I found out that I’d really enjoy this lifestyle. Thank you for sharing with us and I hope I can end up helping people like you do. Have a great new year Bryan!
So much knowledge in this one video! Currently on a binge of all your old videos. Definitely going to try some of these lines out in this week's scripts practice. Thank you so much, BC!
What a Boss! They way you held back from correcting him when he misunderstood the value of listing for December, and then redirected it into a positive! I cold call in a completely different business model and you just schooled me!!! I would have been tempted to push him harder on being loyal to someone who failed him and probably not got that face to face!!! I just took 2 Golden Nuggets from your experience!!!Thanks for sharing!!!
Have you ever tried the lock close? Saying something like "Is there any reason why you would not be able to make this appointment?" Just wondering if you have ever tried or your thoughts on that
Great video. Do you have any videos that show what you do at the listing appointment? What do you show to sellers that show you can sell their home over someone else?
absolutely wonderful. i love how you got him interested in re-listing. i thought he was going to hang up right away. great technique. learned tons from this video, thank you!
I recently started a cold sales job where we contact previous cx for their bussiness;. Your channel has helped me in so many ways...since there wasnt much help to get the groove of things, we kinda had to figure it out on our own post training. They should have literraly just put up your videos, your smooth as silk man, thank you so much for the help!!, if i ever make good commision i will sign up for that course, i know u have more tricks up your sleeve!
Hey there! I just caught wind to your channel today. This is the second video that I have seen thus far, and I must say that you know what you're doing. I am subscribed, and I'm looking forward to seeing more of your videos. -James
That was great Brian. Thanks for sharing your tips on how to handle objections. Providing the prospect another options was such a great strategy in closing the sale.
Great video. Do you have any videos describing what you actually do at a listing appointment of an expired or FSBO, to show what sets you apart and how you will sell their house over someone else?
Thank you so much this helps me a ton, Im struggling hard with cold calling but I know I can master it if I get enough help learning. This has been the most helpful piece of content I've seen in weeks. Thank you Bryan!
Thanks to you and Loida for making these videos and helping new agents being confident. This is literally like shadowing. Really really appreciate. Love people like you who believe in sharing and helping out others and love your energy levels. Were you always good at talking to people and influencing them or did you have to practice a lot? If so, how did you do it? Any books or scripts? Appreciate your response in advance.
BC, the website you sent him was it you regular website we use for products and coaching etc or do you have a separate one for clients/ potential clients ?
That was awesome! Only you can say it went longer than you expected but you worked it and at least got an appointment commitment. I'm new to sales and I thought that was brilliant.
Loved so much about this video. First, mirroring the voice tone!!!! I should try that and wonder if I could go that low.......Second, finishing the sentences with do you agree and that makes sense to you doesn't it? How could he not agree? Third, following scripts and not antagonizing is something for all to practice. Great call. How did it go at the appointment?
At 5:00, did you mean there would be less homes for sale after the new year? Because you follow up that statement by saying that there would be less homes for buyers to choose from. Thanks in advance If you have the time to clarify.
Hey Bryan...what does an initial 10-15 minute visit look like for an expired? Do you bring a mini CMA or are you prepared with full listing presentation just in case? Do you use a 2 visit approach to close? I have never gone after expired's but I always prepare to close on initial meeting with listing agreement. You never know if you will ever get to come back.
You have without a doubt mastered the skill of cold calling your on a whole new level. I'm wondering what your opinion of the best ways to get better at cold calling without a lot of money are? I used to do door to door sales last summer and just became an agent but I would say i'm only average at cold calling still and want to take it to a higher level.
Hey BC I noticed you matching his tonality in the beginning but then stopped. Should we only match tonality until we see they are interested and/or being responsive?
Bryan is making his voice sound like the sellers to match his level.
If the lead is high pitched, you are high pitched.
If the lead is monotone, you are monotone.
If the lead has high energy, you have high energy.
to commencing this method you have to chill and maintain the maze in the head, not to strike immediately but to continue the conversation that lead to the goal even if it took longer, sorry just my opinion probably not true
why do they ask "If the home would have sold where would you have moved?" I feel like the caller will be "none of your damn business"
@@TheCoffeeNut711 right? or someone just hanging up the phone. I guess he wanted to record a success story lol. Maybe he had previous recordings and didn't upload the ones that failed lol.
It gives you leverage in the conversation. If you noticed, he kept using it as a motivator. He repeatedly stated he could help him move to Chicago faster if he let him try and sell the house. If he doesn't ask him that he doesn't have any bait for the fish. It's basic sales.
@@TheCoffeeNut711 It's called trying to find their motivation behind wanting to sell the house. How else would you find out if you don't ask?
