Alright, what's up YouTube? I got YouTube. I got Facebook today making these live calls. Yes, sir Super excited about this So I got 116 calls. I'm Wait a minute. Let's see Sorry about that Okay, I got 116 calls I'm gonna make I am gonna dive into them pretty quick because this isn't like a This isn't like my normal coaching session where I'm gonna just be talking the whole time I'm gonna jump right in these calls Um, I'm gonna give it a minute or two for everybody to log in So, uh, I know we have a lot of new people here. So welcome everybody everybody that's new I'm a quick rundown for for what I'm doing What it is is I figured out how to make a million dollars a year as a single agent It's taking me it took me 15 years to learn how to do it. I did it last year. I'm doing it this year I'm about 20 days away from closing out. It'll be a million dollars on the year And so what I'm doing is is I'm basically I've put together a program That's absolutely free and I'm teaching you just everything that that I know like how I did it Because it took me 16 years the market crashing all kinds of weird You know trial and errors and failures and successes and so I've wrapped it all up into one little package for you And that's a zero to diamond calm. It's completely free there's thousands of agents that are doing this and It's actually the fastest growing real estate coaching program in the world And I'm just super excited and blessed to be just a part of it and to just share what I know watch you guys grow So that's basically what's what's up in a nutshell You can go back to other videos and you can go to my podcast and Instagram and all that and kind of get a better idea Of my story and where it came from and how I'm doing all this stuff So I'm gonna give it maybe another Minute or so to see who all else is gonna come log in in here I'm gonna give away at my book. I wrote a book list to last I wrote another book zero to diamond I'm gonna give away a signed copy of each of these Soon as the video hits a hundred likes on YouTube. I'm gonna pick some winners for that So be sure to like and comment Let me know that that you're here and I'll pick a winner and I'll mail out a signed copy of both my books Zero to diamond was my first book. It's basically the basics of what I do how I think Little bit about my story the second book list to last is a little bit more in-depth About exactly how to overcome a market crash and what I did through the market crash and everything that I learned So pretty proud of those those two projects Let's see Facebook's looking good. Can everybody hear me? Okay. Give me thumbs up and stuff About to get cranked up here So I have a hundred and sixteen numbers dialed up in red X So real quickly red X. That's where I get all my numbers and that's how I dial them I use the red X geo leads to find the numbers and then I use their storm dialer to dial the numbers What used to take me 15 hours now takes me an hour and a half because I looked up all the numbers by hand That took me five hours or so to find a hundred numbers and then another You know ten hours or so to call a hundred people dialing by finger. So now I Just plug it into geo leads click a button find all the numbers of a subdivision Really good data and then I turn around a hit dial it starts dialing them So and I can blow through a hundred in about an hour and a half to two hours something like that because To tell you the truth. I single dial Okay, so I started out single dialing and then I went to triple dial because you get more done But I've come back to single dial because of the quality I'm just more comfortable with leaving the voice messages where they sound very personal and Them not getting that weird message, you know if they pick up after somebody else picked up first I just I just like the quality a little better and with a single dialer. I'm still blowing through the numbers so I'm still super efficient and Quality so I'm trying to get the best of both worlds there All right, let's see Right before I hit the dial button. I just want to see if I have any questions Real quick in the comments. I don't see any So far on YouTube Sam up to 45 likes on YouTube. I'm trying to get to a hundred to give away a copy of both my books All right, let's see We'll see if Facebook has any questions Okay, cool. Don't see anything going on there. I'm about to hit the dial button and get this party started Okay, so I've got my comps. Okay, my comps are Basically everything from here down is everything that sold in the last year and then the bottom two are current listings Which both of those are under contract. This is the sea wind building in Gulf Shores so The two that are under contract one of those is my listing and just so you guys know I've sold 13 listings in this building and probably represented. I didn't look at the buyers I probably I've probably represented maybe three or four buyers So I'm looking at 15 16 17 deals in this building over my career the past 10 years or whatever So I mean that I'm gonna run up on that just about any building I go to down here But I don't want you guys you new guys to say oh, I have to have a listing or I have to have sold something in the building Absolutely false you call you use my script you talk about other listings other sales and Actually, I may do that. I'm gonna do that a couple times. Actually, I'll start out doing that the first couple calls I'm gonna start out by Not using that not saying that it was my listing. I'm just gonna say that a listing I'm gonna start out with that because it doesn't matter It's all about tone and if you watched the video from yesterday about how to nail the first 20 seconds of the cold call It's about tone. It's about that FE effect. Okay, you want to make them feel like friend or family? That's what it's all about And so that's what we're gonna do All right, we are all geared up. Let me get up into the red X Vortex dialer Get this going Okay, I got a hundred and sixteen numbers 116 prospects is actually a hundred or two hundred and twenty five numbers because it found two numbers per Per person Okay, give me one second here about to get it going Boop or your pin number Here we go guys It's dialing press one for more option. Hey, it's Ricky Caruth remix of Orange Beach I was calling you about see when give me a call when you get a chance two five one seven five two eleven thirty eight Have a good day. Let's go. Let's go. Let's go. Hey, mr. Wininger This is Ricky Caruth at remix of Orange Beach. How you doing? Yeah, man. Yeah, me too. I'm just enjoying the day man. We it's actually gonna be pretty for Thanksgiving down here Y'all y'all getting ready for Thanksgiving. Oh, man, I didn't want to take up too much of your time We had we sold three units that see when in the past 30 days to two more under contract No, I know I know I understand that man. I'm just letting you know that that three have sold Mr. Winniger I'm actually gonna call him back after this session Because I don't like how that went down. All right. Here we go. Here we go. Here we go. Here we go Here we go When you have finished recording you may hang up or press one for more options Hey hobby Ricky Caruth remix of Orange Beach. Give me a ring if you get a chance two five one seven five two eleven thirty eight Thanks, ma'am. Hey Brandon Ricky Caruth remix of Orange Beach Give me a ring if you get a chance two five one seven five two eleven thirty eight. Thanks, ma'am. Let's go Answer the phone smells This Ricky Hey Troy Ricky Caruth remix of Orange Beach. You doing good Yeah, man. Hey, I'm gonna take it too much of your time We there's a bunch of units that sold a seal in nothing's on the market didn't if there's something I could do for you I already have my number and I'm gonna buy my time to those things hit about $4.99 $4.99. Okay. Yeah Well, yeah Yeah, cool man, do you have an agent down here that you would you're gonna work with Yeah, like when you get ready to sell it do you already have an agent that you work with Yeah, I'm not sure Right well, I'd like to stay in touch with you man, and I'll just keep you informed. What is your email? Alright, cool All right. Well I've sold 13 listings in there and I've got another maybe four buyers are represented. So good 17 units or so I've sold So, uh, yeah, I'll just keep you informed. I'll stay in touch with you There's nothing for sell man, actually 1801 was mine and it's closing in two weeks What's the price on that one of four 425 thinks what we got for it. Yeah, 2001 went for a one for 445 1601's under contract. I don't know what it I don't know what the sales price is on that one But uh, 1405 went for 450. I Mean, I mean, I'm sorry 440. Let's see 20 20 one's the highest price 444 Well, it's getting it's getting close to where I want to you know where I'm willing to get rid of it.  Yeah No, I get it man. Well cool. We'll watch the market. I mean if they keep raising interest rates I don't know what's gonna happen, but you know If they'll if they'll slack off on that then we might see it get there Cool, oh man, yeah, I'm Ricky Caruth. I'll stay in touch with you. Just let me know for something I could do for you Really The I've got two duplexes and fully and he cuts mine and he just my tenants love him and that dog Well, cool man. Well, good good to talk to you Talk to you soon man. Okay, that ain't the craziest thing you ever heard Alright, so got the email. Let's see how many calls is that one two three four calls One email so far and one person that basically hung up on me. Let's see Sebastian I'm calling phone. I'm calling Condos with red X right now. This is all red X. So I don't know what you're talking about if you're not having luck with Condos and you need to call them. You need to call red X about that because I Looked up like four complexes today and all the numbers were there and I picked this one Okay, he actually called me back And I was like I'm gonna take this So now I got to get the dialer back started. So give me just two seconds. Here we go Here we go Okay, here we go Four calls one email in Okay for all up for all you guys watching this isn't this is an incorporation. Okay. This is crossroads foundation incorporated No idea who this is Please record your message when you have finished recording you may hang up or press one for more options Hey, it's Ricky Karuth remix of Orange Beach Just give me a ring when you get a chance two five one seven five two eleven thirty eight. Thank you Looks like my Facebook live quits Remember why that happened? But that's how it goes sometimes All right. Yes, I am doing live calls right now Matter of fact, can you guys hear me? Give me a thumbs up because I'm having technical difficulties Give me a thumbs up before I go any further with these calls Okay, cool. You guys can hear me. I'm resuming the calls Call has been forwarded to an automatic voice message system nine eight five two nine zero two four one one It's not available at the tone. Please record your message when you have finished recording You may hang up or press one for more options Hey, mr. Mosley Ricky Karuth remix of Orange Beach. Give me a ring if you get a chance Two five one seven five two eleven thirty eight. Thank you. Hey, mr. Williams Hey, it's Ricky Karuth done a remix of Orange Beach. How you doing? Yeah, yeah, we're having some good weather got cold last week, but thanksgiving Looks like we're gonna have some good weather. Hey, I didn't want to go too much of your time We we've been selling C win units over there like hotcakes or something for sale. I didn't know if there's anything in the world I could do for you. Oh Oh, nice Why are y'all snowed? Where are you guys? Okay Well, do you guys have an agent down here that you guys would work with if you were to you know sell it in a couple years? Yeah Yeah, the listing agent Yeah, he did yeah, he did he was actually did you like working with him? He was I love Steve He's a good good guy Well, look man Yeah, he started slowing down and he finally Yeah, he did really well. He did it for so long and he was good. He was good with people.  