“Want To Play Doctor?”
by Tony Pearl
Relax… You can keep your pants on (if you want to). 🙂
In this article, we’re going to discuss something very powerful that will hopefully make a lot of sense and apply to a LOT of things in your life of business.
Have you ever noticed that there are many common experiences we have in life that relate to something that seems totally opposite? I sure have! For example, going on a first date is a lot like a job interview; Dancing is like real estate investing; and Doing a deal is like going to the doctor. Wait… What?
That’s right! Doing a deal and negotiating with a seller (or buyer) is just like going to a doctor’s appointment. Don’t believe me? Well, keep reading, because I’m about to ROCK YOUR WORLD!
If you’ve read my previous article, “The Art of Prescreening,” you’ll remember that there are THREE types of people we’re going to deal with in a sales or real estate situation. The Suspect (not motivated, usually a waste of time), the Prospect (motivated, flexible, low-hanging fruit), and the Project (fence sitters, not ready now, need more information/time). The information you’re about to discover in this article relate best to the Project or even a marginal Prospect, because here is where you’ll truly need these skills to close these nice people and make money. Got it?
Let me tell you a story. I call this…
“The Tale of Two Doctors.”
I want you to imagine something with me…
Imagine that you just sprained your ankle. Badly. You’re at the doctor’s office, and you’re just walking in to see him for your emergency appointment.
You step into the Doctor’s office to talk with him. Let’s call him “Doctor Alpha…”
“Welcome and come on in!” Doctor Alpha warmly greets you with a smile on his face. He tells you to have a seat. So far, so good. But then, things quickly change…
“Hey, have you heard about the special we’re having this week on back surgery? Did you get our coupon? Oh, and let me tell you all about the great new pain medications we just got from this hot young pharmaceutical drug rep! You’ve got to try these!”
When you try to object and tell him that you don’t need back surgery and you don’t care about coupons because you’re here about your ankle, he brushes you off and still tries to sell you on the benefits of having surgery and taking these new pills!
How quickly would you grab your crutches and get the hell out of that doctor’s office?
And why would you leave? The doctor sure seemed nice, right? And he really made that back surgery & those new pills sound great, didn’t he? The answer is simple and obvious: You would get out of his office as quickly as you could because you felt like the doctor didn’t care about you. He only cared about what HE knew and what he could SELL you – for his own benefit! In other words, it was all about him, not you.
Further, he never took the time to ask you why you were there, what your problem was, and what you wanted to have happen. Surely, it wouldn’t be long before that doctor lost his license!
Now Let’s Go Somewhere Else To Get a Second Opinion…
Alpha vs. Bravo
Now let’s go talk to “Doctor Bravo.” You’ve heard good things about him, so you’ve made an appointment, and are now walking into his office…
“Hello, nice to meet you! Please come in and have a seat…” Like Doctor Alpha, he starts off with a nice, personal touch. But once again, things quickly change – this time, for the better, as he asks…
“So, what brought you in today? Why are you here & how can I help?”
You recant the story of what happened with your ankle – how you injured yourself, and all the appropriate details. As you describe the essential details, the doctor pays close attention, and even takes notes.
“What have you done so far to fix the problem?” he asks you. So you tell him. He takes more notes.
“Ok, I see. And what would you like to have happen now? How can I best help you?” What a great question you think to yourself as you begin answering him with what you think is the obvious answer – that you’d like to fix the problem and get back to “normal” again. (Not the “new” normal lol)
At this point of your brief meeting with Dr. Bravo, you’ve easily determined that he: Understands your situation, cares about you, knows what he’s talking about, and can now make the appropriate recommendation for what you should do next. Because of all this, you feel like you can completely trust him.
So when he finally comes back with his prognosis/prescription/recommendation for what you should do next to solve your problem and get you where you want to be, you feel like he knows exactly what’s best for you, so the chances are very high that you’ll follow his advice, and do business with him.
Now… What the heck does all this “Doctor talk” have to do with real estate investing? Well, the answer is: A LOT!
Step Into My Office…
When we work with sellers, buyers, or anyone that we’re looking to help, we often find ourselves in a position where we may have to “educate” them on something new to them. For example, getting a typical seller to understand that there are other ways to sell their house…using terms! Or helping a buyer understand that there’s a way to rent to own a home…from you!
Because of this fact, we often need to follow the ol’ Pearl-established axiom of “Seek first to understand…then to be understood.” That means that it’s more powerful to first find out what’s going on with your prospect’s situation before telling them how you can help. Because only when they feel like you understand them will you get them to listen. Only when they feel like you know their pain can you sell them the solution. Because if you don’t, you’ll probably have a common problem…
Do You Suffer From “Premature Presentation?”
How embarrassing! You’re all set and ready to go. You’ve found a potential prospect – in this case, a seller looking to sell their house. They’ve initially indicated that they might consider taking payments for their house! So you get on the phone and start talking. You can’t wait to tell them all about what you’re going to do and how you’re going to buy their house.
So you spend 25 minutes describing all the wonderful details about how they can sell their house to you. You’re telling them all about selling with owner financing or a wraparound mortgage. You even describe lease purchasing – for both them and your eventual tenant buyer. You’re so busy trying to convince them but you never took the time to find out about them first. What do you think would happen here?
Chances are that it probably wouldn’t work out too well, because you were acting like “Doctor Alpha,” trying to sell them a special on back surgery.
How To Play Doctor (No Medical School Needed)
Good news! You’re about to receive an honorary “Doctorate Degree,” and you won’t have to go to school for 25 years, rack up mountains of student debt, or even write any dissertations! So… How would you like a crash course in how to do things the right way, like a good doctor? Are you ready? Ok, let’s get started! It all begins with this…
Tell Me Where It Hurts
One of the first things we MUST understand is this: As human beings, we can be a lazy species. By that, I mean that we often won’t DO anything until we’re in PAIN! They say you’re supposed to go to the dentist every 6 months, but how many people actually do that? Most wait until they’re in pain to make an appointment. The same can be said for doctors – especially for us men! Hey, don’t judge.
So it only makes sense that we’ve got to find, create, or exacerbate some sort of pain in order to have the highest chance of doing business. Due to the fact that many people don’t like to ‘air their dirty laundry’ by just openly telling you about their pain and their problems, we’ve got to get the skills needed to have them feel comfortable sharing the real underlying motivation so that we can really provide value with our solutions. In other words, we’ve got to find their headaches in order to sell them our aspirin!
Did you know that there are THREE types of pain? They are: Past, Present, and Future. Yes, just like in “A Christmas Carol!” And like that wonderful book, it’s best to start with the past, because the past pain helps us to understand how we got to where we are now.
So how do we do that? Simple. We ask!
How Long Have You Had This Problem?
When it comes to real estate (or anything), we want to focus on a common sense approach to the situation we’re dealing with at the time. For example, if you’re talking to a seller, you should ask questions like, “How long have you been trying to sell your house?” And “What have you done to sell your house up to this point? How has that worked out for you so far?”
As you can see, these types of questions help us to understand what’s been going on up to this point. This also helps the seller to get in touch with their pain, and how long they’ve had it. Is it beginning to make sense how this will help you?
Of course, it’s just as important to listen to their response as it is to ask the right types of questions. You’re trying to listen for clear signs of motivation, pain, and flexibility… or lack thereof.
After you’ve gotten them to open up about their past pain, we need to move on to their present pain. How? Same answer. By asking…
What Are You Doing NOW To Solve This?
At this point, we’re looking to focus on the present. What’s going on now. Here’s where we can really help our prospect get in touch with their emotions, and hopefully share the pain of their present situation with us if possible. Remember, if there’s no pain in their situation, the chances of doing business in a way that works for us is greatly reduced. Like the old adage goes, “No pain, no gain.” In this case, the pain applies to their situation, and the gain applies to your finances.
Some great questions you can ask to find out what the present pain is could include simple things like, “Who’s living in the house now? Is it vacant, or…?” “What kind of shape is the house in…does it need any work done?” “May I assume you’re current with the payments?” And of course, the classic & essential, “Why are you selling your house now?”
TIP: Make sure you encourage them to talk. Go deeper to help them expand their pain points. In other words, help to figuratively stick a knife in their pain. Yes, I know it sounds bad, but you’ll thank me later when you actually do this.
Once the present pain of their situation is out of the way, it’s time to move on to the future! We need to find out…
What Happens If You DON’T Solve The Problem?
