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
“You Have FIVE Seconds,”
by Tony Pearl
“Hello?” The man answered the phone with a hint of annoyance in his voice, secretly dreading that this call would be just like the previous 13 conversations he’s already had this Saturday morning. Conversations that had become all too common since he and his wife had decided to sell their house on their own.
When the voice on the other end of the line immediately replied, the man could tell that the voice was reading a script as he heard, “Hello, sir. Are you the owner of 3451 Maple Leaf Lane? I see that you’re selling your house on your own, and I’d like to tell you about the many wonderful benefits of listing your house with a Realtor! Is this something you’ve considered doing?”
The man was getting tired of this crap. He sighed deeply before delivering what had become his standard reply, “No, my wife and I are selling this house on our own. We don’t need the help of an agent yet. Thank you for calling, and good-bye.”
With a tinge of guilt, he hung up the phone without waiting for a reply. The man knew that if he had waited for the other person to say something, it would eventually end the same way that all those other calls had ended, because all these callers sounded exactly the same. They all said the same thing. And it was getting annoying. If only someone who truly knew what they were doing would call. A real buyer for a change…
Ok, I’m Going To Start Counting!
“One, two, three…”
Relax, this isn’t your mom talking, and you’re not 4 years old anymore.
In this article, you’re going to learn how to make a powerful first impression on anyone you’re talking to when you talk to them on the phone. And I’m going to show you HOW to do this within the first FIVE seconds of talking to them. By the time you’re done reading this, you’ll know how to separate yourself from everyone else, get people’s attention, make a lasting & powerful impression, and use that to your advantage.
So if you’re tired of sucking when you talk to people. If you’re tired of getting hung up on. And if you’re just plain ol’ TIRED of hearing the word “No!” Then pay attention here, because this is going to CHANGE YOUR LIFE. Yes, for the better.
Ready? Let’s do it!
Did You Know…?
Did you know that various studies have shown that people make snap judgements about you within five seconds of you opening your mouth? And it’s actually much shorter than that when they see you. In a moment, I’ll show you how to use that fact to your advantage. But for now, it’s important that you just know this.
Before You Even Open Your Mouth
Let me ask you an important question: Are you prepared? Before you call or call on someone, do you know what you’re going to say? Do you know HOW you’re going to say it? Or do you just plan on winging it?
If you think you’re going to make a powerful first impression on someone without being prepared, you might be right! But chances are, that impression is going to be a negative one. And you don’t want that. So before you even open your mouth, you should first consider having a powerful, proven SCRIPT in front of you – especially if you’re just starting out. Only AFTER you’ve been doing this a while & are fully unconsciously competent should you even consider not using a script. That’s probably going to take a while, so… just use one, ok?
But having a script is NOT enough! Have you practiced it so that you don’t SOUND like you’re reading a script? If not, then you should know what to do. But just to be crystal clear here, I’ll say it anyway: PRACTICE reading your script. Out loud. With someone else. Role play.
Just like an actor practices reading his lines so it sounds like he’s just talking naturally, THAT’S what you should do with a good script. Rehearse it to make it your own, because it’s vitally important that you sound as natural as when you talk.
Let’s Take It A Step Further
Assuming that you’ve already practiced at least the introduction part of your script, let’s give it a vital boost. The next important thing you’ll need to do is give your voice a shot of ENERGY! The easiest way to do this is to STAND UP as you talk. This will naturally help tremendously. It’s so important to have some enthusiasm in your voice, because nobody likes talking to someone who’s about to put them to sleep. …Unless they’re paying a hypnotist, and that’s not what we’re doing here.
The Ingredients of This Recipe
Just like cooking anything tasty requires that you have the right ingredients, there are a few qualities of your voice that you’ll need to cultivate in order to have maximum effectiveness. If you fall short in any of these categories, it drastically reduces your chance of success here.
These Essential Qualities Are:
The Main Idea
The Main Idea here is that you have GOT to SOUND like someone who is worthwhile for them to talk to, and that needs to be done within the first FIVE seconds of you starting to speak. Quite simply, you’ve got to come across as someone who is competent enough to HELP the other person accomplish their goals, solve their problems, and take away their pain.
