08:00 .... Now I personally don't feel that I'm a master of this, we do get expired just through different leverage. And as a matter of fact, we did a webinar on lab coat agents yesterday about expired ,30 minutes long, it was really great. It's still up on the site. It's still up on the page. Go and check that out. I wrote this live prior to doing that webinar yesterday and there's a good stuff. So, I encourage all you guys after this or you know sometime over the weekend watch that if you want to do expired. So, number one as you all know be ready to hustle. Hustle your frigging face off, right, get to wake up early, you have to make your calls consistency once again. You'd have to practice your scripts, you have to be a master of them. Something that one of the members of the webinar said yesterday was she doesn't have her scripts memorized. She has them internalized, right. So, she's she breathes, she eats, she dreams of her scripts. If you want to be successful at this that's when their first steps. Be different. Don't say the same old crap as everybody else. Next with any kind of online lead. Follow-up forever. Okay follow up, follow up, follow up. I mean you've all heard everybody say this a hundred times. Here's a hundred more times follow up forever. Set time aside daily to prospect both new expires and the older ones every day, same time start earlier. These people want to list. They already have their house on the market. You know that's one less hurdle to overcome. Something powerful with this as well is using custom audiences and Facebook with valuable content. You know here's a star Tunnel in this case to write blogs, five reasons your home did himself. Somebody has expired listing their getting a hundred calls, they go on Facebook every day, they see your blogs, when they get a call from you you're already in their head. Does that make sense everybody? I hope it does.For sale by owner. Personally, I do more for sale by owners then expired and this was you know kind of the same thing. These sellers traditionally don't have much faith or trust in Realtors. I think they can do it themselves. They think that realtors are worthless overpaid etc. etc. but they do want to sell they're actively having their house on the market. Again, know your scripts, know your objections, provide value as always, right and some of the value is by giving them resources for free that gets you in the door, offer to hold open houses farm, right. Tell them if a buyer coming in that that buys your house, you'll let them have it. Put an IVR side out front. You know dial one, two, three four pictures and data and say if someone wants to buy this house right have it. Give them the disclosures, give them one other whatever other Doc's you don't think they have access to. Gain the trust. So, when they give up they call you. 90% I think that's the right step....12:00 .... 90% of for sale by owners end up listing with an agent. If you built that trust and on top of mine that would be you. Kevin Markarian: Can you hear me Suneet? Suneet Agarwal: I sure can. Okay couple quick questions here. One is on your you mentioned scripts. Do you have any scripts that you can share I mean obviously you can't go over all of them right now? But do you have any scripts that you can share number one. And number two you mentioned an IVR sign, can you tell us about what that is? Suneet Agarwal: Sure. . here’s the deal with scripts as you can google a million different scripts whatever will work as long as it's genuine and it's internalized, right. Go to Mike Perry page and look at his expired scripts, right. He's the master and they're all free, they're all on YouTube, they’re on google, go crazy just use something that speaks to you. Okay the IVR signs, I’ll say it again. Something like call action, our ProQuest, our listings to leads right. It's a sign in the yard that says our details and pictures on this home text home to 123456789 to a phone number. That makes an inquiry and generates the lead and that could be a potential buyer for that house. And offer to good those buyers that are interested in that house to the first sale by owner, chances are. It'll end up being a lead in your system that you've generated for free, interested in a different house. Good guys.Kevin Markarian: Great stuff. Thanks, Suneet.