There Is A Goldmine In Your Pocket: Mining The Gold Buried In Your Prospect List with David Hill

I'm going to say I want you to make five. That's it. Have five simple conversations over the next five days with people. And if you do that, I would. I think it's virtually impossible that you won't find at least one piece of business. So the most important thing I want to leave you with today is come from contribution. Because when you come in from contribution, you just can't lose with these calls.

On January 24, 1848, gold was discovered in California and the California gold rush began. This began the largest mass migration in the history of the United States. Now, hopefully today, another gold rush will begin at Genius Network. Yes, there is gold right in your hand if you know how to mine it. And you will know how to mine it after you hear this 10 minute talk by David Hill. For over 35 years, David has used these techniques himself and taught them to thousands of others on how to use the telephone to mine the gold that's buried in your prospect list. David's best selling book has all of the strategies, scripts, and selling tools you'll need in order to mine your own gold. You'll be getting this book as a gift as a Genius Network member. Earlier in David's career as a Keller Williams realtor, He sold over 1100 homes and earned the recognition of being in the top 1% of realtors. David is a sales guy from the streets of Boston, and he has perfected and simplified his powerful gold mining techniques into a very simple system. That's why he's called the phone coach. David has his second book coming out in March. It's titled how to make even more money working fewer hours in real estate. David also has a successful podcast that have featured people who have mastered the selling process, such as Gary Vanderchuck, Grant Cardone, Mel Robbins, Brian Tracy, and our own Michael Bernoff and Benjamin Hardy, just to name a few of David's guests. No matter what your business is, no matter what your product or service is or how successful you are, there is truly a gold mine waiting for you. David's title is there's a gold mine in your pocket. Please help me in welcoming David Hill.

Thank you, Tim. Much appreciated, sir. And a few years back, Jay Leno held up one of these things on the show and he said, you know, we do everything with these things. Everything except call people, right? So I'm going to ask everybody to hold up your phones Now. Joel and I went over this six times and I know earlier Jerry told everybody to put away their phones. So, like, all right, we got a Little glitch. But if you have your phone, please hold it up. And what I'm going to ask you to do is to go to your contacts, just like me, and go to disease. Okay? So just hit the Z and then scroll all the way down to the bottom. So as you're scrolling down to the bottom, what's gonna happen is when you get to the bottom, you're gonna see a number, and that's how many contacts are gonna be in your phones. I ask you to put that number in the chat box, please, and I'm gonna start my presentation now.

All right?

So, Tim, can you just confirm you can see the slideshow cell phone?

Yes, sir.

Okay, excellent. So, as Tim said, the name of this talk is there's a gold mine in your pocket. And the goal for today is to help you to extract some of that gold from the mine. So you guys have probably seen now if you look at the feed, 300, 500 thousands, you know, thousands of contacts in some cases. And we're typically in touch with anywhere from maybe 5 to 10% of those people. So now I want you to look at your CRM, which is your contact relationship manager, through that same lens. However, you know, and that's. That's going to be your database, right? Infusionsoft, constant contact, whatever you use. However, these CRMs typically have a lot more people, right? Like 5,000, 10,000, 50,000, probably in this room, some of you have 500,000 people just sitting there. So we do a better job with our CRMs. We know that, but it's usually maybe 25%, 40%, and with good automation, up to 50%. So the question really for you is, how many of those people are you in contact with now? Or maybe a better question is how many of those people fell through the cracks?

Hey, I hope you're enjoying this video. And I want to let you know that I have a new book that's come out in. If you'd like to get it absolutely free, there's a link below in the description. Or you can wait till the end of this video, or you can Simply go to joesfreebook.com and you can get a copy there.

So Dean Jackson calls these people the unconverted leads. I like to call them the gold mine opportunities. Because there's hundreds of thousands or millions of dollars just sitting there waiting to be extracted. So the next question is, McKenna, how many of you now use your phone to make sales calls? And if you're using it all the time, put a 10 in the chat and if you ever. If you never do it, use a one and then anything in between. Okay. And then. McKenna, let me know when you have a number, an average. So the purpose of today is really to help you to close more sales by reconnecting with some of these people. You know, and I understand some of you may or may not be taking on new business, which is fine, because you'll create some other opportunities by reconnecting with these people.

David, the average is seven.

Okay, so this is a pretty strong group, but we still have some opportunities, so that's excellent. So for everybody else, there's a great opportunity now to go reconnect with some of those people. And I know we all have systems in place. You know, systems like the nine word email, which is. Which is.

I use it.

It's fantastic. We also use Facebook ads. Same thing. I use them both. The challenge with these tools is they work great until they don't work, and then you get nothing. See, what we're trying to do is get into a conversation, and then we get in a conversation. We know we can control that conversation. And the next thing we're going to get is feedback. Right? When you have feedback, now we have a way we can handle objections. We can move forward, we can move backwards. We can make suggestions. You know, Bright Local did a study on Google Pages a few years back.