This is probably one of the main reasons why so many people get shut down so quickly on the phone. A close second is because they either don’t have a qualified prospect (whether it’s timing or just not a good fit) or they don’t know how to properly present their solutions.
If you don’t sound like someone who can do that for them, then guess what? Subconsciously, your prospect may just tune you out and casually disregard you. Or worse – they just won’t respect you enough to want to listen to you. Either way, you’re toast.
So… How Do We Do That?
How we accomplish this is actually very simple. But it will require a few things from you. The first thing is that you’ve got to WANT to get better. If you think that you’re already perfect the way you are, you probably aren’t. No offense, but to quote Dr. Phil, “How’s that working out for you so far?”
The second thing you’ll need is to BELIEVE that you can learn and improve this skill to the point where you’ve got it down cold.
And finally, you’ve got to put the work in to get great at this. Yes, that means practicing, just as we had mentioned earlier in this article.
Your goal is simple: Develop your voice and style so that you come across as a sharp, enthusiastic, and credible expert at what you do… someone who is worth listening to. Tighten it up by practicing as much as you can so that you’re able to do this within the first FIVE seconds of talking with someone.
I know, I know… This might be hard for you to believe you can do this, especially if you’re so used to doing things your way, with your own style. And I get it – it can be hard to change, especially if you have a few years on you. But by now you should be asking yourself a very important question…
“What’s In It For Me If I Do All That?”
Anytime you want to make a change or do something different in your life, you’ve got to ask yourself that valuable question. After all, why should you put the work in if it’s just not worth it, right? Fair enough. So I’ll answer that by telling you that developing this skill is SO worth it! Just by being aware of how important this is, you’re already ahead of the game.
As you continue to master this vital skill, you’ll be WAY ahead of the competition. People will want to listen to you more. You’ll gain more credibility, so they’ll believe you as you present your solutions. Deals will be easier to find and negotiate. Life will just get easier AND you’ll have more fun!
What Happens If You DON’T Learn This?
Now that you’ve seen the positive, let’s look at the negative. If you don’t learn and master this skill, what happens? Well…nothing! Nothing will change. You’ll continue to get the same results you’re getting now. Hey, if you’re happy with the way you are, why change, right?
But if you’re ready to step up your game…if you’re ready to stop getting rejected so quickly… if you’re finally ready to start hearing people be interested in what you have to offer, then maybe it’s time you get busy and start leveling UP your skills in this department!
Let’s Try That Call Again
With all this in mind, let’s go ahead and call that same man from the beginning of this article again. Only this time, we’ll do it the new way, using our freshly-acquired-and-honed superpower that will clearly demonstrate that you’re someone worth talking to…someone who can help them solve their problem of selling their house. Ready? Here we go…
The Phone Call, Revisited…
“Hello?” The man answered the phone with a noticeable tinge of annoyance in his voice, fearing that this call would be just like the previous 14 conversations he’s already had today. He was beginning to feel that his phone number had a big target spray-painted on it for idiots and time wasters to call him.
This time, when the voice on the other end of the line began talking, the man could sense that there was something different about this person. Within the first few seconds of the voice talking, the man could feel the energy, confidence, and authority of this person…right through the phone!
The voice spoke, “Hi! Is the house you’re selling at 3451 Maple Leaf Lane still available?”
The man replied, “Yes, it is. How may I help you?”
With enthusiasm and confidence, the voice answered, “Great… I’m really interested! My name is Frank. What’s yours?”
The man replied automatically, “John. Nice to talk to you, Frank.”
Frank (the voice) answered, “The pleasure is mine, John! Are you the owner of the house?”
“Yes, I am!” John exclaimed…
In the back of his mind, John thought to himself that this might FINALLY be the conversation he’s been waiting for. This voice, Frank, really seemed to be on point with how he came across. And although he didn’t know what Frank was able to do yet, he immediately felt very comfortable talking with him, and subconsciously wanted to find a way to work with him!
