These are eight mistakes. I still see people teaching today I still see real estate agents using some of these things that I think is causing them to struggle more than They need to and so these are the eight cold-calling mistakes that are simply outdated that you should stop doing Immediately the last one on my list. I think will shock you a bit. So let's jump into this What's up everybody Ricky Caruthier listen today? I'm gonna have a little fun I want to react and give my commentary on Brandon's video here about eight outdated cold-calling strategies If you don't know Brandon, he's a leader in the industry. He has a coaching program reverse selling this help so many agents So he's a friend of mine, and I think this will be a lot of fun. So let's dive right in That's right away. Number one is cold-calling now. Here's what I mean by this you might say well What do you mean? Should I stop cold-calling? Not necessarily what I mean by the advice to cold-call is what's being suggested That a real estate agent like you or I go into some cold neighborhood Pick up the phone and start calling random people, you know, they might call this circle prospecting well, there's a better way to Direct outbound Prospecting and what I recommend that has served me and served the agents that I coach so much better than just calling Random homeowners hoping and praying that you find one that potentially is looking to sell a house Why not the definition of prospecting is to proactively initiate conversation with a Targeted list of people. I mean, that's the definition of it. So so actually the definition of circle prospecting is Targeting targeting the exact property owners that you want to do business with so I think with all due respect that Brainin has the definition of circle prospecting completely wrong. It's actually not calling random property owners It's actually calling the exact property owner that you want to do business with or furthermore I'm never going to tell anybody just from my standpoint me coaching real estate agents I'm never going to tell an agent not to do something or that this is something you should not do Because what I've found is that everything works every single thing out there in terms of legion and follow-up and systems They all work. It just depends on what works well for you You know what works well for this agent doesn't work well for that agent for example I've sold over a thousand properties myself as a single agent circle prospecting the one thing he's saying here That agent shouldn't be doing So, you know, it worked well for me. Does it work well for every agent? No, of course not I've got agents in my program that crush it on YouTube and Facebook and Zillow leads and Expires and for sell-bounders and door knocking and sphere of influence and open houses and networking events direct mail everything I have agents that do everything So my program is not about do this legion activity My program is about pick the legion activity that works best for you Let me teach you how to communicate and articulate who you are as a person that you care about people to your prospects I think the mainstream coaching and training has really put kind of a bad twist on agents because They really teach agents the opposite of what they should be in my opinion, right? And again, everything works if you want to go out there and do the old school, you know, how to get a deal done today Kind of mentality and it works for you great. Go do it Don't I'm not gonna tell you not to do that. I'm just gonna say what works for me is that when I approach a prospect I'm trying to articulate who I am that I'm here to help I want to figure out what it is they want to do and why so that I can help them do it Let's keep going instead of just calling random people. I think that's pretty outdated Why not get a targeted list a targeted niche a targeted demographic of people that we know already Have an interest in selling their home. What did that make more sense? I can mean if you're gonna spend an hour or two calling people you have option a call random people You have no idea if they're ever gonna look to move. Well, who calls random people Like who calls random people? I don't know anybody that calls random people. Oh, that's one option The other option option B is to spend the same time only calling people that you already know want to move I don't know anyone that grabs a list of people that they know 100% for a fact is ready to sell their house. I know zero. I've heard of zero Legion Avenues that lead to that. Maybe I'm missing something Wouldn't that make a lot more sense? And so instead of just cold calling people let's use direct outbound phone Prospecting instead of cold calling. Let's just use outbound phone Prospecting it's like the definition of cold calling with people that we already know the likelihood of them having a need for what it is That we do as real estate agents already be so You know calling people that have the need for what we do as real estate agent Isn't that every single property owner in your market? right like For me I'm trying to build a career here, right and I also want to crush this year next year And I want my income to to stair step as it has for over a decade now as a real estate agent And so aren't property owners exactly who? Need our services how many times in a property owner somebody that already owns a house From that point how many times how many transactions on average are they going to do in their life, right? And how how quickly where's the turnover ratio? Of the subdivisions right how often do the house's turnover the owner You know upgrades or downgrades or moves to another state and sells the house, you know, what are those numbers right? They're astronomical number one and I know every relationship that I've put in place Is worth 10 to 20 deals to me over the life of my career not to mention all the deals I'm going to get today because of it and so Isn't picking the exact property owner that you want to do business with and calling them about using your real estate services Isn't that what we're talking about here? I believe it is In existence because our job is not to convince people to sell their house Our job is to get in front of people that have already decided to sell their house number two on the 100 true Our job is not to convince somebody to sell a house 100 percent when i'm talking to a property owner I agree 100 with brandon here I'm not I do not care if they want to buy or sell or not. I want to know how they're doing I want to know if in fact There's anything in the world that I can do to help them and if not now Is it okay if I stay in touch forever so that I can do business with you in the future because I want to help you Whenever you decide that you want to do something so absolutely. We're not here to try to convince We're here to help people who are ready to buy and sell real estate a and b stay in touch with Everybody whether they're ready to buy or sell today Or not a list being overly enthusiastic There is just so many people make this mistake and quite frankly I made this for a long time calling a prospect and you know the prospect picks up the phone Hey, bob, this is brandon from billy bob's real estate. How's it going today? You know and so overly enthusiastic The reason why that hurts you it raises sales resistance or psychological reactants immediately I mean now I agree 100 with this as well If somebody is overly enthusiastic completely over the moon enthusiastic Absolutely That's going to throw some red flags and that's what you see a lot of new agents or people that are new It's a prospecting or even when they're having inbound leads like from zillo Face uh facebook and instagram and stuff like that and they call the leads. They're just kind of like to They're just fake. It just sounds fake honestly Um, and so I I actually agree with this. I think that You know the way that I've done it and you guys can watch me make live calls I made live calls are called expireds this week. I'll call another lead source next week I'll call every week that I'm not on the road Traveling and speaking I'll make live calls and you can see the tone that I have with my prospects when I'm calling them Um And then the the level enthusiasm should you be a little enthusiastic? Yes overly enthusiastic absolutely not Immediately because the only people that talk like that with that overly enthusiastic tonality without having a relationship Has to be a telemarketer because they think if I can be overly enthusiastic. Wait a minute It's okay to be that enthusiastic if you have a relationship with somebody like I would think that Being the overly enthusiastic like that is fake. No matter if you have a relationship or not What does having a relationship have to do with if you can be overly enthusiastic or not? I don't I didn't really quite get that part That's they can have this whole big positive attitude that somehow it's going to get the prospect to be nice Certainly don't have a positive attitude. Don't have a big positive attitude. Whatever you do acer to me Well, it does the exact opposite It's a dead nuts giveaway that you are a telemarketer dead nuts And you've got something to sell and I regret picking up the phone And how do I get out of this phone call as soon as I possibly can that's what it actually does So what we have to do is be more curious what we have to do is be calm What we have to do is mirror and match the tonality and the pace to which the prospect is communicating And that is how you're going to have more better conversation I agree cool calm collected like it's your mom dad brother cousin that you're talking to That's the way that you need to be right there calm cool collected like this is your mom dad brother cousin best friend from high school Long lost friend. That's how you need to be when you call. I absolutely agree with that Conversations number three is saying how are you today? Okay, again, this is another thing that I see a lot of people making up on calls doing that is a massive massive mistake Now I've seen Brandon's post on this And I said there was a Harvard study that you know, cold callers should not say how are you doing? And all this stuff and within the post He actually says that the the prospect knows that you don't care How they're doing and see I have a big problem with that because This is literally why I'm calling the objective to me when I'm calling is to a Figure out how they're doing. I really genuinely want to know It's really all I want to know because once I know how they're doing that I know exactly how to take the conversation to figure out what it is I can do to help them buying or selling real estate either now or in the future And I can really create some common ground there And honestly like I've made a hundred thousand calls a hundred thousand cold calls I've sold a thousand properties circle prospecting and I can tell you that The calls You know in the in the first half of that hundred I was very just driven to try to get to the point of the call You know about whatever the real estate stuff was that I was talking about And people just didn't respond well to that But when I came out on with something That wasn't like every other real estate agent just trying to get a listing trying to set an appointment You know trying to handle objections and get to the deal and all that stuff when they realized I was somebody different Who actually cared about how they're doing what's going on with them What I can do to help them not what they can do to help me see most mainstream coaching And training is geared towards really articulating from the agent to the prospect. Hey, mr. Prospect. You don't know me I don't know you But will you sell your house so I can make some money? That's how most mainstream training and coaching Uh molds agent into sounding that they're just worried about what the prospect can do for them Um when that's not even who the agent is these agents work so hard They got in the business for the right reasons to help people they listen to their broker They listen to their coach Right, and then they go out there and follow the directions exactly the way that that broker trainer coach told them to do it And they don't sell anything they wonder why well It's because they sound like every other agent just trying to do a deal Why not take just a