How Chris Schultz took 9 listings in a month by cold calling FSBOs

Chris Schultz00:00

I mean, I went from zero to hero in two months’ time. It was just absolutely crazy. But I mean, one of the biggest things is just consistency. I mean, if you’re consistent on the phone, you’re gonna pick up listings. And before I knew it, I had nine listings in a month.

00:15And it was just insane. It was almost too easy. I’m just like, “What is happening here?” Now Vulcan7 is my prime asset in my business right now. My goal is to hit 400,000 in GCI on my 4th year. So I’m really excited about that.

Aaron Wittenstein00:51

Everyone, it’s me, it’s Aaron Wittenstein, and I’d like to welcome you to Vulcan7 Roadmap. This is where we teach agents how to take one to 37,354 additional listings a week. And we have a very, very special guest today. We’re actually chatting a little bit in the, what do they call it, the green room ahead of time.

01:08Chris Schultz, over off of Fort Walton Beach, Florida. How you doing, my friend? Everything good?

Chris Schultz01:14

I’m doing great, man. Thank you for having me on the show. I really appreciate it.

Aaron Wittenstein01:17

You’re very welcome. Thank you for coming and thank you for being flexible with your schedule. I really appreciate it.

Chris Schultz01:21

Absolutely. You have to when it’s-

Aaron Wittenstein01:23

I know, I know, I know. So we were chatting a little bit and I find your story to be interesting. Would you mind sharing that with us?

Chris Schultz01:33

Yeah, absolutely. So I got into the real estate industry at the height of the COVID time.

01:40It was 2020. Everything just got shut down. In fact, I had to take my exam with the mask on, the full protocol. And it was a little scary. It was almost three years ago exactly. I ended up picking up my first listing on my fifth day just by happenstance. It was nothing special that I did.

01:57Just from somebody on social media reaching out to me. And it was before I had access to the MLS or before I even really knew what I was doing. But luckily with our brokerage, we have mentors and things like that, so I was able to kinda get the help that I needed.

02:13My mentor ended up actually buying the property from the seller, which worked out really well, and I thought it was gonna be super easy ’cause the transaction happened so fast, and at the end of it, he’s just like, “Here’s your commission check,” and I’m just like, “Well, that’s great.”

02:26The only problem is I didn’t really feel like I learned the process of sales. So we went through the first three transactions. I felt like I was learning a little bit, but it wasn’t enough for me. So fast-forward, I ended up joining a team in order to kinda help with that support, that camaraderie, just kinda get me on the right track.

02:50And I ended up almost going out of business completely, and it was awful. I had this weird time. It was the summer of 2021, where I had a string of transactions all fall through. I had like eight of them all fall through in a row, and it was an anomaly.

03:08I’ve never seen anything like it. And it was all for different reasons. Some of it was my fault, admittedly, ’cause I just didn’t really know what I was doing. But a lot of it was financing issues or the buyer would just decide to back out, whatever the reason. And on my son’s birthday, it was August 10th of 2022, I lost three deals in a row on that day, and we were in the delivery room with my wife.

03:34Oh, man. And she was bawling her eyes out because I couldn’t even have the heart to look her in the eye and be like, “Look what’s happened to our business.” We’re a one-income family, and this is it for us. If I’m not selling houses, then we’re not eating.

03:48So it was a very stressful time for me, and I knew I had to make a change. And at that point, I actually signed up for a coach. His name’s Brandon Mulrenin. I’m sure a lot of people have heard of him.

Aaron Wittenstein04:01

Sure have.

Chris Schultz04:01

And he advised that I sign up for Vulcan7. So I got onto Vulcan7, and I knew cold calling was the way for me.

04:09And I didn’t know exactly how or what I was gonna say, but he was a huge encourager of cold calling because it’s the most efficient prospecting method there is. Whereas door-to-door, when you’re face-to-face with somebody, that’s the most effective. But when you’re just trying to hit numbers, which real estate is a numbers game, you wanna get on the phones.