Within only a few moments, Frank had verified that the house was still available, got to be on a first name basis, and confirmed that he was talking with the right person – the owner! What’s more, because of the quality of his vocal tonality, preparation for the beginning of this conversation, and overall skill, he was able to make a powerful subconscious impression on John the owner.
Can you see how such a simple foundation like this sets the stage for a MUCH better conversation? And can you see how it’s totally worth your while to level up on this skill?
The only question remaining now is: What are you going to DO about it?
Do you want to have the type of conversation with someone – and get the same results – as the person in the beginning of this article… or the END of this article?
The choice is yours. All you need to do is follow the simple tips and advice already laid out for you in plain detail in this article. Once you start to improve, your life will never be the same. You’ll see. 🙂
Remember, all it takes is FIVE seconds – to make a powerful first impression!
Ok, I’m going to start counting again… 1, 2, 3, 4, 5…
Until Next Time,
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!
by Tony Pearl
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. 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.” If you have an iPhone, it’s not as easy. But I suggest you check out using the Vonage app. Also – be sure to be aware of the laws in your state regarding one or two party knowledge on recording calls.
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?
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 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.
In this article, we’re going to discuss something VERY important for you to know when it comes to making offers. Once you grasp the EASY strategy here, you’ll be able to make offers just about anytime, anywhere…without facing or feeling rejection or any negative feelings most other people often associate with this part of the business. In fact, I’m going to do like I always do – make this simple, easy, and FUN to use. Best of all, you’ll be able to put this to use right away, starting TODAY if you like!
Ready? Let’s go…
Are You Scared to Make Offers?
Let’s face it – When we’re asked how many offers have we made lately, we feel ashamed, because many people just DON’T make offers. And that’s why they often struggle or don’t succeed at first. And as you should know by now, “If you ain’t makin’ offers, you ain’t makin’ money!” That’s what one of my early mentors taught me.
But why be scared? It’s actually really easy… once you really know how to do it the right way.
The OLD Way of Making Offers:
Before we get to the right way that we make offers now, let’s take a quick trip down Memory Lane…
Making offers used to be kinda hard. Especially for ugly houses. Many investors would go to the house themselves to personally inspect it. They’d take their tape measure, note pads, materials estimation lists, etc. Then they’d go get 3 estimates for repairs from different contractors (often a good idea – but not in the early stages of making an offer!).
Then they’d crunch their numbers, double check the formula, make sure all the “i”s were dotted & “t”s were crossed, and work out an exact, specific number to offer.
By the time they were finally ready to think about making an offer, another investor had already come along and scooped up the deal because that first investor took too long! Classic definition of ‘you snooze, you lose,’ right?
Plus, I think we can agree that this is an awful lot of work to do just to make an offer, right?
Surely there has to be a better way! (Don’t call me Shirley)
The New/Right Way to Make Offers
Thanks to a some relatively new understanding and breakthroughs in sales & psychology, we have practically perfected some amazing new ways of making offers to sellers… or buyers… or private lenders. Or anyone, actually! This “New Way” of making offers is a LOT easier & more fun. Plus – let me remind you of my original promise – it’s a lot more fun, too!
The way I like to think of it is if you divided this “New” way into TWO parts.
And the FIRST part sets up the SECOND part…
1. The “Soft” Offer
A SOFT Offer introduces an idea or Concept to the prospect to see if they like it.
It’s a simple way to prepare them for the next type of offer (below).
As I wrote in the article, “Baby Steps to Success,” we don’t always want to just jump right in to making an offer with many sellers or prospects. It really depends on a few things, such as how much rapport you have with them, what stage they are in the sales process, and your own individual skill, experience, and confidence levels.
Just like going on a date, it’s often better to find out what they want, then give them a TASTE of what you’re offering, gauge their understanding and interest levels, and proceed accordingly.
For example, if you’re talking with a seller, and you find out that they’re selling their beautiful $1.2 Million dollar house because they want to downsize & move to Costa Rica to retire, you wouldn’t just jump in and say, “I’ll pay you $400,000, cash, close in 21 days. Take it or leave it!”