second to actually see how someone's doing today and not treat them like another number Or just a human but on the flip side When you're asking someone how they're doing absolutely if you don't care How they're doing if you have zero interest in them and what's going on with them Today, then you are going to come across disingenuine You are going to it is going to come across fake and it it is going to throw red flags because they're going to hear it in your Voice that you really don't care how they're doing But if you actually do care how they're doing then that's going to come out and they're going to be much more Receptive to that you guys can watch me make live calls all day and and you'll see exactly You know how I go about this But but I I feel like this is interesting how how strong And how how firm Brandon holds on this don't say how are you doing thing? Like you have to have a relationship Like a long going like how long do you have to know somebody? Before you can add before you're allowed to ask them how they're doing I mean for me it's like we all live in the same town What's the chances that someone lives in the same area of you in terms of not only just a percentage of population around the earth But also during this same time Right, it's like almost nothing that this person lives in the same area as you live and during the same time You you're you're so connected just because of that. It's not even funny We should think of ourselves as volunteer workers doing community outreach to see how many people We can help buy and sell real estate and the only way to do that is by reaching out Seeing how people are doing see what's going on with them what they want to do what their goals are How how they want to do it when they want to do it so that we can help them do it So i'm kind of getting on my soapbox here about this. Let's continue here But this is interesting because again without having the true rapport with a prospect over the phone to ask a question Like that comes across maybe disingenuous And so I mean the only people that do that are people that they have Relationships with which you do not and so it comes across as you not being authentic a fake How are you doing today in hopes that you're going to break into a conversation is the opposite of a pattern interrupt I absolutely agree a fake. How are you doing? A fake. How are you doing? Well, absolutely as I said draw red flags A genuine. How are you doing? We'll actually create the opposite and build instant rapport with your prospects There's a better way to open up that phone call in a way that will build real rapport and real rapport allows you to earn Respect that will allow you to have a better conversation with the prospect when you call them out of the blue number four So what I'm what I'm gathering here on some of this Like earlier he said let's call targeted leads who Are ready to sell right now Um, but he didn't tell us how to get that he didn't tell us where those where those magical leads are Now he's saying there's a much better way To open up a call to build build what build instant rapport much better But he didn't tell us that that magical line We're just going right into the next thing So it seems like he's saying don't do these things But then he's leaving all this stuff out. He's leaving the punch line out of this stuff Or hitting start on your dialer at 8 a.m. Now you might say well, what do you mean? Are you saying not to start prospecting first thing in the morning at 8 a.m. No, I'm not Like here's what I am saying if you think about this. This is a big mistake Let's just say you're using a lead source like a red X or like a Vulcan 7 or mojo just as an example Well, number one, isn't it fair to say that so is all of your competitors? That's number one number two Isn't it also fair that they are getting the same list of prospects that you're getting So if there's two agents in the same market and they're both on Let's just call it Vulcan 7 and they're both getting their expired listing leads from Vulcan 7 They're both getting the same list and if they both hit start at the same time in the same list They'll be calling the same prospects at the same time now Multiply that by a hundred or a thousand of agents in your market doing the exact same thing How effective is everybody calling the same prospect at the same time using the same system using the same number It's not very effective I mean that would be like lightning striking the same person a million times have he's saying a thousand agents Calling the exact same person At the exact same time and also it's like okay, you're talking about expired specifically Um, you know and number one I go back 10 years worth of expireds My I've got two agents right now That both have over 25 active listings and both of them tell me the sweet spot is two year old expireds So that's a quick tip just for the current market right now um, but you know like for me like I called expireds, you know tuesday and um You know like I've just got a just with redx or mojo or any of these like it just piles up the expireds I don't think everybody's calling the expireds every day Anybody that makes a lot of calls by the way You'll get to a point where you're not you don't can't make any more calls because you're so busy from all the calls that you made You built such a big database you got so much going on you barely have time to make calls I'll see it all the time I got agents right now discouraged because their business is so big they're making a half a million a year And they can't make calls because they're so busy closing deals and it's scaring them because They know that calls has got what got them where they are and they don't want to lose what they got And so they're scared because they're not making calls, but it's a good problem to have But my point is is that for everyone to be calling the same people the exact same time now There are agents that that especially newer agents that that aren't selling a whole lot yet They have a lot of time on their hands that are calling the same leads So let's talk about that for just a second So you got the scenario that chances are pretty low, but out of a big market You probably got some agents that are pounding the very new expireds um I mean as far as that scenario goes I'm not really going to go after brand new expireds. You know that day early in the morning I like older expireds. I like week old spires month old Six months two years a year I like all those expireds honestly, but the new ones when I call the new ones and they're getting pounded by agents I mean I just kind of try to talk them off the ledge for just a second because The fact is is that they haven't talked to me yet and every agent has a unique value proposition within their personalities They're going to connect with people totally different I'm so I don't think it's a problem that if agents are calling the same leads Is that something that is ideal? No, that's why I call older Expireds and stuff like that, but this is very interesting. Yeah, so what should you do instead? Well, what I coach to and what I have done in my own sales practice is kind of go sniper mode So I'm getting the data from Vulcan 7 but what I'm doing if I'm going to call leads like a for sell By owner and expire listing that have high urgency you got to call them immediately, right instead of just hitting start because the way the data came through Vulcan 7 is organized in a way that Everybody gets the same data organized the same way So what I'm going to do instead is I'm going to sort through the data Prior to my prospecting session and I'm going to go reach out I'm going to call the ones that to me have the highest likelihood of conversion for me So that might be a specific neighborhood a specific price point You know, there's other factors that go into that too And so if I'm getting 15 expired listings in that day instead of calling the first one like everybody else is doing I might hand dial some ones that are further down the list that I think have a higher likelihood to convert And I will be able to be that first voice while everybody's hitting start on the dialer going after the same list I'll be ahead of the game. Hopefully that makes sense number five. Yeah, it does make sense. That's exactly what I did Tuesday I filtered through a hand dialed I picked the ones that were condos and You know in my area because it's the whole county of course But I think something that's that's probably, you know, I don't know if you guys missed it when I set it while it go But these expires you don't have to call them right then I think brandon just said if it's a for sell by owner if it's an expired you got to call them right then Yeah, okay.  It's kind of my favorite.  Johnson. Cool. Hey mr. Johnson ricky cruth whatever real estate company Whatever area. How are you doing today? Yeah, me too. I'm enjoying the day isn't it gorgeous Listen, I don't want to take it too much of your time, but I see you were trying to sell this house It's not on the market now. Like what's the story? What happened there? What's going on and then boom? They tell me a story They tell me what's going on and I that that's something that's hard to get out of different kind of prospects You don't necessarily hear like this incredible story about the property that they were just trying to sell Um, it's just a very unique situation And it's really cool. Another thing I want to note is that when I'm calling expires I am not trying to list that property I'm using that property as an excuse to get into a conversation to see if I can get to know This person for a second find out what it is They're truly trying to do and why and then help them do it I've had so many expires that I represented as buyers Right. They wanted to buy stuff and I wasn't focused on that house I was focused on that person trying to figure out what it is they want to do And come to find out they wanted to buy something and so I represented a lot of expires as buyers And then went on to actually sell the property that expired, you know, maybe a year or two later I've done that several times Um, so when you're doing this and you're prospecting like understand my point of view my strategy is Not to necessarily list the property but more so use the property if it's circle prospecting if it's an internet lead for Sell by owner expired whatever it is I'm using the property as an excuse to get into a conversation to see if I can get to know this person a little bit Make a connection so that I could create this lifelong relationship to help them now later whatever That's the way that I play These type of leads forcing the conversation without permission So this is what I was saying before when you get into a conversation or when you make an outbound prospecting phone Call and the prospect answers and it's bob and you say bob. How's it going today?  