S2 E12: Discipline = Freedom
Meet Mega Agent Michael Kent from Phoenix, AZ. Michael’s schedule allows him to make a huge income and have time to enjoy it. There are a number of great ideas here that you can take to the bank!
Ren Jones (00:00):
It’s that time. Welcome to Roadmap, How to Take Three Listings a Week Until You’re Ready for More. Each week, we interview a great agent who’s consistently taking two, three, four listings a week, and we have an exciting guest today. We encourage you to take notes as quickly as you can and apply as much of their knowledge, then use the copy-cat principle.
(00:25):
If you’re watching on Vulcan7 or on the Lead Gen Facebook group, you’ll have an opportunity to ask questions during the broadcast. So get those questions in early, folks. Type them in now. Type in a good question. Let me introduce my co-host. We’re broadcasting here live from the Vulcan7 conference center in Encinitas. We are broadcasting live, and my co-host Carley Hathaway is here live in Encinitas as well.
Carley Hathaway (00:52):
Hi. Hi, everybody.
Ren Jones (00:53):
How are you, Carley?
Carley Hathaway (00:53):
I’m good.
Ren Jones (00:53):
Good.
Carley Hathaway (00:54):
I’m so excited Ren’s here in San Diego, so we get to host the show together. It’s going to be a good time.
Ren Jones (00:59):
Yes.
Carley Hathaway (00:59):
We have an amazing guest.
Ren Jones (01:00):
Yes, I know. And before I introduce our guest today, I want to remind everybody that we’re also simulcasting on the private Lead Gen Facebook group. They have 49,000, maybe 50,000 members, go look, by now. So we have a large audience there as well today. We will be pausing for a commercial message during the show as a thank you to the Lead Gen folks.
(01:24):
So today, let’s welcome our guest from the greater-Phoenix area, covering Scottsdale and a lot of exciting places that you should have a second home in. Let me introduce Mr. Michael Kent. How are you, Michael?
Michael Kent (01:38):
Great. Thanks for having me.
Ren Jones (01:40):
Good. Well, thank-
Carley Hathaway (01:41):
Thank you so much for being with us, Michael.
Michael Kent (01:41):
Yeah.
Carley Hathaway (01:42):
We’re really excited to interview you today.
Michael Kent (01:44):
Thanks.
Ren Jones (01:45):
Good deal. Wonderful. So most important, a lot of people… a lot of people have referrals for that part of the world. On a regular basis, people move into Phoenix, and, reluctantly sometimes, they have to move out.
Michael Kent (02:00):
Right.
Ren Jones (02:01):
So they may have asked to sell. They may have asked to buy. Or maybe they’re trading up, and they know those people because it’s their second home. Anyway, how’s the best way for them to reach you so that they can do business with you?
Michael Kent (02:15):
Michaelkent@remax.net or our business cellphone line, (480) 459-7258, (480) 459-7258.
Ren Jones (02:30):
Okay.
Carley Hathaway (02:31):
Great, thank you.
Ren Jones (02:32):
And if they want, is there a website if they wanted to learn more about you and whatever to connect that way as well?
Michael Kent (02:39):
Yeah, sure. It’s findazhomes… Oh my, I’ll have to get that to you, man. I got to ask my assistant. I don’t go to my own website a lot. She handles it.
Ren Jones (02:50):
I think I saw two or three, so Michael Kent in Phoenix, they will find you.
Michael Kent (02:57):
Let me get it. I apologize. I’ll get that, sorry.
Ren Jones (02:59):
Give me your email one more time.
Michael Kent (03:01):
Maybe I’m just nervous. It’s Michael, M-I-C-H-A-E-L, Kent, K-E-N-T @remax.net.
Ren Jones (03:08):
Got it, michaelkent@remax.net.
Michael Kent (03:08):
Yup.
Ren Jones (03:09):
That’s as simple as it gets. That works. That’ll do the trick. And so we know what company you work with too now.
Michael Kent (03:15):
Yup.
Ren Jones (03:18):
Perfect. What’s the goal this year, Michael?
Michael Kent (03:20):
120.
Ren Jones (03:22):
Nice goal. Good.
Michael Kent (03:23):
Yup.
Ren Jones (03:23):
Good. And you have got some good price points there. What’s a nice four-bedroom, two-car garage, three baths?
Michael Kent (03:32):
I’ve sold a $50,000 condo up to a million dollar home last year. My average sale’s price is about 280.
Ren Jones (03:40):
280?
Carley Hathaway (03:40):
Nice.
Ren Jones (03:41):
Nice.
Michael Kent (03:41):
Yeah.
Ren Jones (03:42):
Good, good.
Carley Hathaway (03:43):
Are you at the point to reach your goal so far? Or what-
Michael Kent (03:48):
Yeah, it’s a great question. I was talking to Ren earlier today. It just seems like from doing this… I’ve been doing real estate for 14 years. I get coaching through the Mike Ferry Organization.
Ren Jones (03:58):
Okay.
Michael Kent (03:59):
And one thing he teaches, and I’ve seen this, is that it almost seems that the closed transactions almost match exactly how many listings you take.
Carley Hathaway (04:07):
Mm-hmm.
Michael Kent (04:08):
So if my goal’s 120…
Ren Jones (04:11):
So you have to take 120, huh?
Michael Kent (04:14):
I have to take 120 listings. It’s the same as my goal. And so-
Ren Jones (04:17):
Well, that makes it real easy.
Michael Kent (04:18):
Yeah.
Ren Jones (04:18):
You only have to take 10 listings a month then, right?
Michael Kent (04:20):
Right. So if you focus on just taking the 10 listings a month, and through right now, I’m at 25, year, today. So I should be at 30 by the end of quarter one, so I’m a little behind.
Ren Jones (04:28):
Okay. All right. Well, you’re pretty close there.
Michael Kent (04:30):
Right.
Ren Jones (04:32):
So every week, you take two listings. Anyway you look at it, you’re taking… Or actually, two and a half.
Michael Kent (04:37):
Well, and then you have to factor in I took probably a couple weeks off. My kids were on spring break.
Ren Jones (04:42):
Mm-hmm.
Michael Kent (04:43):
And stuff around New Year’s. So I haven’t worked the full… I’ve probably taken about two weeks off, also, in the first quarter.
Ren Jones (04:47):
Okay. So-
Carley Hathaway (04:49):
And what is the main source of your business? Where do you get your leads? How do you get your listing appointments? Kind of tell us what your business plan is.