Mirror and matching level = expert lol
That mirror was on point.
Haha I literally wrote the same comment but used the word adept but you beat me to it
I scrolled down here to comment on his mirroring too.
What is matching? Like what words are used?
Thanks Loida! If that is your real name …..
Love how ya manned up as soon as u heard his voice! U no he dont want no wimp selling his house.
5:55 Wow!!! the client himself was even just like "I'm actually surprised I'm talking to you this long..."
this is why I follow BC. came in with the low voice to match the tone of the prospect. but you can see the energy level rise through the process.
Vincent VCNTX and how exactly do you propose that he knew exactly what the guy was going to sound like before the guy spoke one word?
This man is doing God's work by misleading all of these new agents.
@@JawnDowh The guy said hello in a deep voice that's all he needed...
This was amazing to watch, every single response, every pause and thought came from skill instead of emotion. Currently training to be this good, damn!
Bro your the goat of cold calling. I've never seen any one handle clients so calmly
I'm a new agent and cold calling has be a weakness of mine! This definitely helps! :)
Awesome.
Bella been a year, hows your cold calling now.
Bryan, as a new agent, finding your channel was a gold mind!! Keep it up !
Thanks Josh. Welcome to the business.
*gold mine
And here I thought I was a badass at sales. Then I watch your videos and feel like shit. Lol. You’re freaking good dude! I’ve never watched “sales advice” videos on RUclips, but you are so freaking good at it, it’s actually fun, and I learn. Keep it up. 👍
OMG! I really thought that was a great call! What a eye-opener for a new agent (me)! I might have given up when he said he was going with the same realtor friend of a friend! You are so nice, but more importantly, you are soooo confident! I already know I am good at having conversations with strangers, I just don't have the confidence in my ability as an agent yet. I wish I could be a fly on the wall to see your meeting with him. What strategies you lay out for him is a burning question in my mind constantly! I know I just have to keep learning, learning, learning! I CAN knock on doors (and I will), but I don't know enough to have strategies. I can read about them and look on RUclips, but a few under my belt will certainly help. I'm nervous as hell, but I know from you that I just have to get out there and DO IT! The experience is going to come (but not without my trying). Thank you, Bryan, for sharing. It really is a major contribution to so many people!
Thank you for this message Maryjane. Glad it helps!
Master at work. Great video.
I dont mean to be offtopic but does someone know a way to log back into an Instagram account..?
I was dumb lost the password. I would love any help you can give me
@Salvador Marley instablaster =)
@London Keith i really appreciate your reply. I found the site through google and Im trying it out now.
Seems to take a while so I will get back to you later when my account password hopefully is recovered.
@London Keith it worked and I actually got access to my account again. I am so happy!
Thanks so much you really help me out!
@Salvador Marley glad I could help :D
Unreal. So far I've watched 2 of your videos and BOTH started with the seller saying something like, No thanks. We're going to hold off on listing for now. You turned BOTH calls into appointments! I would have moved on. Your video was HUGE for me. THANK YOU!
Request: Would you please show a call that did NOT end up in an appointment (and the seller did not hang up on you)? I'm wondering how you turn those into useful information. Do you ask to check back? Do you get their email address?
I half agree with you but it's real that can't be change and the problem i find here is that he do have to show us how sales fail sometime, by fail means hung up..So 50% right 50% wrong
Never count your loses only count the wins.
"does that make sense?" = My favorite line to use while prospecting. Also, the urgency of setting the meeting at the end was good closing. Never punt links or literature to prospects. Close them! Solid video.
Thanks. Good example of how to turn an objection around. Knowing what to say and how to say it is the key. Do you have a template for this available?
So helpful and informational! Wish there were more videos like this. Please keep making these! Just discovered your channel and its exactly the perspective that I've been looking for. Thanks so much.
Brian, this is amazing.
I would really appreciate a video on Door knocking scripts
Arvinder Thethi check his website you can learn it costs a lil money but well worth it.
Straight up beast
I like this series but def follow up with us to let us know where the follow ups lead to. Do you get the contract with the customer from cold call to interview do you end up selling their house etc. Awesome stuff.
presenting the resolution got me!
-Highlighting the comparison option,
-mentioning yourself first before the other,
- saying that " so that this time you'll know you made the right decision "
- and bringing back the motivation of getting together with the fam.
- and stating the fact that they'll be getting same calls
totally superb call
THIS WAS AMAZING TO WATCH, especially as a new agent trying to learn more. Thank you !
Great video Bryan!
can you post some videos where it DOESN'T go the right way? and have your commentary in captions or after the video ends to get your analysis on what happened?
Keep up the great content! Thanks
Coming next!