This is more powerful than you know. And this can, in many times, really be your ace up the sleeve. If you’ve been able to find out the past & present pain, helping them to discover the future pain will really seal the deal for you in many cases. If you haven’t found much pain in their situation up this point, this can be your saving grace.
Let’s continue with our example of dealing with a home seller. One of the most powerful questions you can ask them is, “What will you do if you’re not able to sell your house anytime soon? Would you just rent it out?”
My friend, when you ask that subtle sledgehammer of a question, get ready to watch their reaction closely. Many sellers never even consider this, as I’ve been told many times by many sellers. So many people just “expect” everything to work out perfectly. They never even consider the possibility of needing a “Plan B.”
If they react with, “Oh, we know it will sell. We’ve had many offers. It’s just a matter of time. We’re not concerned about it not selling.” There’s one of three things going on here. They’re either a: Lying, b: Not motivated, or c: They’re not living in reality. You’ll need to use the context of the entire conversation to decide which one it is. We can’t do much if they’re truly not motivated, but we might be able to do something if they really don’t understand the potential gravity of their situation and we can get the truth out of them. But if they answer like that, it’s usually not good for us.
However, here’s how most people reply to that question… “Gosh, we haven’t even considered that! Wow, yeah, I guess we’d probably have to just rent it out, because we can’t keep making payments on a house we’re not living in!”
If they reply with something like that, you’ve just been given a green light to proceed! Why? Because you’ve helped them discover the potential pain of their future if they don’t solve the problem of selling their house. And you’re here to help!
Once you’ve completely uncovered all the PAIN of their situation, it’s finally time to move on to the SOLUTION you’re going to provide! So now we start to transition to…
What Would You Like to Have Happen?
If you’ve done a good job up to this point, you’ve placed them in an emotionally uncomfortable position. You’ve built up some stress and helped them discover all the pain of their situation. It would be cruel of you to just leave them like that, and that’s not what we’re here to do. So let’s help our prospect get some relief by providing some solutions for them.
I’m going to give you a really great question to ask anyone when they’re in this position. Are you ready for this? “If we could wave a magic wand, what would you like to have happen here?”
By asking that question, you encourage them to open up about what solution they’d like to have. You’re getting them to start to make an offer to you. Don’t be surprised if you’re surprised by what they say.
Their answer to that question will be a very nice segway to you presenting and providing your solution. Much like a doctor, we want to help take the pain away from their life. The more PAIN they have, the more they should be motivated to be flexible with the solution you’re able to provide. Now it’s time to tell them to…
Take Two of These & Call Me in the Morning
You’ve identified all their pain. You’ve asked them what they’d like to have happen. Now all that remains is for you to skillfully present your solution. The right way to do this is by first presenting them with their OPTIONS. What happens if they do this? Or that? Or nothing? Or… they could work with you, in the way you describe (in favorable terms, of course).
When you present your solution, you should highlight the benefits and advantages in a factual way, while at the same time sprinkling in some emotional appeal. But you must keep it BRIEF. You don’t want to sound like you’re selling them too much.
Bring it all home by simply giving them a choice. And give them just one more question now… “So, with all those options, which do you think will be the best one for you at this time?” If you’ve done it correctly and are talking to the right person, guess which option they’ll want to pick?
You’re CURED! Now What?
Assuming everything went well, and you got a positive commitment about moving forward with your solution, all that’s left to do is work out the minor details and set up the next steps. For a doctor, that could mean anything from scheduling more tests, picking up a prescription, or scheduling a date for surgery. For a real estate deal, it usually means getting a contract signed and checking the title.
Wrapping This Up With Some Tape…
Can you now see the correlation between going to the doctor and doing a deal as a real estate investor?
Just like the Tale of Two Doctors, make sure you don’t suffer from premature presentation like Doctor Alpha! Be the true professional, like Doctor Bravo. Find out what your prospect’s PAIN is, and dive deep. Remember to focus on the past, present, and future pain, and look for your opportunity in there. When you’ve found all that out, present your solutions in a way that makes sense for the seller.
Finally, set up what the next steps need to be so that you can be sure your patient is properly cured. Or rather – to make sure your deal gets closed.
And with that, you now know how to PROPERLY play “Doctor” so that you have more fun getting deals done… Role playing optional
Congratulations…Now get out there and have fun playing doctor! And if you like, you can even keep your pants on. 🙂
Until Next Time,
Copyright 2020 Tony Pearl | All Rights Reserved
BIO: Tony Pearl is a writer, speaker, copywriter, coach, mentor, marketer, musician, poet, ballroom dance instructor, world traveler, father, fiance, internet marketer, voiceover artist, and real estate investor. He’s also a Politically-Incorrect Insomniac with ADHD who specializes in adding massive value to people’s lives by helping them overcome limiting beliefs, have more fun, and make more money while improving lifestyles through investing in real estate!
Before you continue, I’d like to first direct you to Part One of this article.
It’s titled, “The Joy of Text: How to Get Deals With Your Cell Phone”
(Click that link to read it if you haven’t already).
In THAT article, we discussed WHY you must use the greatest tool you have available to you now to easily and quickly contact all the sellers of houses that you want to contact, for FREE. I also gave you a quick and extremely effective text “conversation” you can use to establish contact, introduce yourself, find out their name, if the house is still available, and if they’re the owner or not.
Do you remember the reason WHY we want to first TEXT a seller, rather than call them? It’s because hardly anyone is answering their phone when an unfamiliar number calls them. Do YOU answer your phone all the time if it’s a number you don’t recognize? I didn’t think so. Of course, you can always hit them with the 1-2 punch, where you first call, THEN text when they don’t answer if you want to, and if you have the time. But that’s up to you.
So, in THIS article, we’re going to discuss the other side of things: What NOT to do when texting a seller. Note that these ideas will still translate over to what not to do when texting with a buyer, private lender, or anyone you want to do business with. Just apply a little common sense & you’ll be fine.
If you follow this advice here, you’ll avoid making the stupid mistakes most newbies make. You’ll avoid losing out on those deals you would have lost if you had not known what you’re about to learn. Ok? Ok! Here we go…
Before We Begin, Here’s a Funny Video For You!
Warning!: Profanity & drug use in here. But it’s funny as hell and introduces some CONTEXT about how easily Text Messages can be misinterpreted, even among friends. Enjoy this!
What NOT To Do in a Text Conversation
Now that you have some ideas about how to initiate a text conversation, it’s vitally important to know what NOT to do, right? And in order to keep this fun and light, while at the same time sharing these very valuable tips with you, I’ve made this handy…
TOP TEN LIST of What NOT to Do When Texting!
10. Don’t Have Full Conversations Via Text. To begin, let me just say that 99% of the time, you should AVOID having full conversations by text if you can possibly help it. You will be taking away your greatest weapon if you do that. I’ll get to that in a moment. Of course, there are occasionally going to be people who insist on only communicating via text due to whatever beliefs or limitations they may have (such as being at work and not able to talk at the time). If that’s all they can do that’s all they can do, but do the BEST you can to avoid that from happening.
Instead, keep your texts as BRIEF as possible. Remember that I recommend having only 3-5 “volleys” of messages before you take it to the next level: Getting them on the phone.
9. Do NOT Try to “Sell” Them Via Text. Don’t tell them about your fancy programs and why they’re so great or why they should do them with you. They won’t get it, and they won’t care. At least not yet. Remember that you first have to qualify them, and that’s best done on the PHONE, not by text.
8. Don’t Answer All Their Questions. Usually, the more more questions they ask, the more they’re trying to pre screen you, as opposed to the other way around (the way it should be). Instead, do your best to get them on the phone as quickly as possible so that you can have a proper conversation. Tell them “I just have a couple quick questions to ask you, and it’s best to do that over the phone. When do you have a minute?”
7. Don’t Over-Complicate Things! Always remember that a confused mind says NO. We don’t get paid with “no.” So don’t confuse people. Keep it SIMPLE!
6. Don’t say “Lease Purchase.” Remember that 99% of the time, you’re usually texting someone who just owns a house and doesn’t understand WTF a ‘lease purchase’ is in the first place! While I understand the need to pre-screen someone to find out if they’d be open to doing something a bit creative, it’s usually best to avoid doing that here.
But if you feel you have to, you can instead ask if they’d consider “renting for a little while and then selling?” Again, I’d recommend that you reserve doing that when you have them on the phone.
5. Don’t say “Owner Financing.” Pretty much the same thing that was just said in the previous paragraph will also apply here. Most sellers really don’t understand the many benefits of how owner financing works, and they’re usually brainwashed by society to believe that they have to or only want all their money when they close on the sale of their house.