04:30And so I kinda… That was my last stint, was with his program, and he single-handedly changed my career forever. Before I knew it, I just did exactly what he said. And as I’m calling, I can kinda feel myself get better. And I used to obsess over this stuff.

04:50I would watch his YouTube videos at 2:00 in the morning. I would watch hours and hours and hours of cold calling, other people cold calling, to pick up little nuggets, little tips, overcoming objections, things like that. And I found something that really, really worked for me.

05:07And before I knew it, I had nine listings in a month.

05:10And it was just insane with how much it was… It was almost too easy. I’m just like, “What is happening here?” And sure enough, as soon as I put it on the market… At that time, if you remember, the market was pretty nuts.

05:24I mean, they were selling like crazy, and I was starting to make a name for myself. Yeah, and that’s kinda how it all started. So now Vulcan7 is my prime asset in my business right now. So it’s been a crazy journey, and now I’m finally at a point where I cannot wait for 2024.

05:46I’m gonna crush it. My goal is to hit 400,000 in GCI on my 4th year. So I’m really excited about that, and I really have to credit Brandon Mulrenin, and Jim Chamberlain was another one, a huge influence on… another one from Vulcan7. I used to take as many classes as I could from them and just learn as much as possible.

06:08And I just found out what works for me. And there’s kind of a, I wouldn’t call it a secret sauce, but there are so many agents out there that are incredibly aggressive on the phones, and when you stop doing that, things just kinda work out as they should, and that’s the best part of it.

Aaron Wittenstein06:29

Okay, that was a lot right there, by the way. I feel like I rode that rollercoaster along with you right there. And oh, man. So how long between the time when your son was born? ‘Cause I can’t even imagine that, you know what I mean? I couldn’t even imagine between that and the month you took nine listings.

06:45How long of a period of time was that?

Chris Schultz06:48

My son was born, it was that fall. That was the August. I left the team in, like, September, and I was… October, last fall, a year ago today, was when I really turned it on. And that fall, I remember, I think it was October, I think I picked up nine listings, and I had six closings the week of Thanksgiving, which was the coolest thing I’ve ever…

07:18One of the coolest things I’ve ever done. It was just a phenomenal ride. I mean, I went from zero to hero in two months’ time. It was just absolutely crazy. But I mean, one of the biggest things is just consistency. I mean, if you’re consistent on the phone and you burn the ships and you have your back up against the wall, you’re gonna pick up listings, and you’re gonna fight for them.

07:40And it’s just incredible how that all kinda worked out. But yeah, September, October was kinda the time of me kinda learning the system and getting going. Then it all kinda just turned around that fall and winter.

Aaron Wittenstein07:58

So are you a FSBO guy or an expired guy, or both?

Chris Schultz08:00

I’m a FSBO guy. FSBO guy. Yeah, I absolutely love FSBOs. I’m excited about it. I can’t wait to talk to them. And a lot of people are so hesitant about calling because they’re afraid that they’re gonna get hung up on. They’re afraid they’re gonna get screamed at, but the way that our system is, I cannot think of one time where I’ve been screamed at.

08:22I get hung up every once in a while, but I actually like that because it just saves me a bunch of time. I’m able to move on to the next call. But yeah, FSBOs are my bread and butter for sure. Then I’m getting referrals off of that now.

Aaron Wittenstein08:40

Can you call me? Would you mind? ‘Cause we talk to a lot of people here, which is great. I talk to a lot of expired people, not as many for-sale-by-owner people. Would you be amenable to a quick role play?

Chris Schultz08:52

Yeah.

Aaron Wittenstein08:54

All right. Yeah, we can do that.

08:55Okay. I’ll…

08:56I won’t be super difficult, but I won’t be super easy. As a matter of fact, I’ll be moderate. I’ll be a realistic for-sale-by-owner. Cool. Give me a shout.

Chris Schultz09:03

All right. Ring ring.

Aaron Wittenstein09:04

Hello.

Chris Schultz09:06

Hey, Aaron?