Michael Kent (04:56):
Yeah. Last year, the percentage breakdown, it was about 35% past clients.
Carley Hathaway (05:02):
Mm-hmm.
Ren Jones (05:03):
Mm-hmm.
Michael Kent (05:03):
40% canceleds and expireds.
Carley Hathaway (05:06):
Okay.
Michael Kent (05:07):
And then 10% FSBOs. So mainly my past clients now, past clients, center of influence.
Carley Hathaway (05:13):
Mm-hmm.
Michael Kent (05:15):
And then the canceled and expireds.
Carley Hathaway (05:17):
Mm-hmm. So-
Michael Kent (05:18):
So with inventory being down across… Right. Phoenix is just a huge area. There’s probably about 30 to 40 canceleds or expireds a day.
Carley Hathaway (05:26):
Mm-hmm.
Ren Jones (05:27):
Mm-hmm.
Carley Hathaway (05:27):
Okay, so-
Michael Kent (05:27):
I know there’s some markets, with inventory being low, that’s a struggle, even finding the lead. But we do pretty well in that right now.
Carley Hathaway (05:32):
Okay.
Michael Kent (05:32):
It’s a pretty transient place.
Carley Hathaway (05:34):
Okay. All right.
Ren Jones (05:35):
Gotcha.
Carley Hathaway (05:35):
So are you calling expireds every single morning? What’s your daily agenda look like?
Michael Kent (05:40):
Yeah, every morning. I have a daily schedule. I get up at 5:00, go to the gym, read. I’m role-playing about 7:30.
Carley Hathaway (05:46):
Mm-hmm.
Michael Kent (05:48):
And then from about 8:00 until about 12:00, I’m prospecting, doing some lead follow-up. Take a 15-minute break about 9:30, meet with my team for about 10 or 15 minutes. So yeah, it’s about two and a half, three and a half hours a day.
Carley Hathaway (06:02):
Nice. And what’s your daily goal for contacts a day?
Michael Kent (06:06):
35.
Carley Hathaway (06:07):
35 contacts?
Michael Kent (06:08):
Yeah.
Carley Hathaway (06:09):
Okay.
Michael Kent (06:09):
One thing, I’ve always been pretty good about getting the contacts. And I feel like sometimes when I focus so much on the contacts, I miss the leads. So I’m really trying to get in my head where I’m just, every day, trying to go on an appointment and take a listing. So the contacts are important, don’t get me wrong, but at the same time, I want to make sure our focus is on taking the listings more than making the number of contacts.
Ren Jones (06:33):
Yeah, there is that… What are they called? Contact-itis.
Michael Kent (06:36):
Contact-itis, exactly. And I find out through doing this for a while, my percentage, how many people I have to talk to, to take a listing’s gone down. My ratios are better as I’ve gotten more skilled.
Carley Hathaway (06:46):
Yeah.
Michael Kent (06:47):
And now I’m starting to interview with past clients that have used me in the past.
Carley Hathaway (06:53):
Mm-hmm.
Ren Jones (06:53):
So you’re beating your batting average-
Michael Kent (06:53):
yeah.
Ren Jones (06:54):
Yeah?
Michael Kent (06:55):
It’s gotten a little better.
Ren Jones (06:56):
Yeah. So that probably took you a few years to be that overnight sensation, a lot of practice.
Michael Kent (07:04):
Right, a lot of practice.
Carley Hathaway (07:06):
So you’re role-playing every morning starting at 7:30. How important do you think that is?
Michael Kent (07:11):
That’s huge.
Carley Hathaway (07:12):
Mm-hmm.
Michael Kent (07:12):
Even after you do it a while, if you don’t practice every day, you can lose it pretty quick.
Carley Hathaway (07:17):
Mm-hmm.
Ren Jones (07:18):
Yeah. When you look at your choice, either you do what you’re doing, because there are people on here that go, “Well, I did that one day. I made two hours worth of calls.”
Michael Kent (07:25):
Right.
Ren Jones (07:26):
But then if you don’t do that Monday, Tuesday, Wednesday, Thursday, Friday, basically, you have to work that weekend, hold a couple open-houses, hope to meet a buyer that might want to buy.
Michael Kent (07:34):
Right.
Ren Jones (07:35):
Or you can do what you do and enjoy your weekends.
Michael Kent (07:39):
Yeah, and there’s probably a lot of agents that are more skilled than I am that are looking. But my biggest strength is the consistency. I do it every day.
Carley Hathaway (07:50):
Okay. So Monday through Friday, you’re calling until about noon every day?
Michael Kent (07:53):
Yeah, because the crazy thing is, you could go two or three days and make all these contacts, and nothing.
Carley Hathaway (07:57):
Mm-hmm.
Michael Kent (07:58):
And then you come in that fourth day, and the first five people you talk to, you set two appointments. You just-
Ren Jones (08:04):
Okay. So it’s day three, you’ve gone three days, and it’s just bust.
Michael Kent (08:08):
Yeah.
Ren Jones (08:08):
What are you telling yourself in your mind, because there are a lot of people that are like, “I wouldn’t have even made it to the third day?” How do you make it to the third day? Why do you do that? How do you-
Michael Kent (08:17):
Well, I just think the biggest thing I’m doing, too, is I’m talking to people and going through my leads. So if I’m trying to take 10 listings a month, I’m not worried about number 10 at the beginning of the month when I only have two. Let’s say I’ve taken two, and it’s the beginning of the month, all I’m looking for, “What’s number three?” Where’s number three?
Ren Jones (08:31):
Okay, good. One day at a time.
Michael Kent (08:32):
There’s so much in this business you can focus on, but really, if you just focus on what you’ve got to do that day, here in the now, where’s that next listing going to happen?
Carley Hathaway (08:43):
Mm-hmm. What’s your agenda when you do get through, and it’s a good lead? It’s not only a contact, but turns into a good lead. What’s your follow-up process for that?
Michael Kent (08:54):
Well, I know one thing Mike teaches that the higher producing agents, kind of how they even define a lead. And a lot of people say, “Well, this is someone that’s going to sell in six months.” Well, that’s not really a lead. For a top-producing agent, it’s going to be someone who’s going to sign a contract within the next seven to 10 days.
Ren Jones (09:12):
Mm-hmm.
Michael Kent (09:12):
So if they’re motivated, I’m going to call them daily, maybe even twice a day.
Carley Hathaway (09:16):
Okay. And you’re just going to stay on them until you can get into their house and get that listing appointment?