For that reason, it’s best to not mention these words in a text message, and instead reserve discussing this possibility on the phone. But again, if you feel you must, consider using these words instead: “Would you consider taking payments for a little while until I can get you cashed out?” You’ll find that those words work a lot better. 🙂
4. Don’t Write Long, Drawn-Out Messages. I’ve had the pleasure and honor of coaching and mentoring a lot of people. When they finally realize that reaching prospects by text messaging freakin’ WORKS to get people to respond and engage with them, they do something understandable: They take massive ACTION.
But then the student tells me that they’re having problems, or that some people aren’t responding to their messages. So when I ask them to share what they’re texting, I can quickly see WHY they’re not getting good results…
It’s because they’re violating the rules! They’re writing long & confusing explanations of everything they’re trying to do. That’s a MAJOR NO-NO. So instead, here’s what you SHOULD do:
Keep it Simple, just like I wrote above in #7.
3. Don’t Tell Them Too Much. If you’re trying to explain or write too much by text, it hardly ever works out well.
Instead, ASK simple QUESTIONS. Very brief and to the point. For example, “Is your house still available?” “What’s your name?” “Are you the owner?” “Can you talk today, or would tomorrow be better?”
I’m telling you, by asking simple questions, the prospect is practically compelled to answer. This leads to more engagement, which leads to more rapport, which leads to more chances of success! Try it, you’ll see.
2. Don’t Close By Text. I’m not saying that it’s impossible to close someone by text message, but chances are really stacked against you…especially in the beginning. The more you do this, the better you get. But as a general rule, you’re much better off to OPEN by text, and CLOSE by phone.
1. Don’t Think That Someone Can Understand Your Tonality. Did you watch that video of the 2 friends texting each other on this page? Then you’ll fully understand what I’m saying here. Words can be easily misunderstood when texting! And there’s no way someone can “hear” your tonality!
For THIS AND ALL the reasons I’ve listed here, HERE’S the BIG TAKEAWAY from this post…
DO use text messages to establish contact with someone, then OPEN and warm them up a bit so that you can get them on the phone to have a PROPER conversation.
Once you have them on the phone, you can use the magic & powerful weapon you have: Your VOICE! And if you’ve been reading my articles, posts, and various writings, you know I talk about how to properly use your voice a lot.
Now kindly allow me to punch you right in the face and GIVE you the essential, proven cold text message conversation you can use when first reaching out to a seller with a house for sale. I had given this to you before, but we’re going to keep it short & sweet here, ok?
Here’s The Cold Text Message Conversation You Can Model:
YOU: “Hi! Is the house you’re selling at [ADDRESS] still available?”
YOU: Great! My name is YOUR NAME. What’s your name?
THEM: They reply with their name.
YOU: Nice to meet you, NAME. Are you the owner?
THEM: Yes (or no).
YOU: Ok. When you do have 5 minutes to talk?
THEM: They answer
…and you set a time to talk!
When you get them on the phone, guess what you do? Get the Lead Property Information Sheet filled out!
Using a VA? No problem. Set an appointment for them to follow up for you if you like.
So there you have it! Now that you know what NOT to do and what TO DO instead, I’ll leave it up to you TO DO what should come next: Take the ACTION you need to take by texting people today.
Want An EASIER Way to Text?
The more you do this, the easier it gets, right? And I predict it won’t be long before you’re having success and doing deals! I also predict it won’t be long before your thumbs get tired of texting people from your phone, essentially saying the same thing over & over.
But what if there was an easier way to text and engage people? Lucky for you, there IS an easier way!
It’s call the “Real Estate Prospector,” and it’s a very powerful software that’s easy to use. This software saves you HUGE chunks of time and frustration.
The software will make calls, send personalized text messages AND personalized email messages for you – in ANY combination… One at a time or however many you want to send out at once!
Best of all, it gets you RESULTS!
Thanks for reading. I sincerely hope you not only enjoyed reading this powerful article, but I also hope you heed this advice and put it to good use right away. I can practically GUARANTEE you that if you DO, your investing life will never be the same, because you’ll be having quality conversations and doing deals before you know it.
Do me a favor – let me know what you thought of this article in the space provided below. And let me know how this works for you as soon as you can! 🙂
Until Next Time,
Copyright 2019-20 Tony Pearl | All Rights Reserved
by Tony Pearl (UPDATED on 8 May 2020–Especially for iPhone users)
A guy on the street in New York City walks up to another guy and asks, “Hey Buddy! How do you get to Carnegie Hall?”
“Practice, practice, practice!” the second guy replies.
An old joke, but there’s some truth in there…
In this article, you’re going to learn the best and fastest way to master the single MOST important skill you MUST possess if you ever want to make any real money in creative residential real estate investing.
What is this magic skill? Mastering the Phone! An easy enough concept, yet so many people seem to have huge issues with it. If that’s YOU, and you’d like to fix it, then keep reading…
The Number One Problem Most New Investors Have
As a real estate mentor, I hear things like this ALL the time from students who share what their biggest fear & frustration is when it comes to talking with sellers: “I don’t know what to say,” “I’m not sure how to answer their questions,” “I don’t want to mess up a possible deal,” “what do I do if…?” and on and on.
These fears & concerns are totally understandable, of course. If you don’t know how to handle those situations, if you don’t know WHAT to SAY or HOW to SAY it, you’re naturally going to have a hard time talking with sellers. And this business will be difficult.
Ron LeGrand recently shared something interesting with us Mentors. After talking with many Masters students, he found a common thread among those who are not having success early in their programs. What was that common thread?
The Biggest Mistake Most New Terms Investors Make
The biggest, most common mistake that most new investors make is they don’t take the time to PRACTICE their new craft. They don’t practice the art of TALKING to sellers in a way that will help them learn to get good on the phone.
Since they don’t practice, they don’t feel comfortable. Since they don’t feel comfortable, they don’t DO anything when it comes time to take action and make those closing calls. No closing calls made equals NO deals. And no deals equals no money! That’s not good. But don’t worry, because we have the solution…
The Fastest & Easiest Way to Get Good At This
Just like that bad joke at the beginning of this article, if you want to get to where you want to go, the KEY is to practice your art. In this case, if you want to master the essential SKILL of talking with sellers (or buyers, private lenders, or ANYONE for that matter), you’ll need to practice WHAT you’re going to say when you talk with them.
Only by consistently practicing this in the right way will you possibly gain the confidence you need to get good at this. But HOW? How do you practice this stuff?
The answer is so simple it might shock you…
How to Practice
So here’s what you do: Grab the SCRIPTS you need. Use Ron’s scripts from his manuals or use the Wolff’s scripts if you prefer. I use my own scripts that I created for myself & my business, and one day you’ll do the same. Over time, you’ll get your own rhythm & style, but if you’re just starting out, use the stuff that’s already proven to work.
Of course, since you’re a member here on this site, you already have access to the scripts I’ve created for your use! Want to get the Lead Sheet filled out? Use the LEAD Script. Ready to do a Closing Call? Use the Closing Call Script!
Now get a partner who will help you practice. This could be your spouse, business partner, son/daughter, or friend. Doesn’t much matter. You could have them sit at the same table as you or in another room. Or they could be on the other end of the phone.
Here’s what you’re going to do: You’re going to ROLE PLAY with each other! One of you will be the seller, and the other one will be the investor. Each person should have a copy of the same Lead/P.I. Sheet, so that you’re both on the same page (pun intended). You’ll want to use both “Yes” and “No” responses for the Lead Sheets for your role plays.
The “investor” will also definitely want to have the “No” script as well as the “Million Dollar” script in front of them. NOTE: You’re guided through this process in the Closing Call script on this site.
Now just practice making that call! Literally say, “Ring, ring…!” until the “seller” says “Hello?” and act like you’re making a real phone call. Yes, it may feel a little silly or awkward the first couple of times you do it, but you’ll quickly get to the point where it’s comfortable… Just like you’ll quickly get more comfortable with each and every step you take and every call you make!
Have real conversations here. Have the “seller” ask the actual questions a real seller would ask. Act like they just want to sell for cash, or act like they don’t understand, or ask ‘why do you need the mortgage information?’
You know…the usual, typical stuff that an actual seller would say on these calls. And practice how you would handle this, over and over.
TIP: Lean on the scripts to help you out until you’re totally comfortable doing this.
