During this episode of the Lab Coat Agents Podcast, host Tristan Ahumada has a great conversation with Krista Schrader about how she built an amazing business in less than two years by modifying expired and FSBO scripts to fit her personality. If you have been reluctant to call these leads in the past, listen in to hear how being authentic can create a profitable business strategy in 2020.  Episode Highlights:  Krista Schrader works with her husband Luke. She has been an agent for a year and a half and has built an amazing business in a short period of time. A lot of people get frustrated talking to expired and FSBOs because they can be quite emotional. FSBOs need their hands held and they need to be educated. It's your job to help them understand and answer their questions. Tristan discusses the benefits of using a soft approach. The script is there to lead you in a direction. You need to ask questions to find out what the problem is. If they're expired, you need to find out what disappointed them about their last agent. Scripts are there to guide you into possible things to say. Make sure you’re listening. Make it about having a real conversation. Krista’s opening line for expireds is, “I’m sure I’m not the first one to call you.” She asks if they're still interested in listing their homes in a curious way. Expireds are sick of it already. With them you want to get to the point. Sometimes you run into people that didn't know their listing was off-market. People get hung up when they hear no. This is when you're supposed to start asking questions. Tristan and Krista roleplay how to talk to an expired. Krista empathizes with the seller and emphasizes that she doesn't want to take up too much of their time. She asks when a good time would be to call.  Krista speaks from a place of curiosity. She asks lots of questions. She knows what to say, when to say it, and comes across as completely authentic and genuine. Be a problem solver. Follow the no. Ask questions about why they are saying no.  Tristan and Krista discuss how personality types play a part in these discussions. Krista’s approach is about the consumer. With FSBOs, she will also ask them more questions to better understand their problems. A lot of FSBOs don't want to talk to you. One thing Tristan discovered with FSBOs is identifying their personalities. They are usually drivers or analytical. When you ask more questions you also find out more about their personalities. Tristan and Krista roleplay a FSBO call. She asks what their plan is if their home doesn't sell. She fields common FSBO complaints or oppositions. In Krista’s strategy, they’re learning the benefits of listing with her along the way. The point is to get in front of the person. Krista does not keep commission a mystery. If you know how to handle the issues they’re having, then you can solve the problem and communicate that to them. Krista recommends Glover U and Borino’s system for scripts. The Schraders roleplay with people every morning. All the mess-ups tend to come out in the roleplay. One of them does expireds and one of them does FSBOs then they flip. Then they do follow-up. Follow-up is where you get the most people. It takes about 8 contacts before you convert somebody. They try to get 20 contacts a day. She calls people between 9-9:30 and stops calling around 11:30. Plan your business around your lifestyle. One of the time blocks in her day is spending time with her kids. She loves the Espresso Agent dialer. Using Espresso Agent she takes notes during the call and schedules followup. Krista follows up earlier than she says she will. She started with virtually no database and just got on the phones. She would just call expireds and FSBOs all day. Krista discusses the power of a strong Facebook group strategy. Learn the scripts so you know what direction you're going and then make them your own. 3 Key Points:   Use scripts as guidelines but modify them to fit your personal style.   When speaking