Michael Kent (09:21):
Right. I know Mike teaches that, “How often do we lose a lead from calling them too much?”
Carley Hathaway (09:26):
Never.
Michael Kent (09:27):
Never. It’s usually the opposite, right?
Carley Hathaway (09:30):
Yeah.
Ren Jones (09:30):
Yeah, because you’re demonstrating what they’re trying to hire anyway.
Carley Hathaway (09:36):
Mm-hmm.
Ren Jones (09:36):
The more persistent you are, the more passionate you are, the more they’re like, “That’s who we want.”
Carley Hathaway (09:39):
Mm-hmm.
Michael Kent (09:41):
Exactly.
Ren Jones (09:42):
We’re selling selling, which is-
Michael Kent (09:44):
Yeah. Sometimes I’ll tell the seller, “I’m going to be the same way with buyers.”
Carley Hathaway (09:50):
Mm-hmm. I like it.
Michael Kent (09:50):
Yeah. That’s interesting, your interactions, you’ve already started the interview process before you’ve even met with them.
Carley Hathaway (09:53):
Yeah.
Ren Jones (09:53):
I know.
Michael Kent (09:53):
Yeah.
Carley Hathaway (09:53):
Definitely.
Ren Jones (09:53):
I know.
Carley Hathaway (09:57):
And what’s your plan for… You said you have 35% of your business is past clients.
Michael Kent (10:01):
Yeah.
Carley Hathaway (10:02):
How often do you reach out to them? What’s the schedule around that?
Michael Kent (10:04):
That’s a good question too. So I call them quarterly, where it’s a conversation. And then once a month, I send out a market update. It’s a two-minute video of me, just on the market. So they get an email from me once a month.
Carley Hathaway (10:16):
Mm-hmm.
Michael Kent (10:16):
They get a phone call once a quarter, and then we drop them something in the mail once a month also.
Carley Hathaway (10:21):
Perfect.
Ren Jones (10:22):
Yeah.
Carley Hathaway (10:23):
And that seems to work really well for you, it seems.
Ren Jones (10:25):
Mm-hmm.
Michael Kent (10:25):
Yeah, we could definitely… I’m sure we could do better. But through the Mike Ferry Organization, I met Josh Barker, who’s a good mentor of mine, and he said, “Service, it’s the lowest-cost form of advertising we can give.” So obviously, it starts with the service you give them and making sure you’re staying in contact with them.
Carley Hathaway (10:44):
Yeah, I agree.
Ren Jones (10:46):
Yeah, it’s a great way to get continuous business.
Michael Kent (10:48):
Sure.
Carley Hathaway (10:48):
Yeah.
Ren Jones (10:49):
Just spoil them to death.
Michael Kent (10:50):
Right.
Carley Hathaway (10:52):
And again, you also said 40% of your business is from expired and canceleds. Would you be open to doing a little role-play with us?
Michael Kent (11:00):
Sure.
Carley Hathaway (11:01):
Okay, great.
Michael Kent (11:03):
Really putting me on the spot.
Carley Hathaway (11:04):
Yeah, I know. Okay, take a breath.
Michael Kent (11:06):
Wow, okay.
Carley Hathaway (11:07):
Okay. I’m an expired. Go ahead, give me a call.
Michael Kent (11:09):
Okay, tell me your name again.
Carley Hathaway (11:11):
Carley.
Michael Kent (11:12):
Carley. Okay. Ring, ring.
Carley Hathaway (11:14):
Hello?
Michael Kent (11:15):
Hello, I’m looking for Carley.
Carley Hathaway (11:17):
Speaking.
Michael Kent (11:18):
Carley, Michael Kent with RE/MAX. I had pulled up your home this morning on our computer, but now it’s showing it’s off the market. Is that correct?
Carley Hathaway (11:24):
Yeah. And I’m done with you guys calling me.
Michael Kent (11:28):
Right.
Carley Hathaway (11:28):
Just stop.
Michael Kent (11:30):
You’re just getting bombarded with agents.
Carley Hathaway (11:32):
Bombarded, I’m over it.
Michael Kent (11:33):
I got to work with these guys all day. I feel you. I’m sorry. So that’s fine. I can leave you alone. I’m just wondering, when do you plan on interviewing the right agent of the job for selling your home?
Carley Hathaway (11:44):
I kind of have an agent. Sort of.
Michael Kent (11:48):
Sort of have an agent. No problem. No problem. I’m wondering, Carley, when you sell this home, or if it would’ve sold two months ago, where were you planning on going next?
Carley Hathaway (11:57):
Phoenix.
Michael Kent (11:58):
Phoenix?
Carley Hathaway (11:58):
Mm-hmm.
Michael Kent (11:58):
Great place, fantastic.
Carley Hathaway (12:00):
I know.
Michael Kent (12:02):
Good for you. How soon did you want to be in Phoenix?
Carley Hathaway (12:05):
We would really like to be there by end of April.
Michael Kent (12:11):
End of April? Ouch. Okay, so here we are end of March, and the home hasn’t sold. That’s got to be frustrating.
Carley Hathaway (12:17):
It’s really frustrating. You honestly have no idea. It was on the market for 90 days. I was expecting to get offers within a day or two, so I’m super frustrated. I’m kind of at my wits’ end.
Michael Kent (12:29):
Wits’ end, I would be too. That’s frustrating.
Carley Hathaway (12:32):
Mm-hmm.
Michael Kent (12:33):
Carley, what do you think stopped the home from selling?
Carley Hathaway (12:37):
The agent.
Michael Kent (12:39):
The agent?
Carley Hathaway (12:40):
Mm-hmm.
Michael Kent (12:42):
Frustrating, okay. Well, what would you expect from the next agent you choose?
Carley Hathaway (12:46):
To sell my house.
Michael Kent (12:48):
Sell the house, right?
Carley Hathaway (12:49):
Yeah, for real.
Michael Kent (12:50):
For sure. Carley, are you familiar with the techniques I use to sell homes?
Carley Hathaway (12:55):
How would I be familiar with those techniques? Come on.
Michael Kent (12:58):
You wouldn’t. We just met, right? So when would be a good time to show you? Are early or later afternoons better for you?
Carley Hathaway (13:03):
Can you just explain to me over the phone, or just shoot me an email, actually?
Michael Kent (13:06):
Yeah, I can send you some info, not a big deal. What would you like me to send you?