BOOM!
Are are a master of your craft, you make it look so easy. Thank you.
My analysis-The thing I liked most is that you weren’t pushy. You focused on what he wanted while switching the perspective to each objection. All while managing to mention what he wants and the value you would give him from talking to you for just 15 min. You were nurturing in the sense of respecting his relationship with his friend. Without stepping on his friends toes by just offering a conversation. You asked him questions that allowed him to reflect on his goal which in turn made him see more value in your phone call. Every word you chose was carefully selected and most of all you talked to him like a nurturing friend using a familiar tone and not as a salesman. which is why I believe he was surprised he stayed on the phone. What I got from this is speak to people in a familiar tone, be confident and get straight to the point of why you are calling and how you can help them reach their goal.
Thank you!
I did this for 13months straight, 5 days a a week, about half my 8hr shift... for Bond No9 (high brand parfum Boutique) in Manhattan (Bleeker location). ~was FUN for me to "cold call" and it FU@XING WORKS! good stuff Brian Casella!
*Ventura County, CA
I really appreciate this video. I really want to get into real estate, but I've always been nervous talking to new people. I'm not necessarily an introvert, but I wouldn't say I'm an extrovert. And seeing you actually cold call people and demonstrate some of your tactics is really inspiring. I can see you're a little nervous at first, but you push through the tough beginning, and work with the potential customer. Very inspirational. Thanks a lot
Beautifully done!
Brilliant. Listened to client (and showed understanding by repeating back), drew out objections, found out what was important to client (moving to chicago), gave him a reason things would be different (best month of closes) wasnt too pushy about the client leaving his friend (quite classy how he handled that). Locked down an appointment time didnt let client deflect to info & contact details only.
Wow.. love the patience you have and how you're tactically letting him decide by shaping the sale as a solution to his problems and not just saying sell sell sell. I love it! As a wholesaler that's key.
Amazing. This is tremendous work
Hey @Bryan Casella I really enjoyed this video it helped me catch a glimpse into what I’d be doing in the future, I just started college last semester taking auto tech classes and realized it wasn’t for me. I’ve given myself a while thinking about my future and after watching another one of your videos on what a real estate agent does I found out that I’d really enjoy this lifestyle. Thank you for sharing with us and I hope I can end up helping people like you do. Have a great new year Bryan!
So much knowledge in this one video! Currently on a binge of all your old videos. Definitely going to try some of these lines out in this week's scripts practice. Thank you so much, BC!
I like your shirt, man. Also like your calling style...you seem to have no fear and really know how to keep the call going.
I made 1000 calls today and didn't give a single fuck about any one of them thanks to your advice. (14% conversion)
I'm wondering where you live. In Texas, the first best month to sell is May and the second best month is June.
southern california. check official statistics, you'll probably be surprised.
Love it 🔥🔥🔥
What a Boss! They way you held back from correcting him when he misunderstood the value of listing for December, and then redirected it into a positive! I cold call in a completely different business model and you just schooled me!!! I would have been tempted to push him harder on being loyal to someone who failed him and probably not got that face to face!!! I just took 2 Golden Nuggets from your experience!!!Thanks for sharing!!!
Have you ever tried the lock close? Saying something like "Is there any reason why you would not be able to make this appointment?" Just wondering if you have ever tried or your thoughts on that
Dude makes it look so easy, but this is the result of dedication. Good job
Dude,, great job! You blew it right out of the ball park, very professional Bryan! 👍😎
I like how you changed your voice tone to mirror the seller...
Great video. Do you have any videos that show what you do at the listing appointment? What do you show to sellers that show you can sell their home over someone else?
Wow you're good. You turned a "no" into a "maybe"...was it eventually a sell?
Awesome seeing a live example of tonality matching.
Very nicely done. About four objections... I like the way you didn't argue or really hammer him. Smooth, very smooth!
Love how you are drinking Meta !!! That’s my morning routine drink. #BetterThanCoffee
08:34 and forward is fucking ART man!! I love it.
Good mirroring and matching!
absolutely wonderful. i love how you got him interested in re-listing. i thought he was going to hang up right away. great technique. learned tons from this video, thank you!
I recently started a cold sales job where we contact previous cx for their bussiness;. Your channel has helped me in so many ways...since there wasnt much help to get the groove of things, we kinda had to figure it out on our own post training. They should have literraly just put up your videos, your smooth as silk man, thank you so much for the help!!, if i ever make good commision i will sign up for that course, i know u have more tricks up your sleeve!
that was incredible! nice job and thanks for posting.
You do an excellent job! Thanks for sharing your techniques!
Econ 101. Supply and demand. If more homes hit the market on Jan. then your home has to compete, the power of sellers changes hand.