Okay Yeah Well, cool, man. Well, I'll tell you what since you guys are coming down for a couple months What's your cell phone number? I might give you a ring while you're down and maybe we could do some launch or something and you know, put a face with the name Yeah Yeah Right, yeah, or it could be a realtor trying to sell your condo It could be a realtor trying to sell your condo Yeah Well, man, I'll do that. I'll uh, I'll give you guys a shout sometime Okay, cool Well, good talking to you. Do you got by Daniel or Danny or Dan? Dan, okay Good talking to you man. I will I'll be in touch and we'll do some lunch one day next month That works cool, man Later, bud All right, so I've talked to one two three four five people One hung up on me Well, no, I didn't talk to five people I've actually talked to one two three four people no three people One hung up and two are gonna do business with me Okay Let's keep this train rolling Okay, here's a bx to LLC, who are you? I don't know Hey, this is Ricky crew three max of orange beach. How you doing good? I was looking for the owner of a seawin unit down in Gulf Shores Okay That'd be great. Thank you Hey, it's Ricky crew three max of orange beach. Give me a ring if you get a chance two five one seven five two 1138 have a good day. Okay guys Let's see Okay, here we go. Here we go. Here we go What are they gonna do? What are they gonna do? Hey, mr. Jacobson Yeah, this is Ricky Caruth down at remix of orange beach. How you doing? I'm doing good, man Actually enjoy some good weather. I'm glad it's gonna warm up for Thanksgiving It is hey, I didn't want to take it too much of your time We're selling the seawin units like crazy Sold three in the last month or so and got two more under contract. Nothing's for selling the building Didn't know if there's anything in the world I could do for you guys. Oh, yeah, no doubt like I say I was just calling those I never know. I mean if I don't call I don't know I was just going to see I mean I run up on people that want to sell or want to buy and you know, I'm just trying to help people I'm sure that I'm gonna be the help Well, look man, you might you might do something in five or ten years Do you have an agent down here already that you kind of deal with? Yeah, I don't know him but uh Well, I'll tell you man. I mean I've been doing the 16 years I sold I've listed and sold 13 units in there and represented four or five more buyers You know over the last ten years or so but uh Heck man, I mean, I like to stay in touch with you Maybe by email or something and if I can ever help you, you know, you never know. I don't man. What is it? Wait, let's see. You got unit 1902 Yeah Let's see 802 which is not gonna be the same as yours because you can't see over the building that one just sold for 420 and 1901 is under contract. It was priced at 465 Actually, actually they lower it was 449 when it went under contract The thing about it is man is yours in good shape, I mean you you might I mean You you're probably to be honest with you just I don't like to price them unless I see them But since you're not selling I'll just give you a general idea 440 is probably where you're at To be honest with you man, I don't know if I would ever sell that unit that is one of the nicest views That's one of my favorite views That was the nicest view in our in our price range or something like that I'm saying that like like the quality of construction the extra bunk room. Do you have the high ceilings on the 19th? Yeah, the 19th is just like that. Yeah Yeah Yeah, dude, I mean, huh, that's just a gem. I'll be honest with you.  Yeah, no doubt.  Just let Jenny know I'm gonna start sending emails And if you guys need anything at all man, just just call Ricky Caruth and I'll come help you move a piece of furniture Whatever. Hi, man. See bud This stuff is like taking candy from a baby Telling you guys this cold calling thing is there's nothing else, bro. There's nothing else. This is it son. This is it You guys are you guys are losing it if you're not taking advantage of this craziness on On to the next on on to the next. I Got a million colors dial one Stove all who are you? Hello Thomas I get my numbers no other way other than red X Hey miss graves Hey, it's Ricky Caruth down at remix of Orange Beach. How you doing? Good. Yeah, me too. I'm enjoying this. We're actually having some really good weather down on the beach You guys been down lately We're here now, are you? Yeah, you're gonna hear for Thanksgiving Okay, no, no, no, I wasn't trying to take up too much of your time there We're selling condos down there left and right. I was just calling to see if there's anything I could do for you guys Yeah Yeah, no doubt. I never know till I call you guys have a good Thanksgiving I Love it when they give me their email. I love it when they say I want to sell I love it when they hang up on me I love it when they say they have an agent. I just love it all Let's see Let's see. Let's see Okay, I have 116 likes so I'm gonna give away books Not right this second because I'm still making these calls Still making these calls All right So she has an agent she is not interested Thomas absolutely false and I heard another comment I read another comment about Boston people are mean up there. No, sir I have people in Boston and in Cali who are absolutely crushing it It's all about tone the reason people don't respond to you like that's because you haven't been doing it long enough It's not because they're not friendly It's because you haven't made as many calls as mean you don't understand the flow and how you have to actually You know read them over the phone Pay attention and then flow the conversation.  Here we go Methods when you finished recording you may hang up or press one for more options Bill Ricky Careuth remix of Orange Beach Give me a ring if you get a chance two five one seven five two eleven thirty eight. Thanks, man Guys red X is where I'm getting all these numbers. That was just a cell phone number All these have been cell phone numbers. I've dialed. I don't know maybe 10 or 15 people I've talked to one two One two three Four four out of 15 and I've left one two Three maybe five voicemails. It's it's insane. This is a condo So if you guys aren't taking advantage of red X, I don't know why you're not I don't know what you're doing But this is this is the bomb. This is crazy. This is gold There's a link in the description Below you can save the hundred fifty dollars also if you haven't signed up for the free coaching. This is all free Thousands of agents are crushing it Okay, I'm going to the next one John yes, most all of them have been on the do not call list Hog real estate what's your question? I'm making calls and I'm multitasking. I don't I don't I'm not ignoring you I just don't see I See probably one out of ten comments To real estate type your question in again Not call this call Hey, mr. Larch, this is Ricky Careuth remix of orange Beach. Give me a ring if you get a chance two five one seven five two 1138 thank you, sir That guy was on the do not call list This guy's on the do not call list Hey, miss Allen, this is Ricky Careuth down at remax of orange Beach Give me a ring if you get a chance two five one seven five two eleven thirty eight Again, that's two five one seven five two one one three eight. Have you a good day? Okay, hog. Let's see what you had to say was just wondering if there will be any live coaching calls This video or where they be in the neck. What do you mean live coaching calls?  So We will be doing that Onto the next one guys on to the next one You guys see how I changed my tone on that voicemail because I could hear her voice I'm reading her Hey, mr. Bunch This is Ricky Careuth down at remax of orange Beach. How you doing? Good man. Yeah, we finally getting some good weather down here It's gonna be a pretty Thanksgiving you guys getting ready for Thanksgiving. Yeah We're having family at our house, too Well, man, look, I didn't want to take it too much of your time. We were selling those C win units like like hot cakes I got two under contract right now three or four so in the last 30 days didn't know if there's anything in the world I could do for you guys You may oh you may move in it. Oh, you're gonna live in the unit. Oh, nice Nice Yeah, 806. Yeah, that's a pretty that's a pretty one Well, cool, man. Where are you guys from? Okay. Yeah Well, look, I don't know when you get down here You may start living in it and think the pull noise is too much for you in the summer and decide to you know You want to get something quieter. You guys have an agent down here. Yeah Cool, I love Ashley All right, good deal man She is man, she is Well, cool. Well, I never know till I call I'm just trying to see what I can do to help people So looks like you're good hands, man Yeah, yeah, you have a good day and happy Thanksgiving later, buddy Jennifer just so you know The the bad numbers I don't even think I'm hearing the bad numbers I think it's hitting them. It's a bad number and they're going right to another one. Okay Mike for an agent that has zero listings. I would use another cell Another cell I would say a house sold in your neighborhood didn't know if there's something I could do for you Doesn't have to be yours Mario I think it's Mario Mario Mario Tulsa Look as far as the Canada rules and the do not call I talked to a Canadian agent two weeks ago He's calling him. He's calling do not call this just like I'm doing it. He hasn't had any problems So hmm, I don't know about that. I Just don't know about it. I don't know. I don't know if people are just scared or if it's a real thing I hadn't figured it out Right now When you are finished recording you may hang up or press one for more options Hey Nicole Ricky Careuth remix of Orange Beach. Give me a ring if you get a chance two five one seven five two eleven thirty eight Have a wonderful day Mario Mario Have you have you have you do you know anybody who has actually got busted? That's what I want to know Yeah, I'll I will Disposition them as interested if they give me their email address Okay guys, it is 350 have been at it for good 40 minutes I'm gonna make five more calls Hey, mr. Tears Yeah, hey, it's Ricky Careuth done a remix of Orange Beach. How you doing? All right. Good man. Yeah I'll tell you what you getting ready for Thanksgiving Yeah, y'all got y'all got family coming. Oh Cool, yeah, we got family coming We're gonna do the big me and my wife's gonna cook for the family and stuff got a big thing happening Hey, I didn't want to take up too much of your time. We're we're selling sea winds down there like hotcakes There's nothing for sale 200 contract three sold the last 30 days didn't know if there's anything in the world I could do for you guys Yeah, well look, I'm maybe in a couple years two three four five years you might do something do you guys have an agent down here? Scott Yeah, well look man Is it is a hard worker? Oh good Yeah, my daddy had me on a roof when I was my daddy had me on a roof when I was 10 years old cleaning up nails and stuff so I was laying shingles when I was 13 Hey, uh, I'd like to stay in touch with you. I'll let you go, but I like to stay in touch with you. What is your email? Yeah All right Well cool, man. Well, I got you I got your I got your phone over here Yeah I'm