Carley Hathaway (13:11):
I don’t know. I guess what you would do differently than my last agent did.
Michael Kent (13:14):
What I would do differently. And that’s exactly why we would get together. Carley, when we get together, it’s only going to take 10, 15 minutes, I want to share with you what other sellers are doing now to get the most money in the quickest amount of time. That is what you want, right?
Carley Hathaway (13:29):
It is, yeah.
Michael Kent (13:30):
Right.
Carley Hathaway (13:30):
We’re ready to move, so yeah.
Michael Kent (13:32):
Yeah, you’re ready to move. I don’t mind this at all. I’m going to be out in your area today, or I can come later this evening. What’s better for you? I’m out there anyways. Let me stop by and see the house.
Carley Hathaway (13:40):
You could stop by this evening, I guess.
Michael Kent (13:42):
Okay, sounds good. I’ll come at six.
Carley Hathaway (13:44):
Okay.
Michael Kent (13:45):
And just want to prepare you for when I see the house, I’ve got a few more questions I’d like to ask you, okay?
Carley Hathaway (13:48):
Okay.
Michael Kent (13:50):
And then I’d go into some kind of pre-qual.
Carley Hathaway (13:52):
Okay, great.
Ren Jones (13:53):
Good. Super.
Carley Hathaway (13:53):
That was great.
Ren Jones (13:53):
Good.
Carley Hathaway (13:54):
Really good. I like that you just kept it going. You stayed on script. I think it was great.
Ren Jones (13:59):
Good. Let me throw this out, because there are a lot of people watching right now, and I keep thinking of all the people watching, they’re like, “He makes it look easy.”
Carley Hathaway (14:07):
Mm-hmm.
Ren Jones (14:08):
What I get is, “The seller throws this thing to me, I get tense, frozen, and I go, ‘Well, good luck. Okay.'” They say all kinds of things to you, and they don’t make it anywhere near as far as where this conversation went, ever. Maybe one in 20.
(14:24):
Normally, they get to the second sentence. The seller says something. They freeze. They’re scared. What would you say to that person to help them get to where they’re not just saying, “Good luck.” Right?
Michael Kent (14:34):
Right. Yeah. I guess number one is you need to stop talking to yourself. You’re loading yourself with a bunch of crap in your head.
Ren Jones (14:41):
Yeah.
Michael Kent (14:42):
Also, I think if you think about it, a real-estate agent, if you want to separate yourself from probably 90% of agents out there, learn the answers. There’s only maybe 10 to 15 objections we get on a regular basis.
Carley Hathaway (14:56):
Mm-hmm.
Michael Kent (14:57):
Learn what to say when they come up. That’s not hard.
Ren Jones (15:00):
Exactly.
Michael Kent (15:01):
And the scripts that we have, literally… I don’t know if you say me doing it, but if you can read, you can go through the script. You ask a question, you repeat and affirm, and you ask the next question.
Carley Hathaway (15:13):
I like it.
Michael Kent (15:13):
I’ve had some new agents that I’ve worked with, I’ve literally just said, and they say, “We’re not selling the home. Never call me again.” “Never call you again, I understand. If the home would’ve sold, where would you have gone next?”
Carley Hathaway (15:24):
That is perfect.
Michael Kent (15:25):
“It’s none of your business. I told you to hang up the phone.” “Hang up the phone, got it. How soon did you want to be in that next destination?” Just repeat, reaffirm, and keep asking the questions.
Ren Jones (15:37):
Yeah.
Michael Kent (15:38):
And I found, too, if you approach it with enthusi-… The other thing that’s going to help on that is practice, because practice will build confidence.
Carley Hathaway (15:46):
Mm-hmm.
Ren Jones (15:48):
Mm-hmm.
Carley Hathaway (15:48):
I agree with you.
Michael Kent (15:49):
Prospecting terrifies people, and if you don’t know what to say, of course, you’re going to freak out. But if you have the confidence after you’ve practiced enough, it doesn’t matter.
Carley Hathaway (15:56):
Yeah. And what would you say to new agents that are learning the scripts? How much time should they put in to practicing those scripts and those objection handlers and things like that?
Michael Kent (16:05):
Yeah. When I started, I probably was putting in about 45 minutes to an hour.
Carley Hathaway (16:10):
Every day?
Michael Kent (16:11):
And part of that was practice. So maybe 30 minutes role-play, and then I would get by myself, and I would literally write out the scripts. You have to memorize and internalize them.
Carley Hathaway (16:21):
Mm-hmm.
Michael Kent (16:22):
And once you know that, I’m telling you, that’ll separate you from another agent. Some agents don’t know what to do. They’re at a listing appointment, “We don’t want to pay you 6%,” and they just freeze up.
Carley Hathaway (16:32):
Yeah.
Michael Kent (16:33):
And they say, “Okay. What do you want?” You got to have an answer.
Carley Hathaway (16:37):
Yeah.
Ren Jones (16:38):
You got to have a conversation. You’ve got to stay with it.
Carley Hathaway (16:41):
Mm-hmm.
Ren Jones (16:42):
35 contacts a day, and people go, “I could do that,” and then they do it, and they realize just getting to eight is a lot of work. And then they’re like, “Okay. I’ve run out of people to call.” 27… She’s… You’re doing 27 a day?
Carley Hathaway (16:58):
27 contacts, yeah.
Ren Jones (16:59):
And it takes a while.
Carley Hathaway (17:01):
Yes.
Ren Jones (17:01):
What do you tell people to get… For you, you’re doing it with ease. You’re doing your 35. How do you get there? What do you say to somebody that’s getting to that eight, 10, 12, “I don’t know who to call next, and my calls are running too long. And I’ve talked to a past client, and they go 45 minutes.” What do you say to them?
Michael Kent (17:20):
Yeah. I found sometimes when… Again, something I’ve learned through my coaching is you should average at least 10 an hour, 10 contacts an hour.
Ren Jones (17:27):
Mm-hmm.
Michael Kent (17:28):
So sometimes I’ll be calling a lot of expireds. No one’s picking up, and I’ve been on the phone 20 minutes. I’ve only talked to one person, and I’m like, “I’m not sitting with my 10.” And then I’ll switch over to something where I know I’m going to get a better pick-up ratio.
Ren Jones (17:41):
Okay.
Michael Kent (17:41):
Past clients, center of influence are going to answer their phone. Or just-listed, just-solds, I don’t do a lot of those. But if you don’t have a lot of canceleds, expireds in your market, that’s a good one where you’re going to get a lot of people pickup up.