That would be like going on a first date & telling them that you want to get married & have 3 kids…and you’d like to start tonight!“
No, rather than trying to shove your offer down their throat, you’d be much better off by first taking a couple of minutes to find out what’s important to them, and what they want out of the situation. We like to call this finding out their “needs & greeds.”
After that, we look to find out what they’d be open to doing by presenting them with a CONCEPT of what we can do for them, along with a couple of benefits that fit their needs.
Here’s an example. Let’s use that same scenario of the $1.2 M house where they want to retire in Costa Rica (nice!)…
Suppose you said something like this, “Since you’re moving to another country, it sounds like you’ll probably want to have some cash flow coming in so you don’t have to worry about your living expenses there, right? What if there was a way that you could get some great monthly income from this house for a while, and then get a big, fat check some time after that? Is that something that might work for you?”
Here’s another, more common way of basically saying the same thing, but in a way you’ll probably use yourself for a long time. This is a great way to introduce the IDEA/CONCEPT of a seller taking TERMS for a while:
“What if there was a way we could buy your house at a price that works for both of us, close whenever it’s convenient for you, and make this a really easy transaction so you can move on with your life & not have to worry about this house any more. Would that work for you?”
When they say yes, you continue by saying, “Well, we can definitely do that! The only thing we would need to know is if you could take payments on your house for a little while until we’re able to get you fully cashed out. Is that something we could discuss?”
Boom! Do you see how that introduces the foundation CONCEPTS of the main things we can do for them on a terms deal?
This is a simple example of making a SOFT OFFER. Remember that a Soft Offer is where we make an offer by presenting a simple CONCEPT or IDEA of what we can do, then listen to their reaction/answer, and go from there.
How Did They React To Your “Soft” Offer?
After you present your simple concept (another ‘baby step’ in the right direction), you’ll need to LISTEN to how they react and go from there. If they do NOT like that idea, no problem! Just present them with another idea or concept and do the same thing. If you run out of ideas and they don’t like anything, they’re probably not motivated and this most likely isn’t a good fit for them at this time… Which is fine! In fact, MOST sellers you talk to will probably fit in this category.
But here’s the GOOD news! You’ll find out EARLY. You won’t be wasting your time. You won’t be begging, or trying to ‘convince’ anyone of anything! You’re simply presenting an idea and seeing if it will work for them or not.
Another way of putting it: You’re giving them a ‘taste’ of your cooking and seeing if they like it. If they don’t, offer them something else until you find something they like or it’s determined that they just don’t like your cooking.
NOW, if they DO like what you have to say, then you’ll continue to work your way towards…
2. The “Hard” Offer:
A “Hard” offer is one where numbers and timelines are named. This is where the rubber meets the road. This part can be frustrating for some – until they master the art of doing it the right way.
For the sake of comparison, let’s go back to the ‘Old’ way of doing it for a moment. This is where YOU have to do all the heavy lifting of crunching numbers and present them to the seller for their consideration and approval. Then hope that they either accept or counter to continue the game. We’ve already been through the pain of that, and how this is probably the wrong approach to take for the right prospect.
Of course, if this prospect is NOT ready to do business, there’s nothing wrong with throwing out 2-3 offer scenarios for them to consider, then follow up with them later.
Now let’s look at the NEW way of making an offer to the right prospect. Once we’ve introduced the SOFT offer (concept of terms, for example), we now move to working on negotiating a HARD offer, where we start to work out the numbers of buying their house.
What are the ‘numbers’ we use? It’s simple. As I wrote in my other article, “The 5 Points of Negotiating a Terms Deal,” we’re going to look at:
How We Negotiate a Killer Deal
Now that we have the WHAT out of the way, let’s look at HOW we do it…
The simple idea is that we want the SELLER (Prospect) to make US the offer! How? By ASKING! We simply ASK them what they’d accept, and we present it in a way that works best and easiest for us. I’ve found that the best way of doing that is to present the questions in a way that gives the prospect the maximum benefit for them for the best price for us.