Remember that it’s a process and it will take a little bit of time to gain the confidence you want & need in order to truly master this skill. But it is so, SO worth it, as you’ll quickly discover. But even then, you’re still missing something…
Essential “Secret Sauce” Tip You MUST Use:
Listen, even if you practice ‘till the cows come home, you’re doing yourself a HUGE disservice if you don’t do this ONE crucial thing:
You MUST RECORD YOUR PRACTICE CALLS, as well as your REAL calls!!
WHY is this SO important? Because when you HEAR yourself on these recordings, you’re giving yourself the much-needed audio FEEDBACK to hear all the “ummms” and “aahhhhs” you say that you didn’t even realize. You’ll hear the missed opportunities and subtext of what the seller is saying – how they’re giving you the vital information you need to know to sell them on this opportunity, but you missed it because you were focused on what to say next instead of what they were saying.
It’s so vital that I’ll say it again: If you’re not recording yourself and these practice conversations, you’re really shooting yourself in the foot. So make sure you record them!
After you’ve made a few of these practice calls, go ahead and LISTEN to your recordings. Be sure to TAKE NOTES on where you can improve. I’ve included a list of the Ten Most Common Mistakes you might make when talking with sellers in this article. Listen for where you might be making those mistakes as you look at that list.
How To Record Yourself & Your Calls
You should already have the tool you need to succeed: Your smartphone! These days, they pretty much come in 2 flavors: iPhone or Android. Personally, I have an Android (and love it). But don’t hate me if you’re an iPhone user/fan. Everyone else in my family has an iPhone, and I have to hear about it from them all the time! lol
To record yourself talking/practicing with someone in the same room as you, just open the Voice Recorder app on your phone. It comes built-in with your phone. If you have an Android, it’s probably called ‘Voice Recorder,’ and if you have an iPhone, it’s called “Voice Memos.” Just do a search to find it if you need to. It should be there. And if it’s not, you can always install one for free in the Play or App Store.
To record your calls, you’ll need a different solution. If you have an Android (like me!), then it’s easy. Just go to the Play Store, search for & install an app called “Call Recorder,” or “Automatic Call Recorder.” It’s pretty easy & straightforward, but you’ll probably need to play with the settings to get it working just right for you. Quick Tip: Make sure you turn the call recording feature ON when you make your seller calls, then turn it OFF when you’re done. Otherwise, you’ll just record all your phone calls…and your phone will explode.
Now if you have an iPhone, it’s not as easy. But I’ve got you covered! Read this freshly-updated portion here…
UPDATE!: How To Record Calls on an iPhone
It seems like SO many people (and so many of my students) have a stinkin’ iPhone these days. Unfortunately, recording calls on an iPhone isn’t as easy as an Android phone, because there’s no single app that works as easily. So if YOU have an iPhone, here are some solutions I’ve personally and painfully researched just for you, so that you don’t have an excuse not to record your seller calls. 🙂
1. The first one used to work, but they’ve recently updated things, so while it might be working at the time I’m writing/updating this, it may or may not still be good when you get to it. In any case, you can check out the Vonage app. Look for it in the App store.
2. The next app solution was recently suggested to me by a student. This is a paid one, but it’s only about $29/year to record unlimited calls. Check out: https://www.tapeacall.com/
3. UPDATE! 8 May 20: Thanks to my student, Don Cromley from New Jersey, who found this iPhone app called Rev Call Recorder. Here’s the link: https://www.rev.com/callrecorder
You should also be able to find this in the App Store on your iPhone.
4. UPDATE! 24 July 20: Just found out that the Automatic Call Recorder (ACR) is now available for the iPhone! Tap here if you have an iPhone: https://apps.apple.com/us/app/automatic-call-recorder-acr/id1507135185
It is touted as “The only FREE and UNLIMITED call recording app! Rev Call Recorder is a professional iPhone call recorder that lets you tape your iPhone’s incoming & outgoing calls. After your calls, have the option to get your recordings transcribed for a low rate by a skilled human transcriptionist.”
A cool option is that you can opt to have any call transcribed by a human for cheap.
Other than that, it’s free!
4. The last solution I figured out on my own recently. It works pretty much the same way as the tapeacall previously mentioned. And there’s an extra step or two involved, but it’s free! Personally, I think this way is probably the best solution for doing what you need to do, so I’ll give it to you step-by-step…
And that should do it for you to record your calls using an iPhone!
DISCLAIMER: Be sure to be aware of the laws in your state regarding one or two party knowledge on recording calls. A quick Google search should reveal the answer you need. And if your state IS a two party call state, just say, “this call may be recorded for quality assurance” at some point early in the phone call. Most people are programmed to go in to a trance when they hear those words, so it won’t much matter to you. TIP: Have a smile on your face when you say it.
The Final Secret
The final secret isn’t really a secret so much as it is common sense: You MUST keep practicing those calls in this manner until you have mastered this skill! Just get started and keep going until you’ve ‘got’ it and you know it. Clap your hands.
Will you make mistakes? Of course! Will you potentially lose some deals along the way? Absolutely! But guess what? Every mistake you make will teach you what NOT to do. Every missed opportunity will SAVE you from missing out on the next HUNDRED opportunities you’ll know what to do with the next time you face a similar situation. As long as you continue PRACTICING this stuff, you’ll continue to improve on it.
Current MENTOR Student? Then You Have THIS Bonus!
If you’re a current, active Mentor Student of mine, I have some GREAT news for you! Did you know that we’ve recently added a new feature where you can get 2 professional call CRITIQUES from your Mentor (that’s me!)?
To take advantage of this, here’s what to do: Start practicing NOW. Record yourself & your calls. After you’ve made several calls to sellers, pick the call you think is your BEST, and send that recording to me. I’ll review it for you & give you a critique on what and how you did – both the good and the stuff you can improve. Please try to keep the call you send as brief as possible – less than 5-10 minutes is preferred.
When you get the critique back, you’ll want to start implementing the suggestions right away. After you’ve improved even more, you can do this once again to get one more critique from your mentor. This is a very valuable feature that’ll help you if you use it.
Yes, you get up to TWO calls. Please, no more than that. Reviewing & critiquing these calls actually takes me a long time. Imagine if I had to go through countless long calls from countless people. I’d never get anything done. Besides, our goal here is to show you how you can improve on your own, with the proper guidance. Ok?
How to share your call recordings with me?
For an Android phone: The app should have a built-in way of sharing any recording you want to share.
Just look for the “Share” icon within the app itself. It looks a little something like this:
Then you can just email that to me.
For an iPhone: If you use the FreeConferenceCall.com solution I provided here, you can simply login to your account and look for the history of your call recordings. Find the one you want and just SHARE the LINK to grab it. If there are a few calls in the recording, just let me know WHEN the call you want me to critique starts. Ex: “Please critique the call that starts at 14:05 of this link: www.linkfortherecording.com” and just email that to me. No file uploads needed!
Hopefully this helps you not confuses you. If it’s too confusing, don’t worry. Technology just isn’t so easy for a lot of people. If that’s you, then just focus on making the best calls you can, and we’ll just discuss and role play in your mentor call. I’d rather have you focus on that than go crazy trying to figure this out. 🙂
Let’s keep it moving…
Want a Top 10 List?
For your convenience, here is a list of the TOP 10 MISTAKES most people make when they talk to sellers.
The Top 10 Mistakes When Calling Sellers:
TIP: As you listen to your recordings, see/hear if you’re doing any of these. You will, and it will be very clear when you do. So be aware of this, then take steps to prevent it on your next batch of calls.
Looking Into My Crystal Ball…
As I gaze into my crystal ball, I have a bold prediction for you. I predict that if you DON’T heed the advice here and use it right away, you’ll just keep getting exactly what you’ve been getting. If you’re happy with that, great! If not, you should already know what you need to do…
On the other hand, I also predict that if you TAKE ACTION on what you learned in this valuable article, you’ll QUICKLY gain massive confidence as you master the skill of talking to sellers (and other people) on the phone. You’ll know what to SAY and how to say it in order to maintain control of the call. You’ll quickly prescreen out the time-wasters. You’ll keep your prospects curious and interested in your solutions.
And you’ll suddenly find yourself doing deals & making money.
And just like that wisecracking New Yorker on the street, you’ll quickly find yourself where you want to be when you practice, practice, PRACTICE!