Ren Jones (17:52):
All right. Yeah. And just-listeds, just-sold, then you’re picking up… Then you’re getting, what, 15 an hour maybe?
Michael Kent (17:56):
Right. You can get more. And so you’ve got to watch. I watch that as I’m prospecting, “Am I trending toward the 10-plus an hour?” If I am… And sometimes if I’m talking to 20 people an hour, I’m probably not having a conversation. I’m probably going too fast.
Ren Jones (18:12):
But then you add the dilemma of, “Well, an expired and a FSBO have a house for sale and no agent. And the just-listed, just-sold is a lot of contacts, but sometimes they don’t go anywhere.” How do you balance that?
Michael Kent (18:23):
Well, I think, too, that’s a good point. The good thing about just-listeds, just-solds is you have to talk to a lot of people by the time you find them. But it’s less competitive, so it’s really a pretty good strategy for a brand-new agent.
Ren Jones (18:37):
Mm-hmm.
Michael Kent (18:37):
Whereas my canceleds and expireds, these guys sometimes are interviewing four or five agents.
Ren Jones (18:42):
Yeah. And new agents, the gold a lot of times is the old expired.
Michael Kent (18:47):
Yup.
Ren Jones (18:49):
Because they get in there, and then they can actually, literally, get two listings a month.
Michael Kent (18:53):
Right.
Ren Jones (18:54):
If they focus on old expireds, they can take two more listings a month just from that.
Michael Kent (18:59):
And Ren, that’s a good point. Sometimes it’s really hard. You work for a listing. You have to follow up forever. And it’s an intense, maybe a confrontational presentation, and you end up getting worked really hard. Sometimes it’s literally, I remember when I took last month, and the guy was like, “Yeah, can you list it for me?”
(19:17):
I was at a FSBO yesterday, meeting with this lady about an hour, and she said, “You’re the only one I’ve talked to this long. So I’m going to give you probably at least a couple months. We’ll see what happens,” before I’d even shown up.
Ren Jones (19:28):
Yeah.
Carley Hathaway (19:28):
That’s great.
Michael Kent (19:29):
Sometimes, it’s easy.
Carley Hathaway (19:30):
Yeah.
Ren Jones (19:30):
Mm-hmm.
Carley Hathaway (19:31):
That’s nice. Those are very refreshing, actually.
Ren Jones (19:34):
They do fall out of the sky once in a while.
Michael Kent (19:34):
But the thing is, you don’t know what do you’re going to hit that, so you’ve got to do it every day.
Carley Hathaway (19:38):
Yeah, I agree. So let me ask you this, what do you do when you get just that person that kind of really beat you up on the phone, and just like, “Don’t call me ever again. I hate you. Blah, blah, blah.” How do you shake that off? Or does it affect you? What’s kind of your mindset around that?
Michael Kent (19:51):
Yeah, it probably used to, but not now. If you think about it, too, that’s great, because if you think about it, if other agents aren’t used to this, doing it every day, that might be the one person that said, “I’m going to start prospecting,” and they get that one call and they quit.
Carley Hathaway (20:05):
Yeah.
Michael Kent (20:06):
Someone like that, the other agents are going to quit.
Carley Hathaway (20:08):
Mm-hmm.
Ren Jones (20:09):
True, true, true.
Michael Kent (20:09):
I’d almost rather have that person, that’s just blunt with me and mad, than the ones that are just really wishy-washy and nice and not giving any answers.
Carley Hathaway (20:17):
Yeah.
Michael Kent (20:18):
And maybe that’s my personality, I don’t know.
Carley Hathaway (20:20):
Mm-hmm.
Ren Jones (20:21):
We’re getting questions. Let’s go into some questions. Well, Wesley’s looking for a role-play partner. Wesley, keep looking for a role-play partner. Diana Schaye, “What do you tell them when you call twice-per-day without being annoying?”
Michael Kent (20:41):
Well, I think you’ve got to read them. I think, again, these are things that we’re telling ourselves in our head, “I don’t want to be annoying,” so we don’t call them.
Ren Jones (20:48):
Uh-huh.
Carley Hathaway (20:48):
Mm-hmm.
Michael Kent (20:48):
And if you believe what you’re telling yourself, that listing’s probably going to the guy who’s calling them twice a day.
Carley Hathaway (20:54):
Mm-hmm.
Ren Jones (20:55):
You’re right, that’s our biggest enemy, “I want to be the good little girl or the good little boy. I’ve got to be polite. I don’t want to offend anybody.” Well… But they’re looking for a strong agent.
Michael Kent (21:07):
Yeah, you’ve got to sometimes just be smart about it. But I would just say, a lot of people talk themselves out of doing something. And that’s probably really not an issue. Like you said, Ren, that person probably wants an agent that’s going to call the buyer twice a day to buy their house.
Carley Hathaway (21:23):
Mm-hmm.
Michael Kent (21:23):
“They’re going to be the same with you as they are with the buyer,” that’s the phrase I like to use with them.
Ren Jones (21:27):
Okay, so that could play. Yeah.
Michael Kent (21:30):
Answering that call, you’ve got to use a judgment. At the same time, be careful what you’re telling yourself.
Ren Jones (21:36):
Yeah. Make that observation with the seller. Just say, “Don’t you want someone that’s aggressive to get your home sold? How does your schedule look for…?”
(21:43):
Great. Josh Rodriguez, over on the Lead Gen site on Facebook, he is asking, “What is that line that you’ve used that always brings positive reactions?” I’m not sure what line he’s looking for.
Michael Kent (22:00):
I’ve got a thought on that.
Ren Jones (22:02):
Okay. What do you have?
Michael Kent (22:04):
One thing that Josh taught me… Again, I met Josh through Mike Ferry… is that the one thing he says and he trains his team on is, “Never own an answer.” Like I don’t know if you say that, but it wasn’t… All these agents are saying, “I can sell your house. I can get you more money.”
Ren Jones (22:20):
Yeah.
Michael Kent (22:21):
I don’t know if you heard what I said. I said, “I want to share with you what other sellers are doing to get the most-”
Ren Jones (22:25):
Nice.
Carley Hathaway (22:26):
I like that.
Ren Jones (22:27):
Nice, nice. I like that.
Michael Kent (22:28):
Share from others.
Ren Jones (22:30):
That’s a great line.