And.

And they showed 60% of people preferred to be in contact with their service providers over the phone, over other communication sources like email, chat, or text. So my goal today is. Listen, I'm not saying stop doing what you're doing. The purpose of this is to enhance what you're currently doing. A few years back, worked with a real estate group. They were doing about 17 million a year in volume by simply helping them hire an isa, which is an inside salesperson. This is a person professionally trained to make calls and having their top three agents just spend 45 minutes a day on the phones. They took their business the next year to 28 million. That's a 35% increase in sales. Let me ask you this. Who would like a 35% increase in sales? Okay. Like one person. Okay. Well, okay. Excellent. Well, great. So now that you are thinking about this and you're probably getting excited about it, a little thing called call reluctance is going to kick in. And that's that little voice in your head that's going to start saying weird things, Right?

We've been trying to reach you concerning your cause.

That's the little voice right there. He's trying to reach us. Right now. So the little voice. Because we all have one, right? And how do I know that it's exactly what Tim said? Because I've been doing this for 35 years. So what I want to do is I want to give you a gift. Okay? The gift is a copy of the sales playbook. And. And I'm going to ask you right now if you could take out a pen. And I want you to write these pages down, pages 34 to 39. Because there's going to be an exercise that's going to help us through call reluctance. And there's really five types. Okay, there's five different types of call reluctance. I'm going to touch briefly on each one. The first one is fear of rejection, by far the most common. No one likes rejection. No one likes being told no. We all want to look good. We want to be right. The key to this one really is just to take your ego out of it and make the conversation about the other person. The next one is lack of role acceptance. Right? So here you're actually making calls, but in your mind, you're like, man, these calls are kind of below me. Or maybe your parents said things like, wow, you know, when you were a little kid, you heard them say things like, those damn telemarketers just won't stop calling the house. So there's an incongruency here. The next one is not knowing what to say. Right? This will take a fearless salesperson. Turn them into a deer in headlights. The good news, this is an easy one to fix. The next one is over analysis. Right? This is the one that actually tells you you're doing your job. You're getting ready to get ready to get ready. You know, you're getting ready so much, nothing ever gets done. It's a form of procrastination. And then the fifth one is what we call fear of success. It's a tricky one. So let's say you had success in an area, but it was way harder than you expected. Now you don't do that again. So you can see these are all mindset tricks. So my tip for you today is to come from contribution. Because when you're coming from contribution, you can't lose. So I'm going to share two simple reconnection scripts. The first one is the apology script. So we start the conversation with people by simply apologizing for not following up sooner. It's great for people we had conversations with. It's for people we had relationships, and we did not do a good job staying in touch. And they fell through the cracks. What it does is gets people to put their guard down. I've even had people say, no, no, I apologize to you. This sounds like, hi, John, this is David giving you a quick call from abc. You know, I know it's been a few years and I want to start off by apologizing. You stop there, let them respond and then get right into it. You want the response. The next one is the closing the loop. Very similar to the apology. We start the conversation by getting right into it, being clear and concise. It's great for people we had conversations with and again we didn't do a good job of staying in touch or maybe they didn't return our calls. Right. It gets people to put their guard down and then we get to ask great questions like have you bought yet? When do you plan to buy? And we can set up a follow up plan. Sounds like this. Hi Mary, this is David from abc. You had requested info on our site last year and we wanted to close the loop and have you, whatever, right. Like magic. People are going to tell you what they plan to do next. I've even had people thank me for calling and closing the loop with them. So there's two call to action today. I already gave you the first one. It's to read pages 34 to 39 in the sales playbook and do the exercise. The second one is a challenge. I want to challenge you to make 20. I want to not make content. I want you to have 25 conversations over the next 30 days. Okay. Even if you're planning to hire somebody to make these calls, it's important for you to experience the value of these calls for yourself and you're going to see the opportunity that's in making these calls. You know, this is a normal challenge I put out and we get great results. This is not a normal group though, right? This is, this is not an ordinary group. This is an extraordinary group. So here's what I'm going to do for you. I'm going to say I want you to make three. That's it. Have five simple conversations over the next five days with people. And if you do that, I would. I think it's virtually impossible that you won't find at least one piece of business. So the most important thing I want to leave you with today is come from contribution. Because when you come in from contribution, you just can't lose with these calls. Oh, hey, there's a call coming in right now. Gotta go.

David, do you schedule the calls via email or message or do you just go and call?

Yeah, I mean, we. Well, we do time blocks, so we'll block times to make calls. Are you referring to, like, specific calls or.

No, I mean, if you're gonna call a prospect, are you gonna let them know you're gonna call, or are you just gonna call them cold?

Oh, no, yeah, we're called. We're calling. Well, I wouldn't say cold, because, remember, a lot of these people are people that we've had some engagement with in the past. But, yes, I. I want to get that person on the phone so that I can control the conversation.