I mean you think bob is sitting around waiting to talk to a real estate agent and just sitting by the phone I don't think so and so what we have to do is we have to actually have a pattern In order to peak the prospects curiosity to peak the prospects interest to earn the right to have the conversation Otherwise, I'm sure you're experiencing it right now prospect to say I'm not interested. Take me after your list click I bet you that happens a lot to you watching this video So what do we do to make sure that that stops happening? Well, if we get the prospects permission to have the conversation Up front the likelihood to have a better conversation increases dramatically and the way in which we do this is by Lowering reactant and we've talked about that a lot on the channel But reactants is when somebody feels as though their ability to make their own Decisions are being taken away and when that happens to somebody somebody pushes back says no no no I don't even care when they feel that pressure they push back So what we have to do is lower or in other words remove the psychological reactants How we do that is by giving up the perception of control and giving it to the prospect So the prospect feels as though they're making their own decision The best way to do this is by approaching the conversation like this You say mr. Prospect listen, this is Brandon. I'm a realtor and before you hang up You know, I was just hoping to tell you why I called really quick and then you can decide if we need to have this conversation or not Would that I don't know that I like this Um, you're basically assuming that they don't want to talk to you You're basically assuming that they want to hang up even though they answered the phone And are giving you an opportunity to speak. I don't know Again, like if this works for you awesome, that's great. Use this if this one makes you comfortable I've always said like Whatever you have to do to make yourself feel comfortable enough to make these calls do it. Absolutely Um, but just myself personally walking into it and really quickly saying listen, don't hang up Uh, you know, I know you might want to hang up, but you know, give me an opportunity here I think it's kind of it sounds like we're kind of desperate Um, is what it sounds like to me That'd be fair and when you do that the prospect isn't used to having this new sense of control on a conversation And so they don't even know that this is happening. They're not calculating this thought It's just a natural psychological response where they say well, well, sure It's like asking somebody the question. Can I ask you a question? And what do they say every single time? They say yes, it's a universal yes And so when you approach the conversation this way, you're gonna find that the conversations go longer That you're able to ask more questions that they engage So I do this at the end of the call when I'm asking to stay in touch Right. So at the end of the call when they say they're not interested like he was just saying they're saying they're not interested They hang up or whatever, you know, number one like I'm like, whoa, whoa, whoa Like just so you know, I'm not trying to sell your house today We go into why I'm calling to see if there's something I could do to help you based on a recent sell a recent listing Whatever it is, right and when they say they're not interested, I'll make great. So you got to hit the transitions guys There's transitions in a phone call, right? When you get to the points where there's the inflection point and the call in the conversation You can keep it going with these transitions So like there's many before we get to this point, but when we get to this point, they say they're not interested Like great. Listen, is there an agent that you would work with if you were to buy or sell? Right. No, cool. Well, listen, I'm sure at some point in the future You're gonna buy or sell I would imagine right even if it's five or ten years down the road, correct, correct Cool. Listen, I would love the opportunity to work with you when that day comes Would it be all right if I stayed in touch with you? Yes, great. What's a good email for you? Is this your cell number? Again, my name is I'm going to stay in touch with you via email Let me know if there's anything I can ever do for you tell everybody I said hello and we'll talk to you soon So when I ask them for their email, I'm actually asking for permission to stay in touch before Actually asked for the email. Of course, they're going to say yes. We made it this far in the conversation It's a good conversation. They're feeling a little more comfortable with me and I'm like, is it okay if I stay in touch? Yes, great. Then I asked for the email. So I do the same thing. I just do it later into the conversation More and so because not only did you lower reactants? But the other benefit of opening a call like this is you get to benefit the principle of consistency This is another thing that psychologists have found to be very useful is when someone verbalizes a commitment They behave to stay consistent with that decision Next number six trying to get an email from everyone you talk to this is a massive mistake Why because what I see happening is real estate salespeople trying to force every single prospect that they talk to in their database and what ends up happening is they have they grow this huge email list of prospects when their real intention was to generate leads And they end up getting into the data collection business instead of the selling of real estate business And I think the bottom line here is that you can do both. You can have the data collection And you can have the real estate business. That's that's what I am all about here is building your database to the point And I agree with Brandon that real estate agents get really fixated on What they perceive to be the objective of the call and so if you're Let's just say mainstream coaching and training the objective is to set the appointment And so what I saw for so long was agents who would focus Everything on getting the appointment and they were like blinded They weren't even trying to like hear about why the seller or buyer wants to buy or sell If in fact this expired wants to buy a different property. They're so fixated on just listing that Expired listing that for sell by owner. There's nothing out. They're not going after anything else They're just so focused on the appointment and listing that property And so, you know, I'm I'm sure he's referencing my coaching program because that's one of our things is emails And if you understand the depths of the psychology behind my scripts, it's not just a script on a piece of paper There's a reason for every single word of my scripts And if you really understand it to the fullest, you'll understand objects and one is to see how they're doing today Objection two is to make them feel comfortable with you Objective number three is to see if there's anything we can do to help them buying and selling real estate today Objective four is is to collect their data to stay in touch forever So if they're not buying or selling today, then we want to be able to remark it to these people forever I don't see how that's a bad thing um, but You know, whatever the agents just lasering in and focusing just on that are really just Blocking everything out and being blinded to any other kind of opportunities. Absolutely is a problem But it's kind of the case with Anything, you know with with agents they just get very laser focused because they're inexperienced And they haven't really got to the level of communication to be able to really read the other person on the phone And really try to figure out what's going on behind the scenes and read between the lines To really see what we can do to help these people So I think it's true no matter what if you say, you know, you could say it's the email Or you could say it's setting the appointment, whatever it is the newer You know Prospecting agents are with their inexperience are going to be laser focused in on something And yes, it's a problem. I would rather see I would rather see the problem be a big database Then to have a problem with a small database at the end of the day, at least you have something there and by the way The largest companies in the world pay billions and billions and billions of dollars for data They build their businesses on data By remarketing to people through the data through behaviors so on and so forth It's really the way that we should run our real estate businesses.  It's how I By 2017 I was making a million a year I quit prospecting and I was able to make a million a year every year after that in real estate commissions With zero prospecting why because I had collected all the data over the years And I'm able to use that to remark it to continue making a million dollars So, you know, I honestly, I don't know what Brandon's sales are experience or anything But I can only speak from my experience and my results and that is millions and millions and millions of dollars But this is very interesting. Let's keep it up And I don't know about you but collecting email addresses doesn't pay very well And so I understand the mind and another thing that that uh, I wanted to point out I watched one of one of Brandon's uh calls where he called a prospect um I'm not going to critique him on the call and the script and all that stuff but He asked for the email address which I find very interesting Inset but the problem is it's a scarcity mindset. The scarcity mindset says I'm going to try to get something out of every single Conversation that I have versus how do I have the a high quality conversation? Maybe I'm generating a lot less leads over the phone But the leads I do generate actually convert into listing appointments and then into listing because the agent That's trying to convert everybody ends up working or generating information from people that are not looking to sell their house for years into the future Which is exactly if they're not going to buy or sell anything today Okay, if they're going to buy or sell years in the future Don't you want to represent them in those years in the future? Do you want to throw that future business away? You're there anyway talking to them You've already spent the time to dial them to have the conversation to talk to them Wouldn't it be smart to just take the Not even more time it takes the exact same amount of time To collect their information stay in touch with them for the day that they do decide that they want to buy or sell Don't you want that future business or I mean My my real question is is like is Brandon saying to throw away The future business and only deal with people who want to buy and sell today I mean this is literally how I got to The level of business that that I had was that time is going to go by regardless You know and if i'm talking to this person anyway, wouldn't it be smart to collect the data to do future business with? Um, I can't wrap my head around that one. There's business to be had right now So instead of trying to convert everybody the thing that has served me that I coached you is why not you be skeptical of every prospect? Like they are of you. So what does this mean? This means asking good qualifying questions to determine Is this a lead or am I forcing this person to my database for some reason because collecting email addresses is not the business That we're in again if you're there anyway And you're trying to find people that want to do business now But somebody doesn't want to do something business now If they own a property the exact property you want to sell Wouldn't it be wise to stay in touch with them until the day they do furthermore You know how many people that I've collected emails from who said they would sell Never sell or maybe they sell in three to five years and they call me in 30 days And say come take a look at our house. You know how many times that has happened You can't you can't judge that um That somebody that they say doesn't want to sell or whatever doesn't actually want to sell Right. This is the first conversation you're having with them chances are they may or may not tell you exactly what's on their mind for real for real Um, but after a couple emails from you and they're like, wow, this is the real deal I love the conversation I had with them. Um, you know, let's call ricky You know or maybe maybe something happens three months down the road where things change things change all the time People change their minds all the time I want to collect every single person in my markets contact information and send emails to them That's how I and many many many other agents have built massive massive businesses not only for the future Right through this process. I'm closing more deals than anybody else today This year right this second By the way, like I mean we got seven million dollars worth of pending deals right now in little old alabama Right now as we speak Number seven trying to close the sale over the phone This is another mistake that I see a lot of people Really struggle with and that is we call a prospect out of the blue We have our first conversation and somehow we think that we can use a magic script to get them This music's got me hype bro. I got to tell you the truth. This is some tight This this is some good music to agree to list their house over the phone on the first call Well, I mean again, all that that is doing is raising Resistance it is so unlikely for you to call a prospect. Where did music go that completely random out of the blue Convince them with some magic words that all of a sudden they're going to say yeah, I'll list my house with you tonight I mean, it's so Likely what's more likely is for them to say wait a minute. You said let's go find people that want to sell their houses now And now you're