Aaron Wittenstein09:07

Yes.

Chris Schultz09:08

Hey, Aaron, my name’s Chris. I’m calling about the house for sale on 123 Main Street. Is that still available by chance?

Aaron Wittenstein09:13

Yeah. Do you have a buyer?

Chris Schultz09:16

Not necessarily, but I might. What I’m doing is I’m kind of reaching out to different sellers to kinda see what inventory is available on the market currently.

Aaron Wittenstein09:25

Okay. Yeah, I mean, like I said, if you have a buyer, you’re more than welcome to bring somebody on through.

Chris Schultz09:32

Sure. Yeah. And we might have a buyer. I’m actually on a team, and we like to compare notes. A lot of agents will only stick to the MLS, and they’re kinda blind to the big picture of what’s available out there. So what we actually prefer to do is we like to kinda preview homes, and then it kinda puts you on the map, and then we’re able to kinda build a profile out for you, put all the information in.

09:57And then as we come across buyers, we’re able to present those as potential options moving forward. We may or may not have a buyer right now that’s ready to go, but we do a lot of business in your area, and we come across buyers all the time.

Aaron Wittenstein10:12

Okay. All right. Yeah, okay. Sure. Yeah, I mean, if you have… Yeah, that makes sense.

Chris Schultz10:19

Yeah.

10:20So tell me, Aaron, are you getting a lot of calls on this property?

Aaron Wittenstein10:23

Oh, what they don’t tell you in for sale by owner school is that we get more calls from agents than they do from actual buyers.

Chris Schultz10:32

Yeah, man, I’m sure you’re getting hit over the head by calls with agents. And do they all have buyers?

Aaron Wittenstein10:38

I don’t know. Are they? Some say they do, but no one’s bringing anybody through yet.

Chris Schultz10:43

Okay. But you don’t have any offers on the property right now, correct?

Aaron Wittenstein10:46

No. No, nothing. We got an open house on Sunday. Hopefully, we’ll get some offers then.

Chris Schultz10:51

Okay, great. Are you doing the open house yourself or is another agent doing that for you?

Aaron Wittenstein10:54

No, no, I’m doing the open house myself.

Chris Schultz10:56

Okay, great. Is this your first one?

Aaron Wittenstein10:58

Yes. Yeah, this is the first one. We’re really excited for it.

Chris Schultz11:03

Okay. Well, tell me, just hypothetically speaking, if the house doesn’t sell in the next 60, 90 days or however long, would you ever consider listing it with an agent?

Aaron Wittenstein11:14

I mean, I don’t know if that’s something we’re looking to do. I really don’t wanna pay the money.

Chris Schultz11:19

Mm-hmm. Yeah, I mean, it probably won’t even come to that. You have a beautiful home. But here’s what I would suggest, Aaron, if you’re open to that, and I’m not sure if you are or not.

11:30But I’m actually available to be over in that area tomorrow at about three o’clock. And what I can do is I can just swing by, we can check out the property, I can kind of fill out the information. Then I offer a backup plan to all my sellers that I talk to as a potential option moving forward in the event that it doesn’t sell.

11:49So what I would do is just kind of briefly go through the backup plan. It might be for you, it might not. Either way, it’s totally fine, but I’m just gonna leave that information with you. But at least when I’m there, I can check out the property, we can put you on the map. Then if it’s something that makes sense down the road, we can kind of cross that bridge when we get there.

12:05Does that sound fair?

Aaron Wittenstein12:06

Yeah, that’s fine. If you wanna swing by, three, four o’clock would be better. I’m not gonna be around at 3:00. I’m picking up my kids from school.

Chris Schultz12:12

Okay, perfect. I think 4:00 will be totally fine. Would it be okay if I also send you my resume that has a little bit of information about who I am, how I sell houses, and that way you know who’s coming over to your house?

12:23You can never be too safe these days.

Aaron Wittenstein12:25

Yeah, that’s fine.

Chris Schultz12:27

Okay, perfect. What’s a good email for you?