Thank you. All right, who else? Just go ahead. Unmute yourself. Dive in.

Whose idea was it to have the phone ringing at the end? Was it yours or Joel's? I think. I think it was mine, but actually it was Joel. Joel. You know what's funny is, I pulled it out, and Joel said, no, you got to put that back. And I said, all right, Joel. Joel's awesome. Joel's the man. Joel's awesome.

Tim Garrigan had a question, which is, how do we connect when people are working from home? I have office numbers, but they don't have a mobile number. What's your strategy for that? And do you have any tools you use that you use to track people down and gather phone numbers?

Yeah, I mean, a lot of the people we're going to be contacting are people whose numbers we already have, because, again, it's like a reconnection. However, if you want to connect with people, maybe you don't have their numbers, then there are definitely some tools out there. I mean, we use a tool called Vulcan 7, which I think that's more probably real estate specific, but they definitely can get phone numbers. There's skip tracers that you can certainly get phone numbers from. You can go on, like, upwork and hire what's called a skip tracer. They'll get you pretty much anybody's phone number for a couple bucks. So definitely ways to get phone numbers. But this is more geared, again, towards going back into that database, those people that we already have those connections with in mining that gold. But by all means. Yeah, listen, I built a business on cold calling as well. So that's how this all started.

Great. Great. Well, I just brought up Vulcan 7 for anyone. This is that service. So it does look like this is probably. Yeah. Real estate.

Yeah, it's. It's real estate. The owner's a friend of mine. So, I mean, if. If somebody's interested, I'm sure they'll. They're happy to. You know, they can get any phone number, so.

Okay, great. Anyone else is here? Hey, guy, how you doing, man?

Mike, how you doing?

Good, good. I can't wait to see you. Yeah, let's hear it.

Doing a spectacular job. One misconception that people don't realize during COVID is we have all the office lines and most office lines right now are being forwarded to people's cell phones. So you don't need the cell phone. Use the office line. It's being forwarded.

Yeah, great point.

That's awesome. Really good. Jenny has a question which is what are your thoughts on voice message texts?

Yeah, I think voice message text is great. Again, like I said, I'm not trying to tell anybody to stop doing what they're doing. It's really just about enhancing. So if you're, if you're in con. If you were in contact with somebody, you haven't talked to them in a while, I want to try to get them on the phone. That's like my. So you can. If you send a text and they don't respond, then I would definitely follow up with a phone call. I mean, I'm not saying I'm not against voice message text. I think it's a brilliant way. We talked about loom earlier, which is a great way to just kind of send a message to somebody, say, hey, here's an update. But the purpose of this is to get into a two way conversation with somebody. And I think when you get into those, when we get into those two way conversations, you'll see a lot of magic happen.

Okay, good. So here's one from Richard Wilson and he asks. I get a ton of incoming calls. I don't have time to pick up the phone for 99% of these. Do you have any software for my mobile phone? So I can see the value of the person calling, who they are, where they are, estimated value of the lead, et cetera. Something that uses big Data Machine Learning, AI to tell me which 1% of these calls I should actually take. Any ideas, Richard?

Let's invent that because that sounds amazing. I do not know of that right now, but yeah, I think that would be fantastic. I think, although thinking, I mean, if you, if you have a CRM, we all have CRMs, right? So if our CRMs are connected to our cell phones and then we're going to see the phone number that's calling. So maybe based on that phone number you could get some data that would say, okay, here's a client that was looking at a $200,000 product or something. It's a great idea. It's fantastic. But I'm not familiar with anything right now.

There are a couple. I just saw one. If I can ask my team, either Aaron or Marisa, I know we have it in our tools. Slack, there's a couple that analyze and look at incoming, either traffic or calls that provide real time data. But yeah, let's see if we'll see if we can dig that up. But that's a really good point. There's always room for products like that. Absolutely. All right, anyone else? Before we move on to our next.

10 minute talk, I would actually just like to say, David, you and I were talking on this topic a couple weeks ago and I want to admit that I was a little reluctant about the apology. I apologize. It's taken so long for me to call and I've actually experimented with that and it is really, really effective. Really effective. There was a guy that I reached out to and he said it's been a year and three months. He had actually inquired about Genius Network a year and three months ago and he wasn't qualified for Genius Network. But I reached out to him and he said 15 months. I mean, what's up with that? I apologize for that. And then he just opened up. Oh, no problem. And then we were able to have a conversation. So I really like that and I appreciate you sharing that.

Absolutely, Tim, thanks for sharing a story. Okay.

I hope you found that video awesome and useful. So if you want to get a free copy of my book, I want you to click here. And if you want to watch some more videos that will be useful and awesome, click here.

Go ahead, you're over here.

Do it now.

Come on.

Thank you. Watch them.