Until Next Time,
UPDATE: Ron LeGrand has read this article and liked it SO much that he’s decided to make it a permanent part of the new upcoming Quick Start Boot Camp Manuals! So look for it there the next time you attend that event. 🙂
Copyright 2019-20 Tony Pearl | All Rights Reserved
BIO: Tony Pearl is a writer, speaker, copywriter, coach, mentor, marketer, musician, poet, ballroom dance instructor, world traveler, father, fiance, internet marketer, voiceover artist, and real estate investor. He’s also a Politically-Incorrect Insomniac with ADHD who specializes in adding massive value to people’s lives by helping them overcome limiting beliefs, have more fun, and make more money while improving lifestyles through improving communication and investing in real estate!
Every week, I have the pleasure of mentoring some wonderful people who are in the process of mastering the art of real estate investing. We work on the basics of marketing, making offers, talking to sellers & buyers, deal structuring, how to write up contracts, etc.
Once the essential elements and techniques are understood, a game plan has been developed, and the student knows WHAT to do & HOW to do it, the only thing left to do at that point is to…TAKE ACTION!
And this is often where the problems occur. Taking action. Why is that part so hard for so many people?
Could it be that we’re afraid of the unknown? Or maybe because we think that we have to give up something we hold dear in order to be successful? Or perhaps it’s the fear of success itself that holds so many people back?
Whatever the case, I’ve noticed that it’s a real issue that truly stands in the way of potentially massive, life-changing experiences and success.
I think that one of the things that stops people from taking action is that they think they’re going to not be able to have fun anymore – or that the actions they need to take are not fun in and of themselves. Now that makes sense to me. Not because the actions they need to take aren’t fun (we’ll get to that in a minute), but because most people think these new income-producing activities aren’t fun.
So if you look at it that way, it makes sense, right? I mean, who wants to take on a new activity if they think it’s going to be painful? (unless you’re into that kind of thing lol)
Does that describe anyone you know? Maybe even someone you see when you look in the mirror? Do you think that the actions you need to take to be successful are going to suck or not be fun at all?
If that IS you, great! I have some wonderful news & some new strategies for you in this article, so keep reading! If that’s not you – if that’s not the reason you’re not taking action to reach your goals, sorry – we’ll have to get to that some other time.
In this article, we’re going to look a little closer at one of the most common activities that holds most people back: Picking up the phone and talking to SELLERS (or other people)! For some strange reason, a lot of people have challenges with this. They get all excited to do what needs to be done, then right before they need to pick up the phone, they get cold feet. All of a sudden, the phone looks like a 1,000-pound CACTUS! So how do we fix that?
The Secret to Making Calls Fun!
This is a LOT easier than you might think. First of all, let’s get your mindset straight, ok? The problem is that most people think that they either have to know everything before they call or that they’re afraid of the possibility of looking stupid. You don’t and you won’t, so don’t worry. Or if you do, so what? Just cross that name of your list & keep going!
The next part of having the proper mindset when making those phone calls is this – I’ll put it into ONE sentence for simplicity:
Have FUN making a new friend, asking questions, and probing for flexibility with what you can do for them.
Whether you’re cold calling someone for the first time, contacting them after they’ve been prescreened by your VA, or following up with them after a previous call, your role is actually quite simple. All you’re looking to do is simply see if this person is going to be a good fit for you to work together. Can they benefit from what you have to offer? Are they in the right position to receive your message? Are they at least curious about what you can do? If so, great! Keep talking to them. If not, move on.
Ninja Tip: Have a SCRIPT or STRUCTURE for the Call in Front of You.
You should definitely have a proven script to follow in front of you before each and every call. That way, you won’t have to guess or “wing it” when you talk. With this tool, you’ll be confident, feel more at ease, and drastically minimize your chances of screwing things up because you’ll have the layout of what’s needed right in front of you.
How Can a Simple, Cheap Kitchen Tool Help You Be More Efficient?
Here’s a little GAME you can play when you’re making calls. This makes it more fun…
Do this: Go on Amazon & order yourself a cheap little 3-Minute Egg Timer – the kind that has the sand in the hourglass. On every call, as soon as the person (seller) picks up, flip that sucker over so that the sand starts to run down. Make it your MISSION to find out if this person is even a POSSIBILITY to do business with, or if they’re just going to waste your time before the sand runs out.
You’ve got to get GOOD at finding this out as quickly as possible. That’s an essential skill, because NO ONE will suck the life out of you more than someone who’s not motivated, a pain in the backside, or ONLY wants all cash & full retail price. Once you find out that this is the case for them, immediately and politely get off the phone & call the next one on your list.
A VERY Common Problem (You are Not Alone)
It seems like there are a lot of people who are having a really hard time taking the action they need to take in order to have success. Based on my experience & observations, I theorized that a big reason for this is not just because of the inherent fears that people have, but also because many people seem to believe that the actions they need to take are going to be painful, or at the very least – not fun.
So if one of your biggest challenges is talking on the phone with sellers and other people, the first thing that needs to happen is to change your mindset before you even begin to make your calls.
Relax…I’ve got you covered! Right now, we’re going to finish up by learning some cool new tips on how to make taking the actions that you know you should be taking a lot more FUN! Ready? Ok, here we go…
Tip #1: Develop THICK SKIN
Psst! Come here…I have a little secret to share with you! Are you listening? Ok… Guess what? If you want to have SUCCESS in life/business, you’re going to face REJECTION…Constantly! Sorry, that’s the truth. Are you surprised? Guess what else?
GET OVER IT!!! I’ll give you 20 seconds, then move on. Got it? Good!
Seriously, what’s more important: That other person’s crap? Or your dreams, which will help your family, your community, and yourself? I think we know the answer.
Tip #2: Put On Your Big Boy (or Girl) Pants
That’s right. “If you want to run with the big dogs and pee in the tall grass, you’ve got to get off the porch.” Enough said.
Tip #3: Visualize Everything Working Out Perfectly
Have you ever stopped to think of what you imagine will happen with something before you even begin? One day not long ago, I did, and it shocked me to realize that I was sabotaging myself! How? Because I suddenly recognized that I was telling myself a bunch of stupid crap like, “Oh, they won’t be interested in that,” or “they won’t like what I have to say,” or “they probably won’t even pick up the phone when I call.”
The MOMENT I realized what was going on, I PUNCHED myself in the FACE! That’s called a ‘pattern interrupt,’ boys & girls! And if you’re subconsciously or consciously visualizing a negative outcome, CUT IT OUT – IMMEDIATELY! You’ve got to reprogram yourself to expect a positive outcome, no matter what. There’s something creepily cool that happens when you do this – you send out this positive vibe, and people pick up on it. Don’t believe me? Ok – Try it & see for yourself. Prepare to be amazed. IT WORKS!
Tip #4: Make Everything a GAME!
“Hey, want to play a game?!” Quick, what’s the first thing you think of when I ask you that question? Chances are, you’re curious about what it is, and you’re most likely instantly more receptive to having FUN, right? Exactly.
And that’s exactly what you should do when you have stuff to do that has to get done – make it FUN by making it a GAME!
For example, if you have 10 calls to make, make it a game by first estimating how long it will take to make all those calls, then see how close you came to your actual estimate when you’re all done.
Or challenge yourself to see how fast & accurately you can fill out an offer contract… or write a follow up email.
Like that? Ok, there’s one more in the next tip…
Tip #5: Develop a Great Sense of HUMOR!
Stop taking everything so freaking seriously. Life is short. Enjoy it. Yes, this includes finding or creating reasons to LAUGH – EVERY single day! Those are Doctor Tony’s orders. So look for stuff that you can laugh about. Learn some jokes. Watch the 3 Stooges, or even a political campaign commercial. Those things are hilarious! (Just stay the heck away from CNN)
Whenever you’re talking with a prospect, make it a little personal game/challenge to find out how quickly in the conversation you can get them to laugh at something! There’s real magic in humor. It eases the tension, relaxes barriers, and opens the lines of communication to flow a lot more freely. Plus, it just makes everything much more FUN! If you do this more often, I can practically guarantee you’ll have better results. Side benefits include laughing all the way to the bank. 😉
Listen, we’re all human beings. And we like to have FUN when we do stuff. If it’s not fun, why do it at all, right? Right. And that’s probably the reason why most people don’t do stuff – because they don’t see it as fun. They see it as boring; painful; difficult; or just sucking overall. And who likes doing that kind of stuff? But when you find/create a way to make doing those sucky things actually fun, you’re much more likely to get it done. Make sense?
As the late, great Dr. Wayne Dyer said, “When you change the way you look at things, the things you look at change.” Right on, Wayne!
So now you know some of the secrets on how to make taking action more FUN. Please put these tips into use as often as possible, and you’re surely going to have more success, make more money, and be a much happier & healthier person in the process.