Don't you prequalify them before showing up to the listing appointment? Or is that after?
Thank you Bryan! As a new agent getting to see this is awesome.
I am from Real Estate but afraid of this cold calls that can be negative response.
How can i overcome this? Thank you
Thanks!
I watch a few your and others daily and take it straight to the phone.
What if you say you can sell their house but you can’t :/ and a few months pass by and the house is not sold. Cuz there’s only soo much you can do
if you do things right, it sells.
Hey there! I just caught wind to your channel today. This is the second video that I have seen thus far, and I must say that you know what you're doing. I am subscribed, and I'm looking forward to seeing more of your videos. -James
Am i the only one that actually prefers cold calling vs inbound
That was great Brian. Thanks for sharing your tips on how to handle objections. Providing the prospect another options was such a great strategy in closing the sale.
Great video! Awesome job on the mirroring and matching.
Great video. Do you have any videos describing what you actually do at a listing appointment of an expired or FSBO, to show what sets you apart and how you will sell their house over someone else?
I have a listing presentation video on my channel, you'll have to search through the older videos to find it.
Thank you so much this helps me a ton, Im struggling hard with cold calling but I know I can master it if I get enough help learning. This has been the most helpful piece of content I've seen in weeks. Thank you Bryan!
That’s pretty crazy that he went from seeming irritated that you even managed to find his number to him having a full on conversation with you.
when you get good at cold calling, it's normal.
Goose bumps!!!!
YOU ARE A LEGEND FOR THIS
AWESOME JOB BRYAN!!!
Thanks to you and Loida for making these videos and helping new agents being confident. This is literally like shadowing. Really really appreciate. Love people like you who believe in sharing and helping out others and love your energy levels. Were you always good at talking to people and influencing them or did you have to practice a lot? If so, how did you do it? Any books or scripts? Appreciate your response in advance.
He’s good. This isn’t really prospecting. This is information gathering. Prospecting is trying to get connects. Dialing or knocking.
This video should have 1 million views by now.
Wow Espectacular !!
Its the camera eye contact at critical hinge points that really gets me. Great video.
Sipping that Yerba Mate!? Love that stuff 👍🏽
Brasileiro? Digging the fancy yerba mate set up.
argentino
Excellent! You are so awesome
Well played....Thanks for the video...
Great usage of tonality.
BC, the website you sent him was it you regular website we use for products and coaching etc or do you have a separate one for clients/ potential clients ?
my bryancasella website yes.
very helpful. keep posting the live calls!
Thank u I'm new to the industry its so helpful!!!!!
That was awesome! Only you can say it went longer than you expected but you worked it and at least got an appointment commitment. I'm new to sales and I thought that was brilliant.
Loved so much about this video. First, mirroring the voice tone!!!! I should try that and wonder if I could go that low.......Second, finishing the sentences with do you agree and that makes sense to you doesn't it? How could he not agree? Third, following scripts and not antagonizing is something for all to practice. Great call. How did it go at the appointment?
Drinking mate! Great guy! Greetings from Argentina! Thank you for sharing the call-
We need more videos like this. Pure gold
love your cold call videos, please do more of the cold call if you could? thank you.
Sure
I appreciate these videos, these are things that i wish were incorporated in our brokers office because im a new agent and find this content valuable
At 5:00, did you mean there would be less homes for sale after the new year? Because you follow up that statement by saying that there would be less homes for buyers to choose from. Thanks in advance If you have the time to clarify.
Hey Bryan...what does an initial 10-15 minute visit look like for an expired? Do you bring a mini CMA or are you prepared with full listing presentation just in case? Do you use a 2 visit approach to close? I have never gone after expired's but I always prepare to close on initial meeting with listing agreement. You never know if you will ever get to come back.
I got hype watching this!!!!
Othen than a house going off market because it did not sell, who do you call and how do you come across them and their information?
I am viewing it and appreantly it is giving me the sense of interactive conservation rather than call
You have without a doubt mastered the skill of cold calling your on a whole new level. I'm wondering what your opinion of the best ways to get better at cold calling without a lot of money are? I used to do door to door sales last summer and just became an agent but I would say i'm only average at cold calling still and want to take it to a higher level.
Love how you matched the tone of their voice, lol.
The way you overcame the "I wanna give my friend a second chance" objection was masterful.
Wow. Just wow!
Hey BC I noticed you matching his tonality in the beginning but then stopped. Should we only match tonality until we see they are interested and/or being responsive?
you are doing very well! you are a great teacher!
Much appreciated!
I really admire how you are able to turn every one of your lines into a question. Is that something we should all be doing?
Most definitely.