Aaron Wittenstein12:29

ChristopherSchultz.ChristopherSchultz.com.

Chris Schultz12:32

Perfect. So I got your email, I’m gonna send you my resume in the next five minutes or so, and I look forward to meeting you tomorrow at 4:00. And what I’m probably gonna do is I’ll either give you a call or I’ll shoot you a text message just to kind of confirm that we are still good for four o’clock tomorrow, ’cause a lot can happen between now and then.

12:48Does that sound cool?

Aaron Wittenstein12:49

Sure. That’s fair.

Chris Schultz12:50

Awesome, Aaron. Well, I look forward to seeing you tomorrow, buddy.

Aaron Wittenstein12:53

Thank you. See, how can I put this? You’re very… what am I trying to say here? It’s very easy, you know what I mean? Easygoing conversation, you know? Yeah. It was just very nonchalant.

13:08That’s the word I’m looking for. Very nonchalant is what I’m thinking. And it was just very smooth. I can tell you’ve said this at least 17 times in your lifetime. But-

Chris Schultz13:20

Yeah. Kinda, yeah. I mean, every conversation’s a little different for me.

13:24I mean, role-playing is a little difficult just because it can go in so many different directions. But typically what I like to do is just talk about the house a little bit more in the beginning. I’ll ask some questions like, how old’s the roof? Is it financeable?

13:38Is it good for a VA loan? ‘Cause we have, like, five military bases in our area. So I try to get some information on the property first, and people love talking about their homes. And the reason I do that is because it allows me to gauge where their heads are at. I can usually tell if there’s a lot of emotional attachment.

13:57I can tell what their motivation is. I typically will ask, “Hey, if you got an offer today that was a cash offer with a closing date of seven days from now, would that be a problem for you?” That kind of discovers motivation. They’re like, “Oh, well, that would be great.”

14:15That tells me a lot. I also like to know if it’s occupied or if it’s vacant. Is this an investment home? Do they have to sell the property, versus, I would like to sell it at this price, but if not, I’ll just hang onto it? These are the kind of questions I discover through the conversation.

14:32Once I kinda find out that yes, they would potentially list as an option in the future, then I usually set the appointment right there. But I’m… Go ahead.

Aaron Wittenstein14:44

Oh, I was saying you’re very easy to speak with. Yeah. Very easy to speak with. And that’s always impressive because you speak to a lot of people, and I think what you alluded to in the beginning, I don’t remember exactly what you said, but…

14:57Oh, it’ll come to me in a minute here. But you said you don’t push people. That was the word you used a while back. And you didn’t push me at all whatsoever. It was just like I was talking to a friend, and I think, I don’t… is that so important, is that so many people, and you could probably agree with me on this, is that for sale by owner is bad.

15:18You’re bad. You’re bad. Don’t do this. What’s wrong with you? You gotta get… You never disparaged me at all.

Chris Schultz15:24

No, that’s exactly right. And the whole philosophy is reverse selling. You don’t wanna try to sell your services over the phone. You don’t wanna try to list the home over the phone.

15:34What you’re trying to do is just connect with people and talk to them like they’re a long lost friend, like they’re a classmate that you graduated with 20 years ago. That’s the kind of approach you wanna have with these people. And I’ve seen so many agents, they’re incredibly aggressive.

15:51They’re trying to hit people over the head with, “You need me, otherwise you’re not gonna sell the house.” And that’s not the right way to go. What we as agents need to do is support their autonomy. They have already made up their minds of what they’re gonna do.

16:06They are selling this house on their own. They’re doing that for a reason. Maybe they don’t see the value of a real estate agent. Maybe there’s multiple different reasons, but whatever reason, that makes the most sense for them. So we encourage that. Like, “Oh, you probably won’t even need to list it.”

16:19“You’re gonna sell this house on your own. But if it doesn’t happen, I’m here for you.” It’s a hypothetical, down the road. Because it’s a hypothetical, people put their defenses down. It’s not like, “I wanna list your house right now. I’m gonna come over and list it. We’re gonna do this.”