Plus, you’ll be a lot nicer to be around… even when you’re alone. 😉
Until Next Time,
Want to LISTEN to me READ this article to you? Use this audio player…
Don’t get offended…
This article has nothing to do with #MeToo or anything like that.
With that out of the way, let me ask you a question…
Have you ever been turned down when you ask someone if they want something now, only to have them come back and ask if they can still get that something later?
Put another way: Have you ever offered something to someone & they refused you at first, but then they come back later & asked if your offer was still good? Huh?
I used to have a buddy back in college, and every time we’d go out to eat, I’d offer him a bite of my meal, as a good friend does. He’d always refuse at first, but sure enough – 5 minutes later, he’d ask me if he could try what I was eating. Every. Single. Time!
Human nature can be crazy sometimes. Many people seem to have some sort of internal programming that runs them and their actions. This programming tells them what to say, do, think, act, and how to behave. (Think “I identify as…”)
Many times, their programming makes them refuse an offer the first time they hear or see it – especially if it comes from an unfamiliar source. And especially if that offer is communicated in a way that confuses them, because a confused mind says “no.”
We’ll stick with the classic definition of “confused” for now.
For example, let’s say you offer a seller the opportunity to sell their house to you with owner financing. You try to explain that they’ll save agent’s commissions, not have to pay closing costs, and have a much faster & easier way to sell their house. But if they’re confused, they’ll say no. If their programming is overwhelmed, they’ll just say “no, not interested” – automatically!
But are they truly saying “No” forever? Or just in the moment? I don’t know. Do you? No, of course not! How could we possibly know that? Exactly! We can’t.
So what’s the key here? Two words: Follow Up! (Or, as we like to say, “F.U.”)
Remember that the majority of business you do will come from following up with your prospects, and everyone’s minds will change with time and circumstance.
For example, let’s say you talk to a seller one day, and he just decided to put his house up for sale. He still has the mindset that all he has to do is put up a couple of ‘For Sale’ signs in the front yard, and people will start knocking on his door & try to throw money at him to buy his house. He wants to sell his house for full price, all cash – and believes he’ll easily be able to do just that.
When you talk with him and get all the information you need, you bring up the possibility of him selling his beautiful house on terms – taking payments for a little while. What do you think his natural reaction is going to be? Exactly! He’s probably going to tell you to go pound sand. Hopefully in a polite way, of course.
So what do you do? Hang up the phone & cry? Tell yourself that this business doesn’t work? Convince yourself that this individual is a representation of every seller there is? Hopefully not! If your skin is that thin, this is probably the wrong business for you.
And if that’s the case, I have some well-worn advice for you: Don’t quit your day job.
Now let’s fast forward a few weeks. Let’s say that this particular seller has now had his house out there on the open market for a little while. He’s gotten a ton of phone calls… most of which are from real estate agents telling the seller why he should list his house with them because they’re so wonderful and they can get him a million dollars more than the meager price he’s asking. The rest of the calls he’s gotten are from looky-loos who are just kicking tires.
Maybe he’s even gotten a few people to stop by the house and act interested, only to never be heard from again. Or just curious neighbors, wanting to compare houses & munch on some free cookies.
After a few weeks of this, he’s getting tired of the constant games. The stupid calls. People wasting his time and tracking dirt in his kitchen.
Just when he’s about to give up and give in by listing the house with an agent (which 90%+ of For Sale By Owner sellers wind up doing), he gets another call… from you!
When you call, you remind him of your previous conversation & ask him “You must have sold your house by now, right?!” He remembers you, then sheepishly admits that he hasn’t sold it yet. Then you act surprised and ask him why not? Such a beautiful house like that should have sold quickly, right? So what’s the problem here?
And now we’re on a whole new playing field! Now the possibility of doing a terms deal is dramatically increased in your favor…simply because you were organized, persistent, and followed up with him.
How Many Deals Is Your Lack Of Organization Costing You?
As I’ve written in previous articles, you NEED a simple system of follow up. I honestly don’t care what it is. It could be anything from a pad of paper to a spreadsheet to a full-blown CRM. Doesn’t matter… EXCEPT: It has to be something that works for YOU.
Most people are not too technically-oriented. If that’s you, then just go low-tech by getting a notebook and take notes in there for every seller you talk to. It’s better than nothing, and a heck of a lot better than relying on your memory!
If you know how to set up a spreadsheet, just use one of those. Could be Microsoft Excel – or my favorite (FREE) way: Google Sheets. I love the latter, because you can access it from anywhere, anytime – as long as you have a device (smartphone, PC, laptop, tablet, etc.) and an internet connection.
My mentor students are provided with a fantastic spreadsheet template – on both Excel and Google Sheets. It has everything you need, and those students who use it love it. Shoot, I even provide a nice tutorial video on how to use it, so there’s no excuse.
Business is a Numbers Game
Many years ago, baseball legend Babe Ruth was known as the Home Run King because of all the home runs he’d smack out of the ballpark. But he was also the strikeout king. More than once, he was given crap by his teammates when he’d strike out, then smile a huge smile when he’d jog back to the dugout.
“Why are you smiling? You just struck out again!” they’d say.
His reply was classic: “Yeah, but that just means I’m one more at-bat (attempt) away from my next home run!”
The Babe knew that baseball was a numbers game. Guess what? So is business. And you’d better bet that this business is a numbers game, too! That means that you MUST get your at-bats – the number of attempts to have success – UP, if you want to have success.
The Big Take-Away Here
If you truly want to have success, you’ve got to talk to more people, more often.
You’ve got to be organized with your conversations, so that you can FOLLOW UP with the people who told you ‘No’ or ‘Maybe’ the first time or two you talked with them.
And above all, DON’T EVER…EVER GIVE UP! (It’s not allowed here)
When you think about it, business is actually a lot like dating. You might be interested in someone, then get up the nerve to ask them out. Sure, they might tell you ‘No’ at first for a million different reasons, and most of them have nothing to do with you. But if you’re persistent and sincere, you just might find that the ‘no’ you hear today will often turn out to be a ‘yes’ tomorrow!
To put it another way: “NO” doesn’t always mean “No.” Many times, it just means, “No… for NOW.”
Just be sure to be respectful & get consent. You don’t want to become another #MeToo statistic!
Yes, that was a joke. Don’t get offended. 😉
And don’t even get me started on how “F.U.” really means “Follow Up!”
Until Next Time,
Let me know what you think! LEAVE A COMMENT BELOW…
Copyright 2019 Tony Pearl | All Rights Reserved
BIO: Tony Pearl is a writer, speaker, copywriter, coach, mentor, marketer, musician, poet, ballroom dance instructor, world traveler, father, fiance, internet marketer, voiceover artist, and real estate investor. He’s also a Politically-Incorrect Insomniac with ADHD who specializes in adding massive value to people’s lives by helping them overcome limiting beliefs, have more fun, and make more money while improving lifestyles through investing in real estate!
For today’s post, I thought I’d take a moment to share a question I got from a successful student, along with the answer I gave him!
This question is regarding marketing via bandit signs, as well as how to pay people who bring you leads.
Since I thought this information would benefit many people who will be reading this, I’ve decided to share both the question & answer.
Do you like this format? Would you like to see more like this?
Great – I invite your feedback at the bottom of this page!
Without any further delay, let’s get to those questions…
Ryan G., from Washington State, asks…
Hi Tony,I have people that have wanted to let me put a sign in their window. Here are the 2 challenges I ran into:1. Cost to install signs. I need tips to make and install signs more affordably.2. Alternative payment ideas. Ron says pay $10 per lead sheet. That is one idea. I think the guy from Mobile bandit signs pays a percentage of the deal.Can you give me some ideas for executing?
–Ryan G.Broker / Investor
Thanks for your questions!
Let me answer them for you…
1. Putting up signs in people’s windows.
Awesome! Glad you have people who are willing to do that.
I assume you’re talking about homeowners, not businesses, right?
Doesn’t matter. My advice here will be the same.
And my thoughts here may be different than what you’d expect – or what you’d get elsewhere.
To keep the costs LOW and the results HIGH, I suggest following the simple tips I give you about where to get your signs and what to put on them in my report here:
Badass Bandit Sign Secrets (link)
Why use handwritten signs, as opposed to fancy ones?
Good question. Read why in my post here:
Ugly Is The New Pretty
Both of those links are on this site.
The Basic Take-Away Answer To Your Question:
*Use plain, blank yellow signs and hand write your message on them with a black, fat-tip Sharpie pen.