Michael Kent (22:31):
You get an offer, you can use it on anything. You get an offer on one of your listings, and the seller says, “What should I do?” You could say, “Oh, I think you should do this.” But what’s more effective is, “What other sellers have done in your position that gives them the best results is this. You may want to consider what other sellers have done.”
Carley Hathaway (22:52):
Mm-hmm.
Ren Jones (22:52):
Mm-hmm.
Carley Hathaway (22:52):
That’s a great line.
Ren Jones (22:53):
I like that. That’s perfect. Josh, I think we answered your other question on focusing on the number of contacts versus the quality in the leads. There is that balance. He talked about that.
(23:03):
Don Sheets, from Cincinnati, Ohio. Don wants to know, “What do you say when they ask, ‘How did you get my number?'” Don, you know the answer to that. Michael, what do you say?
Michael Kent (23:18):
I think I might’ve learned this for you. I just say, “I have someone who pulls those numbers for me. They’ve got 30 or 40 different sources. I’m not sure.”
Ren Jones (23:24):
There we go, perfect.
Michael Kent (23:26):
And then again-
Ren Jones (23:27):
Then you ask the next question.
Michael Kent (23:29):
Right.
Ren Jones (23:29):
Most importantly, next question.
Michael Kent (23:30):
“If you sold this home, where would you go next?”
Ren Jones (23:32):
Exactly. Don’t linger.
Michael Kent (23:34):
Answer the question, then ask another.
Ren Jones (23:34):
Don’t linger.
Michael Kent (23:35):
Yeah.
Ren Jones (23:35):
What do you say to a seller who says, “I don’t want to pay a 6% commission?” Or five or whatever it is.
Michael Kent (23:42):
There’s a couple different objection handlers for that. I know one thing Mike says, that he teaches. His script on that is, if they… Go ahead, ask me, “Will you lower your commission?” Ask me. Let’s role-play that.
Carley Hathaway (23:55):
Okay. I may be interested in selling my home with you, but I’m going to need you to lower your commission.
Michael Kent (24:00):
You need a lower commission?
Carley Hathaway (24:03):
Mm-hmm.
Michael Kent (24:03):
And I’m going to say no to that. Any other questions, or can we get the process started?
Ren Jones (24:08):
I love it.
Michael Kent (24:09):
It’s not the best answer. I don’t always use that one. I’ve got some that are a little more smooth.
Carley Hathaway (24:14):
Uh-huh.
Michael Kent (24:14):
But it’s an answer, so learn an answer.
Ren Jones (24:18):
All that certainty comes right through.
Carley Hathaway (24:20):
Yup.
Ren Jones (24:20):
Love it. Let’s see, “How many calls, the number of appointments,”… I think she wants to know your batting average. Diana is saying, “From every blank number of calls,” we’ll say contacts then, “How many contacts to an appointment, and how many appointments to a listing?”
(24:39):
Yeah. Well, what’s your listing appointments to listings taken. Let’s look at that.
Michael Kent (24:43):
72% this year.
Ren Jones (24:44):
72%, great.
Michael Kent (24:46):
Usually around 70.
Ren Jones (24:47):
And how many contacts to an appointment.
Michael Kent (24:50):
This year, I’m at 62 contacts to go on appointment… Or wait, no. Excuse me. About 42 to go, about 60 to list.
Carley Hathaway (24:58):
Got it.
Ren Jones (24:58):
Okay.
Michael Kent (24:59):
So in other words, I’ve got to talk to about 60 people to get one listing.
Ren Jones (25:03):
So what a lot of people need to realize, if you want to do the level of business that Michael’s doing, track your numbers, know your batting averages, have your numbers.
Carley Hathaway (25:10):
Mm-hmm.
Ren Jones (25:11):
Don’t get to that point where you have nine contacts and say, “I don’t want to,” and then you get penalized because that means that you have to go out and work open-houses all weekend long and maybe have a sale, maybe not have a sale.
Michael Kent (25:22):
Like I mentioned earlier, that ratios gone down through the years as I’ve got a little more skilled, and I’m working more with past-client basis. But that was higher when I started.
Ren Jones (25:31):
Yeah. Well yeah, once you have that group of people that know you and love you, as long as you’re talking to them.
Carley Hathaway (25:39):
Mm-hmm.
Michael Kent (25:39):
Yup.
Ren Jones (25:41):
Katrina wants to know, “What is your follow-up if they hang up or they say they’re not interested?”
Michael Kent (25:49):
I think that kind of depends on your market, because I get so many, if I just know for sure they’re not going to do anything, I move on. I’ll just delete them.
Carley Hathaway (25:57):
Mm-hmm.
Ren Jones (25:58):
Okay.
Michael Kent (25:59):
At the same time, if someone’s kind of motivated, but they might be timeout, I will… This is something I learned from one of my coaches, is I’ll print off that person, and my assistant has files, January, February, through March. If I think in 30 days they might do something, I’ll put, “Call in May of 2018,” and she just puts it in. I print it off. She puts it in that file. The second week of every month, she just hands me a stack of the people I’m supposed to call that month.
Ren Jones (26:25):
And you just blow through that, yeah.
Michael Kent (26:26):
So they’re not technically-
Ren Jones (26:28):
I know that system. That works.
Michael Kent (26:29):
Yeah, they’re not technically a lead or a hot-lead, but I know they might do something in the future.
Ren Jones (26:33):
No, it’s a neighborhood that may be a little stronger. It’s a made-up neighborhood. It’s called, “February 2016,” you just go through it.
Michael Kent (26:40):
Right, right.
Ren Jones (26:43):
Raymond wants to know how you track your numbers so accurately? I’m not sure why he’s asking that, because you just track your numbers every day, that’s all.
Michael Kent (26:49):
Yeah. And I don’t know why, that is kind of hard for people. In my former life, before I started in real estate, I was a CPA.
Ren Jones (26:56):
Oh, there you go.
Michael Kent (26:57):
I was a horrible CPA, but I was a CPA.
Ren Jones (27:00):
Raymond, some of the coaching companies have numbers trackers. If not, go to your Google Sheets and just set it up. And at the end of your day, type in your numbers.
Michael Kent (27:09):
It could just be a spreadsheet, yeah.
Ren Jones (27:10):
There you go.
Michael Kent (27:11):
You’ve got to just do it. You just have to do it.
Carley Hathaway (27:12):
Mm-hmm.
Ren Jones (27:13):
Joshua Galardo, let’s see, “Back to your contacts, was that 42 real conversations, or 42 calls?”