16:36It’s, “Hey, let me check out the property. Maybe we can find a buyer for you. Maybe not, but we’re gonna try.” Our plan A is to try to find a buyer. That makes the most sense for everybody. That’s exactly what he wants. I lost my train of thought here.

Aaron Wittenstein16:55

So you’re saying plan A, right?

16:55And then-

Chris Schultz16:58

Yeah, my plan A, my plan is to find a buyer. Then our plan B is if you can’t sell it, then I wanna be your plan B, and that’s basically how we roll this. And that’s typically a question that I ask. I kinda screwed up the beginning of the cold call because one of my first questions, I can’t believe I even forgot to say this, was, “Hey, would you be willing to work with a buyer’s agent that brought you a buyer?”

17:18That way people… ’cause a lot of people won’t, in which case I gotta stop right then. I forgot to add that in the very beginning. And that’s usually habitual. Sometimes I miss-

Aaron Wittenstein17:29

You’re good, you’re good. Hey, I put you on the spot every now and again when we role play, right?

Chris Schultz17:33

But yeah. When I call and I ask them if it’s available, they’re usually like, “Yes, yes it is.” And I’m like, “Well, that’s great. My name’s Chris. I’m actually a local agent here in the area. Are you open to working with a buyer’s agent that brought you a buyer if the offer made sense?”

17:48And 99% of the time they’re like, “Oh yeah, absolutely. Sure.” Sometimes they’re like, “No.” And getting that yes already tells me that they’re already halfway there. They’re already willing to compensate a buyer’s agent. Now I just gotta get them to the other half of that, which is listing.

18:04So if they’re open to working with agents, that’s great news because at least they don’t despise agents to the point where they’re like, “All of you are poison. I’m not gonna talk to you,” click. So once they’re like, “Yes, we would work with a buyer’s agent,” now we can have a conversation, like, “What’s going on?”

18:22Like, “How can I help you other than bringing a buyer?” Sometimes I’ll go over to people’s properties and just kinda give them tips of what they can do better to position their home as the obvious choice on the market. I try to provide as much value as I possibly can without pushing them to list it with me.

18:40Everything that I say is more of a hypothetical situation. Like, “If the home doesn’t sell in the next 90 days, would you ever consider listing it with an agent?” A lot of times they’re like, “Yeah, we’ll cross that bridge when we get there.” That usually means probably. If they can’t sell it…

18:55What are they gonna do? If the motivation is where it should be, which is they have to sell the house. If it’s like a condo where it’s a vacation rental and they’re Airbnb-ing it, and if it just doesn’t sell, it doesn’t sell, they’re still making money on it, then I usually have to dig a little bit more.

19:11But the ones that are like, “Hey, I have a job relocation. I’ve gotta move out of here. I gotta get rid of the house,” then that’s usually the motivation that I like to hear. Once I qualify them and have a clear timeframe, an understanding that they are willing to list it if they can’t sell it, they’re willing to work with a buyer’s agent, then I can usually set the appointment.

19:33And here’s the kicker. Once I get face to face with them, my numbers are pretty crazy, because more often than not, I usually get a “come list me” call within the next 48 hours. And that happens a lot. So I usually don’t compete against very many agents. When that time does come, they’re usually just kind of fed up.

19:56And once I get face to face with them, I have the confidence and the expertise to be like, “Okay, here’s my resume, here are my numbers, here’s what I can do for you.” I don’t come up with a plan. I don’t have a marketing plan because we’re not… That’s not the conversation we’re having.

20:11This is buyer agent mode. I’m gonna try to find you a buyer. So I’m gonna get as much information of the home that I can, and I’m gonna kind of use stories that I’ve had from the past to kind of relate to the customer. Story selling. So I’ll talk about a similar home that I had sold in the past, like a hobby farm or another oceanfront condo that looked very similar to this.