saying it's totally unlikely that they're going to say hey come take a look at my house to To possibly see what it's worth Nope, not interested. I'm good. Nope. Nope. Nope just resist And I know this because if you look at your conversions if you're making 100 calls a day Not all 100 are saying come list my house. Are they no what we have to do Is we have to break up the sales process into small easy Micro commitments for the prospect in other words phone is designed to set appointments face to face And that is how we position the conversation You can't list a house without having first some type of listing appointment Whether that be over zoom or in person face to face So why not spend the time over the phone focus on selling that interaction first It's got to come first anyway. We can't skip over that anyway So that is the approach we use the phone to set appointments We use the appointment to convert into listings number eight on the list It's the one that you've been waiting for using scripts to get people to say yes Now you're like brand and I don't get it Isn't that the whole goal is to get people to say yes to whatever it is that we're pitching over the phone Well, not necessarily So the way in which I see most written and most scripts taught is by Asking questions that hopefully will solicit the prospects agreement with a yes Now the problem with that is you know prospects don't owe us anything And so over the phone they have this their defense is up And so it is very difficult to get unless you're you get really good skills grow It's difficult for people to get prospects to be agreeable What they aren't used to doing and what I am suggesting that you do is not you don't do this with every question But what we want to do is reframe the type of question that we're asking To get agreement by getting the prospect to say no And so the reason why this is so effective is the way you can ask a question instead of saying to the prospect Hey, you know, are you still interested in selling your house? All right It's a bad question. It is so easy for the prospect to Not agree with that because they feel threatened They feel like you're trying to sell them a better way to ask that question to get agreement Here we go by getting them to say no would be something like this. Mr. Prospect Would you be totally against the idea of reviewing an offer if the numbers made sense and them saying well? No, I'm not totally against that. That's good Is their way to agree to the question? So try to ask what we call no Oriented questions and I think what you're going to find is that more and more prospects agree with you. Yeah I like that. That sounds real good. So if you want help with any of this stuff before you leave I'm going to put a link underneath this video and if you want to have a conversation about potentially working together Learning about our listing agent academy coaching program so that we can help you build a multiple six figure Listing agent business click the link you can schedule a day in time that works best for you We can have a conversation Explore the idea of working together and then at the end of that we can both decide If working together at this time makes sense or not So click the link beneath this video and I'll see you guys in another video very soon The music is hype Oh, man. No that that's good stuff, man. That's I really really really enjoyed this video honestly. Um You know, it's good to hear like opposing opinions on stuff because why everything works Um, it's like it was good for me to hear like an opposing side of of, you know, a lot of my, you know Theories on, you know, prospecting and cold calling Um, it opens my mind up to the possibilities and it stretches me and it helps me honestly Um, it helps me think about things differently being around people with different energy and different ideas is extremely healthy um and You know, it it just it helps you become a better version of yourself because If you're just stuck in your own world If you're just stuck with your own theories and you're not bouncing these ideas off of anyone if you're not, you know You know around different vibes and uh theories and ideas It's hard for you to grow So Anyway, that's what this video is all about is Hearing a different angle different side you guys go subscribe to brandon check out his coaching program all that good stuff And um, let me know what I can do to help you on my end. I hope this video helped you a ton I'm gonna put another video right here for you to go and watch. I'll put a video right here Me making live calls. How about that video right here? Me making live calls so you can go watch that and uh, let me know what you think I'll be here making live calls next week. I want to be making live calls next week So tune in for that and we'll see you guys on the next video Keep selling keep building take care


Welcome to Toffy TV's The Everton News Daily. Marco Silva has been speaking about Everton's continued improvement under his stewardship. He felt that we were unlucky not to take something from the game at all traffic at the weekend. He said it was an even game, which it was, and he feels as though the team is starting to believe that they can perform in these games. It wasn't the greatest performance by Everton, but we certainly competed well enough. We had just as many attempts at goal as what Manchester United did. The key now will be the belief this team needs to believe it can go to places like Old Trafford and beat them. It's all very well having a lot of the ball and creating chances, but you've got to start getting that belief in your head that you can do it. Seamus Cohen spoke about it yesterday saying the managers give us a belief that we can go and do it. It is about not standing off teams, not giving them the respect, getting on top of them and saying what we can beat you with just as good. That's where Everton is heading. It's a process of course, it is, but why not? The managers are again stressing that the players are taking it on board and they work hard to continue that improvement. Sooner or later it's going to click at one of the big away games and we'll get something because we've had chances to do it at Arsenal. We probably should have won at Arsenal. We shouldn't have lost at the weekend, albeit we had a dodgy decision go against us, but even then we still had half a dozen chances I would say to score and we've got to be scoring more than one goal. Michael Keane has revealed the extent of his injury last season. He suffered a gash on his foot in the League Cup game against Sunderland at home. Ex-Everton player James Vaughan done Keane with a challenge on the top of his foot. Keane said when he got in the dressing room at half time his foot was hurting, but he left it and played on him when he took his boots off at the end of the game. There was a skin that split, there was an inch wide gash across his foot, it was open. He said the doctors seldom to take three weeks off, but Ronald Cooman wanted them back within 10 days so Keane played with a size 12 buton and padding in his foot. He said then it just got worse. He then played on against Arsenal. The foot was wrecked again after that and he took a little break. Then he started taking painkillers to get through the games and he said he was very drowsy after the Southampton game. He said the painkillers and antibiotics were getting too made and he felt drowsy and he couldn't concentrate. In that 4-1 defeat it looked like he'd all been on painkillers in that game. He could have actually lost his foot if the infection had spread off his leg. It started to spread off his leg a bit. But he got to it in time with antibiotics and stuff so he'd done it again on New Year's Day. Anthony Martial landed on his foot and opened the wound a bit again and then had to take some time off the team. Then he struggled obviously to get his form back but he's been excellent this season. Hopefully he can continue in the way he's been going because he's now becoming an important member of our squad. Just shows you you don't always know the exact things that are going on behind the scenes. We knew that he was playing through an injury but not one as bad as that so there you go. There's been some talk today about Andre Gomez and the fact that there's no buy-back, no loan to buy option in his contract which you knew at the time. A lot is being made of his £89 million release clause which is nothing. It's nonsense that Barcelona would ask for that anyway. They offered Everton to buy. Everton wanted them in June. I think it was or started July and Barcelona said he could have them for £45 million which is half of his bio clause. Everton thought that was a bit pricey at the time but if he carries on the way it is I'm quite sure Barcelona would expect a fee in the region of £40 million for Andre Gomez this summer. Listen he needs a couple of games in. He's looked very good but let's not jump too far ahead of us but he looks like a really class act and he's settled in quite nicely now and hopefully he'll get better and better the fit that he gets. I think the player if he carries on will want to stay here. I think it's important to him to feel wanted and to feel settled and we'll see where we go with that but all of these sensationalist reports today of he won't be coming back to Everton next season and all of that. Just people looking for stories. There you go. Everton's Henry on Ykuro looks set to be fit for this weekend ahead of Nigeria's class the week later. Obviously we need them in as many Nigerian squads as possible if we're to get a work payment. However there is a report today that Celtic want to buy him and that Marcel Brands may sell an Nigerian for but before he's even played for Everton it's probably just speculation but it makes an interesting story doesn't it. And Sandro Ramirez who is also on loan from Everton that rail sociodad has said that he wouldn't mind staying at rail sociodad at the end of the season. He said I'm on loan there's no you know no clause to buy for rail sociodad he said but it's an important club in Spain and why not if it goes well. I'll give everything if it goes well why wouldn't I stay here if I had the option. So I don't know whether Sandro will get another go under Marco Silva or not probably be moved on next summer should the club be able to afford him. And finally Everton's under 21s are in action tonight in the checker trade trophy. They play at Oldham kickoff 730 so be interested to see what kind of team is fielded for that one. That is it if you haven't subscribed please do so if you want more videos get over and join us on pikes and thanks for watching see you later on toffy tv.


Spy movies often make one feel like becoming a spy. However, there are many different challenges that a spy has to deal with on a daily basis. In this video, we'll talk about one of the most important aspects in a secret agent's work. Communication Even on a secret mission, a spy has to stay in contact and continuously update the team. But without being noticed. Meet Aditi and Balraj. They are on a secret mission and they need to frequently exchange messages and artifacts among them. But very cautiously, if someone is able to recode the messages, their cover would be blown. To avoid being noticed, they have to rely on public means of transporting the messages and goods. They usually exchange this information using a box, which opens and closes with a 16 digit combination. A new key is set for every exchange. However, they can't communicate directly except for a few rare instances to avoid falling under suspicion. As a workaround, they took the help of an anonymous friend who built them a special box. However, he had to escape and could not explain how to use it. The box has a special lock. The lock has two pairs of codes. If locked with either code of any of the pairs, it can only be opened by the other code of the same pair. That is, if the lock is locked using the first code of the second pair, it can only be opened using the second code of the second pair. They need to figure out a way of exchanging messages amongst themselves using this new box. The other challenge is that they have some big materials to be exchanged, but which might not fit in the new box, but could fit in the old 16 digit lock. So, that's the situation. Now, it's time for some questions.