Put the signs up in the windows, making sure they can be seen by traffic.
Keep your message simple with a Headline, Arouse Interest, and have a Call To Action (call your number).
Again, the reason why this works is explained in that post.
If You Want to Put Up Signs In/On Cars (aka “Mobile Bandit Signs”):
For this, you can get a little pretty. When we’re driving, we can’t help but to look at people’s signs, as long as they stick out in some way.
You’ll need a company that does vehicle graphics. These are easily found by doing a Google search for ‘vehicle graphics.’
The basic options here are to either put on a removable magnetic sign, a removable vinyl sign, or have the car wrapped with vinyl signs.
The vinyl signs can be put on doors or windows, but be sure to not block the driver’s vision and remain compliant with your state’s laws.
Obviously, the magnetic signs are only able to be placed on the body of the car (best on doors), not the windows.
Here are a couple examples of companies who can do this for you:
2. How Much to Pay People Who Bring You Leads?
This is a good question that invites a good discussion…
Consider the options:
a. You can pay them per lead submitted.
Ex: $5-$10 per lead sheet submitted; $15 if it includes comps & pics; $20-$25 if it includes comps, pics, AND they’ve spoken with the seller to get everything filled out (full PI sheet).
b. You can pay them a fixed amount based on what happens with the lead.
Ex: If you buy the house, you pay them $250 or $500.
c. Hybrid of both.
Ex: Pay them $10-$20 up front PLUS a percentage of the deal when it closes.
I personally like this model:
When you find the right person/people, pay them something up front, because everyone wants to get paid as quickly as possible.
This will help them stick to you/increase retention.
You MUST give them feedback for the leads they submit!!
It shouldn’t take too long to train them on what you’re looking for, and where.
A lot of people (most) will crap out in a short time. Expect it.
Those that stick around can be rewarded by giving them incentive to continue providing leads – so once they’ve proven themselves, THEN you can pay them a piece of the deal. I suggest you start with a fixed amount (Ex: $250 for the first 2 deals), then move them up to more (Ex: $500 for a while).
If they’re exceptional and continue to do a great job for you (rare), you may consider making them your full-time acquisitionist.
However – only make them a true acquisitionist if they’re really qualified!
Remember that an acquisitionist will not only procure leads & deals for you, they’ll also be meeting with sellers, getting paperwork signed, and other important activities. They will often be the ‘face’ of your business & represent you. Therefore, they’ll need to look good and dress well, they’ll need to speak properly and communicate effectively. They’ll also need to have writing and computer skills.
It’s been my experience that not many of the people who function as a bird dog for you and provide those leads have the rest of those skills.
But you may always entice people who work for you by telling them that there are opportunities for advancement.
So if someone is not a good writer or good on the computer, but they can produce leads AND manage people, you can have them be a ‘crew manager’ by managing other bird dogs for you. And this opens up all kinds of other possibilities that we don’t have time to get in to here.
Hint: Performance-based Incentives!
Finally, keep in mind the old adage, “Good help is so hard to find.”
Very true. But keep your eyes open and continue to let the word get out that you’re offering opportunities in real estate, and you’ll be amazed at who comes a-knocking. Once they show interest, you should have a process by which you discover their talents, interests, and availability.
Then go from there.
Hope this advice helps you out, and let me know if you have any further questions.
“And Now For Something Completely Different!”
In this post, I have something very cool to share with you.
Just recently (late April 2019), I had the pleasure of being interviewed by the one & only Jay Conner!
He interviewed me for his podcast.
I swear I’ll have to start me one of those podcast jobs soon! But until I do…
Here’s what you’ll discover in this great interview:
So check out this powerful interview by watching the video below…
Jay Conner Interviews Tony Pearl
Quick Note: For some crazy reason, Jay decided to title the video “Salsa Dancer, Tony Pearl, Closes 160 Real Estate Deals”
If you’re wondering what the heck that means, it’s a reference to my previous career as a Ballroom & Latin Dance Instructor & Competitor. Yes, that’s what I used to do for a living in case you didn’t know. Even though I am a certified high-level instructor for all the dances you see performed on “Dancing With The Stars,” Jay chose to call me a Salsa Dancer. Not sure why, but maybe because it’s such a sexy dance! 😉
Anyway, I hope you enjoy the video. There’s a LOT of really powerful information in here that I give away, so it’s well worth it!
Put this to good use,
Hello! Here’s a quick update for you that you need to read…
I just heard from the man, Ron, himself. He shared a quick status report on how things are going, as well as giving out some very sage advice, as Ron is known to do. You’ll DEFINITELY want & need to read this, as it affects YOU!
Here’s the deal.
For some time now, Ron has been calling people who enrolled in the Masters Program after about 30 days of their enrollment.
He says that most of these calls are the same, which is not terribly surprised, all things considered.
There are a few people who hit the ground running and do well very quickly.
Several people seem to struggle, as life gets in the way.
But the majority of students all seem to struggle with ONE huge issue…
Can you guess what it is?
That’s right—Mastering the phone calls, especially with sellers!!
Many times, a lot of people will try to say that they’re not getting enough leads or are just looking for a new cool way to generate leads…but at the same time, they’re not handling the leads that they are getting correctly!
So… WHAT is the Solution?
Well, we have an answer for that, in the form of an actual ASSIGNMENT for you to follow!
Here’s What To Do To Fix This:
Great TIPS (Filling in the Details):
Sending those two calls to me is imperative. Vital. Essential. So do it. Again – only if you’re a current student, please.
NEXT: Regarding LEADS, Marketing, and spending money…
Ron & I do NOT want you spending a bunch of money on your marketing…until you’re totally ready to do so.
And by ‘ready,’ we mean that you’re already doing deals, have your skills sharpened, and really know what you’re doing.
Putting money into marketing means that you’re ready to scale your business up, based on the success you’re already having.
This means NO yellow letters until you’re able to master the call and maybe you might not even need to send letters out at that point, either. Ron says that if you do what’s taught at the Quick Start event, you won’t need those costly yellow letters.
Here’s a quick, easy, cheap/free list of activities you can do to really start generating all the leads you’ll probably ever need…assuming that you’re handling the calls correctly.
Quick List of Lead Gen Activities:
Ron says that everyone he has talked to is getting leads, but none of them are handling the calls correctly.
If you do these things, you should get plenty of leads, and if you’re not getting any deals, it’s probably because you may be screwing up the calls. We need to fix that.
Remember the Ugly House business! While you’re chasing nice homes, you can also be working in the lower end areas doing the same things – looking for cheaper houses to take over debt as well as houses that need to be renovated.
It doesn’t hurt to do a wholesale deal or two, especially when you’re just getting started!
That is all the updates we have for you for now.
BONUS!: CLICK HERE to download the latest call script from the recent “Mastering The Phone” event!
REMINDER!: CLICK HERE to use the Form/Interactive Script I’ve already created for you to use when doing closing calls with sellers.
In our last article, we talked about the words we use and how powerful they are.
This time, we’re going to take it to the next level.
So there’s a famous study that was done a while ago by Dr. Albert Mehrabian, that showed that only 7% of our communication is conveyed through words, 38% is from our vocal tonality, and the rest (55%) is through ‘nonverbal elements,’ such as your posture, gestures, and facial expressions.
Based on what I wrote in my last article, “The Words We Use,” I believe that our words represent a lot more than only 7%, but that’s not what this article is going to be about. No, in this article, we’re going to get into that other stuff – specifically, the Magic of Tonality – HOW we say what we say.
Call me crazy for trying to write about something you HEAR. Obviously, this would be a lot easier for me to demonstrate in a video, or on an audio recording. But we don’t have that luxury here, so I’ll just have to flex my writin’ skills!
Have you ever watched a movie in another language that you didn’t understand? With no subtitles? If you watched the actors closely, you almost didn’t need a translation of what they were saying. You can tell by the tone of their voices who’s angry with whom, who’s jealous of someone, who wants to kill the other guy, or who wants to jump someone’s bones!
There’s a funny scene in the famous 80’s movie, “Ferris Bueller’s Day Off,” where a history teacher (played by Ben Stein) is trying to teach a class of uninspired High School students about economic policy. Not the most exciting, sexy subject to teach, but he made it exceptionally boring by the way he used his voice! He had a flat, monotone style that had very little to no inflection whatsoever. The result: Everyone was asleep or looking at him cross-eyed, because they were so bored! Don’t be that guy.