20:33So then that experience of how I handled that, any objections that I overcame, things like that. And people love hearing it. Then I just kind of follow up, build that relationship, but then when the time is right, they usually call me and they’re like, “Hey, I’m ready.”

20:48“Let’s go.” And that’s that. So I never have to compete, discount my commissions. It just doesn’t happen.

Aaron Wittenstein20:56

So what percentage are for… I mean, in your market, what percentage are for sale by owners listed with an agent? Do you know within reason?

Chris Schultz21:04

Say that again?

Aaron Wittenstein21:05

I said in your market, do you know what percentage of for sale by owners wind up listing with a realtor?

21:11Or, I mean, from the numbers at least that you put together.

Chris Schultz21:14

I would say most. I mean, I’m on there pretty much every single day and over 50%.

Aaron Wittenstein21:23

And then how many for sale by owners do you get in your market per day?

Chris Schultz21:27

I usually get about five.

21:30On any given day.

Aaron Wittenstein21:31

So let me just get this straight, okay? ‘Cause people complain there’s not enough data, there’s not enough data, there’s not enough data. You’re getting five times 30. So you think you get about 100, 150 for sale by owners a month? Is that right?

Chris Schultz21:44

If that. Probably a little bit less than that.

Aaron Wittenstein21:46

Yeah. That sounds aggressive. Yeah. And the thing is, you’re listing a substantial amount of them. So it’s not… the point I’m trying to get at here, it’s not quantity, it’s quality. And your skill set, what you’ve put together, I mean, I talk to a lot of people on a regular basis, okay?

22:03The skill set that you have and the way you’re coming across to people is very, very pleasant and very easygoing. And like I said, I’m gonna agree with what you said before, people don’t wanna be sold. People don’t wanna have… they don’t want the… It doesn’t work anymore. And it’s just being a good person, right?

22:22‘Cause genuinely, to me, you’re like a guy that I wanna go hang out with and grab a cup of coffee, grab a beer. And that’s my vibe, just hearing from you, which I love, so.

Chris Schultz22:35

Yeah, absolutely. And that’s a huge part of it, is just being able to connect with people.

22:40I’ve seen a lot of agents, they’re almost robotic on the phone. They’re just trying to… They have commission breath. They’re just trying to make a sale. It’s what’s best for the agent, and you gotta really turn that upside down and consider what’s best for the seller.

22:56How can I help this person genuinely? And coming from a point of curiosity. Just asking questions like, “Hey, have you gotten any offers? Well, you’ve been listed for 70, 80 days. What makes you think that you’re not getting any offers? What could you do better?”

23:12Just asking questions like that, you kinda get sellers to open up to you. Then once you get them talking, you just continue building that relationship.

Aaron Wittenstein23:22

So, all right, let me… I ask this question to everybody, okay? And I think I know how you’re gonna respond, but let’s say you have a brand new agent, walks across your desk, knock, knock, knock, comes in and said, “Chris, you’re doing so well.”

23:34“Give me one piece of advice.” What’s that one piece of advice that you would give that new agent?

Chris Schultz23:41

When it comes to calling FSBOs?

Aaron Wittenstein23:42

Anything.

Chris Schultz23:43

Is that-

Aaron Wittenstein23:43

Or anything business related and anything real estate related.

Chris Schultz23:48

I mean, if you’re not prospecting every single day, you’re going out of business and just don’t realize it.

Aaron Wittenstein23:52

Ooh, can you repeat that?

23:52Can you repeat that? Whoa, whoa, whoa, whoa. For those in the back, can you please repeat what you just said?

Chris Schultz23:58

Yeah. If you don’t prospect every single day, you are going out of business and you just don’t realize it yet, but it’ll catch up to you. But you have to prospect every single day.

24:10And that’s one of the biggest things. We are professional prospectors that happen to have a license to sell real estate. That is my mindset. I have to be prospecting every day. I’ve gotta do at least 15 conversations every day in order to hit the numbers that I wanna hit. So if I’m not doing that, we’re shooting ourselves in the foot.