Welcome, thanks for being here we're so glad that you're joining us for another episode of the nonprofit show. I'm glad to be back co hosting alongside Julia and thrilled to have one of our sponsors with us to kick off our Monday or as I'm going to refer to it. It's fun. Yay, because Friday gets all the fun and Monday should also get a little bit of fun. But James Golder is here with us and James is a partnership manager with Bloomerang. And he's going to talk to us about donor retention trends so so glad to have you here James before we jump into the conversation we of course want to make sure that our viewers and our listeners know who they are looking at or listening to so Julia Patrick, of course is here. Julia's wonderful platform. Julia is also the CEO of the American nonprofit Academy, and puts up with me each and every day as her co host I'm Jared ransom, your nonprofit nerd CEO of the Raven group and again just honored to continue to be of service in this way as we navigate forward. Thanks to our many presenting sponsors that have partnered with us and collaborated in many, many ways, as we continue to talk about additional ways for collaboration. If you miss that you might want to join early for the green room chatter which is where we talked about a collaboration even further but really excited to have Bloomerang as one of our presenting sponsors in fact one of our very original sponsors joined us in March of 2020. Thanks to the American nonprofit Academy, also fundraising Academy which National University. Thanks to nonprofit nerd, also your part time controller staffing boutique and the nonprofit thought leaders. All of these are here to help you move your mission forward. Many of them as I mentioned have been with us from the very beginning. If you missed any of our episodes or you think you want to you know share an episode with a board member or senior leadership or really anyone. You can find all of our episodes on Roku YouTube Vimeo as well as fire TV. But if you're a podcast listener, like I am, you can also queue up the nonprofit show on podcast so make sure that you queue us up and all of these different streaming programs continue to listen and learn as we continue to chat.  So James Golder has joined us today been waiting very patiently thank you James. Again, partnerships manager with Bloomerang. Welcome our friend we're so glad to have you. Nice to be here. Thank you very much I've been looking forward to this for a while. Yeah, us to you know as we mentioned in Bloomerang has been a fantastic partner. We also broadcasted live from the AFP icon Vegas booth and where I got to meet a lot of the team members so really excited to have so many faces and voices and perspectives on today. So tell us a little bit about what you do I see the title but let's really talk about you know what that title means for you at Bloomerang. Sure. So, mainly I manage our national account partnerships. So I'm working with organizations like the Boys and Girls Club, YMCA is kind of those big sort of umbrella organizations with lots of little chapters or sometimes just a few chapters or smaller organizations under them trying to help them get the best that they the best usage out of Bloomerang that they can get so that they're really taking advantage of what the platform offers. And of course reaching out to new organizations under those umbrellas to see if maybe they would benefit from a conversation about Bloomerang. So it's kind of a little bit of sales a little bit of account management kind of all wrapped together. I really enjoyed it's a lot of fun. And a lot of relationship. A whole lot of relationships absolutely right. You know before we get into to talking about, you know donor retention strategies and trends. Paint a picture for us about what Bloomerang does, because we use the name Bloomerang everybody sees that you guys are so remarkably collaborative. We really are out in our sector, doing amazing things. But let's take a step back and really understand what it is that your platform does. Sure. So there's a couple of things I think Julie you're you touched on the fundraising best practice information that we put out to try to help fundraisers kind of get a better grasp on things like retention and engagement and that sort of thing. So that is a really big part of what we do. We funded studies in the past and we continue to do that. And we also publish white papers have webinars are all kinds of educational resources that Bloomerang puts out there to really help fundraisers do their job a little bit easier. We also have a database as well. So if you think of those organizations that maybe are managing their donors using spreadsheets, or in some cases, handwritten notes, we've seen that too. And everything in between. We want to help make that a little bit better. Right so there's a lot of technology that we can use and a lot of processes and systems that we can bring into play that will make their lives a little bit easier and allow them to focus on those relationships that they have with their donors instead of, you know, did I remember this in a thank you note to this week to my donors or something along those lines. I want to try to make their jobs and their lives a little bit easier when we can. And I have to say I've had the pleasure of working within the donor database of Bloomerang and I've had my hands in several donor databases and Bloomerang always seems to be very user friendly and I cannot tell you James how many evenings I have spent perhaps with a glass of wine in my hand on the online chat with the support team. It is phenomenal phenomenal and so I just have to have to witness Julia to you know all our viewers. I'm not an endorsement, you know for Bloomerang, although I love the organization I love the platform so I am endorsing it. You know just say everything that it has provided what I have seen from my client side has really been phenomenal so thank you for all that the team does. And that's a really good point to I would be remiss if I didn't mention that this is easily the best group of people that I've ever worked with. I've been here since 2015 and they are phenomenal. Just an amazing group of people who genuinely care I know it seems a little eye rollier cringy or whatever but they genuinely care about the missions of the organizations that we're working with and I mean hey if we can help fundraiser put a little bit of extra food on the table for the community, help get some you know pets adopted that sort of thing great that gets us out of bed in the morning so it really is a great company full of really good people. Well, yeah it's fantastic and you know and all of that goes into today's conversation when it comes to donor retention. And I'm curious let's just kick it off here we have a clock for those of you listening that's the graphic here. How do we spend time on donor retention and you know what are the things that we should be spending our time on specifically. I'm thinking about as we're you know producing this live today many of us just started our new fiscal year. We're looking at the end of the calendar year and so our big push season is upon us so how do we spend time on our donor retention and where does that you know fall. That's such a great question. I think that too often in conversations that I've had with people the big focus is on its event season so we have to focus on getting those events and getting them all to turn out perfectly and and we're going to get these numbers and and yeah absolutely you should do that that's that's great and then what are you going to do after that. Oh, well we'll add them to our newsletter. Great. That's a terrific idea what what else and and so yeah I think the more touches you can have with these people the better particularly the people who if you're able to see what their capacity is and they're they have a little bit higher capacity so let's reach out to those people and maybe I don't want to jump on the phone schedule a coffee meeting with them do something to engage with them and and really get to know them. And one of the best things that I've seen recently I gave to a new organization I've never given to about a week ago and they sent me a survey. Three days four days I don't know something like that after the donation was made asking me, why did you donate. What was it specifically about our mission that appealed to you so that I wrote back in the email and told them what it was specifically, which will allow them I don't know what will happen. You know in the future but it could allow them to really tailor their communications to me, moving forward in a way that will engage me more than if it's just a generic, you know hey can you donate again kind of thing.  And speaking of that retention number and again I've had the pleasure of working inside blumering and I'm sure other donor data bases provide this as well. How do we, you know, figure out our donor retention rate and what are we striving for so let's kind of take this this mystery of donor retention. Can we quantify that James is that something that we should be looking for a quantifiable number year after year. Essentially you want to take the number of donors that that donated in a given year how many of them came back the following year. So you can do that on a rolling year you can do it on a fiscal year it's a couple of different ways that you can calculate that. But the fundraising effectiveness project, essentially, is kind of sets the benchmark for that they look at data from all kinds of databases blumering included but others as well. And they look at that those numbers to see how many people are coming back year after year, and the number goes up and down a little bit but essentially for the last 10 years or so it's covered somewhere between 40 and 45%. So we're finding that less than half of the donors come back year over year which I can tell you from a business perspective if less than half of our customers were coming back. I don't think I would be here right now I would not have a job if that was happening. No, when I hear that, I always have this moment where I'm like, well that can't be true. That's just not accurate.  It just goes away. And so that's why this is just such an incredibly important thing. And Jared, thank you for asking that question because it frames this up even more. So let's get into that. What about those focus, the focus on first time donors? Why are they leaving? Well, I hope you're sitting down because the statistics get worse for first time donors, if it's one out of two that leave for just, you know, all your donors overall, first time donors are hovering right around 20%. So, one out of five is coming back and saying, yeah, I'll give to you again. So, if you think about it in terms of, okay, we're going to get, so for a lot of organizations right at the events are their big donor acquisition. That's, that's what they're doing their golf tournament gala auction something to get people in the door, then they're taking that opportunity to tell an amazing story, as you just said Julia full of emotion and they're engaging with people and people are moved and they're saying, oh, yes, I want to help this. Here's a hundred bucks, here's a thousand bucks, whatever it happens to be. And these first time donors are writing the check and then I don't, there's something, nothing's happening. I'm not sure what's going on but but there's a disconnect because they were moved enough to write that check for the first time and then they fall off the table and four out of five of them are not coming back. So, I just want to add data and bloomering that suggests that for our users that if you reach out to them and connect with them like we were talking about a minute ago and engage with them, you can move them you can, it can be a bigger gift and it can be a faster gift their second gift. So, you don't have to wait a full year don't wait a full year do not wait a full year. Get out there get in touch with people and engage with them and connect with them and you can make it a bigger gift and make that second gift a lot faster like maybe within three months, but you got to get on it.   