The right speaker can take something boring and turn it into something exciting, while the wrong speaker will do the exact opposite. And when you take something that’s routinely boring AND you add a boring person… you get your High School History teacher! (no offense to real History teachers–they’re the best!)
What makes a speech interesting? What makes it hard for you to tear yourself away from a good performance by an actor, or a powerful motivational speech by someone? Is it just the subject matter? Or simply the words they use? Probably not.
No, chances are that when you’re riveted to someone speaking – about anything – you’re probably interested because of the emotion, tonality, and vocal inflection of their VOICE!
Check Your TONE, Tone! (Tony)
What the heck is vocal tonality? Well, it’s obviously the tone of your voice.
But it’s really a lot more than that. Just by injecting the right emotion into your voice, you can drastically change the entire context and meaning of what you’re saying. You can have a commanding tone. Your tone can be fearful. Or angry. Happy. Or sad.
One of my favorite tonalities to use is one of curiosity. It’s so FUN to use a ‘curious’ tone when talking with someone – especially in a sales situation, because it really engages the listener and activates some really cool psychology. Try it!
Here’s a little pro tip, combined with a mini script that gets great results in real estate investing. The next time you’re talking with a seller about the possibility of doing a terms deal, say this next line with a curious tone when you want to introduce your objective: “What if there was a way that we could…” (then state what you want to do)
Look In The Mirror To Check Your Inflection
The next technique is vocal inflection. That’s where we change the pitch or tone of our voice in order to emphasize certain words to stress their importance. It’s easy to do when writing – just italicize a word. Or put it in ALL capitals. Or make the word you want to stand out in bold.
But when we’re talking, it’s important to occasionally emphasize a certain word in your sentence in order to not only get your main point across, but also to vary the tone of what you’re saying so that it’s more engaging to the listener.
For example, say this sentence out loud: “Bob thinks he’s a genius.” See how we emphasize the word ‘thinks?’ Now say the same sentence, but emphasize the word ‘genius.’ And one more time, but now emphasize ‘Bob,’ or ‘he’s.’
Now ask it as a question! See? Totally different meaning every time!
How SLOW Do You Go?
Next, let’s talk about CADENCE. This is the speed at which you talk. Do you talk at the SAME speed all the time? Or do you occasionally speed it up & slow it down?
A good example of when someone might slow down what they’re saying is when giving instructions to someone else. We slow down because we want to make sure that we…are…completely… understood. We usually slow down for emphasis on important ideas, and speed up on most other things.
Most of us never ever even think about these subtle little conversational nuances, let alone use them in our everyday conversations. And most people just take how they talk and communicate for granted every day. But once you understand these little secrets, you’ll quickly start to see why some people are pleasant and effective communicators, while the rest…? Not so much.
Loud & Proud? Or Quiet As a Mouse?
Finally, let’s talk about VOLUME. Sometimes, you have to scream and shout to stand out, no doubt! Other times, the best thing you can do is barely whisper your ideas. Which is more powerful? It depends! There’s a time and place for each of those.
But I’ll give you something to consider. If you really want to draw someone in and get their interest, try lowering your voice so that they can barely hear you. Then tell them something important and interesting. I can almost guarantee that you’ll have their full attention – especially if you sprinkle in the right emotion & tone in there! #Powerful
Before we go any further, I should point out something important: These ‘powers’ can be used for good or for evil. Should you become interested in learning more, then eventually commit yourself to mastering this craft, you’ll be able to understand how people use their voice to influence other people by speaking directly to their subconscious mind. This is the part of our brain that determines how we feel, think, and act about things – without even realizing it!
But for now, just be aware. Start by listening for how the actors talk when you watch a movie. Or listen to a news reporter (they’re especially evil these days!) if you have to. Just stay away from CNN!
HOW you use your voice will have a LOT to do with how successful you’ll be. So if you really want to have success, and part of that relies on speaking with anyone, you’re going to need to master these skills the best you can. And one of the best ways to do that is to model the most successful communicators. Especially salespeople. Sell or be sold. That’s your choice.
Now That You Know…
And now that you know how the game is played, you finally have the power to choose which side you’ll be on – The boring old way most people talk, or the fun, new way that gets results. Choose wisely, my friend.
So there you have it! When you use the right words and combine them with great vocal tonality and inflection, and then infuse the right emotion, you’ll have the raw tools needed for some incredibly dynamic and powerful communication. Using these techniques properly, you’ll be able to influence just about anybody you talk to – often without them even knowing what you’re doing. Yes, this can be used for dealing with anyone from sellers, buyers, and bankers to brothers, mothers, your kids, etc.
The bottom line is that you’ll be able to get BETTER results – easier and faster than you ever thought possible. This means more money with less work & effort.
The icing on the cake is that this is super FUN, too!!
Please use these new ‘super powers’ responsibly. For good. Because if you don’t, you’ll have to listen to Ben Stein teach you all about ‘voodoo economics,’ and that’s just not sexy at all. Bueller? Bueller?
Until Next Time,
Oh, and if you haven’t already done so, please Read Part One of This Article, “The Words We Use“
Copyright 2019 Tony Pearl | YourRealEstateCourse.com | All Rights Reserved
STOP What You’re Doing and Read This. I Promise That it’s Worth it.
You have more power in you than you know. Right now, you have the ability to change someone’s life, starting with your own. And starting now – in this moment – you’re about to learn some secrets that can produce powerful results for you.
The “Big Secret” is this: The words you choose to use every day are vitally important. To you and everyone around you.
Words have power. They have the power to uplift. They have the ability to motivate, to inspire, to elicit emotion. Words can make someone laugh, cry, or smile.
For example: A horse walks into a bar. The bartender says…
“Hey buddy… Why the long face?” LOL
See? Of course, words can also make you roll your eyes at a horrible joke like that!
But just the opposite is true. Words can also make someone angry, feel insulted, or motivate someone to do something bad.
“Handle them carefully, for words have more power than atom bombs”
There are a few things that factor into how words are used. The first thing that comes to mind is: Intention.
What do you intend to say with your words? What feeling would you like to elicit from the listener or reader? What action would you like them to take when you’re done? Are your intentions good, bad, or indifferent? It’s amazing how few people take that into consideration before communicating, just as it’s amazing how many people seem to talk just to hear themselves talk, as if they think they’re getting paid by the word!
Most engineers know that awareness of a problem is half the solution. So how do we know if we even have an issue with our communication? Simple. How do people react to what you say? Are they bored? Are they adversarial? Do you make people angry or uncooperative? Or do you inspire people and make them happy to be around you and want to work with you?
Here’s a real estate example: When you’re talking to a seller, do they usually answer your questions? Or question you? Do most sellers tell you how much they still owe on their existing loan or do they resist by telling you it’s none of your damn business?
If they usually don’t want to answer, it could either be because they’re just not motivated, or it could be because you’re not asking in a way that makes them feel comfortable enough to answer you accurately.
It could very well be the words you’re using or how you’re asking them.
Consider the situation and nature of the conversation you’re having with someone. If you’re talking with someone who’s skeptical, suspicious, or just doesn’t trust you yet, it should go without saying that if you’re not able to put them at ease and feel comfortable discussing things with you, you’re just not going to get very far with that person at all!
So how do we begin to help someone open up and begin to trust us? How do we bridge that gap of communication? By taking small steps. By speaking the truth, and by using the right words that help our cause.
Here are some examples of the type of language needed in situations like that…
If someone is resisting you, you’ve first got to use words that acknowledge that you can relate to them and their situation and that you’re not judging them. Meet that person at the place/level where they are before you take them to where you want to go.
Words that are best for this include “I appreciate and…” or “I respect and…” or “I agree and…” For example, “I respect you for bringing that up and…” or “I can appreciate that this has been challenging for you and your family, and…”
(Notice the use of the word “AND” rather than “BUT”)
When you use this type of language, you will break down the walls of resistance, because the person with whom you’re communicating will feel understood and respected, and will therefore want to starting working with you, rather than against you.
In other words…
“Seek First to Understand, Then to Be Understood.”
By the way, the exact same ideas & language works with the people with whom we already have relationships (or want to have relationships with) as it does in business!
Now that you know about how important the words we use are in our everyday personal and professional lives, you’re partway there to becoming an extremely effective communicator, master influencer, and more dynamically powerful individual!
But wait…there’s more! Because just important as words are, it’s even more important HOW we use them! So be sure to read my next article, when we take things to the next level and learn some real ninja communication tactics as we discuss HOW we use these words!
Until Next Time,
Copyright 2019 Tony Pearl | YourRealEstateCourse.com | All Rights Reserved