For example, when it comes to Purchase Price, you could ask this (pay close attention here)…
“So, if we could buy your house as-is, close whenever you like, and make this a really easy transaction for you, what’s the least you could accept for your house?”
Do you see how that works? We give them 2-3 benefits, then ask the question so that we get THEM to name the lowest price!
Just make sure the next question you ask them after they answer you is, “Is that the best you can do?” 🙂
The Easiest Way to Buy Houses With NOTHING Down
Immediately after asking that question, you’ll want to move on to the down payment. Let me share my KILLER way of asking the magic ‘nothing down’ question. This just WORKS – almost every time. Check this out…
“Ok, well, if we’re going to pay you a high price like that, we usually buy for nothing down. Ok?”
The KEY here is to ask that question with a vocal tonality of… you just expect them to agree & say “ok.”
I believe I’ve already covered the rest of the questions in that other “5 Points” article, so if you want more, just check that out.
A Killer Tool To Use For This
Remember that you already have access to my “Closing Call” Script & Form to use whenever you like (as long as you’re logged in to the site, of course). That’s a POWERFUL way of using exactly what we’re talking about here.
PRO TIP: Use that tool for your first 10-20 live seller prospects (and to submit your closing call leads to me for joint evaluation). It shouldn’t take you long to get comfortable with this process. THIS is a killer short-cut you can take now to help you get early success in this business.
Another Killer Tool To Use
So now that we have the NEW way of making a Hard Offer understood, let me share something else with you. This part is optional, but you’ll definitely want to check it out.
As we’ve already discussed, we want to use the techniques discussed in this article here for TRUE prospects – the ones with whom we may be able to do business TODAY. If you’ve read my article “The Art of Prescreening,” you remember that we have THREE types of sellers: Suspects, Prospects,andProjects. If you’re dealing with a true Prospect or Project, you’ll definitely want to use the techniques discussed right here. However, if you’re dealing with a Suspect – someone who’s NOT ready to do business today or any time soon (the ones that want full price, all cash now), you have absolutely nothing to lose by still getting something in front of them and making a few “test” offers. You’d then follow up with these people later on to see if time & circumstance have changed their minds yet. And you’d be surprised how often they do!
For those people, what if there was a way you could get them some powerful information that will help give you ‘another turn at bat’ for when you follow up later? What if you could give them not ONE, but THREE offers for them to consider? Do you think that might help open the doors for you to possibly do business with more people? Your answer should definitely be ‘Yes!’
So, if that sounds good to you & you’d like more information on this killer tool that I’ve personally developed, feel free to check that out by clicking on this link:
Wrapping This Up
Now you know the two types of offers that will help make your real estate business life a LOT easier:
Soft Offers to set up Hard Offers. Step One sets up Step Two. That’s why I used the picture of the footsteps for this article. Remember to use the idea of introducing a CONCEPT to your prospect, then see how they react to that, and act accordingly. If they don’t like it, move on. If they do like it, continue in that direction.
And if they DO like it, then you do the best you can to transition from the Soft Offer to the Hard Offer, where you negotiate the numbers of the deal.
Finally, we use the idea of ASKING the prospect to name the numbers so that THEY make US the offer. This makes OUR job a LOT easier – and a LOT more FUN! (Promise made – promise kept)
Hey, I’m giving you the main ingredient of my ‘secret sauce’ recipe here, so please give it the consideration it deserves. 🙂
If you’ve read all the way to here, you should have ideas bouncing around in your head right now! That’s a beautiful thing.
NEW Feature: I’m opening up these articles to let YOU share your thoughts & ideas right here! Look below – there should be a place for you to share your feedback on this article. What do you think? What was the biggest idea or takeaway you got from reading this article? HOW will you put what you’ve learned here into place? How many more offers do you think this will help YOU make? Share below! Thanks for reading, and I truly look forward to hearing from you on how these techniques work for you because of all the easy offers you’ll now be able to make!
Until Next Time, Here’s To YOUR Success!
–>Be Sure to ‘Leave a Comment’ Below!<–
“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