And so having that engagement for that second gift to happen quicker is the trick. Am I right I mean is that kind of what I'm what I'm hearing because if we you know and I think about that 4045% think of all the restaurants we go to think of all the places that we ourselves, you know, go to a cat or you know shop. If we were not to go back just as you said for blurring if your clients were not to come back at that same percentage, it would be horrible and so why are we treating our donors as if they will, they'll come back knowing that they won't so how do we shift that you know like really that focus I mean what are some other tactics and techniques that we should be implementing and employing you know for this engagement. So all of the studies that I've seen about this say that the more that you can engage people and send those surveys ask them, how do you like to be communicated with how often do you want to be communicated with why did you give. What is important to you about our organization so engage with them by asking them questions it can be over the phone it can be through an email, anything like that is fine. And the other big thing to think about it, not for every organization of course but for a lot of them is to engage with people on the volunteer level. So ask them to be a part of the organization by helping the mission through donating their time. And, and it's a subtle thing right instead of referring to it as volunteering but donating their time is what they're doing. So maybe call it that and thank them for donating their time that way. I love that. I love you. That is a huge takeaway and Julia I don't think we've heard anyone, you know we talk about time talent and treasure but to hear, hear, you know the phrase thank you for donating your time. That's a huge takeaway for me thank you. That is, yeah, I would say you know we've done almost 600 episodes. No one's ever said that. No. First time for everything. I think when you have those first time donors, they may not be aware, especially think about an event right they're coming with their co worker or their friend or their family member or somebody because someone has said hey I really like this organization. Come hang out with me at this golf tournament or gala or whatever it is. They don't know what's going on they don't know what those volunteer opportunities are so if they've actually donated at that event. Go ahead and reach out to them and talk with them about those volunteering opportunities they may not be able to but they'll also get a better feel for what you're offering and what kind of impact they can have. It's really a no lose scenario I think. No, I'm curious and this is possibly a curveball James so I apologize in a bit. Are there certain segment groups that we should not spend time on donor retention. And one of the areas I'm thinking are things like a memorial gift where someone asked in lieu of flowers please make a donation to this organization. Is that a segment or population of our donors that we should not focus on donor retention like what's the what's the etiquette there. That's a really good question. So, I, I will never tell anyone do not focus on retaining donors if someone is donated to you by all means get out there thank them engage with them and all of that. But I think you make a really good point with two groups right so the tribute memorial donors, and then peer to peer donations. So peer to peer often are again coworkers family members friends, saying hey, this is really important to me would you donate almost to me. Right, is sort of to the organization but really because of your relationship with me. Those can be really tricky to renew. Now if you do a good job with it you can really make those connections and make it work so again not saying avoid them or anything like that but I think the ticket in that case specifically is to make sure that you're thanking what I'm going to call the power supporter, the person who invited those donors to donate and got those donations for you. Make sure you take care of that person and then if you want to, you know, have that person reach out to their donors personally to thank them and tell them a little bit about the organization and try to connect that way that can work. I, if I had to choose I know fundraisers are insanely busy and don't have a lot of time to do lots of different stuff. But if so if I had to choose I would go after those power supporters and make darn sure that I got them back year after year because they're the ones who are kind of making it happen on some level. That's a great comment the power supporters I love that because we do see a lot of peer to peer, I think peer to peer fundraising is starting to increase. It's really, you know, using that power supporter. That's a new term for me I'm going to take that away so thank you using those power supporters leveraging their relationships and engagement with that additional influence of, of donors. Thank you for that because that's always a tricky conversation that I find myself in, you know, I hear from many of my clients James that are like, we don't we don't even you know we send a thank you note and after that that's it, you know, like we might put them in a newsletter some clients might put them in a newsletter. So thank you for addressing this power supporters and how we can leverage that connection to do more good for for our community. Let's talk about the use of phones right like we talk a lot over the last three years. During the pandemics we like to say plural pandemics, you know, our people still wanting to answer a phone has that actually increased decreased. There's so many ways of connectivity and familiarity with connectivity now so where's the phone playing a role in this donor retention conversation. So please, please, please make phone calls. Please, please I'll beg the impact of a phone call. We went and looked in our bloomering users and the data in the data and you know 15,000 databases, and the gifts are bigger the gifts come faster. The retention numbers are higher. I mean there is literally no downside to making phone calls, none. So get out there and call and the other thing that we found is that a voicemail is just as good as an actual conversation. So, for people who are worried that they're going to get stuck on the phone with a chatty person and you know waste time first of all no you're not wasting time but I get it you're busy. If you just get a voicemail it's just as effective. And here's here's the big secret that we found in our study, call twice. If you if you call twice again the dollars go up the second gift is faster retention numbers are better it just that the benefits are exponential. So, and but it doesn't have to be the same person right so maybe your board members could call. I know they're probably throwing things at their screen right now and say no I don't want to do that but it's not terrible. In fact, you're you're reaching out to people who probably share a lot of feelings that you do for how you feel about this organization and they're probably excited to hear a little bit more about it it'll be a nice phone call. And again shouldn't take a lot of time. I was going to say for years I was on a board a cultural board and we used to have what we called think-a-thons and the board members would get together we'd go to somebody's office and had a phone bank and they would just pass out the sheets and we would be given like a list of 10 to 20 people. And it was super fun and we would say we're just calling to thank you and I can remember over the years and people would be like, you know, I've been meaning to give you make another donation and we weren't even set up for that we'd be like, Wow, you know, I'll have to have someone call you back because we're just here to thank you But we would get what I noticed James was that it would actually re-engage the board members because they would hear great things and then they were just like, Hey, I'll take more calls. I finished up my calls or and we started doing it once a year and then we moved to twice a year because the board members. It was so positive it was so positive and even to your point James when they left a message when they left a message it was still positive so you know I can personally attest to that I think it's a really smart thing. Well, that's what I was going to ask you Julia is as a board member have you you know played this role and and what was the benefit of it but I apologize James I jumped in. I was just, I was going to dovetail with Julia and say that I'm on the board of a small farm here near where I live and we get as a board member I think sometimes we get so dialed in on budgets and then my new show of you know staffing and all of that that we forget sometimes about the mission and what gets people excited about these organizations. Oh yes Julia yes yes yes the chance for a board member to connect with a donor in here. Oh my gosh I couldn't believe you guys were doing this sort of thing this is amazing I can't I mean, I had a conversation a couple of weeks ago with someone who was really jazzed about some food access programs that we're doing with a, you know with a bus a mobile, like a, like a food bus, and this person was so excited and just right thrilled that we were going to be getting this food into disadvantaged neighborhoods that were just so enthusiastic and it pumped me up you know I was like oh yeah, that's right. I forgot all the cool stuff that we do this is so great you know so yeah it's a great you make a great point Julia. Well it is magical, you know we need to be doing that and we, Jared and I talked about this all the time and you know Jared really has coined this you know ROI versus ROR return on relationship and making sure that we can get in front of people in any way. It's powerful. It's so important and to have those mission moments as a board member, you know, as you said Jake you know we know what's going on but I won't push blame on anyone else but oftentimes for myself it's like, oh yeah we take that for granted because we hear it see it, you know do it each and every day and so to have a conversation with a support, supporter or power supporter, you know really just elevates that that mission moment for us. All of this has been fantastic, especially as we think of our donor retention and so you know we're really striving for that quantifiable 40%, 45% year over year goal and we're also really focusing on those first time donors because I heard you say it was a sobering statistic. One out of five return from that first time donor. Yep. That's exactly right. Right you said I hope you're sitting down because the stat gets worse. Sorry. No, it's it's really good to shine light on that you know I know because you also acknowledge that we're all extremely busy including our board members but to have these conversations build engagement build relationship, you know all of that is is really important so this is a very important conversation and topic for us to discuss we mentioned earlier. Many of you have started a new fiscal year and all of us are coming up on the push for the end of your fundraising and that is something that we really need to take a look at these first time donors and just the donor retention and you know at large so thank you for bringing all of this to the table. James it's been amazing to have your wisdom. With us and I want to direct everybody to blue meringue dot co you really are the organization has really become a thought leader and so a lot of these things that you have shared with us today you can find even more data. Really significant data collection that has has gone across this country and you're very and it's amazing that you you all share this because I think a lot of organizations would hold this information tight to the vest and not share it and so it really is an amazing thing and you can get access to this information whether you're a client of blue meringue or not. So, we want to say thank you for that because it is sobering to use Jared's word, but it is we need to know this stuff. You know, we need it we need to be very thoughtful about this so an amazing opportunity for us to share our morning starter week with James gold or gold or gold or black. It is Monday. That's right. Monday. Yeah, started talking about our, our spirits and wine and this morning, I'm just saying, I'm just saying, but check out James and blue meringue. It's really an interesting approach to how we can be stronger and more efficient with our nonprofits, especially if we have a little bit of data. It helps us to understand where we might want to, you know, refocus and reapply ourselves. Wow, James, that first time donor chilling. It is the good news is I do want to leave people with a little ray of hope that if you make those phone calls, the numbers go up a lot. We did look at our top 20% blue meringue users and their first time donor attention number is think close to 40 or something like that so you can if you make those phone calls if you do you know kind of the stuff that we've laid out and then there's definitely a light there that that we can all strive for so it's not all hope. Thanks for the silver lining. We definitely needed that. Yeah. The Monday. I can't have us all going back to work depressed. That's right. It's Monday. We're going to coin it Monday so that we can have a little bit of fun and Friday doesn't get all of it. There you go. You know, James, I love it because it's low tech. We can do it. And there's no excuse not to. Yes, that's exactly right. Yeah, I absolutely love it. What we want to make sure is that we thank ourselves along with James. Again, if we haven't met, I'm Julia Patrick with the American nonprofit Academy been joined today by my co host, Jared Ransom, the nonprofit nerd. Again, we want to thank all of our presenting sponsors who are with us day in and day out who allow us to have these discussions. Blumerang American nonprofit Academy, your part time controller, nonprofit nerd fundraising Academy at National University, staffing boutique and nonprofit thought leader. These are the folks that literally have joined us. Most of them from the very start, more than two years ago when we came up with this wackadoo idea. So thank you so much for all of the support we gain from these these amazing companies throughout our country. Hey, as we end every episode, we'd like to remind ourselves, our viewers and our listeners to stay well so you can do well. We'll see you back here tomorrow, everyone.