24:30And when it comes to FSBOs and expireds, and anybody else really for that matter, it’s about supporting their autonomy. That was the profound thing that I learned with for sale by owner. I’m not gonna correct them. I’m not gonna be like, “Your pictures are terrible. I could do way better than that.”

24:47That’s not what they wanna hear. They wanna be able to hear that they’re doing a good job, and that’s pretty much it. Like, “Hey, it looks like you’ve done this before. Cool, man. You’re on the right track. You’re going in the right direction. Please use me as a resource.”

25:01“If there’s anything I can do for you, reach out to me.” But just connecting with people and supporting their autonomy goes leaps and bounds. Most agents don’t do that, so it’s a breath of fresh air to the seller when you come across that way. I mean, most agents are gonna try to hit that person over the head and try to overcome objections.

25:22I mean, we spend hours learning how to overcome objections when really we should just be asking the right questions, and that’s what it comes down to.

Aaron Wittenstein25:32

We should be spending… Oh, that is good too. Man, you’re just full of nuggets here today, my friend. I like you. I like you. We’re gonna hang out.

25:40We’re totally gonna hang out. So I just wanna talk to you for the next hour. We don’t have enough time for that, but what do you got as your final words to bestow upon everyone here?

Chris Schultz25:56

Don’t… One of the biggest things that I’ve really come up with is the fear of failure.

26:04A lot of people have fear of failure and taking the path of least resistance when we should really be encouraging failure. Because failing in the right way makes us a lot stronger. And being able to push through is just… On the other side of pain is growth. So don’t be afraid to pick up the phone.

26:24A lot of people, I’ve talked to so many agents that are afraid to call because it gives them the sweats or they’re stressed out about it, and it happens to pretty much everyone. I was the same way. I was no different. But just after your first call, you realize you’re not gonna die.

26:44It’s like, “Wow, that was actually a good conversation.” And it’s incredible because I have some amazing conversations. I have some really good friends that I’ve cold called. That’s how I got to know them. And now I have some people as my mentor, these very successful businesspeople and investors, because I wasn’t afraid to pick up the phone and call them.

27:08So you never know who’s gonna be on the other side of that phone. So no matter what, just don’t think, and just pick up the phone and dial. And that’s one of the best things you can do. Don’t think about, “Hey, I’m gonna say this, then they’re gonna say that, then we’re gonna go back and forth.”

27:22I mean, just pick up the phone and just start. Just start somewhere. And then as you make your first call, your tolerance for pain will increase a little bit incrementally, and then every call you make is gonna be a win. Either you get the sale or you get better at what you do. But no matter what, you’re winning, so just keep going.

Aaron Wittenstein27:43

I like it. I like it. Yeah, I like that a lot. Chris, so tell me again all the areas that you cover, and share with us if someone has a referral, how they can get in touch with you.

Chris Schultz27:56

Yeah. I’m pretty much in the entire Panhandle of Florida. I work anywhere between Pensacola all the way to Panama City Beach.

28:04So Navarre, Fort Walton Beach, Destin, Miramar, 30A, Crestview, Niceville, all those towns. I’ve been in this area for about 20 years, and I’ve lived in pretty much all those spots, so I’m very well aware of the markets. But yeah, pretty much anywhere in the Panhandle, I’d love to help you out.

Aaron Wittenstein28:21

And how can they get in touch with you if they have a referral?

Chris Schultz28:24

They can actually go to my website, chriscloses.com. Easy to remember. That’s the best way, and all my contact information is there. You can also reach me at christopher.schultz.official on Instagram. That’s my handle on that. Or you can call me at 850-699-8891.

28:42Beautiful. I’m always available.

Aaron Wittenstein28:44

Beautiful. All right, brother, thank you very much. This was great. I learned a lot from you, and I genuinely appreciate your time. And have a great rest of the day, everybody. Everybody take care. Chris, thank you again, my friend. Take care, okay?

Chris Schultz28:55

Absolutely.

28:55Thank you for having me.

Aaron Wittenstein28:55

You’re welcome. Be well.