Michael Kent (27:23):
Conversations.
Ren Jones (27:25):
Yeah. He could make 42 attempts in the first 15 minutes.
Carley Hathaway (27:31):
Mm-hmm.
Ren Jones (27:33):
“Do you have a good price-reduction script or dialogue,” whoever that is. I think that’s somebody I know there. Kate French.
Michael Kent (27:42):
We could talk a little bit about dialogue, but my process is basically… And this is another thing that Mike teaches, you’ll find the higher-producing agent goes after price reductions sooner than a lower-producing agent. So usually between two to three weeks, if I haven’t gotten an offer, I will go meet with that seller in person for about 10 minutes.
Carley Hathaway (28:03):
Mm-hmm.
Michael Kent (28:04):
And then have that conversation face-to-face.
Carley Hathaway (28:06):
Mm-hmm.
Michael Kent (28:07):
I’m really good at getting the first price reduction.
Carley Hathaway (28:10):
The second’s a little tougher?
Michael Kent (28:12):
The second and third are hard.
Carley Hathaway (28:13):
Yeah.
Ren Jones (28:15):
Good. Yeah, it’s true. Antoine, “How do you handle a potential seller that says they want to sell in 12 months?”
Michael Kent (28:24):
I don’t. I don’t handle them.
Ren Jones (28:28):
Throw it back. Take it off the hook and throw it back.
Michael Kent (28:30):
Yeah.
Ren Jones (28:31):
Back in the lake. Yeah, that’s a long lead.
Michael Kent (28:39):
And that’s the thing is if you’re-
Ren Jones (28:40):
Do you leave a voicemail if there’s no answer?
Michael Kent (28:42):
What’s that?
Ren Jones (28:43):
Katrina wants to know if you leave a voicemail if there’s no answer.
Michael Kent (28:45):
No.
Ren Jones (28:50):
Okay. Amine wants to know, “Are you a single agent or a team? What’s the team layout?”
Michael Kent (28:55):
I have one buyers’ agent. I’m looking to pick up another.
Ren Jones (28:59):
Okay.
Michael Kent (28:59):
And then I have one assistant. I’m trying to fill another one. We just let one of them go, but I typically carry two assistants, one that handles the listings and the marketing, and the other one specializes with the escrow.
Carley Hathaway (29:10):
Nice.
Ren Jones (29:12):
Perfect, good. And Emily Martinez, she says, “How do you keep yourself motivated and consistent? What’s the mindset piece?” How do you do it on the days you don’t feel like it? You have a lot of accountability partners or motivational things or a combination?
Michael Kent (29:29):
I have five kids.
Ren Jones (29:30):
That’ll do it.
Carley Hathaway (29:34):
There you go.
Michael Kent (29:38):
What do they say? “You only eat what you kill.” So… go out and buy a-
(29:43):
If you need motivation, go buy a Porsche or something.
Carley Hathaway (29:46):
Yeah.
Ren Jones (29:48):
Oh, here’s a good one.
Carley Hathaway (29:49):
Yeah.
Ren Jones (29:49):
Here’s a good one. And I’m glad Josh and Char-… It cuts it off, so I can’t tell what it, but they’re from Charlotte, North Carolina. They’re at a RE/MAX. But it can be anybody. They could be at Keller Williams. They could be at Coldwell Banker. And you get where, “You’re the ninth RE/MAX agent to call me this morning.” How do you work with that? Because that is a struggle with agents. If you’re in a company where everybody’s calling buyers, because some companies, that’s the way it is. And I don’t know if that’s the case where you are. But if it is, what do you do in that situation?
Michael Kent (30:27):
Well, there’s a couple ways to handle that. It’s always fun, if you can, once you get good… Again, another thing Mike Ferry teaches is that it’s good if you can use humor to kind of reduce the tension.
Ren Jones (30:42):
Mm-hmm.
Michael Kent (30:42):
It can be a stressful thing. These guys are getting 30, 40 calls. So if you can say something to get them to laugh, or there’s always that, “You had eight agents from RE/MAX call you? Did you know that we have 5,000 RE/MAX agents in the Valley? There’s only eight working today?”
Ren Jones (31:00):
There you go. That can do it. And they also want to know if they’ve already listed and didn’t sell with RE/MAX, then that’s a little harder sell. What do-
Michael Kent (31:09):
The one to that is like, “I’m sure you know, Mr. Seller, it’s the individual agent that’s going to sell your home, not the company.”
Ren Jones (31:15):
There you go.
Carley Hathaway (31:15):
Mm-hmm.
Ren Jones (31:15):
Perfect, good. And that does work.
Carley Hathaway (31:17):
Mm-hmm.
Ren Jones (31:18):
Yeah. Jim Jones wants to know, “Do you ever visit the expired or FSBO in-person before the call with the pre-listing presentation?” Do you ever two-step this, where you go look at it, and then you come back and do a presentation, which you hear of agents doing sometimes?
Michael Kent (31:36):
In my market in Arizona, a lot of the homes I’m selling, they’re called tract homes.
Ren Jones (31:40):
Yeah.
Michael Kent (31:41):
So they’re kind of cookie-cutter, a lot of them.
Ren Jones (31:42):
Mm-hmm.
Michael Kent (31:42):
There’s some areas I cover where they’re more custom. I could see maybe that. But I heard one agent say, “What is me seeing your home going to change the value?”
Ren Jones (31:51):
There you go.
Michael Kent (31:53):
And the pictures… A lot of times, if it’s been on MLS. In my pre-qualification script, I say, “Will you please describe your home for me?” And so I know quite a bit. I very rarely will preview it first.
Ren Jones (32:05):
Gotcha.
Michael Kent (32:06):
Does that answer that question?
Ren Jones (32:07):
Well, if we’re asking enough questions on the pre-qual, then you have a pretty clear picture in your mind’s eye. And you can go up or down once you get there.
Michael Kent (32:13):
Right.
Ren Jones (32:15):
Katrina says, “Let’s say you’re talking to a FSBO or an expired, and they say, ‘Call me in a year,’ what do you say?”
Michael Kent (32:22):
“No.”
Ren Jones (32:22):
No. Yeah.
Carley Hathaway (32:22):
Yeah.
Ren Jones (32:29):
I guess you have to figure out where they’re coming from.
Michael Kent (32:30):
I do have that system. If they’re in a good area, then I really send some good motivation. If they’re near, I print off that lead, and I say, “They want to sell in a year,” I’ll type it, “Call February of 2019.” And she puts in the file, and I’ll forget about it.