Right a very good evening to you hoping you've had a fantastic day. Welcome to chitchat right here on white if I put it We are all about entertainment. We are all about gossip We keep you in the know about stories that have been making headlines throughout the week My name is feeling June and of course that is a feeling June on all socials and if you are part of the show You already know I have the gang gang I do not do this show alone I have a DJ and a rapper in studio today But first things first let's meet Ronald Roy's attack head and a rapper Yeah, what's up my people? I go by the name of Ronald to the Roy's as usual. I must say it's Sunday Thank you so much for sacrificing your time today. You know it's a resting day, but see to cover quite a time So as usual, I must say don't go nowhere because we are about to start that thing But thing The party Too serious Okay, what do you do? What do you do? How are you doing today? Looking good come a car ride on and you know how to fix one of my my six pack young let me fix my six pack Let me flex. Okay. By the way, I go by the name the little cold DJ sweet cake come down I'm a DJ sweet cake This to have a thing in common Feeling Open Zembe, open Zembe I was like, hey, hey Because I don't know if I'm going to read or not, I'm going to go to the kitchen I'm going to go to the kitchen Red is for dangerous, not even love I don't know, let's get the show started rather And of course, VSU Sema The room is officially open So let's have a seat right here And you're studying in Kenya Where are you identified? Alumni of the Mount Kenya University Sharks Kenyans He chose to set a blaze His official documents Now the man filmed himself Dipping his academic credentials Into a metallic cooking pot With the flames of fire Now the video received mixed reactions from Kenyans With some people advising him to exercise patience Even in the face of adversity Now suggesting that it would be wise to wait For better times ahead Anyway, we do not Basically was like, you know what? Why do I have papers that are not helping me? I don't need them Because he's mad and frustrated He decides to ban his own credentials Like that is I don't know I can't speak for himself I cannot judge him Because Anyway, sit here Do you still have your paper? I'm feeling It's a bit too much to say I'm just asking Because You just ask You politely ask, do you have your papers? They have to go to their mom He's stealing from the people Where is the steal? By the way, he's the mom He's not even in history He's not even in history So Anything to do with my paper's feel Let me be honest Yeah I'm not a good singer I'm not a good singer I'm just a good singer I'm just a good singer I don't know about certificates And I don't know anything about it I don't know about potato socks That's what I mean I don't know about potato socks I don't know about corn I don't know about potato socks Anyway I'm just going to give up Let's get to the point I think To say My sister told me about her sister She said she was coming up I understand You go to school They teach you about education To see where you are But when you get outside school There's life after school Life after school As a student you have to know You have to know You have to spend 35 years job in a cut at five years experience. I'm too young to grow, I need to be patient. Purpose as you can see, gateway is to get a job. This is education, it's a system. This is education system, I'm not talking about education system. If you have a job, you need to have tricks. If you have a job, you need to be smart, you need to be smart. I'm smart in CICT, I'm smart in IT, I'm smart in become, I'm smart in a lot of things in life but I ended up to be a DJ and I'm present on the TV. I think this is a very meaningful opportunity to make purposes and something else. Maybe you can improve me. I think it's a new meaning because I'm a man of value and you can find love. But at the end of the day, I don't know what's going on. I have to say that I am very good friends with him. He is a very good friend of mine. He applied visa to the US. And then he applied for an exam. Yeah, these are two stories. I'm not cooking something. He applied for an exam this coming week. I think he applied for the exam. So he applied for an exam. So he applied for an exam this coming week. Before he applied for an exam, he didn't have an exam. He had to apply for an exam. Is the exam done everywhere? Yeah, everywhere. He has to go to the hospital. I'm so sorry.  But is it necessary? I don't remember the reason behind that. That's why I'm feeling as if I'm not going to be able to go to school. I'm not going to be able to go to school. I'm not going to be able to go to school. I'm not going to be able to go to school. It's the same thing. But he applied for an exam. He applied for an exam. Still on that, there's another graduate. I saw there's another graduate. Actually, this story has also been in the media. They also did the same thing. What Siddique is talking about. Just because I'm a graduate and he's been home for a while, and he has to go to work. So, I don't know, Ronald. What is happening? The majority are women. I'm not going to be able to go to school. Because he's a boy. When you see Siddique, he's a boy. He's a boy child. Boy child. So I'm like, what is happening? Man, I'm depressed. We are depressed now. I want to tell you. When I was growing up, I wanted to be a pilot. I want to be a pilot. Right now, I'm a farmer. I'm a poultry farmer. I want to be a pilot. So, the end game, I want to be a pilot. I want to be a pilot, but I want to be a pilot. Now, the other thing is, women, we are always emotional. They kick-ficker when... Very emotional? Yes. We don't want to be young. Because there are certain stresses. There are certain things in us we can never... Where does it all end? So the only way, because it all ends by us, like when we are young, when we evaluate your life, you cannot help one, two, three, four, especially now that if you are a breadwinner in a family, you are losing a lot when it comes to being the most responsible guy. So I want to work in the summer. But you know that is not the solution, though. It's not, but... You're doing that, you're only causing more harm to your family, to your friends. Like, you see, you also leave them depressed. There is always a solution. Like, you know, doing that is... I don't think that is the solution. Even though things are thick, I don't think that is the solution. I don't think that is the solution. Like, that is their livelihood. They usually wake up in the morning, you know, in Soyao, and I know it went up in flames. The same thing that has been happening in Gikomba, I'm just wondering, do you think there is someone behind that as well? Is there fires? Because they are not natural. With the Gikomba fires, I think it's... Or, you know, Steve's competition, amongst them, the businessmen and women at Gikomba. Because I think it's going to happen for the longest time.  For the longest time. So I think it's not... I think there is someone behind them, behind it, they are behind it. I don't know, I don't know. Let us talk. I don't know. So I don't know if it's Russia, so I don't know. I don't know. I don't know. And then there are these land issues in Kenya too, in Kawaida. When I go to Gikomba, I don't know if there is a place where there is a place special for what and what and what. So there are these land issues, apart from the ones that are sold and sold. I don't know. So I don't know. Again, I don't know if there is a place. I don't know if there is a place where there is a school, a campus, a school or whatever. I don't know if there is a place. If there is a place, education is not the end of everything. I don't know if there is a place where there are papers that are in the in-yours challenge. I don't know if Elon Musk is going to sell the papers that he has sent to Tesla. I don't know if Bill Gates is so smart enough to take the microsoft offices and computers out there. I want to find a job. And you can do that. Papers are the ones that are in the in-yours challenge. But papers are the ones that are in the in-yours challenge. I remember someone who said this. Like at T.A., someone came to us and he was like, someone came to me and I was like, he was like, you know, top five, actually top three, I don't know if he is going to take me out. Top three. I was like, top three was like the last three. So I was like, I don't know if he is going to take me out. I was like, I don't know if he is going to take me out. So he did it. He went to school, finished at the Kennedy from Cochamaliza. But by the time he was getting his E, he was very comfortable with his E. Because already he has a lot of questions about life. When he is at home, when he is going to work, when you go four years, five years, even seven years, by the time he is going to get a job, when he is going to get a job, education will not be his way out. So by the time he is going to get a job, he will be able to get a job. He will be able to get a job. So I don't think we should make such a big fight with education, especially right now in the era of content creation. I am trying to make content and where everything is content. Felene, I think the problem is the problem is our system of education. Remember when you are growing up, the motto everywhere was education is the key to success. But that is no longer the case though. I know. Right now if you look at the CBC, we are trying to nurture our kids so that whatever talent they have, it's something that can sprout out of them. Let them use the talent to be able to prosper in life other than education. That's why in most cases the content creation, if you see the people who are doing agriculture, anyone who is doing maybe rapping and the DJing, you see everybody is trying out something new, not the usual you are supposed to be a lawyer, so we are trying out new things other than the norm. During our time, when we were growing up, you remember our fathers used to beat us. They used to have this kind of notion that you are also failing in life. You failed. But that is no longer the case. I am so sorry to the families that have been affected by that by the way. I don't know. I don't know. I don't know. I don't know. I don't know. Don't lose faith. We move on to another story. My mother, Ima Sakwa, recently notified the police of online threats her son has received just weeks after he was robbed at gunpoint. In a now deleted tweet an identified individual fiercely threatened the rapper's life. Ima also expressed worry about the prevailing insecurity in their neighborhood and emphasized that they had reported the issue to Tassia police station. Others would not know who we are talking about. We have a video of him doing his thing. He also had a photo of that tweet we are talking about. Let's have a look. There is a guy I hosted a while back and he was talking about this rapper when I can not offset his name. Takeoff, right?  