sure Ricky Karuth. Yeah, I'm sure we have I mean I've sold Yeah, I've sold 15 units in there over the years Yeah, dang you guys have done good on Yeah Yeah Well, cool, man. Well, I'll let you get back to your grandson. Good talking to you and I'll just stay in touch with you I man see you Okay, bye Okay guys, let's see Somebody wants to see what I'm writing down. I just wrote down the people that I talked to it's kind of a mess It's just kind of the way I take notes, but if I left the message email if I got their email Um lunch the guy I'm gonna have lunch with in a month so just kind of kind of keeping track a little bit there nothing too serious let's see I wasn't gonna make some more calls, but I'm gonna shut this down So I can give away these books see what see what questions you guys have I kind of finish up with some q&a So that is done Let's see Let's see. Okay All right guys, so I hope you enjoyed that call session I don't know exactly how many call how many dials I made let me go back and see if I can See that real quick Let's see. It looks like I made 21 calls 16 contacts Okay, so 16 contacts was either a voicemail or a Talk to them Okay, so 21 made 16 contacts Out of the ones I talked to one hung up on me I got one two emails and a lunch appointment And the lunch appointment guy said he's already getting my emails Two emails and a lunch appointment and then the guy at the end that doesn't have an email that said stay in touch What I'll do with him is I'll call him next week after Thanksgiving and I'll get his wife's email address He said his wife had an email address and I'll just make another touch with him and then I will um see when they're coming down next and try to have lunch with them Okay So 21 dials 16 Numbers either voicemail or talk to actually talk to one two three four five I believe 21 calls 16 I guess good numbers five conversations Out of the five I got two emails And basically two lunch appointments because I'm gonna I'm gonna do lunch with the last guy. I'm gonna call them back And one guy that hung up on me the very first call the guy hung up on me So think about that for a second If you guys make calls you get hung up on if you would have if you would have stopped making calls the first call Because the guy hung up on you Look at what would have happened. You would have missed two emails two lunch appointments And this was just this was literally I've only been calling for maybe 45 minutes I mean guys if you do this for two hours, you know a day Good gosh If you guys aren't taking advantage of this I don't understand why you wouldn't this is so cheap It's $50 a month for for geo leads and then another hundred dollars a month or so for the dialer $150 a month you call non-stop And just create business. It's it's crazy get the constant contacts do the weekly email crush everything It's nuts All right, cool. I'm gonna give away two books write this second So i'm gonna do that Also, you guys, please go and like my facebook page if you haven't already i'm trying to get to 10 000 likes there And subscribe to this youtube channel if you haven't done that Everything i'm doing is free for you guys. So I don't know why you wouldn't Okay, i'm gonna i'm gonna just scroll up I'm gonna scroll up and just say jennifer connelly jennifer connelly jennifer connelly you when Assigned copy of zero to diamond. Please email me your address jennifer connelly if you're watching I'm gonna sign it right here jennifer if you're watching Um, email me your address and i'm gonna send you a copy of this Let's see Who's gonna win this one? Who's gonna win this one? let's see Let's see somebody asking me about the book. I'm looking for somebody who says something about the book Okay, everybody. Okay comment right now if you want to win this I'm gonna pick one of you guys john g John g message me your address. Okay Okay guys, congrats to you guys. Okay. I want to ask I want to answer some questions Okay, so it's hard for me to scroll back through the thousands of comments So if you guys have a question type it in right now, I'm going to spend the next 15 minutes answering you guys's questions Best tips to get in touch with real estate investors By targeting properties that real estate investors own and calling those property owners using redx Let's see You say call me if you get a chance why not?  Why not say when you get a chance because it doesn't matter either way? I could say if you get a chance I could say when you get a chance I could say you better call me back or i'm coming to find you It really doesn't matter what you say It's how you say it a okay And b it's your intent and c it's unlimited. So it doesn't matter The voicemail to me is a branding tool Okay, I don't want to get too long winded. I want to answer a bunch as many of these questions as I can Hey rakey, do you ever scrub numbers and say do not call or do you just call them and sound nice and don't bother scrubbing? I call all of them and are I call the do not call list Let's see Do you mix fresh expires and for sale by owners with your circle prospecting every day or just certain days of the week I have built my entire business on circle prospecting circle prospecting you get to pick your clients and it's unlimited Okay for sale by owners is limited by how many are in the area and you don't really get to pick because it's whatever is for sale Circle prospecting you pick the subdivision with the price range you want go to the next subdivision with the price range You want go to the next subdivision with the price range you want So circle prospecting is my game Um, yeah, I've done for sale by owners and expires but very very little because circle prospecting was so efficient I mean look at look at what I did today 40 45 minutes two emails two launch appointments and somebody hung up on me. That's just 45 minutes When you were just starting out and didn't have listings. What did you put in my weekly email? I put all the listings in the entire area All the new listings all the closed sales whatever's pending I put everything on the market in the email a link to here's everything for sale a link to here's the new listings A link to this a link to that You don't have to have any listings. You have access to all the listings in your area through your mls I actually went through the market and found what I thought were Were really good deals and I would use those as feature properties Do you have to be a license an agent to do this? Yes What's the best time of day and week for cold calling slash circle prospecting anytime any day go Quit trying to figure it out. You're overthinking it. Just make the calls Straight up. I mean when I'm answering these questions. I'm just going to tell you exactly what's on my mind Okay, I call between nine and 11 people have really good luck after five and on the weekends whatever Paul real estate says so if I have no previous listings, how do I circle prospect by doing exactly what I did and saying a Unit in your building a house on your street sold last week. I didn't know if there's anything I could do for you You don't have to have you don't have to say anything about you In there if you guys notice There were several calls today where I didn't say anything about my listings going into it My advice for part-time agent is to make it happen work 15 hours a day Until it just works. There's no way there's no I don't know it's different for everybody Winners and people that succeed just make it happen And I don't know your specific situation So I'd have to look at your specific hours and everything you got going on to really give you some good advice For non-email people that say they want to stay in touch. What do you feel is the best way to stay in touch with them? Really, it's hard to stay in touch with them to be honest with you So many people have email. It's hard to deal with the people who don't Mail I guess postcards letters call them every six months Best tips to start door to door Go to zero diamond calm download my circle prospecting script start going to door to door and use the script What do I say when somebody calls me back and you may not know who it is or why they were calling from? I would say Do you own something and whatever because I know that's what building I just called in or whatever subdivision I would say are you an owner and wherever? Okay, cool. I was calling the owners in there. Look There's a house around the corner that just sold didn't know if there's something I could do for you I'm not going to get scared in those situations. I'm going to literally ask them who they are Okay, they're calling me back. I don't have a number program, but I don't know who they are So I'm going to ask them who they are john Do I use my cell or dedicated line for prospecting? I use my cell Ricky new agent that just retired from military best advice for getting my foot in the door and the ball rolling Go to zero to diamond calm download the 90 day action plan and get to work When I first started in my real estate back What were your production numbers for the first five years from circle prospecting? You're one I did 80,000 you're 200,000 you're 300,000 you're 450,000 you're 550,000 Chris wants to know if there's anything in the world he can do for me. Chris. I just want you to succeed I want all of you to just succeed. That's it. Nothing more Just get out there and crush it What how would I recommend opening a cold call conversation off of driving for dollars? Not sure. I understand what you're saying there Do I use ringless voicemail? No Jennifer email me your address Driving for dollars again. Not sure what that is. Do I change up a lot of my weekly emails? No, not really. I have if you guys want to do a weekly email Just like mine go to zero diamond calm And there's a link in the in the lesson or you can scroll to the bottom and just click the Constant contact link fill the form out. They'll call you and just tell them Hey, make me a template just like rickies. Then you can just put all your stuff in there and just boom Kyle w you can buy my books. These books can be bought on amazon just search ricky caruth Or as zero to diamond calm or you know, wherever just google it. They're everywhere They're also audible audio books and on kindle All right, let's see. What's the advantage money wise for a seller as opposed to selling By yourself what's What's in for the seller money wise?  