Ren Jones (32:48):
What I’m seeing with some of these questions is the fact that it’s sort of like, “I’ve got somebody on the phone, this is what they said. How can I turn it into something?” It’s sort of like working with a buyer, “How can I motivate them?” And really what you have to do is draw them away and make more calls.”
Michael Kent (33:02):
Right. I alluded to this earlier, but rather than me try to milk that person for a year, a lower-producing agent is going to do that.
Ren Jones (33:08):
Yeah.
Michael Kent (33:09):
They’re going to go, “Oh, this person wants to list in six months to a year,” and you’ll milk that person. While you’re spending that time doing that, where you can find somebody now, who wants to sell their house today.
Carley Hathaway (33:18):
Right.
Michael Kent (33:19):
So if you spend too much time with that person, you’re going to miss the person right now.
Ren Jones (33:22):
You’re talking 180 people a week. You can be picky. Some of these questions reflect the fact that they’re not talking to enough people.
Michael Kent (33:32):
Exactly.
Ren Jones (33:33):
Because they’re like, “How can I save this? What can I say to them that’s going to motivate them? And have them pick me?” And it’s not going to happen. You have to-
Michael Kent (33:42):
Yeah, you can’t-
Ren Jones (33:43):
… talk to more people.
Michael Kent (33:44):
Right.
Ren Jones (33:47):
I see this, Jim Gray makes a point, “You talk about people when they get cold feet, they want to cancel the appointment,” we see this with FSBOs a lot, where they want to push it off for a week or two. What do you do when they get cold feet after they’ve set an appointment with you?
Michael Kent (34:03):
They set it, and they call and cancel?
Carley Hathaway (34:05):
Mm-hmm.
Ren Jones (34:06):
Mm-hmm.
Michael Kent (34:09):
The biggest thing too is I give them the impression I’m not like… A lot of times, I want to give the impression that I’m not coming… I want them to know that I’m going to list it. At the same time, you want to make it easy for them. “Gosh, I’m out there anyways. 10, 15 minutes. Let me just see the house.”
Carley Hathaway (34:26):
You just make it a little easier, a little less stressful for them?
Michael Kent (34:30):
Right. And one thing that, when we’re in real estate, and I’ve probably been kind of a hypocrite in this interview, but I know one thing Mike teaches is, “We’re salespeople. Salespeople ask questions.”
Carley Hathaway (34:41):
Mm-hmm.
Ren Jones (34:42):
Mm-hmm.
Michael Kent (34:42):
And I think a lot of real-estate agents talk too much.
Ren Jones (34:44):
Yeah, they pitch, and they have no idea what’s going on with that sale, or they don’t ask enough questions.
Michael Kent (34:51):
So I go back to find out, “Yeah, that’s fine. When we talked a week ago, you really wanted to get to San Diego in 60 days. Are you still looking to get to San Diego?” I’m just going to ask questions and try to sell them on, “That’s fine if you want to wait to list in a week. Let’s get together now to get the process started.”
Carley Hathaway (35:08):
Yeah.
Ren Jones (35:09):
They just have to have a little more of a conversation, get into it.
Carley Hathaway (35:11):
Mm-hmm.
Michael Kent (35:11):
Yup. Ask questions.
Ren Jones (35:13):
Michael, this is some good stuff. And I know a lot of people are going to want to watch this one over and over and over and over, kind of like you did with one of our shows recently.
Carley Hathaway (35:21):
Yeah.
Ren Jones (35:21):
You just kept internalizing Steve Futch’s FSBO-
Carley Hathaway (35:24):
FSBO script. Yeah, so I definitely quite a few times just to get that expired script into my brain.
Ren Jones (35:31):
Yeah.
Carley Hathaway (35:31):
I think everyone should do that. It’s a really good idea.
Ren Jones (35:32):
I know. This has been fantastic, Michael. And everybody, you need to buy a second home in Phoenix.
Carley Hathaway (35:37):
Yup.
Ren Jones (35:38):
Especially in December, January, February, March, those are great reasons to have a second home in Phoenix.
Michael Kent (35:45):
It’s going to be like 82 degrees here today.
Ren Jones (35:47):
There we go.
Carley Hathaway (35:48):
Yeah.
Ren Jones (35:48):
Yeah, come on down. So I need to have a couple mentions. So I want to thank all the people on the Lead Gen group, because Aaron Wittenstein’s a big give back, and I want to thank him for running the simulcast broadcast. He runs a program called expiredmasteryelite.com.
(36:09):
If you’re watching on Vulcan7, and you want to get involved with them, you can find them at Facebook.com/groups/gotobjections. And finally if you’re watching on Facebook, and you’re not yet involved with Vulcan7, make sure to sign up at vulcan7.com/leadgen for an extra special deal.
(36:30):
And normally we do our Graeter’s mint-chocolate-chip ice cream commercial right here, because after you’ve done all those calls, you need to reward yourself. But she didn’t have enough time on the way to our conference center to pick up some Graeter’s mint-chocolate chip at the seaside market. So we won’t do that today, but want to-
Carley Hathaway (36:48):
You know California traffic.
Ren Jones (36:49):
Yeah.
Carley Hathaway (36:49):
It’s crazy.
Ren Jones (36:50):
We want to thank everybody for being here on Roadmap, and watch this over and over again. Move to Phoenix.
Michael Kent (36:57):
I found one thing, it’s sellingphoenixaz.net, is the website, sellingphoenixaz.net.
Ren Jones (37:05):
Sellingphoenixaz.net.
Carley Hathaway (37:06):
Yes.
Ren Jones (37:06):
Check out Michael’s site. Go visit him. Can they come shadow you?
Michael Kent (37:11):
You bet.
Ren Jones (37:12):
All right. I’ve got 42 people that will be reaching out to shadow you in Phoenix, and they’re all going to come on the coldest day in February.
Carley Hathaway (37:20):
Yeah.
Michael Kent (37:20):
There you go, yup.
Carley Hathaway (37:20):
Thank you so much, Michael. It’s been a real pleasure.
Michael Kent (37:22):
Thanks, guys.
Carley Hathaway (37:22):
I think we all are going to take away a lot from this call.
Michael Kent (37:24):
All right, appreciate it.
Ren Jones (37:25):
Thanks, everybody.
Michael Kent (37:26):
Thank you.
Ren Jones (37:28):
See you next week.