You just sing for the sake of it. You don't actually mean it. I was reading some comments and guys were like Ima Sakwa, Ima Sakwa, you are running to the police. When I am running to the police you are telling me Ima Sakwa, you are running to things, whatever. So what did you come back? He was clearly being threatened. I was saying like they deleted the tweet yes but the ma'am has it on her IG page. So I don't know, what do you think about that? What is that? How? Yo, Trio Mio. That's a joke. What is that? Let's talk about all the situation. I think we are not in that era when we were talking about 19 something in 2000 when we were talking about splashes when we were talking about pressures you have done that now you have to do this East Coast and West Coast beef I think when we were talking about rap when we were talking about rap when we were talking about rap it comes to the consequences your safety your place I don't understand nobody cares I don't know what to say I don't know what I am talking about but so you are loyal you are loyal you are loyal you are loyal but that's just a later moment I think my mother was worried that Trio Mio would be too poor and Trio Mio is one of the artists that I see on shows I cannot guess she is poor because she is one of the artists that I have read and she is working hard so ma'am please take your son out of Tazia take your son out of Tazia take your son out of Tazia take your son out of Tazia take your son out of Tazia I have been working on shows for 2 months this is understandable I don't know what to say I don't know what to say I don't know people see celebrities like like a god let me put a god somewhere I don't know so I don't know what to say I don't know I don't know I don't know what to say I don't know I don't know I don't know I don't know I don't know I don't know I don't know I don't know especially the fact that the ma'am is insisting at gunpoint I live here and then the ma'am spoke about that a few weeks after that this guy is threatening to analyze him I know but Tumir is just being star born what I mean is being star born in the industry and also Tumir is star born so this means that everybody is trying to emulate what Tumir is doing and then the other thing is Tumir has been making money and a lot of things will be coming up and also giving him some endorsement so what I would advise Tumir or the ma'am is you just hire security so that the guy can exactly so that he cannot be vulnerable I took a hood I took a hood places like LA, LAV he can be able to make it right now I remember the school the other day the style is now shining even brighter but like a blessing in the future I don't know about that but we hope he's going to be okay the ma'am already forwarded the guys to the DCI and I hope they're going to follow it up and then when it happens they're like so before we get to that I hope they'll do the right thing and then move on to another story and content creator Andrew Keebe shared a humbling encounter where he was denied the opportunity to contact the group's manager beforehand seeking an interview only to be informed that the band members had no interest in meeting him of course we don't make this talk and of course Keebe being Keebe we're so sorry about the effort we usually just slip there but yes, so you got the point Keebe and Asema he was really looking forward to attending the Sauti Souls concert because they are definitely super talented right now, I know he tried really hard I think he spent a lot of money on tickets on the plane a lot of hours, left everything and Keebe said I'm going to join a big deal they know who Keebe is and then they're like Keebe who? Keebe what? Nah, Keebe bye we don't want to see him so I just said what are we thinking Keebe Keefe all day, all day I think Keebe is the best and in the Sauti Souls he has a gender balancing in the recent past he has a gender balancing and in the Sauti Souls he has a gender balancing he has members he has members what do you mean he has a gender balancing now with the gender balancing from Sauti Souls and what Keebe he has a brand name one mouth, two ears open them now for the gender balancing I'm going to go to Sema I'm going to go to Sema I'm going to interview him so now the other side had to follow the fancy fingers and the other side I just don't know what about Keebe Keebe is not a good brand where you just have to go and do an interview if you're not prepared you understand the interview and you don't know but if you know you know Keebe can destroy your brand in one second and at the same time Keebe can build your brand because Keebe is a project the way he does his content because the people like the likes of Sauti Souls you have to try to maintain a clean brand as long as as much as you have a gender balancing still Sauti Souls is one of the African pop stars when you want to maintain a very clean brand so you want to kick it from Sauti Souls any, not everyone so when you go to Keebe's interview you have to be prepared for some awkward questions so I'm going to go to Sema I'm going to go to Sema the best tour do you think maybe the manager didn't even tell Sauti Souls the manager didn't even tell Sema and when they shot out Sauti Souls they said they have not broken up initially according to the statement they gave out to Ilkwena Kaincoma they have broken up but they are like they clear the air and said they're just going on a short hiatus they're going to take some time off to focus on personal projects pretty soon but they are not broken up and also yesterday well if I need to come out being Sauti Souls at the stand Boys to Men event up to strong and adjoining but anyway talk to us about that how are you how are you how is someone who can make a brand or destroy it but in this case I think Sauti Souls is a brand that was built ever since but then Sauti Souls came the Kahawa thing I think what is the Kahawa thing I don't know do you remember I think this time around I'm going to build what when you make Zizi or make a foundation you can never destroy these guys because Sauti Souls is a brand that has made itself he being denied I see it's going to be bad I see it's going to be bad I see it's going to be bad I'm going to be in trouble I see it's going to be bad I'm not sure basically when I say what are you going to do I'm going to be in trouble I'm going to be in trouble because you know who Nyangko is right Nyangko can destroy anybody in a matter of a second I think I think these people should be sent one day in Afghanistan to do something keep on Nyangko but then they were going up against each other and they were like and Nyangko right now she had a very important message that I think everybody needs to listen to Nyangko says right now with the way things are which you mean in Bahia you have millions you have to go to banks they're just sitting pretty and people are suffering like she was little crying she was in tears and she said this is not the Kenya she left people are really suffering people go for days without eating do you know that? right now you're supposed to be a brother's keeper just take care of who you can like how you're going to do help a neighbor, help a friend help someone okay I'm just passing I'm just passing we have to be brother's keepers we have to be brother's keepers I'm not a CEO I'm not going to be a CEO I'm going to be a CRB I'll cop the choppers and everything I'll pick I'm going to be a CRB I'm going to be a juicy to my demands she was good for people she paid for a lot of people she used to buy 4kgs of sugar like she did that for a lot of people this is content creation do you have a camera? I don't have a camera she said she said keeping the camera at home people say if you're helping keep the camera at home she said you have to keep the camera at home but nowadays people do it for the cameras this is the thing she was live on TikTok and then this person approached her she said I don't know because you're on TikTok I know I follow you she said I don't have a camera she said I don't have a camera she said why would she do that? she was already live I'm going to be an analysis that's content you had something to say what I was saying 2kgs of sugar that means if you have 1000 shillings you only get 2 things remember she said I don't have a camera how will I be able to afford that? she said I don't have a camera she said I don't have a camera 5kgs of sugar I'm 750 I have 5 children all day I don't have a camera she said you guys are bringing jokes to this matter and it's serious whether you're in a position to help can you help? sometimes if you don't have a camera you'll miss it I want to help but whatever you want I also don't have if I'm in a position to help I beg your pardon let me just argue like this nowadays there is a generosity but nowadays generosity into content you can't help because you can't help if you don't have a straight face you can't help if you don't have a straight face you can't help but genuinely I'm telling you if you don't have a straight face you can't help if you're in a position to help I'm very upset because I'm the one who's going to give up we are going to break. We are going to break. We are going to break. Let's go. Let's take a break. We are coming right back.