What's the advantage money wise for a seller as opposed to selling by yourself? Are you saying for them to like sell them by owner versus using an agent? Well for one they they're not a professional eight. They're not a professional real estate sales person So they don't know all the ins and outs as well as a professional So having that professional representation and knowing how to negotiate knowing how to you know work the whole thing Like not only gets them more money But it also makes the the the process streamlined where they don't have to worry about all the details and all that work That goes into you know the mortgage the title company appraisals inspections yada yada yada No income yet the dollar is costly at the moment tina get geo leads and call them on your cell phone The $50 a month for geo leads to find the 2 000 numbers per month and just dial them on your cell phone is gold Because it would take you hours and hours where you could just click click one time and get all the numbers So you at least have to start there The most influential book that helped change my perspective on my business Oh, wow I guess the slight edge is what i'm gonna have to go with 10x rule is right in there the four hour work week is right in there Hmm, that's a tough one Okay, have ever had someone say i'm on the list And what would you say to them if you did no no one has ever said they're on the list And if they did say they're on our list i would say okay cool Well, look like i said there's a house right down the road that just sold i didn't know if there's anything in the world I could do for you Chad mains. What's up chad mains? my guy Do you ever get tired of answering the same questions over and over again about call data dialer strip do not call this No, not really. I mean, you know a lot of people are new and they haven't seen me or heard me say all this stuff before So i totally get it and i'm very patient and i just i just want to help people so You know it does get a little redundant chad, but To be honest with you, it's You know even the people that hear it over and over again, that's part of the thing now a lot of people have to hear this stuff over and over so Whatever i have to do to help you guys Which book is my favorite book for part-time agents? Whoa Literally guys i'm not i'm not being like crazed like biased or anything but like for like part-time agents or real estate agents at all My books i literally this is about hard working low pressure Build your business the right way You know overcome market crashes It's real stuff Do those people really go to lunch with you? Is it awkward? What do you talk about? Do you pay? Okay, those are a lot of questions. They really do go to lunch with me. It's not awkward. It's really cool And we talk about whatever and i do pay It's just called being a people person and it's called making people feel comfortable. I mean that's your job If you can't go to lunch with a stranger and have a conversation Then you uh real estate may not be for you, right? Um, this is just a really people business I'm a boomtown user same type of script combo work work with Pp's pay per click. I guess. Yeah, absolutely. If you're asking me, I don't see a question mark if you're saying Hey, well my script work. Yes, my script works for not only me, but for you My script work. Yes, my script works for not only any kind of prospect, but really any industry Let's see. Let's see Sorry guys. I lost my place here A lot of questions How do I market my condo listings put them on in my last and start circle prospecting? Also do facebook. I do a postcard campaign um Let's see. Can you send me some of your typical weekly emails? You can go to my real estate page Ricky crew three max of orange beach. They're all posted there. What what would How would I continue with the call if they say wrong number? I would say, okay, I'm sorry about that Look, I'm Ricky crew through three max of orange beach. I saw real estate. Is there anything in the world I can do for you How do I circle prospect areas that are not in a subdivision or condo complex like pieces of land and royal areas That's very interesting. I mean it's the same thing really Um, I don't know how the geo lead thing works with land I don't I don't think that that I don't think that they do land. So I don't know that I don't know what's going on there But land's a whole different animal. That's like going into commercial stuff. So I don't want to get into all that because that's a whole another thing But just reach out to me if you want to do something and really talk about that because it's really the same thing though We're gonna figure out how to contact them. We're gonna tell them about some sales We're gonna see what we can do to help them see if they have an agent they would work with Same deal What's the craziest thing that that's ever happened to me on the phones with a prospect? To be honest with you I really think that call with the first sale owner that cussed me out that I put online was one of the craziest things That was nuts Hey, man, been seeing you on instagram. Where are you getting data? I get all my data from redx What do you actually mean by saying that if there are anything you can do for them? Do you mean something in real estate? Yes, something in real estate I mean, I'll come help them move their couch if that's what they want to But they know I'm a real estate agent. So When I say, you know, I'm telling them about sales, you know, something's sold in their building or neighborhood Didn't know if there's anything they could do to help them. They know what I'm asking If you see it during those calls, nobody said, well, what do you mean? How do we send you a thank you gift? You don't have to send me a thank you gift marvin Thank you though, man, but if you want to you can just mail it to my office, but Not necessary. Okay, just get just succeed brother just succeed Somebody used to get data from coal. I'm guessing you said you used to because you don't anymore How often would you go out to lunch with clients and you must pay right? Yes I go out to lunch as many times as I can As much as I can And yes, I pay Chris donelson if someone says no for the email. Do you try one more time? Yes, I do I I do actually When you go on a listing presentation, do you work off a script not at all? I have my main points in the listing presentation like You know, they show me the how like how are you doing? They show me the house You know, I want to know why they're selling You know, I want to kind of fill them out and just kind of go from there tell them what I think it's worth that kind of deal Where's the best place to buy my books? amazon For zero to diamond.com if you just go to zero to diamond.com ricky's books They're there Most important question in my saints fan. I'm actually not a nfl fan. I We don't have nfl in alabama. So Just didn't grow up with nfl. You know a lot of people around here either saints or atlanta falcons for the most part I just never did get into it because I didn't feel I didn't I wasn't feeling it, you know I do love college football What time frames do you find people actually answer their phones? It's random It's really random. It's not uh There's not to me there's not a uh There's not a good time or bad time to be honest with you What time do I wake up and go to bed every night? I wait. I wake up at 4 30. I go to bed about 10 Chad main circle dialing just talked to another homeowner I want some me to call him back in january about selling his house tried and true ricky Chad my guy christ someone else asked a great question. How would you use circle prospecting in rural areas? rural meaning land Driving for dollars looking for vacant homes Ah Okay christopher re-asked the question then now that I know what you're talking about it's my driving around looking for vacant homes Look to be honest with you christopher phillips I wouldn't worry about that because you're driving around wasting your time Get right x get you a leads Dial in a subdivision call all the owners and see what in the world you could do to help them Quit driving around looking for certain houses to sell you're wasting a lot of time man Every time I listen to you make calls I get fired up go ricky Almost to the end of these questions guys Thank you guys so much for watching listening Tuning in making your calls trying to crush it All that good stuff How important would you say the content you're putting in your weekly emails is do you think it compares to just using a drip system? Or from a crm if you use a drip system from a crm your your business will decline It's going to decline because the weekly email is your personality mixed into it And it gives them something real original authentic. It gives them you not just some robot Okay Does anyone know whether I hire a handyman to fix things before Before getting my own seller inspection should I wait for the inspector to tell me and then fix them? Does anyone know whether I hire a handyman to fix things before getting my own seller inspection? Depends on where you are in the process I don't know where you're talking about before the listing after the listing after went under contract so on and so forth, but um I would wait for the inspection and then see what the buyer and seller want to do What's the best way to refer out buyer leads find a really good buyer agent and refer them out to that buyer agent Question ricky. When do you plan on coming up to toronto? As soon as I get a speaking engagement up there, I will be there Ben do I drop voicemails? I don't um, but It's fine if you do Doesn't matter Hey ricky. I do use your methods for another industry. Nice brother Who do you use for my postcards vista print? Do you use facebook ads to find sellers not at all? How long will my listening tech listing presentation usually take and you never know it could be 15 minutes it could be two hours They're never the same What's my morning routine? I have a morning routine video Go watch it. It's not really all just putting ricky keruth morning routine and it'll pop up It's not me actually doing it. It's just me talking about it on a podcast Do I get commissions objection during the listings? I do I do Sometimes On that driving for dollars thing. I think redx sells for sell-bounder leads that people can call that might be something similar all the same They've got to hit the phones Dialing for listings is a lot faster and a lot cheaper than driving around. I amen Come to buffalo get some real chicken wings. I'm all over it, bro My mentor tells me just make calls and sometimes I can't believe that it's that simple I follow your calling tips and it's changed my results positively need to make some more calls priority Can you cold call a subdivision where you haven't sold units before? Yes I've said this many many times in this video. So it's okay that you weren't here earlier charles, but Yes, you just call and say hey a house down the road sold Didn't know if there's anything in the world I could do for you a house down the road was listed There's a new listing in the neighborhood something just went under contract. It doesn't have to be yours When using your approach often you get now business a lot Here's the thing closings are happening every single day so Um as I'm making these calls. I'm running into people that are doing all these deals Oh charles. You mean do I call with when I There's not very I mean I have so many listings. I have over 50 listings I've sold a hundred properties for the last five years straight. There's too many places that I've sold stuff. So And it's not really that big of a place. So I have I don't really have a need to call places I haven't ever sold anything at or whatever, you know, plus it just makes more sense if I have a listing Why not call the building and try to build off that? You know, so My office says we need a social media presence to be successful. That's not entirely true at all I could I didn't do any social media today and I got several leads in 45 minutes Zero social media So that's not true That's not true. Does it help? Yes. Can it enhance? Yes. Can people build their businesses off of it? Yes All that is true. But do you have to have it 100%? No Um guys too, but I know I see a lot of people have logged off. Um The next training is going to be december 6. It's going to be 2019 business Planning, I'm really looking forward to this. I'm going to go through my business plan with you And I'm going to have documents for you guys to fill out And we're going to do this. I can't wait Let's see First time watchers redx really worth the $50 too many scams my man hard to know Do you get a plug from them? Yeah, I get a plug from them, but I just got I talked to Uh five people off 21 calls. I left 11 voicemail. Let's see I like five voicemails And uh, I talked to five people off of redx off of 21 dials I got two emails and two lunch appointments So if you think it's a scam, don't do it seriously But I'll tell you Before I started coaching for free I wasn't getting paid at all And I was still pushing them pushing and pushing them because it's the best thing out there But I'll tell you this man Um for $50 I don't think that's too expensive to try it out Okay How do I handle a situation where as soon as the prospect realizes that you're a real estate agent and tells you that They are not selling now and they will call you when they need to sell I would say okay great. Is there an agent in the area that you would work with if you you know when you make that decision Wait, no generic drips. So sending them receipts for casseroles won't make them think it's me as a professional real estate agent Exactly max nobody wants to know how to cook shrimp shrimp at touffet or what color to paint their walls in the fall Charles do I think it's a different mindset not it want not even one second. Do I think it's a wrong a different mindset? It's the same exact mindset Blake what do I mean scams? Blake cook. What do you mean scams? It's not at all If there's a dominant agent in the area you pick for door knocking. Do you move on to a different area? Absolutely not the dominant agent creates an opportunity for you in that area because A all the other agents are scared to get in that area because they think that dominant agent has it all wrapped up And b if that's the only agent that's really dominating that area There's going to be a lot of owners in there that don't want to deal with that agent because of whatever reasons They don't like that agent for whatever reasons. They're looking for a plan b What is the plan b situation offer you opportunity? That's the opportunity for you to get in there So you need to go after the ones that has a dominant agent Let's see Blake it's not a scam. It's great. They're improving every day as well on top of being the best When do I find the time to talk to my active business all day every day? All day every day whenever I need to But to be honest with you guys, I know where you're going with that christian and here's the thing I don't worry about it. I'm not sitting around thinking. Oh god. What's going? Yeah, I don't worry about it at all How do I structure my budget? Um I don't I don't really have like I don't really do like a budget I just spend whatever I think is good at the time which really may not be the best strategy But I'm pretty conservative and everything I throw money at You know, I believe in So I don't always hit the budget because I may go over because there was something that you know that I wanted to do Or I wanted to try So I don't limit myself with budgets. Um, but You know teach their own Let's see It's a dialer and the $50 is for the phone numbers, right uh ray You pay 150 total. Yes 150 total Let's see december 6 what time 3 p.m. Central december 6. How did you know december 6 tina? It's crazy Blake go to my uh website zero to diamond dot com sign up for the free coaching There's a 90 day action plan dive in buddy How many calls do I make a day? Um If i'm a new agent I want to make at least 100 a day Do I ever visit open house is negative?  I don't To be honest, I know this sounds crazy, but I don't hit that wall I'm so excited every day for the next adventure the next Challenge the next project the next cell the next coaching call the next speech The next book the next podcast the next video um I'm just high on life and I just it's it's I don't know I I don't I don't have those moments, but If I did man, I would really think about what I'm doing. Do I really love what I'm doing? um I don't know man. Like I love the I love I love the process. I love the grind. I just want to get after it and I don't know what I'll do to stay motivated I think just keep moving and you know every time that I have an email from one of you guys saying how something happened um That you you you use my scripts and you got a listing or you're going to quit real estate and now you're not That's kind of stuff motivates me and keeps me going every time I get a new email from a prospect from cold calling That keeps me going every time I put something under contract or get a listing or show a property um, that stuff just keeps me going So I think you just have to become addicted to the process and addicted to the little victories and the failures Tina Okay, maybe I did December 6 2019 business training. We're going to go ham How do I handle people around you that do not love life? I block them completely out of my life I block them completely out of my life I completely I can't deal with it I can't deal with unhappy people people that don't love life people that are negative people that are trying to bring me down I have to get away from those kind of people Do I target talking to people or do you keep dialing 100 no matter what no matter how many people you get to talk to? I just dial I'm worried about the dial I can't control the results, but I can control how many I dial. Okay Can I go over the end of the call as you say? I never know until I call It's different every time man Depends on what happens, but if they're like, oh, you know, I don't want to sell or I have an agent or whatever I just say look I never know until I call. I was just calling to see if there's anything I could do to help you You know Looks like you're in good hands or you know, is there an agent you would work with or You just got to get all those little one-liners down that I use Single line or multi if I'm a new agent. I'm doing multi line If I'm trying to build my business. I'm doing multi line because I want volume But if I'm where I am I'm using single line because I have the volume already now now I want quality So it depends on where you are in your business Does my books touch on how to have more meaningful conversations with people? If not, do you recommend any? Yes, they do That's all they're about is having meaningful conversations with people. But also Um, I don't know Justin Reynolds if you're in the zero to diamond free coaching But there's a complete course and there's a lot of content there about that as well And there's a lot more videos of me making calls in the course As well as on this youtube channel. Okay guys Whoo?  I need to say Um 2019 is going to be so crazy Um, I know with interest rates and there's a lot of uncertainty the stock market's crazy right now um, but Doesn't matter closings are still going to be happening every single day and I'm absolutely just crazily on fire About where this is all going. Um, I can't wait my goal next year 1.6 million 182 deals um With my current business the way it is How big it is I did the numbers and if I will make cold calls for two hours uh a week Two hours a week if I can do two hours a week uh new prospecting for 52 weeks, then I should hit my goal So i'm super excited about that I'm going to do it because it's really easy to do that Let's see michael started using my screw ups about a month and a half ago listed three expires in it for sell by owner Um continued to make new relationships man. Good job michael So I need to make calls Somewhere other than my home my office has their own crm system and they went 60 30 See do you leave multiple voicemails on a person with two or more numbers? No Not really just depends What percentage of homeowners are out of state versus those that live in the homes you sell? Hey richard long time no hear from you richard I would say most of them maybe 80 90 of them are from out of state new york, tennessee atlanta Louisiana, texas What am I doing to prepare for the market corrections or planning our plan on doing? Exactly what I did today make calls till my ears bleed asking people what in the world I can do for them Build my database Send weekly email crush it It's really that simple Really that simple Cool guys. I'm wishing all you a happy Thanksgiving. I love all you Um, nothing but the best you guys enjoy your families this week Um, I will be we're gonna cook at the house and have family over so looking forward to that Uh, like I said can't think of anything else.  Um training december 6 business planning for 2019 And you guys reach out if you need anything whatsoever. I love you guys peace out


So we'll join the RP Sanjeev Goenka group with the responsibility of leading the FMCG business. His journey in the group commenced as president of business development and growth in 2016 and was instrumental in the launch of Brand 2 Yam. Ladies and gentlemen, his deep experience in investing, having previously co-laid McKenzie institutional investing practice in India enabled the RPSG group to set up their first consumer-oriented early-stage venture fund, RPSG Ventures. Please give a big round of applause as we welcome on the stage Sunil Sameer. It's interesting, let me actually start with the disclaimer. I don't know marketing too well at all. I am right place, right time, and lucky enough to run a FMCG business and it's been an incredible learning journey for me as well. As you've probably heard, my background was actually consulting. I was a partner at McKenzie and I used to actually lead a very different sector. I used to work in clean tech, all the climate change, carbon emission, renewables is what I used to do. And two years back I had this brain-fed moment on I wanted to launch something from scratch and that's where I joined the group and started the FMCG business. I think what I am going to try and keep this short. What you're going to hear is a lot which you will already know, difficult to tell audience like this any rocket science on digital marketing, but I'm hopefully trying to go through some of my personal examples and some of my experiences, not necessarily from 2M, in fact very little from 2M. The team which created this document had put in lots of videos of 2M, which I have not to their liking removed from the presentation because I actually don't feel 2M is a great example of what can be done on digital marketing. So I'm going to borrow a lot of examples from brands I like, borrow a few examples from startups you may or may not have heard of and try and do this. First a few disclaimers and given I'm from McKenzie I will say three. We always have three points in McKenzie. So the first one all images are copy pasted so please don't hold me accountable for what you see. I think the second which is as you can read this is the work from two of my very very lovely brand managers who I think slogged a lot of time last night to get this ready. And I'm going to keep text at a minimum because I've always feel when you have text on the page then people don't listen to you. This is marketing 9080s and we had a very lovely conversation in the other room around how marketing used to be early age of course I don't need to talk a lot about this but you can get the just a lot of TV, newspapers, radios, etc, etc. And from there I think the world started thinking about digital and I think but it was a very I've always thought a lot of companies do a very half hearted attempt at digital right because you look at digital and you say e-commerce only accounts for one percent of sales right. So why even bother right and sometimes people confuse e-commerce with digital they are of course not they're related but not necessarily anyway close to being same. But I think even internally as we are as a group we are looking at other categories beyond snacks which are more e-commerce friendly but the first question everyone asks me what is the percentage of e-commerce sales and I think my conversation with them always is a relevant question because whether your sales will come from e-commerce or not but where is your consumer right he is on his phone he is on his laptop and he is not necessarily watching us as who serials on TV right so and therefore digital becomes important recently I came across this data which basically said you don't need to make this story any longer because e-commerce is not only influencing spends but e-commerce is or digital is not only influencing spends but a lot of the stuff will be bought digitally right so and again a lot of these numbers you will know beauty wellness and personal care is a 17 billion dollar industry in India in 2020 70% of this will be influenced digitally right so influence digitally means either bought online or researched online before you buy it at the store right so so this is a big number and roughly half of the internet users will be actually buying products online right and this is a big jump from even today because today this number number of people who buy online is around 160 170 million right so this will become three two x in the next three years and and again this is forward-looking data but even if you look at past this is exactly proved by how at least in this category beauty and personal care how e-commerce has grown right so or how digital buying has grown the amount of stuff which was bought digitally last year in beauty and personal care were roughly three and a half thousand crores and this number was 450 crores two years back right so so this is this is the space which is growing incredibly fast and will not only there is a part a of influencing spends and there is a part b of like how do you actually start buying online I think what I am going to now do is lot of sort of try and put in context the five phases I see digitally evolve over a period of time and and take you through phase by phase I think this is phase one which is old world thinking people will look at product online and buy offline right which is what some of some of my colleagues who are doing old world businesses like selling fans and ACs etc the first thing that it was let's create a website let people compare features etc etc let's get them make the decision offline and then sorry make the decision online and then they will go to the store and they will find where is the closest chroma and buy the product from there right so it was a important step in the evolution but I think a lot of more people have moved from there to at least stage two which is at least start selling online right I have an option of buying from your website list on like whatever 10 15 platforms Amazon's Goki or whatever is relevant for you and start telling there I think these two steps literally are table stakes right so if your business is not doing these two then it's a cause for concern right so and this is where 2m is unfortunately I think we've just done step one and step two but there is a lot more which goes beyond this on doing digital well right so this is this is not even digital this is just having online presence so people can discover you and this is just like basically piggybacking someone else piggybacking someone else to sell your product on their platform right this is you can literally treat this as one more retailer for you I think step three which is where it starts becoming interesting is when you are using digital to a identify who your target audience is and try and connect with them and engage with them I think I'm just going to actually run a video this is Durex if you've not seen Durex's social media handles all of you should I'm incredibly impressed with what work they do and I don't know how do I play this video can you play from there Saudi Arabia Morocco and Tunisia a wonderful opportunity for Durex Arabia why because countries playing in major sporting events often experience baby booms nine months later as fans celebrate their team's victories with sex the problem is in the Middle East contraceptives can only be advertised on highly regulated social media channels and any mention of sex can provoke powerful negative reactions but what if we embrace their risk and turned every game into a reason to celebrate with sex not just the victories but the losses the draws the red cards the unforgettable goals and more from the first game to the last we were able to hijack the twitter conversation during every match with cheeky new names for our condoms plant posts that celebrated expected moments and tactical posts created on the fly during the game became reasons to celebrate with partnering with the region's biggest e-commerce site then allowed us to drive themed Durex bundles for discreet purchase and delivery with every post while hardline conservatives reacted as expected the majority of our audience loved it the engagement rates smashed twitter's benchmarks by 900 percent in the biggest market of Saudi Arabia while e-commerce sales rose over 250 percent over the same period the previous year and twice as much as valentine's day at the same time offline retail sales jumped an incredible 28 percent across the region a media cost for engagement 90 percent below the average meant we were even able to refund 75 of the media budget after the campaign on twitter the organic follower base lifted 128 generating almost twice the sales leads as valentine's day the peak time of the year this made us one of the most talked about brands on twitter in the region during the world cup with no official sponsorship or media coverage whatsoever from being one of the least followed durex arabia is now one of the leading durex twitter profiles in the world the most important result though we'll only know that nine months after the world cup was lifted and you should if you if this topic interests you you should go through some of the work durex has done it's i think first thing you have to get right when you're doing digital is actually treat digital as a separate medium and we are having again this conversation digital doesn't mean i've created a tv ad let me play it on my social media handle right the content has to be different the objective of digital is engaging with the consumer right it's not let me show him my ad and run awareness for that tv will probably always be the cheapest medium to get to the consumer the objective of digital is like get consumers hooked on to content create a positive net promoter score etc etc right so i think there is another example of kfc but that i'm going to skip but i think in 30 seconds what kfc by and large was able to achieve in uh india is to increase their they did a lot of these challenges rj hunt they ran few design your own bucket this is all done around the last world cup and i think what they were able to achieve was to do a 50 percent increase in nps scores on the website on increase number of followers as you can expect but more importantly drive 20 percent of their sales during that period through online right so i think there are lots of interesting stories i'm happy to go through them later but i think the the fourth stage which is why are you doing this right eventually everything comes down to how can i drive sales right so i think the step four which is a which is the important link and parts of that were actually in the direct story as well is how do i convert this engagement into sales again if i'm not going to play this ad not because i don't want to but i couldn't find a copy which i can embed in the video but if you've not seen the burn the burn the whopper or burn that ad work by sorry by burger king then you have to see it it is one of the most it was one of the most talked about campaigns last year it was a very simple campaign right it was like mcdonald does a lot of ads and lots of boards etc across across the country wherever you see a mcdonald board just take out your phone and there's an app which you've installed which is the burger king app so first thing you're driving app app downloads every time you see a mcdonald ad anywhere on a digital hoarding on a newspaper just point to the app and press a button and the ad will burn itself it was augmented reality and a and a burger king burger whopper will come on the screen and one out of every five consumers will get a free burger right it was a pure and you may say where is sales because it's free burger but you're effectively a creating a lot of social media buzz engagement around yourself but you are potentially getting a customer who was to go into a mcdonald to come into a burger king instead have a free burger i'm sure but he will not come alone he will come with five friends have four more burgers maybe he's not even tried the brand right it was it was incredible they run ran this in brazil they've taken this this year to us and they're taking this this year to canada very very interesting examples and there are a few more but i think the most obvious one is use of augmented reality and digital in creating virtual trial rooms i don't know all of you know what a virtual trial room is yeah okay so this is a of course helps you engage with the consumer but i think some of the interesting numbers i was talking to one of my colleagues who used to run this for mintra is like the amount of time a consumer spends on the mintra app which is one of the way their financial investors evaluate them it has gone more than doubled right because people are even if they have no intention of buying they're just browsing through apparel and figuring out what do they like not like how will it look on them and of course it is leading a to more impulse buys but more importantly the conversion on each cloth suddenly goes up because half the times you like a particular dress but you don't know how it will look on you etc etc and you just leave it right so and and this is very very interesting and this is done the technology behind this now there are two or three people who do this but is basically created by a bunch of kids who are like 25 year old out of college this is not a very rocket science technology but i think embedding this on a digital platform is is like one of the ways the sales have really really increased i think this is now we've talked about just pure visibility be available visible hope to get offline sales sell online on other people's platform we talked about engagement we've talked about getting some of those converted into sales i think the last part of the puzzle is which is how do you use influencers and and content creators to drive sales i am not i again i'm not necessarily the best person to talk about this but again one brand you should all check out is this brand called mama earth has anyone heard of mama earth very few people so mama earth is my favorite brand it started as a it started as a mother and baby personal care brand i think they've gone now much wider and become a wider personal care brand but but all their marketing actually 80 percent of their marketing budget is actually spent on influencers and the way they do this they do two things one they work with communities of moms so they have this thousand mom's network going where each new product is actually tried by the mom first all those thousand moms get a free product they try it out figure out whether it is working or not give feedback product is changed and then they are the people who are selling it right so these are people who actually use the product they've actually used it on their children and they are selling the product through their social media handles through their videos etc etc and they get a percentage of sales the second thing which they've done very interestingly a lot of time people ask me how do you really calculate a ROI of a social media influencer and these guys also learned from example from a very bad example and this is no disrespect to Shilpa Shetty she's a great support but every time they used to create content through Shilpa it used to get incredible number of eyeballs zero sale right and the logic was no one believed that Shilpa uses these products on her children right because you need to be credible when you are talking about oh I love this product please use it right so so it was like we've given Shilpa like fair amount of money we've given her a bunch of equity and yeah maybe awareness is increasing but I don't care about awareness right I'm I'm not a general trade selling brand where awareness matters I want people to see me online and buy me online and they've completely stopped doing like content with Shilpa of course I'm sure they have their contract obligations etc but but they've and they've gone on a very other extreme on saying we only work with influencer and the way we work with influencers is very common a lot of you may already be using it is every content which is created has a code you go to the company website only where you can redeem the code and you get a 25 discount so therefore over a period of time they build this database where for every influencer for every type of product they know how much every time I pay him how much he's selling and therefore what is my ROI behind all of this incredible work you should check out some of the work these guys have done disclaimer I am an investor but this is not the reason I put the example out here right so I think just one page of data and this is all self-explanatory so I will not go through this but I think the only thing this says is I think a lot of the world is realizing that influencer marketing is going to be critical unfortunately the amount of money spent on this is still very small right so and and I think it increased 100 percent last year but 100 percent from a very from zero means nothing right so so I think you see a lot more money going into this over the next couple of years I have just one last page has anyone heard of these two companies okay I only see two hands I think the face is involving so fast that like I think I'm still learning digital and the world has moved to video commerce I think this is the next big thing and I'm especially a very very big fan of sim sim if you find time I think they've just launched a google play store version and an android version it's very very innovative I think it's a it's a combination of what you call AI and and digital working together right so the way sim sim works in a nutshell is it says so it's a mere deli boy rich muscle of booze and guns right by and large and and therefore and probably listens to mica and does whatever whatever and dies a bmw right so so they will use this algorithm and your previous history on e-commerce buying to figure out what sort of products you like what price point you typically buy right so there's a lot of AI going at the back end to sort of create a image of what type of a consumer you are I think then on top of that what they do is you go on the website and or on the app and say I want a anti blemish screen right suddenly 10 recommendations will pop up which will all be AI filtered based on what you buy what type of products you buy you buy a you buy a karma or you buy a forest essential or you buy a lack may 10 products will show up these all 10 products will not be like typical as you go on amazon and the product is there and like prices there this is 10 videos of actually content created by influencers you talking about what is good for the product what is bad in the product why you should buy it why you should not buy it and these 10 are obviously curated already for you right and they know who you follow so some of the people you follow if they are one of the people recommending the 10 products their videos will be on top and these are all by the way genuine videos these are not because they don't pay their influencers anything they have a tie up with the brands that they cannot pay influencers directly so influencers only get money as a percentage of sales so therefore as a influencer your credibility and a you should believe in the product you should think it will really work otherwise you will not waste your money in creating the content and posting it because if it doesn't sell then you don't get the money and if it sells and it's not a great product then your followers etc will not stop believing you and will not buy the products you propagate the next time right so it's a so it's a very like you literally see 10 videos load up you go through the 10 videos you select the product and and you move on and with the rate how data is becoming faster and cheaper I genuinely believe sim sim or whoever people will do video commerce and it's not surprising to believe someone like Amazon will do video commerce this will become the next 10 20 billion dollar play right because this is using this is using AI already this is using influencers already it's using video already which is mainstream and what all these guys are trying to do is on top of this ad vernacular right so so for example sim sim already works with 5000 influencers and they ensure that they have at least 200 300 influencers in by and large every state right so it's a lot more and the content therefore is lot more suited to etc what you would like to what you would like to see I think this is all I I think we are also almost short on time great to be here if you have any questions I'm happy to take and otherwise I'm done do we have any questions all right thank you very much oh we've got one I have a very basic question partly you have answered it for your category which is primarily food stroke FMC so to say how much role does digital play in product offtake not branding because you spoke about you know real sales coming from digital and that is the expectation a lot of companies CEOs marketers have from digital now yeah so how does it fit in and what is where do you see it going say two three years down the line so I think it's an interesting question and that's something I grapple a lot with especially for a category I think food may be slightly better snacks is probably the worst right because snacks is a very impulse consumption by and large right I want a snack packet I want it now I am not going to go on Amazon and order a snack packet which will show up at my house four days later and then right so and therefore if you don't have a meaningful conduit to buy online it many times becomes just a awareness game and which itself may be meaningful right because a lot of the a lot of the users have actually moved away from TV so if you're a conventional TV advertiser which we are a lot of metro audience in the 15 to 30 age bracket which is actually my code is actually no longer watching TV right so I may still use digital to get awareness in that audience but that's but that's a very like sorry to be blunt to some marketers that's a very marketer way of explaining how money is spent right so and awareness is a metric but awareness for unless it is complemented with potential sales opportunity or at least consideration it's it's not helpful right but so I think I'll tell you how digital helps and I tell you a couple of things from our example I want to avoid to em which have really worked we did a lot of work around the IPL this year on actual consumer engagement which was we said don't run these TV ads on digital and like spend money on it but actually create content we so we created this game called Karare strikers where you can literally take your phone your screen someone will bowl on the screen you play with the bat you score runs and based on the runs you score you get like free 2m deliver to your home multiple multiple things and a few other things a lot of influences talking about it I think what that helped and and interventions those like those still help brands like snack brands is get incredible amount of trials and these are not free trials because we were giving discounts etc so these were paid trials clear consideration to purchase and I think our IPL time sales and which IPL time is generally very bad for snack sales because it's cool holidays it is heat a lot of the snack consumption happens roadside tea shop cigarette shop which comes down our IPL time sales still went up by 27 28% in a month right and and it's of course very difficult to say what led to it but I think this was a big influence and the reason I'm also saying this was a big influence is the other part of my answer which is a lot of hyper local delivery coming in big basket grofer your milk basket and all of that that has actually made the category more amenable to online right because I'm no longer now waiting for two days for my snacks to come but on big basket or milk basket I can get it delivered in two hours right so and then at least the consideration of evening there is a party at my home let me order for that has suddenly gone up right so I think over a period of time I feel that this will become meaningful for example for I think snacks friends and I'll give you a example that's why we are investing so much on it and I can partly already see the reward is for snacks category in general e-commerce and all these hyper locals etc is 0.2% of sales for 2m it is 9% of sales right so so we are we still a very young brand small brand so latest 0.2% maybe like as big as my point whatever 9% but the fact that 9% of our sales are coming from e-commerce without doing any significant investment it is my 5% of media budget right now is that testament to this is moving and this is moving very very fast and the channels are not your conventional Amazon and Flipkart say we will buy but the channels are a lot more hyper market hyper local delivery systems like a milk basket or a or a big basket and they are investing a lot on this by the way right we've got another question hi this is Rohit from Raymond you mentioned that the way influencers operate and we've seen it in a lot of social media and also in e-commerce sites is that discount is a norm right so you're spending media monies or money around influencers you're also offering a discount over here yeah and you have other channels of sales as well so how do you make it a profitable model specifically when it's conversion led no absolutely by the way it's very profitable I think what what we are missing is typically when you offer a code and that's why you have to do it smartly and that's why maybe mama earth is a great example to look at whenever mama earth uses the influencer content to give you a discount it is on mama earth website you can't redeem it anywhere else so a they are driving people to their website increasing followers directly on the website and b when you are selling from a website versus the amazon you're already saving 25 margin which you are otherwise paying to amazon right so and the discount is never more than 25 percent right of course it can be but on an average blended discount is less than that so if you use the influencer strategy plus discounting and drive traffic to your website a you are driving a more profitable sale than standard amazon sale and b you are getting people onto your website and check a much wider resortment your website look and feel your brand story versus on amazon just being able to see the product and the benefits of the product right so and therefore this has to be more thoughtfully done if you even if you give a discount on amazon that's not really helpful right you also want consumer data to come in you also want ROI on the influencer to be calculated and for that you need to give a quote right so so therefore in fact I would suggest if you're ever doing a influencer content you should always give some discount it may be as low as 10 percent because otherwise if there is no discount you just say go on website and buy then you cannot track the ROI of the of the campaign at all sorry I have to rush any of enough can reach out to me later thank you very much any any more questions you can have offline and may I request Mr. Throopthavan a group head accelerate business google india to come on the stage and give a token of appreciation to samir thank you samir for a very interesting session


So YouTube team keep it clean. What is going on is saying Graven Hill with another video and I love y'all In this video charges charges who been in a lot of news recently course Phillip Rivers he just signed a one-year deal with the Colts and Charges were apparently in the mix for Tom Brady. I thought that he would go to the charges But he didn't think he would go to the charges and he didn't go to the charges So they they've been very active in Some high-profile names But now What seems to be it's kind of weird. This almost seems like a low-key signing Because Chris Harris Who has been one of the better cornerbacks in the league? And you know he had his troubles with the Broncos and he had his falling out with the Broncos Remember he was saying a I either won a new deal or trade me. I either won a new deal or trade me Neither of the two happened. He became a free agent. He became sort of a quiet free agent almost It's almost like you didn't hear too much about him heading into free agency, but he is going to be signing with the LA Chargers almost at San Diego, but the LA Chargers and What he brings is is some consistency. He's a really good corner And he has been one of the better slot cornerbacks in the league. I Gotta see the details of the deal. I'm not sure what they are But that's a good pickup for the the Chargers now with the Chargers. I'm not really they said they said I don't really I can't believe him though, man, because I know NFL is a lot of talk NFL is a lot of talk and it's like one of those things with the NFL And I mean this is an interest in a lot of businesses period but seeing is believing and a lot of things could change from now Until September or whenever the NFL season starts.  I Feel like he can be more than a game manager But he ain't gonna be scoring like 50,000 points But he can get some stuff done now though But I just want to see him given if if he I still don't believe that he's gonna even be given the opportunity to start I don't believe it, but we'll see hopefully it goes down because I would love to see it But I just don't believe it right now because it's so early It's so early But we'll see but if Tyrodt Taylor is given an opportunity to start and be the quarterback for the charges This could give them new life.  Hopefully Derwin James can stay healthy But oh, you know what one thing that I hope for the charges really I was about to say I hope that Derwin James can stay healthy all season for his lamp Hunter Henry But I just I just really I'm not a charges fan at all But I just really hope they all stay healthy, man I just that's that's one thing that I feel I'd be feeling so bad for charges fans, man Cuz the team is never healthy and they always have these crazy crazy crazy injuries every single year It's literally non-stop every year Every year, so I really hope I know I know San Diego fans don't hope that the charges or not that they wish ill will on Anybody, but they like we don't care cuz you know San Diego was super hurt when they left But I'm not for charges fan. I just I just feel for them cuz it's been rough like literally rough I don't know what it is. What's going on over there, but they always hurt So we'll see anyway Chris Harris is a good pickup. I know we talked about a little other stuff than Chris Harris But it's a good pickup low-key pickup, but a good pickup. So Chris Harris to the charges. I guess, you know, his initials of his name CH I guess he kind of let us know already where he was going, but nobody read in between the lines So anyway, like Chris Harris with the Broncos I'm out


At his campaign kickoff event in Pennsylvania, Joe Biden outlined his vision for health care reform in America. And I think to nobody's surprise, he does not support Medicare for All, although to his credit, he does have a plan, and that plan is a public option. Now if you'll recall, back when he was Vice President, Obama's administration also publicly supported a public option, although they didn't even propose it when they were talking about the Affordable Care Act. So I don't think that Joe Biden has much credibility here, but nonetheless, he is basically telling Bernie Sanders to bring it on. Not necessarily Joe Biden, but his team and Bernie's team, they've already kind of started this rivalry when it comes to the issue of health care, and now they're competing to prove to America whose vision is better, the more incrementalist moderate approach with Biden or Bernie's plan, which actually would solve the health care crisis in America and end the debate once and for all. So as you can see, you already know where I stand on this. I think Bernie Sanders absolutely has the credibility needed on this issue, but nonetheless, I want to share an article that was written by Jeff Stein of The Washington Post, where he kind of outlines the rivalry between these two candidates here. I think this is interesting. So Jeff Stein writes, Joe Biden on Monday endorsed a public option that would allow all Americans to buy into a Medicare-like health insurance plan. As allies of both the former vice president and 2020 presidential rival, Senator Bernie Sanders began to debate the Democratic Party's health care agenda. Whether you're covered through your employer or on your own or not, you should have the choice to buy into a public option plan for Medicare. Your choice, Biden said during a campaign event in Pittsburgh. If the insurance company isn't doing right by you, you should have another choice. Sanders has called for enrolling every American on the Medicare program, a single-payer system, and an aid to the campaign took a swipe at Biden's decision to attend a private fundraiser that included health insurance executives last week. Biden is also expected to say he shares with single-payer activists the goal of universal coverage and lower health care costs, but that he does not support Medicare for all. Sanders said he may reprise Hillary Clinton's argument in 2016 that her more incremental approach would build on the policies of the Obama administration rather than replacing the Affordable Care Act with a single-payer system. �We are all trying to get to a place where we achieve universal health care. I think he sees it like that,� the advisor said, �but if they want to go after him and Obama about their approach to health care, bring it on. Anyone defending the current dysfunctional system needs to explain why the average family should have to pay $28,000 a year for health care, while the CEO of Independence Health Group, Daniel Hilferty, made $4.8 million last year, an aid to Sanders campaign said in a statement. So, the first thing that I want to note is that the Biden aid who was quoted here is basically gaslighting people, because apparently, you know, he's trying to pay lip service to us and say, �Look, I agree with your goal that we need to lower health care costs, and we need to get to 100% coverage. But if you actually agreed with that, then you would obviously opt for the policy that would put that into practice. It's Medicare for all. That's the one way that you get to 100% coverage and the lowest health care costs. So if you're not supporting that, then you don't get to gaslight us and make us think that you share the same goal with us, because you don't. Your goal is actually at odds. Now, again, I want to remind you, because I think this is incredibly relevant here to this conversation, Joe Biden already said that he supports a public option, as did Obama back in 2008. You didn't even put it in the Affordable Care Act when we were debating health care reform. You didn't even propose it. So you told us you support a public option. You then get elected. You have a supermajority. You didn't go for Medicare for all, and you didn't even go for a public option. Why should we believe you now? The answer is obvious. We should not believe him, because Joe Biden has no credibility here, because, I mean, he launched his campaign by doing big money fundraisers, one of which was with a health care industry executive. And the reason why Joe Biden doesn't want robust health care reform, such as Medicare for all, is because he's afraid of the health insurance industry, because he knows that if he gets on board with Medicare for all, he would lose any donors from that industry that are thinking about donating to him. Now, contrast that with Bernie Sanders. Bernie Sanders isn't afraid of the health care industry. In fact, the opposite is true. They're afraid of him, because their stocks have tanked ever since Bernie Sanders reintroduced his Medicare for all bill. And this also has worried investors. And on top of that, health insurance companies like Anthem, who offer Medicare Advantage plans, they've actually increased benefits as a direct result of Bernie's threats to do away with them, because they know that people are on Bernie Sanders' side, specifically because they rip people off. And because they're so greedy, they shot themselves in the foot, because every single American has experience with a health insurance company. They do not like their health insurance company. Now, when you look at public opinion polls, you'd see that people don't want to lose their health insurance plan that they have. But if you actually ask people why they support their health insurance, it's not because the health insurance company that they have is giving them a phenomenal deal. It's because they want to keep their doctor and they're worried about stability. Now, thankfully, a majority of Americans now support Medicare for All largely due to Bernie's relentless advocacy for Medicare for All. In fact, even a majority of Republicans now support Medicare for All. But yet, we have a Biden advisor getting extremely cocky, telling Bernie's team to bring it on. Are you sure you want that? Because you should be careful what you wish for. Because who do you think Americans are going to side with when it comes to the issue of health care? Who do you think the Democratic Party's base will side with in this debate? The guy who's been a champion of Medicare for All for his whole life, who has health insurance companies running scared? Or the guy who surrendered before the fight even began? Wouldn't even propose a public option because he was too afraid about what health insurance companies would think. Joe Biden has zero credibility when it comes to the issue of health care. And I'm excited that there's this rivalry brewing because it's going to demonstrate that Joe Biden is not just weak on this issue, but he's also a puppet of the health insurance industry because he's not trying to come up with a policy that would appease the American people. He's doing this so he can appease his donors who are holding fundraisers for him. And that's what this is about. So I'm sorry, I'm going to side with the guy who has the health insurance industry shaken in their boots right now. Not the guy who capitulated back in 2009.  You capitulate when the fight doesn't even start, you surrender before it begins, and you don't even want to go up against the health insurance industry. So if you want Bernie's team to bring it on, be careful what you wish for because I am definitely interested in seeing you two debate this. You have zero credibility on this, Joe. Zero. Girlie Mike Fettuccine needs your support on Patreon.  Visit patreon.com slash humanistreport to support the low ratings humanist